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. 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.
My Conclusion:
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. And that is how you win the day!
If I Am Always Shaking The Tree, An Apple Will Fall Somewhere!
Or you already have a team and are now questioning that choice?
Maybe you already have a team performing at a high level, and you are looking for a boost?
You see, we’ve just about seen it all:
Starting a team too early;
Starting a team for the wrong reasons;
Starting a team without a straightforward value offering;
Starting a team with no or poorly written team agreements;
Letting your team and performance get stagnant.
In the most successful teams we know, the leader assumes the CEO role of the team, and they always lead with revenue! And they understand this:
“A system will produce what a system will produce, nothing less, nothing more.”
Here are a few thoughts to consider as it relates to team leadership:
Team Requirement No. 1:
Do you have a clear and compelling value proposition?
Will you be a lead provider?
Will you be a coach, trainer, and mentor?
Without a clear value, turnover will be the challenge you face.
Team Requirement No. 2:
You’re on Target or Ahead of Your Production Goal
Bringing additional team members aboard is not only a big responsibility… It’s taking on a serious expense.
If your income cannot support additional team members, you only set yourself up for failure.
Get your house in order, and then consider taking that next step.
Lead with revenue first
Team Requirement No. 3:
You Have At Least 4 Successful Pillars of Lead Generation
You have solid influence strategies (referrals) in place or control strategies (online leads) in place.
You’re tracking and measuring all your leading indicators, right? (If not, you’re not ready for a team.
When you look at your lead sources, are you producing multiple sales monthly from AT LEAST four different pillars?
The key here is to ensure your business is diversified sufficiently to support additional sales agents on your team.
Team Requirement No. 4:
You Have Lead Follow-Up Systems in Place That Create Raving Fans and Ensure a High Level of Service
Are your systems in place to the point that you can say you’ve operationalized your business?
If not, it’s not a total deal-breaker, but know that developing systems as you grow your team will steal precious time away from your more immediate dollar-productive work. Can you afford that?
Team Requirement No. 5:
You Have an Accountability Structure in Place That is Utilized Daily
As a team leader, you need a built-in system to hold you accountable to your schedule, the systems you have in place, and the others on your team.
This accountability structure begins with you and must extend to all who join your team.
Suppose you’re not consistently sticking to a morning schedule and setting that example for others. In that case, it will be difficult for you to expect team members to perform with the necessary daily discipline to succeed.
If not, you might want to work on your discipline a bit before putting yourself out there as a role model.
Team Requirement No. 6:
You are on a mission to grow your leadership skills and serve your team members
Face it, some of us just don’t want to “manage” others, and all that entails
If you are not into people with a decent EQ level, you might want to consider options like a sales or operations manager who can handle those things.
Now that you’ve considered six factors for team success, I have a practical exercise to start the process.
Why do you – and your team – do what you do? This may sound like an odd question, yet one example could be: Are you in the real estate business (I sell real estate) or the problem-solving business? (We help consumers navigate the complex process of buying, selling, or investing in real estate with ease, transparency, and less stress.) See the difference?
How are you different or unique? And does that matter to the typical consumer?
Who is our ideal client? And how do you reach them in relevant, consistent ways?
Hyper-local. Are you constantly working to become a hyper-local expert? The portals and national chains can never be the hyper-local expert.
Growth plans – what is your vision? If you are in one city, do you want to expand into other cities or even another state?
There you have it; the opportunity is yours.
Consider this…
With all the plans, strategies, goals, innovations, business practices, and culture that make up your team, you are getting exactly the results your business systems and processes are currently capable of producing – nothing less, nothing more! Looking to be more outcome-focused? Read this blog from Mark Johnson, co-founder of CoRecruit.
To get better results, you must improve the design and execution of your business systems and processes—at the detail checklist level.
The law of cause and effect governs all business outcomes. To change an effect or result, you have to change the cause.
Leaders make one thing more than any other: decisions.
Every environment has constraints, and the decisions about how time and resources are allocated – about what to do next – drive all outcomes.
How do leaders decide what’s next? Is it based on urgency, proximity, or values? It’s a mix of each, yet the top 1% make more value-based decisions.
The top 1% know the first in + first out approach is not an effective strategy; it’s typically an excuse or by default. Even worse: defaulting to the squeaky wheel strategy. Leaders minimize the whirlwind. By design vs. by default.
By design vs. by default
PS: Need help with talent attraction, selection, or sourcing accountability? Just a DM away.
If information was enough, we would all be top performers in our profession, exercise every day, eat more vegetables, be within the government’s height and weight standards, and have a ton of money saved for the future.
Think about it: you can use Google or YouTube for the instruction manual for almost anything. You can access a step-by-step guide, the best practices, and the quick start guide. So, I have a straightforward question – with access to all this information and proven evidence – why do we still struggle with limiting beliefs and behaviors?
The answer? Our feelings outweigh our commitments. When our commitments outweigh our feelings, that’s when a breakthrough begins.
