A Formula For  S.U.C.C.E.S.S - Breaking down the word “Success” - characteristics for success in Real Estate:

Systems -  A set of principles or procedures according to which something is done; an organized method. There are many ways an agent can approach selling Real Estate. Something I wish I’d known early in my career was this principle,  “moving from E to P.” E, for entrepreneurial, by our nature, and the mere fact we’re in the Real Estate business we have an entrepreneurial spirit about us. This is an important factor that drives our success.  Specifically, when it comes to being in “E” mode, we’re talking about doing what comes naturally. We jump out of bed each morning with a positive spirit ready to take on the day (or in some cases the world) going hard, pushing forward with that “I can make it happen” mindset. In “E” mode we often find ourselves being “reactive”  to what comes our way vs. “responsive.”  We often are proud of the fact that we’re charging hard in “E” mode, sharing with those around us how we’re burning the candle at both ends until the inevitable happens - we hit the wall and burn out!  I actually was the President of that club many times over the years - if you know what I mean. Being in “E” mode to eventually will lead you to hit a ceiling of achievement and ultimately disappointment.

My intention in sharing this with you is to help prevent you having to experience this inevitable “burnout” and introduce you to “P” The Purposeful Approach. Moving towards “P” is doing what comes unnaturally. We do this with focus, models and systems that can help lead you to a breakthrough. Approaching business with an “on purpose” approach allows you to have more control, predictable outcomes and saves energy by avoiding repetitious tasks that drain you unnecessarily and rob you of your time. So, be purposeful with your approach, take a step back and ask yourself what opportunities you have to make your business operate more smoothly? Is it a person? A Tool? or creating a new system to bring some semblance of order to your already busy life.

Unwavering - Steady, Unshakable, Determined - Persevering; tenacity. All of this as it relates your dreams, purpose or BIG why. I am convinced that at the end of the day, it’s this characteristic that is the foundation for everything else we’re doing in our lives.  Without this, it’s likely you will find yourself falling short, lacking drive, almost drifting through the day - and many times frustrated with how you’re progressing.  Having absolute clarity about your purpose is the fuel that fires your engines and keeps you going when obstacles show up and either take you off course and derail us, (when we haven't’ defined this unwavering passion for your goals) OR simply pose a very temporary slow down as you immediately tap into your “WHY” and push through or around the obstacle that’s standing in your path.  This is by far the key force behind what you do, work to bring even more clarity to it, blow it up...and make it even more vivid in your mind than ever before.  It should actually be something you can’t stop talking about, and you should actually be able to feel it - obsess in in! It needs to move you emotionally when you are really connected to it at it’s highest level.  

Coachable - When we are coachable, we capable of being easily taught and trained to do something better, and are looking for ways to improve at all times. Being coachable also means you recognize you don’t know everything and are eager to discover all there is to learn still. It takes a person that isn’t caught up in “being” right or worried about uncovering areas of weakness, which I like to say are just areas of “opportunity.”  When we come across an area we have a lot of opportunities, it’s also suggesting we’re knocking on the door of a breakthrough.  Being coachable also means being comfortable, with being vulnerable. Adopting a mindset that “it’s ok, I don’t have to know everything or do everything perfectly” will help you relax and understand that the only way to really get to be the “best” at something is by paying the dues along the way.  Making mistakes and learning from them is the best gift experience can share with you.  Unfortunately, we’ve all gotten accustomed to being concerned with the judgment of others and overly consumed with having to “look good” for fear of looking a bad.  Who can you turn to in your circles that can be a mentor, offer direction and support,  in a safe environment that will allow you to open up and really get down to the core of what’s working or needs to change so you can, not only achieve you goals, yet do it in a shorter time frame.  Life’s short...go get it done. 

