Leadership Lessons to Take Your Real Estate Career

Leadership Lessons to Take Your Real Estate Career to the Next Level MAR: Helena, MT – January 25 th, 2017 © 2017 Mind Capture Group, LLC

Mind Remind to 2008: A Lesson from L. A. Q: Will you continue to play it safe?

Since you Have Your Phone Out, Let’s Stay Connected Facebook. com/trubleski @tonyrubleski

1 st Rule of Leadership? Thank Those Who Brought You to the Party Taylor Oldroyd and Jennie Dean

Three Major Marketing Challenges We ALL Face In The Digital Age: Remember: We all have a built in BS Meter

#1: MIND CAPTURE

#2: TIME – “What’s in it for me? ”

#3: CREDIBILITY

Remember…The BS Meter is Always on!

The Challenge of Attention…

Challenges? • 9 -second attention span • Multi-tasking: overated • Digital ADD - mobile phones • Hit with 5000+ marketing messages per day • Typical day we have 50 -60, 000 self-talk conversations • By 2020, information will double globally every 3 -days (Source: Brian Tracy interview) • We will need more people to step up and become Trailblazers – that’s where YOU come into the picture

Trail-blaz-er 1. One that blazes a trail. 2. An innovative leader in a field; a pioneer

A Key Reason Why I Wrote the Book…

Discovered 7 Key Characteristics of a Trailblazer We Can Model and Learn From 1. 2. 3. 4. 5. 6. 7. Intense curiosity Persistence Vision Life-long Learners Problem solvers Focus on their Strengths Thick Skin

The Good News: We ALL Possess These Traits “The definition of genius is taking the complex and making it simple. ” –A. Einstein

Trait #1 INTENSE CURIOSITY

Trailblazer in Action: John Stossel “Everything in America the last 30 years –cars, phones, etc. But schools are the same. Why? Because there’s no competition, because you’re assigned to your school based on where you live. ” –John Stossel

Trait #2 PERSISTENCE

Trailblazer in Action: Wm. Paul Young “Learn to stay inside the grace of just one day. ” -Wm Paul Young

Trait #3 VISION

Trailblazer in Action: Dan Bylsma “It’s your attitude that you bring into each day, the things that motivate you and the thoughts that go into your brain that can push you down the road. ” –Dan Bylsma

Trait #4 LIFE-LONG LEARNERS

Trailblazer in Action: Ben Gay III “School is never out for the pro. ” -Cavett Robert

Trailblazer in Action: Dave Liniger of RE/MAX “I’ve probably read Think and Grow Rich 40 or 50 times. ” -Dave Liniger

Trait #5 PROBLEM SOLVERS

Trailblazer in Action: Brad Szollose “I see mostly two problems: either a company doesn’t know they have a generational issue or they don’t know there is someone who can help them solve and that’s what I do. ” -Brad Szollose

Trait #6 FOCUS ON THEIR STRENGTHS

Trailblazer in Action: Sally Hogshead “Distraction is your greatest enemy in sales. ” -Sally Hogshead

Trait #7 THICK SKIN

Trailblazer in Action: Dan Kennedy “In relation to marketing far too many people underestimate the difficulty of the task. ” –Dan Kennedy

Thick Skin Reminders

Will You Cry or Press on When Bad Things Happen?

How Will You Handle the Unexpected?

Defend Your Mind, Dreams, and Goals Like a Hawk

Your Attitude IS Everything

You Must Be Able to Sell Your Vision to Others…

A Lesson in Sales from Don Draper and the TV Show Mad Men

And Yes, the BEST Sales People on the Planet are…KIDS!

Three reasons why kids whip adults: #1: Kids are Fearless

#2: Kids ask great questions

#3: Kids are creative/negotiate

Great Leaders are Great Marketers Q: The smartest tip I can share in relation to Marketing? A: Focus on Referrals

The Fortune is in the Follow Up Real Estate Case Study to Awaken Your Mind: My Brother Jeff

An up close look at why we should focus on Referrals: #1: To save time #2. They are often easier to work with – see the value #3. They are often less skeptical #4. Cold calling is tough #5. Easy to get…if you know how

The Three Most Common Questions Related to Referrals • How do I even ask for referrals? • What do I say when I reach out to the person I was sent to? • I don’t want to appear to be pushy, how do I avoid this?

First Referral Strategy ASK For THEM

When to ‘Ask’? • Always • When you receive positive comments • Up-front when starting to do business – set the expectation immediately (Ex. ) Greenmark • When you help someone in a pinch or go above and beyond

Recent Example of Asking Scott at Green. Mark Equipment Shoppa’s, Ag Power, and Brand Holdings

Second Referral Strategy N Network, Network! “Go to where your best customers hangout both online and offline. ” -Tony Rubleski

Third Referral Strategy Track Your Leads and Reward The Behavior

The Magic Question to ALWAYS Ask When You Get a Referral… “How did you hear about us? ”

The Million Dollar Question to ALWAYS be Asking… “How did you hear about us? ” Three Key Follow Up Steps: Step 1: Track the lead with that question Step 2: Follow Up, acknowledge and thank the person who sent the referral to you Step 3: You or someone on your team at the end of each 1 -2 weeks go back to the records/database/messages to audit and check up on follow up with ALL leads and referral partners

A few of my favorite ways to Thank people for Introductions: • Hand written thank you notes – I use a few • Recognize them via Social Media (FB, Instagram, Blog Posts) and in Mind Capture eletter • Customized greeting card – SOC • Meal or gift card/certificate • Magazine subscription • Special thank you event or Holiday party • Send them a picture with you and the person they referred you to • Take the person out to a concert or game…unless you are in Michigan and they are a Detroit Lions fan!

Additional Resources SEE HANDOUT: BOOKS 3 & 4

Q: Will YOU Step Up and Become a Trailblazer?