markjohnson – JP & Associates REALTORS?

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    2. Future-proof Your Business

      Future-proof Your Business

      Ever thought about future-proofing your business? More now than ever, our customers, associates, and staff can keep us accountable for the quality of the service offered.

      One example to clarify my point, a consumer package goods company was brought to its knees by consumers that uncovered inconsistencies in its offering. The product positioned in the marketplace as a vitamin product, yet the product had very little vitamin content. Consumers started to blog and use social media to comment negatively on the product, and in short order, the story made the national news. How costly and embarrassing for this company. The ultimate in accountability.

      The company did not do the “right thing” or deliver on its brand promise, and the consumer used the power of social media to hold them accountable.

      What is your promise?

      We all have three sources of accountability:

      Top-down?–?the customer, the boss, and our professional associations.

      Bottom-up?–?social media, our sphere of influence and consumers.


      Social media, blogs, and instant communication provide a platform and more power to these groups to hold us accountable.?

      How are you adapting to this heightened level of accountability? Consider this exercise:

      Identify one area in your business where, if you were honest with yourself, you’re not up to par. It could be an internal issue like not having a consistent process in place, winging it or a more severe external problems like the way you interact with competitors. The test for whether you’re up to par is the answer to this simple question:

      “If my customers knew everything I know about how we do things, would they still do business with us?”

      If the answer is no, you’ve got something to work on and improve. And it’s nothing to be ashamed of as everyone has growth opportunities.

      So knowing that you will be increasingly kept accountable, write down at least 1 or 2 things you could start doing immediately that would create measurable improvements in your performance. Commit to at least one and share that with a partner today.

      What a great reminder to get our focus on the significant issues now.


      Episode 82: Tara Lopez – Importance of Database to your Business

      Episode 82: Tara Lopez – Importance of Database to your Business

      On this Success Superstars’ episode, Mark Johnson sits down with Tara Lopez from the Austin market to learn about the secrets to closing 40 closings in a year!

      Tara, who has held her license for nearly 9 years explains how she was able to transfer her skills as a diamond appraiser to Real Estate sales, and the role that a mentor played in helping her successful transition.

      Tara reveals the two things that she wishes new agents hone in and explains how databases can turbocharge your business.

      Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.


      “Start a database, start it early and work on it constantly. (…) If I had started it sooner, I could have been way more successful.” – Tara Lopez, JP and Associates REALTORS?
      5 Ways Not To Be Broke On January 1

      5 Ways Not To Be Broke On January 1

      There are 84 days left in 2019 and 60 productive working days, depending on how many days you work, how many holidays you celebrate, and so on. Regardless you have about 84 days to wrap up 2019. 84 days!

      What will your bank account look like on January 1 of 2020? Is it your desire to have a more significant bank account or a smaller one? Whatever your goal is, NOW is the time to make that happen.

      The next 60 days will be critical for setting yourself up for strong close to 2019 and a fast start to 2020. What you do in the next few days and weeks will determine the size of your bank account on January 1 and your momentum for the first quarter of 2020.

      CHALLENGE 1: What would happen to your business if, for the next 20 working days, you made?one new appointment each day?

      Let’s face there are two types of agents today: hobbyists and CEO’s. This article is not for hobbyists, those part-time agents who dabble. For those of you that run your business like a business, those of you that know your daily number and know what it takes to generate one sale, then this article is for you.

      CHALLENGE 2: Get clear about the next 84 days:

      • Write down the number of sales you’ve made so far this year.
      • Write down the source of those sales.
      • How many listings will you earn between now and the end of the year?
      • How many additional families or investors do you want to serve between now and the end of the year?
      • How many contacts do you need to make to drive that number
        • One rule of thumb is 40 contacts to 1 sale.
        • Who are they, and how will you go about connecting with them?
      • What systems do you have in place?to create the result you desire?

      After completing the quick exercise above, here are 5 actions you can take so you’re not broke on January 1:

      • Decide Now.?Decide now how many days you will work, how many days you will be off, and how many “flex days” you’ll have between now and the end of the year. Decide what direct response marketing campaigns you will run. For example, if you will create an investor campaign to take advantage of year-end investment buyers.
      • Up your CRM game.?There is no excuse for not having your CRM updated and working for you. It takes discipline; yet once you realize your CRM is the engine that drives your train, that task becomes less negotiable.
      • Delegate.?Is it time to find some help??An office or virtual assistant. Your highest and best use is?prospecting.; lead generation; going on appointments and negotiating contracts.?Everything else delegate. Scared? Get resourceful, many new agents I know are sharing a fractional assistant to split cost yet keep them fully employed.
      • Diversify your lead generation sources.?Too many struggling agents rely on ONE, maybe TWO lead sources. FOUR sources of business – split between influence strategies and control strategies – provides diversity and stability to your real estate practice. Note, don’t add four sources all at once. Start with one new source, get it working and stable then add another until you reach four sources.
      • Target Market Clarity??Any market rewards the hyperlocal expert. Are you an expert in a community? Are you an expert in a profession like Nurses, FBI agents, CPA’s? It’s probably time to get hyperlocal and specialize.

