Not sure about you, for me, it is overwhelming to see how the world has come together in this crisis. As McChensey, Covey, and Huling wrote so well in the “4 Disciplines of Execution,” when you have “singularity of focus,” the trivial gets minimized.
Yet, for me, it’s also a paradox, the dichotomy of our lives right now as we push forward in adapting to new work routines, new ways of connecting, and new ways of contributing to our communities. At the same time, we watch first responders, doctors, nurses, and even the local grocery store staff pour their hearts each day into serving others. It’s been inspiring to see the greatness in humanity.
This week at JPAR, we started a free series called the 8 AM club. The intention was to help our associates, staff, and business partners adapt to new routines, new ways of working and delivering empowering messages to help adapt during this time of transition.
On Monday, Seth Denson shared the power of a solid foundation. “Did You Build It Right?”
Tuesday, Tanya Waymire shared “How You Choose To Show Up Is Everything.”
Wednesday, Jose Ruiz shared the science of “Being Intentional.”
Thursday Germaine Gaspard shared a powerful message about: “Know This: What You Are Becoming Is What You Are Doing.”
Friday, we capped off the week with Sylvia Marusk, who shared: “Stress – the Silent Killer.” Getting Out Of The Stress Response & Getting Into Restore & Rest.
The series is just one step we are taking to ensure our JPAR associates, staff, and partners don’t just survive – they thrive.
Next week’s theme? How to deal with things when they go out of control.
If you don’t like it, change it.
If you can’t change it, change the way you think about it!
It seems we are all spending a lot more time sharing, talking, and communicating on video platforms and social media. This virus event will change us in ways we’ve never imagined. Yet here’s what I know – we are all in it together.
As I was thinking, just a few weeks ago, most of us would say, “we don’t have the time!”
Time is currency.
And now we have all the time in the world. What will you do with it?
Here are a few action items to consider:
Throw out the OLD rules
One of my favorite movies – Apollo 13 – has a scene where ground control is calling up a new procedure for the astronauts. “Aquarius this is Houston, we’d like you to rip the cover off your flight plan!”
Your 2020 business plan just changed, and I’d like you to rip the virtual cover off your plan and write a new procedure.
At JPAR, we have written a 21-question digital business review, now is the time to dig into that review and rewrite the plan.
First, make sure your database is ready to support you and your growth. My surveys show 50% still work off sticky notes and spreadsheets… now is the time to get organized.
Second, find a market that fits your selling style. Then, find an area ready for your focus. Hyperlocal expertise will never be more important. Be a specialist, not a generalist.
Third, leverage video. A bad video is better than no video. Consistency and value are key.
Fourth, social media. Be helpful. It does not need to all be about business.
Fifth now is not the time for marketing as usual.
- Leverage the free resources at KCM and NARConsider starting a FB group for your neighbors, moms’ group, guys groups.
- Host a weekly happy hour or weekly virtual meetups
- Send texts, calls, or ten handwritten notes a day – thinking of you, how about you doing, is there anything I can do to support you?
- Pause the door-knocking & flyer drop-offs
- Use FB groups as a way to be helpful not to sell yourself
- Turn off or update any automation
Build a solid ROUTINE
One size does not fit all! You’re probably tired of hearing the same old line… do these four things in the morning. The truth is my routine may or may not work for you.
There have been a lot of successful people over the centuries of human history. And if you look at just a few of them, they certainly don’t do the same things. But what they do have in common are daily routines, something that they do day in and day out, without fail.
The key is finding the routine that works for you.
In his book, “The Miracle Morning,” Hal Elrod outlines the science, system, and secrets of a powerful routine, even if you are not a morning person! One of the most powerful concepts I learned from Hal is to “set your intentions before bed!”
You know that feeling of connection when shared goals and interests bind us together? During this time, there has never been a greater need for connection, for services, for innovative solutions.
Wants and needs are all around you. We know the problem; can you provide the solution for your sphere of influence?
