It’s no secret that often times realtors get objections. At some point in your career, you’ll encounter a person or a lead who will give you a negative experience. Unfortunately, this won’t just occur in your professional life. You’ll experience objections and negative comments just as a human being. The good news? There are tricks to making objections positive, as well as turning negative comments, into positives. We’ve chatted with Gina Wade, who has provided us with expert opinions on how she handles objections, and how she might turn a negative comment, into a positive!
The negative parts of the internet
Unfortunately, there is no avoiding this. The internet can be a harsh place because in most cases, there isn’t face to face contact. People find it a lot easier to hind behind comments, and say exactly whats on their mind. As great as it is for people to have opinions, and to say exactly whats on their minds…sometimes it can hurt a little more than it helps. The trick? Making sure we look at these comments in the most neutral way possible.
Gina reminded us that one of the most important things to making sure the negative comments on the internet weren’t bothering her was keeping her self-confidence. Because of some negative comments and objections, Gina explained that she began second-guessing herself and things she was doing as a realtor in her business. She told us this was her first mistake. “I thought I was doing something illegal or something,” she explained. You are your own person, with your own individual goals and career objectives. No one can take these away from you, or say that they are inferior, as they are yours and no one else’s. Keeping this confidence in your work, and what your doing is vital when making sure the negativity doesn’t affect you and your goals.
How to deflect
Gina mentioned that she’d often take a negative comment, and try to make it into a positive. When we were chatting during her 60min education webinar, she shared a ton of her own personal strategies. Amongst those, was her ability to turn a negative comment into a positive. “Someone commented on one of my ad’s and said something like…Sure, I’ll sell my house for a million dollars…” Gina took this comment and replied with the following… “You never know!! ;)” Gina was able to take this person’s negative, and difficult comment – and make it into something playful and more positive. It shows her confidence, as well as her perseverance to succeed, which is a very strong quality to have as a real estate agent. We never encourage you to interact with negative comments or edge people on. If you cannot respond with a good, positive response, we always recommend taking different measures with the post. This will be case by case, as every situation is different. We trust you to make the best decision for your business!
Removing the comments
One of the best things about running your ad’s through StreetText is that you have the ability to look through any comment on your ad and remove them. Gina mentioned during our conversation that the interaction she has on her business page, and advertisements is super important to her, and in keeping a healthy lead flow. Gina makes it a point to check her ad at least once a day to filter through any negative comments, or reply to anything positive! The online interaction is really important because it shows you’re devoted to your practice and your prospective future clients. Comb through those comments…delete things that you cant swing into a positive, and make sure you’re getting exactly what you want through your comments and Facebook engagement. You are in control of your ad’s engagement, and it only takes a few moments a day to manage!
Just as Dave Elhke does, Donna Swanzy has her own unique systems that are working for her and her business growth.
In fact, Donna has a unique approach, that goes against the grain with what is standard in the Real Estate world. She doesn’t call leads.
Donna closed 6 deals in one month through StreetText, and 12 deals that month in total. Donna did all of this without making a single call to a lead.
If you’re like Donna and prefer not to call people, and to door knock as little a possible…maybe her strategy can help bring your business to the next level. Read below, and see if any of her strategies and systems that you might want to implement into your business practices!
Donna initially gets the majority of her leads through StreetText’s custom-made Facebook advertisements. She doesn’t have to monitor these and focuses on what she does best…listing and closing deals.
Once people click on her Facebook advertisement, the leads will filter through her StreetText dashboard for her to address. Donna has a few different systems she uses, including her CRM, and an organized system for her address only leads. Once these are filtered through, Donna begins nurturing each lead.
Once a lead comes in, they will automatically get an email from Donna. This email is automatically sent through her StreetText account and is sent once someone requests a home evaluation. From here, the email provides them with all of the information they would need to initially get in touch with Donna.
To download a version of Donna’s initial lead email, click on the downloadable link provided below.
From here, Donna will handle any and every address submission, because no lead goes unturned. She mentioned in our latest Webinar session that she always contacts her address submissions by letter.
Donna highlighted the importance of making this a handwritten, and very personable letter, as well as providing the lead with all the information they’ll require to keep them intrigued to get their valuation.
