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Ever stood at the bottom of a lengthy staircase and been overwhelmed by the long journey to reach the top? Real estate can feel like that from time to time.
The distance between where you are now and where you want to be can feel daunting.
But it shouldn’t. Just as a staircase requires one step at a time, real estate success is the culmination of small actions.
And just as that view from the top of the staircase will be worth it, so are the big wins that real estate can offer.
The reality is this is an industry where small actions result in big wins; you’ve just got to take it one step at a time, in the knowledge that the hard stuff is never hard, as long as you break it down.
Small actions win
Most great agents will tell you that they break their day down. It’s divided into a series of actions and activities that add up to create results.
Most of these actions are small. It’s a case of one phone call at a time, one appointment at a time, and one open home at a time.
Each is incremental, but together they create momentum. They’re rituals that, when adhered to, add up to big wins.
Easy actions win
While real estate is no easy gig, many of the small actions we undertake daily are easy.
Blocking out a 45-minute prospecting session is easy. Making the first call is easy, as is making the second and the third.
Meeting with people is easy, as is hosting an open home. Keeping your vendor updated is easy, and so is reaching out to a prospective buyer.
On their own, none of these actions is hard. And it’s when you commit to doing them that the results begin to speak for themselves.
Repeatable actions win
It’s the activities that you repeat time and again that start propelling you up the staircase of success. Thirty prospecting calls a day soon adds up to 150 a week and 7,000 a year.
Twenty appraisals a week equals 240 a year, and depending on your conversion rate, the results start flowing from there, resulting in 25 sales, 50 sales, 100 sales or possibly more for the year.
Outsourced actions win
Not all of these small actions need to be done by you. Some can be outsourced to manage your time more efficiently.
For example, keeping in contact and building relationships with buyers is easy and repeatable, but it’s also something that can be outsourced for greater productivity.
Marketing your business via social media is easy and repeatable, and again, it’s a task that can be looked after on your behalf.
It all adds up
In context, many, many small actions will only give you a small volume of wins. But while small in volume, it’s important to remember these wins are big in scale.
The ultimate win is a property sale, which gets us gross commission income (GCI) on the board, money in the bank, and builds our reputation.
So, next time, when you look up the long staircase wondering how you’ll reach your sales target this year, break it down and take comfort in how small and easy each step towards that goal is.
Then reframe your thinking about the “small volume” of big wins you actually need to achieve to prosper in this career.
Relative to the “volume of actions”, the wins that are successful property sales will be few; however, the rewards are big and, in some cases, even huge.
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