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

Taking Action SHIFT

Gary Keller tells us in his new book for real estate agents, SHIFT, that Tactic #1 you must take is GET REAL, GET RIGHT-Mindset and Action that,

“When a market shifts there is only one thing to do-shift with it. In truth there are two shifts you must make. A mental shift and an action shift.” (SHIFT page 23)

I looked at the mental shift a few days ago so now its time to examine the action shift. Knowing what to do is one thing, actually doing is another. So… do we know what to do? Do we know what actions to take and what to focus on? Gary Keller gives us this thought,

“So the straight forward question that jumps right at you in a shift is simple one. “What do I do right now?” Actually this is a two part question that first asks “what must be done right?” and then “what must be done now?” The answer to that two part question becomes your focus and yours alone. Understand what worked yesterday probably won’t work today and what matters now probably didn’t then. When the market shifts, new strategies are required and new actions critical.” (SHIFT page 26)

I see lots of real estate agents not taking any action, not knowing what works now or just simply working harder on what once worked but doesn’t work now. This is not a question of how hard should a real estate agent work, but what should a real estate agent work hard on?

Gary Keller explains,

“Our research shows that the two actions real estate agents must take personal ownership of are lead generation and lead conversion.” (SHIFT page 27)

So I have heard this a thousand times over the last couple years and have told it to my agents in one-to-one consulting sessions and in training sessions, “It’s back to basics!!!”. So many agents refuse this advice, ignore it, or just out right dismiss it. And why?

There is a possible explanation for the ignoring the basics from Gary Keller,

“Maybe the reason the basics are so often abandoned is the fact that they aren’t special, unique, or new. When business gets tight, they reveal themselves as the timeless factors that determine the difference between success or failure. School is never out for the motivated. The basics are never outdated.” (SHIFT page 28)

So even though the basics aren’t sexy, exciting or exhilarating the actions that you might have to take might be just that. Basic actions. Lead generation. Lead conversion.

Related Posts:

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

Making The Mental Shift

Why Real Estate Agents Need To Use Scripts

Making The Mental Shift

Gary Keller tells us in his new book SHIFT, that when the real estate market shifts you need to make a mental shift and an action shift.

He writes,

“To survive a shift you must first make the mental shift to run towards what you most want and avoid the temptation of running away from what you most fear.”

Do you know what you want? You are going to have get real clear on your goals right now. You might have never had goals before, or maybe just fuzzy goals. Right now you have to know what you want because fear and negativity are all around you.

Gary Keller also describes three types of people who emerge during the market shift.

1. Pessimistic and fearful about the worst
2. Unrealistically positive, believe they can’t fail
3. Realistic, matter-of-fact about the market and situation; at the same time optimistic about the opportunities

Are you Getting Real, Getting Right? Are realistic about the market and optimistic about the opportunity?

Gary also advises us,

“You can’t control the market but you can control your outlook and your response to the market. Remain resolute. Know that while everyone won’t succeed in a shift, some will and anyone can.”

It is so important to remain focused on what you can control. When you focus on the market it is easy to play victim. When you focus on the economy it is easy to feel helpless. What can you control? What can you take action on?

Gary ends the Mental Shift section by saying,

“Know that growth comes from clarity, priorities and focused-action. The first two are how you think and the last is what you do. To make a strong mental shift be clear about your situation and what it is you want. Write down and prioritize the necessary steps you must take to achieve your goals. Now you’re focused on what you want, you know what you need to do, and you know what comes first. So what are you waiting for?”

Related Posts:

Shift Tactic #1 Get Real, Get Right

Some important dates for SHIFT coming up

Get Ready For Mega Camp

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

Time to start reviewing the SHIFT written by Gary Keller in depth. I have read the book front to cover 3 times and skimmed my highlighted parts twice.

I am going to jump around the 12 tactics as I review and master this book. I feel some are a priority for me and my market center at this moment in time. I am starting with the SHIFT tactic #1 Get Real, Get Right because how can mindset and action not be your #1 priority?

Gary Keller writes in SHIFT,

When a shift occurs confusion follows. Not only in the marketplace but also in the mind and body. What to think and what to do becomes fuzzy because what once worked is no longer working and you may not know why. (SHIFT page 23)

I read this and was reminded of what Gary Keller wrote in the best selling book, The Millionaire Real Estate Agent,

In a prosperous market, there are usually many agents relying on passive lead generators, casual referrals, and luck to create business. I call this Lead Receiving. Unfortunately, real estate agents who are in the business of Lead Receiving may find themselves selling very few houses when the market shifts. (MREA page 100)

My job is to talk to real estate agents every day. My own at Keller Williams Everett and non-KW agents that I am demonstrating Keller Williams business models and systems by consulting them on their real estate sales business. When I am talking with these non-KW agents I see confusion. I hear from non-KW agents also that their own broker/owners are adding to the confusion, telling them that “the market will return soon”…. “not to worry”….”just wait it out”.

It seems to me that these broker/owners are confused and they need to GET REAL, GET RIGHT.

Gary Keller continues to write,

“When a market shifts there is only one thing to do-shift with it. In truth there are two shifts you must make. A mental shift and an action shift.”

So have you accepted the reality of the market? Have you made your mental shift? Have you started to take action?

Also here are some questions that I’m asking real estate agents now that you might want to ask yourself and dealing with the shift: So how did you do your business from 2001-2006? From what source did your leads come from? Were you in the Lead Receiving business or Lead Generation business? Do you currently have enough leads to meet your goals?

I will break down the Mental Shift and Action Shift in the next couple of days.

Related Posts:

Excerpt From Gary Kellers Book SHIFT

Getting Antsy For SHIFT

How I See SHIFT Helping My Real Estate Office