Top 5 Takeaways from Top Producing Real Estate Agents

Top producing Keller Williams Agents (left to right):
Andrew Monaghan, Mandi Ross, Jon Brath, and Lou Rugolo

Ever since 2004, I’ve worked with top producing Realtors, rookie agents, and everything in between.  Over the years, I’ve noticed that there are certain qualities that successful agents all have in common.  A recent panel at a Mega Agent Mastermind meeting at Keller Williams SonoranLiving was a fantastic reminder of what separates the successful professional Realtors from the “hobbyists.”

The event was a panel discussion with four Keller Williams Mega Agents.  Each shared their expertise, what was working, how they got to where they are, and what they’re doing to achieve the next steps in their business. 

I thought the key takeaways from these four top producers were so important and vital to the business of any real estate agent that I HAD to share them with you.

Plan Your Way to Success - Business Planning for 2010

Whew.  2009 is just a memory.  For many people, this is a relief!  But really, what makes 2010 any different?  Is there some magical, mystical reset button that is pushed every January 1st at 12:01 am?  No.

So what will make 2010 a better year than last?  There is only one real answer: YOU.

It is up to YOU to change your energy, your thoughts, your actions, and ultimately your reality.

Want success?  There's no government policy, no stimulus package, no boss, no client, and no series of magical events that will make it happen for you.  So what will YOU do to change your reality around and CREATE the successful year that lies ahead?
It all starts with a plan.  We've all heard the adage "When you fail to plan, you plan to fail."  So what stops most people from creating a written business plan?

• Lack of focus.  Many people don't know the answers to some of the tough questions a business plan forces us to think about.  So instead of doing research, or even making an educated guess, they avoid the excercise altogether.
• Lack of time.  A comprehensive business plan takes a significant time investment.  Many "busy" professionals consider this time investment to be unnecessary.  The thought process runs along these lines:  "If I put that same amount of time into making calls, meeting with prospects, and closing deals, I will be better off.  THAT is what puts money in my pocket, not spending time in front of a computer planning to make money."
• Fear.  Fear of tackling a project they aren't really sure how to do successfully.

Maybe this was the thought process you carry around...or at least, you have in the past.  But I would like to put this challenge out to you:

If you did not write a business plan for 2009, and you are one of the millions of people who thought 2009 was a tough year, then I challenge you to create a business plan for 2010.

• It's time to gain the focus.  Do some research, or at least make an educated guess on projections asked for in the planning process.
• Make the time.  Think of this analogy:  If you wanted to drive to a specific location across country, you would map out your route to ensure you made it to your destination, correct?  You wouldn't just jump in the car, turn the wheel in the general direction, and set out, would you?  No.  Because you would risk spending countless unnecessary hours driving in the wrong direction, with the probability that you wouldn't EVER arrive where you wanted to.  So it is with business planning.  A time investment now will give you a roadmap on your journey to success, giving you a much higher chance of actually reaching the destination.
• No more fear.  There are amazing resources that will literally walk you step-by-step through the process of creating your plan.  Most software will professionally format your final version, complete with charts, tables, and summaries.  

YOU and YOU ALONE have the power to change your reality in 2010 for the better.  Take the first step and begin your plan.  I started mine last week using  Business Plan Pro.  I used this software in 2008 and had a good year.  I didn't use it in 2009, and the year wasn't as good.  So in 2010, I'm getting back on track.  I'm writing my roadmap to success.  If you are too, then I'll see you on the journey!

Until Next Time,
Jacki

Deadlines are a Girl's Best Friend

I have to admit, one of the things I thought was fabulous when I first became self-employed was a lack of deadlines. No one needing this, that, or the other from me. I finished things on MY terms!

Of course, contact with clients, setting appointments, following up, etc...those were all a given, because they were fun AND they were the money-making activities. And of course, once hired for a marketing project, I was all over the deadlines! But everything else? I became like a Jamaican..."No Worries, Mon!"

Then I noticed a trend: all the fabulous ideas and projects that would take my business to the next level were never getting done. I chalked it up to the "not enough time in the day" theory, and was content to consider myself too busy. "Things will slow down, and THEN I'll get these important yet non-urgent items taken care of."

Last week, I had someone close to me encourage me to set a deadline for something I wanted to do, needed to do if I were to take my business to the next level. They even offered to hold me accountable for that deadline, which is exactly what I needed!

I'm proud to say that I met that deadline, and I felt great! So I started setting deadlines for other non-urgent yet important tasks. I'm suddenly finding that there actually IS enough time in the day. It just needed a deadline to reveal itself....and a third party accountability partner to hold me accountable!

