This just in…tough choices: making decisions tires your brain! We all make 100’s of decisions a day, is that taxing?
Studies show your brain is just like a muscle. When your brain gets depleted it’s less effective. The compound effect of simple choices – like what groceries to buy this week – might lead us to procrastinate on that important work project. A “tired” mind finds a path of least resistance in distracting leisure activities.
The solution? Delegation, breaks, rest.
One culprit? Multitasking! If you think you’re being efficient when you perform three tasks at once, think again. It’s very taxing on your brain.
Solution? “Set Shifting.” This means consciously and completely shifting your attention from one task to the next and focusing on the task at hand.
Sounds like an interview I need to set up with some experts – maybe Dr. Daniel Amen or Dr. Hans Hagemann – for a special video and share.
Whether you have been in the business 70 days or 7 years, I often hear the same questions:
- What do I do now?
- My lead generation is inconsistent!
- How do I get better organized?
- What’s my purpose?
So, here are a few suggestions to consider as you start this week:
First, who do you want to be 90 days from now?
It all starts with deciding what you want to achieve in the next three months. Have you created very clear, specific, measurable, and trackable goals? Are they up and visual as a constant reminder?
My research shows there are three types of goals:
- Outcome goals – I want to be #1
- Performance goals – I’ll run the race in 8 minutes or less
- Process goals – I’ll connect with 10 people a day
Process goals win the day. Over 650 studies in goal achievement show that people who break their goals down to a daily process achieve the goal faster and more consistently.
Action #1:?Break your goals down to daily actions
Second, understand where the business comes from.
The National Association of REALTORS? conducted a survey that shows nearly 70% of consumers FIND you from a friend, family, referral or past business relationship. And nearly 70% CHOOSE you based on your perceived reputation, trustworthiness and results. These facts have significant implications for your personal branding and direct response marketing activities.
It’s shocking how many clients I have acquired through the years — just because I made a call or sent a message.
According to Marketing Metrics, the probability of selling to a new prospect is only 5 to 20 percent, but the likelihood of selling to an existing client is 60 to 70 percent. It’s much cheaper and easier to retain a client than to go prospecting for a new one. Studies show 90% of consumers would do business again with their?REALTOR? yet only 25% do. Why? Because you suck – no systems in place – at staying in touch and building long term relationships with past clients.
Action #2: Stay in touch at least 4X per year, build relationships and the sales & referrals will follow.
Third, track everything in a database to stay organized
Make it a habit to get contact information from every person you meet. Your goal is to move folks you meet from your outer circle to your inner circle. Create a system – like this.
If you are buying a new car, get the salesperson’s card. Ask your bartender or server for their information when you go out. Every person who gives you their contact information should be placed into your database and contacted – a note; text; card; social media engagement – least 8 times in the first 8 weeks of meeting. This can be as simple as an excel spreadsheet. It should include the following
- Full name
- Email address
- Mobile phone number
- Preferred social media handles
- Your Notes
In your notes section, you will want to write in things like what the potential client is interested in, first and last time you corresponded with them and how you met them. Relationships matter and relationships create referrals in a personal service business like real estate sales.
Action #3: Take one step to get better organized
Fourth, be like Fred.
Fred Shea was a postal carrier from my home state of Colorado. Apart from the fact that he personally welcomed every new resident, he appeared unremarkable. Yet, a book has been written about him and thousands have been taught his “system” to drive purpose in their life and their business.
Fred had a purpose.
Fred demonstrated you don’t need a promotion; you don’t need anything but creativity to reinvent yourself and add value to yourself and others.
Fred the Postman was quite remarkable in attitude with a warmth and sincerity that was apparent immediately. And his dedication to serving his customers made him extraordinary.
Daily Fred put into practice the principles that became the foundation for the best-selling book,?The Fred Factor, namely that:
- Everyone makes a difference,
- Success is built on relationships,
- You must create value for others, and;
- Reinvent yourself on a regular basis.
Fred the Postman taught me that by bringing passion into our work and life we can all turn the ordinary into the extraordinary.
Action #4: Be like Fred!
As we wrap up, I have no control over what you do with this information – nor do I want that control. Yet the gift of what I shared today, has helped me in so many ways, and I trust this gift will help you too. So, until we meet again may your choices reflect your hopes, not your fears.
