Pathway to Real Estate Productivity

03/05/2023

06/24/2020

Why are people looking to buy homes during a crisis? It may seem to be counter intuitive to some. Isn't it a reminder that a home is more than an investment? Along with food, water and clothing, shelter sits at the very foundation of Maslows hierarchy of needs!

-----> Will agents ever going back to physical offices?

-----> Is the Open House finally dead?????

How is COVID-19 going to change the industry forever? Stories focus on technology, and for good reason. Can you imagine the past couple months without the internet?

The Coronavirus has been the ultimate disruptive force. If remote work, telemedicine and online education are working better for some people, then why not keep using them - expecially if they deliver superior speed, convenience and efficiency?

Recently we started "All hands on Deck" morning "Technology" meetings so we could stay in the loop in serving clients better in real time.

Other technology advancements throughout the industry are posing some interesting questions for the future:

-----> Will closings be handled the same or a thing of the past?

-----> As long as inspections are still performed in person, will more
consumers prefer the convenience of remote showings?

These are good questions, but lost in our obsession with technology is a more human story...real estate has been tragically slow to adopt a "core values culture" that puts humanity before business:

"We're all in this together" isn't a cliche. We no longer live in a world where people are satisfied punching a clock and going home!!!

We don't know when COVID-19 will end, but we do know that it won't be the last big rodeo we'll be in.

The last months have been a stress test for real estate professionals, and we should all be asking ourselves some serious questions:

-----> How have I handled things so far?

-----> What can I do better next time?

This points to the one true takeaway for me. When a crisis ends, you remember two kinds of people:

-----> The ones who step up, and the ones who disappeared!

Crisis or not, that's the choice we all face every day....how will you adopt and adapt to the changes taking place in the real estate market every single day?

You can reach Mark Sampson at Call Realty located in Palos Verdes Estates, CA.

09/16/2019

We’ve talk about Business Plans and Goals. Is it really a “Success Plan” or is it a “System” that places us in a position to support "The Plan"?

Quote from Warren Buffet:
"An idiot with a plan can beat a genius without a plan".

Legendary comic strip writer Scott Adams has this to say:
"Losers have goals, winners have systems".

Explained a bit more, in his words:

"Losers have goals and winners have systems... Losers are only focused on a small minded goal that they will never achieve while winners set up systems where they will inevitably succeed at whatever you are doing."

Systems:
Work 24/7 - Work while you're vacationing - Work while you're sleeping or playing! Systems are the element that fulfills your Business Plans!

So many real estate agents have goals:
• "Get 5 listings a month"
• "Close 60 deals this year"
• "Hit $300,000 in GCI"
• "Add $500,000 in GCI"
• "Make 20 grand a month"
• "Pay off all my debt..."

Here's the thing:
If you keep focusing on the finish line of a specific goal, you're most likely going to try achieving it through "raw effort".

This leads to breakdown, burn out, not enough time in the day, not enough progress, and ultimately a feeling of failure.

On the other hand:
If you establish a goal as your vision, and then build a system that you know will inevitably get you to your goal...
.. Then every day is simply a matter of sticking to your system.

Which means you'll find yourself saying Good-Bye to the guesswork, hustle, anxiety, and financial roller coaster so many agents are on.

And you'll find yourself saying “Hello” to certainty, confidence, and financial predictability.

Are you currently embracing “Certainty”? “Confidence”? And “Financial predictability”?

What if ... you were introduced to such a system? I had a friend of mine today introduce me to an unbelievable system ... would you be interested?

06/27/2019

Do you feel as though you've been trained to do more ... and more ... and more... before ANYTHING has transpired?

Do you see yourself as the Hampster spinning around and around in circles starting and stopping at the same point?

Have you been asking yourself:
-----> How come I can't consistently attract more clients or customers?
-----> How come people don't see my value?
-----> How come the people that I do work with aren't referring more business?

What's stopping you to "committing" to working?

In a multitude of years I have identified four "crucial pillars" to Agent progress:
1. Front End Foundation
2. Predictable Business Cultivation
3. Back End Systems
4. Measurement/Assess/Leverage/Scale

It is impossible to maximize your potential unless you continually examine what stage you're at.

Most theorist coaches will have you thinking you should operate at the last level first!!!!

So if you'd like to stop going around in circles and step into your own "Linear" path. One that creates sustainable momentum and progress...

