Jul
31
It’s no secret: real estate is a hectic job. Paper work. Showings. Buyer drives. Presentations. Your tasks in one day can pull you in many different directions–and make your to-do list seem endless.
Furthermore, like Tony said the other day, “it’s really tough to focus sometimes.”
Is productivity one of your biggest challenges?
If so, let me introduce you to ten ideas that might help you tackle your to-do list in record time–and even leave time to spare so you can do the things you truly love.
1. Create a List
This is a no-brainer. But you’d be surprised at the number of people who don’t do it. They either keep it in their head or simply don’t think they have time to sit down.
If that’s you, you need to know this: starting your day without a list is the main reason you are so busy. Stop now and empty your brain of everything you need to do. Then go to the next idea.
2. Make it short.
Write down no more than 20 items on your daily to-do list. If you really want to challenge yourself, make it less than 10.
Why? When you focus on less you are pouring your energy into the tasks that are most important to your life goals. This is what it means to be ruthless. You’re going to have to make some tough calls. So just do it.
3. Time block.
Roping off certain hours in the day to do a certain task is a popular and successful trick to ruthlessly getting things done.
Imagine from 9 to 11 A.M. you prospect. 12 to 1 visit possible clients. And 2 to 4 P.M. you fill out paperwork. The key is to hang a “Do Not Disturb” sign while you are getting these things done.
4. Eliminate happy talk.
Shun the water cooler. Visit the bathroom at odd hours. Keep your door closed (if you have one). Shut off your email. The point is to avoid falling into idle, unproductive conversation.
5. Lump like tasks.
This is brilliant–and my favorite idea. If you have 3 large tasks and 7 small ones, after you finish your first large task, spend the next hour knocking out two or three of the smaller tasks.
For instance, small tasks could be checking email, walking to the mail box and asking your manager a question. Check out Leo’s fav procrastination hack for help.
Ruthlessly knocking out these small tasks has a secondary reward: they serve as small victories that may encourage you to keep pouring it on.
6. Get up early.
Not an early bird? I know how you feel. I felt the same way for a long time. What I’ve found is that I can regulate my sleeping patterns with a little work. Here’s how.
Let’s say you get out of bed at 8 A. M. But your goal is to be out of bed by 6 A.M. What you need to do is start slowly.
Each week set your alarm clock back 15 minutes. This allows your body to slowly adapt. And in just two months you’ll be an early riser.
And why even get up early you ask? Remember that old Army commercial: “We do more work before 8:30 A.M. than most people do all day.” Now that’s ruthless.
7. Rely less on technology.
Some of you claim that you can do more now than you could ever before because of technology. Agreed.
But let me ask you this? Are those things you are doing important? Do they add to the bottom line? Who maintains it? Upgrades it? Tinkers with it?
All I’m saying is this: simplify. If you can do something with paper and pen, go that route. Avoid feature creep.
8. Plan.
This bears repeating: Map out your days, weeks, months and years. Start from where you want to be in the next ten years. Then work backwards, describing the steps you need to get there.
9. Get your affairs in order.
No, don’t line up your mistresses. Simply schedule certain days or half days where you do nothing but maintenance.
Clean hard and soft files. Add gadgets to your software. Dust your office. Get your car’s oil changed. Anything that you’ve been putting off but needs to get done because it could break down the road.
10. Demand a stop time.
If you really want to be ruthless, you need to clearly define when you will stop.
Why? Imagine a football game that started at 8 A.M. and didn’t finish until midnight when the last player collapsed in exhaustion.
Football players on the gridiron are ruthless because they know this: the game is over in sixty minutes. That time restraint keeps them fiercely focused on their goals.
The same holds true for you. If you know you’ve got a fly fishing or shopping trip planned at 4 P.M., don’t you think you’d be ruthless? I do.
Conclusion
Here’s the deal: being ruthless is all about attitude. It’s a mindset. A determination to get things done.
But if you like flailing about your day, losing your hair, grinding your teeth, fighting ulcers, losing money and breaking up your family–then fine, ignore my advice.
My gut feeling is you’d rather not lose hair, money or family. So make the decision today to be ruthless. And then teach someone else to be ruthless. You’ll reap great rewards.
Leave a comment if this post was helpful or if you have anything you’d like to add. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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Jul
28
This negotiating trick is a timeless classic. It’s something Aristotle taught Greek lawyers in 300 BC. And it’s something lawyers are still learning today.
What is it?
Simply asking questions to reveal hidden motives behind a counterpart’s rejection of a deal point.
Why This Negotiating Tactic Is Important
To be an effective negotiator, you have to learn to uncover the real reason behind a counterpart’s resistance. You can’t simply cave in when a prospect or client says no–especially if you are dealing with someone who thinks they have the upper hand, like a buyer.
Here’s an example:
Let’s say Jack is refinancing his home. His mortgage broker itemizes all the charges associated with securing a loan. Jack asks if he could waive the fee for the appraisal since he had an appraisal done six months earlier. He wants to use that appraisal.
