The Pursuit of Prospects is a very personal thing. Everyone has their own history and code of conduct beat into them by their parents and past experiences of how to deal with strangers. I haven’t done everything below but I know of agents that have had success with these different methods. And if you ever […]
Paradox of Choice
https://www.youtube.com/watch?v=F4QzhSlqmqg The Paradox of Choice is very basic terms is that you might believe you want as many choices as possible but invariably, it makes your life more difficult. The studied two companies that offered 401K plans. The one company that offered three options had a significantly higher opt-in rate than the other company that […]
The Hyena
There are several names for that little voice in your head. Some call it the crow, others a drunk monkey. I’m going with Hyena. You’ve no doubt heard that maniacal laugh of a Hyena on some nature show or on a wild dip into YouTube. It’s a terrible sound. And unfortunately, that voice is our […]
Decision Fatigue
Decision fatigue is an amazing concept that was well illustrated in this New York Times article from 2011. The belief is that we have a limited amount of willpower every day that can be replenished to a point by eating. Otherwise, we need to sleep for it to reset. Read the fascinating article to get all of […]
Accountability
For many of you, unfortunately, accountability means be screamed at or shamed. Fear is a terrible motivator long term. We can’t stay at that ready state forever. We also aren’t at our best in a negative state. In the book “Whale Done,” the author was a Sea World and got a chance to ask the […]
Elements of a Script
Scripts are the most fascinating thing about lead generation. It seems every agent wants them and fights them as the same time. This is how it usually goes: “I don’t know what to say!” “Here’s a script.” “But it doesn’t sound like me.” “Well, that’s kind of the point, since you don’t know what to […]
Small Wins
https://youtu.be/_Q1UGXyi51o?t=245 Real estate is as brutal as it is beautiful. This is an amazing profession with a lot of upsides but that is hard to remember when something bad happens. The video above helps explain how we judge the pain of losing. If you didn’t watch it, they explain that we need to win more […]
THE DISC
The DISC Behavioral Assessment is a popular tool used by many businesses to better understand their employees, assist in hiring decisions, and help them connect with their clients. While it’s impossible to fully summarize a person with just a letter from an assessment, the DISC provides a useful shorthand to help you approach people more […]
The Mighty Script
Telling is not selling. If telling was enough, everyone would be skinny with fat bank accounts. We all know the many reasons we should be in a healthy shape. We all know we are supposed to save money. But here we are. And humans in general don’t like to be told what to do. Even […]
Lead Generation Paths
There are so many ways to generate new clients. I have seen agents succeed in some of the craziest ways so don’t be bogged down thinking there is just one way to build a real estate business. You can call them levers, switches or paths. I like lead generation paths because it’s not something you […]