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Carl: Hello everyone, Carl Quested here, thanks for tuning in for another episode of The Real Agent Podcast. This week\u2019s episode I\u2019m joined by ., Lisa has been around the real estate industry for let\u2019s just say many years - and has a lot of experience - \xa0from being an agent through to a principal, and now she\u2019s a coach and mentor. Her current business is where she provides ad hoc and I guess emergency advice and assistance for Agents, Principals and everyone involved in the real estate industry. A really great episode here. I love Lisa\u2019s approach to business and life so I hope you get as much out this episode as I have. As always please leave us some feedback. And enjoy the episode. Carl: Lisa thanks for joining us. Lisa: Yay! Hi! Thanks Carl, thanks for having me. Carl: That\u2019s okay. Now we were chatting a bit before the start. So we\u2019ve got to try and pick up on some of the gold we talked about, because there was some fantastic, fantastic information shared in there. Lisa: Sure. Carl: So Lisa tell me when did your real estate journey begin? Lisa: Oh God. Well I\u2019m 49 now Carl, so it\u2019s a long long time ago, when I was in my early 20\u2019s. So when I started, I did the licensing course full time for one year \u2013 that was before I went into real estate. \xa0That was when I said, \xa0I\u2019m burning all my bridges, I\u2019m going into real estate and I have to make it work. \xa0This is going to happen! \xa0 I door knocked lots of real estate offices to try to get a job and I ended up working for an office where I said look \u201cJust pay me part time and I\u2019ll work full time\u201d just so I could prove myself. And I ended up doing that. \xa0On the first day in the office I sold a house and it started from there.. Then I went full time. That\u2019s how I started in a real estate office, and then after about 18 months the guy who owned the business, his wife passed away suddenly, she had a brain aneurism. \xa0Very sad.. Carl: Oh wow. Lisa: And because she passed away, \xa0he came in and asked me did I want to buy the office. And I\u2019d only been in real estate 18 months. \xa0I didn\u2019t really know what I was doing as far as owning an office - I was only in my early 20\u2019s, \xa0- \xa023 or 24, and I was like\u2026. \xa0\u2018Yeah sure, why not, Yeah, what could go wrong?\u2019. And I bought the business and that\u2019s where I started my journey. I just love it. Once I think real estate is in your blood it\u2019s very hard to do anything else. It is just something, that I\u2019m so passionate about, I absolutely love it. Carl: And so at the age of 23, 24, taking over a real estate business, I mean, it\u2019s very different I think today because obviously taking over a real estate business can literally just be taking over database right? You can literally pick up a computer and you can run it from home. I know there are different models and stuff like that. But back then, you had to have an office, right? You had to have a retail presence, you had to have windows displays and everything like that, so it must have been a pretty big undertaking. Lisa: Oh it was. And yes the things that can go wrong, went wrong. We had a property manager who was taking money. I\u2019d had all the books checked. I\u2019d gone through everything with the solicitor. And one day the property manager had a day off and then she had the next day off\u2026 and then it was just all these phone calls about money going missing and all that sort of thing. And I just didn\u2019t know what to do. And I called a real estate agent that was close by, \xa0I rang him and said \xa0\u2018 What do I do?\u2019 Oh God, he helped me out so much. Oh my God he helped me out so much. And I was like \u2018What the hell have I done?\u2019. \xa0But it was scary back then. You had the physical office that you had to pay rent, had to do all these things. The over heads were so big, newspaper advertising and it was hard - but it was easy. Carl: Yes. Lisa: Back then everybody did the same thing, It was like you had newspaper advertising, your for sale signs, letter box drops, door knocks - that was really it. \xa0\xa0That was the focus of your business. \xa0So it was hard work getting out there, \xa0but it was easy because everybody was doing the same thing and there were no distractions. Where as now, I kind of feel sorry for the agents that are starting out, because there are so many shiny objects to chase. Social media, and this and that, and this and that. Door knocking. What the hell do I do first? It is a lot more complicated and I think a lot of the agents have to get back to the basics. To start with the basics, of door knocking, building your database, getting your brand known and all those sort of things. Just start with that and don\u2019t chase every shiny object that comes along. Carl: I think, Yeah. It