Ask Me a Question From Allen Buchanan

I got my first question from the new voicemail feature last week and I wanted to respond right away.   And even though the question from Allen Buchanan was in jest, I got to share my fool-proof 4 step system to a winning March Madness bracket.

If you would like to be featured in the next video, simply hit the button on the right of the screen and leave me a voicemail using your computer.

New Feature – Ask Me a Question

One of my desires this year is to make this blog more interactive with my readers…with you.  I recently stumbled across a really cool app/plugin that is going to help me do so.

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You can now ask me a question, via your computer, directly through this blog.  Here is how it works.

  1. Click on the Send Voicemail button on the right middle of any page on my blog.BoBarron.com Speakpipe
  2. Make sure your mic is on.
  3. Record a question up to 90 seconds in length.  The app lets you listen to your message and re-record so don’t fret about flubbing up.
  4. Be sure to include your name, location, and your website – so I can send traffic your way.
  5. Feel free to ask me anything about main topics of this blog – or anything else.  Prospecting, Productivity, Personal Development, Creating Presence, or Life Lessons.
  6. At least one a month, I will choose a question to answer.  And if you are really lucky, I will post my response with video!
  7. The chosen question will receive a prize!

So what has been on your mind?  What would you like to ask?  I certainly don’t have all the answers, but we can all learn together.

Just 12 Days Remain Until The Next N2B Group Launch

Many of you may have missed the webinar Rod Santomassimo and I conducted last week on How to Thrive as a N2B Broker.  I wanted to invite you to check out the recording which you can access by clicking the button below.

I also wanted to remind you there are only 12 10 days remaining as I type this to sign up for the next N2B group coaching program through the Massimo Group which I will be coaching.  We have a limited amount of seats with only 13 11 remaining.

See Recorded Webinar!

The 4 Needs of Every New to the Business Broker

On March 18 at 2pm EST, Rod Santomassimo and I are hosting a free webinar – How to Thrive as a New to the Business Broker. We will be covering in more depth the content of this post. You can register below!

I remember the first day I started in commercial real estate.  I got out of the Marine Corps the day before.  All of the sudden, I’m wearing civilian clothes and standing in a blank office.  There was a phone and a laptop on my desk and little else.  If I’m being honest, I didn’t have a clue what to do.

The 4 Things Every New To The Business

I spent the next two years trying to figure it out.  I shadowed my dad constantly.  I noticed how he handled situations – what he said to clients and prospects.  I was soaking it all in.  I battled the nagging thought in my mind that said, “Why would anyone want to work with you when they could work with your dad.”

I lacked confidence.  I lacked a framework.  I lacked understanding about what were the most important things.  I didn’t know what I didn’t know.

Commercial real estate is not easy.  Most new to the business (N2B) brokers don’t make it past their first year.  I was fortunate that I had a dad who wouldn’t let me fail.  Everyone doesn’t have that.  This is why Rod Santomassimo, founder and president of the Massimo Group, and I are hosting a free webinar later this week on How to Thrive as a New to the Business Broker.

We believe any N2B broker can thrive if they focus on 4 critical needs.

4 Needs of Every N2B Broker

  1. Pipeline – A broker’s pipeline is the bloodline for his/her business.  In fact, a 10-year study showed that the amount of time between a broker’s first and second deal accurately predicted the long-term success of their career.  A N2B broker needs deal flow in a full and vibrant pipeline.
  2. Prospecting – Prospecting is how you fill up your pipeline.  I spoke with a N2B broker last week who said his shop gave him a phone and a book of property owners.  His directive was to start calling.  Is that the best way to prospect?  How do you learn and apply the best prospecting practices of top-producing brokers?
  3. Production – Prospecting is one thing, but what do you do when you start to win some business?  How do you get that exclusive to the finish line so you can actually get paid?  In many industries, you gain a client when the prospect buys something.  There is an added step in real estate.  You have to find the business, then win the business, and then fulfill the business.  Then you get paid.
  4. Planning – How should a N2B broker spend his/her time?  Should it be on research?  20 hours a week prospecting?  Networking? Oh that someone would have given me a blueprint at the start of my career that could have accelerated my success.

8 Reasons Why You Need Digital Presence

My dad started developing self-storage units somewhere around 1980.  The name of this company is AAA Rent-A-Space.  About the same time, my mom had one of four or five Century21 franchises in our town.  The name was Century21 A Barron Company.  Both of these companies were named so they would be listed first in the yellow pages.  How do you think the yellow pages business is doing right now?

