Don’t Substitute Systems

Don’t Substitute Systems

What is a system?  Read below as we share from Merriam Webster which expresses with bold clarity the definition of system:

System:  N

1. A regularly interactive or interdependent group of items forming a unified whole.
2. An organized set of doctrines, ideas, principles usually intended to explain the arrangement as working of a systematic whole.
3. An organized or established procedure
4. Harmonious arrangement or pattern

Without exception, top performing professionals in our industry lean heavily into establishing, developing, designing, crafting, implementing, executing and living systems.

Systems create and sustain a consistent, safe track on which to run your business.  The “rails” of the track should be so sound, stable and secure that your business could virtually run on its own.

What should be systemized?

All facets of your business:

RAINMAKER:

• Business Planning
  • Vision/Mission
  • 1-3-5 Year Plan
  • Structure
  • Budget
  • Exit Strategy

• Prospecting
  • Farming
    • Center of Influence
    • Sphere of Influence
    • Geo
• Lead Generation
  • Who
  • What
  • How
  • When
• Marketing
  • Who:
    • Personal Promotion
    • Inventory Promotion
  • What
    • Market Update
      • Inventory
      • State of the Industry
    • Personal Promotion
    • Activities
      • FSBO
      • Expireds
      • Door Knocking
      • Annual Events
    • Open House
  • When
    • Frequency
  • How
    • Digital
    • Social Media
    • Direct Mail
    • Trade Publications
• Listing Consultation
  • List to Contract
  • Best Practices
  • Scripting
  • Setting Expectations
  • Pricing
  • Checklists, Processes and Procedures
  • Follow up
  • Advertising
• Buyer Consultation
  • Contract to Close
  • Best Practices
  • Scripting
  • Setting Expectation
  • Checklists, Processes and Procedures
  • Follow Up

BROKER/OWNER/MANAGER

• Business Planning
  • Vision/Mission
  • 1-3-5 Year Plan
  • Structure
  • Budget
  • Exit Strategy

• Hit List
  • Developing; determining; designing
  • Who you want on the next 3 to 5 years

• Prospecting
  • Farming
    • Hit List
    • Retention
  • Scripts and Dialogs
• Lead Generation
• Marketing
  • Who:
    • Office Promotion
    • Brand/Independent Promotion
  • What
    • Annual Marketing Snapshot
      • Work proactively not reactively
      • Sustainability and consistency
• Market Update
  • Inventory
  • State of the Industry
• Activities
  • Annual/Quarterly/Seasonal Events
  • Awards Events
  • Education and Training
• Open House
• When
  • Frequency
• How
  • Digital
  • Social Media
  • Direct Mail
  • Trade Publications
• Agent On-Boarding
  • First 30 Days
  • First 90 Day

Our main objective regardless of the role we fulfill should be to implement systems or “rails” strong enough to literally “set it and forget it”.  Each should be sound enough that at any moment team members may step into and provide support to serve as
“Engineer” or “Conductor” and move the business forward to achieve the success desired.

Our long-term objective (my personal passion) should be that we are building a business entity that may be transitioned or sold to provide residual income.  Systems ensure a marketable entity and create a transferable book of business worthy of that.   Lack of systems represents a wish and a dream and not a viable business.

Merriam-Webster uses the term “whole” consistently when defining “system”.  In the absence of working, executable systems to ensure your business is “whole”; you may incur “holes” resulting in loss of business, lack of balance, income and business.

Begin with the end in mind; build it to sell; don’t substitute systems.