Don’t Be Broke On January 1st!

Don’t Be Broke On January 1st!

There are 80 working days left in 2018. Depending on how many days you work, how many holidays you celebrate and so on, you have about 80 days to wrap up 2018. 80 days…

How do you want your bank account to look like on January 1st of 2019? Do you want a bigger bank account or a smaller one? I suspect a bigger one… so let’s get to work.

Whatever your goal is, NOW is the time to make that happen. The next 45 to 55 days will be critical for setting yourself up for strong close to 2018 and a fast start to 2019. What you do in the next few days and weeks will determine the size of your bank account on January 1.

Let’s face there are two types of agents today… hobbyists and CEO’s. This blog is not intended for part-time agents or those that work real estate sales as a hobby. For those of you that run your business like a business, those of you that know your daily number and know what it takes to generate one sale… this article is for you.

How many families or investors do you want to serve between now and the end of the year?

How many contacts do you need to make to drive that number? One rule of thumb is 40 to 1.

What systems do you have in place to create the result you desire?

Write down the number of sales you’ve made so far this year.
Write down the source of those sales.

This is your system… a system will produce what a system will produce, nothing less nothing more. If your system is not producing the expected result, it’s time to update your system.

A couple of things to consider
  • Decide Now. Decide now how many days you will work, how many days you will be off and how many “flex days” you’ll have between now and the end of the year. Decide if you will create an investor campaign to take advantage of year-end investment buyers. And, decide now how many listings you will earn between now and the end of the year.
  • Diversify your lead generation sources. Too many of you rely on ONE maybe TWO lead sources. 4 to 6 sources of business is a minimum standard. Don’t add them all at once, start with one get it working and stable then add another until you reach 4 to 6 sources. In any market, more lead sources will serve you better than fewer lead sources. Relying on 100% of your business with one lead source in a shifting market is a formula for disaster.
  • Up your CRM game. At JPAR you have a world class CRM kvCORE as part of our base package. You also have Top Producer and Commissions Inc. at a preferred rate. So, there is no excuse for not having your CRM update date and working for you.
  • Delegate. Is it time to find some help? An office or virtual assistant. Your highest and best use is prospecting.; lead generation; going to appointments, and negotiating contracts. Everything else can be delegated. Scared? Get resourceful, many new agents I know are sharing a fractional assistant to split cost yet keep them fully employed.
  • Target Market Clarity? Any market rewards the hyperlocal expert. Are you an expert in a community? Are you an expert in a profession like Nurses, FBI agents, CPA’s? It’s probably time to expand your targets and diversify.
  • Real Estate Play Book. Complete our JPAR real estate playbook ASAP. It is full of practical ideas you can execute immediately.

 

So, I’ll leave you today with three more things:

1. Cash… cash is king. Are you building your cash reserves? Reducing bad debt? Investing in marketing? (Hint: You can do all 3.)

2. Knowing what you know now, what immediate adjustments do you need to make?

3. Have you started a small weekly accountability group with like-minded, goal-oriented CEO’s like yourself? If not, what are you waiting for?

#WinTheDay

Episode 23 : Success From Scratch

Episode 23 : Success From Scratch

Melissa Horton shares her real estate journey with us on today’s episode of “Success from Scratch.” “Fear was producing excuses everyday,” she says. Fear held her back and put her business into paralysis. It was her decision to “take action” that launched her career. Watch this week’s episode for her full story!

” Do not focus on the income, success is measured in 3 ways: contentment on both sides after the deal, my client will see me as a friend, doing the right thing without compromising my own character.”
  • – Melissa Horton, JP and Associates REALTORS®

I’ll Rest When I’m Dead!

I’ll Rest When I’m Dead!

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

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

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

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

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

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

7 Practical Tips To Avoid  Burnout and Reduce Stress

1. Get Curious About Self-Care

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

2. Set Time Aside For Quiet Reflection

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

3. Spend At least 15 Minutes A Day In Meditation

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

4. Develop A Personal Daily Ritual

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

5. Hit The Pause Button More Often

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

6. Accept That Stress Is Of Your Own Making

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

7. Live In The Now

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

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

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

#WinTheDay

Episode 18: Success From Scratch

Episode 18: Success From Scratch

In this week’s episode of “Success From Scratch” Amber Harper, from JPAR San Antonio shares how her career in real estate started at 20 years old. Amber shares how her initial feeling of fear held her back and what she learned to build “trust” with her customers by conquering both her business is growing and a success.

“Don’t be a secret agent, be a SPECIAL agent!”

-Amber Harper, JP and Associates REALTORS®

Why Do Most Efforts To Change Fail?

Why Do Most Efforts To Change Fail?

 

Why do most efforts to change fail?

According to Harvard professor Dr. John Paul Kotter – and confirmed by my experience in coaching – efforts to change fail due to a lack of a STRONG sense of URGENCY. In his book, “A Sense Of Urgency” Kotter states:

Change efforts most often fail when those desiring to change do not create a high enough sense of urgency for making a challenging leap in a new direction.  Urgency, urgency is key. Urgency is the state of mind that creates IMMEDIATE action in your new direction.

Once you have determined your desire, take action. Any action. A small steps, a medium step or a large step. Taking action and taking more action is the ONE THING we must all learn to cultivate in order to achieve higher levels of success.

If you believe what you have in mind will make a difference, then I just have two questions. What are you waiting for? What’s holding you back? Whatever it is, push through it today and TAKE ACTION.

Share with someone right now, the action step you are committed to taking… and ask them to help hold you accountable.

#WinTheDay