Salt Lake City Real Careers and Training Estate Podcast with Joshua Stern
72 episodes - English - Latest episode: over 1 year ago -If you are looking to buy or sell a Salt Lake City home, get all the information and the latest updates, tips, and tricks from The Stern Team - your professional Salt Lake City Real Estate Agents.
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Episodes
Why You're Guaranteed To Make More Money With Us
January 30, 2023 00:00 VideoIf you follow our systems, we guarantee you’ll have a successful career. Are you looking for a new career? Maybe you’ve been a real estate agent for a while and just haven’t found your home yet. No matter your situation, you need to hear about our $75,000 guarantee. Essentially, this guarantee is exactly what it sounds like: In your first year with us, we promise you’ll make at least $75,000. If you follow our systems and models, you’ll be sure to make at least that much in commission, a...
What You Need To Do To Win a Shifting Market
January 20, 2023 00:00 VideoDominate the changing market by changing these two things in your career. If you’re an agent in the real estate market right now, you know that the market we’re in right now is much different than it’s been in the previous several years. However, the reality is only two things have to change: the message we provide our prospects and clients about the current market and how to navigate through it, and the math equation that you need to hit your financial goals. If you’re looking to really...
3 Tips for Selling in the Spring Market
January 18, 2023 00:00 VideoHere are three tips to help you prepare your home for a spring sale. If you’re looking to sell your home in the spring, I want you to know that, from start to finish, it’ll take about 90 to 100 days to sell your home. Here are a few things I want you to keep in mind as you prepare for that home sale: Start with your goals. When do you want to be moved into that new home? Work backward to know the time when you have to start getting your home prepared. Prepare the interior. What type ...
Hitting Your Goals in 2023
January 09, 2023 00:00 VideoHow to use priorities and strategies to achieve your goals this year. You should have your 2023 goals set already, but what do you do now? Goals are dictated by our actions, so if we don’t know what actions we need to take to accomplish our goals, it’s likely that we’re not going to hit the desired outcomes for the new year. To help with this, my team and I use a tool called G.P.S., which stands for goals, priorities, and strategies. To accomplish your goal, you need to have several prior...
What Are Your Goals for 2023?
December 28, 2022 00:00 VideoFocus on a goal for 2023, and don’t treat it like a new year’s resolution. What are your goals for 2023? There’s a difference between resolutions and goals. Resolutions tend to come and go from December 31 until about the third week of January. If you go to the gym on January 1, you will see every machine occupied. After the first three weeks, you’ll see those spots open up because a resolution is not concrete, and it doesn’t stick with us. We often see the commitment level for a resolutio...
Handling the New Challenges in the Market
December 22, 2022 00:00 VideoAs the market becomes more difficult, learn how to “do hard better.” There’s no doubt that the market is much different than it was a year ago. As things change and become more difficult, I was reminded of a video of Kara Lawson, the basketball coach of the Duke Blue Devils. She talked to her team about learning how to “do hard better.” The same concept can be applied to this market. As the market continues to shift and evolve, it’s up to us to handle the new challenges better. If you’re...
How Agents Can Develop Scientific Skills for Success
December 12, 2022 00:00 VideoHere’s what you need to know about accountability and limiting beliefs. In this blog post, I’ll be finishing up our series on the science of success. If you missed the last two parts, you can check them out here. In this final part, I’ll cover points five and six: 5. Remove limiting beliefs. The truth is that limiting beliefs come from internal fear, and fear is simply false evidence appearing real. Removing limiting beliefs is a crucial step in achieving what you want. I know this is eas...
Part 2 of the Science of Success
December 06, 2022 00:00 VideoWe continue with points three and four of the six steps to success. I wanted to come back today and continue in this short series on The Science of Success. If you missed our first video, we went through the first two principles of the six personal perspectives that lead to the science of success, which were: self-mastery and the 80/20 rule. If you missed that, go back and check it out here. Continuing from where we left off last time, let’s dive into points number three and points number ...
