This is a very common misconception sellers have when listing their home for sale. Time on the market is the #1 enemy for a seller. Historically, we know the longer a home sits on the market for sale, the softer the price becomes. In this episode, I want to share one approach that's worked well for me in these situations. Should you decide to incorporate this into your business or not, the main purpose of discussing this is to be sure you have your go to script, plan... whatever you prefer to call it. Our ability to effectively deliver our responses to common objections such as this can be the difference between a listing taken or a listing sold.

Let's list some of the things buyers think when taking into consideration the length of time a home they're interested in buying has been on the market. Of course, it depends on the market conditions, this will be applicable in any market and especially effective in a predominantly seller market or neutral market.

Let's first look at a home that's been listed for just a few days.

Buyer's thoughts:

I need to act fast.

There may be multiple offers.

The seller is less likely to be flexible on the price.

I wonder if any offers have already been submitted.

All set the buyer up to have urgency, take action and make a strong offer.

Now lets list some of the common thoughts that come to mind when a home has been listed for, say, a few months.

 

Buyer’s thoughts:

Is there anything wrong with it?

I bet we can get a better deal.

I have time to think about it, let’s see some other homes before making a decision.

All of these don’t encourage urgency and leads the buyer to make a lower offer.

 

Let's set this up. Here's the keys ideas you’ll want to keep in mind:

1. Know your outcome - the objective is the seller comes to realize that pricing right from the start is the best choice.

2. With that in mind, learn how to ask questions that will lead them to this decision. Selling is not telling.

3. If you don’t believe it, neither will they.

 

The conversation.

Seller: It looks like we need to price it at about $350K, so let’s start a bit higher and leave room for negotiation, let’s start at $365-370K to so the buyer can feel like they got a better deal.

Agent: I can understand why you would feel/think this way. It’s normal, after all when we go to buy something, it’s only natural to want to get a better deal, right?

Seller: Yes

Agent: (Name), if asking a higher price would end up actually causing you to lose money, or in the end walk away with less profit...you would want to know that … wouldn’t you?

Seller: Of course, I am not sure what you mean.

Agent: Let me explain.  Let’s look at this scenario...a buyer looks at your home and they are excited, they want to make an offer.  What do you think is one of the top questions a buyer asks their agent about the listing? They already know the price, the size, beds/baths etc.  What would you think it would be??

(The answer we are looking for is “how long has it been on the market”.  We are handling this like the TV game show The Family Feud.  Allow the seller a few attempts at coming up with the answer themselves, if they’re struggling, praise their effort and let them know the answer we’re looking for.)

Seller: Is there any offers?

Agent: That’s a good guess and yes buyers will ask that, what else?

Seller: How long has the home been listed for sale?

Agent: That’s it! This is the one that is most important...here’s why.  Let’s look at 2 scenarios…A The buyer asks their agent “how long hasit been on the market” and their agent says “2 days” what do you think the buyer’s mindset is likely to be?

Seller: Well, I would imagine they’d be thinking they need to make an offer quickly.

Agent: What else?

Seller: Ummm. They better make a strong offer because it just came on the market.

Agent: Yes! That’s exactly what we want them to think, correct?

Seller: Yes, that’s right.

Agent: Ok, let’s look at scenario B. The buyer asks their agent “how long has it been on the market” and their agent says “62 days” what do you think the buyer’s mindset is likely to be?

Seller: What’s wrong with it?

Agent: What else?

Seller: I am going to get a better deal.

Agent: What else?

Seller: Why didn’t anyone buy it yet?

Agent: Exactly...so...this is what I am talking about when I mentioned if you knew that asking more to leave room to negotiate could actually end up costing you money, not making you money...and you want to maximize your profit, right?

Seller: That’s right.

Agent: So, (name) what is the most dominant thought you want your buyer prospects to have? A. I better make an offer now and make it a strong offer because if I don’t someone else will...OR B. “Let me think about it..if I do end up making an offer I am going to come in low to see how good of a deal I can get.”

What thought do you want them to hold on to? A or B?

Seller: A

Agent: You’re right, I would pick A as well.  So...based on that...what is the best price... based on the facts that will cause a buyer to choose to make an offer on your home vs. the competition?

Seller: I guess we better price closer to the mid $50’s...let’s go with $355K

Now, this isn’t going to work perfectly or every time  I have found this to be a very effective way to help the seller self-discover how to make the right decision and price it right the first time.  The key here isn’t taking my words exactly as I said them and try to be me…(unless that works for you). The idea is to grasp the concept of this conversation, practice it at first by reading it...then try doing this with notes in hand and attempt not to look at your notes if possible and eventually run through the scenario freely from memory.  Always keep in mind we need deliver this as if it was the first time you’ve ever said it won’t be as effective.

I am noticing a pattern that keeps showing up lately during conversations I am having with many agents.  Since this seems to be so prevalent, I thought we could talk about it today as it’s likely something many of our great agents in action are experiencing.  Even though a simple, and even a common topic, it’s one that is (in many cases) costing you $10,000’s and even $100’000’s in lost income opportunity.  Ultimately, this shows up in our lives many ways.  Sometimes, it’s having more month than money left at the end of each month...day to day lifestyle choices, it poses restrictions on us to give to others,  not taking much needed (well deserved) vacations and so many others.  What is this villain? It’s our ability to know what to do with our time each day and some long-standing myths or lies that are encouraging this to continue.  I thought we could really dissect what I believe is the underlying cause behind this.

The Three lies robbing your productivity.

Lie #1 Everything Matters Equally

All things do not matter equally. Not tasks, not possessions and even people matter equally. Not everything matters equally, and success isn’t a game won by whoever does the most. That is exactly how most people play it on a daily basis. THE SIMPLE TRUTH IS THE PERSON WHO IS MOST  FOCUS WINS EVERY TIME. They are better because of time on task. It’s time on task over time.  Achievers always work from a clear sense of priority. Instead of a to-do list, we all need a success list - a list that is purposefully created around extraordinary results. So, go small, go extreme, say no, and don’t get trapped in the check off game. The check-off game never produces a winner. Sometimes it’s the first thing you do; sometimes it’s the only thing you do. Regardless, doing the most important thing is always the most important thing.

Lie # 2 Multi-Tasking

What’s ironic is employers often advertise to find self-proclaimed multi-taskers.

A thought: Multi-Tasking is probably one of the biggest lies out there. If doing the most important thing is the most important thing, why would you try to do anything else at the same time?

4000 - The number of conscious thoughts on an average day.  Most people have an interruption of thought. (Every 14 seconds.)

43 - Average number of interruptions in the workplace daily. (Every 11 min)

28% - Loss of efficiency due to those distractions.

End result: In a five-day work week, you are losing more than one full day of production due to distractions. We wonder why we’re stressed out and not getting ahead as fast as we feel we should based on the time we’re putting in. You have only so much time and energy, so when you spread yourself out, you end up spread thin. You want your achievements to add up, but that actually takes subtraction, not addition. You need to be doing fewer things for more effect instead of doing more things with side effects!

Lie #3: A Disciplined Life

When we buy into the lie that everything matters equally, we end up multi-tasking because there is just too much to do, and when multi-tasking doesn’t work, we end up saying things like “ I just need more discipline in my life.” The trick to success is to choose the right habit and bring just enough discipline to establish it. How much discipline is required to build a new habit? We suggest 66 days, you can force yourself to get to 21 days, 66 days takes commitment.  Don’t be a disciplined person. Be a person of power habits and use selected discipline to develop them. Build one habit at a time and stick with the discipline long enough for it to become routine. Remember, it’s not just one thing, it’s ONE Thing at a time.

 

Don't miss the Premier Real Estate Academy webinar to help you explode your real estate business. Sign Up HERE. 

