ignite - keller williams realty saint...

Igniteskills to spark a great career

Power Session 13: AccountabilityCheck in on the 4-1-1

Mona Covey

Table of Contents

Power Session 13: Accountability – Check in on the 4-1-1 .................................................. 13-1

Get Your Head in the Game ......................................... 13-2

Today’s Plan of Action ..................................................................... 13-3

Gear Up ........................................................................................... 13-3

Affirmation of the Day .................................................................... 13-3

1. Weekly Checkpoint .................................................. 13-4

Recap What You Have Done ............................................................ 13-4

Report on Your Results .................................................................... 13-5

2. Evaluate Wins and Opportunities ............................. 13-6

3. Time Block for Unfinished Business ........................ 13-7

4. Plot Your Success with the 4-1-1 ................................ 13-8

Understand the Scorecard .............................................................. 13-8

Types of Goals on the 4-1-1 ............................................................. 13-9

Use Goal Categories ...................................................................... 13-10

Set SMART Goals ........................................................................... 13-11

Sample 4-1-1 .................................................................................. 13-12

Create Your 4-1-1 ........................................................................... 13-13

Aim High .................................................................. 13-14

Get Focused! It’s Simpler Than You Think ................................... 13-14

Reward Yourself ............................................................................. 13-15

Choose a New Accountability and Script Partner ......................... 13-16

Get to Work .............................................................. 13-18

Your Action Plan ........................................................................... 13-18

Your Daily 10/4 Assignment .......................................................... 13-19

Aha’s .............................................................................................. 13-20

Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc. 13-1

Power Session 13: Accountability– Check in on the 4-1-1

Ig

nite

Pow

er S

essi

on

Trai

ning

Cal

enda

r

Mo

nday

Tues

day

Wed

nesd

ayT

hurs

day

Frid

ay

1. R

ev U

p2.

You

r D

atab

ase

3. O

pen

Hou

ses

4. P

rosp

ectin

g

5. A

ccou

ntab

ility

–

Che

ck in

on

Your

Goa

ls an

d Bi

g W

hy

6. P

repa

re t

o W

ork

with

Bu

yers

7. T

he B

uyer

C

onsu

ltatio

n8.

Fin

d an

d Sh

ow

Hom

es9.

Mak

e an

d R

ecei

ve O

ffers

10. A

ccou

ntab

ility

–

Che

ck in

on

T

ime

Bloc

king

Mar

ket

Cen

ter

Topi

csM

arke

t C

ente

r To

pics

11. N

egot

iate

W

in-W

in

Agr

eem

ents

12. F

ind

Selle

r Le

ads

13. A

ccou

ntab

ility

–

Che

ck in

on

the

4-1-

1

14. Y

our

Prel

istin

g Pa

cket

an

d Li

stin

g C

onsu

ltatio

n

15. P

rice

Rig

ht

and

Pres

ent

Your

CM

A

16. M

arke

t an

d Se

rvic

e Y

our

List

ings

17. C

ontr

act-

to-

Clo

se a

nd

Post

clos

e Sy

stem

s

18. A

ccou

ntab

ility

–

Che

ck

in o

n Yo

ur

Num

bers

and

W

hat’s

Nex

t

You are here!

Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.13-2

Get Your Head in the Game

Congratulations! You’ve made it through a full three weeks of Ignite. You are purposefully focusing on the Daily 10/4 and on the Countdown to Payday!

Every week, ask yourself this: “Have I been as disciplined with my Daily 10/4 as I could be?” If the answer is “no,” there are more systems to help. Last week you learned about the importance of time blocking. This week you’ll begin to use or revise your use of the powerful tool called the 4-1-1.

The 4-1-1 is a system to help you generate clearly defined goals for your business—and personal life—and the steps you take each day to achieve them.

Tony DiCello, director of KW MAPS Coaching, coaches agents every day and believes in the power of the 4-1-1 for

holding people accountable. He contends that a well-defined 4-1-1, used daily and properly, forces people to move ahead. However, he finds that the 4-1-1 is often misused or not enforced.

He says, “Most people don’t like the 4-1-1 because it takes them away from the hallucination that they’re doing their job. You see, if they are supposed to make 2 appointments every week and one week they make 2 appointments, they’re happy. Then, even if they only make 1 appointment the next week, they move to the third week thinking they need to get 2 appointments. No! It’s now 3! See, you must carry over what you did not complete into the next week in addition to what was already planned for that week.”

