1. business and industrial

Ignite
skills to spark a great career
Power Session 13: Accountability
Check in on the 4-1-1
Mona Covey
Table of Contents
Power Session 13: Accountability –
Check in on the 4-1-1 ................................................... 13-1
Get Your Head in the Game.......................................... 13-2
Today’s Plan of Action. . .................................................................... 13-3
Gear Up.. .......................................................................................... 13-3
Affirmation of the Day..................................................................... 13-3
1. Weekly Checkpoint................................................... 13-4
Recap What You Have Done. . ........................................................... 13-4
Report on Your Results.. ................................................................... 13-5
2. Evaluate Wins and Opportunities.............................. 13-6
3. Time Block for Unfinished Business......................... 13-7
4. Plot Your Success with the 4-1-1.. ............................... 13-8
Understand the Scorecard............................................................... 13-8
Types of Goals on the 4-1-1.............................................................. 13-9
Use Goal Categories....................................................................... 13-10
Set SMART Goals.. .......................................................................... 13-11
Sample 4-1-1................................................................................... 13-12
Create Your 4-1-1............................................................................ 13-13
Aim High................................................................... 13-14
Get Focused! It’s Simpler Than You Think.................................... 13-14
Reward Yourself. . ............................................................................ 13-15
Choose a New Accountability and Script Partner.......................... 13-16
Get to Work............................................................... 13-18
Your Action Plan............................................................................ 13-18
Your Daily 10/4 Assignment. .......................................................... 13-19
Aha’s. . ............................................................................................. 13-20
2. Your Database
7. The Buyer
Consultation
Market Center
Topics
15. Price Right
and Present
Your CMA
6. Prepare to
Work with
Buyers
Market Center
Topics
14. Your Prelisting
Packet
and Listing
Consultation
Tuesday
1.Rev Up
Monday
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
18. Accountability
– Check
in on Your
Numbers and
What’s Next
17. Contract-toClose and
Postclose
Systems
16. Market and
Ser vice Your
Listings
13. Accountability
– Check in on
the 4-1-1
12. Find Seller
Leads
11. Negotiate
Win-Win
Agreements
10. Accountability
– Check in on
Time Blocking
5.Accountability
– Check in on
Your Goals
and Big Why
Friday
9. Make and
Receive Offers
4. Prospecting
Thursday
8. Find and Show
Homes
3. Open Houses
Wednesday
Ignite Power Session Training Calendar
Power Session 13: Accountability–
Check in on the 4-1-1
You are here!
13-1
Get Your Head in the Game
Congratulations! You’ve made it through a full three weeks of
Ignite. You are purposefully focusing on the Daily 10/4 and on the
Countdown to Payday!
Every week, ask yourself this: “Have I been as disciplined with my
Daily 10/4 as I could be?” If the answer is “no,” there are more
systems to help. Last week you learned about the importance of
time blocking. This week you’ll begin to use or revise your use of
the powerful tool called the 4-1-1.
The 4-1-1 is a system to help you generate clearly defined goals for
your business—and personal life—and the steps you take each day
to achieve them.
T
ony DiCello, director of KW MAPS
Coaching, coaches agents every day and
believes in the power of the 4-1-1 for
holding people accountable. He contends that
a well-defined 4-1-1, used daily and properly,
forces people to move ahead. However, he finds
that the 4-1-1 is often misused or not enforced.
He says, “Most people don’t like the 4-1-1 because it takes them
away from the hallucination that they’re doing their job. You see, if
they are supposed to make 2 appointments every week and one week
they make 2 appointments, they’re happy. Then, even if they only
make 1 appointment the next week, they move to the third week
thinking they need to get 2 appointments. No! It’s now 3! See, you
must carry over what you did not complete into the next week in
addition to what was already planned for that week.”
Tony concludes, “Create a 4-1-1 each year, update it each month
and week, stay true to your goals, share it with someone who will
hold you to it, and you will push forward!”
13-2
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Today’s Plan of Action
This Power Session gets you on track in four steps.
1. Check in on what you’ve accomplished this week.
2. Evaluate wins and opportunities of the week and make
adjustments.
3. Time block for any unfinished business.
4. Plan your success with the 4-1-1
Gear Up
For today, you will need the following items:
1. Your calendar
2. Your Daily 10/4 tracking and results
Affirmation of the Day
I can accomplish anything I set my mind to!
