The Future of Real Estate- Franchise your Real Estate Team into every city in North America!

Good afternoon,

I am so excited!

I just attended a seminar last week where they discussed, what I believe, will be the future of Real Estate.

Imagine if you could put 1 or 2 additional team members in different offices throughout your city, region, province or Internationally, while controlling everything from a central hub. No need for Bricks and Mortar and own your own franchise…simply insert your team member in to another existing office.

Instead of having a 10-20 person team in your office in Toronto or any other major city….you could scale it up to be in any city in North America( or the world).

Krista Cole, an Agent from Alaska, share how she has expanded her team from Anchorage, Alaska to Scottsdale,Arizona( so she can spend the winters there) and now into Salt Lake City! She will be teaching a 2-day class on this in Austin,Texas on August 6-7th. Message me for details.

This concept was created by Gary Keller,( Author of the New York Times best selling book “The Millionaire Real Estate Agent”) through his collaboration and masterminding with the top teams in North America.

His goal is roll this out to Mega-Agent teams across North America.


Here is what I learned:

1. The best advice is to expand locally first- within 30 km’s(or 20 miles) of your existing office.

2. Then, expand to the next city or region in your province or state.

3. Recruit an agent to an office in the area that you would like to expand first, and consult with the Team Leader/Manager or Broker/Owner to see if they are a fit for their exisiting culture.

4. Control all of your lead generation from your existing hub( or office) and turn it on 2 months before your expansion date.

5. Focus on hiring someone form the “buy-side” of the transaction I.e an agent that works mostly with
Buyers.

6. Make sure you find someone who has a behaviour profile to follow your system

7. Build a compensation model that you could duplicate through 10 other offices.

8. Make sure your “hub” office has the right talent to administer this program, constantly be lead generating for appointments( not just leads) and has ample expansion support.

9. Build scalable systems

10. Create more opportunity throughout your team for them all to grow and never have to leave you.

We have all witnessed a massive growth of Real Estate teams over the past 10 years. The market share and sheer numbers of transactions that these teams do is amazing and I believe this trend will continue.

What do you think about this?

Glenn McQueeenie

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The one Real Estate Course you should go to..and I dont really care if you go or not!

I dont really care if you attend this course. I am not trying to be clever or a smart ass. The fact is that me caring about you attending a course, is irrelevant. You should care about your future, your money, your health, your relationships and building wealth.

How many times have you heard that “this is the best course and you have to take it!”. Our industry screams this at agents so much…that we all become numb to it. We become numb to it for two reasons:
1.We have attended so many courses over the years and have either been over promised or under delivered
2. We attend a great course, promise ourselves that we are going to implement all the great ideas that we learned…and then life happens, we forget about it, and add another manual to the the worlds smartest bookshelf.

Here is the real truth about great Real Estate training. It must change your mindset, develop more skills and instil better habits over a prolonged period of time.

I love the guy who does the diet commercials on the radio in Toronto. The last line in his commercial is priceless- He says “if you could do it alone, you would have done it already”.

I love it because it is the truth. No one succeeds alone, including you. In fact the most successful people I have ever met in my life, always say they could have never done it alone.

So what do most agents do…nothing. They drift along year, after year making about the same money ( give or take +/- 10-20%) and give up their dream of being financially secure and then making a difference in the world. They settle. They give up on a dream. They look for greener pastures, blame the customers, their broker, the “other agent”, their company they are at…and live in the world of resentment. What a shame.

The only time this ever turns around is when they go on a roll, sell a bunch of homes in a row, start getting lots of money coming in…and then they suddenly pronounce ” I love Real Estate”, or ” I love this business!”.
And then they stop working, take time off, and slowly go back into the same slump they were in a few months ago. What torture!

Back on the real estate rollercoaster

It does not have to be this way. Find the right course that will get in your head, and get you back to your potential.

It might not happen right away.

Some people have to take this course over and over again until they finally shift. Shift to a new headspace that says there is so much business out there, there is plenty of money, the world is not scarce. I am abundant.

