These are undoubtedly UNCERTAIN times, yet our on-going Quarantine Relief Series has both provided direction and relief for J.P.A.R. agents, staff, and business partners as well as our guest audience.
It’s so easy to wake up at these times and not know what to do… one thing to do is join us every morning at 8 AM CST!
Stephen Covey said it over and over throughout his career,
“If there’s one thing that’s certain in business, it’s uncertainty.”
That quote was accurate then, and it’s so real now.
- Is it business as usual? No, JP, Geoff, and I call it… “business forward! Be safe, be smart.”
- Develop an all-new plan? For sure, as your new brand is being developed now.
So, this is what we will address today: “how to grow your business from the inside out.” I recently interviewed Coach Tom Ferry for episode #112 of Success Superstars, and he shared five actions inspired agents are executing during this time of uncertainty.
Inspired Action No. 1: Increase your P.E.D.S.
Carl Jung told us all – and our guest speaker on the Q.R.S. session #16 Greg Bowles – reinforced how you feel on the inside is what you radiate to those on the outside! So, it would help if you took care of yourself first. And that means taking your P.E.D.S. daily:
P-rayer – nourishes your soul in beautiful ways. There are 13 powerful ways to pray.
E-xercise – strengthens your heart, mind, and improves your circulation.
D-iet – eat healthy to stay at the top of your game.
S-leep – keeps us healthy and functioning well. It lets your body repair, restore, and reenergize.
Inspired Agent Action No. 2: Intentional communication
Now is not the time to retreat into a foxhole and go “radio silent.” It’s time to step up and communicate smartly and consistently. Communicate with clients; prospects; your database; investors and your community at large.
But you must be smart about it. It’s not about reaching out like everything is normal and asking if they are considering a move. Instead, consider this:
- Consider adding the “investment property of the week.” Many investors are in the market and can use your guidance and expertise at this time.
- Clients under contract: Tell them, “I’m here for you. I have your back. What would you like to do?” If they want to pause, let them do so. Doing the right thing is always the right thing
- All your recent leads: Call, text, or send a personal video to EVERY LEAD! Reach out with care and say, “I was thinking about you. I wanted to reach out and say, Are you OK? I want to let you know I’m here for you.”
- Database: Then, send a similar message to members of your database. But not a mass email. I want you communicating personally with ten or more people in your database every day.
Inspired Agent Action No. 3: A New “How’s the Market?” Dialogue
You hear it regularly, but now people are going to be even more genuinely curious, “How’s the market or What’s My Home Worth Now?” At J.P.A.R., you can increase the number of these conversations by executing our unique B.U.Y.S.I.D.E. home value ad campaign. Here are some dialogues to consider:
- “Here are the latest stats from M.L.S. and Altos Research. Not all, yet some of my buyers, sellers, and investors are telling me they want to hold for now, and I’m supporting that decision while I continue to communicate and keep them aware of what’s next. And some of my clients need to sell, buy or invest right now, and they’re doing that with the protocols for safety and smart marketing, virtual showings, and virtual open houses.”
- “More importantly, how are you and your family doing? Can I help in any way?”
- The best path for the future of your business is bringing humanity to our industry during these trying times.
Inspired Agent Action No. 4: Sharpen Your Axe
Now is the time for you to work “on” your business and your personal skills, consider these actions:
- Complete your C.E. credits
- Dig into your CRM – at J.P.A.R., we provide basic kvCore, so you have no excuses.
- Practice your presentations – jump on a zoom each day with a fellow agent
- At J.P.A.R. we provide the David Knox Library with over 300 role-plays from handling objections to listing presentations that work
- Refine your marketing plan with execution dates and expected outcomes
- AT JPAR we provide as a standard curriculum the Real Estate Playbook with 2 modules on “Marketing Mastery” and a bonus module on “Lead Generation.”
- Develop your social media channels… we recently added a YouTube Channel
- Master the use of Zoom for listing presentations and buyer or investor consultations
- That stack of books you’ve been meaning to read? What are you waiting for?
- Tech skills you’ve needed to learn? At J.P.A.R., we are offering 100 on-demand courses!
Your income is in direct proportion to the VALUE you bring to the market.
Remember, work expands to the time allocated. Set a deadline and a specific time to address each item in your plan. If your business is being disrupted, make sure you come out of this crisis better prepared to deliver value when things return to normal.
Inspired Agent Action No. 5: Your Next 30-Day Marketing Plan
Marketing in today’s environment requires a whole new approach and must include empathy for those you reach. Here are three actions you should be taking now:
- Ten handwritten personal notes daily and schedule virtual “pop bys” weekly.
- Two or more QUALITY new connections DAILY on LinkedIn, Facebook or Instagram
- Email your entire database every single week. Send them current information, coronavirus-related housing statistics from Keeping Current Matters, N.A.R. and T.R. offer content, help, videos, and more.
- Mail to your geographic farms twice a month. Take the info K.C.M. is sharing and make it into postcards to educate and inform homeowners about the realities of today’s market.
- Increase your social media activity! Be the voice of reason. Do video! Do it on Facebook, YouTube, Twitter, Instagram, LinkedIn.
- What you do NOW will make or break your brand for 2020 and beyond.
So much has changed, yet so much has stayed the same. Consider these additional fundamentals:
7 Steps To A (Virtual) Appointment Setting Breakthrough
What Does Your System Produce?
