Xperience Growth https://www.xperiencegrowth.com Fri, 18 Dec 2020 18:18:23 +0000 en-US hourly 1 https://wordpress.org/?v=5.4.4 2020 Coaching Calls https://www.xperiencegrowth.com/2020-coaching-calls-2/ https://www.xperiencegrowth.com/2020-coaching-calls-2/#respond Sat, 04 Jan 2020 02:27:08 +0000 https://www.xperiencegrowth.com/?p=21061 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/2020-coaching-calls-2/feed/ 0 Sphere Of Influence Lead Gen Lever https://www.xperiencegrowth.com/sphere-of-influence-lead-gen-lever/ https://www.xperiencegrowth.com/sphere-of-influence-lead-gen-lever/#respond Sun, 29 Sep 2019 02:25:38 +0000 https://www.xperiencegrowth.com/?p=20332 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/sphere-of-influence-lead-gen-lever/feed/ 0 Xperience Climbs List of Top Real Estate Teams https://www.xperiencegrowth.com/xperience-climbs-list-of-top-real-estate-teams/ https://www.xperiencegrowth.com/xperience-climbs-list-of-top-real-estate-teams/#respond Fri, 28 Jun 2019 15:05:09 +0000 https://www.xperiencegrowth.com/?p=19700 Read more ›]]>

On the 2019 REAL Trends/Wall Street Journal “The Thousand” ranking of America’s most successful real estate teams, Xperience Real Estate climbed 145 spots from No. 189 in 2018 to No. 44. The Portland, Oregon-based team — which serves buyers and sellers in more than two dozen cities across the United States is comprised of individual partner agents building their own teams and numerous iconic mega agent teams who are powered by Xperience.

“We’re honored to be in business with a group of talented agents and business owners who are focused on productivity, building opportunities for others and providing an exceptional client experience,” Xperience CEO Chris Suarez said.

Moreover, because REAL Trends bases its rankings on production as of Dec. 31, 2018, Xperience’s numbers do not include the contributions of mega agent teams like the The Spinelli Residential Group, The Bucher Group, Agents With a Smile, Zuber Group, The Amanda Ponce Team, The Williams Team and Homes on the Sound that have partnered with Xperience in 2019. In addition, Xperience is #35 on the list for number of closed sides, closing more than 800 sides in 2018. To put that figure in perspective, the average U.S. real estate professional closes 8 transactions per year.

With all of the dynamic teams that are partnering with Xperience to leverage our coaching, consulting, collaboration, and commitment, we intend to keep growing our business so we can create new opportunities for our people and their clients. Learn more about partnering with Xperience.

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Community Building https://www.xperiencegrowth.com/community-building/ https://www.xperiencegrowth.com/community-building/#respond Wed, 05 Jun 2019 18:54:57 +0000 https://www.xperiencegrowth.com/?p=19500 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/community-building/feed/ 0 Paradigm Shift https://www.xperiencegrowth.com/paradigm-shift/ https://www.xperiencegrowth.com/paradigm-shift/#respond Fri, 17 May 2019 21:21:30 +0000 https://www.xperiencegrowth.com/?p=19302 Read more ›]]>

Results are shown in income, personal relationships, your business. Results always tell the truth. You can’t escape from them. If we are on the right track, our results should always be under construction. That is how we grow.

It’s the dynamic law of life we either create or disintegrate. If we are going to grow, we are going to have to change. In the worst economy, there are people who are winning. In the best economy, there are people who are losing.

We have to have a paradigm shift. We learn in Think and Grow Rich that if your goal is to get out of debt, you need to stop thinking about getting out of debt all the time. Instead, focus on wealth.

To create time and money, you must know where you are and where you are going. It seems so simple so why are so many people stuck? It’s not where we are going, it is where we are.  We are being controlled by a paradigm.

What is a paradigm?  A mental program that has almost exclusive control over our habitual behavior…and almost all of our behavior is habitual.

Paradigms control our perception and our perception is our reality.
Paradigms control our time. It can’t be managed…we merely manage our activities.

Paradigms control our effectiveness. Our effectiveness control our productivity.

Paradigm Change: Your ability to earn money, your perception, your use of time, creativity, effectiveness, productivity and logic.

Joel Barker wrote, “To be able to shape your future you have to be willing and able to change your paradigm. It’s not who you are that is holding you back, it’s who you think you are not.”

If paradigms stay in control, nothing changes. You will get the same results. You must change the paradigm, a new lens, a new model, to change our reality.

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Ten Key Takeaways from Carey Lohrenz https://www.xperiencegrowth.com/ten-key-takeaways-from-carey-lohrenz/ https://www.xperiencegrowth.com/ten-key-takeaways-from-carey-lohrenz/#respond Fri, 17 May 2019 21:11:47 +0000 https://www.xperiencegrowth.com/?p=19299 Read more ›]]>

“When everything starts to hit the fan; aviate, navigate, communicate.”  — Carey Lohrenz

On this week’s Friday Partner Call, Xperience Director of Coaching, Carter Williams, shared thoughts from Carey Lohrenz who he heard speak at EntreLeadership. Carey is the first female F-14 Tomcat Fighter Pilot in the United States Navy.

Here are some key takeaways from a woman who did not give up on her dream, even when a law had to be lifted in order for her to achieve it.

  • Have just enough confidence to “throw in” —  just a little bit.
  • The pain or regret is much worse than the pain of going for it and it not working out.
  • Remember: prepare, perform (execute), prevail (debrief and accountability).
  • If you’re so afraid to fail, you’ll pass up moments where you can succeed.
  • Customer expectations will never be slower than they are today.
  • When everything starts to hit the fan:
    • Aviate: fly the plane
    • Navigate: get the plane pointed in the right direction
    • Communicate: tell people what’s going on
  • We cannot process more than 3 things under stress, know which three things are the most critical.
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Homes on the Sound Partners with Keller Williams Xperience Real Estate https://www.xperiencegrowth.com/homes-on-the-sound-partners-with-keller-williams-xperience-real-estate/ https://www.xperiencegrowth.com/homes-on-the-sound-partners-with-keller-williams-xperience-real-estate/#respond Thu, 16 May 2019 18:57:06 +0000 https://www.xperiencegrowth.com/?p=19281 Read more ›]]>

Portland, OR (May 17, 2019) — Keller Williams Xperience Real Estate announced today that Courtney and David Berg and their Seattle-based real estate team, Homes on the Sound, have partnered with Xperience to power their next phase of growth.

Entering the real estate industry in 2009, the Bergs quickly grew their business and have become dominant players in the Seattle area, especially in Puget Sound. In 2018, this team closed approximately 60 units resulting in $23 million in volume and more than $750,000 gross commission income. Their focus in building their community and simply making it a better place to live has led to their team’s success.

“It’s not about real estate, it’s about relationships, “ David said. “Our community is important to me and if I can show up in a positive way and answer questions, my mission is achieved. The business follows.”

“David and Courtney are serious about production — and their community. That is 100% in alignment with Xperience’s mission of building ‘xperiential’ lives through real estate for the communities in which we serve,” Xperience CEO Chris Suarez said.

Before entering into the real estate industry, David was in the technology sector. He leveraged his technical background to build a lead generation system around Craig’s List ads. This system was the foundation for the team’s large database that they continue to grow by meeting the consumers where they are digitally, primarily on Facebook and other social media forums.

Courtney and David have big goals attached to this partnership that extend beyond their personal business. “The number one reason I want to build our business is to expand our company, offering more unlimited business opportunities for more talented people who would like to grow with us,” David said.

“The Bergs are passionate about building their business through others by attracting and growing talent. Their understanding of how they can serve others through business will result in infinite growth both professionally and personally,” Chris said. “We are proud to welcome them to the Xperience family.”

Xperience, one of Keller Williams’ top ten teams, has developed an innovative model to power other successful teams. Partners retain the branding and relationships they’ve built with their clients and in their communities, while being powered by the proven models and systems of Xperience.

Suarez has expanded his business into more than two dozen cities, generating millions of dollars in annual revenue while building a strong culture through coaching, consulting, collaboration, and commitment. In recent months, Xperience has announced partnerships with top agent teams including the Charlotte Mabry Team in Tennessee, the Christine Ricci Team in New York, Zuber Group and Agents with a Smile in Idaho, and five large Texas teams, Spinelli Residential Group, The Williams Team, The Bucher Group, The Amanda Ponce Team and The Deldi Ortegon Group. In the year prior to joining Xperience, these teams’ combined annual volume was approximately $369,000,000. In July, Inman named Xperience “First Runner Up” in the Most Innovative Team category at the Inman Innovator Awards. Xperience Real Estate is also part of REAL Trends/Wall Street Journal’s elite “The Thousand” list, ranking America’s top real estate teams.

Learn more about opportunities to partner with Xperience Real Estate.

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Marcus Buckingham – Love Versus Loathe. https://www.xperiencegrowth.com/marcus-buckingham-love-versus-loathe/ https://www.xperiencegrowth.com/marcus-buckingham-love-versus-loathe/#respond Wed, 15 May 2019 19:28:56 +0000 https://www.xperiencegrowth.com/?p=19266 Read more ›]]>

Recently, multiple Xperience leaders attended EntreLeadership. Xperience Growth’s Director of Coaching Kristen Williams brought one of her favorite lessons from the event, a session from Marcus Buckingham, to a recent Friday Partner Call.  

Seventy percent of people hate their jobs. Most real estate agents love what they do or else they would not still be doing it. No matter how much you love your job, there will always be certain aspects that we loathe. The key to maintaining your love and passion for your career is not letting the aspects of your job that you loathe overwhelm the aspects that you love. We can do this by determining the aspects of our jobs that we love versus the aspects that we loathe. Finding a balance is detrimental to your career success.

Work Life Balance – it is a myth.

There is no such thing as a work life balance. Life is life and we have to make work fit into our lives. Balance is where do you feel centered and whole given that work is part of our everyday lives. You will never live a balanced life if you loathe your job.

Highlight the parts of your job that you love.

First, make a list of the things you love about your job. Next, make a list of the things you do not like about your job. These are your love list & loathe list. Now that you have identified the parts of your career that you love, you can do more of them which will increase your overall happiness which will lead you to a more balanced lifestyle. You will find balance by doing more of the things that you love versus the things that you loathe.

Dealing with the aspects of your job that you loathe.

There will always be things you loathe about your job – you cannot completely avoid them. In order to deal with the portions of your job that your loathe, you need to-do more of the aspects that you love. Adding more of the things that you love to even out the things that you loathe, will help you keep your drive and love for your job and career.

Life is life. Work fits into life. We, as a company, strive to build xperiential lives around our real estate businesses.

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Freedom Compass with Michael Hyatt https://www.xperiencegrowth.com/freedom-compass-with-michael-hyatt/ https://www.xperiencegrowth.com/freedom-compass-with-michael-hyatt/#respond Sat, 11 May 2019 17:18:26 +0000 https://www.xperiencegrowth.com/?p=19223 Read more ›]]>

Every day you put so much pressure on yourselves to be productive. You wake up dreading the to-do list and go to bed feeling like you have failed because there are so many things still left to-do. No matter who you are, you have experienced this feeling. You wake up there is the list and you go to sleep and the list is still there. It feels like you aren’t getting things done. Being productive is not about getting every single thing checked off your to-do list. Instead, being productive is about getting the right stuff checked off your to-do this. How do you eliminate that feeling of overwhelm?  On a recent Friday Partner Call, Xperience CEO Chris Suarez coached Michael Hyatt’s Freedom Compass!

How to Make your Freedom Compass:

 

Step 1 – Draw two intersecting lines that resemble a compass.
One line North to South and another line East to West.
Step 2 – Label your lines the same as you would a compass. The top line should be labeled North.
Step 3 – Read the zone descriptions below.
Step 4 – Separate your daily task, hobbies, and abilities into the four compass zones.
Step 5 – Focus on your true North.

 

North- This is your Desire Zone.

This is where passion and proficiency meet. These are things that you love and that you are good at. We feel a sense of freedom doing these things. This zone brings us the most happiness and joy.

Finding your true North –

Step 1 – STOP

        • Formulate: Make a plan before you just jump in and start doing things. Create a clear vision for yourself. Where is our passion and proficiency?
        • Evaluate: Determine what you are uniquely good at. Focus on that and stay in your own lane.
        • Rejuvenate: Take care of yourself. Give your body and mind time to rest.

Step 2 – CUT

        • Eliminate: It is okay to say “No.” Eliminate things from your life both professionally and personally.
        • Automate: Subtract yourself from the equation. Some things in life should be automatic.
        • Delegate: Who can help you? What tools do you have that you are not currently using? Evaluate the resources you have and use them!

Step 3 – ACT

        • Consolidate: Identify your ideal week if you had 100% control over your time. This is your perfect week. Understand how you are going to spend your time.
        • Designate: Prioritize your tasks for the day, week, month and quarter.
        • Activate: Beat distractions and interruptions.

South – This is your Drudgery Zone.

This section is the opposite of your true North. The section is where you put things that bring you no passion and no proficiency live. These are things that you don’t like and that you are not good at.

East – This is your Disinterest Zone.

This section holds things that you are good at but doing them tends to bores you. This is section is filled with things that do not excite you.

West – This is you Distraction Zone.

This section holds the things that you aren’t good at it but you like doing it. You wish you were good at these things but unfortunately you aren’t.

Focus on your true North!

Focusing on your true North will help you to feel more productive and successful overall. Your true North is the parts of your lives that make you feel the happiest. These activities and task are things that you are good at but also enjoy yourself while doing. While you cannot completely eliminate the other zone’s activities from your life, adding in more true North task will ensure you are still making time for the things that you love.

4 Rituals to Keep your Day Productive:

1 . The Morning Ritual –

This is your routine starting immediately after you wake up. Do you let your dog outside? Make a cup of coffee? Take a shower? Make your bed?

2. The Workday Start Up Ritual –

These are the things you do immediately after arriving to work. Do you open your mail? Check your email? Make phone calls? This ritual includes anything that you do to start off your workday.

3. The Workday Shutdown Ritual –

These are things you do when you are preparing to leave the office. Do you send a few more emails to wrap up the day? Do you make one final phone call? Just because you are shutting down for the day does not mean you cannot come back and revisit work later on in the evening.

4. The Evening Ritual –

This ritual is what you do when you get home from work. Do you play basketball with your kids? Have dinner with your family? Watch a few episodes of your favorite Netflix show?

After you are finished with your evening ritual it is okay to revisit work. You may revisit the things you completed today in order to make a to-do list for tomorrow.

Make sure whatever rituals you establish set you up to be successful.

Listen to The Coaching Session

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Life Hacks with NFL Legend Peyton Manning https://www.xperiencegrowth.com/life-hacks-with-nfl-legend-peyton-manning/ https://www.xperiencegrowth.com/life-hacks-with-nfl-legend-peyton-manning/#respond Sat, 04 May 2019 11:41:55 +0000 https://www.xperiencegrowth.com/?p=19081 Read more ›]]>

This week, Xperience leaders Holly Priestner, Carter Williams and Kristen Williams attended EntreLeadership. During our Partner Call, Holly shared learning lessons from NFL legend, Peyton Manning who was one of the keynote speakers at the event.

Remember to celebrate the small wins.

In Manning’s world they celebrate winning the game the same evening because whether they won or not, practice started all over again on Monday. We need to remember that the small wins are significant. Not every game is the Super Bowl but that doesn’t mean the game doesn’t matter.

I know from coaching that we all tend to move on from small wins quickly because we have bigger goals. We need to give ourselves the opportunity to celebrate the small wins and acknowledge the successes we have along the way to achieving our goal.

Let it go.

Whenever you throw an interception learn from it, then erase it from your mind. You cannot allow one mistake or misstep to drag you down. Don’t over analyze. Don’t spend time fretting over a mistake. Figure out what the lesson is, learn from it and continue moving forward.

Enjoy the Journey.

We have all heard this saying but very few of us actually live by it. We get so focused on achieving our goal and continuing to move onto the next big thing in our lives. In doing so, we forget to take time to celebrate the small wins and truly enjoy the process.

When it comes to business:

  1.   Latch on to a person who keeps you in check. The person who is constantly evaluating you. Go back to that person over and over again.
  2.   Always have a coach.

Always continue to seek new skills and fresh perspectives.

There will always be room for personal growth. Whether you want to gain intrapersonal skills or leadership skills, there will never be a time when you have obtained all the knowledge you possibly can on a subject. There will always be things to learn and new perspectives to understand.