Just like Dave, Donna doesn’t provide them with all of the information. She provides them with just enough to stay curious and to contact her back. For an example of the letter Donna sends her address submissions, click on the downloadable link provided below!
When Donna receives a phone number, believe it or not…she doesn’t use it. Donna has made it very clear through several conversations her and I have had, that she doesn’t like calling leads, and doesn’t enjoy door knocking.
Donna has continued to be successful, regardless of using phone calls or not. Her personal mantra is that she doesn’t enjoy being called, or talking on the phone, so why should she do that to others?
This system has clearly been working wonders for Donna. Now, it’s important to remember that Donna does eventually call her clients if need be, and only steers clear of calling when the lead is new, and not a client yet.
Stage five: Email Follow up
Donna explained to that her email systems have changed during her time as a realtor. She initially started by sending emails individually to all of her leads, and is now using a 5-week email campaign to contact all of her prospective clients.
Now, Donna uses Peak Producers, build by Brian Buffini as her primary CRM and will filter all of her leads with an email address through this. Once they are put in her CRM, Donna can place each of these on her pre-scheduled email campaign.
All of her emails are built – each lead will receive an email a week for a specific duration. These will vary, depending on content, and what Donna wants to send out that week. Much like Matthew Nicolas, and Dave Ehlke…Donna focuses on changing these emails and systems every few months. That way she keeps content fresh and enticing for her leads.
For examples of content, Donna sends to her leads, download the documents below.
Donna is a hard-working real estate agent who has tested systems and seen what’s worked best for her business over time. We always recommend that when you venture into building different systems, that you try out a series of different ones before settling on one system. We also recommend constantly changing your approach and systems so your leads stay intrigued, and educated with the content.
Remember, try something – and if you don’t see results…change it! Systems will always need tweaking and changing, even if they’re successful systems. Take the time to know what works, and build similar systems around those strategies. This will make all your future plans foolproof.
In just six months, Dave has already doubled his Real Estate deals from last year.
Dave Ehlke is a real estate agent in the Minnesota area, Forest Lake to be exact. He’s a husband, and father of two who left his job in corporate America to follow his dream of working in real estate. Fast Forward three years later, and Dave is already rising to the top of the real estate world.
He had success early on in real estate, but was having a challenge growing his business beyond the plateau of repeats and referrals.
Online lead generation was important to Dave, but it turned out to be more difficult to “crack the code” than he anticipated.
Before he started with StreetText, half of his problem was not being able to find the right Facebooks ads and algorithms to keeping leads coming in. Now, StreetText does it all for him, which means monitoring ads is something he no longer has to do.
Dave Ehlke has been with StreetText for over a year and is seeing tremendous results in his target areas through his Facebook lead generation.
Dave values time with his family. Because Dave has a busy work schedule and is devoted to his family – StreetText helped him take his online lead generation off his plate.
Dave shared his mind set, “If I need to get out 100 letters, I won’t do anything else until they’re done.” He’s dedicated to his practice and takes time to finish everything because every detail is important to his success.
StreetText is giving him time to focus on the activities that generate business and serving his clients. For Dave, nothing else happens until his important tasks are taken care of. Dave has a deep-rooted drive to succeed and will do just about anything to make sure he’s on the path to success. Now when his follow up is done, he feels good knowing he can go home to his family while his lead generation is taken care of.
Now, Dave is closing several deals a month. These are single family homes starting at $225,000 – $270,000. Dave is growing an exceptional amount in his area.
I asked Dave how he is converting his leads into transactions? Dave explained that he immediately dissects each leads that he gets through StreetText.
He shared that in order for him to approach the lead properly, he does an extensive amount of research into who they are, what they do, and where they live. Dave wants to know everything he can to make sure he’s providing his leads with what they need to list their home, and potentially purchase another.
After he gets their information, they’re instantly set up on a monthly postcard campaign. He’s also regular with door hanger campaigns for address submissions, where his 10 and 12 year olds bring around coffee cards and other small promotions to make sure people are remembering him.
Dave put a lot of importance on providing value and keeping these promotional items local. Giving someone a gift card to their favorite bakery is going to be leaps and bounds more valuable than sending them to a Starbucks.
