AT AREC 2014, Wendy Alexan­der from Bar­foot & Thomp­son spoke about a suc­cess­ful method of im­prov­ing per­for­mance called ‘keep-start-stop'. Manos Findikakis of Eview Group ex­plains how it works, and how some of Eview Group's high per­form­ers are us­ing it to s

Elite Agent - - CONTENTS - Findikakis Manos

THE HOL­I­DAY sea­son is of­ten a time to re­flect on the year you’ve had and to plan for the year ahead. We all have im­prove­ments we’d like to make and goals we want to ac­com­plish, but some­times it’s dif­fi­cult to know where to be­gin – and even harder to see our am­bi­tions through to the end.

Re­search has shown that set­ting your aim and suc­cess­fully hit­ting the tar­get ul­ti­mately boils down to struc­ture and feed­back. Us­ing a sim­ple but ef­fec­tive tech­nique such as Keep-Start-Stop can turn vague ideas and wish­ful think­ing into real goals by pro­vid­ing a frame­work for your ob­jec­tives and a self-lead as­sess­ment.


Pro­fes­sor Phil Daniels of Brigham Young Univer­sity de­vel­oped the Keep-StartS­top method as a way to fa­cil­i­tate crit­i­cal think­ing when set­ting goals. To­day, this tech­nique is used by aca­demic in­sti­tu­tions, busi­nesses and in­di­vid­u­als as an as­sess­ment and strat­egy guide.

Keep-Start-Stop serves as a road map, re­mind­ing you of what you’re do­ing right and keep­ing you on track to make last­ing im­prove­ments.


Re­flect­ing on your year, ask your­self three sim­ple ques­tions: • What should I keep do­ing be­cause it’s

work­ing for me? • What do I need to start do­ing to reach my

goals? • What do I need to stop do­ing be­cause it’s

hin­der­ing my progress?


This ques­tion helps you de­ter­mine which ac­tiv­i­ties are mov­ing you closer to your goals and keep­ing you healthy, wealthy and wise. Any­thing that is ful­fill­ing, has a track record of pos­i­tive re­sults and adds value to your life goes un­der Keep. It may be help­ful to en­list the opin­ions of col­leagues, friends and fam­ily to iden­tify your best qual­i­ties, es­pe­cially since our in­ter­nal critic can make us blind to our own strengths. As you con­sider the an­swers to this ques­tion, you also need to think about how you build on th­ese strengths and con­tinue to grow in a pos­i­tive di­rec­tion.


This ques­tion is to en­cour­age you to think about what you need to add to your life to reach your goals. It may con­tain tasks you’re pro­cras­ti­nat­ing on, the in­for­ma­tion you need to gather or skills you need to build to at­tain the next level. The Start cat­e­gory is also where you put new op­por­tu­ni­ties.

De­ter­mine which ac­tiv­i­ties are mov­ing you closer to your goals and keep­ing you healthy, wealthy and wise.


The Stop ques­tion is prob­a­bly the most dif­fi­cult and re­quires you to deal with any bad habits, stresses and ac­tiv­i­ties that are hin­der­ing your progress. Th­ese things are of­ten time- or en­ergy-con­sum­ing but pro­vide very lit­tle in the way of ad­vance­ment or hap­pi­ness.

In some cases, it may be as easy as chang­ing your mind­set or ad­just­ing the way you ap­proach a task. In more crit­i­cal cir­cum­stances, you may have to com­pletely elim­i­nate be­hav­iours, thought

processes or even re­la­tion­ships that no longer serve your pur­poses.

Lastly, place your list some­where prom­i­nent, and take time ev­ery day or so to re­visit your an­swers and re­mind your­self of what you’re try­ing to ac­com­plish. Con­duct reg­u­lar re­views of your over­all ob­jec­tives and any mile­stones you’ve es­tab­lished to en­sure they’re still work­ing for you. Keep things flex­i­ble, and don’t be afraid to make changes as nec­es­sary. We are, af­ter all, works in progress!


– Del­e­ga­tion. It took a long time for me to let go of tasks and re­spon­si­bil­i­ties in re­sponse to the enor­mous growth we have had in the Eview Group in the last 18 months. This has al­lowed me to get im­por­tant projects fin­ished on time, and in many cases with a bet­ter out­come than I had orig­i­nally hoped for.

Start – We have three new projects for 2017 – our own NEXT CRM, Prospect­ing Plan and Eview concierge ser­vice com­ing up – so for me it’s a case of pri­ori­tis­ing the next ac­tions, sim­pli­fy­ing mov­ing parts and suc­cess­ful ex­e­cu­tion.

Stop – Ad hoc meet­ing sched­ules! I feel I’m too flex­i­ble with my sched­ule some­times and al­low it to be in­ter­rupted with im­promptu chats or ‘meet­ings’; this puts pres­sure on me af­ter hours to have ur­gent mat­ters at­tended to and com­pleted.


– Stay­ing fo­cused on prospect­ing and faceto-face ap­point­ments. Pre­sent­ing the Eview op­por­tu­nity at large-scale events has been some­thing that has been truly suc­cess­ful for us this year.

