Goal for number of transactions you must close to make goal (A)
Figure 10 percent fallout if you do not know your actual number (B)
- 10 percent of the number above
Add the number of your goal to the number which represents 10 percent - A + B = (C)
What percentage of closings will be listings? (D)
Times the total (C) by the percentage (don't forget the decimal point) - C X D = (E)
What percentage of your listings sell? (F)
Percentage (E) divided by (F) = (G)
What are the average days on market? (H)
Take average days on market and divide into 365 = (I)
- This is your average turnover rate
Take average turnover rate (G) / (I) = (J)
Total listings you must carry to reach your goal!
EXAMPLE:
You want to close 50 transactions 50 A
Then 10% is 5 5 B
55 Total C
What percentage of closings will be listings 40% D
Listings I need to close 22 Total E
% of listings that sell 50% F
22 / .5 = 44 44 G
Avg. days on market 100 H
365 divided by 100 = 3.65 3.65 I
44 divided by 3.65 = 12 12 G / I=J
You must carry 12 listings at all times
Monday, July 21, 2008
Allocation Plan
How long could you last if you had no closings / incomes?
Years? Months? Weeks? Days? Minutes?
Do the exercise below:
Allocation Plan
Cost of personal living - per month, per year
Cost of business expenses - per month, per year
Taxes based on income goal - per month, per year
Total cost of living - per month, per year
Substract any outside income - per month, per year
Net cost of living and business (a) - per month, per year
Average commission check (b) - per month, per year
Number of deals to cover cost of living - divide (a) by (b) - per month, per year
Goal for the year (c) - per year
Net cost of living and business (a) - per year
Amount left over after covering net costs of living and business - subtract (a) from (c) - per year
Allocation of Remaining Dollars
1. Description - per month, per year
2. Description - per month, per year
3. Description - per month, per year
4. Description - per month, per year
5. Description - per month, per year
Etc.
Years? Months? Weeks? Days? Minutes?
Do the exercise below:
Allocation Plan
Cost of personal living - per month, per year
Cost of business expenses - per month, per year
Taxes based on income goal - per month, per year
Total cost of living - per month, per year
Substract any outside income - per month, per year
Net cost of living and business (a) - per month, per year
Average commission check (b) - per month, per year
Number of deals to cover cost of living - divide (a) by (b) - per month, per year
Goal for the year (c) - per year
Net cost of living and business (a) - per year
Amount left over after covering net costs of living and business - subtract (a) from (c) - per year
Allocation of Remaining Dollars
1. Description - per month, per year
2. Description - per month, per year
3. Description - per month, per year
4. Description - per month, per year
5. Description - per month, per year
Etc.
Expired Listing Script
There are generally only four objections Expired listings will make when called:
I’m going to stay with the same agent.
I’m going to sell it myself (FSBO).
I’m taking it off the market, we’ve decided not to move.
I’ve already found another agent.
Seller: “I’m going to stay with the same agent.”
Agent: “That’s great and what I’m hearing is you feel obliged to your last agent since they’ve invested a lot of time and money in your home, right? Well Mr. / Mrs. Seller you don’t owe me anything and you don’t really owe them anything butyou do owe yourself the very best. It certainly wouldn’t hurt to hear what I do to get homes sold, would it?”
or
“I understand and let me ask you a quick question. If you stay with the same agent, what are they going to do this time that they didn’t do last time? I hope you don’t take this the wrong way, but Albert Einstein said that doing the same thing and expecting different results is the definition of insanity.”
Seller: “I’m going to sell it myself (FSBO.)”
Agent: “After what you’ve been through I understand. You know Mr. / Mrs. Seller you are generally better off to be a FSBO than to be with an agent that did their best yet couldn’t get the job completed.”
or
“I can appreciate that and what I sense is you want to make sure you get the best possible agent for the job of selling your home. What are you looking for in an agent?”
Seller: “I’m taking it off the market—we’ve decided not to move.”
Agent : “I see. Just out of curiosity, if you did sell, where were you moving to?
WOW! Why was that important? What would that do for you and your family if you had moved? If I could show you a way to make that happen, would you be interested?”
