Working IN vs ON

When you analyze how you spend your time, ask yourself: are you just running on the treadmill, or are you mapping out a trail to greater heights? This distinction between working in your business and working on your business is crucial for long-term success.

Let’s explore the difference and how you can create the right balance to ensure your business thrives.

Treadmill vs. Trailblazer: What’s the Difference?

Working IN Your Business: The Treadmill Approach

Running on a treadmill keeps you busy. You’re actively moving, but you’re staying in the same place. This represents the daily tasks that keep your business running:

• Studying the market

• Prospecting

• Posting content

• Consultations

• Showings

• Managing contracts

These tasks are essential, but if this is all you focus on, you’ll never move beyond the current state of your business.

Working ON Your Business: The Trailblazer Approach

Trailblazers map out a path forward. They plan their route, anticipate challenges, and climb higher with every step. This represents the strategic work that builds the foundation for growth:

• Goal setting

• Developing plans

• Education and training

• Building systems

• Analyzing results

This is the work that fuels innovation and positions your business for sustainable success.

The Importance of Balance

The truth is, that you need both approaches to run a successful real estate business. Working in your business keeps it functioning day-to-day, but working on your business is what drives growth and ensures you’re building something scalable.

Without strategic focus, you risk getting stuck in the cycle of managing daily tasks without ever reaching your full potential.

Action Steps to Work ON Your Business Consistently

To ensure you’re dedicating time to strategic growth, implement these three key weekly commitments.

Your Weekly Planning Session

Set aside 30 minutes every Sunday or Monday morning to plan your week. During this session:

• Review your 1-year and 90-day plans.

• Assess your closed and pending deals.

• Set weekly targets for listing appointments (LA) and buyer consultations (BC).

• Plan lead-generation activities for your database, listings, and content.

• Check your calendar for the next two weeks and adjust for any conflicts.

This habit keeps you focused on your big-picture goals while aligning your weekly activities.

The Weekly Team Scorecard Review

Hold a structured weekly meeting to review progress and solve problems.

• Share big wins

• Review your business scorecard (key metrics).

• Provide updates on quarterly rocks (your projects).

• Identify, discuss, and solve pressing issues.

• Create action steps for the next seven days.

This meeting ensures accountability and keeps your team aligned with your strategic priorities.

CEO Time

Block time each week to work exclusively on your quarterly rocks and high-level strategic goals. This uninterrupted time is critical for moving the needle on the initiatives that drive growth.

Why This Matters

By balancing the immediate demands of working in your business with the strategic importance of working on your business, you’ll gain clarity, focus, and momentum. You’ll stop spinning your wheels and start climbing toward new levels of success.

Remember, real estate is about more than just today’s deals. It’s about building a business that grows with you, one that allows you to adapt, innovate, and thrive in any market.

Take the First Step Today

Are these three meetings on your calendar? If not, now’s the time to prioritize them. Start small, commit to these sessions, and watch how they transform your focus and your results.