Persistence – The Fail Safe for… Everything

I decided to switch it up a bit this month and share with you a recent interview I did on “The Grind” podcast with Joey Torkildson and Jason Harmon.

This podcast has quickly become one of my favorites for its extremely relevant topics, awesome guests and an unfiltered look at reality.

Not to mention Joey and Jason create an awesome vibe on the show.

In our conversation, we talked about persistence.

It is my favorite word.

Without it I would have accomplished the total of nothing in my life up to this point.

I often describe persistence as my one and only skill set.

The journey through persistence can bring you to your knees, or flat on your face.

Yet, it is the single greatest tool you have for doing pretty much anything… especially something substantial.

Rather than sum up the conversation we had, give it a listen with the link below!

WEBSITE:

http://thegrind1.libsyn.com/decision-7-i-will-persist-without-exception

Stitcher:

https://www.stitcher.com/podcast/the-grind-2/e/53526116?autoplay=true

TO CLAIM THE FREE TRIAL BONUS MENTIONED IN THE PODCAST USE THE LINK BELOW AND ENTER PROMO CODE: GRIND

on the registration form (it’s on the second form)

https://mybuyerlisting.com/agent-info/

PROMO CODE: GRIND

Enjoy it and keep on keepin on!

 

Journey On,

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REAL ESTATE DOMINOES

In the world of real estate there are many challenges that you, as an agent, must overcome in order to have a successful business.  It can certainly start to feel a bit daunting if you don’t have a clear process for prioritizing the order in which things need to happen… and yes there are priorities and there is a road map.

The real problem is not that there are a variety of tasks demanding our attention, it is the feeling that they all need attended to right now and carry equal weight in terms of driving our business forward.

This simply is not the case. I recently had the privilege of attending an event with the co-author of one of my favorite books “The One Thing”. At the event Jay Pappasan presented a compelling case (backed by extensive research and evidence) that not only is it unnecessary to do everything at once, but that we are incapable of doing so!

He did a masterful job of illustrating how inside of the whirlwind of everything we could do or even should do there are just a few, and ultimately ONE, that will have the biggest impact on our results.

When you adopt this mindset, life gets simpler and the road to progress becomes remarkably smoother.

So what does that look like in the life of a real estate agent?

Lets look at a few examples starting at the very beginning and the truth of the power of the ONE THING will become obvious and clear in your mind.

When you first decide to become a real estate agent you will undoubtedly need clients, you will need marketing pieces put together, you will need certain knowledge about contracts and processes etc…

However, before any of the later is comes into play you have to actually have a real estate license!

Without it none of the other items will matter. At that point in time getting licensed is the ONE THING!

When we accept this realization it allows us to let everything else go, for now, and focus on what Jay Pappasan and Gary Keller describe in “The One Thing” as the lead domino.

Once the first domino is toppled (getting your license) it is time to focus on the next…

But what is it?

Lets look at some of the options and decide from there:

  • Get business cards
  • Order Yard Signs
  • Set up website
  • Create fliers
  • Find clients

We could have a long debate of which of the above options is the lead domino and identifying the right answer can indeed be a slippery slope so lets experiment a bit.

One could argue that getting business cards, setting up a website and creating fliers etc. are tools to help you accomplish the one you are probably most interested in #5 finding clients.

What if you only did one? Which would be the most important?

If you only get business cards, it will not inherently bring us business.

You could have the coolest signs in the world but without a yard to place them in….. does it really matter?

It is important to not put the cart before the horse.

On the other hand is it possible to find clients without any of the other 4 options?

The answer is absolutely, yes it is.

The difference is that by finding clients you will be able to generate revenue for your business, which allows you to stay in the business and continue putting other pieces into place.

It is the only item on the list that does not require at least one of the other pieces as well.

Without it, any real estate career will be short lived or at the very least yield disappointing results.

The further we get into our career the more options we have to choose from and the tougher identifying the priority can seem. As you practice prioritizing, the good news is it becomes easier and at some point almost subconscious.

Once you have established your business one of the most important things we can do to aid us in finding clients if to have a regular communication plan that keeps us top of mind with potential customers in our marketplace.

Cracking the code of how to build value, keep people engaged and ensure that when they have a real estate need they call you is a constant struggle faced by real estate agents.

Without it our business is inconsistent, stress levels are high and working hours run rampant.

We have cracked this code and have a literal roadmap that you can use in your business to develop a consistent flow of business and build a list of engaged subscribers.

Often times we hear this and assume that it will be complicated, expensive or that its all hype… There is certainly plenty of that in our industry but I can assure you that the map and solutions we have built for you offer both a simpler alternative and better results at little to no cost.

I walk agents through this process in our daily demo session and wanted to invite you to come check it out for yourself. You can register for one of our upcoming sessions or get the on demand version using the link below.

This training is completely free and a convenient way for you to discover simple solutions that solve the daily challenge we face everyday as real esate agents.

CHECK OUT MYBUYERLISTING.COM DAILY DEMO SCHEDULE OR WATCH NOW ON DEMAND!

JOURNEY ON,

Brian Inskip

 

 

 

 

 

 

 

 

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4TH QUARTER GAME PLAN – REAL ESTATE

Like it or not, the last quarter of 2017 is upon us. The side effects of this phenomenon often include nausea,  panic attacks and hallucinations about rewinding the clock.

