So as you take some time over the next week to relax, spend time with family and friends, hopefully you’ll have some time to “think”. As you reflect, remember that “success starts between the ears”. It’s not woo woo, it’s strategy to focus on your thoughts. If you are sitting here in late November, feeling stuck and are looking for that “one thing” that will move you forward, “Expressing gratitude might just be the missing ingredient”.

Listen to master the steps to a successful listing presentation.

I’ve stated some of the simple actions you can do each day to positively move the needle. There are a bunch of things that you can do that don’t help you get 1% better each day. I’ll spare you but you know what they are……I want to keep today positive.

So, on second thought……

maybe it's as simple as us overestimating what we can do in a day and underestimating what we can do in a year. Maybe it is just that simple drumbeat of action everyday? The answer is unequivocally “YES”!

So, if you expect a different result in 2020, doing exactly what you did in 2019, well, Albert Einstein would describe that as insanity. Grant Cardone would say that you need to get obsessed and take advantage of every day! If you are not winning, the problem is you. “Make You Your Competition”.

Jim talks about how to best build a monthly marketing plan as you head in to the new year

ou need to look at your Top 100 like a tray of batteries. Your job is to keep them charged. The more batteries that you have charged the more powerful your business will be over the long term. Joe Stumpf, with BY Referral Only, taught me very early on that your database will provide you a 20% return over the course of a year if you manage it properly and stay in touch. That means for every 10 people in your database, you should get 2 referrals. At 100, that’s 20. I saw those types of returns consistently when I was selling full time.

There is no better time of the year to Level Up your game and stay in front of your clients. Remember, only 6% of your fellow agents follow up regularly with their clients and only 11% of those surveyed used the same broker to sell that helped them purchase. There is so much opportunity to gain personal market share and improve the lives of your clients.

Shake off this colder weather and shift gears but do not lose your momentum. These 10 simple ideas, if finished in the next 2 months, will have you in the right mindset heading into 2020.

October, November and December have always been the months where I have taken a 30,000 foot look at my life, business and career and tried to find the one area that if I could could make significant improvements in that area, it would have a huge impact on my level of success and overall happiness. I’m talking about “Being Efficient” today because this is that one area that I plan to put hyper focus on in 2020. With a super active family life and a career that requires a lot of time and effort, I am a place where I have no choice but to find further efficiencies in my day, week, month and year.

To win, you’ve got to find that groove. You’ve got to find that rhythm.

That boss in you needs to hold the employee in you accountable until you find that place.

Trust me, you need to “Start By Managing Yourself"

In the spirit of keeping things super simple, I would do these 5 things over the next 82 days:

1. Identify your "TOP 100”. Your “Top 100” is defined as those clients that “know you”, “like you” and “trust you” as their real estate broker. You may not have 100 yet, that’s fine.

2. Based on your goals, Identify exactly how many clients you will need in your “Top 100”. I would rather have you consistently focus on 30 then be inconsistent with 75.

3. If you don’t have a database or spreadsheet, build it once and for all. (I am focused on CLOZE).

4. Once you’ve created the list, make it a point to meet or call each on the list in the next 82 days. They need to hear your voice.

5. Develop your 2020 Customer Service Plan and a system to execute on it.

Don’t let the talk of recession scare you or change your #growthmindset. The FED and Chase’s Chief Economist do not see a recession even in 2020 so don’t In fact, I posted a graphic on the Facebook page that showed that of the last 5 recessions, housing appreciated 3 of them. The 4th, housing dropped just 1.9% and then there was of course 2008. Pricing dropped a massive 19.7%. The housing climate was completely different in 2008. There was 10 years of growth based on faulty mortgages and massive oversupply. The bottom fell out taking the US and world economy with it. Lack of good inventory is the story in this market and a change in consumer buying habits (more on that later). My point is that do not stop being aggressive in your business building and marketing approach. I am a personal testament to the fact that you can really grow your own personal market share during market shifts. "Hobby agents" get out of the business and the true professionals grow their influence.