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9 Steps to Adding Consistency to Your Business
By Bob Corcoran

Consistency is the oil for the engine of business. Peek under the hood of the great businesses and you’ll see consistency causing a smooth purring sound:

– McDonalds: No matter where in the country you are – those cheeseburgers all taste exactly the same.

– UPS: When was the last time you had a problem with “big brown” getting your package either to you or to your client?

– Starbucks: That same exact aura and taste is in every single store.

And ask any of the leaders of those companies why they’re successful and I guarantee you’ll hear the word consistency uttered sooner rather than later.

So how do you achieve consistency in your real estate business? Here are 9 ingredients of consistency:

1. Review your business. Take an inventory of your current situation to see if your business is set up to accomplish what you truly want to achieve. Are you selling the number of homes you expected to? Are you selling homes in the price range that will lead you to your financial goals?

2. Clarify your vision. Write a vision statement that spells out clearly what you see your business providing for the customer. Then write a mission statement that explains how you intend to achieve your objective or vision. Set achievable sales goals and monitor them weekly.

3. Analyze the market regularly. Keep an eye out for any upcoming changes in the market. And reevaluate your target market and understand how that market will evaluate your services and make decisions.

4. Examine the competition. Know exactly who your competition is and how you compare. Look at how they’re different from you and why you believe you can get a client to choose you over them. Look for any opportunities that put you in a better light and determine what risks your competitors pose.

5. Develop a sound business strategy. Know what your strengths and weaknesses are and describe them in detail. Then outline how you plan to capitalize on both. Spell out who will implement the strategy and how because you must have accountability from a coach or peer.

6. Outline your services. Rank your services by how much money each brings in and how you can improve each one. Also, look at how you’re positioning those services to the buying public. And analyze how you list homes and work with buyers or sellers.

7. Energize your sales and marketing. Outline specifically all the ways potential clients know you exist and why they should choose you when they do learn about you. Examine your marketing and advertising strategies to ensure they’re potent.

8. Add efficiency to your operations. I regularly help clients set up systems so their businesses run on autopilot. I also help them determine if they’re spending their time on dollar productive activities versus wasting time. Do you have job descriptions, an ideal weekly schedule and a daily activity record? These items will help keep you on track.

9. Get a handle on your numbers and finances. Do you know your average price per sale? Do you know your average time on market for your listings? Do you know your profit and loss numbers? Budget projections? You must have a firm grasp of all your numbers and track them regularly.

And finally, wrap all these items up into a single solid business plan and you’ll be well on your way to a business that gives off that sweet purring sound – smooth, fast, efficient and profitable.

Make a commitment to do it today. And to help you get started, I’ve outlined all of this for you in a worksheet free of charge on my website at

Best of luck to you!




Bob Corcoran is founder and president of, Corcoran Consulting & Coaching, an international consulting and coaching company that specializes in performance coaching, and the implementation of sound business systems into brokers’ and agents’ existing practice.

Since forming his business in 1989, Corcoran has worked with hundreds of top producing agents worldwide in developing and implementing customized, growth oriented business systems that are proven to increase your bottom line. Corcoran’s implementation has empowered agents to run efficient offices while harnessing the latest technology to increase their businesses. Corcoran’s clients consistently earn prestigious awards, including 25 achievements earned in the top 100 of the Wall Street Journal and Real Trends Top 400 Realtors for 2009.

Corcoran is a nationally recognized speaker, author, and consultant.  He authored the book “Make a Commitment-Soar to Success in Real Estate” and has spoken on  such topics as “Teaching the Real Estate Broker the Art of Coaching,” “Managing & Converting Your Leads,” “Keeping An Eye on Your Bottom Line,”  “Business Planning for Your Real Estate Brokerage” and “Building and Running A Real Estate Team.”


Bob Corcoran is a nationally recognized speaker and author who is founder and president of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.

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