(source: fotologic, some rights reserved)
When I began in the Real Estate business, some 30 months ago (ed: does that sound longer than two and a half years, or shorter ?), I wasn’t sure as to what I wanted to sell:
Follow my passion to help people build wealth, or help people buy and sell homes? Can I help a guy with leasing ? What about office space ? Maybe I should list a farm and a gravel pit . . . No, how about an apartment building!
When I’m unfocused, I tend to get poor results. My first year, I ran around dealing with a bunch of different types of real estate, acheiving not such great visible results – $5.6 million in expired listings in two distinct speciality areas (multi family residential, and agriculture& aggregate land), a few residential sales, and a lease.
When I committed to focusing on my passion – helping people build wealth – and just deal with investors acquiring and disposing of assets, I noticed a dramatic improvement in my results.
My second year, I increased my GCI by 700% – it wasn’t a huge dollar amount, but it was enough to live comfortably on – and made a name for myself in my niche.
In my third year of business, I’m becoming even more focused and my results have increased again. Continuing the journey to create my perfect real estate business, I’ve created a new vision board – with a twist.
This isn’t a vision board about the house we want, or the Range Rover I want, or a dream vacation. It’s a vision board for the transactions I’m going to represent clients in this year.
It looks a little something like this:
I am so grateful to help:
XYZ Holdings acquire a 200 unit residential apartment building
Mike sell his building on Kinzie Ave
Pearl Inc. develop a 40 unit building
132 Holdings acquire a class A retail mall
These aren’t transactions I’ve already done, they’re ones I will do this year. When I focus on the goal, I can figure out how to create that outcome.
When I look at this list every day – it’s on a white board perched above my computer monitor – it reminds me of what I need to be working on.
I start thinking – who do I know that has a 200 unit apartment building to sell ? Who do I know that might know someone who has one ? The visual display of the goal sets the mind in motion better than simply thinking ‘gee, I should sell someone a big building.’
We’ve all heard that when you put down your goals on paper you have a greater chance of doing what yuo need to do to achieve the result. I’ve certainly seen this be true in my experience.
I suggest this is true with specific transactions too. Start writing out what you want to do this year. Maybe it’s to help the Greenbrooks sell their Victorian mansion and move into a nice condo. Maybe you want your team to help a developer sell out his 200 unit condo development on the beach.
Set big goals. Write them down in way that makes you grateful for them. Look at them daily.
You’ll smile with what you can create.
