Posts in Monday Mantra
End Of Year Live Q & A - Monday Mantra

I thought a great way to end the year would be to hear from you!

I’m here to be of service and answer the questions you may have so that you can get ready and prepped for 2019! 

I’m flying with no net and fielding all your live questions…  Let’s dive in!

1 - At what point do I need to jump into video for my real estate career?

If you’re a brand new agent or a senior agent or anywhere in between, you need to jump in NOW.  The train is leaving the station.  2019 is the year to smash any self-conscious feelings you have about how you look and sound on camera.  Just begin!  It will only become easier and easier. 

2- What’s the best way to find out info about whether Airbnb is legal in the city that you live in?

When dealing with anything that could even perhaps brush against the law, what I would highly recommend is to get the advice of an attorney.  Airdna.co is a great website that will give you some info on these sorts of questions.  You really do need to know everything about a place you are considering investing in.  Make sure you do the research first! 

3- What is the best way for new agents to find business?

Do not spend money on Zillow or any other of those paid sites.  I recommend sitting as many open houses as you possibly can instead.  Also, you must reach out to your entire sphere and let them know that you have moved into real estate.  86% of all deals come from people you know.  Then, constantly put out content on social media to remind people how committed you are to your new industry. 

4- When did you become a broker/ owner and why?

If you want to own a brokerage to save commission, don’t open one!  There are a ton of other expenses others don’t necessarily see; office space, employees, computers, supplies, etc.  For me, I always wanted to have my own business so that I could create a certain ethos and have a big family that I could call my own.  It has to be a passion of yours.  

5- Will there ever be a PLG London office? 

Maybe there will be!

6- Should I buy another short-term rental property in the same complex or should I diversify?

My advice would be to branch out to a different area and diversify, or you would end up being your own competition.

7- Do I need to join a big box company for the training?

I’m a big believer in boutique.  If you want to learn the ropes, why not learn them from someone who has everything to lose.  If an owner is shoulder to shoulder with the broker, then they also have a lot to lose and therefore only want to give you the best advice.  I did the big box thing and found the education dated.  I learned way more from independents. 

8- Do I need a Facebook business page?

If you want to market yourself through Facebook and IG, you can’t buy paid ads unless you have a Facebook business page.  You must have one to use ads, and I think they are absolutely everything.  Every dollar you have you need to spend online! Make choices to keep from spending money on other things like meals out and stuff you don’t need.  It adds up quickly and could be used to help generate you business instead. 

9 – Should I be using IGTV?

I could be wrong when I say this, but it’s a spot where no one is... So, my logic is why wait for everyone to get there and then decide to do it?  Most likely it’s going to be monetized in 2019, so a lot of YouTubers are going to be heading over there in the New Year.  Whether I’m right or wrong why not fill your channel with all your videos and get ahead of the curve from a medium that isn’t saturated.  That is what I’m doing. 

10 – Which social media platform is the best for realtors?

For me, the top 3 are – IG, Youtube, and then Facebook.  It’s really just about picking your poison.  I used to have them ALL.  It became insane and unmanageable, so I chose the few I liked most and focused on them.  I have to say my favorite platform is Instagram.  It’s a visual industry, so it’s perfect for the nature of IG.  It’s simple and has all of the platforms in one. 

Well, that’s a wrap!  I want to thank everyone who tunes in and watches Mantra.  You are loved and adored by me.  I also want to wish everyone a wonderful holiday season!

I appreciate you my lovelies. 

Thanks for watching and being part of the rebellion

Pete

 

How To Double Your Business In 2019 - Monday Mantra

I’m going to break this down in a few stages for you.  

My dear dad once told me, “If you can work at a job that you love, you are going to be beating out 99% of the population.” That really resonated with me, and so I’ve made a point of loving what I do.  With that said, there are some key rules of thumb to follow so that you can love what you do and be successful at it.

Career Killers:

1-    “Comparisons”- This causes people to feel crappy about themselves and to not go for things because they are feeling less than when they focus on what other people have.  I found that to be one of the most damaging and toxic things you can do.

2-    “If only I had” – Trying to fill yourself with stuff doesn’t work.  It’s a short-lived happiness that won’t last.

3-    “Feeling not in control of your destiny” – If you don’t take hold of what you want and make it your own you can feel lost.

I can honestly say that I’m happy most of the time, but it’s taken a lot of work to get there.  When I stopped being so hard on myself things began to fall into place. Of course, there are hard times, but I follow the above rules, so I don’t stay down for long.  

Positive Influences To Take Charge Of Your Career:

1-    If you get that icky feeling of negativity you have to move away from it.  Don’t look for reassurances from others to do so.  

2-    Ask for feedback to learn and grow.

3-    Put your Richard Branson hat on and channel this quote of his, “screw it, let’s do it.”   

4-    Take an educated jump and then have blind faith.

Techniques For Doubling Your Business:

1-    Write down what makes you happy in your business and then quadruple on it with a white-hot obsession for 3 months solid.  Trim down your day with the stuff you don’t like and fill it with what you do.  If there is more than 1 aspect you really like, then take one at a time and do them each for 3 months.  When you like what you are doing it’s going to stop feeling like work and your business will thrive.

