Provided By Realty Times
Is that a question you've ever asked yourself? Have you ever wondered why some real estate agents do well in today's economy while others fail? There is a huge discrepancy right now between people who are failing and people who are succeeding.
Having been a real estate business coach for the past 15+ years I've had the privilege to observe how real estate agents function. And this experience has included new agents and seasoned agents, and the experience of watching them work through hard times and good times. In addition, I've even had the privilege to be able to participate in helping them to become successful.
Here's the secret to what separates those who are doing well in today's economy from those who are not. It's one word - fear. The not so successful real estate agents have fallen into a cycle of fear. Usually that pattern is established through incessant watching of the news, whether it's reading a newspaper, or a magazine, or watching TV, or listening to the radio, the real estate agents who aren't doing well are following the news much too closely, and what happens is that their mind is focused on gloom and doom.
They have gotten in a cycle of focusing on what they don't want instead of what they do want. Because the media focuses on lack, they have also been focusing on lack. Since our thoughts create our reality the more we focus on lack the more we bring that experience to us.
The energy of fear is a contracting energy. If you're caught up in fear you might not know it but you might notice the signs and symptoms of fear. Here are some things to watch out for: Are you feeling discouraged? Are you procrastinating? Are you avoiding marketing? Are you feeling depressed? Are you suffering from low energy?
You see all of these signs and symptoms simply indicate that your energy instead of being expansive and confident has shrunken.
So what's the way out? Let's take a look at group B, the successful real estate professionals in today's economy. These professionals are not watching the news very much at all; in fact most of them go out of their way to avoid the news because they know the devastating effects on their mindset if they inundate themselves with the latest media blitz. Instead they focus on the opportunities available in their marketplace.
They are keenly aware of the properties available. They are keenly aware that this is one of the best times to buy. They are taking action.
What the successful group is doing that the non-successful group is not doing is that they are keeping their confidence level high and their mindset. They are focusing instead on, "How can I serve the people in my community?"
In addition they are not focusing on what they don't want; they're focusing on what they do want. They're focusing on their vision. They're focusing on the income they want to create. They're focusing on how they want to help people.
In addition, they're focusing on their capabilities. If they have skills that they need to refresh they're taking that opportunity to do it now.
Finally, the most important thing they're doing that the other group isn't doing, is that they're taking action. With a positive mindset it's easy to take action. They are getting on the phone. They're not afraid to pick up the phone and call their past clients, their current clients, their sphere of influence, and even people they don't know. Because they know that they have a valuable service they offer.
Most of the time when I coach my clients I help them with this belief: "I have a valuable service to offer and people are happy to hear from me." Since our beliefs create our reality if that's what you put out to the universe that is what you get back.
Many of my former clients that are practicing being proactive, practice getting their clients connected with the great opportunities. They have actually doubled and tripled their income in an economy that the rest of the world is calling a recession.
My advice to any real estate professional right now who wants to be successful is this; you may have knowledge of the current economy, but you don't have to participate. Instead you could do what Jack Canfield recommends and just say to yourself, "I hear there's a recession going on and I choose not to participate."
Thursday, March 22, 2012
Saturday, March 17, 2012
This Week at Rockwall KW
Monday March 19th
9:00-12:00 IGNITE: Contracts (Rockwall MC)
1:00-2:00 Photograph Your Listing (Paula)
Tuesday March 20th
9:00 Partner Meeting/Office South Tour
9:45-12:30 IGNITE: KW Tech (Rockwall MC) **PLEASE NOTE TIME CHANGE FOR IGNITE**
1:00-2:00 Call Conversion (Dona, Brian)
Wednesday March 21st
8:30 MLS Breakfast & NORTH Tour (Saltgrass)
12:00-3:00 IGNITE: Win Win Agreements (Rockwall MC)
Thursday March 22nd
9:00-12:00 IGNITE: Find Seller Leads (Rockwall MC)
1:00-2:00 Open House (Staci)
2:00-3:00 Open Tech Class (Eliot)
Friday March 23rd
9:00-12:00 IGNITE: Accountability (Rockwall MC)
9:00-1:00 Training Room Occupied
11:00-12:00 Foreclosures (Blaine)
9:00-12:00 IGNITE: Contracts (Rockwall MC)
1:00-2:00 Photograph Your Listing (Paula)
Tuesday March 20th
9:00 Partner Meeting/Office South Tour
9:45-12:30 IGNITE: KW Tech (Rockwall MC) **PLEASE NOTE TIME CHANGE FOR IGNITE**
1:00-2:00 Call Conversion (Dona, Brian)
Wednesday March 21st
8:30 MLS Breakfast & NORTH Tour (Saltgrass)
12:00-3:00 IGNITE: Win Win Agreements (Rockwall MC)
Thursday March 22nd
9:00-12:00 IGNITE: Find Seller Leads (Rockwall MC)
1:00-2:00 Open House (Staci)
2:00-3:00 Open Tech Class (Eliot)
Friday March 23rd
9:00-12:00 IGNITE: Accountability (Rockwall MC)
9:00-1:00 Training Room Occupied
11:00-12:00 Foreclosures (Blaine)
Thursday, March 15, 2012
The Secret to Success: Fail More Often
Provided By KW Blog
It’s a little-known fact that Microsoft founders Bill Gates’ and Paul Allen’s first “big idea” was to build a business around collecting traffic data for engineers. The company was called Traf-O-Data—no joke—and one can only imagine Gates rallying around the dream of “a light post on every corner, of every street, processing traffic everywhere.”
