“Whatever your mind can conceive and believe, it can achieve.” Napoleon Hill

How you think and what you do as a real estate agent on a day to day basis is what defines you. Yes, there are good days and bad days; after all, we are human.  Yet, as we enter the fourth quarter and end of 2019, now is a great time to evaluate your strengths and weaknesses.  Did you reach your goals or exceed them?  If not, let’s evaluate how creating a new mindset can propel you positively, beginning today!

Whether you are a new real estate agent or an established pro, mindset applies to everyone. Are you open to pursuing a new, strategic and energizing belief system? Following these steps can catapult you to a new level of success in business for 2020.

 

1. Think like an entrepreneur — not an employee.

How you think and behave is completely different when you are an entrepreneur vs. an employee. Many real estate agents entered the field after leaving the corporate world. Whether you were in sales or not, one thing you could count on was a steady paycheck. Many new real estate agents think that if they could generate a good income with their previous company, then those skills will transfer directly to the real estate business. It doesn’t always work that way.

To create a successful business as a real estate agent, top agents have developed systems and “growth mindsets.”

Here are several that the top real estate coaches teach on creating successful habits

  • Create your goals for 2020
  • Create daily, weekly and monthly goals
  • Be held accountable for those goals. Find a mentor, coach or mastermind group.
  • Give yourself time to learn rather than expect success immediately.

This is a great book. Check it out: Rich Dad, Poor Dad, by Robert T. Kiyosaki

 

2. Work with a company that supports your goals and success

Choosing which company to partner with can be one of your most critical decisions. Interview with several companies before you choose which one to join.  Find out what they offer you in terms of technology, tools, and training.

  • Calculate how much it will cost you to be a part of the company.
  • Do they offer one on one training and mentoring?
  • Choose a company that is aligned with your values. Choose a broker or team leader who is aligned with your values, as that is the person you will call when you have questions or need help.

 

3. Let people know You Are in Real Estate — Don’t Be A Secret Agent

How do people know that you are in real estate? Some of the most successful real estate agents do the following:

  • Wear their name badge from their company every day. (Make sure it is large enough to be visible.) It is a conversation-opening opportunity.
  • Wear a shirt that lets people know that you work in real estate.
  • Get a magnet that has your name, brokerage name and slogan (if you have one) for your car.

Check Out: The Millionaire Real estate agent By Gary Keller

 

4. Make Lots of Mistakes and Don’t Take It Personally

The world of real estate is anything but boring, and things happen that can easily throw you off course. One thing about real estate is certain: no two days are the same. It is an ever-changing, exciting business.  Some agents want to be perfect before they move forward, so they take course after course and never end up taking the ball and running with it. Why? Many times, it is because of the perfection syndrome.

Perfection can get in the way of doing. To be the best at any profession takes time, commitment and action. Make lots of mistakes, learn from them and keep moving forward.

  • Be who you are. If you are a new real estate agent, that is ok. Many people love to give newbies an opportunity.
  • Be willing to be uncomfortable. Remember, success happens in steps.
  • Don’t get offended if you get fired from working with a buyer or seller. It happens.
  • Look at yourself in the mirror every day, smile, and show gratitude for all that is good in your life.

Check out: The Four Agreements by Don Miguel Ruiz

5. Embrace Change

Life is moving at such a fast pace. What was once considered a technological breakthrough can be obsolete in a short time. Remember, the “old days” is an adage. To be successful and constantly growing here are some suggestions:

  • Let Go of The Old – Change can be good! Remember the VCR and the first cell phones? We have come a long way. To be forward and live powerfully, look towards the future on a daily basis.
  • Anticipate Change Before It Happens When You Can- Learn your market so you can begin to see the signs of a rising or falling real estate market and adjust your business accordingly.

6. Don’t Let Anything Stop You

Anything and everything can stop you when you have your own business. On a daily basis, you may receive calls from family, friends or clients that move you off track.   Or perhaps you experienced the last market bubble. It was a tough time for many. Learn from it all and keep moving forward.

 Can you shrug off negativity or does it stop you?

  • Keep your eyes on your vision
  • Believe in yourself
  • Surround yourself with positive people

Some offices have set up networking and mastermind groups to keep each other focused and positive.

Check out: The Miracle Morning for Real Estate Agents by Hal Elrod

 

The biggest thing I can say to you today is, Think Big AND Believe in Yourself No Matter What! Our past is what brings us here today. Learn and create from anew every day when you awaken.  How we think is our choice.  Now go and sell some Real Estate!

 

Written for Form Simplicity by Janice Zaltman, a Realtor, LEED AP, Marketing Coach and Writer with more than 20 years of experience in the sales, marketing and media fields.

What are the pros and cons of verbal real estate offers? Today we bring them to you.

 

Pro #1

As the Listing agent, you get to call the Seller who is anxiously awaiting to get an offer. That is the only pro for Listing agents. Yet, don’t let it backfire on you. Read below to learn more.

 

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There are different opinions as to whether staging a property is worth the money and time involved, but one thing is clear: A home that is clean and uncluttered garners more attention. The result is increased showings leading to offers.

 

Many concur that staging a home makes a huge difference. How the furniture is placed, and the feeling buyers have when entering a home, can make or break a potential sale. In today’s age, the first impression is a lasting impression. Agents know this. So, what happens next? You, as their listing agent, speak to the sellers and may receive numerous objections.

