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Have you ever left a conference, a coaching call, a sales meeting, or maybe even listened to a podcast and thought, that's it.
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Tomorrow I'm changing everything.
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You're fired up.
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Tomorrow morning, you're getting up early.
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You're making your calls.
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You're cleaning up your CRM.
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You're time blocking.
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You're finally gonna start doing that thing you've been putting off for six months.
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And Monday?
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You're fantastic.
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Tuesday, still pretty good.
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Wednesday gets a little shaky.
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Then Thursday comes along, you've got an inspection problem.
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A buyer who suddenly wants to see six houses.
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A seller who thinks their estimate should determine their listing price.
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47 emails waiting for you.
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And there goes the plan.
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We've all done it.
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I've done it.
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And there's nothing wrong with getting motivated.
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I love leaving a great coaching session with something I want to implement.
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But somewhere along the way, I learned something that's become a pretty important philosophy in my business.
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Systems outlive motivation.
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Because motivation might get you started.
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A system is what's going to keep you going.
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And that's what I want to talk about today.
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Welcome back to Agent Performance Coaching for Real Estate Agents.
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I'm Ken Gould.
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I'm a working real estate agent, boots on the ground, doing the real work of real estate.
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Also a real estate performance coach and a small business owner.
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And if you listened last week, you know what we're doing here.
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We're trying to make this business simpler.
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Not easier, simpler.
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There's a difference.
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Last week I challenged you with the idea that maybe you don't need more leads.
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Maybe you've already got opportunities around you, and the bigger issue is what are you doing with them?
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So naturally, how do we make sure we actually do something with them?
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That's where systems come in.
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When I say systems, I can almost hear some of you thinking, oh great, Ken's gonna tell me I need another CRM.
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Nope, I'm not gonna do that.
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Actually, please don't buy anything after listening to this episode, okay?
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I don't want you to do that.
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I'm serious.
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A system doesn't have to be technology, it doesn't have to be automation, it doesn't have to involve AI.
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Although, you'll learn from me as we get into this deeper, AI is my best friend, and I encourage you to embrace AI.
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Anyway, it can literally be a checklist on a piece of paper.
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To me, a system is simply when this happens, I already know what happens next.
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That's it.
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Someone becomes a lead.
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What happens next?
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I take a listing, what happens next?
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Somebody comes through my open house, what happens next?
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A seller tells me, we're probably six months away, what happens next?
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If every one of those situations requires you to stop and figure out what you're supposed to do, you don't have a system yet.
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Something I've learned from years of coaching.
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I've been fortunate over the years to be coached by some really good people.
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Mentors, coaches, you name it.
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And one of the things coaching reinforced for me is that we tend to make success much more complicated than it needs to be.
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It's rarely, hey Ken, here's this incredible secret nobody knows in real estate.
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Usually it's Ken, you know what you're supposed to do.
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Are you doing it?
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Big difference.
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And now that I coach agents myself, I see exactly the same thing.
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Most agents I work with aren't lacking information.
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In fact, they usually have too much information.
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They've got scripts, they've got training, they've got a CRM, they've watched YouTube, they've been to conferences, they've downloaded like 15 or 20 PDFs.
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They know 47 ways to generate leads.
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Information isn't usually the problem.
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It's implementation.
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And good coaching, at least the way I believe in coaching, isn't always giving somebody something else to do.
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Sometimes it's helping them identify a few things they should already be doing and getting them to do those things consistently.
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Here's what I've seen over and over.
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The plan isn't a problem.
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We build a business plan, it looks fantastic.
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We decide we're gonna make X number of contacts, we're gonna call our database, we're gonna hold open houses, we're gonna follow up, maybe we're gonna work expireds.
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Whatever your lead generation or your lead generation spokes are, then two weeks later it's not working.
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Well, how many times did you actually do it?
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That's the question.
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Because sometimes we're judging a system we haven't actually executed long enough to know whether it works or not.
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Consistency gives the system a chance to work.
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Now, you think about it, there are agents all over the place.
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Some are making a fortune in expireds, others are making a fortune in per sale by owners, others are doing probate, others are doing new construction.
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The list goes on.
