Skip to main content

    Change And The Compound Effect

    Once you choose, hope anything is possible.

    Making any change in your business is all about taking action. The top 1% leverage the compound effect by taking small steps to win the day.

    Action verbs in your purpose statement can be helpful in taking daily action, like this one:

    “To inspire and guide myself and others to create a fulfilling and hopeful future for themselves and others. My activities, intentions, and goals emerge from this basic purpose.”

    I love inspiring, guiding, and finding hope in the chaos.

    What action verbs inspire you? 

    #100DaysOfSuccess

    PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.

    The High Cost of Indecision: Why Acting Now is Essential

    “To delay is to make the right decision harder.”

    This simple statement holds a powerful truth: indecision itself is a decision—a decision to let circumstances dictate the outcome.

    Think about it: not making a choice is still a choice. It’s a choice to remain stagnant, to miss opportunities, and to potentially face more difficult consequences down the line. This is the compound effect of indecision: small delays accumulate over time, making future decisions more complex and costly.

    Time is a relentless force. It doesn’t wait for us to make up our minds. As time passes, options disappear, circumstances change, and the cost of inaction increases.

    Consider these examples:

    • In business: Delaying a crucial marketing campaign could mean losing market share to competitors. Putting off hiring a needed team member could lead to burnout and missed deadlines.
    • In personal life: Procrastinating on addressing a health concern could allow a minor issue to become a major problem. Delaying difficult conversations can strain relationships and create lasting resentment.
    • In real estate: Waiting to list a property in a changing market could mean missing out on optimal pricing. Procrastinating on making an offer on a dream home could lead to losing it to another buyer.

    How to Overcome Indecision:

    While indecision is a common human experience, it doesn’t have to control your life. Here are some strategies for making decisions more effectively:

    • Define Your Priorities: Clearly understand what’s most important to you. This will help you evaluate options and make choices that align with your values and goals.
    • Gather Information: Don’t make decisions based on assumptions or incomplete information. Research your options and gather the necessary data to make informed choices.
    • Set Deadlines: Give yourself a timeframe for making a decision. This prevents procrastination and forces you to take action.
    • Weigh the Pros and Cons: Create a simple list of the advantages and disadvantages of each option. This can help you visualize the potential outcomes and make a more objective decision.
    • Trust Your Gut: Sometimes, your intuition can provide valuable guidance. If you have a strong feeling about a particular option, don’t ignore it.
    • Embrace Imperfection: Don’t strive for the “perfect” decision. Sometimes, a good decision made promptly is better than a perfect decision made too late.

    Don’t let indecision hold you back from achieving your goals. By understanding the cost of inaction and implementing these strategies, you can become a more decisive and effective decision-maker. And that is how we win the day!

    Perfection vs. Progress
    Perfection vs. Progress

    What Can A Gym Teach Us About Recruiting?

    Equinox’s campaign “We Don’t Speak January” caught my attention. Equinox did not offer new members the opportunity to join on January 1st, which made a statement about the type of member they wanted. In their words, “it’s not you; it’s January.”

    The company called the month of January “a fantasy, delivered to your door in a pastel-colored box.” The point they wanted to make is you are not a New Year’s resolution. Your business doesn’t start at the beginning of the year. And that’s not what being part of Equinox is about.

    After some criticism and media buzz, the company doubled down on the campaign by posting, “January is a language we don’t understand…” followed by:

    • January wants you to start something you should already be doing
    • January needs a new outfit before it can begin
    • January stalling, short-cutting, and giving up are not who we are
    • January will not text you back next month

    Around the same time this campaign broke, I had some update calls with brokerage leaders from across the country, and they don’t do January either; say what? I heard different words from them, like:

    • Talent attraction vs. recruiting
    • Selection vs. sponsoring
    • Clarity of vision on the type of office they are creating

    Bold. These leaders are attracting the ideal type of associate selected to join their office. They were clear on the characteristics and types of agents they wanted and did not want. Empowering.

    What’s the saying, “all agents are agents, yet not all agents are REALTORS®.” Do you want them all or just the ones that match your culture?

    The Equinox campaign ended with “we don’t speak January – and neither do you.” What about you?

    It’s not you; it’s January.

    PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.

    #WinTheDay

    CoStar and Move – A Match Made In Heaven?

    The acquisition of Realtor.com could boost competition, says Mark Johnson, Co-Founder of CoRecruit and former CEO of JPAR – Real Estate.

