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Category: Sales Meeting Content

The Economy and Housing, What’s Up?

Mark Johnson 1 Comment

Just received some edits from my Ph.D. friend, who is giving my textbook on the introduction to real estate economics a test drive. That got me thinking: The recession of 2023 is postponed and more likely canceled.

Moody’s Analytics has the GDP estimate for the current quarter at 3.9 percent annualized growth The Federal Reserve of Atlanta estimates growth at 5.9 percent. Either way, you slice it, healthy stats.

A point in time:

  • Unemployment is low at: 3.8%
  • Business investment: holding steady
  • Consumer spending: steady
  • Consumer sentiment: improving
  • Non-residential investment: contributed 25% of GDP growth and increasing
  • Industrial and Manufacturing: turn-around with slight improvement
  • Inflation is moderating with some disinflation for housing rent and vehicles

Housing? The challenge remains a lack of resale inventory and mortgage rates. The lack of inventory is moving homebuyers into the new home market. New residential construction is accelerating. Fun fact: NAR’s chief economist stated the resale market could absorb a 50% increase in inventory. That’s not likely to happen at current rates – thus, new home sales OR sales activity from the 10,000 Americans turning 65 each day, many of whom own their homes mortgage-free.

As seasonality picks up its pace, your buyer clients will find some opportunities between now and the end of the year.

It appears the US economy has proven more robust than the pundits thought. As inflation continues to improve and when growth remains steady, that could erase the final fears of negative growth. At the end of the day, what can we control?

  • We CANNOT control the market.
  • We CANNOT control what others think.
  • We CAN control our business process.
  • We CAN control our thoughts, behaviors, and routines.

And that’s how we win the day.

–
What's Possible?
What’s Possible?

The speed of trust.

Mark Johnson Leave a comment

Trust. The speed of trust.

We had tickets to tonight’s doubleheader: Reds vs. the Angels, and I was the designated driver. My family trusted me to drive to get them back and forth safely; in fact, Tim fell asleep in route. That’s trust. Trust is so important in so many ways.

Whether it’s driving my family or friends or working with my associates, clients, and vendors, trust is everything. There’s nothing more impactful on people, their work, and their performance than trust.

Stephen Covey said it best, “You can ignore the principles that govern trust—but they will not ignore you.”

In other news, it was a tough night for the home team.

The speed of trust.
The speed of trust.

Persistence

Mark Johnson Leave a comment

Here is what I know as an entrepreneur, you try 10 things, and 9 don’t work out as planned, and 1 (after tweaking it) works.

The problems entrepreneurs confront every day would overwhelm most managers.

The point? Persistence. If you believe in what problems you are solving, you keep iterating until you find the formula.

I’m in the game.

It’s not about the money… it’s the challenge of solving a problem that helps people and firms grow.

It’s the community, connection, and servant leadership.

#WinTheDay

PS: Checklist

1. Is my vision clear and compelling?
2. Are my goals defined?
3. Do I have the right strategy?
4. Can I execute the strategy?
5. Is it fun with people I love and respect?

 

Sometimes you win, sometimes you learn.
Sometimes you win, sometimes you learn.

The most important question? 

Mark Johnson Leave a comment

The most important question? 

“What do you really really want?” This Is really the second most important question. Say what?! The more important question is: “What are willing to give up to get it?” 

Are you willing to give up chill time for gym time? 

Are you willing to trade busy work for prospecting, business development, or recruiting? 

Write a book? Are you willing to give up what you usually do from 7 to 9 pm and go to the library instead? 

I’ll do whatever it takes to get what I really, really want.

I’ll give up whatever it takes to ______ (fill in the blank)

To get _________, (fill in the blank) I’ll do whatever it takes.

When you are willing to do whatever it takes, you’ll earn want you really want.

What's Possible?
What’s Possible?

Onward and Upward.

Mark Johnson Leave a comment

“Onward and upward” is a mindset that requires a few key ingredients: optimism, empathy, curiosity and action.

  • Optimism is the ability to overcome adversity despite the circumstances.
  • Empathy is the ability to understand 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 the supports the growth we deserve.

Perfection is not a standard, progress is.

With 80 to 90 working days left in 2023 I’m opening up 10 slots for “what’s possible” strategy sessions. Because it’s not how you start the game it’s how you finish.

Onward and upward.

What's Possible?
What’s Possible?

Multitasking

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Research by the University of London reveals that our IQ drops by five to 15 points when we are multitasking.

In his book, Your Brain at Work, David Rock explains that performance can decrease by up to 50% when a person focuses on two mental tasks at once.

And research led by legendary Stanford University professor Clifford Nass concluded that distractions reduce the brain’s ability to filter out irrelevancy in its working memory.

So, what do you need to stop doing? Start doing? More of and less of?

Start With The "Not To Do" List!
Start With The “Not To Do” List!