The five words that kill more dreams, more potential, and more happiness than any other five words spoken are:
“I don’t feel like it.”
I’m not sure of your dream, yet I suspect that for many of you, it’s more financial freedom, better health, stronger relationships, and more connectedness with your community. Yet let’s face it, so many times when you are about to start something toward those dreams, the onslaught of excuses flood your mind like water gushing out of a broken pipe. The theme of these excuses always traces back to the same root:
“I don’t feel like it.”
How often have you said, “I don’t feel like it?” How often have you listened to that thought, allowing it to alter the course of your actions? What has that cost you physically, financially, and emotionally?
What if you could make a different choice?
I know that “I don’t feel like it” is the universal human condition that silently kills dreams. Yet you and I don’t have to accept this dream killer, and we can overcome the feeling and move powerfully toward our goals and objectives. It starts with intention: the intention to live on your terms, not the terms of your moods and feelings.
When our commitments outweigh our feelings, that’s when a breakthrough begins.
Sports psychologist Bob Rotella, said “I tell people: If you don’t want to get into positive thinking, that’s OK. Just eliminate all the negative thoughts from your mind, and whatever is left will be just fine!”
Maxwell provides 6 steps to expanding our possibility thinking:
Resistance is like a Jedi mind trick. It’s not really there, but it feels like it is. And the more you think about it, the more powerful it becomes.
New goals are likely to fall apart before February ends. That’s according to data from Strava, a social network for athletes. The company analyzed more than 31.5 million fitness records from its users and found that our annual commitments start crumbling in the middle of January. Strava’s research only draws from its own user base, so it could be skewed, yet a frequently cited study from the Journal of Substance Abuse Treatment produced similar findings:
Only 55 percent of participants stuck to their resolutions for a full month.
Yet don’t let the data discourage you.
Resistance is normal. You’re likely to experience it at some level when trying to change, regardless of how positive your intended change is. Try not to fight resistance; instead – accept – that it will happen. By recognizing resistance and understanding why it happens, you can focus your energy on making positive changes stick for the long term.
And by spending a little time thinking about the potential obstacles, roadblocks, and impediments you may encounter during the change process, you can reduce your resistance levels and increase your chances of success — and overcome resistance.
“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
Step one is getting back in touch with the reason you started the change, resolution, goal, or process to begin with. Review these four questions:
What will happen if I do change?
What will happen if I don’t change?
What won’t happen if I change?
What won’t happen if I don’t change?
Step two, no judgments! Once you’ve identified the reason for your resistance (typically fear of something) – the root cause of your frustration – you can look for a way to meet the needs of your resistance while not allowing it to prevent achieving your goals. Like taking a 10-minute break, then returning back to the task – a pattern interrupt.
Step three is to act opposite to your feelings. Of course, if you don’t feel like making your sales calls, make them anyway!
Step four, take action. Let go of what you have no control over. Sometimes, becoming aware of your repetitive patterns – and making a new intention – is all that is required. But other times, a deeper dive is needed.
In the book A Course of Miracles, it is written there are only two emotions: love and fear. If you are in a place of resistance about something, look for the fear behind it and find a way to dissipate it. Find a way to embrace it and “love” it!
And finally, my friend and mentor Tom Ferry wrote about four “addictions” that kill more dreams than any other. In my view, they are all patterns of resistance that each of us can control and change if we choose:
The Addiction to the opinions of other people. As a society, we’re addicted to what others think about us and how others’ worldviews affect us.
The Addiction to drama. Some people are drawn to and consumed by any event or situation that occupies their thoughts and fills their minds with negativity, which often brings attention to them in unproductive ways.
The Addiction to the past. These people have an unhealthy attachment to events or situations that have occurred in the past and are stuck in how things used to be.
The Addiction to worry. This addiction is comprised of all the negative and self-defeating thoughts that make us anxious, disturbed, upset, and stressed that hold us back in life.
Resistance is not futile it’s a valuable learning tool. Use it to your advantage. Think breakdown to breakthrough!
“Obstacles are those frightful things you see when you take your eyes off your goal.”
~Henry Ford
Resistance is normal. What you do about it creates the future!
Consumers – your agents – will be loyal to brands that deliver what they need – dependability, service, exceptional service, or exceptional value.
When a brand consistently meets a need, it becomes a brand promise and the company’s identity. FedEx, for example, the brand promise is “when it absolutely positively has to be there overnight.” FedEx consistently delivers on its promise, which creates an influential association, bond of trust, and loyalty with consumers.
The financial stakes of a transaction have a proportional effect on brand loyalty. Consumers – your agents – have far less to lose by trying another brand of candy than they do another brand of a real estate. As a service-oriented business, you are the brand that you enhance and solidify each time you meet and exceed your client’s expectations. If you have locked in your clients’ trust (and their willingness to refer you) through brand loyalty, you have a massive advantage over your competition.
