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Ever felt stuck in a rut, unsure of what to do next? You know there are things you should be doing, but it feels hard to summon the drive, motivation and activity required to actually get up and get going.
We’ve all been there, and it can be that way for a variety of reasons – fatigue, a bit of a professional rough patch, or even the fact the grey days of winter are messing a little with your mojo.
The reality is, it’s not so much the question of why you’re feeling sluggish that matters. More importantly, the question is how do you turn things around and become unstuck?
Three key areas
When I find myself feeling sluggish and stuck, I turn my focus to three areas:
- My goals
- My business plan
- My activity
So let’s delve a little deeper.
Review your goals
Chances are you set yourself some goals at the outset of the year or the quarter. Now’s the time to revisit and review them, asking yourself whether they still motivate you.
If they don’t spark a sense of impetus and a desire to act upon them, they may not be the right goals anymore.
If that’s the case, it’s time to change them. Find one, two or three goals that fire you up and get you moving, and start acting on them rather than sticking to an idle wishlist that doesn’t spark inspiration.
Revisit your business plan
Regardless of whether it’s your first year in the industry or your 10th, whether you’re a sole operator or have a team, every agent should have a business plan.
Now’s the time to revisit it and consider what you need to do to get the result you want.
I don’t mean just glance at your plan, I mean actually break it down into bite-sized pieces and easy activities that get you where you want to go.
For example, if you want to be a million-dollar agent consider the following:
If your average commission is $20,000, then you need to be selling 50 homes annually.
To sell 50 homes, you need to list about 55, because we know that the withdrawal rate can be as high as 10 per cent.
Now, for most agents it takes up to three or four appraisals to acquire a listing. This might be different for you, so look at your exact metrics.
If it’s four appraisals to achieve a listing, you need to be undertaking 220 each year to get 55 properties.
Break that down again and you need to be undertaking about 20 appraisals a month to achieve your goal.
It’s that simple. Look into the numbers that underpin your plan. Numbers don’t need motivation, they just work. So, focus on the numbers and the results will follow.
Refine the activity
So you’ve looked at your goals and gone back to the plan, now let’s turn our attention to activity.
With your business plan as a reference, consider what activities you are doing and what you are not.
Sometimes we need to do more of the activities that we know work in order to achieve the result we want.
That’s particularly the case in a market that’s shifting, or one that has cooled off a little.
It’s three simple things
If you are feeling stuck, it’s as simple as looking at your goals, your plan and your activity.
By doing that exercise and turning your attention to those three things, you should be able to regain your motivation and reinstill the discipline required to do what you know needs to be done.
I find when I apply this strategy, I quickly get back in the zone. And when I’m back in the zone, that stuck feeling is replaced with action.
Manos Findikakis is the CEO of Agents’Agency.
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