Guerilla Training Blog by Matt Jones


Ten Steps to Real Estate Success (Introduction)

One of the most rewarding things I get to do is to teach agents, and yet one of the most frustrating things I do is to teach agents! What’s up with that?! Here’s what’s up with that: Some agents “get it”, and some agents don’t. The ones who don’t remain set in their ways no matter how much training they get, and they typically fail or merely subsist on a meager income for most of their career. I think the agents that fail, or at least fail to truly succeed, ... Read More »

Ten Steps to Real Estate Success (Step 1)

Let me ask you a simple question: Why should anyone use you as their agent?  Go ahead, take a minute to think that through.  What do you bring to the table that 1,000 other agents don’t bring?  A key to the lock box?  Access to the MLS?  Are you kidding?! OK.  Then let me ask you this question: Who’s the best agent in your market?  If the answer is not you, then I need to ask you this: If you’re not the best agent, then why don’t you simply refer ... Read More »

Ten Steps to Real Estate Success (Step 2)

Harvey MacKay, the best selling author of Swim With the Sharks Without Being Eaten Alive, made the following statement: “Failures don’t plan to fail; they fail to plan.”  Sadly, many an agent has thrown in the towel after investing months or even years at learning the business of real estate when they might have been successful had they only prepared properly. Antoine de Saint, a French writer once said, “A goal without a plan is just a wish.”  I’ve met hundreds of agents who had a broad goal of business ... Read More »

Ten Steps to Real Estate Success (Step 5)

According to the 2008 National Association of REALTORS® Profile of Home Buyers and Sellers, a full 87% of all our customers (and an amazing 94% of buyers between the age of 25 and 44) are using the Internet for their home searches! And that number is growing every single year. Even more important is that searching online was the home shopper’s first step more often than all other first steps combined!  This includes first steps like calling an agent, driving by homes, talking to a friend or relative, visiting open ... Read More »

Ten Steps to Real Estate Success (Step 4)

If there is one thing that agents do that makes me crazy, it’s this:  Agents waste more of their money on worthless advertising ideas than on all other expenses combined.  No kidding.  There just seems to be an assumption in our industry that you just throw it out there, and maybe it works and probably it doesn’t.  And for some unknown reason, that’s all right. I’ve seen many a smart agent completely check their brain at the door when it comes to this one simple thing.  I’ve seen agents who ... Read More »

Ten Steps to Real Estate Success (Step 3)

I started to call this step “Building Your Infrastructure” but I liked “Assembling Your Tools” better.  I guess there are a couple of reasons I prefer the word “tools”.  First, it doesn’t elevate the technology to a place that it replaces personal skill or responsibility, and second, because tools are just that — tools. When you evaluate a skilled automotive technician, you don’t judge his abilities by the size of his tool box.  No, as someone who spent over 30 years in the automotive repair industry, a great technician can ... Read More »

Ten Steps to Real Estate Success (Step 8)

Have you ever had so much business that you couldn’t even keep up? So much that when you eventually got through that wave of business, you took a deep breath, and realized you didn’t have anything else going on?  You suddenly realized that you had to start from scratch again filling that pipeline of business.  I don’t know about you, but it’s definitely happened to me.  It’s what I call “the slinky effect”. Stopping the Slinky Effect Remember the cool little toy spring that stretched and contracted, flipping end over ... Read More »

Ten Steps to Real Estate Success (Step 6)

Customer followup is a skill.  Master that skill, and you will be rich! Don’t, and you won’t.  In fact, you’ll likely not make it in the real estate business without this skill.  I’ll even go one further: In my opinion, there are two critical hurdles to making phenomenal money in this business.  One, generating an unending supply of new leads.  Two, learning the art of customer follow-up. We already discussed lead generation in an earlier segment, and how any agent can make as many leads as he desires for a ... Read More »

Ten Steps to Real Estate Success (Step 9)

What if I offered you a choice between two options.  Option 1 you earn $1,000 every day, starting July 1, for the entire month.  Option 2 you earn one penny on July 1st, and double your earnings every day for the entire month.  Which one would you choose? If you chose Option 1, at the end of the month you would have earned $31,000.  Not a bad month!  For most of us, Option 1 is the easy money.  The sure money.  The safe money.  On the other hand, if you ... Read More »

Ten Steps to Real Estate Success (Step 10)

In the last nine steps I’ve shared what I believe to be crucial keys to being successful in this new age of real estate.  But this final step is the most important step of all.  And more importantly, if you skip this step, you may as well not do any of the other nine. I believe there is one major obstacle you must overcome before you can achieve greatness on any level, and certainly greatness in real estate.  You have to conquer the six inches of ground between your ears!  ... Read More »

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