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2009 Jason Blackburn Laser Focus Training [email protected] LaserFocusTraining.com Direct: 972.689.6501 Improving Bottom Line Results for Real Estate Brokers
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Improving The Bottom Line For Re Brokers

Nov 01, 2014

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Page 1: Improving The Bottom Line For Re Brokers

2009

Jason Blackburn

Laser Focus Training

[email protected]

LaserFocusTraining.com

Direct: 972.689.6501

Improving Bottom Line Results for Real Estate Brokers

Page 2: Improving The Bottom Line For Re Brokers

The Facts - 2008

250,000 Agents Left the

Real Estate Industry

70% of All Agents Had Sales

Volume of $2 Million or Less

Only 35% of Brokers

Scheduled Formal Training

Sessions

Page 3: Improving The Bottom Line For Re Brokers

Fact

To increase YOUR Company’s bottom line – YOUR Company MUST Increase the Production of those AGENTS producing less than $2 million in sales volume to MAXIMIZE their commission contribution NOW. It has become a “Survival of the Smartest” economy, where best efforts, explanations and good intentions are no longer acceptable. Without question, companies that fail to produce beyond expectations face certain extinction. To achieve rock-solid, bottom-line results, the people within your organization must immediately develop the power to Work Smarter, Compete Smarter and Live Smarter — or face some rather unpleasant consequences.

Page 4: Improving The Bottom Line For Re Brokers

Real Estate Agent Trends

70% of Agents Sold Less Than $2 Million

69% of Agents Invested Less Than $1,000 in Themselves

Page 5: Improving The Bottom Line For Re Brokers

Real Estate Brokerage Training Trends

Even With Extensive Training 70% of Sales Agents

Produce Less Than $2 Million Dollars

Current Industry Training is FAILING to Have a Major

Impact on Broker Profitability

Page 6: Improving The Bottom Line For Re Brokers

Why Training Fails

1. Your team’s motivation: A common mistake we have observed is that management

assumes their sales force wants to improve. That is not necessarily true. Many

salespeople are quite comfortable with the status quo. As a result, training that focuses

on helping the team to sell better, to sell more effectively or to sell higher volumes will

produce substandard results. This is a function of several factors.

a. First is your staffing system. If you hire people whom you like but who do not

have the proper belief system and/or DNA to seek constant improvement, then

they may view training as nothing more than an irritating interruption. To

protect yourself against this, make sure that your staffing system brings highly

motivated people who have demonstrated throughout their life the behaviors

you desire.

b. Another common contributor to unsatisfactory results is management’s

assumption that their compensation plan motivates the team to sell more. You

cannot make other adults want to earn more money than they want to earn.

Again, if your team is satisfied with their current income and production level,

they will view training as an irritating interruption.

2. Failure to change beliefs: Virtually all sales training offered today focuses on changing

the salesperson’s behaviors. This training encourages them to make more calls, to make

better calls, to listen better, to close better, etc. Unfortunately, you cannot change an

adult’s behavior until he/she changes their belief set. People have a difficult time

seeing themselves as they actually are—and their performance as it really is. In the

blur of the day, people fail to see the hidden forces holding them back from producing

the results expected.

3. The sales cycle: Assuming you have impacted the salesperson’s beliefs, very few sales

cycles are short enough to allow a company to see any change in that salesperson’s

behaviors within a reasonable timeframe. If the real estate sales cycle was just a few

days long, you would see some change in your team’s behavior during sales cycles

immediately following the training. However, since the real estate sales cycle is longer

(then the effect of the training will fade before you can realize a change in your team’s

behavior.) People have a difficult time remembering to take the right actions at the

right time. In the heat of battle, people fail to make the right Choices—and take the

right Actions—that will produce the results expected.

Page 7: Improving The Bottom Line For Re Brokers

Our Solution

Technology guaranteed to help your people SEE precisely

what’s holding them back from the results they want—at

any point in Time.

Technology guaranteed to help your people REMEMBER to

make Smarter Choices and take Smarter Actions—every

single day.

Page 8: Improving The Bottom Line For Re Brokers

What is TQ?

Your Time Quotient.

Your Time Quotient™ is a measurement of the Actions you take to produce the Results you get over Time. TQ measures how smart you ACT, not how smart you are. TQ doesn’t reflect your basic cognitive intelligence (IQ,) or your emotional intelligence (EQ.)

Why TQ Matters.

Given your intellectual and emotional makeup—whatever it is—you are still responsible for creating the life you want. This means producing Results. The Results you produce over your lifetime is how your success will ultimately be measured—not by any IQ or EQ scores.

More Results—Less Time.

Produce more Results in less Time and you’ll become more successful—simply because your Time Quotient is higher. When your TQ rises, you actually get the Results you expect—not the Results “Fate” is willing to give you.

Fewer Results—More Time.

Produce fewer Results and you become less successful—simply because your Time Quotient is lower. Generate fewer Results, you’re pushed towards failure. No Results, no paycheck. No Results, no career. No Results, no hope.

TQ is what causes success over Time.

