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Four People to Follow Online to Become a Successful Entrepreneur

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    Four People

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Finding and realizing your potential in operating your own business and growing your income is difficult.  It is not just the actual tasks of building the business that are difficult, it is psychologically hard to start each day ready to take on the challenge knowing you are responsible for your success with a lot of uncertainty ahead of you. The reality is, you need to not only know the technical aspects of your business and how you differ from your competition, but you are going to have to find the internal drive to make it past the odds that are stacked against you in building a break-out business.

Role models and gurus have always been an important part of our society. Presently, we have access to many different types of media, examples of personal fame and potential role models to take advice from. These influences affect how we dress, how we think and many times what goals we establish. Access to information is great, but make sure you are getting the right daily information to grow your business.

Here are four people to follow that will give you not only great business advice, but also will help you overcome the insecurities that are part of being an entrepreneur.

Mel Robbins – A best-selling author and the most booked female corporate event speaker in the United States.  She is not only a successful entrepreneur herself, but also has the ability to communicate the real reason you don’t do the things you need to do to build your business – you don’t feel like it. She has a fix for that and it revolves around the science of how your brain functions.  Read her latest book The 5 Second Rule: Transform your Life, Work, and Confidence with Everyday Courage to help you overcome your fears and build the business you deserve.  www.melrobbins.com

Gary Vaynerchuk – The quintessential immigrant success story of hard work and proof the opportunity still exists in America for anyone to succeed. He’s a multiple bestselling author and founder of VaynerMedia, a social media focused digital agency. Everyone needs an online presence for their business and Gary is the go to source for the likes of General Electric and also Millennial driven start-up tech companies. Gary produces content daily that any entrepreneur can take advantage of and implement on an ongoing basis. Read his book Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World. www.garyvaynerchuk.com

Jeb Blount – Often businesses fail because they think customers will come to them. If it were that easy everyone would start their own business. If you’re going to be a successful entrepreneur you are going to have to learn how to sell. Jeb delivers the straight talk every entrepreneur needs to hear about the realities of growing your business through prospecting and the entire selling process.  Read his book Fanatical Prospecting which gives entrepreneurs a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.  www.salesgravy.com

Tony Robbins – He is not only one of the greatest public speakers of all time, but also the  individual who has helped and guided more successful entrepreneurs than anyone else. Those that deem him a motivational guru, miss his message. He’s a strategist for all aspects of your life. He doesn’t teach people to just solve their problems. Rather he is the person who can help you identify what caused the problem in the first place. He demonstrated his in-depth knowledge of why people get derailed at one of the first and most viewed Ted talks of all time, entitled “Why We Do the Things We Do View it online and follow his daily posts for the tips you need to stay on course for your business goals.  www.tonyrobbins.com

All the best!

Peter

My 7 Essential Personality Traits for Success in Selling Anything

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Companies and individuals spend a lot of money on sales training in order to increase revenue, or in the case of individuals, to grow their incomes.  Entry level sales training teaches sales people what to say or present. More advanced training teaches salespeople what to ask.  Learning to ask questions to potential clients is a better way to gain more sales than just learning what to present.  However, there is still a large gap between sales people’s incomes who participate and complete the exact same question based sales training program.  Some of this can be explained by work ethic, more successful sales people typically prepare more and work harder.  However, while you can learn how to effectively ask questions to prospective clients, there are also certain personality traits I have learned that you will need to develop in order to be in the top 1% of wage earners in your profession.

In sales, asking questions is critical to your success. You have to ask questions to identify and qualify potential clients and then ask more specific questions to help uncover their real needs. In order to provide more value to the potential client than your competitors, you must ask better questions. If you become better at asking questions and develop the following seven traits, you will outsell everyone!

Empathy – People do business with individuals they like, but they are more likely to buy from sales people who demonstrate empathy towards them.  Empathy is not sympathy.  Empathy is the ability to understand another’s situation, feelings, and motives. It is one thing to be liked, it is another to be seen as someone who can relates to a client’s specific situation and offer guidance.

Ego Drive – Top sales people learn to develop internal motivation which allows them to work hard and be seen as confident. They also know there is a line between having the ego drive necessary to succeed, and being seen as someone who is egotistical.  Egotistical is not a personality trait that is attractive. Being ego driven is a trait that lets clients know with certainty that you’re an individual who is determined to succeed and one who has enthusiasm and confidence in what they are selling. Ego drive is the motor inside every great sales person.

Customer Service Focused – No longer can a sales person take the attitude of ‘sell them and leave them’. The entire world is connected 24 hours a day, and this ease of access to information has given rise to an abundance of customer service ranking websites.  If you mishandle a client, there is a very good chance they won’t just tell their close friends, they may also tell everyone on the Internet.

