Everyday Improvements

In a highly competitive market, it seems like many agents are in a race to the bottom, using commission cutting to attract business. They figure by reducing fees they can close more transactions, without considering that by cutting fees they also have to cut services to survive on less revenue per transaction. If you choose this business model you will cannibalize your future business. I’d prefer to see you hold steady on your commission and offer exceptional service to warrant your fees.

If you want to stand out and be remembered positively, get referred regularly, and be able to bank on future repeat business, it is about the QUALITY of the consumer experience.

A high-quality experience requires:

• attention to detail
• local market expertise
• stellar communication skills
• empathy for your clients, and
• constant honing of your skills and processes.

Your goal should be to constantly improve the client experience. Happy clients refer you and come back to you. So how do you do that? It all starts with your attitude towards change. Every day you should wake up with the goal of improving something in your business. Everyday improvements, even small ones, compound into massive changes over time.

Every day, look at something in your business and ask yourself “how can I make it better?” Small refinements of 1% every day result in mind-blowing changes over time. At the end of every day ask yourself:

• What did I learn today?
• What did I improve today?

Continuous improvement builds SECURITY. Most agents never feel secure in a commission-based business. They are always worried about losing a client or losing money. The ONLY security you have in this business comes from constantly improving the value you bring to your relationships, so you create raving fans. You will never worry about MAINTAINING your quality of life when you work hard every day to IMPROVE your quality of life.

So how do you make constant improvements in your business that matter, and where do you start?

Take a piece of paper and make four columns.

• In the first column, make a list of every TOOL you use in your business (listing presentation, buyer presentation, marketing materials, your website, social media, prospecting scripts, etc.) as well as every CHECKLIST you use in your business (new buyers, new sellers, closings, marketing, moving tips, etc.) and every TECHNOLOGY you use in your business (CRM system, lead generation, lead management, document storage, file sharing, etc.).
• In the second column, write down the changes you want to make to each item.
• In the third column, write down the cost to make the improvements (time, money, resources, skills, etc.).
• In the fourth column, write down when you want to have the improvements made by (anticipated completion dates).

PRIORITIZE the list, so the most important fixes get done first. You will now have an extensive list of projects you need to tackle this summer before the fall market heats up again. Work through one item at a time and complete it before moving on to the next. Small improvements in your business every day will have a major impact on your success this year.

Summer is the perfect time of year to tackle these projects when business is a little slower. Of course, I want you to spend quality time with family and friends over the summer, but I don’t want you to lose sight that this is a critical time to plan ahead on how you will improve your business to make 2021 your best year ever.

If you want to learn more about the best ways to improve your business, check out https://leadersedgetraining.com/virtual-training.

Chris Leader
President
Leader’s Edge Training