This post is the first in a two-part series on Top Producers. You can find the second part here.
The Commercial Real Estate industry – or any industry really – is often so different from the Marine Corps. I’m specifically thinking about advancement – growth – achievement. In the Marines, there was a formula for promotion – at least at the lower enlisted ranks. I knew exactly how to earn promotion.
Time in Grade – Time in Service – Physical Fitness Test (PFT) score – Education. Add it all up, and you were ranked against all your peers. You always knew where you stood.
Not so in CRE – or any other industry I’ve seen. The path to success is not clearly marked. It is muddled. It is foggy. You realize you have gone off the path as you get up from the ditch.
In this 2-part post, I want to help shed light on the path to success by sharing the 12 keys to becoming a top producer – faster!
12 Keys to Becoming a Top Producer – Faster!
- Obtain Knowledge – In the Commercial Real Estate industry, the best place to start is the CCIM Curriculum. It is the best I’ve seen. Additionally, regularly meet with and befriend commercial lenders, property owners, appraisers, and other agents. They can give you key insights into your market. Purpose to be the absolute market expert in your geography and niche. You can do this quickly, but it is hard work. Knowledge is what makes you valuable to those you wish to serve. The following keys are meaningless without it.
- Become a Student of Top Producers – Find the top producers in your office or market. Study them. Ask them to meet with you. Learn when they get to the office. Dress like they dress. Do what they do. Read what they read. How many calls do they make in a week? How many meetings do they have? Go and do likewise. You do not need to recreate the wheel.
- Hire a coach – Nothing will speed your progress and personal growth faster than hiring the best coach you can afford. All the best athletes in the world have coaches. I have paid for a personal coach for 3 years now. It is an investment in myself and my company and worth every penny. It is like strapping a jet-pack on my back in my flight to success. Here are 6 reasons why:
- A coach allows you to learn from someone that has successfully walked the road that is ahead of you.
- A coach prevents you from making crippling mistakes.
- A coach gives you a fresh and objective set of eyes on your business.
- A coach provides accountability for what you have committed to do.
- A coach facilitates clarity. This is huge and often so hard to grasp while inside your own business.
- A coach evaluates honestly. From an independent and objective place, a coach can critically critique or encourage according to the need of the moment.
- Go to Conferences – Go to your company’s conference. Go to industry conferences like the CCIM/IREM National Conference or the ICSC. These events can completely broaden your thinking. You can expand your network and learn from the best. I always leave a conference with new connections that I’m thankful to have met as well as great actionable ideas to move my business forward. Here are some conferences I plan to attend in the coming months and years:
- Read – I’ve read and been told that once you’ve read 3 books on a subject, you are an expert in that subject. Just 3 books. Top Performers are constantly sharpening their skills by reading. When I wanted to learn the sales process, I read the classic Tom Hopkins book How to Master the Art of Selling. When I wanted to learn more about building a platform and blogging, I read the new best-seller Platform by Michael Hyatt. When I wanted to improve my impact with an elevator speech, I read a great book Small Message, Big Impact: The Elevator Speech Effect by Terri Sjodin. And this can be so cheap! Go check 3 books (or audio-books) out from your local library and be an expert in a month!
- Systematize Your Business – Systems allow you to break a process or procedure down into its smallest parts. You then delegate those tasks to your team. This allows them to operate in their giftedness (if you hired well). You then do only the tasks that only you can do – HDAs! High Dollar Activities. I’ve written an entire post on this topic that you can read here.