Measure What Matters
Years ago, when I was very early into the leadership part of my sales career, I heard a recording from one of the top guys in our industry speaking at a national conference. There was a quote in there that was like a punch to the face, and I haven’t forgotten it to this day:
“If you’re not tracking and reviewing stats for yourself and your organization on a daily basis, then you’re not a professional – this is just a hobby for you.”
At the time, I wasn’t tracking my stats daily and weekly, so I went home that night and created an excel spreadsheet that I used for the next decade to track my activities and results. Sure, we had a website with a stats entry page for sales professionals, but much of my activity at that time didn’t show up in the input fields on the website.
Over time, I saw that for myself and the people I worked with, that this principle is true: we measure what matters, and what we measure tends to grow.
If you don’t believe me, start keeping a daily tracker of how much water you drink, or how many steps you take, (or whatever else you want to measure) and review it every week. I promise you that within a few weeks you will be competing against yourself to try to beat previous days or weeks, and you will get better at whatever stat you’re measuring.
One gentleman I worked with led his team to their best quarter ever simply by starting the habit of tracking one key metric every week using a piece of paper on his refrigerator.
The same principle holds true in your real estate business.
Here are a few key questions that I’m confident will help you grow your real estate business this year:
Are you tracking and inputting your stats DAILY?
Are you scheduling a recurring time in your calendar to review your weekly stats?
What is THE most important activity stat for your business?
Are there key activity stats that would be important to measure that aren’t currently in whatever tracker you’re using, and do you need to create a separate tracker for that?