January 25

Top 3 Prospecting Techniques in 2023


In today’s episode of The No Limits Selling Podcast, we have Adam Sindeband, Team Leader of SindeBand & Djozic Team.

Guest Bio:

Adam has had one central theme throughout every path he takes, which is creating relationships that last. He felt there was no better way to express this passion than through real estate and helping people find homes they love, which he’s excelled at.

His real estate career began in 2014 at a boutique brokerage firm in New York City. Adam then went on to partner with two colleagues to bring the team over to Oxford Property Group, drawing on their 35 years of combined experience in real estate. Building their successful team up since 2015, they opened DiGiulio Group Real Estate in 2015 and underwent a major merger with Oxford Property Group in June 2021. This collaboration resulted in superior apartment selections throughout the boroughs of New York City, and armed them with unlimited resources for all their clients’ needs. Now with Corcoran, Adam has capitalized on the brand’s unparalleled name, reach and tools to raise the bar even further on the level of service and results he delivers. 

Find Adam Sindeband: Website, Twitter, Instagram, LinkedIn

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on The No Limits Selling Podcast, where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.

Umar Hameed 0:40
Hey, everyone, welcome to another episode of the No Limit Selling podcast. And one of things I'm excited about is we're just releasing this new app called Mindset Boosters that allows you to decide how you want to feel or act in any situation. You've got the power to do that in the palm of your hand. And today, we have Adam here. He's a realtor in New York City. Adam, welcome to the program.

Adam Sindeband 1:03
Thank you very much, man, I really appreciate you having me on here today. And Happy Friday.

Umar Hameed 1:07
Happy Friday. So give us like the 60 second bio, how did you get into real estate and who you're working for right now and tell us about yourself in that short, 60 second window?

Adam Sindeband 1:19
Sure thing. So I got real estate on the way, this is never something I saw myself getting into. I studied political science and journalism in school. I always liked sales. But I just never saw myself getting into this kind of role. And my first business partner that I met about 10 years ago was also my agent. I'm starting another job here, and didn't work out after a few months, we've been there. But him and I became close friends and I got real estate while looking for other job opportunities. But it was a way to make some quick cash or there. And I fell in love with the career and 10 years later and what felt like me clawing my way through and help building up a company before the pandemic and then sort of merging with another company and leading a team for about nine of those years, finally taking about 12 agents with me over the Corcorans office over at Park Avenue South. Back in June of last year, we're coming up on that seven month window that we've been here. And it's probably been the best decision we've ever made as a team. And, you know, not only for our business, but just in terms of our visibility and what we're able to do it this morning.

Umar Hameed 2:26
Superb. So we're going to talk about the team in a moment. But I noticed you've got a motorcycle helmet behind you. And when I learned how to ride, the instructor said, number one, if you're gonna ride a bike, take a course. So I took this course and the instructor basically said, when you ride a bike, you have to assume that every single motorists on the road is trying to hit you intentionally. And if you ride like that, you're gonna be safe. And if you kind of let your guard down, and it's not that motorists are evil, they just looking for two and a half ton automobile and they don't see the bike at all. It's like a blind spot. Right? So good advice for writing. So what is the equivalent of to being a realtor? Like is it this rule of thumb that you could use like that bike metaphor, so you can become successful at this career?

Adam Sindeband 3:12
You know, that's a really interesting analogy. But, you know, after this many years of being in business, I have found that there's just no one single method to be successful. You know, you can go the route that I went, right, which is just pushing through on open listings, which is where everybody has access to this landlord, or listing for the rentals side of the business, which is where I'm started for the last, you know, eight, nine years until I got into the sales, marketing and corporate. Or you can go straight into sales, you can go into commercial, you can go into developments, there's so many different ways you can go about this business, but I find that there's just no one, you know, single string method to get into this business unit city. That's kind of the beauty of why it's so great here. But I think you definitely need to have some attributes for yourself as to in order to be successful. And a lot of that starts with, you know, being consistent. You have to be consistent in this business, you have to be diligent, you have to put in those long hours, you have to, you know, sort of keep looking forward to this industry, I find that there's a lot of things that can hold you back. And, you know, rejection is a consistent factor in this business. But if as long as you keep moving forward and keep looking up and, you know, be consistent on what you're doing. And so eventually something's going to stick where it can lead to success.

