Welcome to 2015! What will your year look like? Has all the planning been done and targets set for acquisition? The journey that is 2015 begins with a clear assessment of what 2014 was, and what you brought forward into this new year and the things that must change in order for you to achieve the greater results you likely seek.
It has been said that everyone is exactly where they are supposed to be, no better or worse, just as they are as a result of all the things that have happened along their journey to this exact point in time. If that is true, then the only way to experience any form of change in results would be to make a change in the actions that have led to the result.
So why don’t we look at some of the fundamentals we can slightly alter in the coming year so that we might experience a different result? Why not look to a few small and simple steps we can do right away that could cause a dramatic result in the number of opportunities we generate in the course of the year. Even if we don’t improve our conversion rate at all, just simply getting in front of more opportunities should improve our final results.
Here are a few things you can change today. It won’t take much time or money. It won’t likely be anything you haven’t heard before. Nothing will be complicated except for the fact that you must make these changes and that they must become habits because without doing so, you will quickly revert back and the results will remain as they are!
#1: Understand that there is nothing more important in your professional life than a minimum of two hours of focused prospecting every single work day. No exceptions.
#2: When you are working, turn off your cell phone and email alerts so you are not distracted. If you change your voicemail greeting and let people know when you are available to return their call, they will gladly leave a message. If they don’t, you are likely better off not working with them and letting them annoy your competition.
#3: Grow your database every day. Even if only one new contact. As your database grows and you nurture it with value, the number of opportunities it will provide you will grow as well.
#4: If you are going to work with Realtors® you must spend some time being committed to working their listings. You can’t just keep asking for buyer referrals all the time, you must put forward the effort to help your Realtors® secure, sell, and replace their listings. By doing so, you secure that relationship, generate more mortgage opportunities, and become a true referral partner!
#5: Actively try to replace every file with either a new file or a new referral partner generated for that transaction. Spending just a few more minutes looking for those ignored opportunities can grow your business exponentially!
#6: Set the proper expectations with yourself, your coworkers, your clients, and your referral partners. If you aren’t clear about what needs to be done and how it gets done, it isn’t likely it will happen as you would like it to.
#7: Never end any action without knowing what is next to happen and when you are supposed to check or act on it again.
#8: Remember to say thank you! Our business is a service business. Remember your only function is to serve the clients and referral partners you find in front of you.
Clearly there are many more things we could discuss here or other simple things you could do that would improve your opportunities. Even if each one of these things could save you an hour a day and find you one transaction a month, you could grow your business by almost 100 units a year and save you 220 hours or more than five weeks of work. What would your business look like if you could grow it by almost 100 more units and save you more than five weeks of work? And what if it was only half of that? What if only a quarter of that? Would you make these changes if all you got were two deals a month and saved just one hour of work a week? And if you did make these changes, could anything make things worse? What do you have to lose?