2-    If you’re not getting the results you want where you are at now and you feel trapped you can always move.  Once you take charge of what you love to do and you feel that you have now wrapped your arms around your career, it means you are now in control of your destiny… Then, contentment set in, since we aren’t just at the mercy of random acts anymore.

3-    If you do all this and it doesn’t work, find another job that you love.

Avoid those career killers, focus on positive influences and the above techniques to take charge of your career.  You will find contentment, which will in turn double your business.

Thanks for watching and being part of the rebellion.

Pete

Top Tips and Apps for Self Branding - Monday Mantra 


Today’s mantra is all about me giving you my best tips, tricks, and strategies to help build your business.

I want to go through the basics of what branding is and then get into the best apps out there right now that I use and love. 

Here are the “best of the best” tips for self branding:

1-    Build your digital footprint - Dive in so you can track your data to see what works and what doesn’t.

2-    Understand yourself – Who are you as a digital identity?  Don’t try and appeal to everyone.  Celebrate what makes you different.

3-    Be consistent – You don’t get good at anything without practice

4-    Be transparent – Don’t try and sell, just give your knowledge away and be authentic.

5-    Work through obstacles – If you don’t know how to do something go on Youtube and research.  Literally, any question you have will be answered there.  

6-    Don’t compare yourself – All that does is bash you over the head and make you feel bad.

7-    Learn from other people – Don’t just look at other real estate agent feeds, look outside that sphere and see what you like and are inspired by. 

For me, it’s all about the graphics and the details in your self branding that sets you apart from the rest.   The list that I have compiled below has come after endless digging and hundreds of hours of researching. 

One thing I’ve learned in all of these hours of research is that no one app does everything.  The most powerful platform out there right now to help your self branding is Instagram; IG stories & IGTV.   Even though people aren’t on IGTV right now, they are going to be.  I would use it as a place to drop your videos, because if you have less than 10k followers when you use the “swipe up” you can redirect the traffic to your content.  This is an incredibly useful and important tool.  

Here is the coveted list of apps to use.  Also, don’t skimp. Spend a couple of bucks and get the pro version of each. 

1-    FILTERLOOP - To change font, grain & textures on images 

2-    OVER – It creates a library of all the posts you do so you can refer to it and change it up at any time. 

3-    CANVA – Another amazing app for graphics, easy to use on the fly. 

4-    HYPE-TYPE – Animated & unique writing over top of images.

5-    UNFOLD – This will give you some of the most gorgeous templates to create Instagram stories. 

I know that was a load of information, but if you use the tips and apps I just gave you I promise you that they will help you get to the top of your self branding game and in turn grow your business. 

Thanks for watching and being part of the rebellion

Pete

Monday Mantra – Prospecting Gold

Sales is a tricky business any time of year, and especially around the holidays... 

This Monday is where the holiday season officially kicks off, so what does that mean for us, and what is prospecting gold? 

Prospecting gold starts today and lasts until the end of the year.  This is because it’s the only time of year that we can reach out to people we don’t necessarily know that well and see how they are during the holidays.

This time of year is where you can fill your pipeline with possibilities for 2019.  This is also when people typically start to kick back and take a break for the year, so it’s the perfect time to do the opposite.  I think you know our mantra at PLG by now, and that is when everyone is running in one direction, we run in the other.  So, what you need to do right now is double your prospecting and go harder than ever. 

Here are some ways to make your clients appreciate you and also show that you appreciate them in ways that aren’t overly forward…

Look for all of the holiday events and pop in even if it’s only for 30 mins.  This is a great way to reconnect or connect with people.

Another suggestion is to have a gathering for all of your clients “client appreciation” party at a bar or restaurant.  You might even want to hire a Santa for all of your friend’s kids, or offer to have someone go help people put up exterior decorations.  Hand-deliver yummy treats to your clients.  The list goes on and on. 

These ideas all fall in the bucket of prospecting.  Another tip is to really take care of the holiday card that you send.  Cindy and I do something special and unique every year… This year we just took a trip to Joshua Tree to take our pics with the kids.  This is a great way to get people excited and to stand out.  It takes such little effort to go the extra mile.  Be yourself, be creative and don’t send a generic card. 

Creating something from the ground up always makes much more of an impact and makes you memorable.  This will resonate with your clients and make them feel as special and important as they are. 

Lastly, I will leave you with this...  Accountability

Over this holiday season prospect 5 people before lunch, and 5 after lunch, 5 days a week.  If you are consistent with this, you will begin to fill your pipeline for the New Year.  This is how you procure business and start the year out right.  Don’t waste this golden time to prospect.  

Happy Thanksgiving

Pete

 

 

 

Monday Mantra - Your Financial Enema For 2019

What on earth do I mean by this? In short, it’s the ability to look back on what we have done this year, what we have spent money on, what has worked and what hasn’t worked. This is essentially tracking your finances.

It’s an ever-evolving market that continues to change, and as business professionals, as CEO’s of a small company, this is basic stuff that will hopefully help you grow your business.

What I would suggest is to take out a pen and paper, go back through all of your credit card receipts and make a note on everything you are spending on your business and what you have allotted funds for.

Then, go back through your client list and all of the deals you’ve made. See how you made them; were they referrals, did you get them through your social media, networking, etc. See where you have done the most business.

