The Difference Between the Market and Your Mindset

The market is the market, no matter what the state, and people always need to buy or sell due to certain life-changing events. Seize the opportunity in whatever market you’re in, and understand the importance of returning to the basics of servicing your client, selling and communicating.

I have found that they are really looking to you for your Leadership! As Realtor’s, we must be Leaders who help people think, so they can get what they want, when they want it. Leaders give direction, hope and trust and how you show up both mentally and physically, will determine whether or not they will follow you.

The reality is that all of this starts with you and me. How can we work on our own self-mastery? We must learn to direct our thoughts, control our emotions and create our own destiny, by motivating ourselves to achieve?

I have learned that change occurs from the inside first, and then shows up on the outside…nothing changes until I do.

This is a time for Leadership in the Real Estate Market. Buyers and Sellers are in fear. How we show up to serve them as professionals will determine our destiny.

Remember, that the real material riches in life are health, freedom from worry and peace of mind.

I will commit to helping create an environment that gets rid of fear and encourages perspective. Since 60% of our growth is determined by the environment that we are in….I hope this blog helps to create an environment that supports your growth!

Onward!

Glenn McQueenie

The Wisdom Of Top Real Estate Agents

Wisdom is something that is acquired over time. You have probably heard the expression “time on the task” , but real wisdom is gained by “time on the task over time”. Please see below for some insight that I have gained from top agents over my 28 years being, and working with top agents.

1. The purpose of building a great Real Estate team is to build a business that makes profit. Profit allows you to grow and add talent to your team, and implement better systems to provide more (and better) services to you clients, that in turn, make them clients for life.

2. They always stay in relationship with their top 20% of clients.

3. When adding new agents to their team, the first thing they look for is a track record of success in a previous career.

4. They understand that having a ”Big Why” in life brings big energy. A “little why” brings little energy.

5. They understand that you need three piles of money. One to fund their lifestyle, a second to get out of debt, and a third to build wealth and financial security. They invest their money in income producing assets in the real estate industry, such as property and second mortgages. They invest their money in a business they know, and not in the stock market.

6. All of their appointments with Buyers and Sellers must be completed by the 2/3 mark of the month. The first week of every month is spent booking a massive amount of appointments for the rest of the month.

7. Every day they spend time lead generating . They understand that from first contact to the closing date, averages 9 months per client. They never do what the other unsuccessful agents do… which is to wait until late December or January to start Lead Generation.

8. They have a detailed Vision Statement of what their business will look like at the end of the year. This Vision clearly lays out what has to happen for this year to be their best year ever. They review it daily, weekly, monthly and quarterly to ensure they stay on track.

9. They understand that their mindset is everything. “If you believe you can or can’t…you are right”

Have an awesome day!

Glenn McQueenie

5 Ways to Rev Up Your Business Right Now

1. Three questions your clients will ask themselves about you.

– Do you care about me?
– Can I trust you?
– Can you help me?

If your clients can answer yes to all three of these questions, you have won their heart, and they will follow you.

2. Go back to the basics

Gary Keller states in his book “The Millionaire Real Estate Agent” that Real Estate is all about 3 things. Leads, Listings and Leverage.

Leads

Get real with yourself. Everyone of our 260 agents have the ability to handle an incoming call from a customer asking if they could sell their house, or help them buy one. But not everyone in our industry can initiate a lead.
Are you a natural (or want to be a) Lead generator? Or are you a Lead receiver? This industry needs both types to operate effectively. We need the “Hunters” and the “Skinners”. If you love to lead generate then you should be building a team. If you are a lead receiver, you should be on a team.

Listings

– Listings maximize your time and dollar per-hour compensation
– Every listing could bring 4 more pieces of business
– Listings create top of mind positioning in neighbourhoods
– It is easier to have 10 listings a month than to have 10 Buyers
– Most top teams are Listing based

Leverage

When you leverage the right listings, people, systems, technology, database CRM you can dramatically increase the number of homes you sell. The secret is to build a team that can run the system, and then you stay in your unique ability of listing homes, negotiating contracts, removing conditions, and setting the vision for your business.

3. Understand the business language of Real Estate

Numbers speak. They tell you if you are on track to hit your goals.

The numbers we need to track begin with number of leads, number of appointments, numbers of contracts signed, number of units sold and number of closed units. From these numbers we can track how we are doing by benchmarking to the industry. Your local board or national body will publish results every month. How are you doing compared to those numbers?

Which of the following states are you in?

-Decline- production falling year over year
-Static- about the same year over year
-Marginal- slight increase year over year
-Growth- a 20% increase year over year
-Multiplier- 20-50% growth
-Accelerator- Doubling your production

4. Get to know your clients better

It’s about them, not you. When your client succeeds at a really high level, so do you!
What do they need right now from you? What are they thinking about? What keeps them up at night? What would be a dream come true experience for them right now? What is the one thing that you could do to “blow them away” right now?

5. Its all about your mindset.

90% of real estate is mindset. In fact, I believe that building a great real estate practice is about your own personal development. Personal development leads to Business development. What can you do internally, to get others attracted to you externally?

We are all energy. Negative energy attracts negative energy and people. Positive mindset and energy attracts great and positive people. You are who you attract. Momentum in this business is everything. When you have it you look better than you are. when you don’t have it you look worse than you are. Great momentum causes deals to “fall on your lap”, lack of momentum causues every deal you are working on to fall apart.

Great mindset + Great skills and knowledge + Great energy = Great clients and an awesome business.

Glenn McQueenie

The Future of Real Estate – Franchise your Real Estate Team into every city in North America! (Global Real Estate)

I am so excited to speak with you today about Global Real Estate, which is, what I believe, the future in this industry.

Imagine if you could put 1 or 2 additional team members in different offices throughout your city, region, province or Internationally, while controlling everything from a central hub. No need for Bricks and Mortar and own your own franchise…simply insert your team member in to another existing office.

Instead of having a 10-20 person team in your office in Toronto or any other major city….you could scale it up to be in any city in North America( or the world).

Kristan Sapp Cole, an Agent from Alaska, shared with me how she has expanded her team from Anchorage, Alaska to Scottsdale, Arizona (so she can spend the winters there) and now into Salt Lake City!

This concept was created by Gary Keller, (Author of the New York Times best selling book “The Millionaire Real Estate Agent”), through his collaboration and masterminding with the top teams in North America.

His goal is roll this out to Mega-Agent teams across North America.

Here is what I learned:

1. The best advice is to expand locally first- within 30 km’s (or 20 miles) of your existing office.

2. Then, expand to the next city or region in your province or state.

3. Recruit an agent to an office in the area that you would like to expand first, and consult with the Team Leader/Manager or Broker/Owner to see if they are a fit for their exisiting culture.

4. Control all of your lead generation from your existing hub( or office) and turn it on 2 months before your expansion date.

5. Focus on hiring someone form the “buy-side” of the transaction i.e. an agent that works mostly with
Buyers.

6. Make sure you find someone who has a behaviour profile to follow your system

7. Build a compensation model that you could duplicate through 10 other offices.

8. Make sure your “hub” office has the right talent to administer this program, constantly be lead generating for appointments (not just leads) and has ample expansion support.

9. Build scalable systems

10. Create more opportunity throughout your team for them all to grow and never have to leave you.

We have all witnessed a massive growth of Real Estate teams over the past 10 years. The market share and sheer numbers of transactions that these teams do is amazing and I believe this trend will continue.

What do you think about this?

Glenn McQueeenie