Summary: One habit can double your production in the next 12 months. A defined No Lead Left Behind process forces you to prioritize, increases your conversion rate, builds future pipeline and gives you a real value proposition.
The keystone holds the arch up. Without it, the entire structure is compromised. With it, you can build the production team of your dreams. Running a successful business is an art and science: the science is discovering the right thing, and the art is making a habit of doing it every day.
Charles Duhigg said that “there’s nothing you can’t do if you get the habits right.” Establishing one habit creates a trickle down effect. It creates systematic improvement in your entire business. What if I told you there’s one habit that when turned into a business discipline will double your business in the next 12 months? The No Lead Left Behind habit can do exactly that.
Some producers have cracked the generating business code. It is a tough one. It takes a lot of hard work, a bit of eccentricity and persistence. Those that land at the top of the mountain report the view is good, but it is lonely.
The reality is that the skills you employed to earn Top Dog status become liabilities at scale. Your brilliant “on the fly” and “solopreneur” decision models impact people, impact processes and impact your growth. One underutilized management tool in the world of top performing real estate pros is the simple rule. Before you jump to the conclusion that this is the most ridiculous blog post ever penned, hear me out.
The law of diminishing returns states that all processes have a point at which further improvement does not translate into better results. Perfectionism shows up as paralysis by analysis, over planning, or just good old fashioned procrastination. When we seek perfection in a process or system, it is often at the cost of revenue generating activities. It is time to focus on progress, not perfection.
As Real Estate and Mortgage professionals, we are bombarded with conference opportunities. It seems everyone has the next big idea and they want to sell you something. Taking the time and money to attend one of these things in a far off land that usually involves casinos, bad food and too many bars seems ridiculous to the busy, self employed, kill what you eat professional.