NORTH CAROLINA 10-21-19

NORTH CAROLINA EDITION

3 Surefire Methods that Make for a Productive Meeting How to Get the Biggest Recharge Out of Your Lunch Hour

Killing Clients with Kindness

COVER STORY

JUSTIN BURLESON

AND VALUE

NORTH CAROLINA EDITION

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JUSTIN BURLESON

CONTENTS 4) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 6) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

15) KILLING CLIENTS WITH KINDNESS AND VALUE 21) 10 SECONDS TO CHANGE A HABIT

JUSTIN BURLESON

Phone 310-734-1440 | Fax 310-734-1440

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 6

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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JUSTIN BURLESON Top Agent Magazine

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JUSTIN BURLESON Justin Burleson was building a career as an engineer when he began hunting for a new professional path. He enjoyed the challenges of his work, but craved a role that would allow him to be more direct in helping others.

Meanwhile, he was building his investment property portfolio and realized how much he enjoyed real estate as a field. “The rest,” he says, “is history.” Nine years since earning his license, Justin has built a reputation for incisive service with a personal touch.

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Today, Justin heads a tightknit team of seven agents and support staff, serving clients across North Carolina’s research triangle and the surrounding area. He has also made a name for himself guiding relocators as they move to the area and search for a home. In this way, he has set himself apart as a regional expert, particularly attuned to easing tension, answering questions, and making the transactional process operate as smoothly as possible. “First and foremost,” he says, “I put Top Agent Magazine

myself in my clients’ shoes. I do my best to understand where they’re coming from and what they’re looking for.” Known as Mr. Relocation, Justin tailors much of the home purchase process to those unfamiliar with the region and looking to put down new roots.

He organizes meet-up events and takes his Top Agent Magazine

time to educate clients on the advantages of various neighborhoods, including through his relocation video series. What’s more, Justin’s style is decidedly personable, and he focuses on building relationships that stand the test of time. In addition to sending out relevant monthly market data to past clients, he often 11 Copyright Top Agent Magazine

strikes up a natural comradery with those he serves. “Staying in touch comes pretty naturally for me,” he says, “because I often I end up becoming friends with most of my clients along the way.”

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When listing properties, Justin lets his creativity shine. He stages strategic campaigns that include professional photography, his stylish and informative relocation videos, and outreach to fellow agents in the area.

Likewise, he secures optimal visibility across Top Agent Magazine

a range of listing outlets and social media portals. Within eight months of the founding of his team, they reached Top 20 status in the competitive Research Triangle, and Justin intends to keep progress going steadily, with hopes to land in the Top 3 by next year.

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Beyond the office, Justin has given back through past participation in the Durham Young Professionals organization, in addition to hosting regional meet-ups for all the new faces and families moving to town. In his free hours, Justin most enjoys time spent Copyright Top Agent Magazine 13

with his family and loved ones. Recently, the family moved to a house on twelve acres, and Justin is enjoying the new space and freedom.

Finally, with nine years of experience, Justin Burleson considers what he enjoys most about his career. “This is both my career and my hobby,” he says. “I love helping our agents

grow their business, and I also get a lot of satisfaction from seeing my clients find success.

I’ve always loved working with people, and there’s nothing like the excitement of finding the right house or getting a strong offer. This career has given me the opportunity to think outside the box, and that’s what’s brought me success in the process.”

To learn more about Justin Burleson email Justin@nchouse2home.com, visit nchouse2home.com, www.

or call (919) 609–5161 Copyright Top Agent Magazine 14

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Killing Clients with Kindness and Value

By Walter Sanford

Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean.

Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button!

How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response.

Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested.

I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it.

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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet.

We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you.

You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens.

I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate.

Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this?

Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: 16

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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs.

Then we develop a customized program to meet and exceed that goal.

We would love to help you in accomplishing your real estate needs.

2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option.

3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship.

4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount.

B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity.

C. We have a low litigation rate as compared to national standards.

D. We can market your home a little over retail due to our marketing.

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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new.

5. Our agreements are 6 months, but that is not what sells properties.

Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you.

6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month.

I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision?

Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win.

It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy.

In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you.

Do more lead generation so you won’t have to work so hard on leads like these.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Laughs!

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10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 22

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

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When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

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Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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