One example – a JPAR agent is featuring a virtual interview each day on Facebook with a local business owner that has a drive-through, delivery of drop off services.
Rely on EXPERTS to strengthen your voice
Separating charged emotions from facts and data is an essential skill these days. One of the best ways to amplify expertise and convey calm is to leverage other voices of authority.
One of the best is my good friend Steve Harney, Founder of Keeping Current Matters and, of course, our National Association Of REALTORS®.
And of course, we can all review reliable information from national sources such as the Center for Disease Control (CDC)
PASSION OVER PERSUASION
Do you find yourself getting mired in detail of this crisis? It is not uncommon – as I recommend above – to surround ourselves with technical experts and forget the power of human nature.
Crises are not solved with reason and data alone. We must never forget we are first and foremost humans with emotions. We have families and lives outside of deeply important work. When we lead with empathy, we demonstrate dedication and compassion for those we serve.
There you have it. Time is currency. And now that we all have some extra time, what will you do with it?
Throw out the old rules; build a new solid routine; rely on the experts to strengthen your voice and remember the most: your strategy matters and your passion rules!
A few weeks from now, you might be asked, “So, how are those New Year’s resolutions working out for you? The dream is that our goals and resolutions lead us to higher ground, to new horizons. They can give our eyes a focus, our mind an aim, and our strength a purpose. Without the positive pull forward of a goal, we could risk remaining forever stagnant, or even worse sucked into a backward spiral.
So why is it so hard to keep and reach some resolutions, some goals?
We have all felt the excitement that comes with setting a new goal, but then, as time progresses, excitement can morph into anxiety. This is because we are facing the reality that we are so far from our goal and have no framework or strategy of how to get there.
So how do you overcome life’s hurdles and personal mental roadblocks to reach your BIG goals?
Well, first, a blinding flash of the obvious: When you set goals for yourself, it is important that they motivate you: this means making sure that they are important to you, and that there is value in achieving them.
Motivation is the key to achieving goals. Set goals that relate to the high priorities in your life. If the goal is truly not important to you and you can’t tie it back to why it’s meaningful, your chances of success diminish. Yet wait, there’s more:
The reality is, there’s a SCIENCE to goal setting
In over 650 studies completed with over 50,000 participants, scientists analyzed what worked best when goal setting. Overall, individuals who focused on Process Goals had more success in reaching their goals than those who simply set Performance or Outcome Goals.
So, what is the difference between an outcome goal, a performance goal, and a process goal?
An outcome goal is one that isn’t really under your control. Instead, it’s based on outside circumstances. For example, if your goal is to the #1 selling agent in your market, that’s a goal that’s not only based on your numbers but also the numbers from other agents in your market too.
Performance goals are personal achievement goals. They are the building blocks that help you reach your outcome goal. A good performance goal example is to “beat my personal record of 21 homes sold in a year.
Process goals are completely under your control and are composed of the things you do on a daily basis like habits and routines. Think of these as the small steps you take to get to your performance and outcome goals every single day. An example of a process goal would be to “spend 60 minutes prospecting daily” or “40 minutes of cardio work.”
So, there you have it, the science behind more effective goal setting. Create a goal that is important to you and one you can be reminded frequently as to why you are pursuing it. Then, break those outcome goals down to the daily activities, the daily processes. Now your likelihood of achievement is dramatically improved.
See if one on one coaching is right for you: www.jparcoaching.com
I love this time of year… a time of reflection and redirection. A time where everyone is just a little bit kinder, gentler and more giving. As we enter the last few days of the year, I trust your kindness will be known to all.
Speaking with so many of you, your business plans are ready… you are reflecting on what worked, what didn’t and the adjustments you will make in the New Year. Here is what I know, from working with agents, teams, and brokerage business plans over the world:
6 mistakes you can avoid, 6 things you should double-check on your 2019 plan:
One – Most of us are not thinking BIG enough, if your plan is too comfortable it’s probably too small. Everyone reading this – and has the desire – can DOUBLE their business in 2020.
