How to Make Sure You Succeed in 2018

Everybody gets knocked down in real estate. All that matters is you get back up.

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518)861-7016 or Kevin@ClancyRealEstate.com.

The year is almost over and I hope you are absolutely killing it. If you’re not—maybe your numbers are down and you are a little beat up—I wanted to remind you of something today. 

Getting knocked down is part of the business in real estate. Your production isn’t always going to go up. Sometimes you’ll get beat down. However, it’s not about how many times you get beat down. It’s about how many times you get back up. 

This reminds me of a post I saw on Facebook recently from Lance Logan. He’s one of the top KW agents in the world, but he was facing foreclosure just five years ago. He was having a rough time. However, Lance persisted and now he is absolutely killing it. 

If you’ve had a tough year, stay persistent. That’s the best advice I can give you. Another thing you should do if you’ve had a tough year is get started on your business plan for next year right now. You need to have a strong budget and you’ve also got to come up with ideas to do things better than you did last year so you don’t have another down year.

“

If you’ve had a tough year, stay persistent.

”

You’re always trying to buy the next greatest thing for your business. However, the key to your success isn’t a thing. It’s a person. If you don’t have an assistant already, I would say that hiring one is the number one thing you can do to take your business to the next level. 

I remember when I didn’t have an assistant: I was the assistant. It was horrible. Once I hired someone in that role, they changed my life. I’m here today because I hired the right people on my team.

So stay persistent and keep at it. That’s what my team has done this year, and I’m excited to reward them with a free vacation to the Bahamas coming up in a few weeks. If you have any questions for me about our team and the way we do things, don’t hesitate to give us a call or send us an email. We look forward to hearing from you.

Why Is the Number of Transactions You Do an Overrated Metric?

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

I'm fresh back from an eventful week in Dallas, where I sat on a panel with some of the best agents from around the country. It was a fantastic experience with a lot of takeaways.

The underlying theme of the week was (in order to have great success) that you need to have clarity on what you want, focus on what it's going to take to get there, and take massive action to make it happen. If you're new to the industry, or even if you've been in it for a while but can't seem to take your business to the next level, that simple theme is something the most successful agents and coaches harp on over and over again.

I was privileged enough to get a chance to speak with Chad Goldwasser, a great motivational speaker and a former KW agent who was the number 1 agent worldwide for that company with $4.7 million GCI with 120 agents underneath him. Talking with Chad and hearing what he had to say, it became clear that he built a massive business with limited upside and return for him. The way he talks about it, it sounds like he wouldn't want to do it again - it was too transitional.

Contrast Chad's experience with that of Mark Burlingame, a friend and great guy I was privileged to know well. He didn't have the most transactions, he wasn't the most powerful broker, but he was rich beyond belief in relationships. When you look at your business, at the end of your career, do you want to see it as built on transactions or relationships? Do you value the lifetime value of a client or are you more concerned with one-and-done transactions just to put numbers up on the board? In other words, what kind of business do you want to be and why?

Our team is focused on relationships first and foremost. The number of transactions we do means less than the number of lives we touch in a meaningful manner. Regardless of the business model you use, I think the best possible use of your time and talents is relationship-building; if you focus on people first, the transactions will follow.

This was just a quick thought I felt compelled to share. If you have questions about how you can use your real estate business as a means to connect with people, don't hesitate to reach out. I love talking about this stuff and would love to help!

Be Successful in Real Estate

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

Today, I want to talk to you about my experience last week. I went to New York City and spent a day with Barbara Corcoran shooting a new commercial, which should be out in about a month.

Barbara is very humble about her success, and she is really a great person. One thing she said really stuck with me: "Always surround yourself with great people." She says that's the key to her success.

This advice really struck me. For example, I graduated with a marketing degree, got an MBA, and was working in banking when my entire division got wiped out. In eight years, I've built a real estate business. We've been able to go from zero to $50 million in sales, and that's not me. That's my team. I surround myself with incredibly talented people who do a fantastic job for our clients, and I couldn't be more blessed to have this team around me.

When you're buying or selling real estate, it's the same thing. You can sell your home by yourself. You can buy a home by yourself, or use one of those new sites that allows you to just Facetime an agent, tour a home, and pay the commission via rebate. I couldn't disagree with that method more.

You need to surround yourself with professionals. Consumers squander hundreds of millions of dollars every year in the real estate process by hiring inexperienced agents or trying to do things on their own. Whether it's my team or not, you need experienced professionals. We've done this enough times that it's second nature. We close hundreds of deals a year, so we just know what to do in any given situation.


If you have any questions, please do not hesitate to reach out to me. I would be happy to help you.

