John Moran's Daily Message: Recent Episodes
John Moran
My hope is this podcast will inspire, motivate and teach Realtors how to do more... deals. I've been fortunate enough to lead a team of high producing agents selling hundreds of properties a year for hundreds of millions of dollars. We've learned a lot of lessons along the way and I want to use them to help you create better, longer and more successful careers by offering tips, insight and advice on how to list and sell real estate.
Listen to them in the car on the way to work, while out walking, wherever. When you do, I am confident you will like the results.
This market is not for amateurs. It will reward pros that show up and are highly skilled. In this episode we talk about what it will take to have a great year in 2023.
Who you identify as is incredibly important. Are you a sales person? A Realtor? A listing agent, buyer’s agent? Investor specialist, new home specialist? What you see yourself is who you will become. This is what we talk about this morning.
Today we talk about 10 things you can easily do that when you do them you will see your business jump ahead.
If you see yourself as a pro. As someone who shows up and lives up to a certain ideal… then you will be that person. This episode is about that.
When tough markets hit there will be folks who try to keep you from working hard, doing the extras you need to do to succeed, from showing up everyday. Because you make them look back when they don’t. This is how to deal with those folks.
If you are going to win in 2023 you are going to have to get better. We talk about know scripts better. Know objection handlers 10 answers deep. Know your market stats… Here’s the thing, you aren’t going to get as many at bats so you better hit it out when you get the chance.
Today we talk about how to win in 2023. You can do it by brute force and contact 50 new buyers, sellers and owners and simply ask them about their real estate plans for the next 12 months or you can get really efficient, knowledgeable and well practiced. Both work. The only thing that doesn’t work - is not talking to enough people.
Today we talk about taking the first small step - showing up everyday. Use that small step to create an identity of someone who is professional Real Estate Sales person that shows up everyday and talks to people about their real estate goals. Own the 9:00 - 10:30 time block and you will create a killer schedule.
Building a great schedule into a lifelong habit is massively important for a long and successful career. Today we breakdown how to create a great schedule that will serve you well and lead to an incredible career.
Today we talk about a lead gen hack that will ensure you win everyday. It’s very easy to get off schedule and lose days… we are going to talk about how to shut that down so that you win way more days and make way more money.
Today we talk about the activities, habits and behaviors salespeople need to build to have successful years and careers.
In this episode we talk about how to get up and running quickly in 2023 if you haven’t set your goals, processes or personnel.
The daily habits you currently have are perfectly designed for the results you are currently getting so if you want more, less, or different results you need to change your daily habits. We talk about that in this episode.
2023 is a going to be tough on Realtors no doubt. Today we talk about how to leverage that “hardness” to set yourself up to win in 2023,
Christmas is a terrific time of year. Family, friends, parties, songs… it’s great. Today we talk about how to use this time to recharge our batteries and get ready to hit the ground running in 2023. Also, we want to look out for folks who are struggling and perhaps down during this Christmas Season. If that is you feel free to reach out to me and I will be happy to talk and help in any way I can. Merry Christmas, Everyone!
In this episode we talk about what you should be thinking about in 2023. Where you can find wins, where you should lever your efforts and more… such that when the market turns again you will be positioned to gobble tons of deals.
If you want better results at your real estate sales career learn to follow up better with your leads. Today we talk about how to follow up better and do more deals
What the real estate market went through after COVID and until July of this year was extraordinary and unsustainable. What it is doing now is also extraordinary and unsustainable - the other way. Today we talk about how to deal with both markets and the times in between them.
Don’t get overwhelmed trying to create an elaborate business plan to get through this tough market. Keep things simple AND doable. Today we talk about how to do that such that you feel comfortable and confident with your future and your ability to navigate this difficult real estate market.
The easy times are over but they will come back at some point. There are 4 phases to the real cycle: 1. Recovery, 2. Expansion. 3. Hyper Supply 4. Recession. Build your skills, learn your craft and put yourself in a position to scoop up a ton of business as the market starts to move through the cycles.