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-3
1. Weekly Checkpoint
Recap What You Have Done
This week you learned many new concepts and skills related to
working with buyers and sellers, and you continued with your
Daily 10/4.
;; 1. Explored topics specific to your Market Center.
;; 2. Discovered best practices for making and receiving offers
to set the stage for a positive negotiation.
;; 3. Learned techniques and scripts for moving both buyers
and sellers toward win-win agreements.
;; 4. Practiced lead generation scripts to use with FSBOs and
expired listings.
;; 5. Met with one or more FSBO.
By the end of today,
these numbers
should be 50.
{
And, of course, you completed your Daily 10/4 for Monday
through Thursday.
;; 6. Added 40 full contact records to your database.
;; 7. Contacted 40 people.
;; 8. Wrote 40 notes to the people you contacted.
;; 9. Previewed 10 homes.
;; 10.Entered the above results into the online myTracker.
13-4
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Report on Your Results
What did you achieve this week? Who is in the lead for the week?
So far, who has the highest cumulative numbers for each of the
Daily 10/4 activities?
STOP
and DO
Enter Your Daily 10/4
Daily 10/4 Leaderboard
Four Habits
Daily Goal
Build and Manage Your
Database
Add 10 people to your
database.
Prospect
Connect
with 10 people.
Follow Up
Write 10 notes.
Know Your Market
Rating:
Results/Ratings
Leader Name
Preview 10 homes/week.
() Met the goals of 10
() Exceeded the goals of 10
(–) Didn’t quite meet the goals of 10
Time: 1 minute
Did you achieve any milestones? How many? Who achieved the most?
STOP
and DO
Enter Your Milestones
Milestones
Results
Leader Name
Appointments
Agreements Signed
Contracts Written
Contracts Closed
Time: 1 minute
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-5
2. Evaluate Wins
and Opportunities
STOP
and DO
Self-Reflect on Your Actions This Week
Write your answers to the following questions and then share with the
class.
Time: 5 minutes
What wins did you experience this week?
What opportunities for improvement did you encounter?
What kind of leads are you getting? Seller? Buyer? What about the
quality of leads you’ve been getting? How quickly are you able to
convert them to an appointment?
As CEO of you, rate your performance this week using a scale of
1–5. (1 = improvement needed, 5 = excellent—no improvement
needed)
What will you do differently next week?
13-6
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
3. Time Block for Unfinished
Business
Didn’t get it all done this week? Lead generation is your first
priority: Time block for it, then schedule the other tasks you did
not complete.
STOP
and DO
Time Block for Any Unfinished Business
1. List any tasks you did not complete for this week or must complete by
week’s end.
2. Put them in your calendar now.
Time: 2 minutes
It is important that I complete the following:
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
By when:
13-7
4. Plot Your Success with the 4-1-1
Get ready for success with the 4-1-1. This handy one-page tool is
designed to help you set goals and structure your time for:
• 4 weeks which lead into …
“ Goals are meant to
aim you in a direction.
It’s not about
achieving the goal, it’s
about being on the
path to the goal.”
• 1 month which leads into …
• 1 year
When you plan your time using the 4-1-1, time block your most
important actions, and meet regularly with your accountability
partner, you will enjoy greater accomplishments.
Understand the Scorecard
Gary Keller
Cofounder and COB
Keller Williams Realty, Inc.
The 4-1-1 Action Goal Worksheet is formatted to guide you as
you define goals for three categories: Business, Personal Financial,
and Personal. It also acts as a personal scorecard—to reveal where
you are and how you are doing in relation to your goal.
4-1-1 ACTION GOAL WORKSHEET
Name:
MY ANNUAL GOALS
Business
YEAR of ____
Personal Financial
Record your key annual business goals.
Personal
Record your annual personal
financial goals.
This includes but is not limited to your
annual personal education goals.
MY MONTHLY GOALS
MONTH of __________
Business
Personal Financial
Record the key monthly business goals
and actions here.
Personal
Record what you will
do each month for your
personal finances.
This includes but is not limited to your
monthly personal education goals.
MY WEEKLY GOALS
Jan. 3–7
Jan. 10–14
Jan. 24–28
Business
Business
Business
Business
Personal Financial
Personal Financial
Personal Financial
Personal Financial
Personal
Personal
Personal
Personal
What specific activities must I
complete this week to stay on
track with my monthly and annual
goals?
13-8
Jan. 17–21
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Types of Goals on the 4-1-1
Setting goals on your 4-1-1 is a three-step process.