is very interesting, isn\u2019t it? Because whilst the game has changed, the rules have essentially stayed the same right? Because people buy from people. So the ways in which you make those connections might be more intricate, because now you\u2019ve got social media, you\u2019ve got video marketing, \xa0but if you can get in front of people, like door knocking\u2026.. if you can get in touch with people over the phone\u2026\u2026. Lisa: Yes. Carl: You are making that connection \xa0--- \xa0so as long as that connection is being made. Lisa: Yes. Carl: Use the ones that you\u2019re most familiar with, use the ones that work for you that kind of get traction straight away. Lisa: Yes. That\u2019s right, we now live in a world where people can like, know and trust you even before they meet you - which is crazy. \xa0People can look at you online and look at your website or follow you on Facebook and go \u2018hey you know what - \xa0they follow , you know the best football team\u2019 that sort of thing. They can like you for who you follow or they like you because they relate to you in some way, and it can make life a lot easier because of that as well, but I think if you\u2019re new in real estate and you don\u2019t have a database, you haven\u2019t got warm calls to make \xa0- you\u2019ve got to start with the cold calls. Carl: Yes definitely. And I think you\u2019re absolutely right. We still see so many agents getting their profile picture with their arms folded across their chest and yet their profile talks about honesty, integrity and trust. \xa0They\u2019re all the same things that every other agent is talking about. \xa0When what someone is looking for is exactly what you say, you know, what footy teams they follow? What charitable organisations do they support? What are they about as a person, because you know in today\u2019s society that\u2019s what we\u2019re looking for, we\u2019re looking for that sort of, I guess a matching personality that says\u2026\u2026 Lisa: The commonality. \xa0 Carl: \xa0Yes. This is someone that I gel with, yes, they\u2019re good at their job but I also like them as a person. And that is very different to how I think, maybe things in the past have been. Lisa: I know your personality Carl! You know what I mean? \xa0It\u2019s like, you get to know someone\u2019s personality from being on Facebook, you get to know their sense of humour and all that sort of thing. And you think.. \xa0I really like this person and that\u2019s what\u2019s happening out there now. \xa0\xa0Which I didn\u2019t have that when I started in real estate, so in lots of ways.... it\u2019s become easier as long as you focus on the right things. \xa0\xa0Building your profile, your online profile, your brand and doing some video marketing and building up your online resume\u2026 \xa0and that\u2019s what I think a lot of people think\u2026 they think they don\u2019t need to focus that much time on it.. \xa0\xa0It\u2019s like if you don\u2019t get on page one of Google, well you know who is? , , , All of those are on page one, and if you\u2019re not, they are They\u2019re intercepting your clients before they get to you. \xa0Because a person goes to sell a house or buy a house, and they will type in houses for sale in a suburb and guess who comes up? All those interceptors, they\u2019re taking away real estate agents potential clients - \xa0\xa0so agents need to be on page one of Google. \xa0You need to work on your online profile so that they\u2019re not intercepting your clients. Carl: Yeah totally. I think, you know those websites that you mentioned, I mean real estate agents \xa0are the middlemen in the process of selling property, where now what\u2019s happening is REA and those other groups \xa0are becoming middle men in the process of an agent meeting a client. Lisa: Yes. Carl: You know. It\u2019s adding more friction to a process that should have less friction in it. It\u2019s interesting to see how the web space is changing I think and moulding. It\u2019s good to see more and more agents becoming aware of how to use the tools but I think there\u2019s still quite a long way to go. Lisa: Yes, there\u2019s still a long way to go. I mean I started with video marketing back in, Oh God, 7 or 8 years ago, it was new back then. \xa0\xa0It was\u2026 nobody did it. So it\u2019s like it\u2019s starting to become a lot more of the norm but\u2026... it\u2019s something\u2026... video marketing changes your life, like it really does. \xa0\xa0When you do it correctly, it\u2019s something that people can really feel that commonality with you straight away. You don\u2019t even have to be in front of the camera, and it might just be video testimonials as well. So there are so many, so many tools there, that people can use, that can really just help them so much, in so many ways. \xa0Whether it\u2019s to get them on to page one of Google or building their brand and