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How to have a successful real estate career February 27, 2012

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How To Be A Successful Real Estate Agent, by Darin Persinger of ProductivityJunkies.com will show you what areas of the real estate business to focus on. 

Success in real estate sales has never been easy. 

You might hear people complain that the barrier to entry is too easy in real estate. That taking a course, 60 hours long and passing an exam, is not tough enough. 

Reality check – getting your license does not guarantee you a professional level of profit. It does not even guarantee you moderate success. 

Success does not come easy, especially in today’s economy and market. Plus, marketing has shifted. There is an entirely different dynamic to growing a successful business today, as there use to be. 

The internet has been very disruptive in the way the consumer, your potential prospect finds information, their next home and their next real estate agent. You have terms like inbound marketing, content marketing, social networking flying around. You need to figure out how mobile marketing can work or how to use video in your business. 

Or do you?

Every day in my email, at every event I speak at, I have real estate agents coming up to me and asking me about the “tactics and tools”. 

Yes, the “tactics and tools” are important, but not everything. 

The 7 Focus Areas does cover the “tactics and tools”, but it goes much broader and much deeper. These 7 Focus Areas insure that you are building a solid foundation for your business instead of a reactive, “tactic of the month”, or “chase the shiny object syndrome” type of business.

To take your real estate sales career to the next level check out this kindle book for realtors committed to success


Visit My New Site November 5, 2009

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C.E.O. Workshop a success June 7, 2009

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CEO workshop

CEO workshop

Just had session #1 of my C.E.O. Workshop this last week. I designed the workshop to be done in either 4, 2-hour sessions or a full day. I felt that breaking it up into the 2-hour sessions for the first run would be easier for me to deliver the content and make sure I have the timing on track.


Seems like it was a great success, here is some feedback from the people that attended,

Have you ever said “No” to taking a class simply because you have “been through that before”? I would urge anyone who “already knows it all” to take Darin’s CEO series! I attended the first session yesterday and I won’t miss the next ones. Attending Darin’s educational opportunities has proven to be a very profitable use of time.  -Bill Groen

“Darin did a great job of “getting the message” out to us, in an informative way. Stop wasting, be smarter with your money an in turn your business will also reap the rewards. I’m excited to get to class next week and it was an eye opener…sometimes what we want, we don’t really need.”

Thanks Darin!!!  🙂 –Geri A. Scott

Contact me at morelistingsmoresales@gmail.com to find out when the next C.E.O. Workshop is scheduled or to schedule a full day workshop in your area.

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Success Comes From Doing The Right Things, Not A Lot Of Things March 21, 2009

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“Growth comes from clarity, priorities and focused action.” (SHIFT page 25)

“When you are ready, anything short of action is just plain inappropiate.” (MREA page 84)

Are you ready? What do you need to do to be ready? What actions do you need to take? When will you take them?
If you are ready, what are you waiting for?
If you know what to do, how to do it, why don’t you already have what you want?

If you would like to test drive a coaching program with me, contact me at 425-446-2429 or email me at morelistingsmoresales@gmail.com to schedule 15 minutes to find out if  it would work for you.

Stop Taking Listings And Focus On Buyers? February 24, 2009

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I have heard this lately from agents and I want to speak to ya’ll about it…
First, I want to share with you what my friends have told me about Family Reunion in Orlando right now. They tell me that Gary is saying, “Down is the new up,”   that when the market shifts people get confused and think the floor is ceiling when actually the ceiling is the new floor. This makes me think about what he writes in SHIFT.

“When a shift occurs confusion follows. Not only in the marketplace but also in the mind and body. What to think and what to do becomes fuzzy because what once worked is no longer working and you many not know why.” (page 23)

So you don’t want listings because……
Days on Market increasing?
Sellers won’t price right?
Sellers being difficult?
Sellers being unreasonablee?
Too much expense?
Gary goes on to write in SHIFT,

“To survive a shift you must first make the mental shift to run towards what you most want and avoid the temptation of running away from what you most fear.”(page 24)

You need to stop running away from listings, you need to stop being confused by the shift and start running towards the foundational make up of this industry. LISTINGS!!!

By the way, you might want to do a quick SELF ASSESSMENT to self discover why you are running from listings if you are using those excuses from above:

On a scale of 1-10, 10 being the best how are my lead generation skills?
On a scale of 1-10, 10 being the best how are my lead conversion skills?
On a scale of 1-10, 10 being the best how am I at optimizing online marketing such as KWLS, craigslist, postlets, facebook, etc.?
On a scale of 1-10, 10 being the best how am I with objection handling?
On a scale of 1-10, 10 being the best how am I with my listing presentation?

