The Complacency Problem
We are currently facing a problem of complacency in our industry. People are hoping things will go back to how they were, or it seems many are settling for doing the bare minimum. The volume of business we enjoyed in the past may never return due to many factors that have created the perfect storm. High interest rates, budget cuts at the corporate level, stubborn immigration processes, increased competition from more providers, the option to work from home, and general economic uncertainty, among other factors.
While I understand that resources are slim and everyone is stretched thin, it doesn’t mean we should give up and hope for the best. It seems like there is the mentality that ‘I’ll just put my head down and do the same things I have always done.’ As they say, hope is not a strategy. Grumbling about business being down never solved anything.
I can remember when we had to do very little, and business just piled in on us. We achieved success with a moderate amount of effort. Many people have been working in our industry for a long time, and I’m sure they recall the same thing. It’s time to put that phase behind us; it’s ancient history. Now it takes work and creativity to actually generate and maintain a variety of business sources. It means climbing way out of our comfort zone.
Give when it feels like there is nothing more to give.
But what if, instead of thinking ‘what is the least I can do since I am not getting the support or resources I need?’, we ask ourselves ‘what is the most I can do with what I have?’ It’s time to get creative. Small acts can move you forward exponentially if done thoughtfully. Giving more may cost us in that moment, but the rewards can be huge.
Figuring out how to go above and beyond and bring the most we have to offer to every situation can make a significant difference. These acts can set us apart in a sea of sameness. I can safely say, I haven’t heard of anything outstanding or unique from any relocation services supplier in a while. Maybe it’s time to throw away the old playbook.
It’s about showing up and being present even when we feel burnt out and overwhelmed. Looking outside of the usual opportunities is critical at this time.
Think about this:
What other partnerships and affiliations might bring us new opportunities?
How can we tap into our local market expertise and connections?
What niche groups can we target?
What can we do to increase conversion rates?
How can we evaluate and train our agent team to ensure we are working with the best of the best?
What can we do to ensure we are getting the most opportunities from our existing sources of business?
What can we do to improve the transferee/customer experience?
How can we increase our visibility to become the partner of choice?
Are our listings priced right and in tune with market changes?
How can we more effectively utilize our staff and resources, such as AI, to enhance our service delivery?
Have we checked in with our sources of business to ensure they have the most up-to-date information on our service areas and contact details?
How can we minimize expenses or maximize our budget to its fullest potential?
How can we collaborate with our leadership and partners to address key pain points?
We can’t keep doing the same things and expect different results. I’m all for consistency. But consistency and unproductive repetitive behavior are two different things. If it isn’t gleaning the results we seek, it is time to veer off the beaten path. It means more work, but creatively diversifying your business sources can be very gratifying and can protect you from the ups and downs that are surely to continue in this market. It’s time to show our resiliency.
“Success can lead to complacency, and complacency is the greatest enemy of success.” Brian Tracy, a Canadian-American motivational speaker and author, is recognized for his contributions to personal development and business training.