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We know all of these sources or methodologies, if you will, on how to generate business in your real estate business work.
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It's identifying what resonates with you and how you want to operate your business and then making it not boring.
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The magic of boring.
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This may not be very sexy, but a successful real estate business can get a little boring.
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I think my coach calls it repetitious boredom.
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And I mean that in the best possible way.
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You know when you're doing Monday, you know what you're doing Tuesday, you know where leads go, you know when follow-up happens, you know how much you launch at a listing, you know what happens after an open house, you know when your seller hears from you.
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The less drama, less figuring things out, less, oh crap, I forgot to do that.
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That's actually a good thing.
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Predictability creates freedom.
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That's something I don't think agents understand early enough in their careers.
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Let's talk about the daily minimum.
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It's another concept I've learned through coaching and I've used with agents I've coached myself.
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Sometimes we make the daily goal so big that the minute the day gets disrupted, we do nothing.
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So instead, establish a daily minimum.
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I like to call them daily minimum standards.
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You know, those non-negotiables in your business.
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What's the minimum standard that happens even on a bad day?
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Maybe your perfect day is 50 contacts.
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That's great.
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But what happens when the morning blows up?
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Do you make zero?
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Or do you have a minimum standard that says, regardless of what happens today, I'm doing this?
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Maybe that's 10 conversations, maybe that's five conversations, maybe it's five follow-ups, maybe it's 30 minutes worth of call, lead generation, and lead follow-up.
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The exact number isn't my point.
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The point is have a floor, because your floor is what protects your consistency, and over time, consistency compounds.
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Now I want to say stop negotiating with yourself.
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This is one of the biggest things a system does for me.
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It removes decisions because we're really good at negotiating with ourselves.
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I'll make those calls after lunch, then lunch happens.
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Well, I've got an appointment at two, I'll do them afterward, then it's 4 30.
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I'll hit it really hard tomorrow.
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Sound familiar?
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Guilty as charged here myself.
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I've certainly done it.
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The system says this is when I do this.
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Period.
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I'm not asking myself if I feel like it.
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And let's talk about our calendar.
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Our calendar tells the truth.
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Here's an exercise.
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Tell me your priorities.
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Now show me your calendar.
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Those two things should match.
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If you tell me lead generation is the most important thing in your business, but I look at a week and there's no protected time for lead generation in your calendar, then it's not actually a priority yet.
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It's an intention.
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And intentions are great, but intentions don't create closings.
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Activity does.
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Now I want to say systematize the repeatable, right?
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Personalize the relationship.
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Now, here's where I want to be careful.
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I don't want systems turning into a robot.
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This is still a relationship business.
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It always has been, it always will be.
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And AI is never going to take that away from you.
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AI can help you do a much better job, and they can take a lot off of your plate so you can dive into those relationships like nobody else can.
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I actually think good systems allow you to become a more personal with your clients, not less personal.
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Your CRM can remind you to call someone, but you have the conversation.
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Your systems can remind you that a past client bought their house three years ago, but you know what's happening in their life.
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Your process makes sure your seller gets an update every week.
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But you have the conversation.
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So here's one phrase I want you to remember.
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Systematize the repeatable, personalize the relationship.
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That's the balance.
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Your business needs to survive real life.
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This has become increasingly important to me personally.
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I sell real estate, I coach, I'm involved in another business, I travel, and believe it or not, I occasionally want a life outside of work.
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Don't we all?
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I don't want to build a business that only works when I'm sitting behind a desk 12 hours a day.
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And I don't want that for agents either, especially the agents I coach.
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But here's the catch.
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Freedom without systems becomes chaos.
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If I want freedom to travel, if I want freedom to step away, if I want other people to help me, then I have to create repeatable processes.
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Otherwise, everything lives in my head.
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And if everything lives in my head, I can't delegate anything.
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Now this is where technology gets really interesting.
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AI is becoming a huge part of how I operate my businesses.
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I use ChatGPT, I use Claude, I use Grok, I have a Grok bot.
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I've built AI into different parts of what I do, and we're absolutely going to get into that on this podcast.
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But here's something important.
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Don't automate chaos.
