Market Strategies...How To Mentally Beat The Other Guys to the Punch!

By
Real Estate Broker/Owner with Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska
http://actvra.in/52Wf

Punch...block...counterpunch.  Act - react.  Attack - Retreat -Counter Attack.

Are we really any different than wrestlers...or boxers...or MMA fighters?

The real answer?  YES and NO!

Physically, being a real estate agent is not that taxing.  We generally don't get beat up and walk away with bruises and stitches and broken this or that.  So...Yes, we are different.

Mentally, however, is another story!!! NO we are not different here.  In sports you see coaches all the time talking about the mental aspect of the sport.  

Same thing in Real Estate. The biggest hurdle to being successful in real estate is properly controlling what lies between your ears.

 

That's right...it is YOU!  Your brain...and only your brain that stands between you and success.

It isn't the big, bad #1 agent/broker/brokerage (pick 1, 2, or all 3) that you are up against in your neighborhood/city/MLS/region/state. 

Let's review: It is you..not them...it is your mind versus their mind AND their head start in marketing and success.  

1st Tip: Clear your mind of doubt. BE POSITIVE.  (even in bad times)

If you think you can't be as good as they are...you probably never will be.

One of the most important tools in your bag is AMike McCann Broker Shelf Road Jake McCannTTITUDE! 

It can win deals for you and it can lose them for you...and it is entirely your choice which it is.

2nd Tip:  Be that person other people want to be around.

My wife dreads going to the store with me because it invariably means that I am talking real estate to someone who asks me a question. I spent 20 minutes in front of the grocery store yesterday talking about crop prices and land prices. I learned a lot from this farmer about what is going on in his neck of the woods. Valuable information for the future.

3rd Tip:  Are You Listening between the words?  This is crucial and when I figured it out I became way more successful.  (This also goes for what is being said on Electronic Media as well...read between the lines!)

What people are saying and what they are looking for from you are not always the same. 

I believe that most of our lives we are on an interview.  We just don't know it. Whether in the grocery aisle conversations or at church or a sporting event or driving down the street... they are forming an opinion, one  way or the other, of us. I now know to carry myself accordingly.

Pay attention to the little things. I sold three farms as a result of a friend telling me he was going to sell his bulls. Never mentioned real estate. Turns out he was going to sell a farm as well and was going to use a different company until I ASKED THE QUESTION! His farm led to two other sales for me.

Which brings me to perhaps the most important tip of all.

4th Tip: No matter how long the shot is... ASK THE QUESTION!  Ask for their business. Make them tell you NO. Why? Because many times they will tell you yes, they need your help.

Many times they do not know that you are even interested or can do the work they need done unless you ask them for their business and explain what you do.

Never ever assume that they know what you do...even spouses and immediate family may not truly understand your abilities.

Ask everyone to tell their friends...and co-workers...and youth team parents...and church members...and on and on.  Make them tell you no. 

Up to this point...my Marketing strategies have not cost me a dime. But they have made me a very nice living.

5th Tip:  Lick Your Wounds...Heal Up...and Get Back in the Fight!  We all miss out on the one big deal that we SHOULD HAVE GOT! In fact...it usually happens more than once. Get over it. Learn from it.  What can you do different next time? Mike McCann Broker Arkansas 2017 Jaime McCann

Hold a short wake or Pity Party if you must...

But never ever give up...unless you are ready to move on to a different career. Do not beat yourself up...gather yourself and clear your conscience and move on. The next deal is there...if you ask for it...it will come. 

Keep climbing...keep reaching...keep going!

Each of us has a tipping point or breaking point...I reached mine years ago.

I hung up the phone and cried over a missed deal that was crucial to our early success...and I second guessed myself.

My wife was mad..and wanted me to go flip burgers. I sat at our kitchen table with a 3 year old trying to console me and all I could think of was 'that was my deal and they stole it from me'. 2 hours... yep, 2 stinking hours...from 7:05pm to 9:05 pm I sat there in the chair at the south end of the table...staring at the wall. 'Maybe she was right' kept going over and over and over in my mind. That was the spring of 1994.  Now...23 years later...we both know she was wrong.

