What do I need to be doing to grow my business?! - Kory Gorgani

This past week I had a really eye-opening conversation. I brought in Steven, a multi-million dollar producer as a guest to one of my office masterminds, and the room was locked in from start to finish.

We talked about a lot of things, but one thread kept coming back to the surface: daily activities.

Here is what I find fascinating. Agents are constantly asking “how do I get more business?” But almost nobody is asking the better question: “What do I need to be doing every single day to grow my business?”

Those are two very different questions. And the second one is where the real answer lives.

Steven was not doing anything magical or complicated. What they were doing was showing up consistently and doing the right activities, day after day. That is it. Simple, but not easy.

So what does that actually look like in today’s market?

Talk to your database. These are people who already know you and trust you. Pick up the phone, send a personal note, check in genuinely. Not to sell anything, just to connect. People do business with people they hear from, and right now consistency is everything.
Be curious, not salesy. When you are talking to someone, ask questions. Find out what is going on in their world. You will be amazed what comes up when you stop trying to pitch and start trying to understand.
Get on video. Buyers and sellers are researching agents before they ever reach out. If they cannot find you on video, they may not find you at all. It does not have to be perfect. It just has to be consistent and real.
Know your numbers cold. Interest rates, days on market, price reductions, absorption rates in your area. Sellers and buyers are anxious right now. The agent who can speak clearly and confidently about what the market is actually doing is the agent who earns the trust and gets the business.
Follow up like your business depends on it, because it does. In a competitive market, the agent who follows up wins. Most agents give up after one or two attempts. The business is almost always in the follow through.
And know your worth and stand by it. Steven charges way above the average agent and does not apologize for it. He knows what he brings to the table and he stands by it. Agents who hold their value tend to deliver more value. They show up differently. If you find yourself cutting your fees to win business, ask yourself honestly whether that is a strategy or a confidence problem.

Your action items this week:

Reach out to ten people in your database with no agenda other than a genuine conversation.
Record and post one short video sharing something useful about your local market. Keep it simple and just hit publish.
Track your activities every day this week. Write down what you actually did to move your business forward. You will quickly see where your time is really going.

Your business is a direct reflection of your daily habits. Start there.

Talk soon.