Thoughts on Leadership: Happy New Year!

By Gino Blefari

This week my travels find me starting Monday with my typical WIG calls. On Tuesday, I joined the early morning Berkshire Hathaway Energy meeting then on Wednesday, traveled to Las Vegas where HomeServices of America and Berkshire Hathaway HomeServices hosted a networking reception honoring LGBTQ+ RE Alliance Top Producers and LGBTQ+ RE Leadership. This morning, I presented a keynote at the LGBTQ+ Real Estate Alliance Conference 2022 about “Where There’s Chaos There’s Opportunity” and gave them 16 points on how to thrive in a changing market. This afternoon, I’ll hop on a plane home to Northern California, and as I sit in the Las Vegas airport eating macadamia nuts and almonds from the famous Ethel M. Chocolates shop, I am writing this post to you.

Of all the posts published throughout the year, today’s Thoughts on Leadership might be the most directly tied to how your next quarter (and next year) will play out in business. Saturday is October 1, which means we’re done with the third quarter and into the final 90 days of the year. Why is this so significant? Because for real estate, October 1 marks the start of the New Year – well, the Real Estate New Year. (Get out your sparkly hats and streamers – it’s time to celebrate 2023!)

In real estate, we operate on a 90-day cycle. All the prospecting, lead generation, planning and marketing we do now is going to pay off three months from now. It’s precisely why our new year doesn’t start when the clock strikes midnight and January 1 arrives. Our new year begins Saturday.

There’s something else to keep in mind as we ring in the Real Estate New Year: This is when your 2023 business planning must begin. (You can download the Business Planning Essentials here.)

Having a solid business plan will keep you from the dreaded Q1 slump. Each year, when Q4 – and the holidays – roll around, with all their sugar cookie, holiday-party reverie, people tend to get off schedule. But if you skip ahead 90 days from the holiday-themed celebrations, you’ll get to Q1, which is exactly where most real estate agents see the lag from a slower holiday season.

During my 30+ years in real estate – as an agent, manager, and owner of a company – I’ve found there’s always a cash flow problem in the months of January and February. This applies to agents as much as it applies to brokerage owners.

A business plan allows you to plan for what’s ahead and avoid that problem. It ensures the busy holiday season won’t stop your momentum in 2023. At a minimum this weekend, schedule out every day for the remainder of the year, including every single day off, and every day you’ll work for the rest of 2022. And make sure on those days you work, you work. On your workdays, follow your schedule, do your prospecting, and complete every task that will drive business for you in the first quarter of 2023. As a challenge, after you’ve completed scheduling out the rest of 2022, post a picture of yourself filling out your schedule this weekend and tag me on Facebook or Instagram, so I know you’ve finished it. Hey, that’s a little accountability!

You should also complete your schedule for 2023. The first things to schedule are the most important business meetings you can’t miss. Knowing when these happen allows you to plan for your days off, so you’re not taking time off during those critical meetings. The next thing to do before you schedule anything else is to put in whatever gives you balance, like vacations and days off. This ensures you take the necessary time to recharge, and that you won’t schedule meetings on your days off. Once you’ve done all that, stick to your schedule! Never make a commitment with your time without checking your schedule first. 

So, what’s the message? Consider this post your reminder to begin your business plan now, so you can start the Real Estate New Year planning for a 2023 – and a future – that’s shiny and bright.

Thoughts on Leadership: Learning from Og Mandino

By Gino Blefari

This week my travels find me starting Monday with my normal WIG calls. On Tuesday, I had an early Berkshire Hathaway Energy call followed by the monthly CEO leadership meeting. On Wednesday, I participated in the virtual monthly HomeServices of America team gathering then traveled to San Diego to attend the National Association of Hispanic Real Estate Professionals®’ NAHREP at L’ATTITUDES. 

In between sessions and meetings in San Diego, I sat down to write this post to you. My hotel room is currently quiet, and it reminds me of another time in my life, years ago, when I paid attention to the quiet, as I drove from a Mike Ferry Superstar Retreat in Palm Springs to a party in Las Vegas.

Read more: Thoughts on Leadership: Learning from Og Mandino

Back then, I’d only been in real estate a little while, and I was hungry for information to learn absolutely everything I could that would allow me to succeed in the business. So, there I was, winding through the desert as dirt kicked up behind my car and the prickly Joshua Trees dotted every twist of the empty road. It was quiet, the kind of quiet where you can really hear yourself think. The only noise came from the book I was listening to – “Mission Success” by Og Mandino, who incidentally sounds like our own Rick Martel, SVP and Regional Sales Manager at Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.

With nothing but nature all around, Og’s wonderful voice cut through the Wild West hush, “I will live as all good actors do when they are onstage – only in the moment. I cannot perform at my best today by regretting my previous act’s mistakes or worrying about the scene to come …”

In an instant, my entire state of being changed. I thought to myself, “I have to read this every single morning because it will put me in the right mindset not just to simply get through the day but take from the day.”

