The difference between how wholesalers perceive their business and it’s true health can be significant. The reason is most wholesalers only monitor lag indicators (gross sales, growth, million dollar producers etc.). These are important, but only monitoring lag indicators can be very misleading. Metrics like weekly gross sales are not necessarily reflective of how you executed during the week.
If I lose 15lbs in 6 months and then skip 2 weeks of exercise, my weight will still look good. Alternatively, If I exercise for 3 straight weeks for my new program, looking in the mirror isn’t the best indicator of my early success.
As a wholesaler running an intentional business you must also monitor lead indicators consistently to get a true sense of your business health. Lead indicators are the activities that you control the execution of (e.g. scheduling quality meetings). Specifically, the activities that don’t directly affect that week’s sales, but have the largest impact over time. I will be discussing these activities in the next post regarding pillars.