“The Horse’s Mouth: Veterans Edition” with Michele Poitier and John Tanner
Overcoming Low Self-Esteem and Self-Doubt for Struggling Real Estate Agents
Are you an aspiring real estate agent or sales professional, but have been struggling with low self-esteem or minimal self-confidence? (Me too! That’s why I created this course.)
New Release: Up! Foundations
When I enrolled in my first real estate licensing class when I was 19 (almost 30 years ago) I had no idea that I would run into obstacles and make excuses for my failures in my chosen profession – embarrassingly far too many times to count.
I even began teaching sales and marketing skills in 2015 and watching many of my own students flourish, while I was still stalled with others like me.
So, of course I wondered, “What is the difference between those sales agents who thrive and those who falter?”
The answer I came to understand is in our mindset and routines. That’s it! Sounds simple enough, right?
Hmm. (Maybe too simple, you think?)
If you’re curious about my discovery, I invite you to watch a sample video from my new series Up! Foundations and see if this TRUTH resonates with you.
Up! Foundations: Module 3, Part 1 – Desire
If so, I am here and I’m willing to be your guide. I’m on the same journey, with the same damn struggles, as you. And I’ve studied A LOT of things about this profession. 📖📚🤓
But this course isn’t for everyone.
If your cup is already full, then I can’t add to it. Nobody can. But if you have a willingness to learn, then you can do this, I promise!
In fact, it’s primarily for real estate agents who have NOT been successful in real estate yet. But let me warn you, if that’s you I guarantee that your “reactive mind” is going to try to talk you out of watching the video or enrolling in the course.
Call it your safety mechanism if you want, but I prefer to call it what it is: self-sabotaging behavior.
Thank you for watching.
Yours in Success,
John W. Tanner, J.D.|M.S.
Personal Development Instructor
Lic. Real Estate Broker|Owner
Coleman Tanner Realty
http://www.colemantanner.com
http://www.johnwtanner.com
P.S. You Can Register for Up! Foundations Here 👇
Do You Have a Gratitude List?
Begin Each Day With Gratitude!
As part of my morning motivation ritual, after pouring a cup of coffee, I review my list of ten things that I am thankful for.
Can you think of some things you are thankful for? (How about the air you breathe? Or the ability to read this blog post?) What are some things you want, that you will be thankful for when you achieve them? Now blend them together…
Infuse Your Gratitude List With the Power of Visualization and Auto-Suggestion.
My personal gratitude list is mostly forward thinking – I visualize the goals I want to achieve and then express gratitude for having achieved them (the power of positive thinking). If you can dream it, you can achieve it! (At least that’s what I’m hoping to prove.)
10 Things I’m Thankful For:
- I am thankful that I have reached the top 10% of the most successful real estate agents on earth.
- I am thankful that I am wealthy in finances and have a very high quality of life. In fact, because iron over $5 million per year, I am able to give 90% of my income away in tithes and offerings, and other charitable contributions, and I live exceedingly well on the remaining 10%!
- I am thankful that I have very high self-esteem and high value self-worth.
- I am thankful that I have always been positively influenced by others who are excellent teachers and remodels to me.
- I am thankful that I am a positive, influential role model to others and that I am making a positive lifetime impact on them.
- I am thankful that I am a master in real estate investments and have an outstanding portfolio to give to my family.
- I am very happy and thankful that money comes to me and increasing quantities through multiple income streams on a continual basis, such as earning income from: (1) Health supplements, (2) Real estate brokerage services, (3) Real estate investments, (4) online courses, (5) subscription coaching & group mentoring, (6) instructor work, (7) subscription VOD TV shows, (8) affiliate income, (9) JV partnerships, (10) Brand deals, (11) speaking engagements, seminars, and webinars, and (12) book sales.
- I am thankful that I get to travel around the world to explore new cultures and meet new people, to participate in missionary trips, and be a light to others at speaking engagements, seminars, and retreats.
- I am thankful that my son loves our Heavenly Father and is making a positive impact on the lives of others as their role model.
