Frankly Speaking

Happy 2020 To My Realtor Friends and Family, Of all the trainings that I have taken over the years, there are few that rank up there with a simple 4 minute YouTube video that I watched eight or nine years ago. The link is included below. It is a video about accepting 100% of the responsibility. And offer 0% in excuses (or blame). In my lifetime there have been times where I have faced challenges that I believed I would not be able to overcome. Challenges that I easily could claim that they were not my fault. However, defusing blame, making excuses, is a fool's folly. It serves no useful purpose. And, can only raise the level of difficulty in overcoming the hurdles that you must face. When we take 100% responsibility, our mindset changes. Our energy becomes laser-focused. And, our problems become more manageable. When a company adopts this culture shift across the board at every level, something magical happens. The energy level is far more positive. Solutions come

Mindset Monday this week was particularly interesting. In this training, we discussed the Law of Modeling. Chapter 13, in John Maxwell's book The 15 Invaluable Laws Of Growth. The premise of this chapter (and, my top take away) is that we cannot grow by following ourselves. So that being said, it is of the utmost importance, when selecting a mentor that we keep the following tips in mind. Choose a mentor: who is not only a good model for who you want to be professionally but also one who models the behaviors that closely mirrors your values. Simply stated, a mentor who is not a good social match, may not be a good fit. A good mentor is available: Most people would think that the CEO of your organization would be the ideal mentor to model. But, that may not be the ideal person to start with. The best mentor ideally will be two to three levels above you at any given time in terms of production and skillsets. If we were running a working farm (vegetables) the CEO might be t

This past week, I taught a Business Planning Clinic in the Temecula Market Center. There was a great group there. Some familiar faces sprinkled throughout the crowd. And, other friends, that I was meeting for the very first time.  As you can imagine, the level of skill sets varied from top producers and professional coaches. To the newbies just beginning their journeys. The discussion was invigorating to say the least as we meandered through the process of planning for the coming year. The following is my big takeaway from this training that you might want to pay particular attention to.  Typically when we put together a business plan, we tend to take a very myopic approach. Our plans generally have an overall view of what it is that we will do (achieve) as an individual, group or, team. We identify what it is that we expect those around us to contribute to the group effort. But, and this is big, nowhere in our business plans do we account for the goals

Recently, I attended a mindset class based on the Book by Author Andy Andrews titled The Travelers Gift. The following are the first three decisions that must be made if we are to grow into the dreams we hope to fulfill. 1: THE BUCK STOPS HERE: It is imperative that we take ownership for where we are today. It was our decisions and choices that brought us here. For example, I chose to leave my last job in order to seize the opportunities of my current job. Whether or not these opportunities materialize will depend on me. The outcome is in my hands. The Buck Stops Here. 2: I WILL SEEK WISDOM: I will seek the wisdom of those who have gone before me before I move forward. I will consult with those who have overcome the challenges that I must face. I will surround myself with those who stand on the ground I too wish to occupy. It is through their eyes that I will see my path. 3: I AM A PERSON OF ACTION: Once I have taken responsibility for my situation and com

Today I attended a Mindset Class hosted by the amazing Sam Othman . His class was based on the book The 15 Invaluable Laws Of Growth by John Maxwell. The discussion was around chapter 9 The Law of The Ladder: The following are my 5 takeaways from this Roundtable discussion: 1: CHARACTER MATTERS: It is often said that character can be defined as what you do when no one is looking. If we are to climb the success ladder, our character is the foundation on which that ladder rest. There can be no meaningful growth absent trust. And, there can be no trust absent a reputation built on integrity (or character) 2: PEOPLE MATTER: Simply said, it is imperative that you follow the Golden Rule. Think about how you would like to be treated and then go out and treat others that way. I would suggest that you also consider following the Platinum Rule. And that is that you connect with, communicate with, and treat people in a manner consistent with their needs not yours.

As an industry, it seems that we have much to learn as it applies to the communication of our value proposition in the transaction. The ability to articulate that value proposition is in and of itself a success determiner. That being said, I recently took an abbreviated course built around the Ninja Selling System. And first, let me say that while I take a lot of trainings. And, find value in all of them. This was different. For the next two weeks, we will explore my takeaways from this event. As I mentioned, this week is all about the value that we bring to the seller side of our transactions. Our first responsibility to the seller is to make sure that they understand that we are not the determiner of value in the market place. Instead, market value is defined as the price a seller will sell for and, a buyer will agree to pay. Our role is to determine what price point will generate the most activity thereby, creating a competitive environment from which top value can be obtained