Resilience – Sales is one of the top earning professions in the world.  The rewards are great, but many enter the sales profession with great hope, only to find out that you hear a lot of no’s. Resilience is the ability to overcome obstacles for a long period of time to achieve a big goal. The top performers have developed the grit necessary to keep going past the no’s and start again with the same enthusiasm on display for each client meeting.

Seek Knowledge – People fall into two different decision making styles. They either make decisions first, and then seek affirmations, or they seek knowledge and expertise and then make a decision. If you want to break out of the decision making that has led you to fall short of your sales goals, you have to be in the latter of these two decision making styles. The people who are thriving in sales are always seeking knowledge to become better.

Process Driven – Successful companies all have a process for maximizing business systems and capabilities. The same is true of top sales people. They are process driven and build a sales process for attracting new clients.  They take each candidate through the same process that mirrors their client’s decision making cycle. What can be repeated, can be improved.

Adaptable – Successful sales people are able to work in the present and have a plan to get better tomorrow. They have managed to navigate the ever-changing business climate by acquiring the skills that allow them to adapt and grow. It’s not good enough to say you had a decent sales meeting, the top sales people document what went well and what could be improved upon after each client meeting.

No one is born having all of these traits, great sales people work to create them. Which of these traits do you have to work on to reach the top of your profession?

All the best!

Peter

How to Own What Matters Most To Your Business

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Growing revenue should be the most important task for every business. If your business is not growing, a competitor’s will be and they are taking customers away from your company. If you are running a Fortune 100 company, the majority of your time should be spent creating products and sales channels to generate revenue.  If you are an individual entrepreneur, the majority of your time should be spent on income-producing activities.  The biggest key in growing your sales lies in first knowing who owns that responsibility and having the proper systems in place to hold the organization, or yourself, accountable for the growth goals.

Accountability. How did such a great concept get such a negative reputation? Inefficient leaders and poor managers have wrapped it in a veil of negativity and used it as the enforcer of responsibility. We complain about it at work, and in our personal lives; think about your family budget or weight loss goals. Usually, it is discussed as a virtue that is lacking in others. However, it is part of the planning process that will position you to reach your business goals. What turns the fun activity of goal setting into the not as much fun implementation of the business plan is facing the fact that someone has to be responsible for the outcome.  For all important business tasks, ownership and accountability have to be in place and individuals have to be willing to be held responsible for the outcomes assigned.

The most common misconception about accountability is the difference that exists between excuses and responsibility.  If you look at the companies and individuals who achieve great results over a long period of time, they all know the difference between having success and being effective. You can have short term success and then reach a very difficult obstacle and not be effective in growing past those difficult circumstances. In order for individual leaders to be effective in the long term, the most important factor is not how they place blame, but rather it is based on their ability to take responsibility for what they can own. In taking responsibility for the outcome, effective leaders are empowering themselves to develop new personal traits and skills needed to commit to take action and place their business’ growth back on track.

Nothing should stop your dream of building an incredibly successful business.  The growth of your business is what matters most. Here are four principles of accountability that need to be in place to ensure your company will reach its goals:

  • Designate the individuals who are responsible for growth in your company
  • Build precision in your budget and determine how each dollar spent will impact your growth
  • Create proper incentives and ramifications for the individuals who own your growth goals
  • Identify the right benchmarks to track the progress of reaching your growth goals

Feeling sorry for yourself or placing blame won’t correct your missteps. However, there is a great sense of self-empowerment when you realize that you have the ability each day to decide to hold yourself accountable.  No longer are other people’s actions and perspectives a deterrent to your achievement. No longer can we use work, relationships or others as an excuse to not achieve. It is all up to you and your actions. What a wonderful discovery! The decision is yours, the vision is yours, the actions are yours, and you are accountable for you.

Think of accountability not as a negative activity to be shunned, but rather as a valuable coaching tool to help you grow. Top executives, athletes and sales individuals all understand that to truly excel they need a confidante, a coach who cares about their success and helps them succeed. If you are looking to learn more about how coaching can help your real estate business, visit our website.

Best wishes!

Peter

Why Most Businesses and Individuals Don’t Reach Their New Year Goals

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As the New Year begins, there is never a shortage of newly developed business plans and individual resolutions that are built and created.  Each time I go online, a new social media post or article will pop up addressing the importance of goal setting, offering motivating tips and techniques on setting goals for your business, career or personal life.  In a recent google search I conducted for the term ‘goal setting’, the search produced 15.9 million results!  There is definitely not a shortage of information on how to set goals and build plans.  What there is a shortage of, is people and enterprises that actually reach their goals.