Where I’m going with this is the numbers never lie, but they always change and evolve. This is where you win though because you can see what not to do that isn’t working, so you won’t keep wasting time.

Here is the crucial tip though- Take some of the money you allot for things that are working and put it into something that you think WILL work. This is a way to predict trends and get ahead.

We have to call ourselves out on our shit and be honest about what the numbers say and the work we are putting in. When we evolve, we win, and when we don’t, we die.

As of right now, the reset button has been hit, and the real estate industry has completely changed forever. Like I have said for a long time now, it’s all about you and your narrative.

Think of it this way- All of your clients are on social media. They are already there and a captive audience, so use the forums. Through written word, audio or visual showcase your voice. If you aren’t quite there with your confidence or unsure of what direction to go, you can get help with your voice if you are struggling. There are endless amounts of people out there who you can hire hourly to help you establish your digital identity.

I’ll end with this- Most people don’t like change. I happen to be one of those weirdos that love it, but what I want you to do at least is embrace it.

To recap- Go through your numbers, lay it all out, see where the deals came from. And most importantly, take some of the money out of what has worked and deploy it into strategies that you think will work. Commit to something that makes you uneasy and go for it. It’s all about evolving.

Let’s face the New Year and start it based upon faith in yourself and your digital identity. There is nothing to fear, as we are incredibly fortunate to live where we do and have the endless opportunities that we do.

Thanks for watching and being part of the rebellion

Pete

Monday Mantra - Nothing Else Matters But Making You The Brand

This is a topic I have been incredibly passionate about for years.  And now we are finally at a point where there is simply no denying it’s all going to come down to who you are in the digital world.  I’ve always said this, but with technology in the driver’s seat and the change in the market looming it’s even more important than before.

 An advocate is someone who influences someone else and has their best wishes at heart.  I’ve steered clear from the term “influencer” since it’s so buzzy, but advocates and influencers are essentially the same thing.  And right now, influencers are running the show.   

This is the end of passive careers and for people who don’t have an identity online.  Millennials rely heavily on influencers to get their information to make decisions. 

 The ground has shifted and there is a whole new generation of people who are going to be buying.  Millennials are the biggest group of buyers and seller and will be for a while, so get to know them.  We must evolve at the same time.   

Let’s talk about how to find a niche.  Try it all!  It took me a really long time to get to where I am and how comfortable I am with it.  Ask yourself this- What part of the industry are you great at?  Write down the top 3 things, then get in tunnel vision mode and go after them hard.  If you don’t know what your niche is... go out, experiment and find it.  Just keep trying until you do and then go full speed ahead. 

#1 thing to be successful is- work ethic.  It comes down to this simple fact… In every moment you’re either moving closer to your goal or moving further away from it.  There is no in between.  If you outwork em’ you’re going to get ahead.  If you grind it out, you will get ahead of the vanilla masses and then it’s up to you to find the last bit of fairy dust to push you over the finish line. 

So, work hard, but also don’t be afraid to take chances.  Something I always found paralyzing was caring about what people thought about me.  I learned really quickly after keeping my mouth shut and my head down and being just like everyone else AND miserable… that people actually like strong opinions.  I learned to speak up and I stopped worrying about what everyone thought about me.  So, the only guide to your destiny should be you and you should only care what you think.  Don’t rely on anyone else to propel you. 

If you’re not on social, if you don’t know who you are, if you don’t find your niche, you are dead in the water.  This is it.  We are in a generation that want and value influencers. Embrace it. 

Thanks for watching and being part of the rebellion

Pete

 

 

#MondayMantra – Your #1 Asset in the Economic Shift

Everyone in real estate at the moment can sense a shift.  It’s nothing to be worried about, but what we need to do is adapt and evolve based on the change coming.  


We’ve all had it really good for a decade now, since 2008 after the crash, but good times cannot go on forever, unfortunately.  For any economic system to function there has to be the natural ebb and flow.  We have had a phenomenal run, but it’s about to change.  How much?  We’re not sure.  Houses are getting reduced and spending more days on the market, so that is a clue.   


Next year the market is going to shift to those who can procure business out of the air and not just stumble on deals like it’s been this past decade.  


We’re at the benchmark in the market where a change is coming.  It’s going to be a leaner time.  Those of us who have the skill set and old school techniques can still flourish though.  


Something to consider… “PNS”- (a phenomenon)- the Priority of Neck Saving. The corporate mentality of when shit hits the fan then the top people scramble to save their owns necks first and then people at the bottom of the chain find out last. 


Here is where the indies can take the reigns and run.  Wouldn’t you want to work next to the guy who has everything to lose, in order to succeed, and follow his lead?  I know that is where I’d want to be.  


This leads me to the perception of the public.  The common person cannot tell the difference between brokerages, but they can tell the difference between individual agents.  This is the time for you indies out there to charge and pounce on the confusion in the market. 


What is the #1 asset in the economic shift?  Self-promotion! 


If you don’t blend in, you stand out! 

Top 3 Tools to flourish in this shift (of course you still have to do all the grunt work; prospecting, sit open houses, etc.)

1-Social Media

2-Social Media

3-Social Media


Use the internet as your own personal PR company to flourish in this changing economic climate.  