Four Ways To Boost Confidence When Pricing Property

Typically, when preparing for a listing appointment, most agents will leave their pricing research to a desk review over their computer.  If you want to outperform your competition and at the same time...dramatically boost your confidence, go the extra mile and consider implementing these steps to maximize your confidence and accuracy.

1. Preview property every 10-14 days to give yourself a stronger knowledge of your local market, and it will give you more confidence in pricing during the listing presentation.

1. The more real estate you see, the more familiar you will become and have a keen sense of what a home’s value actually is. No more guessing or wondering.

2. Gives you the edge over your competition as you will have the ability to reference properties for sale or that have sold, carry a higher level of conversation with both your sellers and buyers and clearly demonstrate your expertise of the market place.  A great disguise for new agents or agent that don’t really know an area as well as others.

       3.  Over achievers, you can mix in some door knocking while you’re out there.

2. Arrive early to the subject property neighborhood and preview your competition before you go on the listing appointment.  This will help you better understand exactly how your listing will compare to the others and allow you to have certainty when discussing price and proper positioning in the market.

1. Go the extra mile, get inside and take notes on the condition, updates or lack of. Is the home dark, bright what direction does it face? Were there any odors that won’t be detected by just looking at pictures, how was the yard size, privacy or lack thereof.  All these things can only be discovered by viewing the home in person. Pictures can only tell us so much; a site inspection shows it all.

2. Gives you absolute certainty when it comes to comparing the condition of the subject property.

3. Doing this will eliminate any doubt when the seller should comment about their home having this or that compared to those that are for sale.

3. Drive the comps including similar properties that are pending or closed status.  Consider only looking at closed sales going back 90 days whenever possible as this best represents current market conditions.  It’s critical to know where the properties are located in proximity to the subject property. Are the others on/back to traffic streets, train tracks or some other type physical objection?

1. Remember, you are the expert.  It’s not only the professional expectation to be fully aware of the details surrounds the sales directly impacting your potential seller, it’s what the seller expects of you … and sets you up for a timely sale.

1. You can use this knowledge to confidently make references to other properties during the pricing or CMA portion of your presentation.  This demonstrates your familiarity with the neighborhood which sellers will pick up on. They’ll know if you aren’t familiar too. The more prepared you are, the more easily you can carry on a fluid conversation with the seller about what is taking place in the neighborhood.

1. Nothing feels better than being prepared and knowing you are ready.  Do what others won’t, go that extra mile and do your homework.  You will find yourself more relaxed able to focus on getting the listing contract signed instead of worrying about what may be brought up or said next. Don't forget the 5 P's - prior, planning, prevents, poor performance.

4. Having an overall knowledge of your market statistics to create the highest impact. NO ONE CAN ARGUE WITH FACTS. Not the seller, buyer, agents or lenders. Set a reminder in your weekly calendar, make it a routine and do this.

It’s across the board, the majority of the agents don’t really have a firm grasp on market statistics in the areas they specialize in.  If we’re the expert, then we’d be sure to know exactly what is going on in the marketplace. Here are some numbers to be tracking, these include:

A.    Total inventory  (Subdivision, city, county, entire metropolitan area, or all of them.                               

B.    New Pending sales the past 30 days

C.    Homes sold/closed in the last 30 days

D.    Homes listed for sale in the last 30 days

E.    Homes that expired/cxl in the past 30 days

F.    How many months of inventory are currently available? Supply demand.

1. Eliminates being subject to what “others” may be saying about the market.  This includes the media, other agents at your office and the general public. Be careful, if you don’t take ownership of the information available to you, someone else will do it for you.

2. It’s the difference between wondering and knowing. Statistics are unemotional. If you’re looking for a way to bring certainty about what really is taking place in the market, knowing your market statistics will do that for you.

3. You will notice you’re able to carry on a “higher level” conversation when working with your buyers, sellers or and anyone else you may happen to be having a conversation with about real estate.

Personality Styles 101 - Today we’re going to discuss the D.I.S.C personality styles and how to use this system to have more influence with anyone you are speaking with, resulting in a higher level of communication and ultimately, developing these skills will be an asset to close more business or, increase your overall effectiveness when putting deals together.

It’s was something I learned early in my career...probably 20+ years ago now. What’s interesting is I use what I have learned probably on a daily basis, if not several times a week. Knowing first who we are and then, to identifying the traits in others has been invaluable over my career.  Remember the saying, people that are like each other tend to like each other and birds of a feather, flock together...it’s really true they’re not just “sayings” they are a fact of life. As Realtors, having a solid understanding of the various personality styles, and how to approach each of them, will be an asset and contribute to your success.

A good portion of our success stems from our ability to effectively communicate with others.  When we stop to think about it, it’s not just our ability to present our listing presentation to a seller or a buyer our value proposition. It’s more than just this. It’s handling negotiations or comes into play when converting leads into appointments.  It’s knowing HOW to present our value proposition, HOW to negotiate or HOW to convert leads into appointments based on WHO we’re speaking with that is the key to our success or, lack thereof.

Knowing who we’re speaking to, and what their preferred communications style is will either build up or break down the relationships we are working to form and dealing with on a regular basis. Knowing how to to do this, having a trained eye, what to look for and a trained ear, what to listen for will serve you well over the course of your career.

Let’s take an example from each...starting with what to look for.  At our core, all of us are either more task oriented or people oriented.  This also shows up in areas we may not really be aware of. For example, how people select the clothes they wear.  If you saw someone that was wearing clothing that was bright or had a busy pattern, (if you’re paying attention and have an awareness about this) we could conclude that they are likely to be more “people” oriented.  When you see someone dress more conservatively, solid “safe” colors, a more reserved look, you could conclude they are more “task” oriented.  Remember, these are just clues and initial indicators.

What we’re looking for here are speech patterns you may pick up on. Is the person you’re in conversation with talk fast or slow? Is their tone louder, or soft spoken? Are they higher energy or more methodical in the way they communicate? Both will be an indicator of the personality style you are dealing with. Again, when you have familiarized yourself with these patterns and with a good amount of practice, you will begin to see how you can use all of this to have a higher level of influence.

So, let’s take a closer look now at what the characteristics of the D.I.S.C styles.

The DISC is a behavior assessment tool based on the DISC theory of psychologist William Moulton Marston, which centers on four different behavioral traits, which today are called: dominance, influence, steadiness, and compliance. This theory was then developed into a behavioral assessment tool by industrial psychologist Walter Vernon Clarke. There are many different versions of the questionnaire and assessment. Some date back to the 1940s while others are more recent.  Marston, after conducting research on human emotions, published his findings in his 1928 book called Emotions of Normal People. The DISC approach suggests people’s personalities fall into four categories. We all have some of each of the four in our make-up, while two of the four are most dominant. Let’s review the most common characteristics of each style. There are four main personality styles...we lead with usually 2 and have some of all 4.

The D Style

What are the general characteristics of the D Personality Style?

The “D” 3 -5 % - The D Personality Style tends to be direct and decisive, sometimes described as dominant. They would prefer to lead than follow and tend towards leadership and management positions. They tend to have high self-confidence and are risk-takers and problem solvers, which enables others to look to them for decisions and direction. They tend to be self-starters.

What is the greatest fear of D Personality Types?

The D Personality Type will crave to be in control of the situation and therefore fears the idea of being taken advantage of by others.

What to remember to do when working with D Personality Types?

When working with a D, be direct, to the point, and brief. Focus on tangible points and talk about "what" instead of "how." Focus on business instead of social topics and try to be results oriented. Make suggestions for how to achieve the goal instead of talking about why it won't work. Try to thinking like a D, be confident and focus on problem-solving.

What to remember not to do when working with the D Personality Type?

