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Archive for Up and Running in Real Estate

Do you think new real estate agents have a romantic–or a realistic–view of the business? Give me your advice.



The ‘romantic’ view: I’ve got my license, my business cards, I’m with a wonderful company. People will find me, be really nice to me, never offer objections, never lie to me, and do whatever I tell them. I will make lots of easy money fast, working no more than 30 hours in a hard week.

The ‘reality’: I don’t expect people to find me. I have to go out and find lots of people. I have to use my ingenuity, grit, tenacity, and never give up. I have to be able to say ‘I don’t know but I’ll find out’ a dozen times a day. I have to be able to tolerate clients not showing up, not telling the truth (come on, don’t be tough on me, it’s true….), not buying when they should, and listing with someone else. 

How do we present reality? You can help. I’m editing the 6th edition of Up and Running in 30 Days, the internationally-published business-planning/action book for new agents. I’m also finishing a new book for would-be agents, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. 

Tell me what you think. I’ve made 2 surveys, one for agents and one for managers. They each will take you just a few minutes, and you’ll be helping our industry prepare people for the reality of the business, not just the romance.

Here’s the link to the survey for agents.

Here’s the link to the survey for leadership.

Please return the survey to me by Feb. 27. If you’re quoted in either book, you’ll receive a copy, of course, and acknowledgment in the book.

audience sleepingHow to get them to attend training?

A common complaint of managers is that they can’t get their agents to come to training. For the next few weeks, I’m concentrating on training.  Why? Because it should be a huge part of your value proposition. After all, you can’t just recruit them–can you? You need also to have a complete development system. Coaching and training ARE a huge part of that agent development system.

Having trouble getting them to training? I turned to one of our senior coaches, Jodi Sipes, M. A. Here, Jodi shows you how to market your training to attract your agents and get them excited as students. Jodi’s advanced education in adult learning, plus her years of experience creating and implementing exceptional training for new agents, gives her a unique perspective.

Don’t be Dull! Set up Themes to Pique the Curiosity and Up the Attendance

Don’t just list the topics you are going to present. Create themes. For example: Listing month! New Year Planning! Spotlight on Buyers! Now that you have the over view of training and components put together, make sure that they compliment and support each other. For instance, when you are training new agents with the Up and Running in Real Estate training schedule, you should have supplementary training/practice days in your office. This is also a great place for experienced agents to grow as trainers—plus, their time will be saved, as they will teach everyone at once, instead of having a bunch of new agents knocking on their door with questions all the time.

Get Creative! Give it a Provocative Title

We see lots of training calendars in our training consulting. Most of them are dull as old brick! Don’t just list the topic. Instead, get creative. Make the topic interesting, even provocative. Put a new ‘spin’ on the topic. For ideas, read the names of programs given at your state and national Realtor conventions. Some of the topic names are really creative!

Give it a Double Punch for Double Learning

Don’t just teach the curriculum. Find ways to expand that subject from all the angles. For example: When you have a new agent training section on listing presentations you should have a top Realtor from your office give a demonstration on an effective listing presentation or an effective CMA. When you work with Buyer’s presentations, have a lender come explain the issues and requirements buyers face. Lead follow up and business planning create a good time for software vendors to show their programs. Marketing sections offer an opportunity for affiliates to show how they can support agents, and for vendors to show how their products can support agents. These supplementary classes are great for all agents of all levels.

Alternate Formal with Casual for the Unexpected

It’s also great to incorporate casual (brown-bag lunch—agent “Rap” session) support groups to encourage agents to share their ideas and frustrations. This creates a “teamwork” feel to your office, and helps agents through current challenges. When the manager shows up at these for the first part, agents can get their questions answered in a format that answers these for many agents—saving the manager time!

Putting together world-class training is a process, and will not be all you want it to be right away. It takes planning, support from your agents and affiliates, and time to catch on and develop. You can grow and improve each year.

We are here to support your agent development systems. Talk to us about coaching you in developing world class training. You’ll go further faster, and have time to do all the other management duties you know you should be doing.

LM CoverAre Your Agents Developing Quickly?

Let us help you create a recruiting, coaching, and training plan that works to get you–and them–more productivity faster. We’ll help you career complete Career Development Systems for both new and seasoned agents. Now, you have systems. You can expand. you can relax a little. Why not check out Leadership Mastery Coaching with a complimentary consultation?