During our 30 minute conversation, I could tell that Dave had a very strong sense of community. He is a father of two, working to better his family, and helping as many as possible in his area. Knowing his community is a huge part of who he is as a realtor because he’s a working professional – but he’s devoted to being a part of his leads life and affecting them in a positive manner.
Not only does Dave work hard to help each of his leads, he works extremely hard on personal goals that he targets on a daily, weekly, monthly and quarterly basis. He mentioned during our conversation that these are important for him to keeping on track and reaching all of the benchmarks be wants to obtain professionally and personally.
Dave mentioned that StreetText helps him take his business to the next level to reach his professional goals.
A lot of people are really focused on the sale, which is important to Dave… but he brings a very humanistic quality to the industry. His professionalism, mixed with his desire to make lasting connections makes him a natural in the real estate world.
His ads are relevant and getting great clicks, so there’s nothing else to worry about. He also mentioned that it’s his most affordable form of marketing, and he is excited for what else will come with his time with StreetText.
My final question to Dave was one that often leaves our realtors a little perplexed. I braced him for the obscurity of the question, and asked: “If you had the opportunity to turn back the clock, and give yourself one piece of advice from when you first started off in real estate, what would you tell yourself?”
Dave paused for a moment and replied with a confident statement.
“Keep doing you, and keep focusing on yourself.” Dave added that if he could, he’d explain to his past self that this industry is a roller coaster but to keep trusting in himself, and keep moving forward. He returned to the personal development, and personal growth he works so hard towards. Keeping himself focused and grounded would have been the best piece of advice he would have given himself when first starting. Have you ever thought about what yours would be?
To learn more, click on the button below and chat with one of our Facebook conversion specialists!
Do you ever feel like you want to do it all, and get it all done your way? Do you truck through your workload with purpose and drive, but occasionally feel bogged down my the amount you have to do, or how you organize your workflow and leads? Do you ever wish you had an assistant to help you through your day to day?
If so, and if you’re the type of person to do it all yourself, then this article is for you. Some people function well without assistants, but at times we understand if it gets to be too much and you become overloaded. To make sure you’re keeping up to speed without an assistant, take a look at these 5 tricks to keeping your life organized and on track so you close as many deals as possible!
Stay cool, calm and collected
Understanding what you can do, and what you’re able to achieve is the first step to getting it all done. After you get each lead through StreetText, don’t panic! Chances are you’ll have a lot coming at you at once, so making sure you stay cool, calm and collected is important before tackling everything in front of you. Start thinking about how to organize your workflow or the areas you know you need better organization. What is stressing you out the most? Start a checklist or a sprint board and focus the task that takes priority. Take things on one at a time, and as organized as possible. Take a few deep breaths and even meditate to refocus your mind.
The honest answer to this is not many people use pen and paper anymore. Smartphones have taken over as our primary source of note taking, so start using it to your benefit. Every time I have an important task, grocery list item, or even action item I’ve given myself from a meeting, I’ll text it to myself so I get the notification at a later time. This way, I’m notified of the note and can move the task to a more organized location later. You can even download a different note taking app to see which method works best for your lifestyle. This will range from formal notepad apps to an easy ‘post-it note’ notification. Try a few different things out and see what works best for your lifestyle.
Put things where they belong
Having a home office is great because everything is accessible and always at your fingertips…but clutter can sometimes take over and start to disorganize your day-to-day. It’s important to make sure this space is clear of clutter, and that your virtual space is organized too. Organize your leads any way you prefer, but make sure its a system that works for you. Colour code them, write them out on a whiteboard and erase them when they’ve been contacted. Yes. This takes time and work, but leads need nurturing too. They don’t list without a little bit of work. Click here for some tips and tricks to make your home office that much more organized.
Understand what your priorities are
It’s important to understand what you need to do, when you need to do it. Often times, people pile tasks on their plate. This is great, because it gives you a lot to do, but it’s important to know what tasks need to get done because they are vital tasks, and what can be put on the back burner. Not to say that some of your tasks aren’t important, but some things can wait. It’s understanding what tasks you NEED to be done to keep the ball rolling smoothly. Imagine you’re holding a bunch of different boxes, some big and some small. In order to hold them all, and not drop anything you may need to put some of those smaller boxes down in order to properly deal with the larger ones you’re holding. You can easily move those smaller ones later.
