Why Is the Number of Transactions You Do an Overrated Metric?

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

I'm fresh back from an eventful week in Dallas, where I sat on a panel with some of the best agents from around the country. It was a fantastic experience with a lot of takeaways.

The underlying theme of the week was (in order to have great success) that you need to have clarity on what you want, focus on what it's going to take to get there, and take massive action to make it happen. If you're new to the industry, or even if you've been in it for a while but can't seem to take your business to the next level, that simple theme is something the most successful agents and coaches harp on over and over again.

I was privileged enough to get a chance to speak with Chad Goldwasser, a great motivational speaker and a former KW agent who was the number 1 agent worldwide for that company with $4.7 million GCI with 120 agents underneath him. Talking with Chad and hearing what he had to say, it became clear that he built a massive business with limited upside and return for him. The way he talks about it, it sounds like he wouldn't want to do it again - it was too transitional.

Contrast Chad's experience with that of Mark Burlingame, a friend and great guy I was privileged to know well. He didn't have the most transactions, he wasn't the most powerful broker, but he was rich beyond belief in relationships. When you look at your business, at the end of your career, do you want to see it as built on transactions or relationships? Do you value the lifetime value of a client or are you more concerned with one-and-done transactions just to put numbers up on the board? In other words, what kind of business do you want to be and why?

Our team is focused on relationships first and foremost. The number of transactions we do means less than the number of lives we touch in a meaningful manner. Regardless of the business model you use, I think the best possible use of your time and talents is relationship-building; if you focus on people first, the transactions will follow.

This was just a quick thought I felt compelled to share. If you have questions about how you can use your real estate business as a means to connect with people, don't hesitate to reach out. I love talking about this stuff and would love to help!