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How Affirmations Can Improve Your Business

Today I want to talk to you about affirmations and invite you to attend my upcoming class.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


Today I want to talk a little bit about affirmations. However, before I get into that, I’d like to invite you to attend a live class I’m teaching about systemized lead generation where you’ll learn how to create a huge database, utilize technology, and better communicate to enhance your business. That will be on March 23rd from 9 a.m. to 4:30 p.m. and I hope you see you there!

Now, back to the topic at hand. What is an affirmation?

An affirmation is something that feeds your subconscious. We know our thoughts lead to our feelings, our feelings lead to our actions, our actions lead to our results, and the results cycle through to lead back to our programming. We want to affirm or feed our programming with great thoughts. 
We need to take control to be able to feed our affirmations.
Our subconscious is what gets us to where we really want to go, but we are not always present to what our subconscious tells us. We need to take control to be able to feed our subconscious. We can do this through a methodology called affirmations, something you can do on a daily basis. 

When you do your affirmations, I suggest you write it down in a journal. Make sure you write in the present tense using “I am” phrases such as “I am the top producer.” These affirmations will allow you to be able to position yourself to become that person. 

Now, I know that may seem a little hokey to some people, and that’s okay. However, I’ve done affirmations on a daily basis for years now and I have seen significant results. My family, relationships, business, and real estate sales have all benefitted from affirmations. 

If you have any other questions about affirmations or any questions about real estate, please don’t hesitate to give me a call or send me an email. I look forward to hearing from you!

Attend Our Live Class: Systemized Lead Generation

You’re invited to our live class on February 9th called Systemized Lead Generation.  

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


Today, I want to invite you to an event that I’m hosting on February 9th from 9 a.m. to 4:30 p.m. called Systemized Lead Generation.

When I first started in real estate, nobody told me that I was getting into a lead generation business and that my specialty would be real estate sales. I’m sure that if you’ve been in the business for any amount of time that you’ve come to this realization on your own. 
Join us on February 9th!
This course will cover the difference between marketing and prospecting. Marketing costs you money and prospecting costs you time. We’ll also go over how to create a large database, feed it daily, and how to consistently communicate with that database in order to get a return on your business. 

This class will help you and any team members that you may have. We will talk to you about the systems you need to put into place to help you get massive lead generation. 
I would love to have you as my guest. If you have any other questions, please don’t hesitate to reach out to me. I would be happy to help you!

5 Books You Should Be Reading


I’ve got some great book recommendations to share today. I think you’ll like all five of these.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Instead of talking about real estate specifically today, I want to try something different. I have some recommendations to share with you. I’ve been reading a lot lately and wanted to talk about some of the books that everyone should read in 2017.

1. Extreme Ownership, by Jocko Willink and Leif Babin. This is a book written by two Navy SEALs who served in Iraq. They talk about taking ownership of everything that happens in your life, and it’s helped me a lot. It’s a great read.

2. The Greatest Salesman in the World, by OG Mandino. I read parts of this book every day. This is an inspirational text that teaches you how to think and what to pay attention to in order to be a great salesman. This is a book I read on an ongoing basis and it allows me to have a great positive attitude and thought process.
When you read, you think big.
3. The E Myth, by Michael E. Gerber. This book goes through the system of how a small business should run, and it’s one of my favorites.

4. Open, by Andre Agassi. This is an awesome book. It’s an autobiography about tennis great, Andre Agassi, who has had a fascinating life. Get this one on audiobook.

5. Benjamin Franklin: an American Life, by Walter Isaacson. We all know Benjamin Franklin, but a lot of us don’t know just how important he was to America’s identity. A big surprise to me was that Ben was more of an entrepreneur than anything else. He greatly benefited our country.

When you read, you think big. When you think big, you are able to develop and accomplish big things. If you have any questions for us, don’t hesitate to give me a call or send me an email. I look forward to hearing from you.

The Key to Prospecting Success

Lead generation is the most important part of your business, and prospecting is a big part of that. I'll explain how to find success in prospecting for those who don’t like cold calling or door-knocking. 

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Let's talk about prospecting.

There are various ways for us to bring in business, but most come back to prospecting or marketing. They each have a cost. Prospecting costs you time and marketing costs you money.

If you've got lots of money, you can have a marketing-based business that's enhanced by prospecting, and it would make a lot of sense. If you don't have much money but have lots of time, you want to prospect. Plenty of agents tell me, though, that they don't want to prospect by knocking on doors or making cold calls, and that's fine. 

