On November 21, Brian Icenhower, team leader with the Tulare County market center and ALC members Kevin Blain and Carlos Aleman completed the prestigious Ford Ironman Triathlon in Tempe, Arizona. This grueling, all-day endurance competition consisted of a 2.4 mile swim leg, a 112 mile cycling leg, and finished with a 26.2 mile marathon run.

By implementing a number of Keller Williams’ mindsets and practices that range from time-blocking to the six perspectives, the three real estate athletes proved that what you focus on does expand. Their Tulare County market center grew by over 150 net agents during the year leading up to training for this triathlon. Amazingly, Kevin Blain was able to close well over 400 units during that same year!

“I am proud to say that I was forced to set the goal of completing this race while I was attending MAPS’ BOLD series just over a year ago. Without Keller Williams or BOLD, I never would have ventured to attempt it!” states Icenhower.

Aleman noted that “it truly took focusing on my 20 percent at a new level, and now I feel like I can take on anything.”

With more than 10 million books sold and over fifty years of experience under his belt, Harvey Mackay has plenty to offer in the way of sales advice. I was lucky enough to receive an advanced copy of this legend’s most recent book, The Mackay MBA of Selling in the Real World, which recently landed the No. 1 spot on the Wall Street Journal’s Best Seller list, and would like to share an aha.

In the book, Mackay tells of his experience seeing Billy Crystal’s one-man show, 700 Sundays, not once, but twice. “Both were sensational!” He talks about Tony Bennett singing the same song, over and over and over again, for more than fifty years. “It’s exciting every single time!” To Mackay, these guys are pros. Every show is treated as the one-and-only time they will ever perform. Even though the audience knows there were seven, thirty-two or 119 shows before the one they’re seeing, there’s no contest this is the best performance yet.

Mackay credits his aha moment of this working model to his college golf coach, who said: “Every drive you hit… every approach shot you make… every putt you stroke… you say to yourself, ‘This is the last drive I will ever hit. This is the last approach shot I will every make. This is the last putt I will ever stroke. Therefore, it better be my best.’ ”

Sales is repetitive. That’s all there is to it. Your only option is to be completely present in every single conversation you have about your business. You must be passionate and treat every opportunity as if it is your last. Every potential client must be treated as a precious resource. It’s easier said than done. Time and again when we interview the best-of-the-best we observe they aren’t necessarily doing extraordinary things, but rather bring extraordinary effort to the monotonous everyday task that lead to extraordinary results.

What are the areas of your business where you are making a commitment to be present every time?

–Jay Papasan

p.s. As a thank you to Keller Williams Realty’s continued support, Harvey is giving us access to his book “Harvey Mackay The Network Builder.” I encourage you all to go check it out. Here’s the link: http://www.harveymackay.com/bonus/

Thanks for joining us in celebrating KW Green Week! We hope you enjoyed the green webinars and blog posts, as well as the quick green tips and free book pop quizzes on our Green Your Home Facebook page.

But, don’t let the end of Green Week be the end of your Green journey! Keep your own Green Week going throughout the year-remember we are constantly updating our Green Your Home Facebook page with tips and articles to read and share with your sphere. Use them on your own page-that is why we post them!

Also, pick up and read a copy of Green Your Home-it is an easy-to-understand guide that will make you even more comfortable in guiding your clients. And, with the holidays around the corner, this is also a perfect time for you to give it to current and past clients as a gift!

Make Green Week every week starting now!

Green Week Blog Posts:

Red is Green

Take a Peek into Green Your Home

Six Things to Think About Before You Suggest Green Improvements

Why Green Networks Offer a Win-Win for You and Your Sphere of Influence

GreenWorks Realty of Seattle Joins Keller Williams

Did you know that as a real estate professional you are perfectly positioned to help clients “green” their homes? No, we’re not suggesting you become an expert in solar panels or window sealants. Your role as a real estate agent is to connect your clients with the experts who have the know-how to turn green dreams into reality.

Before they swing a hammer, conservation-minded homeowners should form a “green team,” according to Green Your Home, the latest guidebook from Keller Williams Realty, Inc. This group of professionals can assess properties for green opportunities and prioritize the projects that will make the biggest impact ― or cost the least to do, or both! They also can bring technical skills to the table to get the job done.

A green team includes: A real estate agent, a general contractor, skilled trades people, an architect and/or design-build professional and an eco-consultant.

Real estate professionals. From plumbers to architects, your sphere of influence proves valuable every day as you help clients buy and sell real estate. When it comes to assessing green improvements to properties for sale or a recently purchased home, that sphere is equally important. Not only will your clients be grateful for your leads, but your contacts will appreciate the customer referrals. Moreover, while you don’t need to be an expert on energy-conserving measures, you have a solid vantage point on which green features matter most to potential buyers. That’s information that sellers would love to know as they make their properties market-ready.

Continue reading ‘Why Green networks offer a win-win for you and your sphere of influence’