Apr
30

Connections, not Sales

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Are your agents giving a ‘hand up’ to their clients at this time? Making connections?

Connections, Not Sales

The biggest change in your agent’s real estate business plan has to be in their short-term goals. All business plans have a lead generation component. That means we’re actively looking for listing leads and buyer leads. Our dialogues and our marketing materials are designed to bring us those leads.

 What does that mean? That means our communication needs to be

  • Supportive
  • Positive
  • Helpful
  • Meaningful
  • Relationship-based

That means we’re not looking for that big, money-making result. We’re really in a

“pre-lead” phase.

Why Connections?

Remember Maslow’s Hierarchy of Needs? It states that we must meet the lowest unmet need before we can be motivated to meet higher needs. What are the majority of people’s needs now?

  • Comfort
  • Shelter
  • Enough food and supplies (toilet paper!)
  • Fear of sickness
  • Fear of losing one’s job—or of making payments

Where are we on Maslow’s Hierarchy? We are close to the bottom—that need to meet very basic needs. Maslow calls those Safety or Security needs. That’s why agents’ messages have to be reassuring. You have to establish trust. You have to provide a safe harbor for your clients and potential clients.

Re-Designing that Business Plan

Instead of thinking ‘how am I going to get leads’? Think ‘how am I going to connect’? Help your agents design messages to their best target markets with connection as their goal. That means, too, that you must identify those markets and make your messages meaningful to those markets.

I just did a complimentary webinar for Real Estate Professionals called “Build Your Business Right Now to Position for Success Later”.

You can  see the video and grab the materials at my websiteI also have a 60-Day Business Plan template for all attendees so they can easily complete their plans. 

Outcomes of a Re-Designed Plan

The irony of this re-design is that your agents are going to create listing and sales opportunities because your client base is looking for that connection now. When they find it, they will walk one step closer to a transaction with you—even when you didn’t ask. The danger in ‘laying out’ (as we say in the music performance business when we’re told not to play) is that you’ll be way behind the curve when the market comes back. Those people agents considered clients found the agents were a ‘secret agent’ when they needed connections and information. They have turned to a new source of connections because you didn’t communicate. Don’t let that happen.

Start Today

From working with hundreds of real estate professionals during this time, I know clients are so grateful for these connections. Each agent has something to offer. Don’t keep it a secret. Help your agents share information, concern, and a positive attitude today. Not only will you reap real estate business in the future, they will feel better for having given value to their clients.     

 

 

We’re in a situation we’ve never faced before. Do you consider this an ‘interruption’ or an opportunity?

Is this an interruption or an opportunity?

We’ve never faced this kind of situation. Yes, we’ve been through and weathered the slumps. We’ve helped our agents change their strategies from sellers’ to buyers’ markets and back again. But, this is somewhat different.

Consider This a Unique Leadership Opportunity

On April 23, at 10 am PDT, I’ll be presenting a webinar for leadership on how to seize this time as an opportunity to lead. 

For many agents (I estimate it’s about 75% or more), this time is seen as an interruption of a great market. These agents have depended on

the market driving their businesses.

Now, in an instant, 

the agents must drive the market themselves.

But, most agents are not going to make that shift alone. You need to lead them to the concept that they now drive the market–and show them how to do that.

The Leadership Actions to Reveal Opportunities to Agents

How can you implement specific actions that work now to get your agents back into the business and connecting with their client base? Here are four methods to do just that. In the webinar, I’ll show you how to

  1. Motivate your team members to communicate value to their client base
  2. Mobilize your team to gain exceptional support
  3. Re-focus each of your agents by helping them implement a 60-Day Pivot Business Plan*
  4. Up’ your communication with specific changes

*You’ll receive my 60-Day Pivot Business Plan as my ‘thank you’ for attending this webinar. I’ll show you how to use this plan to coach your agents.

Special circumstances require special leadership actions. How have you lead your agents from an ‘interruption mindset’ to an ‘opportunity mindset’?

Leadership:

The Right

Actions to

Take

Now to

Assure Profits

Later

Join me for this fast-paced, 45-minute webinar exclusively for leadership April 23 (Thursday), at 10 am PDT. Click here for more information and to register.

You’ve taught courses in your office. Now, you can’t. Before you turn on the camera read my four ‘must haves’.

