High-performance coach Chris Wilson thinks that all agents have the potential to be elite, but they need to plan and take a close look at the different areas of their lives that could hold them back.
Mr Wilson says there are a range of things agents can do to elevate their performance into the top echelon of the industry.
Planning
Mr Wilson says the one big fallacy in real estate is that if you just show up every day and ‘work hard’, you will get to the top.
He believes the best agents plan every single detail of how they are going to hit seven figures in GCI.
“You need to structurally start looking at how you’re going to build out your team,” Mr Wilson says.
“How are you going to create the numbers to then bring on one, two, or three different staff members into your team?
“The other problem with real estate is how do you keep the team?
He says agents need to have a strategic roadmap planned out.
“Where are we now? Where are we going? How do we get there?” he says.
He says in real estate, agents think it’s just about getting out there, hustling, grinding, and making the deals happen.
“But that’s not strategic enough to grow the business,” he believes.
Environment
Mr Wilson also suggests that agents need to create a high-performing environment for themselves.
“There are three key things that will destroy high performance – alcohol, drugs and relationships,” he explains.
“In high-pressure environments, relationships are stretched.”
He says that agents need to learn to find ways to work well with their team members, or they risk continually losing them, which means their business will struggle to grow.
Automate
He says another key is to find ways to focus your time on the activities that will move your business forward the most by adopting automation where you can.
“Agents are being pulled left and right all the time and automation is going to free up your capacity to be able to the stuff that’s meaningful to your business,” he says.
“Using AI, using automation strategies, using systems that already exist.”
He believes the key to being able to automate is to start building up data so you know where you need to automate or outsource to free up time.
Self-reflection
Mr Wilson says another key area that agents need to do is to look inwardly.
“After five years, oftentimes agents will start asking themselves why they are doing what they’re doing,” he says.
“They start asking the big questions.”
He says while monetary goals and winning awards are completely fine, you have to be able to remind yourself why you are in real estate.
“We know that motivational drivers, dopamine levels, all those beautiful hormones and chemicals are ultimately driven by purpose and action,” he says.
Self-care
Mr Wilson says agents also need to be mindful of self-care.
“It’s easy for us to say to people, look after yourself and get good sleep,” he explains.
“But understanding what their monster in the night is, understanding what keeps them awake at night is crucial.”
He believes that when agents wonder why they are not selling enough, the answer often lies in the other areas of their lives that are causing them to lose sleep.
Mr Wilson says agents also needed to ensure the downtime they take matches their personality.
While he sees a lot of high-flying agents who travel overseas regularly and take luxury vacations, that doesn’t work for everyone.
“Sometimes just spending time with friends and family, or going for a surf in the morning, can be more than enough,” he says.