Two – Not being very clear on where the business is coming from today – and how you will continue or expand that – AND the few TESTS you will do each 90 days to create new sources of business in the new year.
Three – Doing more of the same thing and expecting a different result.
Four – Not breaking down the details to a DAILY ACTION
Five – Not having the leading and lagging indicators UP and VISUAL
Six – Not being clear on the benefits – the why – and what happens when you do or don’t achieve the outcome.
Creating a 90-Day Hustle
The point of a 90-day hustle is that it stops you from focusing on all your goals for the year. Instead, the 90-day hustle allows you to take your goals for the year and then break them down into 90-day stretches, 30-day stretches, 2-week sprints and finally DAILY ACTIVITIES.
STEP 1: Review your goals
Research shows your goals should be no more than 3 (major ones) for an entire 12-month period, and then you’ll break down those goals into all the steps needed to achieve them… those become part of your 90-day stretches.
Take your business plan, look at what your main goals are for the next 12 months and then think about how you’re going to break them down into smaller chunks, so achieving them is just a little easier.
This would be a good time to review the difference between outcome, performance, and process goals.
STEP 2: Review your business plan
Make sure your plan is consistent with your goals and avoids the 6 biggest mistakes outlined earlier.
If you need help coming up with a more concrete plan or aren’t really too sure what you want to focus on, then I’d recommend using this workbook by Amber McCue. It costs a few bucks yet well worth it… it’s called “Fresh Start” and many people call it a secret weapon for planning out the year.
STEP 3: Put it all together into a 90-day hustle!
Once you’ve reviewed your goals and your strategic plan, think about the first three months of 2019 and what you want to focus on to achieve your 2-3 main overarching goals.
Pick 1-3 steps to focus on for the next 90 days. Don’t try to do it all. Less is MORE.
In fact, research shows you shouldn’t be doing any more than 3 main things over the next 90 days. Less is more and proven.
Break these down further into daily, 2 week and 30-day stretches. You should end up with 30 day, 60 day and then 90 day’s worth of goals. Consider using an APP like PRODUCTIVITY to get accountability on daily actions.
Include all the nitty-gritty details in your 90-day hustle. Work backward… start with your overall goal for the next 90 days and then break this down into all the steps you need to take to achieve it. Don’t forget to schedule in your downtime, family time and charity obligations. Then SCHEDULE IT. You can then create all your to-do tasks as well and add them to your Google Calendar.
So there you have it, 6 checkpoints to validate your business plan and a format for a 90 day hustle.
I’m often asked, Mark what should I add to my business? Consider this: always be testing… pick 1 promising idea (grove it) and then considering adding another promising idea every 90 days.
Have you considered testing:
- A consistent process to re-working previous leads from ALL sources?
- Creating a KPI of 2 referrals per year from all past clients and everyone you know?
- Expired listings in the upper end of the market are a real thing, what’s your expired campaign?
- More Personalization in everything you do? (We are in a relationship business, yes?!)
- More use of VIDEO? (Community and local business highlights)
- Leveraging BUYSIDE or Home Value models?
- Building your out of market referral network?
- Inviting curious neighbors to open houses?
- On-line lead generation you control – FB, LinkedIn, Insta?
- Is this the year to wear a name badge or other branded swag?
- Leveraging or building your consumer REVIEWS?
- Becoming the HUB of all things in your area?
So, what is YOUR 90-day hustle going to look like?
This week I had the opportunity to speak with several real estate agents about their upcoming 2020 New Years’ resolutions. Research has shown that about half of all adults make New Year’s resolutions. However, fewer than 10% manage to keep them for more than a few months. Like me, does this statistic make you wonder why? What’s the solution? Consider this:
What would happen if starting today, you never tolerated inaction in yourself? Think about that for a moment again, what would happen if starting today you never tolerated inaction in yourself?
From the book, Atomic Habits, there is a common mistake that often happens to too many of us. The error has to do with the difference between being in motion and taking action. They sound similar, but they’re not the same.
