Monday, Monday….

Good Evening-

I watched this great show about phenomenal people, and what happens to them as they demonstrate their craft. It was actually quite amazing and I couldn’t help but draw the line to sales. One example was a sharp shooter, and as he found his “rhythm” the tremors in his hands actually stop and he nails the bulls eye. What happens in the brain to make this happen is amazing… the brain waves actually move from beta (when lining up the target) to alpha (just before the shot is fired). What this demonstrates is that once the person stops thinking and creates this moment of focus, then and only then will it be a bulls eye. This is referred to as “finding ones chi,” and something I thought was hocus pocus until watching this show. Has their ever been a time when you were so good at some skill that you felt it instead of thought about it? Real estate could be very much like that time…… if we understand our business to a level that is “unconscious competence” we have officially hit mastery. How much practice would it take to get to that level? What I have found is that amateurs practice until they get it right, PROFESSIONALS practice until they can’t get it wrong. I took that training, I’ve been to that seminar, I already know that…. these are the phrases of that amateur. To become a professional, look at trainings as… “How good am I at that?” only then will you be open to learning and taking the path to unconscious competence or mastery. Jeffrey Gitomer is one of my sources of weekly aha’s and I included his take on lifelong learning below.

This is what today looked like……

• 1 Appointment Booked
• 0 Executed
• 15 Contacts
• 9 Handwritten Notes
• 0 Trainings
• 1 Training Prep
• 1 Consulting

This week needs at least…

• 75 Contacts
• 8 Appointments
• 10 Booked
• 40 Notes
• 2 Trainings (by me)
• 1 Acct. Meeting
• AT LEAST 3 HIRES

Today – I skipped my personal exercise regiment… this may take additional accountability.. (live partner, etc…) my BIG WHY does not power this goal……

Today – I ate Carnation Instant Breakfast, steak for lunch…..still working on dinner at 10:45pm.

I actually had the time to use a couple of resources….

• A piece on call reluctance….an MP3 by Dave Jenks available on www.millionairesystems.com This is part 1 of 2 and discusses the different types of call reluctance. Fear of self promotion, occupational something or other, referral aversion etc…. their are really 12 types. There is a book called “The Psychology of Call Reluctance: Earning what you are worth in sales”
• The next piece was from a regional call about the KW Commercial division. Please take a moment and visit www.kwcommercial.com to see the industry leading commercial real estate website.

Sincerely,

Brett Boettge

The Blog for FRIDAY, September 26th.

Good Afternoon-

I have an engagement right at 5:00pm today and it will go all night so here is my day, and my week. First an analysis of my application of this accountability experiment. I would say that currently I am operating at 70% efficiency with this blog. I MUST IMPLEMENT A SYSTEM that I check off to remain consistent or my high “D” personality will take over and this will continue to be FLY BY MY PANTS. As things have come up in my day, the hours get late, and the stuff is pushed out of my day the consistency leaves. I have focused on reporting my dollar productive activities as a priority over work out and what I ate when time was tight. I realize that time get’s tight simply because my day is managing me. As I grow so to will the look and feel of this accountability blog. I know beside numbers, I need a hook for my readers as well. What would you like to see more of on this blog…… what would bring you back? I have had great feedback on the daily rant, or Aha’s so I will continue with that.

So here is where I stand as of 3:04 on Friday, Sept 26th…..

• 14 Contacts TODAY
• 1 Appointment (AM)
• 1 Booked
• 1 Training
• 1 Staff Meeting

For the week & MONTH

• 63 Contacts -> 12 to goal
• 7 Appointments -> 1 to goal
• 6 Booked -> 4 to goal (I will add 3 to this on Monday just have to confirm)
• 1 Hire -> 2 to goal -> 4 TO STANDARD OF NET 8 FOR SEPT (3 in pipeline for Tuesday)
• 26 Notes -> 14 to Goal

Today I ate a salad……. : )

I had the opportunity to role play my listing presentation with our productivity coach Chariti Gent today at our West office. Role playing is such a blast and the only way to truly learn and evaluate yourself. On my way back to the East office, I thought of what I could do better, say better etc… and I had so many things I would have done differently, none of which I would have known had I not role played that situation. Now for next time I know where to add my level shifts, feel – felt – found, and “has there ever been a time when” objection handlers. The next time might be with a different person, but I assure you the objections will be the same. Thanks for the opportunity Chariti and for all of you that resist role playing know that I would never ask anyone to do anything I am not willing to do. Come see another role play at KW Crossroads October, 20th from 3:30 to 4:30. The role play will be on handling objections from listings, but the concepts will be used in all objections. Thanks to Bill Baker for being my role play partner…..