When working with a D, it's important not to focus too much on the problems, the negative points, and the small details. They are big picture thinkers and may perceive you as negative. When speaking, try to speak confidently. Avoid repeating yourself or rambling. Don't make generalizations and make statements without support. Focus on the topic and do not be too sociable, they want to get right to the point.

Types of jobs these people may have for employment - CEO/Management, Trial Attorney

What are the general characteristics of the I Personality Style? (People) “I” 25%

The I Personality Style is not afraid to be the center of attention - Influencer. They are enthusiastic, optimistic, talkative, persuasive, impulsive and emotional. This Personality Type will trust others naturally, truly enjoys being around others, and functions best when around people and working in teams.

What is the greatest fear of I Personality Types?

Since acceptance and approval by others are the main desire of I Personality Types, Rejection is their biggest fear.

What to remember to do when working with I Personality Types?

When working with an I Personality Type, it's important to build rapport and be friendly. Approach Give them plenty of opportunities to verbalize their ideas, as they usually have very creative thoughts and are great problem solvers. Because they have so many ideas and enjoy discussing them, it may take some planning for them to turn their verbal ideas into action. It helps to write details and follow up to see they’ve followed through. They are great motivators of others.

What to remember not to do when working with an I Personality Type?

Don't eliminate social time, as this is a very motivating factor for them. Don't do all the talking or strictly tell them what to do, you'll miss the opportunity to hear about their ideas and creative solutions to problems. Don't react to them in a way that makes them feel rejected, this is a great fear of theirs and will result in them feeling insecure.

Types of jobs these people may have for employment - Sales reps entertainment industry, public relations.

What are the general characteristics of the S Personality Style? (People) 45%

The S Personality Type is known for being steady, stable, and predictable. They are even-tempered, friendly, sympathetic with others, and very generous with loved ones. The S is understanding and listens well. Preferring close, personal relationships, the S is very opened with loved ones, but can also be possessive at times and hold them close.

What is the greatest fear of S Personality Types?

Because the S strives for stability and a feeling of peace and safety, they fear the loss of security through change.

What to remember to do when working with S Personality Types?

When working with S Personality Types, be personable and build rapport. The sooner they feel comfortable with you, the sooner they will open up to you, especially if they see genuine interest in them as a person.  If instituting change, be patient with them, explain your reasoning, and give them time to adjust. It will make them uncomfortable at first.

What to remember not to do when working with an S Personality Type?

When working with an S Personality Type, it's important to be kind and patient. Avoid being confrontational, using strong tone or body language, being overly aggressive, pushy, or demanding. They avoid confrontation and will recoil if approached in this way.

Types of jobs these people may have for employment - Nurse/Social Worker, Admin Assistant. Amazing in support roles.

What are the general characteristics of the C DISC Styles? (Task) The “C” 25%

The C DISC Styles are accurate, precise, detail-oriented, and conscientious. They think very analytically and systematically and make decisions carefully with plenty of research and information to back it up. The C has very high standards for both themselves and others. Because they focus on the details and see what many other styles do not, they tend to be good problem solvers and very creative people.

What is the greatest fear of C DISC Styles? Because C Personality Types take great pride in being accurate and correct, they fear criticism. What to remember to do when working with C Personality Types?

When working with a C Personality Style, it's best to be prepared. Do your research and prepare your case in advance. Pay attention to the details because this is what the C focuses on. When you can support a statement or idea with accurate data or examples, it will be beneficial.  Be systematic and logical in your thinking and planning and specific when agreeing or disagreeing. When disagreeing, work with facts instead of people examples. Be patient, persistent, and diplomatic and remember that they fear criticism.

What to remember not to do when working with an C Personality Type?

Do not speak in broad generalizations with no specifics, use details and explanations when possible. Try not to answer questions too vaguely or casually, as they need information and details to make sense of new plans and decisions. Do not criticize the work they've already done as they take great pride in their work. If you do need to criticize, be specific with your examples and be diplomatic. Avoid being confrontational as they will not respond well to this and will close off.

Types of jobs these people may have for employment - Engineer, Scientist, CPA, Pilot

Take aways…Do’s Be curious, know there is always more to the “story”. Talk in their style, meet them where they’re at. When you mirror their style you will begin to notice you’re more influential, thus a more effective communicator.

Don’ts: React should they approach something in a manner you’d approach another way.Make them wrong for being themselves. Force your style on them; it won’t work.

Most Realtor's suffer from the same money leaks in their business and do not even know it.  

This episode of Agents in Action recap of the most common money leaks or “gaps” I noticed among the agents I have been coaching or met at speaking events this year. It was interesting to me to see these same patterns repeating themselves across the board. It was so consistent, that I wanted to go through these with you so you can take a look at what you’re currently doing in your business.  If you can, grab a pen and paper so you can write a few things down as we go through a few exercises during this episode. 

You have gaps that are allowing money to leak out of your business. Imagine this scenario; The Bank Manager calls and has some news to share with you…Think about who you currently bank with...you get a call from the branch manager, and he/she says...I needed to alert you to something that we noticed when we came in this morning...it must have happened overnight.  It appears you have a leak in your account.  Money is leaking out of your account, and we are making every attempt to stop it. However, nothing has worked yet.

What would you do?  You would probably get to the bank right away to withdraw your money and stop the money leak. 

It wouldn’t be anything we’d just “get to” when we had a chance.  It would be urgent.

 So let’s use that example and look how it relates to our business. When is the last time you took a close look at your business and did an audit for money leaks it may be experiencing?  For this purpose, we will define a money leak as lost opportunity income in one or many locations in your business, that when stopped, would significantly increase your income and overall profitability. So, I thought I would bring these up today so you can take a look at your business, where they may be money leaking, how much, and with a new awareness, begin to take steps on some or all of these areas and put an end to the thousands and thousands of dollars being lost every month.   These are the top 5 areas I noticed agents are losing the most money. As we go through them together, remember to have a pen and paper ready so you can determine what might be leaking from your business each month, and over the course of the year.   Lacking clearly defined goals/objectives - I would say of all the agents I’ve come in contact with, only 10-15% (being a bit generous too) of them have clearly defined, time-bound, measurable goals that they are REALLY excited about and that are in writing.  That’s very important that they are in writing. We can’t overlook the power that comes from being connected to our life purpose and having clarity here is absolute power!  It’s time we get back to this basic success principle of having goals and dreams that fuel our engines each day to go out and make it happen.  Without them, we often find ourselves “drifting” through each day that passes and end up living quiet lives of desperation. For this one, I want to suggest you ask yourself, how many sales are you missing out on each year stemming from a lack of powerful, compelling goals that you haven’t yet clearly established...don’t forget in writing. Take that number and multiply it by your average commission check and that will be the “money leak” for this one area.  By the way, be brutally honest when coming up with these numbers.  

Lead Follow Up - This money leak comes from our inability to organized, we’re unsure what to say and how long to stay the course when tracking and following up with our leads. If we take an honest look at how we’re following up with our leads, the majority of us wouldn’t say we’re losing business because we’re calling them too much...it’s because we don’t call them enough and worse, many times we don’t ever call.  This is contributing to a tremendous amount of lost opportunity income.  Over the years, both in my personal real estate practice and my observation when coaching agents, the vast majority of your appointments will come as a result of your lead follow up calls, not the initial call made with the prospect.  It’s like an assembly line, suspects, prospects, leads, appointments, close sales.  So, if you don’t have as many appointments as you’re hoping for, it may not just be needing to kick up your lead generation, it’s also directly tied to your ability to effectively follow up with you leads, remain organized and have the perseverance to stick to it. You need to be “sticky.”