 

Here are the top 10 objections that most real estate agents face and how to overcome them:

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We live in an age of everchanging ways to communicate: social media, email, text (SMS) and telephone. Which one is the preferred method for your clients? In an industry such as real estate, it is vital to know the best way to communicate with your buyers, sellers, peers and just about everyone. What makes this fascinating is how communication styles can differ by generation.

 

Right now, there are six generations that comprise our society. Every one of these six generations plays a role in the real estate marketplace. And today we bring you the best ways to communicate with each generation. So, keep this cheat sheet handy!

 

Here are the birth years for the six generations. These are our present and near-future home buyers!

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How would you feel recommending a contractor and finding out the work which was completed or semi-completed was not done properly? Do you think that it would affect your future business and recommendations? It certainly can. And it happens more often than you think.

 

This does not just happen to our clients. It happens to real estate agents all the time. I spoke this week with a real estate agent that inherited a condo from her mother. She decided to completely gut and renovate it. She went to the condo office to ask who they recommended since they have firsthand knowledge of the contractors that do a lot of work in the building. The office manager recommended a contractor that had renovated 3 units in her building in the same line. She went to take a look at them and was impressed with his work. Sounds good so far, right?

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As a Real Estate Agent entering the field, what prompted your interest? Real Estate agents enter the business for many reasons. Many for the love of working in the industry, while others for the vision of creating lifetime wealth. Looking over a span of 20 years, what I have seen overall are many real estate agents that have built wealth developed in their everyday business.

 

This article is meant to be an initial step to educate and place you on the path of financial success through real estate. It’s about enriching your career and lifetime goals through the buying and selling of real estate.

 

To be real, the ride is not all uphill. Many real estate agents have lost homes and suffered financial hardship as a result of their investments. In life, as we know it, there are no guarantees. There is a smart system for investing. And what better way than to learn from those who have seen the highs and lows in the real estate economy and moved through them.

 

Here Are The 3 Top Investing Tips:

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Are you taking advantage right now of every tax break that is legally available to you? Probably not. The genius, Albert Einstein, is attributed to  saying about taxes, “The hardest thing in the world to understand is income taxes.”

Are you trusting your tax advisor to provide you with all the tax saving benefits available to you? As experienced as many tax advisors are, most largely do a great job of recording the history that you give to them.  It is far more uncommon to find an accountant that provides you with insight about tax breaks that you are not already taking.

Let’s explore some Tax Saving strategies and benefits – recommendations to put you in the driver’s seat and potentially put more money in your pocket, legally.

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A real estate agent called complaining that he spoke with one of his buyers who wanted to see a property he found online. When the agent went to check the listing out, he was shocked. The commission stated was for $1.00. Being the professional that he was, he went to show the condo. He sent me a copy of the MLS sheet and lo and behold it was true. Then I contacted the listing agent thinking perhaps they were new and had made an error. Nope, she said, it was correct. The commission was one dollar.

 

Was this an isolated incident? No, the stories came pouring in from other agents. Another real estate agent showing buyers in a community where home prices start at $500,000 experienced something similar. The commission for the transaction broker was 3%. If you were a buyer’s agent, then the commission was only $1.

 

Now my curiosity was triggered to find out how many homes were for sale offering 1% or $1 commission. I searched multiple counties in one MLS in Florida, the results found 256 properties offering 1% commission with prices ranging from $25,000 to 12 million.  Two were offering $1.

 

As more and more real estate agents build teams with agents that specialize in working with buyers, this concept can be hurtful. The 1% is often split multiple ways. The commission could be split with the head of the team along with the brokerage. That coupled with franchise fees, transaction fees, errors and omissions insurance along with business expenses could have your commission end up being less than 50% of the 1%. Then when you subtract taxes, the net income gets even lower.  For many, this may not a profitable business model depending on the price of the home for sale.  1% of $50,000 is a lot different than 1% of 10M.

 

What Would You Do in This Situation?

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We hear this over and over as professionals. The first offer is the best offer – especially when there are no other offers on the table. This viewpoint has withheld the test of time. What remains to be proven is whether this perception is the truth or a tale that we have all accepted as true.

 

Not Taking The First Offer Cost The Seller $10,000

Your listing becomes active in your market and a few days later, an offer is received. You, as the agent, are excited about presenting it to the seller after thoroughly reviewing it. “Wow, that was fast,” says the seller, “Why don’t we wait, since this came so quickly, and see if we get a higher offer from another buyer. Someone else will also want my home and be willing to pay more.” But does another offer come? Nope. When this property finally did sell, it was 3 months later. The offer was less, and the seller accepted it. She ended up netting $10,000 less than had she accepted the first offer. Ouch!

Sound familiar? Many sellers think that the Realtor just wants to sell the property fast and make their commission. But while that may be true of some, most Realtors have the sellers’ best interests at heart.

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As online home buying and selling web tools advance, real estate agents have started fearing that clients will believe their commission isn’t justifiable with the services they provide. Creating value for clients by showing them how much easier the home buying and selling process is with a real estate agent is the best way to earn referrals and get past clients to want to do business with you again.

Here are a few of the most effective ways to create value for potential clients.

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