Consistent - We need to stop and realize we are being consistent at all times. The questions I want to ask you is... are you aware of what you are being consistent with?  For example, one obvious area of our business we could suggest we’re talking about being consistent with - our lead generation habit - it comes down to having a higher awareness in the areas of our business where we are being consistent, or not. I have worked with enough agents all across the country to know that often, a very common trap, that we find ourselves in is being consistently, inconsistent with the very daily activities necessary to meet, or ideally exceed our goals.  Pay attention to what is showing up consistently, is it moving you closer to your goals/objectives or are you moving farther away?  I’d like to suggest this ties  back to the “U” in success, the unwavering drive you have in pursuit of your dreams, goals and purpose in your life.  There is a direct correlation between our ability to be consistent and the size and clarity of our dreams that drive us and fuel our engines. If you are having a struggle with finding the “fuel” I want to encourage you to find someone to help you figure it out, talk to about it and make it a priority.  Without it selling Real Estate is going to be a “chore” or a “job” instead of a journey!

Evolving - To develop gradually.  Are you? Are you developing?  The not so obvious answer is yes, everyone is evolving; the question is, are you evolving on purpose or by default?  We have the opportunity to “evolve” in many areas, for example, our mindset - how are you improving your mindset on a daily/weekly basis? What are you reading, listening to or studying? What about our skills? How are you evolving your skills set? Are you currently working on an area of your business?  If not, what is an area you would like to see improve that comes right to the top of your mind? If not already, add practice into your schedule - you can practice scripts, presentations, handling objections and the list goes on and on.  Take a script and handwrite it out 2-3 times a day for 30 days. That will surely help you learn the words.  I would also suggest you find someone at your company that has shown up as a focused “learning based” agent and invite them to establish a role-play schedule, so you have live feedback to test your skills and approach.  The bottom line here is if we’re not growing, we’re just existing, which I don’t believe anyone has set a goal to just “exist”. I learned many years ago the concept of CANEI - constant and never ending improvement.  Evolving is a process, commit to it and keep growing forward.

Skilled - Having the training, knowledge, and experience that is needed to do something. Rate yourself in these areas. Communication, scripts, listing presentation, buyer presentation, pre-qualifying process, objections, follow-up, converting leads. closing, pricing, knowledge of the various personality styles...to name a few.  How would you rate yourself 1-10, (10 is high) in these areas of your business? Be honest, remember, if we don’t know where we are, how can we begin to take a step towards where we want to be? The challenge is most people will avoid really taking inventory of where they stand. When we do this we’re bound to be off track from the step one since we didn’t start in the right place to begin with - then wonder why it’s not working!

Go ahead, rate each category - add to this list,  or create your own. By the way no one should be a 10, this means we’ve arrived and have no room for improvement.  That’s not possible because we all know the biggest room in life is the room for improvement.  After rating yourself, ask this question...what would it take to make it a 9 (or 10?)  Then ask this, who can help me? A great way to approach this is to ask the focusing question from the book The ONE Thing. (As it relates to the area you have identified to improve) - What is the ONE thing I can do, such that by doing it, everything else will be easier or unnecessary? Ex: Following a schedule. What is the ONE thing I  can do - when it comes to following my schedule - such by doing it, everything else would be easier or unnecessary? It’s a great way to get to the heart of the matter and a focus to take action on.

Simplify - to make (something) easier to do or understand. It's the K.I.S.S principle, keep it simple salesperson!  The world we live in today is full information competing for our attention. We have so much being thrown at us and what’s worse is... we think we can keep taking more and more on... without something eventually breaking.  As an example, in 2015 we had over 300 movies released (closer to 332) Let’s look at video games, I came across information that reported we saw just under 600 new videos games come into the market in 2015.  According to Wordpress, they noted that over 56 million blog posts in just January 2016 alone! It’s no wonder we can find ourselves feeling like we work and work and work... and when we take a step back, we often look around and noticed we've made little or no progress and feel overwhelmed. It's the proverbial hamster wheel syndrome. We all know someone who has had an extraordinary amount of success and may ask, how they did it? They got a focus and put their blinders on.

