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5 Habits That Boost Productivity, Generate Leads and Lead to Success

5 Habits That Boost Productivity, Generate Leads and Lead to Success

Many people want to know the secret to success. In reality, there is no secret to reaching lasting success; however, if you take a hard look at your habits, you’ll see what’s holding you back from becoming more successful. Our habits—those things we do automatically every day—can either help or hinder us on our journeys to achieving our goals. While we may create goals to be more productive and generate more leads in order to be successful, our bad habits often act as barriers to reaching our goals and our true potential. What habits do the most successful people share? Here are five good habits to adopt this year.

Wake up early. Ben Franklin famously said, “Early to bed and early to rise makes a man healthy, wealthy and wise.” While it’s tempting to sleep in, the most successful people in business start their days with the sun, if not before. Starting your day early doesn’t necessarily mean you jump right into working. Instead, take advantage of the peace and quiet the early morning brings by doing activities that lay the groundwork for a more positive and productive day. For example, write in a journal, go for a run or hit the gym, write a personal note to a mentor or loved one, or set aside time to read. The point is to escape the frantic pace of our mornings and make it a reflective time to fortify our mindset. If you’re not a morning person, start slow and set your alarm 10 or 15 minutes earlier than usual. After a week, increase it to 20 minutes. Over time, you’ll look forward to having a quiet morning of calm reflection before you tackle the events of the day.

Prioritize. As a busy real estate professional, you’re certainly no stranger to writing a to-do list every day. However, many of us simply write down the tasks we need to do without separating the most important activities from the rest. Instead of just adding tasks to the list, prioritize it. This habit takes no more time than writing your daily list of tasks. Choose one or two tasks you have to get done each day, and when you finish those, do the next most important tasks. Not only will you get more done, but also you’ll get the most important tasks done, which will streamline your day and make your more productive.

Delegate. The more successful you become, the longer your to-do list will grow. Not every task has to be done by you. Delegate the easier but time-consuming tasks to your assistant, such as preparing and mailing your monthly marketing flyers, filing paperwork, etc. By delegating the smaller tasks, you’ll have the time and energy to focus on the tasks that drive your business.

Commit to daily personal/professional development. If you want your business to grow, grow your mind. When you improve your skills and mindset, you’ll be able to offer your clients the highest quality service. Read, attend seminars and conferences, watch positive and uplifting movies, and surround yourself with like-minded, successful people. Do something each day that helps you grow, whether you meet your mentor or coach for lunch or attend a real estate seminar every quarter.

Stay in touch. When we get busy, communicating with our clients, colleagues and loves ones often falls by the wayside. However, if you work by referral, communicating with your clients and colleagues is essential to leading a thriving business. Keeping the lines of communication open with your family and friends is vital to cultivating healthy relationships with them. No matter how busy you get, stay in touch with your clients, network, peers and family. Schedule a set time each day to catch up with correspondence, pick up the phone to check in, write a personal note or set up a time to meet for coffee or lunch. Over time, this activity will become a habit—one that will pay off in leads and solid relationships.

If you want to achieve success, it’s essential to cultivate the habits that foster it. Since habits take time to develop—especially if you’re replacing bad ones—be patient and start slow. Work on one habit at a time, and when you’ve mastered it, move to the next habit. Over time, you’ll develop good habits and achieve success.


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Existing Home Sales Reach Highest Mark Since 2007 [INFOGRAPHIC]

Existing Home Sales Reach Highest Mark Since 2007 [INFOGRAPHIC]


  • Sales of existing homes reached the highest pace in a decade at a seasonally adjusted annual rate of 5.69 million.
  • January marked the 59th consecutive month of year-over-year price gains as the median home price rose 7.1% to $228,900.
  • NAR’s Chief Economist, Lawrence Yun had this to say, “Much of the country saw robust sales activity last month as strong hiring and improved consumer confidence at the end of last year appear to have sparked considerable interest in buying a home.” 


