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Five Most Watched Videos of 2019

self care sunday Dec 22, 2019
 

In today’s video, I discuss what was going on when I recorded the most watched vlogs of 2019 and give the lessons extra context. Just below are links to the top five so you can revisit any that resonate with you today. Have an opinion on any of these? A personal favorite? Let me know in the comments!

Number 5: Should you ever challenge a client?

Number 4: Good Negotiator Series: Episode 1  (Not in the top 5 but here are episodes two and three just in case )

Number 3: The Buyer Love Letter [with Recent Examples!]

Number 2: How Katherine Took 15 Listings In One Week!

Number 1: How $10M earners in my coaching group get back on track

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Do this now to capture huge market share in 2020

self care sunday Dec 15, 2019
 

I can still remember a brief discussion with my coach from over 20 years ago that has a strong positive impact to this day.

I was nervous about business slowing down in December and worried the loss of momentum over the holiday season would be too hard to overcome. These were the earlier days of building my real estate practice (long before I became a coach myself) and I hadn't yet learned there was plenty of business year round.

I really thought I'd have to figure out how to survive until the "spring market". My coach said, "Why are you worried about spring? Just book January."

And in his trademark style, that was the end of it. He expected me to think about what he just said and apply it to the skills he'd already taught me.

So I created a plan of action to book January. But I had no clue it would be what triggered the capturing of over 90% market share in my area of specialty the...

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Next level schedule control

self care sunday Dec 08, 2019
 

Anytime the clock strikes noon and you realize you’ve been winning all morning, you know you’ve won the whole day. Win the morning, win the day, right?

But winning the morning happens inconsistently for way too many people. In fact, for most professionals it happens quite by accident because of dumb luck.

Yet, I’m willing to bet that most of my readers win the morning more than the average person.

So if I could show you how to win the next day too, would you be interested in hearing about it?

Check out the video and in about five minutes you’ll have a new trick to start stringing these winning days together... 

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Find your prefect client in 2020

self care sunday Nov 30, 2019
 

What is the name of your all-time favorite client? 

I bet you immediately thought of a person or a family that, if you could clone, would seem to give you the perfect career. On some level though, you know that would be an illusion because it's the difficult personalities that push you to grow. You need difficult clients to stay sharp, creative and on your toes! 

But you don't have to work with everyone. If you're willing to do a little work to define your ideal client, you'll benefit from deeper levels of clarity, enthusiasm and fulfillment each day you go into the marketplace.

Apple knows their ideal customer. So does Southwest Airlines, Nordstrom, Disney and even Dollar Tree. Do you?

If you aren't sure, you're in luck!  I've included a worksheet that will guide you through an exercise designed to identify your own perfect client. It's called the Avatar Worksheet and it's modeled after an exercise I do with...

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Your clients are in the lobby...

self care sunday Nov 24, 2019
 

First I heard the soft tone over the office telephone system. Then the receptionist’s voice; “Jasen, you have guests in the lobby.”

The first time that happened felt like I had a shot of adrenaline! It also served as a massive boost to my ego. Everyone else in the office heard I had clients - woohoo!

Long before iPhones and FaceTime, I met prospects and clients in the office. Under the direction of my coach, the office conference room became home base and if I was going to be in the building at all, I wanted to be in the conference room as much as possible.

Being in the conference room meant I was giving “face time” to another person and the highest producers always seemed to have the conference rooms booked. Coincidence? Hardly.

Spending time with another person face-to-face is one of the most effective ways to show up as your “best self” and I couldn’t think of a better message to send the week of Thanksgiving.

Do you have what it...

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Community: Our Secret Weapon For 2020

self care sunday Nov 17, 2019
 

Working out has always been an important part of my life and the gym is where I first learned about the power of communities.

Long before cross fit was a thing, I found myself building strong connections with my gym-friends and I eventually began helping them buy and sell their homes. For a long time I was THE Realtor in my gym. I'm sure other agents worked out there but you wouldn't know it because they didn't integrate with the rest of us and thus weren't a part of the community.

These days, it's common place for fitness businesses like cross fit gyms to have strong communities, but when I was a young man at the start of my career, we weren't deliberate about "community building". It just happened naturally. If you had sincere interest in fitness, a bit of curiosity about your fellow gym members and a little sales training, you could do really well for yourself. A person like me was simply called a "good networker".

Now Taylor Swift has Swifties,  Lady...

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Earn more money in 2020 by leaving your business

self care sunday Nov 10, 2019
 

I was 21 when I went to my first conference. It was in Las Vegas and hosted by my coach, who a few months earlier graduated me from his flagship program, Sweathogs. At graduation I was presented with an offer to register for the yearly conference put on by his organization and I jumped at the chance to attend. It was only after the event that I realized the true benefits which included:

  • Referral relationships
  • Sense of belonging
  • Friendships that have lasted a lifetime
  • Encouragement to pursue my biggest dreams
  • Gut checks when needed
  • Tactics that inspired me to take a chance and do things that seem scary

I believe 2020 is going to be a big year for many of us. And this week’s message is designed to inspire you to expand beyond your comfort zone and deliberately put yourself in an environment that is conducive to thinking bigger. Check it out and leave a comment with your favorite event!

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Sex and Salesmanship

self care sunday Nov 03, 2019
 

This week a client of mine who has become a good friend posted her thoughts about the Austin Independent School District’s new sex education policy on Facebook. The post had over 100 comments and I was immediately curious what everyone was writing.

As you can imagine, people definitely had their own opinions. Sex on its own is a hot topic; adding children made it explosive! I don’t have children and I believe that allowed me to read through the comments with an objective distance.

Right way I noticed a few things:

  • Commenters wanted to persuade others to agree with their point of view but they had no clue how to persuade people.
  • Because of that, instead of trying to win people over, they were just trying to win a fight.
  • Not many people (on this thread anyway) seemed to understand the difference between an arguement and a fight.
  • The comments exposed the limiting beliefs the commenters have about sexuality in general.
  • This is similar to what happens when people get into a...
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The Importance of Making Mistakes

self care sunday Oct 26, 2019
 

 

This week I did a webinar where over 50% of people who registered attended the live session and most people stayed until the very end. That's pretty good in the world of webinars these days!

But it wasn't all perfect. In fact, as soon as it was over, I went into my studio and recorded this week's video. I wanted to capture the raw emotions because I made some silly mistakes and it was the perfect opportunity to show you what I so often tell you - we learn by doing.

Some people insist on learning everything before they do something; which is one of the 7 fatal mistakes I talked about on the webinar that force people to seek a job with a regular paycheck.

Successful people know the only way we really learn is by doing - which means we're going to screw something up along the way. Convincing ourselves we can sit in enough classes to learn it all first will do nothing but keep us stuck right were we are.

That's why I created the ...

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This Could Be Why Your Friend Hired Someone Else

self care sunday Oct 19, 2019
 

One evening recently I was FaceTiming with my partner Jon before bed. Jon still lives in Austin so this is part of our evening ritual until he arrives in California. On this particular evening, he was obviously distracted and not looking into the camera. He was looking over his Facebook advertising metrics and I was like, well jeez I must be pretty boring tonight! Now I always FaceTime with my shirt off! haha! 

I started thinking back to what an evening looked like before we had iPhones and Facebook ad campaigns. What exactly did we do?! The memories are wonderful. We made dinner, talked about our day while actually looking at each other, maybe watched an episode of Sex and The City, planned outfits for the next day and right before bed we'd walk the dogs one more time. That last dog walk has long been one of my favorite parts of the day.

And if you go back far enough, there was one other thing we did pre-iPhone; pre-Internet really. We would sit around...

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