For Real Estate Sales Professionals

March 3, 2003 E-zine

March 3, 2003


























Over 30,000 Subscribers

Always be determined to become the
best real estate agent in your territory!

In this Issue:

1. Schedule Your Real Estate Goals Weekly for Success

2. Eliminate Jargon in Your Real Estate Presentations

1. Schedule Your Real Estate Goals Weekly for Success

As we've all heard now for many, many years it's very important to know exactly what your goals are. If we don't have a target in mind then how do we know whether or not we are successful at hitting it? And in a business like real estate with so much going on each and every day and so many distractions vying for our attention how can we continually know if we're on track to achieving our goals when we're constantly in the heat of battle?

There are many different ways to set goals and many different time frames we can utilize for setting our goals. In our industry, for example, it's very normal at the beginning of every year for us to set our goals for the year including how much business we want to do and how much money we intend to make. But if we don't watch out we can find ourselves getting closer to the end of the year realizing that we're not exactly on track to accomplishing our goals. By that time it may be too late to make the corrections in our game plans that will enable us to achieve the goals that we wrote down for ourselves at the beginning of the year.

In order to help ensure that we stay on track I find that it is sometimes extremely helpful to schedule goals on a week-to-week basis when working in real estate. If there's one thing you've probably noticed about our business it's that there tends to be a natural week-to-week cycle in how we conduct our activities. There's a natural beginning and end to this cycle each and every week, and when one week ends the new week is there right in front of us once again ready for us to continue with this process.

The problem with this is if we don't watch out we can continue along a path with relatively little or no true feeling of how we're doing along the way. This can lead to us being unclear as to whether or not we're succeeding or failing, and also have us feel uncertain as to whether or not we're on track to accomplishing our goals for the year. This is why I really, really recommend that you set goals on a week-to-week basis along the way throughout the year.

Before you begin each week make a list of goals that, if you accomplish them by the end of the week, you'll feel that you've had a successful week in your real estate business. And as the week progresses look at your list of goals twice each day for about 10 to 30 seconds each time. I personally find it best to look at my weekly goals the first thing in the morning and also immediately after lunch each and every day.

What this does for you is it allows you to stay grounded and focused during the work week on what you know will have you feel like you've had a successful week in your business when the week finally comes to an end. Phones will be ringing, demands will be thrust upon you, people will tell you that you must drop everything you're doing and take care of their needs immediately, and still you'll be looking at your list twice a day making sure that you're budgeting the appropriate time to get the truly important things done for the week. Interruptions will definitely happen throughout the week, but by allowing yourself the entire week to accomplish what's important you allow yourself the flexibility to respond in the moment to urgent matters and still have the time to complete the goals that are important to both you and your career.

When you make your list of goals for the week have some of the goals be activities that are a little bit of a stretch for you but that you know you can accomplish if you just apply yourself and budget your time appropriately. Don't write an impossible to accomplish, pie-in-the-sky list of goals. This process is about giving you the feeling of winning, not beating yourself up along the way.

When you set your weekly goals in advance before you begin the new week you allow yourself to design a plan for success at a time when your mind is clearer and in a better position to recognize what truly will determine a successful week for you. Also, when you schedule important goals on a week-to-week basis, this allows you to check-in with yourself 52 times a year and make any necessary adjustments in your strategy to get you exactly where you want to go in your real estate career. This kind of continual, ongoing feedback to yourself is invaluable in having you achieve your long-term real estate goals in the shortest possible time.

When you schedule your goals weekly you can constantly stay focused on what you must do in the short run to achieve the long-term success that you desire in your real estate career. Interruptions and urgent demands will still popup on a daily basis, but by allowing yourself seven days at a time to accomplish what you know is important you are giving yourself the total flexibility to respond appropriately to anything in the moment while still accomplishing what's most important to both you and your career every single week.

2. Eliminate Jargon in Your Real Estate Presentations

In looking up the definition of the word "jargon" in the dictionary the definition reads as being "the specialized or technical language of a trade, profession, or similar group." When you've been working in real estate for awhile you begin to learn and utilize the different phrases, abbreviations,  acronyms, and expressions that are used within the industry to describe many different things. While these expressions may be fully and completely understood by your peers and fellow agents in the industry, when you utilize these same phrases with your clients and prospects they may not know what the heck you're talking about. The problem that this can then create for you is the risk of alienating your clients and prospects and having them feel more distant from you.

Imagine for a moment that you're in the market to buy life insurance. An insurance salesperson is making a presentation to you about the different options available and they're throwing out jargon phrases and insurance terms matter-of-factly in their presentation as if you fully understand what they're talking about. So my question to you around this is how do you feel while this is going on? 

