Facing the Giants

Are you giving your real estate business 100%?

Before you read below, take a few minutes and watch this amazing video.

Don't NOT watch it, because it shows football players. Look for the
important messages behind this powerful video! It can make a difference in
your life!

.................................................................

Now that you've watched the video, what did you get out of it?

Let me know your thoughts. Send me an e-mail at: dan@agentsuccesscoach.com.

Here's what inspiration I found from the video:

1) If you don't think you can do it, you're right! It's that simple!

2) Who are you accountable to? Who can help motivate you? Who can tell you
the things you NEED to hear to be successful? You need to find that person
and start being accountable today!

3) If you're a leader, whether it's of your real estate team or even your
family, if you don't believe in you and your team's abilities, no one else
will either and you'll fail. To be an effective at work or home, you have to
train yourself in the qualities of becoming a leader. There are many books
on the subject, i.e. the John C. Maxwell series.

4) If you are challenged and put your mind to it, you can do it. But like in
the video, you have to believe that you have it in you to take action and
move forward. You can achieve amazing things in your life. You just have to
give it your all a day at a time. Focus on what you're the best at doing and
delegate the rest. It's not always easy to make changes in your life, but
often times, the outcome of those choices and decisions can make all of the
difference in your life and those around you. Which is greater: the pain of
the discipline to do what you know you should do OR the pain of REGRET? Only
time will tell!

To your success,

Dan

Are You Wasting Some Minutes & Hours Of Your Life?

If I were to walk into your office today, would you be able to show me a copy of your business plan or a list of activities that you strive to achieve on a daily basis?

Isn't it true that if you don't have a road map, how will you know when you have arrived?

I once heard someone say that if you want to earn a certain amount of money in 12 months, why not increase your daily activities and achieve it in 10 months or less and take the rest of the time off throughout the year.

One of the ways to do more in less time is to REALLY focus on the activity that you want complete in the moment.Whether you work from home or at the office, let others know that you can't be interrupted during the specified time.

Simple steps like closing your door, posting a DO NOT DISTURB sign on your door or even turning yourself away from the door, so you don't see people walking by can help eliminate the distractions that can cause you to take A LOT more time to finish your task.

If you're making calls to a group of people, then turn off any other phones around you that can ring and then distract you.I believe many people, myself included sometimes, get too easily distracted and so we end up not doing what needs to be done to help us achieve our goals.

That's where your business plan comes into play.

You need to review your plan every night and plan out your next day. Then quickly review it in the morning tackle your activities as quick as you can.

Isn't it easy to get distracted while you're in the middle of completing a task, only to not get back to finishing it, because something else came up in the meantime?

I read once that every distraction can cost you 5 - 8 minutes of lost time. Wow, that can really up to a lot of wasted time fast!When you're working alone on a task, eliminate as many distractions as possible and watch how much faster you can finish them.

If you want to have a business plan, but keep putting it off, then take the time to decide what you want your business to look like. You will know what your goals are, what time frame to achieve them in, your motivation for achieving them and some easy steps to keep you on track.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.
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When's The Perfect Time......

When is it the perfect time to touch base with your clients?

Right now!

Why now?

Because your clients may need help and you don't even know it. They normally won't raise their hand and tell you.

It's a great way to make a quick call to your past clients and say "hi". Ask them how their family is and ask them if they have any repairs or home improvements they plan on doing soon. You can provide them with reliable home improvement contractor's names.

Also, go a little deeper with them and see how things are going with their mortgage situation.

With the mortgage financing industry being very confusing to most people, you may have clients being solicited second mortgages, home equity loans, consolidation loans, etc. that may not be in their best interest.

Your clients may be getting SOLD a bill of goods.

Sub-prime loans...high closing costs...above market interest rates...junk fees...cashing-out equity when the value isn't there!

Let your clients know that you're available to counsel them before they make any decisions that could cripple their family financially.

Then say that from time to time you have valuable, money-saving information that you want to pass on to them by email and would it be OK to get their preferred email address.

People change their e-mails much more frequently than phone numbers, so you do have to keep on top of it. Also, make sure that you have their permission, if they give you a workplace email.
That may be monitored by their company or they may not be able to read personal emails at work.

