Inspiration vs. Motivation - 08/29/08 10:44 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 … (6 comments)

7 Rules for Living - 08/28/08 10:38 AM
I was pursuing one of my personal journals from a few years back this morning, looking for some point of inspiration to share.  As I looked through the pages, I came across Arnold Beckman's Rules for Living that he had hung in his office.  I think they are just as applicable today, and for our business, as they were in his time and industry. 
 
Arnold Beckman's Rules for Living
1. Have absolute integrity in everything.2. There is no satisfactory substitute for excellence.3. Have moderation in everything, including moderation.4. Hire the best people, and then get out of the way.5. Don't … (7 comments)

Rules for Fun and Profitable Networking - 08/27/08 10:43 AM
 
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 … (5 comments)

The First Step to Success - 08/26/08 01:05 PM
"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 … (2 comments)

How does your web site attract prospects? - 08/25/08 10:16 AM
Two words: Sticky content.
Sticky content is information (web site content) that makes people stick around and return for more. Examples are how-to articles, tips and tricks, beginner's guides, and any other free information that your clients and prospective clients would find of value.
Keep in mind that the more content you have, the stickier your site is. Sticky is good for at least three reasons: It gives your visitors a reason to come back again and again; it gives your visitors a reason to tell others about your site; and it demonstrates your expertise for people who are interested in your … (4 comments)

Five Truths About Real Estate - 08/22/08 09:51 AM
There have been times when I wanted to tattoo these truths on people's foreheads, but that probably wasn't my best idea ever.
What is a good strategy is to share these with you now, and beg you to learn them, not because I made them up (because I didn't), but because they are true and you need to know them to succeed in business.
1. People do business with people they know, like and trust. It is not hard to develop a relationship with your prospects, but it is essential. The good news is that you can do it passively, and … (12 comments)

Feelings are not your Friend - 08/21/08 12:03 PM
"Nothing gives one person so much advantage over another as to remain always cool and unruffled under all circumstances." - Thomas Jefferson  
Your feelings are not your friend.  They will get you in trouble more times than not. 
I'm not saying not to have them, just keep them in perspective.  If you get mad and rip into someone because you are angry or frustrated, you may feel like you won the battle, but you will have lost the war.  Don't feel like prospecting?  Is it really better to go with that feeling, if you do where does it lead?  Most of … (4 comments)

Oh, If Only I Could Remember His Name... - 08/14/08 10:32 AM
Do you struggle with names?  This has personally plagued me for years and is a constant struggle in a people business where we meet new potential clients on a daily basis.  However, I also know that there is no quicker way to impress someone than to remember their name, especially after a long time has gone by.
Here's a tip from a memory master (and yes, I paid dearly for a seminar that I am boiling down to a 30 second email because I am all about, say it with me, helping you make more money, make it faster, and with … (14 comments)

Sudden Slump? - 08/13/08 01:15 PM
When I see a high performance agent or team hit the skids or slide sideways in business, it is almost always a problem on the personal level.  One of the reoccurring issues is a tap root of bitterness that is held.  In order to break free and get back on track we need to pause the business coaching and start working through the issue. 
One of the fundamental truths we start with is to come to see how staying unresolved with someone or something in your past hurts you far more than it hurts anyone else.  My grandfather, an old preacher, … (6 comments)

Mastery Coaching Podcast Link - 08/12/08 10:29 AM
Did you know that you can subscribe to our Audio Podcast and get our weekly downloads delivered to your iPod or new iPhone?  You can stay ahead of the curve and not have to chase down the weekly download links.  If you want to subscribe for free just click the links below.
 