    I recently had a call with Candace Evans, the Founder and Creator of CandysDirt.com, and she asked me if the CoStar and Move proposed acquisition was a big deal.  My answer was yes! The rumor on the street – started at the Inman Connect Conference – is a possible acquisition price of $3 billion dollars, and that certainly is a big deal.

    My business acquaintance and friend, Steve Murray, co-founder of REAL Trends, said, “I’m not convinced a sale would have a meaningful impact for real estate brokerages. These firms think if they control the information, they’ll control the distribution of buyers and sellers to agents and change the economics to where they’ll be getting a bigger share of the commission dollar. I suppose all those things are possible, but Zillow hasn’t been able to pull it off.”

    Rupert Murdoch’s News Corporation purchased Move Inc. for nearly $1 billion in 2014, followed by the 2018 acquisition of the Austin, Texas-based lead-generation firm OpCity. CoStar has spent more than $2 billion on residential real estate deals over the last decade, beginning in 2014 with Apartments.com and later acquiring Homesnap in 2020 to launch Citysnap. CoStar’s market cap has more than doubled since 2018 to $32 billion, compared to Zillow’s $10 billion.

    You never know the true motivations of sellers and buyers, yet for Move, it could be cashing out at the right time to focus on other aspects of the business, and it seems CoStar might be taking advantage of a strong cash position and difficult market conditions to make a strategic acquisition at a favorable price. CoStar understands the business and has a strong track record of adding value. A new owner always brings new ideas and new innovations, and that typically drives more competition. And competition always creates more favorable pricing for users. For agents, teams, and brokers, this could be really good news.

    Across the industry, you are seeing major players acquire tools and technology to serve the consumer and the agent from the contemplation of a home sale or purchase all the way through to closing, funding, and post-sale support. So this will not be the last acquisition we hear about as the big players in the industry want to capture a larger share of more services within the nearly 5 million homes sold each year.

    Don’t Let Your Conference Inspiration Fade Away: A 4-Step Post-Conference Guide

    Just attended a real estate conference like Inman Connect? Feeling inspired and loaded with new ideas? Conferences offer incredible opportunities to boost your knowledge, network with peers, and get pumped up for your business. Here’s the key:

    Turning That Inspiration Into Action.

    So many attendees return home overwhelmed and never implement what they learned. Don’t let that be you! Here’s a simple 4-step plan to maximize your conference investment:

    1. Strengthen Your Network:

    Conferences are all about building connections. Don’t let those precious contacts fade away! Within a week, follow up with the people you met. Send a quick email thanking them for connecting and mentioning something specific you discussed. This helps solidify the connection and opens doors for future collaboration, referrals, and knowledge sharing.

    2. Leverage Social Media:

    Showcase your commitment to excellence by sharing your conference learnings on social media! This demonstrates your dedication to professional development and positions you as a knowledgeable resource for your audience. You can:

    • Post key takeaways and insights from sessions attended.
    • Share photos from the event and tag relevant people.
    • Ask engaging questions to spark conversation and position yourself as an expert.

    3. Turn Notes into Action:

    Those conference notes are gold, but they’ll lose their value unless you act on them! Create a checklist outlining the key takeaways and action steps you’re committed to. Here are some additional tips:

    • Break down large goals into smaller, manageable tasks.
    • Set deadlines for each task to stay accountable.
    • Share your checklist with an accountability partner (e.g., mentor, coach) for additional support.
    • Use checklists to your brain’s advantage! Checklists help organize information, improve memory, and boost motivation.

    4. Take Action NOW!

    The best time to act on your post-conference inspiration is now. Don’t let procrastination steal your momentum! Prioritize your action steps and start implementing them as soon as possible. Remember, consistent action is key to turning conference learnings into real-world results.

    By following these simple steps, you can transform your conference inspiration into lasting success. Now get out there and make it happen and win the day!

    What's Possible?
    What’s Possible?

    It’s Not Necessarily How Hard You Try; Ask Avis

    It’s not necessarily how hard you try; ask Avis. 

    The top 1% know you can spend an inordinate amount of effort inefficiently and gain nothing, and sometimes you can invest less effort more efficiently and gain plenty. 

    Choose more often what’s important over what’s urgent. 

    The best entrepreneurial drug: momentum. And the hardest part of building momentum is starting. A barrier to starting: the daily whirlwind. 