Thanks for watching 

Peter

#MondayMantra - Acceptance - Life On Life's Terms And How To Turn Them Into Your Advantage

Today’s Mantra is fresh off the back of a major life event for me. Whilst I was in the UK I had to handle an incredibly personal matter and I choose to handle it in a very specific way. The strategy I choose worked beautifully, it’s a strategy I have used in business for years to my advantage. 

Life on life’s terms, for me, is the way I get to see the road map rather than force it that has allowed me to garner harmonious business relationships of meaning and length rather than a quick win. 

Life on life’s terms truly is the way to win the long game and in my opinion the only game worth winning is the long one!

Thanks for watching

Peter

#MondayMantra – Mentors And How To Find Them

Today’s mantra is all about mentorship, which is an incredibly important topic and one that I feel passionately about.

Success for me isn’t something that I necessarily created. It’s really just following in the footsteps of someone I respect, who has done something similar to what I’m doing ,that came before me. This way I learn from their mistakes, and then, of course, make my own along the way that I also learn from. But the major and priceless takeaway is what you take in on the journey as a whole.

For me, education and learning is a huge part of my life. I have an insatiable appetite for it. I always want to know more from people I admire and drink from the fire hose from life, if you will. I almost feel like it’s my duty to learn.

So, how do we achieve success by following in someone’s footsteps? We find a mentor.

One of the problems with finding a mentor is actually physically finding one though, right?

What you want to do is surround yourself with other people who are positive and successful and shut out the rest. Negative chatter starts to permeate and confuse your path.

Unfortunately, I feel the majority of people are preprogrammed to resist change and don’t naturally have the most optimistic outlook in life. You need to steer clear of these people for mentors.

When you are taking risks and really “going for it” you have to cancel out the negativity around you, especially your inside debating team, which I often talk about.

Here are some tips on finding a mentor:

1- Ask one person a week for coffee and pick their brain.

2- Once a month, or more, take someone you admire out for lunch. You’d be amazed at the tips you can get in an hour one-on-one from someone.

3- Try and have more than one, as successful people tend to be busy.

4- You can even have someone you don’t actually know! Plenty of people out there give everything they know away for free. Use their books, blogs, podcasts (list below)… Take in all the information that people are giving out and hold onto it.

Podcasts to listen to for free mentorship:

1- Reid Hoffman- Creator of Linkedin “Masters Of Scale”

2- Tim Ferriss – Interviews giants of industry

3- Jon Nastor- Hack The Entrepreneur

4- Seth Godin – One of the grandfathers of modern motivation

5- Gary Vee – Motivation

6- Casey Neistat – How to Vlog

7- Peter Mckinnin- Cameras and equipment

8- Bigger Pockets- Anything and everything real estate

The key to it all is- “you help people to help yourself”.

Remember, knowledge is never owned it’s just borrowed, and it’s our duty to pass it on. If you give it all away, you get 10 times more back. I promise you.

Thanks for watching

Peter

#MondayMantra – The Final Countdown

What on earth do I mean by that?

Someone once told me this little nugget and it always stuck with me… “What is happening today in your pipeline represents the work you did 6 months ago”.

Think about that for a second.  Think about all the work you did 6 months ago and how it translates to right now.    

What tends to happen over the summer and the end of the year is we drift off, but right now is the time to be most proactive.

Here’s a shocking fact, folks- We are only 8 short weeks away from Thanksgiving!   That suddenly makes the year seem real short, doesn’t it? 

So, with that said, I want to get into some opportunities for you all to reach out, even though it’s getting close to the end of the year. 

We are approaching some of the big ‘checkpoints’ of the year, and so this is where you should take the time to reach out to all of your contacts. 

Holidays are a way to reconnect without being insincere since they are all genuinely great times to make contact.   Take Halloween as an opportunity to reach out to people you know, then delegate Thanksgiving for people you kind-of-know and then Christmas for people you may not know at all.  

Remember, the work we are putting in NOW will become evident 6 months from now.  It will be spring in 6 months and our key time for business.  And trust me when I say that there is nothing worse than waking up Jan 3rd and being so optimistic, but then suddenly realizing you have no deals.

This is a call to action for prospecting.  If you have not been reaching out, use this chunk of the year to do so.  It’s prospecting gold! 

A big tip when doing so- Nothing says you don’t care about people more than using a generic message.  That is by far the worst plan of attack.  Be personal and sincere.  Stay away from pictures of posed fruit with no personal message!

Take these 8 weeks of meat left for real hardcore prospecting and getting business in the pipeline. 

When we feel like its time to kick back, what do we do instead?  We step on the gas! 

When everyone is running in one direction, what do we do?  We run in the other! 

Thanks for watching and being part of the rebellion

Peter

#MondayMantra – Instagram Clinic – Hacks To Help You Follow The Numbers

This is a juicy and jam-packed clinic, so I’m going to break it down the best I can, though you may need to watch again to get all the steps of the demo.

If you want to do a deep dive on IG this is the clinic for you.   

Instagram is certainly the bell of the ball and most popular format out there right now.  It’s gone from a simple social media app and has shifted into a sophisticated way to make contact with your clients.  The key is to track your data in terms of what is doing well and what isn’t by the numbers.  