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The Impact of Homeownership on Family Health

The Impact of Homeownership on Family Health

The National Association of Realtors recently released a study titled ‘Social Benefits of Homeownership and Stable Housing.’ The study confirmed a long-standing belief of most Americans:

“Owning a home embodies the promise of individual autonomy and is the aspiration of most American households. Homeownership allows households to accumulate wealth and social status, and is the basis for a number of positive social, economic, family and civic outcomes.”

Today, we want to cover the section of the report that quoted several studies concentrating on the impact homeownership has on the health of family members. Here are some of the major findings on this issue revealed in the report:

  • There is a strong positive relationship between living in poor housing and a range of health problems, including respiratory conditions such as asthma, exposure to toxic substances, injuries and mental health. Homes of owners are generally in better condition than those of renters.
  • Findings reveal that increases in housing wealth were associated with better health outcomes for homeowners.
  • Low-income people who recently became homeowners reported higher life satisfaction, higher self-esteem, and higher perceived control over their lives.
  • Homeowners report higher self-esteem and happiness than renters. For example, homeowners are more likely to believe that they can do things as well as anyone else, and they report higher self-ratings on their physical health even after controlling for age and socioeconomic factors.
  • Renters who become homeowners not only experience a significant increase in housing satisfaction but also obtain a higher satisfaction even in the same home in which they resided as renters.
  • Social mobility variables, such as the family financial situation and housing tenure during childhood and adulthood, impacted one’s self-rated health.
  • Homeowners have a significant health advantage over renters, on average. Homeowners are 2.5 percent more likely to have good health. When adjusting for an array of demographic, socioeconomic, and housing–related characteristics, the homeowner advantage is even larger at 3.1 percent.

Bottom Line

People often talk about the financial benefits of homeownership. As we can see, there are also social benefits of owning your own home.


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Troubleshooting: How To Get More Listings Now!

Troubleshooting: How To Get More Listings Now!

If you have all the listings you need, if you don’t want any more listings, if you can’t handle any more listings – this might not be your cup of tea, but I think it will help you anyway with your perspective.

Of all the business troubleshooting tools Floyd Wickman teaches, the one tool I’ve seen help the most salespeople with their perspective is something he calls ‘The Links in a Chain.’

I know you’ve heard the phrase “links in a chain.” Floyd uses it to define how to succeed at building a listing inventory and, more importantly, how to troubleshoot and correct when you don’t have the listing inventory you want or need.

Think of a chain with 10 links, all interconnected one to the next. What’s the common wisdom about the strength of a chain? That’s it. A chain can only be as strong as the weakest link.

Success in listing, like anything in life, is nothing more or less than a series of events, all connected, like the links in a chain. Whenever you are not getting the results you want, analyze the links and find the weakest one. Shore that one up and you’ve gone a long way toward correcting the problem. You’ve strengthened the entire chain.

Let’s take Floyd’s links one at a time, and while we’re at it rate yourself on the strength of each one. Use a 1-5 rating system to take the guesswork out of it. 3 is average, 2 is below average, 4 is above average, 5 is exceptional and 1 is the weakest link.

  • Link #1 is AWARENESS:Awareness is, “Something that you know that you know that you know.” To be an effective lister you have to know that listings are the name of the game. You cannot be effective when you need a listing pep talk every other day. It’s called buy-in, and no one can sell what they don’t buy.
  • Link #2 is GOAL:Do you have a specific, measurable, attainable, visualized listing goal with a deadline? It’s difficult to hit a target you cannot see, but it is impossible to hit a target you don’t have.
  • Link #3 is COMMITMENT:Does your goal have a reward built in when you hit it? Rewards strengthens commitment. Does your goal have a penalty if you don’t? Penalties strengthens commitment.

    Commitment may sound like it should be a given, but over half of the people who get married can’t sustain commitment.

    How are you scoring so far? Are you a 15, or have we already discovered the problem?

