In no other sector is productivity held quite so dearly as in the real estate industry, with teams and agents jockeying for “top-producer” spot almost as often as they hold open houses. The competitive nature of real estate sales isn’t for everyone.
But what’s the secret sauce to productivity? That’s what Mark Johnson, CEO of JPAR Brokerage of Texas, offers in his latest book: “Up In Your Business – The Art Of Productivity”
“In this compilation of the blogs I’ve written over the past three years, you will see a strong bias towards taking action,” Johnson said. “There are even three actions to take when you don’t know what to do!”
We caught up with Johnson long enough to pick his brain about how to be more productive in our daily life. Read on for more!
What does it mean to you to be “productive” in this industry?
Mark Johnson: One of the unspoken crimes in this industry is burn out. It breaks my heart and soul that after five years, 42 percent of us remain. It simply does not have to be that way.
Studies show your brain is just like a muscle. When your brain gets depleted, it’s less effective. The compound effect of simple choices — like what groceries to buy this week — might lead us to procrastinate on that critical business project. A “tired” mind finds the path of least resistance in distracting leisure activities. And that kills more dreams than anything else.
So yes, hard work is required for sure, yet to be consistently productive so is sleep, time off, proper nutrition, and moderate exercise.
When setting goals, what do you think is the biggest hangup for real estate agents?
Johnson: First, not understanding the difference between outcome goals vs. process goals and confusing the difference between motion and action.
Motion and action sound similar, yet they are different.
I’ve done a lot of research on the science and art of goal setting. In over 650 studies with over 50,000 participants, individuals who focused on process goals had more success than those who simply set outcome or performance goals.
Second, not thinking big enough. In the book, I share a story about John Burke, who wrote a song he didn’t even know he could write or play when he started it.
When he composed the music, it was beyond his current musical ability.
Yet that is exactly what he wanted.
He wrote a song he couldn’t play and then took immediate action to practice and practice, over and over until he mastered it.
Some people call that pushing yourself outside your comfort zone.
What’s one thing you do every day to be more productive?
Johnson: I take my M.E.D.S. Now that’s four and you asked for one!
M editation and prayer
D iet and nutrition
I use the “High Performance Planner” by Brendon Burchard and I’m getting better and better every day at setting “implementation intentions.”
You’re quite the adventurer! What’s the wildest thing you’ve encountered in your travels?
Johnson: Oh gosh, what a great question. So many, yet two just came to mind are the LA Marathon and my trip to Africa to climb Kilimanjaro.
While in Africa I visited a relative in Nairobi, Kenya. I arrived later in the evening and he wanted to show me around the town. Well, he took a wrong turn on a restricted street towards the Presidential Palace and we suddenly found our car surrounded by police with rifles. It was intense!
But the LA marathon is iconic, you start at Dodger Stadium and end up at the Santa Monica Pier. You pass by so many of the LA icons that you’ve seen in movies. Yet what happened is more iconic. I had trained hard and long for this event and never ONCE had fallen. So here it is race day, thousands of people, and the start gun goes off. As I got out of the staging area and into the race field I approached a large street corner and the street was very uneven with large tree roots. I took a fall — it felt like slow motion — and before I could realize much a hand reached out for me to grab and pulled me straight up. He gave me a high five, I dusted off and finished the race. I still don’t know his name yet remain forever grateful.
Lightning round: Always an early riser? Or do you sleep in on the weekends?
Johnson: Always an early riser, except Sunday’s I give myself an extra hour.