Why am I saying all of this on a peaceful Saturday afternoon in my office, if I dont care?
I dunno…who cares?

Hopefull you care.
Hopefully you care enough to give your head a shake.
Its up to you to care , not me.

The course I am talking about is BOLD. Which is an acronym for Business Objective a Life by Design. long course name, but who cares.

This is the 6th time we have brought it Toronto. And it sells out every time. In fact we already have 226 people booked to attend and only 120 spots. Dont worry, some of the people who made the commitment to attend on Tuesday wont show up. In fact only about 60-70% of the agents who register for the free 1/2 day seminar will show up.

After all, its free, so they dont feel the have lost anything. They have. They lost the chance to change their life, and broke yet another commitment to themselves, and back on the depressing Real Estate Rollercoaster they go. Think Groundhog day.

Here are the audited statisitics:

BOLD Stats from Research as of July 2013
The current average of contracts per real estate agent while in BOLD
is 14.22 contracts in just a 7-week period.

BOLD increased written units of attendees by 50%, sold units by
50%, and GCI by 114%.

Attendees with 4 to 6 years’ experience in the business had 44%
more written units, 41% more sold units, and 35% more GCI than
those with 4 to 6 years’ experience who didn’t attend BOLD.

Attendees with 7 to 10 years’ experience had 44% more written
units, 35% more sold units, and 20% more GCI than those with 7 to
10 years’ experience who didn’t attend BOLD.
Associates with $40k to $50k GCI had 78% more units written, 62%
more closed units, and 130% increased GCI than they did before
they attended the BOLD program.


Here is a link if you want more information. I dont care if you click it. http://mapscoaching.kw.com/bold/bold-experience

Here is the link if you want to register for the Toronto( Vaughan event)http://www.kw.com/eventReg/secure/user/GetEvent.do?eventId=8063

If you dont live in the Toronto area, do not worry. They run it all across North America. Over 100,000 people have already taken this course.

Also, you dont have to be at Keller Williams to attend it. Despite some competitors telling everyone we are a cult, a pyramid scheme, Just like Exit Realty and total god freaks. We are not. just a coaching , teaching and mentoring company.

But this is not about Keller Williams. It is about you. You should take this course and stay at your current company. I dont care if you ever join Keller Williams.And either should you.

You should just care enough to take a chance and care enough about yourself to change your life. One of the BOLD Laws you will learn in this course is “When you change the way you look at things…the things you look at change”.

Care to change?

Glenn McQueenie
Broker
Owner/Operating Principal
Keller Williams Referred Realty
& Keller Williams Referred Urban Realty

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The 5 secrets for 2014

1. Three questions your clients will ask themselves about you.

- Do you care about me?
- Can I trust you?
- Can you help me?

If your clients can answer yes to all three of these questions, you have won their heart, and they will follow you.

2. Go back to the basics

Gary Keller states in his book “The Millionaire Real Estate Agent” that Real Estate is all about 3 things. Leads, Listings and Leverage.

Leads

Get real with yourself. Everyone of our 260 agents have the ability to handle an incoming call from a customer asking if they could sell their house, or help them buy one. But not everyone in our industry can initiate a lead.
Are you a natural (or want to be a) Lead generator? Or are you a Lead reciever. This industry needs both types to operate effectively. We need the “Hunters” and the “Skinners”. If you love to lead generate then you should be building a team. If you are a lead reciever, you should be on a team.

Listings

-Listings maximize your time and dollar per-hour compensation
- Every listing could bring 4 more pieces of business- go to this link or more information
- Listings create top of mind positioning in neighbourhoods
- It is easier to have 10 listings a month than to have 10 Buyers
- Most top teams are Listing based

Leverage

When you leverage the right listings, people, systems, technology, database CRM you can dramatically increase the number of homes you sell. The secret is to build a team that can run the system, and then you stay in your unique ability of listing homes, negotiating contracts, removing conditions, and setting the vision for your business. I would suggest you take a course called Recruit/Select, Action Traing and Leadership Motivation to get all of the tools you need. ( Selfish plug…I will be teaching this in Toronto December 12-13th.)

