Turning Cost into Investment for Property Lead Generation

When we at PropCoach get asked for training, talks and sharing, we always check with our clients what topic they would like to learn more about. The one topic that always jumps out is lead generation. The main question we always get asked is: how much will is “cost’’ me to run a good lead generation campaign? 

Let me ask this in return: How much money do you really need to grow your real estate career?

Or to flip it around, are all of your current expenses necessary?

If you’re like most real estate agents, this isn’t going to be the case. I’m sure you can cut out a few costs here and there without it affecting your business.

So why not just do it?

You can’t afford to waste money amid the coronavirus outbreak. Businesses are already bearing the effects of economic consequences. 

And who knows how long this is going to continue. So if you have figured out to save on a few things, now it’s time to invest. So where to invest in…

Well if it’s up to me I would invest in one thing, and one thing only…

TRAFFIC!

Yes, in order to run a business you need new visitors to your websites, landing pages, Facebook pages and profiles. So you need a fixed budget a month to get some people to visit. 

That’s why you’ve got to avoid all unnecessary spending. It’s the easiest way to boost your bottom line and unlock new opportunities.

For example, if you have multiple credit cards that you have to pay monthly interest, why not bring it back to one. Or if you run two different subscriptions on Netflix and HBO, why not say goodbye to one. The money you save you re-invest back into traffic. So you spend the same amount as other months, but the money goes to future returns. 

You might want to make your pick and quit wasting money on whatever you don’t need.

Recently, a client looked at his VISA statement in hopes of finding all the recurring billings. 

He thought he might have 8 or 9 of them.

Turns out, he had 40 recurring payments with all different providers, subscriptions and networks. 

And it’s a good thing he found out, too. He got to work and cut them down to eight and took part of the saving to reinvest back into Facebook advertising. What gave him a boost of 10K visitors to his landing page. From the 10K he converted about 35 leads, and already closed two new clients. (worth 18K in commission). 

Now, that’s what we call a very good return of investment. And it didn’t cost you anything more. You just redirected the money outflow to more important investments. The power of investing in TRAFFIC. 

Many of us don’t realise how much money we’re wasting. So what better time to look into this than now?

As a summary, here’s a simple rule to follow:

Cut down on everything that doesn’t give an immediate return. And then use the extra money to double-down on the investments that do.

If you don’t know where to start, send us an email to coach@propcoach.co. We will be able to send you a spreadsheet that will help you in your cost structure and creating an investment budget for traffic. 

Good luck and keep in touch!

3 Steps Successful Real Estate Agents Use Facebook Advertising

Let’s talk about Facebook advertising.

If you are a full-time active Real Estate Agent, you’ve probably got a paid ad campaign. And like most agents, it maybe isn’t quite working how you want it to.

Whenever you start using Facebook Advertising tool, it’s very important to clarify the customer journey. Your ads are going to contain offers and you need to classify them. Otherwise, your targeting will be all wrong.

Recently I learned an amazing way to find a clear system to setup the right type of ads in our Real Estate Business. 

It’s called the concept of a traffic light system for Facebook ads.

We all know what a traffic light is. So just imagine you have a green, an orange, and a red offer type.

Step 1

Ideally, you want any advertising to start with the green offer.

Your green offer is a lead magnet. It’s something that you can give away for free in exchange for an email address. This type of offering is also referred to as VAM – Value-added Marketing. You give some value away in exchange for data. 

This could be a CMA report, a market report, a valuation report, a cheat sheet, a book, or even your Facebook group.

Green offers are for people who are completely cold to you. In other words, they know little to nothing about you. 

This is where the message kicks in. 

A green offer needs to speak to a cold lead in a certain way. It has to grab their attention based on a shared problem or aspiration.

With green offers, it’s all about low risk and high reward. Make it easy for the prospect to take the offer by giving them something that offers amazing value.

To put it simply, you’re hunting for email addresses or phone numbers with your green offer.

Step 2

Then, we come to our orange offers.

These are all about increasing the likelihood of turning leads into conversions. You’re using the previously harvested emails resulting from the green offer to get in touch with your leads on a more personal level.

Now, you can also build this personal level by retargeting your ads to previous visitors or sign ups of your lead magnet. You can do this by creating audiences within your facebook management tool. One of the most powerful ways to automate your customer journey. 

Step 3

Finally, the red offer is your actual offer.

Getting your prospects to come to your event, sending you a check, signing up with you, and so on.

