Barry's Blog

Play well and share your toys

Barry Owen (Keller Williams Realty) — Wed, 19 Nov 2008 06:12:33 -0600

I think we're all feeling a bit of pain - especially as we head into the holidays.

Our kids came home from school yesterday very excited about the fact that there will be NO SCHOOL NEXT WEEK!

My first thought was: "What happened? Must be something BAD for schools to close for a full week. I don't remember seeing anything on the news."

AHHHHH - YES!

THANKSGIVING!

ALREADY?

YIKES!

Deb and I looked at each other and began to do the shuffle - We've both been very focused with our work this year . . . and had decided to celebrate Thanksgiving at home this year.

The real kicker is that the coming of Thanksgiving means that Christmas is just around the corner.

and then I think about all the people in the world who are going to have a difficult Christmas this year because of all of the financial mayhem . . .

and I think that there is no time like the present to play well with others and share your toys :-)

Lots of folks are going to need an extra dose of love this year.

So let's ALL see what we can do to unite as close communities and seek out those in need . . . and do what we can do to ease the pain a bit.

It all begins with communication. Make it your personal mission to make genuine contact with everyone you know before Christmas. This gives you 6 weeks. Ideally, think of something small and inexpensive yet significant that you can GIVE to LOTS of people - Even a simple book mark with a simple message that you create on your computer and print on card-stock.

Genuine contact is person-to-person . . . this means filling your days with "drop-bys" at folks' work or home . . . Keep a good supply of these small gifts with you at all times and make it your personal mission to brighten as many people's days as possible. Give one to EVERY person you meet and smile and wish them a Happy Holiday and a prosperous 2009.

Wanna make a difference in the world?

This'll do it . . . and it's also great therapy for YOU if you are needing a boost :-)

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net

www.creatingspaces.blogspot.com - Barry'sother blog-site

Simply & BOLDLY Living the FourFold Way in Open Space!

Are you a FINISHER?

Barry Owen (Keller Williams Realty) — Mon, 17 Nov 2008 06:50:08 -0600

Another lesson from the Tennessee Titans football team . . . I not a rabid Football fan, but am finding plenty of learnings from the way this coach and team are working.

The Titans are still undefeated 10-0 . . .

and they are still playing VERY strong opponents each week.

Yesterday, that opponent was the Jacksonville Jaguars who had a tremendous 1st half with 2 touchdowns and very few mistakes - They looked strong, and I was feeling uncertain the Titans would pull a win out of this contest.

The Titans got 3 points on the board that first half and had lots of penalties, an interception . . . and were generally "off their game". The broadcast I heard was that the Titans were not really off their game, they were being out-performed by the Jaguars.

Interesting distinction . . .

The Jaguars had knocked the Titans off balance - and I know that once a team is off balance . . . finding the flow before the final horn is a race against the clock that only a great leader with a finely tuned team of professionals can pull off.

"How can we turn energy of this game around such that we throw our opponent off-balance, stay on our game, and score enough points to WIN?"

Well . . . The Titans came out of the locker room and scored 2 touch-downs early in the 3rd quarter within a span of 2 minutes . . . thereby assuming a 17-14 lead . . . The energy had shifted . . . Titans BALANCED . . . Jaguars OFF-BALANCE! One more Titans score clinched the win.

The announcer made this simple comment as to how the Titans were able to do this:

"This Titans team under the leadership of Jeff Fisher is a FINISHER! they are champions because they have the resilience and the mental fortitude to turn things around in time to win."

Sometimes, we REALTORS feel out-performed as we plow forward through each day weathering an onslaught of bad news and negativity. Our only opponent in this "game" is our own minds. If your mindset is that of a finisher, you learn to "lead yourself" to victory knowing that you have within you what it will take to prevail . . . and all you've really got to do is stay in the game with patient effort and FINISH.

You see?

In our business of real estate sales, many of our competition (other REALTORS) have bursts of brilliance and occasional successes . . .

I believe that it's with the resolve of being a finisher, that you will taste victory regardless of the macro-economic picture.

Finishers know that the business climate is cyclic . . . and that the only insulation we against those ebbs and flows of the market are our mindset and right action.

Don't worry about the market - Just be a FINISHER!

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net - Finishing with Home Buyers and Sellers in Middle tennessee

www.creatingspaces.blogspot.com - Blogging daily (afternoons)

Simply & BOLDLY Living the FourFold Way in Open Space!

Tag-Team Lead Generation - The 13th Tactic?

Barry Owen (Keller Williams Realty) — Fri, 14 Nov 2008 05:58:47 -0600

Perhaps this could Gary Keller's 13th Tactic for Thriving in a shifted market . . .

I had a couple of fun coaching sessions yesterday. It was refreshing to have some time with some of our newly licensed associates who are nothing short of "happy-go-lucky" . . . full of energy and drive and new ideas.

And I thought of the "innocence of children" . . .

As we "mature" do we lose that innocence?

Does it really go away?

or does it stay inside just waiting patiently for us to rediscover?

The world is your oyster when you remember your innocence.

Possibilities are abound . . .

Stresses become insignificant . . .

I've heard a LOT of "seasoned agents" in a FUNK recently . . .

"NOTHING is working!"

"The Buyers are NOT Buying!"

"The Sellers are not being reasonable!"

"Woe is me!"

And then I run across these two young bundles of energy and enthusiasm and realize that everything's really gonna be alright . . . for EVERYONE!

There's a lot we can learn from our abandoned innocence . . . and what better place to find the key to that "fountain of youth" than to invite a few "newbies" into your world?

These 2 young ladies are relatively fresh out of college. Each emerged from college with a degree and a "prescribed" occupation based on their decision to pursue that degree (major) . . . a decision they had made as Sophomores in College without actually giving it much thought.

After a year in their respective new lives in their new professions, they both had the chutzpa to acknowledge that this work was not their cup of tea - and that they did not want to spend their whole lives doing something for which they had limited passion.

Both told me that they were energized whenever they thought of Real Estate . . .

and so they took the classes, got licensed and Joined Keller Williams Realty.

I asked: "Why Keller Williams?"

They responded: "I don't know, it just naturally happened."

One of these young women joined us @ 4 months ago and has been coaching with me. She is doing the right things in terms of building her database of people she knows . . . and is an out-going, intelligent person . . . and was really having difficulty with the concept of having to talk to strangers - Yet she knew that she was going to HAVE to do it because her met database was not showing much depth.

So . . .

The other young lady just this week got her license and is ready to do whatever it takes. They connected and decided to meet for cocktails that night to talk about ideas to get things rolling for both of them.

Next thing they knew, they had made a plan for their evening ...

Tag Team Lead Generation

Together, they would strike up a conversation with a perfect stranger and play off each other to practice their lead generation scripts - and work on increasing their personal comfort levels.

Their only "rules" were that they would not spend more than an hour in any given Bar/restaurant . . . and they would be careful to drink in moderation.

Each hour, they would move to a different place . . .

At the end of the night, they had 4 leads and several new contacts.

And they both said to me yesterday: "NOW I know what Lead Generation is!"

Ain't it great?

And they didn't need me to figure this out . . . only their innocence.

If you're ever feeling "old and curmudgeonly" . . . Perhaps you could stand some coaching from some young, energetic FNG (Freakin' New guy)

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - Working with Home Buyers and Sellers in Middle Tennessee

www.creatingspaces.blogspot.com - Barry's other blog-site

www.stickam.com/barryowen - Streaming live video daily from the Keller Williams Realty Nashville Training room

Simply & BOLDLY Living the FourFold Way in Open Space!

Too good to be true (the overnight millionaire scam)

Barry Owen (Keller Williams Realty) — Thu, 13 Nov 2008 09:46:34 -0600

I don't usually re-blog stuff . . . but this one is worthy enough (and the author gives clear permission) . . . . This comes from My favorite Seth Godin and rings especially true for LOTS of people in today's business environment.

I have some comments of my own (of course) at the end, so I hope you will read the whole thang!

-------------------------------------------------------------------------------------------

Too good to be true (the overnight millionaire scam)

You probably don't need to read this, but I bet you know people who do. Please feel free to repost or forward:

Times are tough, and many say they are going to be tougher. That makes some people more focused, it turns others desperate.

You may be tempted at some point to try to make a million dollars. To do it without a lot of effort or skill or risk. Using a system, some shortcut perhaps, or mortgaging something you already own.

There are countless infomercials and programs and systems that promise to help you do this. There are financial instruments and investments and documents you can sign that promise similar relief from financial stress.

Resist.

There are four ways to make a million dollars. Luck. Patient effort. Skill. Risk.

