Underperforming your potential in 2020, today, i'm talking to you about five disciplines, they're gon na give you the confidence, the courage to go out and take massive action. Hey welcome to the tom ferry show. I understand that in 2020 there was a lot of tragedy and a lot of triumph in the real estate business and overwhelmingly i'm talking to too many people that simply underperformed their potential. Think about that phrase we underperformed our potential, which means you and i know you've got so much more in you to put out.

So how do we increase your confidence, your swagger, so you can go out and take the action you need to take on a daily basis to ultimately produce the kind of sales results that you desire. So i always say show me your disciplines and i can predict your results. Think about that statement. Show me your disciplines and i can predict your results.

Do you get up early? Do you exercise? I'm gon na have a pretty good prediction around your health and vitality. If you're making your calls every day and you're following up aggressively, i can pretty much predict the kind of sales success you're going to have. So my question for you, as you think about 2021, is what are the new disciplines that will allow you to achieve the kind of sales success you want. We've always said: here's your goals, but if your disciplines are over here, the disciplines you have are always going to win.

If you've got new goals for 2021, taking more listings, making more sales having a higher profit. Taking more time off, we've got to align those disciplines to help you achieve it, so here's five disciplines i'd ask you to consider if you ultimately want to boost your productivity, have more confidence and get more sales success. In no word of importance number one study the market. Now, you might say tom you've been talking about this, a lot yes, and yet we know, certainly during the pandemic and even afterwards, the vast majority of real estate professionals aren't looking every day what we call the hot sheets, the new listings, the new sales, the new Pendings, the new closings, most importantly, they're, not taking the time to dig into the price trends what is happening in community x, what's going on in the high rises, what's going on with homes with pools near a lake on the mountain, it's about studying the market to The level that when someone says you house the market beyond just it depends you're gon na buy, sell investor rent.

What part of the market are you interested in when they say? Well, i'm just kind of curious about the overall market. You could say you know, i spend 30 minutes every day, studying homes and prices in communities, and i can tell you three fun facts and then you share those three facts and you know what that does. It gives you confidence see. I know that people that underperform their potential have a lack of confidence and knowledge equals confidence.

So the more i learn about the market, the more i study insider sort of things that only you would understand as an agent to be able to share with people the more confidence you have, the more you want to get out there and share that information. So discipline number one is to truly become a market expert to spend 20 or 30 minutes every day, maybe twice inside of the mls and really looking at what's going on in the area, what's going on with home prices, what's selling, what's not selling, what's expiring, all Those details are going to make you more confident number two. I wrote down follow-up zero, remember the old phenomena. We would all talk about inbox zero.

Like hey, i want to make sure that my email inbox is at zero every single day. Well, you could argue that in the real estate sales business, if your follow-up is full from people, you didn't reach out to yesterday the day before the week before the month. Before, what do we know? All the money is in follow-up and really it's all. The client satisfaction is in follow-up.

One could argue that if you say you're gon na call somebody on tuesday and you don't what you've really done is you've proven that you're already unreliable you're already unreliable. Think about that now i know you're saying well: tom you're making me feel guilty good you're telling me you underperformed your potential and you want to achieve more in 2021 and if you have a discipline over here that says i'll get to it tomorrow. I'll do it tomorrow i'll do it later today and you don't, if your follow-ups, all those buyers, all those sellers, all those potential customers that you said i'll call you in two weeks i'll call you in a month i'll call you in 90 days and you don't You're hurting your business and you're hurting your potential, so i'm asking you as a discipline to take on follow-up zero every day, if there's 20 there's 20, if there's 50 there's 50, if there's two there's two: no matter what like brushing your teeth, it is something you Just do does that make sense number three document your day now, you're gon na say wait a minute like really. You want me to document my day.

Of course i do. We've been talking about it forever. Hey. I just was inside the mls, the multi-listing service, and i want to share with you three interesting data points that i discovered sharing that on your instagram story, your youtube story, your facebook story, a video that you post on all your different social channels.

You know what it does. It shows your database, the people that are following you, the people that are watching you, your friends, that you're a professional that you're active in the business that you're paying attention you're, showing them that you're out doing the work and, most importantly, you're staying top of mind. In the most relevant way, so i would argue in 2021, with so much competition and a fierce amount of money being spent to get your database to go to somebody else's website and do something else without you. You've got to have more discipline around documenting your day and showing people how active and great you are in this business.

Let's go to discipline number four. I wrote down it's going to sound funny, but make your calls yes for as long as i've been in this business, it's marketing and sales. You know making my phone calls marketing all that good stuff, so i can generate leads and nurture and follow up. So i can go on appointments, so i can ultimately close more deals.

