High Performance In Real Estate: From Basketball to Business

It’s that time of year again – college basketball’s Final Four time.  As you think about the potential winners of this year’s tournament and past winners, the teams that will win or have won in the past are all high performing.  This got me thinking, what represents a high performing team and how can this relate to your business?

HIGH PERFORMANCE from Basketball to Business

Here is what I came up with for you to consider:

  • High energy – Get rest, exercise and be ready to tackle any challenge that comes your way.  Do what it takes to pump yourself up.  Read motivational quotes, talk with mentors, rally yourself or do whatever gets you excited to have energy.  High energy is contagious.
  • Integrity – Always do the right thing for your clients and your team – especially when no one is looking.
  • Goal oriented – Each and every team needs to be working towards a common goal or goals to keep them focused.  Review with the team on a regular basis and make adjustments quickly and as necessary.
  • Happy – Always be positive and optimistic and remember to celebrate achieving your goals.  Also, high performing teams have fun and laugh with and at each other to keep the atmosphere light and entertaining.
  • Performance driven – The best way to be performance driven is track and measure results of the goals you have set.  Depending upon the goal, this can be daily, weekly, monthly or quarterly.  I wouldn’t go out any further than quarterly so you can make adjustments to keep you on track.
  • Educated – Always be seeking to learn new things about your business, your clients, and other industries that you can take and adapt to your business.  Review what was done right or wrong to build upon your accomplishments or learn from mistakes.
  • Resilient – They don’t get down easily. Failures are learning experiences and setbacks are temporary.  They understand that no is not personal and gets you closer to the next yes.
  • Forward thinking – Incorporating strategic planning, careful analysis of trends, and reviewing industry data will enable you to think about the future and make the right decisions for success. Don’t get caught up in what you have now, but project on what you will have one month from now, two, etc. Agents always get hung up on what they have going on now that they often times forget to prospect for the next month, and going forward.
  • Opportunistic – They continuously look for opportunities in their fields.  In the recent past it was foreclosures, short sales, and working with investors  but remembering to work and grow their database is important.  Recognition of trends is key.
  • Realistic – Remember to never get too high or too low.  Set attainable goals, stay the course or make the appropriate adjustments to be on top of your game and focused where you should be spending your time.
  • Money driven – They are driven by money but not money focused and they don’t sell from their wallets.  They realize by helping others, they too will succeed.
  • Accountable – The teams are accountable to each other but most importantly, to themselves.  The leader keeps himself accountable through meeting with the team or trusted advisors regularly.  The leader needs to set the example.
  • Nonconforming – They set the pace and don’t follow, they are leaders and approach things differently from others.  Additionally, they look at things from all angles to determine the best course of action.
  • Communication – They provide positive feedback and praise in public, constructive criticism in private, face to face meetings, emails, texts and phone calls on consistent basis is critical to achieving great things.  Most importantly, you need to be consistent in your communication, i.e. messaging, relevance and timing.
  • Enthusiasm – Be ready to tackle any challenge and celebrate your success.  As Ralph Waldo Emerson said, “Nothing great was ever achieved without enthusiasm”.  Be enthusiastic.

HIGH PERFORMANCE success tips from Basketball to BusinessNow that you understand a little more about becoming a high performance individual or team, incorporate these philosophies and make things

happen.  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!

Now is the Time…

Now is the time for innovation and creativity.  As our market continues to change it is even
more critical to look at how you are running your business and determine where
you are getting results.  Additionally,
you should look at others and see how they are getting results.  Analysis of your business as well as your
competition’s should be an ongoing practice for you to grow and thrive in any

Areas that you should be considering are:  How are you marketing?  How are you expanding your database?  How are you attracting new business?  How can you grow your business?  Are you educating yourself? Let’s review
different options.

From a marketing perspective, have you embraced social
media?  What are you doing to use this
venue to market yourself, your listings and obtain new business?  What are other venues that are available to
get you results?  Do you utilize drip
marketing campaigns to your sphere and new additions to your database?  Are you offering seminars to your clients and
the public?  Seminars you ask? Yes – home
buyer seminars, tax credit seminars, now – move up buyer seminars, investor
seminars, short sale seminars, and there can be more – innovate and create!

