Ask Jim Miller: Recent Episodes
Jim Miller
Jim Miller is a success mentor and life coach who guides top real estate brokers from around the country while managing 1.5B+ in sales production as Designated Managing Broker with Jameson Sotheby’s International Realty in Chicago, Illinois.
On this 298th episode of Take Flight Weekly, I'm revealing the five high-performance strategies that have stood the test of time—the fundamentals I would build my entire business around if I had to start over from scratch in 2008.If you study elite-level producers long enough, you'll notice their success looks deceptively simple. They don't chase every shiny object. They master a small set of principles and live them daily. Performance at the highest level isn't about doing more—it's about doing more of what matters, better.Every year, Q4 gives me the time and space to think. This week, during one of those thinking sessions, I asked myself: "If I had to start all over, what five strategies would I build my business around?"In this episode, I break down the five non-negotiable strategies every full-service, full-fee real estate advisor and entrepreneur must master:Use Goals for Fuel. Use Vision for Why.Your goals create structure, but your vision gives it soul. Goals are short-term metrics. Vision is the long-term emotional destination that guides every decision.Declutter Your Life. Fly Light.Simplify your systems, schedule, and surroundings so your energy stays focused on the vital few. Complexity kills execution. Clarity creates capacity.The Weekly Meeting with Yourself.Create your weekly business plan—the most powerful routine for driving consistent results. If you want to win quarters, you have to win weeks. Set aside 1-2 hours weekly to review calls, texts, emails, and DMs. This turns chaos into clarity.Commit to Your CRM.Your CRM is the structural side of the Law of Compensation. It organizes your five lists: Top 100, Top 100 Referral Partners, Warm List, Hot List, and Local Collaborators. Without it, you're operating on memory instead of data. Your CRM is your future income.Use Social Media for Intelligence, Retention, and Conversion.Social media is your digital credibility platform. It serves three purposes: Intelligence (track what clients are up to), Retention (clients confirm you're active and producing), and Conversion (prospects search you first—if you're not verifiable, they move on).BONUS: Create Space to Think.Your best ideas arrive when you pause long enough to listen. Reflection is not idle time—it's strategy. Thoughts create feelings. Feelings create action. Action creates results.These six strategies are the operating system for a scalable business and a sustainable life. When you declutter, plan intentionally, build structure around relationships, and show up online with purpose, you create momentum that compounds.Consistency and simplicity wins. Complexity and chaos fails every single time.🔔 SUBSCRIBE FOR WEEKLY REAL ESTATE COACHINGWeekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCESMy 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/Business Planning Docs → https://askjimmiller.com/take-flight-2/
real estate advisor, real estate coaching, real estate boundaries, real estate business tips, real estate systems, real estate productivity, realtor success, realtor coaching, business boundaries, client management real estate, time management for advisors, build a real estate business, sustainable real estate success, entrepreneur boundaries, sales coaching real estate, mindset coaching real estate, predictable real estate business, take flight weekly, #AskJimMillerOn this 297th episode of Take Flight Weekly, I cover one of the toughest—but most important—skills every real estate advisor must learn: setting boundaries.Too many advisors chase every client, every deal, and every opportunity. The result? Burnout, frustration, and a business that controls you instead of the other way around. Boundaries are not walls—they’re filters. They protect your time, energy, and confidence while allowing you to serve at the highest level.In this episode, I’ll walk you through five core boundaries every advisor must establish if you want to build a business that is predictable, sustainable, profitable, and fulfilling:1. Price Point – Know your range and protect your time.2. Geography – Define your markets and own them.3. Degrees of Separation – Prioritize trusted introductions over cold leads.4. Structure – Hold firm to your value—no discounting.5. Client Commitment – Require buy-in to your process, systems, and time.Saying “no” to misaligned opportunities is not leaving money on the table—it’s creating space for the right opportunities. Boundaries are an abundance play. Top producers who master this do not have less opportunity; they have better opportunity.This is your one-on-one coaching session. Listen carefully, take notes, and most importantly—take action.🔔 SUBSCRIBE FOR WEEKLY REAL ESTATE COACHINGNew episodes every week with strategies, systems, and mindset coaching to help real estate advisors and entrepreneurs build predictable, enjoyable businesses.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH ME• Instagram → https://www.instagram.com/askjimmiller• LinkedIn → https://www.linkedin.com/in/jimmillerchicago• YouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES FOR REAL ESTATE PROFESSIONALS• My 2024 Real Estate Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
What if the only thing separating you from the business and life you want isn’t money, the market, or your competition—but you? In Episode 296 of Take Flight Weekly, I dive into the uncomfortable truth that success often comes down to one thing: your willingness to execute consistently on the basics.This is not theory. This is practical coaching designed to give you a mirror. I will walk you through a series of questions that, if you answer honestly and commit to acting on them, could change the trajectory of your business and your life. These are habits and strategies that cost almost nothing—yet they can transform everything.• We are closing out Q3 2025, and now is the time to get honest with yourself:• Are you further ahead today than you were at the end of Q2?• Have you built sustainable daily, weekly, and quarterly planning habits?• Are you connecting with 10 clients or prospects every single week?• Have you created cloud-based systems and standard operating procedures to streamline your business?• Are you converting clients from low-cost lead sources consistently?If you could answer “yes” to those questions by the end of 2026, would you celebrate? The truth is, none of those results require massive spending. They require commitment, discipline, and focus. The difference between finishing another year frustrated or finally building a predictable, enjoyable business comes down to you.I share my personal story of what I call my “real estate heart attack” in 2008, when stress and uncertainty forced me to wake up at 3:30 a.m. to work on my business. Those early mornings, spent learning, planning, and improving myself, built the foundation of everything I teach today. The lesson? You don’t have to spend money to get results. You just have to invest in yourself.By early Q4 2025, your 2026 business plan should be written and in motion. That plan is not about doing more—it’s about becoming more. Consistency. Execution. The boring, unsexy work that compounds over time into extraordinary results.This episode is your one-on-one coaching session. Listen carefully, take notes, and then take action. Because at the end of the day, the only thing standing between you and success is you.🔔 SUBSCRIBE FOR WEEKLY REAL ESTATE COACHINGNew episodes every week with strategies, systems, and mindset coaching to help real estate advisors and entrepreneurs build predictable, enjoyable businesses.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES FOR REAL ESTATE PROFESSIONALS• My 2024 Real Estate Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
On this 295th episode of Take Flight Weekly, I tackle one of the biggest traps holding back real estate professionals and entrepreneurs—mistaking endless planning for progress.Too often, business plans turn into procrastination tools. Advisors spend months tweaking spreadsheets, rewriting goals, and polishing strategies—but never actually execute. Elite brokers and top producers take a different path: they plan with purpose, then execute with discipline.In this episode, you’ll discover:-Why so many real estate professionals confuse planning with progress-The warning signs that your business plan has become procrastination-The difference between productive planning and perfection-seeking paralysis-How elite brokers and advisors shift from planning to execution-The 5-step system to make your 2026 business plan actionable🎯 What You’ll Learn in This Episode:• How to set deadlines that move you from planning into execution• Why identifying your “vital few” priorities is critical for growth• The weekly accountability rhythm that prevents drifting• How to turn plans into habits, calendar blocks, and operating standards• Why accountability separates high performers from everyone else👉 Here’s the truth: a real estate business plan only matters if you execute it. Greatness doesn’t come from endless planning—it comes from decisive, imperfect, consistent action.Your 2026 success won’t be defined by what’s written in your notes or spreadsheets. It’ll be defined by what you actually do.🔔 SUBSCRIBE FOR WEEKLY REAL ESTATE COACHINGNew episodes every week with strategies, systems, and mindset coaching to help real estate advisors build predictable, enjoyable businesses.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES FOR REAL ESTATE PROFESSIONALS• My 2024 Real Estate Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
On this 294th episode of Take Flight Weekly, I share a lesson that came from the longest solo road trip of my life — 29 hours from Chicago to Boston and back while dropping off Lizzy Miller at Boston College. Somewhere on the highway, I realized something important: a long road trip has the same ingredients as pursuing your three-year vision.Think about it. You don’t just jump in the car and hope for the best. You begin with the end in mind, you prepare your vehicle, you plot your route, and you measure your progress through checkpoints and mile markers. The same is true in business. Your three-year vision is your “Boston.” Without clarity, systems, and consistency, the trip becomes guesswork. With them, you know exactly where you’re going and how you’ll get there.In this episode, I’ll show you:✅ Why your three-year vision is like setting your GPS destination✅ How to equip yourself with the right tools (CRM, daily rituals, coaching)✅ Why breaking your vision into 12 quarterly checkpoints keeps you on track✅ How weekly reviews and audits serve as your mile markers✅ The importance of refueling with rest, reflection, and inspiration✅ How to adjust when detours appear without losing sight of your destination✅ Why celebrating milestones builds confidence and momentumHere’s the truth: progress isn’t about one big leap. It’s about consistent, intentional stages. Just like hitting Buffalo or Albany on the way to Boston confirmed I was still on course, your weekly reviews and quarterly audits are the markers that keep you aligned with your ultimate destination. Detours and fatigue will test you, but if your systems are strong and your vision is clear, you’ll arrive exactly where you set out to be.🎯 What You’ll Learn in This Episode• How to define and engineer your three-year vision with clarity• Why systems and accountability act as your GPS for long-term success• How to turn quarterly and weekly reviews into real momentum• Why milestones matter for building confidence and sustaining energy• How to approach vision work like a marathon, not a sprintThe pursuit of a three-year vision isn’t all that different from other major journeys in life — raising children, planning a wedding, training for a marathon, transforming your health, or learning a new skill. None of these happen overnight. They unfold stage by stage, season by season, with preparation, discipline, and checkpoints along the way.Your future business and life won’t happen by accident. They’re engineered — mapped out like a road trip, fueled by consistent effort, and built mile by mile until you arrive at the destination you chose.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and mindset coaching to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
On this 293rd episode of Take Flight Weekly, I’m tackling one of the biggest challenges I face as a coach, leader, and mentor—convincing real estate professionals and entrepreneurs to commit to a 3-Year Vision.Most professionals love to jump straight to action—checking boxes, chasing quick wins, and moving the ball forward. But elite producers, the top 1–3%, operate differently. They begin with clarity. They build a “north star” that guides every decision, pulling them toward a future they’ve already defined.In this episode, I’ll show you:- Why most resist vision work (and the 10 mental blocks that hold you back)- How a 3-Year Vision creates exponential results in clarity, focus, and growth- The 7-step framework to engineer your vision and make it real- Why you should think version instead of just vision—and how to align today’s actions with your future selfExtraordinary performance begins in the mind long before it shows up in your numbers. Vision is the force multiplier that fuels every decision, compounds your actions, and transforms your business into something predictable and enjoyable.🎯 What You’ll Learn in This Episode:• Why vision work is the foundation of planning season• The real reason your brain resists long-term clarity• How to reframe your 3-Year Vision into your 3-Year Version• The daily and quarterly habits that keep your vision aliveYour future business and life aren’t created by accident. They’re engineered—starting with the picture you hold of yourself three years from now.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and mindset coaching to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
In this 292nd episode of Take Flight Weekly, we’re digging into the real drivers of elite performance. Not theories. Not motivational fluff. We’re talking about the psychology, systems, habits, and feedback loops that keep top producers at the top — and why “waiting to feel motivated” is one of the fastest ways to stall your business.Here’s the truth: money may get you started, but it rarely keeps you going. Once your financial base is secure, the real fuel comes from clarity, recognition, purpose, and the environment you operate in. Elite producers know this — and they intentionally build those triggers into their daily routine.🎯 What You’ll Learn in This Episode:• Why Q4 preparation starts with how you manage motivation now• The difference between chasing closings and pursuing mastery• The 5 motivation triggers that show up in every top producer’s playbook• How to build motivation as a system instead of a feeling• Why boundaries, environment, and clarity drive consistent execution• How to finish 2025 strong and start 2026 with momentum🧠 The 5 Motivation Triggers for Elite Performance:1. Recognition is a Catalyst – 69% of people say they’d work harder if their efforts were better recognized. Celebrate wins privately and publicly. Build a culture where acknowledgment is normal.2. Clear Goals Outperform Vague Ambitions – Salespeople with specific goals are 33% more likely to be elite performers. Break quarterly targets into weekly and daily actions. Precision creates power.3. Money Matters… Until It Doesn’t – Once the bills are paid, purpose, autonomy, and mastery take over. Focus shifts from income to impact — and fulfillment becomes the driver.4. Progress = Momentum – Advisors who have regular coaching are twice as likely to outperform their peers. Track small wins daily. Accountability compounds results.5. Vision Is the Anchor – Top 1% producers are 42% more likely to write down and review their goals regularly. Your 3-Year Vision is your compass in a noisy, distracted world.📌 Why This MattersMotivation is not fixed. You don’t “find” it — you build it. If you’re not reviewing your goals weekly, tracking your wins daily, and surrounding yourself with people who push you to improve, you’re leaving your future to chance. Activity alone won’t get you there. Motivation without direction is just a sugar high — it spikes, then crashes.💼 For Advisors and Entrepreneurs Who Want to Lead with IntentionThe top 1% don’t leave motivation to chance. They engineer it. They set clear goals, create the right environment, and build habits that feed their own momentum. If you haven’t committed to the systems, habits, and accountability that will carry you into 2026, now is the time.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and mindset coaching to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
In this 291st episode — and the first under our new name, Take Flight Weekly — we’re kicking off a more strategic, more intentional season of business growth.This isn’t about maintaining the status quo. It’s about evolving. Mastering your next level. And building your 2026 business starting now.🎯 What You’ll Learn in This Episode:• Why Q3 is the perfect time to pivot toward 2026• How to replace friction in your business with flow• The mindset shift from generalist to strategist• Why strategy beats motivation (and how to apply it daily)• How to rebrand your time, your calendar, and your business• The 5 tactical upgrades you can implement this week🧠 5 Ways to Level Up Right Now:Rebrand Your Calendar – Stop being “busy.” Start time-blocking like a CEO.Pick Your Vital Few – Identify 3 business initiatives and 3 personal priorities to guide you into 2026.Upgrade Your SOPs – If you’re repeating it, systemize it.Audit Your CRM – Prune your Top 100 and re-engage with purpose.Design Your 30,000-Foot Plan – Envision a business that’s leaner, simpler, and more scalable.📌 Why This MattersElite advisors and entrepreneurs do not wait for January. They build the next version of their business in August. This episode will challenge you to reset your standards and approach Q4 like a true operator.💼 For Advisors Committed to Strategy Over HypeIf you’ve been applying the mindset, branding, and execution lessons from Episodes 288–290, this is your next step. Simplify, focus, and lead with intention.📣 About the Rebrand“Monday Morning Pep Talk” is now Take Flight Weekly — because this podcast isn’t just here to pump you up. It’s here to coach you with strategy, simplicity, and consistency.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and mindset coaching to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
In this 290th episode of Monday Morning Pep Talk, we’re shining a light on one of the most overlooked yet powerful tools for building your real estate brand: the buyer tour.Most agents treat buyer tours as simple service work — but in reality, they’re a living, breathing opportunity to show how you work, not just what you do. When documented with professionalism, buyer tours become branding gold: real-time proof of your expertise, your client-first mindset, and your ability to elevate the industry.🎯 What You’ll Learn in This Episode:• Why buyer tours are a branding opportunity, not just a service• How to document a buyer tour without compromising professionalism• What to show to build trust, credibility, and momentum• How to use buyer tour content to educate, not just promote• Why your audience needs to see how you think, not just what you show• The 7 best practices for turning buyer tours into content assets🧠 7 Buyer Tour Content Best Practices:Always credit the listing agent — brand integrity starts with respectShow process over property — let people see how you workEducate along the way — use every moment to build credibilityRespect client privacy — never post without permissionBalance fun with structure — show the energy, but highlight your approachSave and organize everything — build a library of content assetsCreate a repeatable format — consistency makes it scalable📌 Why This MattersYour audience doesn’t want hype — they want proof. Buyer tour content, done right, becomes your most authentic, educational, and trust-building brand touchpoint. This is how full-service, full-fee advisors like you rise above the noise.💼 For Advisors Who Follow Take FlightIf you’ve been applying the personal branding strategies from Episodes 288 and 289, this is your next move. Show the market how you guide clients. Show them what full-service looks like. That’s what sets professionals apart.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
In this 289th episode of Monday Morning Pep Talk, we’re continuing our conversation around personal branding with a concept that separates amateurs from professionals: Evidence of Success.This episode is a direct call to action for brokers and advisors who want to build a credible, memorable brand that commands attention. Because in today’s market, it’s not just about what you say — it’s about what the market sees.If you’re serious about positioning yourself as the go-to real estate professional in your market, your listing marketing has to do more than generate offers. It has to communicate trust, professionalism, and results.🎯 What You’ll Learn in This Episode:• What “Evidence of Success” actually means in the context of personal branding• Why showing your process is just as important as showing your results• How top-producing advisors use listings to position themselves as trusted experts• Why every listing is a real-time case study of how you work• The reason your marketing shouldn’t stop at “Just Listed” and “SOLD”• How to structure a listing campaign that sells and builds long-term brand equity🧠 7 Ways to Market a Listing That Build Your Brand:Announce It Strategically – Go beyond the flyer. Tell the story of the property and position it clearly for the right audience.Use High-End Visuals – Professional photography, drone, and video communicate your standards before you say a word.Leverage Social Platforms by Format – Use Reels to create emotion, Stories to show real-time effort, and LinkedIn to showcase your professionalism.Highlight Your Process – Pull back the curtain on staging, prep, marketing, and team collaboration.Document the Win – Share how it sold, why the strategy worked, and what success looked like.Feature the People – With permission, include your clients to tell a human, relatable story.Package It for Future Listings – Create a portfolio of success you can repurpose in listing presentations and on your website.📌 Why This MattersWhen done right, your listing marketing pays you twice — once when the home sells, and again when your brand earns credibility and exposure. It’s one of the most cost-effective ways to communicate your value to future clients, generate business momentum, and build long-term visibility.💼 For Advisors Who Follow Take FlightIf you’ve been following my recent content on personal branding, this is the next step in the path. Branding isn’t about chasing attention — it’s about creating visibility and consistency so you stay top of mind with your network and your next client.This episode will help you move from being just another agent in the feed to someone who consistently shows up with authority, trust, and results.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
Are you memorable—or just visible?In Episode 288 of Monday Morning Pep Talk, I break down what many real estate professionals get wrong about personal branding. This isn’t about being an influencer or going viral. It’s about being intentional, recognizable, and top-of-mind in a business that rewards trust and reputation.Your marketing is not just for lead generation. It is your insurance policy. It protects your relationships, converts your introductions, and reinforces why someone should hire you.Because here’s the truth: your personal brand is no longer optional.💡 What You Will Learn in This Episode• Why consistent branding drives retention and referrals• How to audit your digital first impression and fix weak spots• What top advisors do weekly to stay relevant and visible• How your brand ties into the Take Flight Sales Funnel• Why trust is built before the sales conversation ever beginsYou do not need a huge following. You just need a clear, consistent presence and a message that reminds people of your value—without saying a word.🧠 Prompt of the WeekIf you want to level up your personal brand, start by studying those who are already doing it well. Use this ChatGPT prompt to build your personal case study library:Prompt:“I am a real estate advisor looking to improve my personal brand. Help me identify 5–10 high-performing real estate agents from across the U.S. and Canada who are excellent at personal branding and content strategy. I’m looking for advisors who serve a similar market [input your market specifics] and client profile to mine (luxury to mid-tier, full-service, referral-based). Please list:– Their primary market and brokerage (if known)– Where they post their content (Instagram, YouTube, LinkedIn, etc.)– A short description of what they do well (style, consistency, messaging)– Suggestions on what I can model from their approach without copying”Follow their rhythms. Look for the structure behind their content—not just the design.The goal is not to imitate—but to extract what works and make it your own.📈 Your Weekly Brand Rhythm (Start Here)• 1 market update or “Just Sold” post• 1 behind-the-scenes or personal moment• 1 client success or testimonial storyRepeat that weekly. Ninety days from now, you will look different online—and so will your business.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
Are you where you thought you’d be halfway through 2025? This is your checkpoint—not your report card. Your chance to pause, reflect, and realign for the back half of the year. In Episode 286 of Monday Morning Pep Talk, I walk you through a mid-year Q3 Audit rooted in the Take Flight philosophy. This isn’t about motivation—it’s about recalibration. I am not here to tell you what to do. I’m here to challenge you through questions designed to provoke clarity, sharpen your self-awareness, and reignite your vision. If you’ve been reactive, coasting, or feeling off-course, this is the moment to reset.💡 What You Will Learn in This Episode • How to evaluate your mindset, energy, and daily boundaries • Why Q3 is the most important quarter to recalibrate momentum • What to track, clean up, and eliminate to finish strong in 2025 • The 7-part audit system top producers use to stay aligned • Why you do not need a complete overhaul—just the clarity to actThink of it like cleaning out your closet. Dump everything on the bed. Put back only what serves you. That is how high performers course-correct without burning out.🧠 Prompt of the WeekBlock 90 minutes this week. Print the 7 sections from this episode. Sit down, journal your answers, and plan from clarity—not chaos."If I could only fix one thing in my business this quarter, what would it be—and what would that unlock?"Use this audit to eliminate the noise and re-establish momentum with purpose.📆 Mid-Year isn’t the time to coast. It’s the time to gain altitude.High performers don’t drift for long. They check in, adjust, and keep moving toward the version of themselves they committed to becoming.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
Are you where you thought you’d be halfway through 2025? This is your checkpoint—not your report card. Your chance to pause, reflect, and realign for the back half of the year. In Episode 286 of Monday Morning Pep Talk, I walk you through a mid-year Q3 Audit rooted in the Take Flight philosophy. This isn’t about motivation—it’s about recalibration. I am not here to tell you what to do. I’m here to challenge you through questions designed to provoke clarity, sharpen your self-awareness, and reignite your vision. If you’ve been reactive, coasting, or feeling off-course, this is the moment to reset.💡 What You Will Learn in This Episode • How to evaluate your mindset, energy, and daily boundaries • Why Q3 is the most important quarter to recalibrate momentum • What to track, clean up, and eliminate to finish strong in 2025 • The 7-part audit system top producers use to stay aligned • Why you do not need a complete overhaul—just the clarity to actThink of it like cleaning out your closet. Dump everything on the bed. Put back only what serves you. That is how high performers course-correct without burning out.🧠 Prompt of the WeekBlock 90 minutes this week. Print the 7 sections from this episode. Sit down, journal your answers, and plan from clarity—not chaos."If I could only fix one thing in my business this quarter, what would it be—and what would that unlock?"Use this audit to eliminate the noise and re-establish momentum with purpose.📆 Mid-Year isn’t the time to coast. It’s the time to gain altitude.High performers don’t drift for long. They check in, adjust, and keep moving toward the version of themselves they committed to becoming.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/
In this episode of Monday Morning Pep Talk, I share 10 powerful insights gained from an 11-day trip to France that marked three major milestones — two graduations and 30 years of marriage. More than a vacation, it became a reset that sharpened my perspective on leadership, time, and intentional living.This is not about travel for the sake of luxury. It is about the mindset, planning, and boundaries required to step away and come back stronger.💡 What You Will Learn in This Episode:• Why stepping off the grid builds credibility and momentum• How your 3-Year Vision connects to time off• What the Notre Dame Cathedral teaches us about patience and legacy• Why the right break recharges your energy, purpose, and creativity• My challenge to you: schedule a real break — and build your system around itThis episode is a reminder that elite producers do not grind 365 days a year. They plan intentionally, protect their energy, and come back better. That is what owning your business looks like.🧠 Prompt of the WeekThis is the prompt I used to plan my wardrobe for an 11-day trip to France. It got me about 85% there and was a tremendous guide to get me started. Try it — and make the changes you need for your own trip:"Act as a professional travel stylist. I’m a 57-year-old dad going on an 11-day trip to France in June with my wife and two daughters. We'll visit Paris, Provence, and the South of France. I’ll need a wardrobe that fits in a carry-on TUMI bag, suitable for nice restaurants, shopping, walking tours, beach days, and warm summer weather. Recommend a mix-and-match capsule wardrobe that prioritizes versatility, style, and comfort."📆 Start planning your next real vacation — not a work-cation, not a long weekend. A true break. Because when done right, time away is not a disruption. It is your advantage.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• My 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• Business Planning Docs + About Me → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH MEInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller
Every top producer you admire — the ones who stay consistent, build momentum, and hit their goals — is not relying on luck. They are using this formula. It is simple. It is powerful. And it works.In this episode of Monday Morning Pep Talk, Jim Miller shares the foundational principle that sits at the root of every achievement:Thoughts create feelings. Feelings create action. Action creates results.This is not just a motivational phrase — it is a decision-making framework that separates high-performers from everyone else. If you are not getting the results you want, the trail always leads back to what you are thinking.Whether you are facing burnout, stuck in reactivity, or just ready to recommit for the back half of the year, this episode will help you reset the system behind your daily habits and long-term vision.🧠 What You Will Learn in This Episode:• Why the way you think each morning sets your productivity ceiling• The difference between reactive energy and momentum-building energy• What Earl Nightingale, Tony Robbins, Darren Hardy, and James Clear all agree on• How to stop obsessing over outcomes and upgrade your input system• 5 tactical mindset resets to apply this week• Why your “internal GPS” needs guardrails — and how to install themWhen you understand this principle, you realize success is not magical. It is mechanical. And every big result begins with a single, intentional thought.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• Jim’s 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• About Jim + Business Planning Docs → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH JIMInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller
Every advisor hits a point in their career where tactics alone are not enough. That is when you need principles — a personal operating system that keeps you focused, sharp, and intentional no matter what is happening in the market.In this episode of Monday Morning Pep Talk, Jim Miller shares the 10 non-negotiable philosophies that guide his life and business. These are the timeless, foundational principles that helped him build three successful businesses and coach thousands of real estate professionals toward higher productivity, deeper purpose, and more predictable success.Whether you are navigating a changing market, reevaluating your client list, or simply seeking more clarity in your day-to-day decisions, this episode is your opportunity to reset your compass.🧠 What You Will Learn in This Episode:• How to shift from reaction to intention by playing offense, not defense• Why every consistent person you know has a system behind the scenes• How to eliminate the 20% of clients who steal 80% of your energy• What your CRM actually says about your compensation• The principle of “30,000 Feet” — and why it's the secret to flow• And the most underrated high-performance hack: eliminationThese aren’t theories. These are battle-tested truths from the front lines of business, leadership, and coaching. The goal? A business that reflects your values — and a life that feels like it’s in alignment.🎯 These guiding principles are your filters, your standards, your GPS — so you do not have to keep renegotiating how you work and live. Install them now, and let them guide your next chapter.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• Jim’s 2024 Reading List → https://askjimmiller.com/my-reading-list-2024/• About Jim + Business Planning Docs → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH JIMInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller
Summer is a transitional season—routines shift, energy changes, and the structure of your week gets looser. But for top real estate advisors, summer is not a slowdown—it’s a reset. In this episode of Monday Morning Pep Talk, Jim Miller lays out a focused, tactical plan to make this your most intentional, productive summer yet.Whether you’re closing deals or catching sunsets, this episode is your guide to blending growth with enjoyment—because a purposeful summer builds a sharper fall.🧠 What You Will Learn in This Episode:• 5 Essential Books – Curated titles to reshape how you think, lead, and operate.• 3 Podcasts – Weekly listening to strengthen skills and shift perspective.• Weekly Check-In Ritual – A Sunday/Monday habit to reset your week with clarity and intention.• Morning Routine Framework – A 60-minute template to activate your body, mind, and business.• AI Growth Challenge – Commit to 10 hours of learning and stay ahead of the industry curve.This is your opportunity to design your growth. Self-development is not about doing more—it’s about becoming more. Let this be the season you upgrade your inputs, sharpen your tools, and build a business that reflects the best version of you.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• Reading List → https://askjimmiller.com/my-reading-list-2024/• About Jim + Useful Docs → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH JIMInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller
If you want to stand out as a real estate advisor in 2025, you need more than market knowledge—you need to communicate that data clearly, confidently, and consistently across every platform you touch.In Episode #281 of Monday Morning Pep Talk, Jim Miller shows you exactly how to translate raw market stats into compelling narratives—using AI tools like ChatGPT to write better listing presentations, Instagram captions, LinkedIn posts, and newsletter updates.You’ll learn how to turn metrics like months of supply, days on market (DOM), and list-to-sale price ratio (LSP) into trust-building insights that set the tone for every buyer and seller conversation.📊 Key Talking Points in This Episode:• Why your market knowledge doesn't belong in a spreadsheet—it belongs in client conversations• How to turn local housing data into marketing content using ChatGPT• The exact prompts Jim uses for:🔹 LinkedIn posts🔹 Instagram captions🔹 Newsletter copy🔹 Buyer and seller talking points🔹 One-line texts for your CRM🔹 Listing presentation messaging• A bonus prompt to generate a 12-month trend summary for attached homes• Why using AI to communicate data is no longer optional—it's essential• The best $22/month tool for market trendlines: AgentMetrics.lwolf.com📍 Real-world example: Jim breaks down hyperlocal stats for condos in Lincoln Park and Lakeview, Chicago—showing how to frame data around tight inventory, seller urgency, and pricing pressure to win clients.💬 Final takeaway: You don’t need more data—you need better delivery. Communication is what earns trust.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• Reading List → https://askjimmiller.com/my-reading-list-2024/• About Jim + Useful Docs → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH JIMInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@AskJimMiller
Episode 280 – Market Stats Every Real Estate Advisor Should TrackIf you want to operate like a true real estate professional—not just react to the market but anticipate it—you need to track the right numbers. The most successful real estate advisors do not guess—they interpret data and use it to guide their business and client strategy.In this episode of Monday Morning Pep Talk, Jim Miller breaks down the three most important market statistics every real estate advisor should be watching closely. Whether you are navigating a shifting market or preparing your clients for a competitive offer, these numbers will become the foundation of your insight, expertise, and confidence.These are not just metrics—they are the vital signs of the market. When you understand them, you no longer guess what will happen—you see it coming.📊 What You Will Learn in This Episode:• Months of Supply – Understand how much inventory is available and whether the market favors buyers or sellers.• Days on Market (DOM) – Gauge buyer demand and seller expectations through average listing timelines.• List-to-Sale Price Ratio – Evaluate pricing accuracy and negotiation leverage based on final sale trends.By mastering these numbers, you can communicate more clearly with clients, guide smarter decisions, and build a business that is predictable and resilient in any market.🔔 SUBSCRIBE FOR WEEKLY COACHING CONTENTNew episodes every week with real estate strategies, systems, and insights to help you grow, lead, and Take Flight.• Weekly Coaching Email → https://askjimmiller.com/contact/📚 RESOURCES• Reading List → https://askjimmiller.com/my-reading-list-2024/• About Jim + Useful Docs → https://askjimmiller.com/take-flight-2/📲 CONNECT WITH JIMInstagram → https://www.instagram.com/askjimmillerLinkedIn → https://www.linkedin.com/in/jimmillerchicagoYouTube → https://www.youtube.com/@askjimmiller
Welcome to Episode 279 of Monday Morning Pep Talk.In this episode, we are talking about time optimization — and why the best way to manage your time is the way that actually works for you.There is no universal perfect system. True optimization is about building a rhythm that matches your style, protects your time, and ensures you stay productive and consistent without burning out. Elite advisors do not waste time chasing perfection — they simplify, eliminate, automate, and protect their most valuable resource.👉 What You Will Learn in This Real Estate Productivity Training:📌 The Myth of the Perfect System:Success comes from consistency, not complexity. Learn why your approach should fit your natural workflow — not someone else’s formula.📌 10 Essential Time Optimization Strategies:From eliminating low-value activities to upgrading tech, automating tasks, and delegating wisely — these principles keep you in control of your time.📌 Analog Meets Digital:Hear why even top producers use simple, analog tools to execute their daily plans — and why this balance helps maintain focus.📌 Breaking the Scroll and Setting Boundaries:Social media, streaming, and interruptions can hijack your focus. Learn how to stop distractions and guard your calendar.📌 The Power of AI and Delegation:Use AI and smart delegation to eliminate tasks below your profit per hour — buying back time to focus on what matters most.📌 Reinvesting Saved Time:Understand how to take the time you save and pour it back into your personal well-being and high-value business activities.👉 This Episode Will Help You:✅ Stop chasing rigid routines and do what works for you✅ Build a sustainable, repeatable rhythm for your day and week✅ Eliminate busywork and increase time for revenue-generating activities✅ Avoid burnout and maintain control of your time and priorities✅ Reinforce that consistency — not perfection — is the key to scaling your business💬 Ask Yourself:• Am I forcing a time management system that does not fit how I work?• Am I protecting my time — or letting distractions control my day?• Am I reinvesting saved time into what matters most?📌 If you are uncertain, this episode will give you a better way forward.🔗 Stay Connected with Jim Miller — Real Estate Coaching for Advisors:📩 Join My Weekly Email → www.askjimmiller.com📺 Subscribe on YouTube → www.youtube.com/@AskJimMiller📲 Follow on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago
Better Way to Track Your Production | Monday Morning Pep Talk Episode #278Welcome to Episode 278 of Monday Morning Pep Talk.This week’s episode is all about how to track your production in real estate — and more importantly, how to use your numbers to drive consistent, predictable growth.Top-performing advisors and elite entrepreneurs do not guess. They track, forecast, and hold themselves accountable to clear production targets. In this episode, I break down exactly how to do the same so you can scale your business, keep your pipeline healthy, and stop leaving your results up to chance.👉 What You Will Learn in This Real Estate Productivity Training:📌 12-Month Rolling Production:Understand how to calculate your real production pace and spot trends before it is too late. This method gives you a real-time view of your business health.📌 The Proper Size of a Real Estate Pipeline:Learn why your active pipeline must be 1.5x your goal to avoid coming up short. I explain the math and mindset behind pipeline management for success.📌 Creating Urgency in Prospecting:Avoid complacency. Discover how visualizing lost opportunities (literally) can push you to prospect daily and stay committed to your income goals.📌 Gamify Your Prospecting to Stay Consistent:Borrowed from Atomic Habits, this simple trick turns outbound prospecting into a measurable and rewarding daily habit.📌 Build a Massive Warm List:Future deals come from future relationships. I share why warm leads deserve more attention and how staying top-of-mind prevents pipeline gaps.📌 Know Your Numbers Cold:Forecast like a CEO, not a salesperson. Use my framework to calculate exactly how many deals and leads you need — and track your production like a pro.👉 This Episode Will Help You:✅ Build a reliable and predictable real estate production system✅ Stay accountable through visual tracking methods✅ Eliminate dry spells with a deep, engaged warm list✅ Reverse engineer your annual income goal into weekly and daily targets✅ Take full ownership of your pipeline and sales process💬 Ask Yourself:• Am I truly tracking my real estate business — or guessing?• Do I have enough in my pipeline to hit my income targets?• Am I creating urgency around prospecting every single day?📌 If your answers are uncertain, this episode will shift how you run your business.🔗 Stay Connected with Jim Miller — Real Estate Coaching for Advisors:📩 Join My Weekly Email → www.askjimmiller.com📺 Subscribe on YouTube → www.youtube.com/@AskJimMiller📲 Follow on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago🎧 Listen on Apple Podcasts → https://podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207
Welcome to Episode 277 of Monday Morning Pep Talk. This week is about clarity — how to find it faster and use it with purpose.For over a decade, I’ve been disciplined about planning and goal setting. But even with structure, I sometimes struggled to lock into clarity during my daily and weekly sessions. I was asking good questions — but not the right one.👉 Then I found it — a question that now anchors my daily, weekly, and quarterly rhythm.🧠 The Power of the Right Question:📌 “If I were looking back on today/week/quarter, what would have to have happened — personally and professionally — for me to feel like I made meaningful progress?”Simple. Practical. A sledgehammer for focus.📆 Daily | 🗓 Weekly | 📊 QuarterlyThis mindset — rooted in the 3-Year Vision philosophy from Strategic Coach — creates clarity that compounds over time. I break it all down in this episode and show you how to apply it across your entire business.💼 For You, the Advisor: • Your outreach feels scattered• You're not sure where to start reconnecting• Your pipeline needs energy — and momentumYou don’t need to do more. You need to start with better questions — to yourself and to your clients.🔁 Your Reconnection Strategy: ✅ Leave a message or text: “I have a quick market update I think you’ll want to hear. Call me when you have a minute.”✅ When they call back, say: “It’s been five years since COVID shifted the market. Based on the data, your home is likely worth between X and Y.”✅ Then ask: “How is your home performing for you?”That single question opens the door to meaningful conversations — without sounding like a salesperson. Listen for life changes, log notes, follow up. Repeat across your Top 100.🧘♂️ Composure isn’t passive. It’s practiced.🛠️ This Episode Will Help You:✅ Ask the right questions to unlock clarity✅ Build a repeatable reconnection framework✅ Turn small daily wins into quarterly momentum✅ Reset your mindset with one powerful question✅ Strengthen consistency — even during busy seasons💬 Ask Yourself:Are you taking time to plan with intention?Are you clear on what “progress” looks like today?Are you showing up strong — or stuck in the noise?📈 The momentum you want is on the other side of better questions..🔗 Stay Connected with Jim Miller:📩 Join My Weekly Email → www.askjimmiller.com📺 Subscribe on YouTube → www.youtube.com/@AskJimMiller📲 Follow on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago
Welcome to Episode 276 of Monday Morning Pep Talk.This week, we’re going deep on a truth every top performer knows — you’re only as strong as your recovery.Whether you're an elite athlete or a high-performing advisor, setbacks are part of the game. What separates the best?It’s not just talent. It’s not just discipline.👉 It’s the ability to mentally reset and move forward — fast.Research confirms what we’ve seen in sports:The highest achievers don’t just recover physically.🧠 They recover mentally.🎾 What the Greats Do Differently:📌 Serena Williams resets with rituals — every serve, every match.📌 Rafael Nadal adjusts his socks to signal a mental reboot.📌 Tiger Woods treats each shot as a clean slate.📌 Michael Jordan used failure as fuel.📌 Simone Biles stepped back, reset, and returned stronger.These aren’t quirks. They’re intentional resets, practiced to protect performance.🧘♂️ Composure isn’t passive. It’s practiced.💼 For You, the Advisor:• A listing fell through• A deal collapsed• A long-term client ghostedSo what. That moment is over. The next one is waiting.Dragging setbacks into your next appointment?That’s what kills momentum.🔁 Reset Process:✅ Acknowledge — briefly✅ Analyze — don’t dwell✅ Adjust — if needed✅ Advance — no residueThis is how you stay sharp, protect your energy, and perform.💬 Ask Yourself:Do you have reset rituals?Are you letting one moment take over your week?Are you ready for what’s next — or stuck on what just happened?You don’t need to be perfect.You just need to reset and keep showing up.🛠️ This Episode Will Help You:✅ Build mental reset habits✅ Reframe failure into momentum✅ Strengthen your focus under pressure✅ Avoid the snowball of setbacks✅ Perform with clarity, even when things feel heavy🌪️ The world feels intense right now...Real estate is one of the most emotional decisions people make. Now more than ever, your clarity matters.This message is a reset — a reminder that showing up, despite everything, is winning.🔄 The New Normal Requires a New Response:✅ Lean in✅ Accept what is✅ Outwork the noise✅ Take more shots on goal✅ Keep your pipeline 1.5–2x your GCI target🧭 My Professional Purpose:I coach full-service, full-fee advisors to optimize productivity and become the best version of themselves.Why? Because Happy Advisors Sell More Real Estate.🎧 Treat this like a 1-on-1 coaching session.🔁 Replay it when you need it.💡 Let it remind you who you are — and why you’re built for this.🔗 Stay Connected with Jim Miller:📩 Weekly Email → www.askjimmiller.com📺 YouTube → www.youtube.com/@AskJimMiller📲 Instagram → www.instagram.com/askjimmiller🔗 LinkedIn → www.linkedin.com/in/jimmillerchicago
Welcome to Episode 275 of Monday Morning Pep Talk.This week, we are going deep on a word that gets tossed around a lot in real estate—but rarely lived out: fiduciary.FIDUCIARY: What It Really MeansIt sounds powerful. It sounds professional. But most advisors using the word aren’t actually showing up that way in their day-to-day business.Too many agents are functioning as facilitators—not fiduciaries. They’re taking orders, moving people from step to step, doing what’s easy—not what’s right. And clients? They can feel it.📌 A facilitator helps.📌 A fiduciary leads.A true fiduciary puts the client’s interest first—even when it’s inconvenient, uncomfortable, or costly. Especially then.In this episode, I break down:✅ Why most agents default to “suitability” thinking—and why that’s not enough✅ The subtle ways clients know when you’re faking it✅ What separates a true advisor from an order-taker✅ Why trust—not likability—is the real currency that compounds✅ How to build a business around referrals by earning trust dailyAsk Yourself This:If you got paid nothing on a deal, would your advice change?If the answer is yes, you’re not advising. You’re selling.That’s the hard truth—and the standard we all need to hold ourselves to if we want to build something long-term.This episode is your invitation to shift from transactional thinking to transformational service—to be a fiduciary not just in name, but in action.Are You Earning Trust Every Day?🔹 Do your clients feel safe, or sold to?🔹 Are you showing up to impress—or to guide?🔹 Are you willing to lose a deal to protect your client’s future?Trust is built through behavior. It’s earned in quiet moments—when no one is watching, and there’s no commission on the line.In real estate, your legacy is not built on sales. It’s built on service.The Standard Has Been Raised. If you want to stand out in this market, it won’t come from louder marketing. It will come from deeper relationships and a higher level of professionalism. Lead with integrity. Advise with clarity. And put the client first—every single time.Have a great week, team. I’ll talk to you next Monday.🚀 Stay Connected with Jim Miller📩 Join My Monday Morning Pep Talk Weekly Email → www.askjimmiller.com📺 Subscribe on YouTube → www.youtube.com/channel/UCe3o0Wp1nE8dV_r1TFRb_Uw📲 Follow on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago
Burnout is not a rite of passage. It is a warning light—and this week’s Monday Morning Pep Talk is here to make sure you never ignore it again.In Episode 274, Jim Miller gets personal and tactical. He unpacks the real reason most real estate advisors and entrepreneurs crash: they don’t schedule rest—they collapse into it. This episode outlines how to prevent burnout before it starts, with a business and life strategy that is both practical and sustainable.If you’ve ever promised yourself, “this year will be different” but found yourself right back in the grind by April, this episode will show you how to finally break that cycle.💡 Key Takeaway:If you do not control your time, your business will control your life. The best advisors don’t just plan their work—they plan their recovery.🧭 Your MissionStart planning your business around your life—not the other way around. Be honest about your capacity. Build SOPs. Hire below your pay grade. Protect your downtime.Because burnout doesn’t just cost you professionally.It will cost you your joy, your health, your relationships, and your ability to lead."This industry will take everything you’re willing to give—and then it will ask for more." – Jim Miller📲 Stay Connected📩 Join My Weekly Email List:www.askjimmiller.com📲 Instagram:www.instagram.com/askjimmiller🔗 LinkedIn:www.linkedin.com/in/jimmillerchicago📺 Subscribe on YouTube:www.youtube.com/@askjimmiller
✔️ The Basics Work Every Time | Monday Morning Pep Talk #273In this episode, I walk you through one of the most powerful stories I’ve ever heard about mastery, consistency, and elite performance — told by keynote speaker and performance coach Alan Stein Jr.Alan was invited to the first-ever Kobe Bryant Skills Academy in 2007. What he witnessed at 4:00 a.m. in a quiet Los Angeles gym changed his view of high performance forever. Kobe wasn’t doing anything flashy — he was locked in on the basics. Footwork. Jab steps. Pivots. The kind of drills most athletes leave behind early in their career. But true masters? They repeat what works.That’s the essence of this message: Success lives in the fundamentals.✔️ What You’ll Learn in This Episode:Why basic ≠ easy — and why most people confuse the twoWhat separates elite performers from average onesWhy the shiny new tactic is often a distractionHow to apply the principle that “success leaves clues”A weekly challenge to double down on your fundamentals🔁 Key Takeaways:Success leaves clues. Study those who’ve done what you want to do.Mastery lives in the basics. Complexity is not a requirement.Discipline and repetition are your competitive edge.Shortcuts feel good now but cost you later.If the best in the world aren’t bored with the fundamentals, you shouldn’t be either.🛠️ This Week’s Challenge:Look around your business, your market, your industry. Who is doing what you want to do — and doing it at a high level?What do their daily habits look like? What are they committed to doing behind the scenes that no one sees?Pick 2–3 core fundamentals in your business. Then commit to them. Not just when it’s convenient — every single day. The blueprint is out there. It’s waiting for those who are willing to put in the work.👉 Subscribe & turn on notifications so you never miss a Monday Morning Pep Talk or The Weekly Flight Path!💬 Drop a comment — I’d love to hear your thoughts!📩 Get More Coaching & Resources📬 Join My Weekly Email List: www.askjimmiller.com📲 Follow Me on Instagram: www.instagram.com/askjimmiller🔗 Connect on LinkedIn: www.linkedin.com/in/jimmillerchicago
Most real estate advisors never actually take flight. They stay stuck on the runway, burning energy without ever reaching cruising altitude. Why? Because they never optimize their business for predictable, sustainable success.In this episode of Monday Morning Pep Talk, I take you behind the Take Flight framework—how I developed it and why it remains the foundation of building a successful, scalable real estate business.📌 If your real estate business feels unpredictable, exhausting, or like you're constantly starting over, this episode is for you. The key is to break free from the stop-and-start cycle and create a business that runs efficiently, attracts high-quality clients, and supports the life you want to live.🚀 This is the Take Flight philosophy. It’s not about just working harder—it’s about working smarter, implementing the right systems, and reaching 30,000 feet, where your business becomes self-sustaining.✈️ Where Are You in Your Business Journey?🔹 Still on the runway? → You’re working hard but not gaining momentum. It’s time to simplify your strategies, focus on the right clients, and build consistency.🔹 Climbing but struggling? → You’re getting traction but still feel turbulence. This means it’s time to optimize your CRM, improve branding, build your referral network, and systematize marketing.🔹 At 30,000 feet? → Your business is running efficiently. Now, the focus shifts to scaling your relationships, optimizing time management, and positioning yourself as a market leader.📌 Most advisors get stuck in a cycle of constant takeoff. They start and stop, never reaching a level where business is predictable, sustainable, and truly enjoyable.🚀 In this episode, I’ll help you identify where you are in your business and what you need to focus on next.🎯 What You’ll Learn in This Episode✔️ How to transition from an unpredictable, reactive business to a strategic, sustainable one✔️ The 3 phases of growth (Runway, Climb, and Cruising Altitude) and how to move from one to the next✔️ Why most advisors stay stuck in the takeoff phase for years and how to break free✔️ The biggest mistakes real estate professionals make that keep them in constant struggle mode✔️ How to use CRM, branding, and relationship marketing to create an inbound pipeline of high-quality clients✔️ What it really takes to build a real estate business that supports your lifestyle—not one that drains your time and energy📌 If you want to create a business that is predictable, sustainable, and aligned with your personal and professional goals, this episode will show you the path.📩 Subscribe & Watch New Episodes Every MondayJoin my Monday Morning Pep Talk Weekly Email and get:✅ Exclusive coaching strategies to optimize your real estate business✅ Actionable systems to create predictable success✅ Proven frameworks that top advisors use to scale📩 Sign up here → www.askjimmiller.com📺 Watch More Monday Morning Pep Talks🔹 Catch all past episodes & subscribe on YouTube → www.youtube.com/@askjimmiller📲 Stay Connected for More Real Estate Coaching🔹 Instagram → www.instagram.com/askjimmiller🔹 LinkedIn → www.linkedin.com/in/jimmillerchicago🔔 Don’t Forget to:👍 Like this episode if it resonated with you!💬 Comment below—Where are YOU in your business journey?📢 Share this episode with a fellow real estate professional.💡 Jim’s Mission Statement"My professional purpose is to help you, the full-service, full-fee advisor, optimize your productivity and become the best version of yourself. Why? Because happy advisors sell more real estate."🚀 If you can effectively manage the challenges and opportunities in your business, you will create a sustainable, scalable career that supports the life you want to live.
Welcome to episode 271 of Monday Morning Pep Talk. Today, we’re diving into one of the most misunderstood aspects of high-performance real estate—the battle between vision and ego.Vision vs. Ego: The Real BattleYour vision is the promise you’ve made to yourself—the life you want, the impact you seek. Your ego is the external fuel—rankings, recognition, competition—that pushes you forward.📌 When ego leads, you lose sight of your purpose.📌 When vision lacks drive, you struggle to take action.I’ve lived both sides—from my real estate heart attack in 2008 to rebuilding my career and redefining success. Today, I’ll show you how to turn ego into fuel and ensure every step aligns with your true purpose.Are You Letting Ego Lead?Many advisors fall into ego-driven thoughts:🔹 I need to be #1 to feel successful.🔹 If I don’t beat my competitor, I’ve failed.🔹 I must prove something to others.🔹 I have to dominate at my age.🔹 I need a comeback to silence doubters.🔹 I’ll just grind—I don’t need a vision.If these thoughts drive you, you’re chasing an empty scoreboard. The game changes when ego fuels vision—not the other way around.Winning the Internal BattleAsk yourself:❓ Are you focused on your progress or distracted by others?❓ Are you making daily commitments or searching for excuses?❓ Are you surrounding yourself with people who elevate you?Your mindset, habits, and strategy determine your results. If you wake up chasing external validation, you’re in a losing game. But if you’re committed to becoming the highest version of yourself, you’re on the right path.The Commitment to You vs. YouThis is why I created Take Flight—to help advisors win their battle. But here’s the truth:➡️ The commitment must come from YOU.If you don’t commit to competing against yourself, you’ll eventually hit your own version of a real estate heart attack.💡 The battle is won in your mind. It lasts years, not weeks.💡 When you push past doubt and distraction, your life transforms.Lifting Others as You ClimbAs real estate award season begins, achievements are recognized, rankings are posted. But true success isn’t just about winning your battle—it’s about helping others win theirs.➡️ Be the mentor.➡️ Be the encouragement.➡️ Be the inspiration.Take Flight: Your Next LevelAt Jameson Sotheby’s International Realty, 50 advisors are beginning their Take Flight journey—the coaching program I created to help advisors reach new heights.Personal and professional growth is a continuous journey. Now is the time to commit to your next level.🏡 That house I thought I built in 2008? Looking back, I realize the truth—That house built me.Team, have a great week. I’ll talk to you next Monday.🚀 Stay Connected with Jim Miller📩 Join My Monday Morning Pep Talk Weekly Email → www.askjimmiller.com📺 Subscribe on YouTube → www.youtube.com/channel/UCe3o0Wp1nE8dV_r1TFRb_Uw📲 Follow on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago
In a competitive market, success isn’t just about selling—it’s about leveraging technology to enhance efficiency, build relationships, and close deals faster.🔑 In this episode, I’m sharing how I use technology to streamline communication, manage transactions, and engage with my database—so you can work smarter, not harder.📲 Here’s what you’ll learn:1️⃣ Mastering "Send Later" for Text, Email & Instagram DMsTiming is everything. A well-placed message can be the difference between winning or losing a client.💡 Why This Matters:✅ Schedule follow-ups for peak engagement✅ Avoid late-night messages while maintaining workflow✅ Stay consistent without being tied to your phone🔹 How to Use It:📩 iMessage: Tap the plus icon → Select Send Later📧 Email: Hold send → Choose Schedule Send📥 Instagram DMs: Hold send → Select Send LaterThis strategy keeps your outreach intentional and proactive.2️⃣ The Notes App: A Simple Yet Powerful Productivity ToolSmart advisors use apps like Apple Notes, Evernote, or Notion to store repeatable messages.📝 Why It Works:✅ Saves time—quickly copy, paste, and personalize✅ Ensures consistency across platforms✅ Reduces mental fatigue—your best messaging is ready to go🔹 Pro Tip:Create a “Frequently Used Messages” folder for:✔️ Client Check-ins✔️ Lead Follow-ups✔️ Thank You Notes✔️ Market UpdatesPairing templates with scheduled sending keeps your communication personal and professional.3️⃣ AI Assistants Like ChatGPT: Your Personal Writing CoachIf you’re not using AI, you’re falling behind. AI helps advisors draft, edit, and optimize messaging in seconds.🤖 How AI Boosts Efficiency:✅ Refines emails, texts, and scripts for clarity✅ Generates client-friendly explanations for market insights✅ Saves hours—AI gets you 85-90% of the way there instantly🔹 How I Use It:✍️ Refining client emails📢 Drafting social media posts📊 Summarizing market trendsAI won’t replace your voice—it’ll enhance it.4️⃣ Scheduling Follow-ups Like a ProForgetting to follow up = lost deals.🔹 The Fix:🔁 Use reminders & scheduled messages to follow up before clients expect it📅 Keep a rolling follow-up calendar for warm leads and past clients📝 Automate check-ins using "Send Later" to stay top of mindBy combining scheduled messaging, templates, and AI-powered writing, you can run a high-touch business without sacrificing your time.5️⃣ Small Adjustments = Massive GainsSuccess isn’t just effort—it’s strategy. High-performing advisors leverage systems to amplify results.🔹 Ask Yourself:✅ Where am I losing valuable time?✅ Am I open to adopting digital strategies?✅ Which of these 5 tips can I start using immediately?The difference between good and great is execution. Take control of your time, maximize client engagement, and stay ahead of the competition.📩 Get More Coaching & Resources📬 Join My Weekly Email List: www.askjimmiller.com📲 Follow Me on Instagram: www.instagram.com/askjimmiller🔗 Connect on LinkedIn: www.linkedin.com/in/jimmillerchicago#MondayMorningPepTalk #TheWeeklyFlightPath #AskJimMiller #TakeFlight #RealEstateCoaching #BusinessGrowth #EntrepreneurSuccess #HighPerformanceHabits #ProductivityHacks #SuccessMindset #TimeManagement #BusinessDevelopment #RealEstateSuccess #AdvisorCoaching #NetworkingTips #RealEstateAdvisor #CRMStrategy
What if your entire business model came down to one simple principle: give, give, give?In Monday Morning Pep Talk #269, I’m revisiting the 2011 business plan that completely changed my career trajectory. That year, I made a bold decision to build my business purely on relationships—no transaction goals, no GCI targets, just a relentless focus on adding value. It was the foundation of Take Flight, and the principles I learned then are even more relevant today.The real estate industry was in crisis—36% of all transactions in Chicago and Cook County were short sales or foreclosures, and we had 12-15+ months of inventory. Traditional lead generation tactics weren’t working. Instead of cold calling, I doubled down on helping people. By consistently providing insights and staying present when others disappeared, my business doubled for the second time in three years. That momentum shaped everything I teach today.If you’re looking for a predictable and enjoyable way to grow your business—without the constant peaks and valleys—this episode is for you.What You'll Learn:✅ How 2011 taught me to build a career, not just chase transactions✅ Why a relationship-based business is more sustainable than prospecting✅ How top advisors stay top-of-mind by engaging their five lists✅ The critical role of a CRM in scaling a relationship-based model✅ Why giving isn’t about bartering—it’s about influence✅ How leading indicators (client engagement, conversations) drive long-term success✅ Why today's top brands win by giving first before asking for businessThe 2011 Playbook – Still Relevant Today:📌 Give, give, give—then give more📌 Your business is built in conversations, not contracts📌 Stop thinking in transactions, start thinking in decades📌 If you feel helpless, be helpful—but systematize it📌 No CRM? No business. CRM = Stability & Scale📌 Your influence is built on authentic giving, not expectation📌 Leading indicators (meaningful conversations) predict success, not lagging ones (closings)Final Thought: The Modern Version of GivingToday’s most successful brands give value before they ever ask for business. The same applies to a relationship-based real estate business. If you’re not consistently nurturing your network, engaging your past clients, and staying top-of-mind, you’ll always be forced into transactional prospecting instead of a sustainable, repeat business model.If you want to create predictable success, watch this episode and start implementing these principles today.📩 Get More Coaching & Resources📬 Join My Weekly Email List → www.askjimmiller.com📧 Email Me → Jim@askjimmiller.com📲 Follow Me on Instagram → www.instagram.com/askjimmiller🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago🎧 Listen on Apple Podcasts → podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207🎵 Stream on Spotify → open.spotify.com/show/639ZlTcWjTNW9Cdq8QkwQJ🔔 Don’t Forget to:👍 Like this video if you found it helpful💬 Drop a comment: What’s your biggest takeaway?📢 Share this episode with someone who would benefit🔔 Subscribe & turn on notifications for weekly coaching content
Welcome to Monday Morning Pep Talk! In Episode 268, I’m covering a simple but powerful principle that separates top advisors from the rest:📌 Delivering the right message to the right person at the right time.Your CRM isn’t just a database—it’s a tool that, when used correctly, builds trust, drives engagement, and increases referrals. But too often, advisors send generic messages, missing opportunities or even damaging their brand.This episode breaks down how to structure your CRM so that every outreach is intentional, personal, and impactful.📌 What You’ll Learn in This Episode:✔️ Why segmenting your CRM into five key lists makes all the difference✔️ How to refine messaging with strategic tags and filters✔️ The secret to using notes effectively to deepen relationships✔️ How a well-maintained CRM leads to better conversion rates and stronger trust🚀 Step 1: Segment Your Database for PrecisionBefore sending another email or making another call, organize your contacts into five key lists to ensure your outreach is intentional:✅ Top 100 Clients – Your most valuable past clients and VIPs✅ Top 100 Referral Partners – People who consistently send business your way✅ Warm List – Future clients likely to buy or sell within the next 12 months✅ Hot List – Clients preparing to transact within the next 30, 60, or 90 days✅ Local Collaborative Brokers – Trusted brokers you work with on pricing, inventory, and dealsThis segmentation ensures you’re always speaking to the right audience.🔎 Step 2: Use Tags for Hyper-Specific MessagingOnce you have your five lists, take it a step further with CRM tags. Tags allow you to personalize outreach based on:🏡 Neighborhood & Price Point – Send market data or property alerts tailored to their interests🎟 Events & Open Houses – Target clients with invitations based on past engagement🎄 Holiday Gifting & Cards – Easily pull a list for thoughtful, seasonal follow-ups📚 Shared Interests – Whether they’re sports fans, dog lovers, or wine enthusiasts, tagging personal details allows for authentic connectionsUsing smart segmentation + tagging means no more random emails—just strategic, value-driven communication.📲 Step 3: Take Notes & Track ConversationsIf you’re not logging details after every client conversation, you’re losing business.Taking notes on goals, preferences, and life updates allows you to:✔️ Personalize your follow-ups✔️ Anticipate client needs before they even ask✔️ Build stronger relationships that lead to long-term referralsThe best advisors don’t just remember names—they remember the details that matter.📊 Why This Matters: Your CRM is an Asset, Not a Task🔹 68% of real estate business comes from repeat and referral clients.🔹 A well-maintained CRM increases conversion rates, builds trust, and drives long-term growth.🔹 Advisors who master strategic follow-up don’t chase business—it comes to them.This isn’t about collecting data—it’s about using it to strengthen your business.📌 Final Thought: Start NOWYour CRM should be more than a list of names—it should be the foundation of a high-performance, relationship-driven business.Refine your database.Be intentional with your outreach.Commit to tracking every meaningful conversation.Over time, you’ll see stronger relationships, higher engagement, and a business that runs on trust and authenticity.👉 Subscribe & turn on notifications so you never miss a Monday Morning Pep Talk!📩 Get More Coaching & Resources📬 Join My Weekly Email List: www.askjimmiller.com📧 Email Me: Jim@askjimmiller.com📲 Follow Me on Instagram: www.instagram.com/askjimmiller🔗 Connect on LinkedIn: www.linkedin.com/in/jimmillerchicago🎧 Listen on Apple Podcasts: podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207🎵 Stream on Spotify: open.spotify.com/show/639ZlTcWjTNW9Cdq8QkwQJ