Bonus Action #5: Accountability… who is your?accountability partner??
As a real estate professional or affiliate service provider, do you ever wonder, “how can I be more productive?” If the answer is yes, you’ll find value in this post.
The latest numbers show that there are roughly 2 million licensed real estate agents in the United States. That’s about one agent for every 52 households. About 65% of these agents (1.3 million ) choose to be held to a higher standard and join the National Association of REALTORS?. What’s the difference? That title – REALTOR? –? is important to know because it separates the professionals from the rest. Becoming a member requires adherence to a strict Code of Ethics and agree in advance to be held accountable by a local board. All agents are agents, yet not all agents are REALTORS?, there is a difference.
As you can imagine, professional real estate sales is a competitive space. With 5.3 million homes sold in the US annually, that means, on average, the typical agent closes three transactions. For the average priced home in the US, that creates about $20,412 of income before expenses!
‘The secret of getting ahead is getting started’ ~ Mark Twain
In Texas, JP & Associates REALTORS? has one of the highest percentages of producing agents of any leading real estate brand. Nearly three times more productive. Why does that matter and how do they do it?
Productivity matters as today’s modern consumers want to be confident that they are dealing with a full-time professional, not a hobbyist. Productivity matters to the top producing associate as they desire to be surrounded by other high producing full-time professionals.
Iron sharpens iron is the mindset for peak performance. There are four factors you need to create any outcome.
- First is a solid Mindset
- Second is a strong Game Plan
- Third, is sales Skills
- Fourth is a complete set of Tools
Mindset is #1 because, without it, you are paralyzed. You can have the best strategy in the world, yet if you are not in peak mental state, you will struggle.
A solid game plan is second, as all top performers we have studied have one. A start to finish step by step checklist that is simple to follow and execute. Now you may have seen these two great quotes about planning from Dwight Eisenhower, a 5 Star General, and our 34th President:
“No plan ever survives the first contact with the enemy,” and “In preparing for battle, I have found that planning is useless, yet planning is indispensable!” Meaning the skill of being adaptable is critical to success in any endeavor.
Skills come in third, as we all need the skills to execute the game plan. One of the four critical skills for the modern sales professional is understanding “why they buy.” Once you have mastered the skills of why they buy, your results will skyrocket. You can get started on understanding why they buy at www.jparcode.com
Fourth, what’s in your tool bag? Tools help you uncover and serve buyers, sellers, and investors. Tools can help you automate, eliminate, or delegate critical tasks. Top performers have essential systems for operations –? a CRM, for example – and marketing like kvCore. JPAR associates are simply more productive as they adapt and leverage a leading-edge set of tools designed to serve the modern real estate professional and the contemporary consumer.
And finally, we come to teams. One of the most recent trends in professional real estate sales is teaming up. It’s hard to go solo; even the Lone Ranger had Tonto!
Teams outproduce an individual and create a better consumer experience for the client and a better quality of life for the agent. JPAR recently released a comprehensive guide covering the six factors to master before you create a team. If you would like a copy, it’s available on request, simply email [email protected] and request a copy of the team leader guide.
Now some suggest that professional coaching makes a difference in your performance, and that could be true. We will cover the pros and cons of coaching in some upcoming posts.
There you have it, five ways to be more productive. A solid mindset, a well thought out game plan, persuasive skills, tools designed for productivity, and teaming up. If you are ready to get more productive, today is the day.
“Don’t count the days. Make the days count” ~ Muhammad Ali
As we celebrate Memorial Day, as we honor those who have fallen, we are reminded that freedom isn’t free. One of my traditions about this time each year is watching “Taking Chance.” A touching story about one marine escorting a fellow marine on his final trip home.
Another movie came to mind: “Rudy.” Rudy is a true story about persistence, tenacity, grit, and football. A football game isn’t won on the field. The game is won in the days, weeks, and even months leading up to the actual game. The game is won in preparation. Watching films of previous games, memorizing plays, hitting the gym, eating correctly, and even getting enough sleep.
Professional real estate sales is no different.
I’ve been spending some time with our top 1% documenting what they do. Curious?
