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Articles

The Importance of Follow Up

The Importance of Follow Up

Following up with prospects is such a valuable form of marketing, yet, often it is underused or used improperly by agents. About 66% of the Dan Plowman Team’s business comes from follow up. According to the National Sales Executive Association, only 2% of sales are made on the first contact with a lead or opportunity. Based on that number alone, you can see how important it is to have a solid follow up plan in place, along with the right scripts. It also becomes necessary to leverage technology, such as a CRM, to ensure no lead is ever dropped. Only…

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9 Reasons You Should be Using a CRM

9 Reasons You Should be Using a CRM

1. Keep track of contacts’ personal and professional information in an organized system Simplify your life by storing all of your contact’s personal and professional information in one place and never forget a detail. When you’re juggling many clients and prospects at once, it can be difficult to remember everything about everyone. Inputting the information into a CRM can relieve the pressure of having to remember everything. Store things like 2. Helps you focus your follow up efforts Don’t miss out on follow up opportunities. The key to success is in the follow up. Stay tuned for next week’s blog…

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Tips for Improving Your Workspace to Increase Productivity

Tips for Improving Your Workspace to Increase Productivity

Spring is a season for renewal, new life, and new growth. What better time to dust off the darkness of Winter and refresh your workspace? In today’s article we’re sharing how to revamp your office space to increase your productivity. 1. Use proper lighting The use of proper lighting is extremely important for productivity but is often overlooked. Improper lighting tends to result in eye strain and headaches and thus, diminished productivity. If you work in an office, try to bring in your own lamps and lighting. Using natural or soft white coloured bulbs is best. If you’re working from…

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Social Media Strategies Every Agent Should Take Advantage Of

Social Media Strategies Every Agent Should Take Advantage Of

Social media has been a revolutionary marketing tool for most industries. Real estate is no exception. Today we’re sharing 6 social media strategies that every real estate agent should be capitalizing on. Before getting into the article, it’s important to keep one thing in mind: ENGAGE. It is very important to not only use social media as a way to promote your services, but as a way to engage with your audience. 1. Create a Facebook page with a spot for reviews Research has shown that the decision of buyers and sellers to work with a real estate agent is…

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5 Tactics to Stand Out as an Agent

5 Tactics to Stand Out as an Agent

1. Be generous with information One of the best ways to stand out as a real estate agent is to offer more value than your competitors. Offering things of value for free is a great way to attract and capture prospects by leading them to your website or landing page. It also encourages them to check your website frequently and keeps you at the forefront of their mind. You’ll likely find much more success in generating leads by giving away things of value rather than spending all of your effort trying to hard-sell right from the get-go. There are many…

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5 Ways to Lead Your Team to Greatness

5 Ways to Lead Your Team to Greatness

Leading a real estate team can be a daunting task – especially if it’s something you’ve never done before or are new at. That’s why we’ve created a list of the top 5 things you can do as a leader to ensure the greatest success for your team. 1. Be authentic Be yourself and admit when you’ve failed or made a mistake. Team members value transparency and are more willing (even excited) to work for someone who is authentic. Simply by being yourself you’ll achieve and maintain a strong culture of respect amongst your team. 2. Motivate team members Create…

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The Trap of Complacency: Why Today is More Valuable Than Tomorrow

The Trap of Complacency: Why Today is More Valuable Than Tomorrow

It's easy to tell when a real estate team is at the top of its game all the time. You are proud of the work, and sales, they continuously bring in as managing them has been a dream. You've developed a strategy that has worked well with your team as they are finding leads, following up on prospective clients, and fulfilling the needs of loyal customers with stellar services. Why change what isn't broken? Simply put, complacency; after years of executing the same strategies, your team may start to become lament the predictability of the business. Sales may start to slump and…

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10 Traits of Successful Women

10 Traits of Successful Women

Based on all of the amazing achievements made by women all over the world, it might be surprising to learn that women were only officially considered “persons” for the first time under Canadian law as of October 18, 1929, just 89 years ago. Women have come a long way since then and continue to defy boundaries every day. Did you know that over 40% of CREA members are female? Just slightly lower than the 63% of licensed real estate agents in the United States that are female. Today we’re taking the opportunity to celebrate International Women’s Day 2018 by sharing…