And for the next 36 years I read that excerpt every single day. (You can see the full text here.) I’ve also included these words in my coaching program.

But it’s not just because of this morning mantra that Og Mandino has held a special place in my life. When I had just started in real estate, working at the Sunnyvale office of a company called Fox & Carskadon, I got connected through a top agent, Mike Ray, to see many motivating speakers . Before he got into real estate, Mike worked for Jim Rohn selling tickets to his seminars, and so when Jim Rohn, Zig Ziglar and Og Mandino came to San Jose to speak, my connection with Mike secured me front row, comped seats to the show. It also got me backstage to meet them, and it was there where Og took a particular liking to me. I couldn’t possibly imagine at the time how extraordinary it would be to have Og Mandino as my mentor (thank you, Mike Ray), but his wisdom has guided me in my career ever since.

Beyond his mentorship, speaking, and words (I’ve read every book Og has ever written), it’s Og’s story that provides endless inspiration. Og became a famous name in 1968, when his book, “The Greatest Salesman in the World” was published. It has sent reverberating waves of inspiration across the planet ever since. Actor Matthew McConaughey once said he wouldn’t be where he is now if he hadn’t found this book in his time of need.

The book was based on a short story Og wrote for Success Unlimited, a magazine that he edited. When Fred Fell, the owner of a small publishing house, read the article while waiting for a dentist’s appointment, he immediately knew it was a best-selling story. He gave Og a call, and the rest, as they say, is history. 

Yet, Og’s rise to meteoric stardom wasn’t all chance readings in dentist offices and best-selling books. His story starts long before he became an author. In 1942, he joined the Army Air Corps, where he was honored with the Distinguished Flying Cross. When the war ended, he took a job as an insurance salesman … and that’s when things started to take a turn. During long business trips, he’d stop at hotel bars during the night to have a drink, which turned into a bad drinking problem. His first wife left him. He grew so depressed he almost took his life. But instead of continuing down this destructive path, he headed to the self-help section of a local library, and it was there that he decided he’d turn his life around.

As a small tribute to someone who had a huge impact on my career, here are a few takeaways from “The Greatest Salesman in the World”:

  • You don’t have to be in sales to be a sales professional. If you’re in a business that works with people in any capacity, sales knowledge is critical.
  • Og used the same principles in the book to transform his life and become one of the most sought-after speakers in the world.
  • The story takes place in Ancient Jerusalem where a camel boy named Hafid, who falls in love with the daughter of a wealthy man, wants to become wealthy enough to marry her. He goes to his mentor who says he will teach him the principles of the 10 scrolls, which will enable him to become a master in the art of sales.
  • Hafid must read a scroll three times each day for 30 days before going to the next one, because the more he reads them, the more they will seep into his subconscious mind and become a habit.
  • Scroll 1 is about the power of habits and how good habits are the key to success. Bad habits must be replaced with habits that bring you closer to success. A new and good habit forms with repetition.
  • Scroll 2 says you must greet every day with love in your heart. Love is a weapon to open hearts and a shield to combat hate and anger. Even if you have all the skills and wisdom imaginable, you can only be successful with love.
  • Scroll 3 is focused on persistence. Small attempts (or “small wins”) when repeated can help you discover sustainable progress. When you fail, you are increasing your chance for success at the next attempt, which is called “The Ancient Law of Averages.”
  • Scroll 4 says you are nature’s greatest miracle. You are rare and unique, which is your greatest asset, and imitation belittles the value of just how incredible and unique you are.
  • Scroll 5 is about living every day as if it is your last. Yesterday’s troubles and tomorrow’s problems do not come into play. The day is all you have, and it shouldn’t be wasted.
  • Scroll 6 says mastering your emotions should always be a priority. Sometimes you’re feeling happy, sometimes you’re feeling sad but for top performance and productivity, you must have your actions control your thoughts and not the other way around.
  • Scroll 7 is about having fun. Laugh and don’t take yourself too seriously! Four words can get you through any bad day: This too shall pass.
  • Scroll 8 is about multiplying your value in the marketplace by setting a high standard of living.
  • Scroll 9 says take action. Dreams are meaningless without the action to sustain and grow them. It’s better to act and fail than not act and live in a state of stagnation. Procrastination arises from fear.
  • Scroll 10 is about having faith that what you want will come to pass.

So, what’s the message? There is opportunity in happy times and in challenges. It’s all part of the journey to success that we’re on together. As Og once said, “I will love the light for it shows me the way, yet I will endure the darkness because it shows me the stars.”

Thoughts on Leadership: A Quantum Life

By Gino Blefari

This week my travels find me starting Monday in Boston for the Berkshire Hathaway HomeServices Summit conference where I had the opportunity to speak to the crowd of passionate top producers from around the world. On Wednesday into today, I attended and spoke at the HomeServices Legal/Title and Escrow conference in Minneapolis, and between speaking engagements and meetings, carved out some time to sit down and write this post to you.

