Novi, Michigan Real Estate Careers with Michael Perna

The Six Personal Perspectives: Self-Mastery

michaelperna@kw.com (Michael Perna) — Tue, 4 Aug 2015 08:48:00 -0700

Looking to improve or start your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with The Perna Team, contact me at (248) 886-4450 or MichaelPerna@kw.com

Today I'll be starting a series on the Six Personal Perspectives that Gary Keller created in the early 2000's. Today we will be speaking about self-mastery, which is the first step out of the six.

How is self-mastery different than mastery? Mastery is committing to excel at a skill. Self-mastery is what it sounds like: a mastery of the self. When you accept the challenge of mastering yourself, you can lead yourself and direct your own success.

Once you master yourself, then you can continue on to the next 5 steps. If you'd like to dive into self mastery, I suggest that you read Awaken the Giant Within by Tony Robbins. It basically explains that everyone has the potential to be the best that they can be.

When you commit to self-mastery, you wake up every day and decide to be the best person that you can possibly be. Committing to making yourself the best actually simplifies your life because you only have one option in any given scenario - and that is to do the best possible thing that you can.

So, if you have any other questions about self-mastery, please don't hesitate to contact me. I love talking about this, and I also love talking about real estate, so please don't hesitate to contact me.

How Can You Become a More Effective Prospector?

michaelperna@kw.com (Michael Perna) — Mon, 3 Aug 2015 10:12:00 -0700

Over the last few months, we've covered some of the basics of farming, door knocking, and prospecting, but we haven't yet touched one of my favorite techniques. Today, we cover the 6 personal perspectives, which is really more of a mindset shift than anything else.

This tool will help you develop the mindset necessary to move from regular agent to mega agent. In order to cover each of the 6 personal perspectives in depth, we are going to dedicate one video and blog article to each. So, we'll be covering the following six perspectives over the next few months:

1. Committing to Self Mastery
2. Going with 80/20 Principle
3. Moving from "E" to "P"
4. Being Learning Based
5. Removing Your "Limiting Beliefs"
6. Being Accountable

Keep an eye out for the first video in the series coming to you in a few weeks. We think you'll find a lot of value in this video series. If you've thought about a career at Keller Williams, or if you want to learn more about our team, don't hesitate to reach out to us. We would love to chat!

How Can a 4-1-1 Help You Accomplish Your Yearly Goal?

michaelperna@kw.com (Michael Perna) — Mon, 26 Jan 2015 09:19:00 -0800

Last time, we discussed how the 1-3-5 goal setting process works. Today, we're going to cover the 4-1-1 part of the process, before moving on to the calendar stage next week.

In the 1-3-5 post, we picked our one goal, our three priorities, and our five strategies for 2015. Now that we're close to the end of January, it's important to understand what 4-1-1 stands for. It means: four weeks, one month, one year. In our last video, we said our goal was to make $100,000, and to do that we would have to sell around 36 homes - this information would be entered into the "one year" part of the 4-1-1 sheet.

Most people don't revisit the goal they set for themselves until the end of the year. Companies, on the other hand, review their goals on a quarterly basis. The 4-1-1 allows us to analyze and reassess what we're doing to achieve our goal every single week. This form gives us 52 different opportunities to right the ship every single year.

In order to meet the yearly goal of 36 homes, we need to put "three homes" as our goal for "one month." In week one of the 4-1-1 sheet, we need to put "one home" as our goal. That way, we set an achievable goal of selling one home a week.

For our weekly goal, we need to break it down even further. Say, you have to talk to 15 people to get two listing appointments, and two appointments to get a listing. You have to ask yourself, "How many dials does it take for me to reach 15 people?" If it takes 30 dials to talk to 15 people, you need to put "30 dials" under your one week goal of one home.

It's that simple: Set a goal for the year, break down what you need to do each month to get there, and determine what you need to do each week to do achieve the monthly goal. If you get to the end of the week and were only able to make one listing appointment, you need to adjust your next weekly goal accordingly. For the next week put "45 dials" instead of 30, and see if you are able to achieve your goal.

If you have questions about the power of the 1-3-5, the 4-1-1, and keeping your calendar updated with the relevant information, don't hesitate to give me a call or shoot me a quick email. I would love to hear from you!

What is the 1-3-5 of Real Estate Business Planning?

michaelperna@kw.com (Michael Perna) — Tue, 30 Dec 2014 11:25:00 -0800

Today, we take a look at a crucial aspect of any successful company or individual: business planning! We're going to talk about a business planning tool called the 1-3-5 before getting into the 411, and calendar stages in later videos.

Agents all over the world tend to over complicate the 1-3-5 plan. However, it's really simple when used correctly - it's a tool used to keep you focused and drive your business forward. Let's break it down a bit:

The "1" in 1-3-5 stands for the one overriding goal you have for 2015.
The "3" stands for the three things it will take to get to the goal.
The "5" stands for the five concrete strategies you can put on your 411 and eventually your calendar to achieve your goal.

Don't make this strategy more complicated than it needs to be! It's a simple tool that, when used correctly, will help you grow your business in 2015.

If you have any questions about this fantastic tool, don't hesitate to give me a call or shoot me an email. I would love to help make 2015 your best year yet!