Tony concludes, “Create a 4-1-1 each year, update it each month and week, stay true to your goals, share it with someone who will hold you to it, and you will push forward!”


Today’s Plan of Action

This Power Session gets you on track in four steps.

1. Check in on what you’ve accomplished this week.

2. Evaluate wins and opportunities of the week and make adjustments.

3. Time block for any unfinished business.

4. Plan your success with the 4-1-1

Gear Up

For today, you will need the following items:

1. Your calendar

2. Your Daily 10/4 tracking and results

Affirmation of the Day

I can accomplish anything I set my mind to!


1. Weekly Checkpoint

Recap What You Have Done

This week you learned many new concepts and skills related to working with buyers and sellers, and you continued with your Daily 10/4.

; 1. Explored topics specific to your Market Center.

; 2. Discovered best practices for making and receiving offers to set the stage for a positive negotiation.

; 3. Learned techniques and scripts for moving both buyers and sellers toward win-win agreements.

; 4. Practiced lead generation scripts to use with FSBOs and expired listings.

; 5. Met with one or more FSBO.

And, of course, you completed your Daily 10/4 for Monday through Thursday.

; 6. Added 40 full contact records to your database.

; 7. Contacted 40 people.

; 8. Wrote 40 notes to the people you contacted.

; 9. Previewed 10 homes.

; 10. Entered the above results into the online myTracker.

{By the end of today, these numbers should be 50.


Enter Your Daily 10/4

Daily 10/4 LeaderboardFour Habits Daily Goal Results/Ratings Leader Name

Build and Manage Your Database

Add 10 people to your database.

Prospect Connect

with 10 people.

Follow Up Write 10 notes.

Know Your Market Preview 10 homes/week.

Rating: () Met the goals of 10 () Exceeded the goals of 10 (–) Didn’t quite meet the goals of 10

Time: 1 minute

Report on Your Results

What did you achieve this week? Who is in the lead for the week? So far, who has the highest cumulative numbers for each of the Daily 10/4 activities?

Did you achieve any milestones? How many? Who achieved the most?

Enter Your Milestones

MilestonesResults Leader Name

Appointments

Agreements Signed

Contracts Written

Contracts Closed

Time: 1 minute

STOP and DO

STOP and DO


2. Evaluate Wins and Opportunities

Self-Reflect on Your Actions This Week

Write your answers to the following questions and then share with the class.

Time: 5 minutes

STOP and DO

What wins did you experience this week?

What opportunities for improvement did you encounter?

What kind of leads are you getting? Seller? Buyer? What about the quality of leads you’ve been getting? How quickly are you able to convert them to an appointment?

As CEO of you, rate your performance this week using a scale of 1–5. (1 = improvement needed, 5 = excellent—no improvement needed)

What will you do differently next week?


3. Time Block for Unfinished Business

Didn’t get it all done this week? Lead generation is your first priority: Time block for it, then schedule the other tasks you did not complete.

Time Block for Any Unfinished Business

1. List any tasks you did not complete for this week or must complete by week’s end.

2. Put them in your calendar now.

Time: 2 minutes

STOP and DO

It is important that I complete the following: By when:


4. Plot Your Success with the 4-1-1

Get ready for success with the 4-1-1. This handy one-page tool is designed to help you set goals and structure your time for:

• 4weeks which lead into …

• 1month which leads into …

• 1year

When you plan your time using the 4-1-1, time block your most important actions, and meet regularly with your accountability partner, you will enjoy greater accomplishments.

Understand the Scorecard

The 4-1-1 Action Goal Worksheet is formatted to guide you as you define goals for three categories: Business, Personal Financial, and Personal. It also acts as a personal scorecard—to reveal where you are and how you are doing in relation to your goal.

4-1-1 ACTION GOAL WORKSHEETName: MY ANNUAL GOALS YEAR of ____Business Personal Financial Personal

Record your key annual business goals. Record your annual personal financial goals.

This includes but is not limited to your annual personal education goals.

MY MONTHLY GOALS MONTH of __________

Business Personal Financial PersonalRecord the key monthly business goals and actions here.

Record what you will do each month for your personal finances.

This includes but is not limited to your monthly personal education goals.

“ Goals are meant to aim you in a direction. It’s not about achieving the goal, it’s about being on the path to the goal.”

