Action – JP & Associates REALTORS?

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    2. 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??

      Staying Focused During Uncertain Times

      Staying Focused During Uncertain Times

      Unplanned events can disrupt everything. I’ve experienced that several times in my life. And we all know there’s nothing you can do to prevent unexpected events. There are some strategies to cope with. And coping, especially for self-employed business owners, is critical to maintaining the resources to recover and ultimately thrive.?

      Work In Short Bursts

      While it sounds simple, working in short bursts is not that easy, yet very useful during uncertain times. After all, you can’t truly focus when your world is in chaos.?

      Working in short bursts only works if you know what you have to do. So, creating and keeping a list of things that you have to do becomes very helpful.? When you work in short bursts, the question “what’s the most critical task I can work on right now” becomes useful and essential.?

      Every time you plan a moment to yourself, don’t play with your phone, but instead, squeeze in some work even if it’s only 8 or 10 minutes. Pick one thing that you feel like doing at that time or is critical for you to get done. Your goal is not to work like this forever. When you’ve weathered the storm, you’ll get back to your regular routine.??

      Fuel Yourself

      Life is very demanding and even more so during a crisis. You need proper fuel, rest, and support to handle the physical and mental stress that you endure. As a business owner, the weight is on your shoulder yet it’s ok to permit yourself to:?

      • Decide what matters?
      • Scale back?
      • Rest and refuel?

      Stay Focused On Your Tasks

      When something important interrupts your life, it’s easy to develop tunnel vision. Before you know it, your whole life is disrupted.?

      • Prioritize and delegate?
      • Use your support system?
      • Stay in the moment, what needs to get done now

      For self-employed business owners coping in a time of crisis is critical to maintaining the resources to recover and ultimately thrive. Preparing in advance can make coping easier.


      Small Shifts Magnify Outcomes

      Small Shifts Magnify Outcomes

      I was recently reflecting on some coaching conversations and thinking about vectors. Let me explain:

      In math and physics, a vector is a?quantity having direction as well as magnitude, especially as determining the position of one point in space relative to another.

      If a pilot makes the slightest one-degree error in the aircraft’s flight path, after traveling one mile the plane will be off the course by 92 feet. And after going 60 miles, that error adds up to being a mile off the path.

      A minor off course adjustment over time and distance magnifies the error. If a pilot were flying from New York to L.A. a one-degree shift in the flight path over the entire course would put the plane 40 miles to the South in Orange County at SNA not Los Angeles at LAX.

      “The secret of your success is found in your daily routine. You alone are responsible for what you do, don’t do, or how you?respond to what’s done to you.” Darren Hardy, The Compound Effect

      I work with a lot of entrepreneurs, and many times they call with a complete overall idea – overwhelmed and burned out – yet many times it’s just the 1-degree change that compounds over time. Yes? Who can relate?

      The compound effect, it works both ways. What small course correction can you make this week?


      Knowledge Minus Action = Nothing

      Knowledge Minus Action = Nothing

      K minus A equals 0

      K plus A equals W (Winning)?

      I’ve coached a few folks that told me, “I want to produce more… my desire is to be more consistent.” Some have been saying this for way too long. Why… fear. Fear keeps our behavior inconsistent with our goals.??

      Those of you that know me, know I’m a life-long learner. Although I agree with life-long learning, I agree much more with a life-long application – taking action –? on what we’re learning.

      At the end of the day, the winners are the doers.

      Figure out where you want to go, start with the end in mind, and work your way backward to the moment at hand.

      Example… what would happen if for every 12 people you know you set a system to touch them 33 times throughout the year? Could that “system” create 1 new transaction for every 12 people in your database???

      What would happen if you added 1 new contact to your CRM everyday… and that contact was then touched 8 times in the first 8 weeks of meeting them and then 33 times during the next year? What would happen??

      Here’s the best of the blog series, the highest engaged post about taking action:?

      Number 1:

      5 Lessons From The Death Crawl Scene In “Facing the Giants.”?

      Too often our own perception, surroundings, and beliefs get in the way of victory and success. ?Or said another way,?the meaning we assign to things?becomes the lens through which we see the world.

      Number 2:

      What Would Happen If You Never Tolerated Inaction In Yourself?

      There is a common mistake that often happens to too many of us. The mistake has to do with the difference between?being in motion and taking action. They sound similar, but they’re not the same.

      Number 3:

      Tired Of Not Getting What You Want?

      Ever wonder why so many of us have to hit rock bottom before we find a breakthrough?

      Number 4:

      If Information Was Enough…

      If information was enough, we would all be top performers in our profession, exercise every day, eat more vegetables, be within the government height and weight standard, and have a ton of money saved for the future.

      Number 5:

      3 Steps to Mastery

      Who doesn’t want to be a better agent, better team leader, a better entrepreneur? If there is one concept that can lead to more powerful performance with immediate impact… this is it:?“It’s difficult to control our thoughts and feelings, yet we have total control of our actions.”

      In summary, information overload creates a lull in productive activity, so let’s look at three simple, fuss-free steps to get you the results you need:?

      Step 1:?Move beyond the learning phase. While knowledge is a powerful thing, don’t make the mistake of thinking your good intentions count. It’s time to stop procrastinating and trust the tools you have to start taking positive steps.?

      Give yourself permission to execute on the things you know now… nothing good happens when you wait. ?

      Step 2:?Skip out on perfection. Perfection is a stall tactic. Typically, nothing big and drastic needs to happen in your routine. Small changes are what really count.?

      Just take action, now!?

      Step 3:?Execute an action plan. Knowledge is only power when combined with action.?

      What actions can I take? Here’s one approach to consider:?


      • 5 or more check-in calls that create 1 or more appointments?
      • 3 or more personal notes?
      • 1 addition to your database with an “8 touch campaign” over the next 8 weeks?