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If you don't know what your process is, throwing AI at it isn't isn't necessarily gonna fix it.
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It could actually make it worse.
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So first, what are you trying to accomplish?
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Then, what is the process?
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Then, can technology make this faster, easier, or better?
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That's the order.
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And we're gonna spend uh time on an entire episode actually on that very soon.
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So here's three places to start.
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So if you're listening to me right now thinking, okay, Ken, where do I start?
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Don't try to systematize your entire business.
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Start with three areas.
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Let's make this simple and make this doable.
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Number one is lead generation.
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Where is your next conversation coming from?
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What are your two or three primary lead generation spokes or sources?
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And what are you doing consistently with them?
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Not occasionally, consistently.
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Number two, follow-up.
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Someone raises their hand, now what?
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Call, text, email?
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When do you contact them again?
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Where are they tracked?
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What happens if they don't answer?
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Have a process.
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And number three, the client experience.
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Someone hires you now what?
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For a seller, how often are you communicating?
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How are you reporting activity?
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What happens after a showing?
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For a buyer, well, what's the process from consultation through closing?
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Your client shouldn't receive a completely different experience depending upon how busy you happen to be that week.
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So, this week's challenge, I'm not going to give you 17 things to do, I'm giving you one.
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Find one area of your business where you're currently relying on memory, motivation, or I'll get to it.
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Pick one, just one, and create the simplest possible system.
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It literally can be every Monday morning I do X.
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That's a system.
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Start here.
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Because there's another side to this.
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I can give you the best system in the world, your coach can give you a great plan, your CRM can remind you, your calendar can beep, AI can help you, your assistant can put it directly in front of you.
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But eventually, somebody still has to do the work.
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And that brings us to something that has become one of the guiding philosophies of my business.
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Do what you don't want to do when you don't want to do it at the highest level.
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I often hear myself saying that to myself or other agents I work with or I coach because that's what my coach instilled in my head.
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Those aren't my words.
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Those are borrowed, they're adopted.
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That's next Wednesday's call, because that's where systems meet discipline.
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So this week, keep it simple, don't rebuild your business, don't buy another piece of software, don't create a 47-step checklist, find one place where you're relying on memory, motivation, or good intentions, and put a simple system around it.
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Remember, systems outlive motivation.
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And systematize the repeatable, personalize the relationship.
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If this gave you something useful today, follow the podcast and come back next week, next Wednesday.
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And before you go, you know the question what are you going to do differently this week?
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I'll see you next Wednesday.
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Have you ever left a conference, a coaching call, a sales meeting, or maybe even listened to a podcast and thought, that's it.
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Tomorrow I'm changing everything.
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You're fired up.
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Tomorrow morning, you're getting up early.
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You're making your calls.
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You're cleaning up your CRM.
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You're time blocking.
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You're finally gonna start doing that thing you've been putting off for six months.
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And Monday?
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You're fantastic.
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Tuesday, still pretty good.
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Wednesday gets a little shaky.
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Then Thursday comes along, you've got an inspection problem.
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A buyer who suddenly wants to see six houses.
00:00:35.359 --> 00:00:38.880
A seller who thinks their estimate should determine their listing price.
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47 emails waiting for you.
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And there goes the plan.
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We've all done it.
00:00:44.640 --> 00:00:45.920
I've done it.
00:00:46.240 --> 00:00:48.799
And there's nothing wrong with getting motivated.
00:00:48.960 --> 00:00:53.039
I love leaving a great coaching session with something I want to implement.
00:00:53.759 --> 00:00:59.520
But somewhere along the way, I learned something that's become a pretty important philosophy in my business.
00:00:59.840 --> 00:01:02.240
Systems outlive motivation.
00:01:02.560 --> 00:01:04.959
Because motivation might get you started.
00:01:05.280 --> 00:01:07.439
A system is what's going to keep you going.
00:01:07.599 --> 00:01:09.599
And that's what I want to talk about today.
00:01:09.840 --> 00:01:13.280
Welcome back to Agent Performance Coaching for Real Estate Agents.
00:01:13.439 --> 00:01:14.640
I'm Ken Gould.