In order to do this, you can do it through IG, which I will get into shortly, or I recommend these 3 apps in order of preference:

Iconosquare – best IG tracking app out there, it includes IG stories 

Sprout Social – a killer app for tracking data as well

Hootsuite – another great one

If you just want to go through what IG has to offer, this is another great way of tracking data as well.

For prospecting, I suggest that you “Save into collections” within IG the people you want to prospect so you can find them easily and follow them closely.

On IG you can track your numbers through “Insights” and then hit the “Content” button.  This shows you which of the posts are getting the most reactions, what’s working and what’s not.  

Then, if you want to get really granular, you click on “Impressions,” which gives you the option to look at your content in regards to likes, which is super valuable information.  

If you want to dive in even further you can click on “Engagement” which shows the posts you’re getting the most engagement from, which is key.   

That’s a very rough and ready showcase of all the valuable information you can pull from IG.  

The point of this clinic is that you need to be prospecting through social media, using collections and following your numbers.  Get into the guts of IG, and you will flourish.

Social media is your work, it’s not something you just get to.  This is prospecting, only the modern version of it.  

Thanks for watching and being part of the rebellion

Peter

#MondayMantra- Nothing To Lose

Today I want to cover a lot of ground, and so I've purposely given this mantra a broad title.  So what exactly does it mean?  

I’ve suffered over the years with underestimating my ability.  Perhaps it’s my British roots, as we tend to be a bit hard on ourselves, but I think a lot of people struggle with this.  If you have some entrepreneurial spirit at some point, you most likely have had the feelings of "I'm never going to succeed at that," or “everyone will think it’s stupid” or “I’ll never be as good as someone else."  I feel like 90% of entrepreneurial dreams we talk ourselves out of in the first 10 minutes of starting the line of thinking. 

The entrepreneurs that succeed have a relentlessness, they know it won't happen overnight, and they don’t listen to the inner voice that tells them they will fail.

So “nothing to lose” is this- We’ve already gained something huge simply by living in the U.S.  Think of the worst that can happen with following your dreams… and the worst isn’t that bad.  I welcome failing fast so I can start to concentrate on another route.  We forget we have nothing to lose and everything to gain and we “play in the middle."  But the funny thing about that is, I don’t really believe “the middle” exists. 

You are either moving towards your goal or away from it and the choice is ours.

So, I’m always moving in the direction towards the goal.  And here are a few nuggets of truth that I have found along the way- The educated risk for success in business- When I come to a decision of a goal I want to reach, I only get 65% of the way there, and the rest is based on faith.   AND every decision I make I still have those voices in the back of my head, and I battle through them. 

Here's a spot on quote from Martin Scorsese that I just love- "unless you have a white hot burning desire to become a director, it's not going to happen."  Make sure you have the passion for something and go full steam ahead at it.

With all of that said, the take away is this: The only commodity of value we have in life is time.  Why not take the risk then; because that is the only thing you really have to lose. 

Your life and your business are in your own hands and don't let anyone tell you anything different, especially not that nagging and negative inner voice.   

Thanks for watching and being part of the rebellion

Pete

#MondayMantra - Success – The Ability To Move From Failure to Failure With No Loss Of Enthusiasm

It’s a very big morning and important Monday.  This one is particularly special for me.  Firstly, I wanted to send my love to all of you for supporting my new show ‘Stay Here’ on Netflix.   It’s because of you that it’s getting such positive reviews.  So, I truly thank you from the bottom of my heart for the massive outpouring of support.

Also, I want to thank all of my loyal followers of the Monday Mantra who have been part of the rebellion for some time now.  I know who you are and so, I wanted to express my thanks to you today as well.  I couldn’t have accomplished any of this without all of your support.

Now onto the Mantra!

Failure is actually my friend.  That’s not a hashtag, I promise.  What it is though, is a way to reset the compass.  Success is not final, and failure is not fatal. 

Onto a few anecdotes to explain these profound Winston Churchill quotes that I have adopted as mantras

I auditioned to be in a band years back, and I didn't make it.  I found it so crushing I questioned doing something else.  After that, I got into the production side of things in music, thought I had a knack for it, and then I got fired from that job! I went home with my tail between my legs where I then sunk into a black hole of despair.  After a while, I dug myself out of it and then dug in.

I got to the point with myself where I knew if I was going to fail it was going to be on my terms.  So, I kept going and got into a B grade studio at the perfect time where my skills were needed, and it changed everything.   As most of you know, I went on to produce a bunch of hit records.   I did learn a lot from all my experiences that led me there.  Here are some key ones.

Bullet Points on how to handle Failure

1- Don’t make it personal even if it is. Just think of it as the universe gave it to someone else because they needed it more.

2- Learn and adapt.  If I fail at something I always ask the question “can you tell me why you chose someone else and you didn’t choose me.” This way I can grow from it.

3- Don’t obsess over the few people you can’t seem to get business from and focus on the people whose business you have.

4- Thoughts become things.  If you think you’re going to fail all the time, you will fail.

5- Don't look for approval.  The only opinion you should care about is your own.  When you play in the middle and safe, you are betraying the future you.   Instead, just go for it. 

6- When you think someone has made the wrong decision or has it out for you, look at the situation from their point of view.

7- If you have a bad experience with a client think of what your part in it all was. 

8- How can I better be of service?  Always ask yourself that.