When you’re in motion, you’re planning and strategizing and learning. Those are all good things, but they don’t produce a result. Action, on the other hand, is the type of behavior that will deliver an outcome.
Here’s a couple of practical examples:
- If I outline 20 ideas for articles I want to write, that’s motion.
- If I write and publish an article, that’s action.
- If I email 10 new leads for my business and start conversations with them, that’s motion.
- When I set an appointment, that’s action.
- If I search for a better diet plan and read a few books on the topic, that’s motion.
- If I eat a healthy meal, that’s action.
Sometimes motion is useful, yet it will never produce an outcome by itself. It doesn’t matter how many times you talk to the personal trainer, that motion will never get you in shape. Only the action of working out will get the result you’re looking to achieve.
If the motion doesn’t lead to results, why do we do it?
Sometimes we do it because we need to plan or learn more. But more often than not, we do it because motion allows us to feel like we’re making progress without running the risk of failure. Most of us are experts at avoiding criticism. It doesn’t feel right to fail or to be judged publicly, so we tend to avoid situations where that might happen. And that’s the biggest reason why you slip into motion rather than taking action: you want to delay failure.
It’s easy to be in motion and convince yourself that you’re still making progress. You think, “I’ve got conversations going with four potential clients right now. This is good. We’re moving in the right direction.” Motion makes you feel like you’re getting things done. But really, you’re just preparing to get something done. When preparation becomes a form of procrastination, you need to change something. You don’t want to be planning merely. You want to be practicing.
Some ideas to get out of motion and into action:
- Work expands to the time you give it: Set a specific time for each task.
- Set a schedule for your actions: Basic time blocking.
- Pick a date to shift you from motion to action: set hard deadlines.
- Ignore, switch your feelings: “I don’t feel like it” to “Let’s get this done!”
For some goals, setting a daily or weekly schedule doesn’t work as well. This is the case if you’re doing something that is only going to happen once: studying for your broker exam or getting your GRI. These things require some planning upfront (motion). They also need plenty of action to complete them. For example, you could set a schedule each week to study. In a situation like this, research shows it’s best to pick a date. Put something on the calendar – like the test date. Make it public. This is when X is happening. In other words, set a HARD DEADLINE.
Research shows that people who make a specific plan for when and where they will perform a new habit are more likely to follow through. Too many people try to change their habits without these basic details figured out. We tell ourselves, “I’m going to eat healthier” or “I’m going to write more,” but we never say when and where these habits are going to happen. We leave it up to chance and hope that we will “just remember to do it” or feel motivated at the right time.
Hope is not a strategy!
An implementation intention sweeps away foggy notions like “I want to work out more” or “I want to be more productive” or “I should vote” and transforms them into a concrete plan of action.
Many people think they lack motivation when what they lack is clarity.
A straightforward way to apply this strategy to your habits is to fill out this sentence:
I will [BEHAVIOR] at [TIME] in [LOCATION]
- I will follow up with 4 leads a day for 30 minutes at 9 a.m. in my office.
- I will complete part 1 of my project, investing twenty minutes at 10 a.m. in my office.
- I will exercise for one hour at 5 p.m. at my gym.
- I will make my wife a cup of tea at 7 a.m. each morning in the kitchen.
Give your habits time and space. The goal is to make the time and location so apparent that, with enough repetition, you get an urge to do the right thing at the right time, even if you can’t say why.
To put it: planning out when and where you will perform a specific behavior turns your environment into a trigger for action. The time and place trigger your behavior, not your level of motivation.
Motivation is short-lived and doesn’t lead to consistent action. If you want to achieve your goals, then you need a plan for exactly when and how you’re going to execute on them regardless of how you feel.
There are some lessons that only #failure can teach. Failure is not the problem… inaction is… procrastination is.
Let’s commit this week to move from motion to action.
Like many of you, I’m coming off a major Thanksgiving holiday. Full of friends, family and the food coma. A study from 2007 found that eating a meal with a high glycemic index shortened the time it took for people to fall asleep by about 50% when compared to those fed a low glycemic index meal.
