The Art of Execution

Let’s talk about the art of execution and why it is important to execute, not just from time to time, but consistently. When you relentlessly tackle the stuff you’re not comfortable with, over time you master the solution and it becomes second nature to you.

There are four main areas of a successful sales practice:

          1. Prospecting – keeping your lead pipeline full

          2. Organization – back-end administration, systems, and marketing

          3. Client Care – delivering exceptional service and staying in touch

          4. Finances – managing your revenue, expenses, and taxes

Agents spend most of their time in the area that they enjoy the most. This week I was talking to a high-producing agent. He and his partner have a small team (4 people) and they earned about $2 million in commissions last year. By anyone’s standard that gross revenue is admirable, but there are areas of his business that are very challenged. He is gregarious and a natural salesman, so his solution to everything is to just go out and sell more houses. That works to a degree, but if he doesn’t fix the problem areas in his business he will constantly be in a high-speed wobble. His sales skills are strong, but his administration is in chaos. The solutions are out there, but solutions are only good if you implement them.

If I was to ask you what the weak areas are in your business could you tell me? If I gave you solutions to your specific challenges, would you execute on them? Most people would say yes, but not follow through.

That brings me to the art of execution. How do I get you to execute on the activities that you are not natural at? It has a lot to do with the incentives you give yourself for doing the tough stuff. Even if you can identify the weak areas of your business, you are only going to do something about it if the reward for doing it is powerful.

Rewards are different for everyone. You may have a spouse who has supported you unconditionally and you want to do something special for them. You may have kids who are approaching university next year and you want to make sure you can get them the right education that will set them up for the rest of their life. Maybe there is some place you have always wanted to travel to. Maybe it’s a new car. Rewards are personal for everyone, but you need to figure out what your goal is.

• You may not be good with finances, but if you got in the habit of spending one hour a week organizing your receipts and you committed to reconciling your bank account every month, your finances improve.
• You may not be good with prospecting because you are uncomfortable talking to strangers. If you got in the habit of spending one hour a day prospecting, no excuses, you would get comfortable with it and generate a wealth of opportunities.
• You may not be good with client follow-up. You have years in the business and a ton of past clients, but you’ve lost touch after the sale. If you got in the habit of reaching out to one past client every day, your repeat and referral business would skyrocket.
• You may not be good with organization. If you got in the habit of spending one hour a day organizing your CRM system and your files, you’d be well on your way to an organized office within the next month.

There are solutions for every problem you face in business. The question I have for you is, are you willing to execute?

When your WHY is powerful, the HOW will materialize.

If you want to learn more about how to succeed in real estate sales and finish 2021 strong, check out https://leadersedgetraining.com/virtual-training.

Chris Leader
President
Leader’s Edge Training