Waiting for the Light in the Tunnel - 05/31/09 06:46 AM
Not surprisingly, when I go speak somewhere, people always hope that my crystal ball fit within my airline luggage limit.  They say:
It's been a little scary these last couple of years. Do you think the market will get better soon?
I always say "Yes!" Why? Because it always does. Markets, by their very nature, are cyclical. I know when things slow down, nerves fray. But step back and look at the bigger picture. Markets go down and they go up. As for the current market, I'm just one of many who's saying that because of the ultra-low interest rates and … (5 comments)

Who's Got Your Back? - 05/30/09 06:02 PM
The third question that people always ask me is this one:
Are virtual assistants worth hiring? In a word, absolutely. I know Realtors are an independent lot, but the best ones aren't. They know a team beats an individual every time. And a good assistant is the best place to start. They're affordable and they free you up to do what you do best -- sell real estate. I have clients who've doubled their business simply because they hired an assistant.
You may ask if I use VA's.  The answer is a resounding "Yes!"  How do I use them?  VA's from … (5 comments)

Leads - Use 'Em or Lose 'Em - 05/29/09 10:42 PM
Here's another question I am frequently asked:
If I could do one thing to improve my practice, what would be the best thing I could do?
Ah, the ‘one thing' question. First, I strongly believe it takes many strategies and tactics to achieve clear success, but if I had to narrow it down to one action, it would be an efficient lead management system. Far too many leads end up down the drain in real estate today. Invest in a system and database that follows up effectively and quickly with all leads.
There are a lot of good systems out there.  … (8 comments)

Getting in Touch with Your Inner Expert - 05/28/09 11:14 PM
I go all over the place and get asked a lot of questions. A few come up all the time.  Here's one.
How can I consistently grow my business?
If you're like many agents, you're bottom line reflects the market. A so-so market, a so-so bottom line. Over the years I've paid close attention to top producers and what I've learned from that is this -- they work their butts off to become experts. They take advantage of every opportunity to learn everything they can about the business, the market and their customers. And then they act on that knowledge. They're … (0 comments)

No Shrinking Violets Need Apply - 05/26/09 09:55 AM
A violet is a lovely flower but it's very delicate.  Don't overwater it. Don't underwater it. Don't give it too much light or too much darkness. If you don't treat it right, it withers. Because it's pretty and purple, we pamper it.  If it were a person, we be tempted to give it a pep talk about being more flexible, about overcomng adversity, about having an attitude that wasn't so self defeating. 
A positive attitude. If I had to pick a single ingredient of success, attitude would be it. Can you imagine a top producer with a bad attitude about themsleves? Well, … (5 comments)

A Vast Network of People - 05/24/09 09:48 AM
Recent ads by cell phone cell phone provider Verizon bring home the point that the Verizon network, represented by a crowd of uniformed people, followers their customers everywhere.   The guy going to the Twilight Zone Motel where people complain about dropping calls and spotty Internet won't have to worry - the Verizon network has him covered!
In all my years of coaching agents, I've never seen an agent who reached success by him or herself. Never. And I'd bet my last dime I never will. They have assistants. They have mentors. They have coaches. They have a sardine-like pipeline crammed full … (4 comments)

Getting It Together for Success - 05/23/09 11:48 AM
Some people stumble on success but any kind of sustained momentum requires a crystal-clear sense of what success is.  That's why the business world is filled with one-hit wonders in every field.
When I visit agents for the first time, I learn that every single one wants to be successful. But when I ask them what success is, they look at me like I just landed from Pluto. They haven't a clue. Some eventually get a glimmer of brain activity and say they want to make $100,000 or they want to sell 50 houses.
That's all well and good. But I … (4 comments)

Good Customer Service Saves the Day - 05/20/09 02:04 PM
If you read advertising copy, it sounds like every company would climb the highest mountain and swim the deepest sea for their customers.  In reality, many companies subject their customers to a maze-like phone system, keep them waiting, subject them to hard to understand reps who don't half listen to the problem, don't follow up... The list goes on. Thye might as well tell the customer to jump off that mountain or drown in the sea.
A stellar and consistent display of customer service is the mark of a good agent. As a coach, I see plenty of agents who can … (6 comments)

Successful Agents Never Know It All - 05/19/09 02:43 PM
Successful agents are made not born!  That may sound trite since we've all heard it, but think about it.  Even if you were born with a "sales personality" and you can sell salt to Morton, your natural talent won't carry you through in this market.  The agent that gets ahead is the one who keeps reinventing himself and keeps learning.
That ‘s why one sign of a successful agent is an unquenchable thirst for knowledge. Sure, you expect agents to know their business and many will have the CRS, GRE and of other certifications. But you'd also never find them thinking … (2 comments)

