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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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Lead A Day 9.18.2020

lead a day Sep 18, 2020

Fundamental Mindset Shift


It's not always EASY to do the Follow-UP & Follow-THROUGH that makes the difference... While still working every day to find someone NEW to help and them finding someone else... etc.

Do the difficult thing.

And do it well.

LAD 28 Minute ACTION

From Coach Mike Stott -

Note that this IS our true story of the day because he uses this NOW!

Today we are going to get in touch with all those leads that don’t get back to you after leaving them a phone message with three tips:

1) Double dialing. Try dialing the prospect's number and if you get a voice message immediately hang up and dial again. Approximately 25% to 40% of the people will answer the second time. You might also immediately call from a different number.

2) Text them. Americans now text to the tune of two times the number of calls made each day!

A typical phone call...

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It's almost time! How to work buyers and get your offers accepted starts in about half hour!

Uncategorized Sep 17, 2020

MUST pre-register - Here's the link: 


If you miss it, let me know at [email protected] and let me know. If I get enough that missed by accident I may re-run it again live before we start the full course on Thursday...  

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Lead A Day 9.17.2020

lead a day Sep 17, 2020

Fundamental Mindset Shift


What are your Standards of Integrity?


LAD 28 Minute ACTION

If you do not know how to identify your standards, we have an exercise you can do. Ask and I'll email you the details. Takes you about 30-45 minutes to complete.

Your Action today is to have the courage to sell someone the truth.

It could be a buyer that is not realistic. Or a seller.

It could be yourself.

What truth will you tell today, with compassion, that changes everything?

True Story of the Day:

I had a Seller that was overpriced. It was a tough place to price and the seller listed it by mail before I could get inside to see it. (uncooperative tenants). Once I had the listing I went out and saw the condition, which the seller had estimated a 7 on a scale of 10 and it was maybe a 1 or 2. I told him it was overpriced...

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Lead A Day 9.16.2020

lead a day Sep 16, 2020

Fundamental Mindset Shift

There is no failure. There is either success or the chance to learn something to make you better. Believe that. Try more often than anyone you know. The more you embrace and welcome the failures, the more you will learn and get better. 
Failing More = Winning more often.

LAD 28 Minute ACTION

What if you failed so you could learn so you could win more often?

What if you KNEW every 10 no's = a yes on average. Would you go for 100 No's to test the theory? That would be 10 yes's if it's right!

What are you asking for a Yes to?

Define that and then ask hard and fast for 28 minutes NOW

True Story of the day:
Floyd Wickman used to have us call the phone book in his Sweathogs class... that's right. Start at the front or start at the back, but simply dial every single number.
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Lead A Day 9.15.2020

lead a day Sep 15, 2020

Fundamental Mindset Shift

Nothing happens when we just dream about our goals. Oprah says that when you make your Goal The Process, only then do your dreams come true.


LAD 28 Minute ACTION

Take Action.

Pick one of these for a Goal Today:

Contact 10 people you know well and are SURE they do NOT want to sell.

Just to be double-sure.

Follow-up with every lead I have now in some way before the end of the day.

Send by mail 10 notes/letters/articles to Past Clients or Leads before today at 2 pm.

Identify 10 good Expired or FSBO leads within 5 miles of my office to target.

Here's today's story - it has a Title:

How many licks does it take to get to the center of a tootsie pop?

Mike has made hundreds and thousands of contacts to For Sale By Owners. A certain % of them will simply say "I'm so glad you called... I'm sick of trying to do this myself! Can you come...

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Monday News You Can Use!

September 14, 2020


Conversation Advancer: 

“If we could just pick this house up and put it down there”

Me too! That is one of the challenging aspects of buying a home in this market— You already know the 3 things that determine a home's value: Home, Price, and Location. Usually, when I chat with buyers like yourself about this, I ask them if there are 2 of the 3 things that are really important. What are the 2 non-negotiable items?


Tech Tip:
If you have an iPad you should consider...
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Lead A Day 9.14.2020

lead a day Sep 14, 2020

Fundamental Mindset Shift


Wonder if you can make a mistake today?


LAD 28 Minute ACTION

Your job today is to make a mistake.

Go mess up a script or conversation starter. Don't try to obviously, but do as many and as fast as you can to mess up.

THIS is the day to stick your neck out.

Try to set an appt to go see a FBSO's house.

Try to get into an old or new Expired listing that is CLOSE to your house on the way home.

TRY to call OLD leads and see how many have already bought or listed.


Here is the secret....Shhhh...... The people who make the most mistakes make the most money.

You do know that Babe Ruth was ALSO the strike-out champ, right?


The related personal crazy Lead Gen story:

Mike's office did a caravan office tour once on the WRONG property. The listing agent couldn't be there and...

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Lead A Day 9.11.2020

lead a day Sep 11, 2020

Fundamental Mindset Shift


Great words from Seth Godin. See below how we can apply this today.


LAD 28 Minute ACTION

I'm hoping that by now you, if you've been with us all year, at LEAST have a habit of opening and reading your Lead A Day suggestion each day.

What I'd like you to consider next is to make yourself a promise.

DECIDE to Lead Generate/Follow Up a minimum # of minutes a day, no matter what.

Maybe it's not 28 minutes. Maybe it's 2.8 minutes.

Maybe its 38 minutes. Maybe it's 48 minutes. Maybe it's 58.

PICK A MINIMUM for yourself to commit to for the rest of the month... and begin creating the HABIT of doing what you say you will do.

How many days in a row can you go?

Don't know what to do? Go reach out to the last 10 people who reached out to you last. Check your cell phone, your voice mail, your...

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Lead A Day 9.10.2020

lead a day Sep 10, 2020

Fundamental Mindset Shift

Ouch! Tough truth is, that our failures do have one thing in common, right? (yep, us...)


LAD 28 Minute ACTION

How I generated a lead personally first... and then some helpful suggestions below related to the above Box of Crayons Provocation.

When I first started in Real Estate my first Manager told me to call everyone I knew and ask them if they knew anyone that might need to buy or sell soon. So, I did it. I only knew a few people. Turned out my brother in law knew someone from work that wanted to sell. So I took my manager with me and we listed the house for $59,900. (This was 1986). Then I knocked every door in the neighborhood (about 250 doors) on a Saturday and invited them to a Sunday Open House. On Sunday, one of the neighbors brought a friend to see it and they bought it. Brand new Agent to...

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