The key here is, you can’t start with your red offer.

A cold prospect isn’t going to take that offer when they don’t even know you. 

They’re not ready to buy yet.

You’ve got to put them through your funnel to get them ready. Use the green and orange offers to nurture them.

And by the time you get to your red, you’ve got yourself a win-win situation. The prospect loves what you’re doing and wants more. And you’ve just landed yourself a new buyer or seller.

Want to learn more about our facebook marketing or any other marketing tools for real estate agents, make sure to join us in PURE – Propcoach university of Real Estate. You can sign up here: https://www.propcoach.co/roadmap-pure34702457

The New Normal

No pain, no gain. The greatest leaders come from the greatest depths. There is no such thing as a free lunch. You have to work hard and persevere. You have to push forward!

I’m sure you’ve heard lines like the ones above many times before. Many people have preached. Many have followed.

And now… having gone through two months of a Movement Control Order (MCO) to battle COVID19, we now hear of “the new normal”; that things will never be the same again. We hear of speculations that range from “having a vaccine ready by September 2020” to “having the Coronavirus come back every year from now on”.  And of course, we see what is happening to the economies of the world.

Yes, many people have fallen to COVID19. Yes, our front liners have been working tirelessly to treat and save the sick; some who have fallen to the virus as well.

And yes, there are people who are unable to feed themselves and their families. There are people who are struggling to survive.

All in all, we, collectively as the human race, are facing one of the greatest challenges that we will ever face in our lifetime.

And the common question we are all asking ourselves is… how will we get through this?

But that is exactly it…

Have we not met with adversity before?

What happened to “no pain, no gain”? What happened to “the greatest leaders come from the greatest depths”? What happened to “There is no such thing as a free lunch”? What happened to “you have to work hard and persevere”? What happened to “You have to push forward!”?

The truth is things were never normal, to begin with. Even before COVID19, we faced off with SARS. In the last century, we had the Spanish Flu which took 50 million lives! We had two world wars. We had the cold war. We had the wars in Iraq & Vietnam. We have global warming.  

Think about it. Pain and adversity are not new to us. We know it all too well because we have been through it. But we have not just been through it, we have thrived through it. So, what is COVID19 but another challenge for us to overcome?

But it begs the question… what have we learned about ourselves through these repeated episodes of “Man & Pain”?

And it’s especially tricky with COVID19. With social distancing, we have been made to stay apart from each other. We have created borders between ourselves. We have simply put up “greater walls” between ourselves. But this is precisely the illusion that we must see through.

As human beings, we were made to work with one another and help one another. It is even written in the biology of our bodies. And every single time we have faced a great challenge, it has always been the stories of great contribution to others that have plucked our heartstrings and inspired us to keep moving forward. And in each story, there has always been great leadership that came with great sacrifice, but always for the greater good.

So, there is no new normal. As we have seen in life, it will be painful. It is just another challenge that we will get through together.

But would you like to know an absolute and universal truth of the human race? What has always been “normal” for us?

It’s simple. We were made to love. And only when we act out of true love, can we truly grow and overcome adversity together. (For the critics and pessimists reading this, here is the flip side. Is hate, greed, and personal gratification NOT predictable? Don’t we all know what will happen when one acts selfishly at the expense of another?)

We simply have to open our eyes and choose to see the greatness around us.

So, here… let me pass you the ball. Have you been aware of your own thoughts and actions? Have you been reacting or have you been choosing to see? And most importantly, what have you been doing about it?

The Unstoppable Calendar Of A Millionaire Agent

What is killing your business?

One word – distraction!

Yes, it’s killing your business, momentum, growth, and most definitely your income.

That’s a strong beginning for this article, but if you know me for a while, I’m not the type of coach that waits around until you start moving into the right direction.

Look, the real estate is not the most easiest business to build a super rich career, but’s its also not very complicated. With a super mindset, a good learning appetite, strong guidance and a phone, you will get very far.

Still so many agents fail in the real estate market. Most agents already get out of the market in the first 3 months. Yes, seriously! Most people don’t even read a book in three months.

Many individuals hope for a miracle and wish they can be the million dollar agent in 1 month. Well, let me wake you up! It doesn’t exist. Most millionaire agents had to accept the following three elements of real estate:

  • The Fears
  • The Tears
  • The Years

We keep saying it over and over again. A property is probably one of the most expensive assets any person will ever own, so don’t expect to just sell it so easily. There is a process to learn, a product to specialise in, and a routine to master.

