Can Your Business Survive without P.D.?

March 11th, 2009

Okay, Dan, what in the world does that title mean?

The question is: Can your business survive without personal development?

Too many real estate agents think they can put the cart before the horse and have success in real estate without building their self-esteem, their skills and their attitude.

Do you want to earn $500,000 a year in real estate?

Well, you can’t go from earning $50,000 right to making $500,000.  Different income levels take different skill sets.  You have to take it step by step.

If you want to grow your income, you must grow your personal development first.

What books have you read lately?  When’s the last time you read a book?  I’m not judging you here.   It’s just a question you need to answer for yourself.

Here are some good books to start with:

Think and Grow Rich by Dale Carnegie

The Magic of Thinking Big by David Schwartz

Rich Dad Poor Dad by Robert Kiyosaki

The Millionaire Real Estate Agent by Gary Keller

The Power of Focus by Jack Canfield

Real Estate Rainmaker by Dan Gooder Richard

The Slight Edge by Jeff Olson

5 Major Pieces To The Life Puzzle by Jom Rohn

There are literally hundreds of books, CDs and DVDs that you can read, listen to and watch to improve yourself and your skills.  How much time each day are you willing to devote to improve your personal development?

To become a better real estate agent, you must become better at prospecting…better at delegating…better at organizing…better at keeping a positive attitude….and on and on.

You must become a master of the mundane.  Design your business model…simplify your systems…and take action by doing them over and over and over.  Tweak them when necessary, but have the discipline it takes to do your daily income-producing activities day after day.

Don’t overwhelm yourself in the beginning.  It’s more important to have a solid foundation of activities that you can do every work day and then build other activities into your day as your skills increase.

Don’t complete your daily activities 4 days one week, then 2 days the next week and 3 days the next week.  You must build a daily plan of action that you can consistently complete Monday through Friday of every week.

How did Michael Jordan become the best NBA player ever? He mastered the skills….you never saw the countless hours each day that he was on the practice court.  You only saw the end results of his mundane practicing over and over and over.

The same goes with Tiger Woods…his peak level of performance is only achieved by his desire to be the best and work harder and smarter than anyone else on the PGA Tour.  Haven’t we come to  expect him to win every time he enters a golf tournament?

Every journey starts with a single step.  You may well be on your way to your level of success or today may be your very first day to start over fresh.  It’s never too late to start achieving your goals!

Posted in Success Mindset | No Comments »

Your Class Bell Is Ringing – Back To School!

March 5th, 2009

With all of the changes happening in the real estate and mortgage industries, it’s important to keep up with everything that’s going on.  There are new skills to be learned, like short sale strategies and dealing with lender-owned foreclosures.

The skill sets of the last few years need to be tweaked and improved upon for you to stay in the game.  What worked in 2005 won’t for the most part work in today’s market.  I’ve talked with agents, who have over 30 years experience and even they’ve not seen a market like this.

You need to continue learning how to improve your business and keep your sales and negotiating acumen in top-notch condition.

Are you listening to CDs, DVDs, mp3s, training webinars, and reading books on a daily basis?

You need to schedule time each day for education.  Just apply the strategies.  It will make a difference in your business.

So take half an hour to an hour or so a day, where it’s quiet and study various strategies and marketing ideas and test them to see if they work.  This time is as important as a client appointment. 

Just a brief glimpse into my life:  I’m a voracious reader.  I’m also a night owl, so it’s not uncommon for me to read books or listen to CDs, DVDs or old training tapes in my home office up until 1:00am or 2:00am long after everyone else in my family is fast asleep.

The selection of which target markets you focus on, i.e. your client base, REO business, FSBOs, etc., are not as important as the conscious and proactive approach to completing and achieving your daily and weekly game plan.

I strongly believe in never-ending, self-improvement.  In today’s market, in order to survive, you need to stay focused on self-education and self-motivation.

 

 

Posted in Real Estate Training | No Comments »

Focus On The Right Questions and Then Take Action!

February 19th, 2009

Focus On The Right Questions and Then Take Action!

I’ve always believed that the questions I ask myself will shape my future.  There’s nothing more important to one’s business than the questions you constantly ask to evaluate your business as well as the questions you ask your prospects and clients.

Too many of us are looking for answers to the wrong questions. We spend our lives looking for solutions when we should be taking the time searching for the right questions.

Here are five questions to ask yourself:

  1. What does your daily work schedule look like and how much of it is on “A” activities?
  2. What do you really want to accomplish in your real estate business?
  3. What additional skills or knowledge do you need to achieve your goals faster?
  4. What daily actions, when done consistently, would dramatically increase your productivity?
  5. What is the one committed action, when mastered, would make the biggest difference in your real estate business?

