The #1 Task You Should Be “Ferociously Intentional” About

August 30, 2018

Did you hear the news?
Three percent of you are actually doing your jobs well.
Ouch.
Did that hurt a bit?
The stats don’t lie:
There are 1.3 million real estate agents in the U.S.
Only 43,000 of those are really doing it, though…
That’s how many people sell more than 25 homes annually.
Why? What separates the wheat from the chaff?
There are hobbyists, the dabblers, the newbies, etc.
Sure, I understand all that.
But still, 43K out of 1.3 million? THREE percent?
Here’s my theory:
I’d argue it’s due in large part to many people failing to recognize the one thing that’s most important to running a successful real estate business.
Care to guess what that might be?

What’s That One Thing, Tom?

Maybe you already know the answer because you caught my Facebook Live the other day…
Even if you did, keep reading. You can’t hear this message enough.
Before I tell you what it is, I’ll tell you what it’s not…

It’s not hiring the right assistant.
It’s not finding the right brokerage.
It’s not getting your business organized.
It’s not mastering your lead gen.
It’s not getting more leads.

All those things are great. I’m not downplaying their importance.
But ultimately, there’s only one thing that truly moves the needle for a real estate salesperson…
READY FOR IT?
Appointments.
It’s all about appointments.
Your success all depends on how many times you’re getting face-to-face with people.

Your Business “Well Check”

Let’s do an experiment…
A “check-up” on your business, if you will.
Open your calendar and take a look at it.
I’ll wait. Open it up.
If your schedule isn’t full of appointments in the coming days, your business is in trouble. It’s unhealthy. It’s treading water.
If that hits home, it’s time to take control of what you focus on.
And it’s time to become ferociously intentional about booking and going on appointments.
It’s time to start scheduling your day around those activities.

My “Double Dare” Challenge to You!

There are four months remaining in 2018.
I’m challenging you to set an intention between now and the end of the year.
I’m asking you to take your business seriously and focus your efforts where they’ll really make a difference.
Answer this question:
How many appointments will you book in the rest of 2018?
Up your ambition. Increase your commitment. Set a big number.
When you achieve it, not only will you close 2018 strong, but you’ll prime your pipeline and launch yourself into 2019 full of momentum.
REMEMBER: Whatever goal you set for yourself, make it visual. Get your scoreboard up and make it public.

4 Steps to Achieve Your Appointment Goal

Here are four keys to help you make your appointment goal a reality:

Set the intention – Create a big, lofty goal that’s outside your normal comfort zone.
Map out your process – What are you going to do differently to achieve this goal? Plan it all out…
Identify your “why” – It’s not enough to simply state your intention. You need a reason behind it, the more personal, the better. Reasons drive results, whether it’s a positive benefit or a negative consequence. Make it feel great or make it hurt like hell. This will hold you accountable and ensure you follow through on your plan.
Create your celebratory plan – Think about what achieving this goal will do not only for your business, but also for your self-esteem. It deserves a celebration. How will you celebrate?

If having additional focus and structure feels good in your business, I invite you to join me at BluePrint to help set yourself up to make 2019 a truly transformational year. We’re doing it in Baltimore September 18-20 and in Las Vegas October 23-25.

Let me know what you’re committing to in the comments below. Make sure it’s a stretch goal!