Are you happy with the results of your efforts in 2012? Did you reach your sales goals, and the income level you were shooting for? Did you become a Peak Performer, or did you simply have a “good year?” Finally, are you making plans for an even better year in 2013?
Make an objective assessment of your performance last year
There is no better time than right now for a realtor to take a look back at his or her performance in the previous year to assess their performance and find ways to improve. It’s a brand new year; it’s the dead of winter; business is slow as we leave the Holidays behind us; what better time could there be to make an objective assessment of your performance in 2012?
But, that is the tricky party – that objective assessment thing. For so many of us our egos and our view of the world around us interfere with our ability to look at ourselves objectively; whether as an individual or as a professional realtor. Frankly, it is a skill which must be learned and practiced, and many of us have never been trained to do it. In fact, many of us simply do not have the motivation to even try. I implore you to do so, if you truly wish to improve your performance, your income, and your sense of well being.
The first step in making an objective assessment of yourself is to list your strengths and weaknesses as a realtor; to literally write them down. Do you excel at qualifying clients? Are you a particularly strong closer? Do you have trouble making appointments on time? Have you somehow lost track of the best properties in your region? Are you a team player, or a rugged individualist?
The answers to these questions, and many more, are just the beginning of evaluating your talents, skills, and knowledge. On the flip side, you will want to clearly understand your failings as a sales agent, or you will never be able to improve them. If you happen to excel at listening to your clients for example, use that skill in your office and listen to your broker and team members when you ask them for their opinion of your strengths and weaknesses. Don’t judge; don’t’ become defensive; simply listen and learn. If what they have to say is wrong, you can ignore it but – if what they have to tell you will make you a better, more effective sales professional, then you owe it to yourself to listen and use the knowledge to improve your performance.
I believe a yearly, or even twice yearly, self-assessment is key to the continued success of any professional realtor. While it can sometimes bruise our egos to make this type of self-evaluation, in the long run, it can only make us better professionals – and better people.
Here is to an ongoing and successful online relationship…
John Lusink, CCIM, Broker of Record & Managing Partner of Royal LePage York North Realty