Markets go on runs and we see the number of transactions jump and prices explode all in a one year to to one and a half year period. We just came out of one. And what makes them incredible is if you are on top of your game and see them coming you can create generational wealth for you in and your family in a very short period of time. Today we are going to talk about how to make sure you are ready to roll when the next wave hits.
To succeed faster you need to take big swings which will cause you to fail fast. Learn your lessons early so you can grow faster.
- Talk to people. 2. Track who’s doing what. 3. Follow up. Someone out there today is going to list and sell real estate… be the one they list and sell real estate with.
Show Up
Show up… and do the work… you know has to get done… even though you don’t want to do it.
That is the easiest path to long term success.
- Follow up on that lead.
- Call that seller for a price reduction.
- Do 2 full hours of focused lead generation.
- Update, sign up, finish up… something you know has to get done even though you do t want to do it.
Here’s how to get started.
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Simply write down a list of everything that you have to do today. Especially the stuff you don’t want to. Write ‘em all down. 1 thru ____.
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Then take a look at the list and highlight the ones that will make you money.
Example. Lead gen for two hours. And lead follow up. And go on listing appointments. And Negotiate a contract. These are my examples - you can have different things. Write them down.
Are you getting this?
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Then rank your list from most important to least important. 1. Most Important, 2. Next Most Important… and so on.
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Now organize your day accordingly. Address #1 first by placing where it goes on your day plan. Then #2, #3 and so on.
Here are some guidelines to help you plan your day.
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Appointments should be conducted in the afternoons or evenings. Not in the mornings.
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Lead Follow Up should occur first thing in the morning, at lunch and at the end of the day.
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Lead Generation should occur in the morning, with strategic efforts in the afternoon and evening - example the 5 contact’s after 5 pm challenge.
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Do your money making stuff first and most often. Do everything else after your #1, 2 & 3 are done.
Examples of everything else: Preparation, Organization, Administration, Education, Marketing… everything else.
Pro Tips -
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Always do your #1s. Every time, without fail. Never miss them.
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Most of your money is lost in lead follow up. Y’all aren’t following up enough. You may have to call 5, 6 or 7 times.
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Lead Gen is like winning - as long as you are doing it will cover for not doing or not being great at a lot of other things. So get really good at Lead Gen. Get really consistent with it. Commit to it… do all that and more.
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Do not blow off the non money making stuff - if it’s important AND has to be done - Do It. BUT after you do your money making stuff. Makes sense? Say, yes.
In sum. in sum.
There are a ton of things that you can do in a day. There are only a handful though that actually make you money. Spend your time on those. Get in a habit of doing those. Make yourself do those - everyday. Don’t let yourself miss days, put off days or skip days. Do them everyday.
The cool thing? The cool thing? Now you know what they are and have a schedule for doing them. So just do them.
Follow this schedule for 6 months and let’s see what happens to your business. I bet you will be amazed by how well you are doing.
You got this. Here we go. Let’s get it.
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I used to run marathons well that may be a bit of an overstatement. I have run two marathons is probably a better way to say it for those that don’t know a marathon is 26.2 miles. Or what is referred to as a long freaking way.
It’s been a while since I ran one but I remember that while training for them there were days - many days - where I just wasn’t feeling it. And there were many miles where I thought I was on my last mile and I would never make it through another one.
But I did.
Why am I telling you this story? Why do you care?
Well, careers are like marathons… they are long and some years you simply cruise through them. Know what I mean? Your stride is long and your body feels light as a feather and you are sure you could run… forever.
Then there are the years… that ain’t… that. Years where your feet feel like 25lbs dumbbells were somehow attached to your ankles. Every step becomes a test. Every mile seems to last forever. You almost convince yourself that there is no way you are going to run another mile, let alone finish this race
But you keep going and you do finish the race.
People, we are in one of those tough years and you are going to have to figure out how to keep going. Some days you are going to have to trick yourself just to get into the office. You’re going to have to coerce, coax and cajole yourself to do the lead gen activities that you know you need to do. And there are going to be days where you are going to have to absolutely force yourself to keep going.
Does that sound a lot like life itself? Like a marriage? Like being a parent? Like… I don’t know… everything? Some days/years are magic and some… some you just smile and hang on?
