Analyze, Assess, Adapt.
We have discussed the significance of hustle in becoming a successful representative. But no matter how hard you work, if your performance isn’t measured by you, you won’t know if that labour is currently yielding results.
I was interested in being as powerful as possible when I began studying martial arts. Like every seven-year-old, I was out to be the next Bruce Lee! When reality settled in, I discovered I wasn’t special, and that my seniors could seriously out perform me in every way- but through hard work and practice, I soon became as good as them.
We improve through repetition (practice makes perfect), we know how to execute a function economically and quickly; through monitoring, we embrace them without realizing it and internalize practices. Through muscle memory, I managed to make some strides. But it was only when I took the opportunity to perform the exact same move over and over which improvement was shown by me.
The most critical gains come from questioning whether that is what works and reflecting on the way. The quarterbacks spend hours analyzing their throw, watching the playback and searching for opportunities that are missed. The teachers do not wait to ascertain whether they are doing. They ask themselves that question after each lesson.
As a realtor, you should be analyzing and measuring your performance. You can achieve it in numerous ways. Consider keeping a journal to record your impressions of the work of the day. Keep count of the number of prospects you spoke to and how those discussions went.
At the day’s end, look at what you have achieved. Did you get done what you set out to do? If not, why would that be? You don’t have to get comprehensive, just get in the habit of jotting down a couple of ideas. You’ll have enough time to arrange them into something more coherent.
By doing a self evaluation, you can learn a great deal about your own performance. From start to end, track them and determine what your pipeline looks like. Are some elements of your sales strategy working better than others? Do you typically lose prospects? You may need to modify your approach if so.
Crunch the numbers to find out if the results of your practices is getting you real results. Assess your prospects against the numbers you require and the amounts you’ve got. Getting a great deal of leads, but not making lots of sales? You might be better off devoting more time to quality over quantity. Compare your stats and set goals.
This brings us to the final step in the process: adapt. What is the purpose of seeking them out if you are not going to attempt and fix the mistakes and inefficiencies you have worked hard to uncover on your business practices?
Start creating a list of solutions or skills you intend to work on you intend to try out. At the week’s end, assess your progress. Can you practice what you set out to practice? Did the corrections you’ve made to lead to prospects, more success, more sales? Otherwise, why do you think is, and what else next week, would you try?
Make no mistake, self-evaluation may not be fun, and it can include plenty of work. But you will find the time, if you are really dedicated to being a realtor –and you will see the results.