 

In 25 years in the real estate business, here is one of the biggest things you’ve learned about lead follow-up;

We never know what is going on in people's lives. I’ve learned not to let someone’s lack of response stop me from following up.  Instead of assuming the worst, it’s possible to catch someone preoccupied with other things.You will be amazed how much business you will convert by remaining “professionally persistent” stay organized and stay the course; it will pay off for you.  

Pre-Qualifying - Almost no one is doing this...and if they were, it was being done inconsistently and without a real plan to do it intentionally each time. All we are talking about is having a series of predetermined questions you are going ask of every seller and buyer before you agree to set an appointment to meet up.  It’s something I made a standard in my business many years ago. I didn’t always, so I understand why an agent may not be doing this right now.  If they “pass” your standards test (if you will) you move forward and if they don’t you move on.  What doesn't make sense is why once you know better, why anyone would continue going out to meet with prospects without first making sure they’re qualified, or let’s be frank about it, that it’s worth your time to meet with this particular buyer or seller.  To that point, there’s part of the issue...we don’t value our time enough, know exactly what our time is worth and would rather fill that time with movement instead of making sure we’re achieving. Don’t mistake movement for achievement. How many transactions can you estimate are being lost each year due to not working with the right people or spinning your wheels?  That takes you out of the game to find the right prospects. Write it down... 

Practice - Role Playing/Accountability - Again, this was one of the areas as an industry we are (for whatever reason) falling short of what is necessary to be able to have any sort of consistency of success.  I’ve mentioned it before; we need to approach our business no different that other professionals that work an ongoing basis to improve their skills, systems and approach to various situations that present themselves regularly.  I want to suggest we look at ourselves as just as a professional athlete would.  We don’t play, for example, baseball, basketball or golf...our sport is “real estate sales” that’s how we make a living.  When we adopt a similar approach to taking steps each day/week as an athletes do to master their skills, we will find our incomes increasing, efficiency growing and overall quality of life improving.  Take a close look at what you are now doing when it comes to practicing and role-playing.  How many sales could you estimate you’ve had “leak” out of your business because you aren’t preparing to win often enough? Write down a number now. 

Post Close systems - I noticed that roughly 75% of the agents had little to no communication or system to stay in touch with clients after the closing. What I am talking about here is just have a plan in place (in writing...not top of mind) that lays out how you are going to maintain the existing relationship so you can retain your client and also earn their referrals.  We all work so hard to acquire the client and then, something odd happens...we’ve spoken with them multiple times a week, often over a period of several months and then “poof” we close the deal and all communication comes to a halt.  I will be the first one to tell you I was guilty of this myself, not because I didn’t care or didn’t want to continue speaking with them.  It was two reasons, I was too focused on the next sale AND didn’t really have someone who came along and pointed out what it was costing me until it had already cost me A LOT of money.  $100’s of thousands of dollars.  In hindsight, many years ago...had I understood that if I had better post close systems in place I would have earned even more referrals and not had to be as focused or concerned about where the next sale was going to come from, I’d been able to have saved a lot of time and not had to work as hard.  So looking back over your time in real estate, how many sales can you estimate are being lost each year due to not having a solid post close system in place? 

Take your the total of the projected L.O.I (lost opportunity income) the transactions and multiply that by your average commission. (10 x 6K = 60K) 15 x $8,000= $120K) I just had an event this week where one agent had $60K, one was $120K and another at $138K) That is life changing money!  Now, this is important; this isn’t meant to depress you...actually, the opposite.  When we realize how with a new awareness around these parts of our business (and others), we have a tremendous opportunity for growth. 

What are some ways agents can work on fixing these money leaks?

 Action Step #1  Determine which you want to work on first. Pick one, sit down and think through a plan you want to implement to stop that leak. 1-3-5 Goal, priority, strategy. Keeping in mind when you do, the money that you will now have coming in vs. the lost opportunity income. Taking that one step further, connect the newly realized opportunity with the result and all the benefits that will also show up in your life. Never underestimate the power of your WHY.  This is the fuel that will keep you moving forward in the absence of immediate tangible results.  The stronger the connection, the better. In fact, I’d even say getting it to the level of PASSION!  This is when it actually moves you emotionally/spiritually. Once you get one dialed in, then select the next most important and repeat the process until you have done all the areas or those you want to address.  Keep in mind; your biggest opportunities may not be listed in these top 5, that’s fine, figure out which it is and take action.   Step #2 - Identify who you can get to help you in the process.  At your office, a broker, manager or productivity coach, an associate...someone who you can turn to for guidance, accountability and can be a sounding board for you to run ideas past. I think you would agree, when all is said and done, no one succeeds alone. Surround yourself with support and it wouldn’t hurt to get someone to be accountable to as well. :)   Step #3 - Time block for this new activity and make it happen.  I recommend you strongly consider using the 66-day challenge tool from the ONE Thing book to use as your leverage to make sure you successfully develop this new habit.

At The Preview Appointment - 

Objective - Gain access, establish a relationship with &  continue to qualify the seller. 

The Tour:  While walking through the property, take notes on the home’s features and benefits.  In a casual, yet deliberate manner, ask questions to determine what the situation is with this particular lead. 

Greeting: Introduce yourself, hand them a business card and thank them for having you over to take a look at the house. (Notice, I say house a lot, not home. Why? Home is emotional, a house is not). Also, assure them you won’t be long which should send a message that you aren’t going to overstay your time and push them into listing w/you. 

Create a casual conversation as you tour the house: Ask we walk through the house, I have a list of questions to ask you, do you mind if I take some notes? (They always will say ok, sure that’s fine)  This allows you to relax, just read your questions and take notes...they gave you permission). 

Remind me, how many bedrooms/bathrooms? Square footage? Lot size? Year built? (get the answering/talking easy common questions) 

Can you point out what you’ve done to improve the property since you’ve owned it? 

So, when you sell the house, where are you moving to? Or You said when you sell the house you’re moving to ___...correct?  (How’d you happen to pick that area?) 

If a buyer was looking to close in 30 days, would that pose any challenges for you? 

Have you been successful selling other houses of yours in the past? I am always curious...what caused you to sell the house yourself vs. hiring a professional, like myself? 

So, how’d you determine your sales price? (sourcing, valid or not) Zillow vs. CMA.

Are you prepared to adjust your price down when working with a buyer? 

I’m sure it won’t happen, if the house didn’t sell, what would you do? Would that be a problem? (must be sure to say this with the right tone of voice) 

You know, this is really a nice property...are you sure you don’t just want to keep it? (giving it back to them tells you about their commitment to sell. Do they go along with it or immediately give it back to you?) 

Before You Go - After gathering the general information, make your way back towards the front door. Before leaving, stop and ask…”Mr. Or Mrs. Seller, I have to ask...I know you’re planning to sell your home by owner.  However, if you actually felt you could sell for more money, a quicker sale with less hassles/liability and meet your timelines by hiring a powerful agent like myself...would you at least be open to considering it?

(find out where they’re at, this will help flush out where they really stand) 

How much time would you take before you would consider hiring someone, like myself for the job of selling your home? (Get a timeline to work towards) Two weeks, 30 days. 

So, just to be sure I am understanding correctly...if you’re not able to (and I am sure you will) sell the house in 30 days, you’d then at least be open to having a meeting to discuss solutions and a fresh approach I can bring to the table to help you get to ___? 

Follow-Up - Well, thank you for having me over to preview your house.  I will keep it in mind and see if any of the buyer leads we have could be a match.  In the meantime, I will check in with you ...say...maybe once every 5-7-10 days to see if you were successful in selling the house. (explain the only way you can keep accurate status of the house is to keep in touch with them. Time frame to f/u based on motivation/market conditions. 