Sometimes its easy to take home with you, but it’s important to remember that leaving work at work, and home at home will keep you properly balanced. It’s important to stay driven and focused on your business objectives, however, you do need time to recharge to make sure you’re staying focused and successful. Take time with your family, friends or even co-workers. Recharge, and focus on having a healthy mind so you return to work ready to go.
StreetText is here to help you start those conversations. Book a demo with us today for more tips, tricks, and how to generate seller leads on Facebook.
Does the thought of door knocking make you incredibly uncomfortable? So uncomfortable, that not even picturing your audience in their underwear would help? Let’s be honest, when would that really help anyone?
If you fall into this category, don’t fret…we’ve all been there. Public speaking and door knocking can be hard, but I assure you there are tricks you can use to make it better…tricks that don’t include picturing people in their underwear.
In this post, we’ll chat about some key things to remember when trying to enhance your public speaking and door knocking skills.
1. You aren’t forever cursed with bad public speaking skills
Remember that Public Speaking is something you can get better at. Just because right off the bat you aren’t the Sydney Crosby of public speaking, doesn’t mean it’s something you can’t obtain over time. These are skills that you can enhance, much like riding a bike or getting better at cooking. Take small steps toward your goal. Start with small presentations in front of your friends and family, or play a game of charades to get better at being put on the spot. Put the time and effort into making yourself a better speaker, and it’ll come with plenty of practice.
2. Don’t focus on yourself, focus on what you have to say
When you approach a leads door with a message, speech, or presentation focus on what you’re trying to communicate. Focus less on your appearance and demeanour. You might take yourself far too seriously, and to be honest, you aren’t that important. People are listening to what you have to say, and don’t care about your appearance, or if you stumble on a word or two. Before getting to the door, have a clear idea of the message, or questions you’re there to ask. Make sure you know what you’re talking about and be prepared. Thibaut Meurisse explains that “you’re simply a vehicle for your message. The vehicle isn’t important, the message is.” Make sure the message is clear, and you’ll stand in front of that door with confidence.
3. Learn how to be comfortable with silence
Why does silence get such a bad rep? There are days where I look for moments of silence just to have a few moments to myself. It’s important to remember that when you’re speaking to someone, silence doesn’t need to immediately insinuate negativity or awkwardness. People often say what they need to say so quickly due to a fear of silence. In doing so, often times the message can be lost, or not hold as much weight as you expected. To avoid this, learn how to accept silence, and not give it such a bad reputation. Own what you’re saying, and command the conversation. Being okay with silence will make you look far more confident in your speaking abilities.
4. Make sure you research
Look, I’ve been through years of education and realize that procrastination exists…but when it comes to your career, and making sure you’re building your brand in the best way possible…do your research. Make sure you show up to any conversation having some idea of what you’re going to say and who you’re going to say it to. Know your lead, do some research on who they are as an individual, and ask them engaging and appropriate questions. If you show up at someone’s door without a clue to why you’re there, chances are that door will close quickly on your face. Be knowledgeable and approach the conversations with insight in your message. Once you have that, people will listen to what you have to say.
I went from being a shy, nervous red-headed girl in elementary school – to commanding presentations in front of CEO’s and VP’s as an adult…(couldn’t quite shake the red hair). It took practice, and PLENTY of time to get this down pat. I can’t even begin to tell you how many times I got up in front of a group of people and crumbled under the pressure. My voice would shake, hands would tremble, and I would forget everything I had to say. This happened once, twice, a little less the third time, and hardly at all come the fourth time. I knew I hated being in front of people and having the spotlight on me, but I also knew I was getting a little better each time. Knock on a few doors and know it’ll be scary at first. But also know that after the first few…it’ll get easier. Take the time to make these interactions something you excel at because it’s important in your industry and for your leads.
StreetText is all about initiating the conversation. Use these tricks to enhance your communication skills, and start seeing a stronger public speaker and door knocker in yourself. We’re passionate about conversations, but even more passionate about your story and success.
Before I go to bed at night I iron a shirt or two, I constantly do this Sunday through Thursday night as part of an evening routine to set in motion the following day.
Because this has become a habit, once I start the process my body and mind immediately go into the sleep routine and I just follow the steps all the way to bed like clockwork.