The Secret To Achieving Success
November 29, 2022 00:00 VideoThe steps you need to take to become successful according to science. Have you heard about the science of success? Some people think success happens by luck or chance, but it doesn’t; there is a science to it. That’s why I want to share what you need to do to lead you onto the path to success. At Keller Williams, we refer to these as the six personal perspectives, and today I’ll discuss the first two out of the six: 1. Commit to self-mastery. Self-mastery is simply focusing on becoming yo...
Planning Your Business: The Economic Model
November 15, 2022 00:00 VideoThis simple model will change the way you plan your business. Let’s talk about planning for 2023. The outcomes of our first quarter of next year will depend greatly on what we do now through the end of the year. What we use to plan out our year is something called the economic model. This basically tells us how we need to operate based on the financial math of what we want to make. It works like this: If you want to make a net income of $1 million, you will factor in 30% for operating exp...
The Skills and Activities To Help You Thrive
October 18, 2022 00:00 VideoHere are the essential skills and activities you need to practice daily. We just spent the last 12 weeks talking about the 12 shift tactics known to help agents and teams thrive throughout a shift. Today we want to zero in on the skills and activities that will help us navigate this evolving market. During a recent Keller Williams conference in Austin, TX, Gary Keller said, “Skills and activities will determine who thrives during the shift and those who just hang on to survive.” In a choic...
Clarify Who You Are and What You Want
October 03, 2022 00:00 VideoFigure out who exactly you are and what exactly you want in this life. Here are three questions very important questions to ask yourself: Who are you? What do you want? What are you willing to do to get what you want? A great place to start is to find clarity on who you are, whether that be in your business life, relationships, spiritual journey, physical care, or finances. Once we understand who we are, we must determine what we want. What do you want in your relationships? What do you ...
Protect Your Deal From These 6 Common Issues
September 08, 2022 00:00 VideoSix common problems and how you can bulletproof your transactions. Lately, I’ve been doing a series on “Shift” by Gary Keller. This book has 12 tactics to help you not just survive but thrive in a changing market like ours, and today we’ve finally reached the final strategy: bulletproofing a transaction. There are six issues that can sink a deal, and for each one, I’ll share how you can avoid them in your transaction. 1. Inspections and repairs. Unexpected issues can sink a deal, but the...
Agents: Where Is the Market Heading?
September 08, 2022 00:00 VideoBased on the market shift cycle, where is the market heading? We’re reaching one of the last installments of our “ Shift” by Gary Keller series. For our topic today, I’ll cover how you can master the market of the moment. I’ll also briefly touch on foreclosures, bank-owned REOs, and short sales as part of our discussion. At 0:44 in the video, there’s an illustration that shows the life cycle of a market shift. If you follow the graphic, you’ll see that during the initial stage, there are ...
Shift Tactic No. 10: Creative Financing
September 01, 2022 00:00 VideoHighlighting four strategies to ensure your home seller’s success. As you know by now, the market is shifting, but it’s not all doom and gloom for real estate professionals. When you use the tactics we’ve been covering over the past few weeks, you’ll give yourself an advantage over your peers by winning with both your buyers and sellers. In today’s installment of my “Shift” series, I’ll discuss some creative strategies home sellers can employ to help them sell their properties. As a real...
The Shift No.9: Creating Urgency
August 16, 2022 00:00 VideoHow you can make your clients feel the urgency of this market. We are nearing the end of our “Shift” series, and today’s topic is so appropriate for our market: creating urgency for your clients. Imagine I asked you to draw a line going down and stop when you think you’ve hit the bottom. The thing is, you’ll keep going until someone else says you’ve reached it. Realizing the market has shifted is a bit like this. Our buyers and sellers don’t know the market has shifted—they need to be tol...
