Level Up - From Agent to Entrepreneur

As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check.   In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having?   In this episode, you’ll learn 3 things you need to do to be...

When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have.   How do we stay engaged with our businesses during the holidays?   In this episode, we talk about getting the most out of our time off without losing m...

In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all.   For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum.   What minimum standard of action do we have to commit to in this market?   In this episode, you’ll...

In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable.   What completely avoidable factors are contributing to failure right now?   In this episode, w...

When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive.   Here’s the good news: you’ve already come this far in real estate so you’re well equipped for a market shift. If we would just treat this m...

One of the side effects of a market slow-down is a dramatic drop in momentum. As a result, many people take their foot off the gas at a time they need to be most active. When the urgency of a hot market cools down, and things aren’t moving as quickly, it’s really easy to become less engaged in the work, and less deliberate about following a schedule. How do we maintain momentum even if it feels li...

In a business like real estate, mindset has a lot more to do with our success than the actual market. How we perceive a situation and the story we tell ourselves about it separates the fearful from the ones who operate at the highest level. Whatever’s happening externally, we always have the choice to think Dominant Thoughts or to fall prey to defeatist ones. How do we set ourselves to operate at...

There’s so much conversation right now around the shift - if it will happen, when it will happen and whether or not we can survive it. Considering that many agents have had massive success through down markets, does the shift really matter? Do the conditions in the market really determine how well we do? In this episode, we talk about what we need to be focused on more than the market conditions....

In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market. A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. To have a true machine, we have to generate leads a...

There’s no doubt that the market is shifting and that it’s sparking fear and uncertainty, but a national recession doesn’t have to become a personal recession for us. The degree to which we’re impacted by market forces is entirely in our control. Our mindset is more likely to decrease our production than the market itself, so how do we set ourselves up for success? In this episode, I’m joined by s...

Market shifts lead to conversation changes that are essential to prepare for. Unfortunately, many agents often do not know how to respond to or make the most of these changes to maintain their market share. In this episode, sales coach Abe Safa sheds light on how to properly prepare for market changes and use them to your advantage.   "The more people you talk to, the more business you are going t...

There’s a big difference between a database and a databank - one is just a collection of names, and the other is the most valuable asset we own in our businesses. Every real estate agent should be intentional about their databanks, especially in a tight-inventory, highly-competitive, shifting market, like the one we’re in right now. How do we deposit into our databanks so we can extract more gold...

The best leaders in real estate create a world so big that their people can build their own empires inside it. Whether it’s building a brokerage or going after ancillary businesses, thinking like entrepreneurs retains top talent, improves the service we give the consumer, and ultimately, it makes our organizations more valuable. Why did Jeff Cohn decide to switch from running a team to owning a br...

Real estate is a game of confidence where our success is a direct result of the quality of conversations we’re having with consumers. We have to feel good about the conversations we’re having to convert at the highest level. What steps can we take to build up our confidence so we can expertly control ANY conversation? In this episode, we’re going to share 5 things we need to be doing to continuous...

In real estate, a little taste of financial success often leads to an immediate increase in lifestyle, which can be detrimental to our businesses. This occurrence is so common, it’s become an industry cliche. Right now many agents are reaping the benefits of a hot market, but before we go buying that brand new car, we have to practice caution. How do we protect our earnings and create real long-te...

For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action. We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in sales, but how do we actually use this skill prac...

The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset? A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and they align themselves with it. What kind of mindset d...

When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable.    The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now.    So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleaz...

Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process.    Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping any transaction running smoothly.    The question is, how do we do that? Is it really as simple as having a clear line of communication?    In th...

Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us?    We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day.    How do we start seeing ourselves as the competition and ig...

The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin.    How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum?   In this episode, we talk about how to set your...

While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice.    So, what is the chief difference between the two, then?    Is one more likely than the other to get us better results with leads? Could focusing...

From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change.    Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek.    How do we get the right pieces in place for a massive breakthrou...

When it comes to social media marketing, most real estate professionals zone in on consistency, but in the process, we tend to forget about the clarity of what we’re sharing. As a result, we end up sending out a convoluted brand message, and that only sabotages our chances of success.    How can we create greater clarity in our marketing? Does a ‘quick fix’ even exist for a more cohesive digital p...

Going into an established family business certainly has its perks, but it also has its fair share of challenges. However, if we get really intentional about how we run a family business, there’s no reason why we can’t go from strength to strength.    What are the kinds of conversations we need to have, before taking up a position in a family-owned company? How can we ensure we’re fostering a healt...