Umar Hameed 4:40
Absolutely. And I think like there's some fundamental things like you said, that we need to be able to do and I think you hit the nail on the head on one of them, which is hard work. Like there's a quote from Will Smith that I like is like, you know, there's better actors than me, but no one's ever gonna outwork me and I think that's where success happens in real estate and then people take the foot off the gas US, and they're relying on referrals and some other stuff to keep things going. And it's like, no, don't take the foot off the gas. This is how you build like a great career. So Adam, what I'd like to do is since you are an expert in this field, and you've like bled on the streets, they're gonna get this experience. So how do you get more referrals? And how do you consistently ask for referrals? Because that's an area where a lot of realtors struggle, what would be your best advice?

Adam Sindeband 5:30
Ah, great question. Um, well, I think that kind of starts with sort of how you're organizing your business, right? You know, especially when you're doing rentals, right, which is 70% of the market or so here in Sydney. So lentils is a big component of the business in the city here. And people make, you know, easily six figures a year if they're doing it right. And I know that's kind of unheard of, for a lot of the country where you know, rentals is in most brokerages, something most people don't even talk about. But in the city, here, it's bread and butter for a lot of agents. But the way that you organize your business and the way they organize your contacts, one of the beautiful things about Corcoran here is sort of how they build out their CRM, right. So that's sort of how you're able to stay in touch with your sphere of influence your network, and being able to say in their faces consistently, right? For me, the best way to get referrals is being able to build out that CRM, you got to spend those long nights, maybe grab a glass of scotch after hours, sit in front of your computer for the next six hours and input as much information as you possibly can in your context, whether that's birthdays, whether that's, you know, if they have kids, if they're married, and they're single, all this information becomes relevant. So that way, you can continuously stay in touch with them. And that has proven to be very successful for me. And it's not only build referrals, or repeat clients, but it also created a lot of great friendships. And you grow with your clients, right? That's kind of the beauty of it. I remember, I've rented clients that I had a $1,500 budget, and now they're met, they're engaged, and they're looking to buy their first home for almost a million dollars right now. And they're looking in the West Village with me as we speak. You know, that's something where, and obviously, that's, that's a cherry picked example. And I understand that, but it is, there is a kernel of truth there where that's how a lot of building with your clients over the years of your career. And, you know, you build on that success, and that those branch out whether they reach out to you about their brother, or you know, another family member that's looking to buy something, or rent something which is actually currently happening with them right now with me, you know, and that's a great way to build that out. But you're never going to do that by trying to keep it all in your head, especially when you have a decade plus in the business, you need to build out a system that works. And for many years, I used the system that was very guerilla style warfare of of a CRM that I built out on the cheap, I built it out myself, I didn't have the resources that I do now here, but that's yarn was helpful. But now with the system I have today, it's unparalleled. You know, I have automated messaging that's getting out for everybody's birthdays, and you know, getting in touch about anniversaries and certain dates and stuff. Like that's important to my clients where, you know, I'm consistently in their face in the know, newsletters, etc. You know, that's a way that you're going to be able to build that referrals because you're staying present to them consistently.

Umar Hameed 8:19
So brilliant, and then just kind of adding to that referral story. It's very much at the end of the day, the quality of your life is the quality of your relationships. And if you can become that realtor that has that base of friends, one of the things that some of the realtors do is they're the go to person, I got a plumbing problem. I'm gonna call Adam, I got this happening. I'm gonna call Adam and you become that trusted adviser that you get generational referrals coming in if you do it right.

Adam Sindeband 8:46
Hopefully not too much on the plumbing end of things. I may not be an expert in that division, but you know, moving some furniture, you know, showing some cool restaurants or trendy bars to go to I got you on that one for sure as well.

Umar Hameed 8:59
We're going out. Prospecting. A lot of people struggle with prospecting. What are three pieces of advice you'd give people on how to prospect better and do it consistently?