But, the company failed.
And, Gates and Allen are doubtlessly thankful for the lessons learned from that big failure, as a few years later a little corporation named Microsoft was born. Today, Microsoft is the largest software company in the world. And, Gates’ vision of “a computer on every desktop, in every home, running Microsoft software,” has largely been realized—making him the second richest man in the world since 2010, with a net worth of $53 billion.
This story is not uncommon. In fact, the greatest success stories are, when you take the time to look, built on a series of failures. Marilyn Monroe was dropped by Fox one year into her contract for being “unattractive” and “a bad actress.” In 1999, she was ranked the sixth greatest female star of all time by the American Film Institute, and today, is one of the most well-known pop culture icons ever.
Albert Einstein did not start speaking until relatively late in his childhood, and then was thought to be “dull” for repeating sentences to himself. Teachers found him “moderately talented,” and he flunked the entrance exam at Zurich Polytechnic. Einstein went on to win the Nobel Prize in Physics in 1921, and has changed the face of modern physics.
Gary KellerGary Keller knows something about failing your way to success. It has been his life journey. “People tend to think the world is conspiring against you when you fail.” His AHA: “People don’t realize you are born to fail and born to get up. It is the goal of every spiritual being to try to live as big a life as possible; to love as much as possible; to give as much as possible, and fail as often as possible.”
Why?
When you fail, you learn. Therefore, failure often plants the seeds of growth.
So, think big! Get comfortable with the idea that failure is intrinsic to success. Incremental thinking seems like a safe way to avoid failure, but it’s also the quickest way to veer left of success. The truth is, the more success you seek, the more failure you’ll achieve.
Stop taking baby steps. Or, as Gary says, "I don't think A to B. Blow up the alphabet and start living for Z.”
It’s a little-known fact that Microsoft founders Bill Gates’ and Paul Allen’s first “big idea” was to build a business around collecting traffic data for engineers. The company was called Traf-O-Data—no joke—and one can only imagine Gates rallying around the dream of “a light post on every corner, of every street, processing traffic everywhere.”
But, the company failed.
And, Gates and Allen are doubtlessly thankful for the lessons learned from that big failure, as a few years later a little corporation named Microsoft was born. Today, Microsoft is the largest software company in the world. And, Gates’ vision of “a computer on every desktop, in every home, running Microsoft software,” has largely been realized—making him the second richest man in the world since 2010, with a net worth of $53 billion.
This story is not uncommon. In fact, the greatest success stories are, when you take the time to look, built on a series of failures. Marilyn Monroe was dropped by Fox one year into her contract for being “unattractive” and “a bad actress.” In 1999, she was ranked the sixth greatest female star of all time by the American Film Institute, and today, is one of the most well-known pop culture icons ever.
Albert Einstein did not start speaking until relatively late in his childhood, and then was thought to be “dull” for repeating sentences to himself. Teachers found him “moderately talented,” and he flunked the entrance exam at Zurich Polytechnic. Einstein went on to win the Nobel Prize in Physics in 1921, and has changed the face of modern physics.
Gary KellerGary Keller knows something about failing your way to success. It has been his life journey. “People tend to think the world is conspiring against you when you fail.” His AHA: “People don’t realize you are born to fail and born to get up. It is the goal of every spiritual being to try to live as big a life as possible; to love as much as possible; to give as much as possible, and fail as often as possible.”
Why?
When you fail, you learn. Therefore, failure often plants the seeds of growth.
So, think big! Get comfortable with the idea that failure is intrinsic to success. Incremental thinking seems like a safe way to avoid failure, but it’s also the quickest way to veer left of success. The truth is, the more success you seek, the more failure you’ll achieve.
Stop taking baby steps. Or, as Gary says, "I don't think A to B. Blow up the alphabet and start living for Z.”
Tuesday, March 13, 2012
5 Apps to buy you time and save you money
Provided By KW Blog
In our fast paced, technology driven world, we are bombarded on a daily basis with the latest and greatest tech tools. It can be simply overwhelming trying to keep up with all of the options. Not to mention the cool-factor that goes along with being the first to roll out a sleek, new app.