(Five if you count inheritance, and six if you count starting with two million dollars).

Conspicuously missing from this list are effortless 1-2-3 systems that involve buying an expensive book or series of tapes. Also missing are complicated tax shelters or other 'proven' systems. The harder someone tries to sell you this solution, the more certain you should be that it is a scam. If no skill or effort is required, then why doesn't the promoter just hire a bunch of people at minimum wage and keep the profits?

There are literally a million ways to make a good living online, ten million ways to start and thrive with your own business offline. But all of these require effort, and none of them are likely to make you a million dollars.

Short version of my opinion: If someone offers to sell you the secret system, don't buy it. If you need to invest in a system before you use it, walk away. If you are promised big returns with no risk and little effort, you know the person is lying to you. Every time.

end of post

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OK!

"There are four ways to make a million dollars. Luck. Patient effort. Skill. Risk."

Let's think about this with relevance to our business and the environment we are all in.

"LUCK" is NOT a good strategy . . . so that one's out . . .

"RISK" - Isn't there already enough built-in risk with the uncertainties we face daily? You'd be crazy to do anything risky unless your pockets are DEEP and FULL.

That leaves:

Patient Effort - Continue to Lead Generate PATIENTLY and diligently, and you'll make it through this morass!

and

Skill - Work on your scripts . . . Track your efforts . . . determine your strengths and weaknesses . . . FOCUS on honing your skills EVERY day . . . It'll pay off in a large way eventually.

and don't lose faith . . . The next 4 months will be frightening for many REALTORS . . . Those who are able to remain standing will emerge stronger than ever before . . . so . . . unless you're uniquely qualified and motivated to do something else to bring home the bacon . . .

I think the wisdom here is to head on down the path of "Patient Effort" and "Skill" improvement.

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - Honing Skills and Patiently exerting effort daily with Home Buyers and Sellers in Middle Tennessee

www.creatingspaces.blogspot.com - Barry's other blog-site

Simply & BOLDLY Living the FourFold Way in Open Space!

HEY! What ARE you?

Barry Owen (Keller Williams Realty) — Thu, 13 Nov 2008 05:47:51 -0600

Sales person?

Consultant?

REALTOR for life?

Affiliate Broker?

If you're not certain, don't panic.

Just pull out one of your cards and read the words just below your name.

What do they say?

Now . . . How does it feel?

Do those words describe your "station" in your professional world?

Are they simply the words that were already on the business card template you used in your frantic rush to get your cards printed?

I believe there are many reasons to gain personal clarity @ what your business card is telling those people who receive it:

Often times, a prospect's first and ONLY chance to see your uniqueness is the nano-second it takes them to glance over your business card - Wouldn't it be great to have a phrase there that stops them in their tracks and causes them to ask what it means?

OOPS!

Then, instead of a casual card exchange you might gain the opportunity for a real conversation . . . for more of a "presentation" of YOU to them . . . WHAT you are to your clients over and above what other typical REALTORS are.

Dare to be different . . . in an authentic way.

I'm an "Educator/Leader Real Estate Broker"

Hmmmm - Decriptive and Pithy . . .

My card currently says "Productivity Coach and Principal Broker"

Those are titles . . . but they're not great at describing what I really believe I am . . .

These words also show up in my signature block on letters and emails . . . I see them as my golden opportunity to present my genuine self to anyone who reads to the bottom of the message

I've been thinking about this and started using "Career Development Coach"

That rings better in my heart but I'm not sold on it . . .

Now!

this "Leader/Educator - Principal Real Estate Broker" feels better . . . I'm not sure it's perfect, but it's closer to the real thing.

DECLARE who you ARE!

I've been thinking about this for a while and had a great class yesterday with a new and very sharp new associate who appeared to be struggling a bit with his role as "Real Estate Sales Person" . . . another person in the class was a young lady who was certain that few of her young friends would be able to buy a house . . .

Our discussion led to the simple truth that we REALTORS must establish ourselves amongst our "Tribe" (Sphere of Influence) as the EXPERT in real estate matters . . . and we accomplish this by EDUCATING those around us.

I believe most folk's trepidation @ buying or selling a house is fear or lack of understanding of the process . . . and that our "job" gets a LOT easier when we educate . . . People who say: "We might be ready in a year" might really be saying something more along the lines of: "I concerned my credit isn't good enough to buy a house" . . .

We can't know motive until we meet with them and consult and educate.

This approach proves to dramatically increase prospect to client conversion . . .

And it just feels good to have the "right" words on the business card.

What ARE you?

Best,

Barry Owen

Leader - Coach - Educator

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - We're leading, educating, and coaching Home Buyers and Sellers in Middle Tennessee

www.creatingspace.blogspot.com - Barry's other blogsite

Simply & BOLDLY living the FourFold way in Open Space!

Doctor's orders . . .

Barry Owen (Keller Williams Realty) — Wed, 12 Nov 2008 06:05:51 -0600

"Make 2 appointments and call me in the morning"

Do you have anaccountability Partner?

Is there someone in your world who has permission to know what you are "supposed" to be doing with your time while at work?

Do you actually DO the right stuff while at work?

Do you track your efforts AND your results?

Then . . . Do you report those numbers at least weekly to this accountability partner who is not afraid to challenge you when you're not "on goal"?

If not . . . WHY?

Is what you're doing now working perfectly?

Enough leads, appointments, listings, and closings to fulfill your dreams?

You've got nothing to lose and EVERYTHING to gain by partnering with a friend to be held accountable.

Put your ego on the shelf and acknowledge that you simply cannot do this yourself without someone outside of your body holding your accountable.

I am consulting with a Buyer Specialist for a Mega agent. The lead agent has been selling LOTS of houses all year . . . But suddenly, the sales have dropped dramatically. the agent says it's the market. When I dug deeper I discovered that the lead agent had fired his coach because he wasn't seeing results . . . and the reality was that he was not seeing results because he was not truthfully tracking and reporting his lead generation efforts . . . Instead, he was shifting the blame on the market and deciding that he needed more leverage - to hire another admin.

Guess what?

This team's marketing efforts are bringing in @ 75 leads each month . . . No-one on the team could look me in the eye and tell me how many client appointments each week because they didn't KNOW ... they were not tracking. Yet, they agreed that lead flow should result in more business.

AHA . . . I see lack of tracking and thereby lack of accountability . . . There's a clear and present lead conversion problem . . . PERIOD!

So if I'm their Doctor, their prescription is to set a minimum of TWO appointments EVERY day - Not just til the sales are crossing the closing table, but FOREVER!

Oh ... and the number of phone calls, doors knocked, drop by visits etc it takes to get to 2 appointments is not relevant . . . Just DO IT!

And finally . . . WHY would you do all this?

Remember your BIG WHY?

You do this because you are THAT committed to your family having a particular quality of life . . . and/or you are funding your future dreams.

It's simple - 2 appointments EVERY day - One at 2 and one at 4 . . . and you call your accountability partner as you're stepping into each.

the rest will take care of itself :-)

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green hills - The FLAGSHIP!

www.theowengroup.net - the Owen group is setting appointments with home Buyers and Sellers in Middle Tennessee twice daily (at least).

www.creatingspaces.blogspot.com Barry's other blog

www.stickam.com/barryowen - Streaming training video live daily

Simply & BOLDLY living the FourFold Way in Open Space!

The Chicken? or the egg?

Barry Owen (Keller Williams Realty) — Tue, 11 Nov 2008 06:26:52 -0600

Which came first?

Not sure?

Is ANYONE?

I think it was the chicken . . . Not based on superior intellect . . . It's just that I think without a chicken, where would the egg have come from?

But to the chickens of the world it doesn't really matter as long they are able to produce more eggs than their primary egg eaters (humans) can consume.

After all . . . Isn't the natural world ALL about propagation of the species?

OK OK!

There IS a point in here relevant to your business.

Which comes first in importance to your business?

Lead Generation?

Getting the appointment?

Your service?

Your smooth process?

Your passion and compassion and loyalty?

Your knowledge, innate talent, Charisma, and intelligence?

For sure, all of these things are nice to have, and I (truthfully) sat down to write a post about the sheer importance of getting the appointment . . . and I WILL go ahead and do that . . . But I've changed my mind as to my answer to "Which comes first in importance?"

Stay tuned . . .

We must all agree that it all begins with Lead generation. Without a good flow of leads, there is no business. When you leave the closing table, you smile as you tuck that big fat check in your file knowing that it would not exist if you had not stuck your neck out there and generated that (and many other) leads.

But does having lots of leads guarantee a pay check?

NOPE!