Let’s talk about this routine, because we do believe this is one of the fastest things you can work on in your career. The faster you get your routines and habits in order, the quicker you will make consistent deals.

Routines and habits are consistent tasks or to-do’s that helps your career/business move forward, even if it doesn’t seem like an important one.

There are many routines and habits I personally use in my business, like setting up my schedule the night before the next day. Or I have a routine to write an article like this one every week. And I also have the habit to clean my inbox every Friday. Small things, but have huge impact on my business.

Now whatever habit you have, as a real estate professional, you need to adopt one habit that needs to be scheduled in you calendar every single day. It’s the major difference between successful and not so successful agents.

We would like to call them the PropHabits. We have been implementing these for our clients, students and even our own sales staff. And I can tell you from personal experience, it’s really magical.

The PropHabits are 4 tasks that come back in your calendar every single day. The tasks are always the same, but the number or how many times you want to do the task can be different per agent.

Let’s start with the 4 tasks:

  1. Connection
  2. Calls
  3. Follow Ups
  4. Appointments

These four have to be in your calendar every single day. You have to block it and no other task or distraction can move it. When you do this every day you create a compounding effect in your business that will give you unlimited clients, deals, and income.

To give you an example of one of our clients, we told her to use the PropHabits 10-4. So what does 10-4 mean? It simply means that every task has to be fulfilled 10 times.

In this case,

  • 10 x Connections every day
  • 10 x New calls every day
  • 10 x Follow up every day
  • 10 x Appointment in you calendar every day

Here’s what happens in each habit:

1) 10X CONNECTIONS EVERY DAY

Every day you make sure you connect with 10 new people in the marketplace. Doesn’t matter who or how, as long you connect with 10 new people and able to put them in your database.

Your database is your business, so the bigger you can grow this the more you will get deals. You can connect both online and offline. Linkedin, facebook and emails are good ways online. For offline I would recommend network events, seminars and fairs. Collect the names, phones and emails of these people, as you need that to follow up with them.

2) 10x New Calls Every Day

This one is so powerful and will take your real estate career to new levels.

For at least 4/5 times a week, you commit to 10 new calls a day. We specifically refer to “new” calls, so its not calling people you already talked to. On top of that a call only counts if you spoke to the person at least for 2 minutes. Hanging up, “call you back’’, “not interested’’ or “Wrong number’’ doesn’t count as a call.

What you will realise is you will need to make a specific amount of calls to reach 10 quality new calls. I guarantee that if you block your calendar and set aside time to get these calls done, your business is going to explode.

3) 10x Follow Ups Every Day

Whatever people tell you to focus on in real estate, I can say that most of them are wrong.

We have a saying in Propcoach, “It’s not when you are ready, it’s whenever they are ready, because you are always ready.’’

To make sure you catch people at a right time, you need to become a king/queen in follow ups. Follow ups are the best converters and dealmakers in real estate. Any second of the day I get some space in my time schedule it automatically goes to follow up.

So commit every day to do at least 10 powerful follow ups with clients. The key to a good follow up is in the quality of the message or call. A simple “Have you made up you mind yet?’’ will not work and will only annoy your clients. But I leave follow up scripts for another session. Oh and if you want, you can find follow up scripts in our FREE platform – Propcoach University of Real Estate.

4) 10x Appointments At All Times

Listen, you need a target. A target that tells you that you’re winning. A target that tells you that you are playing amongst the top producers in the real estate.

Yes, you have your money goal, but you need an ongoing target that keeps you on track. And the best one is an appointment goal. Making this part of the 10-4 PropHabit is magical.

So what does it mean to 10x appointment at all times? Well, it means exactly what it says. When you open your calendar, there should always be 10 appointments locked in.

Appointments can be viewings, first time meetings, presentations or listing appointments. What doesn’t count is home inspection, friends visit, grandma lunch and your dentist appointment. I think you get the picture.

They key is that anytime you had an appointment you drop back from 10 to 9, so that means you need to start making new calls, emails, texts to fill it back up again to 10. It’s the magical number that will 10x your business.


So there you have it, really hope you enjoyed the arcticle! Please do share this with any colluegue, friend or partner that needs to 10x their business.

If you’d like to be a part of Propcoach University of Real Estate, click here to gain your FREE membership and access: https://propcoach.net/pure

The Simple Ways How You Can Become A Top Real Estate Performer

“If you want to become successful, you just need to work hard,” said my father on a regular basis.

