Day 14 of 90 My Best Practices Real Estate 2018. Big Breakthrough day yesterday, let me share. Like many working agents in the field I am good at some things and need to become good at others. The process and best practice in real estate are simple, not easy. Following the steps of selling or assisting in buying a property are laid out every day in our communities. How to get those listings and those buyers is another skill all together. Each agent learns early on that they need to prospect for clients. “Don’t be the secret agent” we are told and by that it is stated that to be successful you need everyone to know you are a real estate professional. Those with outgoing personalities have no difficulty in doing just that. The bigger question is, what about those who do not have that type personality.
In the assessment of personal skills my coach and I began to identify those thoughts, the feelings and emotions that were keeping me from the success I wanted and knew I deserve. We had to find that moment where I was stopping myself with my own thoughts. Yesterday was that day. Finishing up my early morning routines of meditation, reading, writing and exercise I got to the prospecting part. I felt a nervous and all to familiar pang in my stomach, my mind started to race, my hands felt like lead. I listened for the first time to what I was saying to myself.
“I hate getting solicitation calls in the morning.” And there it was. I just didn’t want to be the person I had to be to accomplish what I want. I was feeding my mind with the wrong energy, the exact opposite energy I needed to be successful in the prospecting which is the lifeblood of every successful agent. I was my own enemy and this has been going on for the whole of my career. So now I know and now I know I can change that. The change comes with I realize people who have not sold their home, people who have not found their home are in need of people like me to help them. Why not me? Why not work with someone who listens and cares. NOW, that is the thought I will approach day 14 with. Two weeks in I found a flaw that will change my trajectory for ever, just keep focused. So this is Day 14 of 90 My Best Practices Real Estate 2018.
Day 9 of 90 Best Practices Real Estate 2018. Today I get started with my coach. I did finally hear from the first coach I contacted who has been incommunicado for 8 days while the coach I chose has been actively and consistently sharing information and opportunity. How is this not like our real estate game. He hire the people who have the most passion and desire to help us as individuals. It is never the reputation of the fact we are friends. When I see agents complain that their friend has chosen another to represent them I know that that agent friend did not do enough to convince the Seller/Buyer that their friendship was the reason to hire you for the job.
Real estate best practices are written down and discussed daily. Any question any agent might have can find multiple answers with a single query, so why are people not more successful I know for me it is because I am or was all over the map every day. LIke some dog in the yard any squirrel would get my attention until the next squirrel showed up, I was not focused on tasks at hand. Knowing what you are going to do today and every day is not a handicap, it is a power that frees you.
I am nervous about today and there are pangs of “what have I done?” I know these to be just jitters and not real fears. In fact, quite the opposite, I am at the point that I want to have someone who is paid to help me to the next level tell me what I am doing right and wrong in terms of successful real estate practices. At the end of these 90 days will be a loving and listing professional who is just now at Day 9 of 90 Best Practices Real Estate 2018
Day 6 of 90; Becoming the best Realtor® This is the second time I have used this format to post. When I first got my license and started to practice in 2010 I was following this book by Walter Sanford, If I Could Start Over Again. That was the beginning of this path 8 years ago. I learned through the years that life-long curiosity, interest and passion to be better will never get you to the best. The best is a moment in time, and time never stops. It is better to be best in your day, or at that task, and by being best I mean being the best you can be at that moment in time. That is all, striving to be the best Realtor® is not a goal at all. It should be a daily activity you embrace.
In Massachusetts right now it takes just 12 hours of continuing education, which are often lunch and learns with colleagues. That is what is mandated, good and great agents are learning and teaching every day. The pubic has access to much the same information as the agent and they can figure things out in their degree as well. The agent is not the purveyor of listings as they were years ago, they are the insight and information source for the public. The buying and selling process is seemingly simple to those looking from the outside, and they are right. The buying and selling process is easy if you do everything right.
Real estate best practices includes knowledge and proficiency in Finance and Lending Laws, Zoning, Permitting, Legal documents like deeds, trusts, and many more, Construction and building, Building Inspections, Appraisals, landscaping, poolwork, let alone the psychological and interpersonal skills that need to be juggled. So, yeah it’s simple here at Day 6 of 90; Becoming the best Realtor®
Day 5 of 90; Becoming the best Realtor®. Last night, with one of my real estate partners we took another listing. For those counting I have accepted two new listings this week because I am changing my mindset. In those listings there are two others sales and this is good. There is no resting on laurels here. What has not happened is the building of the system that will create this kind of growth on a daily, weekly, monthly basis.
Real estate professionals come in all types. While the barrier to entry is not high and the ability to keep your license for many years is rarely challenged the difference between great and all the rest is immense. Using the 80-20 rule you will witness that the vast majority of deals are done by the select few. But just like in photography anyone can take a great picture if they are there at the right time, the great professional can do it each and every time. Daring to be great is a process. Willing to go along is a recipe for mediocrity.
Mediocrity has it’s rallying crys, one starts with “I have been in the business (name your number of years) and I know….” This is like the person that has to tell you to “trust me” if you have to say trust me when talking you are indicating you shouldn’t really be trusted. If you have been in the business a long time, your experience should have shown you that working with others to complete a transaction is a full contact sport. If you are not playing well in the sand box you will close fewer deals and have fewer professionals wanting to work with you again.
I have a full day today with an appointment at the end of the day with a serious buyer. There is the potential to walk away this week with 3 deals. Keep in mind I began this journey on Monday with a desire to close 4 deals a month. I am not near done and today is Day 5 of 90; Becoming the best Realtor®
Day 4 of 90; Becoming the best Realtor® So yesterday was instructive in many ways. I have been meditating and quieting my mind. I have been reading and watching videos about best practices and how various guru’s in real estate and in business succeed. I know mind set is critical. I know being positive and doing the work is a consistent and constant opportunity. I was not ready for what the universe gave me yesterday.
I had been waiting since Monday for a return email from one of the coaches I was interviewing. Just like in real estate when you are doing a deal with someone and they go radio silent, it is never a good thing. My mid day I decided on the coach who had been in constant contact with me, providing things to read, watch and experience as well as answering my emailed questions. I pulled the trigger at noon. I am lucky to have joined Bill Crespo in his program.
Less than an hour later I got a call from Bryant. Bryant was a person I met in my first week in real estate back in 2010. I was doing “uptime calls” at the agency where I started. Bryant was trying to reach an agent and the agent was unresponsive for several days. I told him I could help. Bryant was going to marry and his fiance had a condo they were going to rent if they could find a house. I found and closed on their house and have rented that condo the several times they needed it since then. Bryant was calling me to now list that condo to sell, then list the house they bought to sell and combine those funds and buy a bigger house for his growing family. 3 deals came to me less than an hour after pulling the trigger on coaching. (By the way, I had been successful in two other careers and thought I didn’t need a coach.)
Later yesterday I got a call from a new agent I have been helping and he was asking me to co-broke with him with a buyer and a different seller. We start that work today. So the day I decide to move forward I have 5 deals drop in my lap, the universe is a wonderful place. Stay focused on what you want and don’t be slowed by the actions of others and you will arrive at Day 4 of 90; Becoming the best Realtor®