But there’s likely more than one reason a Thanksgiving feast can end in sleepiness. A study from 2009 suggests that cross-talk between the gut and the brain after a meal activates the hypothalamus, which indirectly stimulates regions responsible for sleep while simultaneously suppressing regions responsible for wakefulness.
In last week’s blog, I wrote about the Mindset, Attitude, Actions, and Results circle. That’s kind of like the cross talk between your gut and the brain after a big meal, yes!? Here is what we know, the difference between mindset and attitude are clear: mindset is a way of thinking; that in turn drives your attitude which shows up in how you approach things, your language tone and posture. That in turns drives your actions and your behavior which ultimately delivers an outcome or a result.
So, IF your business is in a food coma, or you are being proactive to avoid the holiday business coma, here’s 2 steps to consider.
1. Improve your posture and increase your daily physical activity over the next 4 weeks.
2. Make sure your business plan is relevant and up to date by 12/1. And in that process ensure you:
a. Define YOUR unique value
b. Trouble shoot any issue holding you back
c. Be clear and FOCUS on a clearly defined target market
d. Get in a small group
Move your body MORE
Tony Robbins, consultant and coach to CEO’s and self-help guru believes that what the body does, the mind follows. Wake up your body and your mind is awoken.
Example: what is your posture at this moment? When was the last time you went on brisk walk? How do you carry yourself? How do you dress yourself? How does your face look at this exact moment? Change your physical state: Take a daily walk, sit up straighter, put a smile on your face, dress the part for your industry and see if that doesn’t have an immediate effect on your mindset.
If you’re interested, look into the book “Presence” where author Amy Cuddy explains the science behind all of this and even shows you a couple of power poses. Here is a link to her amazing Ted Talk.
Is Your Business Plan Relevant?
Define your value and remember it’s NOT all about you! Be TOTALLY clear about how choosing you as a real estate agent benefits your prospect. When someone asks you what you do, it can be tempting to list your awards and accomplishments. Try to be mindful about naming specific ways your services benefit sellers, buyers or investors. Benefit-focused value statements resonate with prospects in a meaningful way. For example:
I specialize in helping empty nesters find the luxury downtown condo that’s just right for them.
I am a ninja negotiator with a track record of selling homes at an average of 2 percent over list.
Want to sell fast? Then I’m your real estate agent, as my listings sell in 26 days on average, 13 days faster than the norm.
Troubleshoot any issue holding you back. Unless you are a hobbyist in real estate, you’ll need systems for:
Consistent quality – for you, your clients and your partners.
Simplifying your workload – like a checklist for a pilot before takeoff
Saving time – less time wondering what to do next and more time doing it
Highlighting and eliminating inefficiencies
Growing your business – serve more people, make more money
Do you have a clear TARGET?
When we see agents and teams struggling, too often their target market is just not specific enough. Many agents and teams may have several different types of target markets. Yet, for the purposes of marketing your business, you want to start with a laser focus on sellers and buyers. Your target market profile should be specific enough to answer basic questions like:
Where can you find sufficient numbers of them in groups?
What media do they consume? (How to reach them)
What blog sites, websites, forums do they frequent?
How engaged are they on social media and which platform?
What associations do they belong to?
The power of a small group. If your business is struggling – or you want to avoid the holiday coma – as the business owner, it can be tough to see the forest between the trees. It’s easy to get in overdrive mode putting in more hours working in the business with little or no time left to work on the business. This is where it would be wise to seek expert from like-minded individuals, a business coach or BOTH.
What action will you take to get out of OR avoid a business holiday coma?
As we head into this Thanksgiving week, many of you have probably started putting together your shopping list to prepare your favorite family recipes. Perhaps some of you have even already fought the grocery store lines while others cross their fingers that the store will be open Thanksgiving morning to get the last minute missing ingredient.
