Real Estate Coaching Radio

This means you DO have goals, but how do you know your own level of commitment?  1 Are these goals written down, specific and posted? Are they taken seriously? 2 Are you obsessed with your goals to the point that you push through your fears, you do what you don’t want to do when you don’t want to do AND you do it at a high level? Do you use the affirmation, ‘I’m a do-er, I do things now, I get things done!’? 3 If you’re not getting the results you need to get, are you pursuing excellence to get there or just settling for lesser results? Can you identify what you must do to correct course and get best results? 4 What is your accountability structure to achieve your goals? Who do you report to? A coach, your spouse, yourself? Do you embrace accountability or run from it? 5 How do you handle yourself when things do NOT go your way? How fast do you get back in the saddle? Do you make a failure or challenge your ‘theme song’ for the week, month, quarter or year? 6 If we called you in the middle of the night, would

When you listen to today's show you will learn how to increase your sales price. Hint: its not as hard as you might believe. Fact is, the luxury real estate markets often offer the most opportunity. It just makes sense to increase your average sales price. Think about it, you can sell 10 homes with an average sales price of $350,000 and have a GCI of around $9-10,000 and earn $90-100,000 or sell 10 homes where the average sales price is $1,000,000 and earn more $250,000. From a business perspective it just makes sense to maximize your time and return on your time by selling more expensive homes. The question is, HOW do you break into the upper end markets? Listen now. Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

Open House Math  1 Hold open houses every weekend as a rule until you have a minimum of 3, AAA buyers at all times. Once you put one in contract, replace it with another AAA buyer, so you are never without 3. Doing this ensures you will never, ever have a lean month. 2 When you work with at least 3, AAA buyers at all times, 2 will close per month, minimum.  3 2 deals / month x your average commission = $_______. Let’s say your average is $15,000/ sale. $30,000/month just from open houses = $360,000 per year. Even if your numbers are HALF of that, open house math makes a lot of sense.  4 If you’re already doing better than this in your business, ADD open houses as a viable ‘spoke’ and add the $60,000 to $120,000+++ to your existing business. Use the added income to pay off debt, buy a rental, pay for an assistant or upgrade your car!  Open House Prospecting Rules  1 You must use 10 Directional signs, minimum. Ask permission to place signs and connect with homeowners who allow you this courtesy.  2 Choos

Top 5 Reasons to Love Open Houses 1 Yes, serious buyers DO go to open houses. In fact, 20% of them are going to open houses so they can make a decision this weekend! Be the agent the write the contract with. Yes, they seem like buyers, but they're sellers in buyers clothing! Script: "Which home in the area do you plan on selling?" (memorize, internalize, utilize!) Fact: At least 30% of open house visitors DO have a home to sell, and even MORE when you go up in price!! Most agents don't know this because they never ask. 2 It’s a great place to meet the nosey, soon-to-list neighbors. 3 Build your future business through making maximum contacts in minimum time. This is efficient prospecting when you do it right. You'll be amazed at how much future business you'll create by doing consistent, well-executed Opens. 4 The seller who’s home you’re holding open will love you when you do your open the right way. Keep your sellers happy. They expect open houses. Give up the fight and do them right. 5 Open houses f

Todays show is part 4 of 'Lack of Homes For Sale, Stop The Insanity! PART 1 (Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)...(expect them to ask, 'how's real estate?' "_Bob__, I'm reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I'm sure you've noticed that there aren't many For Sale signs around right now.  This means that a great house like yours typically is selling very quickly and not  just for top dollar but in many cases well over top dollar. Your neighborhood is selling for x% higher than last year and typically in less than _x_ days. What do you think about that? (listen to answer) So now that you know that we could likely get at least __ for your home, what does that do to your plans? / Would you like me to prepare a market analysis to see what you could expect to net in today's market?" Note: Even if they say they're never moving, you can still ask who do they know who could use your help

Todays show is part 3 of 'Lack of Homes For Sale, Stop The Insanity! These 3 categories we just mentioned should be your #1 focus. What to say? Scripting consists of 2 elements. 1. Showing your potential seller the facts about the market... plus: 2. Actually being able to handle the objection (an objection is an unanswered question in the mind of the prospect): 'I'd sell but what will I buy?) What's your current answer?  "Yea, I know, it's really hard to find anything, then you have to compete." (that's not very motivational) Instead: SCRIPTS for part 1 (show the facts) and part 2 (deal with the objection) PART 1 (Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)...(expect them to ask, 'how's real estate?' "_Bob__, I'm reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I'm sure you've noticed that there aren't many For Sale signs around right now.  This means that a great house like yours typically is sell

