January 9, 2007 Ezine

January 9, 2007





































Read by More Than 30,000 Agents

Dedicated to Transforming Your
Commercial Real Estate Brokerage Business

In this Issue:

How to Make 2007 Your Best Year Ever in Real Estate!

Once again it's the beginning of a new year, which means for a lot of us it's time to set new goals. This can be a time to put last year behind us and create a brand new slate of opportunities to pursue for ourselves in 2007.

But what are you really going to do differently this year? I'm asking this because so many agents often begin the new year feeling excited about all the possibilities that they can create for themselves with a fresh, full calendar year ahead of them. But in the end, how many agents will really accomplish throughout the year what they originally setout to do in January? Oftentimes agents can have the best of intentions every new year of accomplishing some exciting new goals, but by the time the end of the year rolls around they then feel disappointed with their results.

If you'd like to know the reason for this, it oftentimes lies not in the goals that agents set forth for themselves in the beginning of the year, but in the flawed game plans they utilize throughout the year when working towards accomplishing these goals. For example, an agent who made $150,000.00 last year might set an income goal of $250,000.00 for 2007. But keep in mind that the sum total of all the best the agent could bring to the table throughout 2006 had them earn and get paid a total of $150,000.00 in commissions. So do they really now know what they have to do differently in 2007 to make the jump from $150,000.00 to $250,000.00 in commission income? And if they do know, why didn't they just apply this information to their real estate business in 2006?

Setting goals at the beginning of the year can be a great experience for all of us, but it's how we're going to get those goals accomplished that represents the real meat and potatoes that will either lead us towards accomplishing those goals, or feeling disappointed.

So with this in mind I'm asking you:

1) What are your goals in your real estate business in 2007?

2) What specifically is your game plan of activities you're going to do to make these goals a reality by December 31st?


3) What do you have to do differently than what you did in 2006 in order to achieve your new goals for 2007?

And finally, one activity that's extremely important to incorporate into your game plan for 2007 is feedback. You need to check in with how you're doing throughout the year to determine if you're on track or off track in accomplishing your goals. And if you're off track, you need to make modifications to your game plan to still ensure that you'll successfully achieve your goals by December 31st.

As an example of this, experts say that a jet flying from New York to Los Angeles is off track from reaching it's final destination approximately 98% of the time. But the continued monitoring of the flight path and correction through both the jet's inertial guidance system and the pilot himself still ensures the jet's a timely arrival in Los Angeles.

With real estate agents, however, this is often not the case. One's ideal goals for the year can be created in January, but the "flight path" of the agent throughout the year can oftentimes be completely off track from accomplishing these goals. The agent can be thinking something like, "As long as I'm feeling really busy, I must be on track towards accomplishing my goals for the year." This is similar to the pilot of the commercial airliner saying, "As long as I'm up here right now flying this aircraft, I must be on track towards arriving at my desired destination on time."

But alas, in both situations, achieving the desired goal in a timely manner does not result from just being busy doing activities, it comes from doing the right activities at the right time, and in the right sequence.
With this in mind, see if the following has ever applied to you:

You set your goals for your real estate business in January and feel enthusiastic about accomplishing them. You feel extremely busy throughout the year, but you recognize you're falling behind in achieving your income goal for the year along the way. Then around September or so, you start thinking a thought like "If I can just find, negotiate, and close both sides of a $50,000,000.00 transaction by the end of the year, I'll meet my income goal."

Like the airline pilot and the inertial guidance system within the plane itself, you need to monitor your success throughout the year to make sure you're on track. Set a reminder at the end of every month in your software program to check in and see how you're doing. Are you on track towards achieving your income goals for the year, or are you falling behind? And if you're falling behind, go immediately and get some help from someone. Sit down and talk with a top producing agent, your manager, or hire a real estate coach. Because right now you're risking throwing those income goals completely out the window if you don't.

You may have noticed something in our industry over the years. Our industry has its fair share of people with big egos. I deal with this constantly with coaching clients who produce great results in their business through working with me, but more than anything they really want to return to having no one whatsoever advising them on running their real estate business. But trying to do it all alone in this business on an ongoing basis can be a very costly decision. As Albert Einstein once said, "We can't solve problems by using the same kind of thinking we used when we created them." And if you're constantly solving your business development problems with the same mind that created them (that would be your mind), you could be in for a very long and frustrating year.

So check in with yourself once a month to see how you're doing in accomplishing the goals you've created for yourself in 2007. And if you find yourself falling behind in accomplishing these goals, stop everything you're doing and find someone who can give you the help and direction you need to get back on track and make those goals happen.

Click here for downloadable E-books and live audio interviews with top-producing commercial real estate agents. These interviews are with industry experts who show you exactly what they do to continually make $500,000.00 to over a million of dollars a year.

Overcoming Your Clients' Toughest Objections

On my next monthly Inner Circle teleconference calI for commercial agents on Wednesday, January 17th, I'll be discussing the best ways to be "Overcoming Your Clients' Toughest Objections." If you'd like to move through and neutralize your clients' objections and have them say "Yes" to doing business with you more often, click here to join me on the call for FREE.

Click here if you'd like more information on my one-on-one coaching program to take your real estate productivity to the next level. One-on-one coaching is available for both commercial real estate agents and company management.

"Working with Jim has helped my team to organize our prospecting, marketing, and follow-up, which has made us much more effective at locating and capitalizing on the available opportunities in our marketplace."

Nate Vincent
Colliers International

Click Here for More Testimonials

Click here to visit my Web site. There you'll find many articles and previous editions of my Ezine to assist you in taking your real estate career to the next level.

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If you find yourself trying your hardest in your real estate career and still not making the amount of money you know you can, you may want to find out more about my one-on-one real estate coaching program. If this is something you may definitely be interested in, please send me an E-mail and let me know.

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Please forward this Ezine to anyone you know who is interested in becoming a better, more productive real estate agent.

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