A Quick Minute of Motivation

In this new motivational series, Scott will highlight how to become a Peak Performer.

In today’s Peak Performer Series message, Scott talks about the importance of taking RESPONSIBILITY for yourself. When you take responsibility for yourself, it puts control within you. Watch this quick message to learn why taking responsibility is important for success in all areas of your life!

Need more motivation? Give me a call at 703-652-5777 or email at scottmacdonald@remax.net

Now go sell something!

Don’t just survive…thrive!

Here are some strategies to help you not only survive but thrive in today’s market as shared by RISMedia panel members.

Provide a newsletter that has helpful tips whether you do it or you pay for a service, get a monthly, informative newsletter or market update to send to your sphere of influence.  Don’t let someone else be the buzz in your client’s ear.

Explain the numbers, your knowledge of the market and get the business – you have to educate yourself on market trends so you know what to say so you can differentiate yourself from other Realtors.

How do you answer the question, “how is the market?” – What’s your answer?  Think about this, become an access point for relevant up-to-date information to everyone you encounter.  Don’t just respond – it’s unbelievable or I’ve never been busier or it’s great and I’m never too busy for your referrals.  Provide them with information.

For sellers

Ask questions and listen when you are on listing presentations:

  1. What is it you want to do?
  2. Why is this move happening?
  3. How soon do you want to act?
  4. Who is responsible for making decisions?
  5. What has to happen to make this happen?
  6. What is plan B if the house doesn’t sell?
  7. What is the worst case scenario?
  8. What is the best case scenario?
  9. Tell them, we want to get you the highest, most realistic price.

The market is not reacting to your price so we are now getting closer to your plan b – is this ok with you?

Take professional pictures and use full screen photos on the internet.  Buyers go to the internet first so you have to make the best first impression on line.

Position yourself differently in the market place.  When listing the house you will be merchandising, staging, and pricing the property to sell.

For buyers

When working with buyers, use the housing affordability index to motivate buyers to buy.  Housing affordability is at its highest point since 1979.  If you are working with Millennia’s state, there has never been a better time to buy a home since your parents bought their first home.

Only work with committed people

Don’t do it for the money…Educate the buyer or seller and focus on their goals and the money will follow…

Commit to make a difference in someone else’s life.

Excellent tips to build urgency in buyers:

Remember, it is always about the consumer:

  • Convert wants to needs
  • Lifestyle marketing – appeal to the lifestyle of the buyer you are looking to sell to.
  • Ask “right” questions to learn more about them, their needs and to better serve them.  Schedule a buyer interview to set yourself apart.
  • Younger Consumers want Community – build urgency through the ability to be in their community – bike to work, coffee shops, environmentally friendly buildings, free Wi-Fi, etc.

Know why your people buy.  In a recent survey of home buyers and their Realtors – look how they answered these question of why they bought.  85% of Buyers bought for appreciation.  89% of Agents who sold them their houses said appreciation wasn’t a reason why they bought.  Get to know your buyers and their reasons for buying and the referrals will follow.  Don’t and they won’t.

For you to think about

You set the temperature for your future – don’t be a thermometer and respond to the temperature.

If you are not already on Linkedin – here are some reasons why should be:

Seven Reasons for utilizing Linkedin:

  1. Highest household income of any social site
  2. 45% are household decision makers
  3. Can import/export contacts
  4. Professionals involved in this site, not kids, college students, etc.
  5. Social way of contacting professionals
  6. Target “groups”
  7. It can be automated

Continually ask yourself and assess yourself by asking:

On a scale of 1 – 5, 1 being the lowest and 5 being the highest, how would you rate yourself on the…

  • Use of technology
  • Prospecting
  • Sales skills
  • Negotiations
  • Average sales price

Get with a coach or mentor and work on the areas you need the most improvement.

Important things to keep in mind to grow your business

  • Build Your Skills
  • Shift your mindset
  • Agents cause their own market
  • Show up and use what we provide
  • Hold up a mirror and ask – are you doing all you can?
  • Become intentional about leads

Now that you are armed with a few additional pieces of information, take the time to implement one or two at a time to make yourself a better listing agent, buyer agent or business person.  Get it?  Got it?  Good!

Now, go sell something!

 

 

 

 

 

 

 

What are your priorities?

You must have priorities in your daily routines if you want to achieve ultimate success.  The question is, how do you determine your priorities?  There are several pieces to the puzzle you need to analyze to help you prioritize your activities.  Let’s break it down.

