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Guest: Dave Kurz   Started in the Military   Honor Courage and Commitment are words we should all live by.   Self-care is not selfish.   Messes with his brain technique   Find a mentor   Failure is a lie   @davidadamkurz

Guest: Monica Weakley   Was told NOT to get into Real Estate from her parents   Humans first, Real Estate 2nd   Relationships or NOTHING   Remind, Demonstrate   Come from contribution   Make your audience heard on social media   Flying your flag everyday   mycoachmonica.com

Guest: Jim Remley Started at 19 years old. His first 6 months in the business were awful, but he turned it around by prospecting 3 hours a day until he got a listing appointment. Jim teaches that competence builds confidence. So the more you know the more confidence you will have in your business. You can find out more about Jim's business @ erealestatecoach.com

Have you ever thought to yourself…   I just need to read this book, and then I will be able to start prospecting.   Or   I just need to complete this course, and then I could start prospecting.   Today I want to discuss the difference between quality and quantity of prospecting and which matters more.   Which one leads to real success as an agent and which doesn’t.   There is a photography professor at the University of Florida that divided his class in half.   One group had to provide one photo, and the quality of that photo would determine their final grade.   The other group had to create 100 photos, and the quality of those photos would determine their final grade.   Students who had to create one photograph for their final grade researched how to make one photograph but never actually completed the photo until right before the assignment was due.   The students that had to create 100 photographs got right to work.   Actually creating photographs from the beginning of the semester.   Failing and learning from those mistakes.   At the end of the semester, the students that were tasked to create 100 photographs had higher grades than the ones that had to produce one photograph.   This story is similar to how most real estate agents think about prospecting.   They want the prospecting call to be so perfect   The quality so high   That they will think and read and watch videos but never prospect.   WHY???   Because they feel like they don’t know enough.   When instead, all any agent needs to do is just start prospecting.   Here’s the thing a lot of agents that think this way don't realize.   The ONLY way you get good at anything is by doing it multiple times.   This is because the knowledge you gain from doing is more potent than any book or video.   It’s real life.   If you haven’t prospected the way you know, you should.   What I want you to try right now is to start making one prospecting calls a day.   Then if you feel good, make another call and then another.   Quantity of prospecting is the only way you will be successful as a real estate agent, and there is no way around it.

You can take this to the bank.    Bad habits interrupt the success of your real estate business and prevent you from prospecting consistently.    So the question is, why do we still do them?    And more importantly, is there anything you can do about it?   How can you remove your negative behaviors and stick to good ones instead?   I certainly don't have all of the answers but keep reading, and I'll share part four of what I've learned about how to break a bad habit.   Let's recap what causes bad habits?   Two things, really.    One is stress.   The other is boredom.   Most of the time, bad habits are simply a way of dealing with stress and boredom.    Everything from watching too much tv, to overspending on a shopping spree, to playing with your hair, to wasting time on the internet can all be simple responses to stress and boredom.   But it doesn't have to be that way.    You can teach yourself new and healthy ways to deal with stress and boredom, which you can substitute in place of your bad habits.   How to break a bad habit   We have shared three different ideas in the previous three weeks.     Here is the fourth of 4 ideas for breaking your bad habits.   To get started to break a bad habit, we suggest starting with awareness.   It's easy to get caught up in how you feel about your bad habits.    You can make yourself feel guilty or spend your time dreaming about how you wish things were    But these thoughts take you away from what's actually happening.   Instead, it's your self-awareness that will bring to light how to make the change you are looking for in your business.   Here are five questions to ask yourself to start becoming more self-aware. When does your terrible habit happen? How many times do you do it each day? Where are you? Who are you with? What triggers the behavior and causes it to start?   Tracking these issues will make you more aware of the behavior and give you dozens of ways to stop it.   Here's a simple way to start: track how many times per day your bad habit happens. Put a piece of paper in your pocket and a pen or create a note on your phone.    Each time your bad habit happens, mark it down.    Once your day ends, count up all of the tally marks and see your total.   In the beginning, your goal isn't to judge yourself or feel guilty about doing something unhealthy or unproductive.    The only goal is to be aware of when it happens and how often it happens. Wrap your head around the problem by being aware of it.    You can then start to implement the ideas we have shared over the last three weeks and break your bad habit.   Building habits takes time, and by implementing the four strategies, we have shared, it help you prospect the way you know you should.

