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
Stop and reflect for a moment. How would your business be impacted if you went on at least one or more new appointments each workday?
Here’s what I know: sales professionals who – embrace the three realities – are setting and going on new APPOINTMENTS are PRODUCING, period. Those that are consistent and disciplined in their daily routines win the day.
Consider this:
• 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.
So, why are some sales professionals succeeding wildly today while other agents are getting out of the business?
This posting intends to give you specific ideas and techniques that will lead to a breakthrough in the number of appointments you set. Let’s begin by defining an appointment, and then we will look at seven ways to set an appointment a day.
What is an Appointment?
APPOINTMENTS are any meetings that will positively impact your business. Specifically:
• Sitting face-to-face with a motivated seller (listing presentation)
• Working with a buyer who wants to buy
• Previewing a motivated For Sale By Owner property
• A face-to-face meeting with a Past Client, a Center of Influence, or anyone who can refer you to business
• Meeting with potential investor clients or directors of HR involved in executive moves
Again, I’ll ask how your business would be impacted if you went on at least one appointment each workday?
How would that feel?
Check out these 7 steps that can inspire you to create an appointment-setting breakthrough:
1. Focus Daily on Setting Appointments
Some agents focus on the amount of time they engage in lead generation each day. Some focus on the number of people they contact daily, and some focus on the number of leads they generate.
Top producers focus on the following:
• Setting great appointments
• Getting contracts signed
2. Create A Definition of an Appointment that Serves You
If your definition of an appointment is something like, “I only meet with sellers who will list with me today at 2:00 P.M. for 25% under fair market value and 9% commission,” you will likely find yourself with an empty appointment book!
If you want a full appointment book, create a definition of an appointment that serves you.
3. Affirm That You Set Appointments Daily
Affirm that you will set an appointment each day. Say this simple affirmation constantly throughout the day:
4. Carry Your Best leads with You At All Times
One way to do this is to put your best leads on 3×5 index cards and carry them with you all day long. Even in a mobile world, a top 1% producer – because she is in the car all day – uses a paper form! Or enter them into your Smart Phones note or reminder app. Or use a CRM with mobile capability. Have a system as we know a system will produce what a system will produce, nothing less, nothing more.
What does your current system produce?
The key is to call your leads constantly throughout the day. Consider calling your leads three separate times each day to increase the probability of reaching them and setting an appointment. Call them first thing in the morning, try it again around lunchtime do your last attempt at the end of the day. You cannot overcall your leads. Consider using a tool like REAL CONTACT or VERSE.IO to streamline your process.
5. Know Your Automatic Shot
Your “automatic shot” is the source of business you know you can count on if you really need a deal. We all have areas where we excel over others, and we all have sources that are particularly favorable for us, and you must know what it is for you.
Ask yourself this question: “If you absolutely had to set an appointment today, who would you call?” The answer to this question will define who or what your automatic shot is. Make sure to take your automatic shot every day!
6. Learn A Few Basic Closings to Improve Your Confidence
Skills and confidence are critical in this market. Be surrounded by like-minded professionals that invest the time in learning the scripts and objection handlers necessary to confidently set appointments with ease. Let’s work to enhance your closing and objection-handling skills so you can add one appointment each and day or, at minimum, every week.
7. Be Unattached to How and Where Your Next Appointment Comes From
The key here is to remain focused on the fact that you intend to set at least one appointment each day. Once your intention is set, simply go about your business, follow your schedule, and do your lead generation and conversion.
So, there are seven ways to set at least one appointment daily. I want to encourage you to shift your focus and energy now.
“If I Am Always Shaking The Tree, An Apple Will Fall Somewhere!”
Focus on:
1 – Finding your next appointment,
2 – Going to another appointment and
3 – Servicing your existing clients at the highest level.
Your ACTION STEPS:
√ Make an appointment goal for the next two weeks and share it with an accountability partner.
√ Gather all your past leads, open house registers, and people you know and start making appointments to meet – ask for tips on people they may know who need to buy or sell. Use tools like – VERSE.IO – to streamline the follow-up nurturing process.
√ Consider creating a small appointment-setting mastermind group that meets in your office weekly. Roleplay objections, practice your listing presentation, and critique each other; practice answering a buyer who asks: “Why should I use you?”
√ Once you have the appointment, consider what I learned from Jeff Bezos, CEO, and founder of Amazon:
“We don’t make money when we make a sale; we make money when we help someone make a purchase decision.”
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 brimming with uncertainty, it’s easy to let fear dictate our actions and confine us within the walls of the familiar. But what if we could replace that fear with something far more powerful?
What if we could harness the transformative power of curiosity?
This isn’t just about asking questions; it’s about cultivating a mindset that thrives on exploration and learning. Let’s delve into the ten habits of curious people.
10. A Love Affair with Learning
At the heart of curiosity lies a deep love for learning. It’s a romance that never fades, a relationship that grows stronger with every new discovery.
9. Self-Motivation: The Inner Flame
Curious individuals are driven by an internal desire to grow. They don’t need external rewards to fuel their quest for knowledge; their passion is self-sustaining.
8. Dedicating Time to Wonder
Curiosity requires investment. It’s about setting aside moments in our busy lives to ponder, to explore, and to satisfy our innate desire to know more.
7. The Courage to Admit Ignorance
There is strength in admitting “I don’t know.” It’s the first step in a quest for knowledge, an invitation for others to share their wisdom, and a sign of a mind that is always ready to learn.
6. Living in the Now
Curiosity anchors us in the present moment. It encourages us to notice the details, to fully engage with our environment, and to appreciate the richness of our current experience.
5. Empathy: The Heart of Curiosity
To be curious is to connect with others on a deeper level. It’s about understanding their experiences, emotions, and motivations. This natural empathy builds bridges between people and ideas.
4. Welcoming the Possibility of Being Wrong
There is a certain humility in acknowledging that we don’t have all the answers. Curious minds are open to being wrong because each mistake is a lesson in disguise, a steppingstone toward the truth.
3. The Endless Fascination with Life
For the perpetually curious, boredom is a foreign concept. They find wonder in the mundane and see the extraordinary in the ordinary. Life is a never-ending novel, and each day turns a fresh page filled with potential stories.
2. Listening Without Prejudice
To truly listen is to silence one’s own biases and judgments. It’s about giving space to different perspectives and soaking in new ideas like a sponge. Curious souls listen not to reply but to understand, and in doing so, they often find unexpected insights.
1. The Relentless Pursuit of Questions
Curious individuals understand that every question is a doorway to a new realm of knowledge. They are not deterred by the sheer volume of the unknown but are instead energized by the thrill of discovery. They ask “Why?” and “How?” and “What if?” with the persistence of a detective on the trail of a mystery.
Looking Forward: The Power of “What If?” and “Why Not?”
As we look to the future, curious people often play the game of “What if?” and “Why Not?” They envision where they want to be in 1, 5, or 10 years and align their actions with their vision. They challenge their goals and assumptions, ensuring that their path is not just comfortable but truly fulfilling.
Curiosity is not just a habit; it’s a way of life. It’s the antidote to fear, the spark of innovation, and the key to personal growth. So, let’s ask ourselves:
Are we nurturing our curiosity?
Are we doing things that support our vision?
The answers might just lead us to a life of endless wonder and discovery.