1. Begin with annual goals.
2. Break your annual goals into manageable monthly goals
that support your annual goals.
3. Break down the monthly goals into weekly goals, or
activities that will help you reach your monthly goals.
TRUTH
The 4-1-1 is not a
to-do list, but a “haveto-do” list.
Annual goals
Set aside 1 to 3 days each year to think about and crystallize these
one-year goals.
Identify 5–7 key goals that you must achieve in order to feel that
you have had a successful year. Consider all three categories:
• Business – What will you do to impact your business?
• Personal Financial – What improvements do you desire in
your net worth (reduced liabilities, increased investments,
increased assets, etc.)?
• Personal – What do you desire to have happen personally
(health, family, spiritual, educational, etc.)?
Monthly goals
Set aside 1 to 3 hours each month to rethink and further refine your
monthly goals.
Now, break down your annual goals into monthly goals—only for
the current month. Write down the key activities that will lead to
those monthly results. You should have no more than 5–7 monthly
goals. Do not plan any more than one month ahead.
Weekly goals
Set aside 30 minutes to 1 hour each week to form goals for the
coming week. Plan one week at a time, taking into account what was
accomplished the week before.
Weekly goals are the actions or activities that lead to results, e.g.,
“I will contact 10 people each day.” These weekly goals are the
steps you will take toward your monthly and annual goals.
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-9
Your weekly goals, like all your monthly and annual goals, are not
a to-do list, but rather a “have-to-do” list. Decide what you must
do that week to achieve your monthly goals, again remembering to
put first things first. And limit your number of weekly goals to no
more than 6 to 8 key, measurable activities.
Use Goal Categories
Concentrate on the goal categories that are most important for
your career and business. Set annual, monthly, and weekly goals in
eight key categories.
Eight goal categories for agents
Goal Category
Suggestions on What to Track
a. Leads generated
1. Leads
b. Source of leads
c. Conversion rates
2. Listings
3. Contracts
Written
4. Contracts
Closed
a. Seller listings taken
b. Buyer listings taken
a. Number of units written
b. Total volume written
c. Gross income written
a. Number of units closed
b. Total volume closed
c. Gross Closed Income (GCI)
a. Gross Closed Income (GCI)
5. Money
b. Budget
(Cost of Sales and Operating Expenses)
c. Net Income
a. Recruiting
6. People
b. Training
c. Consulting
7. Systems
and Tools
8. Education
13-10
a. What new systems or tools do I need to add?
b. What current systems or tools do I need to
improve or upgrade?
a. What knowledge do I need to learn?
b. What skills do I need to acquire?
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Set SMART Goals
No matter what your goals are, they will be more effective if they
are “SMART.” This is the first step to working smarter, not harder:
S – Specific: Be tangible and precise in stating your goals. General
goals are not compelling.
M – Measurable: Set goals that are quantifiable. You need to be
able to know if a goal is accomplished.
A – Action Oriented: The best goals drive you to take action and
do something concrete.
R – Realistic: Make your goals realistic but not pessimistic. The
most empowering goals require a stretch to achieve them. Ask
yourself what the probability of accomplishing each goal is. A
fifty-fifty chance is best—neither too difficult nor too easy.
T – Time Bound: You must have a clear time limit or deadline for
accomplishing goals.
Work together as a class to discuss how to make the following six goals
“SMARTer.”
STOP
and DO
Time: 10 minutes
Example Goal
SMARTer Goal
1. Get eight seller listings.
(monthly)
2. Implement a 33 Touch plan.
(weekly)
3. Attend all KWU training
courses. (annually)
4. Receive feedback from ALC.
(weekly)
5. Travel to Europe. (annually)
6. Relabel all of the files in the
lateral filing cabinet. (weekly)
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-11
Sample 4-1-1
Get an idea of what a 4-1-1 for an agent might look like. (This
sample does not have actual goal numbers included.)
