Mindset For Success Archives - JPAR
Episode 63: Success From Scratch

Episode 63: Success From Scratch

Andy Brumbaugh, owner and Broker at JP & Associates Magnolia Group in Columbia, South Carolina sits down with Mark Johnson to talk about his experience owning a JPAR’s franchise.

Andy fell in love with Real Estate right after finishing College, and not long after that, almost 13 years ago, he met someone who would make a difference in his career.

Andy delves into his techniques on managing workload and goal setting: for him, focusing on his mission every single day and going back to the basics are key habits to avoid feeling overwhelmed.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

“If your goals don’t scare you, then you’re not dreaming big enough” – Andy Brumbaugh, paraphrasing Ellen Johnson Sirleaf
4 Step Post-Conference Guide

4 Step Post-Conference Guide

Professional conferences are an unparalleled opportunity to build your network, get new ideas, deepen connections and get out of your routine and shake things up.

Yet so many of us fail to act… why?

Because you probably went home with loads of information to digest and a feeling of being overwhelmed. So plan a post-conference action plan that empowers you.

The key is taking ACTION.

Here are 4 steps to maximize your conference investment:

1. Network post the event – Don’t forget those connections you made. Close the loop, follow up and build relationships for referrals, accountability and more.

2. Leverage your social channels – How can you communicate your time investment to show potential customers your commitment to excellence and serving them at the highest levels? Make your public posts about serving your customers and potential customers better.

3. Organize your notes into a checklist for the items you are committed to act on and share them with an accountability partner, mentor or coach. Do you have a checklist? A checklist not only helps you get more done, but your brain loves them. According to research summarized by best-selling author Maria Konnikova, here are some of the reasons why:

  • Your mind seeks organization. Lists tap into our preferred way of receiving and organizing information at a subconscious level; from an information-processing standpoint, they often hit our attentional sweet spot.
  • When we process information, we do so spatially. For instance, it’s hard to memorize through brute force the groceries we need to buy. It’s easier to remember everything if we write it down in bulleted or numbered points.
  • Your mind wants to categorize. We can’t process information quickly when it’s clustered and undifferentiated (like in standard paragraphs). A list feels more intuitive.
  • Your mind wants to know how long this will take. The more we know about something—including precisely how much time it will consume—the greater the chance we will commit to it.
  • List completion is self-reinforcing. We recall with pleasure that we were able to check something off the list. This makes us want to go back to the list for another dopamine hit.

Do your brain a favor and break down what you learned and your action steps into a series of checklists.

4. Take action NOW! – Don’t wait! Nothing good happens when you wait.

So there you have it, 4 steps to win the post-conference game.

 

Episode 60: Success From Scratch

Episode 60: Success From Scratch

On this week’s episode of Success from Scratch we hear from agent Belinda Duff, who’s been championing the ‘CAN DO’ attitude since an early age!

Belinda shares her success tips for furthering your business such as a growth mindset, getting out of your comfort zone to increase your leads and keeping an updated database, to ensure a steady communication with your clients. Also, Belinda shares the lessons her dad taught her at a young age.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

“You can’t think of Real Estate only as a transaction, it’s much more than that.” – Belinda Duff, JP and Associates REALTORS®

7 Steps for Success in Real Estate Sales

7 Steps for Success in Real Estate Sales

Welcome to real estate sales! The hardest and most challenging roller coaster ride of your life. Yet this profession can also be so very, very rewarding.

When I came out of corporate America and started my real estate career, I did not have an extensive network because I worked 80 hours a week. I wasn’t as connected to the community as others. I was starting a business from scratch and I knew excuses would not create income. So, I took what I knew from engineering – system, structure, and process – and applied that to my business.

I knew if I created and followed a formula, success would flow. And it did! Following my “7 S” formula I became the rookie of the year, #1 producer in my office and 3 years later the #1 agent in my market. Later in my career, I had the skills, desire and drive to create my own real estate brokerage: JP & Associates REALTORS®. And I’m proud to write that in the last 6 years – following the “7 S” formula DAILY-  we’ve come from being a dream to being named the 88th largest firm in America!

So, what’s the formula? It’s the 7 S’s:

“You are capable of success, you just need to take the first step”

SUIT UP

Every day I suit up – I suit up mentally and physically. Unless you live in Malibu where you can get by at times with shorts and flip-flops, suit up and look like a successful, professional. Everyday dress for success for the norms in your area. That included my car… now at first, I could not afford a fancy car, yet I invested in a 4-door car that was always clean and ready to go.

Suiting up for me also meant my daily mental routine. My friend and COO Mark Johnson at JPAR, recently wrote: “the mind is its own place. Inside it, you can make a perfect place miserable and a miserable place nearly perfect.” That’s so true. Each day I focused on the positive things I could create in my business and for my life. You see I knew, what I focused on expands and I chose to focus on being mentally tough and taking inspired action daily.

What I learned I had to BE the agent that people wanted to work with and refer friends to. You can do the same. Suit up every day mentally and physically! EVERYDAY. This is where agents begin to fumble and falling off the wagon so very early in the steps.

SHOW UP

In my business, I showed up! I showed up to as many local and regional real estate events and community events as possible. Became involved in all my kid’s activities and filled my calendar with appointments! Appointments I learned was my “money ball” the equivalent of getting on base. The more I got on base the more signed contracts I created. I made appointments with everyone who could help me: with title companies, lenders, friends, clients, other top producers. While others would not begin arriving in the office until 11 every day, I got to the office EARLY. I made it a point to never eat lunch alone. Coffee anyone?