Welcome to Monday Morning Pep Talk! In Episode 267, I’m tackling a question I hear all the time:"Where do I start with a CRM?"Many advisors struggle with setting up their CRM. They know they need it but feel overwhelmed about where to begin. If that sounds like you, you’re not alone.A well-structured CRM is the foundation of a predictable and enjoyable business—helping you stay top of mind, build trust, and create consistent opportunities. But getting started is often the hardest part.This episode will give you a step-by-step roadmap to set up your CRM without the overwhelm.📌 What You’ll Learn in This Episode:✔️ The five key lists every real estate advisor needs in their CRM✔️ How to pull and organize contacts from email, phone, social media, and past transactions✔️ Why a structured CRM leads to more repeat and referral business✔️ How to take action immediately instead of waiting for a perfect database🚀 Step 1: Define Your Five Key ListsBefore adding names to your CRM, you need clarity on who belongs there. The Take Flight framework organizes contacts into five essential lists:✅ Top 100 Clients – Your most loyal, high-producing clients.✅ Top 100 Referral Partners – Trusted professionals who send you business.✅ Warm List – People likely to buy or sell in 12 months.✅ Hot List – Active clients planning to buy or sell in 90 days.✅ Local Collaborative Brokers – Market peers who provide insights and share inventory.A CRM isn’t just about collecting names—it’s about staying connected to the right people.🔎 Step 2: Mine Your Data SourcesNow that you know who belongs in your CRM, it’s time to pull their information systematically:📩 Email & Calendar: Search for keywords like client, closing, contract, referral.📱 Phone & Texts: Check frequent contacts—who do you engage with regularly?🔗 Social Media: Review LinkedIn, Instagram DMs, and Facebook messages.📑 Past Transactions: Pull MLS data from the last 3–5 years for past buyers and sellers.🎟 Networking & Events: Consider past mastermind groups, conferences, and coaching programs.A structured process ensures you’re capturing high-value contacts—not just filling a database.📲 Step 3: Take Action As You BuildA common mistake? Waiting until your CRM is fully built before reaching out.🚨 Don’t do that.If a name surfaces, reach out immediately—send a quick text, check in, or schedule a coffee. Your CRM isn’t just for storing contacts—it’s for relationship management.📊 Why This Matters: The ROI of a Well-Maintained CRMAdvisors who actively nurture their database see:✔️ Higher conversion rates✔️ More repeat business✔️ Stronger referral pipelinesA CRM isn’t just an admin task—it’s a game changer for long-term success.📌 Final Thought: Start NOW ✈️This episode gives you the blueprint—now it’s time to execute. A strong CRM creates a predictable, enjoyable business when built with small, intentional steps.📩 Get More Coaching & Resources📬 Join My Email List:https://askjimmiller.com/contact/📲 Follow Me on Instagram:https://www.instagram.com/askjimmiller/🔗 Connect on LinkedIn:https://www.linkedin.com/in/jimmillerchicago/
💡 Mastering Your CRM for Stronger Client RelationshipsA CRM isn’t just a tool—it’s how you build long-term relationships. Your ability to engage authentically, track key details, and follow up consistently determines your success.Last week, we explored David Rockefeller’s legendary relationship management system. Today, I’m modernizing that approach with the essential elements of an ideal CRM contact—refined with AI for maximum impact.🔍 Building the Ideal CRM ContactCore Contact Information📌 Full Name (Preferred Name/Nickname) – Knowing and using a client’s preferred name adds a personal touch.📌 Job Title & Company – Helps tailor conversations and uncover opportunities.📌 Phone & Email (Personal/Work) – Ensure multiple contact options for flexibility.📌 Mailing Address – Handwritten notes and thoughtful gifts strengthen relationships.Relationship Details📌 How You Know Them – Example: "Met at 2023 JSIR Retreat" or "Referred by [Name]."📌 Important Dates – Birthdays, anniversaries, and key milestones matter.📌 Preferred Communication Method – Email, phone, text—engage in their preferred way.📌 Personal Interests & Hobbies – Tracking interests makes outreach more meaningful.📌 Family Details – Spouse, kids, pets—if relevant, these details build stronger connections.Interaction Tracking📌 Last Contact Date – Prevents long gaps between interactions.📌 Preferred Frequency of Contact – Set reminders for quarterly or monthly touchpoints.📌 Interaction Notes – Example: “Discussed their move to Florida” ensures seamless conversations.📌 Upcoming Action Items – Follow-ups like sending a report or scheduling a coffee meeting.Business-Specific Information📌 Professional Goals or Needs – Understand their focus and offer strategic value.📌 Key Achievements – Acknowledge promotions, business growth, and personal wins.📌 How You Provide Value – Document insights, referrals, or direct business contributions.📌 Referral Potential – Identify and prioritize strong referral sources.CRM Automation & Workflow📌 Tags or Categories – Organize by “Top 100,” “Referral Partner,” or “Investor.”📌 Email Campaigns Assigned – Market updates, client newsletters, and event invitations.📌 Custom Outreach Reminders – Stay top of mind with structured follow-ups.📌 Segment or Group Membership – Categorize by industry, geography, or interests.💼 Your CRM Action PlanA well-structured CRM ensures consistency, personalization, and strategic engagement. This framework is the result of 17 years of refining CRM strategies across multiple businesses.📺 Next Week: We’ll break down CRM categorization for maximum efficiency.🔗 Stay Connected with Ask Jim Miller🌐 Visit My Website: www.askjimmiller.com📩 Monday Morning Pep Talk Weekly Email: www.askjimmiller.com/contact/✨ Follow on Instagram: www.instagram.com/askjimmiller/🎧 Listen on Apple Podcasts: www.podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207📈 Connect on LinkedIn: www.linkedin.com/in/jimmillerchicago/#MondayMorningPepTalk #AskJimMiller #CRMOptimization #ClientRelationships #Top100Clients #BusinessGrowth #CRMStrategies #RelationshipManagement #TakeFlight #RealEstateSuccess #AdvisorTips #StrategicNetworking #ClientSuccess #LeadershipDevelopment #EffectiveCommunication #FlyLight #NothingCompares #RealEstateCoaching #TimeManagement #SystemsForSuccess #ProductivityTips #FocusToThrive #BusinessStrategy #SuccessTips #BusinessProductivity #EliteAdvisors #ProfessionalCoaching #SothebysRealty #EntrepreneurSuccess #IntentionalSuccess
💡 Key Insight:Long before the digital age, David Rockefeller mastered the art of relationship management with a meticulous system that bridged the gap between timeless principles and modern tools. His legacy offers invaluable lessons for real estate advisors and entrepreneurs seeking to build meaningful, lasting connections.Why Listen?In this episode, you’ll uncover how Rockefeller's method—tracking 200,000 detailed index cards—helped him maintain one of the most impressive networks in history. Learn how to apply his principles with today’s tools to elevate your client relationships and streamline your business.✨ Key Takeaways:1️⃣ Personalization: Show genuine interest by recalling details from past interactions.2️⃣ Efficiency: Keep detailed contact records for seamless follow-ups.3️⃣ Strategic Networking: Anticipate client needs and foster collaboration.4️⃣ Leverage Technology: Utilize tools like Reachat to streamline CRM management.5️⃣ Invest in Support: Delegate administrative tasks to stay focused on high-value activities.💼 Your Legacy Lesson:By adopting Rockefeller’s timeless approach, you can create a network that not only drives business growth but also reflects care and authenticity. With modern CRMs, there’s no excuse not to follow in his footsteps.📺 Watch & Learn:Stay tuned for next week’s episode, where we’ll dive into the ideal CRM individual contact strategy—what you need to track and why it matters.Let’s simplify, prioritize, and take flight together. ✈️Stay disciplined,Jim
✈️ Monday Morning Pep Talk #264: Simplicity is the Ultimate SophisticationIn today’s Monday Morning Pep Talk, we focus on a timeless principle: Simplicity is the ultimate sophistication. Shared by Leonardo da Vinci and echoed by Steve Jobs, this truth reminds us that true mastery lies in removing the unnecessary to focus on what truly matters.As we step into 2025, I encourage you to block out the noise, identify your “vital few,” and commit to disciplined, consistent execution. These actions will create clarity, elevate your productivity, and allow you to focus on what drives results in your life and business.💡 Key Insight:The path forward isn’t about doing more—it’s about simplifying, prioritizing, and executing with purpose. By embracing simplicity, you can position yourself to thrive and achieve extraordinary results in the year ahead.Why Listen?This episode is your guide to navigating 2025 with clarity and focus. If you’re overwhelmed by noise and distractions, this is your opportunity to refocus on what matters most. Simplicity allows you to sharpen your vision and execute with precision.Your 2025 Playlist: Revisiting Key Episodes1️⃣ Episode 260: Mindset, Math, and MomentumThree essential pillars—mindset, math, and momentum—work together to ignite results and sustain growth. Clarity meets action here.Watch: https://youtu.be/Edho46fCo2E2️⃣ Episode 258: What is Your 3-Year Version?Define your 3-year version—a clear picture of who you aspire to become. Aligning goals with this vision ensures every step you take is intentional and impactful.Watch: https://youtu.be/tdABvR04LP43️⃣ Episode 256: Win the Week with a Weekly Planning SessionLearn how a weekly planning session can revolutionize how you approach your time and priorities, creating clarity and focus each week.Watch: https://youtu.be/PVBvx8E_a284️⃣ Episode 254: Think Like a FarmerPatience and consistency are key. Plant seeds today to reap rewards tomorrow. This metaphor reinforces trust in the process.Watch: https://youtu.be/sSC32VUzi2E5️⃣ Episode 251: Measure What MattersTracking bridges intention and execution. Measure your progress, refine what works, and stay aligned with your goals.Watch: https://youtu.be/cbhZ3eSZcB06️⃣ Episode 249: The Next 10Focus on meaningful client interactions. Build authentic relationships by identifying the next 10 people you’ll connect with.Watch: https://youtu.be/kYum1CniA9Q7️⃣ Episode 239: Are You the Favorite or the Fool?Inspired by The Full Fee Agent, this episode emphasizes setting boundaries and selecting clients who align with your expertise.https://youtu.be/R0ZF1s842nQBook Recommendation: The Full Fee Agent by Chris Voss and Steve ShullThis must-read book provides strategies for protecting your business and ensuring your value is recognized. Learn to ask the right questions, set boundaries, and attract clients who appreciate your expertise. Elevate your business in 2025 with these proven techniques.Thank you for joining me for Monday Morning Pep Talk #264. Remember, simplicity isn’t just a principle—it’s your strategy for success in 2025. By focusing on what truly matters, building systems that work, and executing with clarity and consistency, you’ll set yourself apart and thrive in the year ahead.Let’s simplify, prioritize, and take flight together. ✈️
In this week’s Monday Morning Pep Talk, we dive into the transformative power of consistency and discipline—two foundational pillars for achieving long-term success.As January's initial momentum starts to fade, it’s critical to stay committed to the promises you made to yourself. This episode is designed to help you build the systems, habits, and mindset needed to execute with intention, maintain focus, and trust the process.Here’s what you’ll learn in this week’s Pep Talk:1️⃣ Create a Clearly Defined Vision:Document your vision, goals, and dreams. Daily review is a non-negotiable step in turning them into reality.2️⃣ Commit Fully—Burn the Ships:Remove distractions and focus entirely on your 3-year vision, annual goals, and quarterly priorities.3️⃣ Build Systems, Processes, and Habits:Align your habits with your vision to create bio-rhythms that make execution second nature.4️⃣ Track Your Progress:Use tracking methods to ensure consistency, measure results, and make adjustments as needed.5️⃣ Exhibit Patience—Think Like a Farmer:Transformation takes time. Trust the process and stay disciplined even when results aren’t immediate.This isn’t about perfection—it’s about discipline in the face of discomfort and consistency in your execution. By embracing these principles, you build a framework that supports your vision and creates sustainable success in your life and business.Connect with Ask Jim Miller🌐 Visit My WebsiteExplore coaching resources and tools to optimize productivity and achieve your goals.https://AskJimMiller.com📩 Monday Morning Pep Talk Weekly EmailSign up to receive the weekly Pep Talk.https://askjimmiller.com/contact/✨ Follow on InstagramFind inspiration and behind-the-scenes highlights from my coaching journey.https://www.instagram.com/askjimmiller/🎧 Listen on Apple PodcastsStream the latest episodes of Monday Morning Pep Talk.https://podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207📈 Connect on LinkedInJoin the conversation for strategies tailored to advisors and entrepreneurs.https://www.linkedin.com/in/jimmillerchicago/#MondayMorningPepTalk #AskJimMiller #TakeFlight #FlyLight #JamesonSIR #SothebysRealty #ConsistencyIsKey #DisciplineEqualsFreedom #RealEstateAdvisorTips #BusinessGrowth #LeadershipDevelopment #StrategicFocus #TimeManagement #HabitsForSuccess #LongTermVision #RealEstateSuccess #RealEstateCoaching #WorkSmarter #ProfessionalDevelopment #ThinkLikeAFarmer #SystemsAndProcesses #SuccessMindset #AdvisorTools #CommitToConsistency #RealEstateLeaders #EntrepreneurLife #PersonalGrowth #HighPerformanceCoaching
Welcome to 2025! 🛫 In Episode #262 of Monday Morning Pep Talk, we’re setting the tone for what can be your strongest and most productive year yet. Whether you’re looking to refine your business plan, elevate your mindset, or maximize your productivity, this episode is packed with actionable strategies to help you hit the ground running.Here’s what you’ll learn in this week’s Pep Talk:📊 Switch to a Rolling 12-Month Production Approach:Why it’s time to stop resetting your goals every January and focus on your last 12 months for a more accurate, empowering view of your growth.💡 Recommit to Your Business Plan:Dive back into your 2025 Business Planning Guide and refine it with fresh ideas. Growth is all about adapting and realigning with your vision.🔑 Make Consistency Your Superpower:Discover how showing up daily with discipline and intention can solve 80% of the challenges you faced in 2024.📈 Double Down on What Works:Reflect on your 2024 transactions and identify the lead sources driving the most success. Commit to amplifying these efforts in 2025 to save time, energy, and resources.💼 Master CRM and SOPs:Why your systems and processes are the engines of your business—and how they ensure exceptional client experiences that generate referrals and build your reputation.🌟 Adopt a Daily Mindset Practice:Learn how to elevate your energy and operate from a place of positivity with meditation, journaling, gratitude, and affirmations. Your mindset is your most powerful tool for success.✍️ Leave a Bad Habit in 2024:Replace it with one new habit that aligns with your goals. Small changes create big momentum in your business and life.This episode isn’t about reinventing the wheel—it’s about returning to the fundamentals that work. Success is built on mastering the basics, showing up consistently, and leveraging simple math: serve more people, provide greater value, and watch your income grow.🎧 Listen in as I share tips, ideas, and insights to kickstart your year with clarity, confidence, and focus.👉 Ready to make 2025 your strongest year yet? Subscribe for weekly insights, share this episode with your network, and start building the life and business you deserve. Together, let’s take flight!
As we close out 2024, I’m reflecting on a year filled with lessons, growth, and changes in our industry. From navigating headwinds like NAR settlement adjustments and fluctuating interest rates to embracing the evolving expectations of buyers and sellers, this year was nothing short of transformative. In Episode #261, I’m sharing my biggest takeaways from 2024—and more importantly, the key shifts I see coming for 2025.What can advisors, brokers, and entrepreneurs do to stay ahead? It starts with adapting to the trends that will define the coming year:Hospitality Mindset: The businesses that thrive in any industry are the ones that make their clients feel noticed, valued, and connected. In a world of advancing technology, the human touch will remain irreplaceable.Choosing the Right Clients: Your clients are either an investment or an expense. Establishing clear boundaries in your selection process will protect your joy and profitability in 2025.Herd Mentality: Understand the psychology of buyers and sellers. When the spark ignites, momentum builds, and those prepared will lead the charge.The Role of Technology: AI is no longer optional. The advisors leveraging this tool will experience exponential gains in productivity and efficiency.The Final Mile: No matter how advanced the technology, the advisor remains the indispensable connection between potential and transaction.As we look toward 2025, I encourage you to align with winners, embrace change, and take control of your growth. Remember, “If you’re not changing, you’re choosing.”Thank you for your support throughout 2024. My team and I will be back on January 6th with a new episode, but keep an eye out for my "Best of 2024" series coming via email on December 23rd and 30th.For more insights and resources, visit www.askjimmiller.com.📲 Subscribe for More Content:🎧 Apple Podcasts 🎥 YouTube: @AskJimMiller and Search “Ask Jim Miller”
Today, we’re diving into three transformative concepts that drive the success of the top 3% of advisors and entrepreneurs: Mindset, Math, and Momentum. These three pillars form the formula for true, consistent success. When applied effectively, they won’t just improve your business—they’ll revolutionize it.Mindset is where it all begins. Success often starts by turning adversity into fuel, playing the long game, and focusing inward to grow. When you prioritize self-awareness, mental and physical health, and daily improvement, you’ll achieve exponential growth.Math reveals the logic behind high performance. The Law of Compensation shows how serving more people with greater value increases your income. By aligning intentional actions with your subconscious and leveraging tools like your CRM, you can transform one transaction into multiple opportunities. Setting boundaries and guarding your time keeps you focused on what truly matters.Momentum ties it all together. Consistency is key to building and sustaining success. Protect your calendar and focus on small wins each day to maintain progress. Stay grounded during pipeline fluctuations, rebuild momentum when needed, and keep the cycle going strong.As we wrap up Episode #260, remember: success is a formula. Mindset, Math, and Momentum are the levers the top 3% use to achieve extraordinary results. With 2025 on the horizon, now is the time to focus on these pillars and design your most impactful year yet.For more insights and resources, visit www.askjimmiller.com.📲 Subscribe for More Content: 🎥 YouTube: @AskJimMiller 🎧 Apple Podcasts: Search for “Ask Jim Miller”#MondayMorningPepTalk #MindsetMathMomentum #MindsetShift #BusinessGrowth #GoalSettingTips #RealEstateSuccess #SuccessCoach #BusinessProductivity #AdvisorTips #EntrepreneurLife #EntrepreneurshipTips #SelfImprovementDaily #SmallWins #ExponentialGrowth #TimeManagementSkills #HappyAdvisorsSellMoreRealEstate #CRMStrategies #SalesFunnel #MomentumBuilder #WinningMindset #FocusForSuccess #ElitePerformance #PlanYourSuccess #2025Goals #SuccessFormula #MindsetMatters #AdvisorSuccess #RealEstateCoachingTips #LeadershipMindset
In this week’s episode of Monday Morning Pep Talk, I’m sharing three timeless self-help books that I revisit every year. These books have profoundly shaped my mindset, strategies, and success, and today, I’m breaking down why they deserve a permanent place on your bookshelf. Stick around until the end for a bonus recommendation—a game-changer for anyone looking to reclaim their time and scale their impact.Before we begin, let me remind you of my professional purpose: to help you, the full-service, full-fee advisor, optimize your productivity and become the best version of yourself. Why? Because Happy Advisors Sell More Real Estate. I do this by helping you handle the challenges and opportunities you face every day. As you listen, imagine we’re having a one-on-one coaching session, diving deep into the strategies that will elevate your life and business.As a weekly content creator who tries to editorialize big and complicated ideas into the lowest common denominator, you come to really appreciate well-written books that beautifully describe concepts that you and your fellow entrepreneurs struggle with every day. The 3 books I will discuss with you today hold a prominent place in my library. I try to re-read all 3 every year. I threw in a bonus book that addresses the biggest challenge my advisors and coaching students face—time. I wish I would have written all of them, but I’m glad I didn’t have to because I get to reference them repeatedly.The 3 Books That Guide My Success:The Go-Giver by Bob BurgThis transformational book teaches the power of giving over getting, showing that true success comes from creating value for others.Key Takeaway: The Law of Compensation—your income is determined by how many people you serve and how well you serve them. Success isn’t about taking; it’s about giving and creating meaningful impact.The Compound Effect by Darren HardySmall, consistent actions lead to extraordinary outcomes. This book is your guide to eliminating bad habits, building good ones, and staying disciplined.Key Takeaway: Pump the Well. Success requires persistence. Just like pumping an old-fashioned water well, consistency leads to momentum, making it easier to sustain long-term results.The 12 Week Year by Brian Moran & Michael LenningtonRevolutionize your goal-setting approach by focusing on 12-week cycles instead of annual plans. This strategy creates urgency, clarity, and consistent action.Key Takeaway: Win the Day. Manifesting your 3-Year Vision starts with winning days, weeks, and quarters to achieve your yearly and long-term goals.Bonus Recommendation:Buy Back Your Time by Dan MartellLearn how to delegate low-value tasks, reclaim your time, and build a business that supports your life—not the other way around.Key Takeaway: Calculate your hourly rate to focus on tasks that maximize your productivity and profitability.If these books aren’t already in your library, add them now. And if you’ve read them before, this holiday season is the perfect time to revisit their wisdom. The lessons within can help you create a more intentional, productive, and fulfilling life and business.Thank you for tuning in. Let’s continue building a life and business that are both predictable and enjoyable.🔍 For more resources, check out my website www.askjimmiller.com and follow @AskJimMiller on SoundCloud, Apple Podcasts, and YouTube. And don't forget to search @AskJimMiller for more insights!
In this Thanksgiving week edition of Monday Morning Pep Talk, I’m diving into one of the most transformative topics: gratitude. For over a decade, I’ve anchored my mindset around a simple affirmation that begins with, “I am so happy and grateful...” This practice has become a cornerstone of my success and ability to navigate both challenges and opportunities.In today’s episode, I’ll share the story behind my personal affirmation, why I started using it, and how it’s shaped my mindset and outcomes.Before we dive in, let me remind you of my professional purpose: to help you, the full-service, full-fee advisor, optimize your productivity and grow into the best version of yourself. Why? Because Happy Advisors Sell More Real Estate. I do this by helping you navigate challenges and opportunities every day. As you listen, imagine we’re having a one-on-one coaching session, elevating your approach to life and business.The Story Behind My AffirmationIn 2010, during a challenging professional season, I realized I needed to sustain a positive mindset to succeed. I turned to Bob Proctor (You Were Born Rich) and John Assaraf (The Answer), who taught me the power of affirmations—intentional declarations that reprogram your subconscious mind and align your thoughts with your goals.That’s when I created my affirmation, which I’ve repeated tens of thousands of times since. It’s been my guide, grounding prayer, and battle cry through every season of life.Breaking Down the AffirmationHere’s how my affirmation is structured:“I AM”A declaration of identity and intention.“So Happy and Grateful”Reinforces positivity and abundance.“Money, Success, and Introductions Flow to Me”Focuses on meaningful connections and personal fulfillment.“In Ever-Increasing Quantities”Acknowledges the compounding effect of consistent effort.“From a Myriad of Different Sources”Emphasizes openness to opportunities from all directions.“For the Betterment of All Those Involved”Grounds success in shared growth and mutual value.“My Life is Perfect”A reframing of perfection as perspective.“Every Day, in Every Way, I’m Getting Better and Better”Inspired by James Clear, this reflects a commitment to continuous improvement.The Power of GratitudeAs we approach Thanksgiving, this affirmation reminds me of gratitude’s ability to shift our mindset and attract opportunities. When we consistently maintain a frequency of positivity above 51%, we create alignment for success in life and business.Happy Thanksgiving, and thank you for being part of this journey. Let’s continue building lives and businesses that are both predictable and enjoyable.
💡 MY Most Important Productivity Tool | Monday Morning Pep Talk # 257 ✈️Welcome to Monday Morning Pep Talk, Episode 257! Today, I’m diving into one of my most essential productivity tools: the daily planner. In an era dominated by technology—AI, calendar apps, and cloud-based CRMs—I fully embrace these digital advancements. Yet, it’s my analog approach to a daily “dress rehearsal” with my planner that brings all these tools together. This simple practice grounds me and aligns my actions with my broader goals in a way that digital tools alone can’t replicate. In this episode, I’ll share why my daily planner remains my most important productivity tool.Before I jump in, let me remind you of my purpose: to help you, the full-service, full-fee advisor, optimize your productivity and grow into the best version of yourself. Why? Because “Happy Advisors Sell More Real Estate.” I do this by helping you navigate the daily challenges and opportunities you face in your business. So as we go through this, imagine we’re in a one-on-one coaching session—focused on elevating your approach.Let’s get into the reasons why my daily planner is still a game-changer for my productivity:1. Central Point of Focus: My daily planner serves as the focal point of my day. It’s where I structure and prioritize my tasks. When I’m in deep work mode, you’ll find my planner open right in front of me.2. Creates a Sense of Satisfaction: Checking off tasks releases dopamine in the brain, leading to a sense of accomplishment. I get more satisfaction from crossing off a task on paper than clicking a box in an app. It’s my daily dopamine drip.3. A Memorization Tool: Writing down my schedule acts as a mental “dress rehearsal.” Physically writing meetings and tasks helps me remember them, making me more consistent and punctual.4. Declutters My Mind: Just like clearing a physical space, writing in my planner clears mental clutter. It organizes my thoughts and creates a mindful practice that enhances clarity and productivity.5. Reduces Stress: Having everything laid out in my planner keeps me calm and in control throughout the day. By following each step, I know I’m on track, and there’s a sense of satisfaction at day’s end when I cross off the last item.6. A Constant Reminder of My Vision: My planner includes my three-year vision and quarterly goals. Reviewing these commitments daily keeps me aligned with the promises I’ve made to myself.7. Portability and Ease: My planner is always with me—no login needed, no charging required. It’s simple, cost-effective, and reliable.You might be curious: Which planner do I use? After testing many options, I landed on the TUL planner. I love its customizable disc-binding system, clean layout, and high-quality paper. It includes monthly and weekly layouts, task lists, goal-setting sections, and ample space for notes.Question for you: Should I create a Take Flight version of a daily planner? It’s been on my mind for years, and the universe keeps nudging me in that direction.As we approach 2025, it’s time to level up your daily routines. If you haven’t yet seen my Daily Time Management Form, I’ll link it in my weekly email, or you can download it from askjimmiller.com. This tool complements my daily planner and can help you establish a consistent rhythm.Have an incredible week ahead! To receive weekly resources, just email me at jim@askjimmiller.com to subscribe. And if at any point the content no longer resonates, you can easily adjust your preferences using the unsubscribe link in each email.
Welcome to Monday Morning Pep Talk, Episode 256! Today, we’re unlocking one of the most powerful habits you can add to your productivity toolbox in 2024: the weekly planning session. While many high achievers have a weekly review, few formalize it as a dedicated practice—and that’s where the transformation begins. This tool will help you win your week with intention, focus, and clarity, setting you up to stay aligned with your goals and make tangible progress.Before diving in, I want to remind you of my purpose: to help you, the full-service, full-fee advisor, optimize your productivity and grow into the best version of yourself. Why? Happy Advisors Sell More Real Estate. My mission is to provide you with strategies for handling the daily challenges and opportunities that shape your business. So as we go through this, imagine we’re in a one-on-one coaching session—here to elevate your approach.Here’s how to set up a weekly planning session that will revolutionize your productivity and help you “win the week”:1. Set the Stage for Success – Choose a consistent time each weekend or Monday morning to plan. Find a quiet space, gather your calendar, to-do lists, and templates, and treat this time like an essential meeting with yourself.2. Reflect on the Past Week – Look back at wins, challenges, and lessons. This helps you pinpoint what worked, where you can adjust, and what to prioritize. Check texts, DMs, and your calendar for anything missed.3. Organize and Prioritize – A streamlined inbox and to-do list create clarity. Address urgent emails, sort tasks by priority, and clear out clutter. Use the two-minute rule to handle tasks quickly and keep momentum.4. Set Key Weekly Priorities – With the previous week reviewed, identify specific, impactful goals. Think quality over quantity—focus on actions that align with your big-picture objectives and move you forward.5. Time Blocking for Intentional Focus – Block out time for top priorities and group similar tasks to reduce distractions. Add buffer time for transitions and breaks to sustain energy throughout the day.Finally, align your weekly plan with your three-year vision. Review your goals, blocks, and tasks to ensure each week supports your longer-term goals. This weekly planning isn’t just setting up your week—it’s crafting the path that leads you closer to your vision.For weekly resources and insights, email me at jim@askjimmiller.com to subscribe. And if at any time the content no longer serves you, you can unsubscribe to adjust your focus as needed.#WinTheWeek #WeeklyPlanningSession #UnlockProductivity #MondayMotivation #RealEstateCoaching #FlyLight #AdvisorTips #SuccessMindset #JimMillerCoaching #ProductivityHacks #IntentionalLiving #PlanYourSuccess #BusinessProductivity #FocusForSuccess #RealEstateSuccess #HighPerformanceHabits #OptimizeYourLife #GoalSetting #LeadershipDevelopment #PeakPerformance #ProfessionalGrowth #EliteAdvisor #StrategicPlanning #MindfulLeadership #TimeBlocking #PathToSuccess #PurposeDrivenLife #AchieveYourVision #marketing #topofmind #realtormarketing #realtorsuccess #realtorcoach #successcoach #businesscoach #realtortips #realtorlife #askjimmiller #jamesonsir #sothebysrealty #sothebys #eliterealtor #salestips #salesstrategy #salescoach #realtorsuccesstips #buildmomentum #referralbased #marketingtips #openforbusiness #takeflight #sothebysinternationalrealty #jimmiller #jimmillerchicago #realtorsofinstagram #referralbasedrealtor #realtormarketingtips #realtorplan #mindset #selfimprovement #realtor
In this 255th episode of Monday Morning Pep Talk, I’m diving deep into one of my most impactful guiding principles: “High performance starts with elimination.” As @MatthewMcConaughey wisely said, achieving extraordinary results isn’t about doing more—it’s about choosing less with intention. This approach is what sets those who make incremental progress apart from those who achieve exponential growth.Over time, I’ve discovered that success doesn’t come from cramming your schedule or tackling every opportunity. Real success lies in freeing yourself from low-value activities to create a laser focus on what truly matters. In this episode, I reveal how the “less is more” philosophy can revolutionize your business and life.Before we dive into today’s call, I want to remind you of my professional purpose: to help you, the full-service, full-fee Advisor, optimize productivity and become the best version of yourself. Why? “Because Happy Advisors Sell More Real Estate.” My aim is to teach you how to navigate daily challenges and opportunities effectively. Listen to this as if you’re in a one-on-one coaching session with me.Today, we’ll explore five key areas where applying “elimination” can jumpstart or maintain the momentum needed to excel as an ELP and super-achiever. These areas include:1. Prune Your CRM: Remove low-value contacts to focus on your most promising leads.2. Remove Low Impact, High Cost Items: Identify and cut initiatives that don’t deliver high ROI.3. Declutter Your Environment: Create a workspace that promotes productivity and clarity.4. Eliminate Unproductive Habits: Take small steps to replace negative patterns with supportive ones.5. Clean Up Your Current Pipeline – Inventory Management: Assess your clients and listings to streamline your efforts and maximize results.Each of these steps is designed to help you “right size” your life and business so you can Fly Light. Protect the progress you make by setting strong boundaries and making decisive choices. Remember, every decision impacts your energy and focus, and as a “happy advisor who sells more real estate,” those decisions are crucial. As @GregMcKeown teaches in Essentialism: The Disciplined Pursuit of Less, success isn’t about doing everything—it’s about focusing on the right things. Simplify your priorities, set clear boundaries, and craft a life and business that aligns with purpose and impact.Email me at jim@askjimmiller.com to subscribe for more resources, insights, and weekly coaching. Visit my website at www.askjimmiller.com for additional content and updates. If the content becomes overwhelming or no longer serves you, you can unsubscribe anytime.
