New SHIFT Tour kicks off this week!

SHIFT into Overdrive: The Tactics to Succeed Now

Back by popular demand, the SHIFT Tour is on the road again, and this time, we’re bringing a razor-sharp focus to the tactics that you need NOW! These are the tactics that are widening the gap between real estate agents who have chosen to shift and the rest of the pack. You will also hear from a local panel of top real estate agents who will share exactly what they are doing RIGHT NOW to tackle YOUR local market. Don’t get caught with your head in the sand! Get in the game.

Discover the action steps that top agents across the country are taking and the skills you need to defy the downturn:

• Generating and Converting Leads
• Pricing Ahead of the Market
• Creating Urgency
• Seizing the Market of the Moment
• Managing your Money

Click here to find out when SHIFT is coming to a town near you!

SHIFT Podcast on iTunes

Looking for another way to tap into the business-building energy and power of SHIFT: How Top Real Estate Agents Tackle Tough Times? SHIFT the podcast is now available as a FREE download on iTunes.

 

Listen in as co-authors Gary Keller and Dave Jenks discuss the 12 tactics and provide a strategic vision for success in any market.

 

This weekly podcast will help you to keep building momentum to show the world that Keller Williams agents can survive and thrive during a downturn!

 

Download the SHIFT podcasts through your iTunes account, or go to www.itunes.comto download the free program. Once you open iTunes, go to the iTunes store and search for “Gary Keller” under the podcast tab in the business category and sign up to receive the SHIFT podcast today!

SHIFT Tactic #4 Find The Motivated-Lead Generation

Gary writes,

“You can “motive-aid” someone to help them better understand why they should consider buying or selling in this market, but you can’t motivate them. Their motives are their own. Their rationales or reasons are theirs and theirs alone. And since you can’t actually motivate people, your only choice will be to find more of them. So this is why you must now ramp up your lead generation, because there are less of the motivated to find.” (page 50 SHIFT)

Recently in Austin, Texas I was attending a class with former CEO of Keller Williams, Mo Anderson. Mo said something that sums this all up, “You need to develop the ability to talk to the right people.”

A huge part of the lead generation process is having the simple, powerful words to use so that you are the most effiecent and effective you can be with our message. Gary Keller says that,

“I saw that on top of being a “transaction knowledge and service business,” our industry is a “script and dialogue skill-based business.” I had to commit to getting onto the path of mastering these.” (page 52 SHIFT)

Scripts and dialogues. ARRRGHHH! Really? We need to master scripts and dialogues? That sounds awful! What is this sales? YES!!! It is!!!!

Gary Keller goes on to tell us that everyone should be mastering scripts and dialogues,

“It dawned on me that very few people have the perfect sales profile and that no one is truly a natural lead generator. The gift of gab should never be mistaken for natural sales skill. It became obvious to me that everyone has to master the specific and meaningful scripts dialogues, and skills of lead generation to be really successful.” (page 53 SHIFT)

So true! Just because you can talk, doesn’t mean you should! Less is more! For you HIGH I behavior profiles you might need to learn how to not talk so much. The HIGH C behavior will need to learn the scripts to feel confident with objections. The key in all scripts is being able to really listen to the client so you can help them with their needs, instead of trying to figure out what to say next.

Everyone uses scripts, some scripts are just better than others. My first time I remember working on a script, I was 7. I was riding home on the bus after getting in trouble at school, trying to figure out how to explain this to my parents. I rehearsed that script over and over again.

How good are your scripts? How much time are you investing in practicing your scripts?

Join us in the KW Everett market center at 8:15 every morning when we role play our scripts or join us online at www.KWLionsDen.com

RELATED POSTS:

Session 4 – Mastering The Real Estate SHIFT

Taking Action SHIFT

Shift Tactic #1 Get Real, Get Right – Mindset And Action

Session 4 – Mastering The Real Estate SHIFT

Last Tuesday I had the privilege of instructing and facilitating session #4 of Mastering The Real Estate SHIFT in my Keller Williams Everett market Center. We had 23 people in attendance wanting to know how to Find The Motivated in this shifting real estate market.

I had invited a panel to share with the other real estate agents, how they had shifted their lead generation in this shifting real estate market. Bill Groen, Ben Kinney and Gilbert Peralta shared openly and honestly with the group about what their business had been and what they are transforming it into now.

