No matter which marketplace you work in, there is a dynamic called the rhythm of business. This rhythm usually breaks a year up into quarters around Spring, Summer, Autumn and Winter.
In order to really build rhythm in business you need a good system based on what growth looks like for you. So one of my best questions to start with is, what does success look like and how will you know when you have achieved it?
Building rhythm in business includes using Saturday open for inspections. Saturday is like game day where you get the opportunity to meet more buyers and more sellers than ever before. The trick is to be alert to the opportunities around you. If you really want to build a business, then you’ve got to make sure that you are taking plenty of time to work with the buyers who are coming to the opens, and increasing the number of open for inspections that you are doing.
Are you taking the tortoise approach to business? Are you happy to do maybe one listing and one sale a month? Are you relaxed about what’s happening, even though you know that you could do more? Maybe you sense that you kind of feel a little bit asleep in your career.
Perhaps your business has a little bit more mojo to it. Has it got a little bit more pace? Do you hold four, maybe five open for inspections every Saturday? You do your three to four sales every month and you have started to build consistency and momentum, but all
of a sudden you find road blocks starting to appear in your career because you just don’t have the capacity to do all that you need to do.
If you see yourself in either scenario then it is time to move to the next stage of business. This is the rhythm of business where it is fast paced and frantic. It is time to be really focused and make sure that you’ve got some good results.
You might want to implement the following:
- Minimum number of open for inspections every Saturday. Try to hold 5, and then try to visit 5 other properties in your core market.
- Preplan your holidays 12 months in advance.
- Know when to speed up and slow down.
- Have clear goals, both soft and hard KPIs
What I say to people is that being successful in your business is really about living it and breathing it. We are going to use a three-step model to do that. The first thing you’ve got to really learn is the rhythm. Next is to move into a position where you start to really live and breathe that rhythm. Once you’ve actually learned it and you start to live it, then you’ll start to actually love it.