Also I mentally prepare for success the following day. For my job I do not need to wear dress shirts. So why would I bother spending the time to iron them week after week? Because I take what I do seriously, and I remind myself of it each night before I go to bed.
When my alarm goes off at 5.30 my subconscious knows it is “go time.”
I hate ironing though and often I have to iron 2 shirts a night to get the job done by Thursday evening. So when I am feeling “more in the mood” I often want to iron as many as I can in one evening, saving me work later in the week. However this would be a mistake…
The 20 Mile March
In 1911 Roald Amundsen and Robert Falcon Scott set out to make history. They both wanted to be the first explorer to reach the South Pole.
As you can imagine the trip was treacherous and cold. Both men however had very different approaches to how they would accomplish the task.
Amundsen stuck to a specific routine. He would travel 20 miles per day, in good and bad weather. It was tempting for him to push hard on the clear sunny days, but he restrained his team.
Where he felt the most difficulty in this restraint, was the knowledge that his competitor may use every opportunity to press ahead when he had stopped. However he stuck to this, and even in the worst weather his team pressed ahead to achieve their 20 miles.
Scott in contrast pushed incredible hard on the clear days, he would push his team to exhaustion. And on the bad days he was known to write in his journal that he could not imagine any man venturing out in the bad weather.
Amundsen however was out in that weather on his 20 mile march.
It is worthy to note that there were a few days that not even Amundsen would travel. However by the time he reached the North Pole he had on average travelled 15.5 miles per day, 360 miles ahead of Scott.
Scott had no daily routine and as a result he kept slipping further and further behind. By the time he reached the South Pole, a month later, he was discouraged to find a flag already in place.
By this time Amundsen was already 500 miles ahead on his return trip.
Scott and his entire team perished on the way back.
In your Real Estate business, it is important to remember this key principle.
The 20 mile march:
It sets in place good habits
Helps maintain momentum
Allows you to take on the right amount of work at the right time
Allows you to work within the recourses that are available
Helps you win in the good times and the bad times.
Keeps your growth constant
Helps set balance within the company and within yourself
This of course can be a challenge. “Make hay while the sun shines” right!
How many Realtors do you know that go up and down like a yo-yo? Exactly for that reason, Realtors work on the business under their nose and hustle until they are exhausted. Suddenly things change and now that same agent goes through a dry spell while they try to find ways to drum up new business. This cycle of course further confirms in that agent’s mind to work super hard again when the sun shines because they “need it”.
Rather than working smart. Doing what is required each week without crashing and burning, and in turn seeing long term growth and success.
Compare the above example with a Realtor who sets a weekly habit of what MUST be done. And includes in the week to run a Marketing program to attract new leads.
When the sun shines and things are getting busier the Realtor does not hit the brakes on the marketing or the follow-up required. Instead, this Realtor either hires on help to handle the increased work load or chooses to pass on some more time consuming “deals”. Never forsaking the “boring” weekly tasks.
As the sun goes behind the clouds and most Realtors are panicking for business, this Realtor is doing business from the leads he has been generating week after week. In fact his database is so large that he has brought on another full-time agent to help grow his business.
This is the 20 mile march.
It is not glamorous and can often be boring to follow, however it recession proofs the agent’s business and sets in the weekly required tasks to be successful in the long term.
Hope you find this useful.
“How you spend your day, is in fact how you live your life.”
Welcome to the complete overview of everything you need to know to generate real estate leads online.
Maybe you’ve heard about how to generate online leads. You’ve been told that it’s important to follow-up within 7 minutes. You may even know that Facebook and Google are good platforms to advertise on. But what can you expect from these leads? Will they bring you business in the slow season? Do online leads convert? How long will it take to make a return on investment and how much time, money and energy will you have to invest?
This article will break the real estate Facebook lead generation strategy down for you. You will learn how it works, why it works, and how long it takes before you will see a return on your investment.
How to Generate Leads Online:
1. Create an Advertisement and offer something of value to your target audience.
Make sure the message of your advertisement resonates with your audience.
2. Create a landing page where people will go when they click on your Ad.
This page is meant for one purpose: conversion.
Keep it simple, repeat the message you used in the Advertisement.
Have a form that people can submit their details in return for your offer.