building their profile and getting that \u2018like, know and trust\u2019 factor from people. Carl: So in terms of your business right now, so you\u2019ve evolved from being the agent, being principal and now you are sort of a more coaching and mentoring capacity. Lisa: Yes. Carl: So talk to us about Real Estate Hotline and what that does for agents? Lisa: Yes, sure. I mean I\u2019ve owned lots of different offices. I\u2019ve owned an independent under my own name, I\u2019ve owned franchises and I\u2019ve owned my own brand name. \xa0\xa0Over my long time in real estate. I\u2019ve done lots of different things. \xa0\xa0So I\u2019ve got a lots of different perspectives. I was a , don\u2019t hold that against me. Lol \xa0So I\u2019ve done a lot of things. \xa0\xa0When \xa0I get into something like real estate, \xa0I want to know all facets of it. I\u2019ve done auctions, I\u2019ve done open houses, I\u2019ve done vendor paid advertising, I\u2019ve done the exact opposite of all of that. \xa0 I\u2019ve done all sort of different things, so I can get perspectives. And so that\u2019s what I can offer people with The Real Estate Hotline,.... years and years of perspective. Different things that \xa0people ring up about on the hotline\u2026.. And some people prefer to email, Facebook messenger or they call\u2026. Whatever they like.. \xa0so it\u2019s not just strictly calls. \xa0\xa0You know some of my clients are principals that just feel alone. \xa0They just need somebody to talk to, their spouse says not to talk about work when they\u2019re at home,. \xa0They can\u2019t talk about things to staff members - ( some of that is about confidentiality within their office, and some because they don\u2019t want to feel they don\u2019t know what they are talking about as well.) Carl: Of course. Lisa: It\u2019s kind of a lifeline for real estate, a helpline, whatever. A hotline that you can talk about anything, so people will talk about staff problems, talk about the competition with different things that the competition are doing. Or whether it\u2019s just getting a sale or listing together (I don\u2019t mean \u2018JUST\u2019 getting a listing or sale together \xa0- that\u2019s everything in a real estate business) but whether it\u2019s holding hands through a situation. \xa0 Some I have had say.. \xa0\u2018I can\u2019t do this anymore, I just can\u2019t do real estate anymore!\u2019 It\u2019s like wait, stop. Take a breath kind of thing. I cheer them on when they get results. Cheer them on from the sidelines. \xa0We might look at ads and copy, newsletters. Or it might be just grammar checks or things like that. With my clients I follow them on social media and it might just be that I see they spelt something wrong. So I would quickly message them and say.. change this or change that, just to make sure their brands are protected as well. It might be about planning meetings, It might be just how to be happy in real estate, about the balance. I\u2019ve done a lot of in my life as well since 1994. I\u2019ve done everyone of his programs, I don\u2019t know how many times, a gazillion times. And I have really live by his philosophies. And I\u2019m an and an , so I\u2019ve been doing coaching a long time - since 2003. And it\u2019s all the same stuff that I use on myself. \xa0 At with , he gets you do something which is called your So it\u2019s a question that you ask yourself everyday and before you make decisions. You ask this primary question, and sometimes they are really destructive questions. It might be \u2018Is that my fault?\u2019 \xa0or things like that \xa0- so it\u2019s all things that I go through with my coaching clients as well. \xa0To sort of know how your mind works, and why you\u2019re thinking the way you\u2019re thinking. So in my diary, I\u2018ve got my primary question that I want to ask myself at the front of my diary. I\u2019ve got my values and my rules. So what\u2019s important to me? \xa0\xa0What\u2019s my values, to make sure that I don\u2019t drift off. That I\u2019m congruent with who I am and what I want to do. And my identity because sometimes your identity can become a bit jaded with certain things in life. \xa0\xa0If I\u2019m a top salesperson and then I have a few bad months, then I don\u2019t feel like I\u2019m the top sales person anymore. So all these different tools and techniques - I absolutely live by and if ever I start to feel off - \xa0I know exactly where I need to go. It\u2019s like being a mechanic and knowing exactly which screw to turn, or whatever\u2026 \xa0you know what I mean? That\u2019s what the hotline does as well, people are going through different things and I can kind of tune in and see, see what\u2019s really going on. As well as just as a practical real estate advice. So I just love it Carl, It\u2019s something that... everyday it\u2019s so different. It\u2019s different but the same as I said to you - people will say things