Here are the top six things our top 1% do consistently:
- They do their research & marketing.
- They’re genuinely interested in and understand others’ personality style.
- They’re prepared for anything, especially the objections and most frequently asked questions.
- They leave their ego in the car.
- They are a master of managing expectations.
- They debrief and learn from every situation.
Research and Marketing
We know from the National Association of REALTORS? that 63% of consumers find us through a referral from a friend or a past business relationship. And 68% of consumers choose us based on our perceived trustworthiness, experience, and reputation.
Top producers know these numbers and invest their time, energy, and effort into where the business is most likely to be generated.
What we have observed from top producers to those struggling is glaring. Top producers genuinely care about the relationship while those struggling care about making a buck.
We use a unique system called B.A.N.K. to pinpoint anyone’s personality in nanoseconds. It’s fun, engaging, and creates instant rapport. Crack your code now, it’s easy: www.jparcode.com
This high emotional intelligence approach leverages the best assessment tools, high-energy training, and cutting-edge technology to maximize results.
Leave Nothing To Chance
Our top performers rehearse or role-play frequently; many do this every day! Here are some tips I picked up:
- Make a list of every question, concern, or objection that your prospect might bring up. Create a list of everything that could go wrong.
- Develop a clear, logical, and persuasive response to every possible question, concern, and objection.
- Think of how you can get ahead of these circumstances by using stories and anecdotes, case studies and testimonials, statistics, and facts.
- Have your information, ideas, and documentation well organized so you can reference the appropriate notes and materials at any time.
Gary Vaynerchuk put it well: “When you care more about the other person than you care about hitting your quota – when you make that shift – you go into the Jedi-ness of becoming a great salesperson.”
The professional real estate salesperson with a massive ego can easily mistake refusal with rejection. When you make this mistake, it’s all too easy to take it personally. The truth? Far more people will say no than say yes.
So, how do you deal with this?
Our top 1% have learned not to internalize rejection. Top performers exert power over their emotions and know this is a critical skill to master.
As the Chief Executive of a large organization, I get the problems that others have not solved. And literally, I’ve been tracking these and guess what – they all have a common root. Uneven expectations!
Many things have to happen, often in a specific sequence, before a transaction closes. Do you know what these things are? Do you know where you’re at in the process with each client, prospect, and partner?
- Seek to understand what has come before each step
- Don’t assume everyone knows what will happen next
- Anticipate needs before others
- Communicate constantly and clearly
- Under-promise and over-deliver
Debriefing is a structured learning process designed to evolve plans while they’re being executed continuously. It originated in the military as a way to learn quickly in rapidly changing situations and to address mistakes or changes in the field. Infact I shared this document with my team – glad to be here – after the Blue Angels flew over Dallas.
In business, debriefing has been widely documented as critical to accelerating projects, innovating novel approaches, and hitting challenging objectives. It also brings a team together, strengthens relationships, and fosters team learning.
Our top producers have this concept mastered and execute this discipline more often than others. As such, these high performing teams are more tight-knit than those who don’t.
The game is won or lost way before you step on the playing field. So, before you play in sales again, do your research, be genuinely interested in others, be prepared for anything, leave your ego in the car and become a master of managing expectations. Finally – just like the Blue Angels – debrief and learn from every situation.
The real estate industry is always transforming. With the development of new technologies, real estate professionals are adopting tools that provide competitive advantages in serving today’s consumers at the highest level.
In Texas, as physical open houses are now lifted from quarantine, I’m being asked: “should I continue my HOSTED virtual open houses?” Answer:
A recent study from the National Association of Realtors showed that 92% of buyers use the internet to begin their house hunting quest, driving home the vital need for real estate professionals to have an active online presence. If you’re not active, engaging, and?networking online, then you’re missing out for you and your clients.
A new standard has been set. Today’s sophisticated seller will select those agents offering both. HOSTED virtual open houses leveraging Facebook, Instagram, or YouTube will extend your reach and pull in more potential buyers. It also saves the modern-day consumer time. Schedule your hosted virtual open house just like a physical one:
- Select the date and time (with virtual, you can A/B test some non-traditional times.)
- Create the event – dark post, for instance – on Facebook.