I believe that getting the appointment is equally important even though it won't happen without leads . . . so CLEARLY we've all GOT to be ON OUR GAME when it comes to setting the appointment. I know that 85% of my appointments lead to loyal Clients . . . and 75% of my clients turn into closings (money) . . . eventually :-)

So why make an appointment with someone who says they're not "actively in the market" for another year?

Because this might be your only chance . . . to begin building a REAL SOLID relationship that can lead to future business . . . Besides . . . You can take that moment to educate them on your need for referrals.

SO . . . ALWAYS GET THE APPOINTMENT . . .

So with my statistics, 15% of my appointments do business with other REALTORS (or not at all) and 25% of those who agree to do business with me don't make it to the closing table . . . So service, process, talent, knowledge, charisma, intelligence are all important . . . they all weigh in.

What of all of the above if it were missing from your business practice would do the most damage to your bottom line? I believe it is GETTING THE APPOINTMENT. Those folks who are great at getting the appointment don't have to generate as many leads.

How many dials do you have to make to get a lead?

15?

20?

I've heard that in this twisted shifted market it looks like @ 33 for most people.

With that necessary level of "Gruntwork" you had BETTER be a great appointment getter so you don't squander any of those precious leads.

You've made it this far with me?

Are you ready for my answer to my initial question?

Which comes first in importance to your business?

LEADERSHIP!

If you become a student of leadership, I believe your business results will SOAR.

Because great leaders accumulate great followers . . . They develop a veritable TRIBE of people whose loyalty and support contribute to the "end" . . . When you're a great leader, the right people start magically showing up in your life . . . and the right things start happening . . . and life is GOOD!

There are many places to learn about Leadership - and books to read - and motivation speakers to hear . . .

These days, I am tuning in to the work of Seth Godin - Specifically his new book "Tribes" . . . It is literally PACKED with tasty morsels about what it means to be a leader.

Do you have a Tribe?

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills -The FLAGSHIP!

www.theowengroup.net - The Owen group is leading home buying and selling clients to the closing table daily.

www.creatingspaces.blogspot.com- Barry's Other Blogsite

A pruod member of Seth Godin's Triiibe

Simply & BOLDLY Living the FourFold Way in Open Space!

Things I've learned watching the Tennessee Titans roll to 9-0 . . .

Barry Owen (Keller Williams Realty) — Mon, 10 Nov 2008 06:25:06 -0600

GO TITANS!

Only a real sicko (like me) . . .

a Leadership Lessons Junkie of epic proportions could suck the juice from a football season and turn it into a blog post relevant to success in business.

But I'm gonna give it a try.

The titan's coach is Jeff Fisher - One of the longest tenured coaches in the NFL. He's been around so long because he is GOOD! Others in the NFL respect his knowledge of the game. His players and fans respect him for that AND the fact that he oozes with passion and compassionate. This is a man who clearly loves his team . . . He is going through life performing with heart.

This team has had some good seasons . . . and bad seasons. Jeff Fisher has never wavered in his commitment to his players and his responsibility. The fan base isn't one to "BOO" often . . . because this team plays with class and pride.

Jeff Fisher is not afraid to make tough decisions and to learn from past errors of judgment. Pacman Jones stayed longer than he probably should have - Jeff's compassion and optimistic faith delayed the inevitable. For that, he was criticized. When Vince Young "got loose" and showed his immaturity, Jeff showed his team and fans that he had learned a lesson from Pacman . . . He sidelined Vince and plugged in Collins - The "old man veteran back-up" . . . and he one-plussed that decision by committing up-front that "Kerry's our man until there's a need to change"

CLEAR MESSAGE! A REAL LEADER MAKES TOUGH DECISIONS . . . AND backs those decision up with appropriate ACTION and support.

What about Vince? He's learning a LOT from the sidelines and will most likely mature off the field this year more than he would have on the field.

Yesterday, the Chicago Bears had home field advantage AND a burning desire to end the Titan's undefeated season . . . Those Bears are GOOD football players . . . but they didn't get it done.

Why?

The Bears came at the Titans with everything they had. They literally shut down the Titan's running game COMPLETELY ... and their fans were justifiably exuberant. The Bears tasted "first Blood" with an early touchdown . . .

This was not a nice, fuzzy environment for the Titans who have ALL season been VERY effective on the ground . . . The Bears COMPLETELY shut down the Titans running game.

The Titans adjusted and went to the air . . . and simply threw the ball over that indomitable Bears defense and proceeded to win.

I believe the Titans came with heart into this game . . . The bears came with talent and brute force and determination, but somehow came short on heart as the game unfolded. Their fans BOOO'd them in the 3rd quarter, and the commentators implied that those Chicago fans are just that way.

Those Bears almost did what they came to do - almost handed the Titans their first loss. I think Jeff Fisher's Leadership with heart and passion won that game (and every other game this seaon). He and his team seem to be in a state of FLOW . . . Riding a huge swelling wave, and this is fun to watch because it is obvious that they ARE having fun.

So if you aspire to be the magnificent leader you already are, perhaps you can serve yourself well by looking for leadership lessons in unexpected places. The books and tapes and videos @ leadership are all good stuff . . . But I think having the opportunity to observe a great leader in action can't be beat.

and what better environment to witness great leadership than to watch a great football game?

Best,

Barry Owen

Career Development Coach

Principal Real Estate Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - The Owen group is performing with heart with Home Buyers and Sellers in Middle Tennessee.

www.creatingspaces.blogspot.com - Barry's other blog

www.stickam.com/barryowen - Streaming live video daily from our training room

Simply & BOLDLY Living the FourFold Way in open Space!

R U a Masterminder?

Barry Owen (Keller Williams Realty) — Fri, 07 Nov 2008 06:06:43 -0600

You have a lot of choices when it comes to how you spend your time, energy, & money . . .

My suspicion is that if you are a REALTOR, and you are still in the business, you probably are doing many things right.

Every day, I see room for improvement in my "way"

We are in an ever-transforming world!

Very liitle we do happens "as planned"

But we know that living intentionally and purposefully taking action significantly increases our odds harvesting good fruit from our labors.

With things changing at what seems to be a hyper pace, how can we "re-tool" ourselves to continue to be effective . . . and to work through the challenges with grace?

Gary Keller says that we are not seeking BALANCE . . . we must learn to COUNTER-BALANCE ourselves and what we do . . . acknowledging the truth that we are always in a state of imbalance and needing to correct our course with finely tuned adjustments.

The real key to doing this is the simple and consistent act of paying attention to our surroundings.

The folks and organizations who master this art of counter-balance are the ones who "get" the fact that they are not alone in this world . . .

There are others who can and will offer real wisdom and knowledge . . .

All we've got to do to reap benefit from this immense source (well) is to intentionally create safe spaces all around us - Spaces in which people feel safe to take and contribute learning and thought.

All the wisdom you need already surrounds you.

I think our business environment has reached a level of fluidity that it is literally transforming each and every minute. Heck, Loan rates are varying widely in a matter of hours . . . and most of us are accustomed to knowing the rate and having some level of comfort that the rate won't shift significantly for weeks or months.

Here's what to do:

SHOW up and create spaces for great conversations. Invite anyone and everyone who will come. Be sure the invitation includes a theme that people will have passion for.

Be indiscriminate in your invitations - Don't be exclusionary . . . Put the invitation out to anyone within earshot and know that the right people will show up . . . because the people who come will be the ones who have passion for the theme and will contribute.

I call this "Opening Space" . . . A more common mainstream name for it is Masterminding.

Every day is a great big mastermind for me . . . I spend most of every day inviting and conversing . . .

Today, we are starting a weekly mastermind in our office - Our theme is "How to Thrive in this shifting market" . . . and we have invited anyone who cares to show up whether they are with our firm or not . . . I'd be OK if the Building Maintenance crew showed up.

We'll do this EVERY friday from 1 til it's over and will be streaming video and sound on-line @ www.stickam.com/barryowen and we'll do this til it's over :-)

I hope you'll join us . . . Even better . . . I hope you'll start inviting and conversing with people in your world . . . The benefit of bringing people together weekly will astound you.

Best,

Barry Owen

Principal Real Estate Broker

Career Development Coach

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - Masterminding with Home Buyers and Sellers daily in Middle Tennessee

www.creatingspaces.blogspot.com- Barry's other (less Real Estate Related) blogsite

www.stickam.com/barryowen - Streaming live video daily from the Keller Williams Realty Green Hills Training Room

Simply & BOLDLY Living the FourFold Way in Open Space!

Kindness & Respect

Barry Owen (Keller Williams Realty) — Thu, 06 Nov 2008 06:22:49 -0600

Each morning, our daughters go to school

and begin their day with "morning Announcements"

It all starts with the "Pledge of Allegiance" . . .