Gary Keller Cofounder and COB Keller Williams Realty, Inc.

MY WEEKLY GOALS

Jan. 3–7 Jan. 10–14 Jan. 17–21 Jan. 24–28Business

Personal Financial

Personal

What specific activities must I complete this week to stay on track with my monthly and annual goals?

Business

Personal Financial

Personal

Business

Personal Financial

Personal

Business

Personal Financial

Personal


Types of Goals on the 4-1-1

Setting goals on your 4-1-1 is a three-step process.

1. Begin with annualgoals.

2. Break your annual goals into manageable monthlygoals that support your annual goals.

3. Break down the monthly goals intoweeklygoals,or activities that will help you reach your monthly goals.

Annual goals

Set aside 1 to 3 days each year to think about and crystallize these one-year goals.

Identify 5–7 key goals that you must achieve in order to feel that you have had a successful year. Consider all three categories:

• Business– What will you do to impact your business?

• PersonalFinancial– What improvements do you desire in your net worth (reduced liabilities, increased investments, increased assets, etc.)?

• Personal– What do you desire to have happen personally (health, family, spiritual, educational, etc.)?

Monthly goals

Set aside 1 to 3 hours each month to rethink and further refine your monthly goals.

Now, break down your annual goals into monthly goals—only for the current month. Write down the key activities that will lead to those monthly results. You should have no more than 5–7 monthly goals. Do not plan any more than one month ahead.

Weekly goals

Set aside 30 minutes to 1 hour each week to form goals for the coming week. Plan one week at a time, taking into account what was accomplished the week before.

Weekly goals are the actions or activities that lead to results, e.g., “I will contact 10 people each day.” These weekly goals are the steps you will take toward your monthly and annual goals.

TRUTH

The 4-1-1 is not a to-do list, but a “have-to-do” list.


Your weekly goals, like all your monthly and annual goals, are not a to-do list, but rather a “have-to-do” list. Decide what you must do that week to achieve your monthly goals, again remembering to put first things first. And limit your number of weekly goals to no more than 6 to 8 key, measurable activities.

Use Goal Categories

Concentrate on the goal categories that are most important for your career and business. Set annual, monthly, and weekly goals in eight key categories.

Eight goal categories for agents

Goal Category Suggestions on What to Track

1. Leads

a. Leads generated

b. Source of leads

c. Conversion rates

2. Listingsa. Seller listings taken

b. Buyer listings taken

3. Contracts Written

a. Number of units written

b. Total volume written

c. Gross income written

4. Contracts Closed

a. Number of units closed

b. Total volume closed

c. Gross Closed Income (GCI)

5. Money

a. Gross Closed Income (GCI)

b. Budget (Cost of Sales and Operating Expenses)

c. Net Income

6. People

a. Recruiting

b. Training

c. Consulting

7. Systems and Tools

a. What new systems or tools do I need to add?

b. What current systems or tools do I need to improve or upgrade?

8. Educationa. What knowledge do I need to learn?

b. What skills do I need to acquire?


Set SMART Goals

No matter what your goals are, they will be more effective if they are “SMART.” This is the first step to working smarter, not harder:

S – Specific: Be tangible and precise in stating your goals. General goals are not compelling.

M – Measurable: Set goals that are quantifiable. You need to be able to know if a goal is accomplished.

A – Action Oriented: The best goals drive you to take action and do something concrete.

R – Realistic: Make your goals realistic but not pessimistic. The most empowering goals require a stretch to achieve them. Ask yourself what the probability of accomplishing each goal is. A fifty-fifty chance is best—neither too difficult nor too easy.

T – Time Bound: You must have a clear time limit or deadline for accomplishing goals.

Example Goal SMARTer Goal

1. Get eight seller listings. (monthly)

2. Implement a 33 Touch plan. (weekly)

3. Attend all KWU training courses. (annually)

4. Receive feedback from ALC. (weekly)

5. Travel to Europe. (annually)

6. Relabel all of the files in the lateral filing cabinet. (weekly)

Work together as a class to discuss how to make the following six goals “SMARTer.”

Time: 10 minutes

STOP and DO


Sample 4-1-1

Get an idea of what a 4-1-1 for an agent might look like. (This sample does not have actual goal numbers included.)