“See, I specialize in homes that didn’t sell the first time. Even the best homes don’t sell the first time and it just takes a new approach and new ideas like I use to get homes sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners choose me to sell their home?”
or
“Mr. / Mrs. Seller, if you had a contract presented to you tomorrow would you still sell?
Great, so there is some desire to move, right? You know, Mr. / Mrs. Seller, I specialize in homes that are great, yet didn’t sell the first time for various reasons. Let me ask you: why don’t you think your home sold? What will you look for in the next agent you choose? Let’s do this. I’ll drop by and look at your home, that way you can meet me so at a weak moment you don’t end up with a weak agent. After all, you don’t want to put it back on the market later to have it sit for another 6 months, do you?”
Seller: “I’ve already found another agent.”
Agent: “Have you signed a contract already?”
If Yes, then wish them well.
If No, keep going.
“Great. I would like to apply for the job to sell your home—after all, I specialize in homes that didn’t sell the first time. You know, even the best homes don’t sell the first time around.”
If they feel obligated:
“I understand and what I am sensing is you want to make sure you’re doing the right thing. Correct?”
“Excellent. You know, if you had to go to a doctor because you had an illness and you found out it involved surgery, would you want another opinion? I know this isn’t surgery and yet it is financial surgery on your home. Let’s meet for about 20 minutes and you will see why so many people decide to hire me over other agents. Mr./ Mrs. Seller, if you actually felt you could get more money and a quicker sell, would you interview me?
When can we get together, at 3:00, or would 4:00 be better?”
I’m going to stay with the same agent.
I’m going to sell it myself (FSBO).
I’m taking it off the market, we’ve decided not to move.
I’ve already found another agent.
Seller: “I’m going to stay with the same agent.”
Agent: “That’s great and what I’m hearing is you feel obliged to your last agent since they’ve invested a lot of time and money in your home, right? Well Mr. / Mrs. Seller you don’t owe me anything and you don’t really owe them anything butyou do owe yourself the very best. It certainly wouldn’t hurt to hear what I do to get homes sold, would it?”
or
“I understand and let me ask you a quick question. If you stay with the same agent, what are they going to do this time that they didn’t do last time? I hope you don’t take this the wrong way, but Albert Einstein said that doing the same thing and expecting different results is the definition of insanity.”
Seller: “I’m going to sell it myself (FSBO.)”
Agent: “After what you’ve been through I understand. You know Mr. / Mrs. Seller you are generally better off to be a FSBO than to be with an agent that did their best yet couldn’t get the job completed.”
or
“I can appreciate that and what I sense is you want to make sure you get the best possible agent for the job of selling your home. What are you looking for in an agent?”
Seller: “I’m taking it off the market—we’ve decided not to move.”
Agent : “I see. Just out of curiosity, if you did sell, where were you moving to?
WOW! Why was that important? What would that do for you and your family if you had moved? If I could show you a way to make that happen, would you be interested?”
“See, I specialize in homes that didn’t sell the first time. Even the best homes don’t sell the first time and it just takes a new approach and new ideas like I use to get homes sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners choose me to sell their home?”
or
“Mr. / Mrs. Seller, if you had a contract presented to you tomorrow would you still sell?
Great, so there is some desire to move, right? You know, Mr. / Mrs. Seller, I specialize in homes that are great, yet didn’t sell the first time for various reasons. Let me ask you: why don’t you think your home sold? What will you look for in the next agent you choose? Let’s do this. I’ll drop by and look at your home, that way you can meet me so at a weak moment you don’t end up with a weak agent. After all, you don’t want to put it back on the market later to have it sit for another 6 months, do you?”
Seller: “I’ve already found another agent.”
Agent: “Have you signed a contract already?”
If Yes, then wish them well.
If No, keep going.
“Great. I would like to apply for the job to sell your home—after all, I specialize in homes that didn’t sell the first time. You know, even the best homes don’t sell the first time around.”
If they feel obligated:
“I understand and what I am sensing is you want to make sure you’re doing the right thing. Correct?”
“Excellent. You know, if you had to go to a doctor because you had an illness and you found out it involved surgery, would you want another opinion? I know this isn’t surgery and yet it is financial surgery on your home. Let’s meet for about 20 minutes and you will see why so many people decide to hire me over other agents. Mr./ Mrs. Seller, if you actually felt you could get more money and a quicker sell, would you interview me?