Now, do your follow up moving closer to that timeline established.  Each call ask “I know you mentioned 30 days and its been ___ so far...are you sure you don’t want to just go ahead and meet now? This way I can help you get to ____ by ____. LA/January. 

Don’t forget it takes practice -

I can’t stress it enough...P,P,P,P,P.

Write the entry script out by hand 2-3 times per day.

Chant the script out loud as fast as you can, 4-5 times a day.

Roleplay at least 2-3 times a day, with the script in hand. You can do this as long as you are comfortable since you are always on the phone and the person selling their home can’t see you.

 

Keys To Success:

Be willing to struggle a bit, before you become great:

• Like anything, it’s a process, and we have to accept being uncomfortable for a short time until we become comfortable.

• Everyone has to start somewhere; it’s a process we must be ok with and go through.

• The sooner you go through it, the sooner it is over.  Just do it. 

Keep everything in perspective:

• Remember the goal for the year.

• At times you may feel like it’s not working. Don’t forget; this example is 6 sales over a 12 month period.  That means 359 days you didn’t have a sale from this source and that can mess with your head. Yet, you hit your goal! 

Follow up, follow up, follow up - consistency is key with this source of leads.

• Our goal is to call at the very moment they throw in the towel.

• Don’t ever give up, until the y list or sell (and you confirm it) You will prove yourself through being consistent in your approach. 

Draw a line in the sand and keep the process moving along.

• Ask “How much time are you planning to sell yourself before considering the option of hiring a professional, like myself/me for the job of selling your home? OR

• What would have to happen for you to consider hiring a powerful agent, (like me) for the job of selling your home? (The first question is time-based, and the other is condition based)

• They say “30 days” that is the timeline you are now moving towards.

• Don’t ever give up, the longer you hang in there, the higher odds you will have for conversion.

A Behind The Scenes Look At The $40,000 For Sale By Owner System. 

89 percent of sellers sold with the assistance of a real estate agent, up slightly from 88 percent the last three years, and only 8 percent (down from 9 percent) were FSBO sales. The share is the lowest since this data collection started in 1981.

• Did not want to pay commission fee: 48%

• Sold it to a relative / friend / neighbor: 21%

• Buyers contacted seller directly: 18%

• Did not want to deal with an agent: 6%

• Agent was unable to sell home: 5%

• Seller has real estate license: 1%

• Could not find agent to handle transaction: 1%

• Other: * less than 1%

Source: 2015 Profile of Home Buyers & Sellers, (National Association of REALTORS® - Research, 2015).

The Success Formula 

Meet 2 by owners every 30 days = 24 year

50% don’t work out for one of many reasons; this leaves 12 you eventually make a presentation to.

Of the 12 remaining, convert 60% - which is 7 of the 12.

Of the 7, six close. Let’s even plan for one falling through; it can happen. 

$250,000 x 3% = $7500

$7500 x 6 = $45,000 Gross Commission Income (GCI) (This is one stream of income) This is in addition of your other streams of income.

 

Places to find by owners 

• Driving around - showing property, going on listing appointments, previewing property. These are all opportunities to find by owner opportunities as you’re out in the streets.

• Friends that are driving through neighborhood jot down addresses and phone numbers.

• Online - Craigslist, FSBO specific websites. Research your local publications.

 

Managing your time in the real estate business.  

First, this is something people struggle with in general, not just Realtors.  However, in the world of real estate sales, it appears to be magnified even more as it’s a commission only business.  If you’re being paid hourly or salary and mismanage time, for the most part, it's become accepted. Of course, it’s a contributing factor to the lack of productivity, yet, for the most part, things go forward.  As a Realtor, you have a much shorter fuse before you find yourself out of time, money or both. As a commission only, independent contractor this should very well be your #1 priority.

Talk to us about your experience with having a schedule to follow, maybe what you did and any suggestions you may have for our agents in action.

When we think about having a schedule, we often have some amount of resistance to this process.  Often, we feel it’s will be restricting and cause conflict with the discipline necessary to follow a structured schedule.  I know this because it’s what I used to think myself until I changed how I looked at my schedule.  Dr. Wayne Dyer has often said, “When you change the way you look at things, the things you look at change.”  So true! Try it, take a step back and be open to other ways to apply meaning to things that take place in life.  Instead of seeing your schedule as something that is “hard” to follow or stick to or we resist by saying things like…”I left corporate America and got into real estate so I would be able to have more flexibility in my day…(as a side note, that way of thinking is a quick way to find yourself, back, working a corporate job) I want to suggest doing what I did years ago. Going forward, I want to recommend you look at your schedule like a GPS. It tells you how to get from one place to the next.

What did people do back in the CA gold rush days in the late 1840’s - early 1850’s? We’ve all seen them, the maps with the dotted lines that eventually lead to gold and their riches. I know it may be a silly way of looking at it, yet when you imagine you have a big X on your map (these represent your goals/dreams, the things you’re most passionate about) and you follow a dotted line (which represents the daily tasks to complete along the way to reach your destination - your goals) you are now connecting in your mind...‘when I follow this process (schedule) it is leading you, closer and closer, with each step you take to accomplishing the goals you I have set out to achieve. Isn’t that better than all of the other negative emotions we typically have when we have attempted to follow a schedule in the past?  Trust your schedule and be thankful for it...it is a tried and true system for you to strike your goldmine!

Bottom line on this, we do it every day, when we don’t know how to get somewhere and need directions, we rely on a map, GPS or some kind of system to help us get to our destination.  I trust this is making sense and I am getting through to you - following your schedule is the KEY to getting to where you want to go. It’s your friend, not the enemy.

Let’s look at some tips from Todd of ways he’s learned over the years to help manage his time and follow a schedule for success.  

Start your day at the same time each day - Treat your business as if it was a “real” job. What would this mean? That you’re accountable for your actions, production, showing up on time, leaving when your “shift” is done (not early) you need to conduct yourself in a manner that wouldn’t get you fired. What was interesting is how often I noticed the agents in my coaching schedule that were having success, were the ones that came from a previous job/career that had a very structured day and they carried it over and treated their real estate business the very same way. Simple, have some kind of consistency in when you begin working each day.

Establish a consistent morning routine - If you’re having a challenge managing your day, focus on mastering your morning routine. Tell your clients and family you're on an appt until noon each day. As I would take on a new client, I would let them know how I operated and what I would be doing throughout the day. (Of course, we need to know this to be able to do this) This doesn’t only demonstrate your professionalism; it sets proper expectations for how to communicate with you. The morning routine is 8a - Noon. Nothing, unless it’s a true emergency can get in the way. A true emergency life or health matters, someone’s safety, is at risk or major issue with a child.  It’s something to think about in advance, how will you define what can cross this line?  If you don’t get really clear, you will notice distractions somehow finding a way to pop up.  

No drama zone - Easier sometimes said than done.  Drama is the #1 productivity killer. Are you constantly in crisis mode? Are you reacting to life or responding? Why? If you’re willing to take a step back, you may be able to get a clear picture what’s causing this.  Sometimes, we do this to ourselves and don’t know how else to behave. It eats up precious time and zaps your energy. It also will drive people away from you.  Sellers/Buyers can see the drama coming a mile away and won’t have any interest working with you.

Watch out for technology traps - We need to realize that things like our phone, emails or text messages or worse, Facebook, Twitter and the rest of them … if you haven’t noticed, are consuming our lives. These tools are either working for you, or against you.  When you are focused on your lead generation time, (a Realtors ONE Thing, staying in the 20% activities that bring you results) don’t allow technology to get in your way.  If you were on a listing appointment, sitting with the seller at their kitchen table, would you stop in the middle of the presentation and check email, respond to a text or answer your phone?  Of course not, yet for some reason we don’t treat our appointment (time block to lead generate) the same way and wonder why we’re not going on more listing appointments and closing more deals  Simply put, these tools can be great assets to you or robbing your time and ability to accomplish your goals. Be honest, to some degree technology is distracting us, some more than others. What is it costing you?  