Make sure there are no links that might take people away from completing the form.
3. Capture the lead
Store the lead in your database. You will want to be able to collect any notes about the lead, such as if they wanted more information or if they would like to be contacted at a future date.
If possible, track the leads steps through your landing page and form. This will give you a good idea into how interested the lead is.
We offer an amazing program to capture leads online with StreetText. We’ve already done the hard work of implementing the best conversion practices and ensuring your message is right. You can learn more about that here.
Why online leads turn into clients:
90-92% of home buyers and sellers start their process online. We all know this to be true, but do we really believe that? Stephen wrote a very insightful article that explains exactly how online leads work.
In summary, 70% of people work with the first Realtor they speak to. Even though most of us believe that the majority of business is generated through referrals and previous old clients, it turns out it isn’t the case.
Only 12% used an agent they previously worked with and 48% said they found their agent through a referral. 40% used agents they found from online and offline marketing. When you think of the amount of transactions that take place every year in your market, that’s a really big number.
These stats highlight 3 key growth areas for all Realtors to spend time on. Referrals, past/existing clients, and online marketing.
We’ve worked with lots of amazing Realtors, and in my experience, agents are most successful when they have good systems in place to nurture referrals and their client database first. Then once they’ve established those 2 cornerstones in their business they move onto online lead generation.
Many of the same systems that are used for maintaining good relationships with past clients and current ones (assistants, follow-up, email-lists) can all be use effectively to follow-up and nurture leads.
That said, you are unique, and you may very well be able to be successful with Lead Generation as you grow your list of past clients.
How long does it take to make money from online leads?
When a potential lead clicks through one of your advertisements and completes your form they are at a “peak” of interest. But, as is normal, life get’s busy and the lead quickly get’s distracted and goes into a “valley” of interest. It may take 2 months, 3 months or even 2 years before that lead moves into a high peak of interest where they then make the decision to enter the market and buy or sell a home.
One of our clients, Darryl Reuter, didn’t see his first deal close until he had been with us for 4-5 months! Most new agents couldn’t afford this program, that is why it works best when agents are already doing deals every month or so. *Some of our clients have done deals in their first month of using our program, one of the agents using our service even got a client in the first 4 hours of using our program. That, however, is highly unexpected.
Today, Darryl has done numerous deals, and every month the number of deals he does from his StreetText leads list grow. Here’s why.
CASE STUDY: The timeline of online leads explained
If you have a good marketing campaign in place, you will capture new leads each month. As you do the number of leads you collect will grow month after month.
Below I will be referring to a case study we made with real estate agent Darryl Reuter. This shows the actual time frame it took before his leads from StreetText turned into deals. It also highlights the monthly growth as the leads mature into “market ready” buyers and sellers.
In the graph below, you will see that Darryl was collecting an average of 4 good leads per month. Obviously the amount of leads you generate will depend on the size of your advertising budget and the competitiveness of your market. Some of our clients are spending thousands of dollars per month on advertising and generate a staggering number of leads.
Darryl saw his first deal in 4 months followed by another one shortly after. For privacy reasons the revenue shown here is not the actual amount of the commission, but is shown purely for demonstration purposes. It’s worth noting that these deals resulted in referrals, with the promise of more business in the future.
Below you can see the correlation between the number of leads “maturing” and the number of transactions occurring.
As you can see in the graph below, his real investment was $1800 by 6 months into the program. Had Darryl stopped 3 months into this strategy he would have spent $900 and had a $0 return. However, by 4 months in he had made more than 5 times return on his investment. Each month his return keeps growing.
Today Darryl re-invests a percentage of each deal he makes from this program back into his marketing budget. In this way he is ensuring his growth continues.
Online leads are an excellent way of growing your business. The key is to know that online leads can take 3-6 months to convert. At StreetText we see this as a partnership between you and us. You are committing a minimum 3+ months into this system and we are committing our time and resources into you as well. We’re not interesting in making bold claims that aren’t realistic or true. Instead our desire is that every person that uses our tool is successful with it. We provide strategies on our blog, email updates, maintain the system and provide phone and email support. It also means being upfront with what we expect, what you expect, and making sure we are both the right fit for one another. As such, we look for agents of integrity, with a growing business, who believe in serving their clients well and aren’t afraid of rolling up their sleeves to see results.