That's it. I mean that funnel has existed since the beginning of time, and yet so many people that underperform their potential in 2020 can look back and be honest with themselves and say i had more days where i didn't make my calls than i did and we think it Doesn't matter we think it doesn't matter in the moment it does matter. This business is about 90 day cycles. I've put in an hour today of calling my database of calling those new prospects.

Those leads that i purchased the people. I met at an open house two years ago, the guy named john murray, that's in my phone and i have no idea who he is right, the more i make those calls that one hour that shows up the results in 90 days in 120 days. You think it doesn't matter. You don't make those calls today, but i can predict that in 90 days, you're gon na have less business and less opportunity.

So i'm going to take you a different direction around this discipline. A few days ago i was on the phone with my client, andy c, big shout out to ndc in tarot and silicon valley. Northern california been a client and a friend for 18 years when we first started working together 18 years ago. I said andy.

This business is a contact sport and, i said, you're an athlete. You understand it, you got to be disciplined. You got to do the work that the average person won't. Do that's what's going to get you extraordinary results.

He's like coach. Tell me what to do - and i said three two one he likes to keep it simple he'll: do this year a little over 600 million dollars in sales 300 transactions between himself and his very tight, unbelievable ninja team. He is at the front and face of all those transactions crushing every day. Here's the deal he said to me the other day.

It's still three, two one tom the difference is today: it could be three hours of making calls booking two appointments going on one hey. Maybe it's three hours of doing my mailers or three hours of texting every person inside my database, because we all understand the power of sms and the response rate you get hey. Maybe it's three hours of sending personal notes. The bottom line is it's three hours of doing something where you're engaging with people that you know and people that you don't know to figure out who's interested in doing something in the next 30 days, 60 days, six months, nine months a year right.

That is the game. Three two one, so discipline number four is make your calls, whether it's to your database and a bunch of new people or just to your database that you've neglected, potentially, which is maybe maybe the reason why you've underperformed your potential in 2020.. So that's the fourth discipline. The last one number five is an easy one, one that every one of us can do just like that.

Invest 30 minutes in education every day, but here's the hook invest an education that is interesting, that's different, that that actually creates new synapses in your brain and really gets that dopamine rush, because you're learning something new. Here's what i wrote down is it micro or macro economics? Is it? How did elon musk put those rockets up in the air and make them land like actually learning that or hey the top three birds in your state or in your city and you're going? What does that have to do with real estate? The answer is everything because when you're learning you've got something new to share you, i want you to have more confidence to reach out to people and have interesting conversations now, of course, i also wrote down. Should you probably study more about real estate? Should you learn way more about what the tax rules are today, how about investing in the language of investors different from a traditional you know home buyer home seller? What about estate planning? What do you know about estate planning? How about 1031 exchanges as an example, you know for trading up the point is this: if you underperform your potential in 2021, i know fundamentally, you've got a confidence issue, so all of these disciplines are designed to boost your confidence, to make sure that you feel good And you can go out and you can perform good because you know what to say: you understand the market. You know you can deliver value to the people you're.

Communicating with. I want you to win in 2021. So my question, for you is: what are the new disciplines you need to add to your business, to your life and to be clear, a discipline is not something i do once a month. A discipline is something i do every single day every single day, don't be vague, don't say to me my discipline is, i want to get focused.

I will fly to your office and punch you in the throat right. When you say to me, you want to get focused. I have no idea what that means. How do i measure that? How do i say did you do it? Yes or no, that's a discipline.

Did you do it? Yes or no? So if you say what i really mean by focus is i need to create a list of actions. I need to do every single day and i need to execute on those actions by the end of the day. I would say that is a discipline, but if you said to me, i want to get healthy. What does that mean? Unless you tell me, i'm going to decrease my calories down to 2000, i'm going to increase my steps to 20 000 a day and i'm going to ride the peloton bike for 25 minutes every day.

Those are disciplines so be precise, be exact and then create a daily action checklist or grab a free, app like streaks right inside the apple store or another, where you can begin to track and measure your disciplines. And if you really want to win, if you truly want to maximize your potential and achieve the greatness, you deserve in 2021, grab two or three buddies and say: hey tristan: let's do this together right, call your coach and say: okay, coach! I know we're going through the numbers and all this other stuff. I want to make sure that you're asking me about these four disciplines every time we're on a session by creating more accountability around your disciplines, you're going to go from goals and this one's over here to aligning them to achieve the greatness. You deserve tick-tock tick-tock life is short, things go by really quick.

What are you going to do? I want to see in the comments below whether you're on instagram or youtube or facebook or linkedin. Wherever i find you, i want to know what disciplines you're committed to have an awesome day. Remember always your strategy matters, and now, more than ever, your disciplines rule the day you.