Failure can come really quick, but success takes a long time.  And remember, fear and failure are bullies.  If we don’t listen to them and the debating society in our heads, they will never win!

Thanks for watching and being part of the rebellion

Pete 

#MondayMantra – Controlling The Outcome – Do You Think You Can Design The Result?

This is a bit of an elusive title, so I’m going to jump right in and shed some light on what I’m referring to. 

Controlling the outcome of anything is something that is desirable to us all of course, but that way of thinking can be destructive…

It took me a long time, but I adopted a philosophy, with the help of lots of people, that has served me well.  And it goes all the way back to something my father said to me as a boy, “if you can find a job that you like, you are going to be happier than 98% of the population.”  LA specifically is a city that is made up of fake things and fakers, and I find all of that stuff really damaging.

People get into careers, and the pressure to succeed in those careers makes them miserable.  I see it all the time when selling houses that these pressures make them trapped to their lifestyle, and then they fall into the trap of expectations.

Don’t confuse goals with pressure though.  Goals are a great thing when they are realistic.  Expectations are toxic.  If we are rooted in the results, and we don't get what we expected it weighs us down and eats away at us.

So, the short of it is - none of us can control the outcome, so the trick is to “be happy with the outcome no matter what happens.”  We aren’t in control of what happens, we are only in control of our actions.  For instance, I try and treat everybody identically.  I’m not looking for what I can extract from a relationship, instead, I’m looking for what I can give.  Then, whatever the result is I can live with it… and that my friends is freedom. 

“We have knowns and unknowns.  And the only thing we can control are the knowns.”  Everyone I meet will get professional and personal service, no matter what.  That is a known because I can control it. 

I want to finish with this… The moment you feel you are working just for money is the moment it’s over.  I’m never going to be chained in expectations and results.  If those are fueling my decisions, those are not the right ones.  I can assure you that.

I have one daily commitment, and that is, I must work hard every day and give it everything I've got, and then I stay out of the results.

The way you take control is relinquishing control.  

Thanks for watching and being part of the rebellion!

Pete

 

#MondayMantra – Inman SF Round Up – Post Conference Debrief Of Best Of Best

#MondayMantra – Inman SF Round Up – Post Conference Debrief Of Best Of Best

I just returned from my 4th year at the Inman Conference in San Francisco and I have to say that this one had a very different feel from the others…  There used to be a vibe that tech is the enemy and an underlying fear that it is going to replaces us.  THIS TIME, it seemed like even those most resistant to change have come around and finally understand that tech has to be part of our industry AND that ultimately it can be a great thing. 

I’m going to give you a grand overview with listing and tech tips, as well as the pulse of where everyone is currently at, in the real estate industry.

The debate between tech-based and traditional real estate was a central focal point for many of the speakers.  For instance, there was a stark contrast in the very exclusionary speech Gary Keller (of Keller Williams) gave in comparison to the very inclusionary one the CEO of Redfin gave.    

It seems though, that most everyone who spoke and had a strong opinion said something along the lines of, “It’s all in the value ad.” 

It’s about the referral, and there is a movement to individualize.  There will still be an awful lot of vanilla out there, as it’s the nature of the business, but there was definitely the presence of a shift. 

“It’s all about attraction, not promotion.”  I think that is key.  It’s not about stats, it’s about you and who you are that will make people want to work with you.

Here are some killer Highlights and Tips that I took away from the conference:

LISTING TECHNIQUES:

- A big struggle we all face as realtors is to continually get our clients to keep the house clean for open houses… An absolutely brilliant way to avoid this problem? Provide a complimentary cleaning service the day before an open house!

- Young family, 3 kids, house needs a lot of work?  Provide complimentary childcare service for the day to get ready.  Also brilliant. 

- More standard tips - go out to dinner after an open house or provide a day at the spa, etc. 

TECH TIPS:

- Captioned videos get opened 80% more than videos without them.  They are a pain to do (I know) unless you send your finished footage to REV.COM.  It’s a fantastic service that transcribes captions to your videos for you.

- BELIEVE.TV - $20.00 a month and you will have the ability to get much more produced and polished videos for Facebook. 

- BUZZSUMO.COM – Allows you to compare and contrast how your social media posts are doing against other peoples posts.

- PLAYBUZZ.COM – Allows you to create really interesting graphics, animations and informational videos that look really clean and professional.

- HOTJAR.COM – Allows you to have a heat map on your website.  Meaning, it shows you where people are clicking and hanging out on your website.  This is dynamite information.

- STOREO.COM - An app that allows you to film vertically and will automatically chop your video into 15-second videos for your stories on IG.

- FACEBOOK BOTS- CHATFUEL, MANYCHATS.  Look these up!  A lot of talk about these and the importance of bots in general. 

The Big Take Away:

Something I’ve been saying for a while now - What people want more than anything is what?  YOU.  So don't hide behind a bunch of tech, but rather use it to showcase YOU.

I think tech has reached a point where there is so much of it, it can almost make us invisible… and we must be held accountable to our clients at all times, so we have to fight against that risk of being invisible... 

People like to see your face and hear your voice, so do just that with your social media and the amazing tech available to us right now.  If you do that you will stand out of the sea of vanilla and increase your business.

Tech is here to stay in our industry, and the platforms are not going away, so embrace it!