Start – Since chang­ing roles within the com­pany from sales to re­cruit­ment, I have learned that prospect­ing for new sales list­ings is no dif­fer­ent to prospect­ing for peo­ple, so we can con­tinue to grow our franchising busi­ness. Hav­ing a de­fined strat­egy, a clear mar­ket­ing plan and set KPIs will help me achieve my goals this year.

Stop – Say­ing ‘ Yes’ to ev­ery­thing! Say­ing ‘No’ to peo­ple is such a skill, and one that I need to de­velop with the help of my coach, Tanja [Jones]. My day starts well with sched­uled ap­point­ments and then in­ter­rup­tions start, which leaves me with work to catch up on at home late at night, which is not ideal. So I need to learn to say ‘no’ po­litely and di­rect the en­quiry to the right peo­ple within our group.


– What is work­ing for me is prospect­ing with a mix of per­son­alised mar­ket re­ports and busi­ness cards to ac­com­pany the mass au­to­mated mar­ket­ing to my core area. The re­sponse rate has been sig­nif­i­cantly higher and gen­er­ally re­turns mo­ti­vated ven­dors, rather than those just seek­ing a price.

Train­ing has been a huge part of my 2016 and one of the key rea­sons my team has tripled our busi­ness in the last year. I lis­ten to au­dio discs in the car, at­tend con­fer­ences and bootcamps as well as hav­ing quar­terly sales train­ing with Aaron San­soni, which has taken my list­ing pre­sen­ta­tion to the next level.

Start – In 2017, I want to take my sys­tems and struc­tures to the next level, where all mem­bers of the team know their roles and KPIs so we are more ef­fi­cient and max­imise more per­sonal time for our fam­i­lies and leisure. I also feel to date that I haven’t done the best job with seek­ing re­fer­ral busi­ness, which has come in on its own. I want to make more of an ef­fort to lever­age off our happy clients in the hon­ey­moon pe­riod be­tween sale and set­tle­ment.

Stop – I don’t need to con­trol ev­ery part of the process, and I trust my team to de­liver, so some­thing I have al­ready stopped is non­dol­lar pro­duc­tive ac­tiv­i­ties.


– I’m a pos­i­tive per­son and I en­joy the train­ing rou­tine I have set for my­self. I like lis­ten­ing to the coaches, Tom Panos, Josh Phe­gan and oth­ers; that gets me into a pos­i­tive mind­set to start the day. I’ve got into a good rhythm with my ideal day and week; for ex­am­ple, calls in the morn­ing and so on. Even now that I have my own busi­ness, my fo­cus on list­ing and sell­ing hasn’t changed as Eview take care of the back of­fice for me.

Start – I am go­ing to try some med­i­ta­tion and also get back into the gym, a walk of a morn­ing or a class of some sort.

Stop – I started with my own busi­ness on 1 Au­gust, mov­ing from a large fran­chise. So far it’s been great, but I need to stop wor­ry­ing about oth­ers’ per­cep­tions about both my­self and the busi­ness; it takes up a lot of en­ergy and is not that pro­duc­tive.


– I’m a great be­liever in con­tin­ual im­prove­ment and en­gage sev­eral coaches for the dif­fer­ent as­pects of my busi­ness. As a sell­ing prin­ci­pal, I need to wear many dif­fer­ent hats. I surround my­self with amaz­ing coaches and men­tors, and train with high achiev­ers so that I can de­liver bet­ter out­comes for our clients and my team. Of course, I work with the most ex­cit­ing com­pany, Eview, so I am priv­i­leged to be sur­rounded by pos­i­tive, for­ward-think­ing lead­ers and col­leagues who are work­ing at an elite level and are al­ways im­ple­ment­ing suc­cess strate­gies that I can model.

I was re­cently in­tro­duced to a great pro­duc­tiv­ity app called Po­modoro, which en­cour­ages you to fo­cus sin­gle-mind­edly in blocks of 25 min­utes with five-min­utes breaks. My team love it, and we achieve a lot more than when we were try­ing to mul­ti­task!

Start – 2017 is our year of au­toma­tion. I want to im­prove our sys­tems and fo­cus on fun and dol­lar pro­duc­tiv­ity. We are look­ing at out­sourc­ing mar­ket­ing and low-value ad­min­is­tra­tive tasks. We are mind-map­ping our client man­age­ment and lead gen­er­a­tion trails so that they can be au­to­mated wher­ever pos­si­ble.

Stop – We have a pic­ture of an ideal client and gen­er­ally we deal with the most amaz­ing peo­ple who trust us, our process and hap­pily pay a pro­fes­sional fee for our ser­vices. Oc­ca­sion­ally, my ego in­ter­feres with my in­tu­ition and I take on busi­ness that I know in my heart is not good busi­ness. I think a lot of agents are con­di­tioned to take all busi­ness, but the bad busi­ness is soul de­stroy­ing – it changes your en­ergy lev­els and de­stroys your con­fi­dence. If we deal only with the good ones who have re­al­is­tic ex­pec­ta­tions, who are mo­ti­vated to move, then our busi­ness is an ab­so­lute plea­sure. So in 2017 I will en­sure that I stop let­ting my ego in­flu­ence my in­tu­ition!

In 2017 I will en­sure that I stop let­ting my ego in­flu­ence my in­tu­ition!

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