4 Secrets To Effective Communication in Real Estate

Would you agree what you say and how you say it really has an impact on any agents effectiveness in real estate sales? Effective communication is a critical component of mastering success in business and in life. By mastering the art of communication, you’ll increase every level of performance in your life. I’ve often said if you just communicate, you can get by. But if you communicate skillfully, you can work miracles—miracles in your family relationships, your business relationships and your friendships. Take advantage of every opportunity to practice your communication skills so when important occasions arise, you will have the gift, the style, the sharpness, the clarity and the emotions to affect other people. What a unique opportunity to touch others with something small but powerful—our words.

Now before we get to the fundamentals of effective communication, there’s some groundwork to be laid. You see, preparation is the key to good communication. You’ve got to make deliberate, consistent effort to keep putting into your head, and putting into your heart and soul, valuable information from your business experiences or from others in the industries experiences. You can’t speak of that which you don’t know. You can’t relate what you don’t have. You can’t give out what hasn’t come in. So the first key to good communication is a consistent way to gather information, knowledge, experiences and then remember it, store it and have it available so you can use it. Preparation is the key. Now to prepare for good communication…

Interest – Sharpen your curiosity and your interest in life, people and real estate. Those are the big subjects: life, people and real estate.

What about life?

The questions you might have about life and the mysteries of life.

What about people and the human behavior?

What about real estate and the ins and outs of the business?

Everywhere you go around the world, from South Africa to Northern Ireland, people are the same. What they want is the same. They would like to be employed. They’d like to have something to do. They’d like to have a way to earn their way. They’d like to make a good living. They’d like to supply incredible values for their family, and plan for the future—not only for the next generation but the next generation after. They’d like to make a contribution to the community and to their country. They’d like to be valuable in more than one respect. They’d like to be good parents. They’d like to leave a legacy.The list is the same whether you go to Siberia or Australia. It doesn’t make any difference. We all have those kinds of ambitions. In some countries, of course, the opportunity to do so is a lot better than in other countries that are struggling with just survival, let alone succeeding. You should sharpen your interest and keep a journal of your impressions when you visit another region.If you go to Australia they have estate property auctions and call themselves estate agents. They’ve got all these unique real estate words. So when you go to Australia, when you go to other countries, you pick up on this because it’s interesting. It’s interesting conversation, and if you know a little about this, it’s fascinating. The key is to just sharpen your interest in life and people, and region and country, and nation and ceremonies, and style and expressions.You just pick up all of that flavor and the style and the language and the idiosyncrasies of where you go. You pick all that up as preparation so your conversation will be more interesting to someone else. And you can flavor it with the color of your experiences of where you’ve been and what you’ve seen and what you’ve heard.

Fascination – Go from interested to fascinated. Interested people want to know, Does it work? Fascinated people want to know, How does it work? What goes on below the surface? I can see that it works, but what makes it work? Kids have this extraordinary ability to ask questions. They can ask a hundred an hour. It’s amazing. It’s because they want to know. Their minds are just zinging all the time.Questions about what’s happening and what’s

going on and how does it work and why is it this way and how come it works like this? That’s so valuable in preparing to store in your mental bank and your bank of experiences more and more information, more and more experiences, colored and flavored by your own emotional content so when you get ready to speak, you have something valuable to say.Day by, let life fascinate you. Let life interest you. Substitute fascination in place of frustration. I used to be frustrated, now I’m fascinated. I’m telling you now, it doesn’t work every time. Nothing works every time. But every time you can get it to work, let something fascinate you instead of frustrate you. Be curious how life works. That’s how you gather more from your life experiences and prepare for good communication.

Sensitivity – The next word, and this is an important word in preparing for communication, is sensitivity. Try to put yourself in someone else’s shoes. Try to feel what they feel. Try to hurt like they hurt. Have sympathy and compassion.Being in real estate for more than two decades we quickly forget the emotional impact our business has on people’s lives and we almost become desensitized and insensitive to our clients feelings, fears and emotions when buying and selling. We should all as agents buy and sell every year just to remember the stress, anxiety and emotions that are affected in our business for all our clients.Sensitivity is trying to understand where someone might be at the moment. The reason they’re angry may not be obvious. Maybe the IRS just knocked on their door a couple days ago. That’s why they’re upset. You can’t just go by what’s obvious because there might be some reasons behind the reasons.So you’ve got to learn to be a little more sympathetic, a little more understanding. This is vitally important. Sometimes it’s difficult, unless you are like that person, to sympathize or to have sensitivity. But here’s what you must do: You must try. People know when you try. When I go to Costa Rica and try to speak a little Spanish. If you try to understand, try to speak a few words, it goes such a long way in identifying with people, in building a bridge of understanding and getting something started toward good communications.