Bill talked about the importance of being consistent. Gilbert shared his personal struggle to adapt new strategies that made him full uncomfortable. Ben discussed how he is focused on keeping his team upbeat and positive in this market.

All three of them talked about focusing on their lead generation, calling their sphere, expireds and FSBO’s. The key that they mentioned….was FOLLOW UP!!!  Having a system in place for FOLLOW UP is a MUST.

Join me on this Tuesday the 11th @ 2:00pm at 500 SE Everett Mall Way Everett, WA for Session 5 Lead Conversion. Master how to turn those leads into appointments. Contact me with any questions BeSuccessful@kw.com

SHIFT Tactic #3 Do More With Less – Leverage

Tactic #3 from Gary Keller’s new book is Do More With Less. Do more with less. I am going to repeat that again. Do more with less.

In a shifting real estate market, you are going to have to do more. You are going to have to work harder, be more efficient, more effective and even work longer hours; all the while you are going to have to do this while spending less money.

What leverage really means is re-margining your time. Spending a lot of time on a task or project and doing it well does not make it important. What you spend your time on will always be more important than how well you do something. Think about it like this: You might put together the best CMA, spend hours researching data and statistics and be able to create magnificent graphs and charts. If you don’t have a seller to present this info to what does it matter?

Tim Ferriss, author of The 4-Hour Workweek writes about time management in his book,

“Being busy is most often used as a guise for avoiding the few critically important but uncomfortable actions. The options are almost limitless for creating “busyness”: You could call a few hundred unqualified sales leads, reorganize your Outlook contacts, walk across the office to request documents you don’t really need, or fuss with your Blackberry for a few hours when you should be prioritizing.”

Where are you spending your time? Is it in important actions or urgent items? Think about the difference of those two things.

Gary tells us to ask ourselves these four questions in SHIFT,

What are my business priorities? When do they need to get done? Who is the best person to do them? And, finally, how should they be done?

He then shares with us The Six Core Competencies Of A Business:

1. Lead generate, capture, and convert to appointments
2. Present to buyers and sellers and get agreements
3. Show buyers and market sellers
4. Write and negotiate contracts
5. Coordinate the sale to closing
6. Manage the money

So you no longer have to think or guess what your priorties should be. Isn’t that great? Start doing more by  doing less of the unimportant.

Preparing For My Mastering The Real Estate SHIFT Class

I am super excited about instructing the second session of my Mastering The Real Estate SHIFT class tomorrow. I will be covering Tactic #2 Re-margin your business-expense management.

“Time is more precious than money. It’s a non-renewable resource. Once you’ve spent it, and if you’ve spent it badly, it’s gone forever.” -Neil Fiore

I will be adding a little twist to the class tomorrow by working on an exercise with the real estate agents on how to look at re-margining not just expenses, but time.

The second session of the Mastering The Real Estate SHIFT class is Tuesday, October 21st @ 2:00 in the Keller Williams Everett market center.

Tony DiCello and Me

I mentioned before that I was able to head into Keller Williams Realty International on the day of Tony DiCello’s first coaching call for SHIFT. Here is a photo of him and I right before he started the call. There are 187 people on the SHIFT coaching call that I participate on. There is a new one starting up very soon, so if you are not mastering the SHIFT, get signed up by emailing fasttrack@kw.com

Related Posts:

Tony DiCello To Start Another SHIFT Real Estate Coaching Program

Mastering The Real Estate SHIFT Class At Keller Williams Everett

Some Important Dates For SHIFT coming up

Mastering The Real Estate SHIFT Class At Keller Williams Everett

On Tuesday this past week I had the privilege to instruct the first session of my Mastering The Real Estate SHIFT Class to a mixed attendance of my own Keller Williams Everett agents, KW agents from other market centers and a few non-Keller Williams agents.

I covered Tactic #1 Get Real, Get Right-Mindset & Action and walked the real estate agents through a couple different exercises to make the information that Gary Keller shares in SHIFT implementable and tangible.

I want to especially thank Rich Jones and Lee Butler for helping with one of the exercises by being so open and honest with the rest of the class so everyone could learn. Thanks Rich and Lee for being true leaders in this industry!!!

Here are what people are saying about Mastering The Real Estate SHIFT Class:

“While sitting in the SHIFT class led by Darin Persinger, it blew my mind to know how very simple it is to shift with the market.  Darin blended the principles contained in the book with real life experiences in a way that makes sense.  Every real estate agent owes it to themselves and their business to start mastering the real estate shift.”

