- Being your own boss is a good thing, right?
- Healthy business = healthy pipeline
- Would you hire you?
When you work for someone else, part of your job is to manage the expectations of your boss. Are you going to meet your quarterly goal? Have you generated enough leads this month? Are my results good enough, competitive enough, to earn a raise or promotion?
But now that you are working for yourself, it’s up to you to manage your own expectations. Perhaps you aren’t answering to anyone but yourself, but you still need to either meet those goals, or know why you haven’t. This is basic business, it’s what a sales manager does.
In my book, Success Faster: Quickly Launch or Relaunch Your Real Estate Career, I’ve identified a number of “action items,” which are concrete steps you can take to meet the goals you’ve set for yourself, and in turn, know what to expect from yourself and build a healthy pipeline of solid leads.
- Identify Your Procrastination: What are you avoiding in your real estate business? Is there something you planned to do but haven’t? It’s time to identify that procrastination item, and take it on! Stare down your procrastinations and either remove them from the list of possibilities or get it done!
- Identify Your Top 100: Are you having trouble meeting the goals you’ve set for lead generation? Think about people that you may have left off the list of your “Top 100” contacts, and write them down. Real estate is about who you know and then engaging in meaningful real estate conversations with them. Don’t forget about relatives, high school and college friends, former colleagues, your recreational volleyball team – everyone! Then start by calling the first 20 people on your list. You MUST purposefully LOVE on this list! Even if they may not have any immediate real estate needs, they may know others who do. Identify and connect!
- Local Businesses: Take some time to pop into some local businesses, introduce yourself and get to know them. And then go back, and go back, and go back, and send your friends. Start buying your coffee at the local coffee shop and talk with the owners and customers while you’re there. You never know how you’re going to meet your next client. Charlie, the salesman who sold me my mocha Mini Cooper Clubman, ended up turning into a client!
By making sure your goals are clear, and you’ve set a path to reach them, you can learn to manage your own expectations and meet your real estate goals! Would YOU hire YOU?