If you set big goals at the beginning of the year it is not uncommon to find yourself off target at this point.

Now, you may be on target and if so good for you, keep it up.

If you are not, the good news is that is all it means is you’re not on target at the moment. It doesn’t mean you have to change or shrink your goal or give up on it all together.

It’s time to make sure that your game plan for the next 3 months lines up with where you wanted to be starting off the year.

Below is a process you can use to get clarity on what it will take to make your goals happen in the 4th quarter and break it down to simple and achievable targets.

Step 1: Subtract the number of homes you have sold already from your annual goal to find the GAP.

Ex. If your annual goal is to sell 50 homes and you have already sold 19 this year your formula would look like this:  50-19=31(GAP)

Forget about the annual goal number for now and focus on the gap. Whats done is done and you have made progress toward your goals so its important to reflect that in your target.

Step 2: Assess your active client pipeline

For this step simply take a look at the active clients you are working with (buyer & seller) and assess how many of them will buy or sell before the end of the year (keep in mind that for the closing to occur in this calendar year they will need to be under contract in time for the closing to take place before year end)

Ex. You currently have 8 active listings and expect 3 to sell in time to close this year. You are actively working with 4 buyers and expect 2 will pull the trigger anytime.

Expected sales from pipeline = 5

*your pipeline projection should be conservative

Step 3: Subtract your pipeline from the gap

In our example we had a gap of 31 sales and a pipeline projection of 5. The formula would look like this:

31-5=26

This number (26) is your year end target.

By this point you should already be feeling some relief by shifting focus to a number that is far less intimidating and much more achievable than your annual goal (26 vs. 50).

It’s about to get even better.

Step 4: Break your Year End Target down to monthly and weekly targets

Monthly: Divide your year end target (26) by the number of months (3) remaining to get under contract and still close this year.

 

Example: 26/3= 8.6 (Monthly Target)

Weekly: Divide your year end target (26) by the number of weeks (14) remaining to get under contract and still close this year.

 

Example: 26/14=1.85

*Since we are not in the business of selling “partial” homes, always round up. So in this example the targets would be:

Monthly: 9 under contract

Weekly: 2 under contract.

 

These numbers are where you want your focus as you head into the 4th quarter. They should drive your attitude, actions and results.

Simply knowing the number, however, isn’t going to make it happen. We need to know how to make it happen.

By following this next part of the process you will likely find that it is far easier than you think.

 

Step 5: Assess you activities to date

This is about looking back at your year so far to see what will need to change moving forward to close your gap and reach your goals. As you probably know by now there is a direct correlation between our activities and our production.

To sell homes requires lead generation of some sort. Whatever methods you use simply find the percentage of the activities you have actually done vs. what needed to be done.

For example, if you follow the common rule that you should lead generate for 2 hours every day, that is what needed to be done. That’s the 100% benchmark.

If you actually only did 1 hour every day then you would be at 50%.

 

Activity target/activity actual = activity performance % 

Lead Generation

This is where the magic really happens. Even though we broke the target down to a pretty manageable monthly and weekly target, it can still feel a bit out of reach. That is because we are basing it on what happened in the past… our past activities, our past skill level, our past database etc.

The reality is those variables should constantly be changing. You should be learning, improving your skills, growing your pipeline and database.

It’s true, if you don’t change the activities moving forward you won’t close the gap and your production for the rest of the year will be relatively flat.

If, however, you decide that your goal is worthy of making some shifts in your focus and activities, you will be playing at a whole different level.

For example, if you have sold 19 homes in the first 8 months of the year (2.3/month) and your lead generation activity performance percentage during that time was 30% you will see that by simply increasing to 60% you can expect to generate an additional 2.3 sales each month. Still a long ways from 100% but totally a reasonable adjustment to make.

In our example we know that we need to get to 9 sales per month asap to reach the goal so even with increasing the lead gen 30% we are not quite there.

Lead Follow Up

So let’s take a look at lead follow up. What percentage of your leads this are you doing consistent follow up with? Now, lead follow up is not a one and done process. There are countless studies and stats out there that clearly show the number of leads you convert to clients is directly correlated to the number of contact attempts you make.

So let’s say you call most of the leads you get three times before losing track or giving up on them.

If we are at week 32 in the year you can determine your Lead Follow up Performance Percentage as follows:

3 contacts/32 weeks = OUCH!!! That’s a 9.375% Lead Follow Up Performance

As low as that may seem, it is all too common in our industry. Effective and consistent lead follow up is a game changer.

Say you decide to fix the lead follow up and improve your follow up to 28%.

When you apply that to your past sales number of 2.3 per month you will see that simply by making that adjustment you can expect to add another  4.6 sales each month. However, this math is funny and you will likely find that the increase in results is actually higher than the increase in activity.

In this example just making those incremental improvements to your lead gen and lead follow up activities will likely get you to your goal.

Active Client Referral Leverage

There is one last key area that can make this really easy for you.

Here we will look at the referrals you get from your active clients.

They all have the opportunity to send you referrals as they naturally come across other people with real estate needs while it is on their brain.

If out of your 19 sales you received 2 referrals then your active client referral percentage is 10.5%.

If you get really purposeful on asking your current clients for referrals and increaser your percentage to just 21% you can expect to generate an additional 5.6 sales by the end of the year… and that’s if you only do it with your year end target people.

