The Top 10 Requirements for Any Business to Remain Profitable - 01/31/08 09:46 AM
The magazine, Fast Company, recently declared that Americans are becoming a nation of "free agents". They described a generation of consultants and professionals, all selling their services for the length of a project or until a problem is solved. That brings tremendous freedom, and new responsibilities to run our careers as businesses! Unfortunately, many "free agents" have never run a profitable business. The following are my list of critical issues in creating a career/business that will remain profitable for years to come.
Customer Benefits. You and your customers must clearly understand the benefits that your services provide. What are the 5 benefits … (11 comments)

Don’t Close When You Want To Close, Close when the Buyer or Seller Are Ready To Close. - 01/30/08 11:46 AM
Here's 10 of My Best Questions to Ask:
When you ask a question, there are ways to determine whether or not you have a good shot at getting to yes which is by asking qualifying questions first.
Simply stated, you won't get the business if you don't ask (which is why I say that asking for the business is one of marketing's "magic bullets"), but you will increase your chances of getting a positive response if you qualify first.
And frankly, asking for the sale without first determining need, interest, and inclination is rude, presumptive, and off-putting.  Why?  Because offering a solution without … (2 comments)

The Real Scoop On ‘Sound Bites’ - 01/29/08 04:01 PM
One of the most common misconceptions I encounter regarding ‘Sound Bites' that one has from 30 to 45 seconds to make one's case.  And, frankly, :45 Seconds may be to long; you run the risk of boring your listener to tears. That's not what you want, is it?
A true ‘Sound Bite' can be delivered in, well, a small bite.
Sound impossible? It's not.  We know that most people have very short attention spans, so you can be sure that 45 seconds of talking "at" your prospect is not what a ‘Sound Bite' is all about.
When dealing with busy people, we just … (1 comments)

10 Ways to Be Real – Be responsible for the fact that you ARE human. - 01/28/08 03:18 PM
Okay, the last nine posts in this series were all about accepting and enjoying the positive and negative sides of being human and life itself. Now that you're giggling hysterically at all of your problems, you CAN become 'responsible' for your weaknesses or tendencies. In other words, just because you're human doesn't get you off the hook if you humanity is causing problems for others.
Solution: Discover how your human-ness affects others and make any necessary changes.
You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's … (3 comments)

10 Ways to Be Real – Enjoy being real. - 01/28/08 03:16 PM
I'd rather be terrific at being a failure than constantly struggle to be a success. Make sense? Being real really is/can become a delightful way to live and experience your life. And if we buy the concept that success is a journey not a destination, It's even more important than success is, in my book.
Solution: Learn to accept who God made you, just as He made you.  You achievement is not who you are, but what you do.  Your identity does not lie in outcomes.
You can also click on one of the following links to have my daily blog with helpful … (2 comments)

10 Ways to Be Real – Drop the jargon. - 01/28/08 03:12 PM
If you buy the idea that truth is the most attractive thing about becoming attractive, then anything that isn't true is going to make a person less attractive. Most personal development jargon isn't very attractive because it's a manufactured word or meaning that most people who use it cannot translate it into simple English. (That's the fastest way to know if you're using jargon -- if you cannot translate the term into incredibly simple English within 10 seconds that ANYBODY can understand instantly, then you're using jargon.)
Solution: Use simple, simple terms that anyone can understand instantly.
You can also click … (0 comments)

10 Ways to Be Real – Stop spinning the truth - 01/28/08 03:09 PM
Euphemisms and 'positive interpretations' are the bane of many people's existence. Rather than call something a problem, they call it a challenge. Rather than call something a @#%& up, they call it a breakdown. Rather than call somebody clueless, they call them well-intentioned. The first step in a healthy life is being honest.  The truth will set us free.
Solution: If something is bad, say so. Don't make it sound less bad than it really is. That would be lying.
You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real … (0 comments)

10 Ways to Be Real – Give up blinding ambitious drive. - 01/28/08 03:07 PM
This one is tricky. I see a lot of people aspiring to become more, but it seems to turn into a quest or marathon or a track measured by attaining the next thing.  The challenge then becomes the cycle of disappointment.  You are always chasing your tail looking for fulfillment which is always just around the corner.  Even when markers are achieved, they are fleeting in their enjoyment because they leave a void and don't satisfy.  You can sacrifice everything to gain it all, only to realize it doesn't mean anything.
Solution: Master the art of being content without being complacent.
You … (0 comments)