      So, I’ll leave you today with three final things to consider:?

      1. Knowing what you know now, what immediate adjustments do you need to make?
      2. Cash is king. Are you building your cash reserves? Are you reducing bad debt? Investing in marketing? (Hint: You can do all 3.)
      3. Have you started a small weekly accountability group with like-minded, goal-oriented CEO’s like yourself? If not, what’s holding you back??

      Episode 81: Sara Terry – How To Get 0 to 35 Closings In A Year

      Episode 81: Sara Terry – How To Get 0 to 35 Closings In A Year

      Sara Terry from the San Antonio Market uncovers the secrets to staying real and true to yourself and still taking your business to the next level.

      Having worked for 10 years in Healthcare and needing to transition to a more flexible schedule, Sara decided to give Real Estate a go. Three years later, she explains how she went from 0 to 35 closings in a year by hyper-focusing on her niche. Sara supercharged her business by leveraging Facebook, being creative in the listing process and understanding how she could bring her expertise to her military community.

      Sara shares the learning curve of setting boundaries and non-negotiables in the business, and the lessons learned from tax season.

      Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

      ”Find out what works for you and what makes you comfortable. When you’re comfortable, your mind is freer to serve the client.” – Sara Terry

      Are You Getting The Results You Desire?

      Are You Getting The Results You Desire?

      With 12 weeks remaining in 2019, the question I’m asking is, “are you getting the results you desire?” Whether that answer is yes, no, or maybe, today’s blog will help close the year strong.?

      If extraordinary results are a product of your actions, to sell more than I suggest ignoring your sales goals and trust the process. Say what!? Let me explain.?

      We all feel the pressure to generate results. What if the source of lost sales is focusing too much on the RESULT than the PROCESS? Doing more of the wrong things pushes you away from your goals. The finish line isn’t where the race begins.?

      Top performers prepare to win by becoming more process vs. result-driven.?

      When the movie Moneyball came out, it introduced how subtle changes to player lineups can dramatically impact how teams interact and perform. If you understand the data behind those nuances, you can improve your odds of success significantly. The same principle applies to real estate sales.?

      “Trust the process, you must.” – Yoda

      The purpose of all your real estate marketing is to produce more appointments. Appointments are your moneyball. What processes do you have in place to create consistent quality appointments or referrals each week? Whatever marketing method you choose, consider this:?

      • Forty conversations lead to…?
      • Four appointments that lead to…
      • One, two, and in some cases three signed contracts.??

      What you measure, you manage. Regardless of the stage you’re in your sales cycle, the best salespeople have a success formula they trust. That includes a formula around the right amount of tracked, quality activities. Simply put, are you measuring the number of conversations you have, that produce appointments??

      Stop focusing on WHAT you do & start focusing on HOW you do it.

      The most important metric to track in your marketing and sales effort is the number of discovery meetings or appointments you set. Your ability to set the appointment is critical to your success. Of course, what you do and say during those meetings has a tremendous impact on your sales efforts, and whether they are productive and effective. But the essential piece of the puzzle is just setting enough appointments in the first place.?

      A couple of tips to drive more appointments:

      • Reach out during “off hours.”
      • Use multiple media – I once made an important meeting via SnapChat
      • Follow marketing’s lead – home value reports, market reports, and how to or community guides.”
      • Leverage referrals
      • Master the key questions?
        • Are you curious about the new value of your home?
        • Have you had any thoughts of selling?
        • At what price would you become a seller?
        • Just curious, do you know anyone interested in selling or investing in Real Estate??
      • Ask more often?

      Next steps? Align Your Actions and Behaviors:

      • Know your daily number
      • Roleplay/practice daily with a partner?
      • Daily prospecting for referrals and appointments??
      • Weekly Open Houses?
      • Geographic and Demographics Mailers and Events?
      • Track and report your numbers daily, weekly
      • Change the process and behavior or change the goal?

      Process-driven people are more consistent in their results. They are intentional about everything they do, and how they do it, rather than living in a constant state of reaction, pushing for the results.


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