Adding it all up:

*reflecting 3 month results

Lead Gen Increase Result: 6.9

Lead Follow Up: 13.8

Active Client referrals: 5.6

Past sales Average: 6.9

TOTAL SALES (3 months): 33.2

So you can see that by making those adjustments you would not only reach your goal, you will blow it out of the water.

The only question left to answer is if the change in activity would be worth it to you. Would you be willing to make the needed shifts in action to hit your mark or would you be ok if you end up a little short at the end of the year.

The way I see it, there is a challenge either way, in shifting activities and staying focused or in dealing with the disappointment of missing the goal and wondering if it could have been different.

I hope you use the examples above to see how it relates to your goal and numbers. I hope you will take the time to see how achievable massive gains can be and lastly I hope you turn it up and GO FOR IT!

Journey On,

Brian Inskip

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Making S’more Progress for your Life and Business

 

I love a good campfire… I even love a bad one…  for so many reasons. You’re out in the fresh air, watching the flames dance, listing to crackle of both the fire and laughter of your friends and family. Unwinding beneath the stars, unplugged and enjoying an increasingly rare presence, it is truly a place of zen for me.

A few weeks ago, my family and I enjoyed our first fire of the season on a perfectly cool evening and clear Midwestern sky.

So what does any of that have to do with progress?

There is a whole array of implications, like having balance in your life, but I want to focus on one thing in particular that struck me on that evening.

As I’m relaxing and having a great time, eventually letting out that breath that tells the universe… you can’t bother me right now, I’m relaxed (if you don’t know what I’m talking about you need to go unplug immediately)

I’m thinking this can’t get any better, then… here comes the s’more stuff…

If you are unfamiliar with what a s’more is, it is a magical combination of fire roasted marshmallow sandwiched between graham cracker and Hershey’s chocolate… and they are amazing.

Normally, I am an avid “no desert” kind of guy; I’m just not big on the sweets.

S’mores however are a different story.

So I roast my marshmallow perfectly golden and am enjoying my s’more and I start thinking… since that’s what you can do when you’re unplugged by a campfire.

I’m passing the bag of marshmallows around and it hits me… at some point these didn’t exist!

Same goes for the graham crackers.

And the Hershey’s chocolate bar.

Even the campfire if we really want to go back in time.

I did some research and learned that no one really knows where s’mores came from or when they were invented. The first major appearance dates back to 1927 when the recipe appeared in a Girl Scout publication.

For the s’more to be enjoyed the marshmallow had to be invented. The first form dates back to the 1800’s, a century before the s’more came around. It wasn’t until the 1900’s that they made their way to the United States and the technology was developed to produce them for mass consumption.

Also in the 1800’s the Graham Cracker was invented by a Presbyterian minister as a solution to support a vegetarian diet.

Chocolate goes all the way back to 1900 BC but the first Hershey Bar wasn’t produced until 1900.

Each of the components that make up this tasty treat first didn’t exist, then existed in isolation as a stand-alone snack enjoyed by many and then found each other to provide the ultimate bonfire side dish.

I thought about how many people, throughout the course of history, have enjoyed the components that make up a s’more, individually, but had not been privy to the experience of putting them all together.

The point is this.

Each component of the s’more, the graham cracker, Hershey chocolate and the marshmallow, are all made up of individual ingredients.

Those ingredients had to be combined in new ways to create the familiar treats we enjoy today.

Then those treats had to be married together to create the s’more.

This is innovation… for those of you that have had a s’more, you know, this is progress.

But take notice at how long it took for someone to make that happen.

And it doesn’t stop there.

I grew up enjoying the traditional version of the s’more, which became widely known in 1927.

For most of my life I knew a s’more to be graham cracker, Hershey’s chocolate bar, and marshmallow.

Then on one particular camping trip with friends, again around the campfire, it was time for s’mores.

Except instead of Hershey’s chocolate bars, these friends had brought Reeces Peanut Butter Cups.

That took s’more to a whole new level in my book and is now my new standard.

The trap we often fall into is in thinking anything is ever complete, as good as it can be, optimal or otherwise.

There are always improvements that can be made, innovations to be unleashed, new ways to look at things… this is what History shows us, all the way from the s’more to the internet, space travel, mediacl care… you name it.

In the case of the s’more, what will be next?

Perhaps someone will figure out how to provide the same great treat in a healthier version…  maybe someone will be inspired by the concept of a fireside treat and bring something brand new to the “picnic table”… who know what will be next.

The only thing I am sure of is there will be something next.

There will be improvement, progress and better things to come.

With this perspective I would encourage you to take a look at buyer listings, check out our agent resource page to learn more.

Look at how we are combining great ingredients in new ways so you can enjoy s’more progress in your real estate business!

Journey On,

Brian Inskip

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Don’t go for “no”… Find the “yes”

Have you ever heard someone say “celebrate the NO’s”?

I hear it all too often from people in every type of sales industry you can imagine.

Whether you look at Real Estate as a sales or service industry, this is definitely a phrase that gets tossed around pretty loosely.

It’s also one that I bought into for a number of years and consequently I missed the bigger picture.

leads

Now, I get that the phrase is implying that, through averages, you will inevitably encounter a certain number of “no’s” to get to a “yes”.

The “no’s” are basically a measuring device to know how close you are to a “yes”. I don’t really see a problem with that but if you’re not careful, this becomes a slippery slope and can easily undermine the overall goal of your activities.

