Thirty years ago, a successful day in real estate within our system was defined by achieving a result every day.
What constituted a result? A listing, a sale, a price reposition, or an unconditional sale. That philosophy served salespeople and their leaders extremely well.
Most high-performing agents at that time would list double-digit properties each month and make double-digit sales. When you added price repositions and unconditionals, many were achieving over 40 results per month.
By this definition, making every day a success was not only possible – it was expected.
But there is no survival without evolution.
Today, a high performer (let’s say someone writing over $800,000 in gross commission annually) can achieve that by listing as few as four properties per month. If most of those sell over the course of the year, they may only record a “result” by the old definition around 15 times per month.
With this in mind, defining a successful day requires new thinking.
Winning Ways: High Performance Sales
In February this year, the latest iteration of our flagship sales seminar, Winning Ways, was released with a new title, “High Performance Sales”.
The feedback has been overwhelmingly positive, with many attendees claiming it is the best version of Winning Ways they have ever seen. Whether or not that proves universally true, it clearly reflects how relevant the content is to today’s market.
The strategies, techniques, and processes covered directly align with the way real estate operates today.
Within the daily planning component of the seminar, the definition of a successful day was reworked. While the intention of making every day a success remains, the way we define success has evolved.
The Daily Discipline
This evolution led to the introduction of The Daily Discipline.
A simple, personalised action standard (defined by the individual salesperson) that reflects the stage of their career.
The new definition of a successful day is this: Achieve a Result, or execute your Daily Discipline.
Importantly, your Daily Discipline must be meaningful; it must lead to a result in the near future. Most Daily Discipline will be Prospecting or Listings-based.
How Are Your Salespeople Evolving?
New technologies, global events, and changing consumer behaviours will continue to reshape the real estate landscape.
If your salespeople are simply executing the same actions as they did two or three years ago, they will fall behind.
Thirty years ago, a successful day in real estate within our system was defined by achieving a result every day.
What constituted a result? A listing, a sale, a price reposition, or an unconditional sale. That philosophy served salespeople and their leaders extremely well.
Most high-performing agents at that time would list double-digit properties each month and make double-digit sales. When you added price repositions and unconditionals, many were achieving over 40 results per month.
By this definition, making every day a success was not only possible – it was expected.
But there is no survival without evolution.
Today, a high performer (let’s say someone writing over $800,000 in gross commission annually) can achieve that by listing as few as four properties per month. If most of those sell over the course of the year, they may only record a “result” by the old definition around 15 times per month.
With this in mind, defining a successful day requires new thinking.
Winning Ways: High Performance Sales
In February this year, the latest iteration of our flagship sales seminar, Winning Ways, was released with a new title, “High Performance Sales”.
The feedback has been overwhelmingly positive, with many attendees claiming it is the best version of Winning Ways they have ever seen. Whether or not that proves universally true, it clearly reflects how relevant the content is to today’s market.
The strategies, techniques, and processes covered directly align with the way real estate operates today.
Within the daily planning component of the seminar, the definition of a successful day was reworked. While the intention of making every day a success remains, the way we define success has evolved.
The Daily Discipline
This evolution led to the introduction of The Daily Discipline.
A simple, personalised action standard (defined by the individual salesperson) that reflects the stage of their career.
The new definition of a successful day is this: Achieve a Result, or execute your Daily Discipline.
Importantly, your Daily Discipline must be meaningful; it must lead to a result in the near future. Most Daily Discipline will be Prospecting or Listings-based.
How Are Your Salespeople Evolving?
New technologies, global events, and changing consumer behaviours will continue to reshape the real estate landscape.
If your salespeople are simply executing the same actions as they did two or three years ago, they will fall behind.
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