Many times they aren't home and you can just leave a short msg (something that catches their attention) that gets them to call you back.

Then at the end of the call, if it feels right, you can say that you'd love to help any of their family or friends who's talked about moving in the next few months? (If you want to ask one final question, "Anyone come to mind right now?)

Only after doing this, would I look at sending a letter or a postcard to those who didn't respond. I think you'll find that those clients you really clicked with will gladly and easily give you their email address while your "B" and "C" clients may be more hesitant.

Whenever you provide value and show that you care, most of your clients will truly appreciate it.

I hope this helps you.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.
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Awoke In The Middle of the Night!

It's 2:57am, Tuesday morning!

I just returned from an Internet Marketing Conference in Atlanta tonight. I drove home from the airport at 12:35am.

I've been asleep for a little while and...I rolled over in bed and now I'm wide awake, thinking about real estate strategies that can help other agents. Since I'm not able to fall back asleep with my mind racing, I thought I'd take time to write down my thoughts.

I've been a successful Realtor for 22 years now and have also been coaching real estate agents for over three years. There are so many thoughts running through my head right now on how to help you, but I want to share a few of them with you now:

1. Why are you in real estate and what are your written goals for 2007?
   
2. You must start out focusing on no more than 3 target markets - don't be a jack-of-all-trades and an expert at none. What 3 areas of business do you WANT to do first? Don't tell people you do everything. Find some agents, who specialize in areas you don't know, i.e. investment properties, commercial, farther away areas. You can refer these to other agents and gain a referral. I don't know your market, but I would consider open houses in the low to mid-price range of your area. (more first time buyers who don't have agents already and first time sellers who want to move and sell, but lost contact with their first agent.) There must be buyer leads that other agents in your office don't want or don't have the time to handle, so offer to pay them a referral fee and run with the buyers. (Meet with the buyers at your office first and find out their needs, explain the process and make sure they're pre-approved by a reputable lender before you show them a home.)
   
3. Are your business cards blank on the back? Decide on a reason why a buyer, and separately, a seller would want to work with you. What do you do differently than most others? When you figure it out let me know. Just posting here, you'll get great answers. Then put the 2 points of difference' on a sticky label and put them on the back of your business cards. Next, everywhere you go (in line at the grocery store, getting an oil change, etc), compliment someone and ask them "Hi, I'm _________. Have any of your friends or family in the last few weeks talked about making a move? If YES, get their name and number to follow up with them and get details. If NO, say thanks and give them your card briefly share the 2 benefits on the back and to keep you in mind." You have to narrow the time frame or people will say NO, because no one will come to mind when it's too vague. You'll feel awkward at first, but keep doing it. How many cards can you pass out in a day? Don't overdo a goal, but set a reasonable number at first and don't go home until you do it. Believe me, it works. I've done it.
   
4. I would spend 1 to 2 hours a night reading through the blogs in the different groups that will teach you strategies to make you successful. You might ask for how long? My answer is for as long as it takes. Are you watching some mindless TV shows in the evenings instead of advancing your real estate education? Are you willing to do what it'll take to be successful in real estate? That may sound harsh, but in my opinion, it's too easy for people to become agents and then too easy to leave after a short while. You must become a real estate professional, because you are affecting people's financial lives!!!
   
5. I would also contact your local board and find out training classes are being offered in your area that will give you the training you need. If you have to drive to another board to find what you're looking for, how long are you willing to drive? (Tip: when you go to trainings outside of your own area, it's a great opportunity for referrals from agents from that area. You must be friendly, confident and network.)
   
6. Do you have a written business plan?
   
   
7. Do you follow an 'Ideal Week' Schedule?
   
   
8. How good is your listing presentation?
   
   
9. How good is your buyer presentation?
   
   
10. Do you have an accountability partner?
    
    

I could go on and on. But it's a step at a time. Review these thoughts and put some answers down on paper.

I'd love to hear back from you. You may also want to recommend to your close agent friends to subscribe to my free, weekly tips: http://www.agentsuccesstips.com/. I've written over 125 weekly strategies and mindsets to help agents achieve more in the real estate business.