Well, start smilin and hangin cause that’s what you’re going to need to do for awhile here.
How? How are you going to get through this tough patch?
Here’s how.
Break the year down into manageable chunks and focus on getting through the chunk in front of you.
1 Year
4 Quarters
12 Months
4 Weeks
5 Days (7?)
Create a goal for 2023. Tip: this year you may want to create a goal closer to “finishing the race” as opposed to “setting a world record.”World records can come in future boom markets.
Break that goal into 4 parts. Note: you can split the quarters up evenly or you can weight them differently. Example, maybe your market has a seasonality to it and you can plan to get ahead or catch up during that period.
To read how to set up your year simply go here to read the entire post https://www.facebook.com/profile.php?id=100008316725740
It’s hard for a lot of people right now. Especially those connected to the real estate industry. Sales have dropped dramatically and it’s having an outsized impact on Realtors, Lenders, Appraisers, Inspectors… on and on.
For young people and those who are just starting out in your respective careers just know that it’s not you only… that is struggling. It’s the entire market. Heck, it’s the entire economy. And that sucks… for everyone.
Hang in there.
The thing about everything is everything changes. What was a great market up until a just a few months ago is now an incredibly tough market. And at some point this incredibly tough market will transition to whatever is next.
Make sure you are still here when it does.
Why?
Because whoever is left standing after market corrections are stronger, more experienced, and much wiser for having lived through it. But… but… you can choose to just survive or you can choose to thrive.
Not everyone experiences downturns the same.
What do I mean by that?
Those who get excited about the “cleansing effect” market corrections have… and embrace the reset… so to speak… can both thrive in the downturn and… and… position themselves at the front of the line for when the market turns and good times return.
How do you set yourself up to crush when the market turns good again?
By putting in the time to:
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Build and get to know the folks in your database. And ensure that they know you.
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Understand the market trends, history and be able to give sound advice based on knowledge and experience. Preview every property you can. Study pricing, DOM, and anything else you can. Knowledge is power.
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Whatever you do - do not sit this market out because it’s hard, because nobody is doing nothing, because _____. That is a losers mentality and if you are reading this post… you are not a loser.
In sum. In sum.
People hard times create hard people and hard people can and do hard things… and that’s a good thing.
Spend the coming days and months focused on 1 and 2. Put in the time and effort and… and… enjoy the reward that comes from it. And it will come.
When it does… and you are strong, and you are wise, and you are dialed into your database… how great will that be? Say, really great!
You got this. Here we go. Let’s get it.
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Want to know how to survive a tight real estate market? Yes, yes, work harder. Yes, yes, work more. Yes, yes, work smarter. Yes, all that… yes.
Do all that AND at the same time do these three things:
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Absolutely convince yourself you can help people buy or sell real estate.
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Absolutely convince yourself that buyers and sellers will do better with you than without you.
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Absolutely convince yourself that you are a great Realtor.
Feel me here?
People hire confident people to do things. And… and… the bigger the thing… the more confident people want their “guy” to be. Right?
If you’re going in for heart surgery, you want your surgeon to be 100% convinced they know what they are doing. You don’t want the, “Let’s give it a try” person.
It’s the same thing with selling real estate. Absolutely convince yourself that you are the best person for the job and that confidence will emanate from you.
It becomes a self fulfilling prophecy. You believe it which makes them believe it which makes you believe it even more.
So how do you convince yourself? Here’s how.
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Study the market so you know what’s going on, what is selling, how long it’s taking to sell, at what price points do properties sell… and so forth. Study and know the market.
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Practice your scripts so you know what to say. Once you are confident with what to say you can really focus in on listening to what your buyers and sellers are actually saying. This will allow you to come across as professional, knowledgeable and highly capable.
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Finally, have confidence in yourself. The fact that you are reading this now is proof enough that you are smart, engaged and driven to be a great Realtor.
In sum. In sum.
People want to hire people who are confident (not cocky or arrogant - confident, secure and humble) in their ability to do a job so put in the work, do the research, practice your scripts and dialogs until you are absolutely convinced you are the best Realtor for the job of helping someone - anyone - buy or sell a property.
Operate that way for a while and let’s see how you do. I bet you’re going to like your results.
