By Bruce Keith

Here’s a fascinating analysis of how doing the extra things necessary to come out on top will make a huge difference in your overall results.

A study of the top professional golfers in the world revealed how close the difference is between being good and being exceptional. The performance difference between the highest money earner versus the 10th highest money earner was only 1.9 strokes per round. That’s all, 1.9 strokes!



Not a big difference but here is where it really showed up. The No. 1 earner made five times as much money as the 10th highest earner – five times! That was the difference between being good versus being the best. The top performer who was doing the right things consistently made five times as much money as No. 10.

Was the No. 1 one golfer five times better than the No.10 golfer? Absolutely not. Was he even twice as good? Definitely not. The difference for five times the amount of earnings was only 1.9 strokes per round… and that works out to being only 2.7 per cent better.

The best golfer in the world is just better at doing the little things that add up over time. You don’t have to be dramatically better than your competition. You just need to be doing the right things better. So what would be on your list? Where is your best opportunity to excel?

A great place to start looking for things you can do better are those tasks that you already perform very well. Don’t focus on your weaknesses – focus on your strengths. This is where your confidence level is at its highest and this is where you can really stand out.

Make a list of the top three things you do.… things like your listing presentation, sticking to your routine, asking for referrals, closing naturally and comfortably, avoiding interruptions and handling rejection. Now focus on how you could make those three items even more exceptional. What could you do to be that much better? That’s where you will see immediate results. You can branch out from there.

Have fun with this. What I’ve learned is that it’s exciting to see your growth in areas where you already overachieve. Remember, you only need to be 2.7 per cent better. No excuses.


Procrastinate on purpose 

Author Rory Vaden recently published an excellent book, Procrastinate on Purpose. In it he shares his Five Permissions to Multiply Your Time.

One of these permissions focuses on the use of systems. Vaden says that systems will save you time on an ongoing basis, not just once.

Here is a key insight: “Systems in place have the same effect on your time as compound interest has on your money. As long as the system is in place, the benefits keep on building forever.”

The word procrastinate in the title of his book refers to the concept of installing systems that make things happen automatically. There is no doubt that with better systems you will be leveraging yourself to greater productivity.

Two aspects of systems I’d suggest you look at:

  1. Do I have the right systems in place? Examples: lead follow-up, staying in touch with past clients and centre of influence, pre-listing system, keeping my environment organized and clean.
  2. Can I enhance any of the existing systems I currently rely on? Are these systems working as effectively as I want them to? Example: self-improvement (practicing scripts), my listing presentation (especially when presenting my marketing plan) and my money management system.

Great systems in your business are like a secret weapon. However, if you really want to take your business to a whole new level, make sure your systems are always improving. Like Rory Vaden says, with systems, the compound effect on your time saved is enormous. No excuses.

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