I’ve had the opportunity to interview a lot of agents and ask what their 5-year goals. Few come up with anything. And it makes sense, many of us are just trying to get this year done, especially in the age of corona. Now take an Anniversary dinner versus a random evening dinner. One gets planned […]
A, B, C Clients
“A” clients are “ready, willing and able.” B’s are two of those three and C’s are just one. The reason to rank clients is to help you decide how much time to spend on them. I had one of our newer agents show me a list of 12 clients they had in their pipeline. After […]
Rest
This business will destroy you if you let it and one of those angles of destruction is lack of rest. Rest This is a 24-hour business if you let it be, especially in the beginning. I often make the analogy that starting a real estate business is like a plane during takeoff. It’s bumpy, loud, […]
Impact of Words
Words matter. They matter to some people more than others which is its own issue but they do matter, so watch how you use it. Impact of Words When I was 14 there was a girl I liked. I had a crush on her. It was a Summer thing and we were hanging out one […]
Real Estate Traps
Over my years in real estate, these are traps that have almost got me or I’ve seen get others. They are easy to avoid if you know they exist. Real Estate Trap #1 – Getting Into Battles Real Estate Trap #2 – Not Involving Your Spouse Real Estate Trap #3 – Being Reactive Real Estate […]
Checklists Are Your Friends
If it hasn’t gotten beaten into your head yet, let it stick now. There are many different jobs in real estate and you suck at most of them. Most agents suck at paperwork and a majority suck at following methods and systems which gets you into trouble. Checklist Manifesto There’s a book titled, “Checklist Manifesto.” […]
The Alter Ego Effect
The Alter Ego Effect is a book by Todd Herman that I love which I will explain about in a moment. Let’s start with just how crazy real estate is as a profession. You get a license, you drive strangers around in your car to show them strangers homes, you write up contracts, make sure deadlines […]
Making A Business Plan
Maybe I should have this sooner but I don’t think you would have paid as much attention. You’re learning how to be a real estate agent. Now you need to make sure you run it like a business. A business plan Figure out what all, and I mean all of your bills are. If you […]
Setting Goals
Most of us really suck at setting goals. Neuroscience and NLP say you need to have milestones on the way to large goals. What most people do is jump into real estate with a goal of making $100,000. They get their license, join a brokerage and then look around going, “Where are all of the […]
Negotiating
I honestly wouldn’t have known how to cover this with knowing about Chris Voss’s book, “Never Split the Difference.” We do what we do and don’t often think of why it works when it’s natural. While I haven’t read the book, I’ve probably consumed more than 10 hours of podcasts and videos of him talking […]