The Accountability Myth Most Agents Believe

This past week, one of my agents sent me his weekly plan of action with a note that said, “Hold me accountable.”

I paused for a moment, because accountability is probably one of the most misunderstood words in business.

Most people associate accountability with consequences. If you miss your numbers, you get called out. If you don’t perform, there is some kind of punishment. If you don’t eat your dinner, there is no pudding!

No wonder people avoid it.

But real accountability has nothing to do with punishment. It has everything to do with ownership.

Ownership of your goals. Ownership of your plan. Ownership of your effort. Ownership of your results.

Good or bad.

Accountability is not someone standing over you with a stick. It is you standing up for yourself.

The real meaning of accountability is this. Being held capable.

Not held guilty. Not held ashamed. Held capable.

Capable of executing the plan. Capable of doing what you said you would do. Capable of solving problems instead of blaming the market, the clients, the brokerage, the economy, or the timing.

When an agent asks me to hold them accountable, what they are really saying is this: “Don’t let me off the hook. Remind me what I am capable of.” And that is a very different conversation. Because accountability starts with choice.

Every day you choose whether you prospect or not. You choose whether you follow up or not. You choose whether you prepare or you wing it.

Ownership begins the moment you stop explaining and start executing.

So here is your action step for this week.

• Today, take the time to write out your model week. Refer to last week’s coaching tip if you unsure what a model week is.
• Decide exactly when you will prospect. When you will follow up. When you will do your lead generation and all your other business building activities. Plan it the way a professional would. Plan it the way a CEO of a business would.
• Then get to it.

Because accountability is not about consequences. It is about becoming the kind of professional who keeps their word.

To themselves first.

Wishing you a productive week ahead.