Closing the Gap: Where Do You Need to Focus Most?

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It’s always important to take a step back every now and then to evaluate your business.

That’s what I’m asking you to do today.

I’ve identified seven categories I consider instrumental to every sales professional’s success.

What I want you to do is rate yourself in each of them. You can go it alone if you want, but if you can get an outside perspective – your broker, team members, a colleague, etc. – all the better!


Let’s Get Started

Rate yourself on a scale of 1-10 (10 being best) on each of these crucial components of your business:

  1. Belief/Self-Confidence

All success starts with belief. How strongly do you believe you can excel in this business? Are you lacking the confidence necessary to break through to achieve everything you truly want from your business?

  1. Plan

Do you have a business plan? Are you following it? Is it specific enough so you always know exactly what to do, or is it lacking? Does it spell out your long-term vision for where your business is headed in three years, five years, 10 years?

  1. Marketing

Do you always have sufficient leads or do you often wonder where the next one will come from? Is your lead gen strategy properly diversified or does it rely too much on one or two methodologies?

  1. Conversion Skills

How confident are you in your ability to turn a lead into a client? How’s your phone prospecting game? Do you have a listing presentation that sets you apart or are you doing the same, tired things every agent does?

  1. Habits

How’s your discipline? Are you doing the things every day that will give you the power? Do you do them for short bursts but struggle to keep up when things get busy?

  1. Systems

What would happen if you stopped coming to work for a day, a week or a month? Would business continue without you or would everything come to a grinding halt? How systematized are your processes?

  1. Team

What’s your team look like vs. your ideal? Are you flying solo? Are your team members operating within clearly defined roles so they are able to play to their strengths?


What’s Next?

Take a look at your ratings. What are your strengths? And more importantly, what are your weaknesses?

Once you’ve identified the areas of your business that need the most help, don’t get overeager to fix everything overnight. Start by targeting one area for improvement. Work on it until you see progress.

Whatever you do, DON’T try to bite off more than you can chew by addressing every weakness revealed in your business. Focus your efforts and build your business one category at a time.

If you found this exercise helpful and/or much needed for your business, you should consider having a discussion with one of our coaching consultants. In one free 30-minute call, we’ll help you analyze where you’re at and where you want to go – and how to get you there faster. Request your Free Coaching Consultation today!

Tom Ferry - Success Summit



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