Pricing Homes Right in a Changing Market
August 12, 2022 00:00 VideoHow you can price your client’s homes right in a changing market. If you haven’t been seeing the changes in our market, you’re probably living under a rock. I’ve been making a series on how to adapt to our market shift, and today I’ll cover tactic No. 7: seller pricing strategies. The strategies sellers and agents used last year are certainly not the same as the ones they need to use now. The first thing is that you have to be the local market expert. Know the data on inflation, know wha...
How To Get Your Sellers To Stage Their Homes
August 02, 2022 00:00 VideoWe are on to tactic No. 8 in our series about how to handle a shifting market. Today’s tactic is all about seller staging strategies. Last week, we talked about pricing homes, but how we stage a home is also key to helping our clients. First, you need to understand how interested the seller is in staging. The graph at 1:04 in the video demonstrates this idea. Your seller might be all the way to the left—they’re resistant and not interested in one iota of staging. You may also have clients ...
Are You Driving Traffic to Your Website?
July 19, 2022 00:00 VideoHere’s how you can attract and convert on more internet leads. Recently, we’ve been doing a series on “Shift” by Gary Keller. This book is full of tactics you can use to thrive in a changing market. If you need a copy of the book, just reach out to us; we’d be happy to send you a copy. Today we’re covering shift tactic No. 6, which is all about converting internet leads. Converting internet leads comes down to three main steps. First, create and maintain an internet presence. Next, use ...
What To Tell Your Clients About Rising Rates
July 07, 2022 00:00 VideoHow interest rates affect our market and what you should tell your clients. Interest rates have skyrocketed over the past few months. They went from around 3% to just over 5%, but what effect does that increase have in our industry? In our business, we have something called the 1% rule, which states that for every 1% interest rates rise, it effectively reduces buyers’ purchasing power by 10%. The slide at 0:58 in the video shows this effect. A buyer approved for a $400,000 home at a 3.5%...
Stay Ahead of the Market by Getting to the Table
June 30, 2022 00:00 VideoHow you can get people to the table and convert leads in this market. If you’ve been checking out my recent blog posts, you know that I’ve been running through the different tactics outlined in “Shift” by Gary Keller. This book is all about how to not only survive but thrive in a changing market, and each week, this series becomes more relevant. Our market is shifting rapidly, so converting your leads is more important than ever. To help you do this, let’s discuss shift tactic No. 5, gett...
How To Navigate a Shifting Market: Part 4
June 21, 2022 00:00 VideoHow you can find motivated buyers and sellers in a shifting market. Are you prepared for our shifting market? Interest rates are rising, and the market is slowing down. How can you navigate these changes? Recently, I’ve been doing a series based on “The Shift” by Gary Keller. This book is all about giving you the tools you need to come out of a market shift stronger than you were before. In today’s episode, I want to discuss shift tactic four: find the motivated. You can listen to my ful...
How to Effectively Leverage People
June 03, 2022 00:00 VideoHere’s how effective people leverage fits in a shifting real estate market. I’m back once again for part three of my “Shift” series. We’re continuing our examination of the change we’re experiencing in the market right now along with the book “Shift” by Gary Keller. Shift tactic No. 3 is effective people leverage. Essentially, we’re talking about surrounding yourself with the right people who fit your culture, help you grow, and scale your business. In a shifting market, it’s super impo...
Tactic No. 2 for How To Tackle a Shifting Market
May 17, 2022 00:00 VideoTactic two for tackling a shifting market is remargining your business. Today we’re continuing our series on “Shift: How Top Real Estate Agents Tackle Tough Times” by Gary Keller. Make no mistake—we’re in a shifting real estate market. It’s happening gradually, but interest rates, inflation, and inventory are increasing, while the number of units sold is falling. Tactic two of “Shift” talks about remargining your business, or handling your expense management. First, you need to protect y...
Dealing With a Changing Market Part 1
May 02, 2022 00:00 VideoHow can you navigate a changing market and continue to succeed? Today we’re bringing you the first part of a new series we’re doing based on the book “Shift” by Gary Keller. If you need the book, just reach out to us; we’d love to send you a copy. We thought this would be a useful series because we are seeing a market shift happen right before our eyes. At 0:54 in the video, you can see our market data from the last 30 days. The shift has been more gradual than this, but this data sh...
