It’s that time of the year again! Your brokerage is gearing up for a busy year, making plans and working out what you’ll need to do to achieve them. In episode 26 of the LVR Podcast, we chatted about changes we can expect next year — especially in a rate-rising environment.
The bottom line: 2023 won’t be ‘business as usual,’ brokers will need to adjust their strategies to grow and achieve success. So, how can you get ready? We’re so glad you asked. In this post, we’ll show you five easy steps to set goals for your brokerage.
Step 1. Get Clear on Your Broker ‘Number’
Every broker has a number they’d like to hit, be it financial or client count, but where does that number come from? Did they just conjure it out of thin air, or is it realistic and carefully determined?
Take a moment to reflect on where your business is currently at — is your broker number achievable? Of course, we want you to shoot for the stars, but if your goal isn’t realistic, it’s a surefire way to get discouraged and abandon your plans.
If you’re reading this thinking that your broker number might be more rooted in a dream than reality, it’s time to re-evaluate! But first, you’ll need to reverse-engineer that number to make sure it’s a SMART (specific, measurable, attainable, realistic, and timely) goal and set yourself up for success.
Here’s a quick guide to setting a realistic broker number using the SMART goals method: “I want to gain 20 new clients by 30 July 2023.”
Step 2. Know the Difference between Busy vs. Active
‘Busy’ is a word thrown around often these days, usually to describe intense periods of productivity. But, if you ask us, we’d say ‘active’ is a better word. Busy implies that you’ve got a lot on your place, you’re trying to keep multiple balls in the air, and you can’t focus on one task at a time.
Active, on the other hand, suggests that you know your limits, that you’re willing to ‘run so far’ and know which tasks will help you succeed. So when setting goals for your brokerage this year, get into an active mindset to hone in on the tasks that will help you achieve your goals.
Step 3. Focus on the Four Pillars of Client Engagement
We predict that 2023 will separate the great brokers from the mediocre ones. We’re entering a challenging environment, so we urge you to prioritise your clients! Let’s take a quick refresher course on the four pillars of client engagement:
1. Delivery (lead flow)
Lead flow is the lifeblood of your business — are you maximising your opportunities? Pay special attention to leads that could be hiding in plain sight. Look beyond social media and email marketing to real-life interactions in 2023.
2. Engagement (connection)
Have you made it easy for people to connect with you? Are you actively trying to build connections with clients and prospective leads? Review your current connection strategy and look for opportunities to improve.
3. Maintenance (operational)
We’ve seen a lot of tech solutions this year that are making brokers’ lives a whole lot easier. Maybe you’re bogged down with administrative tasks, or you’re struggling to attract the right people to your team — there’s tech for that! Invest in the right solutions to streamline your processes.
4. Loyalty (clients for life)
Focus on maintaining relationships with your past clients, so they become loyal, raving fans! Build your review strategy by asking for testimonials from those you delivered excellent outcomes for — it doesn’t need to be awkward; chances are they’ll only be too happy to sing your praises.
If you’re feeling overwhelmed or unsure that you’re equipped to manage all of these pillars, never fear! Simply make it a goal to hire a coach so that you have the support you need to prioritise and achieve each of these pillars and kick your goals.
Step 4. Protect Your Time
As we all know, time is the one commodity we can’t get enough of, so protecting yours is essential. Work out how much time you dedicate to prospective clients and how valuable that time is.
Remember, meeting with a client — even if they decide not to work with you — is never a waste! You’re building connections that can lead to referrals down the line, so it’s important to make sure you can give each prospect the time they deserve without spreading yourself thin.
Step 5. Remember the Family Plan
Setting goals in 2023 isn’t just about your brokerage; it’s also about what you’d like to achieve in your family life. If 2022 wasn’t quite the work-life balance you had hoped for, now is the time to set some goals to improve.
We don’t try to hide how important we think the family plan is in this industry! As a broker, our work can be all-consuming, and your best chance at success depends on a supportive family. Below are just a few ideas you might like to consider:
- Set a non-negotiable clock-off time each day
- Spend two hours of uninterrupted, phone-free time with your family on the weekends
- Set up weekly family check-ins to get feedback and adjust accordingly
Are you ready to set (and kick) goals in 2023? If you need a hand getting started or prioritising goals for your brokerage, we’re here to help. We’ll put you on the right growth program to help you have a successful year.