Happy New Year. If you’re just back from a break, I hope you’re refreshed and ready for a new year. A new year of results and profit.
Some real estate businesses did well throughout the pandemic (with the exception of certain state lockdowns). Previous and post lockdowns, trade results appeared to be healthy.
But some leaders complained that their salespeople treated COVID like a holiday. I suggested that the chance of these people succeeding in the long term are next to none. If you have people like this, it’s time to brush off those COVID cobwebs and get to work.
Begin your year with a team meeting. Review the plan that you completed at the end of 2020. The purpose of an annual planning meeting is to target your agency’s results for the following year. It is a key component to high profits.
If you did not hold a planning meeting with your team in December last year, you are strongly advised to hold one as soon as possible. It is not advisable to allow this to spill over into February.
You should ask yourself the following questions:
- Are they back from holidays and focused on the year ahead?
- Does everyone know what needs to be done?
- Do your people have clear goals for the year?
- Do they have clear targets and plans to achieve their targets?
You really need to know these things.
Sometimes people’s bodies come back from holidays, but their heads don’t. They can waste a week, or more, cranking up.
In the absence of clear goals, targets and plans that show the path to achieving them, your people will drift. They may obtain the odd result here and there, but lack any consistency. Not only can they waste the first week drifting, but wasting the first quarter is common.
I say, if we’re back to work, let’s work!
It’s time to brush off the COVID cobwebs and get to work.
Gary Pittard