Track your time, every hour for three days - This isn’t for anyone, only if you’re really ready for a change. If you really are serious about making improvement with your time management skills, you have to take a look in the mirror and get really honest with yourself. Don’t be afraid to see what’s really happening.  If you want to something to change, I encourage you to take inventory of exactly what you did each hour of your work day for three days in a row. Don’t sugar coat it, leave something out or go easy on yourself.  Be 100% transparent and write it down. At the end of the 3rd day, you will have an opportunity to review exactly what you’re doing with your time.  I’ve done this several times and can be an eye opener if you will follow through and of course, honestly note what you’ve done with your time.

Color code your day - After you’ve tracked your time, you can now go back and issue a specific color to the various activities you’ve noted.  You can pick any colors you wish. I recommend taking a highlighter, let's say one that is yellow, orange and green.

Green: Highlight everything in green when you did something that was an income producing activity. Examples could be lead generation/prospecting, lead follows up calls, going on a listing appointment, showing property or negotiating a contract.  All would be activities that can lead you to income. Obviously, we want to see a lot of green if we want to make a lot of green.

Orange: Highlight everything in orange when you did something income servicing. Examples could be calling your listings with feedback on showings, dropping off a sign, lockbox, or making a flyer, inputting a listing in the MLS etc.

Yellow: Highlight those things you could have delegated to someone else. When you really examine this, you didn’t have to be the one to complete that task.  When we can get some leverage on our time, we can free ourselves up to get more “green time” on our calendar.  What is your time valued at?  (If you don’t know, figure it out) As a simple baseline calculation, let's say you take two weeks off each year as unpaid vacation time. Then you would be working 50 weeks of the year, and if you work a typical 40 hours a week, you have a total of 2,000 hours of work each year. In this case, you can quickly compute the annual salary by multiplying the hourly wage by 2000. Example: Your hourly pay of $37.50 is then equivalent to an average annual income of $75,000 per year. If you’re making $150K, of course, that’s $75.00 each hour.  My point is this...if your time is worth $40, 50 or $75 per hour, why would you do a task someone you can hire out for $12 an hour? Often, we can find admin type support that is paid at the closing. Don’t jump to conclusions or make assumptions about the terms someone would accept. Keep seeking out the right people to help you get your business moving in along more efficiently.

Check in/out with a co-worker, coach, family member or all of them - I remember, at times I would call someone at a key point in my day to “check in” as a form of accountability. If you are having a hard time getting to the office in the morning, then go ahead and arrange with someone that you will call them at 8:30 am every day  for a week or two, in order to begin making that a new habit. Or, if you want to commit to lead generating for an hour each day, call when you begin and again when you end. If you’re really wanting to play at a high level, go ahead and report out what your results were. ie: calls made, contacts made, appointments set, leads generated, etc.  Don’t hide from doing things that will lead you down the path you wish to be on.  We only have to apply the new discipline as long as it takes to become a habit.  

Begin a 66-day challenge - When we’re looking to change a habit, in this case working on improving the use of our time, keep in mind it will take some time to see the results we’re seeking.  Patience is key!  We often hear about doing something for 21 days, and it’s a habit.  That may be the case for some, I have studied this (being a certified trainer on The ONE Thing Book), and there is research out there to suggest it can be as little as 18 days and as many as 261 days. The authors tell about a researcher that found 66 days to be what is referred to as the point of automatically.  This means the new behavior is at the point where the individual no longer has to exhibit energy for the desired behavior to occur...it occurs naturally or “automatically.”  Pick something (recommend one thing) you want to see change and the goal is to do that for 66 consecutive instances.  Most months have 20-21 work days M-F.  If you were to do this Monday through Friday, it would be just about three months to complete.  Each day you execute the new activity, you get to check off one day, then two, three and so on...the goal is you can’t break the cycle. The days must be consecutive, don’t break the chain or you have to begin over at day 1.  This should be a fun way to install a new habit into your life.  Make a game of it. What you’ll notice is once you get past day 4 or 5, you begin to “protect” the momentum you’re building and don’t want to have to start over.  Something as simple, yet challenging as a 66-day challenge can really begin to set you up for great things to come.

 

How important it is to know your market statistics and position yourself as the goto expert and trusted resource in your marketplace?Fact: I would venture to say 97-98% (or even more) of the

Fact: I would venture to say 97-98% (or even more) of the agent's industry-wide DO NOT know the market #s. Have you ever had someone ask you “how’s the market”?  What do you say? How effective is your response? What message does it convey about you, your knowledge and professionalism/expertise? Typically, when someone asks this type of question, as a whole, many of us respond in 1 of 100 different ways.  Why? Unfortunately, for the large majority of agents, they’re NOT prepared and haven’t rehearsed how to respond effectively to one of the most commonly asked questions of our friends, acquaintances or when we come into contact with the general public. Of course, there're several opportunities to put this into practice, and we’ll cover a few of them today.

What’s interesting (and somewhat surprising) is the vast majority of agents have some kind of response, however, do they REALLY know what is going on in the market? What I mean is what they’re saying information they own? Or, a combination of bits and pieces of information being picked up here and there...consciously, or even unconsciously? Ask yourself, when you answer this question is what you say coming from what you’ve taken in from EXTERNAL sources (what you've taken in from the outside) or is it INTERNAL sources (from your own doing, effort and research)? After 1000’s of coaching conversations with agents, I know this is (for whatever reason) something that, in general, our industry could become more proficient in. Today I thought we’d talk about the importance of really owning your numbers, what stats are the key ones to be aware of and having a firm grasp on exactly what is going on in your market, being the true expert in your area and a trusted adviser. I realize for some agents, knowing your market statistics comes more naturally as it’s more inline with the personality style you lead with.  While others, it may not be something that comes easily, it requires you to get out of your comfort zone and be more analytical. Either way, no matter what your personality may be, if you want to be an expert, we’re required to have this knowledge.

What #’s are to track?  I would start with the following, of course; you can track others if you wish...these are the ones I have focused on and have allowed me to have a clear understanding of what was going on at all times.

This includes:

1. Total Inventory - The cities you service, could be certain subdivisions.

As an example, look at the large city as whole, for me that would be Dallas/Fort Worth. Then maybe go more specific to the county(s) you service. Then the city(s) you specialize in and as granular as the specific neighborhoods you specialize in. It just depends on how informed you want to be.

1. New Pending Sales - MOM and YOY.

2. Homes sold/closed sales MOM and YOY.

3. All new listings brought to market MOM and YOY.

4. Homes that have expired/canceled Mom and YOY.

When I say MOM, an example would be last month 78 homes sold, this month 59 homes sold.  That would mean closed sales were down approximately 25% month over month.  OR last month total inventory was 6450, this month total inventory is 6675 which tell us inventory has increased roughly 3.5%. Year over year is the same thing, just taking into consideration what happened last year at this time of the year. Of course, you can look at these #s over whatever period of time you need to based on what you’re attempting to determine.  Knowing MOM and YOY allows you to keep up with trends and shifts in the market in real time, vs. after the fact.   Bonus: What the current absorption rate is for the area. 18 sales last six mo, that’s three sales each month, currently, have 12 active listings = four months of inventory. What does the inventory tell you about the market?

5 Ways To Use  Market Statistics To Your Advantage:

 

1. You won’t trip over words anymore or be caught off guard.-

   -Never find yourself grasping for what to say, feeling awkward when someone is asking “so how’s the market.”

   -You’ll demonstrate your professionalism and be perceived as the go-to expert.