Yes, we all need to work hard to move forward in our careers. But what he didn’t know is that it’s not only about working hard, it also about working SMART.

Ever since I have become a real estate entrepreneur my days were packed with calls, email, marketing, and a lot of appointments. Going into the world of real estate coaching, nothing has changed that routine.

At an early stage of my career, I became obsessed with productivity. How do the top performers in the world get so much done in a day? Through literature, many documentaries and my personal experiences I got some of the answers.

But where I got most of the answers was by listening to other agents, realtors, negotiators and agency owners that were doing extraordinary in the real estate. I found there was an interesting pattern in how these people kept their performance on a top-level.

Yes, hard work was part of it, and this will always be the case. However, what I really found to be the foundation of all performers was energy.

It was almost too simple to accept this truth, but if you think that energy is just something you can buy at a supermarket and use it during the day, you are wrong.

All these top performers spend significant time, money and resources to keep their energy levels up. Without their detailed routines during the day to keep up with the speed and fast pacing time, they would be completely lost.

One of my old friends and a top performing agent once said it very nicely, “Performance isn’t a result of hard work, your performance level can make you work hard to achieve the desired results.’’

So it’s very simple. In order to achieve high results, you need to work hard. In order to work hard, you need to level up your performance. And to level up your performance you need massive levels of energy.

So how do we get more energy? Because most of us get very tired, drained and exhausted from hard work. How do we keep up in a consistent performance, so that we can get faster towards our desired results?

It may seem very cliche, but I did ask many real estate professionals in the market what they do to stay on top of their game. Here are some patterns we found that many real estate professionals gave us:

1) Prepare your day the night before

Clarity is everything in real estate. When you have a full day of calls, follow-ups, meetings, viewings and little fires in between, your brain is going to be in a roller coaster of thoughts.

You want to have this as structured as possible, so you don’t take too much energy from your brain. Making a clear schedule the night before will give your brain the feeling you have everything under control before you sleep.

That means you will sleep better. Sleeping better means more energy the next day. Now you wake up and know exactly what’s going to happen, which will give you a good start of the day.

2) Focus on the FES (Food, Exercise, and Sleep)

All top performance real estate professionals that I talked to had something to say about food, exercise, and sleep. Many of us know this already, but don’t put it in real practice.

Energy can literally be created with the FES. Good food will give you good energy. Exercise will maintain your energy and sleep will give you the recovery for new energy.

For most top performers I know this is a non-negotiable term in their lives. They will work as hard as possible but always invest time and money to have the FES in their schedule.

3) The more you Learn, The more you Earn

Many of the top-performing real estate professionals have an amazing learning appetite. Most of them read about a book a month and also the majority invests in additional courses, workshops, and online learning.

Because when they learn new skills and increase their standards in the market, they become super highly focussed on new business and growth. This excitement and variety in their business gives them the energy to keep moving and elevating

4) They find accountability in a mentor or coach

Someone once told me, “Nobody in the world became rich alone’’. And I must fully agree with that.

Personally, I have most of my success to thank my mentors and coaches I had over the years. They were the influential people that gave me the power, motivation, and courage to take my business to the next level. I always remembered that after a call or visit to my mentor, I walked out feeling like I just won the lottery.

Talking to other top performing agents, I hear them all about a mentor or coach that is helping them stay accountable, stay focussed and raise their standards. This is an absolute energy accelerator for most real estate professionals I talk to.

Over the past years, I have seen many agents leave the industry for many different reasons.

The fact remains that real estate still has a huge failure rate. Going to the reasons of people dropping out, I can tell you the top reason I have heard over time – I’m tired!

What? That’s it? Yes, the real estate business is a mental and physical rollercoaster and many don’t have the energy to go through it.


Keep the top 4 points in mind if you want to get started or already are a few years in the real estate business. These are the simple reasons top performers do so well and it’s super easy for you to adapt your routines the same way.

Control your energy, elevate your real estate life!

Oh, one more thing, if you’d like to learn more and earn more in real estate, don’t forget to create your FREE account on PURE – Propcoach University of Real Estate: https://propcoach.net/pure

6 Most Commonly Used Closing Strategies In Real Estate

Have you ever seen the movie Glengarry Glen Ross with Alex Baldwin? The movie refers to the ABC in real estate – always be closing.