4-1-1 ACTION GOAL WORKSHEET
Name: Andrew Agent
MY ANNUAL GOALS
Business
YEAR of 2012
Personal Financial
Leads
1) Create 6 new marketing plans
2) Increase Have Met database by ___
Personal
1) Earn $____ in GCI
1) Lose 15 pounds
2) Decrease debt by
$____
2) Complete a course in
conversational Spanish
3) Put $_____ into
savings
Listings
1) Go on ___ seller listing appointments
2) Convert at 80% to ___ seller listings
3) Convert at 65% to ___seller listings sold
4) Take ____ buyer agreements
5) Close ____ buyer agreements
Leverage
1) Attend classes on KWRI MREA
MY MONTHLY GOALS
MONTH of JANUARY
Business
Personal Financial
Leads
1) Create Expired 8 x 8 and 33 Touch
2) Add ____ to Have Met database
Personal
1) Earn $____ in GCI
1) Run twice a week
2) Decrease debt by
$____
2) Research local colleges
and training centers for
Spanish courses; submit
application(s)
3) Put $_____ into
savings
3) Contact ____ Have Mets
Listings
1) Go on ___ seller listing appointments
2) Convert at 80% to ___ seller listings
3) Convert at 65% to ___seller listings sold
4) Take ____ buyer agreements
5) Close ____ buyer agreements
Leverage
1) Register for February Family Reunion
MY WEEKLY GOALS
Jan. 3–7
Business
Jan. 10–14
Jan. 17–21
Jan. 24–28
Business
Business
Business
Personal Financial
Personal Financial
Personal Financial
Personal
Personal
Personal
1. Preview ___ properties
2. Add ___ to Have Met database
3. Call ___ Have Mets
4. Write ____ Have Mets
5. Go on ___ listing appointments
6. Go on ___ buyer appointments
Personal
•
13-12
Run 3 miles Mon and Wed
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Create Your 4-1-1
STOP
and DO
Create a 4-1-1 Action Goal Worksheet
1.
1. Write out annual, monthly, and weekly (one week only) goals for the
current year and upcoming month and week (for your business only).
2. Use your Daily 10/4 and milestones as goal categories.
Free
Download
This 4-1-1
worksheet is
available at mykw.
kw.com.
3. Remember to write SMART goals.
4. Review with a partner.
Time: 15 minutes
4-1-1 ACTION GOAL WORKSHEET
Name:
MY ANNUAL GOALS
Business
YEAR of ________
Personal Financial
Personal
MY MONTHLY GOALS
MONTH of _________
Business
Personal Financial
Personal
MY WEEKLY GOALS
Dates:
Dates:
Dates:
Dates:
Business
Business
Business
Business
Personal Financial
Personal Financial
Personal Financial
Personal Financial
Personal
Personal
Personal
Personal
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-13
Aim High
Get Focused! It’s Simpler Than You Think
“Environment is a
critical issue to your
success and it must
clearly support your
goals.”
In Power Session 5: Accountability – Check in on Your Goals and
Big Why, you learned about focus—the “little difference that
makes the big difference in our lives.” And in Power Session 10:
Accountability – Check in on Time Blocking, you were introduced to
the first two of Gary Keller’s five simple steps to getting focused:
1. Create a personal plan and make process your focus.
2. Time block to get your focus.
The Millionaire Real
Estate Agent
The next two steps that will lead you to focus are as follows:
3. Get accountability to keep your focus.
Long-term focus brings long-term results, and staying focused
is difficult. When boredom sets in, attention drifts … and the
craving for novelty creeps in. Acknowledge the limits of your
ability to focus and choose carefully what you need to focus on
and then find ways to help you maintain that focus at a high
level over time. One of the best ways to do that is to bring
accountability into your business life, with the 4-1-1, for example.
4. Make sure your environment supports your focus.
Your environment either builds you up and supports you, or
it tears you down and fights you. The more you can address
and design your environment, the less you run a risk of being a
victim of it.
Recognize that you are the gatekeeper to your world and you
can control two environmental issues to a large degree.
1. Physical Environment: Create a physical environment that
is conducive to productivity. This includes everything from
your office furniture, lighting, equipment, the way your
office is organized, and the systems you follow.
2. People Environment: Your people environment is about
energy and synergy. Surround yourself with people who
energize you and do not drain you. Align yourself with
people who are in synergy with your goals. This advice
applies to people in the following groups:
• People you’re in business with
• People you do business with
• People outside your business
13-14
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Reward Yourself
How will you reward yourself this week? Remember that it can be
a small reward for completing your Daily 10/4 or a big reward for
achieving a big milestone. Choose something meaningful that will
motivate you!
STOP
and DO
Choose Your Reward
Jot down a reward for meeting a certain milestone.
Time: 1 minute
When I complete ...
h
it wit
s
u
l
P
BOLD
I will reward myself with ...