What I learned after suiting up was to SHOW UP and show up everywhere! Show up until you don’t need a business card to introduce yourself in your market.

SPECIALIZE

Generalist struggle and specialist thrive. When I ask an agent their specialty and they answer, “I’ll go anywhere,” typically, that answer is a signal for help!  I’ve observed that agents who go anywhere struggle more than agents who specialize. Yes, most of us live in or near a large market, yet a niche specialty market is a secret to stretching your dollars and maximizing your exposure. Niche markets are all around us… consider what industry you come from like Nursing, teaching, law enforcement? You can specialize in those markets. What about specializing in investment properties for high wealth individuals? Of course, there is always the local neighborhood.  You can make a great living by becoming the hyperlocal expert in a 300-home area by becoming the “hub” for all things real estate and home ownership related. You’ll provide a great service to your “farm” and love your business.

I learned this early in my career. Your marketing dollar cannot cover an entire wide area. Your audience needs to be narrow and they need to hear or see your message daily.

SOLICIT

It seems in today’s world the word “solicit” or “sales” is almost a dirty word. Yet consider this… nothing in this world happens until someone buys or sells something.  And those who do so in an eloquent and professional way can be well rewarded. Fact is, real estate sales in many ways is a commodity like milk, juice, and airlines. Yet you can differentiate yourself in service, follow up, expertise and always delivering on your promises.

So, don’t be a secret agent. You’ve got to get out there and engage with the people you know and the people you don’t know. Build and maintain relationships. Wear a name tag; slap a magnetic business card on the side of your car; hand out business cards; conduct open houses and invite ALL the nosy neighbors. Spark discussions about real estate with everyone you meet. And then be prepared with your U.S.P. Your unique selling proposition… (google it!).  Finally, develop your network of professional relationships who you can cross-refer business.

Keep in mind, I learned early on that “what you say matters.” I can’t emphasize enough the importance of role-playing and practicing. Agents who rehearse the buyer presentation, rehearse their listing presentation and rehearse the most common objections simply outperform those agents who don’t. It’s just that simple: practice with someone in the office NOT on your potential customer.

SPEND

I’d rather say “invest” but it doesn’t start with an S! You have to spend, to invest money to make money. And every spend should have a direct ROI (return on investment) back to you. Be smart, be strategic but have a budget each month that is invested in tried and true lead generation and set aside a budget to always be testing something new and innovative.

Limited money?  Check equity or sweat equity… it’s your choice, just be resourceful in how you spend your time, talent and treasure. For example, in some cases, you can door drop and save money on direct mail. Whatever you do, however, you choose to do it remember the purpose of all real estate marketing is to get an appointment. Get the appointment is your money ball!    

Most agents don’t even have a budget. Create one now, and work toward increasing the spend monthly, not reducing it. The more you spend toward lead gen, marketing the more appointments you can create.

A scared money will never make you real money. Look at where top producers spend their money in lead gen and outspend them over time to take their place. Simple enough.

SET GOALS

Life rewards the specific and punishes the vague. You tell me, which agent is going to make more money this year:

Agent 1: “how much money would you like to make this year?”

As much a possible!

Agent 2: “how much money would you like to make this year?”

I’m going to serve 50 families this year to either buy, sell or invest in real estate. By talking with 10 people a day (4 I know; 4 I don’t know, and 2 from previous lead follow-ups) I’ll make 4 appointments a week and sign 1 new contract each week.

Which agent of these agents is going to win at the end of the year?

You are a business owner now and business owners don’t wing it.  Set big goals that motivate you to take big actions.

EVERY. SINGLE.DAY. You should have a checklist of things you want to accomplish towards the master goal. Don’t quit the day until you have those things done.

As an engineer, I was given a Franklin Covey planner. I had one of those in my days selling real estate and to this day I carry a notebook. I want to check things off my list daily. It’s fulfilling. It’s personally rewarding.

SERVICE

You can specialize, solicit, spend all day long, but in the end, the willingness to help people and be active in your community carries more weight than gold in our business. Get involved in your church, your community events. Volunteer in your kid’s groups and local organizations like the Junior League, or Women Leagues, or Rotary club. It will take some time to get business from those circles, but if you have a genuine approach and take time business will come.

Zig said it best. You can have everything you want in life if you just help enough people get what they want.

Make it happen each day, use the 7 S formula and success will flow. If you didn’t catch my previous post on the 7 Things I Wish My Broker Had Told Me, then check it out.

Episode 56: Success From Scratch

Episode 56: Success From Scratch

Christina Nardi is this week’s Success from Scratch featured Realtor. Her own home building process is what sparked her passion for Real Estate – so much so that it triggered her career change!

Looking back, Christina acknowledges that getting her business off the ground was the hardest thing she had to endure but today she’s found the best way to lead the charge! Tune in for some insider tips!

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

 

 

 

Episode 42: Success From Scratch

Episode 42: Success From Scratch

Sasha Jam, JPAR San Antonio, TX is my special guest today on Success from Scratch. As an immigrant from Sweden, Sasha explains how he migrated to the U.S. and started his career in real estate. He elaborates on how he may not be the smartest or wealthiest in the room yet he is the most persistent and dedicated which has allowed him to help over 20 families buy, sell or invest in real estate this year.

In addition, Sasha runs a rehab business creating an additional 14 opportunities annually. Learn more by watching NOW.

“There is only one speed in this business… and that is GO! ” ~ Sasha Jam, JPAR San Antonio, TX
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