Toronto Real Estate Coaching Room

Posted By Glenn McQueenie on April 22, 2012

Good afternoon,

I love tracking the sales results of our associates and other members of TREB.

The one thing that is very clear is that every top agent who is succeeding at a high level has at least one coach and sometimes multiple coaches. For new agents, getting a personal productivity coach should be one of the first things you consider. New agents have learned the basic technical skills to pass the course, but they are all missing the wisdom of having someone who has been successful in Real Estate to help them on their path to success. While education and training are very important( we run at least 30 sessions a month), the real hands on experience and wisdom comes from “doing it” under the supervision of a great productivity coach.

For more experienced agents that cant seem to get out of their ” box”, a productivity coach will guide you to a higher income and more successful real estate business. When you find a great coach, they share their experince, best practices and wisdom, and set you on a new path of growth.

Most of the top agents and business leaders I know, never make a decision without first running the issue by their coach( or coaches). Simply having another eye to take a look at the decision you are about to make, will give you another perspective and help steer you away form making a poor decision. From my own experience, when I run an idea past the important people in my life, I never make a mistake. When I think I know everything and dont seek outside guidance….the results are very poor, and the cost of that bad decison have been very high.

So, commit ot finding a great coach and mentor and get ready to take you business to a new level.

Glenn

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Posted By Glenn McQueenie on April 11, 2012

Good morning,

Well, the first quarter of 2102 is behind us. How was the first quarter for you? Are you on track for those great big goals that you set for yourself for 2012? How are you feeling right now?

These are all important questions that I strongly encourage you to set aside a few hours to think about. For many agents the last 3 months have been challenging. Prices seem to be going up dramatically, Buyers are having a very tough time, agents are working exceptionally hard to help their clients find a great home, only to lose out on multiple offers again and again. Sellers are in shock at what someone just paid for their home, and some of them are starting to get a little stressed finding the next home for their family.

It is what it is..not good or bad. it just is…

The great news is that over the next few weeks we will see inventory levels increase. Many Sellers will bring their homes onto the market this Spring. In 2011, 19,000 sales occurred in the first quarter, followed by 27,500 in the second quarter. This year we had 21,500 in the first quarter, so we are on pace to do 30,000 in the next 3 months.

Patience, and managing client expectations will be your key role over the next 90 days. The only way to be able to give this much to your clients, is to give yourself the belief first. When we are confident, our clients are confident. When we become anxious and stressed, the clients pick up on it, and reflect the same feeling back to you.

Your role as an Real Estate agent never changes in every transaction. As a professional, you must be the leader of the entire transaction. You must become the “shock-absorber” for everything that could possibly go right and wrong in the transaction. You must commit to doing whatever it takes to keep your clients safe through this entire process.

Some thoughts to fill your bucket and help you be the trusted Advisor:

1) Gratitude is a great multiplier…It fills your bucket and others when it is needed the most

2) Always follow the Platinum Rule- treat others as they would like to be treated

3) People in scarcity always think scarce thoughts. When you change your thinking first, you can change your clients thinking towards finding a great home and abundance

4) You are making a huge difference in people lives

5) Turn of Talk Radio, stop reading the newspapers, and listen, watch or read stuff that fills your bucket

6) It takes time, but Buyers always get over the home they just lost, the minute they find a new home

7) Choose to attend great training and be inspired! your energy will change, your mindset will change and so will your results.

Final thought- Close your eyes and imagine that it is 90 days for today. You have just helped so many people find a great home by safely navigating them through a very trying process. They are all in a room together, taking turns, walking up to the microphone and telling you what an amazing job you just did for them. Take a moment and really feel the emotion, gratitude and appreciation that they are giving to you. Now put that emotion in your pocket today, and help all your great clients get what they want!!