So stop hoping, speculating and wishing the market will just shift magically to a balanced or buyer's market. That's not happening any time soon! What to do and why YOU might be part of the problem... Things we hear from agents: "I already have too many buyers, too much stress trying to win in a bidding war. Why would I want more?" "I'm afraid to take listings who also have to buy!" Are you part of the problem? If you're not reaching out to your database / past clients / centers of influence, someone else IS.  Don't get mad when someone from 'your list' sells without you via For Sale By Owner or another agent! If you're dodging these pro-active calls, you are: a) doing your people a disservice by not informing them of the facts, b) contributing to the lack of inventory by not being pro-active. Solution: 1. You must look at your own Center of Influence and Past Clients (your database) to create the inventory you're looking for! (Script to follow). 2. You must realize that even in a hot seller's marke

Fact: There is very little cause to believe that this will change any time soon. Why? 1) Demographic demand. 2) Builders can't keep up.  The cost of materials has tripled for lumber, increased 22% for steel and many manufacturers are behind on shipping critical components. From toilets to refrigerators, the creation and delivery of these items are behind. Even paint is hard to get. Nationwide, the average cost to build a house is up $24,000 on average. During the pandemic, many of the lumber producers dropped to 50% production in anticipation of the housing slowdown that never happened.  3) Inflation Hedge.  Institutional investors are gobbling up anything under $200,000 and almost always paying cash. In Phoenix for example, fully 30% of recent sales have gone to investors, either iBuyers or small investors. Flippers are also buying in these price ranges. 4) The coronavirus pandemic is a short-term component stacked upon the long-term trend we discussed in the previous 3 points. People want more space,

Todays show is part 4 of 'Do You Truly Have What It Takes To Succeed?" 18) Peak performers DELEGATE but never obfuscate. Trust, but verify.  19) Peak performers are incredibly careful who they take any advice or coaching from. ONE bad or misguided idea can ruin a business. Anyone remember, New Coke? Be incredibly rigid one taking anyone's advice. The world is full of fake experts, fake coaches, fake leaders....have filters for everything. For hiring a real estate coach: - Have they sold residential real estate? Did they/ do they have a real estate license? if yes move to Q2. If no, fake coach alert! - Did they sell at least 100 homes in ONE year? And were those individual transactions vs a building or subdivision? If yes move to Q3, if not...you can do better. Fake coach. - Did they sell at least 100 homes per year for at least 5 years in a row? If yes, you have someone who has been there done that selling homes...and they DO know how to be successful selling RE...move to Q4 - Have they provided AT least 10,0

13) Peak performers KNOW that PASSION is a fleeting emotion and that they do not need to feel passionate to be successful.  14) Peak performers KNOW that balance is a myth. 15) Peak performers know that in order for them to stay peak performers they must be true to their health. They are not overweight and exercise daily. they know there is a direct correlation between how they can perform mentally (and financially) and their physical condition.  16) Peak performers hate hearing NO. When they hear no it's an indication that they must improve not stop. NO is the market's way of telling you....' not today..maybe tomorrow...but you have to improve. peak performers intentionally ask questions that could result in a NO. A true peak performer puts themselves in a position to hear no at least 5-10x per day. If you aren't putting your ego at risk from hearing the word NO you aren't doing your job. 17) peak performers are PROACTIVE lead generators. Schedule A Free Coaching Call Listen on iTunes Listen on Spotif

6) Peak performers know that you have to choose to be rich or famous. Peak performers choose RICH over fame. Make the results you get for others your goal not making yourself famous. Don't let your ego's desire for recognition keep you from being a peak performer. A peak performer's true goal in life is to be free. You can only be free once you are free from money worries. Ask yourself, are you doing what you are doing so that YOU will get recognition from others and placate your EGO, or are you doing it to help others? 7) Peak performers are MYOPIC. They have tunnel vision focused on becoming the best at ONE thing. Life is barely long enough to be good at one thing..choose wisely. 8) Peak performers KNOW that they MUST create personal financial freedom. They know that they must have all their personal financial needs completely covered via passive sources of income. They give themselves permission to be financially free. They are dissatisfied with not being financially free. They know that once they are ri

Listen now to part 1 of Do You Truly Have What It Takes To Succeed? 1) They don't need 'present pressure' to get things done. They don't need to manifest 'losing what they already have' to be motivated. Normal people will only get things done when they have something forcing them to do it... 2) They don't fall in love with their own ideas. They aren't thinking of their businesses as 'creative outlets' or an extension of their ego's desire for recognition. Peak performers follow the money. They gauge the success of an idea or concept based on net profit to be the determinant of the value of their idea.  3) Money (or the lack of it) is a mirror to the value you create for others. They are not conflicted about money. The dollars in your account (your net worth) are the same as 'votes'. If you lose from not enough votes in an election you lose the race. If the other guy has more votes (aka net profit) he has provided more value and has won.  4) Peak performers KNOW it is about being of service. They know that the

How do you choose a coach? Use 4 specific questions to decide. 1. Has the person actually sold real estate? At all? Ever? 2. Have they sold more than 100 homes in one year? Subdivisions and buildings don't count. Actual single family homes in a variety of price ranges and neighborhoods. 3. Have they sold 100+ homes for at least 10 years? 4. Most importantly...assuming they can say yes to the previous 3 questions... Have they delivered and been PAID for 5,000 coaching calls? Other things to consider... -Is the coach currently licensed and active in today's market or have they been retired for years and pulling from ancient experience? -Has the coach sold and coached in a variety of markets? How will you be coached if / when there is a market shift? -Does the coach know anything about YOUR market? Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

