Category: Sales Meeting Content

The “Perfect Day!” In this classic exercise, you write out your idealized, perfect day in great detail, beginning with what time you get up and what you have for breakfast, continuing through what you do for each hour of the day and who you talk to. The more detail you can add to the plan, the better.

• So how do I get started? Try this:

1. 1. Where (location) would you wake up, and who would be with you – if anyone?
   2. What time would you wake up?
   3. How would you wake up?
   4. What’s the first thing you would do?
   5. What would your morning routine look like?
   6. What would you have for breakfast?
   7. When / where, and what time would you go to work?
   8. What contribution to your organization, to your community to others would you make?
   9. When, what and with whom would you eat for lunch?
   10. What time would you finish work?
   11. What would you do in the evening?
   12. What time would you go to sleep?
   13. Would you exercise, have fun, or work reflection into this day?
   14. How would you connect with your friends and family?
   15. What hobbies would you be doing?
   16. How would spiritual fulfillment fit into your day? What would you add?

• What would you add to the list?
• What would you remove from the list?

In this exercise of envisioning a perfect day, I’ve found myself drawn to a productive and fulfilling routine. My ideal day is one that balances professional growth with personal well-being. It’s a day where I can achieve my goals, contribute to my community, and maintain a healthy work-life balance.

While this may be a fictionalized version of my day, it serves as a valuable reminder of what truly matters to me in my professional life. It’s a vision of a career that is both challenging and rewarding, where I can make a meaningful impact and find joy in my work.

Today’s mindset. Jack Canfield said it best:

You only have control over three things in your life:

1.  The thoughts you think,

2.  The images you visualize, and

3.  The actions you take.

In other news. I told Bev earlier, “True character comes out in the parking lot when you are a few minutes late, and you think someone took your parking spot!” 

Today’s mindset:

“Being in motion and taking action sound similar, yet they are different.”

Motion is when you’re busy doing something, but that task will never produce an outcome by itself.

Action, on the other hand, is the type of behavior that will get you a result.

If I outline 20 ideas for articles I want to write, that’s motion. If I actually write and publish an article, that’s action.

What action do you need to take today? (Hint for most of us: create 1 or more new appointments.)

The Great Stay, Why Homeowners Are Staying Put

For our recruiting and attracting clients, the future is bright for agent growth.

As my business partner Ben Hess – a sailor, says – “fair winds and following seas:” A well-known phrase in the maritime world that means the wind and sea will likely be going in your direction.

October 2024 Commentary

Jobs and real estate work together… has that changed? My business acquaintance Mike Simonsen from Altos Research coined the term “the Great Stay.” In summary, Mike states:

• Conventional wisdom has been that the job market must weaken and unemployment must rise… yet unemployment has stayed low for several years.
• Normally, when unemployment is low, many of us have confidence we can find a new or better job. Maybe more likely to change jobs.
• What we are seeing post-pandemic is layoff rates are very low, and the rate at which companies are hiring is low. So, no one wants to upset “a good thing.”
• Housing? Homeowners have a good thing with low rates and a very good run-up in equity.
• The incentive to move to “lower cost” states has equalized with higher rates. So, no one wants to upset “a good thing!”

The great stay for jobs and real estate.

• While inventory is more than the prior year (34% more), it is compressing as recently at 40% more than last year.
• The story that real estate is local is becoming more pronounced; for example, while Denver has more inventory than at any time in the last decade, Orange County, CA is still much tighter.

The outlook? On a National basis, Ralph McLaughlin, Senior Economist, Realtor.com, said, “We expect the economy to land softly and housing inventory to continue to recover. This should put downward pressure on mortgage rates this fall and winter and set the stage for a much better season for homebuyers in 2025.”

Bankrate did a survey that indicated “More Than Half of Homeowners Would Be Motivated to Buy With Rates Under 6% while 33% Of Sellers Would Be Motivated Below 6%.” Some are projecting that this rate scenario could occur in the first quarter of 2025.

Some additional highlights?

