As the market finds its balance, real estate agents across the country are working hard to refocus and find new opportunities in a changing landscape. While some are scrambling to figure out what to do next, the highest-level performers are doing exactly what elite operators in every industry do. The simple truth is that, for the best agents in the business, things haven’t really changed, and that shouldn’t come as much of a surprise as that mindset is true for elite performers across the board. Here’s what they do best.
Whether we’re talking about elite athletes, top performing sales people, or high-level executives, the best of the best are obsessed with perfecting the fundamentals. You can see this ideology manifest itself in any industry. Sports may be the most obvious. When a team is down, struggling to gain momentum and having trouble finding a groove, you won’t hear the coach screaming at them to try new things and get as cute and fancy as possible with the ball. Rather, you’ll hear pleas to get back to basics, to do the little things right. This is what makes great players great, no matter how talented they are, they never forget the fundamentals. This is equally as true in real estate sales and entrepreneurship in general. When things change, when markets shift, the best of the best double down on the fundamentals.
So what does that look like in our business? It looks exactly like what we should have been doing all along. It’s as simple as this. Real estate is a contact sport, the more contacts you make, the more homes you’ll sell, plain and simple. Over the last couple of years, it may have taken fewer contacts per sale to build a solid business, and so we’ve gotten used to lead generating for fewer hours per closed deal. For many agents, this dynamic has distracted them from cementing their commitment to the fundamentals and left them scrambling as the market changes. Agents with an iron-clad commitment to the basics are going to steal massive market share in the coming years.
The fundamentals are just that, fundamental. That means committing to three solid hours of lead generation per day, minimizing distractions and having as many real estate related conversations as possible. That was the case before, that’s the case now. Nothing has changed for those that focus on the basics before anything and everything else. We have a commitment at Livian, every day we are going to sign something, sell something, or set an appointment. That’s as complicated as it gets. If we haven’t accomplished that by the end of the day, we need to double down tomorrow to get back on track. That’s what a commitment to the fundamentals looks like. Nothing fancy, nothing cute. Just hard, focused work every single day.
Employ that mindset in your business and the market share you take in a shift will propel you to new heights, now and in the future.