What are your 'real estate moments of truth'? Online: Clubhouse / Facebook / Instagram / Clubs / Memberships / Charities Offline: Your Voicemail message, your sign, your home brochures, your car. 'Moments of Truth' or First Impressions 1. What are you trying to accomplish with each of these? Are you trying to attract buyers and sellers? Realtor connections? 2. What does your profile LOOK like you're looking for? Are you a fisherman or a Realtor? Are you an investor or are you a broker? Both? 3. Do you monitor your different assets or did you 'set it and forget it'? 4. Do you have any unfinished profiles? Shadow pictures, etc. 5. Do you have any 'CTA's'? Call to action. Are you offering a 'free cma' etc? 6. Are you weird about being a sales professional? No one will toot your horn except YOU. Lots of variants of this: the 'returning agent' who says they're 'new' and yet they did 300 REOs in the previous market. The agent who moved and feels new to their area but actually have experience, etc. Schedule A Free

Today is part 2 of 12 Strategies to Stop Toxic People from Driving You Nuts!. 7 Focus on what’s going RIGHT more than what’s going WRONG. Gratitude, grace and giving will prevail when you focus on what you’re here to give more than what’s here to take. When someone slips through your filter but they’re still your client, especially when you have them in contract, it’s your job to follow through for them! Be the solution, not a continuation of the problem. Get back to a place of being of service. Sometimes you have to get out of your own way...this means setting your ego aside and simply doing your job. Your clients trust you to lead the way, even if they don’t verbalize this to you. They don’t know how to ask for help, but know that they crave your leadership. PROFIT is the result of your leadership and skill. 8 Know that you’re in good company. There’s not a top producing agent in the country who hasn’t had to deal with toxic people. The best ones learn from those relationships and take steps to minimize th

“Toxic people attach themselves like cinder blocks tied to your ankles, and then invite you for a swim in their poisoned waters.” ― John Mark Green 1 Prune the weeds before they grow. Have systems in place to identify ‘early warning signs’ before the weeds take over your relationship. In real estate this means prequalifying 100% of your buyers and sellers for motivation, time frame and level of cooperation. Use your buyer and seller pre-qualification scripts without exception! 2 Make sure YOU are not the toxic person yourself. Monitor your compliant-ometer. Are you a battery charger or a battery drainer? What would people around you say? Do you create problems just to feel like you’ve ‘negotiated’? 3 Stop having separate rules for different or unique situations. Just because someone is buying or selling at twice your average sale price doesn’t automatically make them qualified! 4 When you generate an abundance of business, you don’t have to tolerate the toxic, unmotivated, overly pushy, disrespectful, time va

Here is part 2 of How To Have Your Best Year Ever: Here are the points covered on todays podcast:  6) What skill needs immediate improvement and what are you doing about it? 7) How close are you to achieving and then maintaining your Magic Number? 8) Do you have a dollar productive schedule? Are you following it? 9) Are you able to set qualified listing appointments daily? 10) Where are you getting help? 11) Who are your biggest supporters?  12) Is your broker paying YOU? Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

It's that time of year...first quarter check up! Are you AHEAD of your goals, on track or behind. When you listen to today's podcast you will learn how to self examine your current momentum. If you determine you are not 'on track' you will learn how to get back on track and make this your best year ever. Todays show starts with these 4 questions: 1  Do you have a business plan completed? 2  Are you FOLLOWING it? 3  Are you on track, ahead or behind what your plan calls for 1 quarter into the year? 4  What are you doing well that you must continue or do even more of? Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices

Attitude, Approach, Expectation Attitude How you feel about what you’re doing. manner, disposition, feeling, position, etc., with regard to a person orthing; tendency or orientation, especially of the mind: a negative attitude; group attitudes.   “If you don't like something, change it. If you can't change it, change your attitude”. Maya Angelou “Sales are contingent upon the attitude of the salesman” - not the attitude of the prospect. W. Clement Stone  Approach What you do and how you do it.  the method used or steps taken in setting about a task, problem,etc.: His approach to any problem was to prepare an outline   Expectation What you are planning as a result.  The degree of probability that something will occur:  ATTITUDE toward:   Lead Generation 1.  It’ll just come to me. 2.  I’ll buy leads. 3.  I’ll earn it every day. APPROACH toward:  Lead Generation  1.  What ARE you doing and how are you doing it? Is it organized, scheduled, systematized and well executed? 2.  Are you guess

Part 2: Rules to earn full-time income on a part-time schedule. Hint: following the plan you are about to hear doesn't require buying leads or joining a team. Listen now. Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher Learn more about your ad choices. Visit megaphone.fm/adchoices