Knowledge – So we’ve got interest, we’ve got fascination, and we’ve got sensitivity. Here’s one more word: knowledge. You just have to know. Collect knowledge in your journal, from your ongoing education. Fill up your mental and spiritual and emotional bank so it becomes like an unending reservoir to draw from. That begins to help you prepare.Do your research. Gather up stories. Learn scripts and dialogs. Keep the flow of knowledge going into your journal, as well as into your head and into your heart. Become a student of real estate, life, business and take courses. Find a coach or mentor and ask as many questions as possible to gather all the knowledge and insight you can.If you want to grow your income it starts by growing yourself. Take the time to learn the business at your desk, training room or classroom and not by trial and error out in the field at your clients expense.

So there you have a few secrets to becoming a more effective communicator. We are story tellers. We are advisors. We are counsellors. We are relational. All these things are parts that make us an engaging, fascinating communicator and become more attractive and valuable to our clients and this industry.

What Top Agents Never Do Again

Insanity: “Doing the same thing over and over again and expecting different result.”

So what does that mean? The things top agents never do again. From my observations of successful agents they tend to have moments in life and in business. That once they have them, they never go back to the old way of doing things and when that happens, they are never the same.

In short, they just get it!

Years ago, a bad business decision of mine led to an interesting situation. I had learned a valuable lesson the hard way and assured myself this was a good thing once I learned that lesson, I would never go back. Trust me you never do it again. So what are the key moments successful agents go through that forever change how they do things, which propel them to succeed in business, relationships, and life? I began to look at these moments and here is what I found. Successful agents never again…

Return to what hasn’t worked for them in their real estate business or personal life. Whether a job, or a broken relationship that was ended for a good reason, we should never go back to the same thing, expecting different results, without something being different.

Do anything that requires them to be someone they are not. In everything we do, we have to ask ourselves, Why am I doing this? Am I suited for it? Does it fit me? Is it sustainable? If the answer is no to any of these questions, you better have a very good reason to proceed or stop it and be your authentic self.

Try to change another person. When you realize you cannot force someone into doing something, you give him or her freedom and allow them to experience the consequences. In doing so, you find your own freedom as well. You can only change yourself and really cannot change others.

Believe they can please everyone. Once you get it truly is impossible to please everyone, you begin to live purposefully, trying to please the right people. They realize they are the most important person in their life and the family and friends are the next important people in their lives. They stop basing their choices on people pleasing and choices that are best for themselves and those most important to them.

Choose short-term comfort over long-term benefit. Once successful people know they want something that requires a painful, time-limited step, they do not mind the painful step because it gets them to a long-term benefit. Living out this principle is one of the most fundamental differences between successful and unsuccessful people, both personally and professionally. They have the courage to leave their comfort zone in order to gain long term.

Trust someone or something that appears flawless. It’s natural for us to be drawn to things and people that appear “incredible.” We love excellence and should always be looking for it. We should pursue people who are great at what they do, employees who are high performers, dates who are exceptional people, friends who have stellar character and companies that excel. But when someone or something looks too good to be true, he, she or it is. The world is imperfect. Period. No one and no thing is without flaw, and if they appear that way, hit pause. Don’t be misled. Learn how to read people.

Take their eyes off the big picture. We function better emotionally and perform better in our lives when we can see the big picture. For successful people, no one event is ever the whole story. Winners remember that—each and every day. The top agents always have their eye on the prize and know their why and purpose and love the impact they have on people and the ones closest to them more than the selling real estate part.

Neglect to do due diligence. No matter how good something looks on the outside, it is only by taking a deeper, diligent and honest look that we will find out what we truly need to know and the reality we owe ourselves. The best reality comes from an honest self-assessment. Top agents always make educated decisions on everything personally and professionally they do.

Fail to ask why they are where they find themselves. One of the biggest differences between successful people and others is in love and in life, in relationships and in business, successful people always ask themselves, What part am I playing in this situation? Said another way, they do not see themselves as victims, even when they are.Don’t make excuses for who and where you are.  Top agents don’t live below the line in blame, denial and excuse. They are above the line and take ownership, action and learn from their mistakes.

Forget their inner life determines their outer success. The good life sometimes has little to do with outside circumstances. We are happy and fulfilled mostly by who we are on the inside. Research validates that. And our internal lives largely contribute to producing many of our external circumstances. Become a better you and the outward becomes better. The converse is true. People who are still trying to find success in various areas of life can almost always point to one or more of these patterns as a reason they are repeating the same mistakes.

Remember everyone, including me, make mistakes… even the most successful people out there. But, what achievers do better than others is recognize the patterns that are causing those mistakes and never repeat them again. In short, they learn from pain—their own and the pain of others. A good thing to remember is this: Pain is unavoidable, but repeating the same pain twice, when we could choose to learn and do something different, is certainly avoidable. “We don’t need new ways to fail… the old ones are working just fine!” Our task, in business and in life, is to observe what they are, and never go back to doing them again.

Is Your Real Estate Business Unshakeable?

It is time for North American real estate agents to accept the fact this is our new normal real estate market. Real estate markets are shifting all over North America and this is now the market agents are needing to be comfortable working in. The nice part about this new normal market is it is not a global recession or not a global housing crisis but it is also not the record breaking sales and increase in values we have seen over the last number of years either. Currently we have about 1.3 million real estate professionals in the U.S. and about 110,000 real estate professionals in Canada. Last year only 3% of the agent population sold more than 25 homes. Almost half of the agent population sold no homes last year. The forecast is 78 million people will move in the next four to five years. Ancillary companies invested 5 billion dollars into the real estate industry this year to capture a piece of the 100 plus billions of commission dollars that will be generated in real estate sales in the coming years. So how much of that pie do you want to capture? What do you need to do to ensure you capture a piece of that pie? Here are my top tips for you to create an unshakeable real estate business and to capture the biggest piece of the pie in the coming years.

Tip to Create an Unshakeable Real Estate Business

  1. MINDSET – The most important factor to any agents success is their identity and how they see themselves in their own marketplace and how the marketplace sees them as the trusted expert in their community. You need to fall more in love with the fact you can change lives with your real estate business and what you do truly does matter. You need to have the mindset that this is my business and not a job or a hobby but this is my business! How I treat my business matters. How I run my business matters. How I step up my business matters. How the community sees me as a trusted real estate expert matters. Change you own identity and your communities identity about you and your business today!

  2. STOCK PILE CASH – The biggest reason for so many agents leaving the industry in 2007-2008 was the fact they had not saved any of the money they made in the previous real estate boom. Having capital and some access to cash to live personally and to run your day to day business is critical. Start now and save. Begin to pay down debt now. Look at ways to consolidate your debt personally and professionally now. Get a business line of credit or inquire about increasing your existing business credit line now while you can. Remember in any economic correction cash is king!

  3. TOP LINE REVENUE –  My first question to high producing agents is to get them is make a list of the top 10 activities they did to generate all the business success the had. Then tell me all the business activities on your list you are presently doing. The session is over and the light comes back on. There are so many ways to drive sales and revenue into an agents business. Create your list of top line revenue drivers in your business and get at them and double the amount of times you normally do these activities and watch what happens to your top line revenue.

  4. REAL ESTATE IS MATH – Your business is just math and all agents business really breaks down to knowing exactly three numbers that will get you to any real estate income goal. The first number is the number of people a day you need to speak to about buying and selling real estate. That is your DAILY number. The second number is the number of bona fide listing or buyer appointments you need to attend a week. That is your WEEKLY number. The third and final number is the numbers of transactions or sales a month you need to perform. That is your MONTHLY number. Those three numbers equate to any agents annual income goal. Easy as 1-2-3 numbers to determine your income success!

  5. TECH ENABLED – The biggest challenge with our on demand world is the agent who is struggling with the tech enabled business world we live in. You either need to learn it or get someone to do it for you that is tech enabled. The real estate business cannot be done to the speed of expectancy from the customers without technology. Apps, CRMS, Digital signatures, The Cloud, Paperless transactions, Email, Text, Video and on and on and on.

  6. MARKETING – You just can’t be the one trick pony agent and be able to manage in the new normal market and economy. Agents need to have at least four to six marketing funnels generating buyer and seller leads a day for them to be able to cope with any correction in the market. If agents don’t have enough funnels then they don’t generate enough leads. Without enough leads there are not enough appointments. Without enough appointments there are not enough listings and sales. Get those four to six marketing funnels firing on all cylinders now before it is too late.

  7. CONVERSION – The greatest problem in our industry is the inability of real estate professionals not being able to convert a lead to an appointment. You need to be a lean mean appointment setting machine in this business to survive. Lead conversion 101 is simply asking the consumer engaging thought provoking questions that allow them to discover the challenges, difficulties and pitfalls a buyer or seller may face in today’s market place and then having a system or process to help them navigate those challenges. After that all we need to do is L.G.T. “Let’s get together”

  8. SCALE THE BUSINESS – We all have in some way shape or form issues with control. We have convinced ourselves we just cannot let go. The issue today is we only have so many months, weeks, days, hours and I don’t care who you are, you cannot do it all alone. Finding help and automating, systemizing and delegating allows an agent leverage and them a chance to really focus on what they do best and that’s people! Let go! It will change your life! Take it from me the president of the control freak club!

So there it is, 8 powerful ways to help navigate and crush it in this new normal market.  All that is left is you and making the choice to get at it! There is a huge pie of commission income available and you need to decide how much pie is going to be yours!

7 Breakthrough Strategies for Your Real Estate Business

No matter how good you are at running your real estate business, there will come a moment when you start to feel your business levelling off. Maybe it’s a lull in your sales, maybe you aren’t bringing in as many leads as before, or maybe you simply don’t feel the energy, drive, and creativity to move forward. Now is a great time of year to work in your business and develop some strategies for a fall breakthrough for your business and bust through those plateaus in business finishing your year strong.

7 Breakthrough Strategies for Your Real Estate Business

1.  A Rebranding Strategy – One of the most effective ways to break through a plateau is by rebranding. However, this is only a viable option if you’re truly in need of a brand refresh. If your current branding is old and outdated; starting new and designing fresh ideas can spark the creativity you need to drive more sales. However, beware of alienating clients with something that comes totally out of left field. Your new vision should still stay true to your core values while elevating the overall perception of your company.

2.  Invest in a New Website – A new website is an investment. However, it is one of the best ways to drum up business and carry your company into the digital era. Today’s real estate agent needs a sleek and sophisticated website with bright, clear photos, enticing content, and persuasive call-to-actions. Working with an established website designer is hands-down the best way to go about launching a new website, as they will take care of every bell and whistle to make sure the website functions in today’s fast-5.  paced tech world while also looking elegant and beautiful for customers.

3.  Add to your Team – If you are worried your team is starting to feel stagnant, it might be time to switch things up a bit. ISA (Inside Sales Associate) departments are the new big thing in real estate, but the idea has been around since the beginning. Essentially, an ISA team is your sales team. These independent sales agents work all day on the phone following up with and scrubbing leads in order to hand them off to a selling agent. They’re ideal for growing teams and established teams alike because they take away all distractions and focus solely on sales. ISAs don’t do administrative tasks or any other daily work other than lead generation and conversion.

4.  Change Some Processes – If you currently have an ISA team and you feel they are starting to lose momentum, you can always change up some of the processes to keep things fresh. For example, re-negotiating commissions, implementing new software, or adding tracking to your current processes are all ways to “light a fire” and inspire teams to try something new and exist outside their comfort zone.

5.  Adding A New Lead Gen Layer – So many agents don’t seem to have enough lead generation sources to their business and have been putting off adding another lead generation process or system. Don’t be one dimensional or have too few ways of generating leads and prospects in your business. Do you have all the “Fab Five” lead sources running in your business?

  1. Database touches
  2. Online leads
  3. Expired – FSBO
  4. Open House – Door knock
  5. Geographic farm?

6.  Pre, During, Post Sales Service – Do you create certain customer service experiences for your clients pre, during and post their sale?  I call these critical non essential’s like a one day, one week, one month post sale check in call? Providing a moving day meal for the clients and more. “People don’t remember what you said but they remember how you made them feel.” Take the time to increase the consumers experience with you and your business and wow and awe the clients.

7.  Set New Goals – Maybe you have met your goals for the year and you really have nothing to shoot for the rest of the year. Maybe you didn’t really set a goal for the year and now is the time to set some goals and have a vision or target for the balance of your year. Most agent’s aim for nothing and hit it with amazing accuracy. Don’t be that agent!

There you have a few simple and practical ways to create a breakthrough for you and your real estate business to finish 2018 strong. Take the time to rekindle the fire and really go for it! To your success!

Don’t Try To Be Perfect

you don't have to be perfect realtor

Have you ever read something and felt like it was written just for you? Well there’s a book called The Gifts of Imperfection…this book has page after page of great content applicable to almost everyone.
You can choose to let go of yourself to live a “fake life” for others, or you can embrace who you are and own your life story. You’ll love life, others, and yourself better when you’re authentic.

