Today, I want to explain the difference between brokers who are consistent in their effort and those who are not. Those that are consistent execute specifically designed systems, processes, habits and routines.

The reality is that I've seen brokers with less "talent" produce at a high level because they are consistent in their efforts. In every case, that consistency is supported by a system, process, habit or routine. They don't necessarily work harder than others , in fact, in most cases they don't. They put the time in up front and built their systems, processes, habits and routines and they execute them every day. These systems, processes, habits and routines support the most important parts of their business especially as it relates to business development. They don't make client contact just when their pipeline is low and they need to drum up business. They have a process that keeps that flow of activity pulsing through their business.

The powerful thing about being consistent is that it creates an aura around you and your business that you can be trusted, that you will be there when needed and can relied on to handle a transaction. For you, the broker, it takes away stress. When you have systems, processes, habits and routines to support your business, you sleep better at night. You know down deep that if you just execute, the business will be there. You don't worry about the how and if. Getting up and hoping the phone will ring is not a process. Remember, "Hope is not an action plan".