"Exciting, Motivational,
and Knowledgeable"


After talking with Leroy for the first time you will find out he is a roll up his sleeves kind of guy. He walks the walk and understands what
sales people are faced with in today's economy. Too many speakers just speak, if you want someone on the front lines and understands what todays sales people are up against, Leroy is your guy. - Alec Armour, Licensed Oregon Principal Broker - Prudential Real Estate Professionals

How To Remove Your Limiting Beliefs to Have A Better Career

Once You Become Fearless Life Becomes Limitless placard with bokeh backgroundExamples of Limiting Beliefs

“It takes from 6 months to a year to get started in real estate.”
“Cancer is a fatal disease”
“I don’t have time to go to training.”
“I am too old to learn how to use a computer.”
“I am not a good negotiator.”
“This is a tough real estate market- most people don’t have money to buy.”
“No one in our office is doing well.”
“I hate generating leads- people don’t want to be bothered”

We all have challenges and we all have good times and bad times there are days in which nothing goes right and days in which everything goes right. It is important to make sure that whatever it is that is limiting you from having a great life or a wonderful career is something real and not just something that you have imagined. Our perceptions can and usually do become our realities. The list of Beliefs shown above can be TRUE or they can be Imagined and the truth is that whether they are true or imagined the results are the same- they are ROADBLOCKS.

Some of the limiting beliefs that we may have are given to us by others including family members, friends, teachers, coaches, authors, managers, customers, etc. etc. However, I believe but cannot prove, that we give most of them to ourselves. It does not really matter how we get them the important thing is to get rid of them as soon as you know that you have them. Here are some ideas to help you with the purging.

1A “It takes 6 months or a year to get started” Hogwash! This is one of those limiting beliefs that I would like to see made “Illegal” and it is usually given to prospective or new real estate agents. It is a lie just like telling someone that having cancer is a “death sentence.” However, once a person comes to believe this “6 months” factor, it becomes a very Limiting Factor and a “self fulfilling prophecy.” If you are suffering with this “dump it” today because it is not true unless you want it to be. I could not count the number of agents that I have trained and taught who sold/listed houses the first week or the first day they were in the business.

1. “I hate generating leads- people don’t want to be bothered.” Many agents have developed this LB and one way to ELIMINATE it is to develop a large list of people that you know to call(Sphere of Influence). By doing this, you will have something to chat about without having to make asking for something the purpose of the call. For example you could call them now to announce that the 15 year mortgage has fallen below 3% for the first time in years and this may just be a time in which you could make a substantial reduction in the term of the mortgage without having to increase the payment. Most people would thank you for telling them this. Also, you could leave the message on VM. My point is to change the “cold call” into a “friendly call.”
2. “I am too old……” this one is really foolish and just an excuse as many limiting beliefs are. We all have had, have or will have limiting beliefs, but when you catch yourself using this one over and over try to prove it. One of the saddest days of my life was when I turned 50 and all I could think about was when I was forty and then when I turned 60 I dreamed about being 50 and now I am in my 70’s and I am proud of who I am and having lived this long. You are only too old when you want to be and why would you want to be?
3. ”I don’t have time to go to training.” We all have the same amount of time and it is up to you as to how you use it. It is amazing to me that most of the agents that I see in training classes are not new agents but the experienced Top 20% agents. Top agents realize that there is a definite relationship between how much you know and how well you do. Training and education reduce the experience necessary to do well by as much as 50%. I have not found anything new that I want to do that cannot be found in a How To format on YouTube. It is almost impossible to do anything new until you first learn something new.
4. “Cancer is a fatal disease.” I had this belief until I had a Non Hodgkin’s lymphoma when I was 45. I was so sure that I was going to die that I purchased a book on Death and Dying. Shortly thereafter, I read an article in a medical magazine that said there is no form of cancer ever discovered that has a 100% fatality rate. All I needed was one little ray of HOPE and here I am 30 years later. The facts are that 58% of the people who are diagnosed with cancer are still alive after 5 years. Live your life until the day you die but don’t die before you stop breathing.

LeRoy will be teaching HardCore Prospecting in Charlottesville on July 28th and it is a Free Seminar but you must register and here is the link: http://tinyurl.com/jkpes72.

The Unlimited Life

Your mind is a wonderful place- it can turn heaven into hell and it can also turn hell into heaven. Every great accomplishment in your life starts off as a thought in your mind and it is critically important that you not let your limiting beliefs limit your life only to realize too late what “might have been.” My advice is to have an Unlimited Mind so that you can create a “life worth living and a career worth having.”

Adding Leverage to Your Business is Critical for Creating a Business Worth Having

 The vast majority of the top agents in real estate focus on the Three L’s: Leads, Listings, and Leverage. This blog is about the last of those three, Leverage. It’s the one that’s most often overlooked but the most necessary for creating a “business worth having and a life worth living.” If you do a great job of generating leads and obtaining listings, you’ll eventually create more business than you can handle—and you’ll either hire talented administrative people to help you, or you’ll continue to do everything for yourself and never reach your full potential. There are exceptions, but they’re rare.

I once went to a dentist who didn’t have an assistant—but I only went once. You have to learn to leverage the talent available to you in order to truly be at your best. There are three “talents” you can add to your real estate business who don’t cost much money, don’t require much training, and don’t need much supervision—but they have the potential of taking a real estate business from “ all I can do” to something special.

  1. Transaction Coordinator. In my opinion, this should be the first talent/administrator you add. I say that because they can be hired as needed to take a transaction to settlement without having to go through the hassle of employing someone to work a regular schedule. Many companies would be wise to make TC’s available to their agents for a fee; I know offices that have them, and it’s a major factor in stimulating sales and listings for those offices and it is a real plus for recruiting.
  2. Mobile CPA/Bookkeeper. For years I would only hire administrative assistants who had bookkeeping skills, and they were hard to find. Today there are mobile CPA’s and bookkeepers that can be hired on a fee basis. This makes everything better, including the peace of mind that comes with knowing how well you’re doing (or not doing) on a monthly basis.
  3. Techie. Having a technical specialist who can manage a database, send email announcements/newsletters, create mailing lists, and communicate with listing farms/SOIs can add money to your bank account and give you time do to what you do best and enjoy your life to the fullest.  You don’t need to struggle with learning new technology – hire someone to do it for you- Virtual

LeRoy will be teaching HardCore Prospecting in Charlottesville on July 28th and it is a Free Seminar but you must register and here is the link: http://tinyurl.com/jkpes72.

Leverage Makes Everything Better

If you want to make more money and have more time to enjoy your life, you need to hire more people. It’s as simple as that. One big difference between a great hotel and a cheap hotel is that they hire more people to make your stay more pleasant. The average Hilton has more people working behind the registration desk than some establishments have working in the entire hotel. A key difference that separates an awesome restaurant from a so-so restaurant is that they have more talented people cooking and serving their guests. How about your business?

A Checklist of Summer Activities to Guarantee Sales & Listings in the Fall

 Blog picCarolyn and I spent a few days this past week in the Outer Banks of North Carolina, and it brought back some pleasant memories of thoughts I had and plans we made on past vacations that made our lives and business better. There were times I went on vacation when my business was sagging, and I made plans for correcting the sag when vacation was over. I hope this checklist is something you think about on vacation that can cause your business and your life to soar to new heights in September through December!

Five Action Items for June, July, and August

  1. Contact the people you’ve forgotten. Most of us have people we’ve lost touch with for one reason or another; summer is a good time to renew those contacts, so start by Read the rest of this entry »