1. No longer be susceptible to the buzz around the office or what the media is reporting.

   -We have to watch out for SNIOP’s.  Susceptible negative influences other people.

   -Often times we’re picking up on other people’s comments around our offices or in the news.  If you don’t know what the actual market numbers are, then it leaves you wondering what is reality. Wondering doesn't serve us well and brings on uncertainty and unnecessary anxiety. Pull your #’s regularly and put an end to this.

1. If you’re newer in the business, it will immediately give you credibility.

   -We’ve all been there, we’re newer in the business and feeling a little insecure about our overall knowledge. (even seasoned agents have these feelings) Nothing boost confidence more than tracking you market stats and closely watching trends.

   -This is a sure way to disguise your lack of time in real estate because no one would sense you’re newer to the business when you can carry on a higher level conversation that includes so many precise details about the market conditions.

   -I’ll add it can’t hurt any anyone, no matter how long you’ve been in the business.

1. Great content to use while prospecting, at your open house or door knocking.

   -People know when you’re they’re talking to a professional. Think back the last time you were looking to hire someone...you could clearly know just by speaking to them if they were on their game or left you wondering.

   -Keeping current with these statistics allows you to have the edge when someone makes a statement about something to do with the market. In the past, you may of let it go, brushed it off, or found yourself backed into a corner stumbling for what to say next.  Now, knowing your numbers, you will be able to respond appropriately, take a stand or make your point with fact and no emotion or misinformation.

1. Give yourself absolute confidence when pricing a new listing, writing an offer for a buyer or during negotiations.

   -Again, it comes back to doubt or certainty.

   -Pricing is everything when taking a listing. It allows you to know when you can push the limits or need to be more conservative. The numbers tell a story & show you the best path and strategy to use.

   -Use this to determine how you make an initial offer when working with a buyer.

   -Give yourself and your client the edge when negotiating a deal. I’d bet you the other agent doesn’t have the knowledge you will be bringing to the negotiation table.  Use it to your advantage.

Whenever we get together for an episode of Agents In Action, I often ask myself “what is it I should share this time?”  I have been devouring several books these past few weeks, and one of them jumped out as the obvious answer for this conversation.  I realized, without one’s ability to do this effectively...especially someone in sales...it can be a long uphill climb that leads to endless frustration.  It’s a great book by Mark Victor Hansen & Jack Canfield called “The Aladdin Factor” The book focuses on a skill that arguably, is the absolute foundation for the results we have, not only in business, life itself.  It’s all about learning how to be “masters of the lamp” as the authors call it...having the ability to...simply put...yet easier said than done...just ask.

As I was reading the book, it hit me between the eyes how this simple idea is so important to be aware of in our lives.  As you know, my focus is always searching for ways to chunk it down to the simplest ways I can help the agents I work with get to that next level.  I trust discussing this will help you gain a new perspective and allow you to make the adjustments in your approach to have more success.  When you think about it...we are asking for one thing or another at one time or another - all the time!  Step back and take notice...how much of our day involves some form of “asking”.  Sometimes, (I would even suggest most of the time) we have a hard time asking in general.  If we do, often it’s not for exactly what we really want to see happen.  Why?  The obvious - fear of judgment, rejection and embarrassment to name a few.  We lack confidence, worry about what someone’s response will be to us fully expressing ourselves.  When we really focus our attention on this, we quickly realize how often this takes place on a daily basis.  What impact is it having on your life and business?  Your family and loved ones? The causes you are behind?  It’s almost as if we’re living in self-imposed prison with bars we can’t necessarily see, and worse, don’t even feel the limitations after we’ve become accustomed to living inside these parameters we’ve set for ourselves.

I'd bet this is the underlying fuel that feeds many agents resistance the essential activity of lead generation. At its core, prospecting/lead generation is “asking”  If you are uncomfortable asking, concerned about all the stories rolling around in your mind, if you’re vulnerable to allowing yourself to become emotional and attached to the outcome...then yes...any kind of “asking” will cause you to pause or avoid what you perceive to be pain...remember, we will do more to avoid pain than gain pleasure.  If this is you, how can you create new associations to lead gen or prospecting?  It’s what we focus on that expands.  Once again, let’s really go back and get connected with our purpose, our passion, and work to reverse these self-defeating habits.

One thing I have always fallen back on is how passionate I have been to have a BIG vision for how I desire my life to be.  Maybe I am lucky or just too foolish to know otherwise...I have always been a HUGE dreamer and allowed myself to buy into the concept of having dreams and that they can come true if you’re willing to take action and do what’s necessary to achieve them.  I just believe it’s possible.  Generally speaking...there’s two groups of people...those that believe all things are possible...and the other that doubts and dwells on why nothing will probably work out anyway.  Something else that has helped me keep healthy mindset is this well-known verse about “Ask and you shall receive” and the other that's so powerful is...ask, and it will be given to you; seek and you will find; knock and the door will be opened to you. For everyone who asks receives; the one who seeks finds; and to the one who knocks, the door will be opened.  Here’s what’s interesting and yet likely overlooked,  even if you don't ask… you still receive.  The difference here is when we don’t “ask” it doesn’t mean we avoid the situation or conflict entirely, we automatically eliminate any possibilities, and we receive nothing...that’s still something.  After years of behaving this way,  we become resolute and no longer recognize this is abnormal… it becomes the norm and as a result...unfortunately,  the majority of people are living quiet lives of despair.

In real estate, we are always involved in asking for something to bring our deals together or create new ones. Let's bring our attention to how much of our daily existence is heavily involved in asking.  Again, why it’s so important to become comfortable with this or you’re going to have stressed all the time. We

Ask for the signed listing or buyer representation agreement.

Ask for a prospect's contact information, phone and email address.

Ask your buyer if they are interested in writing an offer.

Ask to meet at a time that works best for your schedule.

Ask for a price reduction.

Ask your clients to work with terms that may not be optimal for them.

Ask a seller to pay 6% listing fee.

Asking for a different sales price, aka negotiating.

Asking the photographer to meet on Tuesday instead of Wednesday.

Ask the lender to get loan documents in one day early.

Ask the title company or escrow officer to meet a client at a certain time or location.

Ask another agent for a favor your client needs during the transaction.

Ask your broker for a different compensation package.

Ask the inspector to speak with your clients about a finding in the report.

Ask your transaction coordinator to handle a situation differently the next time.

That’s just business...imagine everything that takes place in our personal time.

It’s ongoing and never ending...we have to really learn how to ask for what we want without struggling, and all the anxiety that comes into play or we’re going to avoid it.

Let’s look at some ways you can begin to be “masters of the lamp” as you mentioned the authors teach in the book.

Sure,  Jack Canfield and Mark Victor Hansen give these seven characteristics that people that are “masters of the lamp” posses.  (Go ahead and give yourself a rating 1-10)

1. They know what they want.

2. They believe they are worth receiving it.

3. They believe they can get it.

4. They are passionate about it.

5. They take action in the face of fear.

6. They learn from their experiences.

7. They are persistent.

What are a few actions steps you’d suggest someone can take to become more comfortable with this whole process of just learning how to be “ok” with asking?

1. Raise your awareness - Get a copy of the book, study it and make it a lifestyle.  They share stories in the book...it’s amazing what can come from just learning how to effectively ask in your life.  What’s neat is it’s not just your life that improves, you can have a positive impact on your community.

1. Step forward, not around - You know the feeling...that awkwardness in your stomach or the little voice that says “stop...donot go there...you remember what happened last time.” Now, step forward directly into the face of fear and ask.

1. Be clear - If you’re going to ask, it may as well be for exactly what you want.  There’s no point it is going that far to still come up short of what it is you really wanted to see take place.  Mean what you say and say what you mean. Don’t leave it to assumption - you know that never turns out well.