While you balance the thoughts of the pending home invasion of long-lost relatives to your personal desires to increase your productivity from 0 to 20 after being inspired by Travis Robertson’s motivational lessons in the real estate playbook.
Whether you’re the one who has already fought the grocery store line and has their 2020 business plan in its final review or you are secretly dreading putting pen to paper to write out next year’s goal and all the while are hoping there is enough butter to make grandma’s famous mashed potatoes, here is a “recipe” to win your new year.
Warning… this is a long one, full of nuggets. It may take a few passes to pick up the points that apply to you and your current situation.
Are you interested in GROWTH or COMMITTED to growth? If you are committed to growth, this is one you may want to bookmark and revisit from time to time.
As you think about it, your favorite dishes more than likely aren’t just thrown together but have been perfected over time. From heating the oven to adding the extra teaspoon of ground pepper to the final cooling time, everything is deliberate. Your real estate practice is the same way.
What is your real estate business secret recipe? Perhaps you don’t have one or are just looking to perfect your own. Unlike grandma, I’m here to share my “secret,” but not so secret recipe for success.
Before you even begin to cook, you will need to pull the recipe out read it over a time or two and prepare a plan of action. What ingredients do you need to shop for, when will you start the oven in order to ensure the food is prepared just in time for Aunt Mildred to show up fashionably 30 minutes late.
Step 1: Mindset and Time Management
“What Would Happen When You Shift Your Focus?”
This first image of today’s blog comes from the work of Stephen Covey who wrote a great book about how to put first things first. My biggest learning was “understanding that increasing my personal productivity is a process, not a destination.” Where are you spending the majority of your time? Are you spinning your wheels doing a not urgent and not important task because it’s easier or maybe you just don’t have to face a dreaded phone call that is urgent but unfortunately bearing bad news? What adjustments need to be made? Take a step back today and look at what activities are capturing your attention and what you have pushed aside. Perhaps you need to reorient yourself and focus on that task or even hire someone to do it that you can manage. Or else you need to eliminate the fluff that has had your undivided attention.
The next step in the preparation is looking at your mindset. “Do You Have A Fixed Or A Growth Mindset?”
In the second image, you’ll see the Mindset, Attitude, Actions, and Results circle. As nouns, the difference between mindset and attitude are clear: mindset is a way of thinking; while attitude is how that mindset shows up in your approach, language, the position of the body or way of carrying yourself. To illustrate, remember the story of the tortoise and the hare?
The hare was so certain that he would win that he sat down and went to sleep during the race.
The tortoise just plodded on and kept going, always thinking that he had a chance of winning. When the hare woke, he started running as fast as he could, but he was just too late: the tortoise had won.
The hare had a fixed mindset. He believed that his innate ability would always mean that he would win whatever he did.
The tortoise had a growth mindset. He believed that he needed to work hard and keep going if he was to win. He was also not afraid of failure or he would never have agreed to race the hare.
Develop that growth mindset to get on the winning track. Now that you have developed your mindset, you can start heating up. Do this by warming the oven, or in real estate terms, develop yourself before you even begin to combine the ingredients or in this case, work with clients.
Step 2: Preheat the “oven” with Product Knowledge
A common trait among all top producers, they know the market. Success leaves clues, you need to know as much about your product as possible. Know the current inventory of properties offered for sale or lease. Spend time learning the different aspects of the neighborhoods and surroundings in the areas in which you have the most business. Be confident in your knowledge of the product. Know more about it than any of your competition and it becomes a differentiator. Constant challenge agents and brokers have is being different, as Seth Godin says, “Be different, or charge less.”
