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14 Lessons to live by to make 2021 a big year.

motivation and mindset Nov 29, 2020

As 2020 draws to a close, now is the time to reflect on the past 12 months – what we have learned, the areas of our business that need improvement, and how we are going to level up in 2021.

I recently sat down to reflect on the most important lessons I’ve learned after conducting over 123 training sessions in 2020 where I've had the privilege to coach some of the best performers in Real Estate.​

So here are a few things I have learned.

  1. Top agents make booking listing appointments a priority.
    The number one skill an agent can possess is the ability to prioritise, and there is no higher priority than booking appointments – especially listing appointments. Brilliant agents will focus not on the number of listings they win, but the number of appointments they get.

  2. It’s not who you know, it’s who knows you.
    Becoming a household name in your area is the key to real estate success. On average, it takes 24 points of contact to be a known and trusted name – so it’s vital to maintain as many touch-points with your database as you can. Make sure you send that quarterly CMA and other resources to your farm area. Be creative!

  3. We don’t run out of prospects to call – we run out of courage to call them.
    The key to success in real estate is consistency and discipline. It takes courage and discipline to make those calls, even when you don’t feel like it. But if you don’t make those calls, don’t expect results. Pick up the phone and turn those prospects into listings.

  4. The most important daily activity is 20 quality conversations per day.
    Top-performing agents make 20 calls a day, every day. It’s vital to make those connections. This can be made easier with a systemised follow-up process through your CRM, which can provide you with a quality call list every day. So make sure you have those DNA plans all set and you have a clean database.

  5. Get comfortable with the uncomfortable.
    You need to be prepared to go outside of your comfort zone. Master the art of social media. Be centre-stage at your next community event. Build and implement your follow-up systems ready for the new year. Top agents are prepared to do what others won’t, and as the saying goes – “Life begins at the end of your comfort zone”.

  6. Winners focus on winning. Losers focus on winners.
    You are running your own race – don’t look to others and their success. Focus on your success, and how you can improve. Always keep learning and implementing.

  7. We either win, or we learn – we never lose.
    We all make mistakes – it’s how we react to those mistakes that counts. If you just missed out on that listing or stumbled in that fee negotiation, look back on where things went wrong, learn and adapt. It’s not always easy, but those who can learn from their mistakes and come out stronger are on the path to success.

  8. Your energy introduces you before your handshake.
    In every situation in life, it's important that the energy that introduces us is very positive, enthusiastic, and optimistic. This is because our energy is contagious and when we bring this positive energy to what we do, it spreads to your clients. Just remember people want to do business with people who make them feel good.

  9. If Real Estate was easy, everyone would be doing it. The same boiling water that softens the potato hardens the egg. It's about what you're made of, not the circumstances. Remember – “The cream rises to the top” and “Pressure makes diamonds” 

  10. In real estate, we get paid PRIZE money, not SHOW money. Be productive when you are at work. Be accountable. Whether it’s weekly check-ins with a co-worker or setting your own targets and announcing them to others, having to answer to someone else can often force you to get the job done. Forgive yourself. You are human: Accept that you are sometimes going to slip up, become distracted and have a bad day. It’s more important to move on than to dwell on your mistakes.

  11. There is no substitute for hard work. Be the first to arrive at the office and the last to leave. The most important number to know if the alarm code.

  12. Remember – the number one rule to closing is “the answer is always NO until you ask”. There are many skills that make a good salesperson, such as the ability to listen, gaining information through questioning, overcoming objections, and negotiating. However, having all these skills may become almost useless if you are unwilling to ask your seller for the listing. Practice your scripts and dialogues, be professional and most of all, have the courage to ask for the business.

  13. In a hot market it’s the early bird that gets the worm, in a cooling market it’s the second mouse that gets the house. In challenging times there is no guarantee or certainty that the first agent is going to sell the property, so make sure you have a world-class follow-up plan should the seller decide to engage a second agent if the first agent is unsuccessful in their mission to get the property sold.

  14. In a changing market, vendor communication is key, an informed vendor will make an informed decision, a uniformed vendor will make a uniformed decision.


If we don’t connect before Christmas, may your Christmas and New Year be safe, full of fun and great times!


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