Do you enjoy the Facebook memories feature as much as I do? Recently a memory came up for me from a time when I was really into the sport of golf… at that time I had hired a “Master PGA professional” as a coach and my handicap dropped in half. Coaching works. The picture I posted was a golf ball inside the cup with the caption: “The main thing… get the ball in the cup in the fewest strokes possible. No need to make it more complicated than that!”
The main thing… get the ball in the cup in the fewest strokes possible.
For me, I learn by analogies… how one thing is just like another. Sports, music, and theater have great analogies for business. This memory reminded me that real estate sales has one main thing too…setting appointments. The more appointments you have in your schedule each week the more successful you will be. The objective of all real estate marketing and prospecting is to create more appointments!
Every time I meet one on one with someone seeking coaching on their real estate practice, I enjoy listening to the stories of why they don’t have time to do the little things they already KNOW will make a difference.
“Mark, I don’t have time to prospect consistently; I don’t have time to eat properly during the day; I don’t have time for a date night with my partner; I don’t have time to work out.” And the list of excuses goes on and on and on. Think about it, the most unprofitable item ever manufactured is an excuse.
So, what does any of this have to do with making more real estate appointments? You see here’s what I know, from working with peak performers and highly successful people all over the world… keystone habits matter. Some habits are more important than others. Keystone habits don’t create a direct cause-and-effect relationship, but they can spark chain reactions that help other good habits take hold. Examples would be exercising… exercising can help you eat better; family dinners can create greater bonds outside of meals; planning your days and time blocking can lead to stronger focus throughout the day.
If you don’t have time for the small things you won’t have time for the big things.
Taking action: Start by making ONE adjustment to your daily routine immediately. You KNOW what it is… write it down right now. Text it to your partner with a commitment and ask them to hold you accountable.
You might struggle a bit the first day, or the second day… yet one day you’ll master it. And then you can add the next keystone habit to your arsenal. You see it’s about keeping the main thing the main thing.
“Typically, people who exercise, start eating better and becoming more productive at work. They smoke less and show more patience with colleagues and family. They use their credit cards less frequently and say they feel less stressed. Exercise is a keystone habit that triggers widespread change.” ~ Charles Duhigg, The Power of Habit
We are on a mission… a mission to create the most productive brokerage network in the world. That requires transformation… I was thinking, wouldn’t it be cool if it was as easy as the type of transformation Clark Kent goes through when he becomes Superman, or when Diana became Wonder Woman?
Here’s what I know, to achieve all of our dreams some type of transformation is required. And unless you are blessed with superpowers, transformations don’t happen in isolation. If you’re stuck, get in a small group. If you’re on track get in a small group. If you’re crushing it I suspect you’re already in a small group. None of us will transform without the power of being in a like-minded mastermind group where you can share, discuss, challenge and get some accountability.
Consider starting or joining a group this week. Don’t know what to discuss? Consider these possible themes:
6 guidelines for business transformation. 1. Let the consumer drive your direction; 2. Decide what type of transformation you need; 3. How to involve your team, vendors and support network; 4. How to say NO to the comfort zone; 5. Being open, listen to others and be prepared to change as conditions dictate and 6. Best practices to never stop… never stop with a continuous improvement mindset (make it better, make it better, always make it better).
The JPAR quarterly review or business planning templates and how you plan to close the year strong, fully prepared for 2019.
Possible Topic About Marketing:
As you think about closing the year strong and starting the year fast I’d ask you to consider content-based marketing.
Content-based marketing is about marketing your real estate services based on the consumers intent to engage.
Marketing to the consumer’s intent is expected to produce a better ROI over more traditional methods, mostly due to specific targeting and higher quality responses.
One idea you could execute would be white papers that you hire out Fiverr or write yourself along with an associated “push and target” distribution campaign to drive leads. Examples:
4 reasons to sell and buy in Flower Mound
6 ways to increase the value of your home in Frisco
7 things I bet your real estate agent never taught you about Austin real estate market
Many social media companies allow you to target a likely seller or buyer by way of geographic area (ex. 10 mile radius from a property), age (ex. 35-50), income (ex. at least $50,000 and less than $80,000), and even credit score (cool, right?). And others like SmartZip offer predictive intent based tools for the modern real estate agent.
So there you have it – at least 3 major topics to get started on in your small group. When will you begin?
Jason Todd, says helping veterans is one of the most rewarding parts of his real estate practice. He started his real estate practice after 15 years in retail management where he was working 80 hours weeks – including weekends and holidays. Today he has a great work, life balance and runs a successful team that is exceeding expectations on a daily basis.
Watch today’s episode to learn more about Todd’s fundamentals of success.
“Everybody needs to have a reason ‘Why’ they do it.”
– Jason Todd, JP and Associates REALTORS®
I don’t know about you, but sometimes I get stuck. When you get stuck what do you do? Here’s one idea… to consider:
What will you regret more… doing it or not doing it? Asking yourself this question cuts through the fears, the pros and cons and all that other stuff that clogs the decision-making process. Asking this question can get you out of your head and into your heart, revealing what you truly want. And once you know that, the details sort themselves out. Any testimonials?
Research shows that more people regret things they didn’t do than the things they did, even if things they did turned out badly. After all, with time and effort, you can fix almost any mistake… yet you can’t go back and do the things you dreamed of doing but didn’t. That means you can only think about how today would be different if you had only taken action.
Take a moment and write down that decision you’ve been procrastinating about… the one thing you’ve been thinking about, the one thing you’ve been getting ready to get ready. And ask yourself, “what will I regret more… doing it or not doing it?”
Research shows, we most regret thinking we didn’t reach our full potential. We most regret not becoming the person we feel we could have become…if we only had tried.
I suspect this is the case because it is the one mistake you can never go back and fix.
Yet it is the one mistake we all can stop making today.
Think about this… it’s easy to imagine that superstars in their fields were just born better equipped than the rest of us. When a co-worker loses 20 pounds, or a friend runs a marathon while completing a huge project at work, we assume they have more grit, more willpower, more innate talent, and above all, more motivation to see their goals through.
Yet that’s not actually true. Inc.com columnist Jeff Haden proves “motivation” as we know it is a myth. Motivation isn’t the special sauce that we require at the beginning of any major change. In fact, motivation is a result of the process, not a cause. Understanding this will change the way you approach any obstacle or a big goal.
Read more about it here, The Motivation Myth
What will you regret more… doing it or not doing it?