like \u2018Oh this and this and this just happened\u2019 and in my head I think.. \xa0\xa0\u2018Yeah that happened to me 25 years ago\u2019. Carl: (laughing). Lisa: There\u2019s nothing really knew that I see, it\u2019s all the same but it\u2019s new to them. It\u2019s just understanding where people are coming from. And I guess because of my long career in real estate, I can really understand how people feel too. Like , things like that\u2026. you know, they\u2019ve been around since the day dot.. It is just about getting better. It\u2019s making sure that you\u2019re prepared, it\u2019s just doing all the right things. Yeah, everything that you can to win that listing. Carl: I think it\u2019s such a valuable service because people underestimate I think, how lonely a real estate role can be, because\u2026.. there\u2019s the Facebook persona I like to call it, where you know, you can only really post, I mean\u2026.. it\u2019s the same with the kids, \xa0anyone who\u2019s got kids, very rarely do you post a picture of your kid screaming. \xa0\xa0 Lisa: (laughing). Carl: Right? You post the one where they\u2019re all smiling and happy. You know, sitting down looking angelic. Lisa: True. Carl: But the reality is very different to that. And I think real estate is pretty much the same. I saw a guy a few weeks back, he posted in one of the real estate groups that he was having a rough time, wasn\u2019t sure if he wanted to continue his career in real estate. Lisa: Yes. Carl: And he got flogged for it. You know, for sort of for being open and trying to share that. Lisa: (hmmm) Carl: Yeah, and you know it was a case of everyone sort of came back, and sort of you know said you\u2019ve got to do this, you\u2019ve got to fix that. And you know, you\u2019re not trying hard enough and all this kind of stuff. Lisa: Wow. If that\u2019s same guy, I actually gave him my online course. I\u2019ve got an online course that . If that\u2019s the same guy I ended up giving him my course. I private messaged him and gave him the course. I just felt sorry for him. I understood exactly the way he felt and you\u2019re right, people don\u2019t understand! \xa0People go.., \u2018oh you do this, do that, do this\u2019. Yes, it\u2019s sad when you are trying to reach out and you\u2019re getting slammed for it. Carl: Yeah and it\u2019s exactly that, that you know the isolating feeling of, if you\u2019re not posting a new listing everyday and you\u2019re not posting pictures of form 6\u2019s, you\u2019re not posting happy update videos all the time like other real estate agents. You start to sort of feel more and more isolated because you\u2019re going, I\u2019ve only got 2 new listing this month or I\u2019ve got that property that\u2019s been hanging around for ages, and everyone else seems to be selling them in 4 days. Lisa: Yes. Carl: You know. I think the need for an outlet, sort of an impartial person is so important - because like you say, you can\u2019t talk to your staff necessarily and say, you know. \u2018I\u2019m feeling really low right now\u2019, and you don\u2019t want to take that home and burden your partner with it. You want to be able to chat with somebody independently and I guess that\u2019s exactly what a coach or mentor is there to do - \xa0to listen and provide constructive direction to help you to course correct. Lisa: Exactly. And it\u2019s not everybody wants to be top producer. Some people just want to make a living. Some people really just want that balance, they just want to be able to sell 3 or 4 homes a month and have time off with their kids.. and that\u2019s really important to them. So it\u2019s working through to get that balance, it might be you know, Tony Robbins has got a life wheel - the life wheel - \xa0it helps you to work out where you are spending most of your time and just improving a little bit, improving on 1 or 2 areas.. Only improving 5% everyday on certain things that you need to do - but it is lonely being a business owner - it is lonely and you can\u2019t say to your friends or to your staff \u2018oh God, I made no money this month\u2019 or whatever. Whereas with me they can say \u2018I really, need to make some money and I need to do this, I need to get some listings and some sales. Okay let\u2019s focus, what are we going to do first, where are you now exactly\u2019. So it is, it\u2019s a lonely thing being a business owner, it\u2019s a lonely time. And being in sales, \xa0I know when I started in real estate I used to ring a guy Win Abel his name was, \xa0he worked at Bevans in Wollongong and I\u2019d ring him and say I\u2019ve got a buyer on a house, \xa0what do I now? (this was when I first started) \xa0He\u2019d say\u2026 \u2018Oh okay, well get them to make an offer or do this.. Or do that. \xa0I had no clue. Carl: Yes. Lisa: When I first started, my first week in real estate, I thought what do I do? \xa0Because.... you don\u2019t want to feel