How are you expanding your database?  Are you working business to business avenues
to grow your database?  Are you involved
in BNI or other business development groups?  Are you involved in associations such as
alumni, exotic cars or other areas of interest you may share with others?  Do you have the ability to invite people to
subscribe to your website to get market updates like Listingbook offers?  Are you giving back to the community?  Are you involved in a charity?  Have you started a food drive, coat drive,
book drive, or Toys for Tots campaign to help others…get creative and get in
front of others to grow your database!

How are you attracting new business?  We spoke about seminars in the marketing
section but have you offered anything else “free”?  Educate yourself and then educate others.  Also, think of other avenues to create
opportunities for yourself.  Offer a free
home warranty when you buy or sell a home through you or your team, offer free
staging when you are utilized to sell a house, or a free home energy analysis
to your sphere or anyone they know, or anything else like this you can think of
to make your phone ring?  What if you
offered a reduced commission when you sell your home and buy a new one through
you type of marketing campaign?  Get the
word out on what you are doing to get new business – it is out there but you
have to go get it – it won’t come to you!

How is your business growing?  Have you considered starting a team?  Have you thought about merging with another
team or perhaps acquiring one?  There is
a lot of talent out there just needs direction to be successful in this
market.  Do you have systems and
processes in place that can help others grow? 
Are you generating leads that you can’t handle?  Start a referral network if you are in this
situation – don’t lose these extra opportunities.  Are you partnering with your vendor partners
or business associates to offer incentives to your clients and theirs to create
new opportunities?  Are you writing
reverse testimonials for each other?  Are
you looking of opportunities in the market to grow your business in this

Are you educating yourself? 
If so, how?  Are you obtaining
designations?  Many agents put their head
in the sand and say they won’t do short sales or foreclosures.  Well, they are here to stay and will be for
the next few years so get a designation such as CDRS so you can handle them more
effectively and efficiently and to learn more about the process to determine if
you should work with the agent on the other side of the transaction.  As the world gravitates towards social media,
perhaps you should earn your E-Pro
Certification Designation.  If you have
always been a listing agent and you see the benefit of working buyers or you
see the first time buyer market as a viable market for you – get your ABR.  Are you attending seminars?  If you attend seminars – are they varied or
are you only going to hear one speaker? 
Are you reading publications, blogs, attending conventions, trainings,
mastermind groups, etc or are you just maintaining the status quo as far as
your educational development is concerned? 
The best way to innovation is through education.

As you can see, if you are creative or innovative, you can
come up with ideas that are better than these or expand on the ones
presented.  You need to take the time to
analyze opportunities that are out there. 
Also, speak with other industry leaders in the business and see what
they are doing or what they hear others are doing to grow their database,
market themselves and their teams, how they are attracting business and growing
their business.  Also, conduct your own
research on line, read publications, attend your Realtor association events,
attend builder events, etc. to learn more about your competition and how they
are growing or more importantly, not growing in today’s market.  Basically do something!  Get it? 
Got it?  Good!

Now, go sell something!


Social Media Training

Social media training 001

Please attend the free event at NVAR – October 27, 2009 – 8:30 – 5.  Please RSVP soon to make sure you get in!

Blogging is an important part of your internet presence – 73% of internet users have read a blog.

Google loves blogs – to get higher in the searches on various search engines – you’ve got to blog.

Blogs enhance your image on the internet.

Use to “ping” your blog and get higher in search engines.

Incorporate videos and hyperlinks into your blogs.

Blogging allows you to present your internet presence to sellers in listing presentations.

Provide information on market, neighborhoods, and industry news to show your expertise in real estate.

Tips for blogging: www.davidrisley/2008/11/50-rapid-fire-tips-for-power-blogging/

Ed says – change or die!  Remember when people complained about the new electronic lockboxes…

Here is the presentation from today!

As usual – THANK YOU Kendall and all of our attendees!

Now, go sell something!