During Covid, when the lockdowns first began, I found myself watching a lot of Netflix in my downtime. After a while, I started to feel bad that I was spending time watching Netflix and wasn’t really learning anything, so I made a commitment to spend one hour every day to learn something new. I started by learning and watching everything there was to know about the dinosaurs. (I’ve always been interested in dinosaurs ever since The Wall Street Journal wrote about the day the dinosaurs died.) From there I got interested in the cosmos and Neil deGrasse Tyson. I watched all of the cosmos videos then began watching “How the Universe Works,” which is where I discovered Hakeem Oluseyi.

As I dug into each episode, I was amazed by Oluseyi’s ability to explain extremely complex material in a way that I could understand. I listened to him untangle the mysteries of the universe in his calming Southern accent and was simply amazed by his intellect.

I googled him and discovered he had an amazing story and that he wrote and narrated the book “Quantum Life: My Unlikely Journey from the Streets to the Stars” which I immediately downloaded it on Audible. I was mesmerized by the book, and even more so by its details about where Oluseyi came from that inspired where he is today.

Since then, I’ve had the privilege to introduce him twice within a three-week span – first to our top producers at the HomeServices Stronger Together event in San Diego and then earlier this week in Boston at Summit.

Born James Edward Plummer Jr., Oluseyi was sent out west to live with his aunt at the age of 10. His genius was evident — people called him “the professor” and he learned to play bridge at age six— but so were his challenges. He lived with nine different households over the span of 16 months and went to five different schools, often landing in dangerous neighborhoods. He scored a 162 on an IQ test in the sixth grade. He smoked marijuana daily by age 13, living as Oluyesi described it, “like a feral animal.”

Despite his obvious gift, he spent much of his teen years in rural Mississippi, where he balanced advanced courses with the complications of life on the streets – poverty, drugs, and crime. In high school, he taught himself to program and coded parts of Einstein’s theory of relativity into a game, which won first place in physics at the Mississippi State Science Fair. He graduated high school at the top of his class.

Oluseyi had to join the Navy in order to pay for college, but a medical condition prevented him from serving, so he enrolled at Tougaloo College in Jackson, Mississippi.

At Tougaloo College, a Harvard-educated professor named David Teal noticed Oluseyi’s promise and encouraged him to join a meeting of African American physicists happening at the Massachusetts Institute of Technology. What Oluseyi took from that meeting was clear: He had to enroll in graduate school if he wanted to be a real physicist.

Oluseyi was accepted to the prestigious graduate program at Stanford University and even had famed African American astrophysicist Arthur B.C. Walker as his Ph.D. advisor, helping him find his way through the challenges of the program. Walker was one of the first three Black astrophysicists in America and, like  Oluseyi, came from a military background . Walker’s former doctoral student, Sally Ride, was the first U.S. woman to go into space. Oluseyi told NPR that Walker “turned me into a gentleman and a scientist.”

After graduating with his doctorate in physics, he changed his name to Hakeem Muata Oluseyi to honor his African ancestors.

And the astrophysicist’s will to inspire was just beginning; Oluseyi made it his mission to motivate more Black students to become astrophysicists. In 2008, after receiving a grant from the Kellogg Foundation, Oluseyi traveled to South Africa to teach. After his instruction, the students passed their exams at the top 20% of their class.

So, what’s the message? There are so many highlights to Oluseyi’s incredible career – he taught at the Massachusetts Institute of Technology; was NASA’s lead space science educator for the Space Technology Mission Directorate; was named Visiting Robinson Professor at George Mason University – and they all occurred because of his willingness to find the way to persevere from his difficult beginnings. His success may be as unlikely as our ability to interact with intelligent life-forms that inhabit planets far away and yet, it happened, proving that no matter where you came from, if you have a dream, there’s no limit to where you can go.

Thoughts on Leadership: Lessons from the NFL

By Gino Blefari

This week my travels find me starting the post-Labor Day work week with an early morning Berkshire Hathaway Energy call on Tuesday. After the call, I hopped on a flight to Washington, D.C. to join the RISMedia CEO Exchange and had a fantastic time presenting the opening keynote for RISMedia Founder, President & CEO John Featherston. Today, I returned home and sat down to write this post to you.

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Thoughts on Leadership: The Power of Connection, Collaboration and Listening

By Gino Blefari

This week my travels find me at home, starting Monday with my typical WIG calls and the morning Berkshire Hathaway Energy call. On Tuesday, I virtually attended the August HomeServices of America corporate team gathering, and on Wednesday I filmed various upcoming video projects at the local Intero office in Cupertino. (Thank you to Marketing & IT Coordinator Thuy Huynh for your script assistance!) Today, I’m in meetings and carved out some time to write this post to you.

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