Real Estate Sales - Winning The Day

Do You Know The Way To San Jose?

03/18/202303/19/2023 Mark Johnson Leave a comment

America’s happiest cities. Researchers for decades have studied the science of happiness and concluded that some of the key ingredients include: a positive mental state (a growth mindset); strong social connections; job satisfaction; health, and financial stability. One study suggests the incremental amount of happiness stops at around $75,000 of annual income.

WalletHub examined every state and 182 US cities using 30 criteria and created a list of the happiest cities.

The Top 5 Overall Result:

Fremont, California
San Jose, Californina
Madison, Wisconsin
Overland Park, Kansas
San Fransico, California

For Community The Top 5 Result:

Freemont, California
Scottsdale, Arizona
Cape Coral, Florida
Port St. Lucie, Florida
Nashua, New Hampshire

Many factors affect our happiness, so the study included a panel of experts who commented on various aspects of happiness, like:

Can money buy happiness? No. The consensus: it’s far more important to have a sense of purpose and a way to give back.
Does happiness increases or decrease with age? Yes. The consensus seemed to be a trend of more happiness in younger and older individuals and less in the 40 and 50 age group! Maybe the burden of providing for the family?
Does where you live influence happiness? The consensus was yes with a footnote. So research suggests it’s not about the place, but the match between the place and who you are as a person combined with the family and friend connections.

I’ve lived in 8 states (VA, CO, TX, KY, OH, MI, CA, and MN) and 10 cities, and what I’ve found? Grow where you are planted! Every city, state, and region has a history, a story and a community. As I recall, Abraham Lincoln said it best:

“You are as happy as you choose to be.”

The Ultimate Secret

03/11/202303/12/2023 Mark Johnson Leave a comment

Do it until… is the most common denominator for success in anything.

Some of us learn fast, others slowly, and many of us in between. When you are committed to the cause, the effort, and the result, “you do it until ___.”

Fill in the blank; you do it until you gain mastery; you do it until you have confidence; you do it until you are the best!

The common denominator is “I did it until I got it! It doesn’t matter how long it takes.” This is a great growth mindset.

You don’t know how long or short it will take to become an expert, yet if you keep doing what needs to be done – one day at a time – one hour at a time – one minute at a time, one second at a time – eventually all those seconds add up to minutes and minutes add up to hours and so on.

It’s not about how long it takes – if we keep doing what needs to be done – eventually, we get there, and we win.

Do it until ____!

#WinTheDay

Find a way when it appears there is no way

Three Steps To Creating More Certainty In Your Real Estate Practice

03/08/202303/08/2023 Mark Johnson Leave a comment

“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” ~ Stephen Covey

Have you ever worked backward from Friday? At the end of the week, imagine you are sitting down and looking back…what would make this week great?

We can’t control the market this week, yet we can control the daily activities that lead to our expected outcomes.

I’m sure you would agree – without a doubt – we are in uncertain times. The paradox is this: we need both uncertainty and certainty in our business. Yet, from the conversations I’ve had this week, we have more uncertainty than certainty. How can we create more certainty?

Get Clear On What You Really Want.

Create a picture of what you really want
Envision it.
See how it makes you feel.
Does it move you into action?

You know this is really clear when your purpose resonates and moves you emotionally.

Make It Part Of Everyday!

Create a daily action checklist and follow it
What’s the ONE routine you must do every day to win the day?
- Example: P.E.D.S.
  - Prayer
  - Exercise
  - Diet
  - Sleep
- What are the one or two activities that move the needle?
  - Marketing that creates NEW appointments
  - Building and maintaining relationships
  - Servicing existing clients and prospects
  - Anticipating and solving problems BEFORE they arise
  - Completing that project
  - Closing open loops
- Is it all in your calendar?

Have a strategy for when you feel stuck or lost.

“If I don’t do this, this is what it will cost me,” or
“If I do this, then this is what I can gain.”
“I don’t feel like it” can be turned into “I’ll do it anyway.”

If you show up for the day with no structure in your calendar and decide to do “urgent” tasks like returning calls and texts and checking Facebook, those activities will expand and eat up all the time you hoped to devote to more “important” activities. You will end the day unfulfilled and have more uncertainty. Get clear on what you want, make it part of your everyday routine, and have a plan for when you feel stuck or lost. That is a winning formula.

The key is not to prioritize what’s on your schedule but to schedule your priorities.

Has anyone seen a home seller?

03/07/202303/07/2023 Mark Johnson 1 Comment

Has anyone seen a home seller? Home sellers seem to be just about as rare as the Condor (unlike the red-tail hawk on my fence this morning).

Inventory of available homes for sale across the US fell another 2.5% this week, the lowest since 2019. This is the time of year when we traditionally see more homes coming on the market. Yet, according to Altos Research, there is no indication of an inventory surge coming into the market. Say what?