Followed by the schools "Character Counts Pledge"

"I will show that I am a person of character.

I will be responsible, respectful, trustworthy, caring,

and fair to myself and to others.

I will strive to be a good citizen throughout the day."

Then a moment of silence . . .

and ending with a story from the school counselor.

It's ALL about Kindness and Respect for others.

Wouldn't it be wonderful if everyone in the world

began their days in a similar way?

I've been thinking a lot about Kindness and Respect

especially as we all start to look back on the events

of the 2+ year election season . . . and we see very

little evidence of kindness and respect . . . and then

I turn on the TV this AM and see stories of continuing

banter and disrespect - specifically known as "Palin Bashing"

What's the point?

Folks if you'll turn all that banter OFF and listen to your heart

and begin each day with gratitude, your life will be much happier

and fulfilled. When you commit to do this and you treat

everyone you encounter with kindness and respect, I believe

you will find a positive flow of business that'll knock your socks off.

Positive in - positive out!

In our business in the real estate industry, it is apparent to me that

many folks have lost sight of this kindness and respect principal.

I'm not pointing the finger and blaming . . . I'm inviting introspection.

The "noise" of the negative media coverage of the economy and the

election and whatever else hits the "idiot tube" as well as the huge

impact of the market shift in many areas have all contributed to a

"justification" of the degradation of kindness and respect . . .

SO . . .

Don't look around you and seek out others who are "guilty" . . .

Do your part by looking at yourself - within yourself NOW!

Assess your own, personal validity as you journey through your days.

Are you treating others with kindness and respect?

Do you look for (and take) the "high road"in all matters?

Do you come from contribution - always seeking to offer value?

Do you pause and respond more than you jerk and react?

Do you INITIATE positive ideas and take appropraite action?

Are you inquisitive - always for the best in others?

Seeking to understand?

Do you invite spirited conversation?

For me, the rubber hits the road within yourself.

We all have those times in our lives when we feel the world

is conspiring against us . . . It is during those times, I find

the solutions when I pause and consider my own thoughts and

actions . . . and the first of those is a quick self check run-through

of the above questions.

Let it flow . . .

Best,

Barry Owen

Principal Real Estate Broker

Career Development Coach

Keller Williams Realty - Nashville, TN - Green Hills - THE FLAGSHIP!

www.theowengroup.net - The Owen practices kindness and respect with home buyers and sellers and other agents in Middle Tennessee.

www.creatingspaces.blogspot.com - Barry's other blog

www.stickam.com/barryowen - Streaming training video daily

Simply & BOLDLY Living the FourFold Way in Open Space!

Moving forward . . .

Barry Owen (Keller Williams Realty) — Wed, 05 Nov 2008 06:01:36 -0600

It is over (The Election) . . . and regardless of your opinion of the outcome, it is now time to move forward.

The dam has now been breached . . .

Buyers and Sellers now have full freedom to move about the marketplace.

There's nothing else to wait for . . .

No more uncertainty that's a "controllable"

Sure, we've all got lots of differing ideas as to what policies, rules and plans will/should unfold as the Presidential administrations exchange the baton of leading our country to wherever . . .

BUYERS - I'm gonna talk DIRECTLY to you if you're out there. There's no longer a solid, valid reason to wait any longer. If you are out there thinking about buying a house, and you are qualified to do so, TODAY is YOUR day. I resolutely believe that the next 4 months offer possibly the best time to purchase real property in the past 15 years.

The real estate industry is "well seasoned" in this shifted market environment and much of the dust has settled. Stability will emerge as houses leave the market (by being bought) . . . There are great deals out there NOW!

If you think you are waiting for the market to hit bottom, how will you know?

Perhaps we HAVE already hit bottom.

We (YOU) CAN create our own destiny by taking action.

It's kinda funny that Buyers were flooding the market and fighting for the privilege to over-pay for houses for YEARS . . . and now that things have shifted and you Buyers have HUGE opportunities right under your nose . . . You seem to be frozen in your tracks.

The buzz has been: "Uncertainty @ the Presidential Election is giving Buyers pause"

Guess what?

The Election is OVER!

Now, Let's get busy and work on moving forward!

SELLERS!

WOW!

Great opportunities abound out there for you also. The Buyers are going to be waking up (see above).

First . . . DO NOT TAKE YOUR HOUSE OFF THE MARKET!

Inventories will begin to taper . . .

Your property will still need to shine like a diamond to stand out from the rest.

Your price MUST be commensurate with the other available properties in your market.

You must be willing to consider creative ways to help Buyers see through the fog as to HOW they can buy your house.

If you are attempting to save the "imaginary equity" you accumulated during the hyper-inflationary years . . . QUIT IT!

Your house is worth EVERY penny that today's Buyers think it is.

You have a "problem" - You want to sell a house so you can move forward . . .

Are you willing to do whatever it takes?

I heard a whisper that the Capital Gains exemption is nearing extinction . . . If you have equity, you might consider the possibility that it might make sense to get your house sold before you face having to pay taxes on your gain. A 10% reduction now could potentially save a 28% "loss" to taxes later.

If so, call your REALTOR and get involved in the process of getting your house sold. Don't just sit back and berate your REALTOR for not getting your house sold. You've gotta remember that your REALTOR has been doing everything in his/her power to do it . . . After all, they don't get paid til the house closes.

It is now time for you (also) to move forward.

To all Real Estate Buyers and Sellers . . . Please know that the REALTORS in your market are the SURVIVORS and VISIONARIES who have endured the toughest market conditions we've seen in many years. These folks are amazing people who have great talent and drive and are 100% committed to doing everything in their power to move their clients forward.

The tough real estate market has weeded the garden . . . The "gold diggers" have moved on to other jobs . . . Treat your REALTOR well because he/she is overcoming some pretty remarkable obstacles.

Moving Forward . . .

Best,

Barry Owen

Principal Real Estate Broker

Career Development Coach

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - Serving Home Buyers and Sellers in Middle Tennessee!

www.creatingspaces.blogspot.com

www.stickam.com/barryowen - Live streaming video daily

Simply & BOLDLY Living the FourFold Way in Open Space!

TODAY is the day . . . I hope . . .

Barry Owen (Keller Williams Realty) — Tue, 04 Nov 2008 06:22:22 -0600

Did I hear one of the news people say that the campaigning for this Presidential election began over 1000 days ago?

Does this mean that the campaigning for the 2012 election should start spooling up any day now?

WHEW!

Reminds me of Christmas. Used to be that Christmas decorations didn't show up in the stores til after Thanksgiving . . . I noticed the shelves @ Target a few weeks ago . . . Full of ornaments and blinking lights . . . not very "Halloweeny"

So . . . The election concludes today as long as everyone gets out there and votes. The "I hope" part is that I'm hoping that whoever wins will win by enough of a margin that we won't end up in a multi-week fight over the counting of votes.

As I talk with REALTORS and Buyers and Sellers in the market, I hear universal agreement . . . Everyone is pretty fed up with this election and will be ecstatic when it's over.

Yes - I have my preference . . . but these days, I am actually more interested in knowing it's over.

You know what's happened (from my perspective) . . . This thing has literally frozen the world. It's as if all motivation for doing any significant work or making any significant financial decisions are on hold.

Is your TV ON most of the time - CNN or FOX or CSPAN (or whatever)??

Are you outraged?

Why?

Do you think folks are as angry with the positions of the candidates as much as they are ticked off about the process?

2 weeks ago, our real estate group started seeing more activity - more sign calls - Increased internet traffic - Leads surfacing . . . We are noticing a restlessness out there.

What we are NOT seeing is an increase in written contracts - sold listings etc.

My theory is that many of these folks are cuing themselves up to take action as soon as the election concludes. It's like a dam.

Even the heavy hitting investors have developed 2 investment strategies . . . 1 in the event of an Obama win and 1 in the event of a McCain win. It's not that they don't want to invest . . . It's that they want their investment strategy to mesh well with the environment.

So here we are having sat in an environment of uncertainty and conflict for a LOOOONG period of time.

no small wonder we're all on edge and not willing to assume any level of risk (such as buying a home).

Taking out the uncertainty of the election could very well un-cork the dam.

Are you ready?

OK!

How can you thrive through this morass?

I hope you're not surprised by my answer . . . drum roll . . .

LEAD GENERATE!

Yep . . . It fixes everything. Get out there and continue to make contact with a minimum of FIFTEEN people each and every day . . . and talk about the market - Stimulate conversations that lead to real estate business.

OMG!

