Just because something is inconsequential or even irrelevant, doesn’t mean that it will always be that way. Think of Detroit and how they ignored the Japanese car manufacturers importing to the U.S. in the 60s. Or how CBS’s former owner Tisch ignored the synergy of having a cable or Internet affiliation because he couldn’t justify the investment on an immediate return-on-investment basis. Or how Hollywood is just now getting that the Internet may well take over a lot of their customers. Perhaps the details are precursors or early warning signals — they are telling you something about the future (positive or negative). Until recently, you’d have had the luxury of waiting for real evidence of an emerging trend, but now, given how fast things are changing AND how savvy others are (who ARE paying attention to nuances and details), you cannot afford to wait. You just can’t. Details are GOLD. Treat them that way.

Carpe diem,

Session Description -

Ken Dixon is an amazing agent with RE/MAX in Huntington Beach, California who has been able to thrive while the rest of the industry is struggling and working 14 hours a day just to stay afloat. He has developed a fantastic, growing team that gets buyer broker agreements signed on each buyer they work with. He joins us to talk about his story, his secrets, how he has been able to grow his business and the lessons learned along the way.

Click Here to Download the Interview

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Customers are demanding a perfect fit between what they need and what you offer. It didn’t used to be this tough to please customers, but it is now. Good enough isn’t good enough. The point here is that you want the details of what you offer to fit 100% with the exact needs (details) of the person buying. They want a perfect mix, hookup, and connection. It’s similar to the fact that your computer DEMANDS perfect software codes or modem connections in order to work. Even one digit messes up the system. The same is true in real estate; clients don’t just want you to be good and competent. They want you to have some relating expertise to solve their exact problem in record time.

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Session Description -

What is the most powerful tool in your arsenal?

What is the single thing that you can do to give you the best Return on Investment (ROI)? Is it your website? Your blog? How about the postcards you send out? Your newsletter? No, it is not any of these – it’s the PAN and we would bet dollars to donuts that it is one of the least used marketing strategies you are currently leveraging in your quest to build your business.

Chris Pollinger will talk about the power of the PAN and how you can use this extremely inexpensive tool to bring explosive results to your business.

Click on the Marketing Module button to check out this week’s Mastery Coaching Marketing Module.

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We all affect others anyway. Why not affect them profoundly? Here are 10 proven ways to do this, all of which will make you a lot more attractive to others and to yourself.

1. Listen for and point out the special gifts, traits or talents of the other person.  Most people are listening for what they need from the other person. When you’re listening for what’s special or unique about a person — and point it out — you’ll very much affect them positively, with very, very little effort on your part. What if you did this during every conversation you had for the rest of your life?
2. Listen and respond-in-kind to the underlying emotion of the other person. Facts and information are valuable, but are rarely profound. What are profound are people, emotions and concepts. Next time you’re listening to your child, client or friend, feel what they are feeling and respond in kind to that, instead of just to what they are saying. Feelings are the fastest way to the person’s heart.
3. Deliver messages that can be remembered and retransmitted. The idea is that when you can package information, concepts or truth into nugget-sized packages, they don’t only land easily on the person you’re talking to, but that person can pass them on to others easily.  Have simple, worthwhile, intriguing things to say. It’s as simple as that.
4. Have so accepted and endorsed your worst weaknesses that others feel safe around you. A lot of attraction works without you having to ‘work it.’ It happens by itself, behind the scenes. And one of the ways to profoundly affect others is to be so ‘over yourself’ that they, too, can get over themselves. We’re all gripped by eye-popping fears and compelling desires, but when you’ve reached that place in life where you aren’t affected by any of this stuff because you’ve fully accepted your humanness, faults AND talents, then others can have the same experience of themselves.
5. Open up new worlds for people, in their thinking, feeling or priorities.  In other words, pull the rug out from folks whenever you can, but quickly give them a new chair to plop into on their way down. You can draw a missing distinction, question an antiquated assumption, challenge a strongly-held belief, plant a seed of a different crop, ask a strong inquiry-type question or give them words to express what they are barely able to sense.
6. Show others how to experience better what they already have.  The point of unhooking you from the future and focusing more on today is made elsewhere in one of the Attraction Principles. But that principle is the parent of this one – to show others how to better use and make more of what they already have, whether it be a problem or a gift. Most folks are so future oriented that they miss out on the opportunities staring right at them in the present. Be their eyes and ears for a minute and help them see the value of what’s already all around them.
7. Remind people who they are instead of just complimenting them on what they’ve done.
   Praise and acknowledgment is nice, but that’s a bit like telling your dog that his tail wags really well. Huh? The idea here is to focus on the person behind the accomplishment or problem.  It’s the fundamental distinction of whom vs. what. When you help the person get more in touch with who they are they’ll produce better “whats.”
8. Give people something meaningful to do.  I don’t understand why, but most people are pretty bored. They are waiting for something interesting and meaningful to do. It seems that most people are being drugged by television, thus live in a sort of an excited stupor, if that’s possible. So, if you’re someone who is up to something and are willing to include people in on your game or project, most people will get meaning from that — from being asked to play, but also by the game itself and the people they meet along the way. If you’re working on a project, OPEN IT UP and profoundly affect a lot of other people.
9. Give people the tools they need to improve and evolve. What tools do you currently have available to you that would profoundly affect others? Share all of them.
10. Don’t try to profoundly affect others.  Okay, I had to toss this one in here. The idea is that the objective here is not to profoundly affect others. Because that’ll get you into trouble, especially when they don’t want to be profoundly affected.  What you can do is to care for others and share the above stuff with those who want it. That way, ‘profoundly affecting’ others won’t become your cause, banner or reason for living. That would be pretty unattractive.