In this 254th episode of my Monday Morning Pep Talk, I dive into a powerful metaphor I've used for years—the idea of "Thinking Like a Farmer." Farmers embody patience, discipline, and trust in the process, qualities essential for long-term success. This episode reflects on how the lessons from my upbringing in Kearney, Nebraska, and my connection to the farming community have shaped my approach to real estate and life.🔹 Trust the Process: Farmers put in the work each spring, confident that effort leads to results.🔹 Practice Patience: Growth takes time—there are no shortcuts to a meaningful harvest.🔹 Avoid Shortcuts: Consistency and attention to detail are the keys to success.🔹 Choose the Right Seeds: Strategy is everything—selecting the right opportunities leads to growth.🔹 Prepare for Every Season: Be ready for ups and downs, storing resources for lean times.🔹 Live with Purpose: For farmers, it’s not just a job; it’s a calling.🔹 Stay Grateful: A deep appreciation for the land and process drives farmers season after season.As you build your business, remember the power of effort, consistency, and patience. Just like planting seeds before a harvest, your work today sets the stage for future success.Let’s embrace these lessons and have a fantastic week! 🌾📩 Subscribe for weekly resources by emailing me at jim@askjimmiller.com.
On my 253rd episode of my Monday Morning Pep Talk, I will take you through one of the biggest struggles I face as a coach, leader, mentor and that is to convince real estate professionals and entrepreneurs to commit to a 3-Year Vision. It's proven that high achievers are inclined to jump directly to actionable items on their to-do lists, skipping the exercise of creating their "north star." ELPs and super achievers let their 3-Year Version guide their decisions. Today, I will make a serious attempt to reframe how you should look at your goals and vision so your focus will stay on the version of yourself that you want to become.The struggle I presented in the introduction is real and I see in advisors and entrepreneurs that I coach 1:1 and in group settings. It's a classic case of the brain doing its job, keeping us in the status quo. Your brain does not want you to "think big." I’ve identified ten common challenges, from fear of failure and overwhelm to unclear paths and limiting beliefs. The question becomes "why" and what are the reasons the advisors and entrepreneurs struggle with this process. I identified 10 areas: I turn to Dan Sullivan, with Strategic Coach, for guidance in this area. I've researched his content fully because I absolutely love 3 of the books he's written with Dr. Benjamin Hardy:"Who Not How""The Gap and the Gain""10x is Easier than 2x"I've narrowed down his content into 7 areas that he uses to promote the power of creating and living by a 3-Year Version:I've been through 4 vision cycles and I can tell you unequivocally, that having lived by this process, my life has changed. The idea of moving toward a version that you can see, feel, taste, smell, and hear does, 100%, provide the daily juice to stay consistent on the things you've committed to creating. If you are finally and fully committed to building out a 3-Year Version, follow the steps that I've used over the years to do my planning:Intentionally, get out your calendar and pick a day that you will only focus on your 3-Year Version. Yes, you'll need at least 3-4 hours if not 7-8 to fully gain clarity through intentional thought. Identify a location, away from the noise, that inspires you. I recommend doing an overnight stay away from your home. (Yes, it’s that important!). Make it an event every year and especially at the beginning of a 3-year cycle.I also realize as a coach, leader, mentor, and trainer, that I can't want it more for you than you want it for yourself. All I can do is provide you the research and the tools and today, I feel like, after today's MMPT, you've got what you need to go build your "3-Year Version." Today, I’ve given you the research, the reasons, and the tools. Now, it’s up to you to create your 3-Year Version. Have a great week, team!🔍 For more resources, check out my website www.askjimmiller.com and follow @AskJimMiller on Spotify, SoundCloud, Apple Podcasts, and YouTube. And don't forget to search @AskJimMiller for more insights!
In this 252nd episode of the Monday Morning Pep Talk, we dive into the essential practice of tracking your progress to achieve your goals. Whether it’s personal, professional, or wellness-related, learning how to "Measure What Matters" is key to success.I’ll walk you through how creating habits and routines around tracking can lead to meaningful results and help you align your daily actions with your long-term vision. Using real-life examples from health, finance, and life planning, I’ll show you why tracking is critical and how to integrate it into your routine seamlessly.Here’s what you’ll learn:1️⃣ Why tracking is non-negotiable for success2️⃣ How to use your Daily Rhythm to focus on your goals3️⃣ The importance of a Weekly Meeting with Yourself to stay on course📅 Action Step: Schedule a recurring weekly meeting with yourself to review your progress and set the tone for the week ahead. Make it a non-negotiable habit in your 2025 plan.🔍 For more resources, check out my website www.askjimmiller.com and follow @AskJimMiller on Spotify, SoundCloud, Apple Podcasts, and YouTube. And don't forget to search @AskJimMiller for more insights!
On this 251st episode of my Monday Morning Pep Talk, I'll discuss a section I added to the 2025 Business Planning Guide that focuses on your self -development. I felt it appropriate to add Self Development (Personal and Professional Growth) as a section that should be tracked for those that want to achieve at a high level. I did this because it’s been proven that you will only perform at the level of your self -development. You cannot be a 25M, 50M, 100M producer with a 10M level of self- development. I'll dive into my thoughts today on this 251st episode.
On this 250th episode of my Monday Morning Pep Talk, I will discuss the importance of breaking your goals down into bite size, shorter term bursts of action to meet your personal and professional goals. Using this evolved concept I'll discuss today, inspired by the books "The 12 Week Year" and "Traction", the idea of creating a 3 Year Strategic Vision and chunking it down in 12 quarters, chunked further down into 12 weeks per quarter, you can stack goal attainment victories faster than you ever thought possible. Today, I'll take you through the process of how I discovered it, how I use it and how I teach it.
On this 249th episode of Monday Morning Pep Talk, I continue the "Fly Light" series 🕊️, focusing on strategies that deliver predictable ROI for real estate advisors and entrepreneurs 📈. We’ll dive into CRM and relationship management tips that help you authentically connect with clients 🤝. Thoughtful gestures show you care because "You Cannot Automate Thoughtfulness" 💡.Before we begin, my purpose is to help you, the full-service, full-fee Advisor, maximize productivity 📊 and become your best self 💪. Happy Advisors Sell More Real Estate 🏡. I’ll guide you through handling daily challenges with actionable insights that lead to a more fulfilling life 🌟.💼 Key Focus:CRM strategy begins with mindset 🧠. Do you just sell homes, or do you help create a lifestyle for your clients? We must shift from a transactional mindset to building lasting value 💬.The "Next 10" strategy helps you stay connected 🤝 by intuitively selecting 10 people to reach out to from your lists 📋. It’s simple, personal, and can’t be replicated by AI 👥.📝 Your 5 Lists:1. Top 100 – Clients who know, like, and trust you 💼.2. Top 100 Referral Partners – Key partners who introduce you 📊.3. Warm List – Prospects planning to buy/sell within the year 🕰️.4. Hot List – Active prospects planning to buy/sell within the month 🔥.5. Collaborative Brokers – Brokers who share opportunities 💡.🔄 Tag your clients for personalized engagement:#relationshipclient 💬 – Open to personal interaction (coffees, dinners, events). #allbusinessclient 📊 – Focused on data and quick responses.👥 Proven Follow-up Techniques:1. Share relevant market updates from weekly hot sheets 📈.2. Seasonal reminders for home maintenance 🏠.3. Celebrate birthdays 🎂 with personalized notes ✉️ and small gifts 🎁.4. Acknowledge life milestones via social media 🎉. Using "The Next 10" helps you maintain engagement with clients, ensuring your relationships feel natural and connected 🔗. Clients are like batteries 🔋—the more often you engage, the more active they remain in your business 💼. Without touchpoints, you risk losing visibility 🔍.As we approach Q4 🍂, I recommend reading Unreasonable Hospitality by Will Guidara 📖. Focus on fine-tuning your 5 Lists and implementing thoughtful follow-ups. Don’t automate thoughtfulness—make it a core part of your business 🌟.Watch the video version on YouTube: www.youtube.com/@askjimmiller 🎧www.askjimmiller.com
On this 248th episode of my Monday Morning Pep Talk, I will challenge you to take a look at everything in your life and business and identify those strategies which are giving you a return on your investment in time and money and make a commitment to doubling down on those strategies. At the same time, I will challenge you to look at those things that are "not working" and eliminate them from your life and your business. We call this "right sizing" and today I'll start a series of MMPTs that will provide you the ideas on how you can best accomplish this strategy in different areas of your life and business.
On this 247th episode of my Monday Morning Pep Talk, I want to recognize all of you for toggling back and forth between your life and your business working in an industry that is so hard at times to navigate. Will it ever be easy? No. Can you make better decisions to make it easier? Yes. So I will dive into this topic today that will set us up for a series of MMPT content that I will push out the remainder of 2024. It's time to "right size" while moving your focus to 2025.
On this 246th episode of my Monday Morning Pep Talk, I will lay out the Top 10 Mistakes Advisors make while building their business. After coaching, leading and mentoring advisors over a decade plus, there are themes that I see re-emerge consistently within our industry and I'm quite sure that it happens in other industries as well.
On this 245th episode of my Monday Morning Pep Talk, I will take you through the thoughts, ideas, questions asked, concepts and process improvements that have "risen to the surface" for me as we have been preparing to lead our broker/advisors through change. It is my belief that we should all look at this time within our industry as a perfect opportunity to hit the reset button or as I like to say “clear the calculator”.
On this 244th episode, my goal is to challenge you to hit the reset button on how you look at time and how you spend it. It's the one commodity that is not renewable. When it is gone, it is gone. In this episode, I will show you the steps you should consider in order to protect your most valuable asset - your time.
On this 243rd Episode of my Monday Morning Pep Talk, I will take you through the steps of preparing your mind to handle all of the changes that will be occurring within our industry on August 17th and how we should "manage" change of any kind. You need the right mindset and I discuss the steps on this MMPT.
On this 242nd episode of my Monday Morning Pep Talk, I am going to speak to a "theme" that I've discovered over the last couple of weeks while speaking to brokers who crave to "right size" their businesses and their lives after what has been a crazy time in this country, our industry and our hyper local markets. I've recently challenged you to take time to "think" and thinking starts with good questions so today, I'll broach that topic a tad deeper. I suggest you go back and listen to Episode #240 where I introduce the topic of "Go Think".
On this 241st episode of my Monday Morning Pep Talk, I will discuss some changes to how I will push out my MMPT each week and then I'll l dive into the main topic, a question I am being asked amongst the brokers I coach, lead and manage: "How can I be fully prepare, without needed clarity, for the changes in compensation that are coming to our industry in August?"
On this 240th episode of my Monday Morning Pep Talk, I will dive into the power of scheduling time with yourself to think. Keith Cunningham brought "Thinking Sessions" to the forefront for me in his 2018 book "The Road Less Stupid". They have since been an incredibly important part of my daily weekly routines since I first read the book in 2021. On this episode, I'll share with you how you can use thinking sessions to solve the biggest challenges you face in your life and in your business.
On this 239th episode of my Monday Morning Pep Talk, I will discuss the highlights I took from the book "The Full Fee Agent" written by Chris Voss and Steve Shull. This book could have easily been named "Are you the favorite or the fool?" because the theme of the book provides insight on how a real estate broker can protect their business by asking the right questions before fully engaging with a potential client.Each year, I proclaim a book as my book of the year. The "Full Fee Agent" is that book for me so far in 2024. Despite it being written in late 2022, it became more popular recently and finally hit my radar earlier this year. As we faces changes to our compensation structure industry wide, it became an important read.
On this 238th episode of my Monday Morning Pep Talk, I'll take you further into the planning process for the quarter that, in my opinion, is most important to the overall growth of your business - that's Q3. On last week's call, I challenged you set aside some time for review in a place that inspires you (and your team), review your current situation, decide the tough conversations that are needed within your client base (inventory management) and start the process of planning Q3. Today, I'll take that conversation further giving you the 5 most important areas that you'll need to be proficient in should you want to win in your hyper local market.
On this 237th episode of my Monday Morning Pep Talk, I will challenge you to pause, review your 2024 YTD and evaluate how your business has performed for you thus far. We know that each hyper local market has seasons and in most markets, the summer months take on a completely different "personality". Just as markets shift slightly, so should your focus. As we transition into a new season, it's time for you to "Inspect What You Expect".
On this 236th episode of my Monday Morning Pep Talk, I will give insight into the topics of conversations I'm having with real estate brokers in my market and across our country and Canada. These conversations range from the changes they are seeing in the industry to how buyers and sellers are reacting to industry changes and hyper local market trends. With the dynamic shifts coming from all directions, successful brokers are starting make changes to adjust. Many of those conversations are based on protecting their mindset, health and over all wellness. With that being said, today I'll outline my talking points heading into the summer of 2024.
On this 235th episode of my Monday Morning Pep Talk, I will teach you a proven strategy that will help you create the needed urgency to finally get unstuck. By simply giving yourself more deadlines, you'll start the process of harnessing the power of momentum.
On this 234th episode of my Monday Morning Pep Talk, I will discuss momentum, a topic that commonly flies under the radar but plays a pivotal role in shaping our outcomes. Just like a snowball rolling down a hill gathers more snow and speed, momentum propels us forward towards our vision and our goals.In 2010, Darren Hardy published a book, "The Compound Effect" which has had a seismic impact on my life and business. In 2010, I was still deep in my "rebuild" and "The Compound Effect" outlined the philosophy of creating consistent effort over a long period of time which I immediately connected with primarily because I understood it and it was low cost, high impact and easy to implement strategy. If you haven't had the chance to dive into its pages yet, I highly recommend it—whether you prefer to read or listen, it's a quick yet incredibly powerful 223 pages.
On this 233rd episode of my Monday Morning Pep Talk, I will take you through my breakthrough moments that truly impacted how I how I thought about my business and it's growth. Interestingly enough, almost all of those breakthroughs included math equations and percentages to prove its effectiveness. What I love about "the math" when determining what would work or not work is that math does not allow for gray area. The confidence and trust in a system is the basis for consistency. It's the consistent execution of a proven system that brings you the results you desire. Take Flight is an operating system that I have 100% confidence. Today, I'll take you through a quick timeline of how it came together and the math behind it that gives it the validity I've come to witness.
On this 232nd episode of my Monday Morning Pep Talk, I will break down how you can turn a 7 day week into a 21 day week, developing your ideal day to ultimately increase your focus and productivity.
On this 231st episode of my Monday Morning Pep Talk, I will hit pause on the NAR Settlement discussion and move into topics that are now top of mind for the brokers and leaders I am talking to at Jameson Sotheby's International Realty and across the United States and Canada. First and foremost, it's "Harvest Season" in most if not all markets. I'll take you through the questions I've been answering, the comments I am hearing and the advice I am giving during this particular and unique harvest season.
On this 230th episode of my Monday Morning Pep Talk, I will take you through the bedrock principles of marketing and selling a property. The changes coming to our industry has put a renewed focus back on execution. You'll be able to use these bedrock principles and concepts as you revamp your listing presentation and processes over the coming weeks and months. The successful launch of a property to market will not change but it could be disrupted if not executed properly.
On this 229th episode of my Monday Morning Pep Talk, I will break down what you'll need to address in your business to prepare for the changes our industry will experience this summer. Today, we'll start with the buy side and we'll focus on what you can do to best demonstrate your unique value proposition to prospective buyer clients by mastering the Initial Buyer Consultation.
On this 228th episode of my Monday Morning Pep Talk, I will give you my updated thoughts on the NAR Settlement and I will outline how you should prepare for the changes that are coming to the industry mid-summer. I've always asked you to "Trust the Process" and if there was ever a need to have a process to trust, it's now. In my little part of the internet, over the course of the coming weeks, we'll focus on the operational processes (your value) you'll need to create, communicate and execute to protect your livelihood and take market share.
💼 Navigating the NAR Settlement: Insights and Action for Real Estate Pros 🏡Watch 📺 / listen 🎧 to all Take Flight podcasts on YouTube! ✈️🎙️ In this 227th episode of my Monday Morning Pep Talk, I'm discussing the NAR Settlement and its potential impact on our industry. As a coach, mentor, and friend, I'm sharing my thoughts based on 25 years of experience in real estate brokerage.The NAR Settlement announcement caught many of us by surprise, prompting a mix of shock and fear. However, I believe that opportunity comes from chaos, and as leaders, we must step up and navigate through this change.🔑 Key points about the NAR Settlement:- Compensation offers will be moved off of the MLS in July.- Written buyer agency agreements will be required.- The settlement is not yet fully approved but is expected to be in the coming weeks.- This will significantly impact how business is conducted, with residential brokerage mirroring more of a commercial brokerage model.📋 As a coach, my game plan for brokers includes:- Avoiding speculation and focusing on what's proven.- Mastering your 5 lists: Top 100, Top 100 referral partners, Warm List, Hot list, and List of Collaborative brokers.- Defining your value and mastering the buyer consultation strategy.- Committing to having a buyer agency form signed before showing properties.- Preparing to ask the listing agent for offers of compensation.- Explaining to sellers the importance of offering buyer agent compensation.- Studying local buyer agency documents and taking an ABR course.- Upgrading communication skills and staying nimble and open-minded to change.This is a significant development in our industry, similar to the changes post the 2007/2008 financial crash. It's a "low tide" moment that will expose the level of planning and execution in your business. Running a solid business will attract clients and take market share.I'll be discussing this topic with industry colleagues and leaning on leaders within the Sotheby's International Realty brand. We will navigate these changes together.If you're not open to change, it could get difficult for you. Remember, "If you are not changing, you are choosing." It's time to step up and lead.
On this 227th episode of my Monday Morning Pep Talk, I will discuss the NAR Settlement and discuss my thoughts on how it will impact how we do business moving forward. I must say, none of us know exactly how this will all play out so I come to you today in an uncomfortable position. I don't normally like to discuss things that I have not stress tested. So much of what I will talk about today is based on my 25 years of real estate brokerage experience and how the industry has reacted in the past. Obviously, come July, we will be in uncharted territory. I am coming to you today as Jim Miller the coach, mentor and friend simply hoping to give you my thoughts.
On this 226th episode of my Monday Morning Pep Talk, I will challenge you to answer the question: "Is your real estate business being noticed by your clients? Do they know you are open for business?" Most entrepreneurs will answer the question "YES!" without hesitation but with some deeper thought and analysis after today's call, you might just change your answer. You may think that your clients will remember you and be committed to you, but have you done what you need to do to secure their business over the long term?
On this 225th episode of my Monday Morning Pep Talk, I will go into the archives and pull out one of my most popular MMPTs. In August of 2022, I wrote an episode around "The Lowest Common Denominator Business Strategy" and I'll go back to it, make some slight edits but in whole it is still a concept that you can use to continue to shape your business. The goal of this episode is to help you re frame how to look at your Top 100, your Top 100 referral partners, your warm list, your hot list and your list of local brokers that you collaborate with about the local market.
On this 224th episode of my Monday Morning Pep Talk, I will discuss the current landscape in the real estate brokerage industry which and some of the recent reactions I've seen pop up with more and more frequency. First of all, I need to apologize. Through my Take Flight V4.0 episodes in 2023, at times, I may have come across as though building a real estate brokerage business is easy. It's anything but easy. It takes time and effort with radical commitment and consistency to get to 30,000 feet. Going into this MMPT, I started a list of what I've heard as pain points for some of you and I'll give you my thoughts as if we were one on one.
On this 223rd episode of my Monday Morning Pep Talk, I will discuss an opportunity that most sales professionals miss while growing their business. Most sales professionals do not completely track and/or analyze where their business originates. I'll introduce during this episode a new term, for me, called a "Seed Lead" and I'll discuss its importance and where it fits into your overall sales funnel.
On this 222nd episode of my Monday Morning Pep Talk, I will deliver one of my most important pep talks where I will truly explain the why behind Take Flight. I spent all last year bringing you, step by step, the updated details of "Take Flight". I'll take you deeper into the why and how I built it. This MMPT will answer the question I get every January and February. Even after having taught Take Flight all of last year and I am still getting "the question". It hit me this year that I haven't done a good enough job of explaining the reason why this lifestyle and business operating system, is so important to consider and implement.
On this 221st episode of my Monday Morning Pep Talk, we will discuss a topic that is on the mind of most "goal achievers" . As January draws to a close, it’s a common for those who eagerly embarked on New Year’s resolutions and intentional goal setting exercises, to reflect on their progress and momentum or lack thereof. The statistics surrounding the success rates of these well-intentioned goals are often disheartening. By February 15, studies indicate that around 80% of individuals find themselves straying from their goals, with a considerable percentage abandoning their goals within the first month of the year. Only 8% stick with them the entire year. On this episode, I will delve into the main reason most goal setting exercises fail within the first month.
On this 220th episode of my Monday Morning Pep Talk, I'll l discuss a topic that is, in theory, so easy to do but is also so difficult for most to complete on a daily basis. The 3 year vision you created when you built out your business and life plan needs a daily check in. The absence of full "buy in" to your goals and vision will slow down your progress and make the entire goal attainment process frustrating. That end goal, the finish line, your vision is what will get you out of bed in the morning, pick your friends, pick what you eat, schedule your day, put you to bed and wake you up each morning. Your 3 year vision and your goals that support it are promises you've made to yourself. A simple daily routine added to your morning and evening rituals will be the difference between you living the way you want to live or not meeting that standard you set for yourself.
On this 219th episode of my Monday Morning Pep Talk, I'll lay out the daily planning method that I've been using since 2020 which has allowed me to stay focused on my goals through a relentless commitment to win each day. This daily planning method will help you stay in touch with your clients on a regular basis, remind you of the tasks that you do regularly, schedule your day in advance (morning or evening) and limit your need to “think” about what you need to do to stay on top of your life and business. This planning method requires preparation up front (we call this "multiplication method") and effort for it to work as efficiently as I have it set up. If set up properly, it will save you hours upon hours of time over the long haul and will make your daily planning during more efficient and complete but It also requires a different mindset. If you want to reach a new level in your life and business, you've got to change between the ears first and foremost.
On this 218th episode of my MMPT, we will start the sequence of building on the Take Flight content that I put out in digital course format in 2023. I've stated over and over that all success starts with the proper mindset and in 2024, I want all of you to start thinking like a successful CEO. 2024 is the year you become the CEO of your business. A CEO's primary responsibilities are company strategy, financial oversight, managing the execution of company initiatives. Key words: strategy and execution.
On this 217th episode of my Monday Morning Pep Talk and final episode of Take Flight, V4.0, I'll take you through a 30,000 foot review of Take Flight which is intended to be a business and lifestyle operating system. Most of you that listen are in the real estate brokerage industry but it can just as easily be used in most entrepreneurial endeavors. To anchor some of the key concepts of the program, I have taken key phrases that I have read in books, picked up on a podcast or found on a social media profile. I personally have used these as my "guiding principles" over the years and have passed them on to you through this MMPT and podcast. As I review Take Flight V4.0 today, I'll weave a few of them into the call.
On this 216th episode of my Monday Morning Pep Talk, I will start the process of bringing Take Flight V4.0 in for a landing by showing you how this sales and operational strategy creates critical mass in your business. The business definition of critical mass is defined as your growing business is at the point where it becomes self-sustaining and no longer needs "additional" investment to become or remain economically viable. In basic terms, this means that the business that you created provides industry leading value to strategically defined number of clients with a marketing and branding strategy that will sustain your business income goals. You have created a predictable and enjoyable business if your business has hit critical mass.
On this 215th episode of my Monday Morning Pep Talk and the final topic for Section 5 (Marketing and Personal Branding) of Take Flight V4.0, I will provide you a checklist of the people, tools and processes you need to build a marketing and personal branding strategy that will elevate your business. Marketing and personal branding is exactly that: personal. It requires your dedication, effort and resources to create real value to your business. No one can do it for you. The top brokers/advisors in the industry take ownership of their brand and understand that it is the fuel for their business.
On this 214th episode of my Monday Morning Pep Talk, I will discuss the final portion of my "People Hire Who They Know, Like and Trust" portion of the Marketing and Lead Generation section of Take Flight V4.0. We covered the fact that people hire a broker/advisors that "knows" the hyper local market in which they want to live and start to "like" those that same broker/advisor that lives the lifestyle that the same person covets. The final portion of this trifecta is that that person will hire that broker/advisor if they have a successful track record. To gain that "trust", that broker/advisor must show what we call "evidence of success". Demonstrating your success as a real estate broker involves showcasing your achievements, skills, and track record to instill confidence in potential clients.
In this 213th episode of my MMPT , I will build on last week's episode #212 to continue to show you how you can use the phrase "People Hire Who They Know, Like and Trust" to segment your marketing efforts as you attempt to build your personal brand on social media profiles and other platforms. This week we go over why people hire who they like. As it relates to marketing and your personal brand, "LIKE" will equate to the client wants to "LIKE" the broker/advisor they choose to assist them with their real estate needs. To do this the consumer needs to not only be reassured that the client "KNOWS" the market but to "LIKE" them, they need to see the broker "living" authentically in the market they serve.
In this 212th episode of my MMPT pep talk, I will show you how you can use the phrase "People Hire Who They Know, Like and Trust" to segment your marketing efforts primarily as you as attempting to build your personal brand on social media profiles. Over the coming weeks, we will discuss this important phrase while I break it down in 3 sections over 3 MMPTs. This week we go over why people hire who they know. As it relates to marketing and your personal brand, "KNOW" will equate to the client wants to "KNOW" the market you serve. 1/3 of your content should be focused on "know".People want to hire someone that is knowledgeable about the market that are interested in buying. If they are a seller, they want to know that you can properly sell the hyper local market/neighborhood that they've come to love. Both buyers and sellers need a market/neighborhood expert. Today's buyers are buying lifestyle first, house second.
On this 211th episode of my Monday Morning Pep Talk, I will walk you through a process I came across randomly in 2013 that is a foolproof way to identify your marketing strengths. I continue to stress test it each year by looking for a better option but have yet to find it. The goal is to find 3 lead generation strategies that will garner your complete focus and to drop new clients into your transaction processes (1=3) and to grow the quality and quantity of your database.
On this 210th episode of my Monday Morning Pep Talk, I'd like to give you some perspective on your marketing and its importance towards growing and/or maintaining your business. I'll do this as we start Section 5 of Take Flight V4.0. Section 5 is the final section of this year long course and it’s called: "Marketing and Your Personal Brand". It's built to compliment Section 4 "Deliver and Leverage" and Section 3 "Database and Relationship Management". On this MMPT, I'll give you an overview of what we'll be discussing over the coming weeks as we tackle the importance of building a brand and the actions needed to bring new business into your pipeline with a focus on fueling your business for the long haul.
On this 209th episode of my Monday Morning Pep Talk, I will wrap up Section 4 of Take Flight V4.0 by discussing the importance of setting proper expectations up front with your clients to ensure successful transactions within your business. The goal of Section 4: Deliver and Leverage is to create a remarkable experience so that all of that hard work turns into client loyalty and additional opportunities. By settings proper expectations up front, it increases your likelihood of success.
On today's 208th episode of my Monday Morning Pep Talk, I will provide you a simple response/script that will help you remind your satisfied clients that you are happy, willing and able to assist their family, friends and colleagues with all things real estate.You spend money on marketing trying to convert new clients, you work really hard during the transaction to create a remarkable experience for your clients and you've built a CRM to stay in touch post -closing but you feel like you are not quite getting the number of referrals/introductions that you should. Have you felt that way?
On today's Episode #207 on my Monday Morning Pep Talk , I will discuss the 10 transaction stages that need to systems and processes built out and executed on to have a chance to create repeatable, remarkable experiences allowing your business to grow. We recently had Thomas Wright, CEO of Summit Sotheby's International Realty and also President of Majestic Realty Collective (a collection of SIR affiliates) in Chicago to speak to our brokers at Jameson Sotheby's International Realty and he said "Most people try to achieve things with brute force but If you want long term sustainable success, you have to have systems." He is so spot on. On this call, I'll go into a revised and complete list of transaction stages in need of systems and processes in order to build a predictable and enjoyable business. A transaction system or process is all of those steps you take from the time you get the lead (client introduction) through the few weeks after a closing (post- closing processes).
On this 206th Episode of my Monday Morning Pep Talk, I will jump back into Take Flight V4.0 and begin Section 4 that will be "Wing 1" on your aircraft (business) that will power your business to 30,000 feet. Section 4 will focus on executable and proven strategies that will generate additional referrals/introductions during the buyer and listing transaction process. I will show you how you can "Deliver and Leverage" during your transactions so that you that you can predictably turn one client transaction into 3. When I talk about "Deliver and Leverage", I'm describing the concept of delivering a high value experience during the transaction while leveraging that high value experience to create more opportunities within your business. You should expect 2 other pieces of business off a successful buyer closing or a closed listing.
On this 205th episode of my Monday Morning Pep Talk, I'll take the opportunity to do a brain dump of all of things that have been on my mind as it relates to where we are in this real estate brokerage market and the topics I've been discussing with brokers/advisors over the past month. I'll do this before I jump back into Take Flight V4.0 over the coming weeks. When the calendar flips from August to September, my mindset tends to shift with it. Does yours? We've got 3 weeks to wrap up Q3 2023 and 13 weeks/94 days to execute before the December "No Fly Zone". Championships are indeed won in the 4th Quarter and I'll discuss that today the best way to approach the remainder of 2023 and prepare for 2024.
On today's 204th episode of my Monday Morning Pep Talk, I will officially complete the first 3 sections of Take Flight ("The Cockpit", "The Tail" and "The Cabin") before win continue on building your aircraft (your business) by adding the wings (lead generation and systems/processes). The goals continues to be building a business that will fly at 30,000 feet. I've pushed a lot of ideas, concepts and information your way and it will take months/years to implement. Today, I will do a quick review of some of the areas we've discussed through the first 24 episodes of Take Flight V4.0 and I plan to challenge you with a set of questions I'll be asking you throughout this episode. I want you to do an audit on where you are right now. By doing this, it will help you identify "the low hanging fruit" that you can focus on during your upcoming quarterly initiatives. High performance is a choice. Now that you know the "how", if you are not changing, you are choosing
On this 203rd episode of my Monday Morning Pep Talk, I'll cover a topic that is not talked about enough in the world of real estate brokerage and really doesn't fit specifically into one section of Take Flight. Because of that, I am going to discuss the seasonality of your business and how best to navigate it. We know that farmers plant in the spring and harvest in the fall all this while businesses have planting and harvesting seasons as well. Your real estate brokerage business has seasons and it differs by each market with some overall national similarities. The weather, local economies, travel and tourism and seasonal resident migration are all reasons that drive the seasonality of different hyper local markets. For your own mental well being, proper business planning and expectation setting for your family/friends and clients, will need to be present in your business and life for you to fully embrace and navigate the seasonality of your business. My hope is that you embrace it not disregard it. On this episode, I'll give you 7 areas of your life and business that should be considered for you to stay on track throughout the year.
