This is the time of year when people make all kinds of New Year’s resolutions to break habits or start new ones, many of which they know full well they can’t or won’t keep.
The expression “old habits die hard” is incredibly appropriate in this case. As real estate salespeople, the success of your business, or business that you generate as a single agent, depends entirely on your personal habits.
If you want your career to flourish you must force yourself to get into good habits and banish bad ones.
Grabbing a double mocha-Frappuccino on the way to the office every day and always choosing the same chair at meetings are harmless habits (unless losing weight is on your resolution list) but other habits may be negatively affecting your business productivity and success.
There are five counterproductive habits of real estate salespeople that I’ve noticed in my career of coaching:
- Failing to set and stick to a plan
- Setting unrealistic expectations or goals
- Working with the wrong type of people
- Underestimating the value of work/life balance
- Poor time management
These are not difficult habits to address, but the process of making proactive decisions and fruitful actions a habit is where most salespeople struggle.
In my years of coaching I have found that the following habits can drastically improve the productivity and success of an agent:
1. Write a “to-do” list
Top achievers consistently write their list the night before to be prepared for the following day and many say it helps them to sleep better. The key to productivity success lies in prioritizing the list, clearly indicating the first item that needs to be dealt with and then the second-most important, and so on to the end of the list.
2. Early risers
Multiple studies have shown that “morning people” are more successful, but there are some successful night owls too. It really doesn’t matter when you start punching the clock – what matters is your drive, ambition and commitment. Most people find it easier to get started first thing in the morning. Procrastination is the real issue here.
3. Goal setting and visualization
Ninety-five per cent of top achievers write down their goals, plans and visions for success on a regular basis. The most successful place them in plain sight, to set their intentions for the day and to prime their mental state.
4. Follow through
Without follow through nothing happens. Follow through on all of your commitments no matter how big or seemingly insignificant. An exceptional leader is someone who always follows through.
5. Self development
Top entrepreneurs are lifelong students. They focus heavily on learning new skills. They take courses, attend workshops, read practical books, watch podcasts and interviews…anything to obtain more knowledge. They believe there is always more to learn.
Habits are called habits because they have become practiced over time and are easy and familiar. It will take time and determination to develop new habits. Start by focusing on eliminating the bad habits or substituting them with a good habit. It’s a New Year’s resolution you will be glad you stuck with and your career and your business will reap the rewards.
Ken Goodfellow is a real estate coach to top agents, brokers and teams across North America. He is well known for taking high-producing agents and real estate companies to the next level. Visit www.goodfellowcoaching.com or email Ken at ken@goodfellowcoaching.com.
