business planning: Mike Ferry Asks ... "So You Want to Become a Superstar?" - 02/28/13 08:09 AM
I hear this almost every day from somebody … and then they ask me what they have to do to become a top producing agent, I then spend 15 to 20 minutes on the phone telling them what I believe has to be done, and 90% of the time I never hear from them again. Here’s a synopsis of what I tell them. First, you have to have a tremendous desire to accomplish something that is way above your comfort zone, knowing that if it was in your comfort zone, you wouldn’t have to do anything out of the ordinary to … (3 comments)

business planning: Mike Ferry Asks ... "Is This Business Giving You What You Want?" - 01/11/13 07:52 AM
When a person has a regular job there is always a very direct exchange of values involved. By this, I mean … a person is paid to do a certain job a certain way each day and, in return, is paid a certain amount of money for the work performed.
Real Estate is very unusual compared to what we would call a “real job.” In Real Estate we all want excitement … production … great, loyal clients … a wonderful income … freedom … and more time to enjoy life.
It’s interesting that the only way we’re going to get those … (3 comments)

business planning: Mike Ferry's Thoughts on "What did I do right - What did I do wrong?" - 12/28/12 02:03 AM
 
What did I do right and what did I do wrong?
These are the two questions I’ve asked a number of my coaching clients during the month of December. Sit down with a piece of paper and honestly look at the calendar year 2012, and say to yourself, “What did I do right? What did I do that created the kind of response that I want?” “What did I do that’s allowed me to either have more production … have more fun … make more money … and enjoy the business more?” What were the factors … name them and … (3 comments)

business planning: Mike Ferry's Thoughts on "Am I willing to change my behavior?" - 12/20/12 02:33 AM
Am I willing to change my behavior?
It completely fascinates me that people believe they can get unusual or incredible results and not have to do anything different from what they’ve done in the past. It’s no different than me saying to you … “I want to lose 25 pounds in the next 6 months” … while I’m sitting and eating chocolate cream pie but justifying it by drinking a diet coke. Or, me saying “I’m really going to become great at playing the piano in 2013” but I don’t have a piano … can’t afford lessons … and I really … (34 comments)

business planning: Mike Ferry's Thoughts on Maximizing Income - 12/07/12 09:10 AM
How do I maximize my income in 2013? That’s something that everybody wants to do, starting with me. In the business of listing and selling Real Estate, the easiest way to make that happen would be to commit to taking 100 saleable listings in the calendar year 2013. Assuming that you have a sales rate of at least 80% to 85% … because you are a strong listing agent … who follows a strict schedule of prospecting … who is really good at prequalifying … and has a strong listing presentation … that’s a reasonable number for you. In essence, you … (3 comments)

business planning: Broker/Managers ... Mike Ferry's Thoughts on Agent Business Planning - 09/06/11 05:00 AM
If you're goal is to increase per person productivity ... if your goal is to be a great motivator in the office ... if your goal is to set any kind of plan to increase production ... then you're going to have to spend a lot of time in training and we have to always be training them in income producing activities. Income producing activities would include the following ... lead generation ... lead follow-up and pre-qualifying those leads ... listing and showing presentations ... and negotiating contracts. If you have a new agent or a low-producing agent that has the … (1 comments)