You got this. Here we go. Let’s get it.
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Careers
In times like we are currently experiencing it’s easy to get scared about our futures… about what’s ahead for us. I would even argue that’s it’s even… necessary.
What do I mean by that?
Well, in good times things usually go our way, right? Even when we make mistakes, even when we get careless, even when we stray from the fundamentals that we know work. Here’s the thing, that behavior carried out over time can leave us vulnerable.
After a period of prosperity it’s really easy to believe we, as individuals, had more responsibility for our successes than anything else. The reality though is no one person is better than the market. Look around, did most people do well over the last 10 years? Say yes. In other words, a high tide raises all boats.
Well the tide is going out right now… and what is happening to the boats? Are they still raising or are they dropping?
Where is the opportunity? For every loser there is a winner. Where is the opportunity in this market?
Here it is.
If you haven’t kept your skills up or you are new to the business… Focus on these things:
- Growing and Communicating with your database.
- Learning scripts and dialogs.
- Learning the market trends.
- Establishing great work habits.
- Practicing all of these… a lot.
People, we are entering a skills based market where those with more skills and more ability to deploy them… will win. And win more. In fact, the will likely come to dominate the market.
If you are a go-getter this market will make you excited. This is a market where you can set yourself up to win big.
Wait there’s more!
These are the times when you need a guide, a Yoda, a someone who’s “been there, done that” and can (even more important is… will) give you the guidance and direction you need.
You see there is little value learning the wrong lessons, or studying the wrong stuff, or practicing the wrong scripts. Does this make sense to you? Say yes.
There are a lot of coaching programs out there with terrific programs. Word of caution: watch out for false profits.
What do I mean by that?
Well, the market has been rocking for 12 years which means most coaches haven’t experienced this kind of shift before and therefore they will be learning right alongside of you.
You will need to know how to handle these issues:
- Expired listings are going be a thing.
- Days In Market are going to be an issue.
- Learning how to navigate price reductions… yep, you’re going to need to know that.
- Customer Service will be a massive issue.
These are some of the things you will need to master if you want to dominate this market and set yourself up for the boom that comes after it.
In sum. In sum.
A career is a collection of good years and tough years. Market expansions and market contractions. We are in a contraction phase.
That doesn’t mean you can’t prosper… you can. To do so though, you will have to do some things differently over the next 12 to 18 months.
Pay attention to this next line… it’s what this entire message is about…
If you are reading this post and it fires you up to act on it… then… you… are going to be fine! Better than fine! You are going to crush this market! And how great is that going to be?
You got this. Here we go. Let’s get it.
This is what I’m trying to do.
Here is one of… if not the biggest… keys to succeeding… at anything. It’s about your time and what you do with it.
Everyday when you wake up… you have to be very clear on what you are trying to do - today. What are you trying to achieve and what are you going to do to achieve it?
Get clear on this people.
Example, I’m going to have 30 conversations with people about their plans to buy or sell real estate in the next 12 months.
Then weigh everything you do for the rest of the day against that directive. If something pops up during the day - before doing it and substituting your current efforts to achieve your directive for whatever you’re considering - ask yourself, “Is this going to move me closer to having 30 conversations today?”
If yes, go at it. And go at it hard.
If no, politely decline and stay the course you were already on. And keep going at it hard.
People, guard your time like your success depends on it… because it does.
Example: let’s say you drop just 15 minutes per day on something that doesn’t really help you achieve your directive. No big deal, right?
After a week you would miss out on an hour and 15 minutes. No big deal, right?
After a month you would miss out on 5 hours. A little more than half a day. Maybe, a small deal.
After 1 year, getting off your directive for just 15 minutes a day would cost you 65 hours - more than a week and a half.
Question: if you had an extra week and a half of time back could you do something good with it? Say yes.
And that’s at 15 minutes. What if your leak was just 1 hour a day? That would cost you a month and a half of lost time.
Learn to say no, people. Get really protective of your time and schedule. Especially as your success grows. Because as you get more successful more people want more of your time.
It will become a battle of who wants their goal more. And whoever stays on their course better will win.
In sum. In sum.
