Back in the early 80’s, Jim Rohn was mentoring a young business manager and said, “Bob, what you become five years from now will be largely the result of the people you meet and the books you read.” Jim went on to explain the importance of developing the habit of reading as well as the skills to be comfortable meeting and talking to people. Jim also warned that this lesson works in both positive and negative directions of life.

Looking back on Jim’s advice 30 years ago, I diagramed my life and low and behold, at each major intersection of my life’s direction I had either met someone that exposed me to a compelling opportunity or I’d just learned something vital to my making a life changing decision.

Today I often talk to people who are in a rut or feel stale having been in the same dissatisfying place they have been for far too long. I ask, “What are you reading, or where are you networking to meet different people?” Can you guess the most common answer? The August 2010 issue of Forbes Magazine revealed that the average American barely read a book a year while their Fortune 500 leaders averaged a book a week. Imagine that.

Therefore…READ AND NETWORK MORE!

In 2010 I had the privilege of both meeting and talking with several compelling authors. I then read their books. I met and heard Jeffery Gitomer, my favorite sales author. Listening to him, I could feel his passion. Then reading his books on sales, trust, networking and relationships changed my basic view on selling any product for the better. Thank you Jeffery, you improved me.

Dr. Daniel Amen author of “Change You Brain, Change Your Body,” spoke in my town of Dallas. Listening to him and reading his book changed the way I look at my health. Thank you Dr. Amen, you improved me.

Dan Castro wrote, “Critical Choices that Changed Lives,” a profound piece of research into dozens of famous characters revealing life moments that changed everything and in most cases, it changed history itself. Dan, a fellow Texan and I are developing a friendship that has already altered and enriched my life. Thank you Dan, you are improving me.

Meeting and listening to Jon Gordon the author of “The Energy Bus” has changed my way of looking at organizational life and group motivation. Jon’s book is a simple story with profound insight. Thank you Jon, you have improved me.

I have just finished reading and studying Rhonda Byrne’s masterful sequel to “The Secret” called “The Power.” Nothing since having read “The Shack” by William P. Young has changed my life’s perspective so. Thank you Rhonda, you have improved me.

My work blesses me in that I get to attend and hear great speakers and authors. I love to read at a pace of about three books a month. My life is blessed in this way and has been for years because I choose it to be. If you are not so blessed, go to your library or your bookstore today. Watch the biography channel instead of Dancing with the Stars. Put your drive time to better use by filling the front seat of your car with books on CD. Expose yourself to fascinating people and new ideas. Experience the difference.

Get out there into networking groups even as simple as your local chamber of commerce. Meet new people. You never know, the next person you meet may very well change your life forever. Your life will be richer for it. Moreover, I can guarantee if you read and network more in this New Year something special will happen in your life.

Finally, please make sure that when this happens for you, you let me know because I care just as Jim Rohn cared for me. Thank you Jim from the bottom of my heart, you improved my life.

Recently, I was in a small business on Main Street of my home town.  A darling little specialty shop and ordered something special for a friend's birthday.  As I always do, I asked the owner, "so how's business?"  The reply broke my heart when the owner said sadly, "I don't think I will make it to fall."  She lamented about the recession and how business is so down that there was debt piling up with no obvious solution.

The coach in me kicked in and I began to ask questions like, who is your most loyal customers, where do they come from, what has worked in the past?  I then asked, do you have a record of any kind of your customers and how to contact them?  No was the answer.

I volunteered to be the first by putting my business card in a bowl, to encourage her to start a data base of all those people who frequent her shop.  Can you see where this is leading? 

BOOK OF BUSINESS, the data base of customers to communicate with, send promotions to, invite to an open house and the list goes on.  My email is full daily of solicitations from all over the globe but I never hear from that very cute store on main street.

Well anyway, she got excited and called a few friends to help her get her database started that would be the future platform of repeat and new business.  Is there any business, large or small that should not have an organized book of business and working it like crazy?  Never.  I am going to make sure that little specialty shop has much more than three months to live.