00:01:14.959 --> 00:01:20.159
I'm a working real estate agent, boots on the ground, doing the real work of real estate.
00:01:20.480 --> 00:01:24.640
Also a real estate performance coach and a small business owner.
00:01:24.799 --> 00:01:28.000
And if you listened last week, you know what we're doing here.
00:01:28.239 --> 00:01:30.400
We're trying to make this business simpler.
00:01:30.560 --> 00:01:32.480
Not easier, simpler.
00:01:33.200 --> 00:01:34.480
There's a difference.
00:01:34.640 --> 00:01:39.280
Last week I challenged you with the idea that maybe you don't need more leads.
00:01:39.519 --> 00:01:45.519
Maybe you've already got opportunities around you, and the bigger issue is what are you doing with them?
00:01:45.760 --> 00:01:50.000
So naturally, how do we make sure we actually do something with them?
00:01:50.239 --> 00:01:52.319
That's where systems come in.
00:01:52.959 --> 00:02:00.480
When I say systems, I can almost hear some of you thinking, oh great, Ken's gonna tell me I need another CRM.
00:02:00.719 --> 00:02:02.560
Nope, I'm not gonna do that.
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Actually, please don't buy anything after listening to this episode, okay?
00:02:06.959 --> 00:02:08.159
I don't want you to do that.
00:02:08.400 --> 00:02:09.680
I'm serious.
00:02:10.240 --> 00:02:17.120
A system doesn't have to be technology, it doesn't have to be automation, it doesn't have to involve AI.
00:02:17.280 --> 00:02:25.199
Although, you'll learn from me as we get into this deeper, AI is my best friend, and I encourage you to embrace AI.
00:02:25.439 --> 00:02:29.120
Anyway, it can literally be a checklist on a piece of paper.
00:02:29.360 --> 00:02:34.719
To me, a system is simply when this happens, I already know what happens next.
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That's it.
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Someone becomes a lead.
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What happens next?
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I take a listing, what happens next?
00:02:43.120 --> 00:02:46.800
Somebody comes through my open house, what happens next?
00:02:47.120 --> 00:02:52.240
A seller tells me, we're probably six months away, what happens next?
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If every one of those situations requires you to stop and figure out what you're supposed to do, you don't have a system yet.
00:03:00.479 --> 00:03:02.960
Something I've learned from years of coaching.
00:03:03.199 --> 00:03:06.879
I've been fortunate over the years to be coached by some really good people.
00:03:07.120 --> 00:03:09.439
Mentors, coaches, you name it.
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And one of the things coaching reinforced for me is that we tend to make success much more complicated than it needs to be.
00:03:17.199 --> 00:03:22.080
It's rarely, hey Ken, here's this incredible secret nobody knows in real estate.
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Usually it's Ken, you know what you're supposed to do.
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Are you doing it?
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Big difference.
00:03:28.000 --> 00:03:31.680
And now that I coach agents myself, I see exactly the same thing.
00:03:32.000 --> 00:03:35.439
Most agents I work with aren't lacking information.
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In fact, they usually have too much information.
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They've got scripts, they've got training, they've got a CRM, they've watched YouTube, they've been to conferences, they've downloaded like 15 or 20 PDFs.
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They know 47 ways to generate leads.
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Information isn't usually the problem.
00:03:55.520 --> 00:03:56.960
It's implementation.
00:03:57.919 --> 00:04:04.719
And good coaching, at least the way I believe in coaching, isn't always giving somebody something else to do.
00:04:04.960 --> 00:04:12.879
Sometimes it's helping them identify a few things they should already be doing and getting them to do those things consistently.
00:04:13.280 --> 00:04:15.280
Here's what I've seen over and over.
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The plan isn't a problem.
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We build a business plan, it looks fantastic.
00:04:20.480 --> 00:04:30.240
We decide we're gonna make X number of contacts, we're gonna call our database, we're gonna hold open houses, we're gonna follow up, maybe we're gonna work expireds.
00:04:30.399 --> 00:04:38.079
Whatever your lead generation or your lead generation spokes are, then two weeks later it's not working.
00:04:38.319 --> 00:04:41.040
Well, how many times did you actually do it?