When I’m tempted to try out or implement a new app, fresh out of the box, I give it my Technology Gut Check: First, will that technology save me time? And second, will it save me money? If it does one or the other, or more importantly both, then I’m inclined to give it a try.
Here are my Top 5 Mobile Apps that have passed my Technology Gut Check:
1. Drop box: Used as a cloud-based filing cabinet for all of our team’s documents. Whether I’m on my mobile phone, iPad or desktop, I have access to every agreement of sale, disclosure and appraisal. (https://www.dropbox.com/) – Available on iPhone, iPad, Android and Blackberry
2. Evernote: The best place to take notes, save web clips and manage prospects in progress. You can share a unique notebook with each prospect and track their home buying or selling progress. (http://www.evernote.com/) Available on iPhone, iPad, Android and Blackberry
3. Fax burner: This mobile app allows you to shoot a photo of any document with your mobile phone, converts it to a PDF and can fax it directly from your mobile phone or iPad. (http://www.faxburner.com/) – Available on iPhone only.
4. Shoeboxed: This awesome app manages your receipts. Simply take a photo with your mobile phone of the receipt and email it to Shoeboxed. You’ll have a digital copy and using Optical Character Recognition or OCR for short, it will file it and create an expense report. (https://www.shoeboxed.com/) – Available on iPhone and Android.
5. Dragon Dictation: A voice-to-text free, mobile software. This app lets you dictate emails, texts and documents and then transcribes them for you. This app is great for realtors on-the-go, because we can talk much faster than we type. (http://www.nuancemobilelife.com/) – Available on iPhone.
Next time you think of technology, choose an app that isn’t only fun and cool, but rewards you with more freedom, time and money.
In our fast paced, technology driven world, we are bombarded on a daily basis with the latest and greatest tech tools. It can be simply overwhelming trying to keep up with all of the options. Not to mention the cool-factor that goes along with being the first to roll out a sleek, new app.
When I’m tempted to try out or implement a new app, fresh out of the box, I give it my Technology Gut Check: First, will that technology save me time? And second, will it save me money? If it does one or the other, or more importantly both, then I’m inclined to give it a try.
Here are my Top 5 Mobile Apps that have passed my Technology Gut Check:
1. Drop box: Used as a cloud-based filing cabinet for all of our team’s documents. Whether I’m on my mobile phone, iPad or desktop, I have access to every agreement of sale, disclosure and appraisal. (https://www.dropbox.com/) – Available on iPhone, iPad, Android and Blackberry
2. Evernote: The best place to take notes, save web clips and manage prospects in progress. You can share a unique notebook with each prospect and track their home buying or selling progress. (http://www.evernote.com/) Available on iPhone, iPad, Android and Blackberry
3. Fax burner: This mobile app allows you to shoot a photo of any document with your mobile phone, converts it to a PDF and can fax it directly from your mobile phone or iPad. (http://www.faxburner.com/) – Available on iPhone only.
4. Shoeboxed: This awesome app manages your receipts. Simply take a photo with your mobile phone of the receipt and email it to Shoeboxed. You’ll have a digital copy and using Optical Character Recognition or OCR for short, it will file it and create an expense report. (https://www.shoeboxed.com/) – Available on iPhone and Android.
5. Dragon Dictation: A voice-to-text free, mobile software. This app lets you dictate emails, texts and documents and then transcribes them for you. This app is great for realtors on-the-go, because we can talk much faster than we type. (http://www.nuancemobilelife.com/) – Available on iPhone.
Next time you think of technology, choose an app that isn’t only fun and cool, but rewards you with more freedom, time and money.
Thursday, March 1, 2012
Pressure Proofing Your Business
Provided By Realty Times
We are all under the gun every day in real estate sales. Most of us get up every morning unemployed. We need to go out and find a person to buy and sell with everyday. How do we “pressure proof” our business? We must put ourselves in the position where we are always winning. When we are on a listing appointment, and we are struggling with the seller, we must believe they will sign the listing before we leave. We must know during our prospecting block that we will turn up a new listing or new buyer every day. Let me share with you a few ideas to make your business “pressure proof” and successful daily.
1. Trust Your Skills and Abilities
We all go through droughts or slumps in our business. I see Agents who close big volume who stop cheering themselves on if they have not listed a home in a week. They start to doubt their abilities. They start to make dramatic changes in a panic. You have cultivated certain skills and abilities that work for you. Just because they did not work today or this week does not mean you should make wholesale changes. You should not give up on what brought you to the dance. People have a tendency to change course too often in life. Set a solid course and trust in your skills and abilities.
