Mark Johnson - Winning The Day

Inman Connect – Las Vegas

08/01/202408/01/2024 Mark Johnson Leave a comment

In today’s fast-paced world, there are countless conference opportunities for agents, team leaders, and broker-owners. Among them, Inman Connect events in New York and Las Vegas. This year’s Las Vegas event was no exception, offering a wealth of learning and networking opportunities.

The main topic?

Co-op commission sharing is dead, and how to move forward in a new commission model.

No matter which conference you choose to attend, it’s essential to have a plan for what comes next. That’s where my 4-Step Post-Conference Guide comes in. Professional conferences are unparalleled opportunities to expand your network, gain fresh ideas, deepen connections, break out of your routine, and shake things up.

Yet, many of us struggle to take action after these events. Why is that?

Often, it’s because we return home with an overwhelming amount of information to process.

To combat this, it’s crucial to create a post-conference action plan that empowers you.

The key to a successful post-conference routine is taking ACTION.

Here are 4 steps to maximize your conference investment:

Network Post-Event: Don’t let those valuable connections fade away. Follow up, close the loop, and build relationships for referrals, accountability, and more.
Leverage Your Social Channels: Showcase your commitment to excellence and service by sharing your conference experiences on social media. Highlight how your time investment benefits your customers and potential clients.
Organize Your Notes into a Checklist: Commit to action by creating a checklist of key takeaways and sharing it with an accountability partner, mentor, or coach. Checklists are powerful tools that help you get more done and keep your brain happy. According to research summarized by best-selling author Maria Konnikova, here’s why:
- Your Mind Seeks Organization: Lists tap into our preferred way of receiving and organizing information at a subconscious level.
- Spatial Processing: It’s easier to remember items when they’re written down in bulleted or numbered points.
- Categorization: We process information more efficiently when it’s organized into lists rather than clustered in paragraphs.
- Time Awareness: Knowing how long tasks will take increases our commitment to completing them.
- Self-Reinforcement: Checking off items from a list provides a dopamine hit, encouraging us to return to the list for more.
Do your brain a favor and break down what you learned into actionable checklists.
Take Action NOW!: Don’t wait! Procrastination only delays your success. Implement what you’ve learned immediately.

So, there you have it—4 steps to make the most of your conference experience!

By design or by default — By design vs. by default

Solutionist

07/29/202407/29/2024 Mark Johnson Leave a comment

Have you ever noticed a correlation between winning, market performance, and being a “solutionist?”

How do I add more value?
How do I contribute more?
What problems can I help solve?
When I place the client’s needs above my sales objectives it leads to more referrals and more business

That’s a growth mindset for winning in any endeavor, yes?!

“Solutionist!”

Doing the right thing is always the right thing.

Traffic Jams

07/29/202407/29/2024 Mark Johnson Leave a comment

There are NO traffic jams on the EXTRA mile.

All green lights, my friends!

Saturday Reflections: Lessons from Golf for Life and Business

07/27/202407/30/2024 Mark Johnson Leave a comment

Saturday Reflections: Lessons from Golf for Life and Business

As I recover from a pinched nerve this Saturday, I find myself reflecting on some golf lesson notes I jotted down. It struck me how these concepts extend beyond the golf course, resonating with business, hobbies, and life itself. Here’s a summary of my notes:

Thoughts Precede Motion: Before any action, there’s a thought. What we think shapes what we do.
Being Comes First; Doing Second: Who do you need to be to achieve your goals? Your actions will follow your identity.
Visualize What You Want: See it, feel it, trust it. Visualization is a powerful tool in achieving our goals.
It’s Not About the Ball; It’s About What’s Possible: Focus on the potential and the possibilities, not just the immediate task.
Manage Your Mental State: Prepare yourself mentally to perform at your best. Your mindset is crucial.
Routine is All About Confidence: Choose confidence over comfort. A solid routine builds confidence.
Tempo, Rhythm, and Balance: These are key in golf and in life. Find your flow and maintain your balance.

Routine and consistency are still undefeated!

