Your Coaching Matters Blog!

Lead A Day 10.01.2020

lead a day Oct 01, 2020

Fundamental Mindset Shift

It's the start of 4th Quarter. Look at your annual goals. You probably need to pend in October most of everything remaining needed to meet your closed goals. Is it time to crank up the sails to go FASTER? Or is it time to sail to a revised goal? (It can be BOTH too...)

LAD 28 Minute ACTION

Time to look at the first 3 quarters. Keep it simple:

How many listings are sold and closed + pending to still close in 2019?

How many buyers are sold and closed + pending to still close in 2019?

What was your annual goal of closed deals?

How many do you need to pend in October to meet your Annual goal?

Your Action today is to take the information above and look at one more thing.

What is the ONE source that gave you more business than any other?

TODAY you do everything you can to duplicate that source into a...

Lead a Day - 9.30.2020

lead a day Sep 30, 2020

Fundamental Mindset Shift

End of 3rd Quarter!

LAD 28 Minute ACTION

We end the 3rd Quarter of this year today and move into the final Quarter of this year.

For our Lead a Day Club idea I’d like you to embrace the idea that you ARE a salesperson. The secret is, EVERYONE is.

Our success in life and business is determined by our ability to sell.

Today for 28 minutes write down as many problems people have that you can support them solving. Start with your leads… what problem is solved for them when you sell something for them or to them?

If you have no leads, then think of people you know. Don’t know anyone? Then imagine a TYPE of person, like for sale by owner or expired or college graduate with a great job still living at home...

Now…...

Lead A Day 9.29.2020

lead a day Sep 29, 2020

Fundamental Mindset Shift

It's not rocket science. You are simply looking for someone that needs to move. Keep it that simple.

LAD 28 Minute ACTION

Contact everyone you do business with to say THANK YOU for their work they do for you.

Here's the conversation today:

Who to thank: Your vet, doctor(s), dentists, dry cleaners, accountant, bookkeeper, wealth manager, lender, termite inspector, home inspector, title rep, copy machine people, IT people, yard people, cleaning people, electrician, painter, handyman, etc, etc.

"Bob, as we go into fall, I just wanted to reach out and say thank you. It's been an outstanding year and as I stand her moving into the 4th Quarter, I have to think that some of my success came from having you in my life. I mean... the way you take care of my...

Lead A Day 9.28.2020

lead a day Sep 28, 2020

Fundamental Mindset Shift

I have a conversation:

LAD 28 Minute ACTION

Dial all the people in your Database you can in 28 minutes. Expect to leave 6 messages for every 1 you reach live.

Here is the message. Adapt it for the person you reach live:

"This is _____, I’m sorry I’m missed you... hmm... I really wanted to talk to you sometime soon ( pause ) because I've been looking... and it looks like your house may be… the thing is… I think it' probably worth…. a LOT more than you think!

You know what? I hate to leave this on a message but… I’d really like to give you a good update on the real market value of this house.

It really doesn’t matter if you’re thinking of selling… I just want to do this for you.

As part of the...

Monday News You Can Use

monday news monday news you can use! Sep 28, 2020

Is the market peaking now? What do you all think?
Why adults are moving back home
Good example of using numbers to create a compelling story - Mortgage rates up
Fixing up a home does your mind good :)
New Homes sales UP UP UP

Conversation Advancer:

“I'm probably buying my friend's / neighbor's home!”

How Exciting I’m glad you have started the process already! Private deals can occasionally work well. There are two approaches here many choose from:

I can still help advise, negotiate, and bring the transaction to a close. I would just request my compensation from the seller (don’t say friend).

Or you could handle it all ALONE.

Do you have a preference?

Tech Tip:

For the visual thinkers - a different kind of calendar.

Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real...

Lead A Day 9.24.2020

lead a day Sep 24, 2020

Fundamental Mindset Shift

What is your dream? What do you do this work for? Who benefits from your success other than just yourself? Your family? Your kids? Your parents? Your church? Your community? Get a dream...

LAD 28 Minute ACTION

Pick up the phone and call EVERY person you should have talked to this year and haven't, wishing them a Happy Fall (it started Sept 22) and asking if you can be of service to them in any way over the next 3 months.

No crazy script. Nothing fancy. Come from a spirit of contribution.

Some of my clients do this now and ask if they can deliver a pie the day or two before Thanksgiving and if so, what type - pumpkin or apple or pecan?

One of our new coaching clients offers a "Free Pie Contest" to his Farm area and people submit a request to...

Lead A Day 9.23.2020

lead a day Sep 23, 2020

Fundamental Mindset Shift

If you are waiting for someone else to make it happen, it's gonna be a long wait.

LAD 28 Minute ACTION

28 minutes of doing it yourself.

Allowing NO excuses, can you find great contact information for a lead you have that you don't have great information on now?