  • Link #4 is PROSPECT:There’s no substitute for making calls, networking, marketing, door knocking, mailing and following up. Without leads to work, listings are a matter of luck.
  • Link #5 is CONVERT LEADS TO APPOINTMENTS:How skillful are you at converting leads into prospects and prospects into appointments? It’s one thing to have all the leads in the world, but if you can’t convert leads, they are of no value.

    How, you might ask, do I figure out how skillful I am at converting leads? That’s easy, and I’m glad you asked. Answer me this. What is your success ratio? How many contacts does it take to generate one lead? How many leads does it take to generate an appointment?

    Knowing the numbers eliminates guesswork. I always ask salespeople for their numbers. Simple things like, “How many appointments have you been on in the past 12 months?” Guess what I hear more times than not? “I don’t know.” So I ask, “Gee, why didn’t you keep track of that?” They say, “I was too busy.” I say, “Doing what?” They say, “I don’t know.” Come on. Really?

  • Link #6 CONTROL THE APPOINTMENT:Controlling the appointment may sound like a high pressure technique until you understand what Floyd means by ‘control.’ He means ‘positive’ control, the pressure-free kind. Negative control is the kind people use to get what they want by manipulating others. Positive control means you cannot be manipulated because you take things one step at a time and stay on track.

    The real key to controlling the appointment is having a track to run on. Like a blueprint or a template. A track is not a script. You’ve heard salespeople who sound like they have memorized a script. Even the jokes are canned. Whatever you do, don’t interrupt them. They have to go back to the beginning and start over!

    An effective, pressure free appointment has an agenda, a series of things you want to accomplish one at a time in order. Knowing the order and the steps in advance, and sticking to the plan, takes all the pressure off you. And the real benefit is that you can devote more of your attention to your client, to listening, to showing that you care, to connecting with them.

    Want to get more listings without having to go on more appointments? Show people that you care.

    Here’s a little secret sales success formula from Linda Wickman, Floyd’s life partner for 50 years. Caring about what the other person cares about is what caring is all about.

  • Link #7 is PRESENTATION:How effective are you at selling the seller on listing with you and your company? At presenting your marketing plan? At differentiating yourself from all the other agents and companies they are comparing you with? When there’s no difference between your widget and the other guy’s widget, the consumer usually goes with the best price. But when you can prove to a seller that you and your services are the best solution to their problems, price becomes almost irrelevant.

    How are you doing so far? Are you a 35?

  • Link #8 is PRICING:Floyd teaches us that it’s possible to do the right thing at the wrong time on a listing appointment. His Rule Of Thumb is, “Don’t talk price until they are sold on you and your company.” Until and unless they believe you can get the job done, why would they give any credibility to your advice on price?

    That’s why Link #7 comes before Link #8. Why would anyone skip Link #7 and go straight to pricing? Here’s something I’ve heard frequently. “They asked me to.” Go ahead, laugh. And then go back and review Link #6 controlling the appointment.

    When you really join forces with sellers, pricing becomes a matter of three people putting their heads together to come up with the right number. Until then, pricing is usually adversarial, and can become an argument.

  • Link #9 is CLOSING:Don’t make closing more complicated than it needs to be. Once they have told you everything you need to know; and you have shown them everything they need to see, you deserve a decision. Closing is simply getting decisions, either a yes or a no.

    How often do you leave an appointment with a non-decision? One of those “think – it – overs?” Or, “We’ll get back to you.” Or, “Boy, we’re really impressed, aren’t we, honey? Tell you what, can we call you Tuesday with our decision, or would Friday be better?”

    And there you are, alone on the front porch with a very confused look on your face.

    Hey, you’re thinking to yourself now, how could I possibly master all that stuff? Believe me, I know you’re thinking that. I believe that is the #1 reason why most agents never become effective listers. It takes skill.

