The Week of 1/23/2023 in Review

Feb 01, 2023

Let's start with a reality check this week...

The idea that any of you cannot commit to:

1. Taking at least one full day off each week...

2. Blocking out your personal time first...

3. Putting a start time and end time to your day...

4. And time blocking at least one hour per day for CRM...

The fact that all these things are such a struggle...

This is a clear sign you are lost.

And until you recognize and acknowledge that you are lost...

Nothing is going to change.

If you stop and think about your entire life...

You will come to the realization that you have spent every single day trying to be okay.

First, you think about what will make you okay.

Then you make a plan to be okay.

Then you go out into the world and try to make it happen.

Rinse and Repeat.

In your mind...

What will make you okay is the following...

Life doing what you want it to...

People being who you want them to be... and...

People doing what you want them to do.

And this is exactly why life is so difficult and hard most of the time.

In essence, what you are doing is...

Pitting your will against the will of the universe.

You are never going to win this battle on a long-term basis.

You may have moments when things line up the way you want... however, those moments will pass very quickly.

The biggest challenge you face in living a better life is learning how to let go of your personal preferences, your likes and dislikes.

Life is not personal. It only feels that way.

The moment in front of you right now... has absolutely nothing to do with you.

Until you really grasp the truth of this statement and how it impacts all your thoughts, feelings and actions...

Your life is NOT going to change.

You will continue to be stuck on the treadmill of trying to make yourself okay without fully addressing the issues of what is NOT making you okay, to begin with.

We are all here for only a short period of time.

Most of our life is already used up.

Death is random, unpredictable and final.

The past is in the past.

Continuing to do the things you have been for your entire life that have not brought you what you want... is not the answer.

This is what the Mindset Program above is all about - helping you to see a very different perspective in terms of how you live your life.

Other thoughts from the week...

There is nothing you can do with a short term orientation that will lead to lasting success.

There are no shortcuts...

There are no magic pills...

There are no quick fixes...

STOP LOOKING FOR THEM!!

Doing another deal is NOT going to fix you.

Real estate is a tug of war. Everyone and everything is trying to pull you into making yourself into a commodity. The only way to win this "tug of war" is to let go of the rope. This means letting go of all your past training, programming and conditioning.

Welcome any objection a client gives you... it lets you know what they are thinking about.

Getting in relationship with someone means getting in the flow of their life in a very authentic and caring way. These are people, not paychecks.

If you can't get into relationship with someone... they should not be in your CRM. Relationship requires engagement from both sides.

No one can time the market. Now is either the right time to buy or sell, or it isn't. Again, no one has the ability to predict the future.

So many agents ask me about marketing and social media as strategies for building their business. And yet no one asks about making CRM part of their strategy. Something to think about.

You must alway make sure your prospect/ client feels like you are being their advocate... especially when you disagree. The moment trust is broken... it is hard to regain. Always be sensitive to this. You can disagree with someone without making them wrong.

When you think your prospect/ client is being unrealistic... have them explain their point of view. Get really curious about what they are thinking.

The person in front of you is talking... What are they saying?

The thing that is causing you the most struggle and suffering in life is the exact thing you don't want to let go of... YOUR FEAR!!

If the ONLY reason you are not doing something is your mental or emotional fear... DO IT!!

Note: Please be sure to view this entire email message. You may have to click at the very bottom to see everything.

Making it Happen vs.
Giving Your Best

This is a huge distinction.

If you are like most people you have spent your entire life believing... if you want something good to happen, you must make it happen.

It is up to YOU!!

My question to you...

How do you get the Universe...

To do what you want it to do...

In the way you want...

In the timeframe you want...

With the people you want?

How?

How do you do that?

If you can't control the weather... what leads you to believe you can control life?

You need to carefully evaluate your belief system.

Do you believe through sheer willpower... you can get what you want in life?

Based on what evidence?

Is getting what you want as simple as...

Working hard enough, smart enough and long enough?

When you are using your will to get what you want...

You are pushing up against the natural flow of the universe.

Has this approach every really worked for you in a sustained manner?

What have you ever accomplished that brought you lasting happiness, joy, love or inner peace?

Can you name one thing?

What if you took at very different approach to life?

Rather than giving your best effort to make things be a certain way...

What if you focused your best effort on what is unfolding in front of you at any given moment?

Rather than being fully invested in achieving a certain outcome...

What if...

You were present for each and every moment?

What if...

Your sole focus was to serve each and every moment life presented you with?

What if...

You engaged each moment with the idea of "raising" the moment to make it better for everyone?

What if...

You learned to enjoy each moment as the miracle it really is?

How about this a a new life mantra?....

Be present...

Serve the moment...

Raise the moment...

Enjoy the moment!!

Imagine that life!!

This is what the Mindset Program above is all about!!

Topic: Mindset Call Join Zoom Meeting https://us06web.zoom.us/j/86103007394?pwd=ZVlMQ292YTNqT2lHOExHWUVnZG8zdz09 Meeting ID: 861 0300 7394 Passcode: 068075

Stay In Your Lane - The Curse of the Alpha Agent!!

I had a classic coaching session last week with a Team Leader of a really big team.

Her big challenge is being burned out on all the management decisions that need to be made on a daily basis and everyone wanting her opinion on all things, all of the time. She just wants to be a Rainmaker and do what she does best - list property!!