Your training calendar looked phenomenal. Until now. Why? It was all ‘live’. Yes, ‘live’ training is best, but it’s impossible now. So, how are you going to pivot to effective online training?

Just Turn on the Camera–Not

We can get away with a lot when we are ‘live’. We can wander a bit from the outline the audience will forgive us.   After all, we have an audience with whom to interact. We take questions, we create debate, we tell those great war stories. 

Is Your Course Really a ‘Course’?

I’ve taught real estate professionals and affiliates how to train for over three decades. I’ve seen dozens of their ‘courses’. Unfortunately, most aren’t courses. They’re streams of information. They’re not well-organized. They don’t have the end in mind–objectives. They don’t have various delivery methods (teaching methods other than that old boring lecture). Even though those problems don’t show up so badly in the live classroom, they show up with a vengeance when going online.

You’ll Need These Four Strategies in your Online Course

How are you going to avoid droning on until you get to the end of that hour you’ve booked to train? Here are the four things you need in your online presentation or course:

  1. An blazingly good course organization, created from learning objectives (having the end in mind)*

*See my 3 models to create your presentation or course in Train the Trainer, my online version of my training course

     2.  An easy, engaging process to draw the attendee in and keep him/her interested (methods to avoid droning on forever in a lecture) (self-analysis, reflection, case studies to complete)

    3.  Interaction and idea exchange with others in the course (adults learn from others)           

     4. Action plans and reviews so you can see your attendees putting your concepts and skills to work 

Before You Choose that Seminar Guru’s ‘Training’ Course

You may decide to go outside your office to find online training. Does that course have those 4 attributes I listed above? Who is the course for? Does it have accountability? Does the course have a method for you to coach the agent to the course? What will the agent accomplish through taking the course?

Choosing the right online training can make the difference between ‘still in recession’ three months from now or ‘back up and running’ to profits.

Call me at 425-392-6914 if you have questions about how to switch successfully to online training.

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, the proven business start-up program for new agents– Up and Running in 30 Days. 

Catch a sneak preview here.

This online training for new agents (and seasoned agents who want a jump-start) has the attributes I listed above. There’s one more important component left out of others’ online training:

YOU

I want you to be able to fully support your agents’ success–and grab their loyalty forever. So, I have waived the $99 fee for Coaches Corner (the coaching component of Up and Running in Real Estate) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the Up and Running in Real Estate program. See more here.

Lets create success together!

Questions? Call me and we’ll discuss whether this program would be a ‘fit’ for you and your agents: 425-392-6914.

Engagement: Do you have a plan to drive engagement with your agents in this shifted market? Or, are you waiting for your company, your association, or …… to take over? Or, do you think you just don’t have to engage?

Sometimes it takes years! I don’t want you to lose your agents–or your business.

Concrete Methods to Re-Engage Your Agents

Every week, I’ll be giving you specific actions to take to re-vitalize the communication and the activity levels of the agents in your office. I’m not just drawing these out of a hat. This is what I have done for years to encourage, tell truth, and get agents into action in challenging markets. This will set you up for great profitability, retention, and a wonderful recruiting tool. How do I know? I’ve done it several times. It works.

First: Set Up Your Plan

Don’t wait for your company or some outside force to do this for you. All well and good, but you need to step right in and be the one who literally LEADS right now. That’s right–leads. Oh, boy, I just thought of what I don’t want to happen for you: DON’T just send them to some training guru site and hope all works out (that includes me!).

What Your Plan Should Look Like

First, when I say ‘meetings’, of course I mean via Zoom or Go to Webinar, or a similar program!

As a group (and groups):

  1. New agent training at least weekly with actionable items they are to complete–must be high accountability
  2. Advanced agent training at least weekly with guests sharing best practices for this market
  3. Mastermind groups of various experience and/or production levels
  4. Office meetings weekly with guests

In other words, your training calendar must

  1. Address the needs of the various levels of your agents
  2. Be consistent and well-thought out to serve your agents with actionable items–which you then can get permission to share
  3. Create a compelling reason why your agents should re-engage frequently

You DO have a training calendar, don’t you?

With individuals:

  1. Quartile your agents using any weighing variables you feel are important (4 points for production, 3 points for culture, etc.). See who you can help (probably not the bottom quartile, but you make that call. It’s your time and energy. You deserve a pay-off…..)
  2. Look at what you’ve been urging these agents to get done for the past 6 months (or more!): their website, their bios, their databases, their presentations, etc.
  3. Choose 5 action items you want to use with each agent, and let each agent prioritize and add to these actions, add dates–so it’s their plan; or, ask each agent to come up with 5 prioritized items
  4. Set up a schedule with each agent to review actions–I’ll be helping you apply great coaching techniques so they are motivated to keep going!