To go big, you need to go small. Less is more!  I heard it said this way recently, instead of going a mile wide and an inch deep - go an inch wide and a mile deep.

14 Negotiation Tips - 7 Don’ts 

1. Don’t use force, threats, fear tactics or burn bridges with any party to the transaction - If you’re planning on having long-term success, your reputation and how you conduct business is also a factor that will come into play now and in the years ahead.  It’s critical to keep in mind that we have a lot more at stake than just getting a  deal done at all costs.  It’s so easy to find ourselves falling into a trap of manipulation when pushing to make a deal come together. Negotiating isn’t always really what we see depicted on TV or in the movies. A top negotiator not only has a clear objective to get his/her clients goals met, but they also have a good understanding of what goals the other party is attempting to accomplish.  Let’s be clear that successful negotiating doesn’t always mean we get everything we want, it means we get the majority of the terms in our favor, and we often overlook pointing this out to our clients.  Setting this expectation will in itself help you close more business. If we have 100% on the table, and at a minimum, get 60-65% in our favor, the scales have tipped in our direction.  Ideally, you can get even more...70-80% or more. It’s about getting the edge to be in favor of your clients. 
2. Don’t make it a “right” fight - I love the saying you can be right or you can be rich and often you aren’t going to have both. Often we approach the other party like the “enemy” or opposition - that we’re working “against” this person or group.  I want to suggest you view the other agent as your allies, how you treat them, your tone of voice and most importantly, how they perceive you are coming across is going to work for or against you. If we break it down, using a home negotiation as an example, both parties want what the other party has - the buyer wants the seller’s home, and the seller wants the buyer’s money.  So, there’s a common variable both parties want, and now it’s a matter of bringing them together to make this exchange with terms both can live with. I didn’t say we are ecstatic about.  If we approach the negotiation with an attitude “it’s my way or the highway” you’re bound to lose each and every time. Both parties have a perspective of what is “right” for them, and a sharp negotiator will work to get both parties as close to that objective as possible.
3. Don’t make up stories or twist the facts - Hello!  I know this one should be a given and yet when we’re pressed to make a deal happen, and our focus is on our commission, we’re vulnerable to possibly going down this path. We’ve all heard the saying “the truth always comes out in the wash” and I am a big fan of that statement...it does!  Another piece of advice I was raised with was “if you tell the truth, you never need to remember what you said”. Isn’t that the truth (no pun intended).  I know it goes against what can be more prevalent, I would rather shoot straight and not get the deal than have to walk around with the guilt and clouds over my head wondering when all the crooked business will come knocking at my door. When we all take the high road, we’re not only helping ourselves, we’re helping our industry as a whole while building up our image as professionals.
4. Don’t fold on your standards.  Being motivated is one thing, acting desperate is another - It’s so easy to get caught up in the moment, I know what it’s like to be working hard to bring a negotiation together and have a large commission just inches away from being put under contract.  I’ve always said the only thing motivation and desperation have in common is they both end in “tion”.  What I am suggesting here is we don’t allow or confuse our motivation to make a sale happen with our emotional and financial needs that can so easily creep into the equation.  I was coached years ago that my money (commission) wasn’t what funded deals. We should never be more motivated than the parties to the transaction.  The moment a buyer or seller senses any weakness about your negotiation skills, that you may be just a bit too hungry,  they will attempt to prey on your weakness.  I believe we need to take a stand for ourselves, maintain our professionalism and not fall into the trap of making the ends meet to bring a deal together.  It’s the old saying when you give an inch - people will take a foot. Again, all this goes back to where we’re coming from...abundance or scarcity.  When we have a steady routine of lead generation, we can have confidence that we’re not going to go without and hold firm, not fold on our standards and let the parties work through to a resolution.