While the oven is preheating and you’re filling your head with market knowledge, you need to look over your entire recipe and lay out all your ingredients. Perhaps there are steps that overlap, but you want to make sure you’re ready to execute multiple steps at the right time. You need to have a mindset when you go into
Step 3: Combine your winning ingredients
- 1 cup of Purpose, Passion & Strategy
- 2 Tbsp Selling Skills
- 3 tsp Marketing Skills
- 4 cups Sweat & Financial Equity
1 cup Purpose, Passion & Strategy
All the product knowledge in the word won’t swerve you or your clients if you lack passion. ‘Passion’ is a word so excessively used and almost always blindingly paired with work, that if you actually ask around you may find that not everyone really gets what passion is. At the root of it all, it points to that strong emotion you have inside of you, for someone, or something. And anyone who has ever succeeded in making a name for themselves would probably state their passion as a reason for their success, but do you know yours?
When it comes to passion – a strong emotion of desire – there is a need to be brave enough to both acknowledge and embrace it. Some let their passion take over the wheel and do things that challenge the status quo, push boundaries, wreck tradition and ultimately reshape the world as we knew it. To strive for your passion is to be different from the rest.
Yet we know passion is NOT a strategy. We can name political battles, wars and other activities where both sides were passionate about their cause yet LOST. Consider implementing these strategies in your business so that you can see massive growth and maximum success this year.
The Planning Strategy: Create a business plan — and actually work it.
The Reconnection Strategy: Reconnect with your sphere of influence and stay connected.
The Social Strategy: Tighten up your social media.
2 Tbsp Selling skills… knowing what and how you say it matters
There is a subtle art to influence and persuasion, especially in the emotionally-charged world of residential real estate sales. It is essential to be looking for the lessons in your exchanges with others. Become a “student of engagement.” Our unique B.A.N.K. code training helps you master engagement.
Developing trust relationships requires continuing engagement which helps build human trust and confidence, so essential to real estate transactions. Not all of your database needs to hear from you every day, but contacts do need to hear from you based upon the depth of your relationship and their need for your services. And don’t forget the friends of your contacts, referrals have always and continue to be one of the strongest ways to earn new business.
3 tsp Marketing Skills
I’ve seen so many struggling teams and solo agents trying to “brand themselves” into the business using passive and influence strategies. It simply won’t work. Marketing a physical product is much different than marketing a professional service.
Professional services respond to direct response marketing, like “Curious About The NEW value of your home? Find out by…” With a clear and concise “call to action” CTA you will gain your fair share of appointments and sales.
4 cups Sweat & Financial Equity
I don’t know your current financial situation, yet I do know if you have read this far you have the desire to grow your business. And whether you have no money or lots of money it doesn’t matter. What matters is your RESOURCEFULNESS and your commitment. We just released to our JPAR family, a video training on 6 lead generation strategies you can execute today with ZERO dollars. Resourceful people are imaginative, pro-active, open-minded and persistent.
I knew an agent once that was dead broke, she printed a bunch of Zillow Zestimates by addresses in her area, walked around and handed them out with a handwritten note that said “I wonder if this is accurate? Let’s talk to find out.” That’s creative, resourceful and cost her only her time and a few low-cost materials. And yes, it created a business.
At the same time, dumping money into any new shiny marketing opportunity or lead source is worth nothing if you don’t act upon it. You could have all the financial equity in the world, but if you don’t put the sweat in the investment was a poor one.
Now you have mixed all the ingredients and are ready to pour it in the pan. A bowl of batter is just that before it’s poured into a pan to be molded into a cake. It bakes because of the adversity it faces in the heat of things. In real estate, you will grow by jumping into the heat and working with your clients. But just as any good chef that knows the heat of the oven before they put their dish (or any wannabe that just doesn’t want to burn dinner) you need to know your clients.
Step 4: Prep the pan and Know your client’s and your personality
Understanding your B.A.N.K. code and how to use it
Would you feel more comfortable going in for a listing presentation if you knew the homeowner highly valued numbers and formulas or if they prefer not to talk about how the sausage is made but rather how much of an emotional connection they have to their home and how they want to pass it on to the next “first time homeowner?”.