You can get better or worse, you aren’t going to stay the same so focus on getting better.

It is important for each of us to continue to push ourselves to get better and continue growing. Whether it is in your professional or personal life, there is always room for growth. Never get comfortable with where you are at. Continue to set goals and strive to be the best you can in everything you do.

Preparation is where you can get “the edge” on the competition.

You will not always be the best at everything, but you can always be the most prepared. Manning explained that maybe he wasn’t the fastest player on the field or the best thrower, but he would always be the most prepared. Knowing he was prepared for any situation gave him the ability to be calm in any and all situations because when the time came to make a play, he was prepared.

It is okay to be nervous, that means you care.

Manning explained that even the very best athletes still get nervous before a game. It means they still care and are still invested in the game. This is true for the real estate business as well. If you are nervous before every call or open house that is normal. The nervousness you feel means you have passion in your heart and are invested in being a realtor.

Always refer back to the playbook.

There will be times when we are running behind. No matter how much preparation or planning we do, sometimes it is not enough. This is a perfect time to refer to our playbook. Thankful Xperience has given us the support of world class coaches and a playbook that we can constantly look back on. Always use your resources to your advantage. Just run the play.

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Spend 15 Minutes with a $1.4 Million GCI Producer https://www.xperiencegrowth.com/spend-15-minutes-with-a-1-4-million-gci-producer/ https://www.xperiencegrowth.com/spend-15-minutes-with-a-1-4-million-gci-producer/#respond Sat, 04 May 2019 11:24:06 +0000 https://www.xperiencegrowth.com/?p=19074 Read more ›]]>

No one else can smile your smile because it only belongs to you. — Barb Dopp

Spend 15 Minutes with a $1.4 Million GCI Producer

On this Friday’s Partner Call, Xperience CEO Chris Suarez interviewed the newest addition to the Xperience network, Barb Dopp and the Agents With a Smile Team. Barb is a dominant player in the Boise market. Barb and her team consistently close 200+ units year over year for almost a decade— that’s a LOT of production! Taking their first steps to expand, Barb is in the process of launching her first expansion agent in Utah. Here are highlights from an interview with this $1.4 million GCI producer.

What was your path to real estate?

About 12 years ago – I had someone present me with an investment opportunity. This person explained that he was looking for someone to buy out his current partner. I decided to jump on the opportunity and took a line of credit for my home that my family had built and had equity in. It worked well for a period of time then the market turned in 2006. I ended up about $115,000 in debt.

I decided it was time for me to get a job, but the job needed to offer flexibility. We had a neighbor selling their house and I knew their realtor, so I asked her some questions about being a real estate agent and what it took to become one. So, I took a leap of faith and got my real estate license in October 2007.

How did you start off your real estate career?

After talking with my neighbor’s real estate agent I decided to school in the fall. I went to the same broker that she did. I stayed there for a year before they went out of business and merged with another small company. I sold 24 homes that first year. My first year was during the short sell period. I felt like a Sherpa. I didn’t have an office or anything, I would just carry around all my files. I knew I needed a more structured and supportive work setting.

How did you get to Keller Williams?

In April 2009, I had a meeting with a Keller Williams agent. She looked at my pending properties, what houses I had previously sold and my pipeline. The Keller Williams agent said you’re at about a level whatever business and these are the next steps. I was amazed that there was a plan. After the meeting, I decided to leave the broker that I had started my career with and move to Keller Williams. The first year, I closed 48 transactions.

How have you failed forward and what you have learned along the way?

Some of my failing forwards was wanting to just hire a person to be leverage for things that were limiting beliefs in my own mind. Standing up as a leader because I was so focused on doing business that I didn’t look up as often as I could have.

When did you transition your focus to leadership and assisting others in building their businesses?

Over the last couple of years, during the CB process, that is where I get clarity about everything. My own self, how do I fit in my role, how my team fits in this role and how can I provide more opportunities to others. It was during CB a couple of years ago that I knew that I needed to focus on leadership and success for others. I also learned that my desire is to lift and bless others.

What is the story behind Agents with a Smile?

I use to sell Bright Music CD’s that were supposed to build self-esteem and developed character strength and safety skills in children. One song said, “No one else can smile your smile because it only belongs to you.” It talked about the individuality of every person. No one can walk your walk, no one can talk your talk because each of us are unique in our own ways.

I signed my postcards to send to potential clients with a smile followed by my name. My first year in real estate I decided that I would call myself “The Realtor with a Smile.” That rang so true to me. The real estate commission made me change it to the “The Agent with a Smile” and as my company grew, the saying changed to “The Agents with a Smile.”  

Why did you select Xperience to power your accelerated growth?

My personal business was solid, but I knew I could still lift, bless and inspire other people in having a great business. I knew that there was another level of systems and tools that had to be put into place to help my team continue to succeed. Once I talked to Xperience’s leadership team, everything just fell together so perfectly. My teams’ values are the same as Xperiences. When I told my team about the opportunity, they wanted to know how soon we could start. The energy that Xperience brings is so powerful and we are so lucky to be a part of it.

Listen to Chris’ Interview with Barb Here

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Top Boise Team Partners with Xperience Real Estate https://www.xperiencegrowth.com/top-boise-team-partners-with-xperience-real-estate/ https://www.xperiencegrowth.com/top-boise-team-partners-with-xperience-real-estate/#respond Tue, 30 Apr 2019 20:41:45 +0000 https://www.xperiencegrowth.com/?p=19040 Read more ›]]>

Top Boise Team Partners with Xperience Real Estate

Barb Dopp and Agents With a Smile Join the Xperience Real Estate Network

Portland, OR (May 3, 2019) — Barb Dopp and the entire Agents With a Smile team have partnered with Keller Williams Xperience Real Estate to power the next phase of their growth. For almost a decade, the Agents With a Smile team has closed approximately 200 units each year resulting in an approximate annual volume of $55 million and  approximate annual gross commission income of $1.4 million. Barb and her team are continuously recognized in the industry for being top players in the Boise market, including a coveted nod from RealTrends as “American’s Best Real Estate Agent — Idaho Teams.” These two Keller Williams teams are joining forces to double Agents With a Smile’s production and create larger career opportunities in the Boise market.

“Barb is an intentional leader who is committed to creating opportunities for others. As we explored the path to partnership, the resounding theme was to build — not for the money or for the sake of having an empire — but for the sole purpose of creating opportunities for others. That’s exciting for us at Xperience. That is our passion and that is what we help other business owners do best,” Xperience Real Estate CEO Chris Suarez said.

“We are looking to double production,” Barb Dopp explained, “We expect that production to be through the success of others. My vision and passion are to grow people as leaders and as business owners. A dominant player like Xperience provides us with the tools, systems and coaching to do this faster and with a greater impact than we can do on our own.”

Agents With a Smile and Xperience Real Estate share common values and business philosophies focused on accelerated business growth attributed to accelerated people growth. At the heart of both Keller Williams businesses is integrity.

“Barb and her team have created an unstoppable business because of their commitment to taking care of people. Their abundant mindsets, high level of integrity and their 100% focus on the client’s best interest set them apart from other forces in their market. It is an honor to be in business with a business owner who is committed to holding her team to the same high standards that she holds herself to,” Chris said.

“Chris has a reputation in Keller Williams and throughout the industry of being a man of integrity. He has surrounded himself with other leaders who also exemplify this integrity and strive to create from the inside out. Their track record of success and expertise coupled with their hearts made this a very clear decision,” Barb commented.

Xperience, one of Keller Williams’ top ten teams, has developed an innovative model to power other successful teams. Partners retain the branding and relationships they’ve built with their clients and in their communities, while being powered by the proven models and systems of Xperience.

Suarez has expanded his business into more than two dozen cities, generating millions of dollars in annual revenue while building a strong culture through coaching, consulting, collaboration, and commitment. In recent months, Xperience has announced partnerships with top agent teams including the Charlotte Mabry Team in Tennessee, the Christine Ricci Team in New York, Zuber Group in Idaho, and five large Texas teams, Spinelli Residential Group, The Williams Team, The Bucher Group, The Amanda Ponce Team and The Deldi Ortegon Group. In the year prior to joining Xperience, these teams’ combined annual volume was approximately $314,000,000. In July, Inman named Xperience “First Runner Up” in the Most Innovative Team category at the Inman Innovator Awards. Xperience Real Estate is also part of REAL Trends/Wall Street Journal’s elite “The Thousand” list, ranking America’s top real estate teams.

Learn more about opportunities to partner with Xperience Real Estate.

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Behaviors & The Goldilocks Rule https://www.xperiencegrowth.com/behaviors-the-goldilocks-rule/ https://www.xperiencegrowth.com/behaviors-the-goldilocks-rule/#respond Tue, 23 Apr 2019 16:52:28 +0000 https://www.xperiencegrowth.com/?p=18888 Read more ›]]>

James Clear sheds incredible light on behavior and what we can learn from successful people. Xperience continues to do deep dives into his content, such as the story and lesson below.

In 1955, Disneyland had just opened in Anaheim, California, when a ten-year-old boy walked in and asked for a job. The boy managed to land a position selling guidebooks.

Within a year, he had transitioned to Disney’s magic shop, where he learned tricks. He experimented with jokes and tried out simple routines on visitors. Soon he discovered that what he loved was not performing magic but performing in general. He decided to become a comedian.

Beginning in his teenage years, he started performing in little clubs around Los Angeles.  He was rarely on stage for more than five minutes. Most of the people in the crowd were too busy drinking or talking with friends to pay attention.

His first routines would only last one or two minutes. By high school, his material had expanded to include a five-minute act and, a few years later, a ten-minute show. At nineteen, he was performing weekly for twenty minutes at a time.

He spent another decade experimenting, adjusting, and practicing. He took a job as a television writer and, gradually, he was able to land his own appearances on talk shows. By the mid-1970s, he had worked his way into being a regular guest on The Tonight Show and Saturday Night Live.

Finally, after nearly fifteen years of work, the young man rose to fame. He toured sixty cities in sixty-three days. Then seventy-two cities in eighty days. Then eighty-five cities in ninety days. He had 18,695 people attend one show in Ohio. Another 45,000 tickets were sold for his three-day show in New York. He catapulted to the top of his genre and became one of the most successful comedians of his time.  His name is Steve Martin.

This is an interesting perspective on what it takes to stick with habits for the long run. Comedy is not for the timid. It is hard to imagine a situation that would strike fear into the hearts of more people than performing alone on stage and failing to get a single laugh. And yet Steve Martin faced this fear every week for eighteen years.

In Martin’s own words, “Ten years spent learning, four years spent refining, and four years as a wild success.”

Why do most of us struggle to stick with our habits and to stay motivated? How do we design habits that pull us in rather than ones that fade away? Scientists have been studying this question for many years. One of the most consistent findings is that the way to maintain motivation and achieve peak levels of desire is to work on tasks of “just manageable difficulty.”

This is a challenge of just manageable difficulty and it is a prime example of the Goldilocks Rule.

The Goldilocks Rule states that humans experience peak motivation when working on tasks that are right on the edge of their current abilities. Not too hard. Not too easy. Just right.

Martin’s comedy career is an excellent example of the Goldilocks Rule in practice. Each year, he expanded his comedy routine—but only by a minute or two. He was always adding new material, but he also kept a few jokes that were guaranteed to get laughs. There were just enough victories to keep him motivated and just enough mistakes to keep him working hard.

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10 SECRETS OF THE REAL ESTATE PROS https://www.xperiencegrowth.com/10-secrets-of-the-real-estate-pros/ https://www.xperiencegrowth.com/10-secrets-of-the-real-estate-pros/#respond Thu, 18 Apr 2019 18:13:42 +0000 https://www.xperiencegrowth.com/?p=18828 Read more ›]]>
From the KW Blog

By Lalaina Rabary

Meet the real estate pros:

  • Kristan Cole – The Kristan Cole Team
  • Chris Suarez – Xperience Real Estate
  • David Hoffman – The David Hoffman Group

Collectively, this group has over 60 years of experience in real estate with $600 million-plus closed in 2018.

They recently sat down with KW agent David Vorhees to reveal secrets of their success on Secrets of the Pros – a new prime-time series on Connect Live where mega agents speak openly about their wins, failures, and business strategies.

It was good, real good!  But don’t just take my word for it. See for yourself or catch their secrets below.

SECRET #1: IT’S ALL ABOUT YOUR ACTIVITIES

Jumping into the world of real estate can be overwhelming.

Especially if you are looking at other agents who have built massive databases and you have yet to build your own. If you are new to the industry and are discouraged at your empty database, Suarez has a message for you.

Remember, everyone who has a database now started with an activity (open houses, door knocking, farming). The greatest thing I read early on was on page 142 of The Millionaire Real Estate Agent where Gary Keller explained that the size of your database is dependent on the number of names and relationships you have. You can pick up and move to any city tomorrow and build a big database quickly by selecting an activity.

Activities go further than helping you grow your database; they pave the way for lifelong relationships with your clients, says Hoffman.

The activities that you put in play help you earn the right to have the relationship with your database. We don’t have many people in our database, but we know it’s gold and we’ll go so deep with them that we’ve earned the right to be their friend. It’s an honor to be in real estate.

SECRET #2: CHOOSE ONE LEAD GENERATION METHOD AND DO IT CONSISTENTLY

When Suarez started his real estate career, he took up open houses as his lead generation activity of choice. Here’s why:

Being face-to-face with people isn’t my natural skill set, but I knew it would be the quickest way to add people to my database. I was new to my area and didn’t meet people easily because of my aptitude, but learned that if I added two people to my database every day, I would win.

Related read: Chris Suarez’s Quick Guide to Planning the Perfect Open House

If open houses aren’t your thing, don’t worry. There’s a LONG list of lead generation methods to choose from.  What matters most is that you, “Find one thing you can do consistently every day and stick to it,” says Suarez.

SECRET #3: STOP FAKING IT ‘TIL YOU MAKE IT

You know that phrase, ‘fake it ‘til you make it’?

Hoffman makes a great case for throwing that advice out the window to be a local expert instead.

When I was new in the business, there was no way I could fake it. As I was building relationships with people, their guard would drop once I began sharing my passions and expertise.  Then, the opportunities began appearing. Regardless of what you do, you have to be the expert.

Hoffman’s focus on being a local real estate expert added value to his relationships in such a way that people couldn’t wait to be in business with him. Looking to do the same? Familiarize yourself with the market and intricacies of the business so you can speak confidently about your profession.

Start here! 

SECRET #4: FOCUS ON PROSPECTING

Cole, who has been in the real estate industry for 35 years, found tremendous success once she pivoted from being a marketing-based agent to a prospecting-based agent. Essentially, a prospecting-based agent seeks out business instead of waiting for it.

When I came to Keller Williams, I learned that being a marketing-based agent wouldn’t work and pivoted our team into a prospecting-based company. Prospecting activities – like mining our database – propelled our business; they cost less money and offered greater reward.

SECRET #5: HAVE BUSINESS STANDARDS

Bottom line – If you want to win in real estate, you must have standards.

Cole has a great analogy.

Having standards is similar to paying your mortgage. If you don’t pay your mortgage, your home will be foreclosed on. The same goes for real estate. If you don’t hit the minimum standard with lead gen, follow up and training, you won’t be on our team.

Standards are equally important for Hoffman’s team as well.

On our team, you are either on an appointment, connecting with your database, or serving in the community. Why? Because we tell our clients that the relationship doesn’t end at close; it’s just the beginning. You’re getting in front of your database first and lead generating for new people last.

Suarez’s idea of standards tilt toward best practices.

I struggle with the word standard, because people who come to us aren’t held by a standard. They want to know best practices on how to be successful. There are people on our team who are at two, six, eight or even one deal this month. We are less focused on the results they are having now and more focused on if they are implementing best practices. Are they showing up and doing the activity in a way that could be modeled? Are they coaching or collaborating with others? 

SECRET #6: HAVE PERSONAL STANDARDS

Hoffman is passionate that standards shouldn’t just exist at the office, but at home as well.

On our team, your standards at home come first. You don’t come into the office until you have agreement with your families. I went eight years without an assistant and my marriage suffered and  ended as a result. I wish I would have known about balance and standards earlier.

SECRET #7: ASK MORE QUESTIONS

Every meeting Cole has with buyers/sellers begins with this question:

[Buyer/Seller], There’s no right/wrong answer, do you feel the market is moving toward you or away from you?