Everything is in place for her to just stay in the Rainmaker lane. She has a Director of Operations, staff, a Sales Manager and team agents. All the parts are there.

She has to learn how to trust them!!

During the session last week, a recruiting issue came up. And the Team Leader kept wanting to give her opinion on how she wanted things handled. In other words she was inserting herself in something that she really does not want on her plate. However, in the past she has been involved in every aspect of the business and felt it was important to get her point across to the Sales Manager.

I had to repeatedly jump in and say...

You can't have it both ways...

You can't complain about being dragged into everything then turn around and insist you are part of decisions that are outside your lane.

Was it appropriate for her to share her input?

Absolutely!!

Then she needed to let go and have confidence in the people who are in charge of that part of the business.

If you are team leader... this is going to hit a nerve.

Know your lane and stay in it!!

If you are in the Rainmaker Lane... stay in your lane!!

If you are in the Head Coach Lane... know it and stay out of the deals.

Of course you are going to have an opinion on everything.

Of course you probably know what is best and the best way to get things done!!

Stay in your lane anyway!!

The Curse of the Alpha Agent - Just because you can do something better than another person on the team, does not mean you should be doing it. Alpha Agents think they can do everything. That is the way they are wired. They see the big picture. They see the tiniest detail at the same time. They see how to fix everything in seconds and find it impossible to understand why everyone else doesn't see things in the same way.

In truth...

Trying to do everything...

Thinking you need to control everything...

Feeling like if you don't do it... no one will...

This is what will eventually limit your ability to grow your business as Team Leader.

In 2023 we are going to launch a Team Coaching Program. This is not going to be a lecture or workshop or presentation. This is going to be top team leaders getting together on a regular basis and working through all the situational issues you face on a regular basis. All topics will be up for discussion. This will be your opportunity as a team leader to really to brainstorm with the best of the best to find solutions that work for you and your team. If you are interested, please email [email protected] with TEAM in the subject line.

New Book Available!

Make Them Think!!

Most sellers like to play a game when it comes to pricing or price reductions.

How many times have you heard some version of... You're the expert... we want to know what you think?

Don't take the bait!!

They really don't want to know what you think. They just want to find out if you are thinking... what they are thinking.

They want confirmation of their thought process more than your opinion on price.

Zillow is a great way to determine what your seller is thinking about price.

Agent: You probably looked at Zillow.

Seller: We did.

Agent: Zillow showed $1.2mm. That probably seems low to you.

Seller: It does.

Agent: You are probably thinking more like $1.5mm.

Seller: We would love to get a $1.5mm however we are probably thinking closer to $1.3mm.

This strategy will work most every time.

1. You give the Zillow price.

2. You say... You probably think this is low.

3. You go really high with your next number, way higher than market value.

4. They will correct you.

Here are some other pricing dialogs to get sellers thinking in terms of reality...

Let's talk price. You probably have a specific number in mind.

When it comes to price... how do you want to position your home against the competition?

What are you basing your price on? (Remember, always have the seller defend their price, not the other way around.)

In terms of pricing your home, what outcome are you most hoping to avoid?

I am not here to convince you that your home is not what you think it is worth. I do have one question for you. What if the best buyer in the market right now, is not willing to pay you what you think your home is worth? What will you do?

If for some reason... your home is not selling at the price you want... how will determine the right time to adjust your price?

What scares you most about having to make a possible price adjustment?

How long are you willing to be on the market without getting an offer that is acceptable to you?

Some more pricing thoughts...

Seller -

We don't have to sell...

We are not in a hurry...

We will only sell if we get a certain price...

Our neighbor's home sold for $x and we think our home is better...

Agent -

It sounds like the sale of your home is conditional on achieving a certain outcome...

How are you going to make the decision to sell or not?

What would convince you that it is probably better to hold off vs. putting your home on the market right now?

It sounds like not selling is definitely an option for you...

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Again, make the seller think.

Never make the seller wrong and understand it is not about convincing them with facts, logic, and reason.

This is an argument you are not going to win or should you.

Instead, make them think to find out whether there is any motivation to be realistic.

When the seller throws up the smokescreen of "I don't have to sell"... give them an out and see if they take it!!

Remember...

The person in front of you is talking.

When it comes to price...

What are they saying?

Listen...

Make them feel understood...

Make them think...

Find out if there is an opportunity to move forward or not.

You cannot help people who don't want your help.

When you are the Favorite, they will trust your guidance.

When you are the Fool, they want to make you wrong.

Here is the link for the monthly Black Swan calls - MONTHLY BLACK SWAN CALLS.

You can register at any time.

Please email [email protected] with any questions about this program.

Also... SPECIAL ANNOUNCEMENT

In June of 2023...

We are going to do a live 2 day program with Chris Voss and the Black Swan coaches.

The location will be either Los Angeles or Las Vegas. If you would like to get updates on this program - dates/ location/ pricing... please email [email protected] with BLACK SWAN in the subject line.

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Don't forget to check out the 4-part video series that is the perfect compliment to the book:

The Full Fee Agent 4-Part Video Course [Non-Compass Agents]

The Full Fee Agent 4-Part Video Course [Compass Agents]