When can we get together, at 3:00, or would 4:00 be better?”
Set the Bar Higher
- Mastermind with people more successful or productive than you
- Upgrade appearance, environment and attitude
Ask your family:
- Places I would like to go and why
- Things I would like to have and why
- Things I would like to do and why
- Upgrade appearance, environment and attitude
Ask your family:
- Places I would like to go and why
- Things I would like to have and why
- Things I would like to do and why
Thursday, July 17, 2008
Six Truths About the Shifting Market
By Gary Keller, author of The Millionaire Real Estate Agent
1. Way of life
2. Reactive versus proactive
3. New atrategies required
4. Theory of equilibrium
5. Shift versus lag
6. "All hands on deck"
1. Way of life
2. Reactive versus proactive
3. New atrategies required
4. Theory of equilibrium
5. Shift versus lag
6. "All hands on deck"
MET Script
“Hi, this is_________with _______. This is a business call. I want to thank you for all your referrals (business, support) over the past years. Just wanted to let you know how important your referrals are. In fact, they are the foundation of our team’s (my) business. Thanking you in advance for your future referrals.”
“May I ask? Who do you know that is going to be selling, buying or investing in real estate in the near future?”
If yes, get info.
If no, continue—“Anyone at work? Anyone in the neighborhood?”
“Thank you for thinking about that.”
(no matter what the response)
“Let me ask you an honest question - would you feel comfortable referring someone to me as a real estate agent?”
“Statistically, we know that you will run into four to six people (like friends, neighbors, coworkers) buying or selling a home in the upcoming year.” Would you send them my way? And, I know this isn’t going to be the main thing on your mind, so would you mind if I called you every 2–3 months or so to remind you?”
“Who do you know that is having trouble selling their home?”
“And by the way, have you considered buying investment property?”
“Lastly, when you hear of someone who is thinking of selling, buying, or investing in real estate, I would ask that you please give me a call with their name and number and we will take it from there. Will that work for you?”
“In advance, I would like to thank you for your support … again, it is very much appreciated! Make it a profitable day!” (Blessed, etc.)
“May I ask? Who do you know that is going to be selling, buying or investing in real estate in the near future?”
If yes, get info.
If no, continue—“Anyone at work? Anyone in the neighborhood?”
“Thank you for thinking about that.”
(no matter what the response)
“Let me ask you an honest question - would you feel comfortable referring someone to me as a real estate agent?”
“Statistically, we know that you will run into four to six people (like friends, neighbors, coworkers) buying or selling a home in the upcoming year.” Would you send them my way? And, I know this isn’t going to be the main thing on your mind, so would you mind if I called you every 2–3 months or so to remind you?”
“Who do you know that is having trouble selling their home?”
“And by the way, have you considered buying investment property?”
“Lastly, when you hear of someone who is thinking of selling, buying, or investing in real estate, I would ask that you please give me a call with their name and number and we will take it from there. Will that work for you?”
“In advance, I would like to thank you for your support … again, it is very much appreciated! Make it a profitable day!” (Blessed, etc.)
18 Ways to Stay on Your Schedule
1. Write and have your schedule ready the night before for the next day. List all tasks, meetings, to-do’s, and projects to be completed for the next day.
2. Clean and organize your desk before leaving, every night, spend the last 15 minutes making sure you are ready to start the next day.
3. Go to bed at the same time every day.
4. Get up at the same time every day.
5. Read your Business Plan every day, which helps you to recommit to the schedule.
6. Have a goal board, with pictures to remind you of your goals every day, e.g., new car, house, vacation, and your wants, wishes and dreams.
7. Have an accountability partner and/or 5 role playing partners.
8. Record your successes. Use whiteboards to record listings and sales for each month. Your team will get involved with the successes.
9. Make sure you have lots of phone numbers to call. Always have at least 500 numbers ready to go at all times. Keep them on your desk in a colored file that is easy to find.
10. Prospect before ANYTHING else is done. Never check voice mails, emails to talk to staff until you have done your prospecting.