2. Gain Greater Trust Through Practice
In my twenties, I competed in racquetball professionally all over the United States. When I was having problems with my passing shots, I didn’t give up. I would practice for hours hitting thousands of passing shots to every corner of the court. A few weeks later, I would be competing in a match, and the shot I had been practicing could win a point. I was on autopilot and would hit the shot for a win. The hours of practice allowed me to be “pressure proof” during the game. All good athletes know about this skill.
What if we applied this concept in real estate? What if we practiced game type situations? If we practiced the listing presentation daily, or we role-played objections that regularly came from buyers and sellers, would that lead us to “pressure proof” our business? Wouldn’t it be nice having the response come out on autopilot for almost every situation? What would that skill do for the trust you have in yourself? Your performance would increase, as would your results.
3. We Need to have “Positive Addiction”
Psychology expert, William Glasen, had a concept called “Positive Addiction”. The concept was simply that the mind can become addicted to positive action and positive results. As an example, you can become positively addicted to running, working out, learning, reading, writing, or anything you do well.
His theory was when you do something well, and you enjoy doing it, you will experience a rush of endorphins in your body – the same kind of endorphin rush we have all heard about as a “runner’s high”. The endorphins in your brain create a feeling of well-being and happiness. Then your mind remembers this elevated state and motivates you to repeat the activities that gave you that feeling of well-being.
We truly can become addicted to taking listings, selling homes, prospecting, etc., etc. As long as your mind associates something you do well and enjoy doing with the endorphin rush, it will try to create the circumstances or activities with regularity. You truly can become addicted to positive, constructive activities. That certainly would be a valuable addiction to have.
To enhance that addiction, you need to develop a greater trust through practice. The practice phase leads to the other successes. Practice will help you gain greater trust even during a slump. You can achieve what you desire - just trust in yourself. Develop the “Positive Addiction” to success today.
Practice the skills you need to succeed daily. Doing so will lead you to being “Pressure Proof” in a very short time.
We are all under the gun every day in real estate sales. Most of us get up every morning unemployed. We need to go out and find a person to buy and sell with everyday. How do we “pressure proof” our business? We must put ourselves in the position where we are always winning. When we are on a listing appointment, and we are struggling with the seller, we must believe they will sign the listing before we leave. We must know during our prospecting block that we will turn up a new listing or new buyer every day. Let me share with you a few ideas to make your business “pressure proof” and successful daily.
1. Trust Your Skills and Abilities
We all go through droughts or slumps in our business. I see Agents who close big volume who stop cheering themselves on if they have not listed a home in a week. They start to doubt their abilities. They start to make dramatic changes in a panic. You have cultivated certain skills and abilities that work for you. Just because they did not work today or this week does not mean you should make wholesale changes. You should not give up on what brought you to the dance. People have a tendency to change course too often in life. Set a solid course and trust in your skills and abilities.
2. Gain Greater Trust Through Practice
In my twenties, I competed in racquetball professionally all over the United States. When I was having problems with my passing shots, I didn’t give up. I would practice for hours hitting thousands of passing shots to every corner of the court. A few weeks later, I would be competing in a match, and the shot I had been practicing could win a point. I was on autopilot and would hit the shot for a win. The hours of practice allowed me to be “pressure proof” during the game. All good athletes know about this skill.
What if we applied this concept in real estate? What if we practiced game type situations? If we practiced the listing presentation daily, or we role-played objections that regularly came from buyers and sellers, would that lead us to “pressure proof” our business? Wouldn’t it be nice having the response come out on autopilot for almost every situation? What would that skill do for the trust you have in yourself? Your performance would increase, as would your results.
3. We Need to have “Positive Addiction”
Psychology expert, William Glasen, had a concept called “Positive Addiction”. The concept was simply that the mind can become addicted to positive action and positive results. As an example, you can become positively addicted to running, working out, learning, reading, writing, or anything you do well.
His theory was when you do something well, and you enjoy doing it, you will experience a rush of endorphins in your body – the same kind of endorphin rush we have all heard about as a “runner’s high”. The endorphins in your brain create a feeling of well-being and happiness. Then your mind remembers this elevated state and motivates you to repeat the activities that gave you that feeling of well-being.
We truly can become addicted to taking listings, selling homes, prospecting, etc., etc. As long as your mind associates something you do well and enjoy doing with the endorphin rush, it will try to create the circumstances or activities with regularity. You truly can become addicted to positive, constructive activities. That certainly would be a valuable addiction to have.
To enhance that addiction, you need to develop a greater trust through practice. The practice phase leads to the other successes. Practice will help you gain greater trust even during a slump. You can achieve what you desire - just trust in yourself. Develop the “Positive Addiction” to success today.
Practice the skills you need to succeed daily. Doing so will lead you to being “Pressure Proof” in a very short time.
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