Thoughtful questions, like this one, have become a staple of her business repertoire. Here’s why:

I began my real estate [career] shortly after college. Because of my age, I felt compelled to tell clients what I knew about the market, the house, the neighborhood. I learned that telling didn’t work nearly as much as sitting down and asking questions.

Cole’s advice to you: Ask more questions. They move people toward you and help you understand what their goals are. I would have found success much faster if I learned this early on.

SECRET #8: TRADE VALUE FOR CONTACT INFORMATION

Since future homeowners are searching for valuable information that you have, and you are searching for future homeowners, Suarez recommends you “trade your value for contact information.”

He breaks it down with his go-to open house script:

  • Find the client’s motivation to assess what value you can offer: Hey, are you out shopping for a home today or do you happen to live in the neighborhood?
  • Encourage them to trade: Would it be of value to you if I [insert value … e.g., let you know how many offers we have?] or offended if I [e.g., followed back up with you?]
  • Close the trade: Great, let me email it to you. What’s a good email address? If for some reason an email doesn’t work, what number could I best reach you at?

SECRET #9: COMMIT TO EDUCATION

At the end of the day, building a BIG business is possible if you’re willing to learn.

“It’s about generating the skills necessary to be a real CEO, business owner and leader. This goes beyond learning scripts. It’s about being willing to commit to coaching, reading and investing,” says Suarez.

“Figure out where you want to go in the industry and focus on generating the skills you need to get there.”

SECRET #10: STICK WITH IT

The road may feel long at times, but with a positive mindset and commitment to mastery you will arrive at your destination.

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2019 https://www.xperiencegrowth.com/2019-2/ https://www.xperiencegrowth.com/2019-2/#respond Mon, 15 Apr 2019 20:53:32 +0000 https://www.xperiencegrowth.com/?p=18777 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/2019-2/feed/ 0 Eight Prerequisites for Influence https://www.xperiencegrowth.com/eight-prerequisites-for-influence/ https://www.xperiencegrowth.com/eight-prerequisites-for-influence/#respond Fri, 12 Apr 2019 21:11:56 +0000 https://www.xperiencegrowth.com/?p=18626 Read more ›]]>

On this Friday’s Xperience Partner Call, Director of Expansion Katie Benson shared some powerful insights from a recent coaching session with her coach, Kate Patulski.

We, as real estate agents, are in sales. In sales, it is necessary for us to influence others. It is important that we practice being neither inferior or superior to any other human beings whether it is our assistant, a client or our significant other. When we decide we are superior or inferior, growth is prevented, and influence ceases to exist. As human beings, when we decide there has been an injustice, we tend to think, act and communicate like we are superior. We become indignant about injustice.

These eight prerequisites for influence will help you better communicate with your clients, coworkers and friends. Refer back to this list when you feel like your failing to influence others.

1-    Respect for the Other Person’s Model of the World.

We all have 2,000 bits of information flying at us every single second, a person can only grab 126 of those bits. The person next to us does not grab the same 126 bits as we do. Remember this when you are trying to understand someone else’s view of the world. Change the language you use. Use language that says I respect that you might be having a different experience than me.

Some language you can use to ask for help to understand another person’s point of view:

      • Can you help me understand?
      • Can you expand on that?
      • I can only imagine.
      • I can’t even begin to imagine.

2-    Resistance in the Client is a Lack of Rapport.

If a client isn’t taking your call or refusing to call you back, that is not a them thing. It is your problem. Look in the mirror and ask yourself, why your communication is having a negative effect on your client. There are no resistant clients, only inflexible communicators.

3-    People are not their Behaviors.

Separate people from their behaviors. We are always trying to change people and their behaviors. Remember what someone is doing is not really who they are, instead it is probably a program they are running. Separating people from their behavior helps for clean conversation.

4-    Everyone is Doing the Best they can with the Resources they have Available.

When we know better, we do better. Not everyone has the same resources that you have access to. We are not all pulling from the same toolkit. A person’s present behavior is always their best available choice. If we believe that every behavior is motivated by a positive intent, knowing everyone is doing the best they can with the resources they have, we can have useful and productive conversations when we observe a behavior that is not resourceful.

Things you can ask yourself when you observe non-resourceful behavior:

      • What might their intent be?
      • What might they need from me at this time?
      • How do I add value to this person?

5-    Calibrate on Behavior.

Intent versus Impact. We know our intent of our message but how did it impact the listener? A message’s impact has less to do with how you felt and more to do with you listeners behavior after you delivered your message. The most important information about a person is their behavior, what you see on the outside is an indication on what is happening on the inside. After delivering a message or having a conversation, ask yourself, what does my audience’s behavior tell me about my communication?

6-    People have all the Resources they Need to Succeed and Achieve their Desired Outcomes.

Every person is whole, complete and resourceful. If you approach every person as whole and complete, the energetic field that is created is one of empowerment. There are no unresourceful people, people only have unresourceful states. Who you are and how you show up can change someone’s state. When someone state changes, so does their behavior.

Do an ego check.

“I am not inferior or superior. I am acknowledging that this person is whole and complete and that it is felt on the other side of communication.”

7-    There is only Feedback.

There is no failure, only feedback. We cannot expect ourselves to always be perfect. When communicating you do not fail, instead you take feedback from your audience and use it to improve in the future.

8-    The Meaning of Communication is the Response you get.

The audience’s response indicates how well you communicated. If you upset someone while communicating with them, that is a feedback of how well you communicated with them. The way you left someone after a conversation is your responsibility. This one can be difficult to operate from because if you upset you husband or your assistant, their response lets you know that maybe you didn’t communicate with them in the most effective or efficient manner.

These principles are the foundation in which we build our influence. If you find yourself out of rapport go back and look at this list, use the feedback of your audience and figure out where you went wrong while communicating. Do the work. Fix the situation. Be better next time. There is no failure, only feedback.

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Getting Gritty With It https://www.xperiencegrowth.com/getting-gritty-with-it/ https://www.xperiencegrowth.com/getting-gritty-with-it/#respond Sat, 06 Apr 2019 06:17:05 +0000 https://www.xperiencegrowth.com/?p=18535 Read more ›]]>

Recently we all read the book, Grit: The Power of Passion of Perseverance by Angela Duckworth. Through her research, the author discovered that grit is a combination of passion and perseverance for a singular important goal and is the hallmark of all high achievers in every domain. Grit is something we in the real estate business need to have. We need to be highly motivated and really committed to our business.

If I’m gritty about one thing, will I be gritty about everything?

Duckworth explains, “Not necessarily. To be gritty, in my view, is to have passion and perseverance about something in your life. This doesn’t mean that you necessarily engage in all possible pursuits with equivalent passion and perseverance. And indeed, the limits of time and energy suggest that focusing on one thing means focusing less on others. You can’t pursue becoming a great pianist and at the same time a great mathematician, and a great sprinter and chef and philosopher…But it’s also true, I think, that to be gritty means to pursue something with consistency of interest and effort. Some people choose not to pursue anything in a committed way, and that, to me, is lack of grit.”

Choose Where You Will Use Your Grit.

  • Where am I showing up committed?
  • What am I committed too?
  • What activities do I use my grit for?
  • We all need grit somewhere. It doesn’t have to show up everywhere in your life or business but you have to have grit somewhere or else your wasting your time and energy.

Xperience Example of Grit

Recently one of our Xperience partners, Nate, showed his grit when using his database, consistency and relationships in order to sign on a client. Nate had just switched from door knocking to expireds and for sale by owners.

December 14th:

Nate had a conversation with the for sale by owner client using the “Hey I might have a buyer” approach. He was shut down quickly and was told not to bother with his potential buyer.

January 25th:

Katie told Nate his listing were down and that he needed 2 more open houses in order to reach his lead generation lever.

January 29th:

Nate called the for sale by owner client using John Powers’ advice and asked if he could hold an open house. The client immediately opened up and they began to build a relationship. They realized they had mutual friends and the client started to become more comfortable with the idea of having Nate list her home.

March 16th:

Nate held his first open house at her property. The client continued to do her own open houses as well.

March 23th:

Nate met with this client. The two had the conversation about what her plan was if her property did not sell. They also had a conversation about Nate potentially listing the property.

March 25th:

The client signed agreement to let Nate takeover the listing.

After three months of communication and nurturing his potential client, Nate finally was able to list this property as his own. He used grit and determination throughout this long process and it eventually paid off. Not only was Nate able to take this listing as his own, he was also able to build his database and his relationship with his client. This client is now recommending Nate to her friends and family members.

Click Here to Listen to Nate

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Xperience Real Estate Hires eCommerce Phenom as Director of Lead Generation https://www.xperiencegrowth.com/xperience-real-estate-hires-ecommerce-phenom-as-director-of-lead-generation/ https://www.xperiencegrowth.com/xperience-real-estate-hires-ecommerce-phenom-as-director-of-lead-generation/#respond Thu, 04 Apr 2019 17:01:09 +0000 https://www.xperiencegrowth.com/?p=18491 Read more ›]]>

Xperience Real Estate Hires eCommerce Phenom as Director of Lead Generation
Orlando Solano, Jr. Joins Xperience Real Estate as Director of Lead Generation

PORTLAND, OREGON (April 5, 2019)– Keller Williams Xperience Real Estate announced that Orlando Solano, Jr. has joined the team as the Director of Lead Generation. Well known in e-commerce circles, Orlando has generated more than $1 billion in e-commerce revenue and has a strong track record of success in digital marketing and social media.

Early in his career, Orlando spent six years in the real estate industry where he built solid lead generation systems. He found a passion for marketing and forged a path that led him to serve in a variety of senior level marketing roles including Director of Search Engine Marketing for JustFab, Director of eCommerce for BCBG MaxAzria and VP of Marketing for Offline Inc. As a thought leader in the demand generation space, Orlando has been featured as a speaker and panelist at industry events such as the Traffic and Conversion Summit. As the real estate industry enters a tech revolution, Orlando’s expertise in building relationships with consumers in the digital space will add incredible value to Xperience’s real estate agents.

“We interviewed numerous people who understood real estate online lead generation. We realized that at the high level our real estate teams are producing, we needed to bring someone outside of the real estate industry to bring the consumer perspective,” Xperience CEO Chris Suarez said.

“The opportunity with Xperience was a great marriage of two knowledge bases that I felt I could contribute vastly to,” Orlando said. “I am excited to join Xperience because of the leadership team’s positive attitudes and uplifting outlooks plus, I had a consistently great candidate experience throughout the process.”

“Orlando brings a deep understanding of digital marketing, lead generation, conversion, databases and marketing, which are critical components to any real estate business. We believe, as an organization, that this is even more critical today as we look at disruptive forces in the industry and as technology continues to evolve,” Chris explained. “We are excited to bring Orlando’s level of talent to our Xperience partners and teams. While we are confident that Orlando will make an immediate impact, we are also excited about his influence as we move into KW Command.”  

“In addition to his knowledge and experience, Orlando is a thoughtful communicator, an entrepreneur at heart and highly creative. Our leadership team could not be more proud to welcome Orlando to Xperience,” Chris said.

Xperience, one of Keller Williams’ top ten teams, has developed an innovative model to power other successful teams. Partners retain the branding and relationships they’ve built with their clients and in their communities, while being powered by the proven models and systems of Xperience.

Suarez has expanded his business into more than two dozen cities, generating millions of dollars in annual revenue while building a strong culture through coaching, consulting, collaboration, and commitment. In recent months, Xperience has announced partnerships with top agent teams including the Charlotte Mabry Team in Tennessee, the Christine Ricci Team in New York, Zuber Group in Idaho, and five large Texas teams, Spinelli Residential Group, The Williams Team, The Bucher Group, The Amanda Ponce Team and The Deldi Ortegon Group. In the year prior to joining Xperience, these teams’ combined annual volume was approximately $314,000,000. In July, Inman named Xperience “First Runner Up” in the Most Innovative Team category at the Inman Innovator Awards. Xperience Real Estate is also part of REAL Trends/Wall Street Journal’s elite “The Thousand” list, ranking America’s top real estate teams.

Learn more about opportunities to partner with Xperience Real Estate.

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The Control Circle https://www.xperiencegrowth.com/the-control-circle/ https://www.xperiencegrowth.com/the-control-circle/#respond Sat, 30 Mar 2019 18:13:08 +0000 https://www.xperiencegrowth.com/?p=18446 Read more ›]]>

On this week’s Friday Partner Call, Xperience CEO Chris Suarez walked through a well-known coaching model, The Control Circle. We all have things in our lives that we can control and things that we cannot control. It is important to know the difference and critical in both our personal and professional lives that we take time to consider what those things are. The control circle is an easy way to bring those ideas into focus. It is a good tool to be used with a mentor or a coach but it is also a tool that you can put into practice on your own.

Draw a circle.

Inside the circle make a list of things that are 100 percent in your control.

Outside the circle make a list of things that you cannot control.

The ONLY things that you control 100 percent:

  • Thoughts– You can control your thoughts. Sometimes your first thought may just pop into your psyche but thoughts are just seeds that can be nurtured to grow.
  • Actions– You cannot control the results but you can control your actions. Think about whether your actions are in line with your vision and your mission.
  • Attitude– Attitude is the bridge between your thoughts and your behaviors. You truly do have the power to control your attitude.
  • Effort– You 100 percent control your effort. Every day regarding everything that you do during that day it is up to you to bring 100 percent of your energy.

If you have anything other than these four things inside your circle, scratch them out. Focus on these things. Sometimes we think we can control what people think about us or at least their perception of us. We cannot. We cannot control other people’s decisions or the weather or numerous other things. But those are not the things we should focus on.

Put your circle where you can see it. Create the space you need to focus on your control circle. Focus on what you can control and what you cannot control will become meaningless. Making space or focusing on the things you can control will help them become part of your psyche.

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Spend a Few Minutes with a Luxury Icon https://www.xperiencegrowth.com/spend-a-few-minutes-with-a-luxury-icon/ https://www.xperiencegrowth.com/spend-a-few-minutes-with-a-luxury-icon/#respond Sat, 30 Mar 2019 17:41:08 +0000 https://www.xperiencegrowth.com/?p=18444 Read more ›]]>
“We can achieve more together than apart … individuals and teams and teams with teams.”  — Jeannette Spinelli

During Friday’s Partner Call, Xperience CEO Chris Suarez interviewed a luxury icon, Jeannette Spinelli, as the Xperience network welcomed Jeannette and the entire Spinelli Residential Group as new Xperience partners.

Jeannette laughs as she talks about her early real estate career as a “dreaded part-time agent” who had some success. When faced with a personal tragedy that led to economic difficulties, she took a real estate business she describes as — at that moment in time — having no true overall vision or purpose, and stepped out on a limb that has not only given her financial stability but has made her a leader in luxury real estate sales. She now owns a business filled with vision and purpose!

It all started with a sign call from a sign overgrown with brush on land in what is now West Lake Hills in Austin. She summoned up her courage and although she didn’t think that sale would be attainable for her, she called the number. Making that call changed her life. The developer, a very spiritual man, who numerous real estate agents were seeking to partner with him, chose Spinelli. And, to this point in her life, she credits that call with leading to $90 million in sales.

Spinelli is generous with her knowledge and her experience. She is anxious to help her agents and others achieve their goals. “We all have our own gifts and our own talent,” she said,  “and they become even more valuable if we are willing to share.” Spinelli appreciates opportunities to share her story and give encouragement to others. She is willing to share information and sources for study with those interested in selling luxury real estate. “Anybody can change the course of their life with work and education,” she explained. “I am passionate to help others transform their lives through real estate.”

Spinelli is thrilled to be part of  the Xperience team and tapping into the wisdom and integrity of the group. Her mission has always included supporting her agents in building the lives they have designed for themselves and she sees that same spirit at Xperience. “We can achieve more together than apart … individuals and teams and teams with teams,” Spinelli said. She looks forward to working with like-minded people to positively impact individual agents, offices, and ultimately communities.

Jeannette looks forward to sharing more of her inspiring story and luxury expertise with the Xperience team and friends of Xperience in coming months. Stay tuned!

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Austin Luxury Powerhouse Partners with Xperience Real Estate https://www.xperiencegrowth.com/austin-luxury-powerhouse-partners-with-xperience-real-estate/ https://www.xperiencegrowth.com/austin-luxury-powerhouse-partners-with-xperience-real-estate/#respond Thu, 28 Mar 2019 21:48:40 +0000 https://www.xperiencegrowth.com/?p=18386 Read more ›]]>

Austin Luxury Powerhouse Partners with Xperience Real Estate
Jeannette Spinelli and Spinelli Residential Group Joins the Xperience Real Estate Network

PORTLAND, OREGON (March 29, 2019) — Keller Williams Xperience Real Estate announced today that Spinelli Residential Group, a top luxury team in the Austin market led by Jeannette Spinelli, has partnered with the Xperience Real Estate network to power the next phase of their growth.