- I am thankful that I have an amazing wife who loves our Heavenly Father with all her heart, who is intelligent, adventurous, and hard-working, who has a great sense of humor, and who accepts me fully just as I am, she really is beautiful (on the inside and out) and she is the best life partner I could ever ask for.
Now it’s your turn. What are you thankful for?
Morning Motivation
Do you wake up every morning feeling excited about the day ahead of you? Honestly, sometimes I do, sometimes I don’t. That’s why I find it helpful to engage in a self-motivation ritual that helps me raise my energy level to start the day with a sense of optimism, hope, and joyfulness. And you can do it too!
How I Do It:
I have several reminders set on my cell phone (41 at present) to alert me at 6am. Each reminder carries different positive messages or tasks that I must accomplish, such as rehearsing my real estate sales scripts for working with buyers and sellers.
Today, I’d like to share with you 15 self-esteem affirmations. I use these to overcome my low self-esteem (something that I have come to realize I had developed growing up in a ‘challenging and toxic’ environment, to put it nicely.
Over time, the conscious activity of repeating positive affirmations will transfer the information from your conscious mind to your subconscious mind, also known as “auto-suggestion,” and will morph from thoughts to words, to actions, to habits, to character, to a new destiny. So, without further delay…
15 Self-Esteem Affirmations
- I add quality and value to my life and to the lives of others.
- I do what makes me feel alive.
- I enjoy spending time in quiet places.
- I have the courage to map out my own life.
- I believe in myself, even when no one else does.
- I am gifted in unique ways.
- I feel accepted and loved.
- I am independent.
- I accept myself completely.
- I embrace myself fully and joyfully.
- I am superior to my old self.
- I never underestimate my abilities.
- I embrace self-acceptance.
- I have the right mental attitude for success.
- I enjoy helping other people.
I hope you find these affirmations useful. To get the most out of them, I recommend that you read them three times a day for 21 days (morning, midday, and before bedtime.)
To your success!
John
Happy Anniversary to Me!
Just reached ten years of blogging on WordPress. I wish I could spend more time blogging, I love connecting with others and sharing our views on everything under the sun (and sometimes under the moon, too). 😉 Thanks, WordPress friends! Cheers to you!! 🥂 🎉
The “What’s Hot in Marketing” Verdict Is In!
Your Audience (and Their Attention) is Gone in 60 Seconds – So Use it To Your Advantage!
If you haven’t heard, Tik Tok is on fire and IG and YT are playing “catch up!” If you want to win viewers, then you need to deploy a 60 second video marketing strategy to lure viewers into your lead funnel’s traction beam.
Start with a hook that teases the benefit of watching your long-form content (and by long-form, I mean 3-8 minute videos on YouTube or Vimeo.)
Don’t leave them hanging, feed their hunger for more information. Close out your video message by recapping your main points and tell them where to go for more information.
End with a clear CTA.
Ex: Curious to learn how we got this goldfish in the bag? Go here (xxx) to learn more!
Happy marketing!
How’s Your Homepage Holding Up, Homie?
Gotta love a good alliteration! All kidding aside, this blog post is about taking account of your business homepage to ascertain whether or not it’s time for an update!
Start With a Spotlight Video!
One of the best ways to inform your viewers of who you are and what you do is by adding a promo video at the top of your homepage underneath your banner.
The best way to sell your products or services is to present a problem/solution demonstration inside of your spotlight video. For instance, if you’re a pressure washing company, you could display a homeowner who is getting the home ready to list in this hot real estate market, but the driveway looks dirty and the neighbors are judging. Uh-oh.
The owner receives a flyer from your local pressure washing company in the mail and the owner has an immediate ‘aha’ moment. Cut to pressure washing service in action. Next, the owner peeks out the window to a line of buyers outside waiting to present their offers (above asking price, of course!) The homeowner (your prospective client) lives happily ever after!
Like a Good Kindergartener, Compartmentalize Your Wares.