- Invite the neighbors and your prospects
- Host the event LIVE or as a GUIDED virtual tour – with you as the guide, of course!
JPAR agents are equipped and have the skills to deliver innovative marketing and expanded reach in today’s market.
“We must embrace all means to help buyers and sellers feel confident and secure.”
What other innovative marketing does the JPAR real estate professional have at their fingertips? Consider – among many others – just these three:
→ KvCore Property Boost- cost-effective and produces rapid results
→ Dark Post Facebook, Insta, LinkedIn, or Twitter ads: using squeeze page from kvCore.
→ Leveraging a listing farm with REMINE and Buyside? is more cost-effective than direct mail and produces faster results.
The famous?Peter Drucker?said it well: “because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions; marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.”
As a real estate professional, your marketing defines and communicates you and your brand. So my challenge today is, how’s your marketing? A few things to consider:
- Is it easy to contact you and your real estate practice?
- Is it easy to schedule an appointment?
- Are you set for social? How many platforms and why or why not… consumer-based!
- Pinterest Boards
- Google – My Business Page
- A hyper-local content strategy
- YouTube Channel featuring local businesses, amenities, and events
- Seminars: first time buyers; investors, 1031 exchange
- Go to team
- Professional photography and tours
- Clean up and fix up team
- Tracking and measuring all of your efforts for effectiveness
- HomeActions Newsletter powered with predictive AI
- Nurture campaigns
- Handwritten notes
- Gift baskets
- The post-closing relationship for life?
- Do they know you care?
If you’re looking to up your innovation and marketing game – join us – it’s easy. www.jparrready.com
The art and science of goal achievement are driven by your desire, your decisions, your determination, and discipline. Let’s dig in.
Tony Robbins said it best:
“Setting goals is the first step in turning the invisible into the visible.”
And Price Pritchett, the author of “You2” wrote it best:
“You don’t have to know how you’re going to get there, but you do need to know where you want to go!”
There is magic in operating with a sharply defined mental image of the outcome you seek.
Visualize your arrival.
When you visualize, it is like a magnet to the ways and means and the methods to get there. The solutions begin to appear, and the answers come to you.
A young man asked Socrates the secret to success. Socrates told the young man to meet near the river the next morning.
The next morning, they met. Socrates asked the young man to walk with him toward the river. When the water got up to their neck, Socrates took the young man by surprise and ducked him into the water. The boy struggled to get out, yet Socrates was strong and kept him there until the boy started turning blue. Socrates pulled his head out of the water, and the first thing the young man did was to gasp and take a deep breath of air.
Socrates asked, ‘What did you want the most when you were there?” The boy replied, “Air.” Socrates said, “That is the secret to success. When you want success as badly as you wanted the air, then you will get it.” There is no other secret.
Just like a small fire cannot give much heat, a weak desire cannot produce an excellent result. A burning desire is the starting point of all accomplishments.? If you genuinely want to achieve your stated goal, the first step is desire. You must want it badly enough to make an unshakeable commitment and to be willing to make sacrifices.
I have found from my own experience that I was getting in my way. Can you relate? You know the doubts, anxieties, ego, fear, and those never-ending critical inner voices. The very things that keep us from taking action. And not taking action is a decision in and of itself, yes?
And thus, the second D is Decision. Getting out of my way meant becoming more self-aware of those thoughts that held me back and the courage and mental toughness to step forward.
Some time ago, I was worried about whether or not I should take on a new consulting assignment. By this time, I was learning how I could get out of my way, so I stopped for a moment of reflection and gratitude. That time allowed me to be curious rather than being consumed by fear and worry. I reflected on the meaning I was attaching to things associated with this new assignment. The shift drove my thoughts away from the distractions and simply allowed me to be present and aware. By doing so, I was free to find clarity and to make a more rational decision about this new assignment. Fear and worry became optional for me, and the clarity to make a decision and move forward powerfully became easier.
Are you ready, right now, to decide to do whatever is necessary, to be willing to pay any price, go any distance, to achieve your goal?
The third D, Determination.
