Two of my three sons are proud UC Irvine Anteaters (the other a Banana Slug), but today, I’m delving into a different kind of ‘ant’—the kind that can infest our minds.
Several years ago, I had the privilege of meeting Dr. Daniel Amen. It was from him that I learned about the concept of Automatic Negative Thoughts (ANTs), a term he coined in the early 1990s. The origin story of ANTs is as intriguing as it is enlightening.
After a particularly challenging day at his office, filled with sessions from suicidal patients to couples locked in conflict, Dr. Amen returned home only to find his kitchen overrun by ants. This infestation sparked a realization: just as ants had invaded his home, his patients’ minds were besieged by ANTs, stripping away their joy and commandeering their happiness.
Dr. Amen’s insights extend beyond mere observations. In his book about the brain’s profound influence on our well-being, he elucidates how each thought triggers a chemical reaction in our brains. Negative thoughts—be they sad, hopeless, or angry—prompt our brains to release chemicals that induce physical discomfort: hands turn clammy, muscles tense up, heart rates spike, and breathing shallows. Moreover, such thoughts can dampen the activity in our frontal and temporal lobes, impairing judgment, learning, and memory.
Conversely, positive thoughts have the power to release a different set of chemicals that promote a sense of physical ease and mental clarity. A happy or hopeful thought can warm your hands, relax your muscles, steady your heart, deepen your breath, and enhance your brain’s performance.
So, how do we combat ANTs?
Dr. Amen identifies several species of negative thought patterns, each with its own destructive tendencies:
Fortune Telling: This ANT thrives on pessimism, forecasting doom without any real evidence.
Mind Reading: A common ANT that convinces you of others’ thoughts without their input, often leading to misunderstandings.
Guilt Beatings: Words like ‘should’ and ‘must’ can whip up feelings of obligation rather than motivation, fostering negativity.
Blame: Casting blame renders you powerless, trapping you in victimhood.
Labeling: Derogatory names cloud judgment and can cause lasting harm.
The Path Forward:
When negative emotions surge, take a moment to jot down your thoughts. Identify the ANT at play and confront it. Challenging these negative thoughts diminishes their influence, reclaiming control over your mind and emotions.
“Onward and upward” is a mindset that requires optimism, empathy, curiosity, and action.
Optimism is the ability to overcome adversity despite the circumstances.
Empathy is understanding situations from another’s perspective with no judgment. The ability to choose to respond rather than to react.
Curiosity. To be effective, be curious: curious about how people are feeling, curious about why things happen, curious about the future, curious about steps to take to navigate difficult waters.
Action. The winners are the doers. Talk is cheap; action speaks.
When we make changes by design vs. default, we can craft a future that supports the growth we deserve.
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!
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.
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 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?
Who will hold you accountable?
What new skills will you need to master to compete in the next 90 days?
Marketing to create more appointments?
Upgrade your capabilities presentation?
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.
