Write down the actual personal income that you’ve earned over the last twelve months. Now put a little x2 underneath that figure and calculate how much more you could be earning – two times your starting figure. This is what we call “doubling the numbers.”
When you think about doubling your income, what are some of the things that you would need to start doing, stop doing, and continue doing in order to be able to achieve that growth?
There are a few things you can do to really tighten up your business in order to get the small leverage stuff done right, such as asking better questions, and being more focused and attentive to your customers’ needs.
On the flip side is the big leverage area. We all know that prospecting needs to happen on a regular basis, but you also know that replying to e-mails, arranging pest inspections and building inspections, folding letters and other administrative stuff – it’s all necessary, but it really doesn’t contribute to your capacity for growth. You really need to farm out all of those activities and hire someone who can help you with those daily tasks of running your business.
Support personnel are absolutely critical to your business because their role is to allow you to stay focused doing the work that you personally need to do. The biggest challenge for most real estate agents is taking care of all the little things you have to get done when you should instead be thinking about all the big opportunities you need to be working toward.
If you’re a Level 1 agent you should be doing at least one call session a day. If you’re a Level 2 agent you’ll probably do two call sessions a day, and if you’re a Level 3 agent, you’ll do at least three call sessions a day. Why? Because activity breeds activity, and although you’re really busy, still you know it’s critically important to maintain the momentum of building up your listing stock.
Think about what it would take to double your income, and which actions you need to take in order to start building that momentum.