Category: Updates


Antecrastination is the opposite of procrastination.

From ante (Latin: before, in front of, prior to, forward; used as a prefix) + crastinus (Latin: of tomorrow, from cras, tomorrow).

So, simply it means “before tomorrow” and it’s my word for the year. I just finished The War of Art by Steven Pressfield (again). I’ve read it maybe 10 times and got it this time in audio format to listen to in the car. It is a book about Resistance and procrastination is a form of resistance.

Resistance is defined in this case as the only thing that stands between where you are and where you want to be. As we begin this new year (it’s the 9th of January already!) I am aware of what I need to do to get things done and more aware of the things I am not doing. Procrastination is a big thing for me but I’m working on it.

What is your thing? What are you working on? As I think about antecrastination I just say to myself ‘before tomorrow’ and it seems to help.

Another thing I am doing is filling out my Daily Focus Schedule.

Click that link and you’ll get back to the article I wrote about it. I find I use it a bit differently that I used to. I used fill it out and put it in a 3 ring binder but then seldom looked at it during the day. It helped to fill it out but my focus would wander and most times I was not getting done the things I said were important.

Now I pull out a blank form, fill it out and leave it on my desk for the day. If I’ve done all I planned on I can put it in the drawer on the stack of ones I’ve completed and fill out a new one on the next work day. If I did not get it done, leaving it on the desk makes it easier to carry over the things not done and then file it.

Anyway, it seems to help me stay focused on the tasks I said were important.

So, what is your word for the year? I’d love to hear your perspective and how you plan to achieve your goals. Maybe we can help each other.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

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PS – if this was helpful to you, please share it with your friends and agents you know that would benefit from being a part of this gang. We’d love to connect with more folks. If you sign up we’ll send you a checklist to get you started on the right path and then send you a few more things that will be helpful. It’s all free and you can unsubscribe anytime. Give it a try and see if we can help.

I’ve been working

working photo

So I’ve been quiet for a while because I’ve been working on something for you.

I am about to share a series of video lessons on how to create, sort and quality and communicate to your database without feeling like you’re begging. 3 video lessons that will be free to all and I hope will really help you plan and focus on the 4th quarter which will carry you into the new year. It’s October and it is the time to plan, to sit back a bit and focus on what’s coming in the new year. To make something happen in the new year.

This is not passive!

If you have received this via email then you are on the list already and don’t need to do anything more to get it. If you found this on any social platform then you may want to sign up below.

You are also encouraged to share this with friends and colleagues in your office so they can sign up.  This works best if you have a support group with you who want to work by referral. Being the Lone Ranger is a romantic idea that works in the movies but in your business it’s not so good.

Sign up below and share with folks who want to do the business of real estate by referral.

More to come shortly.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

PS: Signing up won’t get you any spam. I won’t share your information without a warrant and you can unsubscribe at any time. I promise.


moving photo

That has been my life for the last couple of weeks. We moved. Not far but it doesn’t matter how far it is, it matters how much stuff you have.  We have a lot of stuff and all the details consumed all my time and that’s the explanation for the recent silence. I promise to get back on the task of teaching, mentoring and helping starting now.

I had a thought as I was listening to some podcast during the move. There is a misconception about how I work and what I teach. I see 4 major ways to do this business (or any business really) and I thought a definition would be helpful.

First, I am defining ‘business’ as the task of finding more people to help. The helping part is how you get paid and I define that as your ‘job’. You don’t have to be a real estate agent to have a business and a job. We all have both if we’re self employed in any endeavor.

So here are the 4 ways I see to get more ‘business’.

  1. Prospecting – This is a direct connection to another human being in real time. It usually involves interrupting them to share your agenda and need. It is seldom about the person being contacted. It’s about you. There are exceptions to this of course but cold calling, calling expired listings, for sale by owners all fall into this category. The ROI on this is about 1%. You have to hear 99 ‘NO’ to get to 1 ‘YES’.
  2. Traditional Marketing – I see billboards, bus stop benches, bus ads, online ads, farming,  and those methods that push you and your brand in front of the market in general. This works on people who are looking for a real estate agent at the moment by cutting though their reticular activating system and can be effective if a call to action is included with a simple way to connect back to you. It’s still about you but they are interested in connecting because they have a need in the moment. The ROI here is hard to measure because as the saying goes; “Half the money you spend on advertising is wasted; the trouble is you don’t know which half”. It’s easier to measure what works and what doesn’t today but it’s still true that much of the money spent is wasted because tracking it is time consuming and we tend to just throw money at advertising. Zillow ads are a good example of this as most agents see a 1.5% conversion rate on the leads they get from Zillow. Some have figured out a way to increase that with ISA staff and better scripts but it’s still a pretty low ROI and it tethers you to a phone because the response time is critical. Not a great way to live a life or spend your money.
  3. Database Marketing – This is how I started my business in 2003 and I pursued it (an still do) to develop my business. It starts to be more about them but much of the stuff out there is taught in a way that makes it look more like traditional marketing (think ‘drip campaigns’). It’s easy to focus  on your needs (mortgage payments, food with your meals, etc) instead of what they need. Done right this can be a source for word of mouth and it’s almost the end goal but not quite. I still do this in the form of lower intensity connections, mostly passive and informative communication on a consistent basis. Everyone in my database has given me permission to contact them on a regular basis but I don’t spend much time doing it. It’s mostly email and online stuff with some physical mail in the mix. There will be some face to face interaction too if I see these folks at church or in the community someplace.
  4. Relationship Marketing – Now this is all about them. It’s more about how you can help them and not about you at all. If they know you are an agent (it’s OK to tell them that) and that you work by referral (it’s OK to tell them that too) then you have to find ways to connect, communicate and help them with their needs and they will naturally help you with yours because  you’re top of mind when that referral opportunity comes along. These are the best relationships you have and it’s where you spend most time in your pursuit of business. If you have only 1 hour a day to spend then this is where  you get the most out of that hour. If you understand that everyone knows 2 people who will need a real estate agent in the next 12 months and you have 100 people in your relationship list, your potential business is 200 transactions or 400 sides. Keep in mind, need does not equal ability and most of the need will go unnoticed by your folks but if you can get 20-30 solid referrals out of this group, it’s a great year for most agents.

So that is a lot of info to digest and I want to stop here for now but we’ll come back to this and dig deeper into how and what to do. Stay tuned for that.

I’m still unpacking and my coach says it will take 6 months to get to a new normal but we’re moved in and working toward that goal. Thanks for your patience in the silence. Comment below or email me if you want to share a thought.

Thanks for listening,
Jerry Robertson

Hello world!

This has been 14 years coming. I transitioned from being an engineer to selling real estate in 2003. I learned during my 1st year 85% of new agents fail in 3 years (or less) and that was a sobering thought.

I didn’t want to fail.

I believe that percentage is so high because as an industry are great at selling the dream but not so good at helping newbies follow through. Most agents are taught they have to do ‘lead generation’ to make it in this business but most  are taught cold calling, calling for sale by owners and door knocking as the primary means to lead gen. No one wants to do that stuff.

My story includes the unique truth of never making a cold call. Not once.

I was convinced I could do this business by referral from day one and I have. My goal for this venture is to teach everyone who comes, how I did it and how to do it for yourselves.

Stay tuned for more but I needed to get this started so I have. I hope you have a great weekend and maybe you’ll come back to see how it’s going.

Thanks for listening,
Jerry Robertson
678-616-1578 Direct

Photo by ayes