At some point, you have to stop and evaluate the effectiveness of what you’re doing.

This applies to the marketing and advertising you do, the conversations you have, appointments you go on… everything. (I cover this in depth in my new book “Buyer Listing: A Revolutionary Approach to Real Estate Marketing and Lead Generation”)

If we celebrate the “no’s”, it’s relatively easy to never experience the need to shift…. After all you’re still winning right?

It’s easy to get caught in the trap of thinking that your just one more “no” away from that yes. That may, or may not be the case.
For example, if you are calling your database looking for referrals and you have received 100 “no’s” and not one “yes” I think we could agree that’s not very effective. That’s going to lead to some pretty long hours and very disappointing results.

Often times we assume it has something to do with us… our delivery or skill set.

I have found that rarely to be the case. A great delivery for an offer that has no value is still likely to fall on “deaf ears”.
On the other hand, even poor delivery with something of high value will often get a “yes” because they want what you are offering.

The problem is most likely either:

1) You have the wrong audience
2) You have the wrong offer/message

Neither of those two things are a cause for celebration.

If you shift your focus to finding a “yes” vs. getting “no’s” your world will change!

With this approach you build value for the majority of people that get your message or offer rather than the minority.
When they have already accepted the invite to “come into your world” and have received value from you, they are much more likely to engage you when their need for your primary offer arises.  In the case of Real Estate, when they need to buy or sell a home, or know someone who does.

To do this you need to have layers of offers that you can make to people but the goal remains the same:

What value can you deliver to them on a regular basis that they both want to receive and is relevant to your primary objective?

The reality is most people in the world right now do not have an immediate need to buy or sell real estate.
So the question becomes:

“What can I offer to those that don’t have an immediate real estate need that will keep them engaged and make sure when they do, they call me”?
In my new book “Buyer Listing: A Revolutionary approach to Real Estate Marketing and Lead Generation” I cover in detail one of the most effective ways I have found to accomplish this.

You will want a variety of offers, but you certainly don’t want to be without the ones I cover in the book.

You can get a free copy here, my gift to you.

The key in figuring out what offers you need is to put yourself in your audiences’ shoes:

What do they value?
What would be interesting to them?
What will they say “yes” to?

Keep in mind, it is usually not something they already have readily available to them. You want to offer something unique or exclusive.
That is one reason that the “Buyer Listing” offers I cover in the book are so effective. People can’t get it anywhere else and it has a direct appeal to this social world we live in today.

If you find yourself thinking “great, another thing I have to do” and this sounds like work, you would be right.
It is work.

The difference is that it is far less work than having to reach 100 people to get one “yes” (or whatever the ratio may be).
The work will be worth it.

Go for more “yes” and you will enjoy more freedom, more sales and have a lot more fun doing it.

Be sure to grab your free copy of my new book (retail $12.99) before they run out!

Journey On,

Brian Inskip

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Buyer Listing – The Book

book

“You will be the same person in five years as you are today except for the people you meet and the books you read.”
– Charlie tremendous Jones

Order Now

 
 

Already received your copy of “Buyer Listing”? Be sure to get the
Study Guide as well!

Take your Real Estate Business to new levels with “Buyer Listing” A Revolutionary Approach to Real Estate Marketing and Lead Generation

What is my new book, “Buyer Listing – A Revolutionary Approach to Real Estate Marketing and Lead Generation” all about?

If I had to sum it up in one word, it is about breakthrough.

Have you ever had a real breakthrough? The kind that completely changed the game for you?

Made everything easier.

Made your life and business better.

Expanded your vision well beyond its prior limitations.

One so powerful that nothing has been the same since that moment when it “clicked”. It put you, your thinking and your actions into overdrive and you have results to show for it!

Maybe it was that book that you couldn’t put down and you felt like the author wrote it… just for you. It was just the right words, just the right recipe, at just the right time. Now you have it on your shelf, bookmarked, rattled with notes and more words highlighted than not. A staple of who you are and how you think today.

Maybe it was that workshop or conference, while even though you were surrounded by hundreds (if not thousands) of people, the presenter was speaking directly to you. You walked out taller, inspired and changed from when you arrived. You discovered more of yourself and your potential.

Perhaps it was a conversation, experience or movie that opened a door, a thought or inspired and action that changed things for you.

As you look back over the progress you have made, be it life or business, you realize that every bit of progress is attached to a breakthrough you have had.

You also begin to recognize that where no progress has been made, there was no breakthrough… no shift in thinking, change in actions or spark of inspiration.

Then you start to wonder, how would your life or business be different today if you hadn’t read that book, attended that conference… what if you had never had the breakthoughs that have spurred progress in your life? Where would you be now?

They are easy to miss, easy to pass up.

Often times the opportunities for breakthrough are destroyed by distraction, buried by our busyness, ignored through indifference. These are the enemies to your progress that battle you everyday to hold the line on your status quo.

If you reflect on the progress in your Real Estate business over the last few months it’s clear whether you or the enemy are winning the battles.

Every breakthrough is made possible in a single moment, when you decided to learn something, do something or otherwise put yourself in the path of opportunity.

What if you were about 30 seconds away from a huge breakthrough opportunity right now?

Would you go after it or dismiss it? Saying to yourself “that’s just more noise”.

There is a breakthrough (if not several) waiting to be discovered by you, in my book “Buyer Listing – A Revolutionary Approach to Real Estate Marketing and Lead Generation”.

