Determining mindset and defining success are critical to improving quarter to quarter growth. In this Real Geeks Facebook LIVE training, Greg Harrelson and Abe Safa discuss the need to evaluate, build momentum, and set up a personal strategy to enhance results for the next 90 days.

Saying agents, “It's insignificant what the market's doing. What is significant is what you're doing,” Harrelson and Safa tell agents that individual action matters most. As they discussed how to have impact in 2021, Harrelson suggested they focus on techniques and strategies that will lead agents “to have a breakthrough or gain momentum in the second quarter.”

One of the most important ways to increase that momentum is by tracking performance. This can be done in any number of ways, for instance, agents can focus on the number of leads generated, how many took, how many appointments were scheduled, how many listings taken, how many listings sold, or whatever other metrics are critical in that specific market. Harrelson shared six questions that help his team bring in focus and allow agents to evaluate their individual performance.

Accountability Questions to Consider Each Quarter

1. How many days did you lead generate a minimum of 2 hours in that day [as one session]?
2. How many people did you talk to in that last quarter?
3. How many appointments did you set? Sellers vs. Buyers?
4. How many listings did you take? 
5. How many contracts did you write?
6. Do your results match your activities or do your activities match your results?

For understanding, Safa answered the first question, saying that he generated leads for a minimum of 2 hours a day almost every business day or 58/60 days in the first quarter. Harrelson and Safa said as you review these statistics, it’s essential to think on whether your results match your activities or whether the results were higher or the activities were higher.

Safa cautioned that fear and hesitation can become a learned activity and urged agents to start fresh if their mindset has been affected in the last year. “When something happens in the market and your business or you get rattled,” he asked, “How long is it taking you and your business to pivot from that?” The faster you can make the change, the more quickly you’ll see success, Safa and Harrelson agreed.

Are You Asking the Right Questions to Grow Your Real Estate Business?

Harrelson shared three questions that inspire him which he learned from real estate and business coach and author, Tom Ferry. 

• What do you need to start doing in the next quarter that you didn't need to be doing in the last quarter?
  
• What do you need to stop doing in the next quarter that you didn't need to be doing in the last quarter? 
• What do you need to be doing in the next quarter that you didn't need to be doing in the last quarter?

Discussing tools that can assist with reaching second quarter goals, an audience member asked if email drip campaigns could be considered lead generation. Both Safa and Harrelson agreed that these workflows are lead generation tools, but were clear that they should not be counted as contacts, unless the email or text triggered a specific event which led to contact. Safa clarified saying anything you do, from a drip campaign to placing a billboard could be considered lead generation.

Harrelson explained that when monitoring your activities, you need to be reflective. “Is there something in your skills that needs to be improved to get better results?” he asked. He also was quick to point out that often agents think their success is based on skills when in fact the success is due to a hot market. 

Harrelson compared selling homes to riding a bicycle, explaining that just because your time is better with a strong tailwind, it doesn’t mean your overall speed has increased. He explained that anomalies are often not indicators of future success and so can’t be relied on. “We can go faster than what our strengths are because the market is assisting,” he said. “If this happens, agents may shift habits and weaken their business long term.” However when activities produce anticipated results, agents can create a very predictable and duplicatable business. When activities and results align, Harrelson urged, “Go all in. Push the chips all in on that!”

“It's insignificant what the market's doing,” Harrelson wanted agents to recognize. “What is significant is what you're doing,” he said. "It's your truth, not the truth." 

Sharing an equation that he uses as inspiration, Harrelson coached that, “Desire + Belief + Show Up = Success” and suggested three attributes to encourage that success.

3 Keys to Agent Success

1. Discipline - Show up every day.
2. Focus - Do 2 hours of income generating activities daily.
3. Joy - Make it something you want to do.

“Success is defined by you,” Harrelson concluded as he and Safa wrapped up the episode by encouraging agents to take the steps to achieve their goals in the second quarter.