On this 202nd episode of my Monday Morning Pep Talk, I'll make a final attempt during this segment of Take Flight V4.0 to challenge you to take a hard look at your business and ask yourself: "Is my business predictable and enjoyable?" I've been in this business for 25 years and have studied it, lived it from every angle and I've concluded that it comes down to one question: Do you want to build your business that focuses relationships (your lists) primarily or will you be transactional in your mindset primarily focused moving properties. Over the course of this episode, I will cover the things I considered when I made the decision to go all in on the relationship game after the transactional model failed me in a big way. This episode could easily have been included at the beginning of the segment ("The Cabin") of Take Flight V4.0 but I think it's important at this stage to help you sift through that factors that need to be considered before you go all in on a business model type.
On today 201st episode of my Monday Morning Pep Talk, I'll take you through the steps of creating a Top 100 "nurture" campaign that will help you maintain momentum with your top clients throughout the year. There is many different ways that an nurture campaign can be created including through your CRM like Cloze, Follow Up Boss or Salesforce. If that is the case, you can use today's call as a guide to set up the internal programming and tasking needed to execute what I feel is an example of a thoughtful approach. You can also schedule your follow up tasks and reminders through your Microsoft Outlook or Google Suite or if you are more analog, a spreadsheet can be used as well. The key is that you maintain a constant drumbeat of activity with your clients throughout the year. We'll explore different ideas and strategies on today's episode.
Over the last few weeks I've been getting questions like: "What you are you going to do on your 200th episode? That's a big achievement.". Honestly, I hadn't really thought about it. I was more focused on Take Flight V4.0 and pushing that content to you by the end of the year. As I started to reflect on it, I naturally started doing the math and what that meant. 200 episodes equates to over 9, 7 hour audiobooks if you average each episode out to 20 minutes each. That's a big number but pushing out massive amounts of content is not why I write and deliver a MMPT each week. The calls originated in January of 2016 with 15-20 of my Jameson Sotheby's International Realty brokers on Monday mornings as a way to scale my connection with them. I started to get requests that I record them so in March of 2019 (the official first MMPT), I fumbled around and found a way to drop them into Soundcloud. In 2020, I began to also push them to Apple Podcast.
Researching, writing and delivering the content each week satisfies my personal need to "crack the code", "find the universal truths" and "stress test what I know works". This MMPT process is how I editorialize what I've learned and it gives me an outlet to document and share the proven ideas and concepts into bite size, easy to digest pieces of content. The content comes from reading a lot of books on pertinent topics, purchasing online courses, observing others that WIN and building 3 of my own successful businesses over the years. I grew up in the back seat of a car listening to Jim Rohn and one of his quotes has always stuck with me: "Success Leaves Clues" , meaning that someone has already done what it is that you want to create. Brokers/advisors/entrepreneurs waste so much time trying to figure out the "HOW". This podcast is about the "How". I don't write it and share it if it hasn't been researched, proven and stress tested by me. From the feedback I've received, the MMPTs are valuable to you. One thing is for sure, the research and process of writing them each week has changed my life and made me better.
On this Episode #199 of my Monday Morning Pep Talk, I'll discuss the business plan that proved to me that the relationship based business model is time tested, will never go out style, ages beautifully and is the most cost effective approach to building, not just a predictable and enjoyable real estate brokerage business, but any kind of business. This business strategy is foundational and at the core of Take Flight. I will tell you the story, of how I personally discovered it, on today's episode.
On today's 198th episode of my Monday Morning Pep Talk, I will discuss a topic that I've never brought up on an MMPT but is a super important message for those broker/advisors that that strive to be an ELP/Super Achiever. When building a marketing, gifting or follow up strategy, you must deliver the right message to the right person at the right time. Delivering the wrong message to the wrong person at the wrong time is not effective marketing and brand building. In fact, you can actually do more harm than good.
On this 197th episode of my Monday Morning Pep Talk, we'll dive deeper into the building out your CRM (database). On last week's episode, "Yes, you need a CRM!", we made the case that for you to run a business, a CRM is a non-negotiable. Today, I will take you through the steps on how to professionally build and optimize it. Let me just first say that just because you may have 1000's of names on an email list means doesn't mean you have a CRM. A large list has little to do in the overall success of your business. It's a starting point but have 1000's of people on a list with few quality relationships is not going to get you to your goals/vision. There are several steps you'll need to take to do the basic filtering method. We'll discuss those on this episode.
On this 196th episode of my Monday Morning Pep Talk, we will take our first dive into Section 3, "The Cabin" of Take Flight V4.0 by discussing the basics of database and relationship management which is the overall topic of this section. The distinct line between having a real estate hobby and a real estate business is whether or not you have a database that stores all of the required information for each of your clients/contacts. A database, in technical terms, is called a CRM. (Customer Relationship Management). The industry definition: a customer relationship management (CRM) solution helps you find new customers, win their business, and keep them happy by organizing customer and prospect information in a way that helps you build stronger relationships with them and grow your business faster. The last 4 words of that definition is "grow your business faster". Key word: business. No mention of a hobby.
Today on this 195th episode of my Monday Morning Pep Talk, I will continue with Take Flight V4.0 by transitioning into the 3rd of 5 sections of the program. We'll transition from "The Cockpit" (Mindset )and "The Tail" (Systems, Processes, Habits and Routines) into the "The Cabin" (Database and Relationship Management) where we will spend the remainder of the summer spanning 12 episodes. I want to make this transition by demonstrating that you need to truly understand "the math" in order to most effectively execute your business. I've always been drawn to the quantitative side of the business because "The Numbers Don't Lie". If you "control the math", you control your level of success
On this 194th episode of my Monday Morning Pep Talk, I will do a high level review of "The Tail" of the Take Flight V4.0 set of episodes that I started 7 weeks ago. Systems, Processes, Habits and Routines are the tools that leverage the time and create sanity for anyone, in any industry to grow a business and live a centered life. In the end, that is what I've witnessed as being the goal for 95% of the brokers/advisors I've worked with over the years. I can only remember 1 person who told me that they literally would put their business first over having a life. Today, I will take you through the 7 stages I've witnessed ELPs and super achievers go through to turn chaos into opportunity.
On this 193rd episode of my Monday Morning Pep Talk, I will bring to you 10 tips that I've learned and used over the years to optimize the time I've spent towards my meeting my goals and serving the commitments of a crazy schedule. Sometimes it's not what you do with your time but what you don't do with your time and you'll see that as I got through my 10 tips today. The key word is "optimize" and that simply means to "make the best or most effective use of a situation". We all have 24 hours a day and 365 days a year that we need to make the most of so how do we "optimize" our time. Listen to this episode to get my 10 tips.
On today's 192nd episode of my Monday Morning Pep Talk, we continue with our journey through Take Flight V4.0 and hit on an incredibly important topic: the power of the multiplication of your time. Super achievers and ELPs deeply understand the value of time and know that one of the best ways to improve time efficiency is to build processes for tasks that are done over and over in your business. As real estate brokers/advisors, the steps in a transaction are relatively the same (depending on your market) and differ slightly based on the property and your client.
On today's 191st episode of my Monday Morning Pep Talk, we'll continue on the topic of Systems, Processes, Habits and Routines and I'll address the importance of learning from others that have already created that which you want to accomplish in your life and business. You are listening today because you want to reach higher levels of success, but might not know what to do next. Well, as the wise Jim Rohn said: "Success Leaves Clues", an outlook adopted by countless super achievers such as Tony Robbins and Darren Hardy. This philosophy encourages one not only find out what has already been done before them, but also take those lessons learned and use it to create their own unique path towards achieving greatness. By studying the successful people that have come before us, we can increase our chances at creating a life of abundance.
On today's 190th episode of my Monday Pep Talk, we will dive into the concept of 1%. A concept so simple yet the 97% find it incredibly hard to do. The process of getting to 30,000 feet does not happen overnight in fact, in most cases, it takes years of work to create a life and business that is in flow. Today, we'll dive deeper into the power of getting 1% better every single day.
On today's 189th episode of my MMPT and a continuation of Take Flight V4.0, we will continue our deep dive into systems, processes, habits and routines used by ELP's and super achievers. In Take Flight, we call that "The Tail", the part of the aircraft that creates stability. Today, I will cover one of the most important execution strategies that will have you playing on offense each day - the morning routine.Since I've started my journey 15 years ago, I can honestly say that my commitment to a Morning Routine is absolutely in the Top 3 things I've discovered that had an immediate , positive impact on my performance. Last week, I laid out the Top 10 Systems, Processes, Habits and Routines used by ELPs and super achievers. Playing on offense or better known to most as a Morning Routine was first on that list for a reason. I stumbled across this routine in 2008 when I couldn't sleep past 4:00 a.m. because of the effects of stress that would wake me up that early. At the time, I had no idea what a huge impact those early hours would have on my comeback.
On this 188th episode of my Monday Morning Pep Talk, I will continue Take Flight V4.0 by starting the modules in Section 2 of this training program. 2 weeks ago, we wrapped up the modules that covered the areas like "The Mind", "Mindset", "Elimination", "Creating Your 3 Vision", "Developing a Planning Strategy" and "Daily Review of Your Vision". We referred to this as the "Cockpit" of your aircraft. In Section 2, we'll talk about areas that make up the "Tail". The tail of the aircraft provides that stability and lift needed to "Take Flight" and get to 30,000 feet. This second section of the course will take us through the majority of Q2 where you'll see tops discussed on Systems, Processes, Habits and Routines used by ELP's and super achievers to create businesses and lives that are predictable and enjoyable. They will help you stabilize your business so you can see the consistent growth in your business that you desire and take away the emotional peaks and valleys the 97% see regularly.
On today's 187th episode of my Monday Morning Pep Talk, I will review the highlights of the first section of Take Flight V4.0: The Cockpit. The cockpit is where your mindset, your vision and your life and business planning resides. Over the last 5 MMPT's, we've gone deep into these topics. Each week, I introduced one or multiple GUIDING PRINCIPLES into the conversation. Guiding Principles" are defined by the BUSINESS DICTIONARY as any principles or precepts that guide an organization or business owner throughout its life in all circumstances, irrespective of changes in its goals, strategies, type of work. (If "Guiding Principles" is too serious of a phrase, you can also look at they as your "Guard Rails" that "keep the wheels on the road" ). Over this episode, I will do a quick review of the past 5 episodes that covered topics designed to help you better understand "The Cockpit". Each episode review will point out the GUIDING PRINCIPLES discussed on that call.
On this week's episode of my Monday Morning Pep Talk, I will take you through the process of choosing a daily strategy to stay focused on your destination, an essential part of Take Flight. Creating a "12 Week Year" tracking method displaying the different parts of your vision is a critical step in any goal attainment strategy. Personally, I like my goals stated in written word. I know a lot of people that are more visual. On today's episode, we'll explore the reasons why it's so important, how best to go about choosing and creating the right method for you and putting it into daily practice in your lives.
On this 185th episode of my Monday Morning Pep Talk, I will discuss the planning and action steps needed to make your "destination" a reality. If you commit to the planning process I am teaching today, it's not a matter of "if but when" you reach your 3YV (3 Year Vision). I'll cover the "periodization", the process of breaking goals down into smaller chunks, outlined in the book "The 12 Week Year" written by Brian Moran, the book that has become my goal attainment operations manual. Before we get into the details of today's episode, I want to review the last few weeks of content. On our tour through the "cockpit of the aircraft", we covered:1."The Mind" and the crucial need to understand how it works and impacts your life and business. If you've not listened to this episode, it's a must listen. Episode # 1822.The need to go through an elimination process prior to any detailed focus of on your life and business. Go back and listen to Episode #183 if you've not already.3.Vision. You have to have a destination for your "flight". If you don't know where you are going, what's the point. I covered that last week in Episode #184. Take Flight builds on itself each week. I try to write to present so that each session is a simple 20 minute episode. I'm using these MMPTs to show you the process, step by step how to build your business and improve your life. It's common for a broker/entrepreneur to want to skip these 3 areas and jump right into action but I have case study after case study of major personal and professional breakthroughs occurring in one's life by focusing on the areas covered throughout this set of episodes. So what is the “The 12 Week Year”? Listen to this episode for details.
On today's 184th episode of my Monday Morning Pep Talk, we'll continue our tour through the cockpit as part of me leading you through Take Flight V4.0. As a reminder, the cockpit is the control center of your "aircraft" (business) and today I am going to teach you how best to "Chart Your Destination." Not sure any pilot moves an aircraft to the runway for takeoff without knowing the destination. Unfortunately, that's what most real estate brokers attempt to do in their business and life resulting in waves of peaks and valleys. In Take Flight V4.0, we refer to your destination as your 3 Year Vision. To have a "3YV" means you know what you want to happen in your life and business in 3 years. Napoleon Hill refers to it as “definite of purpose” in his epic book "Think and Grow Rich”. It describes the need to know what you want, how you want to feel and how you are going to obtain it and by what date. If you are not clear on THAT one thing, you most definitely will not get it. Most people, the 97%, naturally default to “pay the bills” to maintain survival mode. That’s the one thing everyone understands, the need to survive. It’s built into your brain as the natural default.
On today's 183rd episode of my MMPT and the 5th week of bringing you Take Flight V4.0, I will compare the actual physics behind AIR FLIGHT and how it compares to building a life and business that is in flow. There are elements of your life and business that must be considered and require attention and preparation before you can get truly serious about building your dream business. “The weight of the airplane determines how much lift and thrust it takes to get it off the ground”. As we move through Take Flight V4.0, I would compare "weight on an aircraft" to "stagnant, negative energy" we have in our mind and our environment. The less stagnant, negative energy you have in your mind and environment, the easier it is to get lift, gain altitude and create speed in our business. Your engines (lead generation and referral strategies) will have to provide less power to gain altitude.
On this 182nd episode of my MMPT, I will start a 7 week series on all things Mindset, Vision, Goals and Execution Strategy. In Take Flight V4.0, we refer to this as the "Cockpit" of the plane, the section of the plane that controls where you are going and how fast. You do not have a successful life and business, as you define it, unless you understand what I will discuss about "the mind" on this call. I think you'll understand by the end of it that this topic is not up for discussion or that you can simply decide to opt out. "Quantum Physics" is essentially the study of how energy moves its way through nature at the most fundamental level. Just like "gravity", you don't get to choose if it applies to you or not. It's nature. It's a law. This episode will be different from my normal style. I will take you through concepts that you need to know, first and foremost, as a human being. Further on in Take Flight V4.0, we'll talk more specifically about habits and rituals you can use to implement today's content. Obviously, I am not an expert on quantum physics but I understand them enough to know that I need to use them in my life as a strategy to become the best version of myself
On today's MMPT episode and Module #3 of Take Flight V4.0, I will compare CONSISTENCY in your business to FUEL for an aircraft. I'll make the point that if you do not create consistent effort in your life and business, you will not produce the needed momentum to get to 30,000 feet. It is at this point of Take Flight V4.0, that I ask for your commitment to implement the proven habits, rituals, systems and processes that I will teach in this course. Simply to be interested will result in the same reality you are experiencing today. What I will teach over the coming weeks and months, will not matter if you do not commit to the level of consistent effort to build your dream life and business.
On today's 2nd module of Take Flight V4.0, I will follow up last week's call where I defined TAKE FLIGHT as your basic operating system and today will take you through the 5 Sections of Your Business. For a business to fly at 30,000 feet (flow), all 5 of these sections need to be built for success and operating together in sync. During our time together during "Take Flight V4.0”, I will compare these 5 sections of a consumer based business to 5 different sections of a commercial aircraft. They are:Section 1: Mindset, Vision, Goals, Execution Strategy. Let's compare that to the Cockpit of your plane.Section 2: Habits, Rituals, Systems and Routines. Let's use this section as the tail of your plane.Section 3: Database and Relationship Management. This is the body of your plane that carries all of your relationships.Section 4: Lead Generation or your 3 Rocks of Marketing. This is wing #1. This wing and its engine is key in getting your business off the ground.Section 5: Deliver and Leverage. These are the systems and processes that create the experience during a transaction that result in introductions. This is wing/engine #2.The FUEL, needed to get your plane to 30,000 feet, should be likened to the consistent effort and skill executed in your business each day. Without consistent effort and skill, you will not achieve 30,000 feet, that feeling of flow where your business is working for you. Few will ever see 30,000 feet because they don't fully understand the foundational principles of building a business. Enter Take Flight 4.0, an updated multi week/month walk through all of these sections of your business. If you combine what I will teach over the coming weeks and months with consistent effort and skill, you will get to 30,000 feet.
On today's episode on my MMPT, I will start a series of calls that will take you through the most updated content of Take Flight, a course I've been teaching and coaching at Jameson Sotheby's International Realty for over 11 years which has been through multiple iterations. Today, I starting rolling out the 4th version (Take Flight 4.0). My goal has always been to take what I've discovered building and running my own businesses and what I've witnessed other using successfully to build their businesses. I will not teach anything that hasn't been proven to be successful in one form or another. Take Flight is not meant to replace any other training program. I created over the years to be the basic operating system that all other programs can "plug into". If you've listened to my MMPT's or been within my brokerage, some of this content will be familiar but it will updated. If so, you'll either be able to validate what is working for you or you can use these episodes as a reminder to take action.The term "Take Flight" was created in the spring of 2016 when I was on the tarmac in a plane headed to Grand Cayman with my family. It hit me that events that occur to get a jet to 30,000+ feet are incredibly similar to what it takes to get a business off the ground and in flow. Because of that epiphany, I named my course Take Flight and in 2020, I trademarked it. This course will benefit those in any industry that supports a client base made up of individual consumers
On this 178th episode of my Monday Morning Pep Talk, I will give you the results of my most recent "thinking sessions" on the top of TIME. This topic comes up a lot this time of year as we start to execute the business plans we create for our 3 Year Visions, annual themes and quarterly initiatives. This episode will be based on questions I've asked myself and those that have been asked of me by others. My recommendation for this call is, that if you are not listening live, you make sure to listen to the audio. I will definitely expand on my thoughts on the call.First, I think we set the stage for how we look at time. You cannot manage time. You have to value time. The reason is that when time is gone, it's gone so therefore you cannot manage it. You can manage money because you can lose all of your money and make it all back and then some. With time, when it's gone, it's gone. So, we should change our language around it. I'm guilty of using Time Management as a description of the topic. We need to value time. It has equity.
On this first Monday Morning Pep Talk of 2023, I will discuss the importance of reviewing and documenting what the turbulent year of 2022 taught you . I did the exercise and I'll share with you what I experienced that was "validating" and what I hope to explore more in 2023. Explore means that I will "stress test" some philosophies further and others I will recommit to or fully implement into my execution strategy.My advice to you is, and I'm sure many of you have already done it, but is take 30 minutes to an hour, review your transactions and calendar and ask yourself the following questions:1.What did I already know that was "Validated" in 2022?2.What Am I Taking Into 2023 and that I will explore more?3.What is the one thing that I will leave in 2022?You will glean a lot of insight taking this time to review.
On this 176th episode of my MMPT, I'll turn the lights off on 2022 with a list of helpful, simple yet productive tips you can use to end 2022 on the right note. Just like you'd give a client feedback after a showing of their property, you need to look at each day, week, quarter and year the same way. For the sake of this call, I'll give you some tips on what your focus should be as you wrap up 2022.
On today's 175th episode of my Monday Morning Pep Talk, I will discuss the difference between "service" and "hospitality" and how this topic could be the shift needed in your business in 2023 to increase client advocacy of your business. Super achievers in the world of real estate brokerage will tell you that 90% + of their business comes from one form of introduction or another. As you look at the word "service" it should be attached to a "transactional" business strategy. One who attempts to provide the highest level "hospitality" is thinking long term. They are running a "relationship" based business model.
On this 174th episode on my Monday Morning Pep Talk, I intend to fully define another "basic" needed to run a brilliant business and live a happy life: Guiding Principles. A GUIDING PRINCIPAL is born out a corporate philosophy are any principles or precepts that guide an organization throughout it life in all circumstances, irrespective of changes in its goals, strategies, type of work or the top management. So in a nutshell, guiding principles are guides. I've gone on to use them in my life as Action Statements, Challenges, Reminders and Decision Filters to "guide" myself and those of you listening to my content
On this episode of my Monday Morning Pep Talk, I will discuss the necessity to commit to productive HABITS and RITUALS. One must realize, what the majority of super achievers have figured out, that massive action is not what makes them successful. What makes a super achiever successful is the tiny, daily, weekly habits and rituals, executed consistently over a long period of time. As James Clear states in his best selling book "Atomic Habits", "Habits are the compound interest of self -improvement" and he goes on to say that "getting just 1% better every day for a year will result in a 37.78 times improvement". This is why habits and rituals are a "basic" ingredient for success. Mix all of these ingredients together and you've got yourself a masterpiece. Habits and rituals have a key role in the recipe of success. They are the flour in cake recipe. If you do not implement productive and consistent habits and rituals, you will plateau and over time you'll take a step back.
On this episode, I will present my annual Thanksgiving week MMPT on the topic of GRATITUDE. Yes, and being GRATEFUL is a high performance BASIC. It's important for anyone, in any stage of growth to be grateful for where they are in that moment. High achievers measure and are grateful for their growth in the moment (Book Recommendation: The Gap and The Gain by ) instead of always delaying happiness to a future date. This industry has a way of programming us to only be happy if "we are #1". Super achievers practice GRATITUDE as a strategy.
On this 171st episode of my Monday Morning Pep Talk, I’ll continue my series on “the basics” of what is required to perform at a high level; being an ELP/ super achiever. Last week, I talked about the need to create and maintain a MINDSET needed to navigate in and perform at a high level. On that call, I reiterated the need for a vision/goal to act as your NORTHSTAR to get you where you want to go in your life and business. Today, I will follow up with the next topic in the series and discuss EXECUTION. Execution is a really broad topic and to be successful, we have to execute. If you don’t wake up in the morning and get to work, you won’t survive. So yes, EXECUTION is everything and today I will talk about the 7 areas that I feel are pivotal if you want to play big. I’ll speak high level on these 7 areas and give you my book recommendations on each topic and which MMPT podcast episodes to go back and listen to for review in greater detail.
On this episode of my Monday Morning Pep Talk, I will start begin my series of topics I discussed on last week’s call that revolves around "the basics". Today, we tackle the topic of MINDSET. It should always be at the top of your area of focus but MINDSET is extra important during times of transition and change. I've presented on this topic consistently over the years but felt it was the topic I wanted to start with as I tackle the basics. It's important to consistently remind you how important it is to create and stay in the right mindset. As difficult as life and running a business can become, we have to set expectations with ourselves mentally in order to maintain a sense of productive flow. I will outline my strategies I've used to stay at a "frequency" that is in line with my personal and professional vision and goals.
On today's episode of my Monday Morning Pep Talk, my goal will be to remind you the importance of maintaining your focus on the "basics". Kobe Bryant said that "the best don't get bored with the basics". I was reminded of his quote listening to a Rory Vaden instagram reel this past week on my way to Day 2 of my first Ninja Installation. Having studied high performance daily, in one form or another, over the past decade plus, it sunk in that best of the best, the "super achievers", the ELPs are brilliant at the basics and they execute them with precise consistency.
Meanwhile, many of you are searching for that next new thing that will motivate you or give you the edge. Trust me, it doesn't exist. The only thing that will give you the edge or motivate you stared at you in the mirror this morning. Like I mentioned earlier, I participated in my first Ninja Installation last week and as I watched Melanie Frank brilliantly teach the class. As I listened to her present the Ninja 9 and other Ninja principles, I wished I had experienced those 4 days in 2008 because it would have saved me a decade having to learn many of those basic principles on my own. Many of you listening have attended a Ninja Installation and I want to ask you a question: On a scale of 1-10, how consistent have you been with the Ninja 9 since you took the course; 10 being a master NINJA, 1 being that there is a layer of dust on your course materials? Ninja is the epitome of "the basics" needed to be successful in the world of real estate brokerage. That next new thing, for some of you, might be dusting your Ninja planner, reinstall your NINJA mindset and get to work.
On episode of my MMPT, the problem I want to help you solve is to assist you in creating a plan when you are struggling to find or re-find your "WHY". I was recently on a call with a broker who has seen good growth in her business, she feels good about where she is at in life but is struggling with that "blah" feeling. We agreed that she has not re-stablished a "North Star" after her latest round of personal and professional progress.
I am personally passionate about this topic because I went through this process in 2021. I was in deep need of revising my life plan and my goals to find that extra gear that I knew I was missing. I subscribed to the 12WY model in 2021 and established my 3 year vision with a vision cycle that started in January of this year. Never have I achieved more is less time than I have already in 2022. Unfortunately, most high achievers want to grind it out and hope to land in an acceptable position robbing themselves with the satisfaction of setting a goal/vision and achieving it.
On today's Monday Morning Pep Talk, I will challenge you to prepare your mind and ready your habits, rituals, systems and processes for 2023. A year which will require an elevated version of you to hold serve or sustain continued growth. I am getting a lot of requests for private discussions concerning the state of the market and fears about next year and my message is consistent. The reality is that it will most likely be a challenging year for those who have not prepared properly. There will be headwinds, no doubt but that does not mean everyone will struggle. Many of you will have breakout years because of the effort put in during previous years. I personally love markets like this because they tend to highlight the true industry professionals. Hobbyists, looking for the easy and quick money, get exposed. So expect me as your leader, mentor, coach to put out a lot of "real talk" during this period of time. These markets are not for the faint of heart and require me to not sugar coat what it is going to take to survive and thrive
On this episode of my Monday Morning Pep Talk, I will be talking to those of you that came into Q4 2022 knowing that you need to some organization, that you need a plan and a renewed sense of commitment now that you stare down what is an obvious shift in the market. If your 12 Week Year vision is created, you've got your quarterly initiatives created and you've got momentum heading into the quarter, you can skip this call.
Unfortunately, a lot of salespeople and entrepreneurs don't take the time to create a plan. Many of those that do take the time to plan, don't execute on that same plan that they created. If you fall into one of those two camps, it's time to "clear the calculator" back to zero. There is so much noise out there in the business planning arena that many don't even start. Personally, I remember downloading these 10 to 20 page annual business plan templates and never got past page #2. I struggled with the same challenge of getting focused. I just found a way to grind it out but now looking back, I wasted so much time. The key is to create intentional and strategic ACTION. I don't care what kind of action you create, just get moving. That action will create momentum and momentum is the goal. In the early stages of your planning, just focus on creating momentum. This is why the "sprint and celebrate" concept the 12WY process creates speaks to me. It keeps me focused on a deadline just 90 days out. If you subscribe to an annualized plan, change that language to "annualized theme" and break it down into quarters.
On this week's Monday Morning Pep Talk, we'll officially start the process of transitioning from Q3 2022 to Q4 2022. This week, the final week of September, is a "Week 13". In the 12 Week Year business planning model, you take this final week of the quarter to wrap up any loose ends towards your Q3 2022 plan and finalize your top initiatives for Q4. Your Q4 execution plan will be vital to how successful your 2023 will play out. On this call, I'll take you through the entire roadmap that you can use on every "Week 13". It's proven. It's simple
On this week's Monday Morning Pep Talk, I will discuss exactly what I mean by "Happy Brokers Sell More Real Estate" and when I say "happy", I mean happy with their businesses and how it impacts the rest of their lives. Don't think for a minute that "Happy Brokers" are passive. They are not. They are incredibly intentional and strategic as to how the execute their life and business. They live a life and run a business through guiding principles. Guiding principles are a set of rules, boundaries and decision making filters that eliminate inefficiencies and bad choices. Can a broker get rid of all of the stress that comes from being in real estate brokerage? Absolutely not but they can insulate themselves from some of the unneeded and self inflicted stress. Being a real estate broker is stressful. It's tough. It's emotionally draining and that is the exact reason "why" we are still in business. It takes human, emotional intelligence to get a transaction between 2 principles across the finish line. If it was easy, we'd already be out of business looking for a different career. If it was easy there would be more than 10% success rate with agents after the first year. The other 90% quit because making a living in this business is incredibly difficult. Saying all of that, does a broker have to give their whole soul to the business to "earn" their commissions? NO. I've had the pleasure to have a front row seat to watch successful brokers completely flip this narrative. I've seen them increase their production and their profitability by making their happiness and the authentic success of their clients their top 2 priorities. Okay, so you're asking yourself, "yeah, Jim, that would be great but I just don't see it". Well, let me give you a few areas that these brokers have improved which has allowed them to optimize their income while being able to put more focus on living their lives. That's how I define "Happiness" in real estate brokerage. It's finding a way to fit your business into your life, not trying to fit your life into your business.
On this version of my Monday Morning Pep Talk, I will take you through how to use the "change in seasons" as a catalyst for productive change in your life and business. When the pumpkin lattes are back on the menu, the leaves start to fall and you start to add layers of clothing, it is a perfect time to take nature's queue to take time to rewind, review and prepare yourself to repeat what works in the coming months. It's also a time to improve your skills so you can better navigate to the normal/stable market we are trending towards.
I've taken the last couple of weeks to take a break from writing but it didn't stop me from taking my own time to rewind and review. I thought deeply about the "season" we are entering. Many of you are anxious with all of the change in the market and I understand that but it is my goal to show you that if you get your mind right and execute directly into the changes, you will have a much more enjoyable, predictable and profitable business. As I took the last couple of weeks to "think", I journaled recurring thoughts, new ideas and concepts and strategies that will continue to be vital to navigate any market. In today's call, I will bring them to you. So bear with me as I give you a "brain dump" or better yet, let's call it "Fall Clean Up":
On this episode of my Monday Morning Pep Talk, I want to start to put a wrap on the Summer 2022 real estate market and review what we've experienced over the last few months. The market has shifted dramatically and will move into a new chapter of the shift over the coming fall months creating opportunity for the prepared, focused and consistent real estate brokers. For those that have been in the industry for several of these real estate cycles, we know that "Shifts Happen" and we also realize that opportunity exists. Let's focus today on the opportunities.