- Richard Branson has dyslexia;
- Walt Disney spoke with nearly 300 possible investors before anyone took interest;
- Bill Gates’ whose first business failed;
- Albert Einstein did not speak until he was four;
- Jim Carrey was homeless, and
- Stephen King, the first novel was rejected 30 times.
So, what is more, significant in your life right now. Excuses as to why you are not achieving as much as you want? Or mega doses of determination to get what you want?
I have learned that determination is a function of three factors: a goal, a commitment, and a focus.
Let’s BREAK that down:
Goals – Goals are like magnets that attract us to higher ground and new horizons. They give our eyes a focus, our mind an aim, and our strength a purpose. Without their pull, we would remain forever stationary, incapable of moving forward.
A goal is a possibility that fulfills a dream.
You know the importance of setting goals, so why is it so hard to keep and reach them?
We have all felt the excitement that comes with setting a new goal, but then, as time progresses, excitement can morph into anxiety. Is this because we are facing the reality that we are so far from our goal, and we have no framework or strategy of how to get there. Let’s start with the three types of goals:
? ? ? ? ? Outcome Goals?An outcome goal is one that is not really under your control. Instead, it is based on outside circumstances. For example, your goal is to the #1 selling agent in your market. Great goal, you just don’t have any control over what other agents will do.
? ? ? ? ?Performance Goals?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 record of 21 homes sold in a year.”
? ? ? ? ?Process Goals?Process goals are entirely under your control and are composed of the things you do daily, 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 90 minutes prospecting daily” or “call 30 FSBO’s every Monday.”
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.
Commitment – The Scottish mountaineer, William Hutchison Murray, wrote about commitment in his book, “The Scottish Himalayan Expedition.” He wrote: “Until one is committed there is hesitancy…the moment one definitely commits oneself, then providence moves in. All sorts of things occur to help one that would never otherwise have occurred.”
Finally, Focus – Dr. Allen Zimmerman wrote about focus this way. It is merely another way of saying you have got to keep your eye on the goal.
One of my three boys learned just that. As they were playing in the deep snow, a neighbor asked them if they wanted to race. He said he would give a prize to the winner.
It sounded good to the boys, so they gathered around the man to learn more. He told them the winner would not be the one who ran the fastest but the one who ran the straightest line. He said he would go to the other end of the field, give a signal, and have them race to him.
The boys took off. The first one looked at his feet as he ran to make sure they were pointing straight ahead. The second boy wondered how straight the boys on either side of him were running and tried to line himself up with them. The third boy just kept his eyes fixed on the man at the end of the field. He kept his sights set on the goal. And, of course, he won the race. His line was by far the straightest.
Two of them lost their focus. They got distracted from the goal. They made the two most common mistakes people make when trying to achieve their goals.
The first boy became self-conscious. He spent too much time worrying about the possible mistakes he was making.
The second boy spent too much time wondering how his competitors were doing.
Do not make those mistakes. You will not only lose the race, but you’ will also lose your determination for other races in life.
The fourth D. You know what you need or desire to do, yet you derail yourself with unaligned behaviors! Can you relate?
Typically, those that succeed in goal achievement follow a pattern.
A pattern of having a compelling reason why they want to accomplish the goal; they develop an unwavering commitment and accountability; that create rewards and penalties; they develop personal standards, and they gamify or create a competitive environment.
Those that succeed in goal achievement know that we are what we repeatedly do. Excellence, then, is not an act but a habit.
In “The Power of Habit,” Charles Duhigg said it best. In the book, he delivers a framework for understanding how habits work and a guide to experimenting with how they might change. That framework is:
Triggers: the event that starts the habit
Routines: the behavior you perform (and how you can switch that if it does not serve you)
Rewards: the benefit that is associated with the behavior
Once we understand our triggers, our routines, and our rewards, we can proactively make the change. Switching out poor routines with more empowering routines and thus create disciplined behaviors that are more aligned with the goals.
Primarily, this all comes down to making simple agreements with yourself. Agreements about what you will and will not accept are the cornerstone of discipline. It then requires holding yourself accountable for following through with these agreements.
All of this boils down to regulating and correcting your behavior whenever you get off track.
Excuses are like noses. We have all got one, and they smell.
Are you going to continue to settle for safe or take a different direction?
Some practical steps to consider this week: