In this training session Sharran asked me about the key lesson I learned this year…
I said to Sharran and everyone in attendance, “boxes not people”…
Lesson #1 – Boxes Not People
What does this mean to me?
Well – I learned this year that I was trying to throw more people at a fundamental problem that I needed to solve. Sometimes as entrepreneurs we need to realize hiring more people that you are not ready to manage won’t fix the underlying problem.
I realized that I was the bottleneck and hiring more people to try and fix a broken sink – wouldn’t fix a broken sink. The sink needed to be replaced.
See… No one is going to care about your business as much as you…
I had to come in this year and replace the sink that was broken.
I had to…
1. Revamp our on-boarding
2. Get my feet dirty and input myself through that process
3. Create KPI’s that actually hold clients accountable to their goals
4. Start listening to what our clients were saying on transfer calls in order to realize that only 8% of agents were asking for the meeting – see how that is a problem?
The system was fundamentally flawed because we were tracking the wrong things.
Since putting myself back into the flow we added:
Weekly client impact sessions to train on our 7 figure appointment playbook.
Reviews client calls with feedback to ensure that we hold them accountable to the commitment they made to us and themselves
Make the on-boarding process so much more smooth and efficient
Took out the messenger position and put our call center management in all slack channels to give our clients faster answers and remove the telephone tag.
Added an AI chatbot so that our inside sales agents can stay on the phones and convert more transfers
This was fundamentally “boxes not people”
Sometimes we need to recognize that more people don’t always equal better results.
Which leads me to a more personal lesson.
Lesson #2 – Love Finds You When You Are Ready
I spent the back half of the year in 2022 focused on me.
Even professionally this year I was still putting everyone first.
But personally this year – I chose to put myself first and get real clear on what I wanted out of life, business and in a relationship.
I sought clarity of what I wanted life to look like.
And I wrote it down.
I have learned that clarity is the mother of mastery.
At the beginning of this year I wrote down everything I wanted in a relationship – and honestly the things I wrote down were non-negotiables for me.
In fact, when I went on dates I would share these things because I had found the clarity I needed.
For some it might have felt crazy, but to me it was me putting me first.
And then love showed up in 2023.
And it led me to many amazing memories.
But as I reflect – love couldn’t show up until I was ready for it.
It was the clarity that I found that allowed me to see what I had when it showed up.
I think many of us (including me) look at clarity all wrong. We think that it just shows up. But in all actuality, it only presents itself to us in our pursuit of the clarity itself.
I hope these reflections help you look at 2023 to see all of the great things that you have accomplished.
As an entrepreneur it’s far too easy to forget to stop and reflect.
I encourage you to take some time to slow down and write down all you are grateful for and all you have learned.
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
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