On this coaching episode of my Monday Morning Pep Talk, I will take you through a concept that you can use to continue to shape your business while re-framing how to look at your Top 100, your warm list, your hot list and your referral partner list. It's in a line of MMPT's that focuses on questions around your marketing and operational strategies such as "Are You For Business?" (157) and "How Many People Are In Your Top 100?" (159) Today's MMPT starts with another question I have for you: "How many salespeople do you have in your business, that person or persons that actively promote you and your business?"
Most entrepreneurs would scratch their head when asked this question, but at a minimum, there should be at least one, the owner of the business or in the world of real estate brokerage, the lead broker. Truly successful businesses have an army of "salespeople" that constantly promote the positive attributes of the business and actively refer and introduce.
On this episode of my Monday Morning Pep Talk, I will discuss the moment that I realized that consistent action would be my competitive advantage. In 2010, Darren Hardy published a book, "The Compound Effect" which has had a seismic impact on my life and business. In the early stages of teaching "Take Flight", I made it a mandatory reading assignment. In 2010, I was still deep in my "rebuild" and "The Compound Effect" outlined the philosophy of creating consistent effort over a long period of time which I immediately connected with primarily because I understood it an it was low cost, high impact and easy to implement. I was used to getting up and going to work every day.
You will find in your self development and life journey that there are "mile markers", those moments that you remember vividly. The mile markers might be when you have a business breakthrough or a breakdown, maybe you received a meaningful piece of advice from a mentor or a read a book that impacted how you think. On this call, I will read an excerpt from "The Compound Effect" that was a mile marker for me. Hardy uses the "Pump Well" analogy to describe what can happen if you stay consistent and also what happens when you don't. This analogy really hit home for me because I grew up in a rural area and I experienced in real time the "pump well" .
On today's episode of my Monday Morning Pep Talk, I will fully define "Top 100" and why this collection of relationships is the only thing with long standing value in your business. It should be treated like an investment and managed like a long term financial asset. I will show you, if managed properly, how it will give you a predictable return on your time year in and year out.
The Top 100 concept also perfectly addresses the "Law of Compensation" which states that your compensation equals the value you provide in your business x the number of people you provide that value. The stronger a Top 100 along with providing a continued higher level of service, one's compensation will increase. This "law" provides a spigot mechanism. You can turn the spigot higher or lower based on your life style choices and desires.
On the this episode of my Monday Morning Pep Talk, I will give you the basis for a business strategy for the coming weeks where most of society will be checked out during the heart of the summer. Normally the last 2 weeks of August are a "no fly zone" but that time frame could be extended this year. This collective reset is happening in every market, even the hottest markets like South Florida, Texas, Nashville and North Carolina. Transactions are still happening but at a much slower pace than we've seen over the last 18-24 months. My prediction is that velocity will pick up mid -September when most people get back to some form of a routine. So, the question is how do we navigate until then? What should be our focus? What should we be focused on during this extended "no fly zone"?
3 words: Protect The Downside
Honestly it doesn't really matter what type of market we are experiencing, this strategy, "Protect The Downside", is a legitimate approach to operate your business. Let me explain, "Protecting The Downside" means simply avoiding taking a step back. We talk about getting 1% better every day which is a simple, balanced and effective approach to growth. The key is that you don't want to take a 1% step back. To stay on a consistent growth path, if you take 1% step back means that you need to make the 1% up the next day to get back to even. August 2022 could be a trap month if you don't intentionally execute. For example, 30 days straight of going 1% backwards mostly like will be lost never be caught up.
On this episode of my Monday Morning Pep Talk (MMPT), I will challenge you to answer the question: "Are You Open For Business?". Most entrepreneurs will answer the question "YES!" without hesitation but with some deeper thought and analysis after today's call, some might change their answer. You know you are open for business, but do your clients and potential clients answer that question about you in the same way?
During a coaching session this past week, an agent who is in the early stages of "re-imagining her business", said to me "I'm not sure that doing that level of transactions and volume can be done in my market." I went on do the math, compared her current business to what is possible if she implemented what we discussed, and then went back into my archives of "stories and metaphors" and explained my thoughts using my "Are You Open for Business?" metaphor. She commented after my explanation how much this "reframing" changed her view. I explained to her that "Sometimes you have to get out of your own way and look at your life and business in a different way". Because it had such an impact on her, I want to share it will all of you today.
On this episode, I will discuss why "Words Matter". Having had time over the last 2 weeks for Mus-ing: (noun: a period of reflection or thought), I've collected my thoughts and will bring you today what I've been thinking about and some consistent questions I've been answering. Musing, not a word I use a lot but will more in the future now that I've researched the true meaning, is the first of 10 words that I will explore today, explain their meaning in context or give the relevancy of these words in discussions I've been having with many of you.
On this episode, I will lay out the importance of building time into your schedule to rewind, review and relax. The next 2 weeks, because of the 4th of July holiday, might just be the best time in recent memory to review your business, your life and what you've learned over the last 2 years. Some of you just completed my Take Flight course and came away with strategies that can be implemented to take advantage of the opportunities that will present themselves in this shifting market. We are starting Week 13 of the 2022 Q2, 12 Week Year cycle which suggests that we should be reviewing our results of the previous 12 weeks, celebrate our accomplishments over that period of time and prepare to launch into 2022, Q3.
On this MMPT, I will take the time to editorialize what I am seeing in today's shifting market based on conversations I am having with agents locally and with agents and leaders throughout in the US and Canada. I also have several trusted news sources that I value their research on all things housing economics and I'll share some of their thoughts and predictions as well. I can only talk about that which is based on what we know today, what we think we know and give you a game plan on how to navigate the remainder of this month and Q3. At a minimum, you should come away with some talking points that you can use with your buyers and sellers.
On this MMPT, I will take the time to editorialize what I am seeing in today's shifting market based on conversations I am having with agents locally and with agents and leaders throughout in the US and Canada. I also have several trusted news sources that I value their research on all things housing economics and I'll share some of their thoughts and predictions as well. I can only talk about that which is based on what we know today, what we think we know and give you a game plan on how to navigate the remainder of this month and Q3. At a minimum, you should come away with some talking points that you can use with your buyers and sellers.
On this episode, I want to teach you how to use simple, easy to access and cost effective tools to build an automated, highly functioning and efficient life and business. Many times, you waste opportunities or create unnecessary issues simply because you forget, or a follow up slips your mind or you get distracted and miss an opportunity. You can easily fix the vast majority of these issues and lost opportunities if you simply take the time to build in systems of reminders into your daily planning method. A characteristic of Elite Level Producers (ELPs) is that they understand their weaknesses and are good a delegating out tasks below their PPH (profit per hour) and automate anything that can be automated.
I will paint a picture of what is possible if the time, focus and effort is put towards 4 distinct areas of your life and business:
- Transaction Management and Business Processes
- Relationship and Database Management
- Personal Finance
- Household Logistics
As you contemplate your quarterly initiatives within the "12 Week Year" process, most of the ideas I present you today would be high impact, easy to execute and low cost opportunities that you could focus on in upcoming quarters. If implemented, you will enjoy the fruits of your labor for months and years to come.
On this episode, I want to go a little bit deeper into the most underutilized, powerful asset we have at our disposal to live an amazing life and build an enjoyable and predictable business - the mind. The mind, just like software, is programmable. It is up to the individual to consciously program their mind and it can be programmed through the books we read (or don't read), the people we have in our immediate circle and the types of media we consume on a daily basis. There is no easy path to reach our vision and it takes intentional effort and a plan to achieve it. Studies (Harvard MBA study of 1979) have shown that 84% of people have no goals and no plans of action, 13% have goals but no documented plans, only 3% have goals and written plans of action to live the life they want to live and become the person they want to become. This study demonstrated 10 years later that the 3% made 10x more in revenue than that of the remaining 97% combined. The 3% we refer to as an ELP (elite level producer). This is why I beat the drum so loud for a planning process like the #12weekyear process.
What does the plan of an ELP consist of? It's starts a commitment and a shift in mindset. As an ELP chases a goal/vision with a plan of action, it learns things along the way that are crucial to the long term trajectory of the ELP's life and business. For today, let's refer to it as the 3% mind. The 3% mind layers in philosophies and actions, unrelenting execution and seeks out others with experience and mentorship. On this episode, I'll give you some of those characteristics I've uncovered that makes the 3% mind unique
On this episode, I will discuss how to make the best decisions for you, your business and how to create the most effective and efficient ACTION to meet your goals and vision. There's a lot of pressure on your time so you need to make the most of the hours that you have on a daily basis. I will lay out several decision making formulas that will help you analyze which projects should take priority.
First, you need to understand that you are the only one that will ever be motivated to grow YOUR business. To grow your business, you have to get really good at knowing which initiatives and tasks to eliminate and then you need to evaluate what can be automated and delegated. Those remaining tasks, projects and initiatives will be on your personal job description. The longer I'm around, I have realized that the ability to make good decisions might just be the most underrated skill an entrepreneur can possess especially as it relates to your time. Time is the only commodity that you cannot replace. When it's gone, it's gone. Choose wisely.
On this episode, I will make my case that being disciplined in your systems, processes, habits and routines is the key to all sustained success in every aspect of your life both professionally and personally. I will compare it to motivation, based in emotion, that comes and goes and does not create the needed consistency to play at a high level with the least amount of effort.
I talk to agents all day long. My role is that of a problem solver whether it be having to be a "deal doctor", a business coach and in many situations, a life coach. I hear it all. So, I come to you today with a lot of data points both from my personal experience and from being in a front row seat as I observe others go from struggle to a success. Here's what I have learned about the transformation process:
The initial stage of disciplined action creates sprouts of success. One repeats what works, so the actions that created the success are continued. The consistent repetition of the successful actions become an "addiction" out of fear of losing momentum. Once one is "addicted to the process" that creates the desired result, the body (bio rhythms) and the subconscious take over. At this point, one is naturally motivated and doesn't need the daily dopamine drips of the social feeds of thought leaders, podcasts and audiobooks to "get fired up" for the day. I don't mean that one should throw the self- development to the side, quite the opposite actually. In fact it's crucial to learn from the thought leaders, podcasts and audiobooks to improve your skills and gain insight so you can add more value.
You need to rely on discipline because motivation comes and goes. Motivation is based in emotion. If you don't "feel it" that day, you don't execute. 1 day becomes 2, 2 days becomes a week and before you know it, it's been six months since you created the necessary action to "plant seeds". Three to six months after that, there is no harvest because you didn't plant the seeds. At this point, you get nervous/anxious and you go plant a bunch of seeds hoping that some of them will be ready for harvest immediately. It doesn't work like that. To even out the peaks and valleys in your business, you need a disciplined approach.
On this episode, I will discuss how you need avoid "the noise" that occurs during a shifting market and how to create the action needed to set up your business for a productive Q3 and Q4 2022 and build momentum going into 2023.
There is no doubt that you've started to see the signs of a shifting market. In Chicago it's not been as obvious as in other parts of the country because we were somewhat late to the party. Some markets have seen a 75%-100% increase in prices over the last year and buyers in those markets are starting to "sit it out" and will wait for a more normalized market. These markets I'm talking about are resort and second home markets. In primary home markets, there is still a lot of demand and velocity. With home prices and rental prices both increasing in primary markets, there is no good exit strategy out of the housing market for those buyers. Either way, the shift has started in 2nd home and resort markets will make it to other markets in the next 6-12 months. In a way, this is actually good news. For top, skilled brokers, we need a more efficient market to allow for transactions for all of our clients. A better flow of inventory allows for "right sizing" buyers to enter the fray who can't or won't pay cash and waive all contingencies. With all of this being said, I cannot remember a better time to educate and set expectations with your clients. You need to stay ahead of the narrative. The media, in needs of "clicks" are going to be pounding the drum of the pending doom for the housing market. So this is how the "noise" is generated. Advertisers pay networks and media outlets when someone pays or clicks on their ad or an article that hosts their ad. My favorite: "Surging Interest Rates push mortgage demand down more than 40% from a year ago" (CNBC, April 6, 2022). This headline disregarded the fact that most of that mortgage demand was with refinances and that an increasing amount of purchase transactions were cash. The 40% implied wrongly that the housing market was struggling. Not true. Jameson is up 36% in volume year over year.
On this episode of my MMPT, my goal is to prove to you that your next big breakthrough is a just a decision and some inspired action away from becoming a reality.
In the grandparent of all self development books, "Think and Grow Rich" by Napoleon Hill, Hill was charged with interviewing and investigating the success methods 500 of the most successful business people, politicians, inventors, writers and leaders of industry of his time. In the book, he writes about his findings and tells short parables on examples of how these people became successful. One of my favorite stories is when he describes what has been termed "3 Feet from Gold". This story is about the uncle of R.U. Darby, who went to Colorado to dig and get rich. He hit a gold vein and decided to go back east and raise money from family and friends to extend his mining operation. Once the money was raised, he went back to the mine, started back up his mining operation only for the vein of gold to disappear before the profits could pay back his debt. Darby decided to quit and sold the mining equipment to a junk man for a few hundred dollars. The "junk man" hired a mining engineer to come in and evaluate his investment and provide advice. The engineer said that the mine had failed because the owners were not familiar with fault lines. His calculations showed that the vein could be re-found just 3 feet from where Darby had stopped drilling. That is exactly where the vein was found. The junk man took millions of dollars of gold ore out of the mine. Darby learned his lesson never again to give up. After learning that lesson, he became one of the most successful insurance salespeople of that time and paid all of his debt back to his friends and family. Lesson learned: Never give up. Your breakthrough is right in front of you.
Today, I want to remind you how important it is to create and stay in the right mindset. As difficult as life and running a business can become, we have to set expectations with ourselves mentally in order to maintain a sense of productive flow. I will give you a glimpse into the strategies I've chosen to stay at a "frequency" that is in line with my personal and professional goals.
I realized in 2010 after listening to an interview that Joe Stumpf, with By Referral Only, had with John Assaraf. John is a successful entrepreneur and author who started in real estate brokerage at age 18 and over the years built 5 multi-million dollar companies. He was featured on the movie, "The Secret" and now runs a company named "Neurogym", a digital education company focused on helping people create a high performance mindset. It was during that interview that I realized how important the mind was to "winning". I've been a student of the "inner game" since that day and credit my ability to stay at a frequency in line with my goals as the main reason I am where I am at this stage of my life after a getting a late start. I don't worry about the future. I truly feel and know that if I execute on my goals and plan, it's not a matter of "if " but a matter of "when" that I will reach them. It requires a calm and focused mind to maintain that type of commitment to yourself.
In this episode, I will discuss the importance of the clear, educated mind needed to really navigate this market and win. Not just for your clients but for you the broker. Any confusion or lack of understanding will create hesitation, regret and inaction. 3 traits you want to avoid at all times. "The CONFUSED MIND SAYS NO."
2 weeks ago, one of our original founders of Jameson, Harry Huzenis joined our commercial meeting. Harry has been in real estate brokerage, development and investments for over 4 decades and has transacted in the billions. He was discussing the current state of the real estate market and made an incredibly eloquent comment as it relates to the current mindset of our clients. He said "A confused mind says no" and went on to explain that if you do not educate your clients on the market "in the moment" in a way that they understand it, the will not have the right information to make a good decision. The market conditions are getting more difficult for buyers due to lack of inventory, rising interest rates and a broader increase in inflation. You and your clients will start to hear the clickable, drum beat of an impending housing crash and so it is imperative to explain what is truly happening in your micro market in the moment
On today's episode, I want to redefine my definition of what it means to "Sprint and Celebrate". In essence, "Sprint" means that you have a defined period of time when you execute with intention. "Celebrate" means that you commit to taking a period of time to power down and enjoy after a "Sprint" to celebrate your accomplishments, rewind, review and plan the next sprint. I will unpack this definition and show you the importance of how you use this strategy to get the most out of your days, weeks, quarters and your year. We know if you win each quarter, your 3 year vision is almost mathematically impossible not to achieve.
I write this for all of you that just feel at the end of your rope after being constantly pulled a million directions. Some of you are the primary bread winner, chef, driver and COO for your family. Outside of your immediate family, you've got your extended family and friends that need attention. Oh, and that pipeline of clients that need to buy something and there is nothing currently available to show them. They are looking for you to be the solution to their needs. It's a lot. (You're not alone) I'm just calling it like I see it because I get the 911 calls. "Jim, there has to be a better way?" Yes, there is! but step 1 is committing to doing things different. You've got to scrap the entire playbook and start over. For some, this is a scary proposition. I'm going to discuss a specific playbook today that I've seen work wonders for that person I just described a few seconds ago but also for that agent that has been in brokerage for a while and hasn't consistently met their goals. You might be new to the business and want to get it right from the beginning. Do I have your attention? For 15 minutes, I want you to mute the outside pressures, take a deep breath and just listen intently to what I have to say. I'll send you the notes and you can go back and listen. Today, I'm going to teach you how to "Plan, Sprint and Celebrate". I use this daily, weekly, quarterly strategy in my own life and it works.
On today's episode, I will discuss how important your reputation is in your overall ability to execute at a high level for your clients. I will also define the word influence : a nuanced approach to procuring more opportunities. These topics are not discussed nearly enough in our industry. I'll make my best attempt to address it today. Let's start with reputation. In today's market, it's widely understood that most listings priced right and marketed correctly, will have multiple offers. In many cases, the terms are similar and the differentiating factor becomes the agent and in some cases, their brokerage. If an agent has a reputation of being difficult and untrustworthy, that will 100% factor into seller's decision, as it should. If you have a reputation of being fair, easy to work with, collaborative, responsive and skilled, those traits will benefit you.
On this episode of my MMPT, I will discuss the advice I've been giving agents on how to position themselves for our "new normal" in the real estate market . The market has shifted. You know it. I know it but now what? What tools and skills are needed? What mindset is needed? How do you navigate this market while keeping your sanity? Today, I will give you my thoughts and help you lay out the basic groundwork to build your quarterly business plans around for the foreseeable future.
On this call, I want to take you through the documented, economic factors that are impacting today's real estate market and give you some "Talk Tracks" to use use in your conversations with your clients. These talk tracks will allow you to set expectations with your buyers and sellers which will make the process as manageable as possible for you and them. It's an extremely competitive market which is really difficult to navigate. It will be much more difficult if you and your clients don't fully understand the economic factors driving the craziness.
Today, I want to further explain this metaphor "Plant in the Spring. Harvest in the Fall" in a way you've never heard me explain it. Within this explanation, I will give you techniques to pivot to the new normal in real estate brokerage. That new normal is "low inventory" and because of this new normal, I want to make sure you are "planting the right seeds"?
I've used the metaphor "Plant in the Spring. Harvest in the Fall" to explain the Law of Gestation for your business. Gestation is defined as a set time, incubation or gestation, for every seed (physical or spiritual) - a specific span of time it needs to follow to come into a physical form. The Law of Gestation is needed to explain the importance of patience, which is a mindset that we as brokers/entrepreneurs struggle with consistently. We want things NOW especially in this instant gratification world we live in. Today, I am going take you through this metaphor in great detail in hopes that you have some major take aways from it.
If there was ever a call that represents my purpose, it's this week’s MMPT. I want to introduce to you a "Life Hack" I’ve recently added that will help you survive the craziness of this industry you undoubtedly experience throughout the year. This simple , annual planning process can provide you the necessary downtime required to thrive personally and professionally. I wish I would have used it earlier in my life.
On this episode, I will answer the question: "Jim, how do I get out of this rut?" This week I want to make a final attempt to give you some simple steps to create momentum needed to build a business that is predictable and enjoyable and I want to prove it to you using a simple mathematical equation
On this call, I want to define for you the difference between having a real estate business vs. a hobby.
It starts with a mindset shift. Recently, I re-read the book, "The E-Myth Revisited" by Michael Gerber where he "walks you through the steps in the life of a business, from entrepreneurial infancy through adolescent growing pains to a mature entrepreneurial perspective......" If you struggle with where you are on this continuum, I highly recommend you read this book. It re-emphasizes the need for what I do as a coach, mentor and leader. It also pushed me to cover with you again my opinion on where a real estate broker crosses the line from a hobby into the realm of running a real estate business.
Team, on today’s call, I will lay out "My 15 Minute Daily Planning Method" that has helped me stayed organized and consistent as my span of control/responsibilities have grown. This planning method will help you stay in touch with your clients on a regular basis, remind you of the tasks that you do regularly, schedule your day in advance and limit your need to “think” about what you need to do to stay on top of your life and business. This planning method requires preparation up front (we call this "multiplication method") and effort for it to work as efficiently as I have it set up. If set up properly, it will save you hours upon hours of time over the long haul and will make your daily planning efficient and complete. It also requires a different mindset. If you want to reach a new level in your life and business, you've got to change between the ears first and foremost.
Today, I want to discuss a concept I use to stay focused on my current initiatives and give you the tools that I use to stay consistent in my efforts to run my brokerage offices and coaching business while making my family a priority.
If you know me well, you know I like "simple", I like "boutique" and down deep, I just want to live a peaceful yet productive life. I've put in a lot of boundaries that protect that type of lifestyle and I say "hell no" way more than I say "hell yes".
Today, I want to explain the difference between brokers who are consistent in their effort and those who are not. Those that are consistent execute specifically designed systems, processes, habits and routines.
The reality is that I've seen brokers with less "talent" produce at a high level because they are consistent in their efforts. In every case, that consistency is supported by a system, process, habit or routine. They don't necessarily work harder than others , in fact, in most cases they don't. They put the time in up front and built their systems, processes, habits and routines and they execute them every day. These systems, processes, habits and routines support the most important parts of their business especially as it relates to business development. They don't make client contact just when their pipeline is low and they need to drum up business. They have a process that keeps that flow of activity pulsing through their business.
The powerful thing about being consistent is that it creates an aura around you and your business that you can be trusted, that you will be there when needed and can relied on to handle a transaction. For you, the broker, it takes away stress. When you have systems, processes, habits and routines to support your business, you sleep better at night. You know down deep that if you just execute, the business will be there. You don't worry about the how and if. Getting up and hoping the phone will ring is not a process. Remember, "Hope is not an action plan".
The first week is always a challenging period of time for some. The calendar has just flipped from 2021 to 2022 as a reminder that you have to "climb the mountain" all over again. Your social feeds are full of the accomplishments of your peers not just in your brokerage but other brokerages locally and nationally. All of can allow, if not watched closely, the brain to create negativity. That's what the brain does. Its job is to keep you safe and in the status quo which is code for "safe". It wants you to retreat back to your old way of thinking. Don't do it. You spent a lot of time in the fall creating your 3 year vision and getting excited about it.
So why am I discussing this topic today? Well, I've had so many conversations with agents this week that set off warning bells so I knew I needed to talk about it.
My professional purpose is to help you, the broker, optimize your productivity and help you become the best version of yourself. Why? "Because Happy Brokers Sell More Real Estate". I do that by helping you handle challenges and opportunities that you face every day. If you can effectively manage certain situations that arise on a daily basis in your business, you'll be more productive and live a life that is the best version of you.
Today, I will explain what it will take to create momentum in the first week of the year so you can win the quarter, win 2022 and hit your 3 year vision.
Today, we officially kick off 2022 and despite all of the craziness in our world, I feel a sense of optimism and hopefully you do too. Many of you had a breakout year in 2021! Congratulations! Isn't fun to come off a period of time where you can "see" the possibilities? With that sense of optimism, there should come a dose of reality and a pinch of caution.
In 2021, we saw off the charts demand, super low inventory, historically low interest rates, lots of cash and availability to funds giving us a market that we might only see once of twice in a life time.
On this episode, I will wrap up my 2021 MMPTs by giving you the "Top 10 Guiding Principles" that I have identified over the last decade that have helped guide me and can guide you to become an Elite Level Producer. "Guiding Principles" are defined by the BUSINESS DICTIONARY as any principles or precepts that guide an organization or business owner throughout its life in all circumstances, irrespective of changes in its goals, strategies, type of work. (If "Guiding Principles" is too serious of a phrase, you can also look at they as your "Guard Rails" that "keep the wheels on the road" ).
Last week, I gave you the 10 steps/episodes to build your business out over 3-5 years. As you build out your business, you will be faced with many decision making moments. The guiding principles I will discuss today, if adopted and internalized, will help you make the informed decisions that will keep your business and life headed in the right direction.
Here are my 10 Guiding Principals that I have adopted and live by and that you can use to become and Elite Level Producer.
In today's episode, I want to give you my step by step process on how to build a real estate brokerage business, really any business for that matter. As we wrap up 2021, I want these final 2 MMPTs to be calls you can put on repeat. They will be teaching moments full of strategy. Next week I'll give you my "guiding principals", the guard rails I've identified, developed and used over the years.
...but today, I want to take you through the steps, the episodes, you should use to get to your vision.
On this episode , I want to help you understand different 3 areas where "less is more" in your business and in your life. You should start the "12 Week process" by detoxifying off annualized thinking which can create the agonizing feeling that you have to "start over" every year. By breaking down your year into 4 deadlines instead of 1, you rid your psyche of that painful (for some) transition every year. By concentrating on "less" in a shorter period of time, you will actually help create significantly "more" of what you want. As you are building out your quarterly goals, consider the following areas to focus on for a 12 week initiative:
Today, on this Monday before Thanksgiving, I want to discuss the importance of GRATITUDE in our daily lives and its impact on our overall performance and level of happiness.
I wanted to ask everyone a question: Are you grateful for what you have? The people in your life? The opportunities that are in front of you? How often do you take the time to really take a deep dive into gratitude? Unfortunately, most of us don't spend near enough time in gratitude for everything that we have right in front of us. I use this call right before Thanksgiving each year to remind myself and you the simple and profound power of gratitude. Gratitude is a feeling that penetrates the deepest sections of our DNA and makes an immediate impact on energy field. The brain waves created by gratitude and forgiveness have been proven to emit the most positive changes in brain wave activities of any other actions or emotions. It's been proven but it doesn't answer the question for why a mindset championed by gratitude is not one of our most focused strategies.
In this episode, we will wrap up our "Championships are Won in the 4th Quarter" fall business planning process by doing a complete book review of "The 12 Week Year" by Brian Moran and take some of the highlights out of my recent MMPTs to pull together the operating strategy that I will use moving forward. Why? Because it is a proven strategy. Every successful business owner picks a planning and operating strategy that provides a consistent, proven and effective approach to goal attainment.
Today, as we dive further into this "Championships are Won in the 4th Quarter", I want to tackle into the relationship between your Vision and its relationship with your Ego.
First, let me explain my thoughts on this topic. I look at #vision as the promises you've made to yourself while #ego is the positive and negative external drivers that motivate you. I want to make it clear that I will not try to define ego as something that is bad. In fact, I think if you are going to be a highly productive and evolved ELP (Elite Level Producer), you need to have some ego to give you that extra fuel needed to meet your vision. What I will try to do is help define ego and put it in it's proper place.
Today, I want to take you through the process of building out your "Goal Board", an essential step in achieving your #3YearVision. First I want to answer some of the questions I've been getting regularly as I've discussed this part of the #12weekyear process.
What is a #goalboard, Jim?
A #goalboard, similar to a vision board, is used to document your goals and guiding principles so that you can review them daily. I made mine out of out a 17 x 21 foam board that I can easily pull out in the morning and review. I review it every morning during my first cup of coffee. It primes my brain for the steps I need to take to meet all of my goals I've set for myself for the upcoming 3 Year Vision cycle. I took all of my goals and using a Microsoft Word's appropriate sized font, printed them out and posted them towards the outer sides of the board. I use written word instead of pictures because it's more effective for me. If you use pictures, you would refer to it as a vision board and that's a perfectly proven method for some people. I leave the middle section open so I can post my "quarterly Initiative" which I will switch out each 12 week cycle. You can use other methods to post your goals for daily review but for me personally, this method is effective and works for me.
I've talked a lot this year about the importance of creating a vision and a plan and today I want to discuss the GCI formula that will drive the financial segments of your vision and give you ideas for quarterly initiatives. It's simple really. It goes like this:
The Value You Create x The Number of People You Provide Value = Your Compensation (GCI) So let's break down some ways that you can impact both sides of this formula. The areas we will discuss can be the starting points for your quarterly initiatives
Today, I want to take you inside the conversation I've been having with many agents 18 months into a pandemic and 15 months into a raging real estate market that is starting to make them question: "What is enough?" A question only each of you can answer for yourself.
I think what has made me an effective manager, leader and coach, is that "I speak agent". Yes, it is a language that is a combination of work ethic, drive, focus and psychology. In most cases, the only people that understand brokers are other brokers. For competitive reasons, agents don't or can't talk too much to other brokers because of confidentiality reasons. This can and does lead to a life and business that is lonely if that business is not managed and built the right way. Those that live with us and know us think we are freaking crazy half the time. In some cases, our friends stop inviting us to dinners and days out because we always "have to take a call" or "I'm in the middle of a negotiation". Sound familiar? So this leads to a deepening issue that I am hearing more and more from agents and am trying to help them navigate. For many, this 15 month run, with no end in sight, is starting to have significant impact on marriages, partnerships, relationships, family and friendships forcing agents to ask themselves "What is enough?"
Today, as part of my "Championships are Won in the 4th Quarter", I want to take you into my personal Q4 planning session for the first time. I've changed it over the years but for the most part, I've followed some key areas where I intentionally put effort towards planning process. Now, as a reminder, I work off of the "12 Week Year" strategy process which includes a 3 year vision and quarterly initiatives to support that vision over 12 quarters. What makes my Q4 planning session different is that in addition to planning my 3YV and reviewing my quarterly progress on my current 12WY, I also dive into other key, important areas. Before I go into my 10 Step process, we should review why we plan. Everyone's desire is to create flow, that feeling that everything is under control and that you're moving in the right direction with intention. If you are taking the time to listen to me today, I have no doubt that you are pursuing ways that you can live the way you want to live and be they type of person you want to become. To do that, you have to take time to "meet with yourself". That's where the "Ideal Planning Session" plays a big role in my life. It is imperative for me that I schedule ample time away from distraction to review where I am at, fine tune my vision for where I want to go and create the next steps for how I am going to there.
So as you sit here in the first full week of Q4, 2021, do you have your initiatives outlined for the next 12 weeks? Let me give you some additional insight to my goal setting strategy that I have been implementing personally. I want to introduce you to "Leading vs Lagging" indicators. "Lagging Indicators" are the end result of your effort. "Leading Indicators" are the activities that you do impact the final result. As brokers, almost all of you focus on production and GCI goals. Previously, your annual goal statement might go something like this:
"By the end of 2022, I want to produce $25,000,000 in production with an average sales price of $1,000,000."