The Recipe… The Ingredients For Your Real Estate Practice
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!
“If you can’t get a miracle, become one.” ~ Nick
Imagine getting through your busy day without hands or legs. Picture your life without the ability to walk, care for your basic needs, or even embrace those you love. Meet Nicholas Vujicic.
In 1982 Nick was born without arms and legs and given no medical explanation for his condition. Faced with countless challenges and obstacles, God has given Nick the strength to surmount what others might call impossible.
It was my honor to introduce Nick to our team recently, and here is a snapshot of five of the seven highlights from his message:
Everything starts with an attitude of gratitude
What was that Abraham Lincoln quote? “Most folks are as happy as they make up their minds to be.” So true, today, I am grateful for those of you that share with me how these blogs or video articles made a difference in your business.
Accept ourselves for who we are
For Nick, the early days were difficult. Throughout his childhood, Nick not only dealt with the typical challenges of school and adolescence, but he also struggled with depression and loneliness. Nick always wondered why he was different than all the other kids. He questioned the purpose of life, or if he even had a purpose.
- Accept the reality
- Accept others for who they are
- Find your purpose
- Take action
Think like a winner… think big ACT bigger
Nick’s dad used to say: “you weren’t given arms and legs, but you were given a brain. Hire employees so that they can be your arms and legs.” Despite his disability and being bullied at school, Vujicic threw himself into being an entrepreneur at a young age. His first job, in which he earned A$1 an hour was to vacuum the floor, a skill he managed using his shoulder and chin.
“Don’t give up. And know that there is always someone out there who believes in you and who loves you just the way that you are.” ~Nick Vujicic
Motivation is temporary, inspiration and discipline has staying power
Motivation alone is unreliable. It is momentary, unpredictable, and can depart as quickly as it enters. Think about it:
When you listen to a motivational speech, there is an emotional response that is created by an understanding. However, the emotional response wears off, and we fail to revisit the agreement, which incited the emotional response and all the good things that came with it. Thus, we become “unmotivated” until we are reminded again. Sound familiar?
Do you know how to get out of it? Just do the work. It doesn’t matter how you feel at the time; just do it. Don’t wait until you feel motivated. You will build momentum, and eventually, you will get inspired. Ignore inspiration — if it’s there, great. Use it. If it’s not, act anyway.
Don’t feel like going to the gym? Just go.
If you have writer’s block, then write.
Just don’t wait.
Don’t wait for the right moment.
Don’t depend on luck.
Fear is just a challenge to overcome
There is healthy fear… don’t touch that hot stove! And there is limiting fear… in the case I’m writing about today – limiting fear is just “False Evidence Appearing Real!”
In the type of limiting fear, I’m talking about:
- Fear sees only the downside
- Fear doesn’t let you stop to think it through
- Fear tells us to avoid anything new or unknown
- Fear constricts rather than expands who we are
- Fear obscures your intuition
- Fear often keeps us from making any decision at all
I’m so grateful for Nick and his message; I’ll leave you with this exercise Nick had our team complete on the spot. Do it now, don’t wait!
A quick exercise:
- What is your goal? Financially, spiritually, physically, relationally?
- Define it specifically. X by Y date by doing these Z daily activities.
– Win the day, win the week, win the month
– Define a plan to overcome your obstacles
– Take action NOW
I was just thinking, the year is nearly halfway over, can you believe it? And for many of us working on 60 to 90-day sales cycles, it’s really already LABOR DAY! #Crazy thought, yes!?
What I know, is back in January, you set some goals and since then added a few and maybe dropped a few. Yet, if you want to make sure you achieve those goals you’ve set and are committed to, a mid-year check-in is a must do activity.
Follow me… for a moment:
- It’s good to evaluate your progress
- What have you slacked off on?
- What goals did you set that you’re really focusing on?
- What goals did you set that you haven’t made enough progress on yet?
- It’s good to weed out and re-adjust the unnecessary.
- It’s easy to set too many work-related goals at the beginning of the year
- Market conditions or the competitive landscape changed
- A mid-year check-in is the perfect time to weed out the unnecessary so you can really focus on what needs to be achieved in that last 5 to 6 months.
- It’s ok to give yourself permission to course correct
- Conducting a mid-year check-in typically reinvigorates your motivation and inspires to take action in getting back on track.
- Course correct and achieve more this year.
- Most of all take action now
Here are a few tips to help your goals check-in be as effective as possible.
- Look at the bigger, longer-term picture AND the small details
- 2, 5 and 10 years from now? (Big)
- What are the daily actions that must occur? (Small)
- Make a powerful list and engage an accountability partner
- Stop doing
- Start doing
- Do more of
- Do less of
- Work backward from the achievement.
- Visualize the end result
- Reverse engineer your timetable
- Chunk it down into bite-size deliverables
I’m reminded this time of year it really does not matter how you started the year it only matters how you’ll finish it. Calvin Coolidge, said it best, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
This week at JPAR we’ll be having a private live session on the 7 steps to crush the last half of the year with 3 very specific strategies proven to drive results. This, along with – our detailed 26 point business review – and our 3 part series on lead generating like a boss will clearly differentiate the committed from the interested. If you’re interested, you can reach us at [email protected]