More listings, more money, better life   We are closing in on a new year and hopefully all of you are planning out your goals for next year.  I dont usually get into end of year planning but, this is such a weird year that I felt like I should address this topic.     One of the reasons I felt like this was important is that unlike in other years is that everything has been changing so fast.  I know thats how it feels---everything is so different than it was last november.  When I say things are so different now Im not necessarily talking about politically or even economically even though areas are massively different than a year ago.  Im talking about the differences in how we live--how we work --fundamentally how we spend our time and attention.  And all this matters to a very large degree as we think about how we will attempt to reach more people and convert those people into listing their houses with you.   Let me ask the question - what are you going to do this year that will propel you forward?  When i meet with teams and we decide on a 12 month business plan I usually take time and make sure that we are addressing the appropriate areas--some of this is getting the culture right--meaning that the culture is in alignment with where the team is headed.  Many times  in newer or smaller teams there simply is no unifying culture.  Once we address the soft portions of a team or business I like to get into the nuts and bolts.  I want to know how they retain existing clients and making them brand ambassadors when they are at work or at play.  How do they get new clients?  Where will they get new clients?   Im gonna do a quick and dirty rundown of some of the things i am telling my clients to be mindful   The first area I always encourage clients to look at is their sphere of influence and your database.  Everyone thinks they are in touch with their sphere until they find out their good friend just listed with someone else.  SOI and database at first seem like one pillar but, i find it helpful to separate the two.  On your sphere in this time of constrained supply sellers have a ton of choices so you need to be extra vigilant that everyone in your sphere knows what you do and why your the best at it.  The same thing for your database but, the connection you have with your soi and your database is often different---the connection you have with your database is more tenuous than your sphere but, the goal is the same.  For everyone in your database you need to stay very much in front of them right now.  They need to know that your a realtor and that you can help them. The question is can you really help them?  What is your unique value proposition?  Why will your soi and database put you at the top of all the other agents they know?    When is the last time you spoke or texted to everyone in your phone?  Whens the last time you sent out handwritten notes?  Im not going to cover all the stuff you can do to get closer to your soi or database i just want to remind you that the lifeblood of your business are the people you know.   And If you dont know that many people you need to go out and meet them---more than that you need to go out and help someone and then help someone else---sooner or later you will have a whole bunch of people that will be singing your praises.  Whats that zig ziglar line?  Help enough people get what they want and you will get what you want.  I think thats true. What if your in the right now game? I need a deal right now because---I need to pay my rent or I need to feed my kids or whatever--I totally understand. If you need a listing right now lets talk about what you can do right now.  The first thing is this---do you really need a listing right now because if thats true I would ask you how did door knocking go yesterday?  Maybe you think you need a deal right now but, that door knocking thing---well thats not my thing and hey arent we battling covid?  For the person that says they need a deal but, are not wil