The first two months of 2024 are almost behind us.
During that time, my team has doubled our production from the same time period in previous years. It’s not because of luck or market fluctuations—it’s because of strategic changes we’ve implemented at The O’Neil Team.
Here are the top five things we have implemented this year to increase production.
1) Organize All Documents
There is no efficiency without organization. I’ll admit—it’s something I lacked before now. We started by creating a streamlined operating system that houses all our documents, marketing materials, training resources, paperwork and more on Google Drive. Although this took some time to set up, it is now incredibly easy to navigate and use. You can even pin it to your toolbar for instant access.
By centralizing everything in one accessible location, we’ve minimized time wastage and maximized productivity, allowing us to focus on what truly matters—closing deals.
2) Tracking and Measuring: Leading with Data
We began implementing this strategy at the start of the fourth quarter of 2023, and it continues to play a significant role in our success over the past 30-60-90 days. By tracking numbers on a daily, weekly, and quarterly basis, we can develop a clear game plan. This enables us to identify what strategies are effective and what aren’t, allowing us to make adjustments as needed. Additionally, tracking our return on investment (ROI) for various expenses and activities helps us allocate resources more effectively.
Many agents struggle because they lack a solid game plan, leaving them uncertain about what actions to take. This can be fixed by spending a few minutes every day tracking your daily activities and results.
3) Hiring for Needs
Each day, I made it a habit to jot down tasks in my notes app that didn’t align with my skill set. By identifying my strengths and weaknesses, I could pinpoint activities that weren’t adding value or generating revenue. This process quickly evolved into a job description for the position(s) we need to fill.
To address this, we leveraged virtual assistants for various tasks such as administration, content creation, transaction coordination, and scheduling meetings. This approach proved to be both cost-effective and productive, allowing me to focus on high-value activities while delegating non-core tasks to capable assistants.
4) Follow-up and Nurture with an ISA Team
As part of our hiring process and the development of our standard operating procedures (SOPs), we also established an Inside Sales Agent (ISA) team. Our primary goal was to systematically reach out to prospects in our pipeline. In addition, we prioritized contacting FSBOs, expired listings, and other potential leads.
Equally important was our commitment to scrub our entire database and follow up with old leads. This resulted in a remarkable revival of leads and appointments—leading to the best January and February we’ve ever had.
5) Accountability, Training & Education
Being accountable to myself and my team has been critical to our growth. This means showing up consistently for my team, honoring commitments, and maintaining a positive and energetic atmosphere. Transparency and vulnerability are also key; I believe in showcasing behind-the-scenes moments and being open about challenges and successes.
Every day, I also prioritize personal development by immersing myself in books or podcasts like the Hot Sheet or Knowledge Brokers Podcast, and I regularly engage in role-playing and practice objection handling to sharpen my skills. Accountability calls with my team members help keep us all on track and motivated.
Bonus: Put the Time In
All of the above will go to waste if you aren’t willing to put in the time and effort required for success. For me, this has meant committing to 16-hour workdays for extended periods and sacrificing personal events and family time without making excuses. It’s about prioritizing goals over comfort, picking up the phone to connect with as many people as possible, and being willing to seek help when necessary.
Make a commitment to yourself and stand by it—and watch your business and life change.
