Category: Talent Attraction

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.

Accept, Reflect, and Redirect! 

The more unpredictable the environment, the greater the opportunity. Consider this:

• Competition: It demands speed, quick reactions, and agility.
• Wisdom: It requires patience, reflection, and a long-term perspective.
• The Art & Science: Balancing both is key.

To navigate the unknown effectively:

• Anticipate: Stay ahead by foreseeing trends and challenges.
• Challenge: Question assumptions and explore alternatives.
• Interpret: Understand context and adapt.
• Decide: Make informed choices.
• Align: Coordinate efforts with purpose.
• Learn: Continuously improve.

You can’t see the picture when you’re In the frame. Any testimonials?

Looking for a different perspective, DM me.

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:

1. Network Post-Event: Don’t let those valuable connections fade away. Follow up, close the loop, and build relationships for referrals, accountability, and more.
2. 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.
3. 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.

4. 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!

Have you ever noticed a correlation between winning, market performance, and being a “solutionist?”

• How do I add more value?
• How do I contribute more?
• What problems can I help solve?
• When I place the client’s needs above my sales objectives it leads to more referrals and more business

That’s a growth mindset for winning in any endeavor, yes?!

“Solutionist!” 

Ask A Better Question

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:

1. What are the most important lessons you learned about yourself and your business this year?
2. As a result of question #1, what is your plan to correct the course and close stronger than you started?
3. What new disciplines must you start NOW and master to create the most successful close to the year?
   1. Who will hold you accountable?
4. What new skills will you need to master to compete in the next 90 days?
   1. Marketing to create more appointments?
   2. Upgrade your capabilities presentation?
   3. Handling the most common objections using the P.A.I.D. model?
5. 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.

What’s your answer? What’s your next step?

Building Resilience! Let’s start with a few examples:

Helen’s Unwavering Vision

Helen Keller, despite being blind and deaf, refused to be defined by her disabilities. Through sheer determination, she learned to communicate and became an influential author, educator, and activist. Her journey from isolation to empowerment inspires countless individuals facing their own challenges today. As real estate agents, we can learn from Helen’s unwavering vision—seeing beyond obstacles and focusing on possibilities.

“The only thing worse than being blind is having sight but no vision.” — Helen Keller

Nelson’s Unbreakable Spirit

Nelson Mandela, the anti-apartheid leader, endured 27 years of imprisonment for his activism. Despite attempts to silence him, Mandela’s spirit remained unbreakable. His release marked a pivotal moment in South Africa’s fight against apartheid. As agents, we can draw strength from his words:

“Do not judge me by my successes, judge me by how many times I fell down and got back up again.” — Nelson Mandela

Marie’s Fearless Pursuit

Marie Curie, the first woman to receive a Nobel Prize, revolutionized science. Born in challenging circumstances, she fearlessly pursued knowledge, shattering gender barriers. Her dedication inspires us to overcome obstacles and leave our mark on the industry:

“You cannot hope to build a better world without improving the individuals.” — Marie Curie

 Abraham’s Journey from Poverty to Presidency

Abraham Lincoln, the 16th President of the United States, emerged from poverty. His resilience and determination led him to the highest office in the land. As agents, we can learn from his journey:

“I will prepare, and someday my chance will come.” — Abraham Lincoln

Modern-Day Agents: Perseverance in the Real Estate Market

Let’s shift our focus to contemporary agents like you. These stories highlight resilience in our industry:

• Sarah’s Short Sale Triumph: Sarah faced financial setbacks in her past yet persisted. She negotiated a successful short sale, turning adversity into opportunity.
• Michael’s Market Meltdown: When his market turned, Michael adapted. He embraced digital marketing and connected with clients in new and innovative ways.
• Lena’s Personal Loss: Lena lost a loved one during a critical deal. She leveraged her support network of fellow agents, who guided her and the transaction to a successful close.
• In my book, “Willing To Eager,” I share more stories about persistence.

Key Takeaways for Real Estate Agents

• Your Mindset Matters: Cultivate a growth mindset. See challenges as opportunities for growth.
• Adaptability: Be flexible. Embrace technology, virtual tours, and new marketing strategies.
• Community and Support: Lean on fellow agents. Share experiences and learn from each other.

Resilience isn’t about avoiding challenges—it’s about thriving despite them. As real estate professionals, we can draw inspiration from these stories and build our own resilience.

In today’s dynamic real estate landscape, market trends are constantly evolving. As a real estate agent, staying ahead of these trends is crucial to maintaining a competitive edge and providing exceptional service to your clients.

Be bold, be different, stand out from the rest

Let’s explore how you can adapt to shifting market dynamics:

Embrace The Virtual

Virtual tours have become a game-changer in the real estate industry. With advancements in technology, buyers now expect immersive experiences before physically visiting a property. How can you go beyond and above and stand out?

• The Obvious – Invest in High-Quality Imagery: Using professional photography and 3D virtual tours to showcase properties effectively. Highlight key features and create an emotional connection with potential buyers.
• The Not So Obvious – Live Virtual Tours: Host live virtual tours via platforms like Zoom or Facebook Live. Engage with viewers, answer their questions, and provide a personalized walkthrough. Then it lives online forever as a virtual “easter egg!”

Social Media Marketing Skills

Social media is a powerful tool for real estate agents. It allows you to reach a broader audience, build your brand, and connect with potential clients. Consider these strategies:

• Content Strategy: Create valuable content that educates, entertains, and informs. Share property listings, neighborhood highlights, and market insights. Use platforms like Instagram, Facebook, and LinkedIn.
• Paid Advertising: Invest in targeted ads to reach specific demographics. Platforms like Facebook and Instagram offer precise audience targeting options. Even look at LinkedIn Sales Navigator, which is an innovative approach.

Personalized Client Experiences

In an era of automation, personalized interactions set you apart. Here’s how to enhance client experiences:

• Know Your Clients: Understand their preferences, needs, and pain points. Tailor your communication accordingly.
• Send Personalized Updates: Keep clients informed about market trends, new listings, and relevant news. A personalized email or phone call goes a long way.

 Stay Agile and Adaptable

 Market trends can shift rapidly. Be prepared to adapt:

• Continuous Learning: Attend workshops, webinars, and industry conferences. Stay updated on the latest tools, technologies, and best practices.
• Network: Connect with other agents, industry professionals, and local influencers. Collaborate and share insights.

Adapting to changing trends isn’t just about survival—it’s about thriving in a competitive market. By embracing innovation, staying informed, and putting your clients first, you’ll position yourself as a trusted real estate advisor.

Be bold, be different, stand out from the rest.