* Results
One of KJF Partners’ Core Values is:
“We are driven by our personal commitment to create value for our investors, tenants, teammates and brokers.”
To serve our broker partners, we send occasional emails that focus on things that I have learned through my brokerage history or that I notice from my current role on the principal side of the business.
Brokerage is a very challenging business and, as such, one is consistently pushing for, and monitoring, the results that are being created. Often, in the business of brokerage, one is evaluated by the number of deals that have closed or the money that has been earned. Since we have just closed the year, it is natural to evaluate your year against a similar set of criteria.
If we have a personal relationship, our conversations may have included me asking you questions about how your business is going. I may ask how your results are tracking against the goals you set for yourself. I’ll generally follow up those questions with further inquiry about what you believe you are doing well and what you feel needs improvement. I’ll also frequently ask about how you “feel” about your results.
Below are a few things I’d like you to consider while you are evaluating your own performance:
You are not your results:
Please remember that you are the person you are, regardless of the results that you created in a given period of time. You are not a better, more valuable person if you’ve had a great year any more than you are a lesser person for having a rough year with results that didn’t equal or exceed your goals. It is essential that you separate “yourself” from your results, in order to evaluate them with wisdom and adjust the actions that led to those results. I can tell you, with absolute certainty, there is no value in the common feeling of “I had a shitty year, so I suck” or some version of that.
Actions, attitude and how hard you work can be controlled, Results?….maybe not.
When evaluating your performance against your goals, focus on what actions you took and, the methods you utilized to execute those actions. How many calls are you making to get a meeting or a BOV? How many BOV’s are you doing to get a listing? How can you improve your percentages, and are you making enough calls or doing enough BOVs to hit your goals?
Your actions and habits can be controlled. Your attitude can be controlled. How hard you work can be controlled. Focus your energy on adjusting your actions/habits, attitude, and work effort, and generally, results will follow. Always keeping in mind that results don’t always follow within a specific time frame, but in my experience, if you do the right things in the right way long enough, your results will eventually align. Don’t quit before allowing the process to work!
Be objective about your performance, not critical about yourself:
Be honest with yourself when you’re evaluating your results, actions/habits, and work effort. It’s the primary way to identify items that can make meaningful shifts in your results. Leave self-critical, demeaning thoughts out of the process. Evaluate yourself as if you are helping your best friend improve. You wouldn’t say things to your best friend that would distress them emotionally – so, DO NOT do that to yourself!
Use evaluation as a tool to improve, not an instrument of self-destruction:
Staying positive is a key component of success. It will not help your business to beat yourself up for what you did not accomplish last year. Last year is over and cannot be changed, so evaluate your results, actions/habits, and effort without eviscerating your self-worth. You have the potential to create great results and hit your goals. Make adjustments where necessary and take on the New Year. BUT, remember, you are responsible for own success, so be prepared to work harder and strive to perfect those areas of the business that need improvement.
Happy Hunting!
Joe
Joe Faris
KJF Partners, Inc.
Cell Phone: 949-275-5038
Email: jfaris@kjfpartners.com
Website: www.kjfpartners.com