What Crucial Projects Will Significantly Impact Your Business This Quarter?


Impact Filters & Multiplier Projects

Before you decide that a project is a multiplier project, you run it through an impact filter. This is a strategic coach thing. The whole point of an impact filter, as you’re brainstorming, is to run it through and answer the question What do you want to accomplish? With an expired program, for example, that’s a good one because when the market turns you want to make sure you have that system in place. The markets are going to turn at some point right now. Expireds are not as plentiful as they once use to be, but it will turn. Outbound prospecting as well.

So what do you want to accomplish? Just give some detail on what you want to accomplish. If you’re the team leader and you’re not the guy that has a high follow through, the impact filter is what you hand off to a Mimi, or a Brian. Someone who is going to implement this thing. 

Importance - what’s the difference it will make? You have to be really clear that this is absolutely the thing you should be working on right now. There’s 50 things you could be working on right now, but these are the five things you must work on right now to move your business forward in a significant way in the next 90 days.

What does the result look like? Be clear on what you want it to look like when it’s done. If you do take action, what’s the best case scenario? What does the best look like? If you don’t take action, what’s the worst? So, on that thing with the outdated buyer presentation for us, it’s like, ‘What’s the worst thing?’.

We’re not getting any less buyers to sign up because we have that there. I don’t even know what they say, but it’s not hurting our conversion. So what’s the worst that could happen? You want that best to be really good if you implemented it, and the worst - if you don’t - you’re going to be tied to working with buyers because you have no listings. Get some emotion around that best and worst. 

What has to be true when it’s finished? Some really hard and concrete success criteria. The one thing a strategic coach doesn’t have that we added is just what are the first four things you can do to take action on this. So write down four action item steps. If you put your five projects - they may not be the right projects until you run them through an impact filter - make sure they’re actually going to have an impact on your business and not just something that seems like you should be doing. It’s for you, where your business is right now.

So let me unpack each on of these things. You’re going to be setting a goal, and putting in an actual every month. The way that I want you to work this top section is that, for each month I want you to have a goal. However you want to write it, if it’s a different color, or if it’s, you know, a number then a slash and you’re putting your actual, just do a goal and actual in each one of these categories. Obviously, systems and leverage are just subjective. You have to be focusing on things like:

  • What did I do to implement systems in my business this month?
  • What did I do to get more leverage in my business this month?
  • Did I have any true free days this month?

And then your cash and debt is self-explanatory. April, May, and June are a projection with an actual, and then just go on as the months go. And then 2016 is for the full year. On December 31st write how much volume you want to do on your team, what the goal is, how much cash you want to be able to have your hands on, where you want your debt to be (same definition as you used before: your systems, your leverage, and your number of free days).

You should have a goal for the number of free days, like, Dan Sullivan has a very specific goal for the number of free days he’s checked out. He doesn’t do anything, he’s very disconnected. And it’s tough, it’s not easy to literally not go into anything, or even have a thought about business, like you can’t even listen to a business book on your free day because you’re cheating. You’re doing work. 

And then the second part are your five projects, and literally doing the impact filter. If you have more than five, run them through a quick impact filter and make sure they are the five that you want to do before you transfer them over here. It’s the same format. You have to write pretty small, but they’re going to get on here. 

And then on the bottom, two or three takeaways. So on all of those seven sessions - the takeaways - I want you to put two or three takeaways: things that you don’t want to forget. Because this workbook is great experience, learned a lot of great stuff - 20 takeaways. These might be things that you can’t implement, but that you just want to remember. Just capture them on that bottom part. I want this experience to stay with you as long as possible - until the next workshop.”

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