Adam Sindeband 9:09
Oh, this is a great question. So actually, I know that it's so timely that you asked this. So last night, my team and I we got here we were in the office until about 10 o'clock last night or 9:30 or something the resident time. Ray was a bit foggy last night pretty late. I bought a bottle of gin and I got my whole team the conference room. Put it up on the big screen with you know, contacting for rent by owner for sale by owner. Landlords with new listings and stuff like that reaching out to these people to like prospectors right to get listings, exclusives on the rental and the sale. things right. And we were making phone calls from at 6:45 at night until almost 10 o'clock last night. And we came back from a couple appointments this morning including a listing appointment for the upper west side for a gorgeous duplex apartment and the is playing on a nice streamlined Street. They're like very central New York. And, you know, that was just from sitting there having a couple of drinks with my team, making it fun having some dinners and pizza, whatnot. And kind of just getting out there and just kind of going right into the thick of it, I find that if you've got a prospect, you gotta get out of this mentality of acting like I was just saying this the other day, I find that a lot of agents treat it like it's a really cold pool, or it's cold water at the beach, and you're like slowly, tiptoeing and dipping a toe or two in the water. And you're like psyching yourself out where it becomes a much bigger obstacle than it really is. And the best way to go about it is take the plunge, you just got to dive right into it, you just got to get to the thick of it. And you get to make those phone calls, you can make those mistakes when you're prospecting because you're going to learn from them and get better at it, and you become more comfortable on the phone. And sooner or later, it's going to be second nature to you. And sure that fear is gonna do away. And if you're able to get on the phone and do cold calling and prospecting, you can build a business of multi multi million dollars. But you have to just take that launch.

Umar Hameed 11:09
Absolutely. One of my clients, they've got 10 agents, and they had a dial day. Last year, they dial every Thursday anyway. But this particular dial day, it was like, We are all going to have 100 compensations today. So that means you're dialing way more than 100. So they had 1000 conversations that day. And the amount of business that came from that day for the entire team was like off the frickin charts.

Adam Sindeband 11:34
That's amazing. See that, that I love because it gets me energized, as you can already see me getting talking about it. But that's the kind of stuff that gets me energized, because there's no way that you're gonna develop in this business, if you're not making those cold calls. And those attempts you have to do. You know, in a city as big as New York, you can't just walk around the streets or tenant market. You have to go out there and you have to make those phone calls. And you got to be diligent about it. But most importantly, you got to have fun, this is a really stressful job. And I can't say that enough. You know, I drive a motorcycle because I need excitement in my life. Right? But, you know, you need to be able to take the jobs and have fun with your job, no matter what you really could say they're able to drink in New York at the same time for their job. And directly, you know, it does help take the edge off. And it makes it fun and creative. And I think any team leader out there always has to look for that spin, where you're not only having others, you're having fun with what you're doing with your team. And being innovative. We're also making wholeness.

Umar Hameed 12:42
Yeah, I think part of it is when you go and do fun things with your team, that's really nice. But when you do something challenging together, like a picking up the phone and dialing, that's where you really build the bonds that join because it's a lot easier to do it as a team as opposed to doing it individually. So one of the places where people fall down is follow up. And you talked about the CRM and the need to follow up. But what are three ways that people can follow up properly, consistently and turn follow ups into into cash?

Adam Sindeband 13:12
Great question. You know, when you say follow ups, just if I can kind of ask for details.

Umar Hameed 13:22
So follow up would be one of the things that you know, is is a knife through the heart is when you call up a previous client and they go oh my god, it just bought another house. I didn't think of you. And it's not their fault. It's your fault, because last time you fold it up with six months ago, so that kind of follow up or my cousin oh my god, I recommended somebody else from my cousin, I should have picked you. I'm so sorry. Adam is like, yes. Okay. It's like dammit, I should have stayed on top.

