Welcome to the second quarter of the year. If you were a CEO of a company, you would be reflecting on the first quarter of 2017 and asking yourself and your team several questions; as well as setting specific goals for the second quarter. Then again, there is no “if”; you are the CEO of a company – your own personal brokerage practice. So, it’s time to start asking yourself some questions to position yourself for your most productive quarter yet.

Although I don’t personally broker anymore (our coaches do though), like you – I am a CEO of a company. This weekend I took a few hours reviewing sales results, pipeline opportunities, our marketing efforts, my personal presence efforts, our operational achievements, and the development of our new team members. On Monday I met with the sales team, then the operations/marketing team – and asked them all the same questions I asked myself:

1. How was my production compared to my goal? If greater than – why, if less than – what happened and what could I have done to better control any deficit?

2. How does my pipeline look going into Q2, 2017? Do I have the right number of opportunities to keep on track to reach my goal? If not, what am I going to do in Q2 to increase the number of opportunities? If so, am I positioning myself and my clients for success?

3. What opportunities do I need to let go, to fire myself from? Yes, this is a hard but deeply liberating question. You know you are working on something that is not only costing you money, but emotional energy and worse – opportunity cost of time.

4. What have I done to increase my personal presence in the market? Are you more famous now than you were a quarter a go, or have you lost touch with key influencers? Most importantly, what have you done that allows more people to get to know you?

5. How did I perform against my ratios? We are talking about calls attempted/completed, meetings held, and assignments secured. These are the 4 most basic ratios of all. If you are not keeping score, there is no way you can tell if you are truly winning.

6. What will I need to do to make Q2 2017 my best quarter yet? OK, buried in this blog is the fact that we are currently in year 9 of a CRE recovery that for all purposes – should have ended years ago. Have you seen the latest Morgan Stanley report on 2018 pending CRE defaults? My point is this – the time to get right, is now. You must do everything in your power to make sure you and your company are best positioned to sustain any market shift that will inevitably come. If not next quarter, next year, or whenever. This is your prime responsibility to your business, your peers, and yes – your family.

[Tweet “”If you’re not keeping score, there’s no way you can tell if you are truly winning.””]

As far as the Massimo Group, I was thrilled with our team’s response to all 6 questions – but mostly the last one. As we look to Q2, we are finding better ways to convert leads to sales, the pipeline is full, and the marketing team has some exciting stuff on deck. We are also going to host an ultra-exclusive live event in November (with only 50 seats!) to assist folks to prepare for possible market shifts – I will share more in the weeks ahead. First quarter 2017 is over. We can’t go back; we can only look forward. Ask yourself these 6 (plus) key questions and position yourself for your best quarter yet. As CEO, this is your role.

Recent Posts

The 5 Pillars to Grow a Great CRE Business

When I was running my own commercial real estate firm, I was busy. I would characterize most days as chaotic. Even when I did have a plan for the day, distractions, interruptions, and opportunities would appear from nowhere and knock me off course. I had bought into...

A Simple Yet Powerful CRE Marketing Tool

The following blog post is from HBS Resources President and Massimo Group coach, Blaine Strickland. I am thrilled to share that Blaine has just launched his first book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent. In today’s...

How to Find Your Specialty with 3 Questions

I am continually surprised by Commercial Real Estate brokers who lack a specialty. All top performers in CRE have a specialty. Yet, those mired in mediocrity refuse to hone in on what they can be awesome at doing. In fact, business owners of all kinds often have this...

4 Ways To Make Telephone Prospecting Easy

I once worked with a commercial real estate brokerage manager who said there were two types of people in the world – those that didn’t like to cold call, and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point....

Here’s My Weekly Plan for Maximum Results

With our coaching clients, we implement a productivity program - appropriately termed I.P.A.I.D.™. This process allows them to look back at every day and answer “yes” to the question: “Was I paid today?” I also use this approach in planning for my week. Every Sunday...