“The skill sets for individuals to achieve excellence may differ, but the mindset is the same.”

We help agents, brokers and companies develop values based businesses.  We firmly believe that to achieve long term success and venture into the elusive significant, you need to create a business that stands on principle and shared values.  We help clients discover and articulate their values and strengths to develop a strong and profitable marketing plan that attracts people who care about the same things the client cares about and truly appreciates the clients strengths.  Prospecting methods are all build and tailored around the client’s individual personality.  And we walk out the execution of the business plan with them to ensure everything is bundled up to contribute to their business’ overall culture and brand.

Every client is different, there are no cookie cutter business plans when you come from a values based proposition.  Every client’s history, skill set and background varies and so every business takes on a identity of its own.  We aren’t interested in giving one map to success, we are interested in working with clients to provide THEIR map to success and significance.   

Mindset through is shared and similar.  There is a world of difference in mindset between those that casually play with this business as a hobby,  those that treat it as a job or career and those that approach it like a business.  Not only do the results vary wildly, but they actually think differently.  As a real estate professional, you can and should work on your skill sets, but nothing will bring you better and faster results than working on your mindset.

Personal Change

• Break Routines
• Best Behavior = Best Results = Biggest Traps
• Search out new ways of thinking
• Change or die

Quit Trying “Harder”

• More of the same is just more of the same
• When you are lost in old paths, you are blind to new ones

Use Unconventional Approaches

• We must overcome our addictions to old methodologies

Change Your Thinking

• Don’t limit yourself to what you think you “can have”
• Go for what you really want
• Give yourself to dream and to risk

Suspend Your Disbelief

• Doubters and skeptics never achieve
• Doubt your limits, doubt your doubts, never doubt yourself
• Act as if success was certain

Choose a Different Set of Risks

• You can’t escape risks
• Get uncomfortable
• Be willing to make mistakes

Be Passionate!

• Fall in love with what you do (or why you do what you do)
• Have a magnificent obsession

Open Up and Get Your Talents Out.

• The time is now
• Fulfillment is obtained when you are personally stretched
• The next 5 years are not determined by the last 5

Make Your Move “Ready or Not”

• There is no such thing as a perfect time
• Success is normally inconvenient

“I don’t care where you’ve been, I care where you are going.”

I don’t look at someone’s resume when I hire people.  It’s not that it doesn’t matter, nor do I appreciate the effort and time that went into stretching the truth for my benefit or the quality of the paper to dress up the little propaganda piece.   But in reality, I don’t really think it’s all that important.  Yes, I guess it would matter a little more if I were coaching hospital administrators and we were hiring doctors, but, I work with real estate people.  Let’s face it – the technical side of this business can be taught fairly quickly.  There are only so many forms, rules, procedures and such.  It’s the intangibles that aren’t reflected in the resume that are tough to teach.  Character issues like being a self-starter, the entrepreneurial spirit, and overcoming adversity.  My experience has been that the more education someone has the harder it is for them to make it in this crazy business. 

When looking to fill out the team – don’t concentrate on where someone has been look to where they want to go.

I had two really good agents enter into an extended slump.  Not all that uncommon over the last couple of years.  After talking to them at some length I discovered they were spending way to much time in their cushy home offices.  So I took them away – not literally of course, but figuratively.  I told them that they had to close the door and they weren’t allowed in for 30 days.  Instead I asked them to go to Starbucks with their laptops and do their work from there. 

Move from just customer service to the notion of creating community. People are hungering to feel connected and when you offer this type of thing, customer will respond.

I am asked from time to time why some do so well in this business and some, well, don’t. There are more than a handful of “secrets” but there are very few that are more important that mastering your relatioanl skills. In fact, there is nothing in this world that pays better, in every realm of life, than relational skill mastery. Here’s a few things to keep in mind as you go through your day.

“Learn to say ‘No’ to the good so you can say ‘Yes’ to the best”

We are faced with an unending and on-going influx of decisions.  We make thousands of them every day.  They arrange from the small to the much, much, more life-defining.  Most agents, who live each day in a people pleasing business, tend to say “yes” far too much.  They over-commit to others and as a result, sacrifice the things they most value.  Our families, friends and even our individual self tend to be put on the back-burner while we indulge the urgent before the important.  Yes, it’s important to work hard through the end of the year.  It’s important to finish well, to have good momentum going in to the New Year, to pay off the credit card bills that tend to mount in the Christmas Season.  But it’s essential to learn how to say “no” to the urgent so that you can say “yes” those that mean the most to you during this holiday season.