Adam Sindeband 13:48
Yeah, that that has happened to me more times than I can count. And I've learned those lessons the hard way. Unfortunately, I'm sure there are so many people who are listening and that could agree. But I could, I could definitely tell you that I don't allow that to happen in my business anymore. And I'll explain a little bit of what I've done to avoid that. I run a team with less than 10 agents. So you know, I can only imagine if you're willing to team up more than that, and how stressful that can be. And in your mind in 6,7,8,9,10,15 different directions all day. I don't have the time to sit down and try to remind myself that I got to reach out to this person for their birthday, or I got to reach out to them about this newsletter all you got to do this. Or that I don't have that kind of level of time where I can do that. And if I do, it's usually at nine o'clock at night where I'm ready to go. So, you know, that's not something that I would recommend to do. I think the best strategy that I came up with is by all of months goes this way. So what I did is I built out my CRM where it automates out messages based upon certain dates of time. So it's automates a birthday message. Stay In their mind at least one extra time a year. That's that's key, right? Or a newsletter goes out on a quarterly basis about things that are happening in the city right now, things that are currently on the market that I have as exclusives, etc, right. So that's, that's another four times a year that I'm staying in touch with them. So now we're at a total of five times out of 12 months out of the year, right? Then I may also reach out to them on a three month basis after they're moving in, right? How was the move? Have you enjoyed the neighborhood yet? Maybe there'll be a six month from now as well to their lease term or their time, but purchase that I'm now touching base with them again, to make sure that I'm checking in on them and how they're doing, right. Are they enjoying the neighborhood? Have they been, I was actually just in this neighborhood, whatever the variation of the message will be. And that trigger point, when I automate all of that to happen over time, without me having to think about it, yes, it took me hours and hours and hours of time to really kind of set it up messages right? But time well spent, and his time well spent, because I could tell you, I just don't have some of those automized messages in the last six months alone. I can tell you personally, into my own bank account, off of little time that I've had it up in the money. It's put $10,000 in my pocket just for that little time.

Umar Hameed 16:18
Love it, and it's going to continue paying off.

Adam Sindeband 16:21
Absolutely. It's still in infancy stage. But I give it a couple more years. And you know, we may be talking well over 10.

Umar Hameed 16:27
Yeah, nice. How many agents are you leading right now?

Adam Sindeband 16:31
Great question. So I'm leading eight agents in total right now. And, you know, I, the largest I've ever run is about 15 agents. But this is going back in time before well before I joined up. But I feel that one we're at right now isn't very healthy. And it's, it's enough where we can cover a lot of ground. But it's not overwhelming, where I feel like I can't give enough attention to each agent, which is exactly kind of where I want to be in that balance where I can give everyone attention it deserves and the attention they need to grow and prosper in their business because a lot of the agents that started with me had no real estate experience whatsoever. So I really their mentor, their coach, the therapist, firefighter, figuratively.

Umar Hameed 17:18
Yeah. So think of what those agents don't tell me the name of the person, but think of the person and say I got the person in mind.

Adam Sindeband 17:24

Umar Hameed 17:25
That person you're thinking of, they've got certain areas of strength, and certain areas where they struggle. What's the area that they struggle in? When it comes to real estate? Is it prospecting? Referrals? Relationship with money? Like, what's the issue?

Adam Sindeband 17:42
Ooh, great question. I wouldn't say it's any of those things. I am thinking, Oh, my God, she's actually my top agent. You know, but he, just because he's the top agent doesn't mean he doesn't have his struggles, right. We all have it in one way or another. But I would say his struggle really stems with connecting with certain clientele, on on an emotional level. You know, he's a very logistical and analytical individual. And that makes him incredibly organized and well suited to really be responsible for any kind of listing. He's, you know, in touch with, but he needs to work on sort of tapping into more of his emotional side clients.

Umar Hameed 18:22
Connection. Yeah.

Adam Sindeband 18:23
Yeah. And he's, he's learning, he's learned a lot in terms of his mistakes on that, and sort of how to make that connection stronger. But I think for majority of his life up till now, he's never really had to tap into that, you know, in all other businesses he was a part of so this may be a learning curve for him. And he's watching other agents on the team who do have that as theirs. But cool, so him, it's a work in progress. Go ahead.

Umar Hameed 18:50
So your best guess if he could solve this one issue, how many more transactions a month? What do you do?

Adam Sindeband 18:58
Oh, well, I know he'll be listening to this. So I want to say as much as as much as possible. But if I really put a number on it, I would say that would probably add an additional two deals a month for him. Just say he was doing three deals a month.

