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Posts tagged ‘Mark McLean’

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.

14
Feb

Video Use in Real Estate Sales And Marketing

video iconI like video. I’m a visual person, and maybe a bit lazy too. If I’m trying to do something around the house I will almost always see if there is a how to video first before I read ANYTHING. So it’s no surprise that video plays an important role in our company’s strategy and I wanted to share some of those successes here, if only to demonstrate how important video is becoming. For years our agents have done virtual home tours. There are any number of companies out there that will show up at a property, take some still shots, shoot some video, add some titles and stitch together a 2 minute clip that gets uploaded to our YouTube account. No fuss, no muss. On the Bosley Real Estate YouTube channel, those videos can generate 20-30 views and may hit 60 if we’re lucky. These videos also show up as attachments to agent’s listings on MLS and Realtor.ca and get a lot more views outside of YouTube.
Several years ago someone came up with the idea of shooting “lifestyle” videos. Conceptual in nature, these videos add a unique angle to the traditional home video by using actors to show what LIVING IN THE HOUSE is like. Cool idea. These videos have gained some success and have contributed to the house being sold. In fact some of our agents are using them quite successfully. Of course they are more expensive to produce and once the property is sold the video has limited appeal except as a tool to get other listings. Which begs the question, if a potential client says he wants a lifestyle video and the house is a dump, how are you going to back out of that one?
For our part, our video success has come from two sources. First we recognized that Bosley Real Estate has deep and long-lasting roots in the various communities in Toronto and so we were the best ones to talk about neighbourhoods. We created a video series called “Neighbourhood Navigators”. Currently we have 13 done and another 4 in post production. We also have one of the most experienced management teams and advice that is worthwhile and relevant so we created advice videos with topics like “Do I have to accept a full price offer on my home?”. These videos have responded to the statistics that are available. A 2013 Google Consumer Survey reports that 47% of RE researchers use YouTube to view video home tours, 21% use it to learn about neighbourhoods, 18% use it to learn about RE companies of agents, and 13% use it to watch “how to” and “advice” videos. With barely 9 months under our belts our success has been extraordinary. Check out a snapshot of or analytics. We were basically flatlining but the major jump happened the moment we published our first neighbourhood video in June of 2013. new Youtube analytics. Video continues to play an important role in our online presence too. On our new website we created a Neighbourhood Navigator and Advice page. Our agents are embedding the videos into their own websites and are reporting additional traffic. Of course we still have a lot more up our sleeve. Version 2 is coming out in a few months and will see some video content coming out in our app.
It is no surprise that video is an important tool for the real estate brokerage. In our fast paced, no time to read, life, video plays a critical role. We are also a big fan of agent videos as they give a consumer the chance to meet someone before they meet them face to face.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office.

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