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Ignore the Naysayers and Go for Your Goals

Jan 8, 2019 by

I started in this industry at 19 and was the top salesperson in a year. I then managed an office that was top producing in six months. Why do I say this? Because it doesn’t get much more real than being that young and tossed into the “lion’s den.”

There are a lot of people that will tell you you’re too young or too old. Or not this or too much of that. But another person’s reality doesn’t really have anything to do with yours. What is real is that you are now in the people business, which means it’s your job to establish and build relationships, master your skills and stay the course. Focus on what you bring to the table. Enthusiasm. Work ethic. Fresh perspective. The ability to learn. The willingness to talk to people. The excitement to help someone else. A sense of purpose. Those are keys that will help you unlock your potential.

Our mindset matters most. Get clear about what we really do as real estate professionals, and that is that we help change lives, especially the lives of children. For example, did you know that statistics show that children who live in homes that are owned, not rented, do 9 percent better on their math grades and 7 percent better on English grades, as well as are 25 percent more likely to graduate from high school and 115 percent more likely to graduate from college? That’s a whole lot of purpose right there, right?

Now, if you’re ready to jump into this business of sales and steadily rise to your potential, be prepared to create a focus so clear that there is no space, time or energy available for the negative influences. You’ve got stuff to do!

First, create your focus.  Start with a vision of what you want. What do your goals look like? What will they feel like when you accomplish them? What will they mean to you and your family? I’ve got a vision board that can help you find clarity.

Second, create a plan. Not one of those 52-page plans either. Keep it simple. The tough you make it, the less likely you are to do it – or implement it. The most effective plans for new agents are simple one-page versions, what my students call the EZ Business Plan (see what I did there?) that start with your desired income and then break down the monthly real estate activities that it will take to get you there.

Third, square up your listing conversation.  Your listing conversation (the standard term in our industry is listing presentation, but our students call it “conversation”)— is one of the most powerful and important components of a real estate professional’s business. Make sure it’s perfect. Your i’s are dotted, and your t’s are crossed. You know it backward and forward and inside out. There’s a confidence that comes from mastering a skill. That kind of confidence is exactly what will give you the ability to prospect for new business.

Fourth, make an appointment with yourself four days (at least) per week to prospect. Make sure you give it the same priority you would an actual appointment with a buyer or seller. Without prospecting, your business cannot thrive. It’s one of the highest returns on your time investment that you can make.

Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate” and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact darryl@darrylspeaks.com or visit www.ThePowerProgram.com/NewAgentSuccess.

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Get on Track to Meet Your 2016 Goals

Jul 5, 2016 by

Mid-year is when many real-estate professionals run out of steam. Fatigue and lethargy set in and it can be easy to forget what it is you’re actually working to achieve. However, the problem with losing momentum like this is that it means you’re either slowing up or going downhill! Instead of allowing yourself to get off track or lose sight of the goals you made at the beginning of the year, use this mid-year marker to reassess where you’re headed, refocus on the best way to get there and reapply yourself to ensure success. Here’s how:

Review Your Goals
Often, we can get so busy juggling our day-to-day commitments that our goals seem more out of reach than ever. Now is the time to remind yourself of your prescription for success. Do you really know what you’re trying to accomplish? Is your target clear and measurable?  Is your time frame realistic?  Go back and review your monthly, weekly and daily written goals. If you’re struggling, your coach can help to keep those goals in front of you, so you don’t drift.

Schedule It Out
If it’s not in the schedule, it just doesn’t happen! We can have the best of intentions when it comes to getting things done, but intentions alone won’t ensure we get to where we want to go. A good schedule is your lighthouse in the storm – without it, it can be all too easy to get distracted by a never-ending to-do list and neglect your priorities. Remember, the bulk of your day must be committed to activities that will help you achieve your goals. Ask your coach to review your time management processes and determine if your schedule is truly effective.

Remember Routines
The excitement of the real-estate industry is that no two days are alike. Unfortunately, this can also be a difficulty! In a world when we’re faced with what seems like a million choices every day, routines and habits minimize the choices we have to make. The more automatic something is, the more likely it is to happen. You may think you’re not a disciplined person, but you already have routines in place in your daily life. They have just become so engrained that you no longer notice them, like brushing your teeth. Ask your coach for advice on replacing any negative routines with positive, proactive ones.

You’ve already achieved so much. Don’t allow yourself to coast now. Your coach will help you refocus on your goals and get you back on track to make this your best year ever!

For more information, visit www.buffiniandcompany.com.

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Real Estate Goals – Planning Starts Now

Dec 14, 2015 by

 

real estate goalsIt’s almost the beginning of a new year, and that usually means the start of new real estate goals, new ideas, and renewed motivation.

December is the time to look back and see how well you did sticking to your previous goals. Did you meet or exceed your real estate goals? Did you have as many closings as you had hoped? Did you complete the projects you wanted to start?

Real estate is a seasonal industry, so of course there will be better months than others. There are months where you’ve made more than average, and months where you are digging into your savings to survive. But what if we could examine those months and make small changes so our income is more steady? What would happen to your bottom line if you knew exactly when you should ramp up advertising, when it’s okay to cut back a little, when to start a project, or even the best time to schedule a vacation?

I’ve tracked my own sales for 14 years, and our company sales for six. I know when the best month is (hello June!) and the worst- February. Using this information, I know July is a good month to schedule a family vacation. I also know that January, February or May are great months to work on a project, whether it be reworking a marketing presentation, updating a database, or redesigning a website.

Real Estate Goals

Using this data I can also figure out when I should ramp up advertising to fill the pipeline. With the idea that most sales take two months to complete, I can look at the slower months, such as January, and know that in November, we need to go full force with marketing and promotion.

Figuring out your stats is pretty easy. Gather up a list of all your closings over the years. If you don’t have one already, ask the person who writes your checks. Their accounting system should have the reports needed. You can choose how many years you want to review. I did as many as possible just to get a more consistent view. I made an excel spreadsheet, typed in the numbers, clicked “auto sum” and had my information!

To be successful in this business, you have to do some planning. You have to be proactive, not reactive. Before you start the new year, take a little time to review your stats and write your business plan. With a little upfront work, setting real estate goals and a couple tweaks to your timeline, you’ll see your income grow.


 

Amy Gilpin RealtorAmy Gilpin, Associate Broker, Manager, ABR.

Fourteen years of helping clients. Six years of helping agents. All for this crazy thing we call real estate.

Production Realty  517-879-4141 Amy@ProductionRealty.com

 

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