I am seeing REALTORS literally dropping their licenses and RUNNING from this business exactly at this pivotal moment when the re-allocation of market share is happening . . . It's those folks still standing here who (IMHO) will literally ROCK N'ROLL through the end of 08 and through 09.

But not without intense and consistent lead generation . . . As Seth Godin so aptly wrote in hie blog yesterday . . . Don't be a reactor . . . RESPOND . . . those who respond will do alright . . . Even better though are those folks who INNOVATE. The innovators are the ones who will thrive.

So . . .

What new thing can you do each day/week/month to propel your business forward?

Bottom line?

Get out there and LEAD GENERATE at LEAST 3 hours EVERY working day!

Best,

Barry Owen

Principal Real Estate Broker

Career Development Coach

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.netPoised and ready to serve Home Buyers and Sellers in Middle Tennessee

www.creatingspaces.blogspot.com

www.stickam.com/barryowen - Stream video daily

Simply & BOLDLY Living the FourFold Way in Open Space!

Invitations and Conversations

Barry Owen (Keller Williams Realty) — Mon, 03 Nov 2008 06:03:36 -0600

For a while now, I have been a curious "outsider" from the world of gmail.

I've been curious because the people I know who are die-hard gmail users are cool people.

These folks are not evangelists (I know a lot of Mac people who are).

A gmail user has NEVER made an effort to "convert me" . . .

Yet gmail has a loyal "following" which continues to grow.

Why?

Yesterday, I learned the secret because I bit the bullet and JOINED.

I was watching the Tennessee Titans and those evil Green Bay Packers (who were doing a great job of making me think they were going to hand the Titans the first defeat of the season), and I finally lost patience with my clunky on-line comcast email connection.

I had also discovered while at church - not during mass but while waiting for our girls to get out of Sunday School - that my (equally clunky) Cricket cell phone appeared to have albeit limited internet access including an apparent link to gmail . . . That was the straw that broke the camel's back.

Imagine that . . . I could potentially join gmail and become one of those cool people who can check and respond to email from anywhere.

but what about my current email addresses?

Would I have to change my whole world for the convenience of remote access?

NOPE!

Turns out, I can pull my Comcast email into my gmail account (POP) . . . and can respond to the mail as if I am responding from the comcast account . . .

But that's not what I like the most . . .

Gmail calls an email exchange a "conversation" . . . and sees each conversation as a "thread" . . . and the whole darn thing is completely searchable . . . Once the email is in the gmail environment, everything about it is searchable. This is amazing stuff.

As for invitation . . . This environment is all about INVITING people to engage in conversation . . . gmail is the email platform that I see COMPLETELY embracing the primary purpose of email interaction. The job of the platform is to FACILITATE GREAT COMMUNICATION by making it easy and safe for the participants such that those who show up become loyal members of the community (not necessarily "Raving Fans" or staunch advocates . . . or evangelists)

As you wander along in your world of personal and business interactions, isn't it really simply a series of invitations and conversations?

and

If you shift your thinking about lead generation from the "drudgery of making your calls" to "Inviting good people into lively conversations" your brain will facilitate these transactions more easily . . . just as gmail seems to do in the electronic venue :-)

Oh yeah . . . In the midst of all of this discovery . . . gmail works great on my clunky Cricket phone :-)

Best,

Barry Owen

Principal Real Estate Broker

Career Developoment Coach

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net - Inviting and conversing daily with home Buyers and Sellers in Middle Tennessee

www.creatingspaces.blogspot.com Barry's other blog

www.stickam.com/barryowen - Streaming video every day (Check the calendar)

Simply & BOLDLY Living the FourFold Way in Open Space!

Localizing your marketing . . .

Barry Owen (Keller Williams Realty) — Fri, 31 Oct 2008 11:25:39 -0500

For several years now, I have been mailing out a quarterly newsletter in addition to the other marketing we send to our database. In this newsletter is always an article I write as a "State of the Market" commentary.

Most folks appreciate the information.

We typically get @ less than a 5% return of communication - That is - 5% of the recipients respond by sending an email or calling to discuss things.

In this market, we are finally "getting" the not-so-subtle truth that 5% is a lower rate of response than we really need/want to generate sufficient leads to reach our goals.

A recent statistic floating around out there is that it is now typically taking 33 lead generation contacts to secure 1 listing . . .

Doesn't it make sense that we ALL need to step it up a few notches to increase our lead in-flow?

If you've read my blog much (or at all), you're likely aware that I am an avid Seth Godin reader. I believe his line of thinking is EXACTLY what we all need to align our prospecting and marketing efforts.

Years ago, Seth Godin declared the "Death of Marketing" . . .

It simply doesn't work any more.

People are sick and tired of being assaulted daily by random marketing messages . . . It's as if every company on the planet suddenly decided that they had your full permission to lambaste you, your mail-box, your email in-box with unsolicited marketing materials to cajole you into buying a bunch of stuff that you neither want nor need.

We REALTORS are CAPITAL OFFENDORS of this deluge of unwanted, unnecessary, and irrelevant waste of time, energy, money, paper etc.

What to do?

Pay more attention to what goes out . . .

and send it to people who will appreciate the message . . .

and measure the return . . .

Paying attention might begin with LOCALIZING your message. If you serve an area with several zip codes (or towns or subdivisions) and you have a database in a contact management program, you have the ability to tailor your message to each zip code.

This may sound like a lot of work (and it IS more work) but won't a higher return make it worth the effort?

Simply create the underlying message "Home sales are happening in your area!" and insert area specific data in all the right places.

Other ideas?

I'm seeing some very interesting applications of a blend of videos and email . . . Create a weekly message video and email it to your entire database using a service that'll track who opens and views the video . . . Even these videos can be localized in the same manner as the other mailings.

SHOW EVIDENCE of SUCCESS to your database . . . Have Home Buyers and Sellers tell their story . . . Capture this in written or video form and add it your marketing message - or make it your message.

The bottom line?

Don't waste your time, money and energy blindly sending out not-well-thought-through marketing materials . . . Don't trash "your peoples'" worlds with unsolicited noise . . . Their lives are already complex enough, and they don't need any more interruptions or distractions.

MAKE CONTACT with them in a genuine and caring way . . . and ALWAYS ALWAYS ALWAYS bring them VALUE with every communication.

THIS is the secret to effective Lead Generation.

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net - Connecting appropriately with Home Buyers and Sellers daily in Middle Tennessee

www.stickam.com/barryowen - Streaming live video daily from our training room

www.creatingspaces.blogspot.com - Barry's other blog-site

Simply & BOLDLY Living the FourFold Way in Open Space!

Middle Tennessee Horse Property for sale

Barry Owen (Keller Williams Realty) — Thu, 30 Oct 2008 12:32:29 -0500

Middle Tennessee Horse Property for sale

190 ZIEGLERS FORT RD
Gallatin, TN 37066

This property is a virtual SHOWCASE of a property when it comes to comfort and convenience for your horses. It is Fabulous horse property or mini-farm located on 10.32 acres of rolling hills with pastures, trees and a seasonal pond.
The property is completely and newly fenced and crossed fenced and includes a working four stall horse barn with room for at least two more stalls. The stalls are 10' x 20' with rubber mat flooring. There is ample storage, tack room, electricity and water.

The house is nestled between pasture land to the front and lightly wooded land to the rear. There are porches on every side of this home offering many different views and opportunities for entertaining.

Just off the kitchen there is a mud room with shower and bathroom. The kitchen is large with loads of cabinet space, marble counter tops and stainless steel appliances (refrigerator is negotiable).

The great room features Carolina pine cathedral ceilings with skylights and a wood burning fireplace.

The Master Suite offers a bath with new tile floors, marble counter tops separate shower and garden tub.
The Florida room (16 x 9) is currently being used as an art studio and has access to the back deck.

The current owners have attended to every detail to be sure their horses feel pampered.

New roof 2006, new water heater 2007, granite countertops 2008, brand new carpet Aug. 2008, new tile in master bath and Florida room 2008, fenced and cross fenced new in 2006-07.

Just @ 35-45 minute drive from Nashville and the airport, this is absolutely the nicest horse property we have ever had the privilege of offering for sale.

Contact Debbie Owen @ 615-485-883 or dguthery@comcast.net

The Owen Group www.theowengroup.net

Barry Owen

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

Polishing your crystal ball . . .

Barry Owen (Keller Williams Realty) — Wed, 29 Oct 2008 15:03:46 -0500

Do you have a crystal ball?

I do . . .

It's sitting right where it belongs - On my desk - Collecting dust . . .

Every so often, I reach over and knock the dust off and polish it to bring back the glistening clarity.

Know what?