Carpe diem,

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You can either try to shake an entire lake to create ripples, or you can toss a pebble in and watch the ripple effect. In other words, don’t underestimate the value of seemingly unimportant details. I see a lot of agents and brokers focusing on the ‘important big picture stuff’ like strategy and numbers and trends. They’d be a lot smarter to focus on that stuff only 2% of the time and spend the other 98% of the time at the front lines, noticing and improving every single detail of their operations. 98% of time dealing with detail leads to one heck of a ripple effect.

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You have more natural energy when your environment, health and emotional balance, money, and relationships are all operating at a high level.

The Clean Sweep program consists of 100 items that, when completed, give you the
vitality and strength you want.

The program can be completed in less than one year.

To download the tool click here

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You can instantly improve something if it’s a detail – straightening a picture, helping a customer service agent deal better with an individual caller, helping a client solve a small problem. These ARE things you can do, and do fairly easily. Most clients may not see the value in the details, but you can. An example of this is NY City, where the police department decided to focus a LOT on petty crime/small infractions such as vagrancy, public urination (sorry, but it’s true), and other non-murder type stuff. Peeing seems a lot less important than reducing the murder rate, right? True, but as a result of a focus on the micro, the police department has shown a 50% drop in macro problems like murder, rape, etc. The moral is to focus on what you can instantly fix and it’s a good bet that, to a large extent, the bigger goals/problems will start taking care of themselves. 

Carpe diem,

I believe a lot in the “Integrity, Needs, Wants” Model which goes something like: “Put your Integrity first, then your Needs, then go do whatever you Want!” And I say that most Integrity problems start with details/early warning signals that we simply ignore until they become a problem.

There’s another Model I like called the Opportunity Model: Occurrence > Message > Lesson >Problem > Crisis. The idea is that if you immediately respond to things (positive and negative; wanted and unwanted) AS they come to you, almost all of these can immediately become opportunities. But many of us wait for what comes at us (Occurrence) to turn into a noticeable Message. Not bad, but you’ve missed the opportunity already! And, of course, most of us wait until the ignored/unseen Message becomes a Lesson or Problem before we respond appropriately.

The key point here is that by focusing on responding to all Details immediately, that we can avoid the Message>Lesson>Problem>Crisis progression and instead just enjoy opportunities AS things occur.

Carpe diem,

Session Description -

Barb is a truly distinguished PRC Regional Director and Associate Broker who is the best of the best. She understands the “white collar” relocation side of the real estate business. She joins us to talk about her story, her secrets, how she has been able to grow her business and the lessons learned along the way.

Click here to Download the Interview

Visit Barb’s Website

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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