Umar Hameed 19:13
Yeah. So here's something kind of interesting is we've been doing this research for a while, and this is the data that we've uncovered is that fear and anxiety impacts about 80% of Realtors, okay. And it reduces their income on an average of about $150,000 a year. And it could be they're really strong in let's say prospecting and they're really strong in this area. But this is one area of real estate where they're kind of weak in that they shy away from let's say, it was asking for referrals consistently, by not doing that. It has a financial impact on what they do that year. And so I was recently in Burlington, Ontario, and they estimated that it was two transactions that they would have done more. This is 100 Agent So this is the average of 100 agents. And in their market that translated to, it was $18,000 per transaction, what they would have taken home, that's 300 and some $1,000 that they didn't take home because of that, I was in Manhattan with agents that are actually selling condos. And their estimate was about to book for them is $50,000 per transaction. So that was $1.2 million a year that they did not get to take home because of one area. Wow, the mirror and anxiety came in. And so a mind blowing, right, because none of it is like, we're all doing well. But so take sales as an example, right? Outside of real estate, just general sales. Here's the sales process. It's prospecting, getting conversations with clients, doing the presentation, handling the objections, number three, number four, closing the deal. And number five, getting referrals and deepening into the account. And so if somebody's weak in any one of those, let's say getting appointments..

Adam Sindeband 21:01

Umar Hameed 21:01
...and they're great at closing, they're not closing enough, because they don't have enough at bats. And if they're weak at closing, and they're not getting enough at bats, then you know, it's we're getting enough at bats, but they're weak at closing, a lot of those things are slipping through the fingers. So that's we made it our mission is how can we get realtors and salespeople to become fearless in that one area. And when we do that, it adds significant revenue to their bottom line each year. And we don't teach them how to do what they do the selling part, but we make them Fearless. And that's been like our focus for many years. Does that kind of make sense?

Adam Sindeband 21:36
Well, I think that the anxiety factor that you brought up as well really makes a lot of sense. And it's something that just wasn't never put to me that way. But I completely agree with that. And you know, I'm curious on your take on this sort of what the data you have, because I don't have it in front of me. And I would love to be able to take a deeper dive into that with you, of course. But I, I'm curious as to sort of when you're running a team, right, you know, each agent that's on the team has different strengths and weaknesses. So we were discussing prior, but the way that they can complement each other and maybe help evolve, you know, what there's..

Umar Hameed 22:13
...like, like a jigsaw puzzle.

Adam Sindeband 22:15
Correct. And I know I have agents that are much stronger in in showing, you know, apartments for sale and for rent, as opposed to, you know, they're much better when it comes to the logistical and on the paperwork. And it comes you know, sufficient to boards and submission with, you know, the clients and for prepping for interviews and stuff like that, as opposed to I know others that you know, the moral know the market incredibly well when they're working with, you know, directly with the buyer or a renter. And they know every listing out there on the market and their ways of picking listings for them to go see that they know they're going to close them off. Right. So I consistently make sure the word open environment for my agents to be able to listen into everyone and see how they're interacting. But that's kind of my way of kind of, as you mentioned, a jigsaw bringing everybody together and helping, you know, sort of complement each other's strengths and weaknesses. And I have seen some evolution into that. But I'm sure I'm sure there's got to be more ways than that you want to help strengthen some of these agents weaknesses.

Umar Hameed 23:18
So one of the things that happens is this is that money isn't money, money is emotions. So I'll tell you a story, a friend of mine, his brother borrowed 100 bucks from him about eight years ago. And he can ask for it back. Had the guy borrowed the drill to drill a hole it would have been Dude, where's my drill? Money. It's like, you know, he'll think I'm greedy or, or I'm needy. And it's just whatever we tell ourselves inside our heads. And so we have a financial thermostat that we have as human beings. If you're a realtor, and you got a financial thermostat that set at $150,000 a year, even though you want to hit $500,000 In take home pay the unconscious mind is like you're only worth 150. As soon as we get near that you start basically taking the foot off the gas or screwing up or something happens that keeps you there. And so part of being successful in any endeavor is this formula. Least world according to Umar, IT skills times mindset equals results. And if you have really great skills, and you have a weak mindset, basically the results are dramatically lower. And if you have okay skills and a really good mindset, you can get pretty decent results. But if you have really strong skills and a kick ass amazing mindset, right, then maybe you become one of the masters of the universe in whichever area you want to play in. And so I think that mindset peace is critical.