10 Ways to Be Real – Avoid those who aren't authentic or genuine. - 01/28/08 03:02 PM
As you adopt healthier personal OS, your antennae will be able to better detect earlier who's real and who isn't. This happens because you're understanding yourself more. Pretty soon, you'll come to recognize and feel the extremely high costs of spending much time with those who are still trying to impress, compensate or strive and you'll naturally steer clear. In the meantime, however, don't be surprised is your Rolodex gets smaller, but FAR more valuable.
Solution: Make a list of the people in your life that are not genuine or authentic. Then identify the reasons (which may well be important/valid) why … (0 comments)

10 Ways to Be Real – Be yourself without being defined or delivering a role. - 01/28/08 02:58 PM
This one is also tricky, because most of us are very much defined by the roles we adopt or which have been given to us: child, mother, father, provider, sibling, boss, employee, client, vendor, professional, educator, expert, etc.
Solution: Can you be yourself if you had no role in life? Better yet, who would you be?
You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer -
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10 Ways to Be Real – Laugh at yourself and life, as your default reaction. - 01/28/08 02:56 PM
There is a place to get to in life where you can laugh at virtually every aspects of yourself (strengths, weaknesses, habits, failures, IQ-level, lifestyle, behaviors, blind spots, successes) and also at life itself. This is an amazing place because you're in tune with how absurd it all is anyway. When you get to this place, you are very much in sync with yourself and life, you don't take much very seriously, and you really can enjoy life despite the issues in it.
Solution: remember - not one shred of evidence supports the notion that life is serious.
You can also click … (1 comments)

10 Ways to Be Real - Stop trying to become somebody. - 01/28/08 02:49 PM
It's normal to want to become somebody we can be proud of, but often the tendency is to pick a hero or a figure that we either admire or wish we were like. Nothing's wrong with being inspired, but the cost of striving to be like someone else is extremely high. Striving costs you the opportunities in the present, which you cannot see because you are too busy focusing on the future.
Solution: If you are a nobody but think you are/should be a somebody, take pride in being a nobody (becoming somebody is pretty stressful!).
You can also click on one … (0 comments)

10 Ways to Be Real - Drop Pretense - 01/28/08 02:47 PM
Are you trying to appear or sound like someone that you're really not yet or will never be? Pretense, while it might temporarily bolster one's weak self-esteem usually is exhausting to the spirit, generates lies or partial truths and you can only fool those who are pretending more than you are.
Solution: If you're a loser, say so. If you're a fool, say so. If you make lots of mistakes, say so. If you have no money, say so. If you don't like who you are, say so. If you can't EASILY afford the Mercedes, sell it.
You can also click on … (0 comments)

Inspiration vs. Motivation - 01/26/08 10:52 AM
Just a short thought of the day to ponder -
When you're inspired, you don't need motivation as much. When you're inspired, your internal "system" is touched to its core and it lasts for at least a year, or often a lifetime. When you're motivated, it's generally temporary, because only your ego or instinct is touched. When you're inspired, you are more yourself. When you are motivated, you become excited about acquiring (greed) or becoming like someone else, such as a public figure or a celebrity. You are cranked up, but your enthusiasm fades when you're out of the motivating environment … (7 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 10 - 01/25/08 08:47 AM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #10. How will I … (2 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 9 - 01/24/08 10:27 AM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
 
Question #9. How will I … (2 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 8 - 01/23/08 10:09 AM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #8. When am I … (2 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 7 - 01/22/08 10:48 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #7. Since money is … (4 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 6 - 01/22/08 10:46 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #6. If money were … (0 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 5 - 01/22/08 10:44 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #5. What do I … (0 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 4 - 01/22/08 10:42 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #4. Where can I … (0 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 3 - 01/22/08 10:40 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
 
Question #3. What else do … (0 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 2 - 01/22/08 10:38 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
 
Question #2. What does my … (0 comments)