How do you achieve brand loyalty? Consistently deliver your brand promise and do it better than your competitors. Sporadic high performance will not cut it — every customer (your agents) must have the same great experience. Instead of chasing the next technology tool or widget, think about your service delivery.
Rate your service delivery on a scale of 1 (low) to 10 (high). What will it take to be a 10?
Knowing your agents and team leaders’ anxiety points is critical to achieving a strong brand promise. After all, consumers want brands that meet their needs, but not if the experience is painful.
Action – what action can you take?
Ask your agents and team leaders what worries them most about this market. Then let them know what you will do to address their concerns. That’s one solid way to build brand trust and loyalty.
#WinTheDay
PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.
Total Inventory For Sale In North Texas Dropped 5%
This blog was written for my North Texas audience, yet in the links below, you can check out the stats in your local area. The North Texas market consistently ranks as one of the top 5 real estate markets across the US.
Homebuyers are defying the real estate market in North Texas, and for real estate agents and brokers, this is a critical time to stay informed. For the week ending 2/10/2023, inventory for sale in the DFW MSA dropped nearly 5% while the median new list price remained flat. There is significantly more inventory for sale than we had just a year ago, and buyers are back in the market. The average days on the market range from 56 to 78 days, depending on the price range.
My view, along with the CEO of Altos Research, Michael Simonsen, is that buyers know if they buy now and rates drop, they can refinance in the future, or if rates tick up, they are in an excellent position.
On a national basis, we have record employment levels, and the North Texas area is expanding organically and with new businesses coming into the area. Thus, buyers can afford homes, and with the median rent in North Texas at nearly $2,300 per month, the rent vs. buy decision favors buying.
Looking at the current market as a demand-only equation could be a mistake. Before the pandemic period, a drop in inventory for sale in February was unusual, as historically, many sellers would list to get ahead of the spring market. Sellers are holding onto those 3% mortgages unless they have a compelling reason to move. Regardless, recently-listed properties with a price decrease have dropped from nearly 50% a month ago to 40% this month, indicating a strengthened market.
You can check out the DFW stats or your local city and zip; click here and if you can; participate in the Altos monthly webinar this Thursday, 2/16/2023, at noon central, register here. Topics will include:
– First signals of what Altos is seeing for 2023
– An update on home values and where this is likely headed
– What declining inventory means for the market
– The impact of interest rates and inflation
– How to talk to buyers and sellers about the data
Source: Altos Research DFW MSA for the week ending 2/10/2023
PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.
In a world filled with uncertainty, fear can easily hold us back. But what if we could replace fear with something more powerful—a burning curiosity? Curiosity isn’t just about asking questions; it’s a mindset that thrives on exploration, learning, and a deep fascination with the world around us.
Here are ten habits that define truly curious people:
A Lifelong Love of Learning: Curiosity is fueled by an insatiable desire to learn. It’s a continuous pursuit of knowledge that grows stronger with every new discovery.
Intrinsic Motivation: Curious individuals are driven by an inner flame. Their passion for learning is self-sustaining, not dependent on external rewards.
Dedicated Time for Wonder: Curiosity requires investment. It’s about intentionally setting aside time to ponder, explore, and delve deeper into subjects that pique our interest.
Humility to Admit “I Don’t Know”: True curiosity embraces the unknown. Admitting ignorance is a sign of strength, an invitation to learn from others, and a testament to an open mind.
Presence and Mindfulness: Curiosity anchors us in the present moment, encouraging us to fully engage with our surroundings and appreciate the richness of our experiences.
Empathy and Connection: Curiosity fosters deeper connections with others by driving us to understand their perspectives, emotions, and motivations.
Openness to Being Wrong: Curious minds understand that mistakes are valuable learning opportunities. They embrace the possibility of being wrong as a stepping stone toward greater understanding.
Awe and Wonder in Everyday Life: Curious individuals find wonder in the ordinary. They see life as a continuous adventure, filled with endless possibilities.
Active Listening Without Bias: True listening requires silencing our own judgments and biases. Curious people listen to understand, not to respond, often uncovering unexpected insights.
Relentless Questioning: Curiosity is driven by an insatiable thirst for answers. Curious minds constantly ask “Why?”, “How?”, and “What if?”, fueling their pursuit of knowledge.
The Power of “What If?” and “Why Not?”
Curious individuals don’t just dwell in the present; they actively shape the future. They play with “What if?” and “Why not?” scenarios, envisioning their goals and aligning their actions accordingly. They constantly challenge assumptions and ensure their path is both meaningful and fulfilling.
Cultivating Your Curiosity:
Curiosity is more than just a trait; it’s a skill that can be developed. By embracing these ten habits, you can unlock a world of new possibilities, fuel your personal growth, and drive innovation in your work and life. So, ask yourself: Are you nurturing your curiosity? Are you actively pursuing your vision? The answers to these questions can lead you on a path of endless wonder and discovery. And that is how we win the day!
