32. Stephen R. Covey
“If you don't make a conscious effort to
visualize who you are and what you want in
life, then you empower other people and
circumstances to shape you and your life
4TH LAW OF MOTION
WHO IS ON A TEAM?
As I said, I’m in my 20th year
Let’s do quick quiz.
lockbox keys used to be keys!
phones for talking
born in 1982.
So this is called an MLS book.
lots changes/lots of shiny new object to chase
but sometimes thats pursuit of latest/greatest is excuse to not work
As my friend calie put it/we have a lot of brainage here
lets focus on what works
most horrible broker
Training started/ended/day 1
some of you familiar.
moved to az/broke
loved real estate/library
Hungry/not my leads/Sunday
fish where fish/tiger tail
real estate team sport
not all team players
Sold a listing/no check
no crying in real estate.
Colin Powell said it well
“The less you associate with some people, the more your life will improve.”
WHAT DO YOU DO?
Flick them out of your life.
WE DON’T HAVE TIME
Try it with buyers and sellers!
WHO YOU SURROUND YOURSELF WITH MATTERS
flicked THAT broker OUT/NEW ONE
I was no dummy.
money on the table
What paying broker/paperwork?
Stay alive/out prison/3 years/&day later/broker.
Scottsdale/travel lodge/broker’s license.
Opened doors/1999/busy/day 1.
no idea what I was doing.
woke up/captain of team
Could sell/horrible manager.
bulletin board FOR 10 years
over time/developed meaning
got further into leadership
difference/saying i am captain
being asked to be captain
doesn't say/I made me your chief
sometimes you are captain of the team.
Don’t mind saying/shouldn’t surprise
1000’s brokers graduated 3&1 PLAN
then someone made/chief.
my case/WE successful
short game/long game/work to do.
realtoring is in business
on business is this
taking timeout to improve/think/plan
for me often
try apt w/ yourself
Just because/can sell doesn’t mean/manage.
A good salesperson ≠ good broker ≠ good business person.
reproduce customer experience across the globe
team sport/systems make team better/reliable
save time/make it easier/better experience
example system we use
right info every time/brain dead
qualify/wants & needs/better help
RND = Ripoff ’n Duplicate.
create/refine/working on biz
examines great companies/leaders.
right people/right places/self-motivate
Gave up motivating/need support/team sport.
Larry Kendall “I quit laying awake worrying”
wrong person/wrong seat/flick
It doesn't happen by accident.
rely/luck/wrong person/wrong seat
costs us time/money/energy.
up downs Analogy/<reveal>
sit every set bus/less effective
So many hours/day/day off.
dollar productive activities/Lead gen/listing/selling/negotiating
Set up on purpose/by design/Schedule/calendar.
if on roller coaster/hit income ceiling
what can we do?/work more? no thanks
THINK $/hr/look for leverage/(conversion rate)
if more apts➝closing/higher conversion/$/hr
systems/high leverage/control process
right people/right seat/high leverage
What do buyer leads tend to ask?
ask ourselves what we are doing on purpose in business
stephen covey calls this being proactive
First three/independence/personal victories.
First/be proactive/opposite of reactive
This is what I mean when I say on purpose.
Let me give you an example….
What is this?/pop tart
toaster/press button/ding/pops up/ready togo
pop tart REALTOR/phone rings/I want to see 123 Main st/pops up!
Pop tarts relinquish control of the process right out of the gate.
less effective, costs us time, and puts us at risk.
2 creations: first in your brain/then physically
Just like using a blueprint.
begin with end in mind/allows un design our biz on purpose
What are we doing on purpose?
substitute real estate Business
“If you don't make a conscious effort to visualize your real estate Business, then you empower other people and circumstances to shape your real estate Business by default.”
for example/we are not pop tarts
we control the process. they control the decisions.
we design our business/process/with a consultation.
We don’t meet strangers in private places.
by the way
controlling this process not only safer/smarter
keeps us in compliance with adre
team sport/43k members/lets help each other/sharing this message
starting with a consultation means more sales/less time/fewer headaches
example of a system we use i share with my team
<review through offer➝back, back, forward>
What do buyers say they want every year?
<review then go back
Effective Negotiating for Real Estate Professionals (The Performance Management Network Designation)
Also counts as an ABR elective.
"Separate the people from the problem."
"Focus on interests, not positions."
"Invent options for mutual gain."
"Insist on using objective criteria."
"Know your BATNA (Best Alternative To Negotiated Agreement)"
clients disappointed when they had to initiate calls for information
Expected a “team” behind the agent
Staff, partners, referral network
Like receiving referrals to ancillary services
handyman, lender, inspector, attorney
Covey’s habits 4-6 deal with the interdependent nature of relationships.
interdependence requires people to first be independent.
in other words, i cant be a good team member until i have my own act together.
you know who those people are.
right people on the bus in the right seats