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Getting to Great: the Gdp of Agent Success
Is your last deal smoldering in a burnt out crater somewhere? All your leads of late have been pure pigeon droppings and you’re just not ‘feelin’ it’ these days?
Take a deep breath; it’s going to be OK. Follow me, we’re going to explore the GDP of Agent success and get your mojo back! What is this GDP thing? Though it shares an abbreviation with Gross Domestic Product (and yours is certain to rise), our GDP includes mastering three agent success concepts: Giving, Discipline and Practice.
Perfect the mindset that you’re not just chasing commissions, you’re serving others. Though this may not be a natural perspective for some of us, it is essential to approach our careers as one of service. Our clients’ interests are first, ours are second, every time. Heck, even licensing regulatory commissions get this. Remember, the fiduciary duties of agency: Accounting, Care, Confidentiality, Obedience, Loyalty and Disclosure? Sure sounds like service to me.
But giving even goes beyond service. It’s investing yourself in the success of your clients. You’ll get so far ahead of the game and the personal rewards returned your way will keep your mojo spinning in high gear. It’s a scientific fact that those of us who volunteer, are generally healthier, happier and more productive. Here’s a short read from Psychology Today if you don’t believe me. And it’s okay to give even when you know you’re ultimately helping yourself. The effect is the same.
Money is the result not the goal. Give first and you will be enriched. It’s like Newton’s 3rd Law of Motion. Of course all you agent/physicists remember that one, but let’s restate it here for the rest of us. ‘For every action, there is an equal and opposite reaction’. The same thing happens with giving, with receiving be the opposite reaction.
Because of the lifestyle freedom our career affords, this second component of GDP for agent success is very important. We need to be good stewards of our time, excellent planners and priority based managers. Our purpose here is not to delve into these practices, but rather simply emphasize that no one follows us around each day telling us what to do next. We’re on our own. For some of us, this can be exhilarating and for others terrifying. Choose to be exhilarated by the reality that you are the CEO of Jane Doe Real Estate and assume the responsibility of running your company with the precision of a Swiss watch.
So you’re ready to master scheduling yourself for productivity but what else may there be to this Discipline thing? Easy — it’s education. Our regulators require a bare minimum for licensing. You’ll recall how ill-equipped you felt to pursue this profession after you acquired your license. You were right, so make sure you schedule yourself for at least two times the required CE classes. Why? It will build your confidence, enhance your abilities to educate your clients (remember the giving part?) and it’s a great opportunity to network with your local compadres. Education, all in all, is a great win-win-win for you.
Success with our first two concepts, Giving and Discipline, are more challenging to define and measure. That is not the case with Practice. It represents the nuts and bolts of our tradecraft. It’s all those techniques and processes we consistently apply to promote our personal brands. There are numerous approaches, but we normally settle into a handful that work for us and our style of selling real estate. I don’t recommend any aspiring agent to try and integrate each and every lead generation, outbound marketing or personal promotion effort available. It’s daunting. So do what you know, do those which work for you and just make sure you do them.
But why is Practice so important? Because beyond the results you’ll reap from these efforts, you’ll experience transformation and empowerment from the very act of doing. Think of a smile. The research is settled that the very act of smiling actually rewires your brain towards positivity. It’s the same here; consistently applying your tradecraft will actually favorably alter your self-image toward success. Here’s a read from Fast Company on the power of smiling and now think about this in terms of your Practice.
Your successes with Practice depend on how well you explore, master and integrate these techniques into your daily schedule. Practice is so important in the GDP of agent success, that there are many agents who can ignore Giving and Discipline and still have a respectable career. That’s not you though. You’re not settling for respectable, you’re all about getting to great!
Here are just a few practices of agent tradecraft you’ll need to incorporate into your day.
- Diligently working referral network
- Bludgeoning your leads until they respond
- Meticulously presenting your listings
- Effectively marketing yourself on social media
- Making use of postcard farming and other more traditional media channels.
There are so many more for you to evaluate for your mix.
So now it’s time for you to have ‘the GDP talk’ with yourself. I recommend you do this standing in front of a mirror. Ask yourself, “Would you hire you as an agent?” “Do I include the GDP of agent success into my career?” If your answers are “No”, I recommend you find a comfy chair (yes, you can sit down now) and re-read this article until it becomes part of your agent DNA.
And finally I’ll share with you a quote from Chris Murray a #1 Ranked agent by Wall Street Journal’s REAL Trends Top Agents in America 2013, 2014, 2015 and 2016 of all agents in Riverside County, California:“Make sure everyone who works with you or for you, feels the need to tell others about the incredible experience.”