3. Understand the business language of Real Estate

Numbers speak. They tell you if you are on track to hit your goals.

The numbers we need to track begin with number of leads, number of appointments, numbers of contracts signed, number of units sold and number of closed units. From these numbers we can track how we are doing by benchmarking to the industry. Your local board or national body will publish results very month. How are you doing compared to those numbers?

Which of the following states are you in?

-Decline- production falling year over year
-Static- about the same year over year
-Marginal-slight increase year over year
-Growth- a 20% increase year over year
-Multiplier- 20-50% growth
-Accelerator- Doubling your production

4. Get to know your clients better

It’s about them, not you. When your client succeeds at a really high level, so do you!
What do they need right now from you? What are they thinking about? What keeps them up at night? What would be a dream come true experience for them right now? What is the one thing that you could do to “blow them away” right now?

5. Its all about your mindset.

90% of real estate is mindset. In fact, I believe that building a great real estate practice is about your own personal development. Personal development leads to Business development. What can you do internally, to get others attracted to you externally?
We are all energy. Negative energy attracts negative energy and people. Positive mindset and energy attracts great and positive people. You are who you attract. Momentum in this business is everything. When you have it you look better than you are. when you don’t have it you look worse than you are. Great momentum causes deals to “fall on your lap”, lack of momentum causues every deal you are working on to fall apart.

Great mindset + Great skills and knowledge + Great energy = Great clients and an awesome business.

Glenn McQueenie
Broker of Record/Owner/Operating Principal
Keller Williams Referred Urban Realty
Owner/Operating Principal
Keller Williams Referred Realty
Toronto,Ontario

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One Week Until the 2014 Business Planning Clinic

Click the link at the bottom of the screen to register

Here is the link http://www.eventbrite.com/event/9002997207

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My Fall Training Schedule

Good morning,

I often get asked where I will be teaching and training over the next few months. So, please see below for my schedule over the next few months, and look forward to seeing you!

October 10-11th, “Mega Agent Recruit/Select, Action Training and Leadership Motivation”. 156 Duncan Mill Rd, Toronto. This course teaches you how to hire the perfect person for any role on your team, and then we give you all of the job decriptions, tasks, and roles. On the second day we give you the 100-day action plan to get your new hire into production and then teach them to be self-motivated team players who love to make money for you. Port Coquitlam ( Vancouver area) British Columbia.

October 16th- 1-3:00pm. ” How to Convert more leads, triple the number of referrals you receive, and get 4 more deals from every Listing you take”. 156 Duncan Mill Rd #1, Toronto

October 17th- 1-3:00pm ” How to Convert more leads, triple the number of referrals you receive, and get 4 more deals from every Listing you take”.. 624 King St, Toronto.

October 18th- 1-4:00pm Mega Agent mastermind( this is by invitation only, contact me for details), 156 Duncan Mill Rd #1, Toronto

October 24-25th 9-4:00pm. “Mega Agent Recruit/Select, Action Training and Leadership Motivation”. 156 Duncan Mill Rd, Toronto. This course teaches you how to hire the perfect person for any role on your team, and then we give you all of the job decriptions, tasks, and roles. On the second day we give you the 100-day action plan to get your new hire into production and then teach them to be self-motivated team players who love to make money for you.