I think MY crystal ball is defective.

"They" say that because I am a Principal Broker and have several years of Real Estate Sales experience under my belt, I should be able to look into my crystal ball and have sudden and complete knowledge of things to come . . . and if things are not clear, I should be able to polish the darn thing and get better results.

Mine doesn't seem to work that way.

I look into mine and see fractals of light dancing their dervish little dances . . . as if it is taunting me.

So today, I had an agent come to me with an issue. There is a Buyer who has a property under contract and suddenly has cold feet but no contractual way out of the deal. The agent feels the Buyer has gotten cold feet due to media coverage . . .

What scripts can I offer to "convince" this Buyer that if he goes ahead and closes, everything will be alright . . . He won't lose money when he needs to sell?

OMG! (Oh my GOSH!)

Wait a minute!

The state of the market and the economy and the idiocy of media reporting have absolutely NO bearing on the clarity of my crystal ball . . . We can no better predict the future value of a piece of real property now than we could in any other market.

Sure, I can guess . . .

Tell ya what . . . How's THIS for an answer?

"If you're going to be in that house for 5-7 years, I can (with reasonable comfort based on historical perspective) predict that your property will increase in value before you are ready to sell."

How's that?

Remember that buying real property is an INVESTMENT . . . and investments tend to grow in value over time . . . The longer you hold it, the better the likelihood of a return.

One great thing about a real estate investment, though?

Not likely it will ever drop to ZERO in value.

So be careful out there letting people think you are too wise/smart/savvy . . .

Before you know it, they'll be asking you to peer into your crystal ball to validate their decision to buy a house . . . Don't you DARE do it because I'm pretty darned certain that you DON"T know . . .

and neither do I . . .

So we're right back where we started . . .

NOW is ALWAYS a great time to buy a house!

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Green Hills - The FLAGSHIP!

www.theowengroup.net

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

Fishing . . . for BUYERS

Barry Owen (Keller Williams Realty) — Tue, 28 Oct 2008 07:02:39 -0500

Lead Generation is a bit like fishing.

If you go to a "stocked pond", you can pretty much put anything (Worm, Cricket, Corn) on your hook, Cast into the water, and catch a fish. This doesn't require a lot of skill or patience. Most folks who fish in such ponds arrive very confident that they'll be frying up some fish that evening. Even better, they'll know what KIND of fish they'll be frying, so the kitchen can be set and ready for the fryingwhen they return.

Life is good!

So it is in a Real Estate Market that leans towards the "Seller's Market". Buyers are swimming around everywhere and will grab at just about anything you throw out there. This does not require much skill or patience . . . and REALTORS can wander along with just a modicum of purpose and emerge victorious (find themselves at the closing table) frequently.

Life is good!

Away from the stocked pond - in the local streams, lakes, or ocean . . . The fish aren't quite as easy to catch, and you never know what's coming back on the end of the line (if anything) . . . Could be a squid or a shark or a shoe . . . and those fish are MUCH more particular about what they'll bite, so you've gotta have some smarts and strategy. Those fish are wild fish . . . They're smart and unpredictable . . . The further you get from the stocked pond the more skill and patience you've gotta have.

Life is less "good" for the average angler ...

But . . . The REAL fisherman LOVES THIS STUFF! It ain't fishin' if it ain't a challenge.

and so it in a real estate market that leans towards a "Buyer's Market". The Buyers aren't nearly as easy to catch, and you never know what you're gonna get when the phone rings. They're more particular than ever as to what'll get them engaged in the process. They are more difficult to "read" and some folks say they are downright unmotivatable. These Buyers are plenty smart and know what they want.

Life is less "good" for the average REALTOR . . .

But . . . The REALTOR SURVIVOR LOVES THIS STUFF! It ain't Real Estate if it ain't a challenge.

These survivors know that they've gotta build a great strategy and learn what the Buyers want/need to find appropriate motivation.

Here are some ideas:

Partner with a lender to develop a Rent Vs Own monthly payment comparison - Show the renting public what they can buy at said payment (REAL PICTURES of REAL houses)

Build a repertoire (again with your Lender and with the counsel of your Title Attorney) of "Creative options" for buying a house. Consider Lease Options/Purchase, Seller financing, Contract for deed, Property trade, Loan rate buy-downs . . . and ANYTHING else you can think of.

Then get yourself EXCITED and OUT THERE. Start casting your line with DIRECT prospecting . . . GO TO WHERE THE FISH ARE . . . Don't just sit there and wait forthem to come to you.

Happy angling :-)

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green hills - The FLAGSHIP!

www.theowengroup.net - Honing our angling skills daily in Middle Tennessee

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

Don't forget your ticket!

Barry Owen (Keller Williams Realty) — Mon, 27 Oct 2008 06:08:49 -0500

When in your life do you remember scrambling yourself and your family to get out the door to go on a very exciting adventure?

Perhaps you're heading to the theater, the symphony, a sporting event (Football, Hockey, etc), ora vacation . . .

You FINALLY manage to get everyone and everything you'll need into the car, start the engine and head down the road.

There's a nagging feeling in your gut . . .

You KNOW you've forgotten something . . .

You start running through the list in your mind . . .

All the kids are in the car - CHECK!

All Suitcases - CHECK!

Snacks for the trip - CHECK!

Panic begins to set in because you KNOW that the longer it takes for you to figure out what it is you have forgotten, the further you get from the house, and thereby the later you'll be if you have to go back to house to retrieve the thing.

You're approach the point of no return - too far away to get back to the house and still reach your destination on time.

AAAACK!

It hits you as you pull into the parking garage of the destination:

"HONEY! DID YOU GRAB THE TICKETS OFF THE DINING ROOM TABLE?????????"

"No - I thought YOU had the tickets!"

OUCH!

What to do NOW?

Often we REALTORS live a life of scrambling to get things accomplished in our businesses , , .

and many don't reach the destination (The closing table) as often as they'd like . . .

I'm suggesting that where they are faltering is in the beginning . . .

They are so busy getting things ready and out the door, they are forgetting their TICKET to the event.

"What's this ticket, and (more importantly) WHERE CAN I GET ONE?"

The ticket is a good, solid LEAD which you "buy" with effective Lead Generation . . .

who you are able to CONVERT with effective LEAD CONVERSION.

THIS is what Tactic #5 in The new book SHIFT is all about.

Gary Keller is masterful in making the point that Lead Generation - Spending time, money and effort on putting yourself "in opportunity's way" doesn't do a whole lot for your productivity (actually getting to the closing table) unless you remember your ticket - ie CONVERT the lead to an appointment and then a client.

and don't fool yourself intothinking you have a lead unless you know who he/she is and can contact him/her (you have their phone number, email, home address etc.)

So go ahead and scramble all you want - Lead generate til the cows come home - But for pete's sake (whoever Pete is) do NOT waste a single lead by failing to CONNECT appropriately thereby leading to a an appointment.

Statistics show that a very high percentage of leads who are willing to show up for an appointment will ultimately sit with you at the closing table in the future.

Hoping you have a great week.

Advice: Get yourself a copy of this book SHIFT by Gary Keller and READ IT over and over and over again . . . and watch for the "Shift Tour" seminar traveling about the country.

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - We ALWAYS remember our tickets so we don't waste any opportunities with home Buyers and Sellers here in Middle Tennessee.

www.stickam.com/barryowen- Streaming training LIVE dialy on the internet.

www.creatingspaces.blogspot.com- the other blogsite

Simply & BOLDLY Living the FourFold Way in Open Space!

More FUNKydelic musings

Barry Owen (Keller Williams Realty) — Sat, 25 Oct 2008 08:25:12 -0500

Yesterday, I blogged a bit about being in (and getting out of) a FUNK . . .

That post seemed to resonate with a lot of folks . . . and I do have a "Part 2" that I was hoping to get to yesterday afternoon, but some really FUNKY Broker issues ate my afternoon.

As I think of the cause/source of a FUNK, I affirm and reaffirm the simple truth that NO-ONE does this TO you . . . We each have full and complete control over our funky side . . . and we must first take responsibility for our personal degree of funkyness.

The FUNK scale is a continuum from "FUNKy/Groovy/Fun/Head bobbin' Dancin'/flowing productivity" all the way to the FUNK I described yesterday "Doom and gloom/Hide in your cave/Avoid Human interaction/disFUNKtional BLAH"

When it's a groovy FUNK, everything is going your way and you're in a rhythm . . . Life is good!

Where you are on this continuum is solely up to YOU!

It's your choice!

Here's something to pay attention to . . .

In the Thursday Keller Williams "Power Hour" daily video, Diana mentioned a phenomenon that I have had my sights on for quite a while now.