Steve Campbell/ALC Member, Real Estate Associate

“Darin helped me further understand the meaning of the tactic about MINDSET.  I was able to really work on my own personal mindset after that class.  It made a noticeable difference in my perception of the current market.  I can’t wait for next session!  This is really powerful stuff!”

Levi Stearns/Real Estate Associate

“Reading the chapter 1 of SHIFT was good, but the depth of instruction by Darin in his class was great.  What an “Eye Opening” experience doing the exercise Darin worked with us on.  I can’t wait for Session 2!”

Jerry Wright/Loan Officer

“Business was coming to me when I started in 2006 and now my phone is not ringing.  I have to have the MINDSET to pick up the phone, ask for business and not predict what I think the out come will be. (Education and skills are key).  This class is a must attend by anyone that wants to survive in this current market.”

Teresa Lyons/Real Estate Associate

The NEXT CLASS IS TUESDAY, October 21st @ 2:00 pm. Contact Darin for more info BeSuccessful@kw.com or 425-446-2429

Tony DiCello To Start Another SHIFT Real Estate Coaching Program

Next SHIFT Coaching program starts soon!

While consistency is the key to a financially rewarding real estate career, challenging times often call for the creation of new habits.

 

That’s where coaching comes in.

 

The SHIFT Coaching Program, led by Tony DiCello, MAPS coach extraordinaire, will set you on a path of dollar-productive habits and help you to stay on track for long-term success.

 

“You must be focused on the right tasks and you must execute them well. Efficiency and effectiveness are essential contributors to your bottom line.”— From SHIFT, Tactic 1, Get Real, Get Right page 26.

 

Beginning Oct. 21, the second round of coaching calls begin. Commit to cultivating the lessons from SHIFT until they take root in your business. Sign up now, this program will fill up quickly.   

Test drive SHIFT Coaching next week during Tony DiCellos free MAPS Coaching call.

SHIFT

Tues., Oct. 14 4 p.m. – 5 p.m. CDT

Tony DiCello

Register Now!

Related Posts:

Live SHIFT Real Estate Coaching With Tony DiCello

SHIFT Real Estate Training In Keller Williams Everett

Gary Keller & Shift Team Going On Tour

Shift: How Top Agents Tackle Tough Times

SHIFT Expense Management Continued

Protect Your Margin

Do you know what your profit margin is? Do you know what your gross revenue minus expenses are? What is your budget model?

The only way to protect your business is to protect your profit. The best way to do that in a SHIFT is to cut your expenses. I wrote about cutting expenses back on March 10th and gave some ideas. Gary gives us some ideas in SHIFT about cutting fixed and variable expenses,

“From copies to couriers, from office supplies to subscriptions, from snail mail to express mail, the waste is there. Find it.”

“If you can get out of them then get out. If you can extend them to lower the monthly cost then extend them. If you can shift fixed costs to performance based then do it.”

Things that I have worked with my agents on is renegotiating their advertising costs, maximizing discounts (example Keller Williams has vendor programs with many cell phone companies and office supplies stores etc.) and simply eliminating nonsense waste.

Get Your Money Smart Again

So after you have cut expenses it is time to get your money smart again. Gary quotes Warren Buffet, “the first step to financial recovery is to stop doing the wrong things. It’s an old principle. You don’t have to make it back the way you lost it.”

Gary tells by getting our money smart again means that for every dollar spent that you should expect multiple returns from it and until you make this happen don’t spend another dollar.

“Don’t try to just spend your way out of a shift-make your way out through results.”

If you continue to spend money in “dumb” way you will spend your way right out of the business. Make your money accountable for results. All of it. All of the time. You have to learn how to manage your money.

I would be watching my P&L weekly so I  could track and protect my margin. If closings aren’t coming I’m going to cut back my expenses where I can by that month’s end. How often are you looking at your P&L? Weekly? Monthly? Quarterly?

Contact me to schedule a 45 Solutions Coaching conversation on how we can re-margin your business and using your P&L to keep your money smart. BeSuccessful@kw.com

Related Posts:

SHIFT Tactic #2 Re-Margin Your Business – Expense Management

Excerpt From Gary Keller’s Book SHIFT

Shift Tactic #1 Get Real, Get Right – Mindset And Action