Dominating the luxury market, in 2018, Keller Williams’ Spinelli Residential Group closed more than $44 million in volume, resulting in more than $1 million gross commission income. Once again, Jeannette was named to Austin’s Elite 25 which recognizes the top 1% of luxury agents in Austin. Jeannette has been a member of Luxury League since inception. The team also earned the #10 spot on the Austin Business Journal’s Residential Real Estate list and is part of the Platinum Top 50, recognized for production, philanthropy and mentorship. In the last five years, this team has closed more than $204 million in volume.

“Jeannette’s industry presence extends well beyond the Austin market. As a top luxury agent in the Keller Williams system, she is a frequent presenter and teacher at KW Luxury events. I admire how she has built her business and her name,” Xperience Real Estate CEO Chris Suarez said. “She is a true advocate for Keller Williams. Her global leadership as an investor in KW Cabo Paradise and contributions to KW Luxury coupled with her local leadership as a member of her Market Center’s Associate Leadership Council are outstanding and important contributions to our company.”

“In addition to a team partnership, Jeannette’s leadership will allow us to continue to increase our service to our luxury clientele across the country and deliver more tools to our luxury agents and teams who have partnered with us,” Chris added.

The Spinelli Residential Group’s success has been built through their outstanding client experience. As experts in Austin’s luxury market, they provide exceptional consulting to their sellers and buyers, demonstrate strong attention to detail and add a touch of concierge service. “To be on our team, you must have a heart to serve,” Jeannette said. This mindset has resulted in a reputation of excellence and has created client relationships that extend well beyond the real estate transaction.

“Jeannette has the heart of a servant leader and brings that heart to both her clients and her community. That service oriented mindset is also an expectation for her team. I have a deep appreciation for how Jeannette engages her team in community service which is 100% aligned with Xperience’s mission, vision and values,” Chris said.

When looking at the future, the Spinelli Residential Group is focused on growth by providing opportunities to develop more luxury agents through Jeannette’s mentorship and expertise. Xperience’s coaching, consulting and collaboration will provide an even more robust platform for new talent.

“I admire what Chris and the other Xperience leaders have built from both a business and a mission perspective. I am in business because I am passionate about serving clients and I am passionate about providing a path for our agents to grow their businesses. This partnership is a logical step to amplify our client service while building an even more powerful platform to develop our agents. In addition, I look forward to growing with and providing value to the 100+ Xperience partners and teams across the United States.” Jeannette said.  

Xperience, one of Keller Williams’ top ten teams, has developed an innovative model to power other successful teams. Partners retain the branding and relationships they’ve built with their clients and in their communities, while being powered by the proven models and systems of Xperience.

Suarez has expanded his business into more than two dozen cities, generating millions of dollars in annual revenue while building a strong culture through coaching, consulting, collaboration, and commitment. In recent months, Xperience has announced partnerships with top agent teams including the Charlotte Mabry Team in Tennessee, the Christine Ricci Team in New York, Zuber Group in Idaho, and four large Texas teams, The Williams Team, The Bucher Group, The Amanda Ponce Team and The Deldi Ortegon Group. In July, Inman named Xperience “First Runner Up” in the Most Innovative Team category at the Inman Innovator Awards. Xperience Real Estate is also part of REAL Trends/Wall Street Journal’s elite “The Thousand” list, ranking America’s top real estate teams.

Learn more about opportunities to partner with Xperience Real Estate.

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Xperience Leadership https://www.xperiencegrowth.com/xperience-leadership/ https://www.xperiencegrowth.com/xperience-leadership/#respond Sun, 24 Mar 2019 07:13:38 +0000 https://www.xperiencegrowth.com/?p=18207 Read more ›]]>
“Leadership: Teaching people how to think the way they need to think so that they can do what they need to do when they need to do it so they can get what they want when they want it.  Leadership is teaching people how to think.”  -Gary Keller

This week we have doubled down on our focus on leadership as Chris launched his inaugural BECOME THE CEO webinar as well as exclusive access into the first group that will go thru his four week program.

In a private meeting with a small group of leaders and future leaders of Xperience, he shared the five key qualities necessary in order to grow into a leader…and eventually become the CEO.

Lets begin with Gary Keller’s definition of leadership:
“Leadership: Teaching people how to think the way they need to think so that they can do what they need to do when they need to do it so they can get what they want when they want it.  Leadership is teaching people how to think.”

EARNING THE RIGHT TO LEAD

LEADERS ARE PRODUCTIVE
Production in any industry is the first step to leadership.  To really move into influence, you need to win at the production level.  When a leader gets into production they produce results and that’s when good things really begin to happen for the organization.  Productivity goes up, people reach goals, profit increases, morale becomes high, turnover goes down, loyalty increases. Momentum shows up and people want to be part of it.  Others begin to follow.

LEADERS ARE RESPONSIVE
What’s the difference between Reactive & Responsive?

Reactive:  Showing a response to a stimulus
Responsive:  Answering quickly and positively.  Reacting appropriately or sympathetically.

How we respond to our leads, how we respond to our clients, how we respond to our teammates…will be how we respond to those that we lead.

A responsive leader is driven to understand people and the operating context. Think about what it means to respond or react. A responsive leader seeks to understand what’s really happening, as opposed to what he wants to see.

A responsive leader believes in continuous improvement – individually and organizationally.

Begin by asking yourself some questions:

  • In what areas are you modeling responsive leadership, and where do you need growth?
  • What old, unhelpful behaviors are you relying on?
  • What is your actual impact vs. desired impact?
  • What do you think/feel/say/do in difficult situations?

LEADERS ARE CONSISTENT
Leaders are consistent in schedule, habit, values and decision making. Perhaps one of the most important characteristics of a leader is their consistency. We all seek consistency from those that we look to as leaders. The consistency is in how we show up, the consistency in how we respond, the consistency between who we say we are and what we do…

True leaders are the same:  on stage, at home, in the office, in the board room, on the phone, and behind email.

LEADERS ACT WITH SPEED
“Speed of the leader…speed of the pack.”

The speed in which you move, build, respond…Leadership is built through the speed and the energy with which you show up. Move quickly, take on challenges quickly, solve problems quickly.

LEADERS LOVE
You lead who you love. If you love yourself, you will lead yourself.  If you are selfish, that will become clear very gradually and then suddenly.
Leaders display unselfish regard for those that they lead.

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The Mindset of High Performers https://www.xperiencegrowth.com/the-mindset-of-high-performers-2/ https://www.xperiencegrowth.com/the-mindset-of-high-performers-2/#respond Mon, 04 Mar 2019 20:59:46 +0000 https://www.xperiencegrowth.com/?p=17577 Read more ›]]>

Michael Gervais has devoted his life to study both science and applied innovations of how people flourish. How we become. How we run to the frontier of our own potential, to live life to its fullest. Throughout his life of research of high performers, he has discovered:

There is no singular path, no one right way, no hacks, secrets or tricks. However, there is one thread that consistently weaves throughout the most extraordinary thinkers and doers: The way they use their mind. It’s the way they use their mind to find their very best – to   be their very best – to do their very best.

High performers mindset: A high performing mindset is available to everyone. It’s not reserved for the athletically or intellectually gifted. It is not even about winning, or being “the best,” or getting world class results. It is about the ability to set your mind on the most optimized internal-posture for you to be your best. It is for all of us, without exclusion of experience, age, gender, ethnicity, or socio-economic status.

         •   It is the consistency of training and cultivating a high-performance mindset. In psychology, mindset involves the cognitive  processes, attitudes, beliefs and  expectations a person holds.
         •   It is the outlook and approach we hold relative to a circumstance or a task. You can have a global mindset, a learning mindset, a rigid mindset, a competitive mindset, an aggressive mindset, a high-performance mindset, and the list of adjectives goes on.
         •   Developing a quality of inner life is foundational the inspirational, aspirational and motivational slogans around human potential. The gap between the aspired life and how to use our minds to live that way
         •   Consistency of those thoughts turn into thought patterns. And over time, patterns of thought influence how you see the world; how you think about yourself and what’s possible in your life; how you approach challenges, let downs, successes; and even the quality of your relationships.

Approaches to a high-performance mindset:

1. Mindfulness: First, begin with increasing your awareness of your inner-world. That’s one of the primary reasons why mindfulness can be so powerful. A core component of mindfulness and meditation is the process of paying attention, on purpose, without judgement to your thoughts and emotions.

2. Self-Discovery: The process of developing deep clarity around your guiding principles and personal philosophy, that in turn influence your thoughts, words and actions.

3. Mental Skills: Like our physical body and our capabilities, we can develop and train mental skills. Knowing how to generate confidence, a sense of calm, deep focus are all mental skills that often come into play during difficult situations when it’s hard to maintain poise and high performance.

Gervais explains that he has come to learn that many of those who excel in life know how to set their mind to authentically express themselves. Independent of their chosen craft, whether that be in sports, the arts, relationships, or business, the healthy majority are able to consistently capture opportunities to perform toward their upper limits. They consistently perform well because they know how to consistently think well. They are able to live a high performing life because they understand how to generate a high performing mindset.

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Building your Database https://www.xperiencegrowth.com/building-your-database-2-2/ https://www.xperiencegrowth.com/building-your-database-2-2/#respond Mon, 04 Mar 2019 20:40:07 +0000 https://www.xperiencegrowth.com/?p=17567 Read more ›]]>

Your database is your business. Building up the number of names in it and the relationship with those names is really at the very core of what building a real estate business is all about. The size of your real estate business will be in direct proportion to the size and quality of your database.

•    It is not the size of the database it is the quality that matters
•    In our business, it is the building up the numbers and the relationships with those names

 

Great way to build your database? Open Houses!

•    Goal: Add two people to your database system at every open house.
•    How? Use the scripts!
Using the scripts will help us go back to the fundamental purpose of open houses – building the number of people in our database and the relationships with them.

 

Ask people entering your open house:

“Are you out shopping for a home today or do you happen to live in the neighborhood?”

•    This allows us to know if they are a buy or seller whether it be current or in the future.  Either one you can add to your database.

“How have you been getting into homes?”

•    This allows us to know if they already have an agent or not.

“Would it be of value to you if I texted you a link to the features of the home?”

“If I emailed you a flyer of the home?”
“If I emailed you a list of other homes currently open in the neighborhood?”

“Would you be offended if I connected this week to send you a home that is coming on the market in the neighborhood?”

Using the scripts will help us go back to the fundamental purpose of open houses – building the number of people in our database and the relationships with them. The script system is an intentional way to love and be human.

 

Keeping the enthusiasm

The best in the industry never allow lead generation to fall prey to the ebb and flow of enthusiasm or the market. They systematize such that little energy or enthusiasm is required to keep the machine running.

What affects our enthusiasm?
•    Anything! Whether it be positive or negative.
•    New deals
•    Lack of new deals
•    Personal life
•    Being tired
•    Selling your first house

 

Rely on your resources when your enthusiasm is low. The scripts we provide you are a fool proof way to add people to your database. The more people you have in your database, the higher chance that you start having things that positively affect your enthusiasm.

 

Remember, our databases are essential to our business. Without a database, we could not connect with future clients or reconnect with past clients. The people that we add and the relationships we build will directly coincide with our success. Once you have people in your database, never stop growing and nurturing those relationships.

 

 

 

 

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Open House Feedback for Hosting Another Agent’s OH Email Template https://www.xperiencegrowth.com/open-house-lgl-email-template/ https://www.xperiencegrowth.com/open-house-lgl-email-template/#respond Thu, 17 Jan 2019 16:04:36 +0000 https://www.xperiencegrowth.com/?p=15881 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/open-house-lgl-email-template/feed/ 0 ALL HANDS ON DECK https://www.xperiencegrowth.com/all-hands-on-deck/ https://www.xperiencegrowth.com/all-hands-on-deck/#respond Wed, 09 Jan 2019 15:10:29 +0000 https://www.xperiencegrowth.com/?p=15562 Read more ›]]>

This expression has a naval origin dating back to the 1700’s. It was a call to action to have all sailors come to the deck of the ship in order to help with a storm. It was a command usually given by the captain of the ship so that they could safely navigate the storm.

About two years ago while sitting in Austin, Gary Keller shared that we were heading for a shift like the industry had never seen before. It was not just an economic shift. It was a technology shift. It was an industry shift. He advised us all to be ready to roll up our sleeves and get to work. He shared that he had worked harder that year than in any year previously. He beat that again in 2018. And on January 8, 2019 he has announced he is not just ready to roll up his sleeves, he is willing to step back into the role of “captain of the ship” as CEO of Keller Williams Realty International.

The news and social media loves a good story. After all, if drugs were legal, 90% of humans would take them…just ask the cannabis industry. And the most addictive drug of all? Dopamine. That drug that flows through your body as soon as slightest bit of drama, I mean, news hits. It’s why you love Facebook. It’s why you also have Instagram and Twitter. It’s what has made Inman a fortune. And it’s why news of Gary Keller stepping back into the role of CEO pretty much broke the internet.

The addiction to drama is also why there will be hundreds of others asking why, wondering what happened, and creating stories where there isn’t one. I hopped on social media for a few minutes this evening, only to smile and hop off. People had shot videos, there were conversations without any relevant facts, there were people who had left KW months or even years ago voicing opinions unsolicited…

I get it. We all like where we work. We all feel it’s the best company out there. If you didn’t we wouldn’t be there, or at least we shouldn’t be. I don’t often share my opinions on that publicly. And I always respect others choices, whether I understand them or not.

But lets not miss the real news…the news that won’t necessarily give you the dopamine hit you may have been looking for on a random Tuesday evening:

Fact: Gary never left KW. Even when not functioning as the CEO he has shown up every day as a leader within in our industry and a champion of the real estate professional. I have always said “I am not brand loyal. I’m leadership loyal”. I’m here because of, and for, the leadership. Look around for and at the leaders in your personal life…and your business life. You chose them. Don’t take that choice lightly.

Fact: Success leaves clues. KW is the most successful real estate brokerage model in the industry? On what count? Well, all of them. Production, Agent Count, Customer Satisfaction, Coaching, etc…I am not sharing an opinion. Fan of KW or not, the fact is, the entire history of our leadership has built an incredible business model and company for real estate agents. This was not just Gary Keller. It was the leadership teams and the hands he had around himself for the past 35 years. All of them. Every one. He has done that again with a focus on what is needed right now…A new CEO and a new President, in Josh Team.

Fact: The real estate industry is going through a storm. A welcomed one. One we have prepared for. And one that requires work. It will take a lot of hands on deck, and it will take the most skilled captain. The biggest message in this evening’s news is that Gary Keller is on the deck. He has stepped back in to man the helm of the ship. As leaders of real estate offices, real estate teams, or businesses outside of our industry, there is a lesson here. Get ready to step back in and do the work this year. At Xperience Real Estate, we have been preparing our agents for the past 3 years to be willing to #DoTheWork and #XperienceGrowth. We have not always chosen the easy way. We have not always handed business to our partners. But we have been willing to roll up our sleeves, put our heads down, and serve others. We have prepared. We have practiced. We have pivoted. All hands have been on deck.

Fact: Gary is the captain. He has rolled up his sleeves again, grabbed a rope, called all hands on deck, and is manning the helm.

So in lieu of squandering time videoing our opinions, in place of the bad energy we mustered up to bash an outgoing leader or former company, instead of thinking and talking about what this all could mean for the industry, let’s all follow a pretty solid model…and be willing to #DoTheWork it will take to personally win in 2019.

Gary Keller modeled the way this week. Get back in. Be willing to roll up your sleeves. Prepare for and choose a year of hard work. I love the message that was given loud and clear today. I, for one, am excited to be part of a Keller Williams with Gary Keller as CEO. After over a decade with the company, it will be my first year here with Gary Keller operating in that role.

All hands on deck.

