10 Ways Not To Starve This Winter In Real Estate

The Real estate market in Toronto (and around the world) is dynamic. The market is always in flux and it ebbs and flows due to seasonality, your mindset, the media, changes in Government or Banking policies. Here are 10 ways that you can continue to flourish in any market.

1) Commit to attending as much practical training as possible. Attend training that is based on “doing” and not watching.

2) Ramp up your Lead generation activity. Commit to 2-3 hours per day doing the lead generation activity that best suits your personality and behavioural profile.

3) Understand that the work you do today generally pays off 90 days from now. If you are not busy right now, look back at what you were doing 90 days ago.

4) Narrow your prospecting and marketing focus to one or two markets. The “riches are in the niches”.

5) Commit to spending 4 hours a week working “on” your business…and set a clear vision for where you want to go.

6) Look at all of the clients you are currently working with today. Focus most of your time with the people who have to buy in the next 30-60 days, and the rest of your time on cultivating deeper relationships with your longer term prospects. Think, what is the one thing I could do today to move people along on the home buying/selling process?

7) Understand and respect that people will move on their schedules, not yours. the more you push, the further they pull away.

8 ) Get very clear on what your goals are for the rest of this year.

9) Ensure that your current environment supports your growth. 60% of our business growth is based on our environment. Is the environment that you are in supporting that growth?

10) (This one is totally self-serving) Attend my upcoming 2 day Intensive and/or join The McQueenie Method Coaching group to ensure that you stay on track.

I hope this helps,

Glenn McQueenie

(To join my 2 day Intensive Workshop please email me directly at glenn@glennmcqueenie.com)

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