Who are You Hanging Around With?


Today I spend a few minutes asking clients about who you are spending time with and how are those folks helping you.

I recently used this at a sales training session online for realtor and also at a BNI session where I gave an educational moment..

Here are my notes…

You are the average of the 5 people that you hang around with most.
You can’t send a duck to eagle school…and expect it to soar when it naturally wants to waddle.

YOu cannot teach someone to serve
You cannot teach someone to smile
You can only look for people with those
qualities and try to associate with them.

If you were planning to
climb a tree would you
take a lesson from a squirrel
or a horse?

Think about it. Would you want to hang around the waddlers or the soarers?

If you were to systematically go through your client database and maybe even personal friends and colleagues and rate
everyone on an ABC priortity…do you think some of the C’s should become D’s for delete…

Most of the time we hang around with the same people and do the same things
sheerly our of habit…

I am your constant companion.
I am your greatest asset or heaviest burden.
I will push you up to success or down to disappointment.
I am at your command.
Half the things you do might just as well be turned over to me.
For I can do them quickly, correctly and profitably.
I am easily managed; just be firm with me.
Those who are great, I have made great.
Those who are failures, I have made failures.
I am not a machine, though I work with the precision of a
machine and the intelligence of a person.
You can run me for profit, or you can run me for ruin.
Show me how you want it done. Educate me. Train me.
Lead me. Reward me.
And I will then…do it automatically.
I am your servant.
Who am I?
I am a habit.

What can you change today…or who can you call and get an appointment with to change 1 of the 5 that is causing your average to be lowered?

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Success is Religiously Practicing Specific Simple Habits That Always Lead to Success

Coach Mike Mahoney describes how if you follow a simple plan and practice is religiously your habits will lead you to success.
Your career in real estate can become better by developing a real estate business plan.
I would suggest a one week business plan.
If you have questions, call me @ 617-980-9025.

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Using What You’ve Got Instead of Prospecting for Gold

Brokers Recruting

Brokers Recruiting Always Looking for the Gold

I just read a great article on accountability on the Realtor Magazine website.
It talked about we all get the calls and the letters from brokers looking to recruit us or thanking us for co-brokering on a deal with their company. These are essentially recruiting tactics.
The article below was written by Dave Robison out of Utah aka UTAH Dave. It was featured on the Realtor Magazine website.

Recruiting is a fallback for brokers. If they were profitable with what they had and built upon the agents in the office that are there now, they wouldn’t have to recruit a 100 of your nearest and dearest competitors. Dave’s article talks about how brokers need to embrace accountability. They focus too much on recruiting. They view recruiting your competitor as their only way to profitability. 

Dave makes the suggestion that with accountability you could have more profitability. Working with what you have is often more profitable than going out and finding the “greatest thing”.  

If brokerages focused more on what they had in the stable, they may find they have some race horses that could be the next derby winner with a few coaching sessions.

Here is what Dave has to say “I believe there is a brokerage of the future that would embrace this principles of accountability. Today, if a brokerage wants to grow profitability, they recruit an unlimited amount of agents.  They may promise to help you be more successful, however, they are free to recruit your competition to help them be profitable as well.  If we are to apply the principles of accountability to a brokerage, then it would be structured differently. Imagine a brokerage where they only had a limited amount of agents.  Let’s say 100 agents.  How would they grow profitability?  The only way they would grow is if their 100 agents continually sold more homes and were more successful. Now their focus is on you being more successful (not recruiting their fallback) because they are held accountable to it. I believe the broker/owners would innovate and personally grow from it. This is a brokerage that puts their money where their mouth is.”

The funny part of this article for me was that every broker I have worked for is always looking for introductions to your friends in the business and then they want to help your friends become successful and then compete against you.

Brokers spend way too much focus on bringing in the new agent. Brokers need to build on what they have. The brokers that build what they have and make the people around them rise naturally attract more agents. I have seen this with a good friend of mine who is a Keller Williams Team Leader. He invests in the agents that he has on staff and those agents do better and more people come to his firm because people are curious about why so and so is doing so well. Honestly, his coaching and teaching is what has helped them. He could work for ABC realty and get the same result.
If you are looking to change brokerages, make sure you talk to as many of the agents as you can to get a feel for what it is really like. Is there a culture of growth for the people in the stable now or is the broker focused on bringing in a gazillion agents.
Bottomline, the only person who is going to care about you as much as humanly possible is you. You need to seek career development, coaching and training to adopt a philosophy of lifelong learning for yourself.The best things happens for me when I sought out coaching on my own and didn’t rely on what my broker was going to do for me.

It would be nice as Dave mentions if the brokers focused on accountability and helped us, but most brokers are worried about the next agent they are going to bring in so they can pay their bills.