Live wholeheartedly by switching your mindset from trying to be perfect and identifying yourself with what other’s think, to feeling “I am enough” no matter what happens today. You’ll be more courageous, compassionate, and connected this way. And wholehearted living is a never-ending process, not a milestone.

Strive to DIG deep, especially when you’re tired and stressed by being:

  • Deliberate – Be intentional in what you think and do.
  • Inspired – Get yourself in the right emotional and mental place to feel like yourself.
  • Going – Take action, whether that’s to rest or work harder—just do it.

Three Best Quotes

“Authenticity is a collection of choices that we have to make every day. It’s about the choice to show up and be real. The choice to be honest. The choice to let our true selves be seen.”

“Understanding the difference between healthy striving and perfectionism is critical to laying down the shield and picking up your life. Research shows that perfectionism hampers success. In fact, it’s often the path to depression, anxiety, addiction, and life paralysis.”

 “We cannot selectively numb emotions, when we numb the painful emotions, we also numb the positive emotions.”

Action Steps For You

Owning your story isn’t the easiest thing to do out there.

It takes guts to speak about your guilt and shame. It requires courage to tell people how you’re thinking instead of what you think they want you to say. And bravery is needed to live authentically with your imperfections.

Though when you practice living a true life where you think, speak, and act in congruence with yourself, not how you think you’re supposed to be, you open your heart to love yourself and others.

The means to do this are to practice courage, compassion, and connection on a daily basis. Those are the gifts of imperfection.

And don’t try to be perfect, you’ll live a lie because you’re not flawless and no one else is either. You’ll be happier when you embrace you’re human and have your faults, and allow others to help you or give you a shoulder to lean on.

So don’t try to be the Hollywood star you admire (we know they have their issues) or the cool guy at the office. Instead be your authentic self and own your story, then you’ll be blessed with the gifts of imperfection.

I challenge you, today, to go out and tell a trusted family member or friend how you’re feeling today and why. Be vulnerable. Open up and allow them to see your imperfection. If they’re a good friend, you’ll both feel better after this conversation.

The journey to wholehearted living can start today if you open your heart. The choice is yours. Please do it for yourself and the people around you.

And practice loving yourself. Find your favorite hobby so you can go to that to find play, rest, and joy. Give your heart and happiness as much attention as you give your real estate career and success. Ironically being happier will fuel you to be more successful.

Your life will never be the same when you strive for wholehearted living.


Habits That Hinder Our Success

Do you feel you never have enough time at the end of your day? Never enough money at the end of the month? We all have certain habits we need to quit to start increasing our own personal and professional success. Here are some of the top habits that always seem to hinder one’s success.

1. Saying YES When You Want To Say NO. If an activity, partnership or opportunity doesn’t resonate with you and does not feel aligned with your values and goals, you need to be comfortable about setting boundaries. Learn how to say no with kindness right from the start because, as you become more successful, more people will compete for your time and attention. Not setting healthy boundaries will end up in overwhelm and burnout. I am that classic people pleaser and have had to learn the hard way to learn to say NO and stop saying YES to everything and everyone. “This has everything to do with me and nothing to do with you and I need to say No for me, right now and I hope you can understand.”

2. Losing The Yearn to Learn. If We Are Not Growing Then We Are Dying. You have to eliminate the status quo and constantly looking to self-improve. As realtors we are business owners and need to understand the key to growing our income and business comes directly from growing ourselves. Remember that earners are learners and the agents who invest in themselves and take action on what they learn show a direct correlation to higher income levels.

3. Working Thru Meals & Breaks. Working through meals and breaks is a habit a lot of agents take on. Most justify it with, “If I work through lunch, I’ll just leave a few minutes early” and that isn’t what ends up happening. It’s hard to disconnect midday, especially if you’re in a productive spurt, but it’s important to take a few minutes to recharge. Not doing so will lower your productivity and lead to burnout faster. Success isn’t about time management it is about energy management.

4. Failing To Exercise. This is not something easy but I personally know the ramifications of not finding time to exercise. If you fail to exercise, that lack of discipline will translate into other areas of your life, including your business. When you exercise, you are more alert and sharp, and you will operate at a higher level. It allows us time to burn off stress and think clearly and feel like you have so much more energy to maintain a peak state.