November 7th- 1-4:00pm “How to Convert more leads, triple the number of referrals you receive, and get 4 more deals from every Listing you take”.. Keller Williams Energy. Oshawa KW Urbain Realty, Montreal QC

November 8th 9:30-4:30pm “Action Training and Leadersip Motivation” KW Urbain Realty, Montreal QC

November 12th 9:30am-4:pm “Millionaire Real Estate Agent Business Planning Clinic”

One of the Millionaire Real Estate Agent (MREA) courses, this clinic focuses on the four key business models – the Economic Model, the Lead Generation Model, the Budget Model and the Organizational Model. The MREA: Business Planning Clinic is designed to help you and your team implement systems to set up your business for the next year. Learn how to focus your efforts on the key activities that will make a difference in growing it.
Objectives:
Align your thinking with that of a Millionaire Real Estate Agent.
Compare your numbers with the millionaires’ numbers – discover how to improve your performance.
Create your one-year, three-year, five-year and someday goals – identify the milestones that will support them.
Develop a detailed one-year business plan to guide your lead generation, money management and organizational development.
Apply the focus to convert your goals to reality
Location TBD ( Toronto area)

November 13th 10:00am-12:00noon “How to Convert more leads, triple the number of referrals you receive, and get 4 more deals from every Listing you take”.. Keller Williams Energy. Oshawa

November 27th 10:00am-12:00noon “How to Convert more leads, triple the number of referrals you receive, and get 4 more deals from every Listing you take”.. Keller Williams Edge Realty, Brokerage 3027 Harvester Road, Ste. 105. Burlington, ON

November 28-29th 9:30am-4:00pm “Mega Agent Recruit/Select, Action Training and Leadership Motivation”. 156 Duncan Mill Rd, Toronto. This course teaches you how to hire the perfect person for any role on your team, and then we give you all of the job decriptions, tasks, and roles. On the second day we give you the 100-day action plan to get your new hire into production and then teach them to be self-motivated team players who love to make money for you.

December 12-13th 9:30am-4:30pm “Mega Agent Recruit/Select, Action Training and Leadership Motivation”. 624 King St W Toronto. This course teaches you how to hire the perfect person for any role on your team, and then we give you all of the job decriptions, tasks, and roles. On the second day we give you the 100-day action plan to get your new hire into production and then teach them to be self-motivated team players who love to make money for you.

if you would like more information on these courses you can contact me directly at 416-445-8855 or email to glenn@kwreferred.com. Or register at www.whykw.ca for our Toronto area courses.

Look forward to seeing you!

Glenn McQueenie
Broker of Record
Keller Williams Referred Urban Realty
Toronto

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Start Selling Real Estate for the “Hugs”

Good morning,

One of the best parts of a career in Real Estate is the “Hugs” we receive from our clients. You know the moment when you told the Buyers that their offer has been accepted, or the Sellers, that their home is finally sold. It is the magical moment of every transaction and the fuel that keeps us coming back for more.
Its funny, that in our industry we spend some much time talking about “deals” and the number of Listings we took. Many training programs focus on selling “houses”, handling objections, and close,close,close. The reality is that we dont sell houses, we find homes for people to build a great future for themselves and their family.

We are responsible for advising them and keeping them safe as they navigate the dream of home ownership. While many of our conversations are transactional in nature ie. Number of bedrooms, baths, garage spaces, big yard, small yard or layout and view from their condominium…the essence of what we do is purely emotional.

Our job is to help our clients create the best life possible for them and their family. What people really buy is a great school district, a better life for their children, walking distance to great shops, restaurants, transit, parks or access to highways for their commute.
The most successful agents in this business generally have a repeat and referral based business that generates at least 80% of their volume. By definition, a referral is sending someone you care about to someone you trust. It is actually an emotional referral. People will come back to you time and time again because you care, not because they felt they were just another deal to you.

They come back, and also send everyone they know to you because of the “hugs’ and the emotional bonding that occured throughout the transaction. I see it all the time with my clients and our agents. The end of the transaction is actually a bit melancholy. They are happy and excited about their new home, but sad that they wont get to have us in their daily lives….and we feel exactly the same way.

I love real estate when I get to deal with clients who are raving fans of my business. I love working with people who know what they want, are reasonable, open to advice and consulting and are appreciative. They get the biggest ‘hugs” from me.

Our goal should be to eliminate all of the people we deal with who live in a world of greed, envy and unethical behaviour. Refer them to your competition as soon as possible and gum up their business. They dont like “hugs” anyway…

So, start selling Real Estate for hugs! It will change your business and your life, when you surround yourself with great people. More importantly, it will make you feel like you are making a difference in peoples lives and living your life on purpose. It is truly a win/win situation.

