What is your X-Factor?


Let's go through an exercise. I went through this exercise with Tony Robbins. It's called, "What is your X-Factor?"

Your X-Factor gives you the ability to think about what's inherent in you, no matter the size of your team. The X-Factor in business is the ability to find a way to add intangible value- value that goes way beyond what anybody can really measure. It's the ability to find a way to do more for your customers than absolutely anybody else and to consistently maintain that standard.

It can be expressed as the ultimate competitive advantage in a number of different ways. At its core, it is a form of leadership and a way of thinking about who you are and what you bring to the marketplace. It's a vision and way of gaining clarity around your outcomes. It is critical thinking and the power to anticipate because you understand how to read seasons within your marketplace. At some point in the future, we will have a shift.

When I was with Tony Robbins, it was the worst season in 2009. Since then, things have been great. I drive around Charlotte and remember all the clay dirt exposed in 2007. The money is just flowing and people are throwing up everything commercial. There are way too many restaurants, and there's just an oversupply of money to the market now. Just know that your ability to read and respond to seasons will ultimately pay off.

I have no fear of a downturn; it's going to be great for us. We're going to be able to snatch up agents that couldn't make it but are still quality, and the next time the market turns, your business is going to triple. Your X-factor is an ability to influence people and it's about making strategic decisions. To know what you stand for and how you want to live that out in your business is important and you've got to be clear about it.

You X-Factor is also your ability to maximize your resources to constantly improve the quality of life and experience for the people on your team and your customers. It's about creating business breakthroughs that maximize value. Creating an X-Factor requires using a combination of skills, psychology, and experience to find that edge that makes a difference for your customers. Your X-Factor could be any distinction you make that could change it all. It could be any distinction.

When I started, I felt like I brought a certain level of professionalism just by wearing a suit. Every one of my offices dresses in business attire, all the time. Straightforwardness was also key to my X-Factor. I didn't mince words, but a lot of agents are so nervous about the sale that they are wishy-washy about giving advice. Market knowledge definitely not one. I sold homes everywhere, even up in Cherryville. Marketing prowess could be your X-Factor, so you could your culture, your mission, your systems, or your team.

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