5 minute read
REAL TALK: CEO to CEO with Tami Bonnell
As the owner of your own real estate company, you’re a CEO and it’s up to you to pay attention and execute from every angle in order to build a bulletproof business. These are my 10 best tips to help you succeed.
1. KNOW WHAT YOU WANT
What do you want for agent count? Who’s on your target hit list? What’s your goal for per-person productivity and for transaction count? What do you personally want to earn? Are there holes in your current business you can fill with opportunities in your specific market? When determining what you want, it’s important to learn the power of Yes and No. Say Yes to all things that make sense for your goals and No to things that won’t take you there, including agents in your office who aren’t a good fit for what you’re trying to build.
2. FOCUS ON PEOPLE
How well do you know your agents, and their dreams and goals - both personal and professional? How well do you know the agents you hope to bring into your office and those whose companies with which you hope to merge or acquire? How well do you know your Dirty Dozen? Personalize your interactions as much as possible. When you focus on people you can help boost them when you know what makes them passionate about going to work. They have a dream and a vision of where they want to go, and it’s your job to help them get there.
3. RATING YOUR RELATIONSHIPS
Rate yourself out of 10 on all relationships in your life – agents, friends, family, outside business peers, leaders in the communities you serve – all of them. If you’ve got some low ratings, ask yourself how you could raise them one more point. Reflect on improving every relationship so they feel connected to you, valued, heard and understood. People want to be part of something better. What can you do to let them know you care?
4. SET & SHARE GOALS REGULARLY
After you’ve set your goals and developed your business plan, share them with everyone. How can your agents be involved? When you share your goals with them, with agents out in the marketplace, or with someone whose company you’d like to acquire, there may be ways they can help you succeed.
5. PERSONALIZATION
One size doesn’t fit all. According to a 2018 study, 74% of Americans prioritize experiences over products or things. When you personalize an experience and you really put yourself in the other person’s shoes – whether a potential client or prospective recruit – they feel like they matter and they’re valued.
6. VALUE = INCOME
The more value you provide to those who get in front of you, the more income you’re going to generate. When you provide value, the law of attraction sets to work bringing people, income and opportunities in your favor.
7. USE THE SYSTEM
Utilize everything provided by the system with which you’ve chosen to associate. At EXIT, that means utilizing all the technology, resources and training at our disposal, as well as the Formula. If everyone in your office focused on sponsoring 3 agents this year, how much more successful would it be? If your agents utilized our Smart Signs™, Mobile Business Cards™, Expert Marketing Suite™, EXIT Realty Connect app, and attended all webinars and training opportunities we offer, how much would that strengthen their business? The goal is to help people achieve true financial freedom - which I see as all bills covered before getting out of bed in the morning. If your bills/ overhead total $50,000/year, sponsor enough to earn that in residual income. Then you can focus on leading with pure passion, and going to work with less pressure.
8. KEEP GROWING
Leaders must continue to grow or people won’t follow. Personal and professional growth is how you stay passionate. We have a Miracle Morning™ Facebook group at EXIT that encourages members to read along with the other activities prescribed in Hal Elrod’s routine, helping members take control of their day and grow as individuals. As leaders grow, they begin to attract like-minded people to their cause.
9. HELP GROW EVERYONE AROUND YOU
Keep a look out for ways to add value and grow, not only your colleagues, family and friends, but people in the communities you serve. Suggesting a way to improve a process or approach, or a nudge towards an opportunity could benefit someone’s quality of life. Just like compound interest at the bank, you could have a compound interest in everyone around you. Know the pulse of your community and pour yourself into what’s really important.
10. FIND YOUR PASSIONATE PEERS
I’m involved in a couple of CEO groups where I’m the sole representative for real estate. It’s awesome to hear people from another world and adapt their successes into your business. If you’re around the same people all the time and you don’t trigger new conversations, you’re not going to continue to grow. Get involved in a charity, civic events, or spiritual community and breathe some life into your thinking, and…
BONUS
11. IF YOU TRULY LEAD, PROFITS WILL FOLLOW
People grow in an environment where they feel safe to grow. When a company has a people-first mindset and leads from that perspective, profit follows. Lead for profit and people will leave. The fact that EXIT’s Executive team has been with the company, on average, for over 16 years is a testament to what Founder and Chairman, Steve Morris, has built: a company based on human potential. None of our major competitors have such longevity in leadership. Most have a revolving door of people who join just for a stock package and golden parachute when they leave.
