CEO of Yopa, Verona comes at things a little differently, which is very timely as we enter a new quarter and the back 6 months of the year on the day the episode is released. She has been in the industry for 20 years and before that has been a leader in a number of different industries. 

Why does your organisation exist? What are your aspirations and what do you want to achieve? Do you want to have big market share, earnings for your family, and be the best marketer in your area? So when you work out what you want to be famous for then you have to turn this into a strategy.

Chris talks about starting with "why" and the agents that simply set KPIs. Verona hits back with how sad it is that she sees agents live from month to month and suggests agents watch this following. https://www.youtube.com/watch?v=Wz7WsozDcZMHowever simply having a strategy isn't enough.

You have to work out where you are going to play. So the geography, the locations, communities, customer segment, price brackets. Once you know this then you can offer your products. Chris highlights you can't set this plan up, and then swerve away from it. Follow "true north" and don't get distracted. Once you document your plan, you have to document this and once you say no, you have to focus on exactly where you are going. 

Then you move onto how you are going to win. What is my competitive advantage? What makes me stand out? What makes me different? Once you know this you have to articulate that, demonstrate that, and then you'll be that. It needs to be so clear and you HAVE to be able to back this up with data? How can you demonstrate it? Data is super important.

Once you put these all on a page, communicate it with your people and then utilise it on a weekly, daily and monthly basis to make decisions. This will really help with the learning to say no. 

Chris ends up with highlighting that you're 42.1% more likely to hit a goal if you write it down and 80% more likely to achieve it if you have an accountability partner. Finally once you have a plan, you need to make your plan in your diary. So you make sure you are showing up day to day, you are showing up to your goal. The podcast ends with a tip from Chris where he suggests that it is a "drop kick to the jaw". An emotive 1-2 liner that from the customer experience is world class" followed by a "does that sound like an agent you would like to work with".