Make a Plan for Your Retirement
April 15, 2022 00:00 VideoYou can buck the trend and become an exception to the 5% rule. According to the Social Security Administration, if you take any 100 people at the start of their working careers and follow them until they reach retirement, only one will be financially healthy. Four will be financially secure, five will continue working because they have to, 36 will be dead, and 54 will be broke and dependent on family, friends, and the government to take care of them. Only 5% of us will be successful in cre...
How the 5% Rule helps Agents Win
April 15, 2022 00:00 VideoYou can buck the trend and become an exception to the 5% rule. According to the Social Security Administration, if you take any 100 people at the start of their working careers and follow them until they reach retirement, only one will be financially healthy. Four will be financially secure, five will continue working because they have to, 36 will be dead, and 54 will be broke and dependent on family, friends, and the government to take care of them. Only 5% of us will be successful in cr...
The Realities of Being a Realtor: Part 3
April 07, 2022 00:00 VideoThe final five uncomfortable realities of working as a Realtor. Today I’m finishing my three-part series on the realities of being a Realtor. Let’s pick up where we left off: This is not an easy job. In fact, it will probably be the most challenging job you’ve ever had. There’s a lot of emotional stress because the stakes are so large. In some industries, you can just punch in and punch out. As an agent running your own business, you’ll quickly discover there is no off button. Agents wh...
The Realities of Being a Realtor: Part 2
March 29, 2022 00:00 VideoFour more uncomfortable realities of the real estate industry. Today I’m back with part two of my three-part series on the realities of being a Realtor. Here are the next four things to keep in mind: You will not automatically get access to free leads. Large real estate teams often have a serious investment in lead generation baked into their organizations. They know their brokerages will never provide the types of leads they need to grow their businesses. Unless your office has a dedic...
The Realities of Being a Realtor: Part 1
March 14, 2022 00:00 VideoPart one of my new series on the realities of real estate. Today I want to introduce the first of a three-part series I’m starting that should be useful for new and experienced agents alike. It’s all about the realities of being a Realtor, and this episode will focus on building a business, not getting your ideas from television, and more. First, real estate isn’t all about sales. Obviously, your job on paper is to help clients buy and sell homes, and while that is important, this industr...
Real Estate Fundamentals
March 03, 2022 00:00 VideoMany forget that you have to do unsexy things to get the sexy life. I was recently at a training conference with other Realtors. At one point during the presentation, the energy took a nosedive because of the content. The presenter was talking about all the required fundamentals that Realtors must deploy daily in order to have a sexy, luxurious life. “When we do the fundamentals at a high level, we start living the life we want.” In my years of talking with and recruiting agents, almost ...
Who Do You Surround Yourself With?
February 25, 2022 00:00 VideoWho you surround yourself with has a huge impact on your success. As you try to scale up in our businesses, the idea of who you’re surrounding yourself with becomes incredibly important. You tend to become the average of the five people you most commonly surround yourself with. Now that we’ve reached the new year, ask yourself who you’re surrounding yourself with. Are you happy being the average of those people? If not, who do you to replace or add to bolster your personal average? “Rea...
Why Entitlement is Self-Destructive
February 18, 2022 00:00 VideoDon’t let yourself get entitled; the world doesn’t owe you anything. Today I’m here to tell you that the world don’t owe you jack. Regardless of your performance, the world doesn’t owe you anything. Your family doesn’t owe you; your boss doesn’t owe you. No one owes you! When we get into this mindset of entitlement, we’re taking a big step back. We’re losing ground on everything we’ve made, which keeps us from reaching our desired outcome. Only when we move forward with purpose and accoun...
