Being average isn't enough: 7 characteristics of mega-producers

What characteristics separate mega-producers from all the rest? More importantly, what steps can you take to put yourself on the path to stellar production?

Here are seven characteristics of mega-producers:

1. They posses the behavioral style and values of a winner

Research from Target Training International shows that three factors are highly predictive of sales success:

1. High drive or “dominance”: People that possess this behavioral style are get-it-done types who don’t worry about what others think of them. If they make a mistake, they move on to whatever is next. Rejection is not an issue, and they’ll do what it takes to succeed.
2. High people or “influencing” skills: These agents are “people people.” They enjoy interacting with others. They’re outgoing and sensitive to other people’s feelings.
3. Highly “utilitarian”: People who score high on the “utilitarian” factor are practical, bottom-line individuals who can cut through the noise, get to the heart of a problem and solve it.

Only 5 percent of the population has high drive and high people skills, but almost all mega-producers share this combination.

These three qualities are the equivalent of natural athletic abilities; athletes who posses innate gifts often have a head start with training. Similarly, individuals who posses the traits listed above have an advantage over those who don’t.

2. They do what they’re passionate about and delegate the rest

Mega-producers are passionate about their business, and they usually keep a laser focus on what they do well — everything else is delegated. In fact, virtually every top agent I have ever interviewed says they experienced a huge uptick in business after hiring their first assistant. Furthermore, almost all of them say they wish they would have hired their first assistant sooner.

3. They have a written business plan

Writing your goals down and telling another person what those goals are can be the difference between achieving those goals and not achieving them.

As one mega-producer explained:

Ninety-seven percent of those with written goals achieve them. Only three percent of those without written goals achieve their goals.

Write down your purpose in life every day, and jot down 10 ways to fulfill it. I have business goals, workout goals, spiritual time goals, family time goals and financial goals.

4. They work ‘on’ their business, not just ‘in’ their business

In The E-Myth Revisited, Michael Gerber says the main reason businesses fail is that their owners are so busy working “in” their business (i.e., delivering their services) that they fail to make time to work “on” their business (i.e., evaluating what is and is not working).

5. They have systems

Systems are the fundamental building blocks of mega-producer success. For example, mega-producers may use a CRM that tells them who to contact and when. A CRM can also keep records of all previous communications in one place.

Mega-producers usually have a system in place that keeps their team organized, making it clear who handles lead generation, buyer showings, listing appointments and transaction settlement.

Systems save time, create order, improve efficiency and increase profitability.

6. They are voracious learners

“All my top producers are sitting in the first three rows. The agents who need to really hear this aren’t even here.”

That was an observation made by the CEO of a large company I spoke for several years ago.

Mega-producers are voracious learners. They are always searching for the next strategy, tool, script, or technology that will improve their business.

Their outlook is this: If they can learn one new way to improve their business at a convention or seminar, attendance is worth the time and the money.

7. Giving back to their community is the heart of their business

In his book, Billion Dollar Agent – Lessons Learned, Steve Kantor interviewed 100 agents who sold $1 billion or more in real estate. Two-thirds of those agents were actively involved in charitable fundraising or other philanthropic activities.

What holds ordinary agents back?

According to the billion dollar agents in Kantor’s book, the top five reasons that ordinary agents are not experiencing a higher level of success are:

1. They fail to follow-up.
2. They lack negotiation skills.
3. They fail to put their clients’ interests first.
4. They have poor listening and communication skills.
5. They fail to stay in regular contact with their sphere and clients.

How to become a mega-producer

If you’re ready to become a mega-producer, take the following steps:

• Focus on what you love to do and delegate everything else.
• Create a written business plan.
• At least once a month, schedule time to evaluate what is and what is not working in your business.
• Devote at least 90 percent of your time to the top 50 percent of your revenue producing activities.
• Create systems for your business and use technology to leverage your time more effectively.
• Learn something new each day that can help you improve your business; read business books, listen to podcasts, attend webinars and always hunt for the one new tool, idea, or technology that will give you a competitive edge.
• Build your business by giving back to others and serving your community.

If you’re ready to step into mega-production, remember that mega-success starts with a series of small, consistent steps.

Isn’t it time for you to take those first steps now?

Bernice Ross, CEO of RealEstateCoach.com, is a national speaker, author and trainer with over 1,000 published articles and two best-selling real estate books. Learn about her training programs at www.RealEstateCoach.com/AgentTraining and www.RealEstateCoach.com/newagent

Email Bernice Ross.