It helps viewers when you compartmentalize each section of your business so they can go straight to the resources they are looking for (and reduces your click through rate in the process!)
Now is the time to channel your inner air traffic controller 🛩 psyche and plan how you’ll drive traffic on your homepage.
Action Steps:
- Start with a story. Why should a viewer stay on your page? What’s in it for them?
- Compartmentalize your page into at least three sections:
- Part One: problem/solution
- Part Two: client testimonials
- Part Three: CTA – appointment calendar links or order buttons.
Leave the “we’re the best on earth” braggadocio behind! No one cares about us, they only care about how we can make their lives better.
In closing, take some time this week to check the pulse of your page. is it time for a remodel? Even BK and McD know when it’s time to remodel, and look how they’re doing! Go remodel, revamp, and modernize your business page.
Yours in Success,
John W. Tanner, J.D.|M.S.
Founder, The Entrefluential Marketer
Building a Real Estate Investment Portfolio Roadmap
Having a Real Estate Portfolio Roadmap Can Help Investors Identify and Visually Communicate Their Vision.
What is a Real Estate Portfolio Roadmap?
A real estate portfolio roadmap (REPF) is a top-down view of your future real estate holdings that you desire to accumulate over the life of your investment career. The roadmap begins as an idea, becomes a plan of action, the steps needed to reach your end goal – the accumulation of real estate – and works as a punch list throughout your journey.
Because of the difficult nature of real estate transactions, namely their many interrelated pieces, the timeframes presented on this type of roadmap are more like aspirational guide posts rather that steadfast directionals or exacting deadlines.
Your REPR is a working, evolving document. It’s goal is to lay the foundation to reverse engineer your investment agenda over the next five, ten, fifteen, or twenty years.
Do I Need a Real Estate Portfolio Roadmap?
For the novice private investor, a REPR outlines a specific growth path to follow which can help move you towards your end goal faster and with less surprises.
For the investment team, such as a REIT, it moves all stakeholders in the same direction, at the same rhythm, helping them achieve their business objectives with more clarity and synchronicity.
Moreover, using a real estate portfolio roadmap does all of the following:
- Provides clarity
- Communicates investment impact
- Guides the investor (or investment team) along the journey
- Creates the initiative to forecast future income & expenses for each investment project (deal)
- Assists the project manager in forecasting required resources for specific initiatives
- Bolsters accountability, and
- Tracks milestones and progress
Action Steps
- Develop a Real Estate Investment Portfolio Vision.
- Ask yourself, “how much money do I want to net in retirement?”
- Talk to other investors, bankers, and real estate brokers to learn about income and expenses for any given investment.
- Create your investor dream team, which includes an accountant, a lawyer, a banker, and a real estate broker.
- Decide on your internal management team. (Are you a solopreneur or an entrepreneur?)
- Create Your First Draft Picks – a ‘Bird’s-Eye’ View of Your Real Estate Investment Portfolio Over the Span of Your Career (the roadmap).
- The private investor or management team should brainstorm investment options to meet the investment portfolio vision.
- Identify specific purchase initiatives, cost estimates, and management (holding) expenses.
- Decide on how to best structure each deal, taking into account the availability of investment and working capital, funding, tax implications, legal, government restrictions, and internal level of priority.
- Create an Internal Investment Roadmap.
- Start with your first purchase objective. Walk through the entire transaction to identify and document all of the potential moving pieces, costs, timing, potential pitfalls, risk reduction strategies, management duties & expenses, and BTCF.
- Decide who will be the project manager for the first undertaking (and each project thereafter).
- Hire your ‘dream team’ and ask your real estate broker to “shop the market.”
- Implement your plan!
- Rinse & repeat!
As your portfolio grows, so will your ability to scale up small projects or take on bigger projects. Thus, your roadmap will undoubtedly be edited several times throughout your career.
Remember, not even “…the best laid plans of mice and men” ever happen perfectly. Be flexible. And, above all, enjoy the journey!
