Wednesday, June 14, 2017

How To Cope With A GAP in Production and Income...

Everyone from time to time faces a GAP in your business

GAP = General Absence of Production

The key to closing the GAP is to quickly recognize and correct the root cause of your GAP. 

Things to look for:

  • Personal Distractions: Sickness, Fitness, Relationships, Children, Finances, etc.
  • Multiple transactions in process at the same time and you’ve stopped daily prospecting: Your daily focus must become and remain on looking for buyers ready to buy and sellers ready to sell.
  • You have stopped using systems to help manage your database: A CRM database management platform, when used properly and consistently, will not allow your prospects to fall through the cracks. It will also retain front of mind awareness for your A and A+ referral sources.
  • Your attitude has gone sour: Keep check on your attitude once it goes south so follows your production and income. You may have lost some good habits and picked up a few bad ones.


  • Separate personal and business issues: Leave your home worries at home... or your work suffers only exasperating issues like finance and relationship stress.
  • Manage your Time wisely and always schedule time to prospect first: Time block out a minimum of 1 hour, 5 days per week, to look for new business.
  • Be productive... not just busy: Discovering where you are wasting time, and on what... and who are the energy vampires in your life?
  • Refresh your CRM with new Items of Value and action plans: This will give you a fresh outlook on prospecting. Data check all your contacts to make certain you have good information on everyone in your Book of Business (B.o.B.)
  • Take time off to recharge... and then come back with a vengeance: A good rule of thumb is for every 40 hours you work shut it off at least 24. Relax and do something you enjoy. Put a message on your email and phone you will be returning all calls the next day... have a buddy agent available to handle emergencies and you do the same for them when they are drinking a cold one.

Tuesday, April 4, 2017

What value do you bring to a transaction? Don't become a commodity.

Are You At Risk Of Becoming A Commodity REALTOR?

The one thing you see at popular restaurants on a Friday and Saturday Evenings is a line out the door right? And even though you know it will be a long wait just to get seated you still go there anyway? The reason why you go there has to do with one or all of just a very few things… Good Service, Good Product, or Good Atmosphere.


These “WHY's” are something you can and should replicate in your real estate business…


A restaurant has to be good at a few things which all restaurants need to survive…Good Food and a Good Atmosphere. But often times those two are simply not enough to grow the line out the door. There are plenty of places I have thought had great food over the years which are no longer in business…This is where the “WHY” comes into play.


What are your “WHY’s”? Why should someone use you as their REALTOR? If you don’t know why…then how will they know why? One of your “WHY’s” should be the unexpected extras you give your clients… Your negotiation skills, your market knowledge, and contract expertise is expected... (and sometimes demanded by your clients). "Unexpected extras" go well beyond what is required to do a good job for your clients. You want to give exemplary service every time.

Working by Referral is a systemized approach to doing the unexpected extras every day! Sure you still have to have the skill sets other REALTORS possess… but you have to go beyond what everyone else does… go past being a commodity....and to be honest it’s not really that far of a journey.

In Major League Baseball (according to a study done by SCORECASTING) the difference between a .299 batting average and a .300 batting average can mean a $130,000 difference in yearly salary… that's just 1 extra hit per 1000 “at bats”. Imagine building a business plan in your real estate business to just do one extra thing for your clients which few others (or no others) are willing to do? Where might it take your business...and your income? You will never know until you try it. Once you become a commodity...( doing exactly what all your competitors do)... it becomes all about who will do the job for the least amount... trust me you don't want to be in that group!


Secondarily… Building your Book of Business (B.O.B.) will help you form relationships which allow you to know intimate details about your clients most others don’t. The more you know about a person… the more likely you are to know what will make them happy…and what will make them feel comfortable using you to buy or sell real estate and referring you to others. The more an individual knows…likes…and trusts you… the more likely they will think your “WHY’s” are better than any other REALTOR!


Make a list of the things you feel are your value propositions... (Your WHY’s)... and use them when you first meet a prospective client to discuss their goals for buying or selling. These are your unexpected extras. This one technique could help you to create a line out the door to your real estate business!


Have you prospected for new business today?


Eddie Brown ©2017


Tuesday, March 14, 2017

What is Your Game Plan?

Time flies when you are having a good time, and 2017 is shaping up to be another good time year for real estate!

Hard to believe it but we are halfway through the 3rd month of 2017 … Are you on track to meet your goals?

This is a great time to evaluate what has worked well this year… and to consider where you need to make changes to improve your business for the next 3 quarters of the year.

Agents who desire to excel in this profession must adopt and practice positive habits, then transform these habits into a daily routine to optimize effectiveness. Below are seven tips for forming good habits


Getting up early gives you a fresh start on your day… but… numbers two thru seven are the “meat” of your daily habits. If you can master these seven highly effective habits you will be well on your way to your best year ever…

It’s not too late to start right now…today… cast aside some bad habits and form new positive ones which will make you and your business soar to new heights.

For more information on forming effective habits and growing your business contact Eddie at