    In every sales industry we’ve studied where salespeople have two basic types of products, there is one easy sale and one challenging sale. Life insurance, for example. Term life is an easy sale. Simple. Easy to understand. Whole life, on the other hand, can be a challenge to present and to understand. Which of the two makes for a longer and more rewarding career? Not the easy sale. The salesperson that develops the skill to make the tougher sale is the best indicator of success.

    The good news? We’ve been effectively teaching real estate salespeople how to be effective listers effectively for over 30 effective years. (Yes, I know I used the word effective a lot in that sentence. Was it effective?) It’s teachable and it’s learnable. Except maybe for . . .

  • Link #10 is SERVICE:The root of the word “sell” is “to serve.” I believe you either have a servant’s heart, a service mentality, a giving nature, or you don’t. I’ve seen people change their basic nature to become givers, but it’s not a quick or easy journey. Much better to start out that way.

    At the very least, follow Floyd’s Core Value, “To always do what I say I will do, sometimes more, just never less.” You will find that always delivering what you promise is a game changer that will set you apart from your competition. (And, by the way, always makes you feel very, very good about yourself.)

    Now, if you are a 50, congratulations. If not, strive to become a 50. And whenever the results you want aren’t there, fly up in the air and examine the links in your chain. It’s usually pretty easy to spot the weakest one.

    To learn more about troubleshooting and getting to the top of your game and staying there in this business, visit www.floydwickman.com or join us on our Facebook page to share in the conversation at www.facebook.com/floydwickmanteam

Are You 1 of the 59 Million Planning to Buy This Year?

Are You 1 of the 59 Million Planning to Buy This Year?

Are You 1 of the 59 Million Planning to Buy This Year? | Keeping Current Matters

According to a survey conducted by Bankrate.com, one in four Americans are considering buying a home this year. If this statistic proves to be true, that means that 59 million people will be looking to enter the housing market in 2017.

The survey also revealed 3 key takeaways:

  1. Those most likely to buy are ‘Older Millennials’ (ages 27-36) or ‘Generation X’ (ages 37-52)
  2. Minorities, particularly African-Americans, were twice as likely to respond that they were considering purchasing a home this year than white respondents.
  3. Many potential buyers believe they need to put 20% down and need to have perfect credit to own and are unaware of programs that would allow them to buy now.

Holden Lewis, a mortgage analyst for Bankrate.com, pointed to one big reason why many Americans are starting to consider homeownership:

“Having kids and raising a family is a primary reason why Americans take the leap into homeownership—many consider it a key component of the American dream.”

Bottom Line

If buying a home is a part of your dream for 2017, meet with a local professional who can help you determine if you are able to.


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Access: A Key Component in Getting Your House SOLD!

Access: A Key Component in Getting Your House SOLD!

So, you’ve decided to sell your house. You’ve hired a real estate professional to help you with the entire process, and they have asked you what level of access you want to provide to potential buyers.

There are four elements to a quality listing. At the top of the list is Access, followed by Condition, Financing, and Price. There are many levels of access that you can provide to your agent so that he or she can show your home.

Here are five levels of access that you can give to buyers, along with a brief description:

  1. Lockbox on the Door – this allows buyers the ability to see the home as soon as they are aware of the listing, or at their convenience.
  2. Providing a Key to the Home – although the buyer’s agent may need to stop by an office to pick up the key, there is little delay in being able to show the home.
  3. Open Access with a Phone Call – the seller allows showing with just a phone call’s notice.
  4. By Appointment Only (example: 48 Hour Notice) – Many buyers who are relocating for a new career or promotion start working in that area prior to purchasing their home. They often like to take advantage of free time during business hours (such as their lunch break) to view potential homes. Because of this, they may not be able to plan their availability far in advance or may be unable to wait 48 hours to see the house.
  5. Limited Access (example: the home is only available on Mondays or Tuesdays at 2pm or for only a couple of hours a day) – This is the most difficult way to be able to show your house to potential buyers.

In a competitive marketplace, access can make or break your ability to get the price you are looking for, or even sell your house at all.