****If you didn’t score a 45 or above, what training or coaching are you going to do to enhance your skill set?

In the MREA Gary shares with us that

“The Three L’s of the MREA – Leads, Listings, and Leverage-are the pillars of any successful real estate sales business. I believe these are the core issues that drive massive sales volume. In fact, we made them the framework for our foundational model of The Millionaire Real Estate Agent. (page 43 MREA)”

 You can not allow the market shift to confuse you about these foundational models. If you are thinking you want to ignore listings and focus on buyers, does it also make sense to ignore leverage and not utilize tools or systems and try to do everything yourself  or by memory. If you are going to ignore listings does it also make sense to ignore leads and lead generation all together hope that lead receiving starts to work (page 99 MREA for more on that).
If its silly to ignore leverage and leads, you must recognize that its just as silly to ignore listings.
I talked to my father about this issue recently, he shared with me that listings were the key to his business in the 70’s, and 80’s. Listings were the key to my business in the 90’s and now in this decade. How many market shifts have there been in the last 40 years? And yet my father and I agreed Gary is right, Listings focused is a foundational key to success no matter the market or time.
I will leave you with this last piece of knowledge from Gary,

“….some target audiences are going to be better than others in a shifted market…..That first list would include: open houses, FSBO’s, expired listings, foreclosures, builders with spec homes, and relocation buyers or sellers, among others. The second list would be the people in your met database (your past clients, sphere of influence, friends, and acquaintances who yo believe will send you referrals.” (page 66 SHIFT)

 So what audiences are you targeting with your lead generation?

Where Have I Been? October 27, 2008

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I have been busy training, coaching, consulting and writing in other forums.

I will get my training sessions posted on here ASAP which is open to all agents. My Solutions Coaching Program is also underway which is open to all agents meeting a minimum production requirement and completing the initial assessment. These training and coaching programs are FREE! Contact me for more info morelistingsmoresales@gmail.com

I have not been writing on www.MoreListingsMoreSales.com lately as I have been spending my time on Mastering The Real Estate SHIFT and working with Keller Williams Realty International Trainer Holly Perry on her blog Recruiting By The Book.

Needless to say this all is keeping my pretty busy and I recognize that you, the real estate agent, are also working harder with not as much of financial reward as you have received in the past. I will do my best to give you the info, strategies, support and knowledge that you need to make it through this market.

Upcoming Training Classes:

October 27th, 1:00 Modeling For Success “By The Book” 1:00

October 28th  2:00 Mastering The Real Estate SHIFT Session #3 2:00

Your Real Estate Listing Presentation September 3, 2008

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Can’t figure out how to nail that real estate listing presentation? What do you say? What don’t you say?

I believe that there are FOUR STEPS in a listing presentation.

1. Rapport Building

2. Needs Analysis

3. Points of Difference/Unique Selling Propositions

4. Seller Marketing Strategies

Stay tuned while I break these four steps down for ya.

Mega Agent Camp In Austin Texas August 24, 2008

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I am getting packed and ready for Mega Camp in Austin, Texas. I’m being picked up at 5:00 am so I really should be getting some sleep…

I’m still finishing some laundry, some reading/writing, and making sure I grab everything that I need for the week down there.

Besides the schedule events I personally have a busy week with some extras. I will be speaking to all the Team Leader’s and OP’s in the company about our KW Lions Den and Power Hour on a panel during Mega Leadership. Also attending an event with Holly Perry, Dave Jenks and Jay Papasan about the Millionaire Real Estate Agent book and the SHIFT book.

I hope to be posting some highlights of Mega Camp here and at Mastering the Shift. Stay tuned this week.

Mindset, Limiting Beliefs, And Dreams August 17, 2008

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“You got a dream…you got to protect it. People can’t do something themselves, they want to tell you, you can’t do it.”

This market is tough. This economy is tough. As a real estate agent you are dealing with sellers that can’t afford their monthly payments, have lost their equity, or being foreclosed on. Its hard to stay positive and upbeat.

I know how tough it is to be a real estate agent today also. I am hearing stories of real estate agents cars being repossesed, homes being foreclosed on, losing their business….the list goes on and on.

There are going to be sad stories all around. Guess what? There are going to be great, positive stories also. Be selective about your environment. Be selective with your hearing. Be selective about the people you associate with.

You have a choice…what will it be?

Why Am I Obsessing Over Bruce Lee On A Real Estate Blog? August 13, 2008

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Why not?

Why do I have to look to Mike Ferry, Brian Buffini, Howard Brinton or Floyd Wickman for real estate ideas? Bruce Lee seems as good as anybody to model for success!

Bruce Lee created his own style of martial arts called Jeet Kune Do.  Lee said,

“Let it be understood once and for all that I have NOT invented a new style, composite or modification. I have in no way set Jeet Kune Do within a distinct form governed by laws that distinguish it from ‘this’ style or ‘that’ method. On the contrary, I hope to free my comrades from bondage to styles, patterns and doctrines.”

He took a lot of theories and principles and made them applicable to the martial arts. He mixed them together and showed people that they had no need of style—only to take what works and find their own path with it.

I don’t believe there is ONE way to succeed in real estate sales. I do believe we should take Bruce Lee’s advice and take what works from internet marketing, print advertising, branding, phone prospecting, event networking, direct mail and make it our own. Take the best practices and make your real estate sales practice the best.

Eliminate Before You Delegate August 12, 2008

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“One does not accumulate but eliminate. It is not daily increase but daily decrease. The height of cultivation always runs to simplicity” -Bruce Lee

Look at your business. Look at your life. What can you eliminate? What do you not need? What do you not need to do? What do you not need to have?