11. Lock your door. Don’t talk to anyone if you are prospecting or if you need private time to complete tasks. Don’t take incoming calls. They are interruptions.
12. Don’t stop to take lengthy notes or to look up numbers or data until you have finished prospecting.
13. After prospecting, become a clock watcher. Put a deadline on activities e.g., 15 minutes to return calls, voice mails, emails, etc.
14. Schedule all tasks. If it is not on your schedule, don’t do it.
15. Don’t waste time on unmotivated people.
16. Absolutely prequalify 100% of all appointments-no exceptions
2. Clean and organize your desk before leaving, every night, spend the last 15 minutes making sure you are ready to start the next day.
3. Go to bed at the same time every day.
4. Get up at the same time every day.
5. Read your Business Plan every day, which helps you to recommit to the schedule.
6. Have a goal board, with pictures to remind you of your goals every day, e.g., new car, house, vacation, and your wants, wishes and dreams.
7. Have an accountability partner and/or 5 role playing partners.
8. Record your successes. Use whiteboards to record listings and sales for each month. Your team will get involved with the successes.
9. Make sure you have lots of phone numbers to call. Always have at least 500 numbers ready to go at all times. Keep them on your desk in a colored file that is easy to find.
10. Prospect before ANYTHING else is done. Never check voice mails, emails to talk to staff until you have done your prospecting.
11. Lock your door. Don’t talk to anyone if you are prospecting or if you need private time to complete tasks. Don’t take incoming calls. They are interruptions.
12. Don’t stop to take lengthy notes or to look up numbers or data until you have finished prospecting.
13. After prospecting, become a clock watcher. Put a deadline on activities e.g., 15 minutes to return calls, voice mails, emails, etc.
14. Schedule all tasks. If it is not on your schedule, don’t do it.
15. Don’t waste time on unmotivated people.
16. Absolutely prequalify 100% of all appointments-no exceptions
Monday, July 14, 2008
33 Touch
33 Touch
page 147 - 148 in The Millionaire Real Estate Agent
page 147 - 148 in The Millionaire Real Estate Agent
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
Activity ____________ Date__________ Cost ________
8 x 8
8 x 8
page 146 - 147 in The Millionaire Real Estate Agent
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Activity ____________ Date__________ Price ________
Cost of normal real estate activities
Go to KW Connect to watch!
Cost of taking a listing
1.
2.
3.
4.
5.
Cost of Servicing (holding) a listing
1.
2.
3.
4.
5.
Cost of closing a contract
1.
2.
3.
4.
5.
Cost of an Expired listing
1.
2.
Cost of not having a listing(s)
1. No Buyer leads coming in
2. No immediate income
3. No Leverage
Reduce expenses
1. Cut expenses by 20 – 30 percent
2. See Red Light, Green Light in the Millionaire Real Estate Agent - page 155 - 156
Cost of taking a listing
1.
2.
3.
4.
5.
Cost of Servicing (holding) a listing
1.
2.
3.
4.
5.
Cost of closing a contract
1.
2.
3.
4.
5.
Cost of an Expired listing
1.
2.
Cost of not having a listing(s)
1. No Buyer leads coming in
2. No immediate income
3. No Leverage
Reduce expenses
1. Cut expenses by 20 – 30 percent
2. See Red Light, Green Light in the Millionaire Real Estate Agent - page 155 - 156
Friday, July 11, 2008
DO NOT go on a Listing Appointment......
Without prequalifying the seller. Use this script:
1) Where are you moving to?
2) When do you need to be there?
3) Why are you moving?
4) What price do you realistically want to sell for?
5) What do you owe on your home, 1st, 2nd, HELOC?
6) Are your payments current?
7) Have you thought of selling for sale by owner?
8) What would happen if your home doesn’t sell?
9) What are you looking for in a Realtor to sell your home?
10) Please tell me about your home: how many bedrooms, bathrooms, size of the garage, etc.
11) How would you rate your home on a scale of 1–10, 10 being great.
12) What would make it a 10, please explain.
13) Should I talk to any other decision makers?
14) Do you have any questions of me?
1) Where are you moving to?
2) When do you need to be there?
3) Why are you moving?