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That's the question.
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Because sometimes we're judging a system we haven't actually executed long enough to know whether it works or not.
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Consistency gives the system a chance to work.
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Now, you think about it, there are agents all over the place.
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Some are making a fortune in expireds, others are making a fortune in per sale by owners, others are doing probate, others are doing new construction.
00:05:05.040 --> 00:05:06.319
The list goes on.
00:05:06.560 --> 00:05:14.000
We know all of these sources or methodologies, if you will, on how to generate business in your real estate business work.
00:05:14.240 --> 00:05:24.399
It's identifying what resonates with you and how you want to operate your business and then making it not boring.
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The magic of boring.
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This may not be very sexy, but a successful real estate business can get a little boring.
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I think my coach calls it repetitious boredom.
00:05:35.759 --> 00:05:38.399
And I mean that in the best possible way.
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You know when you're doing Monday, you know what you're doing Tuesday, you know where leads go, you know when follow-up happens, you know how much you launch at a listing, you know what happens after an open house, you know when your seller hears from you.
00:05:53.199 --> 00:05:59.120
The less drama, less figuring things out, less, oh crap, I forgot to do that.
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That's actually a good thing.
00:06:01.199 --> 00:06:03.759
Predictability creates freedom.
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That's something I don't think agents understand early enough in their careers.
00:06:09.199 --> 00:06:11.279
Let's talk about the daily minimum.
00:06:11.439 --> 00:06:15.920
It's another concept I've learned through coaching and I've used with agents I've coached myself.
00:06:16.160 --> 00:06:23.040
Sometimes we make the daily goal so big that the minute the day gets disrupted, we do nothing.
00:06:23.360 --> 00:06:26.079
So instead, establish a daily minimum.
00:06:26.240 --> 00:06:28.480
I like to call them daily minimum standards.
00:06:28.639 --> 00:06:31.519
You know, those non-negotiables in your business.
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What's the minimum standard that happens even on a bad day?
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Maybe your perfect day is 50 contacts.
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That's great.
00:06:39.680 --> 00:06:42.000
But what happens when the morning blows up?
00:06:42.319 --> 00:06:43.519
Do you make zero?
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Or do you have a minimum standard that says, regardless of what happens today, I'm doing this?
00:06:49.839 --> 00:07:00.560
Maybe that's 10 conversations, maybe that's five conversations, maybe it's five follow-ups, maybe it's 30 minutes worth of call, lead generation, and lead follow-up.
00:07:01.040 --> 00:07:03.279
The exact number isn't my point.
00:07:03.519 --> 00:07:11.439
The point is have a floor, because your floor is what protects your consistency, and over time, consistency compounds.
00:07:11.680 --> 00:07:14.879
Now I want to say stop negotiating with yourself.
00:07:15.120 --> 00:07:18.639
This is one of the biggest things a system does for me.
00:07:18.879 --> 00:07:23.759
It removes decisions because we're really good at negotiating with ourselves.
00:07:23.920 --> 00:07:27.120
I'll make those calls after lunch, then lunch happens.
00:07:27.360 --> 00:07:31.839
Well, I've got an appointment at two, I'll do them afterward, then it's 4 30.
00:07:32.000 --> 00:07:33.759
I'll hit it really hard tomorrow.
00:07:34.000 --> 00:07:34.959
Sound familiar?
00:07:35.199 --> 00:07:37.279
Guilty as charged here myself.
00:07:37.519 --> 00:07:38.879
I've certainly done it.
00:07:39.120 --> 00:07:42.240
The system says this is when I do this.
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Period.
00:07:43.439 --> 00:07:46.160
I'm not asking myself if I feel like it.
00:07:46.399 --> 00:07:48.240
And let's talk about our calendar.
00:07:48.480 --> 00:07:50.399
Our calendar tells the truth.
00:07:50.639 --> 00:07:51.600
Here's an exercise.
00:07:51.759 --> 00:07:53.040
Tell me your priorities.
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Now show me your calendar.
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Those two things should match.
