12 Action Items That Will Raise Your Game

Want greater success? Here are a dozen things to do right now.

By T.R. Witcher

The RE/MAX network is filled with top producers who love to share their best ideas and strategies. At a session during the 2017 R4 Convention in Las Vegas, two thriving Team Leaders outlined keys to their success, touching on aspects such as time management, systems and the one tech tool you probably don’t need as much you think you do. The panelists:

  • Travis Hawryluk, a Chairman’s Club Team Leader and Hall of Fame member with RE/MAX Real Estate Edmonton in Alberta, Canada. Hawryluk joined RE/MAX in 2008, the year he earned his real estate license.
  • Mike Minervini, a Titan Club Team Leader and Lifetime Achievement Award winner with RE/MAX Generations in Red Bank, New Jersey. “Super Mike” is a real estate veteran who joined the network as a new agent in 1999.

Want to climb higher in your career? Doing what these dynamic stars do might help.

1. Set big, consequential goals – and tell someone

In 2014, Hawryluk promised his father that if he didn’t make the RE/MAX Hall of Fame ($1 million in career earnings) that year, he was going to quit the business. “I gave myself a do or die.” The result: razor-sharp focus – and a goal absolutely crushed.

2. Start each day doing something for you

Hawryluk says his business phone doesn’t come on until 9 a.m. Any time before that is all his. He reads, exercises and plans his meals. He’s not on Facebook, and he’s not connected to his clients. “Those first hours are mine to get my day started.”

Travis Hawryluk

3. Prospect leads first; everything else can wait

When Hawryluk arrives at the office, he works his leads first. Listings can wait. Email can wait. Everything can wait. His assistants know he’s in the zone, so they give him space. “We all have the most energy in the morning, so use that time wisely,” he says. Similarly, Minervini also begins his workday with the most critical task. His team farms for new listings for several hours every morning. They work the phones but they don’t cold call. Instead, they reach out to a database of friends, past clients, family and neighbors. “People who know us, love us, trust us,” Minervini says.

4. Avoid the trap of overload

After the morning of prospecting, the rest of the day for Minervini’s team isn’t as structured. Each member stays focused on accomplishing one thing at a time. “We don’t multitask,” Minervini says. “We single task only.”

5. Ditch your phone (you can do it)

Minervini credits his jump from Platinum Club ($250,000 in earnings) to Titan Club ($750,000) in part to this one simple but harder-than-it-should-be task. “It’s the best thing I ever did – it took me two full years to create the habit. I take this thing, this addiction, and keep it on mute. It doesn’t ring, and it doesn’t ding. Occasionally I miss something, but that’s OK. Life goes on. When you talk about a life-changing move to make, this is the one.”

6. Know where you’re going

Minervini meets with his team every fall to develop the plan for the upcoming year. He also analyzes the sources of business inflow so the team can cut ineffective areas and “spend money only on what works.” Adds Hawryluk: “Your business plan must be written down. It can be a simple Word doc or even scribbled out on a napkin – but you need it in writing.” Seeing the big picture makes it easier to break down yearly goals into manageable monthly or weekly steps. It also helps you notice variations in pace as the year progresses.

7. If the timing’s right, hire an assistant

Mike “Super Mike” Minervini, RE/MAX Generations

The saying goes that if you don’t have an assistant, you are the assistant. Minervini suggests hiring someone part time to test the waters. “You’ll quickly see the benefit and want that person full time. Your life changes, your prospecting takes off and things get a lot better.” Successful agents focus on prospecting, listing and negotiating. “Somebody else can and should be doing all your other tasks. Period. End of story.”

8. Be fun (and smart) in your marketing

Minervini presents a simple but engaging game on his Facebook page, where people see photos of a listed property and try to guess its location and price. The closest guess on the price (without going over, a la “The Price Is Right”) wins a gift card. And the team follows up with everyone who posts. “This cuts to the chase. These people are interested in some level of engagement with us, whether they’re close to a move or not.”

9. Reflect your community

Hawryluk profiles local businesses on a community-focused real estate site called parkbench.com. The interviews, which have nothing to do with real estate, take about an hour. He posts them on social media, which raises his visibility and connects with other residents. “It keeps me accountable to get out into my marketplace and network with local businesses. Being known and seen is always a good idea.”

10. Create a strategic pipeline for Zillow reviews

Minervini uses a specific script to elicit reviews from clients. It happens as soon as the contract is signed – when people are happy and celebrating. The approach works, and he’s up to over 225 reviews on Zillow. “Before you spend money on Zillow, make sure you dominate your marketplace in reviews. It creates a huge advantage. Clients come to us almost pre-sold, because of the reviews they’ve read. There’s loyalty and trust built in.”