87% of real estate sales professionals don’t feel adequately prepared for sales calls and 66% of customers are turned off by most buyer and listing presentations—all because many of us struggle to effectively communicate the value of our offer, your promise. B.A.N.K.’s personality sales method helps you beat the odds and master the science of communication, negotiation, and closing more sales for increased revenue that will transform your life. Crack your code and receive a special report, click here
Your EQ is higher than your IQ
In his 1996 book Emotional Intelligence, author and psychologist Daniel Goleman suggested that EQ (or emotional intelligence quotient) might actually be more important than IQ. Why? Some psychologists believe that standard measures of intelligence are too narrow and do not encompass the full range of human intelligence.
We all understand the IQ test… yet EQ, on the other hand, is a measure of a person’s level of emotional intelligence. This refers to a person’s ability to perceive, control, evaluate, and express emotions. Researchers have helped shine a light on emotional intelligence, making it a hot topic in areas ranging from business management to education. EQ is centered on abilities such as:
Evaluating how others feel
Controlling one’s own emotions
Perceiving how others feel
Using emotions to facilitate social communication
Relating to others
If you knew how to effectively communicate with your sellers and how to interact with them on an emotional level, how much further along would you be than the next agent
The time has come to put your dish in the oven, it’s time to execute!
Step 5: Execution
A business leader’s job is to successfully move forward and improve business performance. This requires a continuous process of reflection, analysis, planning, and execution. There is no better way to learn/practice these skills than “by doing”. It doesn’t matter how good your strategies and tactics are if you don’t execute them well it won’t really matter. Much has been written about execution, and many tools and frameworks exist. One of our favorites is FranklinCovey’s 4 Disciplines of Execution (4DX).
Focus on the wildly important goal – WIG
Act on the lead measures (levers you can influence)
Keep a compelling/fun scoreboard (of lag & lead measures)
Hold each other accountable (weekly reviews/commitments
If you have gotten to this point in our “recipe,” your one step closer to meeting your goal. Now you have to commit to it. You have to commit to putting everything you have read above into action.
Commitment requires being all in. If you are committed to your dreams and your ambition, you make it the priority and allocate time for action.
Commitment requires you to do whatever it takes whereas “interest” means you’ll do just enough but not more. Entrepreneurs like you, are committed to the following traits:
- Commit to being “all in” even if they don’t know how to achieve the goal.
- They take action with deep resourcefulness, trusting that they get outside of the box to find answers and resources.
- Have beliefs, thoughts, and ideas that are congruent with the success of the goal.
- Let go of needing approval and validation from others.
- Invest fully in achieving the goal (like hiring a coach, expert and other support personnel.)
- Address bottlenecks and roadblocks quickly. If there is a situation in the way that is stealing time or energy, committed goal-seekers will resolve the issues so they can get back to business.
- Focus on the positive outcomes of achieving the goal instead of lamenting the cost of pursuing their dream.
- Align goals to their values and priorities which creates limitless energy and inspiration during the pursuit.
- Willing to get uncomfortable and take action (even though it might be scary) to achieve the goal.
- Refuse to let any excuses be bigger than your commitment.
When you are committed, you will be relentless in your pursuit of the goal. Obstacles don’t take you out of the game. They simply become a learning opportunity so that you get better at your game.
Some of you, if you have come this far – experienced, new and mid-career – are in survival mode at this very moment. It’s hard to talk about your “why” or “passion” or the “recipe” of success when you are making rash decisions just pay the bills. In fact, for some of you it’s hard to even think about planning for next week much less next year. One solution to consider… find your sous chef or perhaps your Gordon Ramsay to motivate you in your kitchen. Perhaps there is a group of you in your first cooking class together or you’re in advance pastry class, this is your tribe. They are the people who know you, who are rooting for you and are there to listen. This can be a lonely business and having a community or a class of chefs behind you is how we were designed live and to thrive.
We have a few other resources on the recipe and ingredients for success in real estate sales, check them out:
7 Steps for Success in Real Estate Sales
What Does Your System Produce?
6 Steps To A Better Business Plan
7 Steps To An Appointment Setting Breakthrough
Coaching? Get a free consult at www.jparcoaching.com