Welcome to Success from Scratch Episode 43. My special guest today is Stevie Lee from JPAR Austin, Texas. Stevie explains how the disciplines of being an athlete on a winning Rose Bowl team translates to being a successful real estate sales professional.
In college, he had to juggle academics, practice, and work. Juggling all the tasks inside a real estate business have come naturally to him. Through his niche marketing to athletes, he has created nearly $11 million in annual business helping others buy, sell or invest in real estate.
Learn more by watching NOW.
“I’ve developed a unique niche based on my passion for sports and athletes. “ ~ Stevie Lee JPAR Austin, TX
A recent survey showed most of us spend less than 4% of our time interacting with a customer or potential customers.
According to Peter Sheehan, a leading expert on generational change and business performance it is time to get back in touch with the importance of the relationships you have with the customer. Highly protect the one thing that can never be outsourced: the relationship you have with the customer.
The challenge in today’s high tech world: “stop thinking in terms of how you interact less with the customer, and start thinking about how you interact more with the customer.
In the next 24 hours, keep a rough journal of your activities. At the end of the period, estimate the following things:
1. For the time spent on customer service related activities what percentage was focused internally on administrative non-customer related items? What percentage was spent putting out fires?
2. What percentage was focused externally on customers? What time was spent making a genuine connection and building your relationship with your customers and staff?
A study of a large agent group indicated time spent as follows:
4% client interaction
14% misc. activities
13% cell phone
12% web-based activities
This exercise gives you some very powerful insights into where you spend your time and offer some ideas on where you might refocus it moving forward.
Sasha Jam, JPAR San Antonio, TX is my special guest today on Success from Scratch. As an immigrant from Sweden, Sasha explains how he migrated to the U.S. and started his career in real estate. He elaborates on how he may not be the smartest or wealthiest in the room yet he is the most persistent and dedicated which has allowed him to help over 20 families buy, sell or invest in real estate this year.
In addition, Sasha runs a rehab business creating an additional 14 opportunities annually. Learn more by watching NOW.
“There is only one speed in this business… and that is GO! ” ~ Sasha Jam, JPAR San Antonio, TX
Today Mike Porter, JPAR Austin, TX shares his secrets to success in real estate sales serving over 32 families to buy, sell or invest in real estate annually. Mike shares how there have been a few times he wanted to “throw in the towel” and how he overcame those ups and downs. Mike uses kvCore to stay organized and accountable. He also shares other secrets he uses – like BuySide Home Valuations and Cole Resources – to stay focused and relevant in today’s marketplace.
Learn more by watching NOW.
“There is always a way to achieve the dream of home ownership!” ~ Mike Porter, JPAR Austin, TX
As we close out the year, I was reminded of a previous blog post that is well worth posting again. As many of us are thinking about the New Year, resolutions and what’s possible. Here’s a quick question for you to consider:
“Do you prefer the pain of discipline OR the pain of regret?”
Research shows that we regret those things we have not done MORE than we do the things we have done. Can you relate?
What I’ve experienced personally and observed in others is, procrastination blocks us from creating to the fullest the business and life we want. You already know, the main reason we procrastinate is that taking action can cause us a certain amount of “pain, a certain amount of discomfort.”
Coaching clients have shared with me, “I’m avoiding undertaking certain tasks because of the risk of shame, vulnerability or failure. Taking action means we might be making a mistake or we might fail. Let’s face it, it’s easier to not take action and avoid the pain of looking less than perfect. Thus, many of us instinctively retreat to our comfort zone and miss creating our ideal business. Basically, in trying to protect ourselves from failure it’s easier to erect our own barriers to success. Can you relate? If you’ve ever been in this place – as I have – how do you get out?
Psychologist call this a strategy of self-sabotaging. Research shows, that by creating impediments that make success less likely, we protect our sense of self-competence. And believe it or not, we as humans tend to do this more when the stakes are the highest.
So how do we procrastinate less and take action more? Practice… practice taking action faster and more often. Get an accountability partner and join a mastermind group. By taking more small steps that lead to bigger steps you’ll build the “take action muscle.” By creating an accountability partner and mastermind group you’ll have others who can help you discern what is an excuse and what’s not.
Consider these 5 action steps:
1. Remember a goal is NOT a system. A system will produce what a system will produce nothing less nothing more. Example, losing 10 pounds by September 1st is a GOAL. Learning how to change your eating habits is a SYSTEM. See the difference?
2. Make your goal tangible and specific. “Grow my business” sounds great but is also meaningless.”Land five new clients a month” allows you to determine exactly what you need to do to land those clients. Always set a goal that allows you to work backward and create a process designed to achieve it. It’s impossible to know exactly what to do every day when you don’t know exactly what you want to achieve.
3. Make it matter to you! If you want to get in better shape so other people will think you look better at the pool this summer, you’re unlikely to follow through. Ultimately, who cares what other people think?
Yet, if you want to get in better shape because you want to feel better, and feel better about yourself, or to set an example for your kids, or to prove something to yourself…then you’re much more likely to stick with it. Now your goal has meaning–not to your doctor, not to strangers at the pool, but to you.
4. Make it positive. “Stop criticizing other people in meetings” is a great goal, but it’s a negative goal. It’s a lot harder to give up or stop doing something than it is to embrace a new and positive challenge. Example, setting a goal like”stop eating sweets” means you constantly have to choose to avoid temptation and since willpower is often a finite resource, why put yourself in a position of constantly needing to choose?
When you pick positive goals, you’ll be working to become something new rather than avoid being something you no longer wish to be.
5. Focus on the process, the DAILY process. All incredibly successful people I’ve worked with have one thing in common… they set a goal and then focus all their attention on the process necessary to achieve that goal. Sure, the goal is still out there. But what they care about most is what they need to do today–and when they accomplish that, they feel happy about today.
So, I’ll ask again, do you prefer the pain of discipline OR the pain of regret? The choice is yours.
Do you have a question, theme or topic you’d like to see in a future blog? Let me know, until then #WinTheDay and remember what Abraham Lincoln said: “Folks are usually about as happy as they make their minds up to be.”
Today, Julez Ann Wales is our guest on Success from Scratch! Julez success isn’t just about business. It’s about family.
It’s also about beating the odds in real estate just like her daughter beat the odds when she almost died in the hospital from an infection.
Watch today’s episode and learn more about making success from scratch!
“Never give up, everyone can be a homeowner.” – Julez Ann Wales, JP and Associates REALTORS®