It is a supply-constrained market. Consumers are price sensitive to interest rates – now near 7% – and it seems sellers sitting on 3% mortgages are not motivated to trade up or out.

The result? 20% fewer homes in the pending process compared to a year ago. Only about 31% of sellers are needing to reduce their initial list price. The median price of new listings is up, yet not near the pace of increases we saw just a year ago. Rents appear to be stabilizing and slowing at the median level of $2,200 per month.

Check out the charts on this link – you can type in your local zip code.

If you are looking for an agent to explain local real estate trends – I know a few all over the US, shoot me a DM or text.

Source: Altos Research US for the week ending 3-5-2023.

Ten Excuses

03/06/202303/06/2023 Mark Johnson Leave a comment

Ten excuses the top 1% all made, yet figured out a way to bust through:

1. I don’t have time

2. I don’t have the money

3. I will try it next year

4. I don’t have enough data

5. I am too tired, skeptical, or biased

6. No one ever did it before

7. It’s too much work

8. I could fail

9. I will wait until I retire

10. It’s too risky

You can bust through too. One of my associates told me all of these “excuses” are rooted in some sort of fear, so really the top 1% are masters of fear.

The Power of Persistence in Real Estate: It’s Not Pressure, It’s Value!

03/05/202312/27/2024 Mark Johnson 5 Comments

You cannot give someone something that you don’t already possess. As real estate professionals, we want others to believe in us, our ideas, and our services. But how strongly do we believe in ourselves?

True confidence is demonstrated by our willingness to persist, even in the face of resistance. It’s not always easy, but it’s always possible. Influential real estate coaches and even the Bible emphasize the importance of persistence.

The key is understanding the difference between persistence and pressure. Sales pressure is repeating the same message regardless of the other person’s concerns. Real estate sales persistence, on the other hand, is about empathy, adjusting your approach, refining your message, and adding more value. It’s about demonstrating that you are the best person to serve their needs.

Persistence: A Universal Principle

Persistence isn’t situational; it applies to everyone, all the time. Are you simply finding deals, or are you actively forging them? Many opportunities lie in creating interest, engagement, desire, and urgency.

Persistence communicates several crucial messages:

Genuine Care: You believe people are better off working with you. You’re changing lives.
Confidence: You believe in your abilities. Your actions, words, and questions make the difference.
Understanding and Targeted Solutions: You understand their situation and offer specific solutions. Certainty is more influential than enthusiasm.
Multiple Reasons to Move Forward: You offer value beyond simply listing or showing a property. You provide unique insights that are compelling to each client.

6 Habits of Highly Persistent People (Condensed):

Celebrate their work.
Are driven by a purpose.
Expect and prepare for resistance.
Don’t take resistance personally.
Use resistance to gain insights and add value.

Why Persistence Matters (Key Points):

No Substitute: Persistence is essential. You either commit to figuring it out, or you don’t.
Don’t Give Up Too Soon: Just because someone doesn’t agree immediately doesn’t mean the opportunity is lost.
Consider the Cost of Inaction: What do you cost others by not following through?
Addressing Common Objections:
- Different Communication Styles: Sometimes people need to hear the message differently, appealing to different emotional motives (Profit, FOMO, Comfort, Avoiding Pain, Love, Prestige).
- Need for More Reasons: Sometimes people need more value stacked onto the offer.
- Lack of Understanding How to Proceed: Sometimes people need guidance through the process.
- Need for Time: Sometimes people simply need more time to process the information.

My Conclusion:

Persistence, unlike pressure, always makes sense. It demonstrates your confidence and commitment. By empathizing, adjusting, and adding value, you can turn resistance into opportunity. And that is how you win the day.

Somethings Are Just Hard

03/03/202303/03/2023 Mark Johnson Leave a comment

Near-death by a car accident, boot camp, Kilimanjaro Summit day, Hellmecula, Snowmageddon, Spartan Beast, crazy markets, and so much more.

Some things are just hard, and you want to quit.

I’ve made it through some tough situations with this one strategy: looking only a few steps, tasks or minutes ahead.

“Doing the next right thing.”

At certain times tunnel vision is a good thing.

Consider this – the next time getting through a challenge that seems like it might be too much for you. Lower your gaze to whatever the next minute, step, or task is right in front of you. Then take it.

There are times when big-picture thinking is needed. Yet the moments when you doubt you have the strength or the desire to put one foot in front of the other isn’t among them.

Do the next right thing.

Less Is More!

03/02/202303/06/2023 Mark Johnson Leave a comment

Focused Time. The top 1% know that less is more! Say what?

Who would you imagine to be more productive—someone who works 55 hours a week or someone who works 70?

