Want the TRUTH about how Real Estate Really Works? Click here to subscribe to our weekly Real Agent Memo!

Referrals – The Never-Ending Stream

“Word of mouth” is by far the most effective type of advertising there is, and it’s FREE.

But, WHY exactly do people refer to you? 

People recommend you because it makes THEM look good.

When your client recommends you, it means they have 100% confidence that you will provide the exact same level of exemplary service to their friends and family, that you provided to them.

When people have this level of confidence in you, they will go out of their way—without being asked—to recommend you.

On the other hand, if there was anything about their experience working with you that wasn’t perfect, they might be unwilling to take the risk that you might make them look bad.

Have you ever thought you did a great job, asked your clients for referrals, thought for sure they were going to come through, and it just never happened?

Maybe they told you they were 100% satisfied and thought you did a great job.  So, why no referrals?

It’s probably...

Continue Reading...

The Power of Habit

All this month, I’ve been writing about how to Get Stuff Done, in anticipation of a New Year (and a New Decade) just around the corner (34 days to go).

While I’m in the mood to increase productivity (including my own), I started reading The Power of Habit by Charles Duhigg, which provides an extremely insightful look at how habits work and how to change them to have a powerful and positive effect on your life.  This book has confirmed to me that I’m on the right track with my last few blog posts, but it’s made things even clearer.  It’s exciting to learn more!

In Rules and Routines, I described how trying to make radical changes through sheer willpower alone was a recipe for disaster, so instead, you should start with baby steps by implementing simple Rules and then building on those Rules over time to create a Routine.

The Power of Habit refers to these baby steps as “small wins,” incremental achievements that give you a sense...

Continue Reading...

The Self-Imposed Deadline

Are you the type of REALTOR® who thrives on deadlines?  You’ve procrastinated on that CMA all week, and now you’ve got 45 minutes to get it done.  No problem!  When you’ve got a deadline, you always come through.

There are two ways you can look at this:

  1. When you’ve got a deadline, you’re able to get a lot of work done quickly and efficiently;
  2. You leave everything to the last minute, and therefore the work is often not to the standard that you’d like.

Chances are there’s some truth to both statements.  Sure, you got the CMA done, and it’s good, but half-way through the Listing Appointment, you realize that you’re missing some critical information.  You msessed up.

If you lose the listing, what’s the potential cost?  Ten grand?  Maybe more?  All because you left the CMA to the last minute?

What if you had completed that CMA 24 hours before and then allowed yourself additional...

Continue Reading...

48 Days Until 2020

If you’re reading this on the day it was posted (November 14, 2019), you’ve got 48 days until a new decade begins on January 1, 2020.  Do you have any New Year’s Resolutions planned?

Here’s a better question:  Why wait?

If you’re planning to make improvements, whether personally or professionally, there’s no time like the present; I’ll show you how to get started, easily, TODAY!

When you think about it, it doesn’t make a whole lot of sense to expect that you’ll instantly change your ways overnight.  You’ll go to bed with ALL your bad habits on December 31, and magically wake up the morning of January 1, with all new good habits?  Uh-huh.  Yup.  Sure you will.

I think it’s great that you’ve got plans for improvement, but let’s give you an honest fighting chance at success.

It’s absolutely fine and good to set New Year’s resolutions.  But, rather than waiting...

Continue Reading...

Rules and Routines

Improving your life through sheer willpower might work for some super-humans, but it’s a recipe for disaster for most of us.  You try to do something; you fail, you feel discouraged, you stop trying.

On the other hand, establishing a few simple ‘Rules and Routines’ can add order to your life, and make you feel far more in control and more productive.

You can introduce ‘Rules’ incrementally as a way towards accomplishing a much bigger goal.  For example, let’s set a rule towards a bigger goal of weight loss:

Weight Loss Rule #1 – No snacking after 7:00 p.m.

All you have to do is master that one rule for now.  That’s it.  And by the way, this is a good rule for everyone, whether you need to lose weight or not, because eating late at night interferes with your circadian rhythm.  If you eliminate eating after 7:00, you’ll improve your digestion, you’ll sleep better and you’ll wake up more...

Continue Reading...

How to Talk Gooder

Last week, we talked about how to initiate conversations with people using The FORD Method.