You need to ask yourself: Why is $25,000,000 with an average sales price of $1,000,000 important to you? What does that level of production do for you, your business and your family. Find the reason internally why $25M in production is important and build that into your "3 Year Vision". A 3YV should your long range goal that is really powerful to you. It should be vivid. You should be able to feel it. It should be personal to you and only shared with those close to you. When you have this 3YV, it will literally be the fuel that drives you every day.
So please, join me and stop worrying about external factors and move your goals to areas that live in your DNA. If you make this switch, you will finally find the gear needed to get up every morning and execute with enthusiasm. But how? Enter the "Leading Indicator" model. You ask yourself each quarter for 12 quarters. "What do I need to do this quarter in order to meet my 3 year vision"? (not what my manager thinks, not what the industry thinks, not what my competition is doing).
Many use the S.M.A.R.T goal setting strategy. It's an acronym that stands for is the goal Simple? Is it Measurable? Is it Achievable? Is it Realistic? and is it Timely? So in this scenario you might say "I would like to build my Top 100 database from 49 to 55 people between October 1, 2021 and December 31, 2021". In this scenario, that goal meets all of the criteria of a S.M.A.R.T goal. It is real enough that you can get up every morning and track your progress.
In that goal statement, was a length of time that I feel is the best approach based on my research and experience. In my opinion, QUARTERLY goals are the best approach for one major reason: you increase the number of goal deadlines you have in any given year from 1 deadline to 4
In this episode, I want to remind you of the daily ritual that can have the most impact on your day; your Morning Ritual. See as your leader, manager, mentor and coach, I am not here to speak at you. You are all independent business owners that have so many opportunities to OPTIMIZE your life. My job is to "drop breadcrumbs" and lead you down the trail to your best business and life. I've been there, seen it and have had the most amazing seats to watch ELP's (Elite Level Producer) optimize. My energy is so in line right now and my only goals are to keep learning, keep executing and bring as many people with me as possible.
I don't know one ELP that doesn't have ME TIME scheduled intentionally in the morning. Are they perfect, NO! Do they pivot back to being consistent
Today, I want to remind you of the 1 foundational principal that will drive your success and help you create a predictable and enjoyable business. The key to building a relationship based business is that your clients know that you authentically care for them. You must create the systems, processes and capacity so you can support your clients like the U of Wisconsin helped us. They were there for us and they delivered on a result with a distinct feeling of hospitality. Let me explain it a different way just to further make my point. A really well run relationship based business can best described by using the "Disney Theme Park" model to operating a business. At Disney World, the consumer only sees the magic of Mickey, Minnie and the princesses around the park but underground there is another full city where their employees operate the parks and make the magic happen. Your clients should only see the magic of your skill, experience and care for them. Underneath it should be all of your systems, processes, software, database and team running every detail needed to run a successful, relationship based business.
....but what I was reminded of this past week is that nothing else matters if you can't create a sense of calm and trust for your clients. They need to know that you care for them and they should never feel like they are a commission check. Your clients need you. If you create this level of service, lead generation will never be a problem. Your challenges will be how do I create capacity to protect my "me time"?
On this episode, I'd like to set some expectations for all of those brokers that are new or newer to the business while challenging those that have a mature business to take a deep look at your business and adjust as needed.
On this episode I want to continue my thoughts on some basic, guiding principles that they just don't teach in college. Unfortunately, many of us have to learn through experience and the school of hard knocks. I teach with a hope that I can help you avoid some of the mistakes I've made.
On this episode, I am going to point out 7, "tried and true" guiding principles that I've learned over the years that I believe if followed, you can build a life and business that that creates a lot of income and joy. Just like compounding interest, the earlier you discover them and start using them, the better off you'll be in the long run but unfortunately, many of us have to learn the hard way through the school of hard knocks. If I had my way, they'd all be required college coursework but the good news is that it's never too late to start. Some of the biggest success stories you'll find started after person hit the age of 50. A lot of us are "late bloomers" (when you really hit your stride) which is perfectly okay and becoming more and more the norm amongst high achievers.
My professional purpose is to help you, the broker, optimize your productivity and help you become the best version of yourself. Why? Because happy brokers sell more real estate. I do that by helping you handle challenges and opportunities that you face every day. If you can effectively manage certain situations that arise on a daily basis, you'll be more productive, live an optimized life and, in turn, live a life that is the best version of you.
Today, I want to give you 20 ideas on how to best to optimize your time during a more tepid market with a goal to maintain your momentum heading into Q4 and 2022.
Today, I want to prove to you that your Top 100 (your database of top clients) should be looked at like an investment that you should manage and view as a long term financial asset
Today, I want to share with you some of my thoughts from a road trip back to central Nebraska to see my family for the first time since pre-Covid.
I could have flown right into Kearney (Nebraska) from Chicago but felt the need for a road trip. Does anybody else ever get the desire to get out on the open road? I've had some of my most productive mind dumps on long road trips. Did you know that driving can produce alpha brain waves, the same brain waves you get when you meditate or get lost in thought in the shower? Maybe you've noticed on a long drive that your subconscious takes the wheel for long stretches. True, that's why I opted, this time, to drive that 10 hours to my parents for the short weekend.
So here are some of the topics that I've been thinking about or have had conversations with you or your fellow brokers about over the past week
Today, I want to show you how the power of daily tracking can have a massive impact on your productivity and your results.
If I learned one thing during the first 1/2 of 2021, it’s how a commitment to a “1 Big Thing” for 90 days can have a dramatic impact on your personal life and professional results. When I say “commitment”, I mean a daily hyper focus on your 1BT. To stay focused on your IBT, you need a scorecard to track your results. As a reminder, the "productivity hack" I discussed earlier in the year has 4 stages: After identifying your 1BT, you need to “Burn the Ships”, commit to 3-5 daily action items and track your results/progress
My professional purpose is to help you, the broker, maximize your production and help you become the best version of yourself. Why? Because happy brokers sell more real estate. I do that by helping you solve problems that you face every day. If you can effectively solve these problems, you'll be more productive and in turn you'll be happier in your business and in life.
Today, the problem I want to help you solve is to show you how to embrace the concept that your success is based on how you "execute the math". If you "control the math", you control your level of success.
My professional purpose is to help you, the broker, maximize your production and help you become the best version of yourself. Why? Because happy brokers sell more real estate. I do that by helping you solve problems that you face every day. If you can effectively solve these problems, you'll be more productive and you'll be happier in your business and in life.
Today, the problem I want to help you solve is to show you how to embrace the seasonality of your business and to schedule your year with intention.
My professional purpose is to help you, the broker, maximize your production and help you become the best version of yourself. Why? Because happy brokers sell more real estate. I do that by helping you solve problems that you face every day. If you can effectively solve these problems, you'll be more productive and you'll be happier in your business and in life.
Today, the problem I want to help you solve is to create a "one sheet", 10 easy steps, for the "visioneering" process that you can reference over time.
Today, the problem I want to help you solve is to assist you in creating a plan, with specific dates and timeframes, that will make your vision a reality.
I am personally passionate about this topic as I am in the process of revising my life plan, my goals for the next 3 years and my first quarterly initiative but before I explain the next chapter of my story, let's get really clear on one thing. Your vision is going to cost money. Let's face it, we're not out working our tails off for our health alone. It can be taboo to talk about finances but in reality most of your primary goals will be focused around your income. You will need to find a way to "Fund that Feeling" that is felt after creating your vision. If your vision doesn't rock your world, you're not thinking big enough
High performance is exactly the same. You need to take a long hard look at your life and business and figure out what are the "weeds". You can do this while you decide what it is you want to plant to create your perfect garden. In fact, some of your best ideas, thoughts, dreams and goals happen during the elimination phase. So, as you take a deep look at your life and business, some of you will have lots of weeds, for others not so much. This all depends on how "evolved" you are in the process. The good news is that I've some of the most drastic, positive improvements in the high performance process occur during the "elimination" phase.
Having a vision is literally the spark plug that powers up the engine you'll need to hit all of your goals. But how do you create that clarity and a vision that you will take seriously, is meaningful to you and big enough to motivate you on a daily basis? I've created 5 steps that I've followed to "find my north star"
CLARITY means that you are clear, you know exactly what you want, when and how to get it. Napoleon Hill refers to it as “definite of purpose” in his epic book "Think and Grow Rich”. Instead of Clarity, people use other well know words and phrases such as “Goals”, your “Vision”, your “Why”, your “Purpose”, your “GPS” or in Take Flight, I’ll refer to it as your “Flight Plan”. Others refer to this as “problems that need to be solved”, or “desired outcomes”. I think the word “Clarity” is an overall description for all of these words or metaphors. It describes the need to know what you want, how you want to feel and how you are going to obtain it and by what date. If you are not clear on THAT one thing, you most definitely will not get it. Most people, the 97%, naturally default to “pay the bills” or maintain survival mode. That’s the one thing everyone understands, the need to survive. It’s built into your brain as the natural default.
I prefer to look at this "thing we call life" as a book with chapters and pages that we write every day. I was planning on writing on a completely different topic this week but pivoted after I watched the Kentucky Derby, won by a horse, Medina Spirit, that was purchased for a $1000 as a yearling. It reminded me that it doesn't matter your background, your education level, your past or your current situation, you can win if you've got heart and grit and that's what Medina Spirit showed everyone on Saturday. A truly great comeback story at its best.
On this call, the problem I want to help you solve is to how to fend off a scarcity mindset and create or maintain an abundance mindset through understanding the power of energy.
I want to help you today to re-frame competition. Competing with others should NOT be your primary motivational driver. The person you are looking at in the mirror every day.....you, should be the person you are competing against every day. ELP's (Elite Level Producers) use personal goals as their main motivation knowing that if they win those daily, personal benchmarks, they'll show up much more consistently and competitively on any brokerage or industry "leaderboard".
I, too, am on a growth path and with that, I wanted to share with you today what I am thinking about as a result of time away. I am not a finished product by a long stretch and I appreciate you being on this ride with me as I learn, pivot, execute and stress test my ideas. I realize that "Happy Agents Sell More" so I will continue to try to help you HACK this thing called life and your business
So, that is what "burn the ships" means and it is so relevant and in line with what much of what I've discussed since the beginning of the year. You have to create a strategy to get where you want to go and put enough leverage on yourself to make the change non-negotiable. So the strategy that I am about to outline, in a way, is the best of what I have covered in the 12 MMPTs/Podcast episodes I've written this quarter.
If you do the math (even if you don't hit on this Hack for 30 days in a 365 day year), you can't tell me that your business will not grow if you take 330+ hours of me time, 165+ hours of planning, 165+ hours of self development (the equivalent of 20+ books), 330+ actionable reach outs to prospects and another 330+ actionable authentic reach outs to your Top 100. All things considered, it is mathematically impossible not to be in a better place in your business a year from now. But, to be effective, you must track these 5 areas each day. For a proven tracking method simply search, "Weekly Rhythm Register Darren Hardy" or review "The Compound Effect" by Darren Hardy (pg. 109) for a simple to use PDF and then go to YouTube to do further research on the entire tracking method. Use this method while I work on something that could be another option for you.
Personal and professional growth is charted by one's level of confidence and the ability to set boundaries, execute processes, live by rituals and routines and stay completely focused on the details that will lead to a larger goal. That confidence continues to grow with experience and your ability to express it to others. That act of communicating probable results in advance, based on your experience, is called SETTING EXPECTATIONS. Setting expectations is where confidence, experience and your boundaries meet, giving you the ability to run a productive business on your terms and live an intentional life all while operating with manageable stress levels. By properly setting expectations, it allows you to save time, not just your time but also your clients' time. You know you are hitting your stride when you have the confidence to proactively speak the truth in an empathetic way
To "reset the temperature on the thermostat" or change what is the status quo, you have to make radical changes, you have to put leverage on yourself and you have to take consistent action. Last week, I put a post on Instagram where I told everyone about my quest to build a healthier lifestyle by starting with losing 20 pounds. I'm telling you again today. Why? Because this is what we call putting leverage on yourself. If I tell hundreds of people, I put the pressure on myself to hit the goal. Have you heard the term "Burn the Ships"? "Burning the ships" is considered putting so much leverage on yourself that you have no choice but to do what you need to do to achieve success. Period. End of story. When I see all of you at our next big event, I need to have shown massive results or you will think I'm a fraud. That is a concept I will not tolerate in myself. That is a way that I am "gamifying" my goals and burning the ships.
Team, my advice to you as my 2021 Market: Survival Tip #1, set the expectation for yourself that it is going to be a challenging market, fruitful, but difficult in ways we have not experience before. Do not take the losses personally nor get to too high with the wins. Once you're done setting that expectation with yourself, set it with your clients, your partner, your family and your inner circle. If everyone knows the playing field, the lows will not be near as low. Once you've that, go through my list of 7 things that I discussed earlier in call and set a flight plan for until Oct 1. This plan will allow you to get 1% better every day while executing this market.
Once you're done setting expectations, adjusting to your new plan, sprinkle both with a lot of gratitude. Gratitude has a way of always bringing things back into perspective.
I am a realizing everyday that my experience, created by the downturn of 2008, was my classroom, my laboratory and my canvas. I learned more about what not to do as I did these "financial best practices", that I will introduce to you today. So let's get into that topic that I've never ventured, "Financial Literacy 101" but before we start realize that I am coming to you as your coach. I am not a certified financial planner. I am a 53 year old that just has a little bit more life experience than most of you. My goal here today is to get real with you and to point you in the right direction as to how you should build a financial mindset and financial blueprint for yourself.
I started my real estate career, at age 30, 23 years ago in February of 1998 starting part time with a developer that needed open house help on the weekends. 13 years ago in February, I had my real estate heart attack. In February 0f 2011, 10 years ago next week, Jameson was gifted the honor of affiliating with Sotheby's International Realty. As I sit here today, I am at the halftime intermission between my real estate heart attack of 2008 and my estimated retirement at Age 65. When you hit these milestones and/or personal moments in time you become introspective. What have I learned? What do I hope to pass down? LEGACY, VISION and MINDSET are my 3 guiding principle "words". You'll find those words defined and framed on my wall in my newly designed office.
If you want to create and build a LEGACY, you have to teach and continue teaching what you've learned in order to help others shave years off their growth curve while helping other avoid mistakes you've made over the years. It was tough to keep this list at 30, but here are "30 Things I wish I knew at 30
So, the point I wanted to make on this call today is that you have to execute with intention. If you don't, your life and business will feel out of control. Lack of control/no plan = stress. Stress can impact you in a lot of really negative ways, including your health and relationships. If you want to create that powerful flow that you desire, you need to create those habits, systems, rituals, boundaries and routines that lead to a happy and productive life and business . If you've followed me for a while, most of this content is not new to you but my challenge to you today is: "Are you ready to internalize it and finally take how you live your days, weeks and life seriously?"
So, why is it so hard to maintain a relationship with our clients post transaction? It's hard because we've created a mindset that following up and maintaining that relationship is selling. Society has given selling a negative connotation. In the 50'-70's, sales people were taught to "go after money that was theirs" and "That money that is in your pocket is mine and I'm gonna come get it". Movies like the "Wolf of Wall Street" show exactly this mentality. We struggle with that because we don't want to take on that same reputation as the car dealership. We don't want the reputation as a sales person.
I am such a big fan of setting expectations up front with everyone. "Take Flight" basically is built on setting expectations for you on how the world of real estate brokerage works. My goal has always been that I want to prevent as many "real estate heart attacks" as possible. When you have one, it's too late and it requires a major re-focus and pivot to get your business to where it needs to be. So, I want to set some expectations with you today based on what I am seeing in the market so you can better go back and set expectations with everyone in your life including your clients and your family. 2021 is shaping up to be a year, depending on the market you serve, one that could be a record breaker for many of you. Demand will be strong. If inventory levels cooperate, your production will be as well
So, taking you back to Take Flight (the map) for a minute, the formula for a successful life and business is "Thoughts create Feelings, Feeling Create Action and that Action is what provides you with the Results". Many thought leaders refer to this as the Law of Attraction. During your planning phase, your focus is mostly on "Thoughts create Feelings". Within this formula, when "Feelings meets Action" part, this is where you are have to make the decision if you are turning LEFT, or if you are turning RIGHT. YES, today, you have to make that decision. It's January 11th and if you don't start creating action, you risk the possibility of slipping back into the status quo. The status quo is where your brain wants you to stay. It's safe. Your brain likes easy and underwhelming and it will amp up the negative thoughts to persuade you to take a left turn.
The importance of getting started on 2021 today, is that Action done consistently builds MOMENTUM. In physics, Momentum can be described in terms of "speed of motion" as Momentum begets more Momentum. In business, we realize that when you are cranking out deals and helping your clients , you feel like nothing can stop you. You get into a flow and getting up in the morning is a little bit easier.
First let's talk about what can stop or slow down your Momentum as it relates to our business (listen for more).
These questions drive your goal setting and your "Flight" creation. From there, you need to build systems, processes, habits, routines, rituals, boundaries and rules that support your goals. You will find that out of this list "1BT" (one big thing) will present itself.
I say this as I understand that GROWTH is a personal journey and a process that cannot be scaled using an "out of the box" process. Those that are ELITE get there following their own path. As you go into the new year, there is ONE BIG THING (1BT) that you will need to focus on to get to the next level. You'll be able to identify it because it is that "one thing" you think about every morning. It needs to be given your full exploration and consistent effort. A 1BT needs to be be made non-negotiable until you've created built it or created a bio rhythm to support it...usually 90-120 days.
Your 1BT is that one thing that is going to turbo charge the speed of which you hit your goals.
From my experience, I see people toggling back and forth between 3 major areas of development: Growth Mode, Maintenance Mode and Self Discovery Mode. Your 1BT will come from one of these 3 development modes.
Alright, we've come to the end of our "Take Flight" journey, including today, that took you through 20 episodes and 5+ hours of content. During these calls, we've taught you how to identify what drives your performance and how to execute at a fundamental level. You've set a destination for your flight and again, "a flight" is defined as an "intermediate goal that usually take a month, a quarter, a year and sometimes longer. Your FLIGHT must be specific, measurable with a deadline included." "Flights" help you get to your bigger goals in life defined by "How do you want to live?" and "Who do you want to be?".
Each "Flight" is designed to land as it approaches its destination (goal). It's important that you review your flight. In this episode, you'll learn howto "Prepare for Landing"
To build a profitable real estate brokerage business, there are many elements that have to be considered and executed to successfully get your business "off the ground”. This is why is created “Take Flight” for our brokers at Jameson. I could have easily kept what I learned from 2008-2013 to myself but in 2011 my motivation and purpose changed. I wanted to make sure that other agents avoided the same mistakes I made early in my brokerage career which came to haunt my for the better part of a decade. These painful lessons were caused by my lack of preparation and that I prescribed to “transactional" based model which is still the overriding culture of our industry.
Brokers are taught to think that to build a “relationship” based model is a lot more work and most wince at the thought of maintaining a constant drumbeat of coordinated communication with their clients. Hopefully throughout this coordinated grouping of MMPT’s and Podcast episodes teaching “Take Flight”, you’ve seen that you can build a predictable and enjoyable business. Yes, predictable and enjoyable. What I’ve learned, though, is that this type of business is reserved just for Elite Level Producers (ELP’s). Being an ELP has nothing to do with production or GCI. It has everything to do with execution.
If you remember, back in May and June before I launched the Take Flight series, I covered that Clarity, Awareness, Commitment, Consistency, Skill, Innovative and Patience were the 7 Characteristics of an ELP. To maintain a level of competency in these 7 areas takes thought, it takes planning and it takes execution.
To think, plan and execute at an elite level, you must put time aside each day to focus on those 3 areas. I’ve learned that you have to create an Ideal Day that becomes a natural rhythm that your subconscious operates automatically. This is not optional. You need to make it non-negotiable.
Welcome to 35,000 feet. Most brokers/salespeople never get to this point where they put in the thought, the planning and the consistent hard work to get their business (Flight) off of the ground. A high percentage of fuel is used during "Take Off” but the work is not over once you get to cruising speed. Cruising speed could also be described as flow, but it can also get messy. You’ve seen some really good results, you’re proud of your progress but reality is starting to set in. It takes time for your consistent effort to pay off. You realize that it requires patience but you want the end result now…..sound familiar? Today, I’d like to discuss 5 key areas that can turn into traps and take you off course. At 35,000 feet, you'll need to operate differently to land precisely on your destination. In today’s call, I will discuss those 5 trap areas.
Why is gratitude so powerful? Did you know that it is proven to release toxic emotions, reduce pain, improve sleep quality, regulate stress and reduce anxiety and depression? That's a pretty tall order but it's been proven. With gratitude, the brain automatically redirects to pay attention to what we have, proving intrinsic motivation and a strong awareness of the present. Also, at the neuro-chemical level, gratitude acts as catalyst for neurotransmitters like serotonin, dopamine, norepinephrine - the ones that manage our emotions, anxiety, and immediate stress responses.
To quote Oprah Winfrey "Be Thankful for what you have, you'll end having more. If you concentrate on what you don't have, you will never have enough"
If you’ve gotten this far through our “Take Flight” course, you are approaching 35,000 feet. At 35,000 feet, you hit cruising speed and are well on your way to reaching your destination and completing your “Flight”.
So how are you doing? Today, I want to help you “Track Your Flight”.
Before we do that, I just want you remind you what you the definition of a “Flight”. On Episode #2 of this series of Take Flight, I specifically defined a flight as: "…. as a specific, impactful and medium time range goal that once hit, you immediately arrive at the next level of your life or business. "
So that takes me to where we left off last week. All of the “Flights" you plan to take roll up to 2 questions that you need to ask yourself:
Who do I want to be? (Your personal development, health and wellness, spiritual goals) How do I want to live? (These will be your financial goals, your lifestyle goals)
These questions address how you want to feel. It sounds woo woo but it isn’t. In reality, everyone is really chasing a feeling, not things. Feelings motivate. Things do not. The things you have and person you aim to be make you feel a certain way. It’s your responsibility to take the action to move your life and business in the direction you want it to go."
From there you started to define your goals for the FLIGHT you are on and we know that we have to create systems, processes, habits, rituals, routines, boundaries and rules for our business to support the goals which cascade into allowing us to live the life we want to live and become the person we want to become.
Take Flight has those 5 engines that create the lift and help stay on course. To do that, you need to review your progress regularly or Track Your Flight:
Mindset/Clarity. (Where are you on a scale of 1-10, not using the number 7?)
Time Management/Productivity: (Where are you on a scale of 1-10, not using the number 7?)
3 Rocks of Marketing: (Where are you on a scale of 1-10, not using the number 7?)
Deliver and Leverage: (Where are you on a scale of 1-10, not using the number 7?)
Relationship Management: (Where are you on a scale of 1-10, not using the number 7?)
If have not put ample time into building your personal brand, you should make it a priority on your business plan. It can no longer be a “nice to have”. Those who don’t build personal brand equity and good will, will find it harder to complete. It is a lot of work, you will not see immediate results but trust me, people will start following you and one day you’ll get the call or direct message: “Hi, I’ve been following you and was just wondering if you are taking on new clients. I’ve loved your content and feel like you’d be a good fit for us.” At that point, there is no going back. The challenge will be to get there. Most will not want to put in the thought and the work but trust me, it will be worth it for you.
On today’s #MMPT, before we go into new content, I want to take a few minutes to review what we discussed last week :
• The "Sales Funnel”: the sales approach needed to build an enjoyable and predictable business. "3 Rocks Of Marketing” is the top of the sales funnel with feeds the “Deliver and Leverage” which is where you transact. Those that successfully make it through your “Deliver and Leverage” stage populate your “Database and Relationship Management” strategy. • Review of “The 3 Rocks of Marketing” and how to identify which lead generation strategies are right for you (Barbara Corcoran Method). • “The Referral Tree” revisited • Did you do your homework? Did you go back and identify your transactions over the last 2 years and identify which lead strategies are most effective for you?
So today I want to go into more depth in a few areas and add a few new concepts to the mix:
• What is “Deliver and Leverage”? I’ll spend some more time on this area and why it is so important to turn 1 transaction into 3. (People Remark about a Remarkable Experience) • Discuss that most agents are pretty good at this area (90% would use their buyer's agent again and the typical seller referred their agent at least once and 36% have referred at least 3 times based on NAR 2019 survey (these are strong numbers). Agents understand this area because this is where they get compensated. • What they don’t do well is look for additional opportunities during the transaction. Most agents are just focused on getting that one transaction closed. The numbers get pretty sad after the closing where less than 9% say they used the same agent on multiple transactions. That’s why started with and spent so much time on “Relationship and Database Management”.
In this Episode, you will learn how to identify your TOP 3 Lead Generation strategies using the process I learned from Barbara Corcoran.
“The definition of insanity is doing the same thing over and over again and expect a different result” - Albert Einstein
A business plan is just a document that collects all of you thoughts about the commitment you are making to yourself for a period of time or a project. You would not expect an athlete or and athletic team to take the field or court without a game plan. You wouldn’t expect a movie director to film a movie without a script, To use a “Take Flight” metaphor, you would not expect a pilot to take off without a very detailed flight plan.
A vision without a plan to execute, is a fantasy. You will not get there.
You are on this MMPT or you are listening to this PODCAST because you have either committed to building a relationship based business or maybe you have not quite yet fully committed but you are intrigued. I’m not going to address those that are focused on a transactional based business because they have already tuned me out. Today is the day that you need to recommit and/or make that decision to play the long game of real estate brokerage. Committing to the time, the processes and elite level effort are the pillars of building a relationship based business. It’s time to make a decision, though. No need to waste your time on the rest of this course if you are not going to go all in on creating, maintaining and compounding relationships with your sphere and your clients.
Now remember this, you cannot automate thoughtfulness but you can remind yourself to be thoughtful and this is what this strategy will do for you. You’ve got to look at your TOP 100 like a big tray of batteries. Batteries have a charge level. They are most effective when they are fully charged. Your TOP 100 is the same way. The way you keep them fully charged is to stay in touch with them, consistently over the life of your business. When their charge is low, they are at severe risk of using another broker when they do their next real estate transaction. You cannot do this by memory, you have to have a process. Use the process/strategy I’ve discussed today and your TOP 100 will produce in a big way for you.
Successful brokers realize that their job over the life of their brokerage career is to “Collect and Compound” relationships. What that means is that they know that the key to their success is is finding and taking good care of their clients and identify influencers that will act as advocates for their business. As you build a strong database, you are building sales people for your business. A strong database of happy clients is the only thing that has equity, the only thing that has value that you can sell at some point. Building a relationship based business is not for the faint of heart. It takes vision. It takes time. It takes patience but the future results are well worth the time.
Again though research, I realized that 100 clients was the maximum that I could manage properly. This didn’t mean I marketed to only 100 clients, I just marketed differently to separate and unique segments within my database. I called my “vital few” my TOP 100 and segmented that group into separate and defined categories (Platinum clients, Gold clients and Silver clients and then contacts 101+ were my Fringe contacts). You’ve probably seen other categorization concepts using letters like A+, A, B etc). I named my categories after the American Express card types. I don’t remember the reason but at that time, I just felt the words carried more weight than the lettering system. Also, I wanted to create my own theme. Let me just take a minute and define each one of these terms and categories I created for my database.
So Jim, where do I start? How do I TAKE OFF?. Well, during the next several episodes we are going to talk about the 3rd Engine of Take Flight, RELATIONSHIP MANAGEMENT. It joins MINDSET and PRODUCTIVITY as the 3 foundational principles needed to get your business off the ground. If you can master these 3 areas, you are 90% there. So, we need to begin at the beginning with an exercise that every broker needs to do at least once and maintain it over the lifecycle of their business. This exercise is to identify all of your past clients and create a list if you don’t have one. If you do have a list or a functioning database, it’s time to do an audit of your list. It doesn’t matter how sophisticated your business is, you need to do this audit at least once a year.
Within TAKE FLIGHT, there are 3 foundational principles, MINDSET, PRODUCTIVITY and RELATIONSHIP MANAGEMENT. We’ve given you a broad overview of the first 2 principles in the over the last 6 weeks. My advice to you, is to over the next 2 weeks is to listen to all 6 of these EPISODES again and really study them. You can find them on SOUNDCLOUD, APPLE PODCASTS searchable under ASK JIM MILLER. Do a full audit on what you need to change or improve over the coming months to create momentum in your business. Maybe you’ve had some good habits, routines and rituals in the past but you’ve gotten off track. Pick them back up and reapply them to your life and business. Mastering the content in Sessions 1-6 will have you ready to get your business off the ground, I promise, so “Fasten Your Seatbelts”. When we resume, I will guide you through the steps needed to get you to your destination.
Productivity is about energy, focus and processes. We all have the same 1440 minutes in a day. Take care of your bodies, hydrate, get good sleep and take care of your spirit. Take more breaks throughout the day. Value each minute: Time is the most precious currency we have. Once it’s gone, it’s gone. Don’t let people steal your time. It’s important that you keep things in perspective and give yourself time to rest and relax. By doing this, you are ensuring that you don’t crash and burn.
Modern aircraft are equipped with sophisticated automation and technology that allows the pilot to focus on multiple aspects of the flight without having to worry about flying the aircraft manually. In the world of real estate brokerage, brokers have and are still struggling to find the right technology to track their clients, transactions, their habits, their tasks, their goals and their progress. We all have grand intentions to do big things but life does get in the way. We lose our flow and find it difficult to regain our momentum. We’re all human and this is going to happen to us consistently over the course of our lives and careers. If is imperative that we implement a tracking system to monitor our progress. I’ve got to be honest, I’ve struggled to find a software program that has moved the needle for me, that is always front of mind and easy to use. I just didn’t find that solution….
….until the last few months.
When you think about the traditional real estate coaching or sales training, your expectations might be that you will add a bunch of new processes, lead gen ideas, time management ideas, etc. The idea is justified but in TAKE FLIGHT we start by ridding your mind, your environment and your business of what is not working. For use another metaphor, would you fully irrigate or add seeds to a garden before making sure all the weeds are gone? No, so to TAKE FLIGHT, you have to start by weeding and pruning. This is the only way you have a shot of success. Unfortunately, we don’t get taught this. We get sold the shiny objects that are just noise and in many cases, take our time, take our focus and take our energy with no results. Without doubt, some of the best success stories I’ve witnessed have come from when brokers have removed from their life and business what does work for them or serve them
To “TAKE FLIGHT”, you’ll need productivity tools that are necessary to getting to where you want to go. I decided to keep it a little bit lighter today and actionable so you can be ready for what’s to come. Throughout the rest of this MMPT, I’m going to take you into the heart of my life and business and let you know what tools I use and I see other ELP’s use consistently. Over the years, I've tried everything, done a lot of research, spent money on wasted applications and have settled nicely in on the following technology, apps, software and I've hired people to support me.