Questions That Will Help You Create A Marketing Plan That Works For You (Even Though It Might Not Work For Anybody Else!) - Part 1 - 01/22/08 10:35 PM
One of the greatest challenges many REALTORS® face when they transition from ‘just' a sales person to REALTOR® entrepreneur is creating a viable marketing plan that works for their unique talents.
One-person micro companies, often called "Solopreneur's," usually understand their own business models, yet may not have the traditional marketing background to distill that knowledge into a cohesive marketing plan or communicate it effectively to others.
If you're in that position, this series will help you develop a very basic understanding of what it will take to create a marketing plan that works for your real estate business. 
Question #1. Who is the … (1 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 10 - 01/22/08 10:31 PM
Reason #10:  You're letting fears get in your way. If this is true of you, you certainly have my sympathy.  Anything new can be intimidating and scary, but please believe me when I say that once you start doing what you need to do, you'll be too busy to remember to be fearful. If your fears become overwhelming, perhaps it's time to consider the services of a mental health professional.  But if those fears are just fears of the unknown, all you need to do is...
Solution #10: Get over yourself. You are neither the first nor the last person to start … (0 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 9 - 01/22/08 10:28 PM
Reason #9: You don't ask for the business. You expect people to ask you to work for them, but that's not the way it works, pumpkin.  Most people aren't mind readers, so your potential clients won't know that you want to work with them unless you say so. I know you don't want to hear this, but what you need to do is...
Solution #9: Ask for the business. Remember back in the olden days when you were a young jobseeker? What was the one thing that you were told to do at the end of the interview?  That's right, express your … (3 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 8 - 01/22/08 10:08 PM
Reason #8: You've tried a bunch of things, but nothing seems to work. Maybe you tried a postcard, but that didn't work as well as you had hoped. Or you put up a web site, but nobody's visiting, or if they are, they're not calling you.  Or perhaps you ran an ad once, but nothing much came of it.  Knock knock!  Who's there? Reality calling! You're not handing out free $100 bills; you're marketing, so that means you've got to...
Solution #8: Give your plans time to work. If you're going to do something only once, you'd best be sure that that … (7 comments)

The First Step to Success - 01/21/08 08:38 AM
"The first step to success is to stop lying to yourself"
I would dare say that the vast majority of people would consider themselves honest, ethical people.  In fact, I was in a room of 500 top producing agents when the speaker asked who in the room felt they had integrity.  98% of the room raised their hands.  When asked to lower their hand if they had ever lied to themselves or made a promise, resolution or goal and not kept it all the hands went down. 
Our quest for success starts within and to truly address the issues that are getting … (8 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 7 - 01/20/08 01:45 PM
Reason #7: You don't know who your best client would be. If you're still stuck in that rookie trap of thinking that "everyone in the world" would want your service, it's time for a dose of reality. The bottom line is that if you can't identify the person who would benefit the most from your service, then you may never get a clientele worth having.  The best cure for that is to...
Solution #7: Create a profile of your best client.  Start by asking yourself this question: Who would benefit most from my services, and why?  You want to know the age, … (5 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 6 - 01/20/08 01:42 PM
Reason #6: You're not focused on your goals and doing the work. Maybe you've got your vision and plans documented, but you haven't looked at them in weeks (months?) and you don't recall off the top of your head exactly what your marketing tactics are.  This is not good (but you knew that, right)? What you need to do is...
Solution #6: Focus and act! Constant attention to your goals helps keep your eyes on the prize and the finish line in view. Remember, the greatest threat to progress is inertia.  Keep your goals visible (in a notebook on your desk, posted … (5 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 5 - 01/20/08 01:40 PM
Reason #5: You don't truly believe you can do it, so you're not "ready" for clients. If you feel that you're not really ready, you're not, so stop whining and go back to sitting on the sidelines.  But unless you're practicing a trade that requires a specific license that you haven't got, chances are that there are people out there who are willing to accept your level of expertise, no matter how new you are to the business. And the best way to get experience is by doing. So quit making excuses, and find those people!  You may have to...
Solution #5: … (0 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 4 - 01/20/08 01:39 PM
Reason #4: You don't have the support you need to get where you want to go. Doing all this on your own is more than tough--it's overwhelming! Having a group of people PLUS one partner or buddy who are/is familiar with and supportive of your goals enough to offer regular support, ideas, and feedback helps keep your energy and momentum up, and provides you with the strength you might need when the going gets tough.  Doing it all alone doesn't make you a hero, so why don't you...
Solution #4: Get a coach, and join or create a group of people who … (4 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 3 - 01/20/08 01:37 PM
Reason #3: You don't (or can't) clearly articulate your value to your clients. Can you distill the essence of your value to a particular and specific customer base in seven to nine words? I can, and let me tell you, it works wonders!  Let me be blunt: Nobody cares about your title (REALTOR®, king of the world), your process (facilitating, teaching, empowering), or your education (CC, MBA, PhD, Harvard or Hogwart's School of Witchcraft & Wizardry).  All your clients truly care about is what you can do for them, or more specifically, what benefit they will receive as a result of … (1 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 2 - 01/20/08 01:35 PM
Reason #2: You haven't got a written plan. They say that goals that aren't written are merely wishes.  How will you know if you're on the right track if you have only a fuzzy idea of where you're going? Once you've written it all down, you can start making choices about how to spend your time and energy to get what you want. But until you do that, you're just stumbling around in the dark, and any successes you may have are pure dumb luck. So unless you're feeling very lucky, if you want to make a success of your small … (1 comments)

