The DIY Performance Review for Realtors

“Excellence is not a destination; it is a continuous journey that never ends.” — Brian Tracy

Two words employees often dread are: performance review.

Sure, getting your work nitpicked ranks right up there with colonoscopies. But because Realtors basically work for themselves – even if they’re part of a well-known brokerage – many avoid reviews. Several have told me they’re glad about that.

But as unappetizing as they sound, they’re not a bad idea because you can’t improve if you don’t know how you’re doing in the first place.

Feedback feeds fruition.

So if you’re not facing a mandatory review at your office, I invite you to use this do-it-yourself performance review. Here we go. Grab your pen and paper.  

First up, your past. Specifically your 2017. Spend a few minutes writing down your successes -- what worked in 2017 for you and why you think each success came to be. I’m a big proponent of celebrating successes. By all means, pop the cork on any and all to commemorate them.

But after you nurse your hangover, the important work begins: writing down the problems from 2017. Take a couple of hours for this one and jot down everything that didn’t work and why you think it didn’t work.

Now I’m going to put on my magician’s hat and tell you five skills that may lay at the root of every problem you wrote – skills that can make the difference between a glowing review and a review that, well, shows you the exit.

1. Adaptation. If you’re facing problems in your career, it may be that you’re not adapting to some sort of change in the marketplace or in the profession. From the first time a human hid behind a rock to avoid becoming a saber-toothed tiger’s lunch to a Realtor in 2017 learning how to get new clients via Snapchat, it’s all about adapting. In fact, performance review documents usually include phrases like: “Employee demonstrates an ability to adapt to new or changing situations,” or “Employee demonstrates a willingness to accept and deal with change.” Make sure you can answer those questions with a resounding ‘yes.’
2. Job Skills. You know better than anyone that Realtors have to have certain skills to be successful. Pull out the microscope and put your skills under it. What experience, training and education can help you be a better you in your job? Look back at your list of problems and see which ones might be solved with better skills.
3. Creativity. When change presents itself, are you able to bring resources to the table in a creative, useful way to handle change? Can you be innovative to overcome obstacles? If not, look for real-life examples of how top producers have tackled and responded to change. MBA students often read case studies for a reason: they give enduring and useful lessons on how to be more creative in the face of change. 
4. Communication. You knew that one was coming. We hear about the problems poor communication cause almost daily. Again, return to your list of items that didn’t work so well and ask yourself if unclear or poor communication was a culprit. All of your communication – written and oral – with clients, co-workers, prospects, etc. must be clear and concise.
5. Productivity. You know that’s a biggie. Are you getting it done? Are you reaching your goals regularly and consistently? Is your work acceptable, or better yet, award worthy. Always aim for the latter.

Sure, a long look in the mirror can be a bit unpleasant. But just like poor-tasting medicine, it often cures what ails you. Here’s to happy and healthy 2018!