Three Steps to Bridge a Productivity Gap

Here’s the thing about real estate. It’s no secret what we should be doing. We know the activities that are required to create awareness of who we are, build a pipeline, and generate results for our clientele.

We know we need to be networking, prospecting, picking up the phone, raising our profile, and leveraging our results.

We know we need to be following up, calling people back, reaching out to them to check in , update them, and meet them where they are, without expectation.

We know we need to be following through, doing what we say we will, when we say we will to build trust, alleviate stress and create a seamless customer experience.

We know all of this and more and we hear it time and again; at every AREC, at every training session, at every coaching one-on-one.

But here’s another thing…often there’s a gap.

As much as we know what needs to be done, there’s often a yawning chasm between knowing what to do and actually taking the action required.

It’s an ageless challenge and it’s not one that’s exclusive to real estate. But it begs the question, how do you actually bridge the productivity gap?

Is it motivation?

Sure, motivation can be hugely powerful, allowing you to get super productive and achieve big results. But the thing about motivation is that it’s often fleeting.

It’s here one day, gone the next for reasons that can be hard to fathom. And you can’t wait for it to magically show up just so you can take action.

You could try kickstarting that motivation – refocus, revisit your written ‘goals’ to help stir the ‘motivation’. But if that was the solution, why do so many of us fall short of our goals each quarter and each year?

Is it self-discipline?

Real estate’s an industry big on discipline. 5am clubs, fitness routines, non-negotiable time blocking for high value tasks.

And yes, self-discipline plays a huge role in success. It is possible to find and build self-discipline, deploying it as a superpower that moves us into doing. But sometimes even the most disciplined find that superpower hard to come by.

So when the motivation is lagging, and self-discipline feels elusive, what should you do? Here are three tried and tested techniques I use to bridge the gap between knowing what to do and taking action.

Three quick steps

If you’re looking to cut through the procrastination, take action and create momentum, the the following three tips can assist:

Start with small steps: Break down your tasks into smaller, manageable actions to reduce overwhelm and make progress feel achievable.

Set specific goals: Define clear, measurable objectives to provide direction and motivation for your efforts.

Establish a routine: Create a consistent schedule or routine that includes dedicated time for the tasks you need to complete, helping build a habit of action.

The above tips are sound. They can help you fire up and take action, but they’re also short-term fixes.

Honest internal conversations

As much as we can tell people to be disciplined and find the motivation, and as good as those quick tips are when it comes to eliciting short term action, I believe the gap between knowing and doing is best bridged through personal self-assessment.

It comes down to really knowing your why – why you’re in this industry, why you want success, and who you’re doing it for.

Then it’s about being willing to have honest internal conversations and a ‘want’ to find out what could work for you.

It’s about finding the catalyst. Maybe for you that catalyst is planning your day the night before, starting early, meditating or time blocking.

But the reality is, there is no ‘one’ solution. Everyone is different and motivated differently.

And when you uncover the catalyst that works for you and kicks starts your momentum that’s when the magic happens.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

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