4-1-1 ACTION GOAL WORKSHEETName: Andrew AgentMY ANNUAL GOALS YEAR of 2012

Business Personal Financial PersonalLeads

1) Create 6 new marketing plans

2) Increase Have Met database by ___

Listings

1) Go on ___ seller listing appointments

2) Convert at 80% to ___ seller listings

3) Convert at 65% to ___seller listings sold

4) Take ____ buyer agreements

5) Close ____ buyer agreements

Leverage

1) Attend classes on KWRI MREA

1) Earn $____ in GCI

2) Decrease debt by $____

3) Put $_____ into savings

1) Lose 15 pounds

2) Complete a course in conversational Spanish

MY MONTHLY GOALS MONTH of JANUARY

Business Personal Financial Personal

Leads

1) Create Expired 8 x 8 and 33 Touch

2) Add ____ to Have Met database

3) Contact ____ Have Mets

Listings

1) Go on ___ seller listing appointments

2) Convert at 80% to ___ seller listings

3) Convert at 65% to ___seller listings sold

4) Take ____ buyer agreements

5) Close ____ buyer agreements

Leverage

1) Register for February Family Reunion

1) Earn $____ in GCI

2) Decrease debt by $____

3) Put $_____ into savings

1) Run twice a week

2) Research local colleges and training centers for Spanish courses; submit application(s)

MY WEEKLY GOALS

Jan. 3–7 Jan. 10–14 Jan. 17–21 Jan. 24–28Business

1. Preview ___ properties

2. Add ___ to Have Met database

3. Call ___ Have Mets

4. Write ____ Have Mets

5. Go on ___ listing appointments

6. Go on ___ buyer appointments

Personal

• Run 3 miles Mon and Wed

Business

Personal Financial

Personal

Business

Personal Financial

Personal

Business

Personal Financial

Personal


Create Your 4-1-1

1.

4-1-1 ACTION GOAL WORKSHEETName: MY ANNUAL GOALS YEAR of ________


MY MONTHLY GOALS MONTH of _________


Create a 4-1-1 Action Goal Worksheet

1. Write out annual, monthly, and weekly (one week only) goals for the current year and upcoming month and week (for your business only).

2. Use your Daily 10/4 and milestones as goal categories.

3. Remember to write SMART goals.

4. Review with a partner.

Time: 15 minutes

STOP and DO

MY WEEKLY GOALS

Dates: Dates: Dates: Dates:Business

Personal Financial

Personal

Business

Personal Financial

Personal

Business

Personal Financial

Personal

Business

Personal Financial

Personal

Free Download

This 4-1-1 worksheet is available at mykw.kw.com.


Aim High

Get Focused! It’s Simpler Than You Think

In Power Session 5: Accountability – Check in on Your Goals and Big Why, you learned about focus—the “little difference that makes the big difference in our lives.” And in Power Session 10: Accountability – Check in on Time Blocking, you were introduced to the first two of Gary Keller’s five simple steps to getting focused:

1. Create a personal plan and make process your focus.

2. Time block to get your focus.

The next two steps that will lead you to focus are as follows:

3. Getaccountabilitytokeepyourfocus.

Long-term focus brings long-term results, and staying focused is difficult. When boredom sets in, attention drifts … and the craving for novelty creeps in. Acknowledge the limits of your ability to focus and choose carefully what you need to focus on and then find ways to help you maintain that focus at a high level over time. One of the best ways to do that is to bring accountability into your business life, with the 4-1-1, for example.

4. Makesureyourenvironmentsupportsyourfocus.

Your environment either builds you up and supports you, or it tears you down and fights you. The more you can address and design your environment, the less you run a risk of being a victim of it.

Recognize that you are the gatekeeper to your world and you can control two environmental issues to a large degree.

1. PhysicalEnvironment: Create a physical environment that is conducive to productivity. This includes everything from your office furniture, lighting, equipment, the way your office is organized, and the systems you follow.

2. PeopleEnvironment: Your people environment is about energy and synergy. Surround yourself with people who energize you and do not drain you. Align yourself with people who are in synergy with your goals. This advice applies to people in the following groups:

• People you’re in business with

• People you do business with

• People outside your business

“Environment is a critical issue to your success and it must clearly support your goals.”

The Millionaire Real Estate Agent


Reward Yourself

How will you reward yourself this week? Remember that it can be a small reward for completing your Daily 10/4 or a big reward for achieving a big milestone. Choose something meaningful that will motivate you!

