Hey guys, coming to you here from Mirror Lake in up in Lake Placid. It’s a beautiful, non-motorized lake up in the central part of the high peaks region of the Adirondack Park in New York. I wanted to talk a little bit about the importance of retreats to get into your creative mode, your flow state, and where you can really create context. For me, I came up here late last night. I’m going to be here for two full days in a beautiful setting creating world-class content, training, and curriculum for clients and Sophisticated Agent, our training and education company.
This course is designed to help take an agent’s business to the next level, brand and market themselves, and to level up their average sale price, average income, and build wealth, freedom, and reputation into their real estate business. There are many benefits of being in a very conducive, natural and quiet setting that’s away from your day to day business, your day to day life. When we do that we’re able to free ourselves from the challenges, inputs, and distractions of running our businesses.
When you’re able to do that, it helps you start to move the needle. For this reason, you’ve got to dedicate focused time in a beautiful, quiet setting with no distractions. This will enable you to further drill into your objective, get creative, and step outside of the day to day rat race at work. Doing so will help you to really advance your business, idea, or new project. You need that time and space for this so make sure you create it. You owe it to yourself. Make sure that you actually block out time and create that space around you to free yourself from distractions so that you can focus on creation. It’s very hard in our digital world to actually find and protect time to generate ideas, focus, and be in a creative state.
The moral of this story and the reason why I wanted to share this with you is that it’s important to me. Sometimes you need a pattern interruption, a disruption to your day to day routine. You’re in the same setting, doing many of the same things every day. So to really have breakthroughs you need to change things up. So please take this advice and try it in your own life. Take some time and realize that you deserve it. Take personal retreats, focus on creation to have breakthroughs, and move the needle in your business and in your life. Thanks again, and have an awesome end of the week!
Traditionally, there are two types of income: active and passive. Active income is your 9 to 5 job, it’s what you devote the most time and effort to. Anything based on trading time for money that results in a direct result is an active income. On the other hand, passive income is established through capital upfront. The most common example of passive income is investing. A sum of money is initially invested by an individual (capital upfront), and a portfolio is created with money allocated to various sources. Over time, your money works for you and you receive what’s called “mailbox money”- checks in the mail from passive income.
A Third Type of Income
Although active and passive are the two types of income people are familiar with, there is a third category that is just as important: active-passive income. It’s simply a combination of the two. The “active” part of this type of income comes from taking what you’re good at- your experience, knowledge, and expertise, and combining that with things like capital and access. When you find a place to devote this combination of skill and capital, it then produces a passive stream of income. Basically, you invest a much smaller amount of time and money than in active income, and this investment results in a passive income.
One of my sources of active-passive income is being head of acquisitions at a firm in New York City that specializes in multi-family apartment investing. The active part occurred when I had to acquire the asset, and our team worked to capitalize it, implement a business plan, and hire a management team to run day-to-day operations. After all those things were in place, the revenue generated from the investments became passive. I now have a steady stream of income coming from a source that is not my main point of focus.
Why is this Important?
Don’t let your options be limited to just active and passive income. The critical takeaway from this is to always be thinking how you can diversify your income. Start with your active income. It’s understood that this is what you spend almost all your time and effort on, and your life and career is built around. So make that your priority and succeed in it. Next, add some active-passive income. Identify what you’re good at and what resources you have, and use those to create a passive income. Think outside the box and think differently. Finally, take the income from those first two sources and put that towards opportunities and investments to secure your future.
If you can embrace diversification, you’ll set yourself up for financial stability. You’ve put the hours into your active income, and you have money coming in. Spread that income across active, passive, and active-passive sources and you’ll undoubtedly achieve financial success.
Hey everybody. Keir coming to you here with a message that is really important to me. It’s become a part of my life and strategy, and something that I think can help a lot of you guys in your practice to increase your impact, and that is this: use the stage. Use public speaking to advance and amplify your message, your reach, and create a greater impact.
Connecting With Your Audience
It’s not in our comfort zone to be speaking publicly. Some of us actually dread it. I personally love it. I really am in my element when I’m up there on a stage connecting with an audience, delivering some kind of value and message and content. A lot of us don’t, and I understand that. But think about different contexts or settings where you can have that much of an intimate relationship in conversation, in connection with a person, an individual or a group. It’s actually really hard to find a better setting to do that, meaning in this digital world with online mediums and connections on webinars, and social media, and different ads and things like that, print and digital. We can make an impression, but not the same way as if we’re speaking to them directly. if we’re sharing something, getting up on a stage and we are vulnerable, and coming from a place of truth and honesty, it will deliver a more valuable message.