Thanks for watching and being part of the rebellion

Pete

#MondayMantra - Pocket Listings – The Art of Finding Off Market Listings

I’m being very specific today by doing a real estate-centric mantra.  Figured I’d shake things up a bit since the second half of the year is coming out of the gate like gangbusters already.  AND the industry seems to be saying that things are going to continue in that good direction too.  There is a great article on Inman about that very sentiment.  Check it out.

So, let’s keep focusing on what can propel us forward in this second act of 2018 and jump into “Pocket Listings.”  When it’s a seller's market, these become even more desirable. 

Some basic techniques for finding these listings:

1-    MLS – The system already has a plethora of market listings for the taking.  What I suggest is to look for any listings that have expired, have been canceled or withdrawn.  After you get the information and check that the property hasn’t sold, then call the agent that had the listing and say you have a client that may be interested.  THEN, you show your client a house that is off market AND most importantly that you can provide them with listings they can’t find themselves.  That is key. 

2-    REMINE – A new company that shows you who has equity and the percentage, so, if you want to send out mailers or go door knocking this is very helpful.  Another app is called PROPERTY RADAR.  It’s magnificent.  You can go into an area and target people based on specific information… (Pre-foreclosures being one of them.  By tracking this data with these two apps, this is the most successful way to go about dealing with pre-foreclosures.  (For example- My friend went to the houses listed and tried to show them a way out with empathy and strategy and found that apparently, no one does this.  That’s another way to find off-market listings.  Be proactive!)

3-    Websites- That actually have some listings not on the MLS; ThePLS.com and Thetopagentnetwork.com (TAN).  You have to dig through, but the deal is you will end up being able to show houses to your clients that again, they would never otherwise be able to find on their own! The search is worth it.

4-    Zillow- (Yes Zillow!) They have “potential listings” categories, which most clients will also NOT find on their own that you can go through.

5-    New Construction Buyers- you can literally drive around and look for construction sites and then go straight to the builder before it hits the MLS.

I hope that was helpful and thanks for watching!

Peter

 

 

#MondayMantra – 2018 Part II – The 6th Month Play By Play

#MondayMantra – 2018 Part II – The 6th Month Play By Play

Now that we have all had a break and hopefully recharged our engines it’s time to focus on the second half of the year.  This mantra will tell you how to tackle the rest of 2018.  If you follow this regime, you WILL be successful.  It's pretty intense, and I'm going to be asking a lot and for you to dig deep.  BUT, remember, “you get out what you put in."

Here is the 3 SECTION breakdown and play by play of the plan at hand:

I. GRUNT WORK: This is the heavy lifting part.  You need to prospect 6 days a week.  I know this isn’t what you wanted to hear, but it’s necessary.  I live and breathe by my “666 PROSPECTING TECHNIQUE”, which is:

-6 EMAILS - to people you have not recently spoken to.  

-6 TEXT MESSAGES- which includes Facebook Messenger and WhatsApp. 

-6 DM’s- through whatever your platform of choice is.

II. SOCIAL MEDIA CAMPAIGNS: Again, pick your poison, whichever you prefer.  I personally love Instagram.  I think it’s perfect for real estate because it’s a visual industry. Every single day you need to be posting at least one in your main feed.  Treat your IG main feed as the retail window into your business.  It can be personal or business, but make sure you curate it so that it represents who you are as a person, a professional OR both.

Also, Utilize IG STORIES!  I recommend doing 5 per day.  You have more creative license with these.  It’s a chance for people to get to know your personality. 

Lastly, do a LIVE STREAM.  Pick a topic, do it once a week at the same time and people will begin to tune in.

In my opinion, IG has become one of the most robust platforms.  These techniques work on Facebook as well, of course.

You’ve watched videos long enough, and it’s now time for you to bust out the camera.  I’d love to see just one Vlog a month on IGTV.  It could literally be a minute.  Those of us who push through the vanilla will come out on top.  I promise you.  

III. TECHNIQUES OUTSIDE THE GENERAL SPHERE OF REAL ESTATE: The catch-all! When I was a newbie, even the faintest whiff of anything real estate I was on it.  Every single week you should be sitting an open house.  Every person in an office has access to find an open house.  Coupled with that, attend parties and events.  Getting face time with people you know is massively important. 

When you take the time to create thoughtful social media posts, they can act as a tool for people to know who you are and keep relationships alive.  At the end of the day, when we do the 666 of prospecting, we are keeping relationships fresh and rekindling them.  And then by using social media to remind people we are there and who we are we solidify those relationships. 

People will trust you through your social media presence, and when people trust you, they want to do business with you.

I follow this regime, and it has allowed me to be a successful agent.   As we jump into this second half of the year it’s the perfect time for you to start as well!

Thanks for watching and being part of the rebellion

Pete

#MondayMantra - 2018 Part II – Reset, Adjust, Attack

This is a big one folks because we are finally at the halfway mark of 2018!  With that said, I have a whole roadmap planned out for the second half of the year that I am going to share a bit of with you today. 

Hang on, because I’m going to go through a gang load of steps to reset, adjust and attack for the rest of the year, especially since this is such a shifting year for real estate.  Those who prepare prevail!

