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You Can Do It YOUR Way!

9/30/2020

I've just returned from a five day trip where I spent time consulting with a rapidly growing and highly successful team. They are enormously talented, high-minded, and committed to a culture of teamwork, trust, and collaboration.
Sunday I was included in a team building exercise - axe throwing - and it was a new experience for me. I'm not gonna lie, I was a bit intimidated and downright scared, imagining myself dodging flying weapons and worse, failing to make contact with the board!
Look closely at the picture. I made contact and I scored three points - woo hoo! - but notice I did it with the handle, not the blade! Apparently this was a first and in that moment I thought "well of course it happened like this - it's the story of my life."
I've always been the woman who says "judge me by my results, not my methods", much to the aggravation of the bosses, managers, and leaders I have reported to over the years. I have always found pride in accomplishing my goals differently than others do. Why is there so much emphasis placed on doing things the "right" way? Who's in charge of your business anyway?

I sold a lot of real estate when I got started in the business and the truth is I did it without ever making cold calls, knocking on doors, or sitting floor time for my broker. In fact, I was largely ignored and ran on instinct and intuition, choosing to do what felt good and comfortable to me. However, my feet did hit the floor each morning with intention and here's what I learned: you'll never be happy - even if you make a lot of money - doing the stuff that you hate. You simply need to engage in a number of activities to discover where your time and efforts are best spent. Once you do, be all in!
I have carried this belief into my role as a coach and consultant. You possess your own magic, secret sauce, and value proposition, and I believe it's my job to help you discover where your strengths lie. Mediocrity and the same old, same old doesn't create significance and doesn't set you apart. Be you, Boo! Our industry and your market needs what you've been divinely designed to provide!

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I Want You to be Wealthy

6/30/2020

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Over the last few weeks I've had some pretty significant conversations with people that have centered around money, and I have to tell you that I've really been struck by the emotions and feelings that seem to go along with it. Guilt. Fear. Regret. Intimidation. I'll be the first to admit that my relationship with money has always been rather - what's the word? - interesting. I've been earning money since I was 8 years old (no lie). I was a kid who experienced poverty, hunger, and neglect, never learning to be very comfortable with abundance. Too much food, too much money - too much was too much! But on the flip side, I've been forever blessed with knowing that I always land on my feet, I'll always make money, and that my needs will always be met. I used to say I was cavalier in my attitude regarding money; now I say that I am confident. There is plenty. There is power. There is a purpose. I don't have a million dollars in the bank, but I am wealthy, and I want you to be wealthy, too.

Wealth does NOT come from what you earn or inherit or marry...wealth comes from what you do with what you have.

For the remainder of the year I intend to weave some wealth-related content into this blog, because here's what I'm seeing:

Too many agents reducing their incomes voluntarily, either from a place of scarcity or from this overblown sense of responsibility to "help" others. Where does this need to unnecessarily sacrifice yourself come from?
The failure to recognize that income = impact, and it's a reflection of the lives you change. There are huge numbers of people in your market who need your help, and if helping people is truly your goal, shouldn't you be earning an income that reflects that you're doing it?
Limiting beliefs that are expressed with statements like "I've never been good at that"..."I don't want to be greedy"..."I'm not sure I deserve this money". Newsflash: we were all designed for abundance, joy, and prosperity. Anything else you may be telling yourself is bullshit. Think about what you can DO with the money you earn - help others, support a cause, change the world!
The inability to share what you've earned and spent this year! If the only number you are tracking is the sum of the commission checks you've collected this year, you're going about this all wrong. You own a business. Cut it out.
Missed opportunities to leverage, invest, and learn. Paying others to do low level stuff isn't an expense. Cash in the bank (or under your mattress) isn't working for you. Avoiding the webinars and classes and discussions that can change the way you think and work keeps you small. Can we agree it's time to reconsider?
No vacations, no downtime, no big dreams or vision...what the heck are you doing this for? Remember - we work to fund our perfect life; to take the trips, buy the boat, build the house, create a legacy. Create clarity, cast a vision, and allow your dreams to motivate you.

What you do is VALUABLE work. Your market needs you. Let's get to work!

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This is your Two Minute Warning!