5. Multi-tasking. What agents call multitasking is really task-switching. Contrary to popular belief, multi-tasking doesn’t save time. In fact, it will probably take you longer to finish two projects when you’re jumping back and forth than it would to finish each one separately. It is technically impossible to multitask. When you try to do multiple things at once, you effectively take away full attention and concentration from anything, and you shortchange whatever it is you are doing.

6. Striving For Perfection. I was speaking with a Psychiatric doctor not too long ago and he said we have people who feel “it isn’t good enough” and the rest feel “we aren’t enough” and that nobody feels “good” is an option any more. He spends all his time pulling the perfectionists back and pushing the underachievers along reminding them they have value. I often let the perfect become the enemy of the good. The result is I have a lot of projects that are still in the “development” queue, while I continually refine them. The fact is, however, most defects I see are not elements others will see. I am working on letting go of the hesitation to perfect everything I work on.

7. Not Protecting Your Recharge Time. If you’re a workaholic, it can be easy to let your own time get taken over by work, over and over until you’re not taking any time for yourself. This may seem like it’s making you more efficient, but it will start quickly doing the opposite. There’s no faster way to burn out. Don’t fall into the habit of denying yourself the time you need to recharge.

8. Immediately Responding To Texts & Emails. This is by far the largest problem with many people achieving success, especially on a day-to-day basis. If you answer an email or text, you should be committed to it, or it’ll quickly take you away from whatever task you are completing at the moment, hindering success. Plan periods every hour or two to answer daily emails or texts and stop being reactive and start being proactive.

9. Not Prioritizing Your Day. I always ask myself if each task is something important or is it unimportant? It forces you to actually sit down and only pick a few things you’re going to get done, especially the things that often end up getting punted from day to day. Before that, I was letting my calendar and to-do list run my day and never felt like I was getting the important stuff done.

10. Needing To Know More. How many of us feel we need to know more or come up with more ideas and constantly just go through our days and never really get anything done? Isn’t it time for us to take action and do what we already know we should be doing? Implementation and execution is a huge issue for so many agents who are busy worrying about what they don’t know instead of acting on what they already know.

So there you have some of the habits that hinder so many of us in business and life. I trust you will find a way to be able to remove those habits that are hindering your own success and take things to the next level.


How Gratitude Can Change Your Life

grat·i·tude – ɡradəˌt(y)o͞od/ – noun – The quality of being thankful; readiness to show appreciation for and to return kindness.

Here’s a few questions… Would you like more joy in your life? Increased productivity? Better relationships? What if we told you that just one thing can help you in all these areas? An Attitude Of Gratitude is that one thing!

What the heck? Gratitude?

Is this not a real estate or business blog and not a self-help blog? We have spent time with so many incredibly successful people and they all have this one simple, yet powerful trait and that is Gratitude. Here is our list of the benefits to creating a habit and attitude of gratitude.

1. Gratitude makes us happier. A five-minute a day gratitude journal can increase your long-term well-being by more than 10 percent.

2. Gratitude makes people like us. Gratitude makes us nicer, more trusting, more social, and more appreciative. As a result, it helps us make more friends, deepen our existing relationships, and improve our marriage.

3. Gratitude makes us healthier. There is even reason to believe gratitude can extend your lifespan by a few months or even years.

4. Gratitude boosts our career. Gratitude helps you achieve your career goals, as well as making your workplace a more friendly and enjoyable place to be.

5. Gratitude strengthens our emotions. Gratitude reduces feelings of envy, makes our memories happier, lets us experience good feelings, and helps us bounce back from stress.

6. Gratitude develops our personality.

7. Gratitude makes us more optimistic. Gratitude is strongly correlated with optimism. Optimism in turn makes us happier and improves our health.

8. Gratitude reduces materialism. Materialism is strongly correlated with reduced well-being and increased rates of mental disorder.

9. Gratitude makes us less self-centered. Let’s be totally honest, we are all self-centered at times. But, you can be a lot better when you bring gratitude into your life, and not spending way too much time thinking about yourself and your ego and not enough time thinking about others.

10. Gratitude increases self-esteem. Imagine a world where no one helps you. Despite you asking and pleading, no one helps you. Now imagine a world where many people help you all of the time for no other reason than that they like you.

11. Gratitude helps us bounce back. Those that have more gratitude have a more pro-active coping style, are more likely to have and seek out social support in times of need. In other words they are more resilient.

