What are you grateful for?

That is a question that I ask myself every single day twice, once in the morning and once again at the end of the day.

I like to begin my day by giving thanks for every little thing that i have to help center myself and celebrate everything that i own, have and experience.

Going through this exercise everyday has definitely been one of the biggest keys to my success as it has also been the key to the successes of many of my students.

I am super grateful that you are reading these words right now, you should also be grateful that you know how to read, you get my point.

Its not all about the money, its the little things that make the biggest difference.

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

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Master the art of handling objections!

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Most everybody is always complaining about not having enough time in the day to do what they claim is important to do to take their business to the next level.

While on a coaching call today, one of my clients did not complete one of his homework assignments so I asked him why not and his response was that he was too busy, he took 2 new listing and closed a deal, etc. 

Watch this video and hear me expand on the following two points that I shared with him.

1. Successful people do not have the time, they find the time and

2. In life you are either growing or shrinking, you never are the same.

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

Master the art of handling objections!

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I recently got an email from a previous one on one coaching client.

In the email he writes that he is getting really frustrated with making calls to expires and he is quite shocked that he prospected for three weeks and he got no appointments.

In this episode I share with you a 7 step process to help you overcome any frustration associated with any kind of prospecting (Lead Generation) and how you can increase your odds of setting more appointments in less time.

This episode was brought to you by http://www.WinningInfluence.com

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

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Master the art of handling objections!

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Every year during the 4th quarter of the year we as real estate agents begin to hear the following objections:

1. I don’t want to list or sell my home during the holiday season or

2. I will list and sell my home after the new year.

Despite these objections buyers are still buying homes and sellers are still listing and selling their home so deals are happening with the agents that have learned how to overcome these objections.

In this episode I share with an audio recording I did not too long ago that addresses not only how to overcome these objections but to also illustrate to the sellers how in many cases it is to their advantage to list and sell right now.

You can also download my most recent ebook … How to List & Sell More Homes During the Holiday Season Objection Handlers by going to… http://www.chadibazzi.com/holidayobjectionsebook

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

Master the art of handling objections!

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The topic of customer service is one that most people do not pay attention to on a conscious level.
They know that they must delver exceptional customer service and think that they do but many times wonder why they do not get as much repeat and referral business as they know they should.

In most cases it is because they have either been forgotten because they do not follow up after the close of the transaction and this is part of what I call poor customer service and some cases it is simply because they did not meet the expectations of the client during their work together and again this is a form of poor customer service.

This is very important and has got to be addressed.

You should have a customer service system in place like you do any other system in your business and it is not that difficult to deliver an exceptional customer experience if you have a system to follow and today I want to give you that system.

Sellers:

1. Know what they want
2. Know why they want it
3. Know what is important to them in working with a professional like you.
4. Be honest
5. Constant communication … know how they want you to communicate with them. respond back to them quickly.
6. Follow up after close of the deal.
  1. Day after closing
  2. one week after closing
  3. 30 days after closing
  4. every 90 days after
  5. For Buyers give them a yearly unsolicited CMA

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

Master the art of handling objections!
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Most every time someone does not reach the goal it is not because they don’t have what it takes to reach the goal, it is most likely that they never take the time out to plan out how they will reach the goal.

In this episode of Real Estate Success Mastery T.V.

I show you step by step how to plan out a very powerful November and of course you can model that for any month of the year.

30 Day Business Plan Download

Free Ebook: Master The List More Homes During The Holiday Objection Busters!

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

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Today I want to begin by asking you at least one question to help get your thinking in the right direction.

So here goes the question.

What do you think is more important …

What happens during a listing appointment or
What happens before the appointment begins.

For some this is a tricky questions, but think about it, there is nothing tricky about it because you either fall into the A category or the B category.
Lets dissect both real quick so you can follow along with me.

And we will begin with B. You take each and every appointment very seriously because you know you must and you know that people are counting on you to show and be at your very best.

or A. you just set the appointment, go on the appointment and do your best while you are there and sometimes you win by getting the contract signed and sometimes you dont.