Today, I’m in Nashville at one of our brand consulting groups quarterly events. We’re focusing this one on developing our keynote speech, which is again our signature talk that really can deliver impact and reach and move an audience to take action. For me, it’s a very personal story. It’s one of redemption, one of overcoming odds, challenges, and adversity, and inspiring others to take action. To break through whatever circumstances they’re in, whatever negative self talk or narratives or mindsets that they might be captive in, and to really step into their greatness. To really push themselves, to reach and live their potential, and to commit relentlessly to their vision in order to do so.
We Can All Use the Stage
This is what I’m focusing on. Whether we’re real estate agents, business owners, or entrepreneurs, think about using the stage and very strategic, calculated ways of connecting with an audience in a speech. This could be a small group, it could be a team meeting with four, five people in a department, or it could be presenting to your entire company at a sales meeting. It could even be speaking to a non-profit group that’s important to you, at your local church or a sports event, or it could be getting up in front of hundreds of people or even thousands of people like I’m working toward now. I’m working towards expanding my audience, reach, and impact, and delivering a heartfelt keynote signature talk. It doesn’t even have to be an organized, strategic talk. It can be delivering a talk from a stage where you’re connecting with more than one person, and carrying forward a message.
Scale Your Message
A really valuable way to scale your message, make a connection, reach people, have a greater impact, reach more people, and move people to action is to use the stage. Consider public speaking, consider stepping outside of your comfort zone more, and speaking to create an impact. That’s what I’m doing now that’s what I’m investing time and money in, that’s why I’m here in Nashville. I’m super excited to be here, and wanted to share that with you guys. Hopefully you took something away from it. Have an awesome day, and I’ll connect with you guys soon.
Hey, everybody. Coming to you live. It’s a little windy out here in Saratoga Springs. We have a little bit of a pep talk. We’re entering almost the fourth week of May and we’re firmly in the spring market, entering Memorial Day weekend. I hope you take some time with your family and friends to relax.
Now is the time, more than ever, that we need to be focusing on the two or three key activities that could really drive revenue and drive commission growth. Really move the needle and blow it off the charts in our business. For most of us, that is going to be this: Creating great content. Implementing the marketing plan that we talked about to get in front of more sellers. To focus on driving listing appointments.
Serve The Goals of Your Clients
The point of all marketing is to generate appointments, right? So we need to make sure we’re very intentional on the marketing campaigns that we’re launching. Cost-effective, and very focused on the message. Also again, providing value. How can we serve the real estate goals and needs of our clients, our prospects, and the people we work with?
Second is identifying the other activities that really move the needle. Right now that’s going to be getting in front of more buyers and sellers, creating more appointments, and signing more buyers and sellers to exclusive listing agreements and exclusive buyer rep agreements.
Third thing is focusing on negotiating and supporting the value and the interest of the clients we currently represent in those agreements. So, if we’re representing a listing client of a seller, we’re going to be focused on getting as much value as we can for them. Negotiating up with a unique selling point to their property. Focusing on the comps and coming at this from a data-analytical standpoint. Focusing on days on market and other competing properties, and reasons in which we believe firmly in the list price. Not trading away value just for a deal.
Remembering What You’re Working For
Sometimes we often get wrapped up in a deal, and we feel like we’re working for the deal when in effect we need to remember that we’re always working for our client, the seller. And we’re trying to maximize their value and reduce the amount of time it stays on the market while delivering a great and memorable experience. So, let’s not lose sight of that. While the deal’s important, our client’s interests, goals, and things that are important to them are paramount.
So again, I hope this is helpful, guys. A little bit of a pep talk focusing on the two or three key activities that can really move the needle and drive your business. Get some momentum, and into the groove here as you head through the spring market, and entering the summer market which is just less than a month away. Have a great Memorial Day weekend! Hopefully you enjoy it, spend some time with your friends and family, and relax a little bit, but don’t take the foot off the pedal. Keep the gas down, focus on those things that really create a difference,
Hey everybody, coming to you live with a thought of the week. I don’t know if you follow Joe Polish. If you don’t, check him out, he’s a really smart influencer. Today I read an email from him that was all about the idea that if we solve one critical problem, sometimes a number of other problems will fall into place. Meaning what can we solve that will have a ripple or domino effect?