Here's what we know for sure.    Bad habits disrupt your real estate business and prevent you from prospecting consistently.    So why do we still do them?    And most importantly, is there anything you can do about it?   How can you remove your negative behaviors and stick to good ones instead?   I certainly don't have all of the answers but keep reading, and I'll share part one of four of what I've learned about how to break a bad habit.   Let's recap what causes bad habits?   Two things cause most of your bad habits.   Anxiety and boredom.   Most of the time, bad habits are simply a way of dealing with stress and boredom.    Everything from watching to much tv to overspending on a shopping spree to playing with your hair to wasting time on the internet can be a simple response to stress and boredom.   But it doesn't have to be that way.    You can teach yourself new and healthy ways to deal with anxiety and boredom, which you can substitute in place of your bad habits.   How to break a bad habit   Here is the third of 4 ideas for breaking your bad habits.   Band together with somebody.    How often do you try to diet in private?    Or maybe you “quit smoking” … but you kept it to yourself?    The reason being no one will see you fail, right?   Instead, band together with someone that has the same bad habit and quit together.    The two of you can hold each other accountable and celebrate your victories together.    Knowing that someone else expects you to be better is a powerful motivator.   Surround yourself with people who live the way you want to live.    If you want to prospect like you know you should.    Join a group that does so.    You don't need to ditch your old friends or colleagues, but don't underestimate the power of finding some new ones.   Building habits takes time, and by implementing the four strategies I will be providing over the next four weeks will help you prospect the way you know you should.

Here's what we know for sure.    Bad habits disrupt your real estate business and prevent you from prospecting consistently.    So why do we still do them?    And most importantly, is there anything you can do about it?   How can you remove your negative behaviors and stick to good ones instead?   I certainly don't have all of the answers but keep reading, and I'll share part one of four of what I've learned about how to break a bad habit.   Let's recap what causes bad habits?   Two things cause most of your bad habits.   Anxiety and boredom.   Most of the time, bad habits are simply a way of dealing with stress and boredom.    Everything from watching to much tv to overspending on a shopping spree to playing with your hair to wasting time on the internet can be a simple response to stress and boredom.   But it doesn't have to be that way.    You can teach yourself new and healthy ways to deal with anxiety and boredom, which you can substitute in place of your bad habits.   How to break a bad habit   Here is the second of 4 ideas for breaking your bad habits.   Remove as many triggers as possible.    If you jump on Instagram instead of prospecting, try using Instagram only on a tablet or desktop computer.    If you watch tv instead of prospecting from home, take the batteries out of the remote control and hide the remote in a different room the night before.    If the first thing you do when you sit to prospect is checking ESPN or the news, block those websites from opening or make sure that your internet browser opens up to your CRM instead of those websites.    Make it easier for yourself to break bad habits by avoiding the things that cause them.   Right now, your environment makes your bad habit more comfortable, and good habits harder.    Change your environment, and you can change the outcome.   Building habits takes time, and by implementing the four strategies I will be providing over the next four weeks will help you prospect the way you know you should.

