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Are you stepping on the field without your play book? 

This is the moment. The game is down to the wire with both teams tied for the win. You look to left for a signal of the play that will take your team to the top. You look to the left again, then to the right. You start to come to the frantic realization that you have no clue what play will save the day, no clue what the plays are, and no clue that you even needed them. Finally, you come to the realization that a win will be fate or luck at best. You ease your stance to assess the opposition, they must be in the same predicament right? Wrong, they are standing tall and confident. They look to the sidelines and are signalled a play. Not only do they have a play, but they have a full book of the best strategies to win in the quickest amount of time. They have someone overseeing the game and signalling only after assessing the bigger picture of everyone in play…. They have the playbook. You don’t, and it doesn’t even matter that you made it to the finals because you just lost the game, and all of your top players for next season.

When is the last time you saw a pro sports team allow any athlete on the field without learning the play book? Exactly! Welcome to Real Estate.

  1. We create our business before we start DOING business: We start our business or teams before we meet our first client, and before we hire our first assistant, buyer’s agent, or partner.The business does not evolve from an action. It evolves from a thought, a plan, and then your perception of that plan put into action.
  2. Perspectives are an endless sea: Trust me…I’m a coach…green isn’t green when only I see it. Until then you may argue it is black, and for you it is. At least until I am successful in adjusting the lighting.This is why some companies give away their play books for free. They know the likelihood of you reading them in the spirit intended is pretty slim. The perspective or mindset dictates the way you view the content, and the way you view the content dictates your results. This is true whether it is a script, a presentation, an information session, a set of interview questions, or even how you present a contract. The content gives you structure, but the delivery gives you results.
  3. Broken plan = broken business: Most people stick with their plans for a while even when they are broken. Most of us seem to have a natural strength in criticizing new opportunities even though they have tried, tested, and true track records, but we promptly pick up our trusty rose coloured glasses when assessing our own methods. I know they are comfortable, but how comfortable is a kitchen table without dinner?
  4. You can create reasons OR you can focus on results: A great play book considers several things including predictability, odds, averages, and costs. This is all for one reason: to create an environment with the highest likelihood of success! Don’t get me wrong, great results with predictability always have reasons. That is what makes them valuable and predictable. On the other hand reasons do not always have results. In fact without results, reasons are the enemy of progress. Could you imagine a play book built on all the reasons why sportsmanship is the sole purpose of the game? We would have the focus, and the reasons to back up the focus, but our purpose and outcomes would be all wrong. When we work towards an ideal of the highest level of sportsmanship and superior performance then we test the true capabilities of the team. We need reasons. The best reasons get us results.
  5. The myth: All lessons lead to great feats: Have you ever heard a great story about all the lessons someone has learned on the way to the top? Sure, we all have right, as well as how important those lessons have been. The part where it goes sideways is this: You can choose to learn how to create a wheel, and I am sure we would all learn something from that, and do it better the next time, or you could learn to create the most aero-dynamic high performance wheel the world has ever seen — a wheel best in class and worthy of duplication. The myth is that all lessons lead to large feats. Mastery requires us to go beyond our mentors and idols by building upon the work they devoted their lives to. We all have the choice to bend time by learning and investing in what already works to catapult us to where our creation can begin.

This is why Salespeople and Consultant’s join the industry. They have talent. They have ambition.  They seek growth. They need a system to achieve their potential in a tenth of the time compared to the average experience. Average is VERY average in a growing industry where many are throwing dirt against the wall hoping something will stick. We wonder why there is a muddy mess of our industry’s reputation.


When is the last time you saw a pro team allow anyone onto the field without learning the play book first?

After helping 1000’s of real estate salespeople and brokers across Canada to systematize and improve their business, we have created an assessment to help you uncover potential business mistakes and areas of opportunity in your real estate business. It is completely free and the report is provided to you instantly. It is a great tool and I hope it helps you move forward and reach your goals as it has for hundreds of our clients – many of whom now run the top producing teams in their areas.

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Take a peek at some recent success stories. I bet some of them started thinking about building their teams around the same time you did… hmmm, kind of makes you think.  Find our more about us here.

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