Do you have the desire to receive recognition from your peers; to be recognized as one of the top Agents in the country?  If you do, you need to start by taking dead aim daily.  It is the disciplines we do each day that mean the difference between being on top or being part of the crowd.   
Start each day focused on the success of your business.  You want to begin each day by reviewing your business plan.  Focus in on the activities that will lead you to the successful result …

I started writing this article a couple days ago when I was on a tangent regarding the blatant, in-office solicitation of our agents (and myself) to join network marketing companies. I decided to sit on it to see if my feelings simmered… they haven’t and since today is the day we launch our 2009 Business Planning Coaching Course, I feel it is a very good time to let everyone know just what business we are in.
What business are we in?  I don’t know about you, but I am in Real …

Many of you are a lot like me.  Entrepreneurial.  We’re constantly looking for opportunity, and when we see it, we often just naturally go for it.  Some of us more than others, depending on our place in life, our risk tolerance, financial ability, and the other things on our plate, but all of us, to some degree, learn to spot opportunity and react.  Such is the life of an entrepreneur.
I thought that some of you might find it enjoyable or even possibly instructive, if I were to walk you through …

Prospecting is one of the easiest but most misunderstood concepts in the field of sales.   Sales trainers are always trying to sell their “prospecting-free systems” on worldwide speaking circuits by saying, basically, “You will never have to prospect again if you use my system.” And, because salespeople secretly don’t want to prospect, they readily buy into the too-good-to-be-true, no-prospecting philosophy. 
Our readiness to take the easy bait makes us like the wolves that are hunted above the Arctic Circle. The wolf hunter dips a sharp knife in blood and freezes it.  …

Once a real estate agent has a property listed “for sale,” it is vital to create and utilize the three components of the Inventory System.  The service component focuses on feedback, communication and providing proof of your worth/value to the property owners.  The pricing component categorizes your inventory as homes “priced to sell” and homes “priced to produce leads.”  This may be helpful in determining which homes receive a greater number of resources (ads, open houses, mailings.)  And the lead capture component highlights your exposure and response strategies (a new …

No matter how talented or how much natural ability an individual real estate agent possesses, his/her natural talents can and will only take him/her so far.  No matter how gifted an individual may be, everyone will eventually hit a ceiling or, for most of us, a plateau of production.  There is no “if” in this statement but rather “when” it will happen.  
So the real issue is: how will you climb beyond the plateau or break through your ceiling of production?  For the seasoned Realtor, the answer lies within the …

The Holidays are in full swing and I am reminded of a post I made last year between Christmas and New Years as I struggled to work from my home office with 2 of my children just outside my office door.  So many agents are moving home and vacating their bricks and mortar offices to save money but is it really the right decision for their financial and personal goals???  Not everyone can work from home and I am seeing actual signs of depression in some of these agents who …

As someone who spends a large part of my life training agents to succeed in this new age of real estate, I’m often amazed at the general lack of understanding on the topic of advertising in our industry.  I’m not talking about understanding the nuances of Madison Avenue or even being a student of David Ogilvy, Al Ries, or Jack Trout (some of the giants in the advertising industry).  I’m simply talking about having a good working understanding of the fundamentals of advertising, since as working agents, advertising is our …

As I travel the country giving seminars on how to overcome prospecting and lead generation reluctance (see www.yourcalltosuccess.com), I hear a common theme from agents. Many agents believe that their market is different, that they are facing unique challenges and that selling real estate is easier or better

By way of context, I started this article last week and I recommend you start by reading that post.  Now that you’ve done that…

Imagine starting your very own real estate brokerage.  I know what you