You can read the article in it’s entireity here: Putting Your Money Where Your Mouth Is.
If you are looking to improve upon your skills, whether it be with techie stuff, direct marketing or learning how to list expired and FSBO’s give me a call. We can develop a cost effective plan to get you off to the races.
Give me a call @ 617.980.9025Make your life matter!

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Will You Party Until The Punch Bowl is Empty?

January 12th, 2012

Today’s question is “Will you party until the punch is empty?”. If so, that is great, you will probably have a great time and maybe be a bit groggy the next day, but a good time nonetheless.

You may ask what am I am leading up to. Well, here it is. The weather has been unseasonably warm for us here in New England and the winter has not been an issue with regard to slowing real estate showings.

I recently reviewed some stats from a company named MAPASS. They set appointments and track feedback for listing agents. In the first week of October there were 2100 appointments recorded in their system for the Massachusetts properties that they have under the system. Last week, their system logged 2900 appointments. It was obvious for me last week, I have about 9 listings and there were 18 appointments booked over the course of last weekend.

This is great. Maybe it means that the buyers are coming back to the market. I would caution you not to take your foot off of the gas. Yes, people are out looking at properties. Yes, agents in my office are putting properties under agreement this time of year. However, if you don’t do the habits (lead generation,follow up, and business development) on a daily basis the punch bowl will inevitably be empty and you will have a hangover.

Bottomline: It is busy…but don’t get coaxed into coasting…you need to develop business on a daily basis.

Mike Mahoney

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Chinese Proverb Tells it All

Coach Mike Mahoney of www.CoachMikeMahoney.com

January 9th 2012

There is a Chinese proverb that says “Talk does not cook the rice”.

Think about that one. What have you completed for the first week of the new year?  Did you have a plan? Did you create anything new?

If you have not started it’s not too late. There are 51 weeks left in the year. Just don’t say “oh good…there are 51 weeks left in the year”.

Over the weekend, I was painting a large room in my house and every I wanted to take a break or slack off I said to myself “talk does not cook the rice” and quickly got back to work as a result of those 6 words being played out.

What are you talking about in your head this morning? Remember…talk does not cook the rice.

Have a GREAT Monday!

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What is Amazing is that You Have Everything You Need and Still You Won’t Do it…Why is that?

You Have Everything You Need Within YouWhat is Amazing is that You Have Everything You Need and Still You Won’t Do it…Why is that?

It’s funny thing about people. Whenever people want to do anything new or do some sort of improvement to themselves they read about it, the consult the internet, or perhaps watch DVDs.

Here is an example, many people will want to loose weight as a New Years resolution. As a result of this intention, they will go to Lululemon ,Gap Body or a local sporting good store and buy some work out cloths, maybe some machinery, or a DVD about an exercise program.  Americans are hooked on their need to have it just right before they can get started.  A lot of people are always getting ready to get ready. I am included in this at times.

The truth is that you have everything you need within in you right now to make improvement in your life.

I hear agents talk about their lack of certain things that prevent them from calling an expired or a for sale by owner. The truth is the same phone they call their buddies from works equally as well for calling an expired or a for sale by owner.  There is no end to the excuses agents will make to not call. Well, I don’t have an office. Well, I need a headset. Well, people in my office will look at me funny.

Let’s have a truthful moment. The car you drove to the office in seems to work well when you are chit chatting with your friends on the phone driving around wasting gas. The blue tooth headset you use in the cars seems to work fine too.

Yes, people will look at you funny in the office if you start into a prospecting fit in front of them. You know who will really look at you funny is your spouse, partner, significant other or the kids who need your support if you don’t create new business. Yet, you won’t make follow calls, prospect calls, sales calls, or any calls. You try to “facebook” yourself some new business.

So, do you now believe that you have everything you need to create new business today?

Maybe you need to buy to Lululemon pants to make it happen.

Look folks, it’s easy. Pickup the phone call an expired or FSBO and say the following:

“I saw that the house was on the market, is it sold or is it still available”? Then take it from there…

Simple…no new cloths…no new headset…maybe some funny looks from the people in your office while you do it, but who cares…they’re broke too!


Coach Mike of http://www.CoachMikeMahoney.com

Looking to make change in your life? Call me for a free one on one call. 617.980.9025

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Optimism is the Fuel That Will Cause You to Take Responsibility for Your Own Life

Mikes Mojo January 5th 2012
MIchael Mahoney
Sales Coach for Realtors

The following is a quote from Noam Chomsky.

Optimism is a strategy for making a better future. Because unless you believe that the future can be better, you are unlikely to step up and take responsibility for making it so.

How true is this?

Do you have a goal? Have you clearly visualized it into your minds eye?

If you 110% believe that the future can be better and you visualize what you desire…it’s not a matter of if…but rather a matter of when.

When you desire something so strongly and you believe in your heart of hearts that it can happen you will step up and take responsibility for making it happen for you.

You will burn the boats.

