Here is why you haven't made any money in real estate.

I got lost in my database yesterday...wasted a few hours actually...working to implement systems.
The reality is...we HAVE to get in to production. We spend so much time working to implement systems so that we can get business.....and the business gets written by someone else.

Now, I'm not knocking systems. I do believe as Gary Keller says, build a database and feed it every day. What I am knocking is our regular way of doing that. The MAPS BOLD program has taught me that really, we can build a database by making contact with anyone and everyone to find someone one or two or three or ten who intend to buy or sell TODAY.

FOCUS ON THE APPOINTMENT.

You get what you focus on...and if you are focusing on building a database...you will have a healthy address book and no business. When you focus on finding the people who are ready to list or write a contract THIS week...then you will also happen to build a database.

We get so stuck in the systems of business that we avoid going to GET BUSINESS.

If you are a REALTOR, your job is to set an appointment today. Your job is to set an appointment every work day. You job is to set MASSIVE amounts of appointments with motivated buyers and sellers. This one appointment a month won't cut it and I'm here to show you the truth about that:


Look at this reality.

• The average conversion rate for contacts to appointment for an agent 1 year or less in the business is 125 contacts =1 appt.
• If you make 5 contacts a day it will take you 25 days to get an appointment.
• The average conversion rate for an new agents appointment is 4 appointments to a sale.
• That means that it will take 100 days to get 4 appointments to get 1 sale.
• in a year there are 14.6 25 day periods.
• Divided by 4 = 3.65 deals a year.
• With an average sales price of 200k and 3% commission. That looks like $21,900 GROSS commission...
• then the split at 70% (this doesn't include royalty and coaching fees) leaves you with $15,330. Oh and then take off 20% for taxes.
• That is a WHOPPING $12,264 net earnings on 5 contacts a day.

NO wonder people get out of real estate so fast.

Asking 5 people a day simply won't cut it.
Lets do the same formula with the average agent 1-5 years in the business.
62 appointments to a contact.

• That is an appointment every 12.4 days of prospecting.
• = 49.6 days of prospecting for a sale.
• = 7.36 deals a year.
• = $44,160 in GCI,
• =$30,912 after a 70% split (not including royalty and coaching fees)
• =$24,729 after 20% taxes are paid.
• HELLO.....Go get a job at a retail store for 40 hours a week.

In the SHIFT...Gary Keller's 1st tactic is GET REAL GET RIGHT.
People....get real. and how you get right is get APPOINTEMNTS every day.


If you aren't getting appointments weekly then you aren't doing your job and so no wonder you aren't getting paid. Quit getting ready to get ready. Get your mindset right, and go get the business with massive action. The systems will come...and besides, when you have massive business due to your massive action, you can pay someone to do the grunt work for you.

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What are you saying to yourself?

What you say to yourself comes true. Say the best things. Focus on PRECISELY what you want...

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Is social media just a fad?

Is social media just a fad? This amazing video was shared with us at the KW Mega Technology Camp.

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Fw: What you believe about yourself is...

What you believe about yourself is what you will become! Say, "I believe the very best of myself! - I am a SUPERSTAR in this business and in life!!!"
Sent via BlackBerry by AT&T

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Coaching with images and pictures

Been doing some doodling of coaching calls lately...and just did a chart for the upcoming MAPS BOLD class.


I've been drawing my affirmations lately--mostly to connect with them more deeply....and to be able to look at them and recall the emotions of them in a moment when I need them. I've even taken a few clients through a visual coaching exercise with their affirmations. I'm an early student of this style of coaching and yet, when I first was exposed to it, my spirit recognized it.

On a personal note, I did some self work and realized that for some time, an artistic side of me has been waiting for me because a while back I set it aside to pursue other things. After taking notes, I turned my notes into the image of my angel-ness.

In this world of media and information, technology, more information....everything we are inundated with seems to pile on my brain. I find that being a visual thinker my brain start experiencing just fast flashes of information. This process helps me pull the important content out from all the noise. If the noise gets to loud, I can purposefully draw what I intend to focus on and so the process starts. My question for you is.....what images do you see when you think? What are the pictures that come to your mind when you are structuring your day, or your week or even your life? Are you focusing on thoughts and images that move you forward, or images and thoughts that hold you back? If you could draw exactly what you wanted to focus on, what would you put on the paper?

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Are you Interested or Committed?

Today on the Couch...we welcome a post from Keller Williams Productivity Coach and ray of sunshine, Monique van Grinsven of White Plains, NW.

Is there a difference between being interested and feeling committed?

