Accountability is defined by Webster’s Dictionary as “an obligation or willingness to accept responsibility for one’s actions.” It denotes a desire to take responsibility for our own acts and the consequences of those actions.
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But does the word accountability have to have a negative connotation that causes worry and fear? Because we’ve learned to identify the term with discipline or assigning blame when something goes wrong, we unfortunately do. What if, rather than associating responsibility with bad consequences, we focused on strategically incorporating it into our daily work and using the experience to help us to make better, more informed decisions in the future?
Agents who consistently cash commission checks every month have mastered the art of balancing prospecting and closing. There are two reasons this balance is hard to strike.
First, prospecting is the least exciting and most draining part of the job for most agents. Nobody enjoys slammed doors or phone hangups. Second, each one of us is tempted to be singularly focused on the deals we already have with people who are (hopefully) like us. Striking the balance means we’re fighting our own human nature.
Accountability gets a bad rap, but it’s actually a powerful life hack. Done right, accountability gives us an edge in our fight against our own human nature. When our human nature, our internal voice, is giving us excuses not to prospect, accountability drowns out that voice with another motivating us to make those calls, knock those doors, and take pride in our metrics. When you have someone to answer to, you’re going to make sure you’ve got something good to say.
In this week’s episode of The Marketing Trench, we’re talking to Michael Bennett, Head of Strategy & Growth at Auctm – a leading real estate analytics that helps top performing teams tap into higher growth. We’re going to teach you how to:
• Create a culture and mindset for accountability
• Develop better, metrics-backed goals to put yourself in control of your career
• Build systems to measure & keep agents accountable
… and more!
Episode Highlights:
00:00 Introduction
1:59 Michael’s background and start with accountability
6:19 First approach to accountability: understanding your team performance
8:32 Working with a matrix to assess your team and figure out who needs coaching
17:23 How to confront a low performing agent?
21:27 Second approach to accountability: translating insights into coaching opportunities
22:51 Third approach to accountability: lead management
27:51 Ricardo’s take on Follow Up Boss tools
29:43 Using tools to improve human-human interactions, not replace them
32:44 What makes tools attractive to real estate coaches?
36:01 What people get wrong about accountability?
Ways to connect:
Facebook: https://www.facebook.com/groups/marketingtrench
Website: https://www.marketingtrench.fm/
Connect with Michael Bennett:
Auctm: https://www.auctm.com/
LinkedIn: https://www.linkedin.com/in/michaelhawaii/
Twitter: https://twitter.com/MichaelHawaii
Connect with Ricardo Bueno:
Website: https://www.ricardobueno.com
Instagram: https://www.instagram.com/ribeezie/
Twitter: https://twitter.com/ribeezie
Connect with Scott Schang:
Linkedin: https://www.linkedin.com/in/scottschang/
Facebook: https://www.facebook.com/scottschang
Twitter: https://twitter.com/scottschang
Connect with Dustin Steeve:
Linkedin: https://www.linkedin.com/in/dustinsteeve/
Website: https://www.lighthouseescrow.com
Instagram: https://www.instagram.com/dustinsteeve/
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