In closing, if you want to be (or already are) a real estate investor who has several properties in mind, then you should create a REPR. It will help you to organize, evaluate, prioritize, forecast, track, and communicate your investment initiatives throughout your investment journey.
As a real estate broker, my team and I want to help you understand our markets and identify potential investment opportunities for you. We want to become your ‘go-to’ real estate consultant, “your source for real estate investment solutions!”
ColemanTanner.com
Corporate office:
The Groover-Stewart Building
25 N. Market Street
Jacksonville, Florida 32202
By Appointment Only
(786) 258-8855
Sales@ColemanTanner.com
Frequency or Frequency?
How are you showing up to your sphere of influence (SOI) and potential clients? Are you tuning in to their frequency?
In this context, frequency is decibel of sound that your audience (SOI & prospects) listens in?
Are you communicating to your audience with frequency?
In this context, frequency is defined as the number of times you show up and communicate.
For the former, there is a pre-requisite that you know how your audience prefers to communicate about your subject matter. You can research the answer to this query by going to Quora or Reddit to see what questions and answers are shared around your subject matter. (That’s the easiest method.) Alternatively, you could conduct surveys to a random sampling of your audience to determine their communication styles & preferences. With this background research completed, you’ll be able to tune in to their frequency and get your messages across effectively! 📡
As for the latter, the level of frequency in which you need to show up is dependent on the level of noise surrounding your audience. In our Social media age, you will need to show up more often in order to be seen by your audience. Traditionally, the rule of thumb was market to your audience seven times. 7️⃣➕
Today, because of the high quantity of content distribution, you should be showing up about 20 times per prospect. 2️⃣0️⃣➕
You may think that 20 times seems like a lot, because it is a lot, and I may not sit with you well to communicate with one person 20 times on one social media platform. I think the same way too. The good news is that you can mix up those 20 messages over multiple social media platforms so that you don’t come across as desperate or pushy. So let’s say you shop for times on Facebook, four times on Instagram, four times on LinkedIn, four times on YouTube, and four times on Twitter. Now you have made 20 contacts with your audience over 5 channels – not too shabby!
Question: what do I say 20 times?
I’m glad you asked! Use the F.O.R.D. method (family, occupation, recreation, dreams). Spread your communication out so that you communicate four times per day.
Start With a Post that Talks About Your Family.
Share an activity that you just did or will do together. People know, like, and trust (KLT) other people who are similar to themselves, so you can earn cool points if you happen to be engaging in similar family activities as your audience and their families. 💁♂️🤱💇♀️🤷♂️
Make Your Next Post About Your Occupation.
We all know that there are good days and bad days at work. Sharing your ups and downs humanize you and makes you more relatable to your audience, just don’t bash anyone from your workplace because you might have a boomerang come back at you. You can vent while being civil. And if you are venting, ask your audience for advice! People love to help other people that are facing similar challenges that they have gone through themselves, it is in our human nature to do so. 🏢 🤫😩😮😬
Write Your Third Post About Recreational Activities.
When was the last time you and your family had a picnic in the park? If you haven’t done this in a while, I recommend that you pack a bag or picnic basket (are those still a thing?), a blanket large enough to provide space for everyone in your family, f&b, and perhaps a good book to read together. Snap a photo and share it! 👨👩👧 📸
Lastly, End Your Posting Day by Talking About Your Dreams (or Your Audiences’ Dreams)!
What are your plans for the future? What plans does your audience have that you can help them achieve? People love to dream about the life they want, but seldom do they write it down and reverse engineer a path to achieve their desires. You can serve them well here.
Q: But When Should I Post?
Let’s follow the KISS method (keep it simple, silly). All of us pretty much start our days between 6 and 10 a.m., so let’s start posting in 4 hour increments (frequency) beginning at 8 a.m.!