BEWARE EXPECTATIONS!

Do you see yourself as an "Optimist"?

Always looking for the bright side of things?

Glass is half FULL?

Cheer-leader of better things to come?

I love optimism and optimistic people and, in fact, I am an eternal optimist. I've learned though, that even the good things are best in moderation . . . Including Optimism.

The Optimists of the world have a risk of falling into a trap created by their own minds. If you are forever creating optimistic expectations in your mind (Things will improve in 2 weeks - If I do THIS, then most certainly my problems will evaporate) . . . you might be setting yourself up for disappointment . . . over and over and over and over again . . .

At some point, this optimistic expectation trap creates FUNK (not the groovy kind).

Optimists are very good at "not looking back" and lean more in the "living in the Future" direction.

My suggestion is that you might serve yourself better by choosing to live in the NOW - the Present - and pull yourself out of this expectation/disappointment vortex.

I am in NO way discouraging "setting and having BIG OLE HARRY GOALS" because without those, we become listless . . . Goals give us the juice we need to live purposeful and meaningful lives.

A bit more about our NOW!

Angeles Arrien is a very wise lady who has studied "Native Human" ways . . . and has coined a term known as "The FourFold Way" . . . Which is simply:

Show up and be PRESENT (in the NOW)

Follow What has heart and meaning for you

Tell the TRUTH (to yourself and others - BE yourself)

and Let it go (Don't get caught in the web of expectation/disappointment)

and a few quotes from Seth Godin in his most recent book "Tribes""

" . . . for those of you who see yourself in this mirror to realize that you can always stop." - What mirror do you see YOURSELF in? Is it one without regrets from the past and unfulfilled expectations?

Seth gets more personal as he explores the notion that you MUST REALLY be in your personal element (your NOW), because:

"Life's too short" is repeated often enough to be a cliche, but this time it's true. You don't have enough time to be both unhappy and mediocre. It's not just pointless, it's painful. Instead of wondering when your next vacation is, maybe you ought to set up a life you don't need to escape from." (p 101)

You KNOW you're in your NOW when that nagging thing in your gut (anxiety) goes away and you feel like you're in your flow . . . and you're dancin' a funky dance.

I've been called a "Workaholic" more than a few times.

Why?

Because people often see me working . . . Every time I get anywhere near a computer, I type on it . . . I am on the telephone all day every day . . . I talk to LOTS of people . . . My wife says my daughter's gift of gab comes from me (although she's fairly well endowed in this regard herself :-) . . . I ALWAYS have a book in my hand . . . and my clip-board with blank paper to write thoughts (and lists) . . . I guess to the observer, I am ALWAYS ON . . . and

guess what?

They're right!

I AM always ON . . . and I LOVE IT!

and by the way . . . much of what I do has no direct financial compensation associated with it . . . but somehow we muddle through and the bills get paid :-)

PURE FUNKYDELIC!

Which mirror do you see YOURself in?

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green hills - The FLAGSHIP!

www.theowengroup.net - We are AWAKENING the Home Buyers and Sellers in Middle Tennessee!

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

When being Non-FUNK-tional is GOOD!

Barry Owen (Keller Williams Realty) — Fri, 24 Oct 2008 14:36:45 -0500

In a recent coaching session, I picked up on a conspicuous absence of enthusiastic energy in the room.

I asked what the matter was?

"I've been in a FUNK this week!"

OUCH!

Boy, a real FUNK can REALLY hurt your effectiveness, can't it?

I was quick to point out that we simply MUST get out of this FUNK as soon as possible . . .

After all, there are houses out there to sell and Buyers to serve.

We don't have time to be de-railed by something as silly as a FUNK.

What IS a FUNK anyhow?

I know one when I see one (and so do you). A FUNK is when a negative psyche takes control of your body. Suddenly you begin feeling gloomy . . . perhaps like you've got the flu . . . with no warning and no rational reasoning.

You don't feel like talking to anyone or seeing anyone . . . You just want to go home and mope.

What doesn't make sense about a FUNK is that there doesn't seem to need to be a direct precipitating cause or event that triggers the FUNK - Just WHAM! and there you are stewing in your own mentally conjured misery.

FUNKs are particularly distracting when there is a strong demand for you to be operating at PEAK PERFORMANCE . . . Kinda like what you probably need to be doing in this unpredictable market environment.

So . . . How can you find a way to be NON-FUNK-Tional (and thereby functional more of the time)?

It begins with identifying the reality that the FUNK has settled in. Often, a solid FUNK can take residence in your world and remove you from the main-stream before you even know that you're in the FUNK.

I believe there's no way to TOTALLY avoid FUNKs . . . We all have them . . . It's those folks who can catch them while they're still young who can keep themselves non-FUNK-tional.

Know what to do when you detect the FUNK is creeping up on ya . . .

For me, it involves standing up and stretching and taking a walk to "clear my head" . . . Could be a good time to call a friend to pop out for a cup of coffee or a beer . . . Might be a good time to go see a good movie in the theater . . . or go to the zoo to see some wild animals . . . or stop by my kid's school and pop in to visit their class . . . or find my wife and kid-nap her for a drive in the country.

What's needed is a "pattern interrupt" . . . There's nothing better for exterminating a strong FUNK than a pattern interrupt . . . and the sooner you detect the FUNK, the easier it will be to extinguish.

Here we are in a world of opportunity . . . Don't let a simple FUNK stand in your way.

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net- Seeking 100% non-FUNK-tional service with Home Buyers and Sellers in Middle Tennessee Daily.

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold in Open Space!

Nashville - Brentwood - Remarkable Renovation for sale!

Barry Owen (Keller Williams Realty) — Wed, 22 Oct 2008 15:52:23 -0500

Nashville - Brentwood - Remarkable Renovation for sale!

8016 Cloverland Drive - Nashville TN 37211

Truthfully, It's been quite a while since we have had an opportunity to offer for sale a house which has been renovated with this level of meticulous attention to detail. The current owner initially bought this house with full intentions to renovate it and move in for a long stay . . . and (as is often the case) just as the house was nearing completion, plans changed necessitating a move nearer family.

The location is at the extreme Southern edge of Davidson County - Literally a matter of yards from the Williamson County Line . . . Darn near in the heart of Brentwood and around the corner from Nippers Corner. Access to Interstate 65 is a breeze down Old Hickory Blvd . . . and @ equidistant from the phenomenal Cool Springs Galleria, The Mall at Green Hills, and Downtown Nashville - Oh yeah . . . and the airport's not a bad trip either :-)

So, I invite you to take a close look at the pictures here and note the following details:

Over 1 acre of land on a large hill with a sweeping view
3850 sq feet of living space with 4 bedrooms (Master Down) and 3.5 baths -
2 car garage with electric door opening - Covered carport next to side entrance
Fresh Landscaping, aggregate Driveway, & Walkway w/concrete pavers in a herringbone design
Crawl space - lined with Clean Space Liner and 25mm thick fiberglass insulation
Insulation - Spray foam on all wall & roof decks & fiberglass insulation to current Nashville building codes
Attic - subflooring in attic space for additional storage
Wood burning fireplace - TN crab orchard stone
Chimney - new cap and flue liner inspected by Ash Busters
Windows - new double pain windows
Roof - new roof on second story over porch
Electrical - all new to Nashville building codes
Plumbing - all new to Nashville building codes copper-pecks piping
Roof line - gabled roof
HVAC - 2 new Trane Package units with clean air effects (99.9% cleans pollution/pollen filter in crawl space) on bedroom side of house (runs 2 zones); three programmable thermostats (1 upstairs, 1 in master, 1 in living) Gas heat/electric cool
Water heater - new with recirculation 80 gallon pump (closed system hot water recirculates all the time)
Hardwood floors - on first floor 3 inch wide plank oak floors
Kitchen cabinets - all new 42 in, pullouts, soft close cabinets with under mount lighting
Appliances - new electric Jenn-aire double oven with top convection and new energy saver dishwasher
Island downdraft and cook-top
Tile (subway) new in all three bathrooms
Closets - 9 total 2 are walk in
Lighting - recessed in all rooms with fan boxes in all bedrooms, living room and kitchen
Floating Staircase
Vaulted ceilings in living room and kitchen

Email us with any questions . . . or call: Debbie Guthery Owen Keller Williams Realty - 615-425-3600 dguthery@comcast.net 615-485-8833 Barry Owen barryo@comcast.net 615-568-2123

The Auction Effect

Barry Owen (Keller Williams Realty) — Wed, 22 Oct 2008 15:38:10 -0500

In our market here in Middle Tennessee, we're experiencing some weirdness.