The sales industry has certainly come a long way from the suit-wearing 1960s stereotype, with new challenges and developments constantly updating and improving how people approach closing sales.

Real estate professionals have years and years of experience in closing strategies to use as examples of what to do and what to avoid.

Going for a close is an important make-or-break moment for real estate professionals, and you definitely don’t want weak closing techniques to keep you from making a property sale. While that final moment before you put your closing skills to use can be slightly daunting, you can feel lost or even very nervous.

Every real estate professional will have his or her own strategy for transforming all their relationship building into a solid close. Your closing strategy of choice will depend on your personal history of success, your personality type, and most importantly, your client.

At the end of the day, however, you want to feel confident and prepared. These six powerful closing strategies in real estate sales are the most common strategies to close any deal:

1) Ask – Decision – Close Strategy

As a real estate professional, you know how to answer customer questions and how to give information in ways that will inform and educate. An effective closing strategy is to ask a question in response. If the customer asks, “Does this come in grey?”, you may answer with another question like, “Would you like it in grey?”.

In doing so, you can measure the customer’s interest and get a greater sense of his or her values. When the real-time comes to assist the client with a decision, the real estate professional needs to ask a decision closing question. An example can be, “John, with your approval today, we can get you the keys by this Monday?’’ In here you let John think if he is ready to give his approval and move to the next step. It is very powerful and productive to keep your clients moving in the sales process.

2) Summarise Close

Summarise Closing Tactic is one of the most powerful closing strategies. It allows you to reiterate the customer’s interest in purchasing, with the intention of re-stressing the value and benefits.

By summarizing the previously discussed benefits into one attractive statement, you allow prospects to visualize the true value of the deal. When all the benefits are lined up and are presented in a short time with lots of value, the client will make more sense of the money that has to be paid.

Use words like, “And on top of this you get…” and ‘’That’s not all, also you will get access to…”.

3) Scarcity Close

There is a time and place for aggressive selling tactics, but the Now or Never Closing Strategy is a popular technique because it can be highly effective.

In the Now or Never Closing Strategy, the real estate professional makes an offer with a special benefit that adds enticement and urgency to the sale. Special discounts or explaining how the offer won’t last can help someone make their final decision.

A fair warning, don’t use this to aggressively, as it can also push the client away. It has to come naturally and as a simple incentive for clients to make fast decisions.

4) Trusted Opinion Close

During your real estate career, you will encounter many challenges along the way. Real estate can be a very struggling journey. When you’re in the closing stages of a sale, one challenge you might encounter with your client is the value of the property.

Buyers eventually want the best price, as this will improve their investment return. By offering your personal opinion, you convey trust and soften the reply if your customer objects. In this matter, you need to build a solid and strong relationship with your clients. This will make them listen to your opinion.

Also, always make sure to back up your opinion with proof. Words don’t give much certainty to clients. However, if you have proven data on pricing, value or interest from the market, you will have more to build on.

5) Objection Close

It can be hard to get a good conversation going if your customer isn’t telling you everything.

If you are confident that your property or project is the right solution for your client’s needs, but still can’t make that final sale, then asking specifically what objections he or she might have will allow the customer to raise any final objections without giving a concrete “no.”

Every client has a fear. Fear of you, fear of making the wrong decision, fear of going in big debt, or even fear of failing. Your job as a real estate sales professional is to help and assist your clients to remove this fear. And sometimes it boils down to asking what the real fear is. What are you afraid of Mr client? What is the worse thing you see happening Mrs client?

6) Incentive Close

Not our most favourite one, but sometimes it does help to bring that client to the closing side. Offering an extra incentive to make the sale more appealing is a strong way to close a sale.

In doing so, you add urgency and motivation to the sale. As with all closing strategies, you want to consider your own personality and the personality of your client in order to gauge whether this tactic will come off as earnest. Make sure that any incentive only comes with a client’s decision. Without this decision, the incentive will not happen.

BONUS

7) Pros and Cons Close

The pros and cons list works especially well with analytical personality and character. Going through the positives and negatives—with emphasis on the positives—allows you to walk through the decision-making process with your client and guide them to the best decision.

Many properties have loads of information and clients can get in an analysis paralysis stage. Simply meaning all the information is overwhelming them and freezing them to make a decision. Helping them to make simple pros and cons list will get back structure in the information. This way they have a better overview of the deal and make a confident decision.


