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.
“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?
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.
The key is not to prioritize what’s on your schedule, but to schedule your priorities.
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.
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.
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.
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.
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.
“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. Just imagine the impact of adding one moreappointment 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. These opportunities often arise from what we call the “8 D’s” of real estate:
Death: The passing of a homeowner often requires the sale of the property to settle the estate.
Divorce: Separating couples frequently need to sell their shared home and divide the proceeds.
Diamonds (Marriage/Engagements): New couples often choose to purchase a home together.
Downsizing: Empty nesters or those seeking a simpler lifestyle may opt for a smaller home.
Diapers (Growing Families): The arrival of children often necessitates more space.
Deployment: Military deployments can require homeowners to sell their property.
Default (Foreclosure): Financial hardship can unfortunately lead to foreclosure.
Displacement (Job/Career): Job loss, new career opportunities, or company relocation can require individuals or families to move. (This also includes life changes like graduations, where a parent might sell a property purchased for a child in college.)
How? 7 Keys to Daily Appointments:
Prioritize Setting Appointments: Make it a non-negotiable part of your daily routine. Schedule dedicated time for it.
Define Appointments for Success: Expand your definition. 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 successful.
Positive Self-Talk: Cultivate a positive mindset. Use affirmations like “I confidently schedule valuable appointments each day.”
Stay Connected with Leads: Utilize a CRM (Customer Relationship Management) system to effectively manage and nurture your leads.
Identify Your “Automatic Shot”: Determine your most reliable source of appointments (past clients, referrals, etc.) and consistently leverage it.
Develop Closing Skills (Value-Based): Focus on mastering objection handling and asking insightful questions to uncover client needs. This value-based approach builds trust.
Maintain a Goal-Oriented Mindset: Focus on your daily appointment goal, but don’t get fixated on how each appointment will materialize. Trust that consistent action and a focus on providing value will create opportunities.
Action Steps:
Schedule Appointment Setting Time: Block out specific time slots in your calendar.
Craft a Concise Introduction: Develop a brief, compelling introduction that highlights your value proposition.
Practice Handling Objections: Prepare for common objections by scripting and practicing effective responses.
Track Your Progress: Monitor your appointment setting activities and track your results.
My Conclusion and Call To Action :
Consistent appointment setting is the cornerstone of a successful real estate career. By prioritizing these valuable interactions, focusing on providing value, and maintaining a positive mindset, you can schedule your success and build a thriving business. That is how you win the day!
If I Am Always Shaking The Tree, An Apple Will Fall Somewhere!
“A coach is someone who helps you see what you don’t want to see so you can be who you’ve always wanted to be.” ~ Tom Landry
One of my former associates, real estate team leader and top producer from Austin, Texas, is also a “coxswain” and a rowing coach. He told me a story about a new rower placed on a boat with eight others. He noticed she appeared to be working very hard and sweating profusely. Yet, her technique was so off it wasn’t helping the team.
Can you relate to a time when you’ve been working hard and not getting the result you intended?
A rowing team – and your business – need more than just quality, skilled resources. You also need all your resources in the right seats, doing the right things.
Here’s the thing I learned about rowing: in an eight-person boat, each rower has one oar—four on port and four on starboard. If one side pulls harder than the other side, the boat turns. If one side’s oars are raised higher than the other side, the boat tips. To find the set and create a swing, everyone must work together to balance the boat and have the exact timing. Your hands must be at exactly the right height as you slide up to the catch. Every oar has to drop into the water at the exact same time. Everyone needs to pull under equal pressure. All the blades need to come out of the water and release in unison. Any deviation disrupts the boat.
So, what can we learn?
First, have a clear direction, but an easy hand on the steering: The “coxswain” job is to keep the boat on course and steer the straightest line possible. Steering too much means zig-zagging over the course and rowing far more than 2,000 meters, which adds to the time. The trick is to keep the end in sight and steer to a center point far down the course, not trying to keep coming back to the center every stroke. To do this, the coxswain calls out increased pressure for a few strokes on one side of the boat or the other to correct the course rather than use the rudder, which slows down the boat.
Learning: High-performance teams always keep the end in sight and know the ultimate objectives of their work. Without a clear picture of the goal, teams thrash with the process and fail to achieve proper alignment in their activities. Going in the wrong direction as fast as you can doesn’t get you any closer to the finish.
Second, it’s not how hard you work; it’s how hard you work together: It turns out that pulling as hard as you can without pulling together actually slows the boat down. Imbalanced power will veer the boat in one direction and throw off the catch and release timing. Uncontrolled straining at the oar can tip your weight left or right and toss the boat side to side. A successful team pulls in perfect balance and with perfect timing.
Learning: Successful teams know that performance is a function of collaboration and coordination, not a sum of individual effort. Knowing how your contribution affects the outcome and staying highly aware of what others are doing while staying in sync are critical to delivering results. Reacting quickly, deliberately and in a coordinated fashion allows teams to adapt to changes, handle new information, and stay on target.