      • Grab a beverage of choice with a top client or prospect that creates 1 or more new appointments?
      • Host at least 1 business to business networking session?
      • Complete 7 pop-bys that create 1 or more new appointments?
      • At least one video about local events or local market conditions?


      • Start of the month? and mid-month eReport of value to your database – with video content that creates appointments?
      • Targeted FB or Google ads that create appointments?
      • Strategic text messages to an opt-in database that create appointments?

      Knowledge plus action is power. Figure out where you what to go, start with the end in mind, and work your way backward to the moment at hand. #GO #GSD?


      Ask Why – Five Times

      Ask Why – Five Times

      Have you ever had a tough decision to make in your real estate practice?

      As the CEO of your realty enterprise, have you ever delayed a decision and looked back and said, what took me so long to take action? Think about it:

      • To delay is to make the right decision harder.
      • Indecision is a decision… not to decide is a choice.
      • Decisions are made whether we make them or not.
      • Time is our enemy and time ALWAYS wins.

      The desire to make the best decision can paralyze us. In truth, there really is no way to know which the best decision is. Every decision will have consequences, so what we end up doing is comparing the consequences. This is all well and good, but it makes for an unclear decision. It doesn’t actually get anything done.

      Think about it, from experience we know it is much more useful to consider whether a particular decision will be effective or not. By studying critical situations, we can quickly learn the keys to success in decision-making skills.

      I’ve studied military personnel and Gary Klein has studied firefighters and medical personnel, all professionals who make decisions in life or death situations. So many times, these first responders just don’t have time to weigh every pro and con. They are asking themselves about the effectiveness of a particular option.

      Based on instinct, if they think it will work, they go for it.

      If at any point along the line they realize it is not working, they choose a different route that they think will work. Then they do that. They will cycle one option at a time until they find one that works. They improve their decision-making skills with experience in their area of expertise, so their first option is not random. It is the one most likely to work.

      So, we can conclude it’s much more useful to?be effective and get the job done?than to spend endless hours trying to determine the best decision.

      Leonard Bernstein famously said:

      “To achieve great things, two things are needed: a plan and not quite enough time.”

      What I’ve found working with myself and others, decisions are delayed by fear of making a poor choice. Fast Company, wrote a great article on the 4 Common Traps That Lead To Bad Decisions. In summary, making good decisions is as much about recognizing and avoiding traps as it is about evaluating available options. What are those traps?

      • Anchoring – Research suggests that our minds give disproportionate weight to these first impressions, and we end up with a bias centered on that perception
      • Overconfidence – We have an innate tendency to be overconfident in our judgments, especially when we think we’ve made all the right choices so far.
      • Confirmation bias – We become attached to our opinions, instincts, and points of view and try as hard as we can to find evidence that supports them.
      • Sunk Cost Trap – It’s easier to keep throwing good money after bad in the hopes that your bad decision may turn out okay. It rarely works that way.

      How to move forward? Follow your instincts and ask why 5 times!

      Ask Why 5 Times

      Sakichi Toyoda, the Japanese industrialist, inventor, and founder of Toyota Industries, developed the 5 Whys technique.

      The method is remarkably simple: start with a problem and why it occurs, you drill down to its root cause by asking “Why?” five times. You make sure that your answer is grounded in fact and then ask the question again. Continue the process until you reach the root cause of the problem, and you can identify a counter-measure that will prevent it from recurring.

      Follow Your Instincts

      Research shows that people who make decisions quickly, even when lacking information, tend to be more satisfied with their decisions than people who research and carefully weigh their options.

      Some of this difference is simply in the lower level of stress the decision created, but much of it comes from the very way our brains work. The conscious mind can only hold between 5 and 9 distinct thoughts.

      That means that any complex problem with more than 7 factors is going to overflow the conscious mind’s ability to function effectively – leading to poor choices.

      Our unconscious, however, is much better at juggling and working through complex problems. People who “go with their gut” are actually trusting the work their unconscious mind has already done, rather than second-guessing it and relying on their conscious mind’s much more limited ability to deal with complex situations.

      So, what decisions do you need to make about your real estate business today?

      What’s holding you back?

      Here is what I know:

      • To delay is to make the right decision harder.
      • Indecision is a decision… not to decide is a choice.
      • Decisions are made whether we make them or not.
      • Time is our enemy and time ALWAYS wins.

      What’s your choice?


      What we can learn from Louis Pasteur

      What we can learn from Louis Pasteur

      Friday night reading – you know I love breakthrough stories.

      I knew Louis Pasteur was the father of microbiology and known for his discoveries of the principles of vaccination, pasteurization, and the causes and prevention of diseases. I knew his discoveries have saved many lives. I didn’t know the sacrifice, the danger and the obstacles he had to overcome:

      • To find the cure for rabies he had to endure working with mad dogs and overcome extreme doubt about the first test injection;
      • He was mocked and ridiculed for suggesting hand washing to prevent infection and the spread of disease. It took 19 years before that practice was widely accepted;
      • One of his colleagues died helping stop the spread of cholera in Egypt, he wrote “he died on the battlefield of science passing through this life with a higher thought to which he sacrificed all else.

      I know most of us aren’t solving such complex problems, yet our obstacles have the same impact on whatever we are trying to accomplish.

      What I learned from Louis is:

      ? Despite his doubts and fears, he continued to take action
      ? Despite the confusion, lack of clarity he kept moving forward
      ? He stepped backed to gain perspective vs becoming overwhelmed
      ? He became resourceful, seeking out the necessary help
      ? He distanced himself from any drama
      ? He stayed focused on his commitments despite his feelings
      ? He developed and refined a growth mindset

      My biggest takeaway is: it is vital you take consistent action in spite of your fears and doubts.


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