11. Share your best ideas

Neither Minervini nor Hawryluk are shy about getting together with other real estate professionals and sharing their best ideas. In fact, they relish helping others improve their careers and lives. Says Minervini: “When I was starting out in this business, a lot of people – especially RE/MAX people – helped me grow, learn and get better. Doing the same for others now is one of my favorite things to do.”

12. Know your why

Hawryluk suggests reminding yourself why you’re in the business in the first place. Knowing your motivation helps you get the most out of each day. “When you’re out late at night showing houses – instead of being home with your family – it’s good to remember why you’re out there working so hard. And it’s best if you define your purpose apart from the money.”

For Minervini, it’s following his faith, supporting his family and helping as many people as he can. For Hawryluk, it’s running a good business and pursuing a fun, active lifestyle. “To me, when it’s work time, it’s go time. That mindset makes me more productive. I know that if I work hard enough, I can have the lifestyle I want – and that’s pretty cool.”

Shares

Join the Conversation

32 comments

Hey Super Mike, you are a class act! I really want to send you my sincerest appreciation for your willingness to “coach” me after R4 and praying for me during our call the day after burying my mom! Since then, I’ve been so proud to see you pop up all over the place and being used as an example of how to achieve certain things (ie, Michael Maher talks about your CAP’s and now this article). I’ll see you at the top!

Thank you! EXCELLENT! One question… Can you be more specific on the “Ditch your phone” section? Do you mean ditch your cell phone while making prospecting calls on your desk phone? Ditch your phone when you are with your family? I want to know, as many agents believe their phone is their lifeline to their pipeline. My phone boundaries have gotten better, but I would love more specifics…

BethAnn,

Great question. Here is the deal and the phone. My phone is on MUTE for 24 hours a day, 7 days a week. I no longer answer it EVER. It does not ring, bing or ding. I know it will sound OFF THE WALL, but it is not. Here are the steps!

1. Remember, that we did not always have this addiction.
2. Each time the phone rings, sings, dings, bings (or whatever other sound it can make) it is a DISTRACTION to us. It takes us away from the ONE item we should have been focusing on.
3. People can wait for you to get back to them.
4. Set expectations. My clients know to text me and then I’ll return their call at my earliest availability. Then, I check my texts several times a day.
5. Remember, there are NO real estate emergencies.
6. You’ll watch your business SKYROCKET and your PRODUCTIVITY and FOCUS flourish as a result!
7. Try it for a day. Then a week and so on!
8. Your day off and vacations will become amazing and MEANINGFUL!!

Text me at 732-688-4922 and I would be happy to set up a time to talk. I promise that life will be different once you implement this!

Best wishes for success! – Super Mike

Hey Mike… great advice . I do have a questions about the Zillow reviews. My assistant sent the request to my database of clients I have of buyers, sellers, or customers I have created a relationship with but have yet to list or purchase. We did not get many responses… What verbiage do you use for the response you have received?

Hi Mike, I like so many others have a hard time getting people to get the review done. They always say sure, no problem but it doesn’t happen. I think I need new words! This is basically a second home market so clients for the most part, are not living in the same area. Thanks for any help!
bettyfoley@nhrecprop.com

Good morning Super Mike,

I realize that it is about an hour away from 9:00 and I appreciate the fact that you spend time for and with yourself before 9! I needed this advice before conducting a seminar this morning. Great motivating factor and advice to live by. Can you please share with me your Zillow review script? I would so appreciate it. My email address is ansa.tyus@rmxtalk.com. Thanks so much and have a fantastic day!

Hello Super Mike! Thank you so much for your input in this article! I am a new RE/MAX agent and I am looking for all the assistance I can get to assist me in growing my business and marketing myself in a creative way. I would also like to see if you would be willing to share your Zillow script for requesting reviews. Again, thank you and this article wonderful. Email: JacquelineWilliams@remax.net

Hey Michael,

I would also love to read your scripts! you seem to have a really awesome and positively infectious aura about you that im sure attracts a great deal of clients for you. Can you send the script to ivannarealtor@gmail.com

Michael, you that man! It was a pleasure to host the panel with you! Thank you to everyone who came out to the session, there was great energy in the room!

Hi Mike,

Reading your true words of wisdom have inspired and motivated me all over again. I also would love to get a copy of your scripts for obtaining more reviews as I also have a hard time getting clients to follow through without being a bloodhound. 🙂 I appreciate your assistance in sharing your successes to help us all grow! Email: lisa@soldbylisa.ca

In regards to the parkbench.com articles, what exactly are you doing? Are you sharing the articles that are on there or talking to local businesses, writing the article about them, then sharing it to social media? I love giving back to my community anyways and think this is great networking opportunity for all parties. Thanks!

Good morning Mike
Thanks for all the reminders I know about but some how they get back on the shelf. Today is a new day and time to put those ideas back in place. Thanks again for being our inspiration and best of luck in all you do.. You deserve it.
I would like a copy of your script.

Leave a Reply

*