Planning – you must have a plan of action to set out and accomplish goals.  Without a plan, you have no direction and therefore, you won’t know what a priority is and what isn’t.  Start by developing, writing down and reviewing your goals, so you know where to start with your activities.

Responsibility – you know you must take responsibility for your actions.  Think about what is the right thing to do at any given time, what the results will be and why you have to “Just do it” to help you develop a pattern of success.  By taking responsibility for you and your actions you will gain the confidence necessary to set your priorities.

Intuitive – you must have a gut feeling that helps direct you as well.  You have to know to do the right thing to get your objectives accomplished.  You need to understand what is the highest and best use of your time and be the most effective and efficient you can be at a given time.

Organize – you must have organization in your life to help determine what your priorities are and what needs to be accomplished.  If your schedule, desk or life is disorganized, you won’t even know where to begin as everything seems so overwhelming.  Organize yourself and your life and your priorities will become clearer to you.

Responsive – when you have organization and clarity in your goals, plans of action, and life, you can be more responsive to what you encounter versus being reactive to situations and what may occur during your day.  To respond is positive to react is negative – be positive, it can only help you.

Initiative – you must take the first steps and have the desire and initiative to want to accomplish great things in your life to build a legacy.  Start with to do lists, have tasks you want to accomplish and by when, cross them off and add more or revise depending upon your results or the market.  The idea here is to start and take the initiative to be successful.  You are responsible for you – no one can give you initiative – you have to want it.

Training – you must train yourself to put this into your routine.  It isn’t easy and it takes discipline to accomplish this.  Train and teach yourself to do what needs to be done to get this accomplished.  By training yourself on these disciplines, they will become habits that will lead you down the path of success.

Insight – by learning more, getting educated, and communicating with other successful people, you will gain insight to know and understand what the right thing to do is at any given time.  Insight will give you clarity and purpose on what to do next and why.

Excellence – by striving to achieve excellence in all areas of your life you will have better direction and purpose which will also help you develop your priorities.

Start – today, don’t delay.  Get it done.  Make setting priorities a priority.  You have to start sometime – why not today, right now?

Now that your puzzle is complete, take the time to think what is important to you and why and what must happen to get you to where you want to go in life.  Get it?  Got it?  Good!

Do you have pride in all you do?

The longer you do something, the longer you realize how important having pride in what you do is so important to your growth as a business person and how it plays into how you get more referrals or stay employed longer.  The question to ask yourself is – do you have it in you?  Do you have or take pride in what you do?  Do you feel confident that you are doing the best you can do and are performing to the best of your abilities?  Do you feel remorse when something slips through the cracks or if you feel you are not doing your best or giving it your all?  Are you doing the minimum to just collect a paycheck or are you pumped up to go to work and improve upon what you did the day before, every day?  Are you doing the little things when no one else is looking because you know it is the right thing to do?  Are you doing the right stuff to do the job better than someone else?  If so, you are taking pride in what you do.  We have made the decision to take pride in what we do for you.  Our goal is to provide you with the best training, education, support and so much more.

As we have done in the past, let’s break down the word pride and discuss the elements of each letter:

Professionalism – embracing professionalism in the way you dress, the way you speak with others, the way you approach each day shows you have pride in what you do for a living.

Responsibility – the idea is to not only take on the job you were hired to do but to take on even more.  The more you do, the more you will get.  Also, do the right stuff – all the time.  You know what to do so do it!  Don’t take extra advantage of your lunch hour, being on the internet to surf the web during work hours, etc.  Be responsible and be the ultimate agent or employee.

Initiative – take the initiative to take on more projects and suggest new ideas.   Be proactive, creative, take the lead on projects – don’t wait to be assigned a task or responsibility.  What do you think about while you are at work?

Dedication – you must be dedicated to what you are doing.  It is the drive within you that makes all the difference in your success.  Be dedicated and get more satisfaction and better results out of what you are doing.

Excellence – this should be your minimum standard in the level at which you should be performing.  If you provide excellent service, perform at an excellent level, you can always expect to be given referrals and get promoted more quickly than others in your field.

Are you interested in taking more pride in what you do?  Ask the experts, be engaged, be active, read, learn, attend trainings to understand your field, be positive, make your job your priority and improve everyday and you will shine.  Get it?  Got it?  Good!

Now, go sell something!