Solve One Problem to Solve a Hundred Problems
I thought I would share this with us today because I know in a lot of our real estate practices and businesses it’s often overwhelming all the hats that we wear. We don’t always realize that there’s a couple of key activities that if we could solve that problem, a lot of other things would start to fall into place. So, this idea of “solve one problem, solve a hundred” could be answered in a few different ways depending on your situation, your circumstance, your business.
For me, that one problem I’m working on now is I want to solve is systems, processes, standards, operating procedures. By that I mean when we develop really strong, repeatable, predictable, and understandable processes and systems, what does that allow us to do for our business? Think about it. It allows us to scale, to bring in, and recruit new people. We can reduce our onboarding time. We can create more consistent results and delivery of our value proposition to our clients. It allows us to create a more scalable business because when we do that we’re allowed to open up and have somebody else step into a role, a position, a job, a leadership function, and not have to relearn it from the beginning.
Define Your Core Processes
We’re not reinventing the wheel, we’re following a checklist, a series of systems for the major functions of your business. Every business probably has anywhere from 10 to 15 core processes, core functions. Try to understand those and systematize them into a checklist, a sequential order, a chronological order of when it needs to get done. This could be from how do you find a new listing prospect? How do you process a new listing and get it live? How do you negotiate, and process, and manage a transaction? What’s the process for hiring a new agent if you’re running a new team? What is the process for closing out a transaction? What is the process for conducting a marketing campaign, both at an individual property level, or for let’s say a listing prospecting campaign in the spring when you’re trying to build your listing inventory?
All these things are the central functions of a real estate agent or a team. How many of you guys have these systematized or written down in an understandable and repeatable format? That’s the message today. What is the one thing can you solve that will actually solve 100 things, or 10 things, or 20 things? Find those critical bottlenecks. Those things in your business and life, where if you address and solve them, it opens up a ripple effect to a lot of other solutions falling into place.
That’s all I’ve got guys, have an awesome day! Remember to focus on your results, focus on your vision, and make sure you always show up and play all out.
Hey guys, coming to you live here with a quick message. This comes really on the cusp of spending more time investing in events, being around other people, expanding my network, exposure to new ideas, new innovations, and new things so that I can continue to feed my growth. Both as a leader, in my team, my brokerage business, my other businesses, and also personally.
So the message here is to really make sure that you’re spending time and money each week, each month, each year in getting outside of your market, outside of your day-to-day tasks. Get outside your comfort zone so that you can expand your network, meet new people, find new ideas, and expose yourself to bigger thinking. Then come back to your market, back to your business, and start to implement these new ideas that will have a positive effect on your business, growth, and results.
New Results Call for New Tasks & Responsibilities
In business (and real estate particularly) we get very bogged down in a lot of the day to day things that we have to do. We wear many different hats from accounting and marketing to sales, advertising, client relations, and transaction management. We must negotiate all these different functional things we do on a daily basis. While serving our clients, we often times don’t give adequate time, energy, and capital investment to working on our business and ourselves. Think about that. It’s a big difference. We’ve touched on this before. If you really want to do things differently, if you want to cut an edge in the market, if you want to find new ways to innovate and lead, you have to get outside of your comfort zone. Get outside of the things that have brought you the same results. Because if we keep doing those same things, if we keep running with the herd, we’re going to continue to get the same results.
So for me, this weekend we’re heading up to Vancouver in Canada for the Sotheby’s International Reality Global Networking Event. I’m super excited about seeing some of my colleagues, team leaders, and brokers from all over the world. For three days we have a bunch of high powered networking events, some great panels and speakers, dinners, and collaborations. What this allows me to do is further strengthen our network for referrals, buyers and sellers, and to elevate our brand’s presence and stature among the international global real estate community for luxury properties. We are exposed to new ideas on what’s really working in luxury marketing, digital marketing, team building, and other areas. We have tons of fun, and again, meet new people and old friends.
So that’s my message: make sure that you invest time and money in getting outside of your market, outside of your day to day tasks, and outside of your comfort zone to invest in meeting new people, exposing yourself to new ideas, and focus on growing by elevating. Get outside of what you typically do. Outside of that same routine.
Hopefully, that’s helpful, guys. Thanks, and we’ll be back with you next week!