As I ponder these lessons, I realize they’re not just about improving my golf game. They’re about winning the day, every day.

#WinTheDay

PS: What do you think? Do any of these principles resonate with you?

Time Management Does Not Work!

07/25/202407/24/2024 Mark Johnson Leave a comment

In our fast-paced lives, productivity is a precious commodity. We all strive to make the most of our time, but what if I told you that the traditional concept of time management might not be the key to success? Let’s explore the paradigm shift from time management to activity management and how it can transform your results.

Todd Duncan, a business colleague and renowned “High Trust Selling and Productivity” expert, has been advocating for a different approach. His book “Life on the Wire” delves into the nuances of achieving more by focusing on the right activities. Let’s explore his insights.

Activity Management: The New Frontier

Time Management vs. Activity Management:

Time Management: The traditional approach involves scheduling tasks based on time blocks. However, Todd argues that this method often falls short.
Activity Management: Instead of rigid time slots, focus on the activities that truly matter. Prioritize actions that lead to revenue, goals, or progress.

Understanding the Traffic Lights:

Red Light Activities:
- These are the time-wasters—the endless social media scrolling without purpose. They don’t contribute to your bottom line.
Yellow Light Activities:
- Preparation, organizing your database, and getting ready fall into this category. They’re essential but don’t directly generate results
Green Light Activities:
- These are the game-changers—the activities directly linked to achieving your recruiting goals.

My colleague and client Cathy pointed out to me that light is Energy! Where the focus goes, the energy flows.

Todd also draws an analogy between light and energy. Just as light powers our world, productive activities fuel our success.

Reflecting on Your Week

Take a moment to assess your past week:
- Was approximately 80% of your time spent in the green zone?
- Did about 20% involve yellow and perhaps some red activities?

Action Steps

Minimize Red Zone Activities:
- Identify two or more red zone activities to cut down on. Remember, multitasking often elongates tasks—focus on the ONE THING for efficiency.
Re-Focus on Green Zone Activities:
- Prioritize the activities that drive results. Allocate your energy wisely, whether it’s for client meetings, prospecting, or strategic planning.

Conclusion

As Todd Duncan wisely puts it, “Activity management is about doing the right things at the right time.” So, let’s shift gears, embrace the green light, and watch our productivity soar!

What’s On My Mind?

07/24/202407/24/2024 Mark Johnson Leave a comment

What’s on My Mind: Sleep, Soil, and Next-Level Results

Ask my family, and they’ll tell you: I’m a solid sleeper. Earthquakes, tornadoes, storms – I’ve snoozed through them all. Yet last night, insomnia paid an unwelcome visit. Regardless, I rose with determination, greeting the day with energy and gratitude.

This morning, I found myself in the quiet embrace of a church pew, attending Mass. The message centered around soil – yes, soil. Four distinct types unfolded before me:

Indifferent Soil: A barren wasteland, unyielding and uncaring. It reminded me of George Bernard Shaw’s words: “The worst sin towards our fellow creatures is not to hate them, but to be indifferent to them.” Indifference the essence of inhumanity.
Shallow & Superficial Soil: Like a thin layer of topsoil, barely covering the bedrock. Quick fixes, surface-level connections – they thrive here. But depth eludes us. True growth requires roots that dig deeper.
Distracted Soil: Scatterbrained and scattered, like seeds carried away by the wind. Distractions pull us in every direction. We forget to nurture what matters, leaving our potential untapped.
Committed Soil: Ah, the fertile ground! Here, seeds take root, reaching for the sun. Commitment, resilience, purpose – they flourish. Next-level results sprout from this well-tended earth.

And the challenge echoed: “What type of soil are you?” I pondered. Perhaps I’m a mix – a garden of varied soils. Yet how can I strive for the committed soil, where growth thrives?

Mother Teresa’s wisdom echoed, too: being unwanted, unloved, and uncared for – is a significant “disease.” It’s too easy to look the other way and say, “That does not concern me!”

So, my friends, I’ll pass on the challenge: “How can we cultivate compassion, tend our soil, and win the day?”

