Habits: The Good, The Bad and the Game Changers

An Interview with Coach Todd Robertson

Ran into an old friend online this week, real estate Speaker and Coach Todd Robertson and we had a chance to catch up. Loved what he's doing with agents and brokers in terms of breaking down habits that DON'T work and helping professionals adopt habits, mindsets and best practices for what both WORKS and gets people where they want to be in terms of their goals. So I parlayed that quick catch-up into some words of wisdom for you all!

As we head into fall, let's take a fresh look at habits and see what we can do about changing the game for YOUR career.

Question: Hey Todd- great catching up. You focus on delivering a 21 day challenge to your audiences and coaching members. They say it takes 21 days to break (or make) a habit -- why is that?

Answer: The best psychologists in the world tell us it takes 21 days. In terms of our relationships, building great wealth, in sales and in life -- habits shape us, define us and determine who we become. An example I shared recently at a seminar was this: Today, either during your lunch hour or this afternoon, go park in from of two different places and examine what type of people go in and out. For ten minutes, park in front of a donut shop or fast food restaurant. Next, take another 10 minutes and park in front of a health food store. You'll quickly see a pattern develop - and get some insights as to how habits shape us.

Question: What are any absolute deal breaker habits that agents need to ditch sooner rather than later if they want a better life?

Answer: I really like this question, because if an agents simply eliminate habits that do not support them, they literally can make $10,000 - $50,000 more per year. One really bad habit is waiting for the business. In fact, 80% of the agents in the country fall into this mode. To succeed and compete in today's industry, you have to be PRO-ACTIVE. Waiting will not just mean a lower bottom line - it'll mean you're out of the business.

The second habit is getting caught up in feel-good work. Activity that make an agents feel good, but ultimately leads to little production. For example, blocking long hours for administrative tasks or developing your own marketing pieces. With the wide spectrum of point, click and order options out there in today's world, an agent should never spend time designing, editing or laying out or printing a marketing piece.

That's what I love about the team at ProspectsPLUS.com. You're a terrific resource that saves agents both time and money - and most importantly - keeps agents on task to do what they do best (and what keeps them closer to their revenue producing activities, PROSPECTING, PRESENTING and CLOSING. Your tools are professionally written, designed and just what agents need to stay top of mind AND get the phones ringing.

Question: Thanks for the nod! That's certainly our goal! Now, what are some GOOD habits to adopt for agents who want to create more success and wealth?

Answer: The first is time management. If an agent can operate from a daily schedule they can separate themselves from their competition. This one is not easy, but it's a must. Let's say you commit to phone prospecting tomorrow from 9-11 am. Then the challenge is to REALLY COMMIT. That means no email, no text messaging, no shuffling papers, and no social media. Not only will you feel amazing, because you've kept your word to yourself, but you will have done something 90% of the agents in this country are not doing.

Next, commit either to every day or every week to work on your listing presentation and objection handling skills. This is more critical than ever now as the market heats up.

Now, put some fun back into your business. Take some time to really enjoy your co-workers, and your clients. Remember the smiles on the faces when help them find that amazing home, or when you sold their house for full price. When we are having fun we make more money and have more fun we appreciate the journey a little more. And that? Is priceless!

Question: Great advice. In your experience - what are the real game changers? The habits that take good agents to extraordinary new levels?

Answer: Good question! The biggest game changer is to work high priority activity. Meaning prospecting and going on appointments. Next, a true game changers are to stay healthy, in terms of your diet and exercise. What good is all that success if you're not well enough to enjoy it and your family? Next, be sure to maintain a great and positive attitude. Many agents get defeated when a deal falls apart or money becomes tight. Clients can sense this and those ruts can be hard to get out of. Top agents practice staying on track with a great outlook so they both FEEL and PROJECT that they are confident, fun and knowledgeable.

Question: Good stuff! Todd, what can brokers do to help their teams develop new GOOD habits and create a powerful environment in their offices?

Answer: There are so many managers and owners doing excellent things right now. I see it every day as I'm in offices all of the time. Doing things like team building exercises. Weekly contests for the agents. Bringing in outside speakers to keep things fresh and mix things up. Creating and fine-tuning a strong, classy, fun and productive environment is so important to both KEEP your top agents on board and going strong - and to be the kind of office TOP agents would like to join.

All great ideas Todd for breaking old habits and developing the systems and habits of top agents in our business (or any business really!) If you'd like to learn more about Todd's 21 day challenge or to have him speak at your office, email him today at [email protected] or give him a call at: 702.683.1967.

And if you're eager to put some systems and tools in place that keep your phones ringing AND keep you on track to focus on those high priority activities, give our marketing team a call at 866.405.3638 or click here to check out the powerful tools savvy, top agents are using all across North America this month to compete with less time, money and headaches!

Published: August 21, 2013
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