Now, one thing I know for a fact is person B, the one who has a process that they follow before the appointment is the one who converts more of his or her appointments into contracts,

Why,

Because they are prepared.

I have a formula that I personally use and I teach my clients to follow as well and it works like a charm and I am going to share that process with you today:

I am going to show you exactly what I use to do before each seller appointment to demonstrate the process to you and you can model the same exact steps for buyers.

Have Listing Package Ready.

Know everything you can about the neighborhood, the schools, the parks, shopping centers, the home and the seller.

On way to the appointment do the following.

A. Do affirmations
B. Call someone who makes you feel good
C. Visualize

That is it … very simple, very easy to do and makes a huge difference.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

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AUDIO VERSION ONLY:

 
I want to begin this episode by asking you a few very important questions.

How much money are you worth per hour?

Do you have a clue as to how much money you are worth per hour?

Do you really and i mean really know how much money you earn for every working hour?

If you do not know that it would be very safe for me to assume that you either do not really care for your business or you really have a broken business and I want to help you fix that today.

How much money you earn per working is just one number I want you to know about you and there are other numbers that I want you start tracking so you can predict and duplicate your business month in and month out.

Let me give you an example.

One of my one on one coaching clients is Kathleen and for her specifically she takes a new listing for every 154 people she speaks to and so it was time to plan the her 4th quarter goals, it was very simple to do so, all i asked her was Kathleen how many new listings do you want to take in the 4th quarter and her response was 11, so I took the number 11 and I multiplied that by 154 and I said to her okay than you have to make 1694 contacts, I know this seems like a huge number but wait a minute here its not as bad as you make it out to be cause I went to ask her the next question and that was how many days are you going to work in the last quarter and she said 66 days so i went ahead and did the math by taking the 1694 contacts and divide that by 66 and now we know that this is only 25 daily contacts, that is it.

See the power in that, she now knows that if she does her 25 contacts each day she will reach her goal by the way she will earn about $150,000 on those 11 new listings so lets just go a bit further with those numbers $150,000 decided by 1694 contacts, this means that she will be earning about $89 for every contact she makes.

Now this about that one for a moment, what if you knew beyond a shadow of a doubt that you will make $89 for every person you call not what the outcome was going to be, example, you call on an expired and they hang up the phone on you in the 1st second, you will make $89 for that, now that is insane but that is a reality for lots of people and we want to make that a reality for you and that will only become your reality when you develop the habit and develop the discipline to keep track of your business numbers so you can begin to have the ability to predict and duplicate your numbers.

Now that you know why it is so important to keep track of your numbers the question becomes, Chadi, what numbers should I be tracking?

Here are the numbers that I ask my one on one coaching clients to keep track of on a daily basis:

Days worked
Hours prospected
Contacts made
Listing appointments set
Listing appointments done
Listings taken
Listings sold
Buyer appointments
Buyer sales
Closed transactions
Income earned
Now you are going to be keeping track of these numbers but before you start keeping track of these numbers you have to understand that you must first set a goal for each of these numbers.

Let those goals be for an entire year.

Once you have your goals set for each of those categories and When you start to keep track of these numbers than you can follow a few simple mathematical formulas to calculate your averages and these are the averages that you want to monitor in your business.

You want to calculate and know the following.

Hours prospected per day
Contacts per day
Contacts per hour
Hours prospected to listing appointment done
Contacts to a listing appointment done
Hours prospected to a listing taken
Contacts to a listing taken
Closing ration on listing appointments
Closing ration on buyer appointments to a buyer sale
Income generated per contact
Income generated per hour prospected
WoW … All I have to say is that when you know all of these numbers you are going to start to have more certainty about your business and you will in any given day be able to set a goal and know a specific number that you have to get working on to reach the goal.

By the way I am in the process right now of reconfiguring a super easy tracking form to help you with better keeping track of all these numbers and I will be making that available for download really soon so if you want a copy of it make sure that you a re subscribed to my newsletter by going to www.ChadiBazzi.com/about and enter in your name and email address and I will let you know as soon as that is ready for download.

