Dave Panozzo is the co-founding owner of The Panozzo Team-HomeSmart, a real estate team in Phoenix, Arizona.
When the mass market was shaken from the Covid-19 19 outbreak, real estate agents adapted, learned and pushed through. As a real estate agent who worked through the same challenges in an unpredictable year to come out with top-ranking sales for the month of July, I am already thinking about and constructing my business projections for next year – and you should too. Guiding documents such as sales projections, technological improvements for your business and conscious moments of gratitude are all part of what real estate leaders can use to take their business to the next level in 2021.
1. Speed To Lead
Think of your business like playing chess. You need to develop a game plan and strategize what will happen depending on the moves that you make. By January 1, your business should already have monthly budgets, target sales and deadlines in place. Create key performance indicators (KPIs) that will show you whether you are meeting the target goals to move forward. Meet with your team to make sure everyone shares the same vision. Even if you don’t have a team, it’s still critical to develop a clear vision as to what you’re working toward. Be forward-thinking and speedy to put together systems so that your business plans are clear, defined and understood by everyone.
For team leaders, it’s critical to get all your agents organized, pumped and ready to hit their goals. By having a clear direction and sharing it with your team, you will instill clarity, motivation and, if you’re lucky, a little bit of competition. The best leaders are those who are effective and forward-thinking, and who waste no time procrastinating.
2. Automize And Customize
As the world is getting more accustomed to the 5G lifestyle, where instant results are the new standard, it is key that you explore automation. You don’t want to constantly babysit every aspect of your real estate business just to keep it running efficiently. Automated systems that allow faster turnaround time are key because customers don’t always want to wait until the following day for an agent to get back to them. You could have all the growth potential in the world, but if you cannot find ways to automate your business, then you’ll never develop the brand loyalty of your dreams.
Full automation of every system may be difficult to achieve all at once. If that’s the case for your business, focus on one process to automate, and work up from there. For example, my team has a custom automated text system in place for people who call in so that clients receive a message to acknowledge that we have received the call and that we will call them back if we are unable to get to the phone. You can also focus on making sure your website is optimized for the fastest loading time that it integrates an automatic chatbot that ensures clients can get in touch anytime.
Increasing automation and customization in more aspects of your real estate business through the above systems and others – including reminders and an efficient automated CRM – will position you for better quality control going into 2021.
3. Be Personally Grounded With An Attitude Of Gratitude
If I have learned anything about myself and my business throughout 2020, it’s resilience. Be grounded in the belief that no matter what happens as we turn the corner into a new year, you can overcome any circumstances. Make time for yourself so that you can best serve others. Just like the instructions on a commercial airline flight tell you to put your oxygen mask on before helping others, make sure your taking care of yourself before helping others in your personal daily life. Be proactive and take care of yourself first, through forms of self-development like exercising, reading business books, journaling, positive affirmations, or even gratitude walks.
Despite the pandemic and shortage of inventory, real estate in Phoenix is strong. My agents and I have been busier than ever. The time in quarantine when there was a bit of a slowdown highlighted why it is so important to take care of your physical, mental, and spiritual health –life is too short, and there are so many things to be grateful for. At any moment you might have to pivot with the uncertainty of market conditions in both real estate and the financial world, so don’t take anything for granted. Stay grounded in your personal health and wellness.
At the end of the day, you don’t know what will happen in 2021. All you know is that as a leader, you must be able to do whatever it takes. In 2021, remember: speed to lead, automize and customize, and be personally grounded with an attitude of gratitude to watch your business grow to a whole new level.
Forbes Real Estate Council is an invitation-only community for executives in the real estate industry. Do I qualify?