Success is not measured by best intentions or by how close you come to achieving your Personal Best. Success is not conditioned by how hard you try... or how much effort you expend... or how much you want it. Success is completely dependent upon the

Results you actually get in the Time you have.

The simplicity of this formula is obvious.

In order to become the success you desire, simply produce better Results—and do it in less Time. Work the formula: you either get the Results you expect, or you don’t—you either produce them in the Time expected—or you don’t.

“Not too long ago, if you did 75 percent of the things you did right, it was okay.

Now, if you don’t do 98% of those things right, some competitor will eat you for

lunch.” – John Spoelhof

Page 9: Improving The Bottom Line For Re Brokers

How TQ Works

TQ represents the first (and only) unified, customized and proceduralized approach

to individual and corporate performance. While simple in its approach, simple to

implement and simple to administer, it helps people immediately produce better

results — by taking two simple steps:

1. Systematically identifying and isolating the core negatives driving an

individual’s performance.

2. Intentionally eliminating those negatives — indeed, transforming them

into powerful positives.

Today, we have the tools and technology to deliver on this solution: to help each

person in your organization systematically identify and isolate their unique

performance issues — and intentionally transform them into performance positives.

We achieve this objective with a continuous process of Self-measurement, Self-

evaluation and Self-Improvement — delivered daily based on an individual’s specific

performance strengths and weaknesses. In this way, we can help people

immediately improve their power to produce RESULTS — immediately improving

bottom-line performance.

Page 10: Improving The Bottom Line For Re Brokers

The TQ Time Prism

The Time Prism is a unique management tool that

reflects your ability to produce Results over Time.

When you generate more power -- you produce more

Results -- and your TQ rises. Generate less power -- your

TQ falls -- simply because you don't have the "Color

intensity" to produce the Results you want in the Time

allotted.

The Time Prism continuously monitors these ebbs and

flow within your performance. It gives you an

instantaneous reflection of how much raw -- results

producing -- personal power you have available at every

point in time.

The Time Prism is a tool

that's a simple band of

colored light!

You know what a prism is

and does. You simply hold

it up to "white" light and,

boom, all the colors of

the "visible light"

spectrum explode before

your eyes! And everybody

knows that you don't get just one color from a prism.

Rather, you get the full spectrum of colors -- instantly --

without doing anything more than holding it up to the

light.

Just as a prism separates light into its component colors,

the Time Prism radiates the full rainbow of colors that

define your productivity potential -- the full spectrum of

elements critical to achieving Personal Excellence.

Once your performance is separated into its individual

color bands, you get an instant picture of exactly which

Colors are driving your success -- and which Colors are

holding you back from achieving it.

The Time Prism works just like television...

Everything you see on television is composed of just

three colors: red, green and blue. What happens when

the colors get out of balance?

Turn down the blue and the entire picture gets murky

and ill-defined, doesn't it? Turn up the red and the whole

pictures goes red! Drop out the green and... you get the

point. The picture changes instantly and automatically,

without your doing anything else.

Looking at a snapshot of your performance is exactly like

watching television.

If any one of your colors

are out of whack, the

entire picture suffers.

When all your colors are in

balance -- and turned up

to the right intensity --

your performance is

picture perfect -- crystal

clear and highly effective!

The Time Prism is a

remarkable tool for personal change.

In the normal course of a day, life appears to be one

continuous stream of actions, reactions, situations and

conditions. It's all a blur. In this state of overwhelm, it's

impossible to see exactly what you need to do differently

to improve your productivity, or change your

circumstances.

The Time Prism takes this unfocused blur of activity and

separates it into 10 bands of colored light -- so you can

actually SEE where you're hot and where you're not!

Simply by looking at how bright each of your 10 Colors

are burning, you can instantly see where you need to

apply power to improve your performance.

Page 11: Improving The Bottom Line For Re Brokers

TQ= 19

TQ= 34

TQ= 43

Thomas: Good people power, But...

With his current composition of colors,

what is the best description of Thomas’ ability to generate Results? Poor at best.

Thomas lacks the sustained energy level to

keep ahead of the curve. He lacks the

sense of purpose and mission necessary to set even modest goals—or make the plans

required to support them. In fact, with

such poor organization skills, why even

bother? Recommendation: move Thomas’ weakest colors up to his strongest.

Gale: Great Action Oriented Attitude, But...

With her composition of colors, what is the

best description of Gale’s ability to gener- ate Results? Better than Thomas, but still

at the low end of the spectrum.

Gale has a good attitude and knows how to work with and through people. However,

she is frequently seen as drained, aimless,

directionless and vague about her goals

and plans, unfocused, scattered and a bit messy and haphazard. Recommendation:

move Gale’s weakest colors up to her

strongest.

Mike: Fabulous Attitude, But...

Mike has some strong positives: he’s

Enthusiastic, Supportive and very

Proactive—with goals and plans that

match his limited sense of mission. However, given his low Energy and

Prioritize scores, Mike is frequently seen

as burned out, stressed out and running on

empty. Recommendation: move Mike’s weakest colors up to his strongest—which

would make him a major contender.