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How to Create a Mindset for Success

How to Create a Mindset for Success

Have you ever wondered what separates successful people from the unsuccessful? Or what all successful people have in common? It’s all in the mindset. It may seem simple but mastering a mindset for success takes practice. Once you’ve mastered it, you’ll be surprised what a difference your mindset can make on your overall success. To get you on the right path, we’ve put together a short list of things you can do today to begin developing a mindset for success and reach your fullest potential. 1. Develop a “growth mindset” Have you ever wondered how the Jeff Bezos' and Bill…

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5 Tips for Building and Maintaining Team Culture

5 Tips for Building and Maintaining Team Culture

One way to increase your team’s performance is to focus on building a strong culture and purpose amongst team members. In fact, building and maintaining strong team culture has always played an important role in the success of the Dan Plowman Team over the years. Read below the top 5 ways the Dan Plowman Team maintains strong team culture; 1. Set team goals in increments and encourage each team member to contribute to the goals Start by allowing team members to come up with their own monthly and annual sales goals and then add up each team members’ annual goal…

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How to Get Off the Real Estate Agent Roller Coaster

How to Get Off the Real Estate Agent Roller Coaster

When asked why they decided to take this career path, many real estate agents will respond with phrases like; “I wanted a challenging and rewarding career.” “I wanted to help people’s homeownership dreams come true.” “I wanted a life that was tailored to me.” All of these answers are great and might very well be the truth. Well, the half-truth anyway. It’s no secret that most real estate agents get into the business for one reason. Money. It is well known that successful agents are able to mold their schedules to meet their lifestyles while bringing in the income to…

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5 Tips to Grow a Strong Real Estate Team

5 Tips to Grow a Strong Real Estate Team

There are many reasons why you might be interested in building a real estate team. Whether it’s because you’re ready to grow your profits or simply lighten your own workload, taking the time to build a real estate team could be the answer for your business. However, it is important you build the RIGHT team. Here are our top 5 suggestions for growing a strong real estate team: 1. Start with a solid foundation Start with the basics. Before you start building a real estate team, you must ensure your current business has a solid foundation to grow from. It…

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3 Tips to Be More Productive

3 Tips to Be More Productive

Productivity is essential to the success of any entrepreneur or business. Here are three tips to increase your level of productivity: 1. Know your intentions. Increasing productivity all starts with intention. Knowing exactly what it is you’re trying to achieve will allow you to put a plan in place in order to achieve it. Once you’re clear on what your intentions are, you’ll find it much easier to increase your level of productivity. 2. Make use of proven systems to increase efficiency. Use proven systems in order to increase the level of efficiency and “automation” within your business. Using systems that…

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Manage Your Time, Don’t Let It Manage You

Manage Your Time, Don’t Let It Manage You

Time. The most valuable resource we have access to. Yet, there never seems to be enough of it. Time management is one of the most essential skills for a real estate agent to develop. It is a skill that takes time and practice to develop but can have profoundly positive effects on the success of your business in return. It goes beyond simply blocking out time for activities on your schedule, it is establishing all things that compete for your time during the day and being able to identify priority levels for each activity. Time management allows you to make…

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What Sellers Really Want from Agents

What Sellers Really Want from Agents

What do sellers really expect from you as a real estate agent? Put simply, they want an agent who is going to sell their home fast, for the most amount of money, and with the least amount of hassle. Seems pretty simple right? It can be, but your clients don't just want to hear that you'll provide them with results, they want to SEE HOW you're going to do so. In order to put them at ease and ensure they're confident in your services, you'll need to provide them with the following: 1. A solid listing system with a predictable outcome. Sellers…

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6 Things Buyers Expect from Agents

6 Things Buyers Expect from Agents

As a real estate agent, there are certain things buyers expect to receive from your service in exchange for their time and money. In order to satisfy your clients' needs and increase the chances of receiving referrals for the future, you want to make sure you exceed all of their expectations. But, you might be wondering, what exactly DO they expect? We've created a list of the top six things all buyers expect their realtors to do for them: 1. Save them time. Time is one of our most valuable resources and unfortunately, it is limited. Buyers want to work…

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Is Chasing More Leads Growing Your Business?

Is Chasing More Leads Growing Your Business?

You might be surprised to learn that more leads do NOT necessarily equal more business. In fact, taking on more leads than you are ready to convert is likely to set your business back rather than move it forward. Lead generation can be expensive and if you are not prepared to convert the leads you generate, you will be making a poor investment in your business. First, you should learn the right language for the lead conversion system you are using. For instance, online lead generation requires a very specific language. You need to ensure that you come across as…

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You Can’t Complain About What You Permit

You Can’t Complain About What You Permit

You can't complain about what you permit. It's that simple. We've all been guilty of complaining when times get hard or things don't turn out as we had planned. Even the most successful business entrepreneurs have complained at some point in their lives. But, the truth is, complaining won't get you anywhere. As Casey Combden explains in the video below, "You can't complain about what you permit in your life if you're not willing to take action to change it." The take away from this phrase is that rather than taking the time and energy to focus on your challenges…

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Do You Know Your Values?

Do You Know Your Values?

Values are ideals in life that you hold most dear to you. Values are also traits or qualities that you consider worthwhile, and they represent your highest priorities. They shape the way you live your life, the way you interact with others and how you feel about yourself. Your values are unique to you and there are no right or wrong values. It is important is that you know your values and that you align your actions with those values. Values drive every action and decision that you take in your business and personal life. You may think you work for money, but…

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Have You Visualized Your Perfect Week?

Have You Visualized Your Perfect Week?

One major issue that real estate agents face is trying to control their schedules in an industry that invites interruptions, change, and other obstacles. As an agent, your time management, scheduling, multi-tasking and organizational skills are stretched to the limit each and every day. It’s enough to drive anyone crazy! So you might ask, “Is it possible to have a perfect day or a perfect week?” Without knowing what a perfect day or week looks like, probably not. If we don't know what it would look like to us, we have no way of knowing how close we've come or…

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Earn While You Learn

Earn While You Learn

Let’s face it, the real estate business is fraught with unpredictability and uncertainty. As an agent, you never really know what the market is going to do next or how it will affect your bottom line. It’s understandable that most agents run a reactive business, where there is little-to-no time allocated to proactive activities such as learning and planning.  However, avoiding continuous learning and training is not going to give you what you want. That is, assuming you want more money in the long term and a successful career or business in real estate. Why? Well, simply because you won’t be…

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You Don’t Rise to the Level of Your Expectations

You Don’t Rise to the Level of Your Expectations

So many agents set goals for themselves year after year, and never meet them. Often, their out-of-reach expectations can be their biggest enemy. Expectation without preparation won't be helpful in reaching goals. Ask yourself before setting high expectations, "Am I prepared to fulfill these expectations?" You don't rise to the level of your expectations; you fall to the level of your training. If your expectation is to be top 1% of .1% of your real estate board, you need to make sure you have mentors, coaches, and training that expose you to the systems necessary to achieve that level of success. Highly…

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How to Sign Buyers to Contracts

How to Sign Buyers to Contracts

A Buyer Representation Agreement is a contract that formalizes your relationship as an agent with a buyer. The client or buyer is entering into a legal agreement to work exclusively with you for a period of time. There are many agents that feel uncomfortable asking buyers to sign a contract. One of the most common reasons is because they are afraid that if they ask for commitment too early, they might lose the opportunity to work with the buyer altogether. However, it is important to move past this fear as there are many benefits that come as a result of…

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How to Make People Feel Important

How to Make People Feel Important

In real estate and in any other business that involves personal relationships, making someone feel important is fundamental and might even be the difference in closing a sale. Feeling important and valued is a primary human need. We all need it almost as much as we need food and water. When another person makes us feel important we are more likely to be receptive to their offer. Making someone feel important is easy, it just takes effort and consistency. Here are some tips to make another person feel important: 1. Use their name when speaking to them. This might seem simple…

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People Don’t Care How Much You Know

People Don’t Care How Much You Know

As a real estate agent, you are expected to be an expert in your field and know your stuff at all times. So you may be wondering, “What do you mean people don’t care about what I know?” Fair question… Yes, people do care about your expert knowledge. BUT, first, they must feel that you care about them. When you show that you care about the person you are working with, you move from simply 'selling' to positioning yourself as a person of authority, who provides service, solutions, and value. Do not underestimate the power of showing someone you care.…

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Are You Planning for Success?