Glenn McQueenie
Operating Principal
Keller Williams Referred Realty
Broker of Record
Keller Williams Referred Urban Realty
Toronto
4165721016

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It’s Time for A Mid-Year Review

Good morning,

So…how was the first half of the year?

Did you hit your goals?
Did you make enough money?
Did you take enough time off?

Let’s plan to make the last 6 months of 2013, your best year ever!

In my 24 1/2 years in Real Estate, I have found most agents will fall into six categories. I have listed them all below, along with my recommendations of what you could do to make the next 6 months your best ever,

1. Decline- Agents in decline feel overwhelmed by change, are looking back to the “good ole days”, and occassionally get lucky and get a transaction. There biggest challenge is that they are spending 0% of their time in their Unique ability, looking for greener pastures, and always finding what is wrong( or finding someone to blame) in the business, instead of what is right.

Recommendation- Make a choice…either get out of the business….or get in to the business.
.
2. Static- Agents in “static” are overwhelmed by change, and choosing to deny that they have a mindset problem.

Recommendation- Change happens, and our industry will continue to change in the future. Choose to get inspired and change what is entering your brain. Remember “garbage in-garbage out”. There are thousands of Buyers and Sellers out there who need your help to safely navigate them through the buying/selling process. Commit to lead generation in your sphere of influence, attend great coaching and training, Register for the BOLD course that starts August 12th in Toronto.

3. Marginal Growth- Agents in this category are usually ” workaholics’, they have occassional rituals, but work like a dog.

Recommendation- Be open to coaching, get some outside “eyes” on your business that can help you self-discover some effective strategies and systems to help you make more money,in less time! Another way of looking at this is to focus on what your unique abilities are, and spend 80% of your time doing only those things that add value to your clients, your team and your business.

4. Steady Progressive Growth- Agents are thriving here and spend at least 50% of their working time in their unique abilities. They are focussed on the top 20% of the business(negotiating offers, Buyer consultations, Listing consultatons or showing properties), and spend at least a few hours per week attending training and working “on” their business, instead of just “in” it.

Recommendation- Start to either build, or add to your team a pool of great talent that will take your business to a new level. The more you leverage the 80% of the”stuff” in Real Estate , the more time you will have to stay in your top 20%. Commit ot Attend Recruit/Select, Action Traing and Leadership and Motivation the next time it appears on the training calender.

5. Accelleration- Agents here are spending at least 75% of their time is their Unique Ability and are continuing to surround themselves with great talent.

Recommendation- Always be on the lookout for great talent to join your team. Even if you do not have a “spot’ open on your team, approach talent and start building your bench. Make exploratory phone calls and ask them if they would like to be a candidate for a position on your team. Also, focus more on putting great systems into your business and make it more systems dependant, instead of people dependant. Plan to Attend Mega-Agent camp in Austin in September http://events.mapscoaching.com/mega-camp/mega-agent-camp

6. Multiplier- Agent in this category spend 100% of their time in their Unique Ability. They have great accountability coaches and earn a 7-figure income. They focus a lot of their time on building a great supporting network of allied resources and are all about having great quality people on their team.

Recommendation- Start, or continue to look for opportunities for your team. Start building other businesses for both your team and yourself. focus on building “horizontal wealth( numerous buckets of money, or pillars of businesses) instaed of just your GCI or vertical wealth. Plan to Attend Mega-Agent camp in Austin in September http://mapscoaching.kw.com/mega-camp/mega-agent-camp

I hope this helps…and as always please send me you feedback.

Glenn McQueenie
Operating Principal
Keller Williams Referred Realty
Broker of Record
Keller Williams Referred Urban Realty
Toronto,Ontario
416-572-1016

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The 10 Ways To Double Your Business In The Next 12 months!