The Final 3 Steps in Pre-Qualifying a Buyer

michaelperna@kw.com (Michael Perna) — Mon, 15 Dec 2014 07:32:00 -0800

The Final 3 Steps in Pre-Qualifying a Buyer

We are here today to bring you the final 3 steps of LPMAMA, our system for pre-qualifying buyers. We hope you find these tips useful to you and your clients. Without further ado, here they are:

Agent

It's against the Realtors code of conduct to take clients away from other agents, and we all need to play by the rules. Your reputation is the most important thing you have as an agent, and it's very difficult to get back if you lose it. If you are talking to a prospective buyer and they mention they have already been working with another agent, proceed with caution. Contact the agent that they have been working with to confirm their relationship. If their agent happens to be out of town, maybe you could ask if it's OK for you to show them a home.

Mortgage

You want to make sure the consumer can afford the home they are looking at. A lot of time, clients will lie to you and say they have been approved even if they haven't, just so you will show them houses. It is just not worth the time and money to do this. One way to get a straight answer to this question is by asking indirect ones like, "Have you looked at interest rates yet?" If they say they haven't, chances are they are not pre-approved.

Appointment

Always close with the appointment. You can move this step around in the process, but if you can lock the consumer in for an appointment at any time, do it. Instead of asking direct questions to set up appointments, use indirect ones like "Does Tuesday or Thursday work better for you to see a home?" or "Would you rather look at homes in the afternoon or the evening?" Whatever their answer to these questions is, it's a good answer.

There you have it, the final 3 steps of our LPMAMA system for pre-qualifying our buyers. If you have any questions about our process, or about anything else relating to real estate, give us a call or send us an email. We'd love to chat.

The First 3 Steps to Pre-Qualifying a Buyer

michaelperna@kw.com (Michael Perna) — Fri, 7 Nov 2014 12:49:00 -0800

The First 3 Steps to Pre-Qualifying a Buyer

You want to make sure your buyers are pre-qualified before you show them houses. We use a system called LPMAMA. We will go over what each of these letters stands for in the coming weeks. Today, the first three:

Location
Just by asking a simple question like, "Where are you looking to live?" will help you find the homes a buyer is looking for and where they want to be. Get more specific and ask if they are looking to be close to any certain schools, or areas of town. Every town in our area has its own quirks, knowing them will help you and the buyer out in the long run.

Price
It's amazing how many consumers have no clue what price point they are looking at. Many consumers, we have found, will be looking for a home that is thousands of dollars above or below what they can afford.

Motivation
This is the number one piece of information you can gain from the conversation. The best question to ask is if there is a specific time frame that they want to be in a new home. This will give you great insight as to why they want to move. If they say they want to move quickly, you will be able to set the appointment right away. If they aren't looking to move right away, skip the appointment and proceed to follow up with them at a later date.

There you have it, the first three letters of LPMAMA. As always, thanks for joining us. Next time, we will go over the last 3 steps of the process, which are, in our opinion. the most important. In the meantime if you have any questions, please give us a call or send us an email. We would be glad to help.

We are Looking for Talented ISA's

michaelperna@kw.com (Michael Perna) — Thu, 30 Oct 2014 11:11:00 -0700

We are Looking for Talented ISA's

Our team is growing. In 2013, we sold 412 homes and are on pace to reach the 550 mark this year. Because of our rapid growth, we are looking to expand by hiring an Inside Sales Agent. We are looking for a talented, dedicated person for this position.

The responsibliites of the ISA will include:

Setting appointments for our agents
Assisting the consumer to connect with the right agent for either buying or selling a home

The ideal candidate for this position may be a current Realtor who is looking for more of a structured environment, or may be a a talented individual who enjoys building and strengthening relationships on the phone and setting appointments. Maybe this person is looking for a career shift, or an energetic, up-beat work environment. A background in sales would also help this person achieve their goals.

The ideal candidate should also not be afraid of the word no. This person can also expect a great year 1 income and room to grow into other positions on the team, if desired. The position comes with a base pay plus salary, providing a great year 1 income.

We are not a team that just hires people and leaves them alone. We provide a very intense 90- day training program, where we set up all of our agents for success. We want to give the person in this position room to grow not only their income, but them self as a person.

If you or somebody you know may be interested in joining our team, give us call or send us an email. We can't wait to hear from you!

How to Succeed in the Real Estate Industry

michaelperna@kw.com (Michael Perna) — Wed, 22 Oct 2014 06:17:00 -0700

How to Succeed in the Real Estate Industry

My name is Mike Perna of the Perna Team, a top real estate team based in Detroit, Michigan. We want to thank you for stopping by our training and education blog. We really hope that this provides great value for you to help you sharpen your skills as an agent.

Here is a little bit of background on me: I have been a licensed Realtor in Michigan for just over 13 years. Last year, my team complete 412 home sales, and this year we are on track to complete 580 home sales for a total sales volume of roughly $95 million.

How do we do this? Through education, training, and diligent follow-ups. We want to go through the process with you of how we train our new agents, going into the minutiae of what we do when we bring in and train our new agents.

If you have any questions about our team, or would like any of our training materials sent to you, don't hesitate to contact us, anytime. You can reach me directly by email at MichaelPerna@kw.com or by phone at (248) 425-5082.

Also, if you are curious what being an agent on a top team is like, we would love to sit down and have a free, confidential chat with you about what our team has to offer. Thanks again for watching, have a great month!