TEXAS EDITION
How to Get the Biggest RECHARGE Out of Your Lunch Hour Killing Clients with KINDNESS AND VALUE Top Agent Tips and Questions for CHOOSING YOUR LISTING AGENT 4 WAYS TO WIN the Battle Against Procrastination
FEATURED AGENT
BILLY MULLEN COVER STORY
VICTORIA PRINTZ
TEXAS EDITION
BILLY MULLEN Top Agent Billy Mullen of Keller Williams Realty in 7 Fort Worth, Texas is a fighter: he’s fought his way to the top of his profession and he fights every day for each and every one of his clients. With a focus on premium customer service and an honest, integrity-based approach, Billy has earned his reputation as a Realtor who can be trusted to put his client’s needs front and center during every transaction. Fully committed to helping them achieve their goals, he has become one of the most trusted real estate professionals currently working in the Lone Star State.
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services is this one: “Not only did mendous first impression, he demo high level of professionalism and the entire process. We really felt lik mitted to representing our goals and handled the whole transaction in an parent fashion that allowed us to tru He has our deepest thanks and our f
Billy’s conscientious and broad-spec his listings has resulted in maximum the many tools in his arsenal are ope VICTORIA PRINTZ BILLY MULLEN Billy began his journey in real estate following a circuitous career online and social media presence, fliers, profess path that included eight years in the Army where he performed and self-produced YouTube videos, all of which air traffic control systems repair and also trained fellow soldiers fact that his properties rarely linger on the marke in hand-to-hand combat and military maneuvers, among other responsibilities, both domestically and in Iraq. Billy then earned Actively involved in his community, Billy par his Bachelors Degree at UT Arlington, followed by a successful Williams’ legendary Red Day community servic stint as an Operations Analyst and Operations Manager for a Forinvolved heavily with a program that teaches l tune 50 company. After a lucrative effort flipping homes, Billy city children through golfing. decided to cut out the middle man and get his real estate license, 4) HOW TO GET THE 18) TOPWhen AGENT TIPS AND and has been with Keller Williams since 2015. he has free time, Billy enjoys nothing m BIGGEST RECHARGE OUT QUESTIONS CHOOSING time withFOR his wife and son, and is adamant abou With more than sixty percent of his business based on referrals urday off to be with them. “My family is very im OF YOUR LUNCH HOUR YOUR LISTING AGENT from satisfied clients, Billy is clearly doing something right. “I says with obvious sincerity. “and that’s the day w think it’s because I treat each of my clients as if they’re my priority, I love watching my kid play basketball or socce 13) KILLING CLIENTS WITH 22) 4 WAYS WIN because they are,” he says by way of explaining this exceptional a hike orTO to church.” level of client loyalty. AND “Each deal is an opportunity to fightTHE for myBATTLE AGAINST KINDNESS VALUE client and get them what they want; what’s best for them.” While As for the future, Billy’s plan is simple: to con PROCRASTINATION many agents focus on the potential commission, Billy is insistent develop as a real estate agent, and to grow his b on putting his client’s best interests first. “My wife told me once definitely want to build a team that is vertically that I’m a terrible salesperson,” he laughs, “because I’ve probably the real estate realm, which would include everyt talked more people out of buying houses than into buying houses. tial sales to property management to commerci I pride myself on being candid, forthright and not blowing smoke.” ruling out the possibility of one day opening his
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The care Billy shows for his buyers and sellers has translated into “It’s such a pleasure to do what I do on a d mag@topagentmagazine.com | www.topagentmagazine.com perfect five-star overall rating on Zillow.com, on which site he enthuses. “It really is a unique opportunity, and isNoa portion Premier Agent. Among the many glowing testimonials to his ableconsent to do it.” of this issue may be reproduced in any manner whatsoever without prior of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.
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How to Get the Biggest Recharge
Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 4
mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.
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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.
GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order. Top Agent Magazine
PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.
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CHANGE YOUR TUNE
SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 6
Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow. Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.