Take care,

Glenn McQueenie
Broker/ Owner
Operating Principle
Keller Williams Referred Realty,
Toronto
416-445-8855

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Tags: agents, best, Build a Real Estate team, development, education, Glenn, Glenn McQueenie, inspiration, inspiring, integrity, Keller Williams Toronto, Real estate training in Toronto, real estate wisdom in toronto, relationship, training, wisdom, wisdom of Top Agents

Posted By Glenn McQueenie on March 7, 2012

Good morning,

An Average Agent only performs the “Functionary” role Real Estate

1) They tell and sell

2) They only respond to a need when asked

3) Assumes little responsibility

4) Completes the “task” only

5) Delivers information

6) Meets expectations

7) Is completely replaceable and interchangeable

A Great Real Estate Agent masters the ” Fiduciary” role in Real Estate

1) They spend a lot of time educating and guiding people through the entire process.

2) They provide an amazing overview of the process to ensure their clients feel comfortable with any and all decisions.

3) They anticipate their clients needs

4) They accept total responsibility for everything that happens

5) They own the result

6) They advise and consult like a great doctor, lawyer or specialist would do

7) They always exceed expectations and end up creating raving fans of their business

8 ) They are irreplaceable as clients firmly believe( and often tell them) that they could do it without them.

Choose to be Fiducuairy!

This information comes from a page of a 1-day the course I will be teaching this Friday called “Delivering Customer Value”.

There are 5 spots left for Fridays class at our Duncan Mill office( 156 Duncan Mill Rd, Toronto…opposite OREA). The class is free of charge an open to all members of TREB who want to be fiduciary agents. Please visit whykw.ca ( Click Duncan Mill training) to register.

The class runs from at 10:00am-4:00pm.

Have a great day,

Glenn

Glenn McQueenie
Broker
Keller Williams Referred Realty
156 Duncan Mill Rd #1
Toronto, Ontario
416-445-8855

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Tags: agents, Build a Real Estate team, build wealth, coaching, develop, Glenn McQueenie, Keller Williams Toronto, knowledge, market, Millionaire Real Estate Agent, relationship, training, wisdom, wisdom of Top Agents

Posted By Glenn McQueenie on February 28, 2012

Good Morning,

I love the Millionaire Real Estate Agent book by Gary Keller. I have probably read that book 10 times, and each time I read it, I seem to pick up 10 things that I missed before.
So…here is the best 2 minute summary that I can share with you…

Economic Model

1) Know the numbers that you must hit

2) Focus on getting appointments

3) Focus on Converting those appointments

Lead Generation Model

1) Prospect and or market daily

2) Set up a database and systematically market to it with a 8×8 (email, call, see) system or a 33 touch annual contact system

3) Focus on Seller Listings and Buyer Contracts taken

Budget Model

1) Lead with Revenue and always work on controlling your expenses

2) With all expenses, play red light( stop spending) and green light( continue spending) by holding all costs accountable to a return.

3) Stick to your budget. you can only control expenses…you cannot control revenue

Organizational Model

1) Once you have reached the point of doing all you can do, hire administrative help first!

2) Hire only talent by mastering the Recruit/Select process

3) Train and consult your talent so that they become productive, self managed individuals.

If you have a chance, please read the book again and again. The book is really a business book…and these 4 models can be utilized in any business.

Have a great day!

Glenn

Glenn McQueenie
Broker
Keller Williams Referred Realty
Toronto, Ontario
416-445-8855

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Posted By Glenn McQueenie on February 26, 2012

Here are some great courses that I will be teaching over the next few weeks. All courses are free and open to all agents on TREB.

1) February 28th- How to host/ teach The Millionaire Real Estate Investor seminar. Duncan Mill office 1-3:00pm

2) March 8th- How to Make $100,000 in G.C.I in 100 days. Mississauga Office 1-3:00pm

3) March 9th- A New Course that has never been taught in Toronto before “Delivering Customer value” How to get paid more and Wow your client in the process of Buying and Selling their home. Duncan Mill Office 10:00am-4:00pm

4) March 21st – Agent mastermind- Duncan Mill Office 1:00pm-5:00pm

5) March 22nd- Agent mastermind- Mississauga Office 1:00pm-4:00pm

6) February 29th-How to make a $100,000 in G.C.I in 100 days. St Clair office, 1-3:00pm

Upcoming 2-day course ( first week of April) Recruit/ Select great talent to your team and then Lead/ Motivate them to great production.