Here you have it! 6+1 great strategies to close any deal in real estate! Make sure you practice all of them in role-plays with your colleagues.

Oh and if you want to learn more closing techniques and get some additional training on closing, make sure to visit our FREE platform PURE → Propcoach University Of Real Estate!

How To Sell Anything To Anyone?

How many times in your real estate career have you been in a situation where you have an opportunity to ask a question, but simply freeze and can’t find one?

Many of us know how to ask a question. However, it’s not about the question. It’s about what has been asked that makes the question so powerful.

When you’re asking questions when meeting real estate clients and you listen with intent, the results can be amazing.

I love the following quote:

“The stupidity of people comes from having an answer for everything. The wisdom of the novel comes from having a question for everything.”

— Milan Kundera

Read it again, and again and do it one more time.

We use questions throughout our calls, networking and sales process. However, do you know what questions to ask? This is where you want to make sure you understand the who, what, why, where, when, and how that relates to what you are selling, especially if you are offering real estate.

The answers to these questions will help you set the foundation for the story you will tell in your offer. Or, they will help you identify if the fit is not right, and you should move on.

We present you the two question types:

1) The “Get To Know You” Question

You want to learn something new and gain knowledge about people, places, and things within an organization. This may be specific to operations, policy, approach, or how they are addressing the problem we solve.

2) The “Understanding” Question

In this phase, you want to confirm/understand something you think or believe. This could be something that you’ve read during some research. Or, it could also be something that you’ve heard over the course of multiple discussions with your client. You need to make sure you understand the needs, wants, and preferences of your clients.

Talk like a reporter, Think like a real estate salesperson

Who, what, why, where, when, how—these are the foundation of questions that you use to gather information, a.k.a “Learn new stuff” questions.

I like to think of asking questions using a reporter’s skill. A reporter is focused on building the story. Amazing reporters like to remove the nonsense and get straight to the facts and real stories.

Another way to view this is from the perspective of a very young child. It’s important to have a great level of curiosity. A true interest in understanding why people want to sell or buy, or how someone thinks about the market, or why something is important for the customers.

This is about them. Their story, their journey, and their wishes. You are looking for information to build out their stories.

  • Who cares?
  • Why do they care?
  • What do they care about?
  • How are they doing the thing they care about today?
  • What would they do if they did not have to worry about X?

Based on your questions and using the who, what, why, where, when, and how, you will start to build a connection and understand the preferences of a client

What we do wrong when asking questions

In the world of asking questions and getting to know your clients, you can also make some mistakes. Let’s talk about the most common ones:

1) ASKING CLOSED-ENDED QUESTIONS

Closed-ended questions are the ones where your clients can simply answer with YES or NO. You can’t always avoid this question, but when building that story for your clients you need as much information as possible.

2) PUSHING QUESTIONS OR SELLING QUESTIONS

We are all guilty of this, but it does send the wrong signal. Are you the decision-maker? Do you own the budget? When do you plan on making a decision? How are you planning on buying? How can I help you make a decision today?

These questions also have a time and a place.

However, if you put your customer through the 20 questions to validate business-fit, it’s highly likely that they think they are being pushed through your process. This is one of the top sales mistakes you can make.

3) YOU ARE FORGETTING TO ASK REFLECTIVE-LISTENING QUESTIONS

Remember when a client gives you some valuable information. The answer of your client could have highlighted a problem they face that you did not anticipate, but your product can solve.

Reflective questions work well to validate information, confirm understanding, and support engaging conversations.

LITTLE BONUS TIPS

  • Don’t make assumptions.
  • Do ask questions when you don’t understand your clients or the term they use.
  • Don’t limit your questions on assumptions, passed deals, or trends.
  • Do use your own language. It’s important to ask questions using your own voice and style.

This is a nice little exercise. Take a piece of paper and write down 20 questions you can use for future clients. Use the two types of questions and avoid mistakes. Collect the information and see how much information you can collect. I promise it will make selling a whole lot easier.

The Science Behind Any Successful Real Estate Professional

Starting a coaching company in the real estate industry meant that we had a passion for two things.

The first one is obviously the industry itself – real estate! And the second thing is the absolute fascination for success.

What makes someone successful? What do you need to do in order to become successful? What is the difference between successful and unsuccessful people? Is there a roadmap, a plan, or maybe even better a formula?

Well, to be honest, in real science it has not been identified yet. So that means we had to put on our scientist jacket and create one.