Sincerely,

Brett Boettge

Choose your own adventure……

Good evening-

We had a phenomenal training lead by Darren Kittleson based on John Kotter’s “Our Iceberg is Melting”. The book really talks about what makes up a great group, how that group becomes a team, and the final goal is how to effectively execute change.

One insight that I had and didn’t have time to share builds on a common theme for the day….. spend time to think on your business. I believe that we all have at least a small piece of each of the characters in the book in ourselves. The one who fears change, the one that makes it happen, the system/process people, the pessimist, the optimist, and the realist. These become our inner voices…. now our dominant behavioral profile will be the loudest voice, and our weakest behavior will be nothing more than a whisper. I believe if we single out these inner voices and think of them is individuals on our team we can start to execute change very successfully in our own lives. First of all it is important to acknowledge them all, why it makes sense, the process, how soon can we get it done and even acknowledge the pessimist which is like it or not part of your group. If we acknowledge all of our inner representatives and identify the behavior type, we now have a full picture and great perspective. NoNo is a character from the book who is your typical malcontent, it will never work, we have always done it this way, it is ridiculous to even consider that. If you acknowledge that those thoughts you are having are a part of your inner team, you can simply think… “I understand that this one perspective exists, WHAT WOULD HAPPEN IF THIS IDEA DID WORK?” Then listen to some of Fred’s thoughts because whether we believe it or not even the most negative Nelly’s out there have a touch of positive in them, it is just a subtle whisper. It becomes our job to acknowledge and move forward.

Think of “Our Iceberg is Melting” as a choose your own adventure, you remember those books when we were young where you read up to a certain point and then decide to follow the murder suspect (go to page 123), or stay at the crime seen (go to page 86) and you learn the fate of your decisions. Imagine if you only listened to the character “NoNo”, the malcontent in the book, you turn to page 116 and find that the entire penguin colony is wiped out after staying complacent and hoping for the best. Now imagine that we just listened to “Alice” the “let’s make it happen NOW” character in the book, you turn to page 152 to find that due to a lack of unity in the group, some 15 penguins bought in, 116 didn’t care and 62 rejected the vision, the group split and the entire population was wiped out. Does this make sense to you? I challenge you to have a weekly team meeting with yourself and listen to all options, get perspective, and design a plan to achieve the desired results. The whole while think of your real estate career as a “choose your own adventure”, if I choose NOT to create an action plan to adapt and take over market share with some sense of urgency, turn to page 213 in your real estate career……. look at that, I’m broke and out of the business, working 2:00pm to 10:00pm at a factory, miserable, building wealth for someone else, missing my children’s plays and never seeing my significant other awake all because I listened to the loudest voice…. which for most of us is complacency and fear. What are you going to do to successfully execute change in your business? What do you want out of this business? If you continue on as you are, what does your life look like in six months, five years, ten? Thanks Darren for the Aha!

Today looked like…..

• 11 Contacts
• 1 Appointment
• 1 Booked
• 0 Notes
• 1 training
• 1 Cancelled

Today I ate…. COOKIES I am horrible at this dieting stuff….

Tomorrow I have to take a moment to get some perspective on things…. I have been going 500 MPH and blowing red lights left and right. After I get my perspective it is time for lead generation, my pipeline is growing very rapidly, but I still need more NEW leads and opportunity. Note Cards WILL BE COMPLETE after tonight along with my Listing Presentation for Chariti’s Listing Parade. Also I will have the .ppt for KW Family Night complete. Definitely burning the midnight oil tonight. THANKS FOR READING! Almost 1400 visitors since August 7th.

Sincerely,

Brett Boettge

I’ve really heard that before….