It seems that properties tend to sit around on the market for months and months . . .

and then . . .

Just when we have a buyer for that property, 4 more Buyers materialize at EXACTLY that moment resulting in a bidding war in a market that most folks are still calling a "Buyer's Market"

What gives?

This morning, I had somewhat of an AHA!

In yesterday's team meeting, we had a couple of guests. 2 fellas from another Keller Williams Realty office close by have formed an Auction Company and were there to present the ins and outs of auctioning a house. The presentation was fantastic - They did their job well . . . and here's what I learned:

People who attend auctions and actually register to bid are REAL BUYERS. They are showing up with a minimum of 10% CASH for on-the-spot down-payment, and they are fully prepared to close the deal within a few weeks if they win the property.

But not all properties actually SELL at auction.

Often, the price doesn't make it to the Seller's "Threshold" and everyone goes away at the end of the day. This does not necessarily mean the end of the possibility of a deal.

If there were 4 bidders, FOUR viable prospects have made themselves visible (by showing up and registering) . . . The Seller still wants to sell at "some" price (just not the one the bidders were willing to pay on the day of the auction).

A smart auctioneer will continue to work with the Sellers and those four Buyers to find a deal. This will most certainly require a measure of patience and finesse and could drag on for months . . . but their report was that more often than not, a deal DOES happen.

So what's this got to do with the multiple offer deal I was talkin' about?

Hypothesis:

Many Buyers are Casually looking around in this market and are in no particular rush as they feel very confident that the properties they like most will not sell out from under them. They tend to KNOW their bottom lines, and they are confident that any missed property will replicate itself in this high inventory environment.

These Buyers have MADE THEIR IDENTITIES KNOWN to the Listing Agents by showing up to view the property.

When a Buyer indicates an interest in making an offer on a property, the listing agents are getting more adept at notifying the pool of "prospects" that the property may have an offer any minute and that their window of opportunity may be closing soon.

AHA . . . SCARCITY!

NOW, you're telling the Buyers that they might not be able to get that house they've had their eye on (a BIG shift from the frame of mind that they've got all the time in the world to get it).

Scarcity does funny things to people - Thus the Auction Effect. Auctions are simply creating a physical environment of scarcity. "We're auctioning this property, and only ONE of you bidders gets to walk out of here with the privilege of buying it."

Several Buyers "Opt In" with their "Highest and Best" offer, and the negotiations commence.

VOILA!

A multiple offer scenario that often leads to a higher than listing price sale.

To you Auctioneers out there who might get your feathers ruffled, I am NOT advocating REALTORS holding auctions . . . I know that requires an Auctioneer's license in most (if not all) states . . .

And to the REALTORS out there . . . WOW! I ABSOLUTELY endorse the validity of the auction process using a licensed auctioneer . . . This is a POWERFUL "Creative Solution" for Sellers with a solid need to sell.

Multiple offer scenarios awaken the passion in an otherwise apathetic crowd of Buyers.

I've got another blog brewing in my head for later today about "REALTORS' DisFUNKtional frame of mind"

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net - Our ear is to the ground for Motivated Home Buyers and Sellers in Middle Tennessee.

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

How do you Lead Generate in a "Dead" market?

Barry Owen (Keller Williams Realty) — Tue, 21 Oct 2008 16:25:45 -0500

I'm havin' a lot of fun these days challenging our associates to go out there and get RADICAL!

After all - Whatcha got to lose?

What I mean by "RADICAL" is to wake up each morning with a firm commitment to live the day on the edge of your comfort zone . . .

Talk to strangers!

Be BOLD and visible in your world.

ASK everyone you come within 10 feet of who they know that is considering a move?

The success stories are starting to flow in:

- One of our "Rookies" who has been licensed a full 3 weeks now

stepped into a few conversations this past week end and emerged

with TWO, SOLID $500,000 Buyers . . . hmmmm

- Another went to the dentist yesterday . . . He was feeling guilty

because he was missing the morning SPRINTS . . .

so he decided he would lead generate in the Dentist's office . . .

Before he knew what was happening, everyone in the office was

surrounding him in what could be considered a group huddle . . .

They all wanted to hear more about real estate . . .

- I went for parent/teacher conferences this past Monday . . .

My 7 year old first grader has been in class lead generating . . .

Her teacher talked more about buying investment property than about our daughter.

Guess what?

There's no measure of apparent Economic instability that can overcome the insatiable need of most humans to talk about real estate. People LOVE to talk about real estate.

All we've gotta do is get out there and kindle the conversations . . .

with LOTS of people!

In our Team Meeting today . . . Our lender chimed in that rates are now comfortably BELOW 6%.

Hey folks!

You KNOW what to do . . . Just get out there and DO it!

This is FREE stuff . . . What's holding you back (if anything)?

After all If the politicians can continue to beg for money a mere 2 weeks from election day after having milked us for everything we can give for the past two years . . . surely WE can venture out there and ask for LEADS, right?

Let's get this party started and sell some real estate before we run out of 2008.

Best,

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP

www.theowengroup.net - We're starting conversations ALL over Nashville TN with Prospective home buyers and sellers

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FouFold Way in Open Space!

Guilty as charged . . .

Barry Owen (Keller Williams Realty) — Mon, 20 Oct 2008 16:08:58 -0500

Over the week-end, I received a comment on one of my blog posts indicating "disappointment in me" of the reader when he discovered that I have been posting prolifically on Active Rain and have received many comments but was not an active public "commenter" on other people's Active Rain blogs.

Hmmm . . . I'm definitely guilty as charged.

Have I offended others?

I come here to write and share my learnings and to read other's blogs to learn what there is to learn. . . and yes, I do interact directly with LOTS of people here in the Active Rain Community, but I am only now realizing that most of this interaction is "off-line" . . . When I see a post that resonates with me, I simply go to that person's page and email him/her directly.

This is also my "way" when I read a great book . . . I contact the author directly via phone, email, or hand-written note.

Perhaps the more publicly visible way "should" be to comment on the blog posts themselves . . . I'm not sold on that . . . I like direct conversation with the author.

I read a lot of Seth Godin's stuff . . . One of his tips to keeping the mental juices flowing is to subscribe to an insane number of blogs and READ THEM ALL . . . and field ALL emails that come . . .

On a typical day, I read 40-50 blog posts . . . mostly outside of Active Rain . . . and I contact @ 5-10 authors . . . This keeps me going . . .

In Open Space, there's a name for people like me "bumblebees" . . . I buzz around from flower to flower . . . never stay anywhere very long and move on . . . and I cross-pollinate ideas.

My hope is that this will be "enough" . . .

I truly believe that we all have the privilege of the law of 2 feet: "If at any time you find yourself in a place where you feel you are neither contributing nor receiving anything of value, you have the reponsibility to follow your personal passion and use your 2 feet to take yourself to a place where you CAN contribute and learn.

Best,

Barry Owen

Career Development Coach/Consultant

Principal Broker

Keller Williams Realty - Nashville, TN - Green hills - The FLAGSHIP!

www.theowengroup.net

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

Leading your Tribe

Barry Owen (Keller Williams Realty) — Mon, 20 Oct 2008 15:44:48 -0500

Some thoughts to start your week . . . Ending with a great little video clip.

I'm reading Seth Godin's new book "Tribes - We need YOU to lead us"

As usual, it's good stuff . . . a few quotes:

"People admire the new and stylish"

"Partisans want to make a difference . . . want something to happen (and something else NOT to happen)" They're passionate people.

"Leaders make a ruckus"

"They use passion and ideas to lead people . . . "

" . . . Inciting a movement."

"motivate, connect, and leverage."

"Defending Mediocrity is exhausting."

"The Only thing holding you back is your own fear>"

"What people are afraid of isn't failure. It's blame. Criticism."

"Do something worth remarking on!"

I thought of a great bumper sticker I see occasional about town:

"Well Behaved Women Seldom make history"

We're not in a business environment for the faint of heart.

This is PRIME TIME for innovation and differentiation . . .

Time to align yourself with other successful people and LEAD your way out of this morass.

Here's the video (Cut and paste into your address book if necessary)

http://www.walkthetalk.com/212/212_mov.htm

TURN IT UP JUST ONE DEGREE!

Let's ROCK!

Best,

PS: I posted another blog @ "Tribes" on my other blogsite www.creatingspaces.blogspot.com - Check it out . . . Turns out Seth Godin's thoughts are aligning quite well with the principles of Open Space Technology . . . Emergent leadership potential is within every single person on the planet . . . All you've gotta do is claim yours :-)

Barry Owen

Career Development Coach

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP!

www.theowengroup.net

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!