Yes. In my opinion, there are lots of things you can be interested in but there are just a few you can be committed to. I am interested in many things but I am truly committed to just a handful. And I devote the time to fulfill those commitments.
I am committed to exercising every single day and will schedule time to do it. I have done it all my life and it became a habit just like brushing my teeth several times a day and spending time with my family. Getting out this newsletter is a commitment, as is my job. I am mindful about what I do in the office every day. I get numerous interruptions which is fine most of the time. When I need to focus on just one thing or person, I shut off my phone and computer and close my door because it is essential that I can't be interrupted. I put everything on hold and instead focus on the person or the project I am working on for the time I allotted to it. I basically shut out the outside world in order to listen, think, brainstorm or whatever it takes to concentrate on the task in front of me.

How do you commit to the task on hand? How good are you at time blocking, organizing your to-do list and actually accomplishing what's on it? Are you just interested or are you committed to get the job done? Do you feel resistance when you start working on your list? If so, do you know why you feel that resistance...is the list unrealistic and looking like you are climbing Mt. Everest without having mastered the little hills first? Are you guilty of letting the computer, an e-mail or an incoming call distract you when you should be committed to a specific task? Here is a suggestion: How about you commit to a small amount of time where you take action without distraction... one step at a time?

Take running a Marathon as an example...it is not possible to do that without taking that initial step first and then committing to a foot, a yard and then a mile at a time. If you truly want to run the 26 plus miles or that half marathon, you fire up your program and add a little more distance each time you run. You find that it gets easier after each mile and soon running becomes a habit and little by little you have gotten strong enough to run for miles. The momentum will carry you to accomplish your goal, to go on and to experience that incredible moment when you cross that finish line. You earned that medal and all the feelings of victory that come with that! Same with lead generating or accomplishing a task....set a goal, start small, commit, make a deal with yourself, get excited, take action and make it a habit ....now let the momentum carry you! Enjoy the journey and keep in mind what it will do for your future, how it will affect your life simply by adding just one new client or accomplishment at a time. Then reward yourself and pat yourself on the back after each little step because you did it... You earned it..it feels GOOD!

I reward myself by going walking. I love going outside and surrounding myself with nature's beauty. I breathe in the fresh air, cherish the color of the sky at sunset, listen to the sounds of nature and feel the wind and sun caressing my skin. I get spiritually, mentally and physically inspired and recharged to accomplish the things I set out to do today and tomorrow.

If motivation is your problem, commit yourself to taking baby steps and tell your family, a friend or me, your coach, about the commitment you made to yourself....then hold yourself accountable by reporting to them and me regularly on what you did, or did not do. Even if you failed, learn from it and take another step today and another one tomorrow and before you know it, everything will begin to flow. Then, you will truly know the difference between being just interested and feeling fully committed.

Done with my newsletter, it's time for a walk!

JUST DO IT!

--Monique

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You are a MAGNET --are you attracting cruddy stuff?

I'm reminded today about the always present law of attraction. I'm also thankful for the leaders in my life that have pushed me to eliminate limiting beliefs and pay attention to what I attract. Also those that help me with not only mental means of refocusing the energy in my body and mind, but with the physical ways. So before I begin: gratitude for Dianna Kokoszka and MAPS, Tony Robbins (breathe in your heart), Christina Merkley (the process of mapping it out visually), Brian Tracy, and for the many coaches I have worked with. Here is your Magnet: All those little black filaments are the dust and muck and crap you have been attracting. What is the cruddy stuff in your life. Think about today: What is the PRIMARY thought that has gone through your head? Is it one that moves your forward or one that holds you back. Is it one that cleanses your heart or one that weighs it down?

We can easily become consumed with focusing on exactly what we do not want to happen....and the energy of that focus somehow leads us to the EXACT experience we were trying to avoid. Many times the path to what we want..be it a feeling, or a thing, an accomplishment, or experience, and event, a relationship etc...comes only after truly clarifying the END and working backwards.

"FIND THE END FIRST ...then.. .CREATE THE PATH...then... WALK IT."

What exactly is it that you DO want? Use juicy words and pictures....describe it in detail and then visualize it. See it. Feel it. Taste it. Visualize and imagine it as ALREADY in existence. Consider the feelings you are looking forward to having....what thoughts got you to where you wanted to be? Think about the steps that without a doubt in your mind will lead you to the place/thing/experience you want to be/do/have. Get over the limits you think are in your way right now. If it were to happen....HOW would it happen. Write it down. See your self kicking right through-- or side stepping any obstacle that gets in your way. MAKE NO EXCUSES. Brian Tracy says that if ANYONE has done it in-spite of the excuse you just created....then the excuse doesn't exist...and it certainly isn't valid.

Visualize your desired outcome. See it and breathe into it. All of this creates a mind space for your goal. It clears the magnet of your being free of the gritty crud and begins to attract the things you want and the ways to be/do/have beyond your belief.

I'm getting better at focusing on the things I do want to happen. Clients are coming to me, my houses are selling, my deals are working, money is coming from all directions, I'm focusing on the stuff I want, and feeling the feelings I enjoy having, my life is happening EXACTLY as I want it to. And I want this for you too.

