Forget about accountability and consistency

“The key to growth is to learn to make promises and keep them.” – Stephen Covey

 

Without a doubt, one of the things I hear the most from agents in terms of what will make a difference in their business:  accountability and consistency. I don’t think it means what they think it means.

This week, I was at an event with over 300 realtors. I sat down at a table to eat lunch. A very nice woman was next to me, and as we got to talking, I learned that she has been in business for 18 years. The last few years, she had been distracted with trying to work in two markets (long story, not super relevant), but now she was staying put in her main market. 

GREAT!, I said. What’s going to make a difference this year?

She replied, “Well, I think I just need to be more accountable and consistent.”

I paused for a few moments,  “Hmmm...maybe. How about you make a promise or two in your business?”

She almost gasped. She says, “Wow - that sounds harder. Actually, now that you mention it, that resonates much stronger with me. Like an emotional connection.”

Right.

Forget accountability and consistency. Not that those things are bad, but I am not so sure they make much difference for many people. Why?

I looked up the definition of ‘being accountable.’ Here’s what showed up:

“Being accountable means being fully responsible for your actions, decisions, and their outcomes, and being willing and obligated to explain and justify them to yourself and others. It includes owning results—good or bad—rather than blaming others, and being answerable when things do not go as planned. In many contexts, accountability also implies a readiness to report what was done, why it was done, and to accept any consequences that follow.”

Good stuff! But...

Making promises comes before being accountable! If you don’t make any promises, accountability is irrelevant.

I recommend keeping promises (at least for your business) limited in number and incredibly simple. Here are some examples you could use in your business:

• I will add 4 people to my database per month (1 per week)
• I will make 5 calls per day
• I will talk to 50 people or more per week
• I will take one full day off per week (same day every week)
• I will start and end my day on time
• I will spend 15 minutes in my CRM 4 days per week

You don’t need to do ALL of these...you could pick 2 or 3. For example, let’s say you chose just these two:

1. I will add 4 people to my database per month (1 per week)
2. I will take one full day off per week (same day every week)

Here’s what I can promise: you will have an incredible year in 2026. How can I make that promise? Because for one, you will do the things you need to do find 4 people to add to your database. It is a direction that focuses your attention on what matters most in your business: relationships. Secondly, if you take the same day off every week, then you are prioritizing yourself. You are also setting a high standard for yourself and the clients you work with. 

To take the same day off every week, a) you need to be clear that you will keep the promise to yourself; b) you will overall get better at setting expectations with your clients. If you could accomplish these two things, then imagine what else you could get better at??? 

A lot of year is left! I will leave you with another expansion of the earlier quote from Stephen R. Covey:

“As we make and keep commitments, even small commitments, we begin to establish an inner integrity that gives us the awareness of self-control and the courage and strength to accept more of the responsibility for our own lives. By making and keeping promises to ourselves and others, little by little, our honor becomes greater than our moods.” – Stephen R. Covey