We spend our days being so busy, running around doing many tasks, consuming time, consuming and collecting products. This leads to burnout and overwhelm.

Gary Keller writes in the Millionaire Real Estate Agent book,

The truth is that all plans must be reduced to simplicity in order for us to be able to implement them,. No one can live or operate in complexity for very long-lasting success always lies in our ability to reduce things to their simpliest level. (page 26)

Related Posts:

Be Water

The two M’s of real estate lead generation

What is your domino?

Be Water July 28, 2008

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Bruce Lee’s legendary words- “Be Water”

Gary Keller in his legendary book, The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be!, writes about the importance of scripts and dialogues in the Economic Model for a real estate agent.

“Converting leads to appointments and converting appointments to listings are huge drivers of your economic success. They are both accomplished by a skilled presentation with a firm grasp of scripts and dialogues. If you can’t make a convinviniving presentation, deliver purposeful scripts or engage in effective dialogue, you won’t be very successful, no matter how many leads you may have.” (page 132)

When you have become a master of your scripts like Bruce Lee has become a master of martial arts, you are like water. You can flow or you can crash. You will be powerful and smooth at the same time.

Be water my friend.

Join us in the Lions Den every morning at 8:00 am PST for practice on scripts and dialogues.

It’s My Time….Real Estate Excercise June 14, 2008

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Take a piece of paper out and right down the answers to these questions.

It’s my time…
To understand the market.

How much is it really down? How much is it really up?
What is my housing affordability index?
What is my Days On Market (DOM)?
What is the absorption rate?
To be learning based.

Where can I join a mastermind? Who is coaching me? What national training events can I attend? What
regional training is available? What local training is open to me? What books am reading?
To be productive.

What methods of lead generation am I doing?
When? How often? For how how long?

You Can’t Motivate Your Real Estate Clients May 15, 2008

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Indecision can be overcome by information from outside sources, lack of motivation can only be overcome from inside the person.

Choices Vs. Abilities May 12, 2008

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“It is our choices…that show what we truly are, far more than our abilities.” -J.K. Rowling

It does not take much to learn a script, pick up a phone and call someone to see if they want to buy or sell a home. Virtually everyone has the ability to do these things.

Very few make the choice to actually do it though. You are the only one that can decide your choices.

More Listings More Sales Challenge, Success Journal May 9, 2008

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Write down 5 greats things you did or 5 great things that happened to you every day for the next 30 days. Start to focus on success. Celebrate your success.

Keller Williams Realty Everett Masterminds May 4, 2008

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On Tuesday, May 6th we will be holding a Mastermind session in the Keller Williams Realty Everett market center.

What is a Mastermind session?

Napoleon Hill in his book, Think and Grow Rich: The Landmark Bestseller–Now Revised and Updated for the 21st Century, says of a Mastermind,

“No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind.”

Masterminds are about sharing ideas, information, and insights. Lets face it! Right now in this real estate market we can all be learning some new ideas on how to enhance our lead generation, our skills and our leverage.

If you are in the Pudget Sound area feel free to come by the Keller Williams Realty Everett market center Tuesday morning at 11:00 am for an hour of masterminding.

The Two M’s Of Real Estate Lead Generation April 30, 2008

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Gary Keller, author of The Millionaire Real Estate Agent, shared with agents in Austin, Texas today at the KW Agent Masterminds, The Two M’s Of Real Estate Lead Generation.

He put up a slide on the Elmo Projector that he created by hand. Everyone started scribbling down the chart. I made note of it and put it in an Org Chart and wanted to share it with you.

Keller Williams Masterminds April 29, 2008

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I will be in Austin, Texas this week for the Keller Williams Agent Masterminds.

I will be sitting in, listening to Gary Keller and Dave Jenks, authors of the Millionaire Real Estate Agent, discussing best practices in this real estate market. There will then be break out sessions for the agents to mastermind in small groups.

By the way, you do not have to be a KW agent to attend these events. So make sure you attend the upcoming events the rest of this year,

Mastermind Session 2:  August 26th – August 28th

       Agent Masterminds:  August 26th

       Tech Mastermind:  August 27th

       OP Mastermind:  August 28th

       TL Mastermind: August 28th

       Productivity Coach Mastermind: August 28th

       MCA Mastermind:  August 28th

* For more information on Mega Camp 2008 please see megacamp.kw.com after April 1st 2008.  Leadership Mastermind sessions do not conflict with Mega Leadership Camp.

Mastermind Session 3:  October 6th – October 9th

       Tech Mastermind: October 6th – October 7th

       OP Mastermind:  October 7th – October 8th

       Agent Mastermind:  October 7th – October 8th

       TL Mastermind:  October 6th

       Productivity Coach Mastermind:  October 6th

       MCA Mastermind:  October 6th – October 7th

*Dates subject to change

If you can’t attend these events you really should consider starting a local mastermind in your city or even in your office.

“No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind.” – Napoleon Hill, author Think and Grow Rich

New Location April 27, 2008

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I am on the West Coast now. In the greater Seattle area.

Thinking about changing the header. Or do I leave it since Madison is from where I launched?