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It’s funny how there’s a tendency to overcomplicate things. We have the potential to make simple activities bigger than they need to be and harder than they are.
In the process, we’re making those tasks more daunting and place unnecessary obstacles in our path.
But the reality is, the hard stuff is never that hard. It’s all about our mindset and ability to break it down.
Small actions win
I’ve said it before and I’ll repeat it again, the practice of real estate isn’t rocket science. It is a career built on small activities, repeated time and again.
The nuts and bolts of building a profile in this arena and creating a successful career is all about forging connections.
It’s about making phone calls, sending emails, tapping into social media, and attention to detail.
None of these activities on their own are big and insurmountable. They are small actions, and over time, small actions win.
Easy actions win
These activities aren’t hard either. They’re not backbreaking tasks that require immense physical effort, or mind-boggling quandaries that require all our brainpower.
On their own, each of these activities is easy, and this is an industry where easy actions that illustrate that extra level of care always win.
Duplicatable actions win
This is not an industry where we need to reinvent the wheel each day when we come to work. We’re not Apple, we’re not Tesla, we’re not seeking to be world leaders in innovation and devise something new or groundbreaking every week in order to garner or retain our customer’s attention.
Instead, ours is an industry where duplicatable actions win. It’s the things that we consistently do in the right way over and over again that actually create momentum.
It’s the stellar open homes, the care for our clients, and the regular contact that builds our market presence, not the latest bright shiny object or latest, greatest thing.
Repeatable actions win
The great thing is, activities we do are repeatable. Each day we can offer the same great level of service and care.
We can replicate the small activities that we know achieve results over and over again in the knowledge these easy and small actions add up over time, because repeatable actions win.
Outsourced actions win
Importantly, we don’t have to do all these activities by ourselves. Some can be outsourced. We can enlist the help of a CRM to ensure we make the phone calls we should.
We can automate our text messaging to allow us to reach more people, more often. We can have someone handle our social media and do our letterbox drops, or build a team to enable us to make those additional prospecting calls.
Each of the areas we outsource then allows us to concentrate on the key activities that require the personal touch or focus on the touchpoints we actually enjoy.
The hard stuff is never hard
Too often we fail to break down the hard stuff into small actions and, as a result, refer to them as hard.
Blocking out a 45-minute prospecting session is easy. Making the first call and then the next is easy. Booking a face-to-face meeting from a connection is trickier to achieve, but the action is still easy.
An accumulation of these small actions always (repeat, ALWAYS) ends up with a big win – a listing which will result in a sale.
Keeping in contact with buyers and building relationships with them are both very easy actions. They are repeatable, duplicatable, can be outsourced and, ultimately, these easy actions end up being the lifeblood of your business.
Small actions, big rewards
In context, many, many small actions will only give you a small volume of big wins.
But while the volume and the number of wins may be small, they end up being our big wins.
It’s what gets us GCI on the board. It’s what puts money in the bank.
Next time, when you think about your numbers (for example, making your minimum 150 calls per week or 7,000-plus per year, your 20 appraisals per month or 240 per year, or your annual 25,000 letterbox drops/direct mail, and your million-plus annual social media views), it’s important to think of the relative small volume of wins you will likely achieve as a positive, not a negative (as most agents do).
Your many small actions will result in 25 sales, 50 sales, 100 sales, or possibly more for the year.
Relative to the volume of actions, your number of sales might be few, however the rewards are big, and in some cases, even huge.
Manos Findikakis is the CEO of Agents’Agency.
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