Three key things to focus on as we head into this new market.

It’s my guess that by now, most people are aware that our market is shifting. We’re likely to see up to 20% fewer sales over the next 12 months. During this shift, how do we maintain our business and keep our people, processes, and profits in line? To help with this, these are three tips I share with the teams I coach:

  1. There’s no room for experimentation. The time to experiment with new projects, lead generation, and other business matters has passed. Unless your experiment won’t cost you any money, now is not the time to be changing things up. 
  2. There’s no place for a lack of talent. You should be asking yourself whether the people on your team are adding value in their roles. Are they owning their role and making it better? Is their service to our agents and clients up to par? These are the people that you need in the upcoming market.
    “You need to find areas where you can cut out the underperforming activities.”
  3. Be brutal about return on investment (ROI). Now is the time to review your ROI from the last six to 12 months. You need to find areas where you can cut out the underperforming activities. What’s the right ROI? That will depend on your specific company, but it’s wise to look at all of the numbers and determine what works for your business.
     

If you have questions about any of this, please don’t hesitate to reach out. I am available by phone or email, ready to help you.