A Flexible Plan Will Save the Day for Housing & for You - 05/18/09 10:08 PM
Naysayers were quick to point out flaws in President Obama's making Home Affordable housing rescue package released in February, 2009.  Some didn't like the program on principle. Others felt it didn't go far enough, especially since many homeowners were in a negative equity situation with their homes.
Over the last couple weeks, the program has been expanded to cover second mortgages and promote short sales as a means of addressing foreclosure.  More changes are likely in an attempt to get housing back on track.  Like it or hate it, you can't say the program hasn't been flexible to say the least. 
… (0 comments)

How to Convert More Prospects into Clients - 05/17/09 04:53 PM
You know what a gas guzzler is - a big clunker that gulps gas like a thirsty old dog. And if you have been in real estate for more than a month you know what a time guzzler is too - a prospect that drinks up your time.
Can you imagine how much more productive (not to mention richer) you would be if you could just convert more of those time guzzlers into buying clients?
The good news is you can, and here is how.
For additional information and guidance on this topic we have posted an article on our website … (1 comments)

Realtor as Superhero - Thanks to 203k Plan - 05/15/09 07:29 AM
With all the great foreclosure and REO bargains these days, buyers appear to have a lot of choices.  Many of these properties require some work to make them livable, either because the former owner was unable to maintain it, because the home was trashed by the angry owners or thieves, or because it sat too long. A Realtor who works to match buyers with this type of home has several roles.  As an agent working on commission, of course making the sale is important.  As an advocate for the buyers, he needs to make them aware of what in entailed in … (5 comments)

Virtual Assistants - Another Way to Build a Team - 05/13/09 07:09 AM
The other day I wrote a post about team building.  Much to my surprise, the people who commented on it noted that they either didn't need a team because their business was small or they liked the exhilarating feeling of doing it all.  I certainly advocate the "If it ain't broke, don't fix it approach."  If doing it all is working for you now, great.
Obviously, a big overhead in terms of salaries drags down many companies, large and small.  For someone starting out or trying to make it through a tough economy, a lean staff - that perhaps consists of … (2 comments)

Building and Running a Team that Boosts your Income - 05/11/09 09:44 PM
Here's a picture for you - a baseball game where one team has the typical nine players, the other team - just one and he's pitching. The batter wallops one to the wall. The pitcher becomes the right fielder and scurries out to grab the ball and then sprints to home plate in hopes of tagging out the runner - who crossed the plate about a minute earlier.
Sounds ridiculous doesn't it?
Many agents do the exact same thing every day. They want to win the game of real estate by doing it all. It can't be done. A team is … (5 comments)

Ways to Turn Clients into Raving Fans - 05/08/09 02:23 PM
Are you developing the skills necessary to be a successful agent in the next century?
This means learning the new technology that will make you more accessible while offering the service that will kept bringing clients back.
Embrace ongoing relationships with your clients.
Build your networks and constantly add value.
It's a blend of the new and the time-tested that brings in clients and keeps them.
For additional information and guidance on this topic we have posted an article on our website entitled "Ways to Turn Clients into Raving Fans" for you to review.
Commitment for the Week:
Show us your … (4 comments)

Do You Negotiate or Manipulate? - 05/06/09 12:29 PM
Manipulation must be instinctual.  Ask any parent of a two year old.  Even by that age, baby knows that flirting with daddy or screaming for mommy will probably get him what he wants.
Negotiation skills, on the other hand, are learned.  The person who wants something offers the other person something they might want in return.  Even parents get to the point where blind love makes them realize that their kids are manipulating them, so the kids acquire a new skill set.  It so happens that the ability to negotiate is crucial to successful real estate deals.
My words of wisdom for … (0 comments)

Change Your Mindset and Thrive in Your Business This Year - 05/05/09 11:22 AM
"The brain is a wonderful organ; it starts working the moment you get up in the morning and does not stop until you get into the office."  Robert Frost
The secret to success in real estate - and in life - is much closer than many of us realize: it is right inside our head.
During my years of helping Real Estate Teams thrive, I have found three distinctions that separate the successful from those who constantly yearn. It is based on attitude. And the good news is, by shifting your mindset, you can see dramatic results.
For additional information and … (9 comments)

Well. What Did They Think? - 05/04/09 05:07 PM
When we hold an open house or a showing, our sellers nervously await the reaction of the potential buyer.  When the much-awaited call from the showing agent does not come, it falls on us to seek out the followup.
The reasons you call the agent who showed your listings are:
To jog the agent's memory about the house so that you may be able to get a second showing. To answer any questions or concerns that the buyer expressed so that the house will be reconsidered. To get the impressions of the buyers or agents that might help you to better … (3 comments)

 

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