By Bob McKinnon

For forty years now I have watched the ongoing cycle of this business of thousands of people each year going into real estate while the same number leave the industry having failed or not liking it. In many cases the process damages these well meaning individuals financially and emotionally in significant and sad ways. Granted many were not suited for our industry or prepared for the realities of it but so many could have made it if pointed in the right direction earlier.

My belief is that we do not imprint new people properly. We actually tell them how tough this is and that they should be prepared not to make any money for a long time then allow them to sit and get ready for months when they could have been doing something to make money from minute one. Proper imprinting starts from the big picture first by telling a new agent what the point of all this is and what their real job description is.

Let me illustrate. In my coaching of new agents I try to get to see two things from day one. First, the point of a twenty year career in real estate is to end up wealthy with equities and residual income. From the days of John Jacob Astor we learn that most all wealthy people became so by investing in real estate. We therefore are working in the commodity of wealth! You get that? When we list and sell we are working for tips while someone else gets the meal. See from day one that you should see our profession as a means to learn to see good investments and to buy, sell, develop, manage real estate as soon as you can get the money to do so. We can get rich selling real estate we get wealthy owning it.

Second. Your job description is and I make them memorize this is, “Hello my name is Bob, I am a Realtor, I help people invest in Real Estate. Now when at a party or meeting people that is what you say. So where do I get leads? Put on a suit, get a chair and sit in the middle of your local mall with those words painted on a sign. Sit there for twenty minutes not saying a word just smile. Soon you will have a small line of people asking you questions, I guarantee it. One girl I trained I told her to get 15 business card each morning and leave home. Give all fifteen cards away during the day and say those words. Within two weeks she had three buyers and one listing. Stop being a “secret agent” and start telling folks who you are and what you do, the commodity will take care of the rest.

So could it be that easy? My belief is yes it could. Please know that you must take the time and energy to learn our business but at the end of everyday it is your job to get out there and get leads and that is not as hard as it looks.

Bob McKinnon - Real Estate Coach and Consultant (817) 832-0938

Bob McKinnon brings energy to Exit Brokers in Charlotte NC

Blog posted by Key Yessaad:

2009.03.05 - Michael Washburn, of Exit Realty of The Carolinas, invites Real Estate Guru and Philosopher to shed light on Real Estate Today.

“Put your Fear of Today into Affirming the Hope of Tomorrow!!!” – A quote that resonated in a room full of Exit Realty Broker/Owners from North and South Carolina.

Bob McKinnon brought his wisdom and decades of experience and coaching to illuminate the conditions of Real Estate today and how to prepare for The Real Estate of tomorrow… Brokers feverishly took notes and got down to the basics of planning for the future – at Exit Realty “We are building a Company by Design that honors Production and Success.”

The workshop helped Brokers re-focus on planning the future and making it measurable, and as Bob says… it all starts with Reflection… A time one needs to get in touch with the truth of today and design the future for all around. At Exit Realty Brokers are committed to make their Real Estate Professionals better; and make a promise to do so by bringing timely training and one-on-one coaching.

Bob McKinnon, Senior Regional Consultant, McKinnon Enterprises, 2194 McPherson Dr., Grapevine, Texas 76051 – (817) 832-0938.

Web Link: Bob McKinnon brings energy to Exit Brokers in Charlotte NC
Local Blog: Bob McKinnon brings energy to Exit Realty Brokers in Charlotte NC

Exit of the Carolinas, Charlotte Real Estate Training, Exit Realty North Carolina, Exit Realty South Carolina, Bob McKinnon, Real Estate Web Trainer, Michael Washburn, Exit Realtors.

Key Yessaad – Real Estate Trainer & Internet Strategist.
To train, inspire, and coach Real Estate Professionals succeed is my passion. I specialize in training Realtors to compete online. My Trainings and Internet Strategies intersect in my seminars with powerful ideas and Plans of Actions that produce results. Google or call me (910) 538-6610 and let’s discuss how I can help your Agents climb the Google Tree of Success. I can tailor my Real Estate Seminars to the level of sophistication of your agents and I promise they will leave inspired and will produce results!!! Read some of the Realtors Testimonials.