Part 1 of 4 Series: how to break bad habits and start prospecting today   Here's what's clear.    Bad habits interrupt your real estate business and prevent you from prospecting consistently.    So why do we still do them?    And most importantly, is there anything you can do about it?   How can you remove your destructive behaviors and stick to good ones instead?   I certainly don't have all of the answers but keep reading, and I'll share part one of four of what I've learned about how to break a bad habit.   What causes bad habits?   Most of your bad habits are caused by two things.   Anxiety and boredom.   Most of the time, bad habits are simply a way of dealing with stress and boredom.    Everything from watching to much tv to overspending on a shopping spree to playing with your hair to wasting time on the internet can be a simple response to stress and boredom.   But it doesn't have to be that way.    You can teach yourself new and healthy ways to deal with anxiety and boredom, which you can substitute in place of your bad habits.   How to break a bad habit   Here is the first of 4 ideas for breaking your bad habits.   Choose a substitute for your bad habit.    You need to plan ahead of time to respond when you face the anxiety or boredom that prompts your bad habit.    What are you going to do when you get the urge to do something other than prospect? (Example: breathing exercises instead.)    What are you going to do when Facebook or Instagram is calling to you to procrastinate? (Example: listen to motivating music.)    Whatever it is and whatever you're dealing with, you need to have a plan for what you will do instead of your bad habit.   Breaking bad habits takes time and effort, but mostly it takes perseverance.    Most people who end up breaking bad habits try and fail multiple times before they make it work.    You might not have success right away, but that doesn't mean you can't have it at all.   Building habits takes time, and by implementing the 4 strategies I will be providing over the next 4 weeks will help you prospect the way you know you should. ---------------------        

Want to build a habit?   Any habit?    There is one thing you can change today to start building just about any habit.    We call this concept Habit Linking.   Have you ever bought a dress and then decided to purchase shoes and accessories to go with it.    Or bought a new TV     And decided crap, I'm going to need a whole new entertainment center.    This happens a lot when we purchase one item.    We get this urge to buy other things that are associated with it.    In psychology, this is called the Diderot effect.    It's the tendency to purchase one item that will lead to another.    The same concept can be applied to creating habits. Human behavior follows a cycle.   That cycle is Data -> Desire-> Response -> Reward. You often decide what to do next after completing a task. For example,    after you shower,    you grab a towel,    after you dry up, you might brush your teeth.    If you notice your low on toothpaste, you then order it on Amazon.    And on and on the process goes.    But why is this important?    By leveraging this concept, you can add a new habit after another habit that is already in place to make the new habit sustainable.    You can implement it right after you complete a specific task. The habit linking formula for realtors is,    After the current habit, I will prospect.   You want to be as specific as possible to eliminate any ambiguity. I remember trying to set a habit to record videos on Facebook after lunch.    The problem was I wasn't clear as to when lunch was over and, in turn, would forget what the trigger was to record the videos.    By linking the habit of washing my plate in the sink to recording a Facebook video.    As soon as I was done cleaning my plate, I knew it was time to record a video.    So you want to make sure to be as specific as possible when linking your habit to another.    As you know, this process is easier said than done. If you want to learn more about building habits, check out our free webinar, Habits of a Top Producer.  ---------------------   Listen to full episode www.how2guys.com/podcast   

I saw the new Disney movie Mulan yesterday.    If you don’t know, Mulan is a story of a Chinese girl who can fight and move like a man.    Since she is a girl, she is told that it was not her place to move and act like a warrior.    Throughout the movie, you can see her struggle holding back who she wants to become verses who she was raised to be.    Watching this struggle of what Mulan went through reminded me of the battle, all new realtors must overcome to become Top Producers.    When I explain this battle to our students, I frame it as a battle of you versus you.    The analogy I like to give my students to picture it in there mind is to think of this battle as one fought in court.    Picture the headline case on the news, insert your name versus insert your name.    Michael vs. Michael.    When you envision this trial, I want you to picture all the people in the room are you.    The reason for this is because this battle is an internal one.    So you are the prosecuting attorney and the defense attorney.    You are the jury.    You are the judge.    You are the defendant.    Ultimately, to become the Top Producing agent, the jury needs to find you guilty of being a Top Producer.   For that to happen, the prospecting attorney needs to provide evidence of you taking action as a Top Producer.    So they would show the jury video, audio, digital, and texting evidence of you prospecting just like a Top Producer.    Once enough evidence is provided, the jury will find YOU guilty of being a Top Producer.    What I want to make clear is that this evidence is only produced by YOU taking action.    YOU prospecting.    This is not to be confused with reading or watching content that teaches you how to be an agent.    At the end of the day, your actions will provide much more knowledge than anything you can read in a book.    You might be asking how will I know when the jury will find me guilty of being a Top Producer?    You will know because you trust yourself.    You trust yourself to prospect anywhere and everywhere consistently.    You have pride in how you prospect.    You have integrity in what you say you will do.    The best way to take action is to make it a habit.    Think about it.    Do you hesitate to brush your teeth or tie your shoes or turn on your car?    No, why is that?    Because those are habits.    When an action becomes a habit, you minimize the emotion from the experience to just DO.    You just take action, and you don't even think about it.    If you are interested in finding more about how to build the habit of prospecting.    Schedule a call with us.    No cost, just communication. 

