Scot Conway, Impact Agent Method

Every choice I've made in my life, consciously and unconsciously, has toppled to dominoes that lead me to this moment. This is where I am now. This is who I am now. If I like it exactly the way it is, then I can make choices to maintain it and stay on this trajectory. If I want ANYTHING different, I need to make another choice. Right here, right now, whether it's a pit of despair or the heights of joy, is a launching pad to what comes next. What's YOUR trajectory?

"Dear future, I'm about to make a move on you."

Lead Indicators
Lag Indicators

I had a discussion about how I count "fixing it" when someone hasn't been doing what they ought to be doing to make a particular set of outcomes happen.

I never expect reality to instantly change. That's not typically how that works. Reality shifts over time as a series of effects from causes set in motion. Effects are often probabilistic and take time.

Here's how I measure succeeding with me: Do your part.

The results will come. You put the causes in motion that produce certain effects, and in the due course of time, you produce the effects.

This is based on a concept of Lead Indicators and Lag Indicators.

I'll use myself as an example.

In the six weeks of holiday feasting and indulgence in abundant snacks, I managed to gain 18 pounds. As a result, I started the year 18 pounds heavier than I wanted to be.

So I set up a plan of activity. As soon as I start implementing my plan, I'm winning. I've fixed it as far as I'm concerned.

That's a Lead Indicator.

Lead Indicators are activity-based. Those are things I can directly control. I have 100% control over whether I complete my daily checklist and my weekly sets.

The result I want is to return to my pre-holiday weight. I don't directly control my weight. I directly control behaviors that affect weight. It takes time.

That's a Lag Indicator.

I do the right activities that ought to produce the result, and the result takes time. I don't produce the result in one day of doing my checklist. I don't get there in a week. In this case, it took me seven weeks to drop the extra weight I'd added during the holidays.

What if I do all my Lead Indicator things (the items I directly control and can change at any time) and the Lag Indicator shows that it isn't producing the result?

I analyze. Do I need to adjust my Lead Indicators? Do I need to ramp it up? Maybe the exercise is not intense enough. Maybe it's not enough exercise. Maybe I'm missing something. Maybe I need to have some more dietary considerations in my plan. Maybe I need to add some supplements.

If I determine that I need to adjust my Lead Indicators, I adjust my Lead Indicators.

I might also need to adjust my Lag Indicators.

In this case, suppose I put a time constraint on how fast I wanted to drop the pounds? It took me one week longer to lose than it took to gain. What if I set a four week goal? Maybe all I needed to do was give myself more time.

Or what if I had set a goal to not just stop at that 18 pounds, but to keep going for 25 pounds... 30... 40. Might I run into a plateau somewhere down the road? I very well may! I might revisit both the Lead Indicators and the Lag Indicators at that time.

The main point here is that there are things we can directly and immediately control, causes we can immediately put in motion toward an intended effect, but we don't control the effect directly. It takes some patience.

When you're dealing with me, I count winning with me as those things you can control. Often, this means the issue is not some thing not-directly-under-your-control, but how you choose to respond to those things. It's not about whether you make mistakes (you will) or forget stuff (you will), but how you handle it when you do. I'm interested in what's under your control and what choices you make - the results will come.

But we must distinguish between cause and effect, between what we do control and what we don't control.

We can determine our Lead Indicators (behaviors) and give an appropriate amount of time and reasonable expectations for the Lag Indicators (results) to come about.

Thought For The Day: "A person who feels appreciated will always do more than expected."

I would probably say "not always more than EXPECTED" but one can be pretty much certain that someone who is appreciated will certainly do more than someone who is taken for granted.

UNFORGETTABLE AGENT

About a third of the IMPACT Agent Method program can be found in the book UNFORGETTABLE AGENT. Perhaps unfortunately, it's not the nuts-and-bolts, step-by-step, use-exactly-this-tech, do-exactly-this stuff that gets you on the fastest path to cash... but if you already have your pipeline full and your client-stream solid... this is a great way to jump in down the road and BE UNFORGETTABLE to clients you already have... and then coming back, their family coming back, and get then referring you.

UNFORGETTABLE AGENT: The Estate Advantage: Business Now & Ongoing Referrals. Be the One They Call First! Includes: to be the first one your clients call, then and for the expertise to help your clients in a unique, elevated way. If you’re just another name on a list, you’re losing business to someone else. gives real estate professionals the tools to become the agent clients trust...

THE ONE QUESTION

"The One Question" isn't really JUST one question... it's a prompt for a way of thinking... a kick off for a philosophical perspective that says that this moment is more than just this moment.

When I talk about the one question "Should this be titled in your name or your Trust?" it comes with a LOT of built in assumptions and can start a chain of thinking. How many times do you think just that one question needs to save someone's whole Estate Plan for them to remember you forever? And talk about it? And recommend you? Just once.

ESPECIALLY if it crashes into a story like Mary. Mary's kids lost $350,000 because the property was not in the Trust. Sherry talks about how her real estate agent reminded her with a simple question, and she remembered to put her new house in her Trust. Then Mary's kids tell the story of how their mother did not get asked that question, and they lost a third of a million dollars because of it... and you're unforgettable... forever.

And what if that's just the beginning? What if you know WAY more than just that one simple question anyone can ask?

You're set up to be the first call... every time... all the time... because you think about this moment AND their future... AND their family... like no one else they've work with does.

And it can START with just that one question... just a few questions... and if you know enough... whole conversations...

“What you get by achieving your goals is not as important as what you become by achieving your goals.” - Henry David Thoreau

LAUNCHING INTO 2026

What's your plan? Playing the same game or a bigger game?

If your goal is to get the outcome similar to what you got last year... are you ready to do the same work? (With the outcome of that work affected by the conditions of our market.)

Do you have loftier goals?

If GCI is part of how we keep score... paying our bills, taking care of our family, giving to our church or charity... we might want to play a better game. We might want to score higher!

What will you do differently?

I'm pondering all these things, too. It's not just for you... it's for you, me, all of us!

We should talk.

A stunning number of people really aren't ready... not even JUST paperwork. "Paperwork Prepared" is only PART of people prepared... but it IS the most critical part!

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