    Start with the “not to do list!”

    Why? 

    There are few things as pointless as doing something well that shouldn’t be done at all. 

    #100DaysOfSuccess 

    PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.

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

    The Power of Persistence: Why Following Up is Key to Real Estate Success – Part 2

    Persistence is different than pressure! 

    In the competitive world of real estate, it’s not enough to simply make initial contact. The top 1% of agents understand the crucial difference between persistence and pressure—and they know that consistent follow-up is essential for closing deals.

    Consider these compelling statistics from a study on service businesses:

    • Only 2% of sales are made on the first contact.
    • A staggering 80% of sales happen between the fifth and twelfth contact.
    • Yet, only 25% of leads ever receive a second contact.

    These numbers paint a clear picture: most agents give up far too soon. They’re leaving money on the table by not consistently following up with potential clients.

    Research specific to real estate sales further reinforces this point. A study revealed a significant difference in annual income between agents who made three contact attempts versus those who made five or more. The agents who persisted with more follow-ups earned over $100,000 more per year.

    Persistence vs. Pressure: Understanding the Difference

    What separates effective persistence from off-putting pressure? It comes down to intent and approach.

    • Persistence: This is about genuinely caring about your clients’ needs and providing consistent value. It’s about building relationships, offering helpful information, and staying top-of-mind without being pushy. Persistent agents focus on:

      • Understanding client needs and goals.
      • Providing relevant and valuable information.
      • Building rapport and trust.
      • Following up consistently and professionally.
    • Pressure: This is about focusing solely on making a sale, often at the expense of the client’s experience. It involves high-pressure tactics, aggressive communication, and ignoring the client’s needs. Pressuring agents often:

      • Focus on closing the deal at all costs.
      • Use pushy sales tactics.
      • Disregard client concerns.
      • Damage relationships.

    How to Be Persistently Effective:

    • Develop a Follow-Up System: Implement a CRM or other system to track your leads and ensure consistent follow-up.
    • Provide Value with Every Contact: Don’t just call to “check in.” Offer valuable information, market insights, or helpful resources.
    • Personalize Your Communication: Tailor your messages to each client’s specific needs and preferences.
    • Be Patient and Respectful: Understand that people make decisions on their own timelines. Be respectful of their space and avoid being pushy.

    Persistence, when done right, is about building relationships and providing value. It’s the key to unlocking significant success in real estate. Don’t give up after just one or two attempts. By consistently following up and focusing on your clients’ needs, you can significantly increase your sales and build a thriving business. And that is how we win the day!

     

    Persistence Is Difference Than Pressure
    Persistence Is Difference Than Pressure

    You’ll Get Knocked Down And Then Get Up Again

    “You’ll get knocked down and then get up again” is more than the lyrics of Tubthumping by Chumbawamba. 

    The top 1% know that there are so many outcomes we can’t control. Even Epictetus (55 – 135 AD) wrote, “control what you can and let go of what you can’t control.”

    Every high-performing individual I’ve worked with – in one way or another – runs their business or charity with this mantra: “some things are up to us, and others are not!” 

    • We can’t control the market.
    • We can’t control the opinions of other people 
    • We can control our daily routines 
    • We can control our response to events 
    • We can control the meaning we attach to things 

    That’s what the top 1% have mastered:

    Some things are up to us, and others are not.

    You’ll get knocked down, and it’s up to you if you get up again.

    #100DaysOfSuccess 

    PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.

    You’ll Get Knocked Down And Then Get Up Again
    You’ll Get Knocked Down And Then Get Up Again

    Successful Thinking

    Successful thinking. 

    David Schwartz said it well:

    “Where success is concerned, people are not measured in inches or pounds, or college degrees, or family background; they are measured by the size of their thinking.” 

    From Maxwell: When Jack Welch would tell A GE employee that an ongoing relationship was more important than the sale of a single product: bigger picture. 

    When parents are fed up with poor grades or other difficulties and one reminds the other – this is temporary – bigger picture. 

    Why not think bigger? 

    How? Maxwell says: 

    1. Don’t strive for certainty 
    2. Learn from every experience
    3. Gain insight from a variety of people
    4. Give yourself permission to expand your world

    #100DaysOfSuccess 

    PS: Looking to increase your real estate team or office recruiting game? Book a demo to find out how we can 5X your ROI.