During my trip to Denver this week (I had the privilege to deliver a keynote at a national CRE conference), I took the opportunity to read the best-selling book The 4 Disciplines of Execution by Chris McChensey and Sean Covey. This book was highly recommended to me by our Executive Vice President Bo Barron. I have found that Bo is pretty spot on with his recommendations.

Bo suggested I read this book, as he shared with me it will reinforce our coaching approach with our member/clients. I realize reading an entire book is unfortunately becoming a lost art, no doubt supported by tweets, text and, yes, blogs, so I thought I would share with you a quick summary, as the approach outlined in The 4 Disciplines of Execution is a straight forward, albeit comprehensive methodology for achieving your goals.

4 Disciplines of Execution

1) Identify a Wildly Important Goal(s)

Although this is a familiar topic to most of our readers, the point here is, essentially, what goals will truly have the greatest impact? In your case, the greatest impact on your personal commercial real estate business.

2) Act on the Lead Measures

The authors do a great job defining “lead measures” vs. “lag measures”.  So much so, I will expand on this topic in my next blog later this week. Quickly though, the focus is not on the overall result of the goals you set out to achieve but the activities behind it.

3) Keep a Compelling Score Card

Oh my, how this hits home. Yes, you have to keep score. How do you know if you are winning and progressing towards your goal unless you are keeping score? I can tell you unequivocally, those who keep score more consistently make exponentially more in commissions and fees than those who do not.

4) Create a Cadence of Accountability

This is consistent accountability on your progress toward your goals and the activities supporting these goals. The frequency of accountability should not be more than weekly and it is essential that you have an accountability partner along the way.

As I noted above, although this seems fairly straight forward, in fact, it is very comprehensive and takes a consistent, disciplined approach to implement correctly. In my next blog I will expand on Discipline #2, “Act on the Lead Measures” and I will outline some key lead measures for you to consider in your commercial real estate practice.


Ready to achieve goals you never thought possible? We would like to talk with you and share how our process will create a platform for consistently higher income, and generating this in less time. To schedule a free consultation, please click here. Our proven process has resulted in our coaching clients consistently out earning their commercial real estate peers by 7X.


Recent Posts

RECon 2018 Review – 3 Glaring Negatives

This week I made my annual trek to Las Vegas for the greatest commercial real estate show on earth. ICSC’s RECon 2018 had all the pomp and circumstance as the last 7 years (my consecutive attendance streak), including: the big booths, extravagant parties (shout out to...

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...