Our tendency in situations like this can often be to want to look like we understand everything we're hearing...even if we don't. The salesperson is rattling off terms and phrases that we don't really understand and yet they're behaving as if we should be comprehending everything that they're saying very easily. In short, the insurance salesperson is making us feel uncomfortable about ourselves while we're sitting right in front of them. And a salesperson having his or her prospects feel uncomfortable in their presence is normally not a good indication that a sale is about to be consummated.

I'm bringing this up because a lot of times as real estate agents we forget where the line is between what the general public normally knows and what we as agents know every day of our lives simply because we are real estate experts constantly working with others who are also real estate experts in our industry.

As an example, just recently I received a flyer from a real estate agent that offered me a free CMA. The flyer also told me that APRs have never been lower and invited me to let the agent put my home in the MLS. Now having been in our industry for over 20 years I understood that CMA meant "Comparative Market Analysis," that APR meant the "Annual Percentage Rate" on loans, and that MLS meant "Multiple Listing Service." But I know that many others not in the real estate industry who are prime prospects for this agent may read these same terms and not fully understand what they mean. While the flyer that the agent was distributing was intended to generate more business for the agent, clearly using jargon that makes the reader feel that they should be easily understanding terms that they don't does not do much to build a warm feeling in the prospect towards the agent. As people, we like to be around others who make us feel intelligent and good about ourselves. We don't feel too great about others who make us feel that we're not as intelligent as we think we are.

Whenever we're about to make an important decision in an area that we're not an expert in we look to be guided by experts who we feel know what they're talking about, care about our best interests, and clearly explain all the important details to us. The better you are able to do this with your real estate prospects the more successfully you will enroll these people in wanting to do business with you exclusively.

The media, both inside and outside of the real estate industry, love to recite new jargon terms as if everyone should know exactly what they are talking about. In our industry one of the most recent jargon terms that I've seen being utilized over the past months is the term "C-Suite." When I first saw this term appearing in real estate articles I found myself trying to figure out what the heck these journalists were talking about. But they were offering no explanation whatsoever in their articles for what this term meant. And as an industry expert I must admit that I felt pretty strange not understanding a term that these real estate journalists seemed to imply was a term that I should already have a full understanding of. It was only after reading between the lines in several of these articles that I finally understood that these journalists were utilizing the term "C-Suite" to refer to the top executives in real estate companies who make all the important business and policy decisions for the companies. These journalists were utilizing the term "C-Suite" to represent the executives who occupy the "corporate suite" in major real estate companies.

Being a 24-year veteran of our industry, if there are some real estate jargon terms that I don't know the definition of do you think it's possible that some of the terms you utilize daily in your real estate business may  not be fully understood by your clients and prospects? Remember, your clients and prospects will feel closer to you and want to work with you more when you talk to them in a language and in a manner that has them feel that they fully understand everything you are saying to them.

So notice the real estate jargon terms that you constantly utilize without consciously thinking about them every day in your real estate business. Once you become aware of these terms make sure that you either eliminate or fully explain them when utilizing them with your clients and prospects. When you do this your clients and prospects will feel closer to you and be much more interested in working with you exclusively.

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

Your subscription to my real estate E-zine entitles you to receive FREE online training. My training course is designed to take you to the next level in your real estate sales career regardless of where you are currently at in your career right now. To receive my FREE 7-Day Online Real Estate Training Course send a blank e-mail to the following E-mail address:

You will receive your first of seven lessons within minutes after sending your E-mail. You will then receive six additional lessons, one each day, for a total of seven lessons in seven days.

Find out why one-on-one real estate coaching produces much better results for you than both traditional real estate training and continually trying to do your real estate business on your own. If you'd like to find out how much more money you'll make in your real estate business by working with me one-on-one, send me an E-mail or give me a call at (909) 694-6655.

"After having been in business for over 25 years Jim has helped
me to refocus on the activities necessary to bring my business to
new levels."

Ross Thomas
Delphi Business Properties

If you arrange for me to lead a seminar or training for your real estate company you qualify for FREE coaching! Call me or email me for more information.

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

To subscribe to Jim Gillespie's 
 click here

and send a blank E-mail.

To unsubscribe and bring tears to my eyes follow the directions below.

Jim Gillespie
Advanced Real Estate Sales Coaching
41890 Enterprise Circle South
Suite 135
Temecula, CA 92590
(909) 694-6655

Home   What I Do   Background   Articles   Testimonials
Agent Tools
   Free E-zine   Contact Me   Links