We didn’t create one by just sitting in a corner one afternoon and making up formula. No, no, no… What we have done is research many books, listened to many experts and interviewed enough successful agents to figure out what formula could be.

Even our own experience is part of the science and it shows that by following a step-by-step formula, you can achieve success guaranteed.

So what is this formula? Well, it goes like this:

(Idea X implementation) + (Hard work X Long Consistent period of time) = Success

That simple? Yes, on paper that simple. Because looking at it in real practical situations, not many professionals are able to complete the formula.

Idea

The idea is the easiest part. Any normal functioning brain will get multiple ideas during the day. Based on our conscious part of the brain you will get ideas, impulses or sudden “A-Ha!” moments during the day.

Getting that idea, impulse, or ‘’A-Ha!’’ goes pretty much automatic. So like I said, that’s the easy part. The question is what happens after that.

So your “idea’’ is to join the real estate industry. You have done some research online and question is, what’s the next step? And this is where most people stop in the whole formula. They fail to take massive action. We call the ‘’Implementing’’ the idea.

Implementation

Any idea needs the right implementation. That also means that you can have the wrong implementation. Either right or wrong, it doesn’t matter in the beginning, because you will figure out along the way what is the right way.

The only point where you can go to fail is not implementing it at all. This will get you nothing and the idea will forever be a mystery.

Hard Work

Okay, so now you have your idea and you have started to implement in your business. You are taking some good steps. But now that implementation needs your FULL attention. Write down the following words in your notebook, laptop, or living room wall

Money Follows Attention

Whatever you give attention to will get the best results. The problem is our attention is constantly distracted by Netflix, Facebook, girlfriend, boyfriend, parents, food, and our cat. That means we cannot fully dedicate our time and attention to the idea and implementation.

Listen, you must have heard of the 80/20 rule. And yes, it’s being used everywhere, so I’m not going to explain the details about it. But whenever you launch an idea and you start implementing it, it needs 80% of your time.

It’s that simple. I’m not saying forever, I’m not saying until you die.

You do it until it works!

Long Consistent Period of Time

This brings us to the last part of the formula. I call this part ‘’whatever it takes’’ part. Every great idea became a success because it started as a huge failure. And the people that failed just simply didn’t accept that, so they looked at the idea again. They found a new way to implement it, work hard on it again, and simply did it long enough until it succeeded.

Sounds so easy, but this last one is the biggest struggle for most entrepreneurs, agents, inventors, athletes, and anybody that wants to become successful. They gave up too early while they were on the path to become successful.

People don’t become successful not because the idea was stupid. The idea was great! It didn’t fail because the implementation was wrong. Actually any implementation will always help you learn in any direction. And it wasn’t because they didn’t work hard enough. People fail because they simply give up too early, too easily.


We hope you have enjoyed this blog! We have so much more value, training, and scripts in our FREE platform – PropCoach University of Real Estate (PURE). So make sure to subscribe and get access to PURE today!

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Why Networking Can Be The Breakthrough Skill In Your Real Estate Career

If there would be any advice I could give you that can 10x your business in the next 30 days, it would be: Network like your life depends on it.

I believe that in the real estate world of business, networking is more important than ever.

Recently a real estate agent came to me with a question that completely shocked me, “Can I hire someone to do the networking for me? Because I don’t like to deal with people.’’ *jaw drop

It’s a shame that people forfeit their networking opportunities. Networking has always allowed me to build my companies from small startups to strong profitable empires.

The reason we never talked about networking before is that we somehow assumed this was a given in the real estate industry and people would understand how important it is. We were never so wrong.

Out of a survey we did, we realised that “networking’’ is the second biggest challenge for real estate professionals, right after “closing strategies”. It was seen as a bigger challenge than “cold calling’’ and “lead generation.’’

So to help you a bit ahead with networking, we have come with a few tips that can help you get started because there is no doubt that networking can change you business to a 10X more productive and performing result. Here are the tips we came up with to help any individual succeed in networking!

Appreciate The Value of Networking

Before you go out to the field to network, make sure that you truly understand the value of networking. You know what they say, “Your network is really your net worth.’’

You can have multiple degrees and great talents, but if people don’t know you exist, they won’t get you very far. Put yourself out there to meet those who will bring out your maximum potential and make the right connections for you. The more quality relationships you have, the more you will succeed. It will also make you more valuable to others.