00:07:57.040 --> 00:08:08.079
If you tell me lead generation is the most important thing in your business, but I look at a week and there's no protected time for lead generation in your calendar, then it's not actually a priority yet.
00:08:08.160 --> 00:08:09.199
It's an intention.
00:08:09.360 --> 00:08:13.759
And intentions are great, but intentions don't create closings.
00:08:14.000 --> 00:08:15.439
Activity does.
00:08:16.000 --> 00:08:20.399
Now I want to say systematize the repeatable, right?
00:08:20.720 --> 00:08:22.639
Personalize the relationship.
00:08:22.879 --> 00:08:25.040
Now, here's where I want to be careful.
00:08:25.199 --> 00:08:27.759
I don't want systems turning into a robot.
00:08:28.000 --> 00:08:29.920
This is still a relationship business.
00:08:30.079 --> 00:08:32.240
It always has been, it always will be.
00:08:32.399 --> 00:08:35.360
And AI is never going to take that away from you.
00:08:35.679 --> 00:08:44.000
AI can help you do a much better job, and they can take a lot off of your plate so you can dive into those relationships like nobody else can.
00:08:44.240 --> 00:08:51.039
I actually think good systems allow you to become a more personal with your clients, not less personal.
00:08:51.360 --> 00:08:56.799
Your CRM can remind you to call someone, but you have the conversation.
00:08:57.039 --> 00:09:04.240
Your systems can remind you that a past client bought their house three years ago, but you know what's happening in their life.
00:09:04.480 --> 00:09:08.559
Your process makes sure your seller gets an update every week.
00:09:08.799 --> 00:09:10.720
But you have the conversation.
00:09:10.960 --> 00:09:13.840
So here's one phrase I want you to remember.
00:09:14.240 --> 00:09:18.320
Systematize the repeatable, personalize the relationship.
00:09:18.559 --> 00:09:19.919
That's the balance.
00:09:20.480 --> 00:09:23.200
Your business needs to survive real life.
00:09:23.440 --> 00:09:26.320
This has become increasingly important to me personally.
00:09:26.480 --> 00:09:35.360
I sell real estate, I coach, I'm involved in another business, I travel, and believe it or not, I occasionally want a life outside of work.
00:09:35.679 --> 00:09:36.559
Don't we all?
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I don't want to build a business that only works when I'm sitting behind a desk 12 hours a day.
00:09:42.159 --> 00:09:47.360
And I don't want that for agents either, especially the agents I coach.
00:09:47.600 --> 00:09:48.879
But here's the catch.
00:09:49.120 --> 00:09:51.759
Freedom without systems becomes chaos.
00:09:52.559 --> 00:10:01.279
If I want freedom to travel, if I want freedom to step away, if I want other people to help me, then I have to create repeatable processes.
00:10:01.519 --> 00:10:03.919
Otherwise, everything lives in my head.
00:10:04.080 --> 00:10:08.000
And if everything lives in my head, I can't delegate anything.
00:10:08.240 --> 00:10:11.200
Now this is where technology gets really interesting.
00:10:11.440 --> 00:10:15.840
AI is becoming a huge part of how I operate my businesses.
00:10:16.159 --> 00:10:22.080
I use ChatGPT, I use Claude, I use Grok, I have a Grok bot.
00:10:22.480 --> 00:10:30.399
I've built AI into different parts of what I do, and we're absolutely going to get into that on this podcast.
00:10:30.559 --> 00:10:32.000
But here's something important.
00:10:32.240 --> 00:10:34.080
Don't automate chaos.
00:10:34.320 --> 00:10:41.120
If you don't know what your process is, throwing AI at it isn't isn't necessarily gonna fix it.
00:10:41.360 --> 00:10:43.200
It could actually make it worse.
00:10:43.519 --> 00:10:46.000
So first, what are you trying to accomplish?
00:10:46.240 --> 00:10:48.159
Then, what is the process?
00:10:48.399 --> 00:10:52.320
Then, can technology make this faster, easier, or better?
00:10:52.480 --> 00:10:53.600
That's the order.
00:10:53.840 --> 00:11:00.000
And we're gonna spend uh time on an entire episode actually on that very soon.
00:11:00.240 --> 00:11:02.080
So here's three places to start.