So, You Don't Have Any Clients? (How to Change That) – Part 1 - 01/20/08 01:33 PM
Go ahead and blame the economy if you want to, but if you truly want to know why you don't have any clients, I'm happy to tell you (and even happier to tell you what to do about it).  Or perhaps you're thinking that if only you had more of a budget for advertising, you'd be in the money?
Let's be honest: Stupider people with less to offer the world than you have made successes of their small businesses, so if you don't have any clients, what needs "fixing" is you, your attitudes or your behaviors, not your ad budget.  But … (0 comments)

Reasons to Write a Personal Note (And What to Say) - 01/20/08 01:25 PM
My mother was right: Hand-written notes express your gratitude, appreciation, regard and attention infinitely better than mere phone calls, or heaven help us, emails. Which, of course, is why you decided to add "writing personal notes" to your marketing tactics.
But after that first thank-you note, what in the world is there to write about? I mean, how many times (and ways) can one say "thank you" to a client?
Remember, not every note has to be a thank-you note. If you ask me, there are at least ten great reasons to write to your clients, colleagues and associates, and I'm … (10 comments)

‘Sound Bite’ Mistakes I Don’t Want You To Make - 01/20/08 01:20 PM
Everyone knows that a great ‘Sound Bite' can attract the clients you want like a magnet. Your ‘Sound Bite', that seven-to-nine word distillation of the value you offer to a specific market, is probably your single best marketing tool. And yet, many people choose to ignore all the rules about what makes a ‘Sound Bite' great, and then they wonder why their ‘Sound Bites' aren't attracting the right clients (or any clients at all!).
Even worse than that, a so-so (or a just plain bad) ‘Sound Bite' can actually work against you, by repelling those very people you hope to attract.
What … (0 comments)

(Easy) Ways to Ask for the Business - 01/20/08 01:17 PM
Very often, the number one fear around marketing for my clients is asking for their real estate business. Oh, sure, they're happy to go on and on about the successes their own clients have had, and they'll wax positively eloquent about the special discounts that they're offering this month, but even the thought of asking a seller to list with them or a buyer to sign a buyer broker agreement makes them clam up.
"I don't want to appear too pushy," confesses one client.
"If they want to work with me they'll say so," says another. "Won't they?"
"What if they say no?" shudders … (2 comments)

Best Practices for the Home-Based REALTOR - 01/18/08 04:48 PM
Working at home, alone with one's computer and to-do list, seems like the ultimate manifestation of the American dream of successful self-employment. In the corporate world, how often do we roll our eyes at the fifth unwanted visit from bored co-workers in the space of an hour, or chafe at the time spent in mandatory (yet pointless) meetings, and heartily wish we could have just one afternoon of uninterrupted time to finish that project?
Just the thought of working quietly at home, comfortably clad in sweats rather than restrictive "office wear" and sipping a cup of fresh coffee for a change is … (8 comments)

Lessons on Prospecting from my Friend Wayne - 01/17/08 12:27 PM
I will start out by saying that this story, Wayne's story, is not allegorical.  Wayne is not only a client of mine, but a friend. 
Within weeks of Wayne getting his real estate license, his wife moved out, took their daughter and re-located 400 miles away, his home burned to the ground and his car got stolen.   I'm completely serious.  His new broker/manager allowed him to crash on his couch until he could find a new place to stay and he would ride his bike to a neighborhood close by.  He would chain his bike to a stop sign, and start … (9 comments)