You never have to prospect if you nurture your Sphere Of Influence correctly and get referrals from them.   Give value when prospecting...listen to the strategy on how she recommends to do so...wow   The market has changed, but prospecting hasn't.   DANGER TO AGENTS: Don't watch reality real estate TV!   Get the fundamentals down before getting creative   Lead with revenue not with expenses when starting your business.   It is ok to say 'I don't know'   ---------------------   Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

Jennifer Seeno Tucker is an Associate Broker & Vice President of Business Development of Exit Realty United located in Nassau County, New York. She is the co creator of The 7 Saturday’s Training Program for local real estate agents.    Started off as a teacher before becoming an agent.   Mom was a realtor and threw away a rental lead, which later Jennifer got out of the trash and called. That is what led her into Real Estate.   Got a coach early. Was afraid to hold the phone, so got a headset, to get over the fear....   ----------------   Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

Are you financially prepared to make the jump to real estate?   We, The How2Guys, help realtors transition from being a new or part-time agent to a full-time agent.    While we typically focus on helping realtors prospect consistently by teaching them how to build better habits.    Another component of this transition is certainly financial.    It would be best if you had some financial security while making the leap full-time into the profession.    To help you with this aspect of the transition, we want to provide three ways to spend money to transition to a full-time agent.    Notice, I said, “spend.”    This is very important because most realtors focus on saving when thinking about transitioning to a full-time agent.    With this specific goal in mind.    Which is to transition to a full-time agent.    It's important to note that saving money alone to be a full-time agent is short-sided because it can leave you in a vulnerable financial position.    If you don’t generate the GCI you intended to achieve during the period you saved for, you can continue to overspend as if you had income coming in from your corporate job.    Putting yourself in a difficult financial situation.    Instead, I recommend creating a spending plan that coincides with your realtor lifestyle and can be altered based on the revenue that you generate.    Alright, let's start with the first way to spend to transition to a full-time agent.    1. Have the right mindset - This is all about spending extravagantly on the things you love, and cutting costs mercilessly on the things you don’t. In the book, I Will Teach You to Be Rich by Ramit Sethi. He shares a story about a friend that spends 21,000 dollars a year when going out. The author goes on and breaks down the math on how his buddy can spend so much on going out in a year but emphasizes what his friend does not do as well, such as not taking vacations and having very little personal time because works all the time. His only free time is on Friday and Saturday nights, which he looks forward to enjoying weekly. The key to having the write spending mindset is figuring out the one or two things you should spend your money on. That makes you feel excellent and then cut out of the rest. This guilt free-spending, as the author calls it, should ideally make up anywhere from 20-35% of your take-home pay.    2. Determine your fixed cost - These are things like rent, utilities, debt, etc. This should take up no more than 50-60% of your take-home pay. Take a look at your credit card and bank statements over the last two months and identify your fixed cost. Then calculate to see if they make up 50-60% of your take-home pay. If not, then you should start thinking about how you will bring that down.    3. Real Estate Spending - This money goes toward real estate expenses, including gas, tolls, food for open houses, tools, and resources like CRM's, educational courses, Facebook ads, lead generators, and any other unexpected real estate expense. This should make up anywhere between 15-25% of your take-home pay. I would recommend that you open a zero-fee savings account and deposit real estate funds from this account to separate those expenses. We use Ally Bank, but there are other options as well, so do your research.   To get started, take the last two month's expenses seen on your credit card or bank statement.    Then subtract these amounts from your take­ home pay, and you'll have a sense of what you have leftover to add to any of these three ways of spending.    Suppose you don’t have any money leftover and find yourself not able to meet these spending criteria.    See what expenses you can cut out or start with a smaller real estate spending plan, and as your business grows, expand that category's spending.    The key here is not to create such an extreme plan that you can't maintain it for the long term.    By going through these steps, you will gain the self-awareness to develop the spending structure that will assist you in your goal to transition to a full-time agent.   Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