What I’ll be Providing You

Besides these overview and bigger picture items, I’m going to provide you specific action items (some with templates so you don’t have to reinvent the wheel) that you can drop in in several training/coaching areas

Who Will Survive and Thrive Through this Time

I know today, there are companies and/or managers who have a ‘hands off’ approach: It’s the agent’s business and that agent decides when, how, and how much to do–alone. When the market is going nuts, that works, because the market is driving the agents. But, when the market becomes challenging, the agents are looking for leadership, for guidance, for coaching. They get lost–more easily than they will admit. Those who provide positive, clear, supportive leadership now will come out with a much stronger profit picture, a synergistic team, and a recruiting tool.

Tell me: What are YOU doing to drive action in your office right now?

               Let’s Partner to Drive your Success!

Online Training – keyboard 3d render illustration with word on blue key

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, proven business start-up program Up and Running in 30 Days. 

Not just a distance learning program!

No one wants to sit in front of a computer especially now!) and learn neat stuff….

Effective online training has to have 3 things:

  1. An easy, engaging process to draw the attendee in and keep him/her interested
  2. Interaction with a real human being once inawhile
  3. Interaction and idea exchange with others in the course

Ive integrated these 3 critical factors in Up and Running in Real Estate.

  1. Engaging--I created humor, introspection, and awards to motivate attendees to keep going through the program
  2. Coaching: I will be personally group coaching agents in the program, and you have a unique opportunity to coach in the program, too.
  3. Interaction:  set up discussion groups so agents can interact and support each other 

An Easy Way to Integrate Coaching Your Agents 

Your support right now is critical. So, I waived the $99 fee for Coaches Corner (the coaching component of the program) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the program. See more here.

Lets create success together!

interview with clip boardOnboarding: Is it causing attrition or retention in your company? Do you know? Do you know how awesome (or not) your onboarding system is? Have you done a survey? (more about that in later blogs).

The biggest lesson in the onboarding process is starting each new agent with a proven lead generating plan.

What Does Onboarding Include?

One study I used in Up and Running in 30 Days was the Inman Select Special Report: How to Fix New Agent Onboarding. The Inman report didn’t define what was included in Onboarding. From reading the study, however, Inman included initial training, coaching, and mentoring. I am going to add basic orientation and basic actions to the Onboarding process. Why? Because many real estate companies do not have adequate orientation processes. So, agents don’t get the basic direction needed to launch their businesses.

Question: What is your initial orientation like? Does it cover all the bases? If you want a template and suggestions of what should be included in your orientation, click here.

In this blog, I’ll address the results and its ramifications for real state companies–from the other survey published by the Society for Human Resource Management (SHRM).

Retention Starts in the Interview

From working with real estate companies over the past three + decades, I think that most brokers regard retention as something that we must do to keep those seasoned agents. However, according to the survey results in the SHRM study, retention decisions are made by those we hire within a very short period of time. In fact, both studies indicate retention starts prior to hiring!

Here is a major conclusion from this survey, and it what means to real estate companies.

Expectations of the job are different than what new hires heard in the interview. And, the Inman report said new agents fail because they are unprepared for the realities of working as an independent contractor. I’m sure you’ve experienced this. Your new agent is all excited about a career in real estate. But, he/she will not do the lead generating activities required to launch a career. You told the candidate he/she had to lead generate. What is wrong?

Question for you: How well do you explain the job expectations in your interview? Do you provide a prioritized job description for the new agent? (Click here to grab mine). How do you give the prospective agent a real idea of the job?

Three Tips:

  1. Prior to hiring: Have the agent shadow one of your agents who is modeling the behaviors you want.
  2. Provide the agent with the eBook What They Don’t Teach You in Pre-License School. This eBook tells the truth about real estate as a career! You’ll save lots of time in the interview process and winners will pick themselves.
  3. Ask the prospect agent to do an activity you feel is important: Like create a dialogue to talk to someone they know about buying/selling real estate.
  4. Prior to hiring: Give the prospective agent Up and Running in 30 Days. Ask them to review the book. In my experience, if they come back, excited to begin this specific start-up plan, they are a good match for a productivity-focused office. If they come back and reject your lead generating plan, not a good prospect!