silly either asking your principal or asking someone else, .. or if you are a thousand dollars apart or something on a deal. What else can you do to get this sale together? \xa0If you feel that you\u2019ve tried everything\u2026. well maybe you haven\u2019t tried everything. \xa0\xa0Maybe there\u2019s a few other things that we can do. So yes, I just like being there for people. It\u2019s what I love to do. Help people and as I\u2019ve said \xa0- \xa0I\u2019ve got a lot of different perspectives and I\u2019ve written books etc. So if people want to write a book or people want to set up podcast, we do that or anything that help build a profile. \xa0We might look at their online profile. Most times people say.. \xa0\u2018I just don\u2019t know what to do now\u2019. So okay I do a report on their online profile. And say okay well\u2026. this is what you\u2019ve got to do and you\u2019ve got to include this and take that photo away and just help them with their branding as well. Because a lot of agents are great salespeople, they\u2019re great belly to belly - but as far as working on their business, they are not good. \xa0 They don\u2019t want to do it either.. it\u2019s like \u2018oh I don\u2019t want to do it, I just want somebody else to do that\u2019. So it\u2019s just helping them to be able to work not only in their business, as well as on their business. Carl: Yes, absolutely. I think it\u2019s very hard as well because I think a lot of agents probably look at the coaching industry and I sort of use that term loosely.. The coach, the wider coaching industry \xa0and you know they\u2019ve got people wanting to charge you know $5,000 a month, $10,000 a month for their you know, for their coaching, one on one coaching and things like that and I think it sort of naturally turns them off. I don\u2019t know if you\u2019re happy to talk about the pricing you charge on the podcast but\u2026. Some people use the hotline for accountability. \xa0So it\u2019s sending in your results once a month to go, \xa0this is what I\u2019m committed to doing and this is what I\u2019ve actually done. Carl: Yes. Lisa: It\u2019s like when you\u2019re sending it to somebody, it\u2019s like \u2018Oh God! I\u2019ve got to do this\u2019. You know what I mean? Carl: Yes. Lisa: A girlfriend and I are going to lose 4 kilos in the next month or so right? So we\u2019re sending photos of our scales every morning. Just accountability. Carl: Yes. Lisa: To send it to somebody else, I\u2019m thinking. Grrrrr it\u2019s the same as it was yesterday. I better do something. And that\u2019s the same with the accountability of the sales person to say\u2026. if they have only door knocked 5 houses and made no phone calls, they\u2019ve done no flyers, they\u2019ve done absolutely nothing for the week\u2026. then it\u2019s not surprising that they\u2019ve got no listings and no sales. And so you\u2019ve got to do the actions - so it\u2019s really looking at the accountability of the actions first and to be able to get a numbers\u2026. so the accountability is a big thing as well. Carl: And so Lisa in terms of who you work best with. Like, do you sort of find, is there a sort of a type of agent that you are able to assist the best in terms of where they are in their career or income wise or anything like that. Lisa: No. Just people that are open to it. Some people are just so much in their own world, they\u2019re not open to coaching so people that just want to learn. Carl: Yes. Lisa: I mean I\u2019ve got people who have just started out in sales. I\u2019ve got people that are principals. I\u2019ve got people that are making really good incomes and selling a lot. And I\u2019ve people that are just wanting to get their results up - so it\u2019s so different, but it\u2019s got to be people whereby we gel together well too. There\u2019s some people that obviously wouldn\u2019t suit me. And I wouldn\u2019t suit them. As long as people are open to learning and open to discussion - because I\u2019m not here to say \u2018Oh I think you should do this, I think you should do that, or you\u2019ve got to do this\u2019. It\u2019s talking through what they are comfortable with. \xa0\xa0 Some people are not comfortable phone prospecting, and some people hate it. So then, let\u2019s find a way to get somebody else do it \xa0- \xa0like your services Carl or whatever. Or it might be they\u2019ve got to build a database a different way. It\u2019s working out what those people, what their strengths are \u2013 what they like to do - if they don\u2019t like it they\u2019re not going to do it. Carl: I think that\u2019s really key isn\u2019t it.. \xa0there is certainly a lot of practitioners and coaches and mentors out there. Which, they really sort of do push one specific angle and say this is how you have to do it. And I think the problem with that is, it\u2019s kind of like trying to make everyone the same. Like you say, work in