This is because doing so will give you greater exposure. It’s to your advantage to advertise your services mostly to people looking to sell a home, rather than those looking to buy one.
So once you have enough leads, you can move on to the next goal: listings. On the other hand, too few leads will eventually mean lagging sales and failure. Everything boils down to lead generation, since leads ensure that you can keep doing business!Īfter all, an excess of leads means you can pick the best ones and focus on converting those leads to listings. If you look at the process of selling property in reverse, there are no contracts without listings, and there are no listings without leads. The real estate business is a numbers game, which means to increase sales, you first need to maximize the number of leads you get. The success of all realtors, whether bullish and business-savvy or humble and obliging, depends on their ability to pursue three key objectives: leads, listings and leverage. This is why it’s better to aim for a major goal like $80 million and use the smaller milestones as inspiration to keep working at it. So instead of progressively increasing the size of your goals, set a major goal straight away and let smaller milestones naturally form the steps along your journey to success.įor instance, if your interim goal is to close $5 million in property sales, after which you shoot for $10 million, you might feel satisfied after attaining that first goal and lose motivation to achieve the second. We shouldn’t tell ourselves anything different! This is why we teach children to dream big and that anything is possible. After all, failing to reach a huge goal is better than falling short of a small one. Once you’re focused, it’s time to set goals. So think about what intrinsic motivator you can focus on.
Extrinsic motivators are goals that can be reached, but when they are, the motivation disappears. To succeed, you’ll need something that gives you constant purpose.Īnd when it comes to finding that constant purpose, intrinsic motivators, such as the drive to always be a better person, are better than extrinsic motivators, such as trying to earn a certain amount of money. This drive is due to your new purpose – to wrap up loose ends and hit the beach!īut every day isn’t the day before your vacation. You can witness the power of purpose for example on the last day of work before you leave for vacation, when you probably complete much more work than usual. This is the secret weapon of all high-achievers: they define a motivating purpose to help them maintain perfect focus. To find long-term focus and determination, you need to understand why you want to do something. Unsurprising to those who know him, Gary’s single greatest achievement is the life he’s built with his wife, Mary, and their son, John.When faced with a big new project, most people are so driven to get to work that they fail to realize how important good planning is to reaching the desired outcome. As a business coach and national trainer, Gary has helped countless others realize extraordinary results by focusing on their ONE Thing.
A book, after all, is just another way to teach, but one with an infinitely large classroom. He has also helped many small business owners and entrepreneurs find success through his bestselling books The Millionaire Real Estate Agent, The Millionaire Real Estate Investor, and SHIFT: How Top Real Estate Agents Tackle Tough Times. Magazine’s Entrepreneur of the Year, Gary is recognized as one of the most influential leaders in the real estate industry.
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Gary defines leadership as “teaching people how to think the way they need to think so they can do what they need to do when they need to do it, so they can get what they want when they want it.”Īn Ernst & Young Entrepreneur of the Year and finalist for Inc. As co-founder and chairman of the board, he built Keller Williams Realty International from a single office in Austin, Texas, to one of the largest real estate companies in the world by using his skills as a teacher, trainer, and coach. As a real estate sales manager, he recruited agents through training and helped them build careers the same way. He excelled as a real estate salesperson by teaching clients how to make great buying and selling decisions. Professionally, Gary’s ONE Thing is teaching.
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