In my next blog, I’ll discuss more of the study conclusions and what they mean to us as real estate owners. I’ll also offer tips to tighten your onboarding process. Isn’t it worth having great systems if you could increase your retention of first year agents to 75%?

Last question: What’s your retention rate now of first year agents? How much money do they make their first year in the business? Do you know?

How’s Your Quick-Start Program Working?

Up and Running_5e largerBoth these onboarding studies prove that leaving the new agent’s orientation, training, and start to chance just doesn’t cut it. Take a look at what’s new in Up and Running in 30 Days: updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.

Here are the 5 great performance principles I learned from my piano teacher.

Why are these so important? Because, as trainers, we want to

change behavior,

 

 

not just impart information!

Big questions right now: Are you training with methods that actually change behavior, or are you just imparting information you think will help your students?

PS. If you want creative training techniques that really do change behavior, check out my unique course, Instructor Development WorkshopOr, see my distance learning version, Train the Trainer. Both qualify instructors to teach clock hour courses in Washington state.

Why Some Get Results–and Others Don’t

Recently, one of my coaching clients (an owner of a real estate company) asked me, “Why do some trainers and coaches get great results and others don’t–but seem to be working as hard?”

Great question, huh? In fact, if we trainer/coach types knew that answer, we could build our systems so that we assured great performance! So, I went back to my ‘former life’–that as a musician and piano/flute teacher, and thought, “Why do some piano teachers create great performers–and others don’t?”

Why Use Piano Teachers as the Analogy….

I use the analogy of the piano teacher, because it’s easy to hear differences in sloppy and great performance. I’m sure you’ve heard 2 people play the same piece of music. One plays it accurately and one just kind of slops through it. Or, some piano teachers’ students drop out, unmotivated to practice, while others stay motivated, challenged, and achieve high performance–even if they don’t seem to have great talent.

Five Proven Components for Great Performance

From having taken piano lessons since age six, gaining a degree in piano performance, and having taught piano at the grade, high school, and college level, I’ve had an opportunity to see the great and the not-so-great–both teachers and performers. Here are the five components I’ve discovered make the biggest difference in great performance (which is what you want to shoot for when you teach!).

1. Great piano teachers screen in and screen out.
They don’t let just anybody take lessons from them.

Trainers and coaches: What’s your ‘screen in’ process? Do you have one? Do you have a list of questions you ask? In our coaching company, we have a prescribed list of questions we ask potential clients (and we unfortunately have to turn down some). I even have a Coachability Assessment I provide potential clients. Click here to request your copy.

2. Great piano teachers set expected standards (minimums) during the screening process–not after the lessons start!
Those standards include: Amount of practice each day, recitals attended and played in, going to lessons, etc.

Trainers and coaches: What do you expect of your clients? Make a list of at least 5 standards now–and get the ‘mutual expectations’ agreement in writing prior to letting them into your program.

3. Great piano teachers figure out the ‘competency levels’ they want their students to attain–and when they expect them. They won’t let the students perform in front of others if the student has not reached compentency levels.

Trainers and coaches: How good do you expect your students to get in that one-month training program you’ve been doing? Do you even measure skill levels? Which skill levels to you measure? How? Do you have your students practice their listing presentations until they reach the level of competency you believe the real client expects? What an eye-opener! Make a list now of 5 skills and the level of competency you want your students to attain in your training program. You’ll see your outcomes go way up just by doing this.

4. Great piano teachers get better performance because their excellent students motivate other good students to excellence.

Trainers and coaches: Have you ever gotten yourself into the situation where you felt like you were way above the other people in your group? This isn’t an ego thing–it’s just a ‘I don’t belong here’ thing. Likes attract. Good performers motivate other good performers. Excellent performers stay. Are you creating a self-motivating group–or, are you creating a situation where your good performers will leave for a team that is ‘more like them’? This goes back to those ‘screen in’ and setting competency principles. I know we all feel challenged when people don’t appear motivated. Here’s one of the secrets to fire them up!

5. Great piano teachers provide lavish praise–when deserved.

Behavior that’s rewarded is repeated.