But ultimately, IT COMES DOWN TO THE DECISIONS YOU MAKE on a DAILY basis.

Keep in touch and let me know how you're doing.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.
Subscribe to FREE, weekly e-zine: Agent Success Tips

Join FREE Network For Real Estate Referrals & Ideas:
Click Here to activate: ActiveRain Real Estate Network

Where Is Your Road Map Taking You?

I want to share a success strategy with you that can make a huge difference in your life.

One caveat, though...It will only work for you, if you DO it!

I was recently talking with an experienced agent, who had done very well over the years, but in the past year or so he was struggling in his real estate business.

His transactions were getting harder and harder to close and it seemed like people were more difficult to work with. (Can you relate to this?)

After feeling beat down for so long, it's now hard for him to get excited in his business. He wakes up in the morning and wants to roll over and hide under his blanket.

I asked him a couple of questions and soon came to realize where I thought some of his problems stemmed from.

In case you've experienced any of this in your past or present situations, I want to share some of my thoughts with you.

Let me ask you...

Can you give me directions on how to get to where I'm trying to go? Just write down the directions for me right now, ok?

I need to know which roads to take, where I need to turn and how far I'll be between points.
If you haven't written these directions down yet, stop reading this and take out a pen and paper and please do it for me quickly.

I need them in a minute.

This is something you need to do right now (I'm not kidding) and I'll explain why in a moment. It'll teach you a very important lesson in success.

Ready, set, go!

Are you done yet?

If not, keep going.

...

Are you serious about your future? If you didn't do this simple test, go back and do it.

...

Are you stuck? It's tough to write down a map if I didn't tell you where I wanted to go, isn't it?

Do you realize it's impossible to write down directions if you don't know where you want to go?

You MUST decide what you want to do in your real estate business and be very specific about it. Because it's hard to motivate yourself to take action when you don't really know what you want your business and life to look like. And it's very difficult to design a road map if you don't know where you want to go in the first place.

When you don't have a road map, you end up struggling day to day and you start working with less than ideal customers, who may not be highly motivated or qualified to make a buying or selling decision. That's like having concrete blocks tied to your legs and you're sinking!

The other part of this is when you know where you're going, the power of the universe kicks in and helps move you to where you want to go.

Speakers like Bob Proctor, Anthony Robbins, Jim Rohn, Mark Victor Hansen and others talk about this. Call it what you want, but once you know truly in your heart and soul what you want and you make a road map on how to get there, it will help draw you towards whatever it is that you need so that you can have what you want.

(A side note: if you haven't watched the movie: "The Secret", get it online at: http://www.thesecret.tv) It's powerful!

So if you don't have a road map right now or you feel like you're going down the 'wrong' road, stop and get off the highway, park in a rest stop and take the time to decide where you want to go. Then as soon as you're ready to get back on the road, you can "put the pedal to the metal" and be on your way to a successful business and life.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.

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When Millionaires Talk, Are You Listening?

I recently listened to a 45-minute call, where 6 MILLIONAIRES were sharing their thoughts about what it takes to become a millionaire.

The host of the call was John Assaraf. He may be familiar to you, because he's been involved as Regional Director of RE/MAX of Indiana and also was co-owner of Bamboo.com before it was bought out by IPIX (a virtual tour product).

John is now a success coach in San Diego and is frequently associated with Bob Proctor. Most recently, they were on Oprah, showcasing the success movie and book called, "The Secret". I met John awhile back at a local Barnes & Noble at a book signing.

I took several pages of notes, writing as fast as I could to keep up. I want to share a few of their thoughts with you here right now.What is truly amazing is there's not a lot of difference between being rich and being broke.

Notice I didn't say 'poor'. Being 'poor' is only a mindset.

Becoming a millionaire is all about defining what success means to you. What success is to you is going to be different than what it means to me. You need to look at the big picture of what you envision your future to be. Take the various parts of your life and make them pieces of YOUR puzzle, so that when it's completed, you will have achieved your vision.