That is it for today.

How much money are you worth per hour, hopefully a lot, when you know what that number is I would love it if below this video you leave that in the comment section.

Take care.

Chadi

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

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AUDIO ONLY VERSION:

 
Today I want to begin with a very popular quote that most of you have heard and that is “If you fail to plan than you are planning to fail”
You’ve heard that before like a ton of times and I wondering what kind of effect that quote has had on you?

Did it make you a better planner?

Some would answer yes however for most this is just another quote that they like but don’t action on.
You see when I first heard this quote … If you fail to plan than you are planning to fail.
I was moved by it.

It put fear in me cause I had no plan for anything, I mean come on, just like you, I
I always had a plan or at least I thought I had a plan, in actuality what I had was an idea of what I wanted but did I have a plan to achieve it? NO

I knew what I wanted but I did not have a plan to get it and in that moment that I discovered that quote I got scared because in that moment I discovered exactly why I always get so close to having what I want but never get it.

It was because I never had a plan and now I knew that the big reason why I never reach the goal and always fail is because I was failing to plan.
This is when I started to create plans, very specific plans for what I want to accomplish.

This is why I am always pushing all of my coaching clients to put the right plans in place to follow.
I want you to develop the discipline of Daily, Weekly, Monthly, Quarterly and Yearly Planning.

I always begin by putting a one year plan in place, then I break that plan down into 4 quarters then I break down each quarter into monthly plans then I break down each month into weekly plans and each week I break down my weekly plan into a daily plan.

I know this sounds like it is a lot of work but trust me it is not and even if it was if your goals are important enough to you than you would this and if you buy into the quote that if you fail to plan than you are planning to fail that alone should scare you enough to do this.

I can for sure say that almost everyone watching this video and or listening to this podcast does for the least part create a one year business plan each year but never ever follow through on that plan simply because they do not visit that plan after they create it.
This is why it is so important to break down your one year plan into 4 quarters, then monthly, then weekly then daily.

This way you always know whether you are on track or off track to reach your goals and in that moment you can make whatever adjustments you need to make to still reach the goal.

In regards to the one year planning and depending on when you are watching this video an or listening to this audio podcast I am going to be doing a one year business planning webinar and I would highly recommend that you join me for that webinar so make sure that you subscribed to my newsletter by going to www.chadibazzi.com/about and scroll down to the bottom and subscribe to my newsletter and we will email you the webinar registration information as soon as it becomes available.

So whether you join me on the business planning webinar or not, make sure to create a one year plan.
After that I want you to take your one year plan and break it down into 4 quarters …
There are two ways to do that.

If you have been in the business for at least a few years and have been really and i mean really keeping track of your business than you will know what each quarter looks like for you specifically in your marketplace and you can now break down each quarter more accurately based on the statistics you have.

And if you have not been tracking your business then #1. I want you to start tracking your business and I will do another episode just on this topic real soon so you are now left with no other way to break down your quarters than to take your one year goals and divide them by four and there you go, you now have what it takes to have an idea of what each quarter plan should look like.

After you do that and at the end of each quarter develop the habit, the discipline to sit down and break down each quarter into monthly goals.

Each month you should plan for the following.

How many days you are going to work.
How many hours you are going to prospect each day.
How many contacts, new people you plan to speak to each day.
How many listing appointments you want to set and go on.
How many new listing you want to take.
How many buyers you want to sell.
You should also set some personal goals specifically in the areas of physical, mental, family, and relationships so that way you not only grow your business but you also grow with the business cause if the business outgrows you, you will suffer in the end and of course we want you to have balance and I want you to enjoy the successes you are creating for yourself.
Okay now that you know how to break down your quarterly plans into monthly plans I want you to create the habit and develop the discipline to create weekly plans.

Here is what I do every single sunday and I want you to do the same.
Every Sunday I lock myself in my home office and I answer the following questions to set up a killer schedule and you should do the same like right now.

