Sharpening The Saw Archives | JP & Associates REALTORS?
    5 Steps To Take Right Now

    5 Steps To Take Right Now

    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


    I’ll Rest When I’m Dead!

    I’ll Rest When I’m Dead!

    I’ll rest when I’m dead…as driven business owners we’ve probably all said this phrase at some point in our careers.

    JP and I were reflecting the other day on the amazing group of teams, agents, and staff that have joined us to create their business within the business. We are blessed to be surrounded by the best of the best. We are blessed to work in an industry of such dedicated, loyal and giving professionals that provides so much opportunity and fuels so much of our economy. Yet as self-employed, driven entrepreneurs many of us live life on the wire and are highly prone to burn-out.

    Normally we write about increasing productivity, tips and hacks to make you more productive. Yet today, let’s review rest: the power of rest… the necessity of rest and the purpose of rest.

    Consider this… if you are not fully rested and charged you can’t serve your clients at the highest level. Yes? So taking time to sharpen the saw, to rest and recharge is a way of better serving your clients. And if that’s not a good enough reason for you, then consider that science has proven that working too much can be counterproductive and even hazardous to your health. Any testimonies?

    So as self-employed entrepreneurs – with no guaranteed paycheck – how do we balance work and non-work activities? It’s not easy, yet in his book “Life On The Wire” my friend Todd Duncan?contends the last thing we need amid life’s inherent imbalance is another attempt at a how-to formula for perfect balance… equal parts work and life. In fact, he argues that such a holy grail does not exist. Instead, he has issued a more pragmatic formula he calls purposeful imbalance: the process of purposefully leaning toward work without sacrificing life and purposefully leaning toward life without damaging your business. It is precisely the way a tight-rope walker makes his way across a one-inch rope without falling.

    I’ve turned to FORBES magazines council of coaches for some advice and here is what they have to say.

    7 Practical Tips To Avoid ?Burnout and Reduce Stress

    1. Get Curious About Self-Care

    One strategy to reduce stress is to get curious about self-care. Self-care is about getting clear on what’s important to us and what will recharge our batteries. An easy way to do this is to explore a hobby we have been interested in, and approach it with a sense of curiosity instead of mastery. Allowing ourselves to “just play” can open up space we never knew we had. – Coach Jean Muhlbauer

    2. Set Time Aside For Quiet Reflection

    Set time aside daily for quiet, inner reflection in silence and solitude, followed by planning and organizing your day. Assess the actual value of your priorities and activities. Practice discipline in your focus to avoid distraction. Each morning, evaluate your past day’s success and adapt accordingly. – Coach Jay Steven Levin

    3. Spend At least 15 Minutes A Day In Meditation

    One practical strategy a modern professional can easily incorporate into their life to reduce stress is to schedule at least 15 minutes a day to meditate. This may sound like an overused idea, but that does not diminish its impact or effectiveness. While there is empirical data to support the positive effects of meditation, one does not need data to experience it first hand. Give it a try. – Coach Sharesz T. Wilkinson

    4. Develop A Personal Daily Ritual

    One strategy that just about everyone can do to help reduce stress is to develop a personal and practical ritual that you can do every day. For one of my clients, it’s having tea first thing each morning at a table or location away from her work desk. Some of my clients have incorporated nightly journaling or even an afternoon 20-minute nap. The key is to find something relaxing and stick to it! – Coach Trellis Usher

    5. Hit The Pause Button More Often

    Do you hit the pause button often enough? When you do, you can think through and adjust a communication, determine if you are working on the right priority versus just working, and most importantly, see the forest versus being caught in the trees. – Coach Janine Schindler

    6. Accept That Stress Is Of Your Own Making

    Our work with very successful CEOs and senior executives allows them to appreciate that stress is of our own making against some ideal, what we perceive others think of us, or unrealistic expectations. We have the same amount of time as everyone else and freedom on how we choose to use that time. Most importantly, we have freedom in how we choose to perceive our own performance and accomplishments – Coach Dave Garrison

    7. Live In The Now

    Living in the now is a great way to reduce stress. Focusing on the future creates anxiety, and thinking about the past creates regret. Furthermore, the future does not exist because when it arrives, it arrives in the present moment. The only thing that exists is right now, and focusing on the present moment and situation directly in front of you can significantly reduce your stress. – Coach Jason Johnson

    So there you have it – 7 practical steps – from 7 world class coaches. ?Do you have something to add to the list? Share it in the comments below. For me, I frequently rely on what’s written in Matthew 11:28-30.

    Our desire this week, and every week is that you take time to rest and recharge… so you can better serve you, your families, your clients, and your community. Rest well, my friends.


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