Everyday get real intensional about what you are trying to accomplish and then dedicate yourself to accomplishing it. When something unplanned shows up - weigh it against the directive and then choose carefully.
Do that and let’s see where you land in 1 year. I bet you’re going to like what you find.
You got this. Here we go. Let’s get it.
This market we are in… is about positioning yourself to be successful in the long run.
Now is not the time that you are likely to get rich but if you’re not careful could be a time when you could go out of business. Be careful. Note: that doesn’t mean you will earn $0, it simply means that the times will be tough. Plan accordingly and you will be fine.
Here’s what you do now.
- Review your expenses. Keep only what is absolutely necessary and cut everything else.
- Next, check your burn rate. How much money do you have and then measure it against how fast you are burning it each month.
I expect this downturn to last 12 to 18 months and we are about 3 into it so plan on having money for the next year +/-.
Okay, you have an idea about your finances, let’s look at what else you should be looking at.
Processes - work on solidifying your process for specifically for:
- Lead Generation
- Listing Coordination
- Transaction Coordination
Next: Make sure you make your routine… routine. You don’t want to make this up as you go. You want to create and maintain really good habits and now is the time to do it.
In Sum. In Sum.
Now is not when you get rich, now is when you get yourself in position to get rich when the market shifts again and deals are there for the taking.
People get lean. Get your processes and systems dialed in. And establish unbelievable habits. Because at some point this market will loosen up and when it does you will be positioned to a grab up an incredible amount of business and who knows… perhaps even create her generational wealth for you and your family.
And how great will that be?
You got this. Here we go. Let’s get.
I don’t know if y’all are feeling it but the market has slowed down dramatically for us. Our number of transactions are down, our listings are down. And our income is down.
There is definitely a different vibe in the air today than there was last year at this time. Are you feeling it where you are?
If you haven’t been through a market shift before one might say you’re lucky and maybe they would be right. But I’m not so sure that ignorance is bliss in this case.
I’ve been through a couple of shifts which makes me lucky I suppose because I know what they are like and can draw on experience to navigate this current shift. So yea, good for me! Humpft, it still sucks.
It is what it is though and here’s what I know. You either get rolled over by a changing market and find yourself out of business or you bare down and get through it.
This is important so I will say it again.
You either get rolled over by a changing market and find yourself out of business or you bare down and get through
How? How do you get through it? Here’s how.
More… more of everything.
More conversations with buyers and sellers. Talk to them about what their plans are with regard to real estate.
More follow up with your database. Reach out to them and ask… Did you get what I sent? Tell them a stat about something that matters to them.
Did you know _______?
Did you hear_____?
Did you read _____?
Did you see ________?
Feel me here? Reach out to them more often and tell them something about something that matters to them.
Pause.
Be careful here. You have to bring something of value otherwise you become a pest and they become annoyed with you.
Okay, let’s keep going.
You are going to need more people in your database. That means more phone calls, more door knocking, more open houses, social media, and mailings.
The great Billy Idol hit the nail on the head in his classic song from the 80s, Rebel Yell, when he sang, “With a rebel yell, she cried More, More, More… More, More, More!
What’s it all mean?
For the last 10 years prices and number of transactions have more or less been been on the rise. Meaning if you did the same things this year as you did last year you will get a raise.
Heck, some Realtors did less and because prices went up they actually made even more money.
Well, that's not the case anymore. Now you are going to have to do more next year to make the same income as you made this year.
Pause #2
Don’t get bummed out. This is a good thing. It’s healthy. It’s needed from time to time. For those of you willing to grind and get back to using good, solid, fundamental business practices a shift can be a springboard to an even bigger and more lucrative career.
In sum. In sum.
Do the hard work now so that when the market shifts again - and it will shift again… and the number of transactions will pick up… and prices will jump up with them…. and… and… so will your commissions earned.
People, do the work now so you will be lean and mean ready to ride that next wave to… who knows where or how high it will go? I don’t… but I do know this… wherever it is.. it will be great!
Hey, it’s only Friday. You still have another day to go before the weekend so let’s hit it hard again today and finish the week strong.
You got this. Here we go. Let’s get it.