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Posts tagged ‘Mark McLean’

10
Dec

Mission Possible. The Ultimate 12 Week RE Sales Contest. Task 10. Make A Plan, Stan.


Do you know that old saying that you can’t know where you are going if you don’t know where you’ve been? It’s not just a line from a Country and Western song. The truth is, in real estate, the mighty business plan is the key to success.
I’m a huge fan of plans. In fact every year I write down about ten things I want to achieve. I keep that list close to me at all times . If you know me, then you know I have pretty lofty goals so if I achieve 5 or 6 of them, well, that’s a win. But a well formulated plan can help your business dramatically. It can balance your budget, help determine where to spend your money, how much prospecting you have to do and, of course, help you figure out how hard you have to work to achieve your desired income.
If you are new to real estate, a business plan will put you on track quickly as long as it is comprehensive enough, but if you are a veteran, than the good business plan will help you review your successes and failures of the past year and hey, we all want to learn from our mistakes don`t we?
So my 10th task asked agents to go over the business plan in detail. Now, a business plan is not much good to you if it is filled with unattainable goals so part two of the task includes talking to a manager or, at the very least, someone who can ask questions or poke holes in your plan. Is your plan reasonable and attainable?
I have included our company business plan for you to review. Feel free to copy or print it out. It’s pretty comprehensive and not something that can be completed in a few minutes.

Real Estate Business Plan 2015_Page_1

Real Estate Business Plan 2015_Page_2

Real Estate Business Plan 2015_Page_3

Real Estate Business Plan 2015_Page_4

Real Estate Business Plan 2015_Page_5

Real Estate Business Plan 2015_Page_6

I hope you take the time to work on your plan this year. Don’t just go through the motions. Be as honest with yourself as possible. I guarantee that creating your plan is just another step in achieving success in our business.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

23
Jul

Looking For The Secret Ingredient During The RE Interview

dopeI have been interviewing new agents for many years now. I enjoy the process immensely. This might sound like a crazy notion, but I like looking for that key trait…that one thing that will pinpoint who is going to be successful and who isn’t. It isn’t black and white or an exact science either. Sometimes they throw you a curve ball. I have hired meek, mild-mannered types only to watch then turn into very successful agents and I have hired corporate types, used to working eighty hour work weeks, only to watch them fail miserably.

Last year I talked to a broker who performed psychological testing on everyone who applied for a job at his office. Depending on the results some would become buyer agents, others would work as seller agents and still others might end up as licensed assistants destined for a life of clerical work. Asking new recruits to sit in a room for an hour ticking off boxes of a questionnaire doesn’t seem like a lot of fun so I ask a lot of questions instead. Not just about work, but about hobbies, and successes outside of the work environment. I’m searching for the special chemical. That ingredient inside people that makes them want to be successful.

So far here is what I have learned. Good real estate agents are entrepreneurs at heart. They instinctively know what the end product looks like ( in the case of real estate it is nothing more than creating a system that will continually reward them with buyers and sellers) and then building a plan to get there. They have the ability to think on their feet, adapt or fine tune their strategy as the environment changes, and never lose sight of the prize. Every morning they wake up with set tasks and don’t rest until every chore is scratched off their list. They look for different ways to do work faster and better yet they quickly dismiss ideas that have no merit. Like entrepreneurs, creative types share similar traits. Whether they are craftsmen, chefs, set decorators, artists or designers, they start off with a vision and know what steps they need to create the finished product. Of course somewhere along the way both creative types and entrepreneurs know that learning the ins and outs of real estate is an important key to their success.

So the question remains, can success be learned or are we born with it? In doing the research for the this post I came across an article in psychology today about perseverance. According to the author, it’s what separates the winners from the losers in both sports and life. What makes us persevere and achieve our goals? It turns out that it boils down to science and something called Dopamine aka the “reward molecule”. Interestingly, scientists agree that we all have the power to increase our levels of Dopamine by forming good habits and having a positive attitude. Could it be as simple as that? Could the key to success be a positive attitude? Well maybe partially. Like in business, runners experience that same reward. If you ask a runner why they run their answer is usually something like “it makes me feel good”. Maybe all an agent needs to be a rock star is to experience the first taste of success.

At our company, we provide additional training for new agents that, amongst other goals, is designed to teach them the basics of day-to-day planning, time management and the art of prospecting. When we studied the agents that went through Bosley U over a three year period we found that nearly 80% had achieved significant success. In our minds that was proof that teaching the techniques of good business was a missing ingredient in standard licencing. A clear goal, a vision of the future, an understanding on what needs to happen to get there, and a strong knowledge of the real estate fundamentals are the building blocks of success. So it seems that the old saying “success breeds success” may have some value. Perhaps that explains why one person sell 40 homes a year and another sell 4.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

26
Jun

2800Kms and Counting And One More Lesson Learned

Three years ago, January 2012, I had a crazy notion to ramp up my fitness so I decided to set a goal of running one hundred 10K’s. I had no idea if I could do it. I liked running, just not THAT much. I’m a busy guy so I knew I would have to do it early in the morning if I had any chance. I ran in the cold, the rain, the snow. Often I woke up at 5am to get it done and just when I got close, a terrible thing happened. In early November I got hit by a car. I remember lying on the ground it total agony. Life in a wheelchair flashing before my eyes I remember being so terribly sad that after 890km in the bank, I would not achieve my goal. I spent the next six weeks hobbling around. Propping myself up with pillows just to sit upright. As time passed I watched any chance of my goal slip away. Then someone said that since I started my journey in mid January, I technically had two extra weeks to hit my goal. On Boxing Day, in a crazy snow storm, I put on my big Canada Goose Jacket and Sorels and went for a walk. After two and a half hours I completed run (walk) 90. Two days later, and in much lighter clothes I went out and did it again, and then again and again. With a day to spare, I finished my 100th 10k.

Along the way I learned some incredible things about myself and what I was capable of achieving. I recognized that there were some serious similarities to prospecting, because it starts with getting up, even on a lousy day, and “getting it done”! I started blogging about my experiences. It was awesome.

The following year I put another theory to the test. If running was like prospecting then surely I could run more and go farther. That would be like Prospecting more and for higher priced homes. So in 2013 I ran one hundred and fifteen 12k’s. That’s over 1300kms in one year.

Hot on the trails of that theory I thought that this year I would put my last theory to the test. If you were a successful realtor who made prospecting second nature, then surely, without set daily goals you could prospect without even thinking about it. Essentially you were hardwired to prospect. So this year’s goal was just to go out and run when I felt like it (of course I still kept track of my distances). Well today I hit the midway point and guess what? I am well over 500kms. Some of my runs were little 5k’s others were epic 25k battles. I just ran when I felt like it.

To be honest, I’m not the biggest fan of running but I’m getting better at it and for a guy with a busy schedule it has a few other benefits. I don’t have to spend money on a gym, I can do it anywhere, and it gives me time to spend an hour alone with my thoughts.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

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