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Hey, folks Jim Zaspel here and welcome to episode number two of a Day in the Life of Jim Zaspel, and I think there’s one thing I was doing today, I listened to a Denzel Washington video. In fact, if you are friends with me on Facebook, then you probably saw me post it and he said … This is not all that I did today. I did do something else. But he said, “Successful people are people who work hard and are consistent and persistent.” Totally true and one thing you’re gonna pick up as you gain small insights into my daily life and daily habits is you’ll discover I do a lot of the same stuff every single day.
So, today … Every day, I let my lead manager go, fired her recently, and between now and when I hire my next lead manager, I’m especially a little busy on analyzing deals, reviewing deals, negotiating deals. A lot of that today over the phone and one of my new acquisitionists actually met with a seller today, and I coached the acquisionist on how to pitch the deal. In fact, this was a deal, it’s in a rental area in, I think, it was northeast Philly and it borderline flip/rental area and so we analyzed that deal a little bit differently, pitched it a little differently with the seller.
A lot of times with sellers we say, we establish what the after repaired value’s gonna be and walk them through the numbers, the cost to renovate the property, etc and arrive at an offer price. When it comes to pitching a seller on what’s a rental type neighborhood, the key is to find similar condition houses, what they’ve sold for. Use that as negotiation with the seller. So, we did that and coached the acquisitionists ahead of time, helped them close the deal over the phone with the seller in the seller meeting.
Quick little tip for you, by the way: If you’ve gotta make a call to somebody when you’re meeting with a seller to see if you can lock up the deal, don’t leave the room with the seller. That’s like a used car salesman technique, and it breeds a tremendous amount of distrust. Just do yourself a favor and stay there with the seller. Put the phone on speakerphone. If you’ve got somebody going to the house for you. Train them to do that for you as well.
What else did I do today? I got a new guy. Dan started. My wife is a realtor with Re/Max Action Horsham, and they do a lot of business, she and her team. So, she just hired her third team member, more of an admin assistant type of guy. Anyway, great guy and yesterday was his first day working for us, and I asked my wife at the end of the day, “How did things go?” She’s like, “Oh my gosh. He asks a lot of questions.” I said, “What kind of questions does he ask?” It was a lot of stuff he could have figured out on his own.
The guy is really sharp, really smart. So, I’m not too worried about … So, anyway, I met with him. I said, “Hey, listen, my wife said you had a lot of questions yesterday, and it’s great. It’s great that you ask questions, however, you need to do a couple different things. If it’s gonna take you five minutes to figure something out yourself, or one minute to ask my wife or the other agents, figure it out yourself. First off, when we have to figure stuff out, we learn better.”, also I said, “That way it’s not costing us more manpower. If the ratio is greater than five to one, ask for help. If there’s something with an urgent deadline, we don’t want you waiting for a half a day to figure something out. Get help as needed.”
I said, “Additionally, we all get a lot of emails, so as you have questions, and they’re not urgent, and you can’t figure them out yourself, just make a list of them and once or twice a day, march into Robin’s office or Nicole’s office or Maria’s office and ask the questions, and you’ll get them answered all at once. It’s better than five emails throughout the day.” so, that’s just a quick tip that you might be able to take and use in your business as well because you just wanna make sure that your team is operating efficiently.
I try to get home between 4:30 and 5:30 each day and get a few hours of fun time in with the family. We’re going bowling tonight with the family. I told my son, have him doing my steps. We have him do extra school work. He’s a very smart kid. He’s not behind, but what we do is we have him actually do additional work, even all summer, in math as well as reading, so that he can get ahead.
His Dad said, “Why bother, he does well.”, and it just goes to show the difference in mentalities that some people have. Some people is like hey, I really don’t need to do anymore, I’m average. I think as entrepreneurs, like you and me, we do not seek to be average. We seek to do more that what everybody else does, so that we can have more and get more and do more, accomplish more than the average people. Not to make average people mad, it just means that we want to accomplish more than the average.
I would encourage you in every area of your business and life, ask yourself, how can I go above and beyond what’s expected of me. How can you make your spouse feel better than she’s expecting, he or she’s expecting. How can you contact just an extra seller or two every day? How can you do a little bit more than your competition? If you do that consistently, and train your team members to have a culture of doing more in your office then you’ll discover that before long this notion of competition is simply that. A notion, not really a reality because that consistency and persistence and hard work, hear it out over time with you and your team member, by you and your team members will absolutely crush your so called competition.
Jim Zaspel signing off for now.
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