Once you’ve got a good conversation going, don’t be in a hurry to steer the topic to Real Estate.  That’s being a Salesy Slickster.

Do.  Not.  Be.  A.  Salesy.  Slickster.

Just let the conversation go where it may.  LISTEN, show interest, and enjoy the opportunity to meet a new and (hopefully) interesting person.  Maybe you’ll learn something!  Or, at the very least, maybe you’ll enjoy yourself!

Life isn’t ALL about Real Estate, you know.

If you’re enjoying the conversation, chances are the other person is, too.  You’re developing rapport! 

Remember the “O” in The FORD Method (occupation)?  If the conversation starts to lag a bit, you can always ask the other person, “What do you do?”.

Now, listen!  Show interest.  Ask follow-up questions.

Almost...

Continue Reading...

The Team Option for New Agents

You’ve got your shiny new Real Estate license, and you’re all signed up at a brokerage!

Now what?

The choices you make now will have a direct impact on your entire career, and there are a thousand choices that are equally compelling and confusing!

For example, should you join a team?

The word “team” has a positive connotation, doesn’t it?  It implies all kinds of good things – mentorship, structure, support, training, camaraderie, and everyone working towards the same common goal.

This sounds wonderful!

And it could be!  If you’re lucky enough to be joining a small team with a high-integrity leader—one who genuinely wants to mentor you—this could be a great way to launch your career.

However, before you make this critical decision, be very cautious about the Big-Box Team with the celebrity “mega agent” and their slick recruiting message.

The bigger the team, the slicker the message, and the further it is...

Continue Reading...

My First Year

marketing self management Sep 19, 2019

I started my career the same way as most of you did, fresh out of Real Estate School with zero prospects and not having a clue what to do next. 

I wanted to learn more, so I explored all the coaching options that were available at the time.  But none of it seemed right for me, especially the idea of “prospecting” every day.  Yuck!

I’m just not the type of person who enjoys calling people out of the blue and reciting canned scripts, “If they say this, you say that!”

Honestly, if I had to be a telemarketer to make a living at Real Estate, I’d rather scrub toilets in a Mexican jail.

I’m not passing judgment.  We’re all different, and for some agents, “prospecting” is a highly-refined art, from which they derive both great success and personal satisfaction.  To each their own.

The other thing the coaches were espousing was spending gazillions on “marketing,” including nonsense like...

Continue Reading...

Good Habits - How to Get Them

In 48 hours, I’m going to get on a bicycle and set out on an epic journey—200 kilometers—as part of the Enbridge Ride to Conquer Cancer. 

If you’re young and fit, 200 kilometers may not seem like a huge challenge.  But it sure is for me!

It was an even bigger challenge when I first joined Team Believe five years ago.  I had several personal reasons to join the Fight to Conquer Cancer but challenging myself to get into shape was one of them.

If I was going to have any hope of completing The Ride, I knew I would have no choice but to make some radical changes to my lifestyle.

Confession time:  As a busy REALTOR®, I had completely let myself go, physically.  I was a big fat blob of mush.  Imagine Fat Bastard (from the Austin Powers movies) riding a bike, and you’re not far off. 

I’ll never forget my first practice ride in the spring of 2015.  After five kilometers, I was not only completely winded, but my...

Continue Reading...

Learning How to Learn | Part Two

self management Aug 08, 2019

Procrastinating is robbing your future.

Last week, we talked about the “learning pyramid” and how we don’t retain much information by simply listening or reading about new ideas or concepts. 

The way to thoroughly learn a concept is to take action on what you’ve learned.  You’ve got to start DOING!

Beyond that, if you want to challenge yourself, try teaching the concept to someone else. For example, try explaining the concept of the “learning pyramid” to a friend or your spouse.

Chances are you’ll mess up at first.  But don’t worry!  Making mistakes is part of the process.  Just go back and study the material further.  Try to focus and concentrate on retaining the information.  This isn’t easy in our distraction-filled world, but that’s life, folks.  Learning is a struggle. 

When you can clearly teach a concept to someone else, you now KNOW the information.  Through...

Continue Reading...
1 2
Close

The Real Agent Memo

The unrestricted TRUTH about how Real Estate Really Works, for hard-working, high-integrity agents who want to learn how to defeat Gimmicky Slicksters.

Sent every Thursday. UNSUBSCRIBE any time.