4) What price do you realistically want to sell for?
5) What do you owe on your home, 1st, 2nd, HELOC?
6) Are your payments current?
7) Have you thought of selling for sale by owner?
8) What would happen if your home doesn’t sell?
9) What are you looking for in a Realtor to sell your home?
10) Please tell me about your home: how many bedrooms, bathrooms, size of the garage, etc.
11) How would you rate your home on a scale of 1–10, 10 being great.
12) What would make it a 10, please explain.
13) Should I talk to any other decision makers?
14) Do you have any questions of me?
GROW YOUR BUSINESS
Grow Your Business through your MET Database
The Four Laws of a MET Database
1. Build a database.
2. Feed it every day.
3. Communicate with it in a systematic way.
4. Service all the leads that come your way.
How big is your database?
If less than 500 → grow by 50 percent in the next 90 days
If more than 500 → get to 1,000 in the next 180 days
If more than 1000 → get to 1,920 in the next 365 days
Book time every day to grow—put 15 minutes in your schedule
Examples:
1,000 in database x 5% return on database = 50 closings
1,000 in database x 10% return on database = 100 closings
1,000 in database x 12:2 ratio return on database = 167 closings
The Four Laws of a MET Database
1. Build a database.
2. Feed it every day.
3. Communicate with it in a systematic way.
4. Service all the leads that come your way.
How big is your database?
If less than 500 → grow by 50 percent in the next 90 days
If more than 500 → get to 1,000 in the next 180 days
If more than 1000 → get to 1,920 in the next 365 days
Book time every day to grow—put 15 minutes in your schedule
Examples:
1,000 in database x 5% return on database = 50 closings
1,000 in database x 10% return on database = 100 closings
1,000 in database x 12:2 ratio return on database = 167 closings
Wednesday, July 9, 2008
COMMITMENT
Commitment
Until one is committed,
there is hesitancy, the chance to draw back,
always ineffectiveness.
Concerning all acts of initiative and creation
there is one elementary truth,
The ignorance of which kills countless ideas and splendid plans:
that the moment one definitely commits oneself,
then Providence moves too.
All sorts of things occur to help one
That would otherwise never have occurred.
A whole stream of events issues from the decision,
Raising in one’s favor all manner
of unforeseen incidents and meeting,
and material assistance,
which no man could have dreamt
would come his way.
I have learned a deep respect
For one of Goethe’s couplets:
“Whatever you can do, or dream you can … begin it. Boldness has genius, power, and magic in it.”
W.N. Murray
The Scottish Himalayan Expedition
1951
Until one is committed,
there is hesitancy, the chance to draw back,
always ineffectiveness.
Concerning all acts of initiative and creation
there is one elementary truth,
The ignorance of which kills countless ideas and splendid plans:
that the moment one definitely commits oneself,
then Providence moves too.
All sorts of things occur to help one
That would otherwise never have occurred.
A whole stream of events issues from the decision,
Raising in one’s favor all manner
of unforeseen incidents and meeting,
and material assistance,
which no man could have dreamt
would come his way.
I have learned a deep respect
For one of Goethe’s couplets:
“Whatever you can do, or dream you can … begin it. Boldness has genius, power, and magic in it.”
W.N. Murray
The Scottish Himalayan Expedition
1951
Can you guess who I am?
Can you guess who I am?
I am your constant companion.
I’m your greatest helper, or your greatest burden.
I will push you onward, or drag you down to failure.
I am at your command.
Half of the tasks that you do,
You might just as well turn over to me and
I’ll do them quickly and correctly.
I’m easily managed.
You must merely be firm with me.
Show me exactly how you want something done
And after a few lessons, I’ll do it automatically.
I am the servant of all great people and,
Alas, of all failures as well.
Those who are great, I have made great.
And those who are failures, I have made failures.
I’m not a machine, but I work with all the
Precision of a machine plus the intelligence of a person.
You may run me for profit or run me for ruin.
It makes no difference to me.
Just take me, train me, be firm with me.
And I’ll lay the work at your feet.
But you be easy with me, and I’ll destroy you.
Who am I?
I am your constant companion.
I’m your greatest helper, or your greatest burden.