The mortgage broker says that getting an appraisal is standard company policy. Her boss would never approve of waiving the appraisal or the fee.
Jack is stumped. But he doesn’t give up.
Expert Negotiators Do This When They Meet Resistance
To find out if there is another reason the broker does not want to waive the fee, Jack could ask to speak directly to the broker’s boss.
If the explanation the broker has given is not exactly accurate, the broker will probably make a concession. In this way, he may call her bluff.
Better yet, if she does let Jack talk to her boss, he may succeed in gaining something he would not have gained–talking to the person who makes the decisions.
What to Do If You Can’t Think of Any Questions to Ask
Imagine you were truly stumped. And couldn’t think of anything to say. What do you do?
Your best bet is to be honest and just say “Are you telling the truth?” Say it with humor or a light tone. Play dumb even. That’s a great tactic.
But you’ll even find those times when this tactic won’t work. Someone’s on a power trip and will waster your time and money. Get out of that situation.
Have you ever used this ancient negotiating trick? Did it work? Leave your answer in the comments.
Leave a comment if this post was helpful or if you have anything you’d like to add. And if you like what you read, subscribe to the real estate marketing Blog by email or news feed.
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Jul
16
Do You Use These Bill Jayme Techniques When Writing?
Filed Under Real Estate Copywriting, Real Estate Marketing, blogs | Leave a Comment
Everyone must write. Whether it’s an email, postcard or blog post, you have to write. It’s one of the most important things you can learn.
Writing overflows to most of what you say or do. And it can make the difference between appearing like a Stanford graduate versus a high school drop out.
But if you want your writing to persuade, compel, encourage or convince everyone, all the time–then you need to write like Bill Jayme.
Who Is Bill Jayme?
The late Bill Jayme was one of the greatest direct mail copywriters of the 20th-century.
He wrote persuasive direct mail letters for magazines like Business Week, Smithsonian and Esquire. Commanded $20,000 to $40,000 per letter he wrote [this is back in the 60s, 70s and 80s]. And had powerful publishers flying to California begging him to write a subscription letter for their magazine.
Why?
Jayme had a way of making friends with the reader. Of respecting his intelligence. Of always being fascinating. And selling ever so gently.
Copywriter Gary Bencivenga said “I don’t think anyone could match his record of control packages in the magazine field. He had such an erudite flair for capturing the essence of a magazine and making you want to be part of its magical circle.”
So, how do you write letters, emails or blog posts that make people want to be part of your magical circle? Master these seven techniques Bill Jayme used religiously.
Arouse Curiosity with Mystery and Intrigue
In direct mail, your outer envelope is the place you arouse curiosity. In blogging, it’s your headline. Email, subject line.
Jayme’s teaser copy almost always compelled people to rip open the letter and read the copy inside. He did this by asking questions like the Psychology Today headline:
“Do You Close the Bathroom Door Even When You’re the Only One Home?”
Or leaving a cliff hanger: “The problem was Mrs. Eggers was no bigger than a minute….”
Understand, Jayme’s creative ideas came from tireless research. He studied to learn what worked and didn’t work. He didn’t depend on inspiration, whiskey or cocaine.
In the same way, hard work will help you create a promise or story line that people cannot resist.
Involve the Reader
Getting your reader to think about doing something is a great way to get readers into your blog post, email or letter. Getting them to actually do it will lift response even higher.
Think psychological profile.
Ask questions like: “Do you go to the movies alone?” or “Do you feel awkward when you are talking on the phone naked?”
Include two or three dozen yes or no questions and you’ve got yourself a winner.
Create Urgency
Jayme once said that the concept of urgency should be part of every package. Jayme’s favorite way to create urgency was through scarcity:
“Only so many copies printed each month, no more.” Variations to this theme abound.
- Only so many hours I can spare in a month, no more.
- Only so many invitations printed a year, no more.
- Only so many clients I can juggle a month, no more.
- Only so many subscriptions I can manage a week, no more.
The point: Create the impression that if someone doesn’t act now, then he’ll be left out in the cold.
Elevate the Status of Your Service to Something Else
This is by far the most intriguing Jayme idea: transubstantiation.
One of Jayme’s greatest examples of transubstantiation came through a letter selling a course on mastery of personal computers.
Instead of talking about drives, RAM, OS, coding or programming, Jayme focused on the deeper benefits of personal computing: Success.
Jayme’s letter begins:
You know it. I know it. Everyone knows it. If you’re planning to succeed in business over the coming decade, you’ve now got just two choices left. You can come to terms with the computer. Or you can marry the boss’s daughter.
He’s not selling features or facts. He’s selling a new life.
Say FREE Six Ways to Sunday
Does the word “free” still work in on our sophisticated society? Undoubtedly. Even among luxury clients.
“When something is free, say it six ways to Sunday,” advised Jayme. “For example: ‘Free gift comes to you with our compliments gratis—on the house. It’s yours to keep as an outright present without cost or charge—not a penny!’”
Don’t ignore this copywriting staple. And if you don’t believe it has the power to persuade, go ahead and test it yourself.