You Are Allowed To Create A Preferable Network Target

If you don’t know who you really want to meet, you are going to be lost forever. Being lost is wasting valuable time and doesn’t meet the right contacts.

Be extra careful of those who give you false promises or who are just looking to shake you off. Stop pursuing them. Never put all your eggs in one basket.

Pursue multiple paths and work on determining which ones are most promising. Sometimes it’s the little guy who is less polished but is passionate to work with you who will be your best contact, while the elite CEO tells you the right things but ultimately won’t go the distance on your behalf.

Create A Plan of Direction

Networking is like walking into a forest. If you know your way, you reach the other side accomplished and successful. But if you don’t have a plan, you’ll get lost and can’t get out.

Make a clear plan of how many people you want to connect with. How many events are you going to visit every month? How many business cards do you want to collect? Or the most important question, where do you need to go to find the right people in your target?

Ask Others To Make Introductions (Don’t Be Scared)

If you need an introduction made, don’t be shy to ask someone who can make the connection for help. If you hold back you will never get anywhere. The worst that will happen is they will say no. And ‘NO’ never ever killed anyone, so it’s really worth the try.

Don’t worry you will survive. Going back to introductions, this is really the best thing that can happen to you. Look when you talk about yourself, nobody really cares or sees you as arrogant. But getting others to talk about you and now you have an ambassador working for you.

Design Your Elevator Pitch (Always Have It Ready)

People have short attention spans. Be ready to tell your story in one sentence. Make sure to focus on the key points of who you are and who you help.

Don’t talk too much about me, me, me. Focus more on outcome messaging, rather than self-focused messaging. People always want to know, “What’s in it for me’’. So give it to them in your elevator pitch.

Distribute Your Business Card

Be sure to always have enough business cards on you. It’s a plus if it has your photo on it. If you see that you are running low, go ahead and order more. It’s inexpensive and invaluable.

If you didn’t get a chance to distribute a business card, or worse, not received one, I don’t really count it as networking. It’s just a chat.

Don’t Expect Instant Gratification

Relationship building takes time. In the dating world, you also don’t walk up to someone for the first time to ask them to marry you. That would be super weird, so why do you expect to happen things so fast in business.

In today’s world, we expect instant gratification and results. It’s easy to get discouraged when things don’t pan out on the spot. Remember fresh seeds take time to blossom.

Follow Up

Follow up, follow through, and follow back.

Don’t just sit and wait for that phone to ring. Be proactive and follow up. People are extremely forgetful, especially busy and successful business people who are constantly networking and meeting new people. A nice follow-up email, card, or phone call will always leave its mark.

Do tell me if you enjoyed this blog by leaving a comment below or to send us a message on facebook. We also have some networking tips on our youtube channel @propcoach – How To Network Like A Pro In Real Estate.

Oh and before I forget it, would you like to get access to our new FREE platform PURE (Propcoach University of Real Estate)? Please click here: https://propcoach.net/welcome-pure

Real Estate Investing: What Everyone Should Know Before Investing In Real Estate

Till today, many Malaysians aspire to own their first piece of real estate.

It has been hardwired into our brains that real estate is “The Number 1 Investment” to have. And the problem is many Malaysians have the common struggle of saving up enough money to make that initial investment or downpayment for that piece of real estate.

However, the other “hidden” problem that most Malaysians have is that we tend to overly focus on real estate as the way to make money. This problem is otherwise known as tunnel vision.

“It’s the safest investment” “You can get passive income” “Real estate will always climb in terms of price. Capital appreciation!”

All this is still true to a certain extent. But we have to also realize that things around us are changing rapidly. There is more than one way to make money these days.

The Reality of Real Estate Investing

Being able to invest in real estate is definitely remarkable. However, it also comes with life long debt. So, when it comes to saving money for real estate, we share with aspiring property investors to look further into the future.

Would you be able to sustain yourself in the time to come? How do you see yourself growing in terms of your career over the coming years? Will you be able to make more money?

Here is another angle. What opportunities do you see yourself having in the future? Having to pay those monthly repayments, would you be able to take on these opportunities? What would you lose by losing out on these opportunities? What would you gain if you did jump on these same opportunities?

We believe you know how to manage your finances already. As a rule of thumb for managing your finances though, your housing expenses should not take up more than 30% of your gross income, including your loan repayments, taxes, and insurance.

But the question is have you thought about what other ways, apart from real estate, could possibly increase that number in your bank account significantly?

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