Building Towards Your Goals
February 11, 2022 00:00 VideoThe rhythm method and how it can help you meet your goals this year. Today I want to talk to you about the rhythm method. Let’s start by talking about how success is sequential, not simultaneous. It comes from habits that are built up over time until the goal is achieved. Since it’s Q1 of the new year, now’s the time to focus on your habits and your rhythms. Do you have any? Do you have a one-page personal business plan to guide you through the rest of the year? Have you unpacked this pl...
How Are Your Q1 Goals Shaping Up?
February 03, 2022 00:00 VideoWe’re halfway through the first quarter? How are you doing on your goals? Are you on course with your goals? We’re about halfway through the first quarter, so it’s time to check how things are going. If the quarter ended today, would you be hitting your target? What changes do you need to make to ensure that you reach your objective? Do you need to revise the plan or simply execute it at a higher level? Remember that changing the goal is not an option. That’s the easy way out. It’s time t...
The Building Blocks of Success
January 18, 2022 00:00 VideoYou can snowball small habits into big ones to lead to success. James Clear wrote the best-selling book “Atomic Habits,” where he outlines the importance of how habits shape our success. He suggests that even the smallest habits can snowball into bigger ones that will ultimately lead to your goals being achieved. The concept of snowballing habits is similar to how compounding interest works. For example, if somebody wants to lose weight, they can begin by simply getting to the gym and do...
Are you a Driver?
January 07, 2022 00:00 VideoAre you a driver? You know, someone who gets things done! One who works tirelessly towards achieving a targeted outcome… If you answered yes, then we need to talk! In my years in the industry, the number one attribute to succeeding is Drive - if you want to accomplish BIG goals, in order to fund your life by design, drive is the ingredient most needed. What I also know is that drive is seldom something we can turn on at a moment’s notice. Rather it is fueled by our goals….which in turn...
Don’t Be Stuck, Take Action
January 03, 2022 00:00 VideoToday I talk about taking risks and not getting swamped by analysis. Last week, we talked about the word commitment, what it means, and how it shows up in our daily lives. This got me thinking about the phrase “paralysis by analysis.” We want the most information we can get to make the best decision and reach the best outcome. While it’s nice to have all the right information, the consequence is a huge loss of production. I realize now that I faced “paralysis by analysis” because I fea...
How Can You Succeed in Real Estate Without Talent?
December 10, 2021 00:00 VideoHere are 10 ways you can succeed in real estate without raw talent. If your real estate career isn’t going how you planned, it’s easy to chalk things up to a lack of talent. However, every great agent knows that the most important ingredient in a successful career is hard work, not raw talent. That’s why we want to give you 10 ways to succeed without any talent: 1. Be on time. This requires zero talent; all you have to do is have decent time-management skills. Even if you are bad at keep...
What Does Commitment Mean?
November 16, 2021 00:00 VideoHere are a few things to consider the next time you say you’re committed. Today we want to talk about a word that will send shivers down some of your spines: commitment. You’ve probably heard someone say they’re committed to something only to not live up to the expectations. We see this all the time across the real estate world in classrooms and even in relationships. According to the dictionary, commitment is defined as “the state or quality of being dedicated to a cause or activity.” T...
Do You Need To Change Your Mindset?
November 04, 2021 00:00 VideoHow you can change your fixed mindset into a growth mindset. Do you have a growth mindset or a fixed mindset? So often, we meet people who have a fixed mindset. In this mindset, you don’t take risks or see failure as an opportunity for growth. We’ve found that when you get into that mindset, your forward momentum stops. On the other hand, when you’re open to possibilities, learning from mistakes, and seeing the glass as half full, you find yourself in a position where opportunities for fur...
The Science of Success: Accountability
October 29, 2021 00:00 VideoWhat do you need to do in order to be more accountable? You might cringe at the mention of the word, but at its roots, accountability is a process and a mechanism by which we can get better. It’s not about taking blame or feeling ashamed of yourself, but rather accepting the truth of whatever we’re working through and accepting our piece in it. And it’s relevant in all areas, whether you’re a coach, spouse, or business partner. Is there anything that you’re not as accountable for as you...