It’s not setting goals, building business plans or creating New Year’s resolutions that are the problem, it’s knowing what the real obstacles are that you are going to have to overcome that keeps people from achieving the results they desire.  Whether you are setting S.M.A.R.T. goals (Specific, Measurable, Achievable, Realistic, Time-Based) or B.H.A.G. (Big Hairy Audacious Goals), if you do not know what hurdles you will be encountering you won’t know the proper steps  to take to leap over them. You can do a lot of things right with regards to staying positive, taking care of your health, visualizing your success, having an accountability partner and still end up short of reaching your goals. Without conducting the proper research of the obstacles you will encounter during your journey, you will become either discouraged or unprepared to reach your desired outcome or win against your competition when you reach the difficult part of executing your plan.

It’s not only important to know what to do to reach your goals, it is equally important to know what the real obstacles will be to reach your goals that far too often are overlooked.  Not understanding the difficulties of achieving a worthwhile goal leads people to underestimate what actions are required to accomplish their goals. Most people have no challenges with dreaming big, they are challenged with understanding how much work is needed to overcome the unidentified obstacles they will encounter along their journey. However, you can overcome this universal goal setting deficiency with proper research that identifies the obstacles ahead of you and gives you insight on actions to take to overcome those challenges.

Through research you find out who and what you are competing against. What is the result that matters and what relevant skills will you need to develop to achieve the goal. It does not matter whether it is for advancing your career, launching a new business, or losing weight; proper research is the first step to get you on the right path to success to reach your goal. Research also helps you identify the pitfalls to avoid. It allows you to know what has been done before, and what the needs, rewards, trends, and new developments are. You can also discern what to learn and what to avoid. Good planning is a component of research. Sounds simple enough, but how much time do we spend researching and planning versus just having a plan. A plan and planning are two distinctly different items. Research is a part of planning that educates and provides you an organized format for both the goals you want to achieve and identifies the obstacles you will encounter along the way.

Napoleon Hill, in his bestselling book, Think and Grow Rich, wrote, “Anybody can wish for riches, and most people do, but only a few know that a definite plan, plus a burning desire for wealth, are the only dependable means of accumulating wealth.” It is human nature to want better, but why do so many people get off track? Just because you wish it, just because you want it, just because you think it doesn’t mean you will get it. You need to have a definitive process to follow that allows you to get to where you want to go.  That process includes setting goals, developing action plans and properly identifying the real obstacles you will have to overcome during the course of the year.

It’s a new year, and instead of just following the advice and expert opinions on how to set goals, positon yourself for a breakthrough year and also take the time to learn what key obstacles you will have to overcome to reach your annual goal.  In order for you to accomplish something significant in 2017, it will require a lot of work.  In fact, it will most likely take more effort than you realize.

What strategies, resources, time commitment and skills will be required for you to have the transformational year you have outlined in your annual plan?

Peter

Christmas, the New Year and Hitting the Reset Button

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Christmas is right around the corner, and then a week later it will be time for the New Year celebrations! For most, the Holiday season begins on Thanksgiving and it kicks off a month of gatherings, parties and celebrations with family, friends and business associates.  For many it is truly the most wonderful time of the year, as they experience the joy that is associated with the season of giving.  While it may not be the most productive time for many businesses, it is typically the busiest for most people.

The traditional month long holiday season is filled with activities that include visiting family and friends, eating bigger meals, drinking more, exercising less, and the additional stress that comes along with added commitments.  For a lot of people the end result of the Holiday season is weight gain, and feeling drained. Unfortunately, studies have shown that most people will not lose the weight they gain over the Holidays and in fact they will repeat the process of gaining additional weight each year during this season. Without resetting your mind and body, you can easily settle into a comfort zone that unknowingly keeps you from heading in the direction you seek.

I love Christmas time and celebrating the Holidays, while also taking the time to recognize the true meaning of Christmas.  There is something about seeing the Christmas lights on homes, trees decorated, hearing Christmas songs, and gathering with friends that leads people to be kinder, more generous and polite to each other during this time of year. It’s a time we gather together and embrace our family traditions, celebrate the present and look forward to the future. It’s also a great time to be reminded we all have choices to make on what we will do, who we will be, and what future we will create.  As we mature, and certainly when we become parents, we realize that the true joy of Christmas is in giving, not receiving.

