Visual Accountability

Whiteboards?  Really? Seems “old school.”  Well, guess what, they work.  Just like vision boards and any other form of visual accountability, there is a very real and effective emotional connection between having a “picture” that tells you a story versus a report once in a while or the “it’s all in my head” format.

The truth is that every top producer I have had the privilege of working with or discussing their tracking habits, has some form of a visual accountability system. A few of them even display these where their family can see what they are up to and understand the importance of their work.

Monthly commitments like hydro, mortgage payments, loans, business expenses, are all billed with great regularity and you are expected to pay.  Similarly, external accountability of things like Warm or Hot Leads, Listing Prospects, Conditional or Firm Deals makes you take action in a more consistent and urgent manner.

So, how to set these up?  Purchase a couple of white boards:  and split them into a few distinct sections: Warm/Hot Leads (Buyer or Seller), Active Listings, Conditional Deals, Closed Deals.

Your Leads Board (Warm/Hot) should have the following headings: Name/Source/Motivation.  Of course, the beauty of these systems is that you can make up whatever KPI (Key Performance Indicator) you want but the ones described above are the typical headings that most Realtors use.

The secrets to making this work are; 1) Don’t reinvent the wheel, TSW (This Stuff Works). 2) Make sure they are updated regularly.  The act of putting pen to whiteboard is a big part of embedding your goals and successes into your brain! 3) Mix it up. Use one color for buyers and one for sellers. 4) If you have a team or an assistant, get everyone involved.  If not, share it with your spouse, family.  The more the merrier.

Examples: courtesy of 


Written by johnlusinkcoach

John Lusink, Regional Vice President, Canada Brokerage Operations/Broker, eXp Realty Of Canada, Inc.. A REALTOR® for over 30 years, Mr. Lusink has served in a variety of positions in both commercial and residential real estate from Business Owner to Broker and from Trainer/Coach to Marketing Manager. In addition to previously serving on TREB’s Professional Standards Committee, Mr. Lusink contributed to the Real Estate Council of Ontario’s Discipline and Appeals Committee for five years. Most recently, Mr. Lusink completed a second consecutive term as Chair of TREB’s Government Relations Committee and has been a Director for the Toronto Real Estate Board for the past six years. A Certified Commercial Investment Member for more than a decade, he is also a Certified Business Coach, a Seller Representative Specialist (SRS), Accredited Buyer Representative (ABR) designee and trainer, as well as a Council of Real Estate Broker Managers (CRB) designee and an FRI.

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