Good Morning-

So here is my rant… it is inspired by Jeffrey Gitomer… As a real estate sales person do you know what to do? My guess is “yes” you do know exactly what you should be doing, you just aren’t doing it. At Keller Williams we have different courses for agents depending on their production levels, Camp 443 for Launching Agents, Mastery courses for Growth agents and Millionaire Real Estate Trainings for Achievement agents. Each one of these trainings and curriculms exists specifically for agents producing in those ranges. CAMP 443 takes us through 16 transactions per year….. I hear agents often say I’ve taken that course before why should I take it again? I already know that, I’ve heard this all before, will it be a new training?? THIS IS WHAT YOU NEED TO ASK YOURSELF WHEN YOU ATTEND A TRAINING AND HEAR SOMETHING FOR A SECOND TIME, THIRD TIME, OR TENTH TIME. “I KNOW THAT, BUT HOW GOOD AM I AT THAT?” Now and only now do you become open to learning from that strategy you heard for the tenth time. What a great question to ask yourself if you really think about it. I am so guilty of this, I head to Austin, TX at least a half dozen times a year for training and at some point I say, “Nothing I haven’t heard before.” and I dismiss the quality or importance of that training to my career. Again, now that I have had this Aha, it seems so stupid for me to say that. When I say ”Nothing I haven’t heard before.” I’m basically implying that I have mastered that topic in my life right? Well let me tell you if I truly mastered every strategy I said that about I clearly wouldn’t be blogging to get to the next level I would being paid 100K to speak to thousands for just 1 hour.

Think about this when you look at a training calendar…. If a training is designed to take you to a level of 16 transactions per year and you are not closing 16 transactions per year, take the training again with a different mindset, a mindset of “How good am I at that really?” once you hit 16 transactions in a year then you move on to the next training, not until then.

I really believe we say things like “I already took that”, “I already know that” etc. because we are looking for the magic bullet and the next training may just be that. I am a heartbreaker, there is no magic bullet there is only inspired action. Until you implement and master the basics (which is WORK) you really will be chasing rainbows. So “How good are you at your job?”

Sincerely,

Brett Boettge

I’ve heard that before……

Good Evening-

Last night when I blogged I forgot about an appointment I had with the doctor today which cut into the $ productive things I had on the list today, but a half an hour here and an hour their for lead gen and I would say that it was a successful day all together. My RANT will follow my numbers for the evening….

• Appts booked 2
• appts held 2
• Contacts made 19
• Networking event 1
• Notes FALLING BEHIND, but I have identified 10 more I will need to send. This has been TIME BLOCKED for tomorrow in LEAD GEN to catch up. Total of 24 notes give or take.
• Hires 0
• 1 Strategic Meeting
• Taught Success Series
• 1 Doctors Appt

How was today possible….. NETWORKING! Working through people and not givng up on past prospects. STAYING IN CURIOUSITY AND OUT OF JUDGEMENT!

Tomorrow looks like

• 2 appts to be held
• 1 LONG TRAINING
• 3 hours of Lead Generation
• 1 Networking Event

Today I missed my workout…….. No excuse, I could have done it and I’m tempted to lean on an excuse here, but I made a conscious choice not to work out today and that is the bottom line. I’ll tell you straight…. if I am late for an event, I won’t blame traffic, I’ll apologetically say “Sorry I’m late, I didn’t leave early enough.” NO EXCUSES. The guilt that comes with missing a piece of my structured day is not worth the 90 minutes of sleep broken up every 10 minutes by the howl of my alarm. That’s right, I slept until 7:30 am today today and missed my workout. My mornings typically start in the 6-6:30 range….. I was beat today.

Anyway…. my rant will follow….. shortly

Tuesday….How was yours……?

Good Day-

Failure<<<<<You>>>>>>Success! What a horrible model for our options. We either succeed at something, or we fail right? WRONG!

You>>>>>>Failure>>>>>>Success! This is what the model of life SHOULD look like. Think about the things in our lives that are neccessary…..walking, talking, driving…….. when we first tried them were we great? The first 100 times I tried to walk I fell on my face, the first time I tried to talk I drooled all over and driving WOW, the first time I drove a van I put it in the woods. Now I speak well, walk well, and to be honest I’m a great driver…… why is that???? Why did I stick to those things instead of just give up when I failed? IT IS BECAUSE WE VIEWED THOSE TASKS AS NECCESSARY! We don’t view our sales careers as that neccessary? Whether we know it or not, we give ourselves an out….. there are other ways of making money right? What we don’t understand is that we are hurting ourselves by thinking that way….. we come into the game with that seed of utter failure already planted in our heads. Every single time something doesn’t go our way we water that seed until it grows uncontrollably.  At that point, we have lost the battle, actually the war. So to cut through all the analogies, stop trying things and start doing things. To try means that if I’m not good at it well so what…. Start treating your real estate career like their is no “so what”, what would you do differently? How would you improve?