What do I mean by burn the boats?

There is a story of a general who landed some soldiers onto an island to engage in warfare. When the last soldier was off of the boat, the general made the order to burn the boats.

My point is that when you have conviction so strong in what you are doing and believe that the future can be better, you too will burn the boats.

Mike Mahoney
Sales Coach for Realtors

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Just as the Grand Canyon was Carved with Relentless Persistence…So too are our Lives

Mikes Mojo Janaury 4th 2012
by Coach Mike Mahoney

Each New Year we are given a blank journal book to write our own yearly story as it develops.

The story develops over the course of 365 days by making one decision at a time.
Each day we have a choice. The choices we make on a daily basis will determine the results we have all year.

In my last post of mojo, I mentioned that if you wake up on January 1st and you have no goals and no business plan that you could begin where you are. You could have a week plan.

If you truly want to be successful, you need to have a daily plan. The daily plan is what will lead you to the successful week…and the successful week to the successful month.

Soft water carved the Grand Canyon not by one big exertion of force, but rather by relentless persistence. Our success and failures are created by persistence as well. The decisions that we make on a daily basis will determine our outcomes.

The journal of 2012 is open. What will you write in your book for the year?

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No Goals…No Business Plan….No Problem


2 2012 Mike’s Mojo

 No Goals...No Business Plan....No Problem 

Welcome to 2012…It is a great day and the sun is shining here in new england. The temps are much warmer than they should be for this time of year.
I was thinking about people who may not have set a business plan for 2012 and who may have woke up on January 1st with no real goals…
It’s okay. You can correct this right…
I am sure that you have some good intentions…intentions are great to have, but you will go nowhere unless you put them into action.
How do you do this with no business plan written for 2012. Well…start with a  one week business plan…you can essentially start where you are. You have everything you need within you right now…you don’t need to go to the office supply store and buy any fancy gizmos or special notepads or project planners.
You just need to act on your intentions…
Have a goal for the month of January….number of sales…
Buyers or sellers….
Number of new listings…
My goal is to have two signed purchase and sales contracts…
How do you do this…simply right a one week business plan….
I am going to write a business plan for the week that focuses on the buyers that I have been working with who will do something…I will also focus on the seller listings I have that have had showings of people who are floating around and seeing if I can get some offers mades and work those into transactions….
So, break your monthly plan into a weekly plan for the month of January….You are now 1/12th of the way there…you just have to write the plan and then open your planner of choice and schedule in those activities to reach the goal for the week.
Too many people will “drive their car” looking out the windows looking at the landscape, but in reality you need to keep your eye on the road and periodically look at the instrument gauge to ensure that there is enough gas in the car and that there is oil pressure….
By focusing on the week ahead today…you will get more tactical…you will now be looking at the road…
It is great to have long term goals for the year…however for many people they may be overwhelmed by the thought of looking into the New Year and trying to figure out what they need to do…just focus on the next seven days….write the plan for the week and then schedule in the events that need to happen in order to achieve the goals for the week.
At the end of the week review what you achieved….then reflect on the things you achieved…I am sure that if you calendarize your good intentions and actually open your day planner on the day you are supposed to work, you will achieve what you have set out to achieve.
Life if full of twists and turns…you will not achieve everything that you plan for the week, but you will be headed in a better direction than you would have without a one week goal and a plan.  Setbacks are normal.
Vince Lomardi -great football coach of GreenBay Packers said “The real glory is being knocked to your knees and coming back. That’s real glory. That’s the essence of it.”
You will have interruptions throughout the week….the point is to get back on track and follow the one week plan….
Have a GREAT Week!!!
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The Mosquito in The Tent?

Coach Mike Mahoney

Thursday, Friday 30th 2011

Listen to the audio below…

good morning…

it is a great day…
I was thinking about how many of us stop from taking on new projects or making a call to a prospect because we feel inferior or small…
This is essentially self doubt that we all have…this is normal human behavior.
Sometimes we feel inferior or inadequate. Interesting…
There is no such thing as too small or too powerless…
To prove my point, I would ask if you have ever been in a tent camping?  I am sure most of you have…now I would ask if you have been in a tent with a mosquito…
Think about that one…you may weigh 150 pounds…but you are nothing to a mosquito in a tent.
Take the first step….make the call…you are more powerful than you think.
Think about the mosquito…it weights 1/1000th of an ounce and you have have nothing on it.

I am in the middle of two group coaching programs called “List a House a Week”. 

This is a 4 week course which is telephone and internet based. It’s $225 for the whole thing. Which includes 5 calls, scripts, recordings, and one one on one coaching call. Interested? We’re starting in 2-3 weeks.

One on One Coaching is $225/month.

Listen to Today’s Daily Mojo Dose By Pressing the Play Button Below
All archived Daily Mojos are in the “members only section”

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Coach Mike Mahoney

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