I’ve been to all 25 Superstar Retreats, and Mike Ferry continues to amaze me, he gets better every year. Mike is older than most of us in this business (don’t remind him), he has earned a lot of money and is one of, if not the, top real estate trainer in the country, yet, year after year he continues to push and strive to get better. Doesn’t that tell you something? We all must continually strive to get better and better, to sharpen our skills, stays motivated, and work hard to reach our goals.
Mike talked about hundreds of extremely important topics during the Superstar Retreat; below are the top 10 things I learned…
10. Nobody cares about who are you; they are interested in what you do
Anyone can add an additional 25 deals to their annual production, but who’s actually willing to take necessary steps to do it. Mike says that it doesn’t matter what your background, wealth, education, or previous experience, if you have the desire & discipline, you can become a superstar now!
9. We become like the people we associate with
No matter what your desire for success is, if you associate with the wrong people, you’ll continuously be pulled away from the goals you want to achieve.
8. There are several skills that you must master to be a successful real estate agent
Real estate isn’t as cut and dry as just calling someone, listing their home, selling it, and making money. There’s mindset, prospecting, presentation, scripts, handling objections, how to be persuasive, closing, listening … the list goes on and on. Each week focus a portion of your energy on mastering a particular skill. It won’t happen overnight, the trick is to take baby steps consistently, not giant leaps occasionally.
7. If you don’t keep reselling yourself, every day, on yourself and your goals, it won’t work
We are in the real estate industry to make a lot of money. During economic times like these many question what they want or where they want to go. We each have to find out what we want and then literally sell ourselves on why it’s important to us every single day. If you’re not looking at something, talking about it, hearing it or feeling your goal, you’re just spinning your wheels.
6. An uncontrolled ego will prevent any growth in your business
Mike’s been talking about controlling your ego since he first got into the speaking business. Don’t let your ego run amok! When you allow your ego to control you rather than you controlling your ego, you’ll stop taking advice from your coaches you won’t learn new things. Remember, there is ALWAYS someone bigger, better, faster, stronger, and smarter than you. Once you realize it as the truth, it’ll be easier for you to grow in your business.
5. Any ounce of drama you come across will be a setback… avoid it
I’ve been running Century 21 Masters for over 20 years now; I’ve seen my fair share of office drama. Fortunately, our agents have been trained by for many years and understand that any bit of drama will cause them to lose money. Every time you think about seeing, hearing, or talking about drama, don’t.
4. Real Estate is a 90-day cycle that starts every day
We have to master a 90-day production schedule and then be able to repeat it time and time again. How many deals can you do every 90 days? A 90-day cycle starts every day. If you’re productive everyday you have great results. If you don’t do something today, don’t expect a paycheck 90 days from now. Complacency is the problem. Don’t get “comfortable,” with comfort comes complacency.
3. It’s possible to change your beliefs
Changing our beliefs is very difficult. Once you get used to something, you create a habit, which is hard to break. The difficultly in changing your beliefs lies in not being able to complete something. People start, continue, achieve, stop, and start again (some never complete anything).
2. Don’t be emotional regarding your daily results
Yes we all understand that real estate can feel like a roller coaster ride, but it doesn’t have to. The reason why there are ups and downs is because when something good happens you become super excited and when something bad happens you become depressed. Not only does this prevent you from being productive, it’s harmful and causes you stress. Imagine an excitement-meter… keep yourself in the middle throughout the day and see how it helps you move forward.
1. Life’s not easy and it’s almost never fair
Like Mike Ferry says… Get Over It. Move on and get back to work.
This is a great post! Thank you for that…Keep up the good work!
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Neil Schwartz Reply:
August 12th, 2010 at 10:41 PM
Thank you Rose, I’m glad you enjoyed reading it. Tell me, what can you take from here and apply in your own life and business?
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JULIAN CASTRO Reply:
November 20th, 2012 at 8:48 AM
WANT MORE MONEY HOWEVER PROPERTY IS OVER PRICED AND IT WON’T
APPRAISE EITHER THIS SITUATION HAPPEN ON AN OFFER THANK YOU
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Neil Schwartz Reply:
November 23rd, 2012 at 12:04 PM
No sure what you are saying, Julian. How can I help? Neil
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Thanks Neil, love the pictures too!!!
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Neil Schwartz Reply:
August 12th, 2010 at 10:42 PM
My pleasure Lori, let me know if there’s anything else I can do to help.
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Thank you for sharing with us Neil, and putting the nice pictures so that we can remember these important points.
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Neil Schwartz Reply:
August 13th, 2010 at 3:21 PM
Abosolutely Julia. Let me know how you’ll be able to implement these strategies and techniques into your business.
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Neil,
We did not attend the Retreat this year, but on reading this post feel we have the essence in our grasp. Just restarted with Mike’s coaching program. Look forward to introducing myself at future events.
Tyler
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Neil Schwartz Reply:
August 13th, 2010 at 3:20 PM
That’s great news Tyler! Keep us posted with how it goes. Hope to see you at the next event.
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Neil, Thanks so much for the 10 things you took from the Retreat, #8 (Skills) and #7 (following your goals) both hit me hard. Neil, what can you suggest I do or read that will help me create goals that will better motivate me? Just FYI – I signed up for 2 on 1 coaching at the Retreat, Keep the good stuff coming! Tom
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Neil Schwartz Reply:
August 16th, 2010 at 7:27 PM
Great start! 2 on 1 coaching will help you move off the ground. Goals come from within and need to be exciting and motivating. Just needing to “pay the rent” doesn’t cut it (does it?) I find that most people are usually away from pain or toward pleasure… so… what are you? You have to decide if what moves you forward is making a lot of money or the fear of not having enough to pay your kids’ tuition etc.