I hope to see you soon!!

Glenn McQueenie
Broker
Keller Williams Referred Realty
156 Duncan Mill Rd #1
Toronto,Ontario
416-445-8855

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Posted By Glenn McQueenie on February 3, 2012

Good morning,

In my 23 years of Real Estate I have never seen a market like this in Toronto…with such little inventory, historically low rates and so many Buyers competing for so few homes.

How can you take advantage of this unique situation? You should pick up the phone today and call every person you know that has talked about selling there home. Tell them that they have a 14-day window to get an extra 5-8% above fair market value… due to this short-term, low inventory crisis.
This is your opportunity to get even the unmotivated Sellers to consider putting their home on the market. In my experience, the one thing that turns an unmotivated Seller into a motivated Seller is money( and greed). How many times have you talked to a Seller and they tell you  that they will sell if you can get them an extra $20-$50,000 for their home.  Every Seller I have ever talked to believes that their homes is usually worth 5-8% above market value.

Traditionally, at this time of the year,  people start to think about moving. I don’t know if it just a “Spring thing” or a truly phsycological event that causes peole to view Springtime as a time of change and renewal( it seems like people choose Spring to dump their partners, change habits and focus on improvement and change). I believe that we will see a lot more inventory coming on to the market in late March and April.

So, pick up the phone today, call every Seller you know…tell them about this unique 14-day window that will allow them to get an extra 5-8% for their home.  Present to them the strategy of going for a late May , June closing, so that hey can buy their next home in the upcoming high-inventory months of Real Estate.

I hope this helps…and  I appreciate your feedback. You can email me directly at glenn@kwreferred.com .

 

Glenn McQueenie
Broker/Operating Principal
Keller Williams Referred Realty
Toronto,Ontario
www.heyglenn.com

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Posted By Glenn McQueenie on January 23, 2012

Good morning,

Do you have find yourself overwhelmed by the economic news that you hear about everyday? The debt issues of Europe, the budget cuts and layoffs at City Hall, the upcoming provincial downsizing, the loss of manufacturing industries in Ontario, the new economy of the Internet etc. How does that make you feel? Do you feel like buying a little hovel in rural Ontario and grow your own food, and maybe build a fortress to protect you and your family?

My advice….turn off the Radio, stop watching the Evening news, put down the Newspaper and try to stop worrying about the “Macro” Economic issues that affect our industry. You have no control on these issues and your stress and worry has the ironic twist of only affecting you.

Your clients need you to help them with their “Micro” issues that they are focusing on…and that is Buying, Leasing or Selling Real Estate, in order for them to achieve their personal needs, goals and aspirations. Buyers and Sellers are focused on accomplishing their selfish needs to move to a home that works for them. They may be going through a divorce, job loss, new addition to the family, finding the perfect school district for their kids, downsizing, looking for an Investment property or moving closer to where they work. Their focus is ” Micro”, and on what needs to be done today, to achieve their goals.

So today…forget “Macro” and focus on helping the ” Micro” needs of your clients. they will thank you and be very grateful for your stewardship!

Glenn

glenn@kwreferred.com

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Posted By Glenn McQueenie on January 16, 2012

Good morning,

I know so many great agents.

Some of them are busy all the time, while others go through periods of “super-busy” followed by “super-slow”. The biggest difference between a growing, thriving real estate practice and a super-busy, super slow-practice is the quality of your database.
If you are constantly adding people to your database on a regular basis, you get to spread your name through different spheres of people. This spreads your workload more evenly throughout the year.

Have you noticed in your own database that their are years when everyone wants to move? And other years where everyone stays still? The key is to add people from different demographic categories every week. This prevents you database from “aging”, and will ensure a steady supply of business and referrals.

I believe that everyone knows at least 400 people, and can easily stay in touch with a core group of 150.