What You Won’t find

What you won’t find in the book is a regurgitation of all the same “stuff” you have already heard or done.

You won’t find shiny objects with overstated projections or promises.

You won’t find another thing to do that still ends you up short of your goals.

You won’t find half the story, part of the formula.

That wouldn’t be a breakthrough.

What you will find in the book “Buyer Listing”

There is a breakthrough in thinking that will fundamentally change not only what is possible for you to achieve in your Real Estate business, but what will be required of you to make it happen (it’s much easier than you think).

There is a breakthrough in strategy, that’s going to allow you to get more from the time, energy and money you invest in your business.

There is a breakthrough in effectiveness, so you don’t have to be so busy all the time in order to reach your goals.

There is a breakthrough in simplicity, making it less complicated to do what you want to do and have the life you want to have.

There is a breakthrough in progress, taking a truly different approach, a revolutionary one, that takes the most effective and time tested fundamentals of a successful Real Estate business and applies them in new and innovative ways to dramatically amplify the results you get to enjoy.

 

 

book

The truth is, if we are doing things the same as they were being done 1 year, 5 years or 20 years ago then we haven’t been learning, we haven’t been making progress.

This book is a road map to creating more progress in your business than has been possible in the past.

The decision, of whether you will put yourself in the path to discover these breakthroughs, is yours.

It is easy to pass up, but think back to those instances where you could have easily missed a breakthrough.

How would your life be different?

Opportunity is slippery like that so I hope you don’t let this one pass you by and that my book helps you discover a better business and a better life!

Order Now

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The BETTER THINKING behind Buyer Listings

Thleadsere was a day not too long ago that a real estate buyer listing had absolutely no meaning and no significance to me.

I didn’t know what a buyer listing was so naturally it had no relevance to me or my business.

Since I didn’t know what they were and never thought about them, it didn’t bother me that they were missing from my business.

You know that phrase “you don’t know, what you don’t know”?

That was true for me, as it is for most agents, about buyer listings.

So it’s no surprise that agents often ask me where MyBuyerListing.com came from.

The truth is I stumbled into them…

I wasn’t looking for a way to market my home buyers. I was looking for solutions to achieve a real estate business that allowed me to reach my goals as efficiently as possible.

There were a lot of options on the table (most were the traditional and obvious solutions) but buyer listings made the final cut of the best of the best solutions.

Why?

For me it was all about the fundamentals. I knew two things for sure at that point in my business.

  1. Marketing listings generates leads
  2. Getting referrals from my database is awesome

The image in this post is an outline of the paradigm shift I had about what buyer listings are and what they can do for a real estate business.

By fundamentally shifting the way you think about buyers, you can fundamentally change what’s possible in your real estate business and what it takes to accomplish it.

It was such a simple concept that I had to pinch myself and make sure I was seeing things right.

Could I really market my home buyers needs (buyer listings) in a similar fashion to how I would market a home for sale and expect to generate leads by doing it?

How Seller Listings work as a lead generation tool:

I started looking deeper at why and how marketing seller listings works.

Basically, we make information about a home for sale visible to the public (advertisement).

This information gets the attention of people interested in buying a home (traffic).

Some of those people take an action to get more information etc.(Lead capture).

Some of those people become clients (sale).

So the reason we get the leads (particularly buyer leads)by marketing seller listings is because we share information about homes for sale and that’s what buyers need and want!

How Buyer Listings work as a lead generation tool:

How would the same principals apply to marketing buyer listings?

We make information about an active home buyers needs/wants visible to the public (advertisement).

This information gets the attention of people interested in selling a home (traffic).

Some of those people take action to get more information etc. (lead capture).

Some of those people become clients (sale).

So the reason we get leads (particularly seller leads) by marketing buyer listings is because we share information about active home buyers and that’s what sellers need and want!

What about the database?

To the second point of how awesome it is to have a database that regularly sends you referrals and already knows when their time to buy or sell comes, they will call you.

What we get from our database is determined by what we give to it.

The same rules from the previous listing marketing examples apply to your database. Marketing seller listings tends to generate buyer leads and marketing buyer listings tends to generate seller leads.

When you share you buyer listings with your database you are equipping them with a tool to connect you to potential sellers. The logic behind it is so simple, it’s insane!

In addition, by sharing buyer listings with your database you are giving a visible example of how you proactively create maximum opportunity for homebuyers. This encourages them to send their buyer referrals or engage your services themselves when the time comes!

 

Whats the verdict?

The only difference in marketing buyer listings and seller listings is the “advertisement” you will use and the type of leadsyou will generate (buyer vs. seller).

They follow the same process and work for the same reasons.

Once I realized that there was no turning back. I started thinking and treating buyer listings and seller listings the same.

When you get the full picture of buyer listings, not marketing them becomes the equivalent of taking a new seller listing and not marketing it.

The only other thing I’ve run into that holds agents back from enjoying the benefits and leverage of buyer listings is this invisible rule of real estate:

Invisible Rule: Seller listings are the only listings that can be marketed to generate leads.

It is an invisible rule because it’s actually not a rule at all. It is an assumption born form the fact that traditionally that’s how its done.

But where does it actually say that you can only market seller listings?

Before answering that, I don’t mean where it says on the surface to only market seller listings. I mean when you look beneath the surface to the why (or goal) of marketing seller listings does it say to only market seller listings?

