The entire process from inception to conception must be built on systems designed to bring out the best in candidates and help us qualify, quantify and hire the best among them. Once the systems and sub-systems for this goal are established,

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“The most important thing is not which system you use. The most important thing is you have a system!”
– Zig Zilar

Chaotic, haphazard, disorganized – would you prefer to describe your business practices in these terms?

Dr. W. Edwards Deming is the American statistician who is credited with bringing quality business

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Associate with the Best and Forget the Rest!

This is a valuable lesson in business and life. Separate yourself from negative people. If you have a negative friend who isn’t attempting to grow or change and who views life pessimistically, this person is probably bringing you down.

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Hold yourself responsible for a higher standard than anybody else expects of you.”
- Henry Ward Beecher

True success is dependent upon continual education and growth both as an agent and as a person. We only have 24 hours in a day and we only have a certain number of days on earth – are we really making the best use

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One of the most important distinctions between an average agent and a champion is the way in which each handles rejection. To succeed as an agent you need to embrace rejection and recognize it for what it is – a necessary stepping stone to success!

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“Only those who will risk going too far can possibly find out how far one can go.” – T.S. Eliot

The concept of leverage simply means to use something – a tool, a person, a system – in order to increase the power or efficacy of something else. The “Leverage Law” is about using the right kinds of relationships to increase productivity,

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Thoughts to live by;

“You have to do what others won’t, to achieve what others don’t.”
– Anonymous

“He who dares… Wins!”
– British SAS (Special Forces) Motto

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“We miss 100 percent of the sales we don’t ask for.” – Zig Ziglar

To prospect continually is the first rule of sales. One needs to have a constant flow of clients in order to be successful. Most new agents don’t study the market carefully and make the mistake of wasting their time. Instead of spreading yourself thin and running all over the city showing apartments, create a niche where you

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Rarely do people choose the details of their futures. They choose their daily habits and those daily habits dictate the details of their future. Re-read those first two sentences several times. Then, think about your daily habits. How are they dictating your life?

* Are you often rushing in the morning because you overslept?
* Is it a part of your routine to search for your cell phone or keys every time you leave the house?
* Do you travel through rush hour traffic every day with a sour attitude?
* During the time you plan to work, are you daydreaming about what you’d rather be doing?
* Do you grab just anything for lunch?
* Do you catch yourself watching the clock when you’re with a client?
* Do you read for an hour in the evenings?
* How well do you sleep?

These basic aspects are part of everyone’s day. It’s easy to fall into habits that may not be good for us. Why is that? Because we don’t give much conscious thought to them. This is so typical of nearly everyone in rentals. We get up. We follow the same routine for getting out of the door every morning. We take the same route to get there. We work. We watch the time. We drive the same roads home in the evening and spend our evenings pretty much the same way.

Think about just one aspect of your typical day that you would change if you could. Would you like a smoother start to your day? Could you have it if you woke up 30 minutes earlier? Could something as simple as having a key hook or basket to hold your keys and your phone put an end to a daily search for those items once you developed the habit of using it?

This may sound super-simplified, but the first two sentences of this article are very true. If you want your future to be different from the present, don’t sweat over large goals and planning—at least not today. Today, pay attention to your daily habits. Pick one that could be holding you back or slowing down progress you’d like to make toward improving your life. Determine what you could do differently. Stick with something simple and give it a try for a few days. If it seems to be helping, make a conscious effort for about three weeks to make it a daily habit. Once it becomes a positive habit, and you’re reaping the rewards of a more relaxed start to your day or whatever change you choose, you can move on to something else.

Sales trainer and motivator, Zig Ziglar, suggests you turn your MP3 player into a classroom by listening to educational programs while commuting. This is an excellent suggestion. You can work on learning closing skills that will increase the deals you close. You can work on your objection handling, advertising ideas, or at the very least, listen to uplifting music or motivational programs to help keep you on an positive emotional keel.

If you catch yourself daydreaming or getting sidetracked surfing the Internet or scanning magazines while you should be working, stop! The most productive thing you can do during work time is to work. If these other things are of interest to you, jot them down in a small notebook or enter them into your cell phone with an alarm to remind you to look into them later. Chances are some of them won’t seem all that important by the time you get around to doing it, but for those that are, you haven’t lost the information and you haven’t interrupted your work.

When it comes to lunch time, the best thing you can do for your body and your mind is to move around and to eat light. This will give you the right kind of energy for a productive afternoon.

Be careful what you let in to your mind. Your mind creates your reality. Everything you are today is because you thought about it first. Could you have thought differently? Could you have held positive and uplifting thoughts? Where you will be tomorrow, depends upon what you think and what you do today. It all starts with what you allow into your mind and what you constantly focus on. Watch your thoughts. Become an observer of what you think about all day.

Happy Easter to everyone!

Easter is one of those holidays that is more about religion than fanfare and for this reason it’s one that lots of people don’t know too much about. For instance, why is there an Easter bunny and why on earth does it bring candy and eggs in a basket? So without further ado, we bring you some tidbits (sourced of course from many dutiful Google searches).

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There are several ways you can use questions to increase a client’s interest in an apartment. First, you want them saying YES! It doesn’t matter what they’re saying yes to – as long as it reflects positively on the apartment. If you know a little about their preferences, you can work that in so that you’re simply stating something they already feel, such as “A great location is important, don’t you think?”

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Last year I had 70-80 agents working for me. I had a brand new 5200 square foot office in a fancy building two blocks from Times Square and Bryant Park. It took $200000 just to get the office up and running. It was beautifully done. I went to the office weekdays every morning between 6-7 AM. Stayed till 7-8 PM. Saturdays I was there from 10-4 PM.

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A U.C.L.A. study polled 10,000 clients on the reason they agreed to a purchase from a salesman. The most popular answer was based on their first impression – the confidence and manner in which they were approached by the salesperson for the very first time.

Your client’s first impression of you is important and not to be taken lightly.

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Items Inside Your Carrying Bag!

- Pens
- Appointment Calendar
- Business Cards
- Pad of Paper
- Company Phone List

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Before meeting your client it’s EXTREMELY important that you put yourself in the right frame of mind. An agent in the right frame of mind is beaming with enthusiasm and positive energy! It’s almost as if you’re about to step onto a Broadway stage! You need that same amount of concentrated energy and strong presence of mind for your performance with the client.

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There are certain personality types that you’ll run into over and over in this business. Most clients don’t staunchly fall into one particular category – but you will see traits from each in many different clients. Knowing what to expect and you’ll be able to handle things with ease.

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How to get them to sign the fee agreement?

It’s the first and simple test of your skills with the client and it requires a little finesse. If you outright say, “Can you please sign this fee agreement?” You’ll likely encounter some hesitation or resistance on the part of the client. She hasn’t even seen the apartment and you’re asking for her signature.

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“Many people seem to think that success in one area can compensate for failure in other areas. But can it really?…True effectiveness requires balance.” – Stephen Covey

A fully-rewarding and richly balanced life is comprised of more than the work we do and the money we make. This is only one part of it. We must tend to and nourish our entire selves if we wish to continue to grow and improve in all areas of our lives.

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Concentrate on the fundamentals; 90% of all sales are made that way.

1. Establish and maintain a positive attitude.
The first rule of life. Your commitment to a positive attitude will put you on an unstoppable path to success. If you doubt it, it won’t happen. A positive attitude is not just a thought process, it’s a daily commitment. Get one.

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Through personal experience and by observing some of the most successful agents I’ve worked with over the years, I’ve determined some general traits, whether inherent or learned, that all top agents have going for them.

1. Have a Clear Vision

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