Make 2012, the year you stop being a “secret” agent and actively engage in meeting new people and adding them to your database. by simply adding 10-20 contacts a month and putting them on an 8×8 touch, followed by a 33 touch program, you will create a thriving business.

In Summary, add to your database very day, communicate in a systematic way….and please stop saying to people when they ask “How’s is the Real Estate Business?” that it is “great” and you are very ” busy”…..it communicates to them that you do not need their help in growing your business.

Glenn

Visit ” Glenn’s Broker blog for agents” on Facebook and click “like”…if you like it:)

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Posted By Glenn McQueenie on December 29, 2011

For most entrepreneurs and independent business owners, fourth quarter is a time of reflection on the past year’s successes and an opportunity to put together a solid business plan for the next 12 months.

As you might imagine, Gary Keller, co-founder and chairman, Keller Williams Realty, Inc. goes through a rigorous planning process. Below is an email exchange between him and Todd Butzer, regional director, North Central on creating the “Master Plan.”

—–Original Message—–
From: Todd Butzer
To: Gary Keller
Subject: planning question
Gary –

I am pretty sure you go through a specific planning ritual this time of year.

Wonder if you would mind sharing any part of it?

T

Todd Butzer

Regional Director

North Central Region

—–Original Message—–
From: Gary Keller
To: Todd Butzer
Subject: RE: planning question
hey !

i work from a simple concept:

1. i start with the end in mind: i envision my life at the end of it and ask myself what i want to have done. i then mock up a simple 5 year look (in

kind of a grid form with the years to the left and along the top the categories – like health, giving, john, mary, mom, business, writing,etc…) at what i should be doing to be on track and then i look at the first year.

that creates my goals for the year.

2. i then take each goal and ask one question: what is the one thing i can do that by doing it everything else that could also be done to accomplish this would either be easier or unnecessary?

3. last, i go to my calendar with that answer for each goal and i time block out the year to make sure those things get done. first, i time block all my time off – vacations, days off, short days, etc., so that i make sure they don’t get left out. if i intend to work hard then i’ll need this time to renew. next is, my meetings with the people who report to me. next, i make sure i have my time to plan out every week. (i’ve done this so long on a sunday night that i don’t even block it anymore), usually an hour a week on a sunday. then it’s all about work. so, for example, if lead generation is your number one business action then you time block it for 5-6 days a week for 3 -4 hours a day before noon. for me it’s writing so my goal is to just make sure that gets done – then i’m open to the possibilities of everything else.

my motto is “until my number one priority on my list is done each day all else

is a distraction”! ALL ELSE! as such, i guard my time when i’m on a priority task fiercely and without apologies. it’s my life and i answer to no one as to my time. doesn’t always make me highly visible or highly social, but that isn’t the goal when i’m doing what i want my life to be about.

hope this helps. feel free to share.

onward……

garykeller

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Posted By Glenn McQueenie on December 20, 2011

Good morning,

It’s time to relax.

One of the things I find most interesting at this time of year is that most Mega-Agents do not take the time to pause and reflect on the great year they just had. Instead, as the holiday season approaches, and most people are looking forward to taking time off and spending it with family and friends, Mega-Agents start to get a little depressed by the notion that they have to do it all over again in 2012. Call it the curse of being a goal driven, always striving individual.This is not good or bad….it just is.

So, this morning I ask you…just for a day or two…to take some time and be grateful. Be grateful for all of the people that you were able to serve this year. Be grateful to your team and the fact that you were able to provide a great living for them and their families. Be grateful that you were able to inspire them and help create a bigger version of their lives. Be grateful that you are still alive and can walk and talk. Be grateful that you have 2 hands, 2 arms and two legs. Be grateful that that you have your health.
I have attended too may funerals this year and I believe all of those people we lost would exchange places with you in a minute.

So, take a deep breathe, let the air fill your lungs and slowly exhale…..you have breath, you have life….and enjoy the feeling of massive gratitude.

Gratitude fills your bucket

Merry Christmas/ Happy Holidays to you all.

Glenn

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