A.S.K. (Attitude, Skill, Knowledge)

Say positive affirmations in the morning.

Sometimes we must sell ourselves before we can sell to someone else. If you are not bought into why you are a great agent, you won’t convince others to hire you.

Have an attitude of gratitude.

When something goes wrong, figure out what you would do differently next time then let it go. Every night before you go to bed, recite five things you are grateful for in your life.

Celebrate small accomplishments.

It starts with having an awareness of what needs to be done. Make a priority list of things you want to accomplish in both your personal and professional life. Every time you stroke an item off your list, do something to celebrate.

Everyone loves optimism.

We all know Debbie the Downer and Cranky Carl. No one wants to buy a house from a sad real estate agent. The pandemic has caused a lot of stress and anxiety for many people. Put your problems in a shoe box in the morning and put it up on a shelf. No one wants to hear about your problems. You are here to solve theirs.

Structure enables creativity.

On the best of days we deal with a lot of uncertainty in our business. Add the pandemic and it threw a lot of agents off their game. I have learned that structure and schedules help calm the chaos. If you want to be happier and more productive, create routines. Go to bed and get up at the same time every day. Eat a healthy breakfast. Get into the office at the same time every day. Time block activities on your calendar. Consistent routines free your mind and give you space to be creative. When you are creative, you find solutions to any challenge.

Get your broker’s license.

Learning everything you can about appraisals allows you to do better CMAs and convince more sellers to list at the right price. Learning about the principles of mortgage financing allows you to assist buyers with creative financing to close more deals. Having a better understanding of contract law helps you draft and negotiate better purchase agreements.

Invest in your education every year.

Your basic real estate license is not enough. Every year you need to take at least 1-2 courses to either improve your technology or sales skills. The best agents know that if they don’t constantly move forward, they’re falling behind.

Attend your company conventions.

This year in-person conventions will start up again. You should be there. It’s not only a place to learn more about your company and their forecast for the future, but it gives you a chance to network with elite agents from across the country. Real estate is not sold across town anymore. It is sold across the country and across the globe. Having an extensive network of trusted agents in other cities that you can refer business too and bounce ideas off of will only expand your revenue.

Practice, drill and rehearse.

You never get a second chance to make a first impression. If you are about to roll out a new listing presentation, before you get in front of clients, practice it with a friend or a colleague until you nail it.

Don’t do it once in a while, do it a lot.

Mastery requires practice. If you need to do something 50 times to master it, then if you do it once a week it will take you 12 months to master it. If you do it once a day it will only take you 2 months to master it. Frequency is the key. If you want to master making prospecting calls, don’t do it once a week. Do it every day until you don’t have to look at the scripts anymore. They just come out of you naturally.

Priorities must live in your calendar.

Don’t leave mastery to chance. If you commit to making prospecting calls every day, book it in your calendar and treat it like any other appointment that you wouldn’t cancel. If it doesn’t live in your calendar, you won’t do it. And be thoughtful. We know the best times to prospect are between 10-11 a.m., 1-2 p.m. and 7-9 p.m. Schedule prospecting during times when you are more likely to get results.