Marketing Your Real Estate Practice

07/20/202407/18/2024 Mark Johnson Leave a comment

Marketing Your Real Estate Practice

Let’s face it: your real estate sales and service business is a commodity. So, how do you stand out?

First, understand that selling a service is much different than selling a product. Some examples?

The Marketing Mix (4 Ps):

Products: The marketing mix includes Product, Price, Place, and Promotion.
Services: The extended marketing mix adds People, Process, and Physical Evidence (Social Proof).

Customer Involvement:

Products: Customers evaluate products based on features, price, and brand reputation.
Services: Customers actively participate in service delivery. Their experience influences satisfaction, loyalty, and future referrals.

Intangibility:

Products: Tangible goods can be seen, touched, and evaluated before purchase.
Services: Services are intangible; customers experience them during or after consumption. Marketing focuses on conveying the value of the service rather than showcasing a physical product.

Marketing Strategies for Commodity Real Estate Sales

Deliver Consistent Quality
Even in a commodity market, consistency matters.

Your Affiliate Network: Ensure all of your recommended providers meet or exceed your quality of experience standard. Your brand is only as good as your extended network of providers.
Professional Presentation: Invest in professional photography and staging services. High-quality images create a positive first impression.
Transparent Communication: Reliable and consistent communication builds trust.

Diversify Your Expertise
Consider these strategies:

Niche Markets: Identify specific property types (e.g., luxury homes, waterfront properties) or demographics (e.g., first-time homebuyers, retirees). Tailor your marketing efforts accordingly.
Additional Services: Offer value-added services like property management or relocation assistance. Diversification attracts a broader clientele.
Collaborate with Professionals: Partner with mortgage brokers, interior designers, or contractors. Comprehensive solutions enhance your reputation.

Customization
Personalization is key. Tailor your services to individual customer needs:

Buyer Profiles: Understand buyers’ preferences. Customize property recommendations based on their lifestyle and requirements.
Personalized Follow-Up: After a transaction, send personalized messages. Small gestures build lasting relationships.

Enhance Customer Experience
Exceptional customer experience turns clients into advocates:

Quick Response Times: Be accessible and attentive. Respond promptly to inquiries.
Educational Content: Share informative content on your website or social media. Position yourself as a knowledgeable resource.
Post-Transaction Support: Provide resources for moving, home improvement, or local services.

These are just a few ideas to consider. Remember, your unique approach and dedication to the client experience will set you apart in the competitive real estate market.

Collaboration and Networking

07/19/202407/18/2024 Mark Johnson Leave a comment

Collaboration and Networking

In the ever-evolving real estate sales and service world, collaboration and networking have become essential tools for success. Let’s explore how real estate professionals can harness these strategies to thrive in their careers:

The Power of Collaboration

Home Stagers and Agents

Collaboration between home stagers and real estate agents is a dynamic partnership. Here’s why it matters:

Understanding Buyers: Home stagers think like agents first. They consider the likely buyers: what they seek in a home, their preferences, and aspirations. By aligning staging with buyer profiles, they create spaces that resonate.
Beyond Generic Staging: Avoid generic room presentations. Instead, focus on charm, character, and distinctiveness. Today’s buyers crave uniqueness.

Builders and Stagers

One of the agents that aligned with us in Texas always marketed her listing like a new home builder would. And in her market, that made a lot of sense as re-sales frequently compete with the builder’s latest addition. Builders and home stagers also collaborate to showcase model homes effectively:

Communication: Builders and stagers must communicate openly. Builders’ insights combined with stagers’ expertise lead to optimal presentations.
Creating Vision: Stagers help buyers see beyond a house’s bones.

Networking

Real Estate Agents and Loan Officers

Mutual Referrals: Successful agents and loan officers build strong relationships. Beyond referrals, they share insights, market trends, and client needs.

The Art of Networking

Know Your Audience: Networking isn’t just about collecting business cards. Understand who you’re connecting with—agents, lenders, or stagers. Tailor your interactions to their needs.
Attend Industry Events: Conferences, workshops, and local meetups provide networking opportunities. Engage, learn, and expand your circle.
Online Platforms: Leverage social media and professional networks. Join real estate groups, participate in discussions, and build virtual connections.