I will push you onward, or drag you down to failure.
I am at your command.
Half of the tasks that you do,
You might just as well turn over to me and
I’ll do them quickly and correctly.
I’m easily managed.
You must merely be firm with me.
Show me exactly how you want something done
And after a few lessons, I’ll do it automatically.
I am the servant of all great people and,
Alas, of all failures as well.
Those who are great, I have made great.
And those who are failures, I have made failures.
I’m not a machine, but I work with all the
Precision of a machine plus the intelligence of a person.
You may run me for profit or run me for ruin.
It makes no difference to me.
Just take me, train me, be firm with me.
And I’ll lay the work at your feet.
But you be easy with me, and I’ll destroy you.
Who am I?
Mindset Tips
•“As if” letter (see below for an example and write your own!)
•Read
•Tapes
•Mastermind
•Dream book
•Magazines
•The Millionaire Real Estate Agent (MREA)
SAMPLE “AS IF” LETTER
December 31, 2008
Dear __________:
I am just putting the finishing touches on 2008 and wanted to update you and also thank you for all that has transpired this year.
It was a great year of travel starting with a family reunion, then Costa Rica for a week with the family in early March, and a weekend in Mexico with the boys in April. In late April we took my mom and the kids to Clearwater again for 10 days and had a great time on the beach. Korey and I were then in Tuscany for 10 days for my sister’s 40th birthday with four other couples and had a blast. We flew first class in style and the villa a friend of ours rented for us was incredible. We finished the year at MegaAgent Camp and Masterminds and a quick jaunt to Vegas for six days.
Some other great things have transpired. Korey’s business is doing great and she is only working about three days a week. The boys are excelling in school, football and music and Rebecca in gymnastics. She has matured so much.
I spent a few days at a Porsche driving school and I continue to enjoy the new Boxster, even doing a bit of racing on the track in our area. Also, Korey loves the new Mercedes R that I got her for our anniversary.
We were able to complete more work on the house with the new upstairs addition. The ensuite is spectacular and the finished basement really completes our house. Not to mention the new gym, which motivates me to get up for my morning workout and has me in the best shape ever.
We accomplished our goal of 135 sales this year thanks to our team focus on listings. The $765,000 gross income allowed for many of the things mentioned above. Our assistant Theresa is now licensed and will be working as a buyer agent so we have interviewed to fill her position.
A great deal of what has transpired this year is in large part thanks to you. Your coaching, encouragement and accountability have helped us reach new heights and expand our belief in what we can accomplish. Thank you for all you have done and best wishes in the coming year for you and your family.
Sincerely,
Successful Agent
•Read
•Tapes
•Mastermind
•Dream book
•Magazines
•The Millionaire Real Estate Agent (MREA)
SAMPLE “AS IF” LETTER
December 31, 2008
Dear __________:
I am just putting the finishing touches on 2008 and wanted to update you and also thank you for all that has transpired this year.
It was a great year of travel starting with a family reunion, then Costa Rica for a week with the family in early March, and a weekend in Mexico with the boys in April. In late April we took my mom and the kids to Clearwater again for 10 days and had a great time on the beach. Korey and I were then in Tuscany for 10 days for my sister’s 40th birthday with four other couples and had a blast. We flew first class in style and the villa a friend of ours rented for us was incredible. We finished the year at MegaAgent Camp and Masterminds and a quick jaunt to Vegas for six days.
Some other great things have transpired. Korey’s business is doing great and she is only working about three days a week. The boys are excelling in school, football and music and Rebecca in gymnastics. She has matured so much.
I spent a few days at a Porsche driving school and I continue to enjoy the new Boxster, even doing a bit of racing on the track in our area. Also, Korey loves the new Mercedes R that I got her for our anniversary.
We were able to complete more work on the house with the new upstairs addition. The ensuite is spectacular and the finished basement really completes our house. Not to mention the new gym, which motivates me to get up for my morning workout and has me in the best shape ever.
We accomplished our goal of 135 sales this year thanks to our team focus on listings. The $765,000 gross income allowed for many of the things mentioned above. Our assistant Theresa is now licensed and will be working as a buyer agent so we have interviewed to fill her position.