If you're self-employed, an entrepreneur, an independent contractor, or a freelance professional...find someone that will hold you accountable to your deadlines, and watch your business take a leap forward!

Starbucks: A small business owner's best friend

Starbucks. Expensive coffee, or cheap office space? You be the judge.

I would say at least 85% of my one-on-one business meetings are held at one of the many Starbucks in my area. In fact, I am sitting in one right now. I'm early for an appointment, and thought this would be an ideal blog topic. I think Starbucks might be responsible for most entrepreneurial ventures in the past decade getting off the ground.

Ok...my appointment is here. I'll come back to this shortly.

I'm back. Thanks for waiting patiently for me to finish this blog (although if you are just now reading the blog for the first time, you just waited an entire 1/100th of a second. But I digress.)

So today I had two Starbucks meetings back-to-back. I had an appointment that lasted from 1:30-3:15. Then another that went from 4:00-5:00. Wow. I was one seriously caffeinated girl. Could that be the reason that I'm up blogging at 1:00 in the morning right now? Naaah. This time of night is the only time I know I can focus without the phone ringing, emails pouring in, kids needing me, etc. (Which, don't get me wrong....all three of the aforementioned things are wonderful things in my life! But we all need some time to focus.)

At any rate, back to my point. Starbucks. I can't imagine trying to start up (or maintain for that matter) any small business venture without this terrific icon of the 21st century as a co-conspirator to my success. I know that it wasn't too long ago that home based businesses actually met their clients...get this...in their home. **Gasp!**

Now we have an overpriced coffee house on every street corner in urban and suburban America where, for approximately $4, we can conduct our business. A neutral trading ground where both the person selling and the person buying feel they are on equal ground. Also a place that provides safety. I can't imagine I'd have been as anxious to meet with strangers if I had to bring them to my home in order to do business. (Not to mention the added business start-up fee of a housekeeper in that case. Geez)

If you are an entrepreneur, or in sales of any kind for that matter, than I'm sure you stand united with me in thanking Starbucks for the role they play in your business. Is there anywhere else (other than a Starbucks competitor) that you go to for client meetings? I'm always looking for a great alternative....especially since I practically dumped my entire Venti Latte into my potential client's lap today, thanks to all the caffeine coursing through my system.

Until Next Time,

Jacki

Pulling Weeds

I have two daughters, ages 9 and 6. The nine year old sure has her mom's entrepreneurial spirit! She decided she wanted to make money, but didn't know how. Without any help from me, she came up with an idea. She was going to pull weeds for the neighbors for $5.

How did she come up with this? She went outside, saw that many of our neighbors had lots of weeds in their front yard, (it's that time of year here in Phoenix) and decided that this would be her new business. So she did what every entrepreneur does:

• She identified a need
• She came up with a solution
• She determined that she was capable of providing the solution
• She determined what she would charge for her service

She needed a few supplies (gardening gloves and a garbage bag). She came to me. Of course, as her mother, I decided she was a good risk, and lent her the start up fee she needed (approximately $4). I then asked her how she would advertise her service.

"I'll just ring their doorbell and tell them what I'm doing."

Hmmm. There's a Back-To-Basics lesson to be learned here. Just let your potential customers know what you are doing. Interesting concept. I, for one, often get caught up in making sure my entire marketing campaign is thought through, in place, and ready to go before I get out there.

However, when I started up my SendOutCards business, I knew that I didn't have time for all of that. I just needed to get out there and let people know about this great online service that lets you create real greeting cards on the computer, and then just click send. Then SendOutCards will print, stuff, stamp, and mail the cards for you. That's all there was to it. So I set up presentations and started making phone calls. I joined a networking group. I just told people. Some were interested, some weren't. But I just kept telling people. And it's been working.

I'm glad my daughter reminded me of how basic sales can be sometimes.

So she went door to door, her little sister in tow, and started letting the neighbors know what she was doing. The first day out, she was rejected by every single person she talked to. I felt bad for her, knowing how bad she wanted this to succeed. And so I thought this would discourage her and end her weed-pulling career.

To her credit, and my delight, she got out there again the next day she had off of school. And started asking different neighbors. This time, she had success at the first house she went to. And when she was done pulling that person's weeds, she moved on to the next house. Again...success! She would've gone on to a third house, but pulling weeds is tough work.

And so my little 9-year-old entrepreneur reminded me that persistence pays off. And right now, I really needed that reminder.

Until Next Time,

Jacki