12. Gratitude makes us feel good. Surprise, surprise: gratitude actually feels good. Yet only 20% of Americans rate gratitude as a positive and constructive emotion (compared to 50% of Europeans).

13. Gratitude helps us relax. Gratitude and positive emotion in general are among the strongest relaxants known to man.

14. Gratitude makes you friendlier. Multiple studies have shown gratitude induces pro-social behavior.

15. Gratitude increases your goal achievement. In one study, participants were asked to write down those goals which they wished to accomplish over the next two months. Those who were instructed to keep a gratitude journal reported more progress on achieving their goals at the end of the study.

We trust some of these benefits of gratitude resonate with you and you see the value of implementing gratitude into your daily routine. We are so grateful for all those that have supported Agent Sales Talk since its inception and we can’t thank you all enough for the support of our many readers!

How to Determine your WHY in Real Estate

“When your WHY is big enough you will find your how.” Laith Wallace

It’s often one of the first things you ask someone when you meet them. “What do you do?” or “Where do you work?” Want to know a much more interesting question? Ask them this one. “So Why do you work?” I guarantee their answer will tell you a lot about them and YOUR answer will help you perform up to your potential in life.

A crucial step to living a more fulfilling life is to know your “WHY” before you know your HOW. Lots of people ask  HOW to take their real estate business to the next level.  There are a million strategies, but if they haven’t answered their WHY first, they’re not going to put those strategies to the best use.

You see, knowing your WHY ultimately makes the HOW so much easier. Encouraging agents to determine their WHY is one of the foundational steps in real estate coaching. Think about it for a second — how effective are you in any project when you’re unsure of what you’re doing? When there’s no “end game” in mind, you feel like you’re floating and your focus, desire and confidence tend to fade away.

So it only makes sense that one of the first steps to success is determining your genuine motivation or drive. To answer the question of “Why do you work?” Of course, the simple answer is to keep a roof over your head, to keep yourself fed and to provide for your family. But let me tell you — that answer SUCKS.

Do you want to simply exist, or do you want to excel?

Looking inward, taking a deep dive and identifying your WHY becomes a much more powerful exercise when you look deeper in search of an answer that is emblematic of who you are and why you’re willing to work so hard every day. Here’s a list of questions to ask yourself, and don’t be afraid to add others that are meaningful to you:

What motivates you?

    • What are your dreams?


  • How much money do you want to make?
  • How many team members do you want to hire?
  • When do you want to retire?
  • What do you want for your spouse/significant other?
  • What kind of future do you want to create and provide for your children?
  • How much vacation time do you want?
  • Where do you want to visit?
  • How do you want to make a difference in the world?
  • What does your ideal legacy look like?
  • What do you want to contribute to outside of business?

Don’t answer these questions too quickly. Do some soul searching and provide vivid detail in your responses. Like any goal, the more specifically you define it, the more it’s going to resonate with you. Like any goal, you need to make your WHY visible and public. It might feel uncomfortable, but put it out there. When you share your WHY with others, you up your cadence of accountability.

The reason the “Why do you work?” question tells you a lot about someone is because the more thought they’ve given this topic, chances are the more driven they are and the more committed to their business they are. Those who truly know their WHY are people who align their behaviors with their goals and get their work done, day in and day out. To take it a step further, they’re the type of people who spend most of their time working ON their business, not IN it.

Your WHY is a very powerful thing. Do you know yours? If not, find it. Only then should you start thinking about your HOW.

So Why do Agents Fail?

So what is up with the Agent Sales Talk motivational topic about failure this week? The market is really good and things seem to be going well economically and we should all be grateful for the business we have and maintain a positive mindset.

Let’s address the elephant in the closet in our industry and that’s the failure rates of agents. “N.A.R. states that 87% of all agents fail and get out of the business within the first five years of their career”. What is more important to us is why agents fail in this business within their first five years?

Top 5 Ways Agents Fail in Real Estate

1. No Planning & No Strategies

Many agents aim for nothing and hit it with amazing accuracy! There are so many real estate professionals we see that don’t have a simple business plan and marketing strategies on how much, of what and by when the activities they need to accomplish their goal personally and professionally. Know and commit to the right activities!

2. Fail to Attract Enough Leads

Having enough buyer and seller leads simply comes out of having enough lead generation funnels. Agents try one funnel a little bit and it doesn’t work and dump it. Try another a bit and dump that. In order to have enough buyer and seller leads agents need a minimum of 4 lead generation funnels in their business at a time. So what are the better funnels? The Core Four in our business:

  1. Database touches 28-36 touches a year to your database
  2. Open house where they come to you and meet you and tell if they like and trust you.
  3. Geographic farm where it is better to be an expert and niche at something rather than average at everything in real estate.
  4. Online leads are the quick and easy way to get you started and top you and your business up regularly.