 

#LeadershipLoyal

#DoTheWork #AllHandsOnDeck #XperienceGrowth

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The Best of 2018 https://www.xperiencegrowth.com/the-best-of-2018/ https://www.xperiencegrowth.com/the-best-of-2018/#respond Sat, 05 Jan 2019 04:06:40 +0000 https://www.xperiencegrowth.com/?p=15215 Read more ›]]>

We appreciate our “friends of Xperience,” those who are on a growth path with us. As we begin the new year, we want to thank you for your feedback, comments and shares. We want to make sure that all of our content is beneficial to your team, your market center, your professional growth and your personal journey. We also believe in a culture of sharing.

In the spirit of sharing, this particular message is crafted to be shared. Xperience CEO Chris Suarez spent Friday’s partner call giving an overview of key messages from 2018. We have included a few key points that link to more detailed blog posts and short audio clips.

Again, thank you for helping us carry forth our mission of building “xperiential” lives through real estate. It is our biggest hope that our content inspires others!

 

 

 

 

Want to read what Chris is reading? Click here to access the books that he read on his own and shared with the team in addition to the books Xperience read as a team in 2018. 

 

 

 

 

“It is what it is.” One of the most common expressions. So common, we have probably all used it, some more than others, some unknowingly, some as their ‘go-to’ explanation for life itself. Yet, “it is what it is” implies that we have accepted our current situation. It implies that our reflection is not just a perfect image of our past, but also our automatic, destined, or fated future. It allows us to detach from any thought or desire for change, and allows us to accept whatever is in front of us, or whatever has happened to us.

It isn’t what it is. Regardless of where we might be today – in a job we love or one we hate, launching a brand new business or in an industry being disrupted, full of energy at our peak health or feeling worn out, tired and unhealthy – IT IS WHAT YOU CHOOSE TO MAKE IT.

Click here to read more or here to listen to a brief audio clip.

 

 

 

 

It’s not enough to simply determine which activities and efforts don’t make the best possible contribution. You still have to actively eliminate those that do not.

Greg McKeown does a deep dive into elimination in his book Essentialism. Getting rid of those old clothes isn’t easy. After all, there is still that nagging reluctance, that nagging fear that “what if” years down the road you come to regret giving away that blazer with the big shoulder pads and loud pinstripes. This feeling is normal. Studies have found that we tend to value things we already own more highly than they are worth, and thus find them more difficult to get rid of.

If you’re not quite ready to part with that metaphorical blazer, ask the killer question: “If I didn’t already own this, how much would I spend to buy it?” Likewise, in your life, the killer question when deciding what activities to eliminate is: “If I didn’t have this opportunity, what would I be willing to do to acquire it?”

When making decisions, deciding to cut options can be terrifying—but the truth is, it is the very essence of decision making. In fact: The Latin root of the word decision—cis or cid—literally means “to cut” or “to kill.”

You can see this in words like scissors or homicide. Since ultimately, having fewer options actually makes a decision “easier”.

Every cut produces joy—maybe not in the moment but afterwards — when we realize that every additional moment we have gained can be spent on something better.

It is easier to think of execution in terms of addition rather than subtraction. We just keep adding: more marketing, more agents, more budgeted dollar, etc. Instead of focusing on the efforts and resources we need to add, the Essentialist focuses on the obstacles we need to remove.

Click here to listen.

 

 

 

 

Motivation is overrated…environment matters more.

Environment is the invisible hand that shapes human behavior.

People choose products not because of what they are but because of where they are. Despite our unique personalities, certain behaviors tend to arise again and again under certain environmental conditions.  In church, people tend to whisper. On a dark street, people act wary and guarded. The most common form of change is not internal, but external; we are changed by the world around us.

Click here to read more and here to listen to a short audio clip.

 

 

 

 

Too often we convince ourselves that massive success requires massive action.  We put pressure on ourselves to make earth shattering improvement that everyone will talk about.

Habits are the compound interest of self improvement.  The same way money multiplies through compound interest, the effects of your habits multiple as you repeat them.

We dismiss or minimize small changes, as they don’t show up with a noticeable result in the moment.   

Your outcomes are a lagging measure of your habits.  Time magnifies the margin between success and failure.  It will multiply whatever you feed it. Good habits make time your ally.  Bad habits make time your enemy.

Click here to read more and here to listen to a short audio clip. 

 

 

 

 

Necessity is the emotional drive that makes great performance a must instead of a preference.

As opposed to weaker desires that make you want to do something, necessity demands that you take action. When you feel necessity, you don’t sit around hoping things happen, you get things done…because you have to.

Necessity is there when it feels right to do something. If you didn’t do it, you find yourself feeling bad about it. If you don’t show up, you begin to feel like you are not living up to your standards, not meeting your obligations, or fulfilling your potential. Necessity inspires a higher level of motivation than usual because your personal identity is involved…creating an urgency to act.

High performers work so hard and stay so focused and committed because “It’s just who I am.”  They have a sense of obligation…people need them, and are counting on them. You have a deep emotional drive to succeeding and consistently force yourself to work hard, stay disciplined, and push yourself.

The Four Forces of Necessity:

Identity: Make succeeding at what you do part of your identity. If we don’t hit those real goals, and follow the agreed to process, then we are not being who we are. Our actions are not in alignment with who we say we are.

Obsession: Be obsessed. Its ok. When you are passionate about what you do, people understand.  When you are obsessed, they think you are mad.

Duty: This goes beyond desire. It goes beyond want.It’s an obligation. It is your duty to others.

Urgency: We always work with a sense of urgency and from of place of true necessity. You add deadlines to everything that matters.

Raise necessity for exceptional performance. How? Brendon suggest the following 3 steps:

  1. Know who needs your A game. We will work harder for others. Some days you may struggle with what YOU need to do. Perhaps you have what you want at that moment. However there is ALWAYS someone that you can work for, show up for, and perform for. So, who needs your ‘A Game’ today?
  2. Affirm the why.  Consistently affirm and confirm your why.
  3. Level up your squad.  Talent surrounds itself with talent. Always.

 

 

 

 

Law of the farm…a farmer has to show up every day. They can’t take a two week break and then decide to tend to the crops. They wake up at the same time every day and then go work in the field. Every day. There is no way to cram a week of work into one day to make up missed time. Neither is that possible for us.

Covey’s Law of the Farm principle is strikingly similar to a concept presented by the late Earl Nightingale in one of his audiotapes. In Nightingale’s mind, success is built upon the most basic building block of time — the day. Success comes not from sudden, sporadic bursts of activity but through the cumulative effect of disciplined, daily effort.

 

 

 

 

The market doesn’t care where you came from. The market doesn’t care what you have done or haven’t done. If you are good enough, you will win.

If you sit around and ponder “If I didn’t live here, or if I did this sooner, or if I wasn’t born a minority, or if my price point was higher, or if I had more leads, or if I had more past clients, or if I had a bigger sphere…if you sit and do that you are losing.  You aren’t wrong … it’s just business doesn’t care.”

Stop blaming others.  The only thing you can do that can trump the moment your mom and dad made you, that can trump your DNA and your current situation, if you want it…is work.

No one has created success without work. It doesn’t exist.

Challenge: The greatest challenges you face can’t be the ones that are given to you.  

A life worth living is full of challenges.

“Don’t look for the adornment of what you are doing before accepting the activity of what that job consists of.” Do you want the activities or the adornment?

The successful are influenced by the desire for pleasing results.  Failures are influenced by the desire for pleasing methods and are inclined to be satisfied with such results as can be obtained by doing things they like to do.

The successful have a purpose strong enough to make them form the habit of doing things they don’t like to do in order to accomplish the purpose they want to accomplish.

Which challenges have you taken on?

We form habits and habits form futures.  If you do not deliberately form good habits, then unconsciously you will form bad ones.

Click here to listen to more.

 

 

 

 

It’s not just a model. Why is a model not enough? We need a path as well. This isn’t inspirational leadership. It’s the rungs on the ladder that we need. It’s not just a vision…it’s the daily, routine, technical part of the business. Abstract inspiration is not enough.

Why were the highly accomplished so dogged in their pursuits? There was no realistic expectation of ever catching up to their ambitions.They were the opposite of complacent.  They were satisfied being unsatisfied. The chase was gratifying.

Outliers of Grit: Combine 3 Things – Ability in combination with Exceptional Zeal and the Capacity for hard labor.

I’ll argue that as much as talent counts, effort counts twice.  

Superlative performance is really a confluence (Confluence is the merging of two rivers) of dozens of small skills  or activities, each one learned or stumbled upon, which have been carefully drilled into habit and then are fitted together in a synthesized whole. There is nothing extraordinary or superhuman in any one of those actions; only the fact that they are done consistently and correctly, and all together, produce excellence.

When we can’t easily see how experience and training got someone to a level of excellence that is so clearly beyond the norm, we default to labeling that person ‘a natural’!!

talent x effort = skill

skill x effort = achievement

Talent is how quickly your skills improve when you invest effort.  Achievement is what happens when you take your acquired skills and use them.

Talent – how fast we improve in skill – absolutely matters.  But effort factors into the calculations twice, not once. Effort builds skill.  At the very same time, effort makes skill productive.

Skill is not the same as achievement.  Without effort, your talent is nothing more than your unmet potential.  Without effort your skill is nothing more than what you could have done but didn’t.

 

Focus

The Lion Tamer Who Survived

Clyde Beatty was born in Bainbridge, Ohio in 1903. When he was a teenager, he left home to join the circus and landed a job as a cage cleaner. In the years that followed, Beatty quickly progressed from a lowly cage boy to a popular entertainer.

Beatty became famous for his “fighting act” in which he would tame fierce wild animals. At one point, Beatty’s act included a segment where he brought lions, tigers, cougars, and hyenas into the circus ring all at once and tamed the entire group.

But here’s the most impressive feat of all…

In an era when the majority of lion tamers died in the ring, Beatty lived into his 60s. In the end, it was cancer that took his life, not a lion.

How did he manage to survive? Thanks to a simple idea. Clyde Beatty was one of the first lion tamers to bring a chair into the circus ring.

The Whip and The Chair

The classic image of a lion tamer is one of the entertainer holding a whip and a chair. The whip gets all of the attention, but it’s mostly for show. In reality, it’s the chair that does the important work.

When a lion tamer holds a chair in front of the lion’s face, the lion tries to focus on all four legs of the chair at the same time. With its focus divided, the lion becomes confused and is unsure about what to do next. When faced with so many options, the lion chooses to freeze and wait instead of attacking the man holding the chair.

Avoid the Fate of the Lion

How often do you find yourself in the same position as the lion? How often do you have something you want to achieve …only to end up confused by all of the options in front of you and never make progress?

This is especially true in business, health, fitness, and medicine, where every person and company seems to believe it is their duty to make things more complex. The end result is that we feel like we can’t focus or that we’re focused on the wrong things, and so we take less action, make less progress, and stay the same when we could be improving.

How to Focus and Concentrate Better

Anytime you find the world waving a chair in your face, remember this: all you need to do is commit to one thing.

In the beginning, you don’t even have to succeed. You just need to get started. Starting before you feel ready is one of the habits of successful people.

 

 

 

 

Intentional Living

Everything worthwhile is uphill.

Relationship.  Business. Dream.

No one accidentally goes uphill.

The Problem?  We have uphill hopes and downhill habits.

No effort, intentionality, habits.

What got you there won’t keep you there.

Intentionality gets you up here.  Live intentionally…things will move the way it should move.

We must be intentional in the area of your growth.  Growth is not an automatic process.

 

GROWTH ENVIRONMENT

1.) A place where other people are ahead of me.

     Always have people around you who are better

2.) A place where I’m continually challenged.

     Every challenge also represents an opportunity.

3.) A place where my focus is forward.

4.) A place where the atmosphere is affirming.

5.) A place where I wake up excited.

6.) A place where failure is not your enemy.

Be intentional in your attitude. Activity is not necessarily accomplishment.

 

 

 

 

 

 

 

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#DoTheWork https://www.xperiencegrowth.com/dothework/ https://www.xperiencegrowth.com/dothework/#respond Sat, 05 Jan 2019 03:33:52 +0000 https://www.xperiencegrowth.com/?p=15195 Read more ›]]>

The market doesn’t care where you came from. The market doesn’t care what you have done or haven’t done. If you are good enough, you will win.

If you sit around and ponder “If I didn’t live here, or if I did this sooner, or if I wasn’t born a minority, or if my price point was higher, or if I had more leads, or if i had more past clients, or if i had a bigger sphere…if you sit and do that you are losing.  You aren’t wrong … it’s just business doesn’t care.”

Stop blaming others.  The only thing you can do that can trump the moment your mom and dad made you, that can trump your DNA and your current situation, if you want it…is work.

No one has created success without work. It doesn’t exist.

Challenge: The greatest challenges you face can’t be the ones that are given to you.  

A life worth living is full of challenges.

“Don’t look for the adornment of what you are doing before accepting the activity of what that job consists of.” Do you want the activities or the adornment?

The successful are influenced by the desire for pleasing results.  Failures are influenced by the desire for pleasing methods and are inclined to be satisfied with such results as can be obtained by doing things they like to do.

The successful have a purpose strong enough to make them form the habit of doing things they don’t like to do in order to accomplish the purpose they want to accomplish.

Which challenges have you taken on?

We form habits and habits form futures.  If you do not deliberately form good habits, then unconsciously you will form bad ones.

Click here to listen to more.

 

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ELIMINATE https://www.xperiencegrowth.com/eliminate/ https://www.xperiencegrowth.com/eliminate/#respond Sat, 05 Jan 2019 02:43:10 +0000 https://www.xperiencegrowth.com/?p=15189 Read more ›]]>

It’s not enough to simply determine which activities and efforts don’t make the best possible contribution. You still have to actively eliminate those that do not.

Greg McKeown does a deep dive into elimination in his book Essentialism. Getting rid of those old clothes isn’t easy. After all, there is still that nagging reluctance, that nagging fear that “what if” years down the road you come to regret giving away that blazer with the big shoulder pads and loud pinstripes. This feeling is normal. Studies have found that we tend to value things we already own more highly than they are worth, and thus find them more difficult to get rid of.

If you’re not quite ready to part with that metaphorical blazer, ask the killer question: “If I didn’t already own this, how much would I spend to buy it?” Likewise, in your life, the killer question when deciding what activities to eliminate is: “If I didn’t have this opportunity, what would I be willing to do to acquire it?”

When making decisions, deciding to cut options can be terrifying—but the truth is, it is the very essence of decision making. In fact: The Latin root of the word decision—cis or cid—literally means “to cut” or “to kill.”

You can see this in words like scissors or homicide. Since ultimately, having fewer options actually makes a decision “easier”.

Every cut produces joy—maybe not in the moment but afterwards — when we realize that every additional moment we have gained can be spent on something better.

It is easier to think of execution in terms of addition rather than subtraction. We just keep adding: more marketing, more agents, more budgeted dollar, etc. Instead of focusing on the efforts and resources we need to add, the Essentialist focuses on the obstacles we need to remove.

Click here to listen.

 

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Grit and Hard Work https://www.xperiencegrowth.com/grit-and-hard-work/ https://www.xperiencegrowth.com/grit-and-hard-work/#respond Sat, 05 Jan 2019 02:39:52 +0000 https://www.xperiencegrowth.com/?p=15205 Read more ›]]>

How did you show up this week?

Grit is a combination of passion and perseverance. – Brendon Burchard

Enthusiasm is common. Endurance is rare.

How to instill grit in your team?

When people think things happen naturally, dispel that myth. Intentionally model the hard work that went into what made it look natural. The work is never done. It’s a daily story.

It’s not just a model. Why is a model not enough? We need a path as well. This isn’t inspirational leadership. It’s the rungs on the ladder that we need. It’s not just a vision…it’s the daily, routine, technical part of the business. Abstract inspiration is not enough.

Why were the highly accomplished so dogged in their pursuits? There was no realistic expectation of ever catching up to their ambitions.They were the opposite of complacent.  They were satisfied being unsatisfied. The chase was gratifying.

Outliers of Grit: Combine 3 Things – Ability in combination with Exceptional Zeal and the Capacity for hard labor.

I’ll argue that as much as talent counts, effort counts twice.  

Superlative performance is really a confluence (Confluence is the merging of two rivers) of dozens of small skills  or activities, each one learned or stumbled upon, which have been carefully drilled into habit and then are fitted together in a synthesized whole. There is nothing extraordinary or superhuman in any one of those actions; only the fact that they are done consistently and correctly, and all together, produce excellence.

When we can’t easily see how experience and training got someone to a level of excellence that is so clearly beyond the norm, we default to labeling that person ‘a natural’!!

talent x effort = skill

skill x effort = achievement

Talent is how quickly your skills improve when you invest effort.  Achievement is what happens when you take your acquired skills and use them.