different ways. We have clients that hate doing telemarketing like you said so they use us to do it. \xa0 We have others that say \u2018You know what? Telemarketing \u2013 I\u2019m not doing it full stop\u2019. \xa0And they find other ways to generate business, we have people that you know that are purely online. They don\u2019t do any print media. They don\u2019t do any of that kind of stuff. Just purely online so it\u2019s refreshing I think that you don\u2019t come in and say this is the way that you have to do it. You\u2019re more to sort of guide them on their chosen path. Lisa: Yes, I mean. People, if they don\u2019t believe in it, \xa0then they\u2019re not going do it. I always like to say.. you know how some people say that trainers and coaches just train and coach because they can\u2019t do. And it\u2019s like, I\u2019ve done so much in my career and I\u2019m still doing it. So I kind of like it when people ask me or say that statement to me.. \xa0because from having so many different perspectives and all that sort of thing\u2026 I remember the first time I went out door knocking \u2013 I was so scared, I was so scared. And I was like, you know what - \xa0I\u2019m just going to do one, if I\u2019m still alive - I can say that I\u2019ve done it, so I did one. Then the next day I did two, then the next day I did three. And I got to actually like it. It\u2019s just really kind of getting people to just\u2026. sometimes they have to get out of their comfort zone and have to do things that they hate to do- \xa0things that they don\u2019t like to do, but it\u2019s kind of working with the people on what they are prepared to do. Carl: Goes back to what you said, what was it you said, the principle question? Lisa: The primary question. Carl: The primary question. Lisa: Yes. Yes. Okay. Carl: Understanding, that yes, you\u2019ve got to do this. It\u2019s not very comfortable but if it aligns with your primary question, or what your ultimate why is, then obviously it\u2019s going to help you get the result you need to achieve. Lisa: That\u2019s right. It\u2019s your purpose, your outcomes and all those sort of things. Why you\u2019re doing this. I just love real estate Carl. It\u2019s just such an amazing profession. And it\u2019s something that the sky\u2019s the limit on income. The flexibility, the things that you learn. Growth. It is quite addictive. It\u2019s kind of you can fill all of your needs and I guess I just like to help people through those tough times as well. Whether it\u2019s just holding their hand or cheering them on. That\u2019s my role now and I just love it. Carl: So let\u2019s dig a bit deeper if we can, let\u2019s say we\u2019ve got somebody listening to the podcast right now - who is like that person I mentioned on Facebook - \xa0they are feeling isolated and a bit broken and considering throwing in the towel. What would be some of the initial steps - \xa0that you\u2019ll get them to review - either about themselves or their career? \xa0That you know, do from this podcast and actually maybe take stock, what would be the first step you\u2019d get them to evaluate? Lisa: Well they\u2019ve got to look at whether they like where they are working. That can be a big thing as well, people that are working in offices that hate the environment. \xa0\xa0Say... they don\u2019t like their principal. So\u2026\u2026 \xa0Are they happy where they are? \xa0That\u2019s a big thing and I think when you\u2019re looking at joining a real estate office it\u2019s got to be a fit. There\u2019s got to be a team fit with the principal in the office and I guess the way they do things as well. If you don\u2019t believe in a certain way of operating you know, make sure your environments right first. I think that\u2019s a huge thing. Getting your own mind right, something that I always suggest is certain rituals in the morning. So it might be get up at the certain time and you go on the treadmill, or you go for a run or you go for a walk, you listen to good things. You listen to Tony Robbins or you listen to any of the sales trainers or or somebody like that - whatever your thing is to listen to, have the good stuff going in. There\u2019s too many horrible things in the news and we hear all these horrible things, get your mind right early in the morning. Write out your goals. I had my goals on my phone for a while and it\u2019s just not the same as writing them down - goals - typing it in rather than writing it in your journal you just don\u2019t get the same feeling. When you write them down, there\u2019s just something about it, it just makes different pathways with your brain and your hand doing it. That you actually feel it and you get excited and I don\u2019t feel you get excited writing it down to an app. I have an app which I still use sometimes it\u2019s called \u201cwonderlist\u201d. I still make lists on there, but it\u2019s not the same emotion that I get