All of these concepts are not new..and I'm glad to be reminded of them. Christina Merkley via Abraham Hicks was the source of the magnet image and creating the attraction map and doing a focus wheel: Here is my focus wheel from a few months ago and I'm working on a new attraction map and will post soon. Just remember....you get what you focus on. What are you focusing on? Is that what you WANT? if not...then change your focus!

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vent

Seriously.....every excuse in the book. I know because I made them too.


TO what level are you willing to actually invest in yourself to grow? Are you willing to invest the time? Are you willing to invest the money (Coaching can give you 35% return on your investment)? Are you willing to stay on track even when it is much easier to glide off path? Are you willing to get creative about how to make it work? If you aren't willing....why? What will it take to get willing? You mean you really want someone ELSE to put their money on the line....or their time? It is up to YOU to make it happen. Or are you ok with just blah?

Not me. I'm willing to invest....to sacrifice....to do things I NEVER thought I would have to do. Yes money is tight....and we can't give up on our best selves. I know I can't do it alone and neither can you. Thanks to my friends and coaches and mentors and more coaches who get me back in the game when I feel like quitting.

I'm in the game....I'm committed..... are you?

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Need a Quickie?

Thanks Antonia (one of my great coaching clients) for sending this! May something in this montage wake something up in you and help you to be just a little bit better today, try just a bit harder, work a little bit longer, and give just a little more of your spirit!

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I double dog dare you to ask yourself this question?

This is a guest post from one of the best thinkers and writers I know...My sister. 

Courtney Crow Wyrtzen, I know you are a truly gifted writer, and a deep thinker, and I appreciate your thoughts on being your best. I know many of us struggle with this question...if we are even to really ask ourselves that question. You are brave in asking and the greatest part is, you will find what your best really is! Thanks for letting me reprint your work. 

What IS my VERY best? 

I have been thinking about this all week since my colleague Rana Reedsposted this video on her Facebook page:

Tears were streaming down my eyes the other day as I watched this. My son was worried since I was crying and that man was screaming but I reassured him that everything was ok. I've had to wonder this week - what is MY very best, my very best. 

I used to think I knew and I would strive and push for perfection and high output but I would often crash in the end. My results were like fireworks, impressive, colorful, gone in a flash. I enjoyed my results but I often longed to know the feeling of satisfaction that came with sustained results. Slower in coming perhaps - - less impressive maybe, but steady and effective and in its own way - beautiful.

Something else that has frequently tripped me up is if others think I am giving my very best then that was enough - even if deep inside I knew it was not my best. But my successes felt hollow and I knew I could not back them up with repeated results. I can also look the part - dress the "right" way, show up with a fancy hairdo with makeup on (even on a basketball court or track). I have always been thin and pretty and could play nice and follow the rules and write good thank you notes and wear the right clothes to an evening wedding. And somewhere along the way I got the notion that this was what being my very best was all about.

My very best, huh?

I used to be a track star, the very best. I won state titles (ok, little private school state titles but still). But was that my very best? During practice I ran around the bend and sat down with another teammate to chat before we headed back saying we'd run 3 miles to the bridge and back. I smoked and drank and quit the team my senior year. Hardly my very best.

In school I procrastinated and goofed off until the threat of college loomed large and then I got down to business my Senior year and made all A's - my GPA was ok, it could've been better. I applied to one school that didn't even have that great of an academic reputation because I thought that was all I could accomplish. Hardly my very best.

I've put in similar efforts in other areas of my life: work, school, play, marriage, parenting - - and Ive done enough to get by, even be admired by some. But has it been my very best? At least I pulled it off in appearances, right?

Striving is not my very best either. Nor is perfection or presumption or just being professional or courteous for the sake of appearances. 

I have been thinking about my very best all week and at the same time accepting myself for my weaknesses and faults. I wasn't sure what to write in this blog post until yesterday I saw this: Susan Boyle

Susan's very best had nothing to do with all of the outside trappings that I have been so impressed with (things that come naturally to me and to Brock, the team leader in the video above). It had nothing to do with what everyone thought of her before she opened her mouth. It had nothing to do with whether or not they believed in her.

She opened her mouth and she sang and she stunned them all. And she could do it again and again and again if she had to.

I want to find my very best and somehow, by the grace of God, turn it on again and again and again and again. I think I am afraid of that. Maybe afraid I won't find it or afraid I can't live it once I do. I am a bit afraid, but not enough to turn around and run back. Not enough to not try. Not enough to just pretend my very best is unattainable.

Susan Boyle was probably terrified (like Paul Potts before her) and she had little or no support from the people in the room. But she gave her very best and she touched my heart with that and everything else about her. If I could do that then...well then that would be just great.

Hebrews 10:39 But we are not of those who shrink back and are destroyed, but of those who believe and are saved.

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