Now, copy and paste these questions and take a few minutes to answer each one right now.  Then, put them away for 24-48 hours and then read the questions again and see if you’d answer them the same way.

If the answers are still the same, go ahead and plan to implement them. 

Spending time asking the right questions will help you acquire the answers you need to achieve the success you want in your life.

To your success,

Dan

Join FREE Network For Real Estate Referrals & Ideas:
ActiveRain Real Estate Network

Posted in Real Estate Training | No Comments »

There’s A Way To Combat Slow Sales!

February 11th, 2009

There’s a Way To Combat Slow Sales…

But it takes more time and effort to get your desired results.

If you’ve lost your momentum, now is the time to turn things around in your mental mindset and work on the effective strategies that have proven to work for you in the past.

Many real estate agents have lost their momentum, because of the changes in the economy and the financial markets.  Many buyers are either nervous about their jobs, don’t qualify for the new mortgage programs available or don’t know if now is the best time to buy a home.

Well, with mortgage interest rates hovering around historic lows, an over-supply of properties available and favorable housing prices, I believe now is a great time to buy a home.

The key to success is to regain your momentum and that requires you to accelerate your prospecting activities. 

To start running and gain momentum, you must:

1)  Focus on your “A” activities, not results.

2)  Focus on what you can control.

3)  Everything else will take care of itself.

You must do more of every income-producing activity.

Whatever you do to acquire new business, step it up a notch.

You may need to double or triple the time you spend doing your “A” activities.  Will that take more of your day?  Yes, but you can probably eliminate some time-wasters in your day to compensate for the difference.

Also, when you’re working on your “A” activities, really stay focused in them, so that you’re not distracted.  Many distractions can easily take up to several minutes each time or more.  You don’t want to get out of the “zone” you’re in at the time.

You can’t guarantee results, but you can guarantee doing your “A” activities.  The activities, when done consistently over time, will then produce your desired results.

To your success,

Dan

Join FREE Network For Real Estate Referrals & Ideas:
ActiveRain Real Estate Network

Posted in Success Mindset | No Comments »

Is The News Continuously Bad? It’s Time For…!

February 3rd, 2009

Is the news continuously bad?  It’s time for N.M.B.!!!

All you ever hear about on TV and radio is bad or spectacular news, because that’s what sells.

Well, I know the nation’s economy has its major challenges right now, which have been caused by many factors, but the news media has done its part to perpetuate the ‘gloom and doom’ mentality for all of those who choose to surrender to it.

I, for one, have decided not to participate and to prove my point, I’m going into N.M.B. (NEWS MEDIA BLACKOUT).

For the next 30 days, having started February 1st, I am choosing to not allow the news media (on TV, radio and internet) to seep into my brain.

Will this be hard?  Yes!  Is it doable?  YES!  

Internet news will be the toughest, because USAToday.com is easiest to access.  Then TV and finally radio.

My car radio is easy, because I can listen to motivational and real estate training CDs.

The TV will be a little tougher, because it’s a habit I’ve had for over 40 years.  Everywhere you turn, there’s 24/7 cable news channels, all competing to get your attention.  

Also, instead of watching TV when I fall asleep, I’m going to listen to my iPod or watch more motivational DVDs, like Jim Rohn, The Secret, Les Brown, etc.

Why am I truly determined to do a NEWS MEDIA BLACKOUT?

YES, I AM!  It’s time for change!

There’s too much negativity in the world and like I’ve said before “Your economy is between your ears, not the outside world.” 

I want to experience what it’s like not having outside influences constantly infiltrating my thoughts over time.

Don’t allow others to affect what you want to achieve in life.

Unless the world experiences a major catastrophe, which I hope wouldn’t happen, there’s no reason to listen to all of the naysayers in the world. 

How can you and I make a difference in other’s lives in our time on this earth, if we’re only spectators and not playing in the game of life?  You have to decide: Are you a player or a spectator?

Properties are still selling right now.  Are you going to aggressively find motivated and qualified buyers, who want to buy right now as well as the motivated sellers, who are willing to price their homes where they need to be to sell?

What will my life be like during the next 30 days?  I’m not sure, but I’m hoping that by focusing more on what’s important, like my family and my business goals, I’ll be able to achieve more balance and the results I desire.

I will keep you updated on my progress of my NEWS MEDIA BLACKOUT.

What do you think of this strategy? 

Are you willing to take a stand and go into a NEWS MEDIA BLACKOUT too?

Please let me know if you’re willing to take the challenge too.