Our guest Jimmy Rex shares his story with the How2Guys.   From selling 4 homes his first year to becoming Utah's #1 Agent in 2019 (324 homes)   Early in his Real Estate career he got taken advantage of...dabbled in Real Estate.   Saw a Mike Ferry flyer and paid $500 to go to his 3-day workshop.   Invested in his coaching program...the infamous Bill Pipes was his coach...   Next 6 months sold over 60 homes. Had a sacred time from 8-12pm that he spent prospecting...he set up a prospecting booth, made to focus...picture of his ex to motivate him...no cell phone for distractions...he was ALL IN ON PROSPECTING.   This was all around the 2008 crash by the way!   Shares his tips on creating value with his 'cold calling' so it makes it such an easy conversation.   You need to hear this strategy, we loved it!   Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

The Biggest Mistake a New Realtor Can Make   One of my students was telling me how excited they were to be a realtor.    They're in the middle of taking their state license exam to become a realtor and were working with me to create the structure and habits to start prospecting consistently, after creating the structure and implementing it over three weeks.    I noticed that the student would slowly but surely introduce new ideas to the system we agreed upon.    This, my friends, is the biggest mistake a new realtor can make.    New tools and resources are not going to get you closer to growing your real estate empire.    It does the opposite.    Prospecting consistently is the primary point I try to drive home during all my coaching calls.    There is no substitute for prospecting.    What’s funny is that when I point this out during my coaching calls, the students agree and acknowledge that they shouldn’t focus on other ideas or tools.    The primary reason new agents continue to do this is because of a core human principle called desire.    Desire is interesting.    It’s almost as if a spell is cast on agents.    I have seen so many people, including myself, fall to the sword of desire.    You see, we all want a successful real estate business.    So what’s the first thing we do to create a successful business?    We create a plan.    A plan to be successful.    Maybe a 90-day plan or a six months plan.    Perhaps a 1 to 5-year plan.    We tell ourselves,    “This is it!!”    I am finally going to change my business and my life, and it feels so good.     Then in a day or week or two, you are no longer following that plan because you have been enchanted by the desire of a new marketing technique,    a new CRM,    a new script,    a new…    fill in the blank,    all the while taking you away from the core driver of your business,    which is prospecting.    This is the biggest mistake a new realtor can make because it happens so often.    Remember, you don't need more tools, more knowledge, or more resources.    You need better habits.    If you connect with this story,    sign up for our free coaching call and let me teach you in a few minutes how to take control of your business by becoming more focused and confident so you can finally prospect consistently.    Click on the link below, and I look forward to speaking with you.      Listen to full episode www.how2guys.com/podcast 

