Why having good systems can help grow your income

We often hear high performers talk about having 'good systems' in their business. But what does that actually mean?

Good systems ensure we aren't re-inventing the wheel every time a common task comes up, this in turn saves us time which increases our capacity.

More capacity = more listings = more income.

For example, you might have a system for writing property adverts, or one for winning appraisals. You could have an ideal day plan, or a weekly accountability checklist.

Systems help us stay on track and perform at a high level, even on those days when everything feels hard.

The biggest benefit of good systems however, is that they allow us to provide consistency of service.

That means every client, every listing gets the same high standard of care and attention. Nothing falls through the cracks when you get busy.

When past clients refer you to a friend or family member, chances are they'll have a conversation about your service and what they liked about it.

"We really appreciated the way Sally kept us informed throughout the process. She notified us when each aspect of the listing was ready - the advert, the photos, when it went up online. She also called us straight after every viewing, and sent us a written report each week. We felt like we knew what was happening the entire time we were on the market."

If your new client hears this, they are going to expect everything to be the same when they hire you. And if that happens to occur at a busy time when you also have a few other listings on the go, you're going to need a good system to ensure your new clients have a similar experience to the previous seller who recommended you.

That's where systems can be so powerful.

If you can provide, and then replicate a high level of service, your business will grow exponentially via word of mouth.

Key requirements of a good system:

• Written down, preferably in checklist form
• Repeatedly achievable
• Highly visible - printed and on your desk

One of the most important systems in your business is your new listing checklist.

This checklist system documents all the steps you need to take once you have signed up a new listing. It outlines the ingredients required to maximise the chances of a good outcome and a good experience for the sellers.

Miss a step, like getting the owners to proof the advert, or their solicitor to proof the Sale and Purchase Agreement. Or forgetting to check the search price range before it goes online and you risk negatively effecting the sale process and therefore losing the owner's confidence.

Once you've lost their confidence it's nearly impossible to win it back.

ACTION STEP: If you already have a new listing checklist, take this opportunity to review it.

• Are you using it for every listing? If not, why not?
• Commit to using a printed version, on which you physically tick off each task from now on.
• Is your checklist thorough enough? Does it include all the tasks it should?
• Where have you had problems in the past with missed steps? How can you update this system to avoid the issue every happening again in the future?

The Agent Monday New Listing Checklist

Would you like a copy of the new listing checklist template we provide to our coaching clients?

It details the entire process from the moment the listing is signed, through to one week after settlement.

Warning: This thing is thorough. Honed through years of real estate experience to ensure no stone is left unturned. Only download and use this checklist if you want to blow your clients away with an exceptional level of service.