1. Detach from the outcome - Ask and let go.  What happens, happens.  We’ve all heard it many times before...focus on what you can control - the asking.  From there, it’s all going to work out as it’s supposed to anyway.  Just ask - that in itself is going to free you up from harboring all the “I wish I would've” in your life.

1. Practice - Work on making what's uncomfortable, comfortable. Everything worthwhile will require some kind of change, adjustment or tweaking.  That’s a part of the process.  Figure out what works, what didn’t and keep moving forward.  Be sure to keep in mind it’s a process, so, don’t have unrealistic expectations.  Asking doesn’t mean you will get everything you want.  It means you will position yourself to get more of what you do want vs. settling for the self-defeating rejection we’re looking to avoid.

You know, we all have those sayings we take with us as kids into our adult years...one I remember and practice to this day is one I learned as a young kid...that was…” you may aswell ask because if you don’t...the answer is no anyway”  So, if I don’t ask...I said no to myself by not asking, and if I do, there’s a chance I may get a yes.  If you find you do this, stop saying no to yourself and assuming what the outcome will be.  Put it out there!  In the coming days, let’s make a point of being more aware of times we may avoid asking for what we wish to bring into our reality and begin living life more freely.

Let’s start with a great saying a long time mentor of mine; Dr. Wayne Dyer has said so well. "Change the way you look at things and the things you look at change." From now on...in business,  Oct 1 is the start of a New Year. Think regarding a 15-month business plan.  Of course, everything you do will be a part of this year's overall production, it will also be a part of next year’s production volume. That’s the main point of this conversation we will be having. I just want to stress the importance of the decisions that are going to be made here in the coming weeks and the massive impact it can have on your goals.  Your decision will take you closer to, or take you farther away from them.  Stay engaged, take off the holidays, enjoy the season ahead...just don’t take off the next 2-3 months...just the actual days the holidays fall on. As we get closer and closer to the end of the year, this is a great time to get all the “things” done you haven’t had time to do; it’s a part of running a solid business.  I encourage you not to get complacent and brush off the small details...after all, it’s the small things that make a BIG difference.

Accept the fact that you may have to 2X or 3X your efforts.

A strong mindset is always a key ingredient to having a successful business.  Now, as we are coming out of the summer and head into the last quarter of the year, it is exceptionally important to manage our energy, stay focused and in action. Some parts of the year require more work at certain times of the year.  An example is CPA’s.  They know they are going work longer hours during tax season than other times of the year.  Or retail sales, during the holidays they are open extended hours. Professional athletes play during a season and follow a different schedule the rest of the year.  Florists are going to see more workload during Valentine’s Day or Mother’s Day. These are just a few examples of other businesses that adapt to the time of the year to accomplish their goals. It’s just the way it goes.

For whatever reason, I have seen a trend (and it’s well known) that the closer to the end of October, the large majority of Real Estate Agents begin to pull back and “check out” until early January.  That’s 2+ months.  However, it’s not just two months; it's costing you 5!  The two months you literally took off - PLUS the 2-3 months (or more) it can take to ramp up your business and get a momentum going again. What we do today, in most cases doesn't show up today...it pays off later...several weeks to months later. As business owners, we’re not paid hourly.  We wonder how it is we fall short of our goals each year...this is one huge contributing factor.

Build a deep pipeline for 2017.

What’s the saying “build the well before you need the water.”  We’ve said many times during this show the importance of the 5 P's - prior, planning, prevents poor performance. While the majority of agents across the country will begin to pull back, that leaves you more opportunity to capture business. I’d like to suggest you go back and look at your markets statistical data for the months of October, November, and December. Go back the last 2 or 3 years, what does the information tell you? You will notice business is taking place; you may as well get your share.  Look closely at how many homes were listed and sold. When you do this you will notice there may be some seasonality occurring, however, it’s likely not as “slow” as you’d think. It’s critical that you do your own research and see it with your own eyes.  If you don’t, you will become subject to what the media reports are saying or the buzz going around in your office. When you take an hour to sit down and see it for yourself, you know for sure vs. hearsay, rumor or someone else’s opinion.  What I want you to take away from this research is that of all the sales that took place, tell yourself there’s no reason you can’t get your share.  How many is that you want? Based on my experience working closely with many agents, closing 3-5 more deals in the last few months of the year can make as significant difference in your finances. That can equate to $25K to $50K+ depending on the average sales prices in your market.  WORST case, you generate leads, which when properly nurtured will convert into closed contracts in the first quarter of next year. There’s nothing better than having great momentum to start the year off with! You can only win, just stay in action.

Set yourself up for your best year ever.

When you step back and look at your goals for the year, are you over achieving? If you are, congratulations! Or despite your efforts, find yourself coming up short, year after year? Of course, there are likely many factors contributing to this. One of them is likely the fact that you’re unaware how letting yourself fall into the trap that it’s “OK” to pull back at the end of the year is affecting your business. If that is a part of your business plan, then that’s an entirely different conversation.  What we’re talking about here is treating your business like a real business. Afterall, how many businesses can we think of the just stop showing up for the last 2 or 2.5 months of the year??  Why in the real estate business is it so common?  Many factors come into play, let’s look at a few of them so you can be sure to avoid them.  First, it’s our mindset in the industry.  There is a good percentage of agents/managers/brokers and owners that have bought into the limiting belief that “the market always slows down around the holidays” “No one wants to buy/sell during the holidays.”  Sure, I am not naive and live in la la land.  Of course, seasonality is a real thing, what I am saying is we need to stop making it an excuse and our reasoning to justify not showing up.  We only contribute to this with our inactivity and thus perpetuate this seasonality even more.  As we just discussed, all businesses are subject to seasonality, it’s not that it doesn’t happen, it’s what you do about it. This is why it’s so important to pull you market data, evaluate and come up with your action plan.  Imagine this...you own an ice cream store, during the winter months, when people aren’t going to think “let’s go get a nice cold ice cream”  do you just not open for business? No of course, not, you would have to approach business differently during that time of the year.  So, now that you understand “mailing it in” the last few months of the year also impacts the first quarter of the following year, you now can (maybe for the first time) position yourself to avoid missing 3-5 months of your business being off track and never really knew what was going on at the core of the issue.

It’s very common that when I am speaking with agents how few actually have a business plan to follow.  No wonder a lot of agents feel lost and constantly unsure of what to do...or do next.  It’s not enough to have it in your head either; it must be in writing and something you often review and tweak as needed.  Goals have four parts; they have to be clear, written, specific, and measurable.  So, now that we’re aware of this and how it is contributing to coming up short of our goals each year, what will you do about it?  It starts with a decision to put the blinders on and go after it.  Don’t forget to bring the right attitude, approach and expectations into the 4th quarter. You’re going to need all 3 to keep moving forward when you may be faced with more delayed gratification than during the spring or summer.

It makes for a tougher road when we go at things alone.

Let’s face it, when we step out and go after anything bigger than we’ve done before or venture into new experiences in our lives, it’s always nice to have supportive people around us.  Who is this for you at home? At work? We need to be open about what we’re setting out to accomplish and with our ego checked at the door, candidly share with our support team how they can help you stay engaged, focused and in action!  Check in with your manager/broker, production coach at your office and those agents that are also seeking similar goals to maintain the accountability we all can benefit from.  If you find yourself resisting this, realize you’re probably a decision away from having that break through you and I both know you want to experience. There is no failure, just feedback.

Are you practicing your scripts? Role-playing your presentations several times a week?  Pick the one that is your biggest opportunity for growth and dedicate the next few weeks to becoming more proficient with this one area of your business.  Doing this and layering in a new part every so often will help you build strong skills set and help you convert more business...with less stress!