Never...ever...give up...always give more. More effort...more knowledge...more help.

6th and final Tip: Be the Most Knowledgeable Person Around.  Know your product...know your competitors...know their strengths and weaknesses and what makes them successful. Be the person that everyone wants come to for information.  Stay up to date!

I get many calls and questions because someone said...'call Mike McCann, he will know or will know who does.'

Each time I get a call like that...it helps solidify my position as the go to guy. I still do not get all the deals and not all of the best deals...but I get more than most and I can live with that.

To be successful does not mean spending the most money...but to have the ability to change the energy of the whole room in a positive way! 

Top photo: Jacob, Jaime, and Robyn McCann  Shelf Road, Colorado 2016  

Top Photo on the right: Jacob McCann, Shelf Road, Colorado 2016

2nd photo on the right: Jaime McCann Arkansas 2017

Below Photo: Mike McCann Shelf Road 2016              Never Be Afraid To Climb!!

 

Thanks to Debbie Reynolds for the challenge contest: http://activerain.com/blogsview/5043353/hot-market-strategies--an-activerain-contest

Until Next time...Mike McCann Broker Shelf Road CO Never Be Afraid to Climb!

Posted by

 

Mike McCann Nebraska Land Broker This has been Mike McCann...Nebraska Land Broker...Coming to you from the Farm Land of Nebraska and America!! Visit me at www.mikemccann.com to learn more about the agricultural and farm land for sale market. 

Many farms For Sale in Nebraska are not listed publicly...please call, text, or e-mail with your questions, wants, and needs!

Mike is your Ag, Farm, and Auction expert throughout Nebraska!

308-627-3700 and 800-241-3940 call or text me at these numbers

mike@mikemccann.com for easy e-mail access!!

 Mike McCann  Nebraska Farm Broker and Land Auctioneer

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Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Sharon Kowitz   Thanks for hanging in there until you found the good part. I am glad you did not duck out early!

It is wild what one person thinks is the norm and the next person has never heard of!!  

Apr 18, 2017 08:40 AM #55
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Chris Lima   Thanks for the comment. Short...sweet...positive ...and to the point!! Awesome!

Apr 18, 2017 08:41 AM #56
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi John Wiley Thanks for stopping by.  I am glad to see you are hitting the quarter century mark soon.  

Apr 18, 2017 08:42 AM #57
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Mick Michaud Thanks for stopping at another of my blogs.  It is so simple...when we are wondering what is going wrong...look in the mirror and you will see the person most responsible for our success. Or lack of it.

Apr 18, 2017 08:44 AM #58
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Tricia La Motte, CRS   Thank yo for stopping by and reminding me that I am now old enough to hand out "sage advice".  Now listen up you young whippersnappers...  thanks for the laugh!!

Apr 18, 2017 08:45 AM #59
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Kathleen Frawley   Thank you for stopping by my blog.  

If we can channel positive attitude in our favor...the rewards can be endless.

If we channel negative attitude in our favor...the disappointments can also be endless.  

I know which one seems more fun to me!!

Apr 18, 2017 08:49 AM #60
Rainer
159,166
Greg Mona
RE/MAX Platinum Living - Scottsdale, AZ
YOUR Local Real Estate and Design Resource in AZ!

This was a great post Mike McCann - Nebraska Farm Land Broker!  Really enjoyed it and felt encouraged after reading it.  Yes, we have all been there when our confidence wanes and we seem to lose our mojo, but it is those of us who continue to get back into the ring that ultimately enjoy continued success in an industry with a tremendously high attrition rate.

Apr 18, 2017 10:03 AM #61
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Greg Mona Thank you for stopping by and I am glad it encourages you.  There is no one around that doesn't need to be reminded on a regular basis to stay sharp and stay focused and stay hungry...for more success!!