LET'S HAVE A CONVERSATION...

We have been having tremendous success in our affordable Group Accountability Coaching whether they are brand new or experienced agents.

It's time to step into your POWER!

Contact: Mark Sampson
Email: [email protected]

02/20/2019

Lost in the Herd and can’t get out?

Why fool around with the same old recycled conventional real estate training when we find that we operate in an UNCONVENTIONAL business environment.

There's a number of ways to deliver a result as long as you are consistent, but ... if you don't master your:

-----> 7 listing presentation format and dialogue...

-----> 7 Copywriting skills...

-----> 7 Social Media Skills....

-----> 7 Video media and messaging skills...

-----> 7 Overall prospecting skills....

-----> 7 Taking control of your business as a business!


Shooting your arrow at the same target as everyone else by operating in the "Red" Ocean as... a typical real estate agent!!!!

The TRUE innovators will continue to grow massive businesses while the smoke blowers will be ghost!

Why not join a few of the best forward thinking business minds and marketers from inside the industry...people who are accustomed to taking action and growing!

Now if you're comfortable and have no desire to grow...then this isn't for you.

On the other hand I invite you to join us if you are ready to grow, earn and stop getting lost in the "herd"!

IF YOU'RE LOOKING FOR A TEST DRIVE (310) 378-2268 ask for Mark

01/03/2019

Is 2019 the year you realize the software and technology you use and keep chasing does not create your success?

You create your success...!

Your software and technology platforms are support mechanisms of:
1. Who you are.
2. What you do.
3. What you stand for.

Your success with these TOOLS is only as good as the focus, discipline, and action you apply against them...

I'm sorry to inform you....

-----> YOU will not find a new magic pill to purchase in 2019 and have your best year ever.

-----> YOU will have your best year ever if you recognize that you are the MAGIC PILL,..

-----> YOU have to leverage yourself by those tools and apply action with the tools you are surrounded by...

So here is what other agents are currently asking:

Agent Asks:
“So, what actions is everybody going to implement?

Knocking on doors, calling people in your area, or actually just spending more time with the people you do know and creating a better bond? Or are you focusing and spending more time on the internet and building a stronger presence? These are roads that I bear on a daily basis?

Coach Says:
There’s nothing that doesn’t work as long as you are consistent, persistent, and you pay attention to the feedback from your actions and shift where needed

Agent Responds:
Perfect! That’s what I needed to know. Thank you!

Are you in ... for 2019?

11/08/2018

OK, so you've decided to prospect real estate going Door to Door...

What do you say after you knock on the first door and they answer?

-----> What is your purpose?
-----> What is your objective?
-----> How do you become memorable?
-----> What do you give them they will always remember?
-----> What is its difference?
-----> What is your displayed difference?
-----> What are your expectations?

Everyone wants something better and no one wants to be sold!!!

I say, we get ourselves to the front door seeking an Agreement. Not in the realm of a contract but an agreement to be of service. We are the solution finders and providers...nothing more or less.

The best prospect relationships are built upon a foundation of providing immense upfront value without expecting anything immediately in return - they're not strictly transactional, which takes time to create and mature. (Surprise...)!

Ours is a process ... and with answers to the above questions.

If this process interests you please contact me (Mark Sampson) at [email protected].

09/17/2018

[ AGENTS ]

Tired of the lobby dwellers, smoke blowers and small talkers?

Maybe its time to get out of those social communities and get amongst a Productivity Culture...

My environment isn't for everyone...but it might be for you!

Contact Mark Sampson - CALL REALTY - 310-378-2268

09/14/2018

[ AGENTS]

Maybe you're the hard working Agent having the same common dilemma we've had...

COLD CALLING with huge amount of REJECTION?

DOOR TO DOOR and the people seem cold and distant?

PAID FOR LEADS only to learn that they've been sold to people just like you 3 and 4 times over!

Gets really to CHASE people all the time (even your family, friends and the rest of your SOI)

Why not join me next Wednesday, January 19th at 3pm and learn about a brand new approach ... brand new SOLUTION!

Simply CLICK the link and save your seat!
https://events.genndi.com/register/818182175026317177/1a3e80117e

08/14/2018

[What is the Red Ocean?]

What is it about the place they call the Red Ocean where everyone is fishing for the same FISH (CONSUMER) with the same bait!!!!