Six Personal Perspectives, Part 5: Self-Mastery
October 19, 2021 00:00 VideoHere’s how your limiting beliefs keep you from achieving more. Over the last month, we have gone over four principles that, when applied, will help you achieve at a higher level in your business or personal life. Today we want to share the fifth principle in our “Science of Success” series: removing limiting beliefs. There is something called the 40% rule. What it means is that when we’ve hit what we think is a plateau, we’ve only really hit 40% of our actual potential. This is something ...
How You Can Approach Everything Ready To Learn
October 14, 2021 00:00 VideoYou should always try to be learning-based in everything you do. We’re right in the middle of our “Six Personal Perspectives” series. We believe that these six practices are the key to our success. This week we’re on No. 4, so without further ado: Be learning-based. A learning-based individual is someone who has decided to constantly try and acquire knowledge so that they can achieve better outcomes. This can be done in business, athletics, in your relationships, and really any other are...
Six Personal Perspectives: Part Three
October 04, 2021 00:00 VideoHere’s how you can improve yourself to having a purposeful mindset. Today in the third installment of our “Six Personal Perspectives” series, we’re discussing moving from “E” to “P” — moving from an entrepreneurial to a purposeful perspective. We all have habits and behaviors that come naturally to us, things that we’re naturally good at that don’t take much effort. Those are things you can pull out when you need them and keep your productivity at a certain level. All of that is entreprene...
The Six Personal Perspectives, Part 2: 80/20 Rule
September 28, 2021 00:00 VideoI discuss the 80/20 rule and how we can apply it to real estate. For part two of our Six Personal perspectives, we’ll talk through the 80/20 rule. Last time, we went through self-mastery. If you missed it, you can access it here. The 80/20 principle was developed by Vilfredo Pareto back in the 1800s. What it states is that 20% of our efforts will lead to 80% of the outcome. Pareto saw this in crop growth, with 20% of growers making up 80% of crop yield in the area. If you look this up, yo...
The 6 Personal Perspectives, Part 2: 80/20 Rule
September 28, 2021 00:00 VideoI discuss the 80/20 rule and how we can apply it to real estate. For part two of our 6 Personal perspectives, we’ll talk through the 80/20 rule. Last time, we went through self-mastery. If you missed it, you can access it here. This principle was developed by Vilfredo Pareto back in the 1800s. What it states is that 20% of our efforts will lead to 80% of the outcome. Pareto saw this in crop growth with 20% of growers making up 80% of crop yield in the area. If you look this up, you’ll see...
Six Personal Perspectives, Part 1: Self-Mastery
September 21, 2021 00:00 VideoTo attain self-mastery, use the KASH acronym. Today’s video marks the beginning of a six-part series called “Six Personal Perspectives,” a curriculum developed by Gary Keller that was designed around self-development. The first of the six personal perspectives is self-mastery. Let’s dive in! Self-mastery starts with a process called KASH, which stands for “knowledge, attitude, skills, and habits.” To be the master of anything, you have to have the right knowledge, attitude, and skills. On...
Are You Properly Leveraging Your Business?
September 13, 2021 00:00 VideoAn example of how our team leverages showing agents to grow the business. On our team, one of the most foundational ways we encourage our agents to leverage their business is through the utilization of a showing agent. A showing agent is someone who works directly with a buyer agent to help open doors and show clients properties that the buyer agent can write contracts for. This year, our transactions are up 27%, and leveraging showing agents is a big reason why. We’ve hired four showing ...
Focus On Honing Your Skills
August 31, 2021 00:00 - 10 Bytes VideoSkills pay the bills in every industry, and real estate is no different. When I was listening to a podcast this week, a phrase stopped me in my tracks. “Skills pay the bills.” That hit me as a team leader who is coaching many agents on my team and outside of my team. Our coaching always comes back to skills like lead generating, time blocking, the language of sales, tie-downs, and assumptive closes. Those agents who work hard on their skills have a much higher income in this industry. He...