Remember your options to keep you
on the path of success. Besides your
Productivity Coach, KW MAPS Coaching
provides several programs to keep you
accountable to your goals. One followup program you’ll want to schedule as
soon as it shows up in your area is BOLD
Experience. It’s an intensive eight-week
program that will truly take your business
to new heights.
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-15
Choose a New Accountability
and Script Partner
Every week you will choose a different accountability and script
partner. Why? Because familiarity breeds acceptance. You don’t
want your accountability partner getting too comfortable with
any excuses you may have—they need to keep you accountable.
Consider someone you don’t know, or someone you highly respect—
someone who exhibits a high level of accountability themselves.
STOP
and DO
Select Accountability and Script Partners
1. Write the name of the person with whom you will meet weekly and to
whom you give permission to hold you accountable to your goals.
2. Write the name of a partner who will practice scripts with you on an
ongoing basis.
My Accountability Partner
My Script Partner
We will meet on what day
and at what time?
We will meet on what day
and at what time?
3. Meet now with your accountability partner.
4. Share:
• Daily 10/4
• Goals for GCI and transactions
• Wins and opportunities
• How you will reward yourself
Time: 10 minutes
13-16
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Be open to accountability
Be prepared to answer questions about the following:
1. Your 4-1-1
2. Your Big Why
3. Your results
4. Your wins
5. Your opportunities
6. What you will do differently next week
Hold someone else accountable
1. Keep the conversation confidential.
2. Be encouraging and supportive. When excuses or
complaints come up, ask, “How can you get it done?” and
“Who can help you?”
3. Confirm date and time of next accountability check-in.
4. Inquire about the following:
Question
Answer
1. What’s your goal?
2. What’s your Big Why?
3. What results did you
achieve this week?
4. What wins did you
experience?
5. What oppor tunities for
change or improvement
surfaced?
6. What will you do
differently next week?
7. How will you reward
yourself when you’ve
accomplished _____?
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-17
Get to Work
Your Action Plan
Time block and complete the following activities before the next
Power Session.
Done
My Action Plan
By When
Complete your 4-1-1.
Add your personal goals.
Get ready for your next open house.
Finalize all details for your upcoming, highly
successful open house.
Prepare for your next Power Sessions.
• Time block for next week’s Ignite
sessions. (see table below)
• Be prepared to share your open house
wins and oppor tunities.
Ignite Power Sessions – Fourth Week
13-18
14. Your Prelisting Packet and
Listing Consultation
Learn the value of a prelisting packet in securing the
listing. Create your own in class. Go to your listing
appointment with confidence, set to get a listing signed.
Answer all the seller’s questions and objections before
they come up.
15. Price Right and Present
the CMA
Learn to price correctly to ensure a sale. Create a
Comparative Market Analysis for your seller clients.
16. Market and Service Your
Listings
Learn how to deliver marketing effor ts and personal
service to sellers that gets their home sold and wins
you long-term business.
17. Contract-to-Close and
Postclose Systems
Make sure the transaction gets all the way to close with
minimal hassle and time.
18. Accountability – Check in
on Your Numbers and
What’s Next
This is the final accountability session and final Power
Session of Ignite. What happens after this session is up
to you—it’s your choice. You begin by celebrating your
successes and addressing issues that slowed you down.
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Your Daily 10/4 Assignment
In your calendar, time block and then complete the following
activities before the next Power Session.
Four Habits
Daily Goal
Build and
Manage Your
Database
Add 10 people to your database.
Prospect
Connect with 10 people.
Follow Up
Write 10 notes.
Know Your
Market
Preview 10 homes this week.
Done
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
13-19
Aha’s
STOP
and DO
My Aha’s
1. Write down your three most powerful aha’s from this Power Session.
1.
2.
3.
2. Share one aha with the class.
Time: 5 minutes
13-20
Ignite Power Session 13: Accountability – the 4-1-1 – v3.3 © 2011 Keller Williams Realty, Inc.
Ignite Correction and Suggestion Log
Instructor Name: ________________________________________________ Date: ________________
Market Center: _________________________________________________
Content Type
(instructor manual, student
manual, job aid)
Page
Type of Correction
(misspelling,
wrong reference to
Number
resource, etc.)
Power Session #: _______
Description of
Correction or Suggestion
Suggestions for this Power Session:
__________________________________________________________________________________________
Please send this completed form to KWU
email: [email protected], attn: KWU Ignite
fax: 512-328-1433
mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746