The Future: Collaborative Success

As the real estate landscape evolves, collaboration and networking remain pivotal. Embrace these strategies, connect with fellow professionals, and thrive in this dynamic industry.

Success isn’t a solo journey—it’s a collaborative adventure!

The Power of Collaboration

Ask A Better Question

07/18/202407/18/2024 Mark Johnson Leave a comment

Ask A Better Question

The power of questions is the basis of all human progress. ~ Indira Gandhi

As you read this, how many days remain in the year? My business partner and I are going through this exercise next week for our business and our personal life.

Maximizing the time you have remaining this year starts with five quality questions.

Five Quality Questions:

What are the most important lessons you learned about yourself and your business this year?
As a result of question #1, what is your plan to correct the course and close stronger than you started?
What new disciplines must you start NOW and master to create the most successful close to the year?
1. Who will hold you accountable?
What new skills will you need to master to compete in the next 90 days?
1. Marketing to create more appointments?
2. Upgrade your capabilities presentation?
3. Handling the most common objections using the P.A.I.D. model?
What new (or existing tool do you already have yet underutilize) or technology or lead generation tools will you master to bring your business to a new level?

There you have it – five quality questions – that will help you close this year or any year stronger.

What’s your answer? What’s your next step?

Building Resilience

07/17/202407/15/2024 Mark Johnson Leave a comment

Building Resilience! Let’s start with a few examples:

Helen’s Unwavering Vision

Helen Keller, despite being blind and deaf, refused to be defined by her disabilities. Through sheer determination, she learned to communicate and became an influential author, educator, and activist. Her journey from isolation to empowerment inspires countless individuals facing their own challenges today. As real estate agents, we can learn from Helen’s unwavering vision—seeing beyond obstacles and focusing on possibilities.

“The only thing worse than being blind is having sight but no vision.” — Helen Keller

Nelson’s Unbreakable Spirit

Nelson Mandela, the anti-apartheid leader, endured 27 years of imprisonment for his activism. Despite attempts to silence him, Mandela’s spirit remained unbreakable. His release marked a pivotal moment in South Africa’s fight against apartheid. As agents, we can draw strength from his words:

“Do not judge me by my successes, judge me by how many times I fell down and got back up again.” — Nelson Mandela

Marie’s Fearless Pursuit

Marie Curie, the first woman to receive a Nobel Prize, revolutionized science. Born in challenging circumstances, she fearlessly pursued knowledge, shattering gender barriers. Her dedication inspires us to overcome obstacles and leave our mark on the industry:

“You cannot hope to build a better world without improving the individuals.” — Marie Curie

Abraham’s Journey from Poverty to Presidency

Abraham Lincoln, the 16th President of the United States, emerged from poverty. His resilience and determination led him to the highest office in the land. As agents, we can learn from his journey:

“I will prepare, and someday my chance will come.” — Abraham Lincoln

Modern-Day Agents: Perseverance in the Real Estate Market

Let’s shift our focus to contemporary agents like you. These stories highlight resilience in our industry:

Sarah’s Short Sale Triumph: Sarah faced financial setbacks in her past yet persisted. She negotiated a successful short sale, turning adversity into opportunity.
Michael’s Market Meltdown: When his market turned, Michael adapted. He embraced digital marketing and connected with clients in new and innovative ways.
Lena’s Personal Loss: Lena lost a loved one during a critical deal. She leveraged her support network of fellow agents, who guided her and the transaction to a successful close.
In my book, “Willing To Eager,” I share more stories about persistence.

Key Takeaways for Real Estate Agents

Your Mindset Matters: Cultivate a growth mindset. See challenges as opportunities for growth.
Adaptability: Be flexible. Embrace technology, virtual tours, and new marketing strategies.
Community and Support: Lean on fellow agents. Share experiences and learn from each other.

Resilience isn’t about avoiding challenges—it’s about thriving despite them. As real estate professionals, we can draw inspiration from these stories and build our own resilience.