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Thanks Neil – I appreciate the post and you sharing the information with us. Mike has been a great teacher over the years and I have also heard wonderful things about you.
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Neil Schwartz Reply:
August 15th, 2010 at 5:47 AM
Thank you Andy, that means a lot. I agree, Mike has been an amazing teacher and each year he gets better an better.
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#7 hit home…staying focused on high goals in these hard economic times is a huge challenge for me….I don’t listen to the news or read the bad publicity but everyday I do speak to so many people that are distressed it is literally in my face no matter where I turn and it does make me question everything.
I am constantly listening to motivational CD’S at home while I get ready in the morning and in the car and at night I make myself read or write something positive to help keep me centered and focused.
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Neil Schwartz Reply:
August 15th, 2010 at 5:49 AM
That’s fantastic Patricia. Time are tough for many people right now and at the end of the day, you control what you think about. Everyone has the choice to be an uplifter.
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MIKE Reply:
August 16th, 2010 at 10:11 PM
I FEEL THE SAME WAY PATRICIA, I GOT A FULL TIME JOB AS WELL AS TRYING TO GET MY REAL ESTATE CAREER GOING IN THE RIGHT DIRECTION, THE ATMOSPHERE OF MY JOB IS DEPRESSING, NEGATIVE, PEOPLE ARE ALWAYS IN A SAD LONG FACED MOOD!!! WHAT I USUALLY DO IS READ SUCCESS MAGAZINE, OR ANYTHING MOTIVATIONAL TO KEEP MY MIND ON MY GOALS… IT’S HARD, BUT I GOT TO KEEP PUSHING!!!!!
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Neil Schwartz Reply:
August 18th, 2010 at 3:55 PM
It really is a battle within itself Mike. What you may consider doing is finding a more lively office with a better atmosphere or you can just continue doing what you’re doing if works for you. Find out what motivates you the most, pain or pleasure, then amplify the feeling to push you forward. Keep reading my blog and most importantly, apply what you learn! That’s what most people forget.
I look forward to more of your comments Mike, thanks for being a reader.
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Hi Neil,
Thank you for sharing the top ten things you got from the retreat! This info is really good!
Thanks again.
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Neil Schwartz Reply:
August 15th, 2010 at 5:47 AM
I’m glad you found it useful Icela. I look forward to you letting me know how you implement it in your business.
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WOW! I like all 10! I am going to try and focus on the 90-day cycle. Although I am not doing Real Estate, My business comes from Realtors and Brokers. Thanks for the article Neil!
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Neil Schwartz Reply:
August 16th, 2010 at 6:46 PM
I have always believed that Mike’s teachings apply toward all sales industries. Let me know how it works out for you and if there is anything else I can do to help.
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Awesome info, Neil! Thanks for sharing. The “drama costing you money” hit home for me. It’s so easy to get side tracked and wrapped up in the drama. I’m a former 2-on-1 client of Bill Jenkins at MFO – an amazing coach.
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Neil Schwartz Reply:
August 18th, 2010 at 4:20 PM
Bill is awesome. Drama is probably one of the biggest and most destructive things that can happen to a real estate agent. The challenge is simply that it’s easier to get involved in drama, then it is to stay away from it. That comes with both practice and time. I look forward to more of your comments and questions.
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Hi Neil,
I have ALL my notes from all the retreats that I’ve gone to…probably 20 years. And, even though Mike says to “throw stuff out.” I can’t. My notes are a great refresher course…for free! I remember one SSR where Mike suggested that we pick 12 ideas and focus on one each month. So, I can see where focusing on your TOP TEN would have the same effect. And, as an aside, along with DRAMA, how many agents get caught up in dumb, stupid email/computer nonsense? Where is common sense? Thanks for the highlights, I’ll be reading the other notes too.
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Neil Schwartz Reply:
August 25th, 2010 at 7:50 PM
Smart move! I really do appreciate your comment so thanks for sharing that with us. Also, feel welcomed to share any more of your thoughts on the articles on the site.
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Man I love the stuff you post!
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Neil Schwartz Reply:
September 8th, 2010 at 3:00 AM
Thanks Tim, tell your friends about this site!
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Neil- What an excellent post – Mike is great , I read ,eat ,pray,talk,chant all that he says .I have a room full of his CD and videos , that keeps me motivated throught the year.
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Neil Schwartz Reply:
September 14th, 2010 at 5:32 PM
Looks like we have the same schedule
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Ego goes away (temporarily) when I focus on my clients needs.
And I agree, life isn’t fair. So what—gotta get back to it. Each moment is a new opportunity. Stand senior to your history and take advantage of it.
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Neil Schwartz Reply:
September 16th, 2010 at 10:52 PM
Exactly, I couldn’t have said it better myself.
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Its hard to believe that any real estate agents still have ego’s after all we have been through.
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Neil Schwartz Reply:
October 26th, 2010 at 10:07 AM
Being in the business for 35 years, it’s not hard to believe at all for me
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Great post Neil. So much of success starts in Attitude and ends in Action.
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Neil Schwartz Reply:
November 22nd, 2010 at 2:36 PM
It’s the little thing collectively adds up to take you to a completely different destination.
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I was there too, I wish mike would’ve had some prospecting scripts or ways to prospect and things that will actually help, not just ideas on random things. For people with a good mindset already I was really disappointed in the superstar retreat and did not come out with any ways to prospect better , to find prospects, or scripts.
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Neil Schwartz Reply:
November 22nd, 2010 at 2:42 PM
The superstar retreat was all about Mindset. I suggest you attend the prospecting school as that’s what’s it’s all about…scripts and dialogues.
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Amazing stuff! Thanks for the valuable info, Neil!
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