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January 5, 2012

Mastermind for January 4th 2012, Kicking Off The New Year

by mark mclean

Happy New Year everyone, and welcome to the first Mastermind post for 2012! I’ve been running the Mastermind meetings at the Queen Street West office since early May 2011 and we still haven’t run out of things to talk about. One of the reasons why our sessions are so successful is that we often get seasoned agents attending. They are the ones who have seen hundreds of scenarios and are skilled at thinking on their feet. Without their take on various issues or concerns, Mastermind wouldn’t work.  Call it our own mentoring program. In today’s Mastermind I calculated that there was over 60 years of combined real estate experience in the room. That is a lot of brain power.  We were also happy to welcome TREB president and fellow Bosley-ite Richard Silver to his first Mastermind on Queen West. It was an exciting day so for those whose car wouldn’t start, or who’s dog swallowed their iPhones, here’s what you missed.

The first question of the morning came from an agent who was looking for suggestions to kick off the year right. It’s a question that pretty much every agent asks at least once  in their career. Personally,New Year’s Eve is my favourite day of the year. It is a chance not to reflect or make unobtainable resolutions but to simply reset the clock. It is that one significant day that you can say, ok, that was a good year now let me see what I can do to make it better.

Historically people often use New Year’s Eve as a time to reevaluate their station in life. They sometimes pledge to stop smoking or hit the gym more often. But they also wonder if this is the year they should be sending the kids to a different school, look for a new job, or, dare I say it, find a new home? What an opportune time to reconnect with past clients. We talked a little bit about what agents send out over the holidays. One agent sent out CD’s with Christmas music, others send out calendars, some do leaf bags and others send flowers and wine. Remember it is all about staying in touch, right?

The reality is that you get out of it what you put in. Remember the machine we call the Sales Funnel. You put people in and it pumps out sales. When you stop feeding the machine, the sales dry up. Filling the hopper of the machine with potential clients is a job that should never really stop. They come from people you meet at open houses, your friends and family, your network and, yes, even your past clients. So the Truth is that you shouldn’t be asking yourself how am I going to kick-start my year because you would have been feeding the machine since you started your career. Perhaps the question is ‘how can I grow my business even more?’ Well don’t worry we talked about that at Mastermind too as some of our discussion revolved around third-party sources that are available today to help us feed the machine.  There are companies that will print and mail out monthly newsletters and flyers. If you don’t want to put your words on paper, you can opt for customizable E-newsletters. There are dozens of firms that will maintain and update your website and get you up high in search ranking, and there are even companies that will make you a social media star. The point is to do something. With all the tools available to agents today there is simply no excuse. At the very least, you should start with a discussion about goals with your manager.

Have you ever heard the saying “You must spend money to make money”? That was a term first coined by the Roman Poet Titus Maccius Plautus in 200BC. Do you think he was giving advice to his realtor?

Have a great week everyone.

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