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It’s the Process, of Course

Agents // Feb 18, 2011


I’ve often wondered what separates GOOD from GREAT.

Not GENIUS…that’s an entirely different thing all together.


Jim Collins wrote a brilliantly inspiring book dedicated to the analysis of the few companies that have evolved from good to great. (A must read for anyone looking to build a GREAT company).

But, how about the things we personally experience and are touched by in our daily lives?

What makes a great broker?

What makes a great musician?

What makes a great builder?

A great reporter? Chef? Architect? Attorney? Doctor? Tailor? Athlete…?

Other than the required intrinsic qualities, raw talent needed, devotion of 10,000 hours (according to Gladwell) and focus, I think it is very much the process…

When I’ve observed great people, I’ve noticed that they have a systematic approach to their greatness. And it is the perfection of that system that enables them to repeat the process.

Again and again.

Great brokers have systems they repeat.

They answer calls promptly.

They inspect any property they haven’t seen.

They update their contact data base efficiently.

They follow up on leads consistently.

They dress appropriately.

They don’t email too much.

They stay abreast of industry trends.

They maintain strong relationships.

They brand themselves.

They read any relative data necessary for a deal.

They ask questions – freely.

Without the structure of a system – chaos reigns!