How to grow in a declining market - 01/16/08 11:26 AM
"The only way to know the limits of the possible is to venture into the impossible"
Let's talk for a second about the glass ceilings we all reside with to some degree or another.  Those expectations that we set for ourselves and willingly live under.   
Have you ever seen one of those agents who run their business in a way that is obvious to everyone around them that they just don't know better?  I got into the real estate game during the depths of the last cycle.  Real Estate was on it's head and the country was suffering from a recession.  My area … (7 comments)

A Vision (pull structure) vs. a Goal (push structure) - 01/14/08 12:00 PM
A vision is something you see or feel that is possible for you or others, yet it's "quite a way" from being real. Martin Luther King, Jr., had a vision. Visions can take years or decades to realize. For Martin Luther King, the vision was so clear and compelling that he was pulled forward to do his part. A goal, on the other hand, is something that you devise. A vision generally comes to you - you don't invent or create it, because it's already there. However, you do get better at feeling, and articulating it. Goals, while still valuable, are … (1 comments)

Coaching vs. Managing - 01/14/08 11:59 AM
Management is basically about control - to get things done that the manager or company needs to get done. The client or employee comes second. Management works, but is fundamentally flawed by its power-oriented approach. Coaching, on the other hand, can be a strength-oriented approach, since it brings out the best in people instead of pushing them harder to do the prescribed job. In fact, coaching can help redesign your job, career, and life so that it works better for you, instead of working better for others. Coaching often pulls clients forward because they get in touch with what THEY want … (2 comments)

Resolving Key Family Relationships - 01/14/08 11:47 AM
Family, whether biological or chosen, is an important part of our Personal Foundation. Why? Because we need to know we belong, that we are loved, that we can afford to take risks in life because we know there are key people behind and with us.
WHEN A PERSON HAS A STRONG FAMILY
More needs are met, automatically.Values are expressed more often.WHAT HAPPENS IF ONE DOESN'T HAVE A STRONG FAMILY
One doubts oneself more often.THE STEPS TO STRENGTHENING YOUR FAMILY
Can you say "yes" to the following? 
"Get" that families are people, not perfect, probably learning how to be better, not there to give you everything you … (0 comments)

Raising Personal Standards - 01/14/08 11:44 AM
Personal Standards refer to the behavior and actions you are willing to hold yourself to. You'll find as you complete with the past, restore your integrity and set up automatic need satisfaction systems that you'll much more easily expect (and enjoy) more of yourself and of your behavior.
When a Person Has and Honors High Standards:
They feel very, very good about themselves, and others, too.They become irresistibly attractive to high quality people.They don't get near people / situations which cause problems.What Happens When One's Standards Are Too Low:
Continues to operate "below the line" emotionally.Self-esteem drops; self-worth is questioned.The Steps to … (1 comments)

Restoring Integrity - 01/14/08 11:42 AM
To be our best, we must be whole. That is, be responsible for our actions and inactions; respond fully to the lessons being offered to us; honor our bodies and our selves; and respect the realities of the physical universe.
When A Person Is "In Integrity"
They experience fewer problems.Consistent feelings of peace and well-being are present.They react to others very little.What Happens When One Is "Out Of Integrity"
Upsets occur regularly.Others are blamed, criticized.One reacts a lot to others.The Steps To Restoring Integrity / Wholeness
_____ Make a list of the 10 ways you are currently not in integrity._____ Get to … (0 comments)

Completing the Past - 01/14/08 11:40 AM
The Past - what we did, didn't do, should have done, and did poorly or wrongly is always with us in some way. You are not your past, yet may still be living as if you are.
When Complete with the Past, A Person:
Feels free of what they've done, yet responsible for it all.Can be with themselves, as they are today. No compensating.Is able to set their goals and reach them more easily.What Happens When One Is Incomplete:
Continues to repeat it in some new way. Is reacting to life's incompletions, instead of flowing with life.Steps to Getting and Staying Complete: … (1 comments)

Being a Solopreneur - 01/14/08 11:37 AM
The Solopreneur (one-person business such as many REALTORS®) is a breed within a breed.  Fiercely independent, unconventional, non-traditional, and growing in numbers due to the economy and production-enhancing technology, we're a huge presence in the small business arena. 
Unlike our counterparts at traditional companies who are governed by an employee handbook, we operate at our own risk with little in the way of protection and guidelines for our business and our personal well-being.
After years of working on our own, we've come up with what we feel are an important set of rights that all Solopreneur's can recognize and appreciate. Maybe you'll … (1 comments)