No wonder people say we look alike, act alike and SOUND ALIKE! Where does the difference start?

----> We're all using the same language and message!

----> Using the same 100 year old techniques!

----> A lot of agents still are about ME ... MYSELF ...and "I"

----> Playing the same strategy tune!

How can the consumer use your vision super agent when it is all about YOU and shows no differentiation?

This is your one opportunity to establish your difference or jump into the RED OCEAN and do what everyone else is doing....!

----> People don't believe what they hear but they do believe what they experience.

----> You can't sell culture ... people can only experience culture.

----> What you don't share ... peopole will take away from the way you are seen!

How you transfer value in multiple forms on multiple platforms will go a long way towards placing you in the top 5 percent of Agents!

How will you begin? Isn't it time you swam in the BLUE ocean where you concentrate on the schools of fish with multiple bait opportunities. Imagine your business opportunities.....

07/27/2018

Since when was more training the answer to already too much?

I can go on and on with examples, and I’m sure you get it.

I know we can’t go through all the constraints I see agents being unknowingly held back by...But one of the biggest constraints is:

-----> A Sales Process That Is Completely BACKWARDS From How People Want To Do Business Today.

By people, I mean home sellers and buyers.

What are some of the symptoms you can check for to know if your potential success is being held back by this hidden constraint?

Well....
1. Are you dealing with making endless phone calls that never get returned?

2. Are you struggling to differentiate yourself against the competition even though you know you can provide a much better service?

3. Are you being price shopped against commission cutters and being treated as a commodity?

4. Are you spending HOURS putting together CMA’s, reports, and drips for prospects and giving them service only to have them ghost you completely and disappear - doing the transaction with ANOTHER agent?

5. Are you galloping through more and more run-around from leads and prospects than a horse on a race track?

6. Are you spending your precious cash on “premium, quality leads” only to have them end up being entirely worthless … and even “already having an agent!”?

7. Are you having phone conversations with new prospects that go really well with an agreement that you’ll follow up with resources - only to have them treat you like a l***r once you do the work?

8. Have you become “overwhelmed” just knowing all these issues but don’t know where to start or who can put it all together again for you?

If you have answered “Yes!” to even three of the above symptoms then without a doubt your success is being blocked by "killer" constraints.

What’s Your Solution?
• To use a sales process that positions you as a trusted advisor and authority in the mind of your prospect BEFORE they ever speak with you.

How do you do this?
• By ripping constraints (self-created or not) out of your business, and start getting your actual success to match your potential. Especially considering all the time, money, and effort you've been putting into your business.

Start today...take action so you remove these constraints and watch your business begin to quickly grow.

At Call Realty we can help you through the process. It is...necessary for the growth of your business and yourself.

For Assistance Contact: Mark Sampson/Call Realty

07/23/2018

[AGENT SITUATION]

The Agent is sitting at a chair in the clients living room....at the end of a very successful presentation and dialogue you're getting ready to pass the pen and contract for them to sign. At probably THE MOST inopportune moment the conversation shifts to "How much do you charge and how much will it cost me?"

-----> Is your commission negotiable?

-----> I heard that my neighbor only paid "blank" percent to sell their house...can you match that?

-----> I can save a lot of money if I don't use an Agent. That's "blank" percent more cash in my pocket...just how hard can this process be????

On of the biggest challenges many new agents face is the prospect of justifying "the fee"! Often, during negotiations, the client will decide that the fee is exorbitant...after all, what does an Agent do, really, that the Homeowner can't?????

Clients will even say..."We'd do it ourselves but we just don't have the time!" But is this the only thing they're paying for?

So what do YOU do? (Auto Defense)?

1. Help them see your value?
2. Restate the Benefits?
3. Quantify the Benefits?
4. Break them down?
5. Explain what makes you different?
6. Be confident and go firm on your fees?

So here it is...the most powerful response of clients who challenge your fees is to simply tell them the following:

"If price and commission is your number one criteria, we probably aren't the right firm for you to work with."

It is, in all likelyhood, very understandable in the current economic climate that clients might raise questions and put pressure on your fees.

A true sign of confidence is when, after providing a thorough and transparent view of who you are and the marketing plan you will be implementing, you are willing to walk away from clients who are price sensitive or constantly look to haggle about the fees you charge.

Please feel free to ask questions or comments at [email protected]