This Aha came to me in a very personal way….. I have never feared losing my job as Team Leader, because I knew that I could always go back and sell real estate at a high level. I thought this was a strength, it gave me a certain confidence knowing that if I was not good at this, I’d simply find someone that was better to replace me and move on. This actually hurt me and I’m just noticing that this week. I always gave myself an out, and I did so as a way to avoid ultimate failure. By doing that I was not fully committed to this role, now I use the NO BACK UP PLAN STRATEGY and it actually feels great to say that. I now own my role, my failures, and my success with not a fear of losing my job, but a true committment to it. This may be a surprise to some, but it’s an honest Aha. This is what the day looked like…..

• 6 Contacts
• 2 notes
• 2 appointments
• 1 Booked
• 0 hires
• 1 alc meeting
• 1 accountability meeting (via email)
• 90 minutes of Stuff (time blocked)
• 2 Nervous Breakdowns : ) just seeing if you are reading

Tomorrow Looks like

• 3 hours of lead gen
• 1 strategic meeting
• 1 training
• 1 appointment
• 1 networking

Current Reading is Jeffrey Gitomers Little Black Book of Connections: Aha’s tomorrow morning…..

Food: Lunch- Turkey Breast, MISSED BREAKFAST… dinner coming soon

Sincerely,

Brett Boettge

Morning!!!

Good Morning-

I hope it is nicer than it looks out! I’m off to the clubhouse for my workout!!

Thanks,

TITLETOWN….Maybe Title Insurance is Appropriate

Good evening-

I know you are thinking what I am thinking….. PACKERS could use an Accountability Blog right!!! I had the privilege of spending Sunday at Lambeau Field where the Packers hosted the Dallas Cowboys and let’s just say my Packers were out skilled…. When was the last time you were out skilled??? Did you lose a listing? Did you lose a buyer? The bottom line is that at EVERY at bat a sale is made, either you will sell your product or service, or your customer will sell you on why they don’t need it…… so who is the better salesperson. For some I should start hiring your leads and prospects, for others that won’t be outskilled you will always have a little place in my heart. I’ve been outskilled plenty of times…. never the same way twice I’m very proud to admit. STOP LETTING YOUR CUSTOMERS OUTSKILL YOU! IF THEY NEED A PRICE REDUCTION GET ONE!

Anyway due to the late game, I started my day a bit later, consequently ending it a bit later. This is what my day looked like…..

• 13 Contacts
• 2 appointments set
• 1 appointment executed
• 6 NOTES (I owe Laura 14)
• 0 Hires

This week I am shooting for

• 3 hires
• 8 appts
• 10 booked
• 40 notes
• 75 Contacts (30 New)
• 0 CANCELS

What will get in my way this week is a GREAT DEAL OF STUFF. I have trainings to put together, meetings, summits all of which will rob this weeks 20% of about 10-12 hours.

• TOMORROW IS A RUN/WORKOUT at the Clubhouse……

REGULAR POSTS START TOMORROW AND WILL CONTINUE UNTIL OCTOBER 19th. I WILL ALSO BE ADDING VIDEO TO THIS BLOG FOR YOUR VIEWING PLEASURE.

I ate wheat squares and taco dip, taco pizza today…..

Thanks,
Brett Boettge

Vital Signs…

Good Evening-

I’m still coming down from that rush I get from teaching a great group of professionals! I’m sure all of those that train knwo what I am talking about. For me it is the subtle looks on the faces of some when they GET IT, the roar of laughter through the group, and then the even more subtle ways we as trainers communicate with our guests. Tonights course, Seller Mastery……how to succeed in a buyers market, requests for future trainings…. Blogging 101 and Wisconsin Circuit Court Access as a prospecting tool. All that being said…. here is how I finished the week… tonight I have a hot date so here are the numbers….

• 8 Appts
• 3 Cancelled
• 66 Contacts
• 1 Hire
• 8 Appts Booked
• 32 Notes

Have a great weekend…..

The days become shorter….

Good evening-

This is what my past 2 days look like number wise……

35 Contacts
4 Appointments Booked
5 Appointments Carried Out
1 Cancel
14 Handwritten Notes
0 Hires

Today I ate Sushi, Pecans, Orange Juice, Shrimp and I’m about to have some cake.

FYI Tomorrow I will be skipping my workout as I don’t want to push this MIGRAINE into OVERLOAD.

Tomorrow Looks Like 2 Appointments and a great training expecting over 20 agents…….

Sincerely,

Brett Boettge