What Is the Key to Barbara Corcoran's Success?

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

I want to talk briefly about a great opportunity I had recently to go down to New York City to spend the day with Barbara Corcoran - it's always a pleasure to be with her. I never want to be the smartest guys in the room - it's rare that I ever am anyway - but when Barbara is around I am far from it!

It was a great opportunity to thank her. Our business is up $12 million or so year-to-date. She said one thing to me that really struck home: "Treat your clients like family, have fun, and everything else falls into place." Think about what that means; it means you need to do a fantastic job for them, make the experience enjoyable for them and yourself, and everything falls into place after that!

How hard do we make real estate sometimes, with all the shiny new gimmicks and things we throw money at to generate leads and grow our business? When you boil it down, it's all about creating a great client experience, treating them well, and letting everything fall into place. Disney has a saying, "Get to the fun FAST," a great mission statement that rings true in all industries. If you're working with first-time buyers, finding a home should be fun! If you're working with an older couple who is looking to downsize, helping them find that new home should be an enjoyable experience for them! You have control over the experience your clients have - so it's crucial you help them to have fun and enjoy the experience.


Barbara built her $64 million business on that simple philosophy, so it's worth thinking about. If you have any questions or would like guidance in building your business, please don't hesitate to reach out out me. I would love to give you a hand in any way possible!

Build a Big Business with a Small Budget

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

Today I want to bring you more value and in doing so I also wanted to speak about how you can 'crush it' even with a limited budget in your business.

I recently got back from the real estate trade show, and everyone wanted to know what it was like working with Barbara Corcoran. However, after a while I noticed that everyone I spoke with was trying to tell me that they didn't have the money to spend on marketing with Barbara Corcoran.

I want to put the rumors aside, because I didn't spend $50,000 or $60,000 to shoot the commercials with her. I'm going to New York again, and I'm actually only spending $1,600 to shoot another commercial with her. I was fortunate enough to be invited by her team while they used the studio.

So, if you don't have the ability to work with Barbara, how should you compete?

I think Chris Smith hit the nail on the head with this one when he said that service is marketing. If you have no budget, then let your service sell itself. When your business is smaller, you have the ability to interact with each and every one of your clients. People enjoy that - and that's something I can't do anymore. I just don't have time to see everyone.

The edge that you have as a smaller company or team is that you have more time to devote to your clients. You can put more energy into your introductions, into your goodbyes, and into maintaining those relationships down the line. I have too many clients to remember all of their names and their kids' names. One trick I recommend is to write them a handwritten note after every transaction (which we actually still do to this day).

All in all, you have the opportunity right now to show your clients how much you care about them. Shake your clients' hands. Hug them. Talk to them. Just show them that you care! Make your service personable and memorable and they will come back to you!


As always, please don't hesitate to reach out to me with any questions or concerns!

How Do You Survive in the Modern Real Estate Industry?

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

Today I just wanted to talk about an observation that I made in the past few days. I've had multiple agents come into my office after starting their own firms, and they're at a loss for who to call to speak about leads. They've exhausted their databases and their contacts. They didn't know who else to call for leads.

One thing that I resent about this industry is that it's been taken over by large, Fortune 500 firms that sell leads back to us. I'm not a fan of this, but sometimes you must play by the rules that the industry creates.

Referrals alone are probably not enough for you, so at some point you may need to pay for your leads. I spend nearly $100,000 per year in order to gather leads. This gets me quite a lot of leads, and I depend on my team to follow up on them.

This is also why it's essential to be working with a team in our industry. As a single agent, you just can't respond to leads as quickly as you need to.

If you're struggling as a single agent, please don't hesitate to reach out to me. We're always looking for good people to join our team. If you have any questions about an opportunity here at Clancy Real Estate, please don't hesitate to contact me!

Are You Truly Committed to Your Real Estate Career?

Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

Today, I want to share some insights with you, particularly if you are making under six figures in your career. There was a time when I struggled immensely in my career, and I wondered if I had made the correct choice. Ultimately, I made an absolute commitment to be successful in my career.

We all have fears. I was afraid of heights, and I made it a point to face my fears. Skydiving helped me realize that my fear of heights was just not rational. As the plane approached jump height, I was petrified. But once I jumped, I became totally relaxed.

Why did that happen? Because once I was in the air, I was committed. The entire plane ride up, I had the option to back out. It's the same with real estate. Once you commit to it, things change.

I really believe that the key to success in real estate is commitment. Commit to excellence, to learning something every day, and to doing a great job for your clients. That's how you get the $20,000 commission check every week. There's no point in dabbling in this business. You need to be all in.

If you have any questions, please give me a call or send me an email. I'd be happy to offer further guidance.