My suggestion, instead, is to find what you love and knock it out of the park. For example, if you love holding open houses, have 10 a week. If you like networking, go out and meet lots of people and make sure they know you. I personally love phone prospecting to call withdrawns, expireds, or whatever is needed. Whatever you find you like to do, do it with intensity. 
Find what you love in prospecting and then knock it out of the park.
When prospecting, there are some rules to follow to make it work. 

For starters, take care of it in the morning when you can. Lead generation is the most important thing in our business, so we want to get it done early. Make sure you track it, too. This will help you think about how many conversations you want to have versus how many you get done. The number isn't as important as doing it consistently because consistency will bring you success. Finally, my last tip is to start at the same time and end at the same time every day in a distraction-free spot.

If you'd like more tips or just to have some questions answered, you can always reach out to me. 

We've also got a great seminar that I'm hosting coming up. Click here for more information. I'd love to have you as my guest.

I look forward to hearing from you!

How to Get Returns From Your SOI

What kind of returns can you get from your sphere of influence and how can you make it happen? I wanted to share our most effective methods for this with you today.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Let's talk about getting a return on your sphere of influence. What kind of returns should you get and how do you make this happen?

If you've got a small database of, say, 150 people that know, like, and trust you, we find that 10% of them should use you as an agent or refer you business every year. That equals about 15 transactions a year from this small database. We find that to make this work, you have to be able to contribute value to these people.  

How do you do this?

Start with client appreciation parties, which are phenomenal. On my team, we give out Christmas trees in the winter and bring people to the movies in the summer. It may seem expensive, and if it's too big of a cost for you, try email marketing. With email marketing, we still want to contribute value, and you can email your sphere of influence about 12 times a year. 
We find that you can expect business or referrals from 10% of your small database.
The key to the gold is the phone call—a one-on-one touch. We recommend calling your sphere of influence at least four times a year and mailing them quarterly, too. You might think it sounds like a lot, so I recommend that you always have a reason to call people. Maybe you're hosting an event or you have something to invite them to rather than simply asking for their business. Remember, always come at them with a value contribution.

We're actually hosting a live event soon if you're interested in learning more. If you have any other questions about getting a return from your sphere of influence, give me a call or send me an email. Here's to your success!

Are You Hiring Talent or Non-Talent?

Over the years, I have learned a lot about the hiring process, including how to spot the difference between talent and non-talent, which I will go over today. 

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

As the owner of a real estate brokerage and a real estate sales team, I have had the unique opportunity to learn a lot about hiring. One thing that I’ve learned is the difference between non-talent and talent, which I would like to share with you today. 

Non-talented people have to be pushed to get the answers, while talented people will push for solutions. Non-talent won’t fulfill your needs; sometimes, they may end up giving a piece of their job back to you.

Talent will share your goals and fulfill your needs while fulfilling their own at the same time. In other words, when you hire a talented person, it’s like giving someone a potato and getting French fries back. If you give a non-talented person a potato, you will just get a potato in return.
Talent will push you to be better.
Non-talents are not sure what they want and they aren’t necessarily searching for what they want, while talent knows what they want and are actively searching right now. Non-talent will wait for you to push them, while talent will push you, and that’s a great thing. 

There are a few other things I’ve learned about the hiring process that I would love to share with you. We have a training event coming up soon, so you can register here to learn more about the hiring process. 

In the meantime, just give me a call or send me an email with any questions. I would be happy to help you!

The Right Skills for Success in Real Estate


Today I'm discussing the different skills I've learned along the way to be able to sell real estate at a high level.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Today I wanted to talk about some different skills that I've learned over the years selling real estate at a very high level. 

When I started 10 years ago, one of the first things I realized was that I was going to have to understand and learn how to do sales. Sales skills were really the first thing I learned in this business, and as I developed these skills, I realized that only having sales skills created certain limitations. Like everyone else, I only have 24 hours in a day.

I wanted to move my career further than what I was able to learn and do on my own, so I had to learn a new skill. The next skill that I learned was hiring, because I learned that in order to get more done, I had to get the right people in place, as well as get the right systems in place.
Sales skills are the foundation, but leadership is the pinnacle.
Once I had the right people in place, the next skill I had to learn was leadership. The sales skills were the foundation, the hiring and systems were the next step in building a business, and the pinnacle of building a great business was learning great leadership skills.

If you'd like to learn more about how I can help you in your career at one of my upcoming classes, click here for more details. I'd love to meet you face to face. If you have any other questions for me, don't hesitate to give me a call or send me an email. I look forward to being a part of your success!