You can share your comments by clicking on the button below.

Posted in Success Mindset | No Comments »

Record Keepers Are Record Breakers!

January 28th, 2009


OK, I need to ask you a serious question.

 

Have you been stuck at the same income level the past few years?

 

It’s probably easy for you to remember how much you earn from year to year, but do you know why you’re stuck at the same level?

 

Are you frustrated and just don’t know how to break out of your current level and stretch to a new higher income level?

 

Well, let me tell you a short story:

 

Last night, I was talking on the phone with my Dad about his golf game (he shoots in the 70s – he shot his age a couple of months ago – very impressive) and he shared with me how he keeps track of the number of putts per round, number of fairways hit, number of greens hit in regulation, etc. 

 

I asked him what he does with that information.  He replied that when he looks over the data, he can tell exactly where he needs to improve his game and what he needs to do to fix it. 

 

Amazingly, a light bulb went off in my head!

 

He was able to improve his game, because his consistent, record-keeping showed him where he needed to improve.

 

How many agents REALLY track their daily activities on a consistent basis in their business?

 

You have to remember that the activities you do today may take 60-90-120 days to pay off with the desired results – closings!

 

So start keeping track of:

 

- the number of prospecting calls you make

- the number of client calls you make

- the number of listing appointments you go on

- the number of buyer consultations you do

- the number of showings you do

 

There are so many different statistics you can keep track of, but start out with the basics for 90 days and then review and analyze your results.

 

As you continue doing your record-keeping, trends will begin to appear.  If you stop doing certain activities or increase your proficiency in them, your results will change.

 

It will in many cases appear obvious on what you have to do to get back on track.

 

So look at your business plan and decide what you need to start keeping track of and within 90 days, you’ll be able to see where your strengths and weaknesses are.

 

By keeping records and improving your proficiency, you’ll become a “Record Breaker”.

 

Our business success or failure is never really about the state of our nation’s economy.  There are agents all across the country having their best year ever.  So focus in on your business plan, keep track of your daily activities, analyze the results and alter your plan as needed.

 

It’s called “PLAN-DO-REVIEW”!

 

Have a great week!

 

To your success,
Dan
Join FREE Network For Real Estate Referrals & Ideas:
ActiveRain Real Estate Network

Posted in Goal Setting | No Comments »

Finding The Needles In Your Hay Stack!

January 23rd, 2009
With most communities having plenty of housing inventory to choose from along with incredible mortgage interest rates to qualified buyers, now is the time to build up your client pipeline for the spring market.
 
I know there are many agents struggling in this real estate market, but homes are still selling.  Obviously, not at the numbers that will sustain the current level of Realtor NAR membership, but if you are willing to work harder and smarter, I believe you can and will survive in this challenging market. 
 
Like many, I believe that you have to continually improve your skillset.  For example, knowing how to handle short sales and foreclosures is something a few years ago we never dreamed we’d have to learn.
 
So what are a few simple steps to jump start us heading into the spring market?
 
Here’s 3 areas you can quickly analyze and take action on:
 
1)  Do you have any prospects that have slipped through the cracks over the past several months?  Maybe you wrote their names and phone numbers on some post-it notes or pieces of paper.  Call them NOW to see if they are ready to buy or sell within the next few months.  If not, find out when they’ll be ready and keep in touch.
 
Don’t just ask them YES or NO questions.  Think of WHO,WHAT, WHEN, WHY and WHERE questions to ask them.  By asking meaningful questions, you’ll separate yourself from other agents, who just ask typical sales questions.  If you know their “WHY” for making a move, bring it up in the conversations and see if it’s still valid.  People will only take action on their intentions when their “WHY” is strong enough.
 
2)  Review your list of current buyers, who’ve said they want to buy a home and if it’s been awhile since you’ve shown them a property, schedule a time to meet with them again one-on-one and have them re-focus on their housing goals.  Find out what’s most important to them.  Interest rates are great right now and it’s your job to educate your clients and reiterate that fact.  If they are watching or listening to the news, they may be frozen in their actions, because their sub-conscious mind is getting a blast of “doom & gloom”.  You have to counter-act that. 
 
3)  If you have active listings that aren’t moving, meet your sellers with an updated CMA and discuss the current market place with them.  See if they’ll adjust their listing price to get an offer on their property.  (In some cases, it’ll take a price adjustment, just to get a showing on their home.)  Do they need a dose of reality in having their home in top showcasing condition?  If their home needs some work, take them to a couple of other homes on the market that you know show well.  In some cases, removing wallpaper and painting or updating the kitchen or bathrooms can work wonders in getting buyers interested. 