Talent – how fast we improve in skill – absolutely matters.  But effort factors into the calculations twice, not once. Effort builds skill.  At the very same time, effort makes skill productive.

Skill is not the same as achievement.  Without effort, your talent is nothing more than your unmet potential.  Without effort your skill is nothing more than what you could have done but didn’t.

Focus

The Lion Tamer Who Survived

Clyde Beatty was born in Bainbridge, Ohio in 1903. When he was a teenager, he left home to join the circus and landed a job as a cage cleaner. In the years that followed, Beatty quickly progressed from a lowly cage boy to a popular entertainer.

Beatty became famous for his “fighting act” in which he would tame fierce wild animals. At one point, Beatty’s act included a segment where he brought lions, tigers, cougars, and hyenas into the circus ring all at once and tamed the entire group.

But here’s the most impressive feat of all…

In an era when the majority of lion tamers died in the ring, Beatty lived into his 60s. In the end, it was cancer that took his life, not a lion.

How did he manage to survive? Thanks to a simple idea. Clyde Beatty was one of the first lion tamers to bring a chair into the circus ring.

The Whip and The Chair

The classic image of a lion tamer is one of the entertainer holding a whip and a chair. The whip gets all of the attention, but it’s mostly for show. In reality, it’s the chair that does the important work.

When a lion tamer holds a chair in front of the lion’s face, the lion tries to focus on all four legs of the chair at the same time. With its focus divided, the lion becomes confused and is unsure about what to do next. When faced with so many options, the lion chooses to freeze and wait instead of attacking the man holding the chair.

Avoid the Fate of the Lion

How often do you find yourself in the same position as the lion? How often do you have something you want to achieve …only to end up confused by all of the options in front of you and never make progress?

This is especially true in business, health, fitness, and medicine, where every person and company seems to believe it is their duty to make things more complex. The end result is that we feel like we can’t focus or that we’re focused on the wrong things, and so we take less action, make less progress, and stay the same when we could be improving.

How to Focus and Concentrate Better

Anytime you find the world waving a chair in your face, remember this: all you need to do is commit to one thing.

In the beginning, you don’t even have to succeed. You just need to get started. Starting before you feel ready is one of the habits of successful people.

 

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Intentional Living with John Maxwell https://www.xperiencegrowth.com/intentional-living-with-john-maxwell/ https://www.xperiencegrowth.com/intentional-living-with-john-maxwell/#respond Sat, 05 Jan 2019 01:42:07 +0000 https://www.xperiencegrowth.com/?p=15211 Read more ›]]>

Intentional Living

Everything worthwhile is uphill.

Relationship.  Business.  Dream.

No one accidentally goes uphill.

The Problem?  We have uphill hopes and downhill habits.

No effort, intentionality, habits.

What got you there won’t keep you there.

Intentionality gets you up here.  Live intentionally…things will move the way it should move.

We must be intentional in the area of your growth.  Growth is not an automatic process.

GROWTH ENVIRONMENT

1.) A place where other people are ahead of me.

     Always have people around you who are better

2.) A place where I’m continually challenged.

      Every challenge also represents an opportunity.

3.) A place where my focus is forward.

4.) A place where the atmosphere is affirming.

5.) A place where I wake up excited.

6.) A place where failure is not your enemy.

 

Be intentional in your attitude. Activity is not necessarily accomplishment.

 

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Chris’ 2018 Reading List https://www.xperiencegrowth.com/chris-2018-reading-list/ https://www.xperiencegrowth.com/chris-2018-reading-list/#respond Fri, 04 Jan 2019 22:54:15 +0000 https://www.xperiencegrowth.com/?p=15160 Read more ›]]>

Bull’s-Eye: Brian Tracy

Focus: Daniel Goleman

Work the System: Sam Carpenter

Zero to One: Peter Thiel

Principles: Ray Dalio

The Culture Code: Daniel Coyle

Predictable Success: Les McKeown

The Hard Thing About Hard Things: Ben Horowitz

Blue Ocean Shift: W Chan Kim

The Lost Art of Closing: Anthony Iannarino

Find Your Why: Simon Sinek

Essentialism: Greg McKeown

Can I Have Your Attention: Curt Steinhorst

Fast Focus: Damon Zahariades

High Performance Habits: Brendon Burchard

Pre-Suasion: Robert B. Cialdini

The Power of Moments: Chip Heath & Dan Heath

The Effective Executive: Peter F. Drucker

The Right—and Wrong—Stuff: Carter Cast

Built to Last: Jim Collins

Off The Clock: Laura Vanderkam

How Will You Measure Your Life: Clayton Christensen

Change or Die: Alan Deutschman

Originals: Adam Grant

The Innovators: Walter Isaacson

Naked Economics: Charles Wheelan

Secrets of the Millionaire Mind: T. Harv Eker

The Coaching Habit: Michael Bungay Stanier

Emotional Intelligence: Daniel Goleman

Primary Greatness: Stephen R. Covey

Ninja Selling: Larry Kendall

Crushing It: Gary Vaynerchuk

Rise and Grind: Daymond John

The One Thing: Gary Keller and Jay Papasan

Shift: Gary Keller and Jay Papasan

Grit: Angela Duckworth

Captivate: Vanessa Van Edwards

The Miracle Morning: Hal Elrod

Contagious: Jonah Berger

When: Daniel H. Pink

This Is Marketing: Seth Godin

The Art of Living: Bob Proctor

The Free-Time Formula: Jeff Sanders

Living with a Seal: Jesse Itzler

Time Traps: Todd Duncan

Smarter Faster Better: Charles Duhigg

Switch: Chip Heath & Dan Heath

Multipliers: Liz Wiseman

The Way of the Seal: Mark Divine

Peak Performance: Brad Stulberg & Steve Magness

 

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2019 Coaching Calls https://www.xperiencegrowth.com/2019-coaching-calls/ https://www.xperiencegrowth.com/2019-coaching-calls/#respond Fri, 04 Jan 2019 17:04:26 +0000 https://www.xperiencegrowth.com/?p=15137 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/2019-coaching-calls/feed/ 0 ‘IT IS WHAT IT IS’ … OR IS IT? https://www.xperiencegrowth.com/it-is-what-it-is-or-is-it/ https://www.xperiencegrowth.com/it-is-what-it-is-or-is-it/#respond Mon, 31 Dec 2018 19:12:20 +0000 https://www.xperiencegrowth.com/?p=14845 Read more ›]]>

“It ISN’T what it is. It IS what you choose to make it.” — Chris Suarez

 

The end of the year is often a time of reflection for many.  We look back at what we’ve learned, what we’ve accomplished, where we were, and how far we’ve come.  We compare are goals with our results, we assess our level of success, we think about the people we have gained, the people we have lost, and the relationships we have deepened. We reflect on our pain, our failures, our struggles, and our losses. And we reflect on our purpose, our wins, our lessons learned, and what we are grateful for.

The word ‘reflect’ is a Latin word which ultimately means ‘something which comes back to you’. In the simplest form, if you look in the mirror, an image of yourself will come back to you…It is your reflected image.  If you are reflecting on the past, you are looking at it again, in most cases thoughtfully.

The danger?  Be mindful that reflection doesn’t become, well, just that – a simple glimpse or view into the mirror of our past year.  A perfect reflection of what you were, who you were, where you were, why you were…

When reflection ends at reflection, it leads us to an expression that is overused.  It leads us to a place of acceptance . It leads us to a mindset or even accepted therapy model that actually breeds lack of growth.  It leads us to: “IT IS WHAT IT IS”.

 

“It is what it is”.  One of the most common expressions.  So common, we have probably all used it, some more than others, some unknowingly, some as their ‘go-to’ explanation for life itself.  Yet, “it is what it is” implies that we have accepted our current situation. It implies that our reflection is not just a perfect image of our past, but also our automatic, destined, or fated future.  It allows us to detach from any thought or desire for change, and allows us to accept whatever is in front of us, or whatever has happened to us.

As I “reflect” on my 2019, I have decided that:

IT ISN’T WHAT IT IS … IT IS WHAT I CHOOSE TO MAKE IT.

 

We all love to have choices.  Go into Nordstrom. There isn’t just one shirt, there are hundreds to choose from.  Go into Whole Foods. There isn’t just one health bar, there are about 50 to choose from.  Click over to Amazon (actually please don’t, keep reading this instead), you have millions of choices.

Unfortunately as our choices increase, clinical studies show we tend to choose less.  It becomes easier to just reflect on choices, and not actually make a choice.  Choosing immediately eliminates the expression “it is what it is” from our language and belief system.

But there is another step.  The first step might be to choose, but the second step is another verb. To make. The word ‘make’ forces creation. The word ‘make’ forces doing.  The word ‘make’ forces action. Now we see why “it is what it is” has become such a popular expression. There is no verb, no action word. There is nothing to do with that, except to accept. “It isn’t what it is.” Regardless of where we might be today – in a job we love or one we hate, launching a brand new business or in an industry being disrupted, full of energy at our peak health or feeling worn out, tired and unhealthy – IT IS WHAT YOU CHOOSE TO MAKE IT. Perhaps one step further down the road of responsibility, would imply it is what you have chosen to make it up to this point.  It will be what you choose to make it from this point forward.

So as I reflect on 2018, I wanted to share just a few of the top thoughts, ideas, concepts, and commitments that we CHOSE to MAKE part of our organizational growth plan here at Xperience Real Estate…and will continue to choose to make part of our organization’s path to mastery.

 

Here are Eight Words that showed up time, and time again in 2018, along with some of the books that those themes came from!  Click on any of the words to read a few of our thoughts around the impact these eight words can have on your business

 

INTENTION      CONTENTMENT      ENVIRONMENT      HABITS

   GOALS              NECESSITY                ENERGY                 SUCCESS

 

2019 is here.  It isn’t what it is.  IT IS WHAT I CHOOSE TO MAKE IT.

 

As many of you know, my word for 2018 was TIME.  I spent countless hours studying, reading, learning, and testing strategies, concepts, thoughts around TIME.  It is what caused me to partner in writing the course Master TIME & Money with my good friend Ben Kinney, and has led to the beginning of the book by that same title that we are currently working on.  We taught that class just one in 2018.

My word for 2019 is FOCUS.  Every year I spend a length of time out of the country.  This isn’t time away, or a vacation. Rather, this time is some of my most productive of the year. I’ve spent the last two months once again studying, reading, researching, writing about, and digesting this word FOCUS.  It will be the theme of our next course in the “Mastery Series”: Master ENERGY & FOCUS. We will debut that that course (as well as deliver TIME & MONEY for only the second time) just before our Keller Williams annual convention, Family Reunion. We have done that because Ben and I believe that mastering ENERGY & FOCUS (combined with a master of TIME & MONEY) could be the most important journey for every business owner (and especially real estate agent) in the coming year. With nearly 20,000 KW agents converging on New Orleans on February 15th and 16th, we plan to share these four critical concepts with hundreds of you over two days. Will you be one of them? You can CHOOSE to MAKE that happen by signing up here.

 

 

 

 

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ENVIRONMENT https://www.xperiencegrowth.com/environment/ https://www.xperiencegrowth.com/environment/#respond Mon, 31 Dec 2018 17:31:51 +0000 https://www.xperiencegrowth.com/?p=14875 Read more ›]]>

 

 

 

Motivation is overrated…environment matters more.

Environment is the invisible hand that shapes human behavior.

People choose products not because of what they are but because of where they are. Despite our unique personalities, certain behaviors tend to arise again and again under certain environmental conditions.  In church, people tend to whisper.  On a dark street, people act wary and guarded.  The most common form of change is not internal, but external; we are changed by the world around us.  

A group of hospital leaders were concerned about how much soda was being consumed at the hospital cafeteria.  They thought through how to lead a change towards healthy eating and drinking. Would they motivate people with posters?  Motivate them with training and classes? Motivate them with videos of what happens when people drink soda? Upon a walk thru of the cafeteria, they found that there was soda everywhere for purchase.  In the case by the sandwiches, in the as by the drinks, in the case by the cash register. They decided on one simple change. They placed water bottle everywhere the soda was. The only thing they changes was the physical environment of the cafeteria.  Immediately, soda sales went down by 11.4% and water increased by 25.8%.  ENVIRONMENT was the quickest, dramatic, and effective way to change the BEHAVIOR of the customer.

Kurt Lewen a psychologist in 1936 wrote this equation:  Behavior is a function of the Person in Their Environment or B = f(P,E)

We drink Starbucks because they are on every corner. We assume we chose it, but rather, in many actions we take each day we are shaped not by the purposeful drive and choice but by the most obvious option in our environment.

What environment have you built?  What environment do you need to accomplish your real goals.

 

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INTENTION https://www.xperiencegrowth.com/intention/ https://www.xperiencegrowth.com/intention/#respond Mon, 31 Dec 2018 17:30:57 +0000 https://www.xperiencegrowth.com/?p=14869 Read more ›]]>

 

 

Our organizational mission is to Build Xperiential Lives Thru Real Estate.  In order to live experientially it requires, and in fact demands, that we start with this word, INTENTION.

Intention involves our mindset, our perspective, our future self, and what I call our “strategy for living”.  Too often we are actually living backwards while going thru TIME in forward motion. We build today around “one day I will”, or “someday I hope”…and unfortunately “one day” and “someday” are not typically left up to us.

Experiential Living comes down to five main keys:

-Intention:  Mindset, Perspective, Setting Goals

-Creation:  Defining and creating your future self, Charting the course, Setting the end game

-Execution:  In Business, Relationships, Giving, Spirituality, Development

-Protection:  Saying no, Deleting, Eliminating outside influence

-Multiplication:  Invite others to join you, Give to others, Amplify your life

Every single one of us is entitled to feel fulfilled by the work we do.  Fulfillment isn’t another word for happiness. Fulfillment is different.

Happiness comes from the things we do for ourselves, such as buying new pair of shoes or the latest smartphone, and can offer a quick hit of dopamine that makes us feel good.  But when that feeling wears off, we need to do or buy something else to get the next rush.  Shopping may give us fleeting happiness but will never give us lasting fulfillment.

We don’t necessarily find happiness in our jobs every day either, but we can feel fulfillment by our work everyday if it makes us feel part of something bigger than ourselves.  So happiness comes from what we do.  Fulfillment comes from why we do it.

Another way to think of the WHY is a piece of a jigsaw puzzle.. When you know what your piece looks like, it’s much easier to see where it fits or doesn’t fit.. When others can see your piece, they can see whether it fits with theirs. If it fits, that’s when the image starts to take shape.  In the real world, that looks like a team coming together to advance a common vision, and knowing who to invite to join your team.

 

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CONTENTMENT WITH GREG MCKEOWEN https://www.xperiencegrowth.com/contentment-with-greg-mckeowen/ https://www.xperiencegrowth.com/contentment-with-greg-mckeowen/#respond Mon, 31 Dec 2018 17:29:17 +0000 https://www.xperiencegrowth.com/?p=14872 Read more ›]]>

 

 

Often, we don’t link the word contentment with the word growth…and anyone that has been around our group knows that we are always very focused on GROWTH. 

Our world, and especially our industry is filled with tag lines intended to motivate us into action, activity, drive, success….A popular business art company’s top sellers are painted canvas with the phrases:  

-Hustle.  The most important word ever.

-Work Harder.  Period.

-Hustle until your haters ask if you’re hiring.

-If your not on Forbes get back to work.

-The harder you work the luckier you get.

-Strength is in the struggle.

-No Days off.

-Early Morning.  Late nights.

 

Contentment begins by learning to stop saying YES and begin saying NO.

First and foremost, when it comes to time, we need to draw a line in the sand and recognize we have a choice around everything we do with our time…or allow to be done with our time.

“For too long, we have overemphasized the external aspect of choices (our options) and underemphasized our internal ability to choose (our actions). This is more than semantics. Think about it this way. Options (things) can be taken away, while our core ability to choose (free will) cannot be.  So why do we not make choices? We have what is called “learned helplessness.”

This can show up in any organization…including with agents or sales people.  When people believe that their efforts at work don’t matter, they tend to respond in one of two ways. Sometimes they check out and stop trying. The other response is less obvious at first. They do the opposite. They become hyperactive. They say yes to every opportunity that shows up. They try to do it all.  How is that “learned helplessness”? We don’t believe we have a choice in what opportunity, assignment, or challenge to take on. So we “have to do it all.”

To become what McKeown  called an “Essentialist”, requires a heightened awareness of our ability to choose.