Be The Voice Of Reason

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A favorite and a classic.

Be The Voice Of Reason

Human nature craves the exchange of information. When that exchange turns unproductive try this 4 step approach:

  • Understand the difference between valid information and gossip.
  • If gossip nip it in the bud
  • If gossip change the subject
  • If gossip confront the individual

Keep the strategies above in mind so when you’re confronted with a gossipy associate, you have the checklist to respond appropriately.

Doing The Right Thing

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One of my lawyer friends quoted Carl Sandburg today:

“If the facts are against you, argue the law. If the law is against you, argue the facts. If the law and the facts are against you, pound the table and yell like hell.”

My take? Doing the right thing is always the right thing and good business. “Make it right” and “Honor your commitments” is one of the best mantras ever.

Thoughts?

Doing the right thing is always the right thing.
Doing the right thing is always the right thing.

The Leader’s Role: Defining Reality and Driving Results

Mark Johnson 1 Comment

“The first responsibility of a leader is to define reality. The last is to say thank you. In between, the leader is a servant.” – Max de Pree

This powerful quote by Max de Pree highlights the multifaceted role of a leader. Defining reality isn’t about creating a fantasy world; it’s about understanding the current situation, identifying challenges and opportunities, and setting a clear direction for the team.

For business leaders, defining reality often boils down to understanding the core drivers of success. Here are three crucial realities that top performers consistently embrace:

  1. Lead Generation Drives Revenue: This is the fundamental truth of any sales-driven business. Without a consistent flow of qualified leads, there are no appointments, no sales, and ultimately, no revenue. This isn’t just about “moneyball” tactics; it’s about recognizing that lead generation is the lifeblood of your business.

  2. Relationships Fuel Growth: The size and quality of your network and client database directly impact the size of your business. Building strong relationships, nurturing leads, and delivering exceptional service are essential for long-term growth. This requires creative marketing campaigns and genuine connection with your audience.

  3. Consistency is Key: Consistent effort over time is the most powerful driver of success. It’s not about occasional bursts of activity; it’s about showing up day after day, week after week, and consistently implementing your strategies. This consistent effort builds momentum, strengthens relationships, and ultimately leads to sustainable results.

Leadership in Action:

A leader’s role is to define these realities for their team, provide the necessary resources and support, and foster a culture of consistent action. This means:

  • Setting clear expectations and goals related to lead generation, relationship building, and consistent effort.
  • Providing training and resources to help the team excel in these areas.
  • Holding the team accountable for their performance.
  • Recognizing and rewarding consistent effort and results.

By embracing these realities and leading with a servant’s heart, you can create a high-performing team and achieve sustainable business success. And that is how we win the day!

 

The Accountability Advantage: How Tracking Your Efforts Drives Exponential Growth

Mark Johnson 1 Comment

“What is measured improves. What is measured and reported back exponentially improves.”

This simple principle has a profound impact on performance, whether you’re an Olympic athlete or a business professional.

Consider a study of Olympic-level figure skaters. When they trained on their own, they averaged 60 jumps and spins per hour. But when their coach started tracking their attempts on a whiteboard in real-time, their output soared to 100 elements per hour! Removing the whiteboard caused their performance to drop back down, proving the power of immediate feedback and accountability.

This same principle applies to your business. The single greatest leverage you can use to achieve the success you deserve is increased accountability. It’s about more than just setting goals; it’s about consistently tracking your progress and making adjustments as needed.

That’s why I’m introducing “TAG”—The Appointment Game. This simple 30-day challenge focuses on two key metrics:

  1. Daily New Conversations: How many new conversations about real estate are you initiating each day? This could be through networking, social media, cold calling, or any other lead generation activity.
  2. Weekly New Appointments: How many new appointments are you scheduling each week as a result of those conversations?

Why these metrics? They focus on the activities that directly drive business growth: connecting with potential clients and securing opportunities to present your value.

Here’s how to play TAG:

  1. Track Your Numbers: Each day, track the number of new real estate conversations you have. Each week, track the number of new appointments you set.
  2. Report Your Progress (Optional): Share your progress with an accountability partner, a mentor, or even on social media. Public accountability can be a powerful motivator.
  3. Analyze and Adjust: At the end of each week, review your numbers. Are you hitting your targets? If not, what adjustments can you make to your strategy?

Example:

  • Goal: 5 new conversations per day, leading to 2 new appointments per week.
  • Tracking: Use a simple spreadsheet, a notebook, or a CRM to record your daily conversations and weekly appointments.
  • Analysis: If you’re consistently having conversations but not setting appointments, you might need to refine your qualifying questions or your appointment-setting pitch.

What would happen to your business if you consistently focused on these two metrics for the next 30 days? I challenge you to find out.

TAG, you’re it!

Start tracking, start connecting, and start growing to win the day!

What is measured improves.
What is measured improves.
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