Your sellers need to be motivated to sell or you’re just spinning your wheels going into the spring market, where there will be a lot more inventory to compete with.  If they aren’t motivated enough to sell, then do everyone a favor and recommend that they take their property off the market.  With many areas having 10 – 12 months supply of properties for sale or higher, now is NOT the time to ‘test’ the market.

 
Don’t start off this year with baggage from 2008.  See who wants to make a move this year and either ‘delete’ the others or allow them to continue simmering for awhile until they too are ready.

 

 

Posted in Real Estate Training | No Comments »

Instant Idea For Improving Your Business!

January 15th, 2009

 If you haven’t done this yet, you’re costing yourself thousands of dollars and tons of time that you could be spending with your family and your hobbies.

Often, it’s the simplest things that when done over and over again, make the biggest difference in our lives and our pocketbooks.

 So why don’t we do them?

Isn’t that the truth? 

I can count on both hands over and over again how often I get distracted every day by thoughts in my head and phones ringing in my ears. 

If you’re watching TV or listening to the radio or CD, it could end up being hundreds or thousands of times a day.

Lack of focus and constant distractions!

Your mind is constantly playing tricks on you at a conscious and sub-conscious level, because it’s in in constant motion.

In an instant, I can remember the worst client I ever had and ended up never finding a home for him, because I fired him!!!  Then the next second, my mind is off to another memory.
 
Are these thoughts congruent with my current state of mind?  No, but if I’m focused, I’ll be able to reduce the amount of distractions running through my head.
 
You need to make an A-B-C list every night of what you need to do the next day and prioritize the most important ones that have to be finished THAT day.

A – must be done today
B – can be done today or tomorrow
C – delegate it or delete it

You may even have a core 3 – 5 things that are important enough for you to do on a daily basis.

When you wake up, look at your list for the day.  Then when you start your day, go down the list and check them off as you complete them.  BUT DON’T DO #2 until #1 is completed…and so on.

It’s so important to take 5 minutes each night to make your list for the next day, because it will help you focus on what’s most important to do and to help you achieve your goals.

A FATAL ERROR that some people make is they stop making the “To Do List” after awhile, because they think they can ‘remember’ what they have to do and they’re dead wrong.  They slowly lose their momentum.  Never realizing that their business has slowed until it’s too late and they have to start all over again.

If you miss a day though, don’t sweat it.  Accept it and start up again right away.  So what, you missed a day or two, get back on the horse.  Otherwise, a couple of days will turn into 2 weeks…and before you know it, it’s 2 months.

Once you start, don’t quit.  Don’t think “I’ll get back to it later.”  Life is moving too fast and there too many ways to get distracted.  Just keep your feet moving forward one step at a time.

The list will help you stay on focused on your goals.  Whatever you don’t finish today goes on tomorrow’s list.  But if it’s not an A, keep it a B until all of the A’s are completed.

I once heard a millionaire say, “If you decide to go after your dreams, it doesn’t matter if it takes you 3 years, 10 years or a lifetime to achieve…so long as you achieve it.”

Take charge of your time and what you accomplish every day.  Don’t let others steal your time. 

When you have “To Do” thoughts during the day, write them down on your list at that moment and prioritize them as an A – B – C.

Otherwise, if you’re sometimes like me, you may not remember what it was that you wanted to write down.  :)

It only takes a moment…a snap of your fingers to change.  Is it that simple? YES!  Is it that easy to follow through on ?  NO!  But, it’s your decision!

 

Tags: , , ,
Posted in Success Mindset | No Comments »

Re-Connect With Your Clients For Free!

January 7th, 2009

I taught a class at our office yesterday entitled “Secrets of Marketing Through Social Networking”.

It was well received, yet I’m sure some agents were thinking to themselves “Do I really have to do this stuff too?”

Only if you want to have the opportunity to help people in their 20s and 30s with their real estate needs as well as have a chance to get connected with their families and friends.

One of the social networks is www.Facebook.com, where you can add people to your page to become a ‘friend’ - by invitation only.  It currently has over 140,000,000 members and is growing worldwide by up to 300,000 – 500,000 daily.

I want to share an idea with you about how to most effectively use Facebook.  Many agents use Facebook to connect with family, friends, clients, prospects, other Realtors, etc, all on the same page. 

Even though Facebook allows you to only have one account, you can put people into different groups.

My thinking behind using Facebook is to have my clients become my ‘friends’, so that I can get to know them better and for them to learn more about me.  We all live such busy lives, yet Facebook allows people to connect with each other and stay in touch.