When you book travel, the excitement around taking that trip is immediate. You start to imagine what that time away will look like, smell like, feel like. Your imagination kicks in, you get excited when you start the “reverse engineering” process of planning your trip, making further reservations and plans. I need you to have the same level of intensity and excitement behind building your business. To even have a fighting chance of becoming an ELP, you need to take action today not tomorrow. Book your FLIGHT!
On a broader topic, your life will be made up of a series of “flights”. I started thinking this way later in life so I’ll probably have around 10 or so for the different stages of my growth. You may have more or less, it doesn’t matter. What matters is that you teach yourself to enjoy “traveling", right? So, it doesn’t matter where you are right now. Just start and I’ll show you the HOW.
So, you might ask me, “Jim, I understand these characteristics but HOW do I put them all together? Where do I start?”
This is why coaches and mentors exist. Coaches exist to take out all of the noise and “editorialize” the process down to what works. So, over the next few months and maybe until the end of the year, step by step, I will show you “The How”! There is a a formula and I plan to give it to you it in bits and pieces over the coming weeks.
Today, on this MMPT, I want to focus on PATIENCE. The characteristic that inspired this series of calls.
We live in an impatient culture. You can logon to your Amazon app and order anything and have it delivered same day, next day and normally quicker than direct from the manufacturer. You can access Google and get any information you need in seconds. You can have a car pick you in just minutes using the Uber app. "Selling time’ is a huge business if not the future of business. These companies provide a lot of value, save us an enormous amount of time and convenience but they’ve also spoiled us. We expect things quick and we want our questions answered in just moments. It’s extremely hard for an impatient culture to think long term.
In the meantime, we know that “Change is the only constant”. If you don’t consistently pivot, you will fall back to the pack even if you don’t stop doing what made you successful. Your competition will catch up if you if do not INNOVATE. If you have a weakness in your business, you either have to improve in that area or hire someone that “plays” at what you are not good at.
Team, it is that simple. If you want to grow your business, you have to be better version of yourself. You can only earn at the level of your SKILL.
I remind myself daily that SUCCESS LEAVES CLUES. There is always a better way. I’ve also learned through the years that there really are no secrets. I just haven’t read them yet.
CONSISTENCY is created through habits and routines. Darren Hardy goes on to say that “you will never change your life until you change something you do daily. The secret of your success is found in your daily routine”. Habits and Routines are necessary to stay consistent on those “small, smart choices”. You have to build bio rhythms that naturally propel you towards your goal. IF you rely on will power, you will fail. Consistency could also be referred to as persistence. Tony Robbins says that “Persistence overshadows even talent as the most valuable resource shaping the quality of life”.
Sometimes we don’t need new knowledge, we just have to be reminded of what we’ve already learned. I was reminded by 75+ year old man who has built an amazingly successful construction company that Amy and I just finished a project with last week. He’s still out on the job every day because he loves what he does, he loves the interaction and he is committed to his clients. He told with 100% conviction “I told my son (who runs the day to day) If you show up everyday, build a good product and take care of your clients during and after the project, you’ll never have to worry about your bank account”. That statement is so simple but so powerful coming from a man who has been building his dream for 45 years. His COMMITMENT to quality is why he has a 2 year waiting list. So sometimes we don’t need new knowledge, we just have to be reminded of what we’ve already learned. Sometimes those reminders come in such powerful ways.
Awareness is to the ELP what maintenance is to the plane. An ELP defines and controls their environment to produce at a high level. Their environment does not define and control an ELP. That seems so simple but think about it. How easy is it to let the negative people and and a stagnant environment dictate how we execute? I personally have been on a mission to delete what I call "negative, stagnant energy" for the last year and a half. I was made aware of this phrase “negative, stagnant energy” when I read the book “The Life Changing Magic of Tidying Up” by Marie Kondo. Negative, stagnant energy, per Feng Shui, is caused by clutter within your environment. Operating with clutter makes it incredibly difficult to execute on a consistent basis.
During last week’s #MMPT, I revealed a list of characteristics I felt all elite level performers exhibited based on my research and experience. This topic evolved out of a meditation I had just a week prior. I noticed how impatient people get with their lives and business. Life has a way of reminding us that success at anything can take years or decades to accomplish. Being patient is one characteristic of being elite, but not the only one. Elite level producers also have clarity, they’re aware, committed, consistent, they have skill and are innovative. I realized I needed to discuss all 7. Today, I will discuss CLARITY.
I will build on today’s call and dedicate a #MMPT to each of these characteristics over the next 2 months. You’ll find that during these calls, the 3% realize what they know and what they don’t know, they seek guidance and instruction and model success. This will not be regurgitated content on these topics. You’ll notice that my language and vocabulary has changed slightly and I’ll point that out over the coming weeks. 2019 and up and throughout this COVID pandemic, I’ve spent lots of time thinking, stress testing my ideas and concepts. I will verbalize many of those over the coming weeks.
Just like a chef might follow a recipe that was handed down through the generations. You will go into 4th of July with my updated and fully defined “Recipe for Success”.
It’s hard to believe that this the 7th MMPT that I’ve written and presented since the COVID19 Quarantine arrived. It seems like a lifetime ago that we entered this period of our life, doesn’t it? During these calls, I’ve attempted to address the overwhelming feelings the majority of you are experiencing. This crisis has forced us to dig deep personally and pivot professionally. You’ve had lots of time to think, to evaluate your current situation while “stress testing” your life. So, now what?
If you are not changing, you are choosing.
I’ve been saying since the beginning of this crisis, that your clients, with any elongated time frame in quarantine, would seriously “stress test” their living living situations. Not only are they stress testing their homes, they have had time to completely review what is important to them and how they want to live their lives.
This goes for you, too. You’ve had a lot to think about. Out of that thought has come a lot of ideas. Some of those ideas you’ve written down and other are still just swirling in your mind. The universe keeps pinging you to start certain projects, improve a skill , call your clients or create that process. There is a lot that you want to get done. But…..
"Where do I Start?” you might be asking yourself. It's probably the most prevalent question you keep asking yourself. It’s the “How and When ” that always trip people up when they try to #levelup.
If you are starting to feel the pressure that more needs to get started and completed, follow along with me as I teach you how to select, prioritize and create results for yourself.
….and this MMPT will really be about teaching you a new strategy.
I can honestly say, that I am really going to enjoy watching all of you write these next chapters in your story. I have no doubt that I will see more superstars emerge out of this. You are perfectly positioned to take market share. The question, again, will you seize this opportunity. Will you let this time of uncertainty break you down or will it be that chapter in your story where you completely breakthrough? Yes, that was another question for you to ponder.
To follow up on what Ray Dalio said, "Successful people change in ways that allow them to continue to take advantage of their strengths while compensating for their weaknesses and unsuccessful people don’t”. It’s really that simple.
I realize that if I teach myself these new skills, learn from several masters of their craft, get creative and complete a few additional small projects, I know that I will be a better version of myself in 30-45 days. So team, this is the strategy that I started implementing during the 2008 financial meltdown. I know that I will develop and improve my skills if I just commit to getting better each day. I evaluate myself by saying “Am I better than I was yesterday?” My mantra ends by me saying saying to myself “Every day in every way, I’m getting better and better”.
Change is in the air. It’s time to pivot.
We must remember that change is not always negative and in many cases, change creates clarity and opportunity. Nelson Mandela spent 27 years in a South African prison. A time after he was released, Tony Robbins asked him a question “How did you handle all of the suffering being in prison for 27 years?” And he beautifully answered “I wasn’t in misery, I was in preparation. I knew that when I was released that I was going to die and spark a revolution or was going to lead the country.” You hear me talk about #mindset but this story about Nelson Mandela is next level. he was in prison for 27 years and he wasn’t thinking about being in a prison cell, he was thinking about what he would accomplish when that phase of his life ended. We need to do the same. We need to continue to handle the hear and now but start putting our focus on post quarantine.
If you have attended my Take Flight class or listened to my MMPTs, you’ve probably implemented some of the strategies I teach. The Take Flight strategies were conceived and perfected during another incredibly difficult time. They will be super important, too, as we exit this current crisis. Having a well developed relationship based business will get you through difficult markets. People hire who they know, like and trust and a relationship based business takes time, it's built over time and cannot be pulled out of a hat and because off this, transaction based brokers will struggle.
So, my job is to encourage you, but shoot straight with you at the same time. You were built for this and you will prosper when we get through the other side of this crisis!
The impact of investing time, resources and emotion into your relationships with your clients is immeasurable. If this seems overwhelming, I’d rather have you cut down the size of your Top 100 and max it out at 50 and do it right rather than short cutting what we’ve discussed today. If you haven’t had your aha moment of truth related to this topic, you will when that high price point introduction drops in your lap as a result of your efforts. At that point you’ll get it, you’ll understand the power of developing and maintaining meaningful relationships with those that know you, like you and have trusted you as their real estate broker.
Use the "know you, like you, trust you" concept to build your personal brand using social media and other strategies!
Over the course of the last 3 years, I trimmed down the list the to a critical 7 areas that I find non-negotiable. The list was 15 just a few short years ago. You could use this list no matter what profession you are in. It would work for mortgage brokers, financial advisors, carpet cleaners or any other type of business.
So my question for you today is do you have your blinders on? Is your competition yourself or are you focused more on your surroundings? Are you surrounded by the right people?
Is it “You vs You?” or are you wallowing in what others are doing, wondering why you "didn’t get the same breaks"? Are you looking in the mirror every morning at your competition or are you unwilling to take yourself on?
The battle is not the “market”. The battle is with you and starts between your ears. Have you committing to a better, higher version of yourself. Once you commit to “You vs. You”, your business and life will start to change magically before your eyes. It’s not a question of “IF”, but “When”. Let me warn you, you are for the battle of your life. We’re talking years and decades, not days and weeks.
I am committed to providing “The How”. You need to commit to making YOU the competition. If you don’t, you will most likely be faced with your own real estate heart attack at some point. It happens to the best of us and, if we are not prepared to weather a storm, it will occur at some point in your life and career, maybe multiple times. I never thought it would happen to me but don’t we all think we are immune?
So Fall in Love with the process: Thoughts create feelings. Feelings create the action. Action creates the desired result. This is how you turn a tiny seed into a bumper crop.
So like I said, to grow your business, you have to know your numbers. The math will help you make much better decisions. When you can increase the percentage of good decisions, the happier and more productive you will be. My goal for you, which has been consistent from day 1, is I coach agents to live a happy, productive life. Happy agents sell more real estate. Now, I can teach you all of these proven mathematical concepts, but you need to go out and implement them. In the end, it is all math.
Sometimes you get into a rut and you just can’t find the motivation to get out of it. Maybe it's been a long time since you been in flow that you’ve forgotten what it feels like. If you are not currently in a rut, chances are you’ve been in one that still stings and you want to avoid another at all costs. You can still feel that time in your life and much of your motivation comes from creating a distance between that time and now. As I’ve said, people are motivated by desperation or inspiration. 80% are motivated by solving problems not reaching goals. It’s just how the human brain is wired. You need to dig deep and find what what motivates you.
Where did the last 3 weeks go since our last Monday Morning Pep Talk? I for one was craving for some downtime only to find myself, after a few days, falling into some bad habits with my routine and diet. In the moment, I wasn’t overly worried about it because I knew that I need to completely power down, recharge and reboot for the new year. The power down and recharge part of the process was easy and enjoyable but the rebooting and regaining my momentum has been anything but easy. My daily schedule was most impacted by the change of pace. Again, I knew it was necessary but have found myself paying the price over the last week as I knew I need to get back into “game shape”.........
Now, I am a master at making mistakes. Thankfully, I’ve gotten pretty good at learning from my mistake and modeling others. When I took over the role to be in leadership at Jameson Sotheby’s International Realty almost 7 years ago, my mission was to scale what I had learned during which was the debacle of 2007 to 2010. If I knew in 2005 what I know now, I would have made way different decisions, but “Hindsight is 20/20, right”. As I look back, that journey, as tough as it was at the time, ended up being a blessing and a competitive advantage for me.
So…….
Collectively, let’s take the experience we learned from our mistakes and the wisdom we collected from others this decade, clear the calculator on January 1, 2020 and set course for new levels the coming decade.
Let’s take that “Hindsight” and dominate in 2020.
An episode is defined as an "event or a group of events occurring as part of a larger sequence.”
We normally think of episodes as part of our favorite Netflix or streaming TV drama. We watch them in sequence starting with Season 1, Episode 1. We’d never go to the final season, last episode and work backwards, right?.
Meaning, in our example this morning, your business has to complete different levels of execution and performance before you move to the #nextlevel.
I’ve made transitioning an important part of my day and now it’s become somewhat of a habit that I do naturally. As I was driving from Chicago to Union Pier last Tuesday night, I was grateful for that hour and 1/2 drive that allowed me to decompress and transition to being “a different version” of me for a few days. I made a point to relax and not be on the same frequency that I am most of the time when I’m in Chicago which is high octane go, go, go. I’ve learned the importance of mentally “switching gears” to increase my effectiveness and it has made a huge difference in my energy level.
So as you take some time over the next week to relax, spend time with family and friends, hopefully you’ll have some time to “think”. As you reflect, remember that “success starts between the ears”. It’s not woo woo, it’s strategy to focus on your thoughts. If you are sitting here in late November, feeling stuck and are looking for that “one thing” that will move you forward, “Expressing gratitude might just be the missing ingredient”.
I’ve stated some of the simple actions you can do each day to positively move the needle. There are a bunch of things that you can do that don’t help you get 1% better each day. I’ll spare you but you know what they are……I want to keep today positive.
So, on second thought……
maybe it's as simple as us overestimating what we can do in a day and underestimating what we can do in a year. Maybe it is just that simple drumbeat of action everyday? The answer is unequivocally “YES”!
So, if you expect a different result in 2020, doing exactly what you did in 2019, well, Albert Einstein would describe that as insanity. Grant Cardone would say that you need to get obsessed and take advantage of every day! If you are not winning, the problem is you. “Make You Your Competition”.
Jim talks about how to best build a monthly marketing plan as you head in to the new year
ou need to look at your Top 100 like a tray of batteries. Your job is to keep them charged. The more batteries that you have charged the more powerful your business will be over the long term. Joe Stumpf, with BY Referral Only, taught me very early on that your database will provide you a 20% return over the course of a year if you manage it properly and stay in touch. That means for every 10 people in your database, you should get 2 referrals. At 100, that’s 20. I saw those types of returns consistently when I was selling full time.
There is no better time of the year to Level Up your game and stay in front of your clients. Remember, only 6% of your fellow agents follow up regularly with their clients and only 11% of those surveyed used the same broker to sell that helped them purchase. There is so much opportunity to gain personal market share and improve the lives of your clients.
Shake off this colder weather and shift gears but do not lose your momentum. These 10 simple ideas, if finished in the next 2 months, will have you in the right mindset heading into 2020.
October, November and December have always been the months where I have taken a 30,000 foot look at my life, business and career and tried to find the one area that if I could could make significant improvements in that area, it would have a huge impact on my level of success and overall happiness. I’m talking about “Being Efficient” today because this is that one area that I plan to put hyper focus on in 2020. With a super active family life and a career that requires a lot of time and effort, I am a place where I have no choice but to find further efficiencies in my day, week, month and year.
To win, you’ve got to find that groove. You’ve got to find that rhythm.
That boss in you needs to hold the employee in you accountable until you find that place.
Trust me, you need to “Start By Managing Yourself"
In the spirit of keeping things super simple, I would do these 5 things over the next 82 days:
- Identify your "TOP 100”. Your “Top 100” is defined as those clients that “know you”, “like you” and “trust you” as their real estate broker. You may not have 100 yet, that’s fine.
- Based on your goals, Identify exactly how many clients you will need in your “Top 100”. I would rather have you consistently focus on 30 then be inconsistent with 75.
- If you don’t have a database or spreadsheet, build it once and for all. (I am focused on CLOZE).
- Once you’ve created the list, make it a point to meet or call each on the list in the next 82 days. They need to hear your voice.
- Develop your 2020 Customer Service Plan and a system to execute on it.
Don’t let the talk of recession scare you or change your #growthmindset. The FED and Chase’s Chief Economist do not see a recession even in 2020 so don’t In fact, I posted a graphic on the Facebook page that showed that of the last 5 recessions, housing appreciated 3 of them. The 4th, housing dropped just 1.9% and then there was of course 2008. Pricing dropped a massive 19.7%. The housing climate was completely different in 2008. There was 10 years of growth based on faulty mortgages and massive oversupply. The bottom fell out taking the US and world economy with it. Lack of good inventory is the story in this market and a change in consumer buying habits (more on that later). My point is that do not stop being aggressive in your business building and marketing approach. I am a personal testament to the fact that you can really grow your own personal market share during market shifts. "Hobby agents" get out of the business and the true professionals grow their influence.
ou must be consistent in order create a habit (21 days) and a bio rhythm (90 days). The best way to stay consistent is put great value on the end result and track the actions necessary to build a habit.
Health coaches have you track things like your caloric in take. New apps like NOOM are a huge success because they help people track their food choices. Personal trainers have you track your reps, etc.
If you are going to be successful in sales, you need to identify your most important and profitable activities and track them each day to make sure you are on track.
Every market is becoming more and more less likely to predict for sure. The one constant is that there will always be change. The brokers that are running the best businesses with the tightest, most consistent processes will win in every market. Each market requires a different type of broker.
Goals are promises that you make to yourself.
It’s important that we review those promises we make ourselves on a consistent basis. As we wind down the summer and make plans for some downtime over the holiday weekend, commit to spending an hour or 2 with yourself reflecting on what it is that you want and what it is that you want to create.
When we think of clutter, we automatically think of the clutter in our home and maybe our office space. As I will discuss in this call, clutter is a lot more than that.
To get this called started, let’s start with the clutter you have at home.
I want to quote Rodicka Tchi from a 7/31published article she wrote for “The Spruce”. She describes clutter this way:
"Clutter is low, stagnant, and confusing energy that constantly drains energy from you. Depending on the area of your home where your clutter is located, it can also negatively influence, or even completely block, the flow of energy and events in many areas of your life." "The reason most people avoid clearing the clutter is because it takes effort and it can be time-consuming. The real reason is the fact that clutter clearing is a very emotional process that feels like therapy, so yes, it takes emotional stamina to go through it." "Once you clear most of your clutter with feng shui and have a clear system to avoid its accumulation in the future, you will start experiencing high energy levels, more clarity, and a heightened sense of well being.”
On top of an “on demand” society, we have the “hustle” culture, driven by social media and some of its thought leaders, that promotes getting what you want fast at all costs and a work ethic that drives immediate results. Exhaustion, sleep deprivation and sickness, worn as badges of honor, come as a result until you are forced to decide “do I want this life?” Or if the results don’t come quick enough, we start to ask ourselves if "this business route right for me?”. We tempt ourselves to jump around from opportunity to opportunity until success magically appears.
The point I want to make today is this…...
Building a business and life that is predictable, enjoyable and profitable takes time. Years! It also takes an investment of money and resources.
A couple of times a year, I like to remind agents of the characteristics of those that are winning (despite production level). I like to contrast that with the characteristics of those that might need a tune up or a reminder that they need to shift their direction a tad. After you listen today, do a little mid summer audit on where you are in the following categories. Notice your inner voice as I go through the list and take note. Those are the areas you need to work on over the coming months.
I am lucky enough to have a front row seat to 250+ businesses at any one time and I’ll tell you, there are consistent reasons why those that do well, do and those that struggle, struggle!
So grab a note pad or your computer and do a quick audit on yourself. I’ll have the recording and notes posted by tomorrow on my Facebook page.
A “giving mindset” does a couple of things:
- You become more authentic and more approachable by past clients and prospects. They get a “sense” that you want to help.
- The experience with you is more memorable. One that your clients will want to talk about.
- It keeps you focused on what is important…..taking care of your clients
- Most importantly it creates a higher energy frequency,
Much of your business can come from the opportunities that arise from masterfully navigating each transaction. You should make it your goal to identify at least 2 solid prospects from each transaction that you complete. It really starts with being intentional about this goal, keeping your head up and being focused on opportunities. I’ve seen agents double their business year over year just by concentrating on this part of their business. I call it in “Take Flight”, the “Deliver and Leverage” part of the sales funnel.
My suggestion is that you look at building a NICHE as a “side hustle”. Treat it like a completely separate business in the beginning. Invest in it. Build a goal around it financially that does not address an immediate financial need. For example, " I am going to pay off my mortgage in 7 years instead of 15 with the commissions I make off of this building. I am willing to be patient and do it the right way knowing that if I stay at it, I will be successful”.
Building a NICHE has a tremendous ROI potential is difficult only because it does take patience and consistent effort. Again, your NICHE can be all kinds of things: A specific building/neighborhood. A specific talent/expertise. A specific product type in specific price point. A specific demographic.
Identify your “super power”, invest in it, water it, be patient, become an expert, be consistent and repeat.
Gratitude is a high impact, low cost, easy to implement process that will be a game changer for anyone especially those feeling stuck but it has to be done consistently, like everything else, if you want to see the impact from it.
Remember you are what you think about. Your current situation is just a manifestation of what you were thinking in the past. Don’t beat yourself up for it. It is what it is but understand that awareness of how your current situation is a great place to start.
Some will look at this as a tad woo-woo, I look at it is a non-negotiable part of my strategy to be the best version of me.
What is value/profit per hour? This is a concept that I have been preaching for the last couple of years. It helps answers a lot of questions for agents at all production levels.
So, Value/profit per Hour = Your Gross Commission Earned over a period of time / hours worked = Your Value/Profit Per hour.
The average agent who has a mature business works at least 2600 hours per year. The average salaried employee works about 2200 hours.
Where I have to really push this concept is when an agent starts verbalizing that they just don’t have enough time to live their life.
So, I will have that agent take an inventory on all of the things that they are doing that can be outsourced for less than that agent’s value/profit per hour.
Good morning team. I’m going to take a little pressure off of you this morning by reminding you that building a real estate brokerage business is not that complex. I’m going to cut through all of the noise today and give you 7 things, that if you do consistently over days, weeks, months and years, you will have a successful career.
Too many agents think that you have to grind, be complex, try the new thing, etc to be successful. Not true. I’m more impressed by those agents that boil it down, commit and are consistent than those trying to hit home runs different ways.
Simple and non sexy works.
“Success Modeling” is a little bit different than the over reaching “Self Development” term. Success Modeling is defined as modeling someone who has already done what it is you want to do. I use “Success Modeling” specifically to impact a certain area of my life or business that I feel needs my attention at that time. I’ve used success modeling to improve my time management, learn how to meditate, improve my diet, design my business from top to bottom and develop programs that I’ve taught. I know that if there is something that I want to create, a goal I want to achieve, a place I want to travel, a dinner I want to cook, someone has already done it and has done it at a really high level. The key to success modeling is not re-inventing the wheel. Once you know what it is that you want to create, the magic comes when you research what it is that you want to create, try, fail, keep at it until you succeed and learn from your experiences. It is at that time you add it to your “tool box” of experience .
This week, Summer 2019 TIP #1 is “Play Your Day on Offense not Defense”. What do I mean by that? I’ll have you answer that question this way. Are you staying ahead of your correspondence with your clients or are they getting to you before you can return an email, text or call? You are playing on offense if you are ahead of the correspondence. You are playing on defense if you are behind.
How are you planning your summer 2019 as it relates to your business? Listen. I'll give you an approach that can have your business looking completely different in 6 months.
We’ve all go to remember that we’re just wrapping up the first phase of the year. Some of the best years I had were because of the transactions I knocked out during the summer and fall. I’ve also seen agents who started out strong take the foot off the accelerator during these months and end with a thud.
With all of that being said, it’s time to take a full look at your life and business. What is working? What’s not working? Some of you are tired and burnt out. You’ve got a holiday weekend coming up to really take some time to reflect, course correct and be ready to execute.
Team, I do not have the full answer here. I just know that a few social platforms allow you to “be yourself”. The one that comes to mind is Instagram stories. I just want you you to be aware of this trend and watch and follow those that you “would hire”. I think the real estate industry is behind other market segments in terms of personal branding . There is still too much focus put on “perfection”. Marketing and branding takes some thought and planning and you have to walk a really fine line between being professional and authentic. You cannot go too far with it either way.
eam, I want to take the month of May to get the group to start thinking about our next “season of the year”. Now listen, right now, you are in the thick of transacting. Meaning, it is our industry term, of assisting your clients get from their current situation into their new home. You should be all in getting your clients across the finish line. Now, based on how past years have rolled out, this will be your primary focus through May and into June. As we enter the summer months, you’ll still be busy on this front but the top end of your pipeline will most likely start to slow down. This market started late this year so this could all change.
As we move through the month of May, I want you to start taking stock on where you are at in your business right now. Where did you think you were going to be at this point when 2019 started. I’m not necessarily taking production/income but are you executing your 2019 plan that you created last fall.
Where are you with your productive habits, rituals, routines, boundaries, rules? Do you make time for prospecting? Are you capitalizing on opportunities with your current deal flow? Are you making time to stay focused on your past clients and relationships within your database? How is your mindset?
As you answer these questions, be thinking about areas of your business that need your time, effort and focus.
I have spent the better part of the last decade studying high performance and I’ve come to the conclusion that having a #growthmindset is the 1 thing that separates those who produce at a high level from those that do not quite accomplish big goals.
Notes and Recording from this week's #MMPT:
So, I asked, “Do you feel you are leaving opportunities on the table in all 3 of these areas?”. With no hesitation, the agent said “There is no question I am missing out on opportunities”.
So, I then said “What if you create a specific goal for all 3 categories….you could live off your repeat and past clients, pay for your retirement off of all of your referrals and pay down debt with your inquiries and open house visitors”?
The light went on! There was excitement and all of a sudden this agent is now relating the major core parts of their business to 3 separate parts of their life.
….the key was that there was excitement. If you are excited, you don’t let opportunities pass.
Sometimes, it is simply about re-framing your goals until you find an avenue that excites you.
Do you love to travel? Great, keep your head up on find 2-3 opportunities within your listings that you would have let slip through the cracks before.
Do you want to pay your new condo off in 10 years instead of 30? Great, go build a geographic farm that will pay off your mortgage.
Want a 2nd home or investment property? Great, get motivated and work your database consistently.
By connecting what you love and desire in your life to separate parts of your business, you might just find that excitement needed to grow your business.
I know one thing: There are lots of opportunities out there for growth. You just need to go find them. To put the action in to grow your business, you need to create excitement and motivation and momentum.
….maybe this approach will garner the same excitement as I got from the agent I discussed the idea with last week.
During one of my Thursday coaching classes, I took the hour to discuss how to build a "Geographic Farm". Listen to find my tips.
As I’ve told you, most agents do not come to me when things are going great. I get the calls and drops in when business is slumping or when a deal goes south. Honestly, most of my coaching and training is built to help agents avoid major slumps in their business. BUT! There are always going to be situations out of your control. Situations where experience and skill will make no difference in the outcome. DEALS WILL DIE for reason no fault of your own. You can’t control it but you can control how you react to the situation. You can mentally prepare in advance for the inevitabilities of our business. If this career in real estate brokerage was easy, we’d already have been disrupted.
The key is to build a mindset that is realistic and tough enough to navigate our industry. Some of your work needs to happen before the deal even dies
During this class, I work with the group to identify their "3 Rocks of Marketing" or their top lead generation techniques.
I had this question come up on Friday when one of our agents told me how much she appreciated the “Introduction vs Referral Script” that I’ve consistently been teaching in my Take Flight Mastery classes. I heard several times last week that this approach has really worked for those agents that implement it. Before the end of the call, I’ll definitely review it with you again.
….but first, I want to say a couple of things about scripts. I use that term because there isn’t a better one. I personally don’t like to think of us as “salespeople” because I think that has a negative connotation as well. Let’s just all agree that there are some legacy terms that we still use. You know how I feel about the word referral.
Anyway, “scripts”, in this instance should really be used as a way to properly communicate to your clients your true intentions. As a relationship based agent, your goal is to make sure that your clients are taken care of in a way that makes them feel positivity attached to your brand and feel overwhelmingly comfortable introducing you to their friends, colleagues and family members.
As your coach, in many cases, I start asking the questions back to you.
When things are going well, what do you find that you are doing consistently?
Tell me about your day? Are you using the Daily Time Management form?
Tell me about your last deal. Where did you meet them?
What are you doing to put yourself in more of those situations?
When was the last time you were in your CRM?
When was the last time you sat down and reviewed your goals and tried to internalize them?
How do you ask for introductions? When was the last time you asked for one?
When I start to ask these questions, many times the answer to the original question asked of me comes to the surface. The reality is that success comes from doing the basics really well, consistently over a long period of time. Yes.
What seems so easy to do sometimes are the hardest things to do.
You know, doctors and dieticians are suggesting with scientific proof that most health issues derived from the intake of too much sugar and carbs. We all know it, but why is it so hard to accomplish? Because we’re addicted. Our bodies crave and need sugar.
How do we break through? We have to take tiny steps each day and create new habits. I love what Rachel Hollis said in her books and specifically in the latest edition of Success Magazine……“Take one bad habit and address it for 30 days”. Just one. In 30 days, layer on another bad habit and attack it. And so on……
Be patient. In business, you need to do the same. Take one area that you can have the highest impact and focus on that for 30 days. Boom. Now add another layer. Boom. Add another layer. In a year, you’ve got 12 new amazing habits.
All the while, you’re creating that momentum you seek along the way.
During this class, I take on the topic of Relationship and Database Management. Build your business through staying in touch with your clients long term.
“Jim, how do I get everything done and keep everyone happy?” I tend to get this question a lot this time of year and the reality is that you probably can’t and won’t keep everyone happy all of the time.
What I feel I’m being told when I get this question is, “I’m exhausted mentally because I’m trying to be everything to everyone and I seem to always put myself last in that equation”. Boom, there it is. That is the root of the challenge. How do I get everything done, keep everyone happy, especially myself?
Now, I am not a therapist. I come to you today as one that has not always, or will be, perfect in this area. I’ve failed more at it than most, but through that I have found a few performance hacks that help me. I hope to give you good insight today; as much out of my failure than any success.
There are four areas that I would like to chat with you today and I’ll describe them in no particular order because they're all important...