If you guessed the latter, you’d be incorrect. Research done by Stanford showed that productivity diminishes after 40 hours and falls off a cliff after 55 hours. In essence, less is more.

Resource? Life on The Wire by Todd Duncan – in his book Todd challenges the status quo in search of a better, smarter way to work and live.

#100DaysOfSuccess

So How Consistent Are You Right Now?

02/27/202307/17/2024 Mark Johnson

When you are inconsistent, nothing works at the optimal level.

Here’s what I know: recruiters, talent attraction coordinators, team leaders, managers, and real estate sales professionals who consistently set and attend appointments are producing more results, period. These leaders are consistent and disciplined in their daily prospecting and marketing routines.

Consistency… social media does not work if you are not consistent; geographic farming does not work if you are not consistent; repeat and referral does not work if you are not consistent; open houses will not work if you are inconsistent; online leads – a waste – if you are not consistent; recruiting and talent attraction is a roller coaster without consistency.

Show me something in your business that works when you are inconsistent.

Anything you are going to do, the more consistent you are with your mindset, attitude, approach, expectation, strategy, and tactics, the more predictable the result.

Bottom line: when you are consistent, everything works… when you are inconsistent, nothing works.

So my question is, what have you been inconsistent with?

What has that inconsistency cost you financially, emotionally, or physically?

I’d submit that the action we can all take is to be more consistent in creating, setting, and attending more new appointments.

We cannot control the market.

We can control ourselves, our thoughts, and our actions.

Next Steps:

Make an appointment-setting goal for the next 2 weeks and share it with an accountability partner.
Gather your past client list, all of your past leads, open house registers, and people you know, and start making appointments today.
Be CONSISTENT… list the 1, 2, or 3 things you must do consistently to propel your business forward.

Consistency is undefeated.

#WinTheDay

Winning the day - consistency! — Winning the day – consistency!

Schedule Your Success: 7 Ways to Secure Daily Appointments

02/26/202312/31/2024 Mark Johnson 8 Comments

“In the end, someone or something always gives up. Either you give up and quit, or the obstacle or failure gives up and makes way for your success to come through.” ~ Idowu Koyenikan

Consistent appointments are the lifeblood of a thriving real estate business. Imagine the impact of adding just one more appointment to your workday. This post provides seven key strategies to help you schedule your success.

Focus on Action and Control:

While we can’t control the market or other people’s opinions, we can control our actions and our response to market conditions. By focusing on deliberate appointment setting, we take control of our business growth.

Why Appointments Matter:

An appointment is more than just a meeting; it’s an opportunity to build trust, provide value, and establish yourself as a trusted advisor. These valuable interactions can take many forms:

Listing presentations with motivated sellers
Buyer consultations to understand their needs and goals
Property previews with potential buyers or sellers
Networking with past clients, centers of influence, or potential referral sources
Meetings with investors or HR professionals involved in relocation

By consistently scheduling these types of interactions, you create opportunities for growth and establish stronger client relationships.

7 Keys to Daily Appointments:

Prioritize Setting Appointments: Make appointment setting a non-negotiable part of your daily routine. Schedule dedicated time for it, just like any other important business activity.
Define Appointments for Success: Expand your definition of an appointment. It doesn’t always have to be a signed listing agreement. A valuable initial conversation, a property preview, or a networking coffee meeting can all be considered successful appointments that pave the way for future business.
Positive Self-Talk: Cultivate a positive mindset about appointment setting. Use affirmations like “I confidently schedule valuable appointments each day” to reinforce your belief in your ability to connect with potential clients.
Stay Connected with Leads: Utilize a CRM (Customer Relationship Management) system to effectively manage and nurture your leads. This will allow you to stay organized, track interactions, and prioritize follow-up.
Identify Your “Automatic Shot”: Determine your most reliable source of appointments. This could be past clients, referrals, a specific lead generation strategy, or a networking group. Focus on consistently leveraging this “automatic shot” to ensure a steady flow of appointments.
Develop Closing Skills (Value-Based): Focus on mastering objection handling and asking insightful questions to uncover client needs. This value-based approach will help you build trust and guide clients toward informed decisions, rather than relying on high-pressure sales tactics.
Maintain a Goal-Oriented Mindset: Focus on your daily appointment goal, but don’t get fixated on how each appointment will materialize. Trust that by consistently taking action and focusing on providing value, opportunities will arise.

Action Steps:

Schedule Appointment Setting Time: Block out specific time slots in your calendar each day for appointment setting activities.
Craft a Concise Introduction: Develop a brief, compelling introduction that highlights your value proposition and encourages further conversation.
Practice Handling Objections: Prepare for common objections by scripting and practicing effective responses that address client concerns and build trust.
Track Your Progress: Monitor your appointment setting activities and track your results to identify what’s working and where you can improve.