… (0 comments)

Is Someone Yanking Your Chain? - 08/12/08 10:12 AM
"In life, you are either moving in the direction you want to go or someone is moving you in a direction they want you to go."
Who do you let make or influence your decisions?  Really, who has access to that area of your life?  Is it a spouse, a manager, a coach, or do you regulate that all important responsibility to the other agents in your office that spend more time making coffee than doing business?  I don't want to be too harsh, but I can't express how important it is to protect your core vision and motivation.
The "why" … (4 comments)

Because of Who You Are - 08/11/08 02:05 PM
I was asked by a friend to "pinch-hit" for his Motivational Monday email, so I dug through my old files and found one of the "e-farming" emails I had sent out to my database back in, get this, Sept. 1999.  It's a "Chicken Soup for the Soul" type of story but thought I'd post it here because it is just as applicable now as it was 10 years ago - I hope you enjoy!
 
Because of Who You Areby Ray Whiting
When I was growing up "common courtesy" was ... well, it was common. Young boys and girls were taught … (3 comments)

How Starbucks can Save Your Business - 08/08/08 10:41 AM
I had two really good agents enter into an extended slump.  Not all that uncommon over the last couple of years.  After talking to them at some length I discovered they were spending way to much time in their cushy home offices.  So I took them away - not literally of course, but figuratively.  I told them that they had to close the door and they weren't allowed in for 30 days.  Instead I asked them to go to Starbucks with their laptops and do their work from there. 
Within 2 weeks both of them were back on the side of … (34 comments)

Relating Skills to Master - 08/07/08 03:31 PM
I am asked from time to time why some do so well in this business and some, well, don't. There are more than a handful of "secrets" but there are very few that are more important that mastering your relatioanl skills. In fact, there is nothing in this world that pays better, in every realm of life, than relational skill mastery. Here's a few things to keep in mind as you go through your day.
Don't just listen to or understand people: Really hear them. Love and support everyone, but require their best. Speak in messages, not clichés, opinions, or possibilities. … (6 comments)

Being Obsessed with Client Service - Robin Milonakis - 08/06/08 12:43 PM
I usually don't share our Best Practices interviews outside of the walls of our coaching membership, but Robin is too great not to share.  We are featuring her this month because of her obsession with client service and how it translates into her business.  If you listen you may even find out how she gets short sales approved in less than 48 hours...  There is no charge to listen, just make sure that you add her to your database of referral agents in the Orange County, California area.
 
Robin Milonakis is an amazing agent with RE/MAX Real Estate Services in … (2 comments)

Mastery Coaching Marketing Module - The Laws of Marketing - 08/05/08 10:16 AM


… (2 comments)

Ok, Somone is Lying - 08/05/08 07:17 AM
I have heard at least 100 times that in today's market, agents aren't struggling with getting their base rate commission.  Yet, MSNBC and Consumer reports just published the following story -
Home sellers can haggle over commissions - Consumer Reports study showed 71 percent who bargained got lower rates - http://www.msnbc.msn.com/id/26014600/
Among the results that the article states, "Consumer Reports found few differences among the major real-estate companies in overall performance. There were slight differences in companies' willingness to negotiate on commissions when asked, however."
Before you get high and mighty and say "not at my company" look at who was … (7 comments)

Marketing by Design - 08/04/08 05:47 PM
Most of our marketing efforts as an industry have been a series of trial and error decisions, made on a reactionary basis at the hands of a professional salesperson trying to extol the benefits of their wares.  It has had very little root in systematic evaluation or factual data.  We have been sold that "we have to get our name out there" and taken to the cleaners by affiliate industries that have made a fortune by taking advantage of our naivety.
As a master at your craft, you recognize that you need to run your business on fact, not emotion.  It … (3 comments)

Thick skin, soft heart - 08/01/08 11:20 AM
In any sales game you have to develop thick skin.  It is a necessary skill for those who want to weather the storms and achieve success.  But there is another side that those who are masters of their craft have developed.  Yes, you do need to develop thick skin, but you need to couple it with a soft heart.  We need to care about others and engage.  Real Estate is, more than anything, a relationship business. 
Far too many wounded salespeople develop the reverse, soft skin and a hard heart.  They are distrustful critics that take everything personally.  They tend to … (5 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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