Adam Sindeband 24:48
You bring up a fantastic point that I would love to share with you as well. You know, speaking of mindset and skills I first started in this business, obviously it was not something I had planned, but financially speaking I was 22 years old and I had $297.32 in my bank account when I started in real estate. So I would say I was not very prepared, you are poised for failure. Exactly. And you know, I went quite a few months without making any money at all. I mean, I was walking home in over 100 blocks to go home because I couldn't afford the subway. You know, I don't know what the statute of limitations is on this. But I have had the turnstile couple times at that point in my life, because I was so broke. You know, I didn't really know where I'd be getting lunch or dinner that day, because I just had to hustle and figure it out and maybe collect a couple of coins so I can get $1 Slice pizza, right? There was a lot that I was struggling with. Now, I could have had the mindset that I have going to fail. And I could have had the mindset that despite all my skills, there's just no way I'm going to make this happen. But some 10 years later, I'm here and I'm running a team and the most successful real estate company out there saying the globe, you know, so I could have had that same mindset. And I think to any realtor out there was thinking about getting in real estate, who is in real estate, remember something if I can do it, there's a lot of people that can do. And when I my first few months in the business, and I was so focused on making money, and despite, you know, sort of where my head was at, I was striking out left, right and center with every client I was meeting with I married 32 clients in my first month and a half of the business I closed zero people..

Umar Hameed 26:28
...by the way, 00, poor bad, but the 32, That's frickin amazing.

Adam Sindeband 26:32
Yeah. So, you know, obviously, I knew what I was doing to get people in the door, but I was still turning them away, and I couldn't close them. And the reason why is I wasn't paying attention to the other part of your formula, which is skills, my natural ability of skills to be able to communicate effectively with people and relate to people is sort of my best asset. Okay, and I wasn't using any of that, I was more concerned about putting dollar signs in my eyes, because I was obsessed with trying to make as much money as I could to get out of the hole I was. And once I kind of gave up on the idea that it's all about making money making money, and it's about developing my skills and letting things happen naturally, the following month, I closed four deals, and I only met with 12. So we're smarter, not harder.

Umar Hameed 27:16
Well, there's two things happening there, at least according to me. One is, so learning the skill sets. Yes. So I'll tell you another story to kind of bolster what you just said, there's this like, amazing woman her name, it's gonna first name, last name is Northrup, she's in Baltimore, Maryland. And she and her husband had this decent marriage. And he decided to become a realtor. And he went to college to take the course become a realtor. And then he says this weekend coming up, honey, we can't do anything because I got to study for my exam. And if you want to, you can study for the exam, too. And take it although she's not taking this, like college course to do this. Guess who passed the course the following Monday and who failed, she passed, he failed. So he decides to I'm not sure this caused him to decide. But he decided to have an affair with her best friend. And it dissolved the marriage and him and her went away. And she's left with two kids. And she's a school teacher. In the SEC, there's no way I can support my family with, you know, being a teacher, I'm gonna become a realtor. And so for the first three months, all she's talking about is my husband ran away, and I'm by myself and I've got two kids, and it's all a victim, victim victim. And then her boss took her aside and said, Look, this is not working out, because I like you, I'm gonna give you this employment assessment to figure out what you'd be better suited for.

Adam Sindeband 28:43

Umar Hameed 28:44
Because he takes the assessment, guess what the answer is, you're suited to become a realtor. He gives her he gives her another try. He realizes that it's not about me, it's about the customer. And it's not about my sad story. It's about how can I help you get the house you want. And all of a sudden she starts closing deals. And when she gets to a certain level, she noticed another woman that's doing better than her and she's writing these amazing stories about houses. This is like a Cinderella's home. And if you get this and it's like flowery kind of language, she starts doing that. And she became the most successful female Realtor in Maryland. But I love that story of that mindset shift.

Adam Sindeband 29:27
That's amazing.

Umar Hameed 29:28
For me, I start focusing on my clients and for you. It's harder than focusing on money, I suspect in some ways, because you have the skills part of the skills we're focusing on the client. So I think it's all an evolution and so before we part company today, Adam and we're going to talk again, I guarantee.

Adam Sindeband 29:45
Me too.

Umar Hameed 29:46
...is two questions. What's the best advice you've ever gotten from a mentor someone else to be a great realtor?

Adam Sindeband 29:52
Great question. I would say the best advice I Have you ever been given in real estate? Bilateral? Should I name the individual or?

Umar Hameed 30:07
Well, yeah. Sure.