6/22/2020

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We are just eight days away from the end of the second quarter of 2020, so we might as well call this your two minute warning. What you do between now and June 30 - what you complete and what you plan for - is critical. Is your head still in the game? Are you committed to finishing strong?

I KNOW that you can crush the next six months of the year, because so many factors are in your favor. Buyer demand is up 25% from pre-pandemic levels. Rates are expected to remain low - and get even lower - in 2021. People will relocate for jobs. Empty nesters are likely to accelerate their moves, particularly south. As always, homes owned by the dead, the dying, the divorcing, and the broke must be sold regardless of what's happening in the world.

So listen up: the only thing standing between you and what you want to accomplish this year IS you. It's easy to blame Covid, politics, and the economy, but the truth is that the best agents tend to increase their business during times like this, because they earn the market share abandoned by those who furlough themselves.

Here's how to create your half-time report and get your bottom line goal number:

Gather all 2020 first half information - what you sold, what you spent. Calculate your personal stats - DOM, SP/OLP, average listing commission, etc. How do these numbers compare to your first half of 2019?
What was (is!) your GCI goal for 2020? Calculate your percentage to goal. Are you still committed?
Subtract from that outstanding (meaning "TBE" or "to be earned") number any pending sales/GCI you have - provided you are certain they will close.
Evaluate your current active listings; calculate your likely GCI, and subtract that from your TBE number.
Evaluate your pipeline. How many "A" level buyers (pre-approved, must purchase, and desire to have keys in less than 60 days) are you working with currently? Monetize them. Calculate the potential GCI and subtract that from your TBE number.
The remaining number? Reverse engineer it to calculate how many well prepared, well presented, and well priced LISTINGS you must bring to market before on or before November 1.
HE (SHE!) WHO EARNS THE LISTINGS THRIVES! You are certain to sell your listings and spend far less time servicing the client. Buyers, on the other hand, require more time than ever due to the competitive environment. It's stressful, too - you are having to manage not only their expectations, but also their emotions and disappointment around losing out in bidding wars. Still want buyers? You'll attract them when you earn and leverage your listings!

You've got this - so go hit the field and play your best second half!

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What Covid - and Life - Has Taught Me About Top Producers

6/8/2020

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I've had the pleasure of knowing and working with many successful agents over the years, and the last few challenging months have reinforced what I've previously learned: top producing practitioners possess a set of characteristics that not only distinguish them from their peers, but also contribute to the consistency, production and profitability most strive for in ANY market.

Here are the five things I see the most. Do you see yourself in this list? If not, I suggest digging in and getting the root of what may be holding you back - your business depends upon it!

1. They own their outcome - and their income. As business owners, top producers possess a "buck stops here" attitude and perspective. There's no blame and no playing victim. You put yourself in this business and you DO determine what you'll earn. Outside factors may affect conditions, but it's your reaction to those factors that determine your outcome.

2. They remain tenacious, resilient, and optimistic. No one gets rewarded for being fearful and negative. While it's natural to allow anxiety and emotional paralysis to creep in on occasion, top producers double down, keep calm, and carry on.

3. They are responsive, rather than reactive. Because top producers are typically well informed and pay attention to the trends and economics within the industry, they tend to be ahead of the curve and lead their market with innovation and offerings. They'd rather be the first to try something, not the last; when they do they garner attention and set themselves apart from the competition. Their business model reflects what is needed and they remain highly relevant as a result.

4. They remain the highly visible trusted advisor and voice of reason. There's no hiding, no checking out. During challenging times and downturns the public needs reliable information from the local market expert. Now is the time to shine and demonstrate your knowledge and commitment to your market.

5. They focus on the opportunity, rather than the challenge. They'll increase their market share during the tough times, because the part-timers and hobbyists will take themselves out. They leverage their track record, results and case studies, because tough times require expertise. Because they've built their business on a firm foundation, they can get through a few tough months without going broke. Time is used wisely to increase their skills, better connect with their sphere, and modify their model if needed to reflect conditions and needs.

The agent who declares "this is my business and I am the expert my market needs" is the agent who thinks like a top producer and very likely is one - regardless of outside influences and conditions. Your Top Producer status really is an inside job!

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