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VICTORIA PRINTZ
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VICTORIA PRINTZ
Victoria Printz earned her exposure to the real estate industry at a far earlier age than most. Growing up with a mother who was also a local top agent gave Victoria hands-on insight to the business, but when she turned eighteen Victoria headed off to explore the world beyond her hometown of Midland. For a few years, she served as the president of a title insurance company in Austin, then she spent six years as a professional leader for worldwide cruise ships. When she finally returned to Midland, the last thing she expected was to become a Realtor in her own right. Twen8Copyright Top Agent Magazine
ty-three years later, however, and Victoria has cemented herself a consummate professional at the head of a flourishing enterprise. Now, she’s crafted an impeccable reputation for personalized service, industry prowess, and a proven commitment to better her community one home at a time. Along the way, she’s also been honTop Agent Magazine
ored with numerous accolades, including the prestigious Woman of Achievement Award. Today, Victoria heads a team of nineteen comprised of buyer agents, marketing professionals, and administrative support staff. As the leader of the Victoria Printz Team, Victoria focuses the majority of her work with Top Agent Magazine
sellers in the greater Midland region. Much of her business is comprised of partnerships with area relocation companies and Victoria has managed to generate 70% of her business through repeat and referral clientele. Last year, she and her team facilitated the relocation of 250 families and Victoria personally closed $112 million in volume—two impressive figCopyright Top Agent Magazine9
ures that speaks to her capabilities as an agent and leader. In considering the main tenets of her working philosophy, Victoria cites the strength of her team, organization, and a personal touch as the foremost drivers of her success to date. “We’re super organized and we have dedicated systems in place,” she says. “I focus on one thing and do it well, and my buyer agents focus on one thing and also do it well. Together, we have an incredible team of high-producing professionals Copyright Top Agent Magazine Copyright 10
based in ethics, and we run our business very efficiently.” When it comes to listing properties, Victoria incorporates the strengths of the marketing professionals on her team to ensure maximum exposure for each home headed to market. In addition to making a striking first impression through high-quality professional photography, Victoria also leverages the influence of social Top Agent Magazine
media and the leading online listing platforms to reach a vast audience online. With visibility across over two hundred websites, buyers are secured successfully and in short order. To draw local buzz and make potential inroads in the community, Victoria also ensures that infoboxes are well-stocked with relevant, attractive materials that lure neighborhood interest. Top Agent Magazine
Likewise, billboards around town ensure that Victoria remains top-of-mind as a professional leader. To give back to her Midland community, Victoria serves on the board for the Arts Council and also takes a hands-on approach that speaks to her own personal passions. As an enthusiastic Copyright Top Agent Magazine 11
ballroom dancer—who also competes at a professional level—Victoria hosts Princess Parties for charity. Through auctions, families bid on these events that bring fifteen young girls together for a day of magical fun—playing princess dress-up and themed games, enjoying cake and a tea party, and learning to waltz with Prince Charming at the dance studio Victoria owns, just across the way from her real estate office. 100% of the proceeds from Victoria’s one-of-a-kind Princess Party events go to worthy causes and leave children with fond memories of imaginative fun.
Looking ahead, Victoria has plans to continue growing her business mindfully and steadily year over year. Having already established a legacy of success in her hometown, she also plans to continue developing her team and serving the aspiring buyers and sellers of the Midland region. Finally, Victoria looks back on what she’s enjoyed most about her twenty-three years in the industry. “I love the people and I love that I don’t ever have two days that are the same,” she reflects. “I’m fortunate enough to help a multitude of different types of people on a regular basis, and I’m thankful for everything God sends my way.”
To learn more about Victoria Printz email Victoria@VictoriaPrintz.com, visit VictoriaPrintz.com, call (432) 683 – 1000, or visit her Facebook page here. www.
https://www.facebook.com/VictoriaPrintzTeamRealtors/
http://www.timgavinrealestate.com Copyright Top Agent Magazine 12
Top Agent Magazine
Killing Clients with Kindness and Value By Walter Sanford
Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean. Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button! How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you. Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response. Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested. I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it. Top Agent Magazine
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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet. We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you. You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens. I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate. Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this? Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: 14
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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs. Then we develop a customized program to meet and exceed that goal. We would love to help you in accomplishing your real estate needs. 2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option. 3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship. 4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount. B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity. C. We have a low litigation rate as compared to national standards. D. We can market your home a little over retail due to our marketing. Top Agent Magazine
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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new. 5. Our agreements are 6 months, but that is not what sells properties. Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you. 6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month. I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision? Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win. It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy. In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you. Do more lead generation so you won’t have to work so hard on leads like these. Copyright©, Walter Sanford. All rights reserved.
Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 16
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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 18
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Will you please describe your sales experience and local network?
Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.
You’ll learn a lot by listening to agents’ opinions.
How will you market the property? Each
Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-
swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’
opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.
How will you help with staging? Some Top Agents will pay for part or
all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine
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What attributes of the property will you want to highlight? Each Top
Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!
What is your approach to Open Houses? How many agent-only Open
Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.
Who will be our primary point(s) of contact from your office? This
important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 20
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BILLY MULLEN Top Agent Billy Mullen of Keller Williams Realty in Fort Worth, Texas is a fighter: he’s fought his way to the top of his profession and he fights every day for each and every one of his clients. With a focus on premium customer service and an honest, integrity-based approach, Billy has earned his reputation as a Realtor who can be trusted to put his client’s needs front and center during every transaction. Fully committed to helping them achieve their goals, he has become one of the most trusted real estate professionals currently working in the Lone Star State. Billy began his journey in real estate following a circuitous career path that included eight years in the Army where he performed air traffic control systems repair and also trained fellow soldiers in hand-to-hand combat and military maneuvers, among other responsibilities, both domestically and in Iraq. Billy then earned his Bachelors Degree at UT Arlington, followed by a successful stint as an Operations Analyst and Operations Manager for a Fortune 50 company. After a lucrative effort flipping homes, Billy decided to cut out the middle man and get his real estate license, and has been with Keller Williams since 2015. With more than sixty percent of his business based on referrals from satisfied clients, Billy is clearly doing something right. “I think it’s because I treat each of my clients as if they’re my priority, because they are,” he says by way of explaining this exceptional level of client loyalty. “Each deal is an opportunity to fight for my client and get them what they want; what’s best for them.” While many agents focus on the potential commission, Billy is insistent on putting his client’s best interests first. “My wife told me once that I’m a terrible salesperson,” he laughs, “because I’ve probably talked more people out of buying houses than into buying houses. I pride myself on being candid, forthright and not blowing smoke.” The care Billy shows for his buyers and sellers has translated into perfect five-star overall rating on Zillow.com, on which site he is a Premier Agent. Among the many glowing testimonials to his
services is this one: “Not only did Billy make a tremendous first impression, he demonstrated the same high level of professionalism and expertise through the entire process. We really felt like Billy was committed to representing our goals and desires first. Billy handled the whole transaction in an honest and transparent fashion that allowed us to trust him completely. He has our deepest thanks and our future business.” Billy’s conscientious and broad-spectrum marketing of his listings has resulted in maximum exposure. Among the many tools in his arsenal are open houses, a robust online and social media presence, fliers, professional photography and self-produced YouTube videos, all of which contribute to the fact that his properties rarely linger on the market. Actively involved in his community, Billy participates in Keller Williams’ legendary Red Day community service program, and is involved heavily with a program that teaches life skills to inner city children through golfing. When he has free time, Billy enjoys nothing more than spending time with his wife and son, and is adamant about taking every Saturday off to be with them. “My family is very important to me,” he says with obvious sincerity. “and that’s the day we spend together. I love watching my kid play basketball or soccer, or just going on a hike or to church.” As for the future, Billy’s plan is simple: to continue to grow and develop as a real estate agent, and to grow his business as well. “I definitely want to build a team that is vertically integrated within the real estate realm, which would include everything from residential sales to property management to commercial sales.” He isn’t ruling out the possibility of one day opening his own brokerage. “It’s such a pleasure to do what I do on a daily basis,” Billy enthuses. “It really is a unique opportunity, and I’m grateful to be able to do it.”
For more information about Billy Mullen, please call 817 -676 -6115 or email realestatebybilly@gmail.com Top Agent Magazine
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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 22
work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With
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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.
1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.
2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine
list can inspire you to continue on to the next item in the spirit of productivity.
3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.
4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.
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