14 MoneyMakers™ For Success Series
Key Thoughts And Behaviors For Success
In Real Estate Sales!
1. "Opportunity Is Everywhere™"
- Challenge yourself to develop an abundance mentality over a scarcity
- Remember, the question is not if opportunity exists but whether or not you recognize
- You must realize that, because everybody lives somewhere and everyone is changing, every person’s real estate needs are constantly prone to change…
Exercise: Make it a conscious practice to ask the Question-of-Opportunity in any situation, circumstance, or scenario you encounter throughout your day:
“Where’s the opportunity?”
Continue to do this each day for 30 days or until the tendency to ask yourself the same question is deeply ingrained in your mental approach to whatever occurs in the business.
2. "Today Is the Day™"
- Challenge yourself to bring a now orientation as opposed to a later
- Remember, opportunity is only actually available today, and only potentially
- You must embrace the urgency of knowing that past and future are simply mental concepts and that, in reality, you can only do business when it is today…
Exercise: Beginning today, and for each day thereafter for one week, set the alarm on your phone to ring several times throughout the day to remind yourself of the fact that today is your only actual day in the business. Thereafter, program your phone’s calendar to remind you of the same fact on a daily basis for the next 30 days…
3. "Success Is a By-product"
- Challenge yourself to focus more on your process than on your results.
- Remember, when you are clear about what you want, take action in that way, and open up to ever present opportunity….great things
- You must have an effective day-to-day approach to the business in order to experience overall success in your career…
Exercise: Each day, review and commit to the essential, fundamental steps that will bolster your practice of production – e.g., touch base with your “why” (what drives you in the business); listen to the daily ProductionAlert™ call; read and rehearse aloud your favorite Power Statements & Impact Questions; select and vend 2 to 3 Propportunities™ (opportunity properties); line up and plug in your core lead-generating activities; at a minimum, talk with 15 - 20 people; any other strategy that keeps your process on track…
4. "Make Today Pay™"
- Challenge yourself to set pro-orities* above priorities in your business.
[*pro-orities: moneymaking activities of highest importance]
- Remember, when looking to take advantage of opportunity you should never confuse motion with
- You must learn to stay out of the busyness each day if you want to increase your chances of doing business on any day…
Exercise: Identify and rank your top 5 production related (moneymaking) activities and incorporate 2 or 3 of them into your business day today – e.g., talk with 10 people by 10:00am; talk with 3 different groups of 5 people throughout the day; hold an Open House that draws in people for discussion; talk with people while door knocking for 1 to 2 hours; practice head knocking the people you see during your day; “work the room” at any event you happen to attend; all other activities that allow you to talk with people...
5. "Monetize Your Conversations"
- Challenge yourself to be conscious of having meaningful interactions with people and not to just make contact with
- Remember, because opportunity is three-dimensional—it occurs at any time, in any place, in any form—you should be open to talking with anyone.
- You must know the difference between a contact* and an interaction**, and seek to lower the number of contacts it takes you to have an interaction…
[*contact: a general, cursory prospecting conversation] [**interaction: a specific, in-depth opportunity-seeking discussion]
Exercise: Set yourself up to measure your number of contacts versus your number of interactions each day, and strive to reduce your contact-to-interaction ratio from day to day – e.g., go from 10-to-1 down to 10-to-4, or better. NOTE: although virtually unknown in the sales training industry, your contact-to-interaction ratio is the key stat you should understand and track in seeking to improve your live, in person lead generation skills.
6. "Live in the Question"
- Challenge yourself to be in investigation mode instead of simply giving
- Remember, the discovery of opportunity in life is stimulated by and grows out of the process of asking
- You must be the type of agent who is always asking lots of questions instead of just simply answering them…
Exercise: Make a point to apply the Ask-to-Listen™ technique in each conversation:
Ask a question…
- Listen carefully to the answer…
Ask the next question based on that answer…
Repeat the same process throughout the conversation…
7. "Get to the Truth"
- Challenge yourself to practice Discovery & Identification and not Capture &
- Remember, getting a “no” is just as good as getting a “yes” because, if you look at it right, N O means Next Opportunity.