1. What are my goals this week for
*** Me Personally
*** My Family
*** My Business
2. What MUST I do each day to reach those goals?
3. Schedule everything from the answer to question two in the following order in my schedule
**A** All the activities that I need to do to reach my ME PERSONALLY GOALS
**B** All the activities that I need to do to reach my MY FAMILY GOALS
**C** All the activities that I need to do to reach my MY BUSINESS GOALS
That is how I do it.

I am the most important person in my LIFE, I do everything I can to make me better everyday so I can TAKE CARE OF MY FAMILY and by taking care of me and taking care of my family I am so much more focused during business hours and I get so much done because I feel good and I know that my family it taking care of so I can focus on my work.

That is it for now … Develop this Habit Now.
and last but not least I want you to develop the habit … develop the discipline to plan daily and here is what I want you do each day at the end of your day.
Simply answer this one question.

What are the 3 to 5 most important things that I must do tomorrow to get closer to my goals and dreams?
That is it, answer that question, wake up the next day feeling good.
Take action and get closer to your goals and your dreams.
Look the bottom line is that if you want to really reach all your goals than you should not leave them to chance you should make a plan, work the plan and reach your goals.

Again, once a quarter I do a business planning webinar and would love to have on that webinar so make sure that you are subscribed to my newsletter and if you are not make sure to visit me at www.chadibazzi.com/about and scroll down to the bottom and sign up for the free weekly newsletter.

I also have one more training gift for you today.
Because this Real Estate Success Mastery T.V. episode is being released in October and because this is the holiday time of the year I know for most of you out there that are still pursuing business you are going to be hearing the I want to wait to sell my home after the holidays or in the new year and I want to show you to best handle those objections and list more homes now so I just wrote a 9 page ebook that shows you how to list more homes during the holidays by mastering all the holiday objections and you can get your free copy of it at www.chadibazzi.com/holidayobjectionsebook
And remember that if you fail to plan than you are planning to fail.

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

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AUDIO VERSION ONLY:

The importance of qualifying a 100% of your prospects before you go on the appointment.

This is going to be a critical conversation, one that will save you lots of time and one that will make your job a whole lot better and easier and overall … Profitable.

I want you to develop the discipline to qualify every single prospect before you ever go on the appointment.

And you have to understand that

If we qualify the prospect correctly we will discover not only what they want but also what they don’t want and what are their biggest concerns.

When you know all of this you will be able to shift and alter your presentation in a way that addresses their concerns and eliminates all their objections before they come up.

Qualifying is something that 95% of the agents do not know how to use and this is the #1 reason why you get so many objections.

Let me ask you a question.

If you know before hand what objection is going to come up, would you be able to prepare for it?

Of course.

And if you prepare for it do you think you would be able to increase your odds of overcoming it?

Of course you would and than in almost all cases you will get more contracts signed.

So now that you know this and understand this you have to make a commitment to master it.

Master Qualifying.

How do you qualify, you qualify by asking questions.

What kind of questions do you ask?

You ask questions that help you discover the most potential important things to your prospect.

Ask questions that help you discover.

1. What they want and why they want it

2. What they need and why they need it

3. What potential problems they are trying to solve

4. Their time frame

5. Their financial ability and

6. Who else maybe involved in the decision making process.

That is it and that is a ton of information for you to know …

Know that much and you will be able to eliminate any objection before it ever comes up.

So here is what I want you to do to really master this.

I want you to come up with two questions that you can ask any buyer or any seller that will help you discover what they want and why they want it and do the same thing for each of the 6 steps.

This way when you complete this exercise you will have a 12 question qualifying script.

That is it … When you Master Qualifying you will be able to vanish all objections before they ever come up and you can learn how to master that from todays sponsor at http://www.HandleThisObjection.com

Watch this video and leave us a comment below.

And, for more interviews with top real estate agents, tips, and strategies to take your business to the next level, go to ResmPodcast.com! If you loved today’s episode, please give us a 5-star rating and write us a review on iTunes! Thanks so much for subscribing to the Real Estate Success TV podcast!

Episode Resources:

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