For Real Estate Sales Professionals

September 9, 2002 E-zine


September 9, 2002


















Welcome to the New HTML Version of my E-zine

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

In this Issue:

1. How to Stay On Track With Your Real Estate Goals

2. Knowing Your Real Estate Forms Can Make You Money!

1. How to Stay On Track With Your Real Estate Goals

One of the biggest mistakes that real estate agents make is getting off track for extended periods of time from doing what will have them achieve their all-important goals. Getting off track itself is not really the problem, it's the cumulative length of time in being off track that really does the damage.

As an example, when an airplane is flying from New York to Los Angeles experts say that the plane is actually off track from its intended destination approximately 98% of the time. But the corrective features of the plane's inertial guidance system continually alter the plane's direction and flight to ensure its timely arrival in Los Angeles.

So how is your inertial guidance system working for you in your real estate business? Do you recognize when you're off track and do you make the necessary corrections so that you immediately get back to doing the activities that will have you achieve your goals?

So many agents begin each year in January determined to make a certain amount of money by the end of the year. But do they recognize what they must do differently than what they've been doing in the past in order to make the money they desire? You can't make more money by doing the exact same activities that made you less money in the past. You have to make changes in your day-to-day game plan and do things differently.

Know what your goals are. Then be certain of what you have to do differently as a real estate agent to achieve your goals. And most importantly, schedule reminders in your calendar or scheduling software to remind you to check-in with yourself and see if you're on track or off track towards achieving your goals. Do this at least once a month.

If you check-in with yourself at least once a month you minimize the chances of becoming one of those agents who finally realizes around October of each year that all they need to achieve their income goal for the year is to find a $25,000,000.00 transaction and close both sides of it by December 31st.

Check in with yourself regularly. Develop an inertial guidance system that continually keeps you on track as much as possible in your real estate business. And have someone you can call or meet with who knows what it takes to be successful in the real estate business. This person will be able to point you in the right direction and make sure that you're doing the things that will maximize your income each and every day, week, and year in your real estate career.

2. Knowing Your Real Estate Forms Can Make You Money!

I'd like to talk with you for a few minutes about your real estate forms. Yes, this isn't the sexiest part of the business but knowing your real estate forms can definitely make you more money. Here's a story to help you understand why:

I was on a call recently with Luc, a coaching client of mine who's been in real estate sales and leasing for approximately three years now. I was telling him how important it is as an agent to know your real estate forms inside and out. The reason for this is because everything you do as a real estate agent makes a statement about who you are to your clients and prospects. And your clients and prospects are in the process of making some of the most important investment decisions they will ever make in their lifetimes when they are working with you. Because of this they are constantly noticing everything you say and do to determine if you are someone they can trust to protect them in their next real estate transaction.

When they ask you questions about such things as insurance, their deposit money, inspections, warrantees, contingencies, and their obligations, if you are relatively clueless about what the standard form says about these things or where to find the information you risk looking extremely unprofessional to your clients. If you want them to trust you and invest hundreds of thousands or millions of dollars through you as their agent and you don't know in detail the forms you are expecting them to sign, what kind of statement do you think you are making about you as an agent to them?

To be a top-producing agent you need to be congruent in every interaction you have with your clients and prospects. Everything about you should resonate the message of "I am a top of the line real estate professional." If you aren't resonating this at all times your prospects may end up doing business with your competition instead of you.

Now getting back to my story about Luc he told me that he would take some extra time and learn his forms inside and out. One week after he had completed learning his forms one of his clients asked Luc to show him which paragraph in the Offer to Purchase form spelled-out a particular buyer's contingency. Luc immediately told his client very confidently which numbered paragraph had the information he was looking for. During my conversation with Luc about this afterward he told me how great it felt to project solid professionalism to his client in this situation instead of being unsure of where the information was located in the form.

When you know your forms thoroughly you'll constantly convey the image that you want your clients to have of you and you'll maximize the probability that they'll work with you instead of your competition.

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.

If you're curious about how quickly you will explode your real estate commissions to the sky through my one-on-one real estate coaching program, send me an E-mail or give me a call at (909) 694-6655.

"Being one of the top producers in a national company, Jim shows me the small changes to make in my weekly activities that make a huge difference in the results I produce."

- Ellen Conrad

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.

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


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