RISMedia's Real Estate Magazine

APR 2017

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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24 April 2017 RISMedia's REAL ESTATE Many agents and brokers fall into a common trap as the year progress- es. They may intend to be consis- tent, but they become sidetracked by things that pop up during the day. The key is to make consistency a habit. Here's how: Make a plan. Every lasting change begins with a plan, and a plan is of- ten the result of a vision. When you visualize your success and the life you want to lead, you can outline your plan and set yourself up for suc- cess. When you visualize, you'll see yourself sending out valuable infor- mation each month, calling your cli- ents on the phone, etc. What time of day is it in your vision? What do your surroundings look like? Write down what you see and outline what you must do to make it possible. Determine what prevents you from being consistent. For some of us, it's feeling compelled to put out fires immediately. For others, it's getting overwhelmed by emails and growing to-do lists. Unfortunately, not only do these activities prevent us from being consistent in doing the tasks that drive our business, but they also keep us in the trap of being busy instead of productive. Once you identify what's holding you back, you can change how you deal with it. For example, if you're distracted by emergencies that arise, set aside dedicated time to handle them. This way you can deal with them on your own terms. Set- ting yourself up for success by being proactive, rather than reactive, will help you build lead generation into your day—whether it's the first thing you do when you get to the office or how you spend your afternoons. Track your activities. Tracking holds you accountable and allows you to stay consistent. When you work to regularly track your activi- ties—whether it's in your CRM or on your calendar—it'll eventually be- come second-nature. Tracking also allows you to see your progress, of- fering perspective when you need it most. If you struggle with consistency, make this the year to improve the habit for the health of your business. When you consistently do your lead- generating activities, your business will thrive. When you consistently stay in touch with clients, you'll con- tinue to build trust. By adhering to a system that encourages consistency, you can be sure to stay on track and generate the leads your business needs to thrive. Change takes time, so be patient and keep working toward adopting this successful habit. RE Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story. After becoming one of the nation's top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business profes- sionals in 37 countries and currently coaches and trains more than 25,000 business people across North America. Today, Brian reaches over one million listeners a year through his popular "Brian Buffini Show" podcast. For more information, please visit www.buffiniandcompany.com. The Secret to Successful Lead Generation by Brian Buffini I 've always said real estate has its seasons. At the beginning of the year, agents are feeling motivated. They've set their goals, their energy is high and they're ready to make it a great year. That's why the first quarter is the best time to generate the majority of your leads for the year. However, the key to achieving the goals you've set is consistency. You've got to be consistent in your activities, your communication with your clients and your goal- reaching intentions.

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