Your Systems Determine Your Success
As real estate professionals, part of our job is simplification. Heck it’s one of our core focuses, “Simplifying Your Next Move”. Our clients seek ease and efficiency - they desire to save time, money, and avoid stress. They envision a seamless process, where they can push a button and magic happens. And we want to provide that! But, don’t forget, the true magic lies in the expertise and systems you've honed to perfection.
Your value proposition isn't just in the tasks you perform; it's embedded in the systems and processes you've mastered and now consider second nature. These elements of your expertise, often overlooked as routine, are actually some of your strongest assets.
When I was in a listing presentation or buyer consult, the explaining of these systems was often the pivotal moment in which I earned their business. It's crucial that you articulate these systems to your clients with such clarity and detail that they recognize the unique value they won't find elsewhere.
Consider this: In every interaction - be it a listing presentation, a home showing, or weekly listing update video - the point at which our clients and prospects become most engaged is when you “turn on the lights” to your method. This isn't coincidental. It’s a testament to the power of explaining your unique system, which should be an integral part of your value proposition.
Illustrate Your System
Here is an example of how to illustrate your system to clients and potential clients.
Listing Presentations
I have often mentioned that the point in a listing presentation where I captured the seller was when I explained our robust method of capturing buyers. One way of doing this is by explaining all the tools that our CRM offers. Effective lead management, AI texting, follow up campaigns, retargeting, etc
Sharing the unique ways in which hiring you as a listing agent will help the client to save money, time and to avoid stress can bring clarity to why they should choose you to sell their home.
While we excel in simplifying real estate transactions, it's essential, at times, to unfold the complexity of our work. This approach helps clients appreciate the intricate expertise and dedication behind our service.
The Last 30 Days in Review
Sisu Update
Sisu isn't just a tool; it's a game-changer in how we approach our real estate goals, and here's why.
I recommended a book back in September, Atomic Habits by James Clear. Clear emphasizes the power of small, consistent habits in driving monumental change. Sisu embodies this philosophy. It shifts our focus from lag indicators—akin to driving while looking in the rearview mirror—to lead indicators. By tracking our daily conversations, appointments, and contracts, we're not just recording data; we're actively participating in the process of habit formation.
Clear states, "What is measured, improves." With FUB and Sisu integration we are provided with unparalleled visibility into our daily activities. This clarity is not about overwhelming ourselves with data but about highlighting our progress, no matter how small. Every conversation tracked, every appointment set, is a step forward, a habit strengthened.
Clear talks about the power of community in shaping habits. We're not just individual agents; we're part of a dynamic, supportive community, all pursuing excellence! #corevalue
Huge Win!
Julia shared this win with me and I thought it was pretty awesome. Team member, Robert Kelley did an open house in Scottsdale a few weeks ago. While he was at the open house he went into the non-flex pond and sent text messages to all buyers who were tagged as looking in that area and sent generic text messages via FUB to invite them to his open house. He got a lead from that effort and he wrote a CASH offer for $1,050,000! WTG, ROB! Be sure to add this one to your stable of stories. Imagine the impact in sharing this story with a prospective client!
Looking Forward: The Next 30 Days
Now is the time to assess, organize and strengthen your systems. Find out what is working and what isn’t. Reach out to clients after closings and ask them if there is any way in which you could have served them better.
Research and study business success and system success. Organize lunches or other gatherings with your team, brainstorm and share system ideas. Share what works, and share what hasn’t worked in the past for you as well.
Above all, remember that this isn’t about sales so much as it’s about providing the very best service to clients and potential clients. When you do that, the sales will follow.
Must-read book
The Checklist Manifesto by Atul Gawande. Never underestimate the power of a checklist. It is a simplified way to explain a complicated problem. A checklist is a system. Imagine walking through your open house checklist with a seller. Or sharing with a buyer your internalized checklist of scheduling home showings. That's a powerful way to show your value!
Must-see videos
Somehow I got caught in the Hormozi algorithm…and I’m here for it. This video has a powerful message. The most successful real estate agents I know stay focused on doing basic things exceptionally well. They avoid the distractions of shiny objects!.
The story of the woman in the red dress serves as a powerful analogy. In business, as in many areas of life, the ability to stay focused on what truly matters, despite temptations and distractions, is a key determinant of long-term success and growth.
There is always craziness going on around us! Whether that’s commission lawsuits, stressed out clients, family drama or presidential elections…this song always offers me a great reminder to Just Breathe. It’s also one of Jen’s favorite songs. I’m sure she won’t be happy I didn’t pick the Eddie Veder versionSorry babe, but Willie’s 90th Bday is coming up and he’s a legend!
Quote of the Month
“You do not rise to the level of your goals, you fall to the level of your systems. Your goals are your desired outcome. Your system is the connection of daily habits that will get you there.” -James Clear, Atomic Habits
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