5. Don’t put your own needs ahead of your clients - For most of us, selling real estate is a vehicle that can allow us incomes we’d only dreamed of in the past. I have helped many agents get started in the business and from this experience, I can safely say that the large majority haven’t been accustomed to $5000 - $10000 - $15000 checks all at once. It's so exciting to anticipate the money before we've actually earned it.  This can especially show up when we’re living month to month, in between deals, or quickly running out of savings.  This is where our integrity really shows up. I like this analogy when you squeeze an orange, what do you get?  Orange juice of course.  It’s the same thing with people. We we’re squeezed, what’s inside comes out. I don’t think it would come as a shock that since I started in 1991, I have experienced some ups and downs financially.  Being commission only can be quite a journey  Here’s what I’ve learned. People are VERY perceptive to the energy we put off.  If even for a moment, we’re out to sell a home because we NEED it to pay our bills, people will pick up on that and be put off. Again, no matter how hard, we have to think “come from contribution” and put our clients needs top of the list.  One of my favorite speakers Zig Ziglar taught me many years ago, “If you help enough people get what they want, you inevitably can’t help getting what you want.”
6. Don’t forget you get more bees with honey than vinegar -  We’ve all heard “it’s the small things that make a big difference” it’s so true in life and especially true when approaching negotiations.  It’s important to remember we’re establishing an impression - good, bad or otherwise well before we submit and offer to negotiate.  For example, when we’re representing a buyer how we fair at the end of a negotiation starts as early as setting up the appointment to show the property.  Once shown...have your provided professional and timely feedback? When I say feedback, I am not talking about statements like “my buyer didn’t care for the floorplan” we owe to the seller and listing agent to take an extra minute and give specific and constructive feedback. We need to realize that our actions are either bringing us closer to our goals or moving us further away.  Having a successful outcome and winning more negotiations sometimes has nothing to do with our offer at all.  We need to be mindful of our attitudes when interacting with the other agent(s).  Especially when in a competitive market and one with multiple offers this can be a deal maker or breaker.  If we remember we’re not only submitting an offer on the behalf of our clients, we’re also presenting our attitude to the listing agent and seller.  When the listing agent has several offers to work with, you need to remember that part of getting your deal through is not only based on the terms of your offer, it’s how we conduct ourselves too.  Of course, when in a buyer’s market, this would be the opposite, the listing agent needs to be mindful that their are many other homes for that buyer to approach.  I say we just be nice … period, it’s just a matter of following the golden rule.
7. Don’t use texting and emails as your main means of communication - Oh, don’t get me started!  This is a real pet peeve of mine.  I am a bit old school when it comes to this one.  In the early days of my career, I used to actually present my offers to the seller face to face.  We’d have our buyer’s waiting by the phone or in many cases outside in their car anxiously awaiting the to hear if their offer was accepted or received a counter offer. I am not sure this is exactly how it all came about, I can recall back in early to mid 90’s, we had a recession and the banks got more into the real estate business.  We went from customarily doing business face to face - sitting down and negotiating in person to hearing this “just fax it” offers began getting faxed over to the listing agent to be presented to the seller.  This obviously changed the entire negotiation process as we knew it.  Of course, today, it’s not “fax it” - most markets in the US now have offers sent via email and electronic signature.  Technology is wonderful, and we have to remember at the end of the day, we’re in a high tech high touch business. When we study communication, we know that 55% is body language, 38% is tonality, and 7% is the words we choose.  As a society, it’s a concern how we’ve moved away from good old fashioned “meetings in person” to less “talking on the phone” and for the most part text or email as the prefered means of communication.  It’s no wonder we have the growing amount of misunderstandings in human interaction. We cut out a whopping 93% in communication when we text or email - no body language or tone exists.  If you want to have a higher level of success, think about going back to the fundamentals - face to face whenever possible - phone call next - and as a last resort emails and texting.  Right now, it’s texting/email, then maybe a phone call, and as a last resort face to face meetings.