Step one - Pick a lead. That name that is on the open house sign in sheet but the number and email are illegible. That lead you got online with just an email address, no name. That person who's a neighbor of a friend but you have no other info. If you don't have someone like that, then pull up an expired listing.

Step two - Imagine you HAD to reach this person. Its life or death. Or if that's too dramatic, they accidentally left their diamond ring on...

Lead A Day 9.22.2020

lead a day Sep 22, 2020

Fundamental Mindset Shift

Gosh... so many of these this week are about WORKING!

I mean... Donna.... do we REALLY have to work??

Oh, I don't know... how much do you want to MAKE???

LAD 28 Minute ACTION

Imagine for 5 minutes that you had a big amount of money to spend on your business…. And your ONLY job was to hire someone for a job to do for you.

The pay was an annual salary of $450,000. Got that imagined?

You are a wealthy business-owner and you're hiring this person to pay them nearly HALF OF A MILLION a year.

One of the perks is they can take 4-7 vacations a year, as long as everything was handled while they were away.

Nice job, right?

Now... part of the deal was they pay their own expenses... their gas, car, phone, clothes, continuing-ed,...

Monday News You Can Use!

monday news you can use! Sep 21, 2020

Wow- 52% of 18 to 29-year-olds live at home but 23% is due to colleges closing. Interesting how it’s spun.
Send to everyone - Cost-Effective improvements for your home. I Liked the landscaping
For your home flipper investors Notice the 41.3% return on Investment - this is not 41% on the purchase price but on the down payment - more details here - 1st Quarter 2020 - Average purchase price was $169700 - resale was $232,000 - assume 8% buying and closing cost ($18,500) Leaves $43,800 for repairs, improvements, holding costs, etc.
Interesting article on potential evictions in 2021

Conversation Advancer:

“I’m a year or so out from buying”

This is a stall - their monkey mind is just keeping them safe - ask a great question that brings them into the pre-frontal cortex

Just out of curiosity what’s magical about a year or so? If...

Lead A Day 9.21.2020

lead a day Sep 21, 2020

Fundamental Mindset Shift

Believe in the process. Do the right thing every day.

What is the right thing?

At least 28 measly minutes of high energy pedal to the metal Lead Generation or Lead Follow-Up if you already have a list of leads.

This is called Sales.

Don't want to? Might face the fact you need to find another job.

LAD 28 Minute ACTION

What are your top 3 sources of business?

Don't know? Haven't done enough to know? What 3 would you choose if you could? Define your top 3 you will go after 4th Quarter this year. Create a plan to spend 10 minutes a day on generating leads from each source. (yes, that's 30 minutes, but let's not get picky here) Start today. 10 minutes on each of 3 sources.

True Lead Gen story:

Every time I did a CMA in a neighborhood or complex, I would see who else in my database this...

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Fundamental Mindset Shift

LAD 28 Minute ACTION

Fundamental Mindset Shift

LAD 28 Minute ACTION

Fundamental Mindset Shift

It's not rocket science. You are simply looking for someone that needs to move. Keep it that simple.

LAD 28 Minute ACTION

Contact everyone you do business with to say THANK YOU for their work they do for you.

Here's the conversation today:

Fundamental Mindset Shift

LAD 28 Minute ACTION

Conversation Advancer:

“I'm probably buying my friend's / neighbor's home!”

Your Coaching Matters Supports Agents and Brokers toElevate the Professionalism of Real...

What is your dream? What do you do this work for? Who benefits from your success other than just yourself? Your family? Your kids? Your parents? Your church? Your community? Get a dream...

LAD 28 Minute ACTION

Pick up the phone and call EVERY person you should have talked to this year and haven't, wishing them a Happy Fall (it started Sept 22) and asking if you can be of service to them in any way over the next 3 months.

Fundamental Mindset Shift

If you are waiting for someone else to make it happen, it's gonna be a long wait.

LAD 28 Minute ACTION

28 minutes of doing it yourself.

Fundamental Mindset Shift

Gosh... so many of these this week are about WORKING!

I mean... Donna.... do we REALLY have to work??

Oh, I don't know... how much do you want to MAKE???

LAD 28 Minute ACTION

The pay was an annual salary of $450,000. Got that imagined?

You are a wealthy business-owner and you're hiring this person to pay them nearly HALF OF A MILLION a year.

One of the perks is they can take 4-7 vacations a year, as long as everything was handled while they were away.

Nice job, right?

Conversation Advancer:

“I’m a year or so out from buying”

Fundamental Mindset Shift

Believe in the process. Do the right thing every day.

LAD 28 Minute ACTION

What are your top 3 sources of business?

True Lead Gen story:

Every time I did a CMA in a neighborhood or complex, I would see who else in my database this...

Two Step

Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real...