Adam Sindeband 30:08
So I would say it comes from my senior managing director here at Heartland, New South Alex Jones. And he's really been amazing in terms of, you know, helping me kind of bring my team up to speed and bringing us over Corcoran and kind of giving us more opportunity than I ever could have thought. But it's, it's really kind of comical what how simple the advice is, but the mantra is, you know, just go for it, whatever it is, any idea, whatever you're thinking, just try and shoot for it. And eventually, something's going to stick. But you can, let's do one thing, you got to try everything possible. Even if it sounds crazy, even if it sounds like it may never work in a million years, go for it, try, do what you can, because at some point, you're going to be in the right place at the right time. And you're going to align yourself. And I find that that's how the best, best advice ever has been given because no one not too many people tell you to try anything, even if you think it may not be the best or brightest idea. Because it's put me in a lot of positions where it's not only gonna be my first or my second or my third or a fourth sales exclusive, but it's continuing to pay off in dividends every single day and every single week that I've been here. And I think it's a mantra that's going to carry with me probably for the rest of my career.

Umar Hameed 31:27
Love that. I'm going to name that for you what this process is called a tribute, Alex because he's the one that came up with it, but it's called the Toddler syndrome. And here's why. In systems theory, it's not the most powerful person that has the power, it's the most flexible. So take mom, dad and his two year old who's got the power dad or mom, who's the most flexible the two year old, I will be cute. I'll ask the right parent, I'll throw a tantrum, I'll hold my breath. I'll do whatever they can to get what I want. And that's basically what it is right? It's like just being flexible and try everything to achieve your goal is a two year old. I love that last question. That is what the mind hack you'd like to share with people that allows them to be more productive, sexier, healthier, like what's the one thing you want to share?

Adam Sindeband 32:15
Always make personal time for yourself. Nothing drives me crazy, then when I see an agent also beyond burnt out. And working six, seven days a week non stop non stop, not taking any personal time for themselves, not taking any time for them to to feel healthier in a mental or physical way, consistently eating junk food, having odd sleeping patterns eating at 11 o'clock at night. You cannot believe how many agents I see like that in New York City trying to get successful in this business. And I can tell you, from experience of redlining myself, for so many years in this business, there's a lot easier ways to work hard and smarter than doing that. And you have to make sure that you're allotting time for yourself for your physical and mental health, to better yourself, because people can read it all over you when you're on a showing or you're in a listing appointment, whatever it may be, when you're not at your 100% Pitch Perfect self. And that's the last thing you want to be I'd rather not even do a showing if I'm not in that mindset, because people can read it all over me. And I'm a very, you know, extroverted, outgoing person, and I'm always out, but I have to take care of myself and make sure that I'm consistently treating my body and myself and keeping myself in mental check. Because it's pretty easy. Yeah, that's.

Umar Hameed 33:34
So here's another reason to do that. Because I think that's great advice is that part of the reasons people hire you, Adam is is not so much for when things go smoothly. Because basically, you're like a waste of space. When things are going smoothly, Adams useless. Things go sideways, it's your confidence in your strength that they rely on? What allows them to get over the finish line? Absolutely. When you look after yourself, it's not an act of being selfish. It's an act of serving your customers.

Adam Sindeband 34:06
Yeah, and I can't I can't put out somebody else's fires when mine are raging in my backyard. Right? That's, it's the last thing that I viewed capable of doing because also I'm just stressing myself out even further. So it's important to, you know, just because you're working seven days a week and not doing any real business doesn't make you a All Star agent. It just makes you somebody who's well beyond their burnout point and needs to take some self care. You know, whatever that is going to the gym for an hour, you know, three, four days a week, maybe that's, you know, going on a spa weekend, once a month, whatever it is that helps you maybe it's sitting down and playing some PlayStation. I don't , I don't care what it is. Everyone has a preference...

Umar Hameed 34:44
It rejenuvates you. Yeah. Brilliant. Adam. This was a delightful conversation. Lots of great advice. Thank you so much for being on the show.

Adam Sindeband 34:54
Oh, well. Thank you for having me. And I do hope we get a chance to chat again.

Umar Hameed 34:58

Umar Hameed 35:04
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of Neuro-Linguistic Programming and that is the fastest way to get better results.


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