Power Into Production Panel | Xperience Growth

“We can only move forward if we stay in the present. We can let these things ruin our day or we can brush off our knees, pick ourselves up and get back in the game. Issues won’t go away. Getting into action – doing the activity – will keep us in the present and move us forward.” — Heather Skow

Power Into Production Panel with Katie Benson – Xperience partners, Hilary Cabiness, Heather Skow, John Robert-McGilligan, and Alex Frank joined Xperience Director of Expansion, Katie Benson, onstage to discuss strategies used to generate the business they have now and the challenges that come along with creating big production.

Question #1 Based on where you are at, what was the main strategy you used to generate the number of closed & pending sales you have now?

Heather Skow: If we go out with the expectation we will sign a listing we will be disappointed 95% of the time and feel failure. If we go out with the expectation to make connections, provide value, information, knowledge and to create relationships we will have success. The win is in creating the relationship. When you come at it with that approach you are more confident and people will be more open to you.

Hilary Cabiness: Consistency and getting through that is a work in progress. Asking for a high level of accountability from my coach around this has been key to developing that habit and maintaining those strategies.

John Robert-McGilligan: There was a study done that showed that the people who focused on the process outperformed the people who focused on the outcome. So as long as we focus on doing the activities, the results will show up.

Question #2 What is the biggest challenge in creating big production using the strategy you listed above and how have you overcome it?

Heather Skow: There will always be something that gets in the way of us completing our lead generation lever; making those calls, doing that open house- the alarm didn’t go off, the car broke down, someone said something we didn’t like, our kids get sick, we get sick, or a contract fell apart. If we’re upset we often replay the event in our minds over and over as if it were in the present. The reality is, it keeps us in the past and doesn’t move us forward. We can only move forward if we stay in the present. We can let these things ruin our day or we can brush off our knees, pick ourselves up and get back in the game. Issues won’t go away. Getting into action – doing the activity – will keep us in the present and move us forward.

Alex Frank: My challenge was time. I was driving about 150 miles a day for about 2 weeks and in 5 weeks I had put 7 under contract. So I had to figure out how to deeply leverage the team. For example, Rizia, my assistant, will go and find the contact information of the title reps if I don’t have them immediately. Also, I got really clear on my schedule and color coded it. That way I can easily see it at a glance how my day and week is going and where my white space is and where my appointments are so that I can manage my energy throughout the day.

It is safe to say that these Xperience partners have showed what the Xperience systems provided can accomplish if you apply yourself and do the work. Congratulations to Hilary, Heather, John & Alex for an amazing year!