Good afternoon,

I Just wanted to post a quick summary of my new course “The 10 ways to double your business in the next 12 months”. I will be teaching in Toronto on Monday May 13th, 2013 from 12:30-3:30pm, at our new office at 624 King St West( near Bathurst). As always, there is no charge for this course so feel free to attend.

1. Understand that there is a “Secret psychology of why people refer Real Estate Agents”. I will spend more time in class talking about this…but here is the essence- it makes them feel good. Just like when you refer a friend to a great restaurant, you are anxiously waiting for them to tell you how it went, and more importantly, for them to thank you for recommending it! This concept was developed by Dean Jackson ( google him for more info).

2. Understand that referrals can be absolutely predictable, if you just learn how to market for them effectively. I have found that referred business is amazing and you usually deal with great people and it is highly profitable.

3. The 3 types of referrals and the 3 things that have to happen for you to get a referral

4) How to convert more leads by following the 15/85 Rule

5) How ” Prospect solds” convert more leads from your “Prospect matches”

6) What are the charecteristics of a 5-star Lead? Once you learn the secret, you will waste less time.

7) Get 4 more transactions from every new listing that you take.

8 ) The 3 best lead generating ideas that will help you make $100,000 in GCI over the next 100 days

9) How Sneak-peek open houses guarantee that you pick up leads before the Listing even goes on the market

10) The real research on how Sellers and Buyers choose their Realtor

Go to ww.whykw.ca, click on the Referred Urban link, and scroll down to register.

I look forward to seeing you on Monday

Glenn McQueenie
Broker of Record
Keller Williams Referred Urban Realty
Operating Principal at Keller Williams Referred Realty
Toronto,Ontario
416-445-8855

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The Wisdom Of Top Real Estate Agents

Wisdom is something that is acquired over time. You have probably heard the expression “time on the task” , but real wisdom is gained by “time on the task over time”. Please see below for some insight that I have gained from top agents over my 24 years being, and working with top agents.

1. The purpose of building a great Real Estate team is to build a business that makes profit. Profit allows you to grow and add talent to your team, and implement better systems to provide more( and better) services to you clients, that in turn, make them clients for life.

2. They always stay in relationship with their top 20% of clients

3. When adding new agents to their team, the first thing they look for is a track record of success in a previous career

4. They understand that having a ”Big Why” in life brings big energy. A “little why” brings little energy.

5. They understand that you need three piles of money. One to fund their lifestyle, a second to get out of debt, and a third to build wealth and financial security. They invest their money in income producing assets in the real estate industry, such as property and second mortgages. They invest their money in a business they know, and not in the stock market.

6. All of their appointments with Buyers and Sellers must be completed by the 2/3 mark of the month. The first week of every month is spent booking a massive amount of appointments for the rest of the month.

7. Every day they spend time lead generating . They understand that from first contact to the closing date, averages 9 months per client. They never do what the other unsuccessful agents do… which is to wait until late December or January to start Lead Generation.

8. They have a detailed Vision Statement of what their business will look like at the end of the year. This Vision clearly lays out what has to happen for this year to be their best year ever. They review it daily, weekly, monthly and quarterly to ensure they stay on track.

9. Their understand that their mindset is everything. “If you believe you can or can’t…you are right”

Have an awesome day!

Glenn McQueenie
Operating Principal Keller Williams Referred Realty
Broker of Record- Keller Williams Referred Urban Realty
Toronto, Ontario

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Why you should call every Seller that you know…and explain the 21-day emergency home selling window

Good morning,

In my 24 years of Real Estate I have never seen a market like this! Historically low inventory, along with record 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 21-day window to get an extra 5-8% above fair market value! This is a 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. 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 psycological event that causes people to view Spring 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).

So, pick up the phone today, and call every Seller you know. Tell them about this unique 21-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 or July closing, so that they can buy their next home in the upcoming high-inventory months of Real Estate.

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

Glenn McQueenie
Operating Principal
Keller Williams Referred Realty and Broker of Record at Keller Williams Referred Urban Realty
Toronto,Ontario

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