00:11:02.240 --> 00:11:06.000
So if you're listening to me right now thinking, okay, Ken, where do I start?
00:11:06.240 --> 00:11:09.039
Don't try to systematize your entire business.
00:11:09.279 --> 00:11:10.799
Start with three areas.
00:11:10.960 --> 00:11:13.759
Let's make this simple and make this doable.
00:11:14.000 --> 00:11:15.919
Number one is lead generation.
00:11:16.399 --> 00:11:19.279
Where is your next conversation coming from?
00:11:19.519 --> 00:11:24.720
What are your two or three primary lead generation spokes or sources?
00:11:25.120 --> 00:11:27.679
And what are you doing consistently with them?
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Not occasionally, consistently.
00:11:31.200 --> 00:11:33.519
Number two, follow-up.
00:11:33.840 --> 00:11:36.159
Someone raises their hand, now what?
00:11:36.399 --> 00:11:38.559
Call, text, email?
00:11:39.039 --> 00:11:41.120
When do you contact them again?
00:11:41.440 --> 00:11:42.480
Where are they tracked?
00:11:42.639 --> 00:11:43.919
What happens if they don't answer?
00:11:44.159 --> 00:11:45.279
Have a process.
00:11:45.519 --> 00:11:47.759
And number three, the client experience.
00:11:48.000 --> 00:11:50.240
Someone hires you now what?
00:11:50.480 --> 00:11:53.200
For a seller, how often are you communicating?
00:11:53.440 --> 00:11:55.200
How are you reporting activity?
00:11:55.440 --> 00:11:57.279
What happens after a showing?
00:11:57.519 --> 00:12:02.000
For a buyer, well, what's the process from consultation through closing?
00:12:02.159 --> 00:12:08.559
Your client shouldn't receive a completely different experience depending upon how busy you happen to be that week.
00:12:08.879 --> 00:12:15.039
So, this week's challenge, I'm not going to give you 17 things to do, I'm giving you one.
00:12:15.440 --> 00:12:23.919
Find one area of your business where you're currently relying on memory, motivation, or I'll get to it.
00:12:24.159 --> 00:12:28.799
Pick one, just one, and create the simplest possible system.
00:12:29.120 --> 00:12:32.879
It literally can be every Monday morning I do X.
00:12:33.279 --> 00:12:34.320
That's a system.
00:12:34.720 --> 00:12:35.679
Start here.
00:12:36.480 --> 00:12:38.559
Because there's another side to this.
00:12:38.799 --> 00:12:51.919
I can give you the best system in the world, your coach can give you a great plan, your CRM can remind you, your calendar can beep, AI can help you, your assistant can put it directly in front of you.
00:12:52.080 --> 00:12:55.840
But eventually, somebody still has to do the work.
00:12:56.159 --> 00:13:01.679
And that brings us to something that has become one of the guiding philosophies of my business.
00:13:02.000 --> 00:13:05.919
Do what you don't want to do when you don't want to do it at the highest level.
00:13:06.240 --> 00:13:16.480
I often hear myself saying that to myself or other agents I work with or I coach because that's what my coach instilled in my head.
00:13:16.720 --> 00:13:18.080
Those aren't my words.
00:13:18.240 --> 00:13:20.720
Those are borrowed, they're adopted.
00:13:21.440 --> 00:13:26.879
That's next Wednesday's call, because that's where systems meet discipline.
00:13:27.200 --> 00:13:44.559
So this week, keep it simple, don't rebuild your business, don't buy another piece of software, don't create a 47-step checklist, find one place where you're relying on memory, motivation, or good intentions, and put a simple system around it.
00:13:44.799 --> 00:13:48.399
Remember, systems outlive motivation.
00:13:48.799 --> 00:13:53.679
And systematize the repeatable, personalize the relationship.
00:13:53.919 --> 00:13:59.919
If this gave you something useful today, follow the podcast and come back next week, next Wednesday.
00:14:00.080 --> 00:14:04.799
And before you go, you know the question what are you going to do differently this week?
00:14:04.960 --> 00:14:06.080
I'll see you next Wednesday.