- You must uncover how change is effecting people’s lives relative to real estate in order to be where the money is in real estate sales…
Exercise: Stop after each potential-client interaction and—no matter whether it ended up as a “no” or as a “yes” in terms of doing business—be very candid with yourself in evaluating if you really got to the truth with that person about what was possible.
8. "Vend Opportunity™"
- Challenge yourself to give benefit without trying to get something in
- Remember, an opportunity is simply a beneficial possibility, and people naturally take an interest in possibilities that are beneficial to
- You must take advantage of the fact that, in real estate sales as in life, people do what is in their own best interest…
Exercise: Find a Propportunity™, or opportunity property*, and talk about it with the people you encounter throughout your day; using it within each conversation to get the lean-in (a heightened level of interest) from more of those people.
[*Propportunity™: an opportunity property that may sell right away due to price, location, view, architecture, floorplan, condition, school district, high demand, other factors, or any combination thereof…]
9. "Find-out over Follow-up"
- Challenge yourself to discover what is happening in contrast to just staying in
- Remember, opportunity will reveal itself more readily when, instead of waiting to see what might happen, you go forward in seeking it
- You must get in the loop with people regarding the “who–what–when– where” of change in their lives and how it pertains to real estate…
Exercise: Make a point to ask yourself—and truly answer—the following question in every interaction you have with people:
“Is there a deal in there?”
10. "Do Now-business"
- Challenge yourself to hunt for and select business that will happen sooner versus
- Remember, although ever present, opportunity can only ever actually be found in the present
- You must avoid the dysfunctional business model of spending your time today trying to make tomorrow pay…
Exercise: Begin to apply the 7-day Lead™ standard to all your client leads – meaning, determine who is a viable threat to sign a contract within 7 days*, promote them to the top of your work-with-now list, and demote the someday leads down (or off) the list.
[*based on a rolling 7 day zone, not a diminishing 7 day period]
11. "Act the Alpha Agent™"
- Challenge yourself to take charge by doing evaluations in lieu of having
- Remember, success favors those who seek out and embrace change while interpreting it from the standpoint of
- You must ask yourself more than whether or not people are going to work with you but, also, whether or not you are going to work with them…
Exercise: Begin to use the five-question Client Profile™ to determine which potential clients you should work with versus those you should avoid:
Do they need help?
Do they want help?
Are they willing to let you help them?
Are they working with you exclusively?
5) Are they ready to perform now?
12. "Be the Door" ("Not the doormat")
- Challenge yourself to service the customer (get the deal done) rather than serve the customer (grovel to get the deal).
- Remember, you serve yourself well in life when you open the door of opportunity within your own mind each
- You must understand that you work for yourself, you represent your brokerage, and you service your clients – in that
Exercise: Be brutally honest with yourself in asking and answering the following question regarding any activity you undertake in your real estate business:
“Does my involvement in this truly serve me
in making my living today, as opposed to someday?”
13. "Tune in to People"
- Challenge yourself to be interested in people more than interesting to
- Remember, everyone is changing and that change in people’s lives portends opportunity in
- You must always keep in mind that you are not just in the real estate business but, perhaps more importantly, that you are in the people business…
Exercise: Strive to relate in some way with each person you speak with by identifying and discussing in some way something within the conversation that, even if seemingly trivial, you share in common with that person – e.g., your region or state of origin, a certain school, an interesting movie, a specific type of music, art & literature, a favorite food or restaurant, a particular person, a former/future career, travel interests, hobbies, sports teams and/or events, or any other special or specific circumstances that strike a chord…
14. "No Pre-joy™"
- Challenge yourself to manage expectations in place of building them – both in your clients and
- Remember, you do not have to worry much about having missed an opportunity because, if one does not work out, there is always
- You must be clinical in approach towards how you do business – meaning, take things step by step while keeping your emotions in check…
Exercise: Remind yourself in assessing any scenario you face during your day in the real estate business to take the following approach in going forward:
“Do not assume anything, and get the facts before you act.”