Your Way to Real Estate Success

Transcription

1 SLAM Your Way to Real Estate Success Bernice Ross, RealEstateCoach.com 1 I. Learning Objectives: Today you will learn how to: Use systems and leverage to achieve your personal BHAG (Big, hairy, audacious goal). Identify your high probability lead generation patterns. Use the Law of Attraction to quickly grow your business. Create a double-your-income mindset. II. Are SMART goals Dumb? A. Specific, Measurable, Achievable, Realistic, Time Bound The Leadership IQ study of 4,182 workers in 397 organizations found none of the SMART goal factors were associated with success. B. HARD Goals Achieve Results Heartfelt: Your goals enrich the lives of others, not just others. Animated: You can vividly picture how great it will feel when you achieve your goals. Required: Your goals are absolutely necessary for you and/or your family. Difficult: You will have to learn new skills and leave your comfort zone to achieve your goals for this year. III. Write down your income goal for the next 12 months: A. Now double that number: B. Now double that number again: C. The power of BHAG big, hairy, audacious goals. IV. What are your personal high probability lead generation patterns? A. Uncover your personal strengths 1. Who are the people in your target market (age, income, number of people in family, etc.) 2. What are their lifestyles like? 3. Where do they work and play?

2 2 4. Where do you generate the most leads? Door knocking or cold calling? Referrals Open house Print marketing Online lead generation (website, blog, social media, etc.) Networking 5. What are the two top price ranges where you do the most business? Under $150,000 $150,000-$249,999 $250,000-$399,999 $400,000-$599,999 $600,000-$749,999 $750,000-$999,000 $1 Million+ 6. Who are your main client types? Buyers or sellers? Single, couple, family, multigenerational family, investor? What do they do for a living? 7. Which type of property do you sell the most often? Single-family residence High-rise or loft condo Low-rise condo or townhouse Apartment building Ranch, farm, vacant lot, or acreage Luxury estates Resort properties 8. Like attracts like who are you attracting? 9. Commonalities -> Connection -> Your Business Niches. Which niches do you serve?

3 3 10. Focus your efforts on your personal top 50 percent. V. Your experience level influences how and where you work in the SLAM Model. A. Brand new agents focus on systems and lay the foundation for leverage. Contracts, listing and buying processes, and building your referral network. Leverage refers to activities that you can delegate to others, to activities that can be handled better with technology, as well as building referrals that tell people you do not know about your services. B. Agents with 2-4 years of experience, work on systems and leverage, with only a minor focus on attraction and mindset. To reach your BHAG, you can t shortcut the importance of systems of leverage. Nevertheless, applying the Laws of Attraction yields results no matter what your experience level is. C. Experienced agents with 8+ years experience are working to fine tune Systems, Leverage, and build their business using Attraction and Mindset. D. For agents moving from $100,000 to $250,000 or more, it s over 90% mindset. VI. SYSTEMS: The foundation upon which successful careers are built. A. Six areas to systematize your business including tools to help you. 1. The Two-Minute Annual Business Plan What three activities generated the most business for you in the last 12 months? Place your focus there. Which two activities generated the least income? Eliminate those. What is one place where you can expand your business?

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5 5 2. The Two-Minute Daily Personal Plan Why self-care comes first Five Splat Myths o I have so much work to do, there s no way I can take time off right now. o Superman or Superwoman I can do it all! o Everyone is depending on me I can t afford to be sick. o If I don t keep pushing, I ll lose my house, my position, or my business. o I m strong I don t need someone to support me. To upgrade your self-care o Promise to give your body healthy food, plenty of water, and an extra hour of sleep each night. o Enjoy physically soothing activities, every single day. What are your three personal priorities that you need to complete today to have a great personal life? What are the three most important business activities you must complete today to hit your BHAG (lead generation, prospecting, lead conversion, closing transactions?) Identify your priorties focus on Urgent and Important first, Important and not urgent second, and dump Not important and urgent as well as not important and not urgent. Eat that frog! 3. Evernote: order Premium version to access notes without being online. Take written or audio notes on any device and they appear on all other devices that you link to the program. Evernote Hello app uses geo-location, photos, and social media and aggregates all data including your conversations in one place. 4. Use a CRM (Client Relationship Management System) to track leads, manage communication, and consistently stay in contact with your referral network. 5. Lead generation systems: Need more leads? Usually the benefits outweigh the costs especially if the company pre-qualifies the leads like TheRedX or Zurple. 6. Go Paperless: Systems such as Docusign, Instanet, ZipForms, and SignIX coupled with a transaction management system such as Cartavi, allow you to upload your documents from start to finish, sign documents using your smart phone or tablet, plus providing a powerful risk management tool.

