I heard a great story this week that has had my wheels turning ever since. I’m going to share it with you in a minute.
But first, I want you to consider how you talk to yourself – in your head. I think I’ve heard someone call this self-talk.
Photo by David Meier
The way I talk to myself holds me back all the time. My first couple of years in commercial real estate, it held me way back. I would talk myself out of making a call. I would decide for a prospect that they weren’t interested…before I made the call.
This self-talk makes a difference. What does the talk in your head sound like? Consider this story.
A rich oil sheik decided he wanted to learn how to play golf. So he built one of the world’s best golf courses. It was perfect – gorgeous.
The sheik then invited a US club pro to spend two weeks with him on his new golf course giving him lessons. The pro accepted the invitation.
So the Sheik sent his private jet to collect the pro and bring him to the Middle East. Once there, the pro spent two weeks in complete opulence. Everything that he could have wanted was available to him.
The pro loved the course and very much enjoyed teaching the Sheik.
After 2 weeks, the pro was boarding the private jet to go back to America. The Sheik, being very pleased with his two weeks of lessons, offered the pro anything.
The pro responded and told the Sheik that this had been the best 2 weeks of his life. His hospitality and generosity were payment enough.
The Sheik insisted, asking the pro if he collected anything.
If you are reading this blog, it is likely that you want more. You want to improve your productivity, your prospecting, your presence, your something. Nobody gets up every morning with the goal of being mediocre. Ultimately, you want to dominate your market. But the truth is, you can’t.
My kids are in the driveway right now playing basketball with the neighbor kids. When I was their age, the Bad Boys version of the Detroit Pistons were winning championships. I remember playing in the driveway and pretending I was Isaiah Thomas and Joe Dumars.
I wanted to dominate a basketball game the way they did. But I topped out at 5’7” with less than average athletic ability and a suspect jump shot. I was never going to dominate a basketball game.
And you are never going to dominate your market because of these 7 reasons.
7 Reasons You Will Never Dominate Your Market
If you are a designer, or know one, who is skilled and experienced designing child themes for WordPress, I want to hear from you. Shoot me a note in the comments section below and let me know how to contact you.
The CRE Breakfast Club Free Webinar – Maximizing You! Marketing and Sales in a Social World
The Great Commercial Real Estate CRM Debate hosted by The Massimo Group
- May 27 at 1pm Eastern
- 3 of the top CRE CRM’s will duke it out!
- Click here to register – and I would do so quickly because there are limited seats and this will “sell out.”
The gauntlet has been thrown down. Rod Santomassimo, Duke graduate, has challenged Big Blue Nation. He and I give our 5 reasons why our team will win the NCAA championship this year.
Now don’t just watch the video below. We want to hear from you. We want to know who you think makes the best argument for our teams.
I have three children. As I write this, they are 12 (Will), 8 (Ben), and 5 (Maddie). They completely rock. They bring me great joy. They add tremendous flavor to our family. I also blame them for most of my grey hair though I doubt that is true. And they could not be more different.
My sister is a Meyers-Briggs expert so we have learned some about personalities. Without going into a lot of detail, I am an INTJ. My wife is an ISFJ and so is my oldest son. He is literally the male version of my wife – personality-wise.
My middle son is an ESFP (I think) and is exploding with creativity and energy. The thought to pick something up has never once occurred to him – ever.
My baby girl is definitely an extrovert, but I’m not sure on the rest yet. However, she is girlie and tough as nails at the same time.
My family spends a lot of time together, which I love. However, I don’t spend much time one-on-one with my kids. So one of my goals for 2015 is to spend one-on-one time every month with each child. I want to know them. I want to champion the best in them. I want to build a rock solid relationship with them. I want to be a safe place for them. All of these ideals require time.
In January, my son Ben and I were trying to figure out what we’d do together. He came up with the idea that he wanted a blog like his daddy. The kid is so creative and funny that I thought this would be a great outlet for him. So we created www.ben-barron.com where he and I create funny videos. Feel free to take a couple of minutes and go check it out – and keep in mind that he is just 8.
So here are the 9 steps that any parent can follow to pursue the hearts of their children.
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.
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.
You can now ask me a question, via your computer, directly through this blog. Here is how it works.
- Click on the Send Voicemail button on the right middle of any page on my blog.
- Make sure your mic is on.
- 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.
- Be sure to include your name, location, and your website – so I can send traffic your way.
- Feel free to ask me anything about main topics of this blog – or anything else. Prospecting, Productivity, Personal Development, Creating Presence, or Life Lessons.
- 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!
- 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!
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.
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
- 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.
- 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?
- 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.
- 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.
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?
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.