Become consistent and your world changes
One of the biggest challenges that estate agents face is finding consistency in their performance.
Most agents can have a boom month or a great quarter, but those who can deliver strong results month after month are the highest paid and most valued agents - both in their own companies and, perhaps more importantly, in their markets.
Consistency is the difference between a one-hit wonder and the Beatles.
It’s something every agent struggles with. Even the best. Maybe you’re asking yourself, how do you become more consistent? Especially when things can change so quickly all around you?
Park the current Coronavirus situation and think about the more common situations you’ll face every year. Maybe you’re getting less leads, or maybe your market isn’t moving for longer, maybe there’s just more competition than you think you can handle. What can you do?
You’re more in control than you might think.
Here are a few steps you can take to ensure steady performance, rather than the rollercoaster that many agents find themselves on:
Have a plan
Kind of an obvious place to start, we know.
Consistency is all about your behavior.
The best way to keep consistent behaviour is to have a plan. In sales, an effective plan prioritises prospecting, following-up, and moving the process to the next logical step. So it’s critical that you set aside key blocks of time every single day to do these things.
Prospecting can be as simple as sending a market report, picking up the phone a week later to ask if they had any questions from it, or depending on where your client is in their own thinking, calling or visiting them more frequently.
Some people block out calendar time, and work in ‘ideal weeks’ or with themes, while others prefer making a daily list and crossing each item off as they get through it (one of Sam at Homesearch’s favourites, he’s a little OCD about getting it done before giving up for the day). Whichever method you prefer, if you want to be more consistent, you’re more likely to get there by moving away from the “winging it” method and towards the planning method.
As you’ve heard before, what gets scheduled gets done.
Which will help you perform more consistently: following up with leads you pitched last week, or pretending like you’re ‘busy’ by personally dropping 1,000 untargeted flyers to addresses who you don’t know and who don’t know you?
It’s important to remember that there will always be other things that try to pull your attention away from prospecting, instructing or negotiating. The key to consistency is to always prioritise the things that work for you, no matter what else is happening (within reason).
Consistency is about doing the important things first and every day.
Learn how to manage your emotions
We said earlier that consistency is linked to behaviour, which is often linked to how you feel. If you’re feeling down and unmotivated, then chances are you’ll give less effort than if you’re energised and ready to take on whatever comes your way.
Consistent performers have learnt how to take action despite how they feel.
Everybody has their ups and downs and can lose motivation from time to time, and in the blog linked above we talk about the difference being that some agents push through those days without letting it affect them too much, and that’s always reflected in their results.
Know your numbers
Numbers don’t lie, which is why it can be difficult to face them head on. Fewer salespeople go deep into their metrics than you might expect. However, the ones that do, give themselves a huge advantage over their rivals.
How many exchanges do you need to hit your goals this year?
How many offer agreeds do you need to make sure you get that exchange number?
How many price reductions do you need to get the right offers?
How many instructions do you need?
How many valuations?
How many phone calls, market reports and follow ups?
How many leads?
Work backwards and start with the end in mind.
Use your numbers to your advantage to influence your behaviour. They’ll point you in the right consistent direction.
Take care of your health
If you’re constantly run-down, hungover, anxious, or in actual pain or discomfort, then it’s going to be difficult to be consistent.
Your health is the most important thing when it comes to your success and being consistent. Read that again.
If you prioritise your physical and mental health: eat better, drink less, sleep more, and exercise, there’s little doubt that you’ll see better results at work.
Being more consistent starts with feeling more consistent, which starts with taking better care of your body and mind. Anyone who’s gone through this change will tell you that the benefits of being more disciplined with your health also spill over into your estate agent life.
Bringing it all together…
After two months of 2020 that almost every agent in the UK had been waiting for over the last few years, we again face uncertain times ahead.
Who knows what’ll happen in the next 30, 60 or 90 days. Who knows what will happen in the next 12 months or five years.
What happens matters to a certain extent, but nowhere near as much as what you do around what happens.
You control the outcome more often than you think. Consistency of action, or inaction, controls the outcome more often than you think.
If you want to continue to grow, continue to service and work your market and come out the other side of this stronger, smarter, more trusted and more successful than before, it all starts with consistency.