I recommend spending 15 – 20 minutes daily interacting with your ‘friends’ by commenting on their posts and sharing things about what’s happening in your life too.

I don’t recommend mixing other Realtors in with your clients unless they are part of your team.  You can set up a separate group or page to have all of your Realtor friends join in.

Social networking should be one of the pillars of your business plan. 

Social networks, like Facebook, Active Rain, LinkedIn, Twitter and others are going to continue grow, because people want to be connected to communities.

If you’re not already on some of these networks, jump in.  If nothing else, initially get your profile page up, so you at least have a presence and know what others are talking about when they bring them up.

To your success,

Dan

Posted in Social Networking | No Comments »

2 Missing Ingredients To Your Goal Setting Success!

January 1st, 2009

What happens when you bake a cake, but you don’t have all of the necessary ingredients?  It’s a flop, isn’t it?

So why do some people achieve their goals time after time while others fail to get out of the gates?
 
There’s a lot of talk about the pros and cons of goal setting.  Some say goals don’t work, while others swear by them.
 
What I do know is if you choose to focus on them and take the steps necessary to complete them, you will usually succeed and achieve your goals.
 
No matter what time of year it is, it’s never too late for you to start your journey of achieving your goals.
 
There are 5 steps to achieving your goals, but most people only complete the first three steps.
 
Here they are:
 
Step #1:  Goals must be well thought out and specific.
 
What do you want to accomplish in your real estate business?   If you’ve not been successful with goal setting in the past, don’t overdo it on the first attempt.  Make it a manageable goal that with a little hard work you can achieve it.  Don’t just come up with the first idea in your mind.  Figure out if it fits in with your core values and philosophies.  If it doesn’t, you’ll be miserable and it most likely won’t happen.
 
Step #2:  Goals must be written down.
 
Once you’ve determined what goals you want to strive for, then you must write them down.  You can’t just keep them in your head.  It’ll never work.  You’ll forget all about them. 

Step #3:  Goals must have a deadline for each step.
 
If you don’t have a timeline for each step, then it’s nothing more than a wish list.  With no deadline, there’s no commitment to follow through to the end, where you could have achieved it.  Set reasonable time frames for completing each step.  Again, don’t go crazy and think you can do something in 3 days, if in reality, it’ll take 7 – 10 days.  Don’t set yourself up for failure!
 
Now, there are 2 more steps to bringing your goals to reality, but these are the 2 toughest parts of goal setting.  Why?  Because what’s easy to do is also easy not to do.
 
The enemies of a goal setter are:  Perfectionism & Distractions.
 
Don’t try to be perfect in what you’re doing.  If you mess up or don’t get something done on time, stop and re-focus.  Ask yourself “How can I do this better?” and re-commit yourself right away to doing it better.  Reassign a new completion date.
 
Distractions are every day battles that you’ll have with yourself.  There will be steps that you don’t want to do and so you’ll try to come up with other things to do, like putting out fires in your business or start doing ‘busy’ work.  You must fight through these urges.
 
Step #4:  Goals require sacrifice.
 
If you’ve set some meaningful goals that will become a major change in your life, you are going to have to make some sacrifices in order to achieve them.  We only have 24 hours in a day, yet it’s easy to lose track of several hours every day…watching TV, spending time on the computer, playing a recreational team sport, etc.  What are you willing to give up now to achieve your goals in the near future?
 
Step #5:  Goals must be reviewed daily.
 
One of the ways to create a burning desire is to constantly remind yourself of what the prize is at the end of the journey.  Don’t think about the daily grind of what you have to do each day.  Stop and close your eyes.  Imagine your reward, feel it with your mind.  It’s really amazing what your mind can
do.  Post your goals on your desk, your bathroom mirror, your kitchen refrigerator, in your car.  They may be written down or even more powerful are pictures. 
 
Steps #4 and #5 are the hardest ones, because you and I are creatures of habit.  When setting new goals, they are usually NOT congruent with our daily mindsets and routines, so we have to go through a period of change.
 
Why is it that most people make new year’s resolutions each year, just to have them forgotten or out of mind in a matter of a few days or weeks.
 
If you aren’t going to have the persistence to forge ahead when times get tough, don’t waste your time coming up with some goals in the first place.
 
If you’re serious, sit down and take the time to really figure out what you want to achieve, make a plan and just do it.  

Someone once told me “Life’s not a dress rehearsal.  You only get one life and each day that goes by is forever gone, never to be repeated.” 
 
What will you do to change your life and business for the better?

Have a safe and happy New Year!

Tags: , , , ,
Posted in Goal Setting | No Comments »

« Older Entries