6 6 If still using paper, hire a transaction coordinator. You also need written checklists to track all aspects of the transaction. VII. LEVERAGE: Less Effort, More Results VIII. A. Leverage people: delegate 1. Assume a commission income of $50,000, which equals $25.00 per hour. For every hour you spend doing $7.79 per hour work, the cost of not delegating is $17.21 per hour. Five hours per week X 50 weeks o Opportunity costs to your business = $4,302. Batting clean up for other people s poor service. Assume 15 minutes per day or 75 minutes per week for a total of 62.5 hours per year at $25.00 per hour. o Opportunity costs to your business = $1,562. Two overpriced listings that twice as long to sell vs. two correctly priced properties. At a $200,000 price and a split: o Opportunity costs to your business = $7,200. Taking out four sets of buyers who do not purchase from you and you spend 15 hours with each set of buyers. At $25.00 per hour for 60 hours plus 12 hours to set up appointments and $650 in vehicle operation costs. o Opportunity costs to your business = $2,450. Spending two hours per week chatting with other agents about nonbusiness related issues or 104 hours per year at $25.00 per hour. o Opportunity costs to your business = $2,600. GRAND TOTAL = $18,114 B. Leverage your energy. Which one are you lark, hummingbird, or owl? C. Increase your performance 34 percent by doing this just 26 minutes per day. ATTRACTION: Put Attraction into Action A. You attract who you are. Eliminate psychic vampires. Environment is stronger than will. If best friend becomes obese, odds are 54% that you will become obese.

7 7 Establish boundaries: the power of a negative comment from Predictably Irrational. Daniel Amen s study on optimistic people who are asked to be pessimistic or angry. NO is a complete sentence. B. Create space Write down three things that are bugging you. C. Have clarity about who and what you want to attract. D. Visualize yourself achieving the goals you set. E. Be of service the more you give, the more that comes back to you. F. Express gratitude (keep a gratitude journal.) IX. MINDSET: Secrets to Winning the Mindset Game A. What one substance allows you to learn up to six times faster, adjusts your cholesterol, increases your intelligence, and improves your sleep? B. Prospecting secrets from agents earning $250,000 per year from a study conducted by The Red X ( C. For $250,000 producers: 100% of those surveyed by TheRedX had written goals and a written business plan. $250,000 producers prospected on average 4.6 days per week for at least 90 minutes per session. $250,000 earners prospected 6.9 hours per week on average. 81% always use a script.

8 8 D. For $70,000 producers: Only 82% had written goals and 66% had a written business plan (vs. 100% of 250K group). They prospected 3.5 days per week (vs. 4.6) and for 60 minutes (vs. 90 minutes for 250 K group.) E. Conscious mind: Magic Seven Theory + 2 bits of information. 1. Conscious brain needs to chunk information to cope. F. Unconscious mind: 3 million bits of information per minute. G. Are you a good multi-tasker? H. How to cope with Mother : It takes 0.7 seconds for mother to shift attention. 30-second interruption = 5 minutes. Interruptions mean you take twice as long to complete tasks and you make 50 percent more errors. You spend 28 percent your day recovering from interruptions. To communicate more effectively with Mother, avoid Don t The magic question: What do you want. The magic request: a command plus the word because. Time block E. Drunk driving;.08 vs. cell phone driving,.08, Texting and driving: 1.2. F. Inattention blindness. X. Create a Negativity Free Mindset A. Eliminate ANTS B. Tune out negative media C. Always be Learning D. Dump complaints and complainers: What went right today? E. Go on a should diet. F. Negative judgments never create positive change. G. Every negativity piece you eliminate brings you closer to your BHAG!

9 9 XI. What action steps will you take to reach your BHAG? Our gift to you: Use Our Premium Membership Training Program until midnight August 25, 2013 Free Because You Deserve to Make More Money Now! Visit: User Name: fardemo Password: buynow If you like what you hear, Order for only $97.00 per year. ORDER AT: