Feeling Stuck? 12 Reasons You're Not Increasing Sales Production

Not increasing sales production is a common frustration amongst businesses large and small.

For the small business start up, or a self-employed freelancer, or a real estate agent, or maybe even a network marketer, you might find yourself feeling discouraged when you try but you can't increase sales production.

Maybe you've hit a plateau. 

Maybe you're not making enough sales to even make ends meet.

Whatever your reasons are for wanting to increase sales production, they're your reasons. 

But maybe you're looking at strangers on Instagram in same industry as you. You see them showing off their success and they make it look easy. Makes you wonder what they know that you don't know.

Or you see friends on Facebook celebrating their latest sales.

It looks so easy, right?


It's hard work. 

If it was easy, iconic brands like Toys "R" Us wouldn't be filing for bankruptcy right now. 

You have a lot on your plate that you didn't think about before you started your business.

Did you think about all the laws, rules and regulations before starting a business, selling a product or service, or being self-employed?  Are you an attorney?

What did you know about marketing and sales? 

What is your accounting experience and understanding of taxes and 1099's? Are you a CPA?

It's easy to understand why you'd feel overwhelmed and frustrated that you're not increasing your sales. 

Here is a list of twelve reasons you might not be getting to the sales production level you desire.

12 Reasons You're Not Increasing Sales Production


There is so much to learn when just starting up. Or deciding to level up.

There are so many new tools, technology and shiny things that thought leaders want you to know and vendors want you to buy.

New marketing ideas such as content marketing, email marketing, social media marketing, search engine marketing....(let me catch my breath) plus learning how to use Facebook, Twitter, Linkedin, Wordpress, Youtube, Instagram and Snapchat.

It's no wonder that you are overwhelmed and go into a state of shock. 

You do nothing instead of taking action on something. Instead of taking action on anything.

It is paralysis by analysis.


You’ve heard the cliche before, “You have to spend money to make money.”

Sure, but you need to make money to have money to spend.

There are many vendors out there claiming the “magic pill” for your lead generation and marketing needs, promising, "... increasing your sales production is easy with THIS."

Don’t get me wrong.

You do have to spend money.

But you need to spend money on some essential tools and technology not magic bullets and gadgets that are fun or pretty.

If you spend too much money on the wrong things there isn’t money left over for the essential things.  

I've seen many a small business owner or self-employed person attempt to  do what I call “The Law of The Short Cut.”

“The Law of The Short Cut” is the based on the fact that we tend to look for the easiest, quickest way to achieve a result.

This usually leads to skipping steps or short cutting the process. Or by spending money you don’t really have on something that will allegedly do the lead generation for you, make your marketing easier and increase sales faster. 

If you want muscles you have to work out. You just do. 

If you want to increase your sales you have to do the work. 

You can speed up the process but you can’t short cut it. Don’t try to short cut it by over spending on the wrong things.


Who are you spending your time with?

If you feel stuck and you're not increasing your sales production, hitting your revenue numbers, look at who you're associating with. 


If you're a real estate agent and want to be doing 24 transactions a year you shouldn’t be hanging around other agents that are doing less than 24.

How are you going to learn the habits, rituals, mindset and activities that increase your sales and make you a Top Producer if you are not surrounding yourself with people who are.

Do you know who the Top Producers are in your office and in your company? Your local area?

How much time are you spending with them? Learning from them?

Don’t just look at what they are doing now though. Look at what they did to get there.

What books did the read?

Do they have a coach?

What trainings do they go to?


You can also learn a lot from people that are not producing.

Learn what not to do.

Don't listen to someone that does not have a track record of success.

In fact, whatever they tell you not to do, think strongly about doing just that.

An example is a Non-producer might tell you not to do Facebook ads, “It doesn’t work,” they will say. I would immediately go and run a Facebook ad. 

They might tell you blogging for business doesn't work. Or video marketing is a waste of time.

They might say things like they tried podcasting for business, did a few episodes but it didn't increase their sales

Also, don’t listen if they tell you what to do.

That probably won’t work either.

Sometimes free advice is the most expensive. Especially from the wrong person.


Escape velocity is the speed needed to "break free" from a gravitational field without further propulsion.

There is an actual formula to this. No joke.

I look at someone feeling stuck, that's not increasing sales production, trying to move their business to the next level as needing to apply the escape velocity concept to their sales and business.

Where you are right now has an enormous gravitational force pushing against you.

Let's pretend you're a Realtor that wants to do 12 transactions a year. You are fighting resistance just to get there. You will feel the same resistance to increase sales production from 12 to 24. And again to move from 24 to 36. And then to move beyond those numbers to the next level.

When you are feeling overwhelmed, that overload moment, or burnout coming on... that is gravity and resistance.

This is when you need to ask for help.

Find someone that is willing and wanting to help.

Somebody that can give you the fuel to fire your engines to get enough speed and maintain the speed to reach escape velocity.

You can’t succeed alone in business. 

Even a boxer has people in their corner. Even a golfer has coaches and a caddie on the course with them. Even a race car driver has a pit crew.

When you feel resistance look for assistance. 


Your network is a group of people that like you, trust you and want you to succeed. Your friends, family, neighbors, past co-workers, church members, club members.

Majority of small business, especially service businesses are built on trust.

People need to be able to trust you.

They need to trust that you can help guide them through whatever crazy, complicated, confusing process they need help with.

Increasing sales by building your network and being a Referrals First Business isn’t about learning how to get or ask for referrals.

It is about learning how to contribute and provide value to your network. It’s about becoming referable.

When you help people and demonstrate value to them, they will enjoy being a part of your success.

Succeed through others. See #5.


In my experience of doing over 10,000 hours of productivity coaching and sales training, I’ve noticed that many business owners and salespeople think because they have nothing better to do that they will work clients who will “know what they want when they see it” or a buyer that “has just a few more questions."

If you're tired of not increasing your sales production and want to take your business to the next level, there's never a bad time to start creating good habits.

Habits are hard to break.

And if you create the habit of working with Time-Killers it will be a hard habit to let go.

But, if you can rid your schedule of these time-killers early, your ability to do this later in your career will be easy.

Focus your time on business development activities that bring you the type of clients you want to work with.


The worst thought you can put into your head is average.

Even worse is failure.

Earl Nightingale says “You become what you think about”.

Do you spend your time thinking about how you don’t have any business?

Are you spending energy thinking about what could wrong?

What will happen if your sales don't increase?

What will you have to do if you fail out of the industry?

The hardest part of being an entrepreneur is controlling your mindset.

By being an entrepreneur and self employed you are in control of your future and your future is unpredictable. There could be a lot of uncertainty. 

Uncertainty is scary.

Are you concerned about where your next transaction is coming from?

Do you feel like you'll never be able to increase sales?

Are you growing tired of the up and down roller coaster of sales production?

Being able to have clarity of vision of what you want your life, your business and your world to look like and having complete confidence in your ability to achieve your vision is essential to taking your business and sales to the next level.


Granted in some worlds, being a start up is sexy.

In the real world though people like experience. If you are newer to an industry, this could be a big reason why your sales production might not be at the level you want. 

If you have developed your skills, know your stories, know your market, your audience and numbers, most people won't question your experience level or ask if you're new. 

If you don’t do all these things and you flinch on basic questions, you're sending a signal that they should dig deeper and they will question your skill level and if you're new.

You don’t need to volunteer that info though. Let your great skills speak for themselves.

Have  quiet confidence.


Let's not underestimate what you're doing here.

You are operating a business.

You are the CEO.

A board of directors doesn't have to give you that title for it to be true. And it might be a little douchey to call yourself the CEO if your a solo-entrepreneur. But that doesn't make it any less true. 

And as a CEO, why would you not have a plan?

Now, I'm not necessarily talking about a 24 page business plan that takes a week and an offsite retreat to come up with. 

You're not trying get a loan or venture capital for your business. 

You just need some goals and targets to aim for. 

Whenever you feel lost, uninspired, unmotivated-you should review the plan to get refocused on the big picture.

Also, by having another individual hold you accountable to your short term goals and action items, you will greater awareness.

Having greater awareness will lead to greater success.


Much of the training, especially the stuff that is always "launching" barely scratches the surface on how to truly operate a successful business.

Especially when it comes to marketing and sales training. 

Marketing is about psychology and understanding how people think. This means understanding copywriting, user experience and even website design.

Sales is about how people decide. Why do people do what they do?

How can you better understand the process of how people decide?

Plus, you need to understand lead conversion, lead nurturing, systems, technology, etc.

But I see a lot of the training being offered that just causes people to zigzag around. There is no concreteness and no alignment.

What is the shortest distance between two points?

A straight line, right?

You wouldn’t think a straight line is the shortest distance with all the “Flavor of the Week” training being offered to business owners.  

To take your business to the next level you need to make sure you have the right training.

One more thing to keep in mind on this point, your business will only grow to the level you grow. 

If you're not improving yourself, your business and sales will stop improving. 


If you can break free from #1 reason you're not increasing sales production and start taking action, make sure you are taking action on the right things.

Do you now what activities you need to be doing to build the foundation of your business on?

To increase sales production and take your business to the next level you have to build on something and then build up.

If your foundation is weak, your business will crash as you try to reach the next level and increase sales.

Once you’ve identified the right activities you will build the foundation of your business on, you have to consistently, day in, day out, take action.

Diligently, you need to take consistent focused action.

But, if the wrong training from Reason #11 sidetracks or distracts you, you might stop doing something before it starts to work.

Increasing sales and taking your business to the next level takes consistent focused action on the right activities.


This isn’t a comprehensive list, but it’s a great starting point if you’re looking to increase your sales production. Increasing sales isn't magic or rocket science, but it does need you to focus on the right things and ignore the wrong things.

When it comes to breaking free of feeling stuck and figuring out why you're not increasing your sales production, many businesses struggle or just ignore the problem. 

It's easier to hope things get better versus making difficult changes.

Delivering amazing products and services is important, but it’s also important to constantly increase sales so you always have people to deliver your products and services to. 

You can dramatically increase your sales production. 

Just identify what reasons you're not increasing your sales production (maybe it's one reason, maybe it's all) and go to work on eliminating that roadblock so you can drive sales.  

When you start to accept that you can't just like helping people, that you have to be good at finding people to help and getting people who want help to find you, increasing sales is easy.


Share this 12 Reasons You're Not Increasing Sales Production Guide: Either with someone directly or click the social share icons.


Connect with Darin

Twitter | Instagram | Email


Darin Persinger spends his days and weeks, helping people sell their home, making property tour videos and video marketing, helping Katherine with her homebuyers, serving on the Lake Stevens Chamber of Commerce board, serving on the Citizen Advisory Committee for the planning of the new Lake Stevens downtown, VP of the Lake Stevens Business Network, recording a weekly podcast called the Inside Real Estate Show, making a daily vlog called This Is The Life, writing books like, SOLD: What To Expect When Selling Your HomeHome Buying Made EasyThe 5 Levels Of Success For A Real Estate Agent, still speaking & training some times, and playing with his daughter, Morgan, and French Bulldog Pearl, as much as possible.

How To Stop Procrastinating (& Start Taking Action)

I'll let you in on a secret. 

The secret, if you're trying to figure out how to stop procrastinating, is not about developing insane willpower, gaining ninja focus, or learning some secret productivity hacks.  

It's about choices. 

“It is our choices, Harry, that show what we truly are, far more than our abilities.”
— Albus Dumbledore (Harry Potter)

The definition of procrastination: 

the action of delaying or postponing

I disagree with the definition.

As someone who has worked with people on productivity, business, marketing strategy, video projects or even buying or selling a home, I've dealt with many perceived procrastination issues. 

Business owners that wanted to increase sales, or launch a new website, or hire more people but just can't seem to get started.

Or can get started but never finish. 

  • Maybe you want to start a blog, or you've been struggling to get started on a blog post idea because a new show on Netflix just launched.
  • Or maybe you're a student that should be studying but instead find yourself on Snapchat or Instagram. 
  • Or you might be a parent wanting to get in shape and start exercising, but find yourself tired when you get home, so you sit on the couch. 
  • Have you thought about getting a will or some life insurance but haven't scheduled the time yet?

See, procrastinating is NOT about putting things off.  You're not actually putting all things off and doing nothing; you are choosing to do something else with that time.

If you want to stop procrastinating it comes down to making better choices. 


And it's not your fault if you find yourself procrastinating, not taking action on things that could have a positive impact on your life, your business or health, it's because it's so easy to find something else to do with your time and energy. 

Here's what you'll learn in each section of this guide on How To Stop Procrastinating:

And at the very end I have an audio recording of me walking someone through these exact questions. You'll also be able to download a printable version of the 15 questions so you can write down your answers. 

Section 1

Carrot Or Stick? What Motivates You

When I was deciding to write a How To Stop Procrastinating guide, I struggled with the idea of focusing on stopping, or starting. 

I found myself asking, "Do people want to stop procrastinating or do they want to start taking action?"

The first thing I did was some simple research using a Google search. 

First, I searched for how to stop procrastinating

I came up with just over 2 million results for how to stop procrastinating. 

Next I searched for how to start taking action

This gave me 42 million results. So it looks like there are more articles out there, online, about taking action vs stopping procrastination. 

Next I did what any good marketer would do when researching. I went to Google Keyword Planner.

The Google Keyword Planner is a tool that shows you roughly how many people are searching for a word, or phrase on Google. 

This way you can decide as a business or marketer if it's worth it to you to run an ad when people search for that word or phrase. 

What I found checking these results is basically the opposite of the other search results.

More people are searching for "how to stop procrastinating" instead of "taking action" or "how to start taking action."

In fact, there are 18,100 searches a month for how to stop procrastinating in Google Keyword Planner.

And only 30 searches a month for how to start taking action

Obviously this is not an exact science.

There could many variations of these searches that could add or subtract from the results. But it gives me a big picture. A place to start.

It helps me see one of the biggest challenges out there when it comes to procrastination. 

The first results are the articles, blogs, and website pages that exist. 

The second results are what people are actually looking for. 

There is way more content being created on how to take action, but people are actually more interested in stopping procrastination. 

So when I decided to title this guide, I slipped both in. 

Just in case this article gets some momentum and starts showing up in Google searches, it might show up for both groups. 

And that brings us to what motivates you?

Carrot or Stick?

Winning or Losing?

I hate to lose more than I love to win.
— Jimmy Connors
Losing feels worse than winning feels good.
— Vin Scully
I’m a pretty good winner. I’m a terrible loser.
— Tom Brady
It kills me to lose.
— Jackie Robinson

Some people are motivated by the carrot. They want to win.

Some people are motivated by the stick. They hate to lose.

It's yin and yang. 

I think that's OK. 

What has gone wrong, in my opinion in the self-help, motivate-you, guru, focus on the positive in everything world, we live in today is that not all of us think the same or are motivated by the same things. 

Some people love to win. Some people hate to lose. 

Some people save up money to go on a great vacation. 

Some people save up money in case they lose their job. 

Some people are motivated by their fears. 

Some people are motivated by their dreams.

I honestly think either is OK. 

But as you can tell by the results above, the Content Creators want you to focus on one thing, even though many of us are motivated by something entirely different. 

If you want to stop procrastinating you have to get real with yourself about what motivates you. 

So much time and energy is wasted by people trying to change what motivates them. 

Guess what?

The carrot or the stick... it doesn't matter.

Both can get you to same place. 

And even more time and energy is probably wasted trying to change what motivates other people. 

I believe all humans are motivated. And all of us get inspired. 

The problem is when we are trying to get motivated by something that doesn't motivate us.

This is why you're procrastinating. 

You're wasting all your time and energy trying to get motivated by a carrot, when you are a stick person, instead of working on the thing you should be...

  • starting the blog
  • building a business
  • getting fit
  • saving more money
  • studying for a class 

Or vice versa. 

How To Know If You're A Carrot or Stick Person

You already know what type of person you are. 

The challenge is that in our culture in the United States you're suppose to be a Carrot person.

Experience has shown me that Carrot People like to set goals. Stick People are great at solving problems.  

Carrot People would rather win. Stick People hate to lose. 

One of the big mistakes that people make is assuming that Carrot People are positive and optimistic. While Stick People are negative and pessimistic. 

Motives are not attitudes. 

What makes someone negative or pessimistic is when they have to act like someone they are not. 

You're feelings and reactions will tell you who you are. What resonates with you when you hear certain phrases will tell you if you're a Carrot or Stick Person. For example, do you want to stop procrastinating? Or would you rather start taking action?


When I was consulting a client on a project and they were struggling with implementing things I had to assess what motivated them. 

After witnessing a reaction to a political candidate's name, I had them write a check.

The check was worth roughly one hour of their time, that's how much time they would have to invest into their part of the project. And I told them, that if they did not do what they needed to do I was going to send this check to the political candidate's campaign they didn't like.

Later that day I got a call from my client telling me they had finished their project.

After weeks of procrastinating, they finally took action in just hours.

Their motivation was a Stick. 


Finding the right motivation is about getting things aligned. 

If you can get your projects, tasks and goals aligned with what motivates you and WHY you're doing it, you'll discover procrastination is not an issue and you can start take action and implementing faster. 

Section 2


The Time Myth

A popular myth about why we procrastinate is because we just don't have the time. We are too busy. 

According to Bureau of Labor Statistics:

  • On an average day, nearly everyone age 15 and over (96 percent) engaged in some sort of leisure activity such as watching TV, socializing, or exercising. Of those who engaged in leisure activities, men spent more time in these activities (5.8 hours) than did women (5.1 hours).

According to a Time.com article:

  • Using these metrics, we can derive that each individual subscriber spent 568 hours watching Netflix in 2015 on average. That’s 1 hour, 33 minutes per day of streaming.

And a NYTimes article reports:

  • Fifty minutes. That’s the average amount of time, the company said, that users spend each day on its Facebook, Instagram and Messenger platforms (and that’s not counting the popular messaging app WhatsApp).
Time is wasted because there is so much time availble.
— Tim Ferriss

You have plenty of time to do the things you need to, or should do.

You're just making a choice to do something else right now. And making the choice to do the other thing later. 

The Better Under Pressure Myth

Author of The Power of Habit, Chris Duhigg, says we push against deadlines to build up tension. The release of the tension and extra drama we've created becomes a powerful reward for ourselves. 

Director of the Procrastination Research Group, at Carleton University, Tim Pychyl has said he's not aware of a single study that supports the idea that people perform better under pressure, or with a deadline approaching. In fact, he says, the research says just the opposite.

"Stress makes it harder for your brain to function, burdening it with cognitive loads that can interfere with your ability to not only learn and assimilate knowledge, but translate ideas into meaningful information."

There are many more myths about procrastination and here are some additional resources:


Here are two quick examples of why Taking Action is OK, even if you think it won't be right.

Why you should focus on progression over perfection:

Let's start with the Walking Dead comic and TV Show. 

If you're a fan you'll know the comic is different from the TV show. 

Not much, but enough.


If the comic is good enough to make into a TV show, why change it all. 

Robert Kirkman, the creator of The Walking Dead says,

“To not do that story simply because I didn’t think of it when I was writing the comic, or because I did the comic a little differently is absurd to me. Staying true to that stuff is great when it’s necessary, but there are so many great ideas thrown around in the writers’ room that you just have to do that stuff. And I think it makes the show that much better.”

Did you see that?

He says he "simply didn't think of it at the time". 

The first time he was writing it...

Even though he is getting some better ideas know... it didn't stop from creating and publishing in the first place. 

He didn't wait for perfection. 

He took action. 

Then when an opportunity came to make it better, he did. 

Progression over perfection. 

The next example is from one of my favorite bands.

The lyrics that Adam Duritz writes.

The story he tells, the pictures he can paint with his words and his voice I find captivating.

Even the music itself seems to be a character in the story of the song.

On a live album, Adam Duritz, the lead singer and songwriter for the band tells a quick, power story that I believe you can apply to your business.

To me, it is about moving past procrastination and getting impactful things done.

The first disc of the live album was recorded for VH1 Storytellers.

It is supposed to be acoustic and stripped down versions of the songs.

But the band is playing with electric instruments during much of the performance.

Some of the songs they play sound entirely different from the earlier studio version.

Even different instruments are being used.

Adam justifies this is by saying,

"We are playing some of these songs electric is because they have changed so much and I think we really know how to play them now."



How does a song change?

What do you mean you know how to play them NOW?

What was a listening to before?

Put It Out There - Start Where You Can Start

What if the Counting Crows had waited until they got the songs right?

What if they wouldn't have waited until they really knew how to play them?

Many times, people are procrastinating because they are waiting for something.

Waiting for motivation. Waiting for inspiration. Waiting to get better. Waiting for more.

Maybe you procrastinate because of fear.

Fear that people won't like what you put out there.

Maybe you are procrastinating because you don't really know how the marketing piece should look, or what the website should have on it, or what the blog should say, or how to do the video or how you'll hold the person you hire accountable.

Maybe you are waiting until you know you can get it right.

That's not what the Counting Crows did.

That's not what Robert Kirkman did.

They put it out there.

And if you would have asked me, I would have told you they did get it right the first time.

It was only in their head, they didn't get it right or didn't really know how to play the songs.

But they still put it out there.

Might it be....

Could it be...

That if whatever you are procrastinating on...

Whatever you are afraid you will get wrong...

Whatever you are afraid of not really knowing...

That if you put it out there, people will think you got it right?

Section 3


Listen to the audio below the questions to see how I guide my friend Jonathan, a real estate investor and founder of The Podcast Factory, through the questions. 

You don't need someone to guide you through the questions. It might not hurt or you might find it distracting. You might not be able to be 100% honest if you're doing this with someone else. 

So do whatever works best for you. 

I've also included a PDF Worksheet of the Stop Procrastinating Questions that you can request, if you'd like to download, print off and write your answers down. You'll see where you can sign up for that below the questions.

#1: What are you procrastinating on?

#2: What are you choosing to do instead of [answer from #1]?

#3: What feelings do you get from [answer from #2]?

#4: Does [feelings from #3] from [answer from #2] have a long term, significant impact on your life, your world, and your goals? If Yes, how? 

#5: If you continue to procrastinate on [answer from #1] what is likely to happen?

#6: What is at stake for you if you continue to put off [answer from #1]? 

What else? What else? What else?

#7: What’s at stake for others around you (family, business, partners, clients, etc) if you continue to put off [answer from #1]?

What else? What else? What else?

#8: When you consider [the possible outcomes from #6 and #7], what do you feel?

#9: If you made the choice to do [answer #1], what long term, significant impact on your life, your world, and your goals would there be?

#10: When you think about [the likely outcomes of #9] what do you feel?

#11: What could you do immediately to move towards finishing [answer from #1]?

#12: What could you do next after that immediate action?

#13: When will you take action on [answer from #12]?

#14: What is going to try to roadblock you from that and how will you get around it?

#15: Who is going to follow up with you to see what you accomplished? When?


Are You Ready To Stop Procrastinating?

You can get a PDF version of these questions by signing up below.


Share this Stop Procrastination Guide: Either with someone directly or click the social share icons.


Connect with Darin

Twitter | Instagram | Email

Darin Persinger spends his days and weeks, helping people sell their home, making property tour videos and video marketing, helping Katherine with her homebuyers, serving on the Lake Stevens Chamber of Commerce board, serving on the Citizen Advisory Committee for the planning of the new Lake Stevens downtown, VP of the Lake Stevens Business Network, recording a weekly podcast called the Inside Real Estate Show, making a daily vlog called This Is The Life, writing books like, SOLD: What To Expect When Selling Your HomeHome Buying Made EasyThe 5 Levels Of Success For A Real Estate Agent, still speaking & training some times, and playing with his daughter, Morgan, and French Bulldog Pearl, as much as possible.

2016 Was The Greatest Year Of My Life

The other day I told you about one of my biggest ragrets. Missed it? It's here.

Today, a week into the new year I wanted to recap 2016 for me.

I've seen so many people complaining about 2016 being the worst. And they can't wait for 2016 to be over.

From my perspective, to blame a year for something negates any positives that happened to you or by you. And to throw that much shade on a year, to not acknowledge the good, what you're proud of or grateful for, in my book... is setting yourself up to make next year even worse. You're going to get more of the same.

So in being some what hypocritical I'm going to say 2016 was the GREATEST YEAR OF MY ENTIRE LIFE.

Here's why:

1. I documented a HUGE CHECK of it. I made over 130 videos of our life and business. It makes memories easier to remember.

2. I dropped over 30 lbs. I went from 200ish to 167ish.

3. Because of #2, I sleep better and no longer have chronic shoulder injury.

4. In relation to my last email (the one below) I started running and ran my first 5K with Katherine on Thanksgiving day. She also started running this year. Neither of us were "runners" before this year.

In fact, when I committed to getting into shape in April/Mayish of this year, I could barely walk a mile at a brisk pace without getting shin-splits.

5. We paid off a mortgage and now own a property FREE & CLEAR. This is an incredible feeling. It was a huge goal. A huge accomplishment. And does so many things for us emotionally and financially.

I'd love to hear why 2016 was awesome for you. Contact me and let me know.

If however you hated 2016 and you can't find any good in it, don't bother emailing my back. Just put that up on Facebook. I think that's the appropriate place for it. ;)

Happy New Year! Darin Persinger

PS: By the way, you don't NEED to be negative or complain on Facebook. Look at my wall. You'd have to go back over 2 years probably to find anything negative.

The world doesn't need more negativity. And do you know the worst thing about posting or sharing something negative on Facebook?

It's permanent. It's like a tattoo. It's not just a thought or even something you said out loud.

That negativity is now documented and stays in the world forever.

“I think when I look out and I see there’s so much negativity in the world and a lot of people are unhappy and a lot people are anxious, it just feels like that’s one view of the world. But you don’t have to always focus on that view of the world.” 
— - Chris Hardwick

One Of My Biggest Ragrets

I went for a run early today.

It was 42 degrees. Strong, steady rain.

There's something about running in the cold and rain that makes me feel even better about myself.

Which brings me to one of my biggest regrets.

Biggest Regrests

When Katherine and I met, I was in pretty good shape. Like 90 minutes in the gym every day, strict diet kind of shape.

One of the problems of being in that kind of shape is it is not easily sustainable. Not when you're trying to start a new relationship and working 12 hours a day.

It becomes even harder when you start your own business, start traveling 30-40 times a year to speak around North America and are now working 16-18 hours a day.

There was this one time when I was speaking in Philadelphia, staying in a hotel in New Jersey. Flying coast to coast and losing three hours sucks.

Checking into your hotel after midnight sucks.

Being told room service stops serving at midnight sucks even more.

Wandering around the hotel at 1:00 am looking for a vending machine because you haven't had dinner yet and settling on pop-tarts really sucks.

Pop-tarts from a vending machine.

I have a bunch of stories like this.

And stories can become excuses.

These stories became my excuses of why I put on almost 40 lbs over the next few years.

Travel. Work. Blah. Blah. Blah.

Excuses. Stories I told myself. Excuses.

And one of my big regrets is I did let these stories become excuses.

I regret that I wasn't going out for a run each morning.

I could have been getting exercise and taking a little tour of the newest city I was visiting. But instead I had excuses.

I could have been planning and preparing my nutrition better. But instead I was eating pop-tarts from vending machines.

I regret this one one thing because I was gaining weight, losing energy, becoming unhealthy which made me start to resent traveling.

But I shouldn't have resented it. I should have been grateful for the opportunity to see and explore new places.

One of the romantic ideas I have about running ( keeping in mind, I'm not a runner, never was a runner) is that running is simple.

You don't need fancy weight or equipment. You just go run.

It should be much harder to find excuses if you're a runner.

That's the story I'm telling myself now anyways. And why I was out for a run in the cold rain.

It's a lot harder to have regrets when you aren't making excuses.

Next email I'll share with you some of the things I'm most grateful for this year.

Thinking about a career in real estate or want to learn more about working with my team, Persinger Group?

Visit joinpersingergroup.com

Darin Persinger

? Yes Darin, There Is A Santa Claus ?

"How was Santa going to find us?"

My parents tried to put me at ease that Santa would know where we were for Christmas.

I was only 5 years old and the Persinger family was going to Hawaii for Christmas.

I didn’t know much about Hawaii... didn’t much care. I was only focused on one thing.

"How was Santa going to find us?"

The night before our flight was going to leave the entire Persinger family was in my bedroom, which also served as my parents home office. My brothers and I were playing Nerf basketball, while my parents, I assume were working out the details of the family vacation.

The vacation that I was convinced that was going to confuse Santa, leaving me to not get my Christmas presents. And that’s when I heard it...

... Bells.

***jingle***  ***jingle***

I froze. ... More bells.


Where was it coming from?

It was coming from above me.

I looked up.

I could hear foot steps on our roof.

The sound of snow being packed down with each step.

Then... more bells.

***jingle*** ***jingle***

I looked at my parents, “Do you hear that? What is that?”

I knew what it was in my mind. Santa had come early.

Santa wanted to make sure that he got me my Christmas presents. I was sure of it. He didn’t want to risk not finding me in Hawaii.

Besides, I saw some pictures of Hawaii and there was no snow. So I wasn’t even sure Santa would go there.

Yes. It had to be Santa. “Saaaaannnnntttttttaaaaaa!” I screamed.

Running to the door. My tiny five year old hands fumbling with the door knob, fighting to get it open.

By the time I ran down the hallway to the living room, there under the tree... presents.

Presents that had not be there 15 minutes earlier... Wrapped... Bows... Big boxes... Little boxes... My stocking was full.

And again I heard bells. ***jingle*** ***jingle***

Coming from outside. And then I heard... “Ho! Ho! Ho!”

It was Santa. Santa was here.

In my house. I didn’t see him, but I heard him.

There are the presents right there to prove he was here.

I ran to the giant sliding glass doors and threw back the curtains. My hands pressed against the cold winter glass, cupping my face, trying to block the light to get a glimpse into the outside darkness.

I was hoping for a glimpse of Santa or the reindeer or the sleigh.

That’s the magic of Christmas, the power of mystery and the joy of family. Still to this day my parents and brothers have never told me who or how Santa was there that night.

I grew up in Wisconsin. We lived in the country, miles away from the closest neighbor.

It’s still clear in my mind. That bit of magic. The memory of that moment. And now the appreciation for my family to create that for me and still to this day for not stealing the mystery from me, so that I still have the belief of Santa and the magic of Christmas.

Katherine, Morgan, Pearl and I wish you and yours a magical holiday and hope you create something memorable for you and yours.

Darin "Yes... There is a Santa Claus" Persinger

Is Real Estate Transactional or Relational?

I remember being in North Carolina for a wedding. The groom, another friend and myself found ourselves wandering around a nearby mall. We didn’t know the area, this wasn’t our town, or even our state.

The groom’s bride to be was from North Carolina and the wedding was there for her.

As we wandered around the mall we came across a t-shirt kiosk. You could get your picture taken and then added to a t-shirt with some extra designs and graphics, right there on the spot.

We started flipping through the example book and laughing at some of the ridiculous examples that existed. This annoyed the kiosk owner. I assumed he was the owner and not just an employee because his annoyance level seemed like he was taking it personal.

The kiosk owner snapped at us, “Are you going to buy some t-shirts or just stand there and laugh!?”

My friend Joe, the groom, in an instant had the best come back for that situation, “Both! We’re going to do both!”

HA HA! I started laughing even harder!

We got three t-shirts printed up. The same picture on each but with different words printed on them. Travis's shirt said BEST. Joe's said FRIENDS. And mine said FOREVER.



We walked around the rest of the day in order, with our t-shirts one.

Is real estate transactional or relational?

I think my friend Joe’s response fits here.

Both. It’s both relational and transactional.

And the cool thing, is sometimes it starts off transactional and becomes relational later. ANd other times it starts off relational, but you can’t avoid or ignore the transactional aspect of the home buying or home selling process.

In this article I want to dive deeper into this idea of transactional vs relational and what that means to real estate agents as they look to grow their business.

I’ll share with you the two broad categories of real estate agents, what that means to you, and three questions you can ask yourself to assess what type of agent you are and how to best succeed as that type of real estate agent.


First, let's start with a number.

According to Paul and Sarah Edwards -- they wrote a book called Getting Business to Come to You -- they say that up to 45% of most service businesses are chosen by customers based on recommendations of others.

And I would say that real estate is a service business, wouldn’t you?


And we know that based on NAR stats and reports that average real estate agent gets about 42% of their business from referrals. So this 45% number is pretty in line.

In a training workshop I shared with the group that there are two broad categories of real estate agents that I identified.

Category number one is the numbers-based agent, how many transactions, how many leads do I need to get to get my transactions, that kind of stuff.

And then there was the service-based mentality where people just want to give their clients the absolute best of them. One hundred and ten percent, if that was even possible, that's what these people would give to their clients.

Over a decade I’ve worked with real estate agents on their business. And I’ve worked with some really high producing transactional volume agents, agents doing 300 transactions a year. During this process  and then through some other programs, I have identified these two categories.

By the way, I’m not saying one category is right and the other is wrong. I’m not say one’s good and one’s bad. They just are, right?

A service, relational oriented agent needs to do “X” transactions just to stay in business. And the transaction based agent can certainly give an exceptional level of service.

What it comes down to is when you wake up in the morning, if you find yourself thinking about: how do I generate more leads, how do I set more appointments, how do I convert more, how do I get my transactions from 100 to 200, you're the quantity-based, transactional category.

And if you're waking up in the morning thinking to yourself: how do I take care of these buyers, how do I make sure that they don't get stressed out, how do I make sure this is a smooth transaction, how do I solve their problems for them… and you're putting them in front of even where does your next closing come from, are you going to go generate any leads today, are you going to follow-up with anyone from your sphere, are you going to set any appointments, or are you completely focused on just taking care of the client that you have at hand, then you're a quality-based, relational agent. You have the servant's heart, a servant mentality of just taking care of people.

My wife, Katherine, who is also my business partner at PersingerGroup.com, and I were just talking this morning about why I read so much, why I listen to so many podcasts, why I go to conferences and listen to webinars and I try to soak up so much information.

It's really because I'm pretty dense. I'm not an intelligent person at all and I need to get things from multiple angles and a lot of information before it really starts to soak in. So

It took me a long time to realize that there's nothing wrong with either category. But what I was trying to do through coaching - when these agents, who have the servant's heart - I was trying to get them to think transactional-based.

I was trying to get them to stop prioritizing  their client and start prioritizing themselves a bit more. Like,

“Hey, don't you need some leads today? Wouldn't that be nice? Wouldn’t it be nice to know when you’ll have your next appointment? Wouldn't it be nice to know where your next closing is coming from?”

But many agents are not wired this way. I think that's one of the reasons why we developed the Referral Getter Strategy, is for those agents that have that servant's heart, that put their clients in front of everything even before their own income goals. It's how we can help those agents that are focused on helping their clients more so than even helping themselves.


Three Tips for the Relational vs Transactional

Number one: Identify, just being really honest with what category you fall into, Relational or Transactional?

Number two: Ask yourself: is that serving you and your ultimate goals?

Let me break that down for you really quick, what I mean by that. Let's say you fall into the category of focusing on transactions. Well, one of the exercises that we give our agents at Persinger Group inside the Referral Getter Strategy, Module One. Session Five, is the "Lifetime Value of the Client" exercise.

If you are really focused on the transactions and you understand the lifetime value of your client based upon the exercise, you will realize that it would serve you in being even better in the transaction, of giving a higher level of service because you would generate more referrals, get more introductions to people who would cause your transactions to go up and your expenses to go down.

On the other category of agent, the relational agent, the one who has that servant's heart that's putting everyone before them, if you go out of business gradually then suddenly -- and that's how you go out of business.

Two months go by and no closing. Three months go by and no closing. Six months, no closing. You can't pay your bills anymore, you're out of business.

So is it really serving you by being timid, by playing small, by not focused on, "Hey, I can really help and serve people who you know. Would you introduce them to me?" You’ve got to play a little bit bigger and not be shy about how great you are in a transaction.

Number three:Talk with me about how Persinger Group works and serve the agents that partner with us. Learn about the Referral Getter Strategy and how much of the heavy lifting is done for you.

Front-loading Your Next Challenge or Transformation (Get Your Mindset Right)

When I talk about front-loading, I'm not talking about a new washer and dryer. I'm speaking of where you spend the majority of your time and effort, so you can move faster later.

I started my coaching program inside my real estate office this week.

The first session of the program starts off with mindset, or what I call Mindset Getter.

The entire session is about getting your mindset right. Setting yourself up for success. Eliminating negative beliefs and ideas that hold you back. Overcoming fear and how to stop procrastinating.

You know, that kind of stuff that either you think is silly or just can't get enough of.

Here's the thing about mindset, it's not something you have or you don't.

Everyone has a mindset. A mindset about everything. Some people have a mindset that serves them in their goals. Some people have a mindset that hinders them.

I'm not sure where mindset comes from. I don't know if it's a nature vs nurture thing. And candidly, I don't care about discovering which it is. I just need to understand that mindset is something that is. And your mindset can either serve you in a positive way and help your progress feel easy and elegant. Or your mindset can hinder you and it can make things feel like a grind.

Another thing I know about mindset and why I know it matters, not only do successful CEO's talk about mindset but sports psychology for top performing athletes is becoming vital.

THINK and REFLECT on that for a moment.

CEO's focused on products, services, business strategy and profit put importance on mindset. AND athletes who perform with their body are now putting emphasis on their mental game.

Here's a video with Pete Carroll, coach for the Seattle Seahawks and the sports psychologist, Michael Gervais. Pete brought Michael in to work with the Seahawks on their mindset.

Here's a video of CEO's talk about the importance of mindset:

The reason why I believe that you have to front-load with Mindset is: the wrong Mindset is going to pop up sooner or later. It's not a matter of will it? It's a question of "When?"

I've heard physical trainers and nutritionists say the reason why people yo-yo in their weight is they truly don't see themselves as a thin, fit, athletic person.

When someone reaches their goal weight and fitness goals, they don't see themselves as this new person.

They still see themselves as the person that was out of shape. Thus it becomes a self-fulfilling prophecy. They put the weight back on.

It Starts With Right Mindset

You can try to ignore Mindset as the first step. You can say it takes too long. You don't have the time.

My response would be, anything else takes longer.

Don't get me wrong. Action matters.

You can't just sit around thinking, reflecting and analyzing. You have to get moving.

But if you're taking the wrong first steps, you're just wasting resources.

Ramit Sethi talks about front-loading in the aspect of generating business ideas. But the idea is still the same. Front-loading on the right things actually saves you time, money and effort.

Stacking The Scale

Watch just the first 20 seconds of the video below. It will either benefit you directly, or someone you know, I promise... It might be the thing that tips the scale.

I believe getting started, getting motivated, comes from a stacking of things, not one thing.

It's easy to point to the ONE THING, that tips the scale, because it's the thing that tipped the scale.

It's the last thing on your mind, that you remember easily and the thing that "did the trick". The thing that put everything in to motion.

Gary Keller, the c0-founder of Keller Williams Realty, and author of books like Millionaire Real Estate Agent andThe One Thing calls this your Big Why.

Gary Keller says this about a Big Why,

"A Big Why is about having a purpose, a mission, or a need, that in turn gives you focus."

Or Micheal Gerber, the author of the book for business owners called " The E-Myth" calls it your Primary Aim.

When it came to losing weight and getting in better shape, the things that I stacked on the scale to tip motivation in the right direction was: having a healthy shoulder again, sleeping better, feeling better, being able to fit into my clothes again, increase in energy, being able to play with Morgan now, and later.

These and a few other things started my motivation. But, it's easy to get motivated. It's harder to stay motivated. That's why you need to keep stacking.

See, last October I finally went to a physical therapist for my shoulder that had been bothering me for over a year.

Long story short, she was concerned with the amount of scar tissue my shoulders, back and neck had (pretty sure it's via wakeboarding). Her second concern was my weight. She said we could try to relieve the pain, but if I don't lose some fat and add some muscle, this chronic pain will be forever and only get worse as I get older.

(Not Katherine's fault... I had gained about 40 lbs since we first met.)

My desire to lose some weight or get more fit is not for vanity.

58 is only 20 years away for me. Morgan will only be 21ish. If my body keeps falling apart at the same rate from 18 to 38 on my way to 58 - it will not be good.

After some half-committed effort I came home a few months ago after an AHA moment (another thing to stack on the scale) and told Kat that my health had to be the priority. Since then I'm down about 30 pounds. No specific, crazy diet that I can't stick too. Just eating healthier and really watching portions. Doing a bit of activity, not enough, but not too much to reinjure my shoulder and way more than I was.

The weight loss is slowing down a bit, but this video by Mike Vacanti, an online fitness coach, really re-inspires me. I hope it will inspire you or someone you know and that motivation is found.

It's called Why Fitness Actually  Matters.

Finding and consuming content like this stacks the motivation scale for me to keep me motivated and moving in the right direction.

Did You Know About The Eiffel Tower Secret Apartment?

A company similiar to what AirBnB does, called HomeAway, ran a contest to "rent out" the the Eiffel Tower during the Euro 2016 tournament. They basically turned the second level into an apartment. But did you know there is another apartment in the Eiffel Tower? A secret apartment. And this one is not temporary. It's always been there.

But the only person that had access to the apartment was Gustav Eiffel, the architect whose company designed and built the landmark. Built in the late 1880s, the Eiffel Tower and was originally intended to be the centerpiece of the 1889 World’s Fair. For a man who mainly built bridges, this tower brought fame. But most interesting, he also built himself a secret, private home towards the top of the tower, that few knew about.

Eiffel used it as a personal getaway and  as a place to perform meteorological experiments, some say. One guest that Gustave had was Thomas Edison. Edison was so appreciative of the invite,  he gave Eiffel one of his newest inventions at the time. A phonograph.

Gustave Eiffel was “the object of general envy” among Parisians during his lifetime, and it wasn’t for designing one of the most famous monuments of all time. Rather, it was due to the fact that he had a private apartment at the top of the tower—and almost no one else was allowed access to it.

In his book La Tour Eiffel de Trois Cent Métres (The Eiffel Tower of 300 Meters), author Henri Girard explains that Parisians would offer up “a small fortune” to rent the space for a single night, but Eiffel consistently refused. However, he would occasionally entertain guests of the utmost prestige (Thomas Edison is one notable example).

Unlike the scientific marvel of steel and hard lines it’s housed in, the pied à terre is cozy and romantic—think paisley wallpaper, wood furniture, and oil paintings. All in all, not a shabby place to view Paris from the best vantage point in town.

While Eiffel Tower visitors were previously denied access to the apartment (what Monsieur Eiffel would have wanted, no doubt), it was announced today that it the 1,000-foot-high space is officially open to the public. At long last, we mere peasants can get a look at what it’s like to live at the world’s most enviable address.

The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of Condé Nast.

Curated from There Is a Secret Apartment at the Top of the Eiffel Tower - Conde Nast Traveler


British Home vs American Homes

Politics in the USA is making some people on both the left and right threaten to leave if the other person gets elected. OK. Don't forget we can help you sell your house.

Also, things are a bit different in other countries. Just an FYI.

For example...

Wherever you may go around the world, it’s easy to conclude that if a home has four walls and a ceiling, everything else must be broadly the same. Well, even if that were true (and it’s not) there are still tiny differences between a house on the other side of the world and the house you normally live in that can be quite unsettling the first time you encounter them.

So, having conducted extensive research into American and British households (by comparing notes between the traveling experiences of Anglophenia writers) what are the things that are commonly recognizable to most British households that will come as a surprise to most American visitors?

To avoid getting stung by unexpected bills for gas and electricity, some British households use a system whereby they go to a local shop and have credit placed on an electronic tag called a PayPoint key. Just as a pay-as-you-go phone gives you a set amount of credit to make and receive calls, so the PayPoint key gives you a certain amount of gas, electricity or even water. This is just a modern update on the old system which relied upon putting coins in a meter.

Due to a healthy fear of electrocution, British bathrooms don’t tend to be wired up for electricity, as it does not play nicely with water. The noble exception to this rule is the two-pin electric shaver socket, which can either be wall-mounted or part of the light over a mirror. Some bathrooms don’t even have the light switch in the room: It’s out in the hall or landing, just by the door. It’s worth checking this before you find yourself feeling a wall in the middle of the night while busting for a pee.

This is worth getting right before you’re in too much of a hurry. Should you need to use the conveniences, ask for a bathroom and you may be directed to a room with a bath in it, but no toilet. The Brits are terribly literal like that. By all means, ask if you can use the toilet, or the lavatory, or the loo, and they will immediately direct you to the nearest room in which you can do your business.

Curated from 10 Things About a British Home That Will Confuse Americans | Anglophenia | BBC America

Your Rent Is Going To Continue To Increase

If the monthly rent check is already painful to write, brace yourself.

The Census Bureau's U.S. rental vacancy rate, which tracks the share of properties that are unoccupied, fell to 6.8 percent in the second quarter. That's the lowest level using comparable data since 1985.

The short supply of units means "rental inflation is not going away anytime soon," Neil Dutta, head of U.S. economics at Renaissance Macro Research LLC, wrote in a note to clients.

Already rents have climbed 3.5 percent in the 12 months through June, matching the biggest jump since 2008, Labor Department data show. That far outstrips the increase in consumer prices excluding food and fuel, which gained 1.8 percent in the same period.

While that may be good news for Federal Reserve policy makers who'd like to see inflation go higher, it may limit the amount of money consumers can spend on things besides shelter.

The rising demand for rental units is being driven by a surge in household formation. Some 1.6 million new households have come online in the last year, the Census data show, and all of that increase has come from renters. The number of owner-occupied households fell by 400,000 in the second quarter from a year earlier.

As a result, rents are "set to accelerate," wrote Ed Stansfield and Andrew Hunter, economists at Capital Economics Ltd., in a note to clients. "Our forecasts that rents will grow at an annual rate of  5 percent both this year and next would represent the fastest rate of rental growth since the 1980s."

Rents rising that quickly may make homeownership much more attractive for those who can afford it. That, combined with the improving outlook for employment and incomes, means the "homeownership rate will soon find a floor," they wrote.

(An earlier version of this story was corrected to reflect revised data on the change in household formation and owner-occupied units.)

Photographer: Andrew Harrer/Bloomberg

A short supply of available units is pushing up rents

by Victoria Stilwell


Originally published at Your Rent's About to Get Even Higher


Do You Have More Or Less Home Equity Than The Typical American?

Buying and owning real estate is one of the main ways of creating wealth in the US. And just like your 401K or your IRA, the sooner you start, the better off you are.

The sooner you buy your home, the quicker you are paying down the principle, letting appreciation do its job and building equity in your home.

Your home may be your castle, but it's also the single largest component of your net worth. Last year, the U.S. Census Department took its most recent look at how much equity people have in their homes by age. The findings, which are based on 2011 data, offer valuable insight that may help you judge whether or not you're on the right track financially.

Read the full article at: The Typical American Has This Much In Home Equity -- How About You?

The Lightbox House

Check out the pictures of this cool home.

The Lightbox house is located next to a 180-acre park overlooking the San Juan Islands and Puget Sound. The park is a grand amenity of this home, as the photographer and his family can explore deep into the woods adjacent to their property. With the ocean just a short hike away, a range of photographic subjects are immediately accessible to the home’s owner.

Read the full article at: Lightbox House: A Photographer's Dream House in Seattle

Learn This Lesson From Marvel If You Want Your Business To Thrive

I was up early this morning with Morgan (cuz that's what mornings look like now) and I decided to check out Daredevil on Netflix. A bit darker and edgier than other Marvel shows/movies right now, but I want to save my thoughts about Daredevil for now...

First, let me go back in time and share with an old email and a portion of my book 5 Levels of Success.....

Marveling at marvelous mistakes in Marvel’s movie – The Avengers

It’s wonderfully interesting to me…

I’ll get emails from people yelling at me about spelling errors, grammar errors, and how else I’m in error. For example, the other week I got an email and all it said was… “Why can’t you write in proper english!”

Today’s lesson is… You can either create or you can critique. Did you see the Marvel’s movie, “The Avengers”? If not, you’re probably the only one. The Avengers had the biggest box office opening in history. So Avengers made more money on that opening weekend vs any other movie. It is also currently the #3 money maker movie of all time domestic and worldwide.

It was the fastest movie to ever gross $500 million It is #1 for opening week earnings even when adjusted. Meaning looking at inflation and movie ticket prices over time.

That’s pretty marvelous, wouldn’t you agree?

Joss Whedon, the writer and director of the film created something special.

Here’s the real kicker… As a sci-fi nerd I came across a blog post the other night titled.. “THE AVENGERS Is The Most Mistake Filled Movie Of 2012? It goes on to point out 15 mistakes the movie makes, such as…

Factual error: The video game company NAMCO Bandai is misspelled twice as “NAMECO Bandai” in the end credits.

Continuity: Just after Dr. Banner asks Nick Fury how many spectrometers the Helicarrier has access to, he takes off his jacket, rolls it up, and puts it under his arm. In the next shot, the jacket is suddenly draped over his arm.

Audio problem: When Bruce Banner meets Natasha Romanoff for the first time in Calcutta, there’s a shot from behind her where Natasha is heard talking but her reflection in the small mirror behind Bruce isn’t.

Who do think is enjoying life more right now… all the people involved in creating the biggest box office opener of all time OR… the people that created this list calling the movie the most mistake filled of the year?

You can either create or you can critique… And this doesn’t just come down to you critiquing my work, or others work. What this is really about is how much time, energy and money are you wasting critiquing YOUR work?

You are paralyzing yourself in perfection and doubts.

But it’s up to you, you can either create or you can critique. You are always going to have your critics, just don’t be one yourself. If you are done critiquing and ready to start creating…

Could a career with Persinger Group be waiting for you?


Time Is Tricky, Trippy & Easy To Lose Track Of

Time can get away from you, can't it? And I'm not just talking about an hour here or there...

Having a pint or glass of wine with friends.

I'm talking about years and decades.

The other night Kat and I went out for a little date night.

There was music playing through the sound system and Nirvana, "Smells Like Teen Spirit" came on.

We started talking about Nirvana, Kurt Cobain and 90's music.

Then the song American Woman came on.

The original The Guess Who version.

And I started calculating years and realized something that blew my mind.

"Smells like Teen Spirit" came out in 1991 - which feels like last week to me.

American Woman came out in 1970.

What that means is....

It's been 23 years since "Smells Like Teen Spirit".

But from when "Smells Like Teen Spirit" was release and "American Woman" was released it was only 21 years.

That melts my mind.

I can't wrap my brain around that.

If you would have told me while I was listening to Nirvana in 1991 to listen to American Woman. I would have said, "I'm not that in to classic rock".

But it had only been 21 years!!!

Now it's been 23 years since Nirvana released "Smells Like Teen Spirit", and like I said, it feels like it was just last week.

Now I understand that it could be my age... and that American Woman came out before I was born and that could play in to it...

But that's what I mean...

It's not logical.

Time isn't logical.

Time isn't a set dimension.

It's an emotion.

If you talked to someone in Physics I'm sure they would tell you that I was wrong...

But what matters is the feeling...

Not the logic.

If I try too hard to understand it, it just hurts my brain.

Time is Trippy!!!

And because you know this and feel it too...

Stop wasting your precious time.

You're going to wake up 20 years from now, hear "Royals" by Lorde and wonder where the years went.

Creating A Productivity Environment - Productivity Nugget #250

How To Create A Productive Environment To Get Things Done

Maybe you have a deadline pressing down on you … your timelines are coming up... you really need to get a project done...

Or you decide today is the day when you're going to be more focused and take more action, and be more productive.

Whatever it is, you can benefit from having a productive environment

A Productivity Junkies Environment is about being able to be get focused, be focused and stay focused with limited distractions while you work on activities that have impact.

To watch How to create a productive environment to get things done on Youtube Click Here

The 7 Things To Create An Environment of Productivity

0:42 Take your productivity to warp speed

How to Create A Productive Environment Tip #1

1:10 What is your objective?

Do you know what you want to get done, not just for the day, but for this focused productivity time.

How to Create A Productive Environment Tip #2

1:50 Where is that you are going to create your Productive Environment?

Where is that you are the most productive?

How to Create A Productive Environment Tip #3

2:22 Who?

Who helps you with your productivity, getting things done or needs to be there for this project?

Or should you be by yourself?

Who shouldn't be there? Who is a distraction?

How to Create A Productive Environment Tip #4

2:52 When are you the most productive?

How to Create A Productive Environment Tip #5

3:40 The Sounds

What sounds help you focus? What sounds should be shut off because they distract you or are interruptions?

Check out http://focusatwill.com

How to Create A Productive Environment Tip #6

4:37 The Resources

What tools, resources do you need?

How to Create A Productive Environment Tip #7

5:30 The Weather?

Maybe? Maybe not?

"When there's surf, we surf."

Need a Speaker On Productivity?

Hire Me To Speak

As A Realtor: Should You Focus On Seller Listings Or Buyer Leads?

As A Realtor: Should You Focus On Seller Listings Or Buyer Leads?

Focus on seller listings or buyers, As a Realtor?  You two businesses, generating buyer leads and seller leads. Right now, you have a choice to make. Which part of your real estate business is going to get your time, energy and money? If you are not leading with getting Seller Leads, I think you're crazy.

3 Tips On How To Become Ruthless With Your Time Management

Be Ruthless With Your TIme Management

Today, we're talking about being ruthless with time management.

It's something that I strive for, especially as the founder of a real estate group, Persinger Group and all of the video creation I do, here, here and here.

And I'm told quite often that I am ruthless with my Time Management.

For example, the producer for a podcast I did, Jonathan Rivera says,

"I think that you don't waste your time. I think you've got it down and I think you're tight with what you let you and what gets your focus."

The reality when it comes to me and managing my time, I'm better now than I use to be.

And I'm just speaking about since the boom of social media. Maybe you were wasting as much time as I was with social media. I think all of us were wasting a lot of time there for a while.

The Time Management Perfect Storm


Time Management Perfect Storm

The real estate market was tanking and the internet with social media was starting to make this big wave at the same time.

Many agents and trainers went All-In on the idea of technology, social media and Internet Marketing because it was free or very cheap.  People weren't quite sure how to deal with the new real estate market that they were facing. Add to that all this technology and online stuff at the finger tips.

It's basically free to get started with a Wordpress website, Facebook and twitter, so why not? The only cost was your time.

Now what had to be decided was, is it worth it?

Was all this time online and using social media worth the time invested?

For me, I worked out what really works for me and what doesn't work through tracking and measuring. So, I was probably busier with activities four or five years ago than I am now, knowing what works and sticking with that. So that's part of it of being ruthless with your .

This is what I work with my 1 to 1 clients on and Members of my programs also. Tracking and measuring their time and it's effectiveness.

How Time Management Became Important To Me

Let me give you some background here so you have some context of how and why I view time as I do.

Before I got into real estate full time, I was working at a water park where we were deep water certified and we had ridiculously dangerous water slides.

The owner of the resort wanted to be very innovative. He even commissioned new innovative slides to be designed that had never been built anywhere before.

I was running that water park and it scared the hell out of me actually, because we were basically making these really dangerous things and then saying, "Okay, stick your four-year-old in here."

It was so scary.

I was dealing with big things like spinal injuries. We're having to pull people out on backboards and sticking them into the back of ambulances. I had to defib someone that was having a heart attack and their heart had stopped. Dealing with maybe a little bit smaller things like concussions or shoulder dislocations or someone slipping in the bathroom and breaking their arm.

I was literally dealing with life and death situations there for a while and so when I got into real estate, I was like: it's just money. It's not someone's life or death.

Start Of My Real Estate Career

If you were to talk with my high school teachers they would not consider me the most focused person… the best at time management…or the most productive person in the world.

I would usually finish my homework just before class… IF I finished at all. 

Caring about time… getting things done… focus… … I couldn’t care less!

Hanging out with friends and wakeboarding was all I cared about.

When I went off to college my habits didn’t change.

After a couple semesters I realized that giving my money to college didn’t make sense when I didn’t show up for the classes.

I was too busy to show up classes…

… too busy wakeboarding… too busy traveling… too busy sleeping in.

After dropping out of college,  tired of dealing with life and death situations and getting my body beat up from all the wakeboarding, it was time to find a career.

Real estate it was.

I had swore I would never get into real estate.

See, my parents were Real Estate Brokers.

I grew up in real estate, around real estate, surrounded by real estate. Real estate drove me CRAZY!

Real estate was the last thing I wouldn’t to do.

But when push came to shove, I knew real estate was something I could do.

Plus, I wouldn’t be dealing with life and death (like I my previous job). And I wouldn’t have to do manual labor, which would have beat up my already Broke-Down-From-Wakeboarding-Body.

So… I started my real estate career. It was 1997.

And I did OK. But I still wasn’t focused… or that productive… or managing my time well.

I was just cruising… just coasting through my days and weeks.


…A phone call.

My best friend, since I was 5 years old, was in a car accident.

Tommy and I had grown up together. Tommy’s dad was my basketball coach. Later on we became neighbors. After Tommy got his drivers license he became my ride to school.

We traveled all over the country wakeboarding together.

Tommy and I were inseparable, until he moved to Biloxi, Mississippi.

I was starting my real estate career and he was trying to “find himself.”

It had been about 6 months since I had last seen Tommy before that call.

While living in Biloxi, Tommy’s car was hit by train.

His body survived but that’s about it. He was left in a comma.

Eventually, once his condition stabilized, Tommy’s parents moved him to Milwaukee, Wisconsin. So he was closer to their home.

Since Tommy was closer now, I would visit Tommy every night. I would finish up my appointments, pack up my paperwork and make the 2 hour road trip to Milwaukee. I would hang out with Tommy, telling him about my day and what paperwork I was working on.

While sitting with Tommy I would work on my files and paperwork. Once finished, I’d pack up the paperwork and drive the 2 hours back home again.

This became my schedule. My new routine. My day had become significantly shorter. With all the driving and time spent with Tommy I was forced to become more efficient, more productive, more focused and manage my time better.

It took this tragic accident to FORCE me to realize that time is precious. Time should not be wasted. Time should be maximized. Time should be cherished.

On July 4th 2005, after years of battle, Tommy passed on.

This event and time in my life was significant.

It gave me perspective.

Life is short.

I still have fun… I still fool around a lot… but now, rarely do I waste time.

To be candid… life hasn’t become much easier. There as been even more tragedy and loss since losing Tommy.

My nephew Chris, who was just 11 years younger than me, was killed in a car accident in 2007.

Perspective… Reality… Time is precious… Priorities… Clarity all in instant again.

Time management wasn't necessarily a switch that I threw or a book that I read or a system that I learned. It was things that were happening in my life that said time is precious, time is limited.

Moments are few.

Prioritize what's the most important.

Stop Wasting Time and Energy Being Dramatic About Everything

Stop wasitng time with drama

I see people that get so bent out of shape, so dramatic, so over the top about something and they're writing these little diatribes on Facebook or whatever it is. They get so worked up about the littlest thing and I just sit there and I think, "I really hope I am not around you when something seriously bad happens."

When some serious shit goes down, how are you going to respond to that if you're flipping out about this little thing?

It scares me to see people get so worked up about the littlest things. I just have to assume that nothing super tragic has ever happened in their life if they are treating some of the things that they treat with such seriousness.

When you start looking at the big picture like the time with your family, your friends, and you don't know how much of that time you have, it really all is small stuff.

This is an actual conversation I was having with my niece, my goddaughter who was 21 years old at the time. Her and I talked about this on the last vacation we had together. The last time I saw her before this was when I flew her and her little sister to visit Katherine, my wife,  and I here in the Seattle area last year in January. So her and I were talking about that it's been a year since we've seen each other.

I said to her, "Courtney, if this is the pattern that we're on, then I most likely, best case scenario will get to see you 50 more times in my life. I just don't know if I'm okay with that if I only to get to create 50 more memories with you. We have to do something different about this."

How much time do you think you have left with the people you care about?

How many more memories are you going to be able to create with them?

3 Tips On How To Become Ruthless With Your Time Management

Tip Number One

To become ruthless with your time management you've got have Clarity.

You have to know what it is that you want for your life, for your business, for the world that you live in.

You have to know what it is that you want.

If you don't know what you want, start to think about what you don't want. You have to start somewhere.

Either way, you have to take time and make time to think.

One of the biggest problem with technology is we dive into technology as a break from reality, as a distraction from our own thoughts and feelings. But, you have to sit there with your own thoughts and your feelings and get a clear picture about what you want.


If you don't spend time thinking about these things, you're bound to give in to every little thing that comes along the way and wants to distract you and throw you off of your path.

Tip Number Two

Being ruthless with your time management means not giving into immediate gratification or the distractions that exist in today's world.

You have to think bigger, see further.

Look at the big picture of things. Like I did with my niece, we were talking about 50 years out from now. We're talking about me being on my deathbed. It might seem a little depressing, but what would really be depressing is if I'm laying on my deathbed and I've only hung out with her 50 more times in my life or even less.

That's even more depressing.

Tip Number Three

The third tip to becoming a ruthless time manager is start trying to make your schedule for two weeks out.

Stop living day to day.

It's like living paycheck to paycheck.

A lot of people are living day to day. They have no idea what they're going to do until they wake up in the morning and then their email tells them what they're going to do, whatever is sitting in their email inbox.

Start to make your schedule for two weeks out.

For example, if you know in order to meet your business goals, your objectives, you need to have three appointments per week, go and block those periods out so that you know where to fill those in.

For two weeks out from now, go, "Okay, I'm going to have appointments on Tuesday and Thursday night and one for Saturday morning so when I get a buyer lead or seller lead, I'll say, 'Here's my time available.'"

Schedule that out for two weeks at a time.

Start to see how that works for you just so that you can start to protect your time a little bit better.

Again, see a little bit further than what you're doing now. Maybe, you're living  day by day or maybe it's week by week.

Two weeks out at least gets you to start thinking a little bit bigger and see a little further out.

If you want to go deeper with being Productive and you truly value your time...

Then learn more about what we do at Persinger Group and let's chat


Become A Lead Generation Jedi: How The Force Can Help You Generate More Real Estate Leads


Become A Lead Generation Jedi

If you want to generate more real estate leads, keep reading to learn the ways of the Jedi, my padawan.

Here is your step-by-step guide to becoming a Jedi master.

I know this might sound crazy, especially if you are new around here, and especially if you are not on my email list, but hear me out.

You will learn a few things and we'll have some fun along the way.

Don't worry, I'm not suggesting that you take up a lightsaber or get yourself into a podrace.

You'll learn how you can bump up your ... which can lead to some extra transactions and commission dollars along the way.

You must unlearn what you have learned

The reality is, there is a lot of misinformation, outdated information and untested theories when it comes to and online marketing.

If your idea of a lead generation strategy is posting and commenting on facebook and your internet marketing consists of only have a page on broker's website with no specific traffic getting strategies, we have a lot of work to do.

Let me know if this sounds familiar:

  • Spend 30-45 minutes on Facebook in the morning
  • Click over to your email and weed through a few emails
  • Go over to a few of your favorite websites and "Pin" a few things
  • Check your Google Analytics
  • Head back to Facebook to see if you missed anything
  • Stare at your CRM, decide you don't feel like calling these people because it's been so long since you talked to them last
  • Walk out to coffee pot for a refill
  • Jump on to a webinar to learn about the "latest" lead generation strategy
  • Drop into your favorite and post a question asking how everyone is generating their leads.
  • Finally publish that blog post on the new local cupcake shop

You might think being online will bring you buyer leads, that time "hanging out with your sphere" on Facebook will lead to referrals and joining all those webinars and watching the videos helps you stay innovative and ahead of the game. Young padowan, you have much to learn.

You must start by forgetting what you think you know. Unlearn what you've learned. (Unless it's from me. ;) )

Find your Yoda

Find Your Yoda: Lead Generation Jedi

Every Hero has a Mentor. And you are the Hero of this Story.

Obi-Wan had . Luke had Yoda. A Mentor gives you guidance on your journey, helps you with limiting beliefs and pushes you to be better than you thought you could be.

They've already been there and done that, so they can seriously accelerate your learning process versus you trying to learn it on your own through trial and error.

Reading a book or taking a class is great, but it's generalized information. A mentor can customize and personalize it for you.

You need to find your own Yoda.

If you want to lower your golf score, find a local golf pro or someone that has a low handicap. If you want to eat better, find a nutritionist and learn how to grocery shop and prepare a few meals. If you want to make sure you're exercising with the right intensity and proper form, find a great personal trainer. If you want to generate more , talk to an agent in your office or company that is generating massive amounts of leads.

Learn the ways of the Force

In the original film, the is first described by Jedi Master as an energy field created by all living things, that surrounds and penetrates living beings and binds the galaxy together. When becoming a Jedi lead generator, you need to learn the ways of the Force and understand how everything in your life, business and world is interconnected:

  • Drinking too much caffeine can affect your ability to focus.
  • Your poor sleeping habits can and will affect your energy level.
  • Having alerts on your phone or computer for new email or Facebook messages can distract you and take you out of your flow.
  • Reading a negative email in the morning can put in you a bad mood for the day.
  • Not time blocking your To-Do List can lead to not getting your Top Priorities done.
  • Being "too busy" coordinating transactions to lead generate.
  • Marketing a great listing will lead to a new buyer lead.
  • Working with a great client who gives you referrals to other great clients.

The Force binds everything together. One thing going wrong can cause a "disturbance in the force". You need to identify your priorities, find a balance in rest, and focus on Consistent-Focused-Action that are connected to your goals. And everything is connected. And everything you do and how you respond to everything that happens affects everything else.

Recognizing this will change your life and business. Showing discipline in one area can carry over as a positive into other areas.

For example, the better you manage your time, the more leads you can generate. It really works like that.

You might think you have a lead generation problem, but what you really have is a time management problem. You might wish you could be more productive and get more done, but what you really have is a limiting belief and mindset problem. The Force is always there, just depends if it is the darkside or lightside.

Control your emotions

Don't Give In To The Darkside

"Control, control. You must learn control." - Yoda

"Fear leads to anger, anger leads to hate, hate leads to suffering." - Yoda

Yoda is telling you to recognize your emotions and get them under control. Most people don’t realize when they are angry that there is another emotion causing that anger. Knowing this is the first step to owning your emotions.

Let’s first take a look at things that cause failing businesses, poor business practices, frustration and burnout.

Emotions and ego.

When you make business decisions based on emotions or ego, you are almost certainly setting yourself up for failure, sooner or later. When you make decisions based on emotions, instead of relying on metrics, you are letting your fear of failure or rejection or desire to please people, run your business.

What this means is when you get a complaint from a small percentage of people, you're listening. Instead of looking at numbers that matter, you are listening to people who don’t. These are people that are probably never going to buy from you, sell with you, refer you, recommend you and are just perpetually unhappy in their own life.

That’s why, I don’t care about unsubscribes from my email list, and you shouldn’t either.

Emotional Business Owners concern themselves with making people feel comfortable and not offended. Success Business Owners help people get the results they desire.

For example, “How do I stop getting unsubscribes?" is such the wrong mindset to have, but so many people do. This prevents them from even getting started with email marketing or effective follow up.

Do you know how to make sure you never strike out at the plate?

Don't ever step up to bat.

Do you know how to make sure you never miss a shot?

Don't ever take one.

Do you know how to make sure you never have an omelet?

Don't ever break any eggs.

If you want to do effective marketing, prospecting and lead generating, you are going to lose some people along the way. The key word in that last sentence was effective. Thus the reason I italicized it. It would be a mistake to make your objective be to make sure no one unsubscribes from your email list. That is operating your email marketing from emotion.

Guess what?

My emails that make the most sales ALSO have the highest unsubscribe rate. My emails that get the most replies of gratitude and thanks ALSO get the most hate mail and unsubscribes.

Email marketing is like business. It's not for people that want to play it safe and can't deal with rejection. Your marketingbusiness development, lead generation and lead conversion can’t be driven by the few that complain or even the few that “tell you” you are awesome. You’re letting your emotions and ego run things. The only thing that matters is the result.

  • Do people take action on your marketing?
  • Are you generating leads? Are you capturing leads?
  • Are you people signing up on your website?
  • Are you getting referrals?

These metrics are the true feedback, not the the person that feels you are too “salesy".

What I’ve been talking about here is negative feedback causing you to making decisions with your emotions. Positive feedback can cause poor decision making also. TIm Ferriss writes in his book,“The 4 Hour Work Week” about testing products.

“Ask ten people if they would buy your product. Then tell those who said “yes” that you have ten units in your car and ask them to buy. The initial positive responses, given by people who to be liked and aim to please, become polite refusals as soon as real money is at stake. To get an accurate indicator of commercial viability, don’t ask people if they would buy -- ask them to buy. The response to the second is the only one that matters.”

Decision making on and systems need to be made on metrics, and enough of them. Not emotions, negative or positive.

Don’t go crazy and let your emotions take you over to the Dark side.

That's how Anakin Skywalker became Darth Vadar.

Have A Plan

"This is some rescue. You came in here, but you did you have a plan for getting out?"

Remember the scene when busts into save ? Princess Leia questions their rescue plan. They then find themselves stuck inside a trash compactor with the walls moving in to crush them. Let this serve as lesson that you must have a plan.

“I want to sell more homes” is half-assed. “I want to increase my sales production by 50% in the next 6 months” is a plan.

“I’m going to prospect today" is half-assed. “I am going to call all of yesterday's new leads, call every lead that has been active in the last week and then call 3 people in my sphere today" is a plan.

“I’m want to get better on the phone” is half-assed. “I am going create a script and practice for 15 minutes a day" is a plan.

"I'm going to on my website" is half-assed. "I'm am going to create a traffic generating strategy and make a lead capture offer on each page" is plan.

When you plan ahead, you don't have to make it up as you go along. You don't have to wake up in the morning and wonder what you are going to do today.

When you plan ahead, you reduce your chances of ended up in a trash compactor.

If you want to be a master Jedi, you need to plan out your (calls, script, objective, etc) before you walk into the office in the morning. Know exactly what you want to achieve.

Be intentional. Be purposeful.

Need help putting your together?

Contact me.

Get committed

A Jedi must have the deepest commitment.

If you want to be a Jedi, it takes training, being mentored, learning and dedication. There’s no online Jedi webinar you can take. You can’t learn lightsaber skills via some Youtube videos. You don't develop your fighting ability by reading a PDF.

If you’re going to generate more leads, it takes training, being mentored, learning and dedication. And then you have to do. Not just try, but do.

You must implement.

Being a Jedi isn’t a job. It's who they are. Being a real estate agent, a business owner, an entrepreneur, isn't a job. It's who you are.

If Obi-Wan wanted to stop being a Jedi, he couldn’t walk up to Yoda and say “here's my letter of resignation.” He is a Jedi, and that will never change. Even when he is living in a cave on Tatooine, he is still a Jedi.

You need to take this committed mindset with your path as a real estate agent and business owner.

Do or Do Not. There is No Try

This isn't just one of my favorite quotes from the Star Wars franchise, it's one of my favorite quotes ever. About anything.

Think it's a stupid movie quote and doesn't make any sense?

Do this... Is there pen or pencil nearby? Try to pick it up.

Or if you're reading this on a phone or tablet, try to put your phone or tablet down.

Did you or did you not pick up the pen or put down the phone/tablet?

You can't try to do something. You do or you don't.

And this is what Master Yoda is saying to Luke, "Hey Luke, You can either lift that x-wing out of the swamp, or you can’t."

You can either drive traffic to your website and convert it, or you can’t. You can either pick up the phone and call your sphere, or you can’t. You can either write copy that gives people clarity and compels them to take action, or you can't.

Every January, agents start off the year with some goals and good intentions. Sure, they try to make some calls for a couple of weeks. They try calling some expireds. They try holding an open house or two. They try to put together a newsletter.

But it gets hard, or boring. They run into roadblocks, or rejection. Urgent things and emergencies show up to distract them and pull them off course.

A Jedi is 100% committed. They are a Jedi. You have to be 100% committed to lead generation. Do just try. Do.

Now, I’m not saying you have to start prospecting for three hours a day. Or that you have to door knock 100 homes a day. Or that you have to make a 100 contacts a week and ask, "Who do you know who...".

Instead, you need to pick one lead generation strategy this month, look to enhance it, systemize it and do it. And/Or give you one tactic or activity that you know deep down is not working. If it's not bringing you leads, or closings, quit it. (And you know what it is, even if the EXsperts and GoRubes are telling you to do it)

As Obi-Wan asked, "Who’s the more foolish? The fool, or the fool who follows him?"

Then next month, continue to work on it while you pick another lead generation strategy to implement it, enhance it and systemize it. Just one thing a month and then focus on doing it and being consistent every day without fail.

  • Give up a social media platform - Between Facebook, Twitter, Google +, Pinterest, Instagram, etc. There is probably one of those that you can give up to get back some time and reinvest that time somewhere else.
  • Remove yourself from one Facebook Group - There is probably at least one Facebook Group that not only sucks your time, but your energy and emotions because of the constant debate and disagreement that goes on.
  • Work on Connecting with 1 Sphere a Day - Eventually, work towards connecting with 3.

Think Bigger because size does not matter

After Luke uses The Force to move some stones around, he attempts to move the X-wing out of the swamp. He fails and whines, "Master, moving stones around is one thing. This is totally different."

Yoda responds, "NO! No different. Only different in your mind."

What Yoda is trying to do is shift the mindset of Luke and get him to realize that if you can do one thing, you can do another. Just because the stones are small and ship is large, what's the difference?

Luke: I can't. It's too big! Yoda: Size matters not. Look at me. Judge me by my size, do you? Hmm? Hmm.

If you can do one thing, why can't you do another? This is what I talk about when I talk about 10x your business.

If you can do one transaction, why can't you do 10? And if you can do 10 transactions, why can't you do 100?

If your mindset is "because 100 transactions is too big" or "doing 100 transactions is totally different than doing 10", stop.

It's only different in your mind.

After Yoda raises the X-wing out of the swamp, Luke goes to Yoda wide eyed and tells him, "I don't believe it."

Yoda responds, "That is why you fail."

May the Force be with you

So there you go. You now know how to move from padawan to Jedi Master. How The Force can help you start to generate more real .

If you need a Mentor, aka a "coach" to work with you and help you "do",  let's talk.

I'll leave you with this thought from Qui-Gon Jinn.

Remember: Your focus determines your reality.