• Conditions are better now than in prior quarters.
  • The third week in a row with more sales – this week, 16% more than a year ago
• Very different market-by-market
• Mortgage rates are now 6.18%, and a four-firm prediction says 5.68% by Q4 of next year.
• National average price appreciation is expected to slow to 2.6%
  • Wide variation depending on geography and new home builder activity
• A 14% increase in home sales (low-range 10% and high-range 21%)
  • 2024 is projected to end at 4.7 million homes sold
  • 2025 is projected at 5.4 million (average of 3 sources with a range from 5.2 to 5.7)
• Waiting until next spring or summer would give you more inventory to choose from, but you will be up against greater competition during peak buying season.
  • “Nothing Good Happens When You Wait,” ~ Mark Johnson.

My takeaway?

• No one can give perfect advice… yet you can provide informed advice.
  • Follow the data.
  • The trends leave clues.
• It’s never been more important to understand the Macro (State and National) and Micro (Regional and Local) markets. My friends at Altos and KCM have some pretty great tools to do both. Hit me up for more insight.
  • Altos US Nationwide Real Estate Trends
  • Altos – Texas Real Estate Trends
  • Altos – Florida Real Estate Trends
  • Altos – California Real Estate Trends

Happy business development!

Winter is coming!

The next 12 weeks:

• Listings
• Leverage, and
• Leads

Your revenue runs at the speed of trust.

Think about it: as trust increases, speed increases, and cost decreases.

What if, over the next 12 weeks, we all built more trust by:

• Talking straight
• Created more transparency
• Delivered results
• Confronted reality head-on
• Clarified expectations
• Practiced more accountability
• Kept our commitments

Trust is your brand.

That’s how we win the day, the month, and the rest of 2024 into 2025.

“It always seems impossible until it’s done.” ~ Nelson Mandela

Business often throws us into situations where we feel stuck, unsure of the next step. Whether it’s a career decision, a personal dilemma, or just a general sense of being lost, not knowing what to do can be incredibly frustrating.

Here are some strategies to help you navigate these uncertain times:

Focus on Ends, Not Means

When you’re unsure of what to do, it can be helpful to shift your focus from the process to the outcome. Ask yourself, “What do I ultimately want to achieve?” By clarifying your end goals, you can better evaluate the different paths available to you. This approach helps you stay flexible and open to various methods of reaching your desired outcome.

Focus on Your Values

Your values are your internal compass. When you’re lost, they can guide you back to a path that feels right. Take some time to reflect on what truly matters to you. Is it honesty, creativity, family, or something else? Aligning your actions with your core values can provide a sense of direction and purpose, even when the way forward isn’t clear.

Keep Taking Action – Even If It’s Just One Small Step

Inertia can be paralyzing. When you don’t know what to do, the worst thing you can do is nothing. Even a small step can create momentum. Break down your larger goals into smaller, manageable tasks. Completing these smaller tasks can build confidence and provide clarity on what to do next.

Talk It Out/Get a Second Opinion

Sometimes, the best way to find clarity is to talk it out with someone you trust. A fresh perspective can offer insights you hadn’t considered. Whether it’s a friend, family member, or mentor, getting a second opinion can help you see your situation from a different angle and may reveal new solutions.

Trust Your Feelings/Gut

Your intuition is a powerful tool. While it’s important to gather information and consider your options, don’t discount your gut feelings. Often, your subconscious mind picks up on things that your conscious mind might miss. Trusting your instincts can lead you to choices that align with your true self.

Sleep, Hydrate, Rest

Never underestimate the power of basic self-care. When you’re tired, dehydrated, or stressed, your ability to think clearly is compromised. Make sure you’re getting enough sleep, drinking plenty of water, and taking time to rest. Sometimes, a good night’s sleep can bring a fresh perspective and renewed energy to tackle your challenges.

It’s okay not to have all the answers right away. The important thing is to keep moving forward.

Feeling lost or unsure is a natural part of business. By focusing on your end goals, aligning with your values, taking small steps, seeking advice, trusting your intuition, and taking care of your basic needs, you can navigate through uncertainty with greater ease.