The Client Acquisition Machine for Realtors

Begin with the end in mind

The great Stephen Covey, who we miss dearly, gave us this powerful statement, “Begin with the end in mind.” Here is how he defines it, “Begin with the end in mind means to begin each day, task, or project with a clear vision of your desired direction and destination, and then continue by flexing your proactive muscles to make things happen.” A very common example of this occurs when agents structure split structures for their team that seem to make sense today but are unsustainable in the long run. Or when making hiring decisions with shortsighted compensation plans that work today but become a choke hold on your profitability in later stages of growth.

Core Values

Documented core values are a funny thing. They are one of the most important things any business needs yet it is the most likely thing for you to ignore. I understand why. I remember feeling like spending time on core values was a waste of time because there was so much business to do, so many fires to put out, and even more and opportunities to capture.. I certainly didn’t feel like it was the best use of my limited hours.

Amazing how now that I have a big business, it is one of the central points of focus when making nearly any decision for the business.

If you don’t have clear core values,you will find yourself needing to clean up a lot of messes. It will also be hard to develop alignment and get buy-in from your team. You will suffer greater turnover, it will take longer to make decisions, and you won’t enjoy your business nearly as much as you should.

Core values tied to a strong culture will elevate your business above all others. A business reaches a point when it cannot grow in a healthy manner without them.

If you take this seriously and build the core of your company around what you want your culture to look and feel like 10 years from now, you will have a great advantage over other agents who don’t make this a priority.

To help develop your core values, ask yourself the following questions: 1. Why are you in business (other than to make money)? 2. Why do your best customers choose you? 3. What do you want the community to say about you and your business? 4. What traits exemplify you and your best team members? 5. What do you believe it takes to be successful in your business? 6. What traits do you most value in others?

Ask each of your key team members to do the same. Brainstorm answers to these questions, play with them, edit them, and just get something down on paper. Commit to them for at least a quarter. Read them daily. Post them on the wall. It is entirely natural that you will come back to them and make edits over the course of the year on a quarterly basis until they feel just right. But just get started and don’t worry about being perfect on day one. You won’t be.

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