Five Great Questions About Your Web Site - 01/14/08 11:36 AM
So you've decided to take the plunge and put up a web site.  Or maybe you've got a web site up already, but you don't really know if it is "good enough."  One good way to evaluate both your plans for your future web site and/or your current web site is to ask yourself some of the key questions below:
1.      What is the purpose of your web site?  This may sound like a simple (or even stupid) question, but without a clear objective to achieve, your web site may be a waste of your time and money.  And how will you … (4 comments)

How to Get People Talking About YOU - 01/14/08 10:44 AM
For years, REALTORS® have been building their SOI (Sphere-of-Influence) from the inside out - one at time.  You can't grow like that.  You have to grow your SOI from the OUTSIDE IN.
So, how do you find YOUR prospects? If you're like many Solopreneur's, very often your prospects find you. That means that somewhere somehow, someone is talking about you. That someone could be one of your clients, a colleague, or even your web site.
In the marketing business, we call that buzz about us "word of mouth" (WOM) and that's what we all want because the more there are folks saying … (2 comments)

Who Is Your Ideal Client (And Why You Should Know) - 01/14/08 10:43 AM
I want to recommend that you read one of the finest books I've read: Book Yourself Solid (Port).
One of the greatest misconceptions is that "everyone" will want a certain product or service. While this may come as a shock to some of you, there is no product, service, or idea that has ever been developed for sale that appeals to everybody.
Not everybody wants to be thinner, richer, smarter, blonder, sexier, taller, better hydrated, fresher-smelling, chemically enhanced, or more physically fit than they already are. And not everybody wants to take advantage of once-in-a-lifetime-ground-floor opportunities, or make money from their down-lines, or … (4 comments)

To Reach Personal Excellence - Be Committed - 01/11/08 10:46 AM
See beyond possibility. Understand that seeing only possibility results in mere pipe dreaming, but seeing opportunity actually brings dreams to reality.
Believe you can succeed. Become internally (not externally) driven and be undaunted by the judgments or criticisms of others.
Invest fully in your goals. Set concrete goals that are more than just wishes or hoped-for outcomes. Erase words such as if, maybe, should, or could from your vocabulary. Make your goals important enough to re-orient your life around them and be passionate about them - you will attract and inspire others.
Handle your choices. Enjoy the focus, energy, and momentum of striving … (7 comments)

Have you given up already? - 01/10/08 05:47 PM
It is the 10th of January and statistics show that over 95% of people have already abandoned one or more of their "New Year's" resolutions.  All those promises we made to ourselves that this year to be different in one area or another.  All of them great things, resolutions made with the best of intentions.  Pledges, if kept, would change our life for the better. 
Why then, do so many fall flat within the span of the amount of days I can count with my fingers? After all, we have 356 days left in this year (yup, the extra day is … (9 comments)

Rules for Fun and Profitable Networking - 01/06/08 09:01 PM
Networking, when done correctly, is fun and profitable. I know from my experience, as well as from the experience of my colleagues and clients, that networking is a great way to meet new friends and make valuable connections for my business, which often result in new clients. After all, we all know that people do business with people they know, like and trust.
I know this, and as I just mentioned, many of my colleagues and clients know this, but every once in a while, I meet a few people who insist that networking doesn't work for them. After asking just … (8 comments)

Why You Need A ‘Sound Bite’ - 01/06/08 08:56 PM
It is my firm belief that virtually every REALTOR® needs a ‘Sound Bite'. Yes, that means you, too. Wondering why a ‘Sound Bite' is so important for you? See if you recognize yourself in any of these scenarios:
1. You want a great response to the question "what do you do?" because you've noticed when you reply that you're a REALTOR®, the conversation stops right there, the other person's eyes start to glaze over, and you start to panic because you don't know how to revive this conversation without saying something that you know is guaranteed to put your listener to sleep, and … (8 comments)

Excuses, Excuses, Excuses: Why Marketing Is Not For You - 01/06/08 08:53 PM
As a real estate coach, I've probably heard every excuse in the book why people can't market their businesses. You wouldn't believe some of the whoppers people tell when they're trying to justify their failure to attract clients.
Now don't get me wrong; it's not that failing to attract clients makes one a bad person. Not at all. It's just that when I hear the following excuses I feel compelled to call 'em as I see 'em: Baloney!
If you have the mistaken notion that any of these lame excuses are the reason that your business isn't successful, get a clue. These are … (1 comments)