from actually writing down my goals and when I started in Real Estate I used to write down every day - \xa0I make so much money in Real Estate. I bring in $30000/month from real estate \xa0That was just after I started in Real Estate, (1994 \u2013 when our average selling fee was $5000). \xa0 It was something that I would write out 50 times every single day - \xa0just to get that embedded in my brain. That you start to believe it - you can do it. Because you\u2019ve got to have the belief in yourself. If you don\u2019t believe that your going do it, if you\u2019ve got money blocks or you\u2019ve got something like that - you need to work on it. And that\u2019s something writing things out or affirmations and listening to good things, you know\u2026. Listening to Tony Robbins or whoever as I\u2019ve said you choose\u2026., that\u2019s a big thing. And I think the next thing is to have a farm area that you\u2019re going to make your home. Think everybody\u2019s going to know me in this area. Get one listing and then everyone around you knows you from that one listing. You\u2019ll do \u2018just listed\u2019 everywhere, doorknocking, and open house everywhere and then a \u2018just sold\u2019 everywhere. And then you list another one and then up the road, and it\u2019s like all around there. So you\u2019re just all over your farm area - that people can\u2019t help but know you. And have that goal that I\u2019m going to take over this area. This is my patch, and nobody\u2019s getting in here. And get upset when another agent lists one in there. Get angry because that should have been yours. Carl: Yes. Lisa: And I mean, it\u2019s okay to get angry with yourself. Just don\u2019t do it all the time. Learn from it. That\u2019s the thing I think, really just make sure where you\u2019re working, that you\u2019re happy. Get your mind right in the morning. And make sure that you know your outcomes and your goals and that sort of thing. And then get out there, have your area and do it. Carl: And I think a few fall for that trap \u2013 the old trap of thinking that you\u2019ve got a bad farm area. So you see a lot of agents do this. \xa0They work an area for the best part of three weeks and go, it\u2019s just a terrible farm area and try move on to next one and the next one. They don\u2019t build up any consistency. A big part of being a real estate agent is showing your consistency. Again, there\u2019s so many different ways of getting listings. But you look at someone like Chris Gilmore who letterbox drops 50 weeks every year, \xa0to every homeowner - whether they want to see his flyers or not, that\u2019s consistency, you know. Lisa: Yes. Carl: You know what to expect from Chris. \xa050 weeks every year, you\u2019re going to get a flyer in your letterbox, you start to appreciate that consistency and if Chris was one that was \xa0like \u2018I don\u2019t like this suburb anymore, I\u2019m going to try a different suburb\u2019, and kept on moving around. People wouldn\u2019t list with him because he wouldn\u2019t have the consistency. Lisa: No. They\u2019ve got to know you. They\u2019ve got to hear from you and it\u2019s a like a letterbox drop, \xa0a phone call, and a door knock and a whatever. And also I\u2019ve got to say with the farm area, \xa0make sure that there are enough sales in there that turn over, that it\u2019s not like a small patch that you pick and there\u2019s one house a year. (Laughing). Carl: Yes. Lisa: So, it\u2019s got to be enough properties with enough sales. And you know, people say it\u2019s different in my area and really it\u2019s not. Some areas are different in rural or something like that. Where it\u2019s a bit harder to door knock because it\u2019s an acre in between properties or something. You know, that is different. But your normal residential areas are pretty much the same. \xa0These people are living in those houses are either landlords or they are potential sellers. And I think too, one thing that I always focused on, with everything that was going on, with other offices making listings and sales outside of my office. It was like I only have to win the person that I\u2019m with now. I\u2019ve got a listing presentation today - that\u2019s all I need to focus on. So I need to win that person. I would make a listing appointment for tomorrow \xa0- I only need to win that person. You get one a day or you get one every couple of days, you\u2019re laughing and try for one result a day, Whether it\u2019s a listing, a sale or a house that\u2019s too dear that needs a price adjustment. \xa0Get the price adjustment . \xa0Be honest with the sellers, that if they need to\u2026.they\u2019ve got to be told, don\u2019t step around the hard conversation. Carl: Yes. Lisa: You know, aim for result a day. It\u2019s loving the one that you\u2019re with and conquering the one that you\u2019re with. \xa0Conquering the one you\u2019re with as in win them over. Carl: Not sort of focusing on the next, 3-6 months or whatever, you know. Give that person. I mean, we always talk about presence, about being present for that meeting, it\u2019s about being switched on, and listening to that person and understanding what their goals are for the property. Not focusing on what you know is going to be happening pre the listing meeting, because I think a lot of people, start to spend it before they have made it. Lisa: Yes. Carl: A lot of them start thinking they have won the business before they have even signed it up. \xa0They\u2019re already thinking about what they\u2019re going to do with income before they have won the listing. Lisa: Yes. For sure, actually there\u2019s a lady she owns a real estate office at Lennox Head. And I did an interview with her the other day. And she said that vendors can smell commission breath a mile away. Carl: \xa0(Laughing). Lisa: Right? And I thought what a great line. I haven\u2019t heard that before. But, you know, if you\u2019re going to listing presentations and you\u2019re not winning them. Check in on your energy because if you\u2019re coming across as desperate, you\u2019re not going to get the listing. You\u2019ve got to actually be the opposite. If you go in there desperate, you want that sale, you want that listing. They\u2019re going to smell it a mile away. \xa0They smell desperation a mile away. You\u2019ve got to act the opposite. That you\u2019re there. You\u2019re present. You want their business BUT\u2026 You don\u2019t need it, BUT.. \xa0you want it, you know what I mean. And that\u2019s the difference between a lot of people I think really, winning the listing or repelling. Carl: Energy is very important. I think you know, I can\u2019t recall if it\u2019s Tony Robbins or that said, \u2018If you can\u2019t spare 15 minutes for meditation, then really you need at least 3 hours\u2019. Lisa: Yes. Exactly. Carl: I think it\u2019s so true, that salespeople will go into those listing presentation, they\u2019re frazzled. They\u2019re rushed. Maybe they\u2019re running late, they\u2019re thinking what they are going to do next. And you\u2019re absolutely right - the person can sense that, they are not their priority number one in that time frame. Lisa: No, or the boss is saying, you better list three by the end of the month or you haven\u2019t got your job anymore. That\u2019s the other thing. Carl: Yes. And the pressure is too much. Lisa: \xa0Yes. The pressure of results and that\u2019s when you\u2019ve got to come back and go, I just need to not have that commission breath, that desperation \u2013 and it\u2019s really going in with helping the person. You\u2019re there to help them sell and these are the things that you can do.... \xa0\xa0 To get them sold for the best price with the least amount of time. \xa0Which is what the sellers ultimately want. Carl: Well, Lisa I really appreciate your time in coming on the show. I think, what you\u2019re offering as I said offline, \xa0is a fantastic service and I think at the price point where if a lot of people are too scared to employ a coach or get someone on their side. Every person so far that I\u2019ve interviewed, that has been successful also said the same thing. \xa0\xa0To get a coach, have a mentor. To have somebody, to have a sounding board. The fact that they can have somebody with your depth of experience for you know. much much less than it would be for a \u2018normal\u2019 coach. I think it is a fantastic service to offer. Lisa: Yes, exactly. I wish I would have had it when I started in real estate. I really do. Just everything, from sales, the procedure to everything. So yes. Carl: Where can we find out more, do you do a discovery call that people who want to sign up can have.. or what\u2019s the process? Lisa: No, not normally.. They just go to my website. \xa0\xa0 and then when they join up \u2013 (But\u2026 I\u2019m happy to do a call if anybody wants to ring me up anytime if they\u2019re considering joining - that\u2019s fine). But if they know they want to join, then they just join. \xa0 There\u2019s a form that they fill in, it\u2019s like a discovery form for me \u2013 and it tells me everything, where they are now - \xa0where they want to get to - \xa0all that sort of thing \xa0- then we just go from there - \xa0after I receive their form back, then I ring them and see exactly where they are, where we go from now kind of thing. So yes, if anybody wants to ring me, they can ring me anytime. Carl: Perfect. Now you\u2019re very active on Facebook. has been growing, and has a great active user base as well. I spend a lot of time in there myself. And so, If you\u2019re not part of that \xa0or just look it up on your phone. I will include links to Lisa\u2019s website and to the facebook group as well. So Lisa thanks once again for coming on, I really appreciate it. Lisa: Thanks, Carl. I appreciate it too. Carl can be contact here