By Michael Kies

Need more listings? click here and view the one hour training session aimed at helping agents to add an extra $100k per year to their personal income.

The daily personal responsibility strategy for real estate agents

We have all heard (countless times) that we must demonstrate responsibility as real estate agents for our results.

What no one is talking about is the cost of blame and excuses in dollar terms for real estate agents.

To illustrate my point, I want to share the story of my client Chrisi.

She took my advice about self-responsibility and went from no listings and sales in six weeks to six listings in six days.

Just recently when I spoke with her, we were nine days into a new quarter and she had already exceeded base. She was already in bonus!

We talked about her turnaround and what specifically had helped her to achieve such amazing results.

She explained that the key tool that helped her increase her results was the ability to take total responsibility.

Having worked with thousands of agents around the world, in my opinion responsibility is the characteristic that all great sales people exhibit.

And the opposite of responsibility is blame.

I’ve been there.

I had a situation when I first started in real estate where I heard a news bulletin about interest rates rising, real estate agents closing down and describing the market as “in chaos”.

I found myself asking how I was going to sell any real estate, in such a bad market, and it wasn’t until I took total responsibility that I was able to turn that around.

If we can’t take total responsibility for our lives and for our real estate career, it is costing us hundreds of thousands of dollars each year.

Often when agents take total responsibility for their results, they’re just one turning point away from exponential growth in their real estate career.

Chrisi’s Story: The potential growth from taking total responsibility

After implementing my daily personal responsibility strategy, Chrisi found 6 listings in 6 days.

If those 6 listings translate to 4 sales in one month, with an average fee of ten thousand dollars, then taking total responsibility is worth $480,000 dollars over 12 months.

How to implement total responsibility for rapid growth

Chrisi’s boss phoned me to ask if I would work with her, to help her grow her results.

From there I gave her a simple strategy around taking responsibility, every day for her situation.

After that everything changed.

Her results improved.

She listed six properties in six days and she’s averaged over four sales a month for the last 12 months.

In one of those months she sold 11 houses just by following these three simple self responsibility steps:

Step 1: Create one result per day
First, create one result per day. Have high expectations in everything that you do.

“Shoot for the moon and if you miss you will still be among the stars.” – Les Brown

How would getting one result per day change your life?

What result can you get today?

Step 2: Never blame or explain.

Secondly, never blame or explain – just do it!

If we start to blame and if we start to explain we are not taking total personal responsibility.

Some of the recurring explanations that pop up in my work with agents, are:

• Colleagues
• The state of the market
• Competitors (more specifically fee cutting)

If you find yourself explaining any of these topics, stop and instead take total responsibility for your results.

You are responsible for your income.

You are responsible for the number of properties you have listed this month.

You are responsible for your number of sales this month.

So take total responsibility for your training and your skill levels.

Take total responsibility for discipline in prospecting and keeping your pipeline full.

Take total responsibility for finding a result every day.

Step 3: Create an exciting BIG why

Thirdly, create an exciting big why for yourself.

The first thing you need to determine is exactly what you want.

Chrisi for instance, said she wanted to take her boys to Fiji the following year.

We then calculated how much this was going to cost…

We worked out her living expenses…

We worked out that she would need to make four sales per month…

Sure enough, she exceeded four sales per month, and she took her boys to Fiji.

It is said that we can do just about anything if the “why” is big enough.

Obviously the tools within the sales process play a massive role in growing results.

For this reason, I have recorded a more in depth one hour training session aimed at helping agents to add an extra $100k per year to their personal income. Click here to view the training now…

Feel free to leave a comment below and let me know or send me an email to support@michaelkies.com.au.