3. Poor Conversion

LGT “Let’s Get Together” is the single most important activity and knowing what to say and how to say it starts the conversion. Get the consumers attention by asking about their challenges and fears in today’s market place and then invite them to meet with you and hear your solutions to their challenges in today’s market place. Don’t just give them what they want so easily so they are like a fish that you bring right to the boat and they wink and spit the hook out and just swim away!

4. No or Poor Service

Follow up, Follow up, Follow up. If they are a hot lead follow-up every 2-3 days, a warm lead follow-up every 2-3 weeks. Always do more so you will under promise and over deliver every time! As agents we want to be “insisted” and not recommended and we get insisted by delivering the unexpected and wowing and awing the customer every time! Serve, follow-up, wow and awe them and create raving lunatic fans of you and your business.

5. Run out of Money

Income must exceed the expenses and the key to real estate success is Profit! We need to spend money to make money but more important

we need to track and measure our return on investment with every dollar we spend. It amazes me how many agents don’t even know what the minimum amount of money they need to survive at home monthly or at work monthly is? What your life costs plus what your business costs plus profit equals your annual income goal! Profitability is not a bad word.

So there you have it the top five reasons why agents fail 87% of the time within the first five years in the business. I dare you to take each of these items and sit down and build a strategy and plan to ensure your success and defy the real estate success odds!


15 Top Success Principles of Successful Realtors

Let’s face it, the real estate industry is extremely competitive and has a very high turnover rate and we see new agents entering the market every day. It is so CRUCIAL for new and existing agents to have a road-map of what to do (and what NOT to do!). There are simple steps and success principles agents can follow to build and maintain a successful real estate business. So whether you’re a new agent or top producer here are 15 Success Principles (split into three top 5 lists) of what you NEED to know…

The 5 Commitments for All Agents

#1 Prospect daily: Stay in touch with your database. Follow up leads. Look for someone buying or selling in the next 60-90 days every day. Your daily hour of power!

#2 Provide “extraordinary” customer service. It is important to create an experience for them to insist “you” and tell your story and not just be recommended. There is a difference!

#3 Respond in a timely manner – “Speed to lead” is crucial. Respond to others the way, tone and speed you would want to be responded to!

#4 Keep your word – high trust relationships are key! Always do what you say and even a bit more. Over deliver and under promise every time!

#5 Get organized with proven systems and processes. Checklists, systems, delegation, help, automation and leverage win the real estate game!

The 5 Critical Steps for New Agents

#6 Create a Business Plan (and actually follow it). You fail to plan you, plan to fail. Don’t be like most agents and aim for nothing and hit it with amazing accuracy!

#7 Build your database from your Sphere of Influence … then CALL them! We are in the relationships business. 4 out of 5 people would but don’t use their same agent. Find them and keep them!

#8 Do as many Open Houses as possible – We can’t stress this enough! This is one of the few ways in this business where the client comes to you and where we are all at our best, face to face with people!

#9 Write and send hand written notes – the extra effort goes a LONG way. This is a lost art and never underestimate the impact on others of a hand written note!

#10 Preview homes – know your market and be the expert! Know your inventory and pricing and develop the skill of the “Switch” “Hey, I know of another home that might just work for you!”

Once you achieve top producer status your focus starts to lean towards stability and the next step towards achieving mastery is…

The 5 Key Focuses of Top Producers

#11 Focus on Inventory – Know what is coming soon, just listed, expired, FSBO – know your farm. Have the skill of placing buyers with homes and sellers with buyers!

#12 Focus on Consistent Lead Generation – consistent is the key word here. Know where your leads are coming from and the ROI. Having enough leads only comes from consistent lead gen!

#13 Focus on building your Referral Business. Referrals from repeat and past clients, other real agents across the country and local business and service providers!

#14 Focus on Leverage – what sets you apart? What do I do different? Better? Differentiation is key!

#15 Focus on Customer Service – always provide exceptional service. Exceed their expectations. Wow and awe them all. Create the ultimate real estate experience!

So there you have the success principles for new and existing agents and what are the crucial activities to thriving vs. surviving in real estate today. I dare you to take this list and implement and execute some or all of these principles and see what happens to you personally and professionally in 2017!