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As 2025 kicks off, many brokers will be preparing for the year ahead. For Jason Back from Broker Essentials, there are four key considerations that should be made.
Number one
“The big one here for me is know your numbers. And it’s always going to come back to that. If you want to write 50, you want to write 30, you want to write 100 or you want to write a billion, you need to know your numbers and you need to know them inside out. So that’s just not what you want to settle. But that’s applications, conversion numbers from appointments to applications. It’s referrals to prospects, prospects to appointments, all those key metrics which allow me to understand how much work and what type of work I need to be doing,” said Back.
“The first protocol ideally [isn’t] yearly, for me it’s quarterly. And really then going down to monthly is really tracking my progress and really knowing my numbers. So, we’ve got some fantastic calculators that we use and we give brokers that can easily help them understand exactly where they need to have their focus, so track their progress.
“We’re not looking for perfection. Perfection is not the goal here. Progress is the goal. So, we’re looking at things that are working. We’re always reviewing and understanding what works for us and what doesn’t work. And if it’s not working, we discard it and move on. If it’s working, we continue to refine it and make it better. So, track progress and know your numbers.”
Number two
“The second thing that I’ll be doing right now, especially during this sort of quasi break, is conducting a success review. In other words, looking back on the last year and identify what worked,” Back said.
“What’s the thing that worked for you? What referral partner, what activity, what EDM, what particular salesperson in your business or staff member or broker in your business is working well, what are they doing? And replicate and double down on those things. Go back, have a look at what worked, have a look at what didn’t work and really double down on the things that worked.”
Number three
Back said: “Simplify your strategy. Look at your daily client follow ups, your weekly content creation, your regular referral relationship, partner meetings, get your diary sorted out, [and] look at the time you’ve got allocated.
“We know that not all brokers have the same time allocations, so they have different priorities and different amounts of resources. So, I understand there’s some variables in there as well. But stand back, have a look at that goal, that big number and then look at how and what you need to allocate during your days and your weeks and your months to achieve that number. So again, that’s simplifying your strategy into digestible chunks on a daily, weekly and monthly basis.”
Number four
“The last one here, which is a really big one, is setting the non-negotiable daily habits. Execution is much easier when it’s a turnkey solution. I know what I’ve got to do, I’m really structured, I know when I create content, I know when I do my compliance, I know when I do my lodgements, I know when I do my staff reviews, daily habits, getting that diary nice and organised,” Back said.
“Whether that’s calling five clients a day or spending 30 minutes of marketing per day, but it compounds over time. Those daily habits helps you understand how the mind works so that you can start building that muscle memory of getting into these good habits as a business owner.”
The transcript of this podcast episode was slightly edited for publishing purposes. To listen to the full episode of Business Accelerator, click below.
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