QUOTE
“Having a dream or a goal is great, having a plan and taking action is essential.” – Unknown
LESSON/PRINCIPLE
You may ask; What does the cover of my book is doing ask the feature image for this article? Well is precisely to set as example that execution is everything. How many of us wanted to write a book?. How many of us can? The answer to both questions is….. Most of us want and can write a book, but most fail to execute.
Executing is want separates the achievers from the dreamers. Do you want to write a book? don’t dream, talk or think about it. Execute, execute, execute.
Vision is not enough. It must be combined with venture. It is not enough to stare up the steps. We must take the first step to climb up the stairs.
As real estate agents, we dream of a certain number of transactions, money made, and deals closed. If you had the chance to ask a large number of real estate agents how many transactions they want to close, the vast majority, if they are relatively new, would answer they want to close 12 transactions and make $100,000. For some strange reason, that seems to be the goal for most agents in the industry. However, most agents fail to achieve that particular goal simply because they don’t consider that a goal can be made without taking into account one’s ability to actually execute the tasks necessary to achieve it.
Real estate is not an easy business to get into. It is also not a difficult business in which to stay but, for most agents, it is a very difficult business in which to make money.
There are two specific reasons why most agents don’t achieve their goals, regardless of their level of productivity.
- Lack of a sales methodology. According to the National Association of Realtors, 98% of all real estate agents don’t have a formal sales methodology.
- Execution. Remember the key factors of selling:
- Becoming a professional Sales Person: Prospecting, pre-qualifying, following up, presenting, handling objections, closing
- Setting your Business: Product, positioning, platform, connectors
- Developing your Business: Relationships, content, database
Once you have mastered these key factors, you must act, or execute. Execution is not just tactics—it is as much a discipline as it is a system.
Without execution, nothing else matters. To understand execution, you have to keep three key points in mind:
- Execution is a discipline.
- Execution is your most important roll.
- Execution must be THE core element and goal of your practice. EXECUTE, EXECUTE, EXECUTE. In other words, get things done!
APPLICATION
What things do I have to get done? You may be asking.
Every professional sales person must concentrate on three core aspects of their business:
- Setting your Business. Product, positioning, platform, and connectors. You must work on improving your product in a daily basis, study your platforms, explore new ways of spreading your message, and work hard to find new connectors every day.
- Developing your Business. Relationships, content, and database. Developing your business is what execution is all about. Building relationships every day, creating amazing content, and channeling those relationships and people you have captured with your content into an amazing database system.
For more information about how you can improve the art of execution visit us at http://www.montielorganization.com or email me at [email protected] for information about programs on how to become more valuable, identify your niche, expand in your market area, and become the expert of choice for those clients you are targeting.
REMEMBER THAT WISHFUL THINKING IS NOT A STRATEGY. TAKE ACTION TODAY!
Download the report “THE 7 STEPS TO BECOME A TOP PRODUCER