A Pathway to Success


I am frequently questioned about productivity coaching, in general how it works, what costs are associated with coaching, and can I guarantee their success. Most state their reason for inquiring as, “My business has stopped growing,” or “I’m in a real slump right now, how can I jump start it?” I would love to give them a two-minute method they could use to see immediate results, but it isn’t that simple. If it were, I would be one of the wealthiest people in the world because all sales people go through slumps in their level of production. Let’s explore their question as it relates to real estate sales.

Real estate sales are like a roller coaster ride. There are valleys, peaks, curves, twists, and even some smooth track to help you get over the excitement you just experienced. In sales, we experience those same valleys, peaks, curves and twists. There are ways to insulate against deep valleys to create a more consistent line of production. Time will not permit me to lay out a complete roadmap that leads to success so I want to address only one pathway that is a primary element of success in sales; regardless the industry one works.

I can’t emphasize enough the importance of staying focused on doing the things that are productive. You might recall an article I wrote last month, “Are You In Focus,” where I referenced the same sentiments. We are human and have a tendency to waste time. We don’t mean to but we allow other things and other people to interfere with the things we plan to accomplish. When this happens, something on our “To Do” list doesn’t get done as planned. Many times we simply move non-accomplished things into the next day “To Do” list. For whatever the reason, we got out of focus and something important to us didn’t get done as planned.

If I asked you, “What is the most important thing to you as it relates to your business?”  The most common answer is, “Closing a Sale.” This is totally understandable. Without closing a sale there is no income. We can’t close a sale until we have one to close so what are we to focus on? Most sales positions fall under the independent contractor classification. There are neither salaries nor fringe benefits; only a commission, based on their production. Many real estate agents overlook the fact that they own their own business. They are responsible for their own actions even though they operate their business under a company’s qualifying broker.  The brokerage is not responsible to provide you anything other than an opportunity to manage your business under their flagship.

If you want to have a successful business, you must develop the ability to remain focused on doing all things that are important to your business’ success. All businesses are comprised of many parts. How can one focus on all parts at the same time? You can’t unless you have a business plan that includes goals, budgets, and planning for getting from where you are currently to where you want to be in 1, 5, and 10 years from now. A business plan will determine how many sales you need to close in order to reach your financial goals. Properly done, it will tell you how many people you need to talk to in order to produce the required number of closed sales in a certain period.

Before I can have a sale, I must have a client and before I can have a client, I must generate a lead from somewhere of someone who wants to buy or sell real property.  Therefore my hourly focus, not just daily, weekly, or monthly, but my hourly focus should be on doing the things that are productive and profitable to my business. Understanding the things I need to focus on doing will help eliminate the non-productive things that hinder my focus.

How can one improve their ability to focus on many things at the same time? That’s very simple. Start out with a business plan which will help you schedule a daily work plan and then commit to following that plan. Don’t let small issues, or other people, interfere with you accomplishing productive things. To begin with you may find it a little difficult but remember that you are in charge of your own life. You control your own actions.  Try it for a week and see if you don’t accomplish much more with a lot less effort. I’ll bet you’ll even find yourself with extra time on your hands.  Focus takes practice. Try sitting in  a room with the TV on, or a room filled with people; Now focus on one idea or thought without letting sounds or people break your focus. Focus means that you are zeroed in on something and you aren’t permitting any interruptions. Practice it often and then apply it to managing your business.

Should you have specific questions concerning various issues, please let me know and I’ll research the answer for you. I also want to encourage you to subscribe to our “News & Updates” weekly report so you can stay abreast of issues that might affect you when buying or selling real estate. If you haven’t visited my website, please go to www.AlabamaRealEstateInstitute.com  and view previous articles.

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