The why is to generate leads, gain visibility in your market place, provide a lead generation and marketing platform and sell the property?

Again, buyer listings are a mirror image when we look at the why behind marketing them and the result it produces.

While this may require thinking differently the process of marketing buyers and gaining the benefits that come with it are simple and inherently familiar to real estate agents.

I hope this has given you some additional clarity about what buyer listings are and the thinking that makes them every bit as useful and valuable to your real estate business as seller listings.

I’d love to hear your thoughts, comments or questions on here or you can always send me an email (Brian@mybuyerlisting.com).

If you would like to explore the benefits of buyer listings in your business you can learn more here, or schedule a 1 on 1 strategy session with me.

Be sure to check out our upcoming webinar series where I will be teaching everything you need to know to make buyer listings an insanely leveraged and fruitful addition to your real estate business in as little as 5 minutes a month.

Journey On,

Brian Inskip

Founder, President

MyBuyerlisting.com

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Problem Solving Problems

“We are boxed in by the boundary conditions of our thinking”

-Albert Einstein

Problems are everywhere… we all have them.

The New Years resolutions you made represent problems. Getting your kids ready and out of the door on time… problem.  Deciding what to have for dinner… problem.  Finding new clients… problem. Having enough time to get everything done… problem.

To do the things you want to do, have the things you want to have, and live the life you want to live all depends on solving problems.

Problems can be viewed as either barriers or gateways. The choice is yours.

You see, every perceived problem is really an opportunity in disguise. They are the ticket price to entry.

Sometimes when we see the ticket price we go into sticker shock… otherwise known as paralysis, remission or submission. We give the problem the power and let it dictate where we can or can’t go. We buy into perceived limitations and concede defeat.

The problem is that the reasons we often give up when confronted with a problem just aren’t true. What holds us back in these instances isn’t the problem itself but a faulty approach to problem solving.

I wanted to share a few techniques I have found to be incredibly useful over the years in solving problems and opening doors rather than retreating in the face of big or small problems alike.

Step 1 – Change your Default Settings

This is the first, and most important step. Without it none of the other steps matter.

When a problem arises what is you default response?

Is it something along the lines of “well, it was worth a shot” or “Man, I was really hoping this would work out”.

In other words, are you conceding to the problem before you have explored all the possible solutions?

Consider the following example. You have a home under contract and the agent on the other side calls you and tells you that their client has decided to cancel the sale.

Where do you go from there?

Often times we take problems for their “face value” as the end all be all and the way it is… But they are not… They are just problems in need of a solution.

The biggest key for me in solving problems is setting my default response to believing it can be solved.

It doesn’t matter what the problem is… when it first comes up, convince yourself that there is a solution.

Like any habit it will take some time and intentional effort to go from old to new. So even if the first thought that pops into your mind is problem focused be sure to take a conscious effort to tell yourself there is a solution and reframe your thinking.

Having visible reminders is exceptionally helpful during this process. I recommend having a sign on your desk and bathroom mirror that says “Every problem has a solution”. I also like having one of those rubber bracelets as a reminder that goes with me everywhere.

This will allow you to start exploring possible solutions free of any circumstances.

Test it out… Pay attention to how other people respond to problems. When you confront them with an opportunity do they immediately start listing the problems or do they start sharing solutions that could allow it to work?

Do an Experiment

Go ask a friend if they would like to go on a 3 month world tour with you… just drop everything and go.

Yes, this is an extreme example but just listen to the response. In fact, what was your response to the proposition?

Then whittle it down making it less and less extreme.

If they respond with something like “I can’t afford that”, reply with “what if I paid for you to go”?

If they say “I can’t get that much time off of work” respond with “what if I was able to negotiate a remote work agreement for you”?

Ask if they will go for 1 month, 1 week… even a day? Notice where the threshold is crossed and it becomes a viable option… when enough problems disappear.

Where a few free-spirited folks may jump right in, you will more likely find yourself on a trip down Problem Lane.

It’s not that they wouldn’t want to, it’s that their default response is set to empower the problems vs. explore solutions.

If we guide our lives down the path of least resistance it will be remarkably average or even below.

So be purposeful in rewiring your default response to problems… I don’t even really think about it anymore and when a problem comes up, possible solutions immediately start racing through my mind. They blow right past the problems.

When you do this, you will find that there are a multitude of ways to solve virtually any problem and they are often much easier than you may have imagined.

Step 2 – The secret sauce

Once you believe there is a solution and have selected a course of action to solve a problem just add one key ingredient.

When it comes to problem solving, persistence is the secret sauce.

For many problems it impossible to see all the angles with 100% clarity before you start working on them.

Problem solving is often more of a process than an event. Every step of the way you are learning and then applying your learning in the next step.

Some of the learning will be about what didn’t work…

News flash…  Your first approach to solving a problem may not get the job done… In fact, it might even feel like it moves you farther away!

Your second approach may not work, or your third.. You see where this is going?

The only way to ensure you will solve a given problem is to persist until you do.

This is where growth happens. When you take this approach you will not be the same person when all is said in done. You’re problem solving muscles grow stronger and stronger the more you use them.

Keep your eyes open

There is one more key here to keep in mind. Persistence does not mean that we blindly hurl things at the wall to see what sticks or that we select one course of action and lock out all other possibility ignoring all the signs that we need a new approach.