Last week I began a two-part series where we shared the key to getting motivated to prospect. There are two periods in a realtor's career when they feel that they need motivation. In the beginning, when they first start their profession and roughly tens years later when they have mastered their craft. Last weeks email was focused on generating motivation when you first begin to prospect. This week's email will focus on the other end of the spectrum, which is once you have mastered your craft. At this point prospecting is…    simply…    just prospecting. The other activities like posting on social media, writing emails, texting, having open houses might begin to get old. To the point where you start to feel bored. Boredom is what my coaching client felt recently, and I have heard multiple times other experienced agents feel as well.    So what can we do about it?    How can we turn around this boredom and get motivated?    The key to getting motivated is the same, as I mentioned last week.    Which is ….   Feeling A Sense Of Progress   The difference in generating motivation at this stage of your career is different in two ways.    First, let's discuss this at a conceptual level.    Imagine you had to play basketball against LeBron James. Just you and him. One on one. Mono y Mono. Once the game begins, you quickly realize that you are not beating this guy and will feel like quitting. You are no longer motivated to play basketball in this setting. Now imagine you had to play basketball competitively against a four-year-old. You are quickly going to begin to feel bored because you are dominating every aspect of the game. So again, you are no longer motivated to play basketball in this setting. Lastly, imagine you play one on one basketball with someone your age and skill level. Now the game is much more intense because both of you are looking for any small edge to win. This is where motivation lyes for those experienced realtors. You want to FEEL challenged just outside your current skill level, so you continue to feel that sense of progress.    One thing you can do to create that feeling of progress is by utilizing what’s called a variable reward. A variable reward is when you reward yourself randomly for an action you usually do. That reward provides you the sense of progress when you don’t expect it. It is just as if you were playing one on one basketball with someone at your skill level and finding a way to score.    Now that we wrapped up the conceptional level let's discuss how to put motivation in practice.    Before I begin, I must stress that this tactic only applies to those realtors that prospect consistently. This strategy will not work if you don’t prospect consistently. You can generate motivation by tracking each prospecting call you make with a marble or something else that’s small. Then add a different color marble for every 5 or 10 marbles in a container. Once you begin to prospect, I want you to move one marble from one container to an empty container when the call is finished. When you complete a call with a colored marble, then you should treat yourself to a reward. Whatever you want. Something that will make you feel good. By doing this, you are making something you found boring fun and now has some novelty. You can apply this concept with anything else you say you are bored doing. Give it a try and let me know how you feel once you finish.   Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

The key to getting motivated to prospect (part 1)   A client I am coaching asked me how he can motivate not only his team but himself. He explained that everyone is feeling overwhelmed right now with the amount of work they have. He thought that motivation was lacking. The solution was simple in his mind. Let's motivate his team, and performance will improve. This is not a wild idea. Most leaders think that motivation is the key to driving performance. I think the reasoning is pretty simple. The more motivated someone is, the more action one takes. The more revenue your business generates. Right… So how do you do it? I want to share with you a two-part email series that discusses the use of motivation. The first part will be focused on when an agent seeks to begin to prospect. The second part will focus on when an agent masters their craft and begins to deal with boredom. Boredom is typically felt around the 10-year mark in the business. in the show notes you will see an image that illustrates a general flow of motivation in the real estate industry.    As a new or part-time agent, it's easy to lose focus and not do what you know you should be doing. Like prospecting. If you are in this situation, here is the one key to generate motivation.    Feeling A Sense Of Progress    A simple way of describing motivation is by feeling a sense of progress. When you first get into the real estate world, your goal is to close deals. The problem with focusing on closing deals is that it can take weeks, months, or even up to a year in some cases. So how can one feel a sense of progress when they never complete their goal? Well, they can’t. That's the hurdle most agents face, and that's why so many of them quit after just one year. You might have thought about quitting yourself or know someone that has. To start feeling a sense of progress, you must start really small. The smaller the goal, the easier it is to complete. The faster you feel, that sense of progress. Now that you're motivated, you do the thing you want to do. Let’s put it into an equation to help us understand it further. Really Small Action + Completion of the action = Motivation. Now you're motivated to take the next action.  Now that we have the concept let's get practical to put it to use. When I usually explain this to my students, they say to me, “I get it. I am going to make ten prospecting calls starting tomorrow.” Nope. That's not small enough. If you can relate to this example, I want you to focus on just making one call. To be more precise, I want you to focus on just dialing one number and pressing call on your phone. That's it! That is what I mean by starting really small. You see, building the habit of prospecting isn’t about having you prospect in your sleep. It’s all about getting you to start prospecting. Now you try. Let me know if you can make that one call. Schedule a free coaching call today. No Cost, just communication. Let me help you build the habit of prospecting. Next week I will be sharing how to motivate an agent or broker that feels bored most of the time.      Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram

4 things you must do to build trust with a client    As realtors, one of the most critical factors in building a successful real estate business is building trust with clients.    Most of us know this to be true.    We might say it out loud to friends and family.    Maybe even directly to our clients, yet for some of us, we genuinely don't understand what it is and how to build it.    Trust is choosing to risk making something you value vulnerable to another person’s actions.    For example, if you are helping someone lease, sell, or buy a home.    Your client is allowing you to provide them with information that will help them create a lifestyle that they value.    What I mean by value is to enjoy their time with friends and family.    For a lot of people buying or selling a home can impact them for a lifetime.    So building trust is a big deal not only for you but for the client as well.    Here are four things you must do to build trust with any client. The first thing is...     Create Boundaries - As a realtor, it's essential to know what you can and can't do. What I mean specifically is you cant serve more than one client at a time. If you have a client who wants you to show them 10’s if not 100, of properties. It would be best if you were clear about sharing how much time you can provide them in person. So setting boundaries as to how much time you will spend with them is critical to serving multiple clients. If you are a part-time agent, I recommend you create a checklist that you can share with the client, so they know what to expect in the relationship. This way, both parties understand the process, and when you say no to a request, they don’t take offense to it.    The second thing you must do to build trust with a client is... Be Reliable—You do what you say you’ll do. With clients, this means staying aware of your responsibilities and limitations, so you don’t overpromise and can deliver on commitments and balance competing priorities. To master this, you must look back at your day and learn to stay true to your calendar. Make micro-adjustments, and soon everyone will know you as Mr. or Mrs. Reliable.   The third thing you must do to build trust with a client is... Be Accountable—You own your mistakes, apologize, and make amends. If you are not used to apologizing, then this is easier said than done. To be more accountable, you should ask yourself before you go to bed a question. Did I hold myself accountable today? If the answer is no, then write down what you would do differently. Over time this will help you build the self-awareness to own up to your mistakes right away.    The fourth thing you must do to build trust with a client is... Be Generous—You extend the most generous interpretation possible to others' intentions, words, and actions. This is a big one. As a realtor, it's easy for us to misconstrue specific actions or lack of actions detrimental to your relationship with the client. For example, you could say something to the client, and they frown, or maybe you were expecting a call back from them, but they never ended up calling you back at that specific time. These situations can lead you to believe you lost the deal or worse that you aren’t a good realtor. Which can prevent from ever calling the client back. These negative thoughts and feelings are your interpretation of the situation. NOT THE TRUTH. So what can we do about it? As I mentioned earlier, you should ask yourself before going to bed: Was I generous toward my client? If not, I want you to write down what you believed to be accurate and then re-write the situation with a positive outcome. For example:    Negative - Jim did not call me back today, so I will never speak to him again.  Positive - Jim did not call me back today, so I will reach out to him again tomorrow and close this deal.   As you already know, trust is essential to build in every relationship. Well, now you know how to do it.    Listen to full episode www.how2guys.com/podcast    This episode is sponsored by our MORNING ROUTINE PROGRAM .... which provides you with 3 EASY steps to dominate your morning (Grab it CLICK HERE)   Not having the right Morning Routine is killing Realtor's businesses! According to NAR, 87% of agents feel frustrated and quit after 5 years in the business.   The best way to prospect consistently is to make it a HABIT in the MORNING!   Look, it doesn’t matter where you are in your business. You can be a new agent, a part-time agent, or can have 5 to 10+ years of experience as an agent. If you want to take your business to the next level, it ultimately starts in the MORNING! You either dominate your morning, or it dominates you!   This program will help you stop procrastinating and get you to prospect consistently in the morning. CLICK HEREto grab it, it’s FREE CLICK HERE)   Subscribe & Review   Are you subscribed to our podcast? If you’re not, we want to encourage you to do that today. We don’t want you to miss an episode. We are adding a bunch of bonus episodes to the mix and if you’re not subscribed there’s a good chance, you’ll miss out on those.    Click Here to Subscribe via Your Favorite Platform    Now, if you’re feeling extra loving, we would be really grateful if you left us a review, too. Those reviews help other agents find our podcast and they’re also fun for us to go in and read. Just click here to find your platform and review, select “Ratings and Reviews” and “Write a Review” and let us know what your favorite part of the podcast is. Thank you!   OTHER WAYS TO ENJOY THIS POST:   Listen to Podcast    Follow us on Instagram