Without a playbook, a planned outline, a system with pillars to act as your lighthouse to guide you, and define your path, you will drift aimlessly until you crash into the rocks and leave the business. Real estate is a tough business. But you also have to understand that any business or venture is tough without a playbook. The players in the NFL and NBA don't just take the field or floor and start doing stuff. They don't just start moving around and act busy. No, they have specific plays and a playbook that they work on every working day of the week for the big game. Nothing is random. There is no guessing. Yes, some players have a higher level of ability like Michael Jordan or Joe Montana but these players have put in thousands of hours doing one thing until they achieved mastery. What I hope to accomplish through writing this book is to lay out a precise plan to help you achieve mastery level as an individual or a group. To give both the newly licensed and the veteran agent a playbook that will help them navigate the path of real estate sales.
A term that I've always remembered when describing a playbook or system for doing things is, "it's what closes the gaps." A playbook translates vision and strategy into tactics. A playbook defines what needs to be done to win the game. Breaking the team's strategy down into actionable plays and defining roles and responsibilities to be successful.
The playbook helps the team visualize targets, understand the continuous improvement model, and know what is needed to achieve goals to be successful. The major steps of the workflow are defined and the specific activities in each area are outlined.
Michael Gerber, author of The E-Myth describes in his book, "figuring out your primary aim". He explains that the strategic objective is "a very clear statement of what your business has to ultimately do for you to achieve your primary aim." I share this here because it is important to know why you're reading this book. Are you reading this book to just read something? Are you reading this book to gain some additional insight into how to run a real estate business? Are you new to the business and realize that nobody is going to teach you how to do the job of real estate? Are you a veteran Realtor that wants to alleviate stress and work on defining your systems? Or do you want to finally find a path to reach your "primary aim?" Whatever it is, everything you do in life should be for your primary aim.
This book will take you on the steps to take to reach levels in sales and real estate that could only have been imagined even ten years ago without an excruciating amount of effort. Technology has moved us forward so fast that now we have things at our fingertips that never existed in the past. We can now put in the "10,000 hours" as Malcolm Gladwell put it in his bestseller Outliers: The Story of Success, at a very rapid pace. I call this rapid increase in the amount of time it takes to master something "the multiplier effect." This multiplier effect comes in the form of technology, innovation, creativity, mastermind groups, role-playing, and repeating over and over again, the core things that should be practiced and accomplished every day.