When I complete ... I will reward myself with ...

BOLDPlus it with

Remember your options to keep you on the path of success. Besides your Productivity Coach, KW MAPS Coaching provides several programs to keep you accountable to your goals. One follow-up program you’ll want to schedule as soon as it shows up in your area is BOLD Experience. It’s an intensive eight-week program that will truly take your business to new heights.

Choose Your Reward

Jot down a reward for meeting a certain milestone.

Time: 1 minute

STOP and DO


Choose a New Accountability and Script Partner

Every week you will choose a different accountability and script partner. Why? Because familiarity breeds acceptance. You don’t want your accountability partner getting too comfortable with any excuses you may have—they need to keep you accountable. Consider someone you don’t know, or someone you highly respect—someone who exhibits a high level of accountability themselves.

Select Accountability and Script Partners

1. Write the name of the person with whom you will meet weekly and to whom you give permission to hold you accountable to your goals.

2. Write the name of a partner who will practice scripts with you on an ongoing basis.

My Accountability Partner My Script Partner

We will meet on what day and at what time?

We will meet on what day and at what time?

3. Meet now with your accountability partner.

4. Share:

• Daily 10/4

• Goals for GCI and transactions

• Wins and opportunities

• How you will reward yourself

Time: 10 minutes

STOP and DO


Be open to accountability

Be prepared to answer questions about the following:

1. Your 4-1-1

2. Your Big Why

3. Your results

4. Your wins

5. Your opportunities

6. What you will do differently next week

Hold someone else accountable

1. Keep the conversation confidential.

2. Be encouraging and supportive. When excuses or complaints come up, ask, “How can you get it done?” and “Who can help you?”

3. Confirm date and time of next accountability check-in.

4. Inquire about the following:

Question Answer

1. What’s your goal?

2. What’s your Big Why?

3. What results did you achieve this week?

4. What wins did you experience?

5. What oppor tunities for change or improvement surfaced?

6. What will you do differently next week?

7. How will you reward yourself when you’ve accomplished _____?


Get to Work

Your Action Plan

Time block and complete the following activities before the next Power Session.

Done My Action Plan By When

Complete your 4-1-1.

Add your personal goals.

Get ready for your next open house.

Finalize all details for your upcoming, highly successful open house.

Prepare for your next Power Sessions.

• Time block for next week’s Ignite sessions. (see table below)

• Be prepared to share your open house wins and oppor tunities.

Ignite Power Sessions – Fourth Week

14. Your Prelisting Packet and Listing Consultation

Learn the value of a prelisting packet in securing the listing. Create your own in class. Go to your listing appointment with confidence, set to get a listing signed. Answer all the seller’s questions and objections before they come up.

15. Price Right and Present the CMA

Learn to price correctly to ensure a sale. Create a Comparative Market Analysis for your seller clients.

16. Market and Service Your Listings

Learn how to deliver marketing effor ts and personal service to sellers that gets their home sold and wins you long-term business.

17. Contract-to-Close and Postclose Systems

Make sure the transaction gets all the way to close with minimal hassle and time.

18. Accountability – Check in on Your Numbers and What’s Next

This is the final accountability session and final Power Session of Ignite. What happens after this session is up to you—it’s your choice. You begin by celebrating your successes and addressing issues that slowed you down.


Your Daily 10/4 Assignment

In your calendar, time block and then complete the following activities before the next Power Session.

Four Habits Daily Goal Done

Build and Manage Your

DatabaseAdd 10 people to your database.

Prospect Connect with 10 people.

Follow Up Write 10 notes.

Know Your Market

Preview 10 homes this week.


My Aha’s

1. Write down your three most powerful aha’s from this Power Session.

1.

2.

3.

2. Share one aha with the class.

Time: 5 minutes

STOP and DO

Aha’s

Ignite Correction and Suggestion Log

Instructor Name: ________________________________________________ Date: ________________

Market Center: _________________________________________________ Power Session #: _______

Content Type (instructor manual, student manual, job aid)

Page Number

Type of Correction (misspelling, wrong reference to resource, etc.)

Description of Correction or Suggestion

Suggestions for this Power Session:

__________________________________________________________________________________________

Please send this completed form to KWU

email: [email protected], attn: KWU Ignite

fax: 512-328-1433

mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746

ignite - keller williams realty saint...

Documents