Chris lays out three priorities for 2015: make sales and new business development your daily focus, build recruiting and onboarding systems, and invest in marketing to attract leads instead of chasing them. If execution breaks down, operations becomes the fourth priority.
Chris said, what are the top three things we should focus on in 2015? Wide open question. I mean, depends on where you're at in your business. So I think for everyone, I'll just go broad on it. New business development has to be like the number one thing you're thinking about when you step into your business in the morning. So what am I going to do to bring in new business today? What's, what's my team going to do and am I holding them accountable? So that just has to be the number one focus because all this stuff is good and there's all, there's stuff to work on. But if you're not focusing on sales all the time, your business is going to suffer. And for years, for three, four years, that was my like hyper focus thing all the time. I was like, man, what'd you sell? What'd you sell? What'd you sell? What did I sell? What did I list? All those things, you know, do any price reductions here, like let's get commission checks. That's number one for everyone all the time, forever and always. I feel like in most markets, let me just see if I want to narrow it down to three. Recruiting has to be a focus for everyone. With markets getting a little bit better, it may become a little bit harder to recruit. Who knows, Every market's different. But market recruiting and bringing in new talent, I feel like that has to be a focus for every team. Always and forever and forever is the key there. Once you get these, the recruiting system up and running, it's gotta run forever. I'm doing some work. I actually just hired a guy who is my next level guy. He's going to be doing some work with me, hiring him as a buyer agent to learn the buyer side. But he's going to help me build out a sales leadership platform which you all will have access to. How do we take someone and systematically get them to turn out 3, 4 deals per month and building out the whole platform of what they focus on in the planning and the weekly, the quarterly, the annual planning that goes along with it, the training, we'll be working on that. Having an onboarding process that's systemized. So hopefully by the team building intensive, which is April 1st and 2nd, I'll have a version of that to share with you all. So recruiting is second. So sales is number one, recruiting is second. And then it's got to be marketing and lead generation. And there's so much that comes down from that. Lead generation, conversion, lead management, all, all the parts of that that you need to optimize. But marketing, attracting versus chasing, attracting versus chasing. So sales, marketing, and recruiting. I feel like if that's the focus areas, you'll be fine. If you're doing all those things really, really well and deals are coming in and things are falling apart, then operations needs to be a focus. Obviously, systems are always in the background. You know, how do you run things more smoothly with less people? Instead of throwing bodies at problems, how can you build out systems that solve those problems?