Once you’ve crossed the “first-deal” chasm the system starts to work really well.
Each month you will have new deals to work with. Darryl Reuter remarked that because of this system he understands why some agents are consistently busy. The key for you to be successful is knowing that you will need to invest 4 or more months before you see your first deal. Having realistic expectations, and setting in place systems to ensure that you have good follow-up and drip email campaigns running each week.
The StreetText team had the pleasure of attending a seminar yesterday on Ryan Walter who played 16 seasons with the NHL and won the Stanley Cup in 1986. He is also an author and speaker.
I want to share with you today one of Ryan’s principles that had a great impact on me.
The Power of Your Mind:
You have undoubtedly heard much on the subject over your life and career, but perhaps this will be a fresh approach.
In my previous life I had a successful Real Estate business and know the industry well, since then, we have created a number of Saas (Software as a service) solutions for Realtors.
I actually started my Real Estate career reluctantly. I remember walking around the RLP office with no plan. Everybody seemed busy, too busy to teach me, and most certainly too competitive to teach me. So I walked over to Chapters and picked up the first book I found on Real Estate and opened it up – the first line in the book said something like this…
“If you are at all embarrassed to be a Realtor or do not plan on taking this seriously, do not bother continuing to read. In fact, put the book down and go find another career.”
Wow, that stung! Especially since I actually did not have clear intentions for the business and saw it more of a stepping stone to some other career.
However, challenging the status-quo by nature, I quickly skipped past this statement, trying to put the words behind me as if they would somehow not apply to me.
Why am I telling you this? Because the mindset you have determines your Reality. That’s what Montreal Canadiens team captain Ryan Walters figured out. And it’s what I learned in Real Estate. I lasted in the business 3 years, in fact I was actually quite successful at it, but it didn’t matter. I was already exiting. In fact I was exiting before I even began.
My mindset was to see Real Estate as a stepping stone, so guess what it was. Regardless that I was successful and regardless that I would leave Real Estate only to suffer through some of the most challenging years of my life. When the business I had built in Real Estate would have been a much better long term solution at the time. It didn’t matter, I played to “lose” before I started.
My rebellious nature did not protect me from those wise words. That aside it provided incredible insight into what I do now.
So let me move to the principles:
If you are riding a motorcycle and you come around a corner, to find a deer standing in the middle of the road. If your eyes lock on the deer guess what will happen?
You are guaranteed to hit the deer. You go where your eyes go.
To avoid the deer you must find a way to look past an incredible obstacle, to where you want to be. You have to do the opposite of what your mind wants to do. You need to do the hard part of transforming your thought to focus on what you want the outcome to be.
You will miss the deer.
This of course takes practice. Just as so with the thoughts in your life.
How often do you find yourself dwelling on the past mistakes, and then projecting into the future the worst possible outcomes of what will “probably” happen? (Being realistic)
If you spend time dwelling on the “possible” future negatives. That have not even happened guess what will happen. They will come to pass. And you will most likely be reconditioned to say “See it happened exactly as I thought it would.”
This is true in all aspects of life.
The goal is to stay above the “Line” think of Past Positives (being grateful) and on Future Positives (The future you most desire). And to only go “below the line” to learn from your mistakes but to immediately go back above the line.
If you remain below the line you will find yourself paralyzed in fear, unable to take the next step. Unable to “believe” (See blog on Tyler Perry)
A quick ratio (I will not cover the science in this blog) is 5 to 1. You need to – at minimum – spend 5 times as much thought above the line as below the line. Ryan Walter highlighted teams and businesses that were successful and their ratios of “above the line thinking”. The evidence was remarkable.
Spend time thinking on all the positive in your life, and spend time looking past the “deer” in your path, spend time focused on where you want to go. Focus on this and capture every negative thought and kill it.
Only focus on what is right, what is positive. On where you want to go.
For many of our clients they have a hard time seeing past the “deer” in the business. The deer of course being the work required to set up systems to handle leads and to nurture those leads over the long term. They focus on why “it wont work for them” or it “requires too much time, or it is too hard”.
Our Top Producers look past the deer, they know where they want to go. They know this work is required. Just like any athlete that goes to the gym. They stay above the line.