In 1843, Charles Dickens wrote the novel A Christmas Carol, which continues to be a popular book today. The novel has never been out of print circulation, seen in countless plays, in addition to movies and shows reproducing the work in some manner. A Christmas Carol was an immediate success as Dickens’ writing vividly captured the real human emotions of suffering, separation, despair, unbreakable hope and the difficulty people have in actually changing for the better. The story accurately conveyed what has to be in place for true joy to exist in a person’s life. The positive ending of finding inner peace through a dramatic change in one’s belief system resonated immediately with its audience, as it still does today. The novel ended with the main character, Ebenezer Scrooge, memorializing the secret to long lasting change. “I will honour Christmas in my heart, and try to keep it all the year. I will live in the past, the present, and the future. The spirits of all three shall live within me. I will not shut out the lessons that they teach!”

Through his experiences that Christmas Eve, Mr. Scrooge was able to reset his life and take it in a dramatically different direction. Fortunately, most of us do not need as dramatic of a life changing reset as Ebenezer Scrooge went through to make positive changes. However, it is not uncommon for all of us to dwell on negative events in our life, stop some of the good habits we have been developing during the year, and set future goals without taking any action to achieve them. After all, goals remain only dreams if we don’t take action. The past is for learning from, not dwelling upon. It is the present we live in, and what we commit to do now that will decide our future. The actions we take do make a difference. As Charles Dickens’ novel pointed out, living abundantly is not about how many possessions you have or how much money you have in the bank, it is recognizing that you need to continue to grow and contribute to live life to its fullest. The most successful, happy people manage to keep the joys of giving and carry a grateful spirit with them year-round.

We all need a time for rest and reflection. You most likely don’t need a Scrooge intervention to reset your path to fulfillment, but I’m certain you will benefit from taking time to reset after the Holidays. Enjoy the celebrations, reflect on the past year and reset your mind and body on the goals and possibilities of a new year. After all to achieve success and reach true fulfillment, you have to answer a big question.  What kind of difference will you make in 2017?

Merry Christmas and Happy Holiday’s!

Peter

United Real Estate Group to be Featured on CBS’ “Undercover Boss,” Friday May 20th

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CEO Dan Duffy experiences front-line look into 90-year-old brand

United Real Estate Group, a fast-growing real estate franchise company that operates multiple brands nationwide and in select countries internationally, will be featured on the popular CBS reality series, “Undercover Boss.” The show will be broadcast at 9:00-10:00 p.m. ET/PT on Friday, May 20. This will be the first time a real estate franchise has been featured on the popular program.

United®, established in 1925, continues to grow dramatically and be recognized as an innovative leader in unique, specialized real estate marketing. United Real Estate Group operates under two distinct brands, with United Real Estate focusing on urban residential markets and United Country Real Estate focusing on lifestyle and country markets. As United celebrates its 90th anniversary, CEO Dan Duffy was a prime candidate for “Undercover Boss” as he examines company performance, execution and culture at the local office level. The series has perfected the ability to uncover what is really going on inside some of America’s most iconic companies.

In the episode, Duffy worked directly with affiliated real estate agents and auctioneers.

“With 6,000 affiliated real estate and auction professionals across the U.S., Central America, Mexico and Australia, it is often a challenge to know how services are being delivered to our clients in market and to know each of the amazing individuals that make this organization so successful,” Duffy said. “The opportunity presented by ‘Undercover Boss’ was an extraordinary chance to do just that.”

“Undercover Boss,” in its seventh season, is a two-time Emmy Award-winning reality series that follows high-level executives as they slip secretly into the rank-and-file of their own organizations. Each week, a different leader anonymously joins a team member and works with them as they do their job, offering insights into the inner workings of their operation.

“Supporting the needs of the people and communities in which United operates has always been part of our core values at United. This experience reminded me how important it is for companies to not only provide exceptional services to their customers, but also to ensure everyone working with the company is respected and provided the resources to achieve their goals,” said Duffy. ‘Undercover Boss’ provided us a behind-the-scenes view into our 90-year-old brand. The experience was amazing and emotionally powerful.”

About United Real Estate Group

United Real Estate Group, operating the United Country Real Estate and United Real Estate brands, addresses the unique markets they serve, lifestyle, country and urban, with exclusive marketing, technology and training solutions. Together, the United brands support nearly 500 offices and 6,000 real estate professionals across four continents with a unique, comprehensive marketing program that includes one of the largest portfolios of real estate websites, the largest internal real estate marketing services company, an extensive buyer database of more than 650,000 opt-in buyers, and regional, national and international advertising programs for properties. For more information about United Country Real Estate or United Real Estate, please visit www.UnitedCountry.com or www.UnitedRealEstate.com.