You have to keep your eyes open while problem solving. Take some time to step back from it and get different perspective. Be a student of all the action and subsequent results and switch up the formula as needed.

Lighten up, keep it fun and never mind those who start looking at you like your crazy. Once debilitating problems can quickly become incredibly interesting and fulfilling experiments with the right mind set.

Remember, value is created when we solve problems for ourselves and others.

So go find some problems that perhaps you avoided in the past and take a fresh look at them, knowing there is a solution and see what types of solutions began to appear!

Journey On,

Brian Inskip

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Real Estate B.S.

There is certainly no shortage of B.S. in Real Estate. Wouldn’t you agree?

B.S seems to be everywhere in our industry from our lead generation and marketing, servicing our clients, managing our people, making and implementing plans, training, script practice, follow up, appointments, keeping other agents happy, finances… the list goes on and on.

With all the B.S. at times it seems like a miracle that we are ever able to get anything done at all!

Then the Holidays come around and we add another layer of B.S. to our lives…

Yes the Business Syndrome (B.S.) is a constant temptation for Real Estate Agents, including this one. What, did you think I was referring to something else?

If you want to have the life and business you’ve always dreamed of, you’ve got to cut out the B.S.

As Henry David Thoreau put it:

“It is not enough to be busy. So are the ants. The question is: What are we busy about?”

Here are 3 simple steps to recognize when the Business Syndrome is creeping in and how to keep from getting buried in it.

1. Listen to your habitual language

One of the biggest problems with the Business Syndrome is that it is very cunning and a master of disguise… It starts to creep into our lives and business and can actually feel like momentum at times… We may even wear it as a badge of honor as we brag on our latest “all nighter” or 5 year stretch of no vacations.

It’s like a weed that disguises itself as a flower while it takes root and spreads its reach.

So the first thing we need to do is become aware.

The best ways I have found to do this are to pay attention to my language.  Here are a few examples of phrases that are tell-tale signs that B.S. is taking root or may already taken over.

“I’m too busy”

“I’m swamped”

“I can’t keep up”

“it’s crazy right now”

“I don’t have time”

“I just can’t get to it right now”

“A day off, that’s funny”

These phrases, harmless as they may seem, are signals that you are trapped. They are more indicative of treading water than purposefully choosing the priorities that drive results. They give power to the circumstance rather than our ability to focus on the things that matter. The danger is that as long as we buy into the thinking behind these phrases, we will remain trapped and nothing will change.

There are countless other but you get the point.  When you feel these becoming your “mantra” you better take a closer look for B.S. seeping into your days.

2. Measure the outcome of your efforts

The other technique that never fails from sniffing out B.S. is to do a little math every now and then.

I’m sure you have heard the phrase “numbers don’t lie” and that is certainly the case here.

Simply add up all the hours you worked in the last week and divide it by the income you produced.

This will give you your dollar per hour rate and is a number that is secret to far too many Real Estate Agents.

The reality is that Real Estate is a business, it’s a job and it’s a career, if and only if you are getting paid for what you do. Otherwise it’s a hobby or volunteer work.

The key question you are looking to answer here is:

“Is what I am doing now effective in producing the result that I want”?

For example if you logged an average 50 working hours a week and sold 25 homes with an average sales price of $200,000 your would have $150,000 GCI (Gross commission income). Divide that by the 50 hours a week for 52 weeks (or however many weeks you worked) and your gross dollar per hour rate is $57.69. If your operating expenses (what it costs you to do business) is on the lower end, usually around 50% then your net income would be $28.84. Once you set aside 30% for Uncle Sam you actual take home drops to $20.18.

Once you have your number you can then have a very real conversation about whether it is acceptable to you or not and if it is symbolic of all you are capable of doing.  If not, there is a good chance that the Business Syndrome has crept in and it’s time to evaluate what needs to change to deliver the results you want.

3.On the business vs. in the business

Perhaps one of the worst side effects of the Business Syndrome is how it can undermine progression.

A great way to know if this is apparent in your business is to look at how you spend your time.

Are all of your working hours spent “servicing” the business you already have to the point that there just doesn’t seem to be time to track you numbers,  create a business plan, attend training, implement more efficient systems or adopt even more productive strategies?

This is one of the most difficult areas to recognize because we feel productive and we are seeing great results.

It is relatively easy to adopt the mentality of “if it ain’t broke don’t fix it”.

This is true if we are not concerned about progress in our lives and business. Progress can take on many forms from increasing production to reducing the number of hours it takes to maintain your production.

I’m not sure about you, but my goal has never been to have a business that isn’t broke… it’s to have one that is optimized for achieving the results I want in both life and business.

If that is the case for you, than you have to keep the B.S. from undermining your progression from the status quo.

A great way to start is to block off time each week where your sole focus will be working on your business, planning, measuring, learning, improving, systematizing and creating a bigger vision of what it is and what it can become!

Cutting out the B.S.

Now that you have ways to identify the Business Syndrome seeking to limit your production, progress and potential you have the power to stop it.

It will take action on your part and the tradeoff is that often times when we are cutting B.S. out of our lives and business it can feel unnatural, or downright stressful and chaotic.

Push through the chaos to find a better business, a better life and a better you on the other side and in hindsight you will be able to see that the rest was just B.S. working against you and trying to keep you where you are.

Always challenge the status quo and look for ways to improve everything. Not to be confused with chasing every shiny object that crosses your path but a constant expedition for real solutions to dramatically shift what you can accomplish.