A great deal of what has transpired this year is in large part thanks to you. Your coaching, encouragement and accountability have helped us reach new heights and expand our belief in what we can accomplish. Thank you for all you have done and best wishes in the coming year for you and your family.
Sincerely,
Successful Agent
QUOTES
“You become what you think about most of the time.”
-Earl Nightingale
“What the mind of a man can conceive and believe they can achieve.”
-Napoleon Hill
-Earl Nightingale
“What the mind of a man can conceive and believe they can achieve.”
-Napoleon Hill
Tuesday, July 8, 2008
Masterminds and Mega Camp
Have you registered yet?
Join us in Austin, TX August 25th - 28th for this unbeatable combo!
Click here to register for Masterminds!
Click here to register for Mega Camp!
Join us in Austin, TX August 25th - 28th for this unbeatable combo!
Click here to register for Masterminds!
Click here to register for Mega Camp!
Thursday, July 3, 2008
GOALS
WHERE DO YOU WANT TO BE – CURRENT GOALS.
a.
b.
c.
d.
WHERE YOU ARE NOW – REALITY.
A - D is the gap you need to fill. Think of four dollar productive activities that will add 15 pieces of business in the next 75 days.
What dollar-productive activities will assist you in filling the gap? Dollar- productive activities lead to more efficiency, and more focus. They will move your business from blood and guts to ease and elegance, from whatever happens to predictable and duplicative.
These should be specific, manageable, and attainable activities to get to your goals.
a.
b.
c.
d.
WHERE YOU ARE NOW – REALITY.
A - D is the gap you need to fill. Think of four dollar productive activities that will add 15 pieces of business in the next 75 days.
What dollar-productive activities will assist you in filling the gap? Dollar- productive activities lead to more efficiency, and more focus. They will move your business from blood and guts to ease and elegance, from whatever happens to predictable and duplicative.
These should be specific, manageable, and attainable activities to get to your goals.
Mindset - Dare to be Remarkable in a Shifting Market!
The Stockdale Paradox
James Stockdale was held as a prisoner of war in the Hoa Lo Vietnamese POW camp for seven years. Locked in leg irons in a bath stall, he was routinely tortured and beaten. In the book Good to Great, James C. Collins interviewed Stockdale about his coping strategy during his years in the camp.
“I never lost faith in the end of the story, I never doubted not only that I would get out, but also that I would prevail in the end and turn the experience into the defining moment of my life, which, in retrospect, I would not trade.”
When Collins asked who didn’t make it out, Stockdale replied:
“Oh, that’s easy, the optimists. Oh, they were the ones who said, ‘We’re going to be out by Christmas.’ And Christmas would come and go. Then they would say, ‘We’re going to be out by Easter.’ And Easter would come and Easter would go. And then Thanksgiving, and then it would be Christmas again. And they died of a broken heart.”
Witnessing this philosophy of duality, Collins went on to describe it as the Stockdale Paradox
“You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they may be.”
How can you adopt the Stockdale Paradox as part of your mindset?
How can you use this concept daily?
Leave your comments / ideas in the comment section of the blog!
James Stockdale was held as a prisoner of war in the Hoa Lo Vietnamese POW camp for seven years. Locked in leg irons in a bath stall, he was routinely tortured and beaten. In the book Good to Great, James C. Collins interviewed Stockdale about his coping strategy during his years in the camp.
“I never lost faith in the end of the story, I never doubted not only that I would get out, but also that I would prevail in the end and turn the experience into the defining moment of my life, which, in retrospect, I would not trade.”
When Collins asked who didn’t make it out, Stockdale replied:
“Oh, that’s easy, the optimists. Oh, they were the ones who said, ‘We’re going to be out by Christmas.’ And Christmas would come and go. Then they would say, ‘We’re going to be out by Easter.’ And Easter would come and Easter would go. And then Thanksgiving, and then it would be Christmas again. And they died of a broken heart.”
Witnessing this philosophy of duality, Collins went on to describe it as the Stockdale Paradox
“You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they may be.”
How can you adopt the Stockdale Paradox as part of your mindset?
How can you use this concept daily?
Leave your comments / ideas in the comment section of the blog!
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