Business Cards - 01/06/08 08:51 PM
I read once a long time ago that all you really need to get started in business is a good idea and a great business card, and I've found that's pretty much still true today.
But not all business cards are created equal. A bad business card is more of a liability than an asset, but a great business card is worth ten times what you pay for it.
Wondering if your business card is an asset -- or a liability? Read on for a checklist of the elements of a great business card.
A great business card:
Has your contact information. Sounds basic … (3 comments)

Creating a Referral Machine - 01/06/08 08:49 PM
Tired of marketing like a maniac but not getting any clients?  Beef up your referral systems, and soon you'll have all the clients you want.
Here are ten secrets of building a referral machine that builds your real estate business:
1. Network, network, network.  And when I say network, I don't mean join groups and never go, or go but skulk around the sidelines, I mean network actively.  Talk to people about their businesses, and your business.  Mingle with people you've only met once so that you get to know them better.  Introduce yourself to everyone you don't know, and learn how you … (6 comments)

Seasonal Event Marketing Checklist - 01/06/08 08:47 PM
Each season brings an opportunity to market your real estate services directly to the families in your community at the many festivals and fairs that abound in each season.
That's FOUR golden opportunities each year for you to interact with your prospects and customers in a relaxed, holiday environment, creating a positive association with your business in the minds of your customers.
Event marketing is so effective that many REALTORS® depend on these four events to build their pipeline all year.  Many find that participation in community events enhances customer relationships in ways that months of expensive direct mail, public relations, and … (0 comments)

Ten Subject Lines That Fooled Me - 01/06/08 08:46 PM
Although I like to think of myself as a pretty savvy marketing guy, I have been fooled by some spammers with very reasonable sounding subject lines.
Since I'm a REALTOR® with an internet presence, I get email daily from strangers inquiring about my services, so I do not have the luxury of DELETING all mail from unknown senders. However, my criteria for nuking messages does not cover every eventuality and here are a few lines that gulled me into opening email that had no relation to the subject line:
We met at the ChamberGot your name from the ABCReferred to you by AliceQuick … (2 comments)

Does Your Marketing Stink? - 01/06/08 08:44 PM
Here's a hint: Yes, your marketing stinks if...
You can't measure the results (and any marketer who told you that marketing can't be measured is no marketer!). Your marketing doesn't produce results. Your marketing doesn't drive sales. Your marketing isn't integrated so that each activity reinforces and enhances the other activities. You don't/can't/won't do it regularly. Your marketing makes you feel uncomfortable. Your marketing makes claims you know you can't back up with results. Your marketing costs as much or more than the revenue it generates.Does it stink if it is ugly? Not particularly.
Does gorgeous marketing stink? It doesn't matter if your … (0 comments)

GROUP 100 Speaking Notes - 01/06/08 08:23 PM
So you've set up your first (or fifth or tenth) Group 100 meeting, you've ordered your coffee and you've chosen your table.
Oh look, here comes the person you will be talking with today! After a nod and a smile, the small talk starts, and you wonder how you're going to segue (gracefully!) into the Group 100 interview-question mode so that you can find out all about your guest, and still have time to say a few words about yourself.
You need a script.
Suddenly, inspiration strikes: A PROP!
Yes, you need a prop, so you pull out your pen and look expectantly across the table … (0 comments)

What to Say After your “Sound Bite”: The 30 Second Follow-Up - 01/06/08 08:18 PM
Using our ‘Sound Bite' to get our ideal clients' attention is only the beginning of the sales cycle.  Once you've got their attention, how do you "tell them more" without getting the dreaded slack-jawed glazed-eye look of sheer boredom in response?  Answer: you talk about their situation and your solution to it, in more detail. 
Now don't worry; it's not nearly as hard as it sounds.  The good news is that using this simple five-step formula to create your 30 second follow-up will be easy compared to creating your "Sound Bite", as a matter of fact, you're going to use some … (0 comments)

 
Pollinger

Chris Pollinger

San Clemente, CA

More about me…

Real Estate Business Advisors

Address: San Clemente, CA, 92673

Office Phone: (949) 448-5624

Email Me

Leadership, Strategic and Business Coaching for Real Estate's Elite.

 



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