Obviously, when faced with the choice between two things we want, the preferred answer is yes to both. But as much as we’d like to, we simply cannot have it all.

Two of my favorite authors…Jim Collins, the author of the business classic Good to Great, was once told by Peter Drucker, the author of The Effective Executive, that he could either build a great company or build great ideas but not both. Jim chose ideas. As a result of this trade-off there are still only three full-time employees in his company, yet his ideas have reached tens of millions of people through his writing.

“We don’t build the lives we want by saving time.  We build the lives we want and then time saves itself “  Laura Vanderkam

Explore

Explore your time and options.  Instead of asking, “What do I have to give up?” they ask, “What do I want to go big on.  Because Essentialists will commit and “go big” on only the vital few ideas or activities, they explore more options at first to ensure they pick the right one later.  They take time to figure that out.

Jeff Weiner, the CEO of LinkedIn, for example, schedules up to two hours of blank space on his calendar every day. He divides them into thirty-minute increments, yet he schedules nothing. It is a simple practice he developed when back-to-back meetings left him with little time to process what was going on around him. 

CEO Bill Gates, regularly takes a week off from his daily duties at Microsoft twice a year to simply think and read.  It goes all the way back to the 1980s.  In other words, twice a year, during the busiest time in the company’s history, he still created time and space to seclude himself for a week and do nothing but read articles (his record is 112) and books, study technology, and think about the bigger picture.

Eliminate

It’s not enough to simply determine which activities and efforts don’t make the best possible contribution; you still have to actively eliminate those that do not.

Getting rid of those old clothes isn’t easy. After all, there is still that nagging reluctance, that nagging fear that “what if” years down the road you come to regret giving away that blazer with the big shoulder pads and loud pinstripes. This feeling is normal; studies have found that we tend to value things we already own more highly than they are worth, and thus find them more difficult to get rid of.

If you’re not quite ready to part with that metaphorical blazer, ask the killer question: “If I didn’t already own this, how much would I spend to buy it?” Likewise, in your life, the killer question when deciding what activities to eliminate is: “If I didn’t have this opportunity, what would I be willing to do to acquire it?”

When making decisions, deciding to cut options can be terrifying—but the truth is, it is the very essence of decision making. In fact: The Latin root of the word decision—cis or cid—literally means “to cut” or “to kill.”

You can see this in words like scissors, homicide, or fratricide. Since ultimately, having fewer options actually makes a decision “easier on the eye and the brain,” we must summon the discipline to get rid of options or activities that may be good, or even really good, but that get in the way.”

Every cut produces joy—maybe not in the moment but afterwards, when we realize that every additional moment we have gained can be spent on something better.

It is easier to think of execution in terms of addition rather than subtraction. We just keep adding:  more marketing, more agents, more budgeted dollar, etc.  Instead of focusing on the efforts and resources we need to add, the Essentialist focuses on the obstacles we need to remove.

Clarify

When people don’t know what the end game is, they are unclear about how to win, and as a result they make up their own game and their own rules. Instead of focusing their time and energies on making a high level of contribution, they put all their effort into games like attempting to look better than their peers, demonstrating their self-importance, and echoing their manager’s every idea or sentiment. These kinds of activities are not only nonessential but damaging and counterproductive.

We do a similar thing in our personal lives as well. When we are unclear about our real purpose in life—in other words, when we don’t have a clear sense of our goals, our aspirations, and our values—we make up our own social games.”  We overvalue nonessentials like a nicer car or house, or even intangibles like the number of our followers on Twitter or the way we look in our Facebook photos. As a result, we neglect activities that are truly essential, like spending time with our loved ones, or nurturing our spirit, or taking care of our health.

 

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HABITS WITH JAMES CLEAR https://www.xperiencegrowth.com/habits-with-james-clear/ https://www.xperiencegrowth.com/habits-with-james-clear/#respond Mon, 31 Dec 2018 17:28:09 +0000 https://www.xperiencegrowth.com/?p=14884 Read more ›]]>

 

In his book Atomic Habits, clear begins by defining what a habit really is.

Atomic: 

  1. An extremely small amount of a thing; the single irreducible unit of a larger system.
  2. The source of immense energy or power

Habit: 

      A routine or practice performed regularly; an automatic response to a specific situation.

 

Too often we convince ourselves that massive success requires massive action.  We put pressure on ourselves to make earth shattering improvement that everyone will talk about. 

Over the past two years I have been working on habits…habits around TIME & MONEY….and habits around ENERGY & FOCUS….In fact…you’ll see how i used some of these concepts in building those habits…I needed to be someone that had time…that generated and gave money….that increased my energy….and maintained incredible focus…

Improving just 1% isn’t particularly notable – sometimes it isn’t even noticeable – but it can be far more meaningful in the long run.  

Clear states that If you can get 1% better each day for a year, you’ll end up thirty seven times better by the time you’re done.  Conversely, if you get 1% worse each day for a year, you’ll decline nearly down to a zero.  

Habits are the compound interest of self improvement.  The same way money multiplies through compound interest, the effects of your habits multiple as you repeat them. 

They seem to make little difference on any given day and yet the impact they deliver over the months and years can be enormous.  It is only when looking back two, five, or perhaps ten years later that the value of good habits and the cost of bad ones becomes strikingly apparent.

We dismiss or minimize small changes, as they don’t show up with a noticeable result in the moment.   Even minor changes in our daily routines and habits will bring us to a starkly different outcome down the road.  You should be far more concerned with your current trajectory or path than your current results.  

Your outcomes are a lagging measure of your habits.  Time magnifies the margin between success and failure.  It will multiply whatever you feed it. Good habits make time your ally.  Bad habits make time your enemy.  

 

Our habits form our identity.

Why is it so easy to repeat bad habits and so hard to form good ones?  Well first that involves change.  And the difficulty behind change? Clear again states that “There are three levels at which change can occur.”

In his book, Atomic Habits, Clear takes us on a journey through the three levels of change:

Your outcomes: this level is concerned with changing your results- losing weight, publishing a book, winning a championship.  Most of the goals you set are associated with this level of change.

Your Process:  this level is concerned with changing your habits and systems: implementing a new routine at the gym, decluttering your desk for better workflow, developing a meditation practice.  Most of the habits you build are associated with this level.

Your Identity:  This level is concerned with changing your beliefs – your worldview, your self image, your judgements about yourself and others.  Most of the beliefs, assumptions, and biases you hold are associated with this level.  

Outcomes are what you get, process are about what you do, Identity is about what you believe. 

We must start with our identity.  Become the person who follows a certain process or does certain activities.  Receive the results of a person that follows that process because its who you are.  Identity – Process – Outcome.

My Director of Sales, John Powers, recently applied this in an outcome he was looking for.  He decided he would go 60 days without drinking. Ok. Simple enough. Or is it? For those of you who know John, he is a highly social human being.  He may go out to eat with friends in one month more than I do the entire year. And when you sit down to eat with friends, the first question asked by the wait staff is typically, “Can I bring you something to drink?”  

As friends order their glass of wine, gin and tonic, or old fashioned, our first inclination is to stick to our desired outcome and give the proverbial line, “oh, I’m not drinking this month”…to which every friend that is ready to enjoy dinner and have some fun responds with, “oh, forget that.  Start that tomorrow. Just have a beer.” The waiter gladly takes the order and moments later the beer is in front of you.

So John realized he had to focus on his identity…not the outcome.  As friends began to order drinks at the restaurant, his language began to change to “I don’t drink.”  May seem like just a game of words, but with just that slight change in an identity – from someone not drinking right now, to a person that does not drink – the whole process of the following conversation changed, and the desired outcome changed with it.

 

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SUCCESS WITH ALBERT GRAY https://www.xperiencegrowth.com/success-with-albert-gray/ https://www.xperiencegrowth.com/success-with-albert-gray/#respond Mon, 31 Dec 2018 17:27:03 +0000 https://www.xperiencegrowth.com/?p=14896 Read more ›]]>

 

 

In his book, The Common Denominator of Success, Gray says a common denominator is “a feature shared by all members of a group.”

The common denominator of success – the secret of every person who has ever been successful – lies in the fact that he or she formed the habit of doing things that failures don’t like to do.

It will still explain why many come into business with every apparent qualification for success and give us the most disappointing failures, while others come in and achieve outstanding success in spite of many obvious and discouraging handicaps.

By doing the things they don’t like to do, they can accomplish the things they want to accomplish.

When a person goes into a slump, it simply means that he has reached a point at which, for the time being, the things he doesn’t like to do have become more important than his reasons for doing them.  The less you talk about production and more you talk about purpose the better.

Isn’t making a living a strong enough purpose?  No, it isn’t.  It isn’t sufficiently strong to make you form the habit of doing the things you don’t like to do for the very simple reasons that it is easier to adjust ourselves to the hardships of a poor living than it is to adjust ourselves to the hardships of making a better one.

Unless you have formed the habit of calling on people who are able to buy but unwilling to listen, then unconsciously you have formed the habit of calling on people who are willing to listen but unable to buy.  

Any resolution or decision you make is simply a promise to yourself, which isn’t worth a thing unless you have formed a habit of making it and keeping it.  And you won’t form then habit of keeping it unless right at the start you link it with a definite purpose.

 

 

 

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ENERGY WITH CARTER CAST https://www.xperiencegrowth.com/energy-with-carter-cast/ https://www.xperiencegrowth.com/energy-with-carter-cast/#respond Mon, 31 Dec 2018 17:18:16 +0000 https://www.xperiencegrowth.com/?p=14893 Read more ›]]>

 

 

In his book The Right Stuff, Carter Cast states that motives are the source of all energy.  We must understand our motives!

A rewarding career has its foundation in understanding where your talents and vulnerabilities lie and what motivates you.  They drive you forward allowing you to perform well.  Your needs are the foundation of your motives.  When they are met you feel happy and energized.  If they are not, you will feel a cognitive dissonance and anxiety.  You will feel demotivated – detached and unengaged.  

We remain motivated when we work by the five fundamental factors of:  achievement, affiliation, power, autonomy, and purpose.

Our motives drive us forward allowing you to perform well.  Your needs are the foundation of your motives.  When they are met you feel happy and energized.  If they are not, you will feel a cognitive dissonance and anxiety.  You will feel demotivated – detached and unengaged.  

We remain motivated when we work by the five fundamental factors of:  achievement, affiliation, power, autonomy, and purpose.

Achievement

The need to constantly improve your performance and to accomplish challenging goals that are meaningful to you.  If you’re highly motivated by achievement, the chances are good that you prefer working in environments with clear performance indicators, where your progress is tangible and can be seen on an ongoing basis.  You are likely a person who seeks feedback in order to improve and advance.  You are probably a person who sets clear goals, organizes your work effort, and measures your progress.

Affiliation

The need for maintaining close, friendly relationships with people; the desire to belong to a group and to be liked, preferring collaboration over competition.  If you’re highly motivated by affiliation, you are probably a team player who is a good listener and sensitive to perspective of others.  You are likely skilled at building team spirit to accomplish goals.

Power

The need for having an influence on others, can be expressed either personally or institutionally.  People oriented toward personal power generally seek status and recognition and try to control others, while those with an institutional power drive try to organize the effort of a team to further the company goal. If you have a strong power motive, at your best you seek to empower others and work to accomplish group goals.  You are effective at influencing others toward your end goal and are able to work through organizational hierarchies to figure out how to complete complex, cross functional initiatives.

Autonomy 

The desire to have control over your work and the ability to determine what direction to pursue.  If you’re highly motivated by autonomy, the chances are good that you prefer to have discretion over your task, your time, your method, your team.  It means you’ll have a high degree of discretion over how you structure and complete your work.  Seth Godin describes this as someone who picks their boundaries.

Purpose

The need to be part of something bigger than yourself.  You are likely drawn to organizations that have a guiding mission that connects your work to some social good that aligns with an important personal value.  The purpose is bigger than the product. Dan Pink in drive says that purpose driven people seek companies who use profits as the catalyst rather than the objective.  

If we are taken care of, then we become driven less by extrinsic motivators (money) and more intrinsic motivators like becoming increasingly skilled at something we enjoy doing….something we feel provides value to others and meaning to us.  

 

 

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RAISING NECESSITY WITH BRENDON BURCHARD https://www.xperiencegrowth.com/raising-necessity-with-brendon-burchard/ https://www.xperiencegrowth.com/raising-necessity-with-brendon-burchard/#respond Mon, 31 Dec 2018 17:13:05 +0000 https://www.xperiencegrowth.com/?p=14890 Read more ›]]>

 

 

Necessity is the emotional drive that makes great performance a must instead of a preference.

As opposed to weaker desires that make you want to do something, necessity demands that you take action.  When you feel necessity, you don’t sit around hoping things happen, you get things done…because you have to.

Necessity is there when it feels right to do something, and if you didn’t do it, you find yourself feeling bad about it.  If you don’t show up, you begin to feel like you are not living up to your standards, not meeting your obligations, or fulfilling your potential.  Necessity inspires a higher level of  motivation than usual because your personal identity is involved….creating an urgency to act.

High performers work so hard and stay so focused and committed because “It’s just who I am”.  They have a sense of obligation…people need them, and are counting on them.  You have a deep emotional drive to succeeding and consistently force yourself to work hard, stay disciplined, and push yourself.

You won’t become extraordinary without the sense that it is absolutely necessary to excel.  

The Four Forces of Necessity: 

Identity:  Make succeeding at what you do part of your identity.  If we don’t hit those real goals, and follow the agreed to process, then we are not being who we are.  Our actions are not in alignment with who we say we are.

Obsession:  Be obsessed.  Its ok. When you are passionate about what you do, people understand.  When you are obsessed, they think you are mad.

Duty:  This goes beyond desire.  It goes beyond want. It’s an obligation.  It is your duty to others.

Urgency:  We always work with a sense of urgency and from of place of true necessity.  You add deadlines to everything that matters.

“The quality of a person’s life is in direct proportion to their commitment to excellence regardless of their chosen field of endeavor” – Vince Lombardi.

This is true whether or not they chose the task or enjoy the task.  An athlete may not enjoy the workout, but they do it as they see themselves as an elite athlete willing to increase their performance. Satisfaction is not the cause of great performance…its the result.  High performers care about excellence so they put more effort into their activity…They are driven to want to do a good job.  They self monitor their behavior and performance goals.  They know their standards and check in on whether or not they are living up to that standard.  

Ask yourself each day:  Did I perform with excellence today?  Did I live up to my values and expectations for giving my best and doing a good job?  Even when motivation and passion ebbs, even when you fail, even when rewards and recognition come too far apart, even when people criticize, even when all the signs say to quit…this pushes past grit…and moves into obsession.  

 

Raise necessity for exceptional performance.  How?  Brendon suggest the following 3 steps:

  1. Know who needs your A game.  We will work harder for others.  Some days you may struggle with what YOU need to do. Perhaps you have what you want at that moment. However there is ALWAYS someone that you can work for, show up for, and perform for. So, who needs your ‘A Game’ today?
  2. Affirm the why.  Consistently affirm and confirm your why.
  3. Level up your squad.  Talent surrounds itself with talent.  Always.

Remember, we don’t have to do anything.  You don’t have to show up for life, for work, for family.   You don’t have to climb out of bed on a difficult day.  You don’t have to care about being the best that you can be.  Yet, some people feel like they have to.  Why?  One of the most powerful drivers of human motivation and excellence:  performance necessity. 

 

 

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REAL VS STATED GROWTH GOALS https://www.xperiencegrowth.com/real-vs-stated-growth-goals/ https://www.xperiencegrowth.com/real-vs-stated-growth-goals/#respond Mon, 31 Dec 2018 17:07:05 +0000 https://www.xperiencegrowth.com/?p=14886 Read more ›]]>

 

What is the difference?

STATED GOAL = the goal we say out loud, put on our 411, and STATE we WANT or NEED to accomplish.

REAL GOAL = The level of ACTION we are actually willing to take to achieve the desired outcome.

Action translates into our behaviors or habits.

REMEMBER there is ALWAYS a PAY OFF for any BEHAVIOR we are choosing NOT to do or the behavior we choose to REPEAT. 

One of these will always win the battle…Real or Stated.

Was your 2018 GOAL a REAL GOAL or a STATED Goal……

How do you KNOW? Just look at your outcome.  That was your real goal. There is really no other way to look at this.  We always reap what we sow. So your results will always match the level of activity you were willing to hiut.