If you have competency levels, you have a way and a reason to praise. Your students/clients know when they have reached those levels–and can expect praise, too! In fact, strong students/clients will ask you for praise. Write down the 5-10 methods you use to appreciate and praise good performance. If you can’t get to 10, figure them out.

But, what about the method? The specific coaching, the training? Yes, the method is important, but the coaching/training techniques above are much more important. I’ve heard some great performers and some poor performers all playing the same kind of music from the same method. At the same time, great methods should have some ‘built-in’ features that assure the trainer/coach is achieving these 5 principles.

Principles, System, Coaching–Putting it All Together

From talking with prominent trainers, managers, and coaches, we’ve pinpointed a need for all those training and coaching today to get the coaching they need to turn out great performers. So, each one of these 5 principles is in my initial online training program for newer agents: Up and Running in Real Estate. Check it out. Your agents will be performing better and faster with this program and principles.

Is Your Initial Training Program Getting the Results you Want?

Or, a better question: Do you know what the results are? With my online training program, Up and Running in Real Estate, you see the progress your agent is making each week. You measure the results in concrete terms. Check it out. It will save you time, and money, and give you much greater retention!

What do you do if someone won’t get into action?

This month, I’m featuring tips to get your agents–and you into action better–and faster. Why? Because real estate is a ‘performance art’, not a knowledge pursuit!

(Note: Watch for my new little book, it’s literally a ‘little book’, with the quotes I’ve coined (or copied, I’m sure), over the years. The quote above is from the book, too). Oh, the name of the book: Big Ideas (in a little book). By the way, the book is a great gift to your agents–and will give you 80+ quotes for meeting discussions, too.

Real Estate Sales IS Challenging!

I’ll bet your agents didn’t know how challenging real estate sales were until now. To cope with those challenges, our creative subconscious may be coming up with ways to convince us to avoid getting into action. We might even start believing your subconscious! One of the most common reasons is the old “I can’t do that because I don’t know enough.” Or, maybe your subconscious has convinced you that you’re not organized enough to get into action, or that you’re not perfect enough.

Getting Ready to Get Ready

Ned, an agent in my office, acted in a way that is an example of creative avoidance. In the business eight months, Ned had made only one sale. However, he was in the office regularly and appeared busy with paperwork. He attended law courses and was well-informed on financing. One day I saw Ned collating maps. I asked him what he was doing. He explained that he was putting together a series of maps for a buyer’s tour. I thought that was exceptional; buyers would really want to know the whereabouts of the homes they were seeing. (Today, Ned would be using apps for that–and spending lots of time getting the right apps and exactly the right ‘maps’……..)

Unfortunately, Ned had used his strategy with only six buyers—all the buyers he had put in his car in the past eight months! He had spent his time on this nifty map system, but had not talked to enough people to get them into the car—or have the opportunity to appreciate the map system! Which is more important to your goal attainment—talking to people, qualifying them, and showing them homes, or working diligently on a map system in case you find someone who wants you to show them homes?

How People Get into Action

How do you “get into action”? How do your agents get into action? In a wonderful book, The Conative Connection, Kathy Kolbe explores the ways different personalities get into action—not how we learn, but how we get into action. Some people barge ahead and worry about the details later. We start badly, but, because we’re tenacious, we surprise people by how good we finally get. Unfortunately, our supervisors often remember only how bad we were when we started. We must be tough-minded and keep at it; we must retain an image of ourselves as “finished products,” because others will not see us that way. Other people observe the action for a long time. Finally, when we feel ready to perform well, we get into action. We start slowly but well.

Slow Starters May be Deceptively Competent!

Because of our slow start, we don’t get much positive reinforcement from our supervisors (or coach or manager), who note our lack of progress compared with others in the office. If slow starters are tenacious and believe in themselves, they become very good because they practice perfectly. Kolbe points out several “get into action” styles. This book will help you pinpoint your “get into action” style as well as the barriers and challenges various types of ‘action starters’ face as they start their real estate careers.

Help Your Agents Embrace Embarrassment

Go ahead—be embarrassed. There is no way to be experienced until you get experience. No agents like to take risks, be embarrassed, or have buyers and sellers guess that they are new in the business. But face it—everyone has been new in the business. Just go ahead and get those first few months over with. You will be embarrassed every day—many times. As a new agent, my most common statement to buyers or sellers was “I don’t know, but I’ll find out.” In music, little could stump me—but in real estate anything could stump me! Still, I muddled through it, and you will, too.