This mantra also comes right before the holiday break, which I think is super important.  Everyone needs a break, and this is the perfect time to give ourselves one.  Take this time off to regroup, reset, clear your mind and unplug. 

Here are 5 steps I truly believe are worth doing before you set off for the holiday, so that you can come back refreshed and ready to attack.

1-    Toxic clients – Get rid of them this week! They will take you down mentally and physically.

2-    Accept failure – There are certain things, situations and relationships we aren’t going to win.  Know that and let them go. 

3-    Declutter your desktops/ phones – This will help tidy your mind so you can jump back in after the break.

4-    Zero inbox – Return all of those emails and organize them, so when you come back, you have a nice clean slate. 

5-    An issue that blocks you – Learn that thing you’ve been meaning to forever! Master that skill.  It will make you feel like you can conquer anything.

Next, we need to adjust.  I happened to have lunch with a friend who analyzes data for big companies this weekend.  He said, "presume you know nothing about your data and let the numbers guide you."  That really resonated with me.  He went onto explain that a lot of the time when companies fail it's because they go into markets with expectations and think that they know the game and don't trust the data. 

So, make sure to look at your goals and see what is working and see what isn’t.  Trust the data, then move towards that light.  Set monthly, quarterly and yearly goals.  It works! 

And lastly, work on your self-esteem.  Try and do some anonymous acts of kindness without any expectations.  This will significantly increase your self-worth and in turn how well you do in life.

I’ve talked about this a heck of a lot, but that is because it is so essential.  I will leave you with the reminder that having gratitude puts everything in perspective and helps us achieve our goals.  Start your day by making a list and see that you’ve already won.

Remember, take this time off to reset, adjust and then be ready to attack the second half of the year when you get back from holiday. 

Thanks for watching!

Peter

#MondayMantra - Mantra Special - Special Sauce

I’m excited about this one because it's quite different from my typical mantras.  Today isn’t about tips and tricks of the trade like I usually talk about.  Instead, today is all about "the secret sauce."

Those of us who work in business, at a company or even for ourselves, every day can be a bit brain crushing.  Sometimes we wake up and think, “what is the point”?  It’s very easy for us to play the victim and focus on the negative; that bad deal, bad relationship, that mistake I made. 

So, I’m here to tell you how you can reset your mind daily.  For those of you that know me, you know that I’m a chronic optimist, but of course, there are moments of darkness.  There is, however, ways to break through it.

I actually learned this skill from sobriety many years ago, and it has never failed me.  The skill is – BEING GRATEFUL.  Above things and all else, I always value relationships.  A way to do this, and be aware of all the positives you have in your life, is to make a list.

If you start your day with gratitude by writing 10 THINGS YOU ARE GRATEFUL FOR it acts as a bit of a brain reset.  This sounds sappy and ethereal, but I guarantee you it helps clear the voices. 

I work as hard as I possibly can, but also realize that the results aren't entirely up to me, so I do my best to stay away from expectations.  I always look at the glass more than half full.

Life will still be dark at times, and you will want to run, and we will be faced with adversity.  But know that adversity is the cornerstone of success.  

The reason I wanted to do this mantra was because it was Fathers Day yesterday and it made it so clear what’s most important to me and what I feel most gratitude for... and that is being a father and a son, which is worth more than boatloads of gold or anything else really. 

I know that it’s hard to stay in gratitude every second of the day, but try at least starting each day with a list of what you are grateful for. 

And when you feel a negative thought in your mind push it out.  They are kind of like bullies, so don’t give them the upper hand.

Stay in gratitude, stay away from expectations and push out the negative thoughts!

Thanks for listening

Peter

 

#MondayMantra - The 4 Cornerstones Of Running Your Business

I’m feeling ridiculously optimistic today.  We’re in the middle of the year, and everyone is wondering where this crazy real estate market is taking us.  There are so many portals right now and the traditional way of doing real estate seems to be under siege.   

With that said, I believe the fundamental structure of building a successful business never wavers.  Whether it’s in the middle of chaos that may be coming with all of these changes or not, it remains the same.  In this mantra, I'm here to tell you how you can add value to your business as a business owner.

Let’s get into the framework of the ‘4 Cornerstones’.  "If there is too much sand in the cement ultimately the house will crumble."  Here's how to build and maintain a sturdy house.  

1-    Confidence - Self-belief, your story, authenticity.  If you're trying to sell something that you’re not, it won’t work.  You need to be the REAL you. 

2-    Execution - This is everything.  Once you have a plan and you act the results are exponentially better.  Look at what systems you are using and perfect your skills, by tracking your data.  See what’s working and what’s not and adjust your navigation by your results. 

3-    Longevity - Have patience and stay the course.  You will go through a dip, but keep going when you believe in a strategy.  Don’t fear failure.

4-    Gratitude – Be grateful when things go wrong.  Expectations are toxic.  Know you are exactly where you are meant to be.

I’ll finish with this lovely sentiment from my wife Cindy, which is, ‘I remain in gratitude and wherever I am in my day or my life, I'm grateful.  I wake up with my eyes open and see my beautiful children and know I am exactly where I’m supposed to be at this moment'. 

If you noticed I never mentioned money today, not once.   This is because I'm driven by ambition and risk, and I’m grateful for where those choices take me.

Thanks for watching and for being part of the rebellion

Peter