8️⃣AM➕1️⃣2️⃣PM➕4️⃣PM➕8️⃣PM
In closing, knowing the frequency at which your audience communicates 🗣👂 and communicating with frequency 🗣✖️4️⃣, using the 🚘 F.O.R.D. Method, across multiple social media channels 🎙 📺 🖥 📲 will provide you with the quality, quantity, and variety sufficient enough to break through the 🚪 barrier of noise (other people’s messages) to get your communications heard by your intended recipients. 👏 🤩 🥰
10 Ways to Create a Personalized Client Experience (Give Them a “Yes Day”)
1. Find Out What They Want.
Use a survey to ask them questions which will help you narrow down what services you may provide them with, when, and how often. The goal is to satisfy what they want to accomplish by discovering what’s keeping them from getting there. Use their answers to craft a personalized service offering that is unique to them.
2. Create a Client Loyalty Program.
People want to be rewarded for hiring (or shopping from) you. Offer them a rewards card or send them random gifts to show them how much you value their business.
3. Personalize Your Communications.
People tend to get lost in technology these days, so bring things back to the good ole days with a handwritten thank you card. You can also up your impact by sending random gifts and company swag.
4. Learn About Their Ongoing Needs.
If your clients/customers will be shopping or using your services more frequently, consider offering them a discount for frequency and throw in a occasional freebie – this is an excellent, low-cost opportunity for you to improve the “lifetime value of a client.”
5. Build Rapport By Getting to Know Your Clients Upfront and Stay Informed.
Let your prospects do most of the talking during your initial consult. Use sifting questions to discover their problems/goals so you can curate a personalized solution. Stay informed of their changes by being their friend and trusted advisor.
6. Find Common Interests.
What are your hobbies? Finding prospects while participating in common interest activities is a sure fire way to build bonds faster and get to the Know-Like-Trust stage that is a prerequisite of doing business. Take note of your favorite sports, music, restaurants, recreational spaces, faith and so forth, then brainstorm activities around those interests. Scan your community events postings to schedule which events plan on attending. When you and your prospects have the same tastes, your connection will happen naturally.
7. Start With Humor.
The best way to get your prospects to let down their guards is to inject a little humor in your introductions. Laughter is a positive emotion and helps move a person from “skeptical” to “know-like-trust” faster than normal pleasantries. Humor makes us more likable to others. Use funny stories or clean jokes that are related to what you do or sell, but don’t overdo it. (Don’t be a Bozo!) 🤡
8. Let Them Do The Talking.
We all know it’s hard to be in the backseat of a conversation, but resist the urge to yap and only speak when asking clarifying or prompting questions. It’s okay to paraphrase what they said occasionally to show them that you’re actively listening. When you can get your prospects to “trip” on the idea of using your products or services as the solution to their problem or desire, you will have mastered the art of subtle persuasion, while earning their trust in the process. People don’t like to be sold to, but they do like buying things that improves their quality of life (whether it be to resolve a pain point or to elevate their pleasure and happiness.)
9. Discover Their Values.
How does your product or service align with their values? Are you a good fit for them? Prospects are more apt to buy what they are looking for from a provider who aligns with their internal value system.
10. Begin With Giving.
According to the Law of Reciprocity, the recipient of a gift will naturally want to reciprocate your kind gesture by doing something favorable for you in return (such as hiring you or buying from you). You can open the reciprocity loop by giving a free initial consultation (but I’m afraid that’s been overused) or boosting an initial consult by throwing in a high-value bonus offering if they engage you at the close of your session. Retailers use loss leaders to allure shoppers into their stores, then up the sticker prices of commonly purchased goods that are prominently displayed at the front row, making it easy for shoppers to pick up along the way.
Pro Tip: Making an irresistible offer improves your close ratio!
In closing, making your products and services personalized vs. standardized is something your clients and customers want and expect in the 2021. It’s time to give your clients a “yes day” to a more personalized client experience.
A special thank you to the following content creators (in order of appearance) for their photos from Pexels: Andrea Piacquadio, Brigitte Tohm, GiftPundits.com, Marko Klaric, Edmond Dantès, JEShoots.com, Anna Shvets, Juan Vargas, Eva Elijas, and Gabby K.