Business man surrounded by people

One of the comments I hear most often as I engage with experienced brokers across the country is this.  “These kids are coming out of nowhere and taking my market share.”  They are lamenting that the presence that took them a decade or more to develop is being eroded by younger, new to the business brokers who are creating dominating digital presence.

Presence is being known – being top-of-mind.  You know you have it when the most influential and connected people in your market are sending business your way.  You know you have it when people are glad you called and don’t need to ask who you are.

It is no secret that commercial real estate is behind the curve when it comes to digital presence adoption.  We have an industry that is dominated by white men who aren’t in their 20’s or 30’s anymore.  That is just a demographic fact (though I see this changing.)

There is a reason why younger brokers are having this kind of success.  What used to take a decade or more to build, can now be accomplished in a year or two.  But this is not just a younger person’s game.  The landscape has changed. Anyone can take advantage of this powerful aspect of building your business.

In fact, everyone in a sales or service profession should create a digital presence.  Here’s why.

My Son Lip-Sync's 'Let it Go'

Inspired by Jimmy Fallon, my son thought that we should have the first annual Barron Family Lip-Sync Competition.  He also wanted to have the competition on his blog – Ben-Barron.com.  Not bad for an 8 year old, eh?

The rules are as follows: whoever has the most comments, likes, etc. wins.  I thought I would give his sight a boost by inviting all of you to check it out.  I’ll be posting my daughter’s video in a few days.  Be sure you check out Ben’s blog.  He can’t type yet so he is big on video.

The 7 Steps to Knowing the Best Time to Prospect

Last week I received an email from one of my coaching clients.  He asked a question that we receive on a regular basis.  He asked when is the best day and time of day to call.

Great question.

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The answer is there is nothing that says a certain day at a certain time is the best time to call.  To be sure, you can google this topic and find information that will tell you many different answers.  But the truth is, there isn’t a magic bullet.

There is, however, optimal times for you to call your database of prospects.  You simply have to figure out when those times are.

Before I get into how that is done, I want to address a fallacy.  Many who are in sales try to time their prospecting like someone would try to time the stock market.  This is a bad idea.  Your results will always be better – over time – if you consistently prospect on a daily basis.  You just need to keep doing it.

I’m excited to be preaching this weekend at my home church, Owensboro Christian Church.  I’ve gone to this church since my family began going when I was 10 years old.  I even met my wife there in children’s choir (if you are wondering, I don’t really sing but she sings like an angel.)

We are going through a series called Draw Near, Stand Out:  Holiness in the Book of Leviticus.  Understanding that Christians live under grace and not law, we can still learn so much about the character of God by taking a look at His law.

This weekend I will be preaching on ‘Does How I Conduct Business Matter to God?”  Work is good.  God works in creation, in His provision to all of us, and by enabling us to carry on His work.  However, His redemptive work was completed on the cross.  So if we are not on a performance based acceptance with Him, how are we to go about our work in a way that honors Him and serves others?  Tune it to hear how!

Service times are Sat. night (Feb 28) at 5:30 pm Central, and Sunday morning (March 1) at 8:30 am, 9:45 am, and 11:00 am Central time.  You can watch live by clicking on the link below at those times.  My best!

Date: March 1, 2015
Time: 8:30 am - Noon Central
Event: Preaching - Owensboro Christian Church
Topic: Does How I Conduct Business Matter to God
Venue: Owensboro Christian Church
270-683-2706
Location: 2818 New Hartford Road
Owensboro, KY 42303
US
Public: Public

Why You Should Time-Block to Maximize Your Productivity

This post is about WHY you should time block. I’ve attached a worksheet at the bottom you can download for free. The worksheet is all about HOW to time-block. It is my gift to you because you rock and I’m thankful for you.

At the beginning of 2014, I posted a reader’s survey which hundreds of you took part in (thank you, by the way.)  One question I asked was which topic that I write about do you enjoy the most.  The clear winner was productivity.

productivity, time blocking, time management

This is me with no margin in my life.

I asked another question about the biggest problem you are facing right now.  The overwhelming winner here was ‘not enough time.’

For all of you who can relate, this post is for you.  Frankly, I often find myself in the same boat.  What I wouldn’t give for 30 hours in a day or 8 days in a week.  Time-blocking is the single most impactful tool I use to maximize my productivity.

Time blocking is the practice of scheduling appointments with yourself, on your actual calendar (whether a digital camera of a DayTimer if you are my mom), and then honor your appointments with yourself.

I believe everyone should maximize their productivity by time-blocking for these 5 reasons.