So here we are; the last blog post of 2017; another year in the books and another set of numbers to compare and target against for future businesses. Far too many people don’t do a really good job tracking their numbers and comparing year over year, and then month against month. If you stay on top of your numbers, it will help you stay in front of your business!
The last message I have for all of you this year is to sharpen your “file awareness”. We all look at our files as the work product of a transaction. While I would agree, that is only part of what the file truly is. You need to see each file as a collection of opportunities, a series of new and repeated connections. The very fertile soil from which future transactions and relationships can be grown!
We have talked about file replacement over the years and “Prospecting from the Process”, one of the “plays” in the “Coaches Playbook”, along with a few of the other published works I have on the website, shares with you the power of connecting with those involved in your current transactions through a series of warm verification calls and the sharing of information.
As your business evolves over time, your strategies need to evolve with it or you just end up repeating the same year over and over again. Now if what you are doing is working for you, then no reason to make any changes. But if you are looking for your business to grow, or to do more business in less time, then you are going to have to evolve! File awareness is one of those “next level activities” you need to work on in order to actually make change occur!
The example I like to use is, when you first start out, you are in front of anyone and everyone in order to share your message and see if it resonates. There is a very simple four step process for all new originators:
- Awareness – people have to know you exist
- Opportunity – your message must lead to the presentation of an opportunity
- Action – you act on the opportunity and provide options
- Outcome – the opportunity is either converted or lost
If you are working off outside generated leads then you really only have steps three and four and there is really no difference to evolution other than getting off the dependency of that outside service and replacing it with your own referral network.
In either case, if you don’t work on your file awareness and connect with those involved in your transactions, you can’t ever evolve! The evolutionary process gets you past the “awareness” stage, and puts you in direct contact with those who are in a position to want and need to refer you opportunities!
Each file may contain (purchase transactions):
- Listing agent
- Buyer’s agent
- Title company representative
- Insurance professional
- Accountant on tax returns
- Attorney on contract, divorce papers, etc.
- Financial professionals
- Banking relationships
- Social media connections of all of the above!
If you haven’t prepared a strategy to take advantage of all of these opportunities to make warm calls and connect through value, then you are missing potentially dozens and dozens of transactions and referral partners that would be happy to work with you in the future!
File awareness; the first step in the process to evolve your business and take it to any level you desire!
Question or comments: Mike@IMTcoaching.com
The website: www.IMTcoaching.com having “ACCESS” will change your “OUTCOME!”