Discover Your Strengths and Lean In

Jul 09, 2020

There's no one right way to build a business. It's also true that there are many wrong ways. Real estate is unique in the sense that it's a relationship-based industry that rewards entrepreneurs with great interpersonal skills, while also punishing those with little business sense. The irony in this, of course, is that these are usually the same people. 

Highly analytical thinkers and excellent socializers and communicators are rarely of the same cut. But both are required to run a successful real estate business long-term. And to bridge this gap, it's important to find one's strengths, acknowledge weaknesses, and lean into the parts of the business that will produce the biggest return on time and money.

This isn't always easy to...

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Halftime's here. What adjustments are you making?

Jun 29, 2020

If there's one thing 2020 has taught us, it's the importance of flexibility. Of finding new ways to accomplish tasks when circumstances change rapidly and in unexpected ways. But such is the nature of real estate sales. Whether it's a global pandemic or the changing stages of a business cycle, real estate pros are constantly having to make adjustments based on market forces. 

And we should want it that way. The reality is, if everything worked all the time, if growing a real estate business was as easy as following a concrete roadmap, everyone would do it. The ability to make adjustments is one of the most important competitive advantages we have.

Now is perhaps the most important time of the year for this type of reflection....

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Stop Throwing Money Away and Layer Your Approach

Jun 22, 2020

Traditional real estate marketing is dead. In the age of hyper-connectivity and influencer culture, what used to attract clients tends to fall short. Gone are the days where sending out a certain number of mailers would garner a predictable and consistent amount of phone calls, appointment and signed agreements. Things are more complicated now. And although that sounds a little glum, it's really a positive notion. If real estate marketing was easy, everyone would master it, and flatten the opportunities presented to those that crack the code. So how do we thrive in this new landscape?

Here's the thing. They way in which human beings communicate hasn't changed. We read, we talk, we hear. It's all the same. What's really changed is the...

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The biggest opportunity of 2020...

Jun 15, 2020

With the market inching closer and closer to normalcy, it's time to take a step back and analyze the landscape, and the segments of the market that will provide the best opportunities for your business going forward. 

Several things have happened in the last few months that have the potential to affect the shape of real estate sales nationwide in the short term. Nearly 4% of all mortgages are currently in forbearance. That may not seem like a substantial number, but it equates to a few million homeowners across the country. 

When pushing their payments back, sellers are essentially deferring equity in their homes. This may create a situation for many would-be sellers that pushes their plans back and keep them in the home...

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Where your focus should be right now...

Jun 08, 2020

We're back! At least in most parts of the country, real estate sales are storming back with vigor. It's beginning to feel much like a normal summer marketplace, on steroids. And while that's a welcome sign of relief for a lot of us, it's important to keep our eye on the ball as things inch closer to normalcy. So where should your focus be right now?

For the eight weeks that our market was, more or less, shut down I preached the importance of continuing to build our pipeline. I knew there would be a rush of activity on the other side and I wanted to be prepared to get our unfair share. We were fortunate enough to put 26 homes under contract in the month of May. An incredible feat given the circumstances. 

But now we're facing the...

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You Cannot Succeed Without Doing This First...

Jun 02, 2020

I have a theory, which is conveyed in one form or another, at every team meeting, mastermind, one-on-one etc., with our agent partners. That is "If you can speak English and type on a computer, you can sell real estate."

It really is that simple. So why do 87% of agents not make it past their first year in the business? Why are so many of us constantly riding an emotional roller coaster that inevitably ends with us exiting stage left? More importantly, what is it that separates successful agents from those that can't quite make it happen?

Simple doesn't mean easy. Perhaps no distinction is more important in entrepreneurship. The fact is, simple things can hurt. They can be tough. they can require seemingly inhuman amounts of...

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You need listings now more than ever...

May 26, 2020

The geographic location of your business is likely directly correlated to your outlook on the current market. As states begin to reopen, buyers and sellers have come back to the table unevenly across the nation. In areas like North Texas, the market has become flooded with willing buyers ready to pay more than asking for homes they feel they're still getting at a bargain going forward. Sellers, however, are still relatively hesitant to pull the trigger.

Whether it's concerns over safety, or just general outlook on the future of the housing sector, sellers are much less motivated to pull the trigger. Having a safe asset is appealing in times of uncertainty and so it's understandable that sellers are less willing to make a move until...

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The calm has passed - the storm is here...

May 11, 2020

Two months ago the real estate industry came to a grinding halt. Not really, but that's what a good portion of industry pros believed, and how many of us acted as we drew the curtains, contracted into the fetal position, and prayed for better days ahead. Reality is, there's been plenty of business to be had these last eight weeks. Yes, statistically things are down across the board, but so are non-quantifiable metrics like the amount of agents doubling down on their efforts and rising to the occasion while others look for the exit signs. So there have been few, if any, excuses not to step up our proverbial games. What's better, for most of the country, agents are now being rewarded for that perseverance.

The pinch has come and gone....

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How to Nurture Your Prospects Without Pushing Them Away

May 04, 2020

Building a real estate business is simple. You meet new people (lead gen), nurture them until they're ready to make a purchase or sell an asset (follow-up) and then assist them in the process (conversion). It really isn't any more complicated than that. 

So why is it such a grind? Why do we spend so many  of our waking  hours agonizing over how to attract more clients, close more deals, and find some time in there somewhere to live some semblance of a normal life? The truth is, just because something is simple, doesn't make it easy. 

Of course we need to put those hours in. No matter where our business is currently at, it takes constant, focused effort to continue growing, moving towards whatever vision we have for...

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Start swimming to the top...

Apr 27, 2020

Seven weeks. That's where we're at. It flies by, doesn't it?

Nearly two months into a global shutdown, how have you used your time? Have you pressed hard each and every day to continue growing your business? Have you spent time on yourself and personal growth routines? Or have you simply gotten in some much needed R&R? 

There are no wrong answers - except of course doing nothing, but for most of the country there is an undeniable feeling that sentiment is beginning to shift. With some states pushing to reopen, it's becoming more and more obvious that people are growing weary and ready to get back to some form of normal life. For real estate pros, that means it's time to get back to the  grind.

No matter how far off we are...

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