Albany Real Estate Career and Training Blog with Kevin Clancy

I’m back to share some more ideas and insights that I’ve gathered in my 25+ years in the business. I’m heading down to meet with some top agents in the next week which got me thinking about the keys to success.

Why do I travel to so many conferences like this? Because I want to surround myself with greatness. I like being in places where I’m not the smartest guy in the room. You need to surround yourself with successful people too. It will help you start thinking bigger.

You have an obligation to succeed. To yourself, to your family, and to the ones you love. Teddy Roosevelt once said, “Comparison is the thief of joy.” However, it also works in reverse. If you’re in an office with average agents who sell five or six homes per year, you might be feeling really great if you have sold eight homes, but you shouldn’t.

My team sold 300 homes last year, but we stink. You know why? 6,000 homes were sold in the capital region last year. Our market share is so small and there is so much opportunity for us. The abundance of business is amazing.

If you’re not happy where you are in your career, give me a call. I’d be happy to go out for coffee, have a sit-down, and show you the path to true success in this industry. My goal in life is to grow people, and I’d love to do the same with you. 

There’s more business out there for everyone, so that’s why I’m offering you this opportunity. If you’re interested in going to Mike Ferry’s superstar retreat for free, give me a call and I’ve got a free ticket for you. Mike is one of the best minds in real estate and this will absolutely change your life.

If you have any other questions, don’t hesitate to give me a call or send me an email. I would love to hear from you.

Today I want to impart some tips and insights that our team has learned over the years that you can use to save time and get to the income level that you deserve in your real estate career. We had some great one-on-one meetings this week, so I would like to share my takeaways with you.

One of my agents told me that he was making lots of calls but was not having any luck converting or reaching people on the phone. I asked him when he was making these calls, and he said he was making calls between 1:00 p.m. and 3:00 p.m because of other things in his life.

If you are calling out in the early afternoon, you are wasting your time—you would be better off going to the gym or going out for a bike ride. The best time to call is between 6:00 p.m. and 8:00 p.m. at night, and between 8:00 a.m. and 10:00 a.m. in the morning.

I have an agent who time blocked those periods for calls and she was making $10,000 a month. Her connect ratio was so much higher than if she had made the calls in the early afternoon. Success can be manufactured by properly structuring your day, such as reevaluating your time blocks.

Our team often feels like it is being pulled in 18 different directions—we are trying to door knock, work on our scripts, call FSBOs with Vulcan, write handwritten notes, check our emails, get sold leads, and figure out new ways to succeed in real estate without working.

My takeaway from my agents was that we were not focusing on the basics. While trying to juggle all these tasks, we were unable to do any of them exceptionally well. On this, I agree with the genius Gary Keller: You want to focus on one thing at a time.

Years ago in coaching, a friend of mine was struggling on the verge of bankruptcy in his business. I told him that he needed to focus on the fundamentals. He was trying to implement too many things at the same time.

Find your one weak area that, with improvement and mastery, will get your business where you want it to be. It could be mastering scripts or market knowledge. You will not master anything if you are trying to do 18 things at once. After meeting with many teams over the years, I’ve seen that top agents all master one area. That doesn’t mean you need to limit yourself, however. You can continue improving other areas after you’ve mastered one.

If you want to know what it’s like to be on a team and have the career and life you deserve, reach out to me. Here is to your continued success in real estate!