You will find that this type of life and business has little room for B.S. and it will go find a more welcoming place.

Journey On,

Brian Inskip

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The Experienced Beginner

There is no arguing that experience brings with it some definite advantages… This is as true in life as it is in business.

For example, experience has taught me that if I will be getting home from the office later than usual, a quick check in with my wife will create a drastically different response than not checking in and leaving her to wonder when I will be home.

In business, experience can help us predict and prevent challenges from every surfacing.  It can help us navigate the inevitable challenges that do make it to the surface.  Experience can build confidence and give us credibility. It can help us be more effective, more efficient and more capable.

Yes, when applied, experience can be an incredibly useful tool.  Conversely, if we don’t apply the lessons gained through experience, you can bet on creating the same outcome as you did before.

With all the benefits that experience can bring it is also important to be aware of the potentially harmful side effects.

I think Mark Twain described this phenomenon the best:

“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” – Mark Twain

You see, our experience can quickly morph into an assumption or belief that actually works against us, if left unchecked.

One of my favorite examples of this is the child that burns his hand by touching a hot pot on the stove.

That experience, if left unchecked, could lead to that child never touching another pot again to avoid “getting burned”… very useful in some regards.

Yet, what if that child had a culinary gift? It would never be realized if there was a fear of pots!

Would this mean that when the child grows up and gets married that they would never help their spouse cook? What kind of negative impact could that have?

Or what if, in some bizarre situation there was a pot full of money just sitting there… the child would never know because experience has taught him “don’t go near that pot”.

Where can this show up in your Real Estate business??

The simple answer is: EVERYWHERE.

I built my business by calling FSBO’s.  When I first started I was nervous and awkward and ran into all kinds of “new” situations that I didn’t know how to respond.

Yet I was able to achieve huge success.

As I gained experience, an interesting thing happened… I became more fluid in my scripts and objection handlers, I developed confidence, consistency and a track record… and then my conversions started to DECLINE!!!!

Wait…. What???

How did I go backwards when I was seemingly getting better??

To be honest, I had no idea how or why this was happening.

What I eventually realized was that while experience had polished my skill set, it had also brought some baggage along with it that was outweighing the latter.

You see, in the hundreds of conversations I’d had with FSBO’s, I had experienced a lot of “rejection”… in other words, many conversations did not lead to retaining that person as a client. I had situations where people lied to me, cast judgements on me and responded to me in a variety of unfavorable ways.

I had experienced situations where I had invested significant time and effort providing information and resources to people, only to have them hire someone else.

I was actually carrying that “baggage” from those negative experiences into the new conversations I was having.

My mindset had shifted and I “knew” in the back of my mind that there was a good chance my calls would end up in one of the following ways:

That people wouldn’t call me back. That they probably already had an agent. That they won’t appreciate our service. That they aren’t motivated. That they will try and negotiate me down on my commission. That they will hire the cheapest agent. That I will invest countless hours and have little to show for it.

The mind is incredibly powerful and by focusing on the possible negative outcomes based on my past experiences, I was actually projecting that onto my prospects and creating more of the same!!

This is just one example but this type of scenario can be found in all manner of life and business scenarios.

So what do we do about it?

We don’t necessarily want to abandon the lessons and value that comes with experience, yet we don’t want to be restricted by the past either.

The key is to be an experienced beginner and from time to time take measure of where experience is helping us and where it may be restricting our ability to innovate and go farther.

This means that you have your experience at the ready but approach each situation with the curiosity and an untethered attitude that a beginner would, with no preconceived notion of the outcome.

This type of attitude will allow you to listen, ask questions and keep an open mind.

Being an experienced beginner will allow you to be open to new solutions, look at things from different perspectives and refine our methods for continual improvement.

You will be able to explore the “gray areas” where truly extraordinary results are found from a firm foundation of fundamentals.

This is a great time of year to take a look at how “experience” is impacting your life and business and determine where you may want to adopt more of a beginners mind.

Here are some great questions to explore and test assumptions that develop from experience:

  1. If I were doing this for the first time, what would I do differently than I’m doing now?
  2. If I were going to teach someone how to do this better, what would that look like?
  3. What haven’t I considered?
  4. If everyone else is doing this the same, how can I stand out?
  5. What am I assuming to be true? (then find 3 ways to prove each truth wrong)
  6. Are the rules I am following conditions or assumptions?
  7. Do my results follow a trend? How can I disrupt the trend in a favorable way?
  8. Is there a seemingly unrelated industry/activity that approaches this differently?
  9. Is this the absolute best this can ever be done?
  10. Since there is always a way to improve… what is a way I can improve this?

This is the beginning of a creativity exercise to find better solutions and improve results & efficiency.

History shows us that progress and innovation are going to happen. By asking these questions with purpose now, you may just position yourself to be the one who is writing it!

Without it, we wouldn’t have airplanes, automobiles, the internet, cell phones or any of the other miraculous creations that started by asking these types of questions and challenging the status quo.

While many would think that new discoveries or inventions limit the chances that we will find such a breakthrough, the opposite is true. The more we progress, the more tools and resources we have to go even farther!

At the end of the day, life is more interesting, exciting and fulfilling when we are on an adventure to discover all we can and see how far we can go!

Journey On,

Brian Inskip

Founder, President

MyBuyerListing.com

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