Apr 18, 2017 10:11 AM #62
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Anna Banana Kruchten, CRS
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

Mike it's all in our mind. Believe it - really believe it - and you can achieve it! I'm a hiking fanatic on the loose and loving every moment. Excellent post!

Apr 18, 2017 08:00 PM #63
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Anna Banana Kruchten, CRS   Thanks for stopping by.  "To achieve you must believe" is what my son's old wrestling coach used to say.  How true it is!!

Apr 18, 2017 08:07 PM #64
Rainmaker
370,941
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

Inspirational words!  I find as I get older it's easier to be positive and not let that small stuff get to me. Keep going. I try to instill this attiude in my teen daughter---more difficult!

Apr 19, 2017 08:16 AM #65
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

HI Mary Hutchison, SRES, ABR   My 21 year old daughter knows I am usually right about positive attitude...but she still puts up a good battle sometimes!! Thanks for stopping by!

Apr 19, 2017 09:19 AM #66
Rainmaker
220,326
Melissa Jackson
United Country Real Estate FW - Fort Worth, TX
REALTOR® Matching Buyers & Sellers

"Never ever assume that they know what you do"  Mike McCann - Nebraska Farm Land Broker  I learned this right off.  Missed listing a neighbor's  home.  She was like, O you did get your licenses?"  After I saw the sign in her yard.  

Apr 19, 2017 09:22 PM #67
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Melissa Jackson Thanks for stopping by. That was a good lesson and either a tough one or a blessing.

Years ago, in the mid 1990's, a very successful Realtor in Denver was teaching a continuing ed class.  His words rang true to me and I followed his advice my whole career.

He said very close to these words: "If you would like some advice to reduce stress in your career, do this: Never list a home on the street where you live or where the client drives by your personal house on his way home."  

His reasoning was this: When you work the entire weekend and then take Monday afternoon off to mow your lawn or wash your car...the guy who's house you just listed down the street will wonder why you are not at work trying to sell his home. When he sees you in your yard, he doesn't know that you worked 50 or 60 hours last week and need some time to clear your head.

That advice has worked well for me for 20+ years.  

Thanks for stopping by.

Apr 20, 2017 07:14 AM #68
Rainer
346,317
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton

Dear Mike,

Many people actually appreciate a candid question or explanation & it saves us a lot of time. No? No problem. Maybe next time then.

Apr 21, 2017 12:38 PM #69
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Praful Thakkar
eXp Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Mike McCann - Nebraska Farm Land Broker - I believe the competition is not outside, it is within. 

Be a better person, human being and keep climbing the ladder of ethics - and as a by-product, you'll beat the competition!

Apr 25, 2017 10:22 PM #70
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

  Hi  Dorte,

I know...I tell my family all the time to make them tell you no because half the time the other party does not know what you really want or need from them. Our natural reaction is to be reserved and say no... way more than it is to say yes.  By not asking and making them say no...we are inplying that we are ok with NO!!  Thanks for stopping by.

Apr 26, 2017 07:03 AM #71
Rainmaker
512,572
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi Praful Thakkar Yes...I agree...my greatest competitor is me.  There is an old story about an Indian Chief.  He said that he had two dogs living inside him.  One was good and one was bad.  And they were constantly fighting with each other. When asked which one usually won...He paused and then said..."The one I feed the Most!"

Thanks for stopping by!!

Apr 26, 2017 07:06 AM #72
Rainmaker
487,710
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise, Meridian, Ada/Canyon/Gem/Boise Counties

Mike, I love this post.  Excellent words and advice.  I agree with Thomas, this is a winner for the challenge too - a different take on it and a compelling read for sure. -Kasey

Apr 28, 2017 09:22 PM #73
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Debbie Reynolds
Berkshire Hathaway HomeServices PenFed Realty, Your Clarksville Real Estate Professional - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Congrats on the feature Mike. I can see why you are the successful agent you are with all your strategies. Picking yourself up and getting back in the fight is very good advice.

May 01, 2017 06:46 AM #74
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