Are You Planning for Success?

I know planning is not the hottest subject for a real estate agent nor is it a favourite subject for many business owners or entrepreneurs. When we think of planning, we typically think of boring, tedious work that is keeping us away from closing sales. However, effective planning is necessary to reach your goals and take your business to the next level. Let's start looking at planning from a different perspective. Planning doesn't have to be boring. Alternatively, planning can be extremely motivating when you're trying to reach a goal. Creative purpose-based planning will provide you with a roadmap to…

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Take 20 Minutes a Day to Grow Your Business

Take 20 Minutes a Day to Grow Your Business

As an agent, it is very common to get caught up in the day-to-day activities and forget to look at the business from a large-scale perspective. It is difficult to step away from the cycle of chasing business and making money in the present to plan for the future. It can feel at times as though you take one step forward just to take two steps back. However, this is normal. It’s important to keep going. Learn from your MIS-TAKES and move forward. In the following video, Dan shares how after many struggles he dedicated time to focus on the future of…

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All People Fail. The Great Ones Get Up.

All People Fail. The Great Ones Get Up.

It’s not the failures that define us so much as how we respond to them. In fact, it is what we choose to do right after we have failed that matters most. Did you know...What You Focus On Expands. Yes, It’s true. If you focus on your failures you are more likely to have more failures. When you focus on the things that are not working for you in the present, you are focusing on what you don’t want. By focusing on what you don’t want, you are fueling the 60,000-90,000 thoughts you have per day with unsupportive material. As…

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Are You Positioning Yourself for Success?

Are You Positioning Yourself for Success?

You can choose to show up for your clients as a salesperson or as a consultant. What’s the difference? A salesperson is driven by making the sale and making it as quick as possible. Most often, the language used by a salesperson speaks only to the needs of the salesperson and not to the needs of the client. On the other hand, a consultant is driven to solve problems with their services. They seek to uncover if a need exists and how they can address that need. They approach their clients with the attitude that they are seeking to help him…

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Are You Asking Yourself “Why Am I Doing This?”

Are You Asking Yourself “Why Am I Doing This?”

At some point, every agent starts asking themselves this question... "Why am I doing this?" It’s completely normal when you are working 10 hours or more a day, day after day and you never see an end to the cycle. There is always more lead generation that needs to be done, more calls to make, more clients to service, more home inspections to attend and so on… the list never seems to end. You stop seeing the light at the end of the tunnel and you start asking yourself, "Why am I doing this?" In the following video, Dan expresses…

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NOW Is the Time to Grow Your Business

NOW Is the Time to Grow Your Business

The time to build your business will never come unless you make the time.  So many agents believe that if they work hard at being an agent, one day they will have the luxury of building a business. Unfortunately, that isn't how it works. In order to go from an agent to a successful business owner, you need to proactively think outside the box, make different decisions and use different systems. In the following video, Dan challenges you to ask one very important question to grow your business now. https://www.youtube.com/watch?v=Ygre7wk2iHo Until you make the time to think creatively about building a…

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Enhancing Your Listening Skills to Boost Sales

Enhancing Your Listening Skills to Boost Sales

While “hearing” and “listening” are two words that are often used interchangeably, they have completely different meanings. Hearing; is simply the act of tuning into sound, while listening on the other hand, actually requires some effort. In order to effectively listen, you must first choose to concentrate and then allow the brain to process the information you're hearing and add meaning to it. During active listening, our minds focus on the information as it is being received. You will know you are actively listening if you feel as though you just had a mini-meditation while talking to someone. Your mind is clear and…

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NOW What Needs to Be Done?

NOW What Needs to Be Done?

