Craig Proctor Seminars
I’d like to discuss a form of advertising that many of you will think you know everything about: classified ads. While most of you run classified ads for your listings, I maintain that this type of advertising is one of the least understood but one of the BIGGEST opportunities in your business!   Let me start by telling you a universal marketing truth that most agents don’t understand: “The only reason to run an ad is to get prospects to contact you.” Now that m....

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In her book The Top 5 Regrets of the Dying, Bronnie Ware says not spending enough time with loved ones is one of the most common regrets among the dying. We spend so much time (35% of our waking hours for a 40-hour workweek) at our jobs that it makes spending time with the ones we love difficult. As real estate agents, this is especially true, since many of you are working 80+-hour workweeks!   When you work in this way, it’s easy to feel like your life and your business are one and....

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Trying to be all things to all people is a massive time waster and a surefire strategy for mediocre results. Don’t believe me? Consider this example…     Bodybuilding for Agents   Imagine you’re a body builder, and you have a competition coming up called the Biggest Arms in Town…but you only have five hours each week to work out. You have two options for how to prepare. In the first, you spend those five weekly hours solely focusing on your arms. You....

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One problem I see many agents make is that when time gets tight, they stop measuring their marketing results. When faced with the choice of talking to a new prospect or measuring their marketing, most choose talking to a new prospect. And while yes, the thought of connecting with a potential customer is extremely tempting…What if I told you that focusing on measurement was actually much more profitable?     Why Measurement Matters   When it comes to your ads and your m....

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February. For the rest of the world, it’s the month of love; the month of chocolates and roses; the month of showing loved ones how much you care. But for real estate agents, February is the month when you work even longer hours than normal and consequently have next to no time for the ones you love.   Why? Because February is a shortened month, and when your income is directly related to the number of hours you work, lost days = lost money.   Many agents cope by killing the....

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In life, we tend to mimic those around us. When a friend smiles at you, you smile back. When a spouse gets motivated to adopt a new fitness routine, you feel invigorated too. When a fellow agent skips his daughter’s piano recital to show another house…you start to think that trading dollars for hours is the only way to succeed.   This is where mimicking goes south.     The Problem with Mimicking   In the beginning of my real estate career, I watched and mi....

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In the real estate process, there are four stages that every agent goes through to earn a commission. Actually, these are the same four stages that every professional goes through with his/her clients, whether we’re talking about a doctor, a consultant, an insurance salesman, or a yoga teacher.   Those four stages are: 1. Finding prospects 2. Converting those prospects into clients 3. Providing exceptional service so they become happy, lifelong clients 4. Leveraging each custome....

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With the new year comes a whole new set of goals, ambitions, and expectations. And I’d be willing to bet that most of your goals sound a little something like this:   I want to make more sales each month. I need to spend less time at work and more time enjoying my personal life. I will hire an assistant to help me cold call and drum up business.   Do you notice anything in common with these statements? Every one of them is focused on one thing: Y-O-U.   Now, please d....

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January is one of my favorite months of the year, despite the chilly temperatures up here in Canada. It’s a time for fresh starts, new beginnings, and the motivation to make this the best year yet.   As it often does, life can get in the way and prevent us from carrying this wide-eyed optimism through to the end of the year. But I find that capitalizing on the January “momentum and passion” can produce significant changes and results for your business.   One area ....

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If you’ve been following my blog for a while, you know what a big fan I am of systems. In fact, I’d go so far as to say systems are the #1 tool responsible for my success. Systems save you time, money, and sanity — because without a system, you’ll be reinventing the wheel every single time. Plus, they give you a sense of consistency. With a proven system, you can accurately predict your results and build your business plan from there.   One of my favourite systems ....

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