Avoid the Boring
In other words, get provocative. Write stuff that elevates people’s blood pressure. Get’s them dreaming.
Use words like sex, death, naked or free.
Think “Confessions of a Naughty Negotiator.” Or “20 Reasons Why So-and-So Is Dead Wrong about Real Estate.” Or “Why Don’t Home Sellers Know These Facts?” Or “14 Things FSBOs Aren’t Telling You.”
Stir the pot and you’ve got yourself a killer blog post, email or letter.
Target, Target, Target
Know who you are talking to. And make sure you clear the mud from the windshield for them.
Jayme developed a knack for identifying the audience–and the reason why the magazine was ideally suited to them–in his copy, right up front.
For instance, the teaser copy for a promotion for Coastal Living straightforwardly says: “If you love the shore, this new magazine will do you a world of good.”
Five words–”If you love the shore”–told you if the magazine was for you. Do the same for your blog readers. Or email subscribers. Anyone you’re writing to.
More of Jayme’s techniques can be found in The Bill Jayme Collection.
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Jul
3
Michael Masterson’s Personal Productivity Secrets
Filed Under Strategy, Time Management | 4 Comments
Raise your hand if you know who Michael Masterson is.
Okay, for those of you with non-raised arms, Micheal Masterson is founder of health, wealth and success e-newsletter Early to Rise. In less than 7 years, Masterson built a loyal following of over 250,000 people–whom he mentors to help them acheive their financial goals–through his success at productivity, selling and marketing.
Masterson is also the author of several Wall Street Journal, New York Times and Amazon.com best sellers, including Ready, Fire, Aim, and Automatic Wealth: The Six Steps to Financial Independence.
So here’s the deal. In a short book called Personal Productivity Secrets, Masterson shared his personal blueprint for productivity success.
It’s called the Master Plan.
Jack Welch used a Master Plan to turn GE into a lean, market-dominating company. NFL Coach John Fox used a Master Plan to go from a 2-14 season to a run at the Super Bowl the following.
The same process can help you achieve your goals. Here’s how it works.
Simplify Your Goals
A master plan works by simplifying your interests and acting upon them in a simple way. Start by figuring out your life goals.
- List all the things you want to accomplish on a sheet of paper.
- Choose the top interest.
- Decide if that is what you want to spend your life doing.
- Create a five year plan to reach your number one goal.
- Create a one year plan to reach your number one goal.
- Repeat steps 4 and 5 for every major goal you want to accomplish.
How Does Rising Early Make You Rich?
The morning time is the best time to collect your thoughts. Better yet, if you get up at 4:30 A. M., and work 2 hours, you’re that much ahead of your competition.
During these hours of solitude, make your to do list, then prioritize it and finally start on one of the most important tasks immediately.
This Little Tool Will Be Enormously Valuable to You
Masterson carries 3-by-5 index cards everywhere he goes and writes down every idea that comes to him. This way, nothing escapes him.
Each morning, he reviews his cards and consults them whenever you have a spare moment. I sometimes use the voice memo feature on my phone. This is especially helpful when you are driving.
Whether electronic or paper, once you start doing this, you’ll be surprised at how much more “on top of things” you’ll be in a few days.
Don’t Let Your Email Ruin Your Schedule
If you are on email more than twice a day–stop it. Checking email is not the most important thing you should be doing.
Also, Masterson recommends you train people who email you to keep it short. And when they pose a problem, teach them to map out multiple choices.
Group Like Tasks Together
Tackle similar tasks at the same time: That means, create time blocks when you check voice mail, send emails and write memos.
Or, group similar tasks by time duration. Lump all tasks under fifteen minutes for the end of the day. And group your more time intensive tasks in the morning when you are fresh.
Choose a Daily Planner That Works for You
Electronic planners tend to be the least effective. Daily paper planners the most. I use a makeshift notebook. Whatever you choose, stick with it.
Pencil in Appointments First–Ink Later
When you make an appointment, pencil it in first. When it is confirmed, then ink it in. This lets you know at a glance appointments that are concrete and those that are not.
Measure and Improve Your Personal Productivity
It’s always a good idea to review every two weeks your planner to see how many tasks you aren’t getting done. If you find yourself with more incomplete tasks than you like, do one of three things:
- Work more hours and be happy with it.
- Learn how to be more efficient.
- Schedule fewer tasks.
Two is probably your best option. But, highly-motivated people often try to bite off more than they can choose, so the third option might work for you instead. You decide.
Conclusion
In How to Become CEO, Jeffrey J. Fox recommends spending an hour a day “planning, dreaming, scheming, thinking, calculating. Review your goals. Consider options. Ponder problems. Write down ideas.
Mentally practice your sales call or big presentation. Figure out how to get things done.”
Good advice.
Follow Masterson’s simple steps to get a jumpstart on your day, your career and your income. And to change your life you’ve got to stick to this basic program.
The bottom line is: stop focusing on anything that is keeping you from your most important goals.
Leave a comment if this post was helpful or if you have anything you’d like to add. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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