If you are procrastinating, suffering from lack of clarity, or resisting prioritization...You need to take immediate action. As Casey Combden mentions in the video below, you need to ask yourself every 15 minutes, “NOW what needs to be done?” You will be blown away by your level of productivity just by focusing on what needs to be done now. https://www.youtube.com/watch?v=ljN1wXhhGqs&t=12s Casey James Combden has helped millions of people discover their uniqueness, live in their greatness and get everything they want out of life. We are fortunate to have him coach the Dan Plowman Team. Asking yourself, "Now what needs to be…

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How to Combat 3 Time-Bandits

How to Combat 3 Time-Bandits

At some point, we have all wasted time doing anything BUT the actions that will lead us to success. Some of us identify when it's happening and do something about it. However, if we do nothing, time bandits can steal our dreams of success. Here are the top three time bandits that affect the real estate agents we coach at DPTS and how to combat them: 1. Procrastination The reason we procrastinate is not always obvious. Sometimes it is due to a fear we are not ready to face while for others it can be as simple as feeling unmotivated.…

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4 Ideas that Determine Sales Success

4 Ideas that Determine Sales Success

Each idea reflects on the psychology of the person that is doing the selling. It is important to remember that selling is all about people communicating with people in order to exchange value for money. 1. No one is born a salesperson You do not have to be a natural born salesperson in order to be a good one. As Zig Ziglar says, “I've traveled the world and I have never seen a woman give birth to a salesman." You may not be born a salesperson, however, you can be trained to sell. Sales is a skill that can be…

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The Top 3 Activities That Will Produce 80% of Your Results

The Top 3 Activities That Will Produce 80% of Your Results

Real estate agents are responsible for a multitude of daily duties and responsibilities. Activities that range from prospecting and lead generation to marketing, attending home inspections, open houses, property showings and property closings. One of the biggest challenges that real estate agents face is prioritizing activities to optimize productivity. The number one question for real estate agents is often, “What is the secret to consistent business in real estate?” The answer is the consistency of your prioritized activities. The following three activities when completed consistently will produce 80% of your results: 1. Prospecting and building a pipeline. Real estate is a…

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How to Stay Positive Through Changing Market Conditions

How to Stay Positive Through Changing Market Conditions

The real estate market is always changing. That’s a fact. Some markets experience more frequent changes while other markets are slower to change. However, at some point, the real estate market is going to go from a buyers market to a seller market and vice versa. As an agent, it can be difficult to adjust to changing market conditions. It is natural to strive for consistency and to resist change in order to keep things as we are accustomed to. Once you recognize your resistance, you can begin to let it go and accept the changes as they occur. It is important…

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How to Welcome Objections and Turn Them Into Sales

How to Welcome Objections and Turn Them Into Sales

A sales objection is an expression by a prospect that a barrier exists between the current situation and what needs to be satisfied before they agree to work with you. In real estate as in any other business, we need to be comfortable dealing with objections. The best way to approach an objection is to look forward and see how the objection can work in your favour. You might be surprised at how effectively this simple change in mindset will put you at ease in dealing with objections. Objections are one of the greatest learning tools we have access to. When…

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Are You a Business Owner or an Agent?

Are You a Business Owner or an Agent?

Does this seem like a silly question? Well, yes and no. Of course, you are an agent, if you are actively working in real estate. However, if you want to build a business in real estate, then you also have to be a business owner. This is one of the most common challenges that agents face in creating a sustainable business in real estate. At any given time, you will have to wear both hats. You will need to do “the do” of being an agent and you will need to look at what “you do” with a business mindset.…

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How to Create Consistent Success In Real Estate

How to Create Consistent Success In Real Estate

Building a successful business doesn’t happen overnight, it requires ongoing and consistent efforts. Many agents get caught in a cycle of chasing the next lead or closing the next contract and they never take the time to create a business system that will get them out of that cycle. Dan Plowman, founder and CEO of Dan Plowman Team Systems, can certainly speak on the subject of consistent success as he has been ranked within the top .1% of Canada’s largest real estate board for over a decade and his team consistently sells over 400 homes a year and has done…

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