Activities That Drive Results for Realtors

In his book EntreLeadership, Dave Ramsey writes, “results are generated by activities. If I manage my activities then the results I want occur.”

He is right. We can’t always control the outcome, but we can control the activities we do in order to create the results.

Things tend to spiral out of control when we try to control the outcome too much and don’t focus on the inputs. We worry about not making enough money (outcome) but don’t focus on improving our work stills, talents, and abilities (activity).

When we focus on the required activities needed to generate a desired result, the results eventually come.

As a REALTOR, focus has to be given to the controllable activities that lead to more transactions. For example: hours prospecting, number of names in your database, number of phone calls, text messages, or emails sent per day, number of open houses held per week, number of mailers sent to out, number of appointments set and gone one, etc…

When you focus on the activities, the results will happen. If you want better results, focus on improving each of your activities and become the best at it. Be the best on the phone, or the best open house host, or the best at adding people to your database. Improve your skills. Work on perfecting your scripts. Improve every day and the results will happen!

Improve every day and the results will happen! Click To Tweet

This morning in our IMPACT Properties training meeting I did this exercise with our Agents and found it to be effective. Take a sheet of paper and fold it in half, put “Activities” at the top of the left column, put “Results” on the top of the right column. Now, list all that controllable activities on the left and the results on the right. Our agents quickly found that nothing on the right is controllable and relies on how well they execute the activities on the left. You will find the same.

Focus on what you can control and you will do extremely well in this industry. Take your eyes off the lead generating activities and you will find yourself looking for another job.


::: Aaron Zapata :::

Aaron Zapata is a top-producing REALTOR® in Southern California and owner of IMPACT Properties, Inc. He holds an MBA from Cal State Fullerton and a degree in Biblical and Theological Studies from BIOLA University. IMPACT Properties closes over $40 Million per year in real estate transactions and is recognized as a leading real estate firm in Southern California with offices in Orange and Los Angeles Counties. If you’d like to contact one of our agents about selling or buying a home or improving your real estate career, you can email us at or call (714) 660-2122. He’d love to hear from you.


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