Now the dangerous part.  We JUDGE ourselves at the LEVEL of the STATED GOAL……and yet we OPERATE (or take ACTION) at the LEVEL of the REAL GOAL…….

Meaning our ACTIONS match the REAL GOAL while we judge ourselves according to the STATED GOAL…What is the impact of that?  You be the “judge”.  What feelings do you suppose arise when we JUDGE ourselves according to the STATED GOAL? 

Our actions must align with your true desire. When there is alignment of words and actions, big things happen, goals are accomplished…. And when there is lack of alignment nothing is accomplished as desired and confusion is the result.  

WHAT ARE THE CLUES?? You’ll hear yourself using words like I NEED TO – I HAVE TO – I WANT TO…..

Well, if you were really planning on doing it, wouldn’t you be DOING it as opposed to ‘needing’ to, ‘having’ to, or ‘wanting’ to?

So what’s the SOLUTION:

Look at your calendar.  The level of activity you have scheduled and the calendar you are willing to keep will show you what your real goals are for the coming year.

 

 

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When a Stated Goal Becomes Real https://www.xperiencegrowth.com/when-a-stated-goal-becomes-real/ https://www.xperiencegrowth.com/when-a-stated-goal-becomes-real/#respond Fri, 28 Dec 2018 23:53:04 +0000 https://www.xperiencegrowth.com/?p=14821 Read more ›]]>

 “A real goal is a goal you are willing to take the actions to achieve.”

 

Kim Woodlief, a Chattanooga agent on The Charlotte Mabry Team powered by Xperience, recently experienced the ultimate example of turning a stated goal into a real goal. Kim has been an agent for 12 ½ years, first leading a small team in North Carolina before moving to Chattanooga with the intention of dominating the real estate market

At a recent team event, Kim shared with Xperience CEO Chris Suarez that her goal is to have 100 investment properties. At the time of this conversation, she had zero. During Friday’s Xperience Partner Call, Chris interviewed Kim about this conversation and how she turned this stated goal into something very real.

“It’s a goal I had for quite some time that I had not acted on,” Kim shared. Chris encouraged Kim to go home and ask herself if that was a stated goal or a real goal. A real goal being something is willing to do the actions to achieve. “I asked myself and realized it was a real goal,” Kim said.

Within three days, Kim made an offer on her first investment property and closed within a week.

“It wasn’t just the conversation we (Chris and Kim) had at dinner. It was all the training you (Chris) taught earlier that day. I was struggling with real versus stated. I didn’t understand why I couldn’t get past what I was trying to achieve…I kept hearing you say, ‘What actions are you willing to take?’ That was my mantra,” Kim said to Chris.

“After I did it, it was WOW, a weight off my shoulders. It took ten years striving for this and all it took was a one degree switch in my thought process because of our conversation and the trainings focused on being a do’er, taking action and identifying who you want to be.”

“I am an investor. I am going to identify that way. I went and bought a property.” Kim concluded.

 

 

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Welcome The Amanda Ponce Team https://www.xperiencegrowth.com/welcome-the-amanda-ponce-team/ https://www.xperiencegrowth.com/welcome-the-amanda-ponce-team/#respond Fri, 21 Dec 2018 20:53:58 +0000 https://www.xperiencegrowth.com/?p=14631 Read more ›]]>

“We compared every single team and by far, Xperience was aligned completely with our goals.”– Amanda Ponce

 

 

 

 

On this week’s partner call, Xperience welcomed a new team, The Amanda Ponce Team, to the Xperience family. Amanda Ponce closed 88 units as a solo agent in 2017. This year, she added her husband, David, to the team as a buyers agent in addition to two operations team members. This unstoppable agent with grit, energy and a strong desire to help others looks forward to growing her business and her team members’ opportunities with the Xperience family.

On this Friday’s Partner Call, Xperience CEO Chris Suarez interviewed Amanda about her business and her decision to partner with Xperience. Chris set the framework that is Amanda one of the most successful entrepreneurs he has ever met and that she has a high ceiling of achievement. Here are a few key points from the interview with Amanda.

Amanda on her early business:

It was important for my business to know where it was coming from, what was the source. So much was coming from our sphere of influence and referrals so we focused on zeroing down on that. The business comes from my passion for delivering exceptional customer service. We are blessed and lucky that people call us constantly to send us referrals or to ask for help. The true honor is ours.

Amanda on year two of her business:

I entered into my second year of real estate and started farming to dominate the neighborhood that I lived in. Our business shifted to 80% SOI/referrals and 20% farming. One of the many reasons I joined Xperience is because there is still so much more opportunity to dominate a neighborhood and take 80% of market share versus 20% by following models and systems plus the help with marketing. Also, Xperience will help me be more intentional, blocking my time to make it to every appointment, work on conversion and to take as many listings as possible.

Chris’ Comments about Amanda’s Austin Platinum Top 50 Honor:

This award is further proof of your alignment to our team. You are focused on production but you give back, love your community and deliver incredible service. You are growth minded and love education. So does Xperience.
(The Platinum Top 50 is based on production, education and sharing knowledge, community involvement.)

Amanda on the Process She Took to Join Xperience:

When we choose to do something, we want to make sure it is the right partner. I have been with Keller Williams since I started. Disrupting your business can be costly to your brand and systems. We wanted to make sure it was the right partnership. We focused on education, went to Spring Masterminds and took ESO so that we could really understand how it (expansion) works. Different teams were approaching us. We compared every single team and by far, Xperience was aligned completely with our goals. We see coaching as a gift. It’s not just about where I want to go, it’s also about my team. This is not just for me but for opportunities for our team — developing them, keeping them engaged, making sure they are happy and that I am helping them. Xperience does this.

 

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Dynamic Austin Real Estate Team Partners with Xperience https://www.xperiencegrowth.com/dynamic-austin-real-estate-team-partners-with-xperience/ https://www.xperiencegrowth.com/dynamic-austin-real-estate-team-partners-with-xperience/#respond Fri, 21 Dec 2018 01:17:35 +0000 https://www.xperiencegrowth.com/?p=14607 Read more ›]]>

Dynamic Austin Real Estate Team Partners with Xperience
Amanda Ponce joins innovative Keller Williams expansion business

PORTLAND, OREGON (December 21, 2018) — Keller Williams Xperience Real Estate was recently named one of the most innovative teams in America. The fast-growing business is partnering with one of the fastest-growing real estate teams in Austin.

Just three years into a full-time career in real estate, Amanda Ponce is on pace to close more than 80 transactions this year and more than $20 million in sales. The Keller Williams agent and her team are partnering with Xperience to help power the next phase of their growth. In 2017, as a solo agent, Amanda closed 88 transactions.

“There are a lot of teams expanding into new markets that do not have the structure to support partners,” Ponce said. “Xperience has a proven recipe. They have the models. They have the talent. And they have a track record of onboarding high-producing teams.”

Ponce has quickly made a mark on the Greater Austin real estate community. She was named Rookie of the Year and now serves on the Associate Leadership Council for her Market Center. Ponce was recognized on the Platinum Top 50 list of Austin’s top real estate professionals. Recently, the National Association of Hispanic Real Estate Professionals named the team as one of the Top 100 Latino Agent Teams.

While Ponce and her team serve a diverse range of buyers, sellers, and investors, they are especially attuned to the needs of military families.

Ponce’s husband, David, is an Army Combat Medic veteran recently joined the team as a lead buyers specialist. When David served overseas, Amanda remembers going weeks at a time without being able to talk with him, an experience that helps her empathize and connect with active-duty military and veterans.

“When David was deployed, I attended Yellow Ribbon meetings and realized how lonely military spouses can be,” she said. “They’re packing. They’re moving. They can feel left behind. I want to make sure I provide a real emotional connection for our clients.”

Ponce is committed to learning and personal growth. In addition to being fluent in Spanish, she’s become a Certified Military Residential Specialist (CMRS). “I wanted to understand the resources available to our clients,” she explained. “A lot of agents think VA loans are difficult. They’re not. I felt like it was important to educate myself so I could better cater to our clients’ needs. Now, when I’m negotiating a sale, I’m able to navigate the options and even help the agent on the other side. And if I’m representing a buyer, I know how to write that offer.”

Xperience CEO Chris Suarez is excited to partner with Amanda and her team. “The sheer volume of business they’ve been able to accomplish on their own is astounding,” he said. “We’re looking forward to learning from their insights and experience. And we can’t wait to see what they achieve with the additional leverage, coaching, and consulting that the Xperience network provides.”

As Ponce grows her team, she is eager to draw on the talent acquisition and organizational development consulting that Xperience provides to its partners. “It gives me great confidence to know we’re partnering with leaders who understand Keller Williams’ business models and the Career Visioning process and are committed to helping us find and get into business with the right people,” she said.

“We’re thrilled to be joining the Xperience family,” Ponce said. “Chris has not only built a successful real estate team, he’s building the expansion team with a focus on per-agent productivity for every member of the team. I see Chris as our business protector. We’re aligned on mission, vision, and values. And when you have that kind of clarity, you’re able to perform at a higher level.”

Xperience has developed an innovative model for successful teams. Partners retain the branding and relationships they’ve built with their clients and in their communities, while being powered by the proven models and systems of Xperience.

Suarez has expanded his business into more than two dozen cities, generating millions of dollars in annual revenue while building a strong culture through coaching, consulting, collaboration, and commitment. In addition to leading the Xperience team, Suarez teaches the KW MAPS Coaching program Build Your Business to Expand.

In recent months, Xperience has announced partnerships with top agent teams including the Charlotte Mabry Team in Tennessee, the Christine Ricci Team in New York and the Deldi Ortegon Group in Texas. In July, Inman named Xperience “First Runner Up” in the Most Innovative Team category at the Inman Innovator Awards.

Learn more about opportunities to partner with Xperience Real Estate.

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Goal Setting vs. Fear Setting https://www.xperiencegrowth.com/goal-setting-vs-fear-setting/ https://www.xperiencegrowth.com/goal-setting-vs-fear-setting/#respond Sat, 15 Dec 2018 15:50:41 +0000 https://www.xperiencegrowth.com/?p=14428 Read more ›]]>
“We suffer more often in imagination than in reality”– Seneca

 

 

 

 

Conquering Fear = Defining Fear

Fear comes in many forms, and we usually don’t call it by its four-letter name. Fear itself is quite fear-inducing. Most intelligent people in the world dress it up as something else: optimistic denial.

Most who avoid changing what they do entertain the thought that their course will improve with time or increases in income will show up regardless. This seems valid and is a tempting hallucination when a job is boring or uninspiring instead of pure hell. Pure hell forces action, but anything less can be endured with enough clever rationalization.

If you were confident in improvement, would you really be questioning things so? Generally not. This is fear of the unknown disguised as optimism.

Are you better off than you were one year ago, one month ago, or one week ago?

If not, things will not improve by themselves.

Define that fear. Write it down, all of the worst things that could happen to you.

Prevent it. Write down what you could do to prevent each of those definitions or at least minimize.

Repair it. If the worst case scenario happened, what could you do to repair the damage or who can you ask for help?

Benefits
What might be the benefits of an attempt?  Might you build confidence, develop skills, emotionally, financially? What is the benefit of a base hit?

The Cost of Inaction
We are good at considering what might go wrong if we try something new. But what is the cost of the status quo? If I avoid this action or decision, what might my life look like in six months, 12 months, two years?

You may find some of your fears are well founded, but you should not conclude that before going through the exercise.

Process

If you are nervous about making the jump or simply putting it off out of fear of the unknown, here is your antidote. Write down your answers, and keep in mind that thinking a lot will not prove as fruitful or as prolific as simply brain vomiting on the page. Write and do not edit—aim for volume. Spend a few minutes on each answer.

1.   Define your nightmare, the absolute worst that could happen if you did what you are     considering. What doubt, fears, and “what-ifs” pop up as you consider the big changes you can—or need—to make? Envision them in painstaking detail. Would it be the end of your life? What would be the permanent impact, if any, on a scale of 1–10? Are these things really permanent? How likely do you think it is that they would actually happen?

2.   What steps could you take to repair the damage or get things back on the upswing, even if temporarily? Chances are, it’s easier than you imagine. How could you get things back under control?

3.   What are the outcomes or benefits, both temporary and permanent, of more probable scenarios? Now that you’ve defined the nightmare, what are the more probable or definite positive outcomes, whether internal (confidence, self-esteem, etc.) or external? What would the impact of these more likely outcomes be on a scale of 1–10? How likely is it that you could produce at least a moderately good outcome? Have less intelligent people done this before and pulled it off?

4.   If you were fired from your job today, what would you do to get things under financial control? Imagine this scenario and run through questions above. If you quit your job to test other options, how could you later get back on the same career track if you absolutely had to?

5.    What are you putting off out of fear? Usually, what we most fear doing is what we most need to do. That phone call, that conversation, whatever the action might be—it is fear of unknown outcomes that prevents us from doing what we need to do. Define the worst case, accept it, and do it.  What we fear doing most is usually what we most need to do. As I have heard said, a person’s success in life can usually be measured by the number of uncomfortable conversations he or she is willing to have. Resolve to do one thing every day that you fear.

6.   What is it costing you—financially, emotionally, and physically—to postpone action? Don’t only evaluate the potential downside of action. It is equally important to measure the atrocious cost of inaction. If you don’t pursue those things that excite you, where will you be in one year, five years, and ten years? How will you feel having allowed circumstance to impose itself upon you and having allowed ten more years of your finite life to pass doing what you know will not fulfill you? If you telescope out 10 years and know with 100% certainty that it is a path of disappointment and regret, and if we define risk as “the likelihood of an irreversible negative outcome,” inaction is the greatest risk of all.

7.   What are you waiting for? If you cannot answer this without resorting to the previously rejected concept of good timing, the answer is simple: You’re afraid, just like the rest of the world. Measure the cost of inaction, realize the unlikelihood and repairability of most missteps and develop the most important habit of those who excel and enjoy doing so: action.

 

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Probate Prospecting Scripts https://www.xperiencegrowth.com/probate-prospecting-scripts/ https://www.xperiencegrowth.com/probate-prospecting-scripts/#respond Wed, 12 Dec 2018 16:54:50 +0000 https://www.xperiencegrowth.com/?p=14281 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/probate-prospecting-scripts/feed/ 0 Buyer Questionnaire: Prequalify the Buyer https://www.xperiencegrowth.com/buyer-questionnaire-prequalify-buyer/ https://www.xperiencegrowth.com/buyer-questionnaire-prequalify-buyer/#respond Wed, 12 Dec 2018 16:27:37 +0000 https://www.xperiencegrowth.com/?p=14272 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/buyer-questionnaire-prequalify-buyer/feed/ 0 LPMAMA – THE BEST Conversion Script https://www.xperiencegrowth.com/lpmama-best-conversion-script/ https://www.xperiencegrowth.com/lpmama-best-conversion-script/#respond Wed, 12 Dec 2018 16:12:51 +0000 https://www.xperiencegrowth.com/?p=14267 Sorry, but you do not have permission to view this content. ]]> Sorry, but you do not have permission to view this content. ]]> https://www.xperiencegrowth.com/lpmama-best-conversion-script/feed/ 0 Influential Language https://www.xperiencegrowth.com/influential-language/ https://www.xperiencegrowth.com/influential-language/#respond Fri, 07 Dec 2018 23:06:39 +0000 https://www.xperiencegrowth.com/?p=14052 Read more ›]]>

Xperience partners were in for a very special coaching session on this week’s Friday Partner Call as Xperience Real Estate Director of Expansion Katie Benson coached the team about leveling up your influential language.

When we focus on using influential language to move prospects to a desired outcome, we must make sure that we are moving them towards their own goals, not our goals. As their real estate professional, your job is to help someone get what they want and you must use your influence to do so.

People remember about 50% of what you share and 48 hours later, that percentage shrinks to 25%. Your influence over their listening starts at the first impression so it is important to create an environment for listening. They are making decisions based on your appearance and based on the language that you use.

Are you speaking from habits or are you speaking from intentionality? Ninety-seven percent of us use language that is habitual. So, in order to use influential language, we must shift our mindset to be intentional about the words we use. We want to ensure that we are creating clarity for our prospects not chaos.

This language creates chaos:

“If you buy…”

“Think about it…”

“I am going to show you homes today…”

The counterexamples create clarity:

“When you buy…”

“When you list with me…”

“We are going to find a home for you to buy today…”

Words matter! When moving your prospect forward, use influential language with commands that ensure they do business with you!

 

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