* Big Idea: Your ability to get into action and risk being embarrassed is one of the attributes of a successful new agent (or manager!).

Why not take your time? I’ve interviewed prospective agents who told me they really didn’t want to sell real estate right away. They wanted to learn everything they could. Then, after six or eight months, they would feel ready to sell real estate. It doesn’t work that way! I wish I could tell you that agents can successfully launch real estate careers by taking lots of time to “get ready.” However, if you take all the time in the world, you will fail. Why? Because lack of success is a great de-motivator!

. To remember and emulate good performance, we need to perform right after we have heard, seen, and practiced that performance. Learning something in a class and letting that skill lie dormant for months just guarantees poor skill—and high stress.

* Big Idea: 99 percent of what we learn we learn by doing.

On a scale of 1-10, 10 being “I jump right into action”, how would you rate yourself in getting into action?

Let Me Help Your Agents Get Into Action with More Confidence

It can seem like every day in real estate is a new challenge! I know–I remember those days well! Why not get the best start (or re-start) possible? Take a look at my innovative online, training/accountability program, Up and Running in Real Estate. There’s a coaching component, too, so you can track your agents’ successes and coach them along the way. Check it out here.

Jun
19

What We Can Learn from Mr. Rogers

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What can we learn from Mr. Rogers?

I’ll bet we would all agree that today the world is more divisive than ever—in every way! So, we can’t move forward. We’re spending all our energy defending our thinking…..even when we should be looking at it critically—and honestly looking at other points of view.

What does that mean for us, as businesspeople (and us people in general)? That perhaps the energy we’re expending in one direction isn’t giving us the kind of pay-off that we ultimately will find most rewarding (and not just monetarily). Although I have some general conclusions here, I also have some exercises for managers to use with their associates to help them reach their potentials.

Mr. Rogers to the Rescue

The solution to our divisive world may be with a person who had a long-running children’s show—Fred Rogers. First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

Mr. Rogers’s Big Lessons for Us

 Morgan Neville, Academy Award winning filmmaker, is the creator of the Mr. Rogers’s film mentioned above. From studying Rogers’s lessons, Neville boiled it down to one thing: radical kindness. “He talked about grace all the time … As a minister himself, he saw the idea of grace is the undeserved goodness bestowed on you by God. In other words, being good to someone whether or not they deserve it, and whether or not you’re going to get anything back. You just do good to other people, for the sake of doing good. And that is essentially what Fred was preaching all along.”

Question:

Big Lesson from Mr. Rogers about Attaining Mastery

As a coach, first in music, then in business, I see potential in people that they sometimes don’t see in themselves. What I can’t tell, though, is their ability to stick with it from beginner to mastery. As a musician, I know that only practice makes perfect. (And perfect practice makes your performance truly perfect—getting to mastery). You just don’t sit down at the piano the first time and play a Beethoven sonata well!). Yet, too many times, I see people settling for ‘first time performance’ as their standard.

What Mr. Rogers Says about Learning and Practice

For years, I’ve given a little book as a gift to clients, referrals, etc. This book is The World According to Mister Rogers. I love it because, as a musician, it has quotes that I know to be true. Here’s one that’s so appropriate because it reminds me of what new real estate agents (and new managers) sometimes think:

When I was young (about eight or ten years old), I was trying to learn so many things all at once, things like the piano and organ and algebra and cooking and typing, and I even started to take clarinet lessons. But, I just didn’t practice the clarinet, so I didn’t learn. I think I wanted to learn by magic. ….But magic doesn’t work with learning, not with anything really worthwhile.

Note to managers: Lead a discussion on the difference between ‘first tries’ and mastery. Brainstorm some methods to attain mastery. Brainstorm the stumbling blocks to getting better. Create some ‘next steps’ for those who want to get to mastery (get a coach, become a mentor, take a ‘how to train program, become a trainer, become a coach)

Help to Practice Perfectly and Get Farther Faster

There are several unique ‘learning strategies’ imbedded in my online training/coaching/accountability start-up program for agents under 2 years in the business. I didn’t learn these ‘learning strategies’ in real estate–I learned them as a practicing classical/jazz musician. They work to get better performance faster–and motivate us to go right back and do it again! Check out my unique program, Up and Running in Real Estate. There’s even a coaching component so you can be involved with your agents–without spending thousands of hours at it! Check it out here.