Paint-by-Number Results. By breaking down performance—on a scale of 1-10—for each of 100 specific Actions—

we create the most eye-opening assessment of a person’s Color Power imaginable.

Page 12: Improving The Bottom Line For Re Brokers

TQ= 54

TQ= 61

TQ= 90

Page

18

John: Excellent Organization Skills, But...

With his composition of colors, what is the

best description of John’s ability to

generate Results? Very Good. But...

To improve his TQ, John must bring his

Mission Color into alignment with his

strongest Colors. Right now, John is seen as a person with lots of positives but little

real Passion and Direction—someone who

is clearly running in circles—trading the

only life he has on things that simply don’t matter. Recommendation: move John from

mediocre to excellent—today.

Wendy: Solid Overall, But...

Good Energy? Solid sense of Mission? OK

people skills? What does Wendy’s Colors

say about her ability to produce Results? Better than John? Maybe. Better than

Thomas? No doubt. Wendy’s negatives

stem from her trying to do everything her-

self (she thinks she can: look at her orga- nizational skills!) She has solid goals, but

lacks plans equal to the task. She has fair-

ly high Expectations, without the Power to

Execute accordingly. Recommendation: move Wendy’s lowest Colors up to the same

intensity as her Organize Color.

Barbara: Clear Expectations

Brilliant Execution.

Barbara has few performance limitations and a future so bright—she has to wear

shades! The key to Barbara’s future is

maintaing the intensity of these Colors on

a daily basis. Barbara is usually seen as highly Energetic, Passionate, Self-direct-

ed, Enthusiastic, Prepared, Focused,

Supportive, Systematic, Timely and

Proactive. She is a WOW in every sense!

Fill in the Missing Colors in Your Paint-by-Numbers Dreams. The only way to improve your TQ is to improve your Color Power.

When you do, your power to produce Results expands expotentially.

Page 13: Improving The Bottom Line For Re Brokers

Daily renewal, retooling and retraining

is the key to accelerated learning.

Ithe school of Hard Knocks—continuing education is not

100%

◆ 75%

50%

33%

25%

10%

0%

Eliminate The 90% Retention Deficit.

Psychologists have been interested in learning and forgetting since the early days of the discipline. The researcher who pioneered this field, Hermann Ebbinghaus (1850-1909), created a way to assess the rate at which people forget. He found the rate to be highly predictable, and totally dependent upon repetition and reinforcement.

Ebbinghaus discovered that when we acquire a new idea, a

significant amount of information is forgotten within twenty minutes of learning it; over half of the material learned is forgotten within an hour.

®

energy mission

attitude set goals make plans prioritize synergize organize optimize act now

The Message is Simple:

Reinforce to Remember.

The Ebbinghaus Curve is important for two reasons. The blue line shows that after one review, you can expect to recall two thirds of new information for several weeks. With multiple reviews, recall is permanent. The red curve shows how much you will forget without review. Typically, you will

forget 80% of new material in 2 weeks—if you do not in- corporate the ideas into your daily activities.

Today's TQ reminds, coaxes and cajoles you to take smarter actions—now!

Today’s TQ is about connections and com- mitment. Think of these simple sheets of

paper as the connection between who you are now, and who you want to become. Invest just 5 minutes each day with them—and you will gain a strong edge in your daily quest to work smarter, compete smarter and live smarter.

Connect our Ideas For

Excellence with your life.

Each idea is created to get your attention, change your point of view, and help you see your current situation in the light of positive change. They are ideas you can immediately

put into action. Be sure to answer the 3 integrating questions—in writing! Until you capture your

fleeting thoughts on paper, they’re nothing more than “wishes without a prayer.” These questions will get you thinking about how each day’s idea can be used—right now.

Peer into your Personal Time Prism.

Declare that you will become the Positive by eliminating the Negative—if only for today. As you write out your Expected Results, To Do’s and Daily Schedule, read each positive

word again and commit to putting it into your performance. Transform just one Negative into a Positive—and you will

immediately improve your power to produce results.

Today’s TQ eliminates the “out-of-sight is out-of-mind” barrier to vastly improved personal performance!

The Ebbinghaus “Forgetting” Curve Percent of Information Recalled Over Time

The 90% Retention Deficit

The Power of TQ

E XPECT M ORE—EXECUTE B ETTER™

Time: 1st Day

Each day, I will choose to commit to peak personal power, live what’s most important

and turn my passion into action. Each day, I will choose to turn my dreams into

specific targets, make realistic plans and stay focused on my priority #1 first.

Each day, I will choose to look for others to help me, I’ll organize to conquer,

I’ll make each minute matter and I’ll take action to make things happen.

The Power of TQ and 10 Choices of Intentional Excellence:

TODAY’ S TQ Daily Lessons In Intentional Excellence.

The TQ Edge

2 Weeks 9 Weeks

optional. It’s a requirement for success in these troubled times. The only way you can effectively learn, remember and master the skills to achieve exceptional results, is to continuously engage in daily renewal, retooling and retraining.

Page 14: Improving The Bottom Line For Re Brokers