Some other valuable comments made by the millionaires:

• be unconditionally passionate about what you're doing
• set simple goals that you can focus on
• have a strong, work ethic
• make sacrifices (but there are a lot of time-wasters in your life that you can eliminate before you sacrifice what's dear to you)
• be in good health, so that you can have "high energy"
• delegate to those who excel at what you don't
• here's a big one - "take action" (ready-fire-aim) is simple, but not always easy to do, taking the wrong action is often better than taking no action at all
• don't be afraid of making mistakes, you learn more that way
• what revenue-generating activity have you done today?
  

You've heard most of this before, but what you have to understand is that you really need to study the strategies in depth and focus on doing them on a daily basis. Turn them into habits and watch your business grow.

Be around others who are successful. Find a mentor. Start a mastermind group of people who want to achievemore in life and will challenge and hold each other accountable.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.
Subscribe to FREE, weekly e-zine: Agent Success Tips

Join FREE Network For Real Estate Referrals & Ideas:
Click Here to activate: ActiveRain Real Estate Network

3 Great Reasons For An Open House & How To Collect...

Agents hold houses open for many reasons. Some of them are more self-serving than others, but it's important to know why people do open houses. You really need to decide why you're doing them. It's not a good reason, when it's just to satisfy your seller, you come unprepared and you stick an open sign up 5 minutes before the open house.

Reason #1: To sell the listing! You actually have to work at this strategy...from the staging of the property to knowing the facts about the property to being mentally prepared to give all of your energy to the prospects coming through to even being on time for the open house. We all know that, statistically, only 1% - 2% of all properties held open are sold through that strategy. But you can greatly increase the odds of selling your open house by puttting some preparation into it ahead of time.

Reason #2: To prospect for buyers who aren't interested in the listing you're holding open! After doing your best to promote your listing, there are times when a buyer just isn't interested in your listing. Amazing, isn't it? But true! Well, many of those people will end up purchasing another property. Who will help them procure that transaction? If you're on the ball, you may have a good chance to be their agent. 'Value' & 'Follow-up' are two critical words here. They must see that to NOT work with you is a grave mistake! What can you offer them that many others don't? Also, you must be able to reach them one of several ways after they leave. If you don't follow-up after meeting them, you're throwing potential income down the drain.

Reason #3: To prospect for other listings! There are times when people come through open houses to see how an agent presents themselves and represents their seller. Many buyers have a home to sell and don't necessarily have an agent yet to list their property. So don't assume that all prospects are just buyers. It goes without saying, but I'll say it. anyway. Be on your best behavior. Be prepared with printed materials about the property and the community. If they ask a question that you don't know the answer to, that's a great way to follow-up with them. So make sure you get their name, phone and e-mail address.


Now, How To Get More Names at Open Houses!

Have you thought about how to get more people to sign in (with real info) at your open houses?

The #1 thing everyone focuses on is: "W.I.I.F.M." - "What's in it for me?"

That's what the prospect is thinking when they decide if they want to sign the guest register at your open house.

Their thoughts are really more about:

"Will this agent bother me endlessly with phone calls or send me junk mail with I don't want?"

What you need to do is determine what the open house prospects are really after?

If they are out viewing open houses and are planning to buy a home in the near future, what can you offer them that's of value?

What will make their home search simpler, quicker and hassle-free?

Why should they want to work with you?

Does your MLS allow you to send new listings by email to prospects and customers?

If yes, then I would make up a flyer with all of the benefits to the buyer of why they should sign up with you.

• they receive listings by e-mail, when they're brand new
• they can review at their leisure
• no agent will call them...they call you to see
• saves them time from having to search all of the web sites
  

Get the idea?

You have to think of reasons why they should give you their email and phone number, if possible.

Don't come up with a gimmicky plan for getting their e-mail address. There are plenty of services you can offer them, that if they're motivated, they'll give it to you.

Also, AOL is making it very difficult for emails to go through right now. Many people have more than one e-mail address, so, see if you can get a different address besides AOL.

To your success,

Dan

Learn how to earn $100,000+ selling real estate.

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Join FREE Network For Real Estate Referrals & Ideas:

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