It can be a lonely world out there. Human beings are not meant to be “lone wolves”; we need to be surrounded by others to get the most and the best out each other. There is comfort in companionship and strength in partnership when you have a strong network of people that have your best interest in mind. I have a belief that most people would have a hard time counting five individuals closest to them that they could call any time of day and those people would come running to their aid. There is a distinct difference between acquaintances and friends. We all have people we know socially but when it comes to close friends, it usually means two or three, and in most cases one.

The Real Estate business can be ego first, empathy second sometimes. I believe we have entered an era where teams are more popular and the open-hand to help others is replacing individual performance. We cannot lose site that “if it is to be, it is up to me”, and we are responsible for our own actions, but why not leverage the resources and support of others to not only help yourself, but to help others as well? If the giving principal is the focus of today’s successful individual, we must give first without any expectation of receiving. So often we expect instant gratification and recognition for good deeds done, when we should be giving unconditionally to improve the lives of others around us. 

When we look at this idea of working together for a common good, we have to apply it to our industry. From a brokerage level, we should be identifying other firms in our market that would equally benefit from “teaming up” through a Merger and Acquisition or “roll-in”. It makes little sense to have struggling brokerages competing for the same business when you could come together, join forces and introduce new energy, talent and leadership, and build one strong brokerage. It is apparent that every owner has a different circumstance, but what harm does it do in sitting down together and having a conversation? Everyone seems to protect their own nest and gets tunnel vision; and it is when they open their minds to the greater good and consider everyone involved, the creative juices flow and positive change is made.

From a Real Estate Agents perspective, adding agents to a firm often means introducing competition to the office and there is little incentive to go down that path. If there is strength in numbers and working together as a team is a proven method of success, why not seize the opportunity to build a business within a business? At EXIT Realty, we provide the platform to do just that. We created the healthy environment to grow as a team through empathy and the premise that if you do better, I do better. The sharing of skills and passing down of wisdom is fostered at EXIT, and when you get everyone on the bus in the right seat, success comes naturally. Our model is unique in that we encourage our agents to invite quality, ethical agents into our offices, and as a special thank you from our corporate office, we pay them to do it, so there is also a financial incentive. 

Financially stable Realtors service their customers better and we have the silver bullet at EXIT. This is not a fad, it’s a movement.

All my best! Craig

Being a leader is not for everyone. For some reason many think the leadership position is easy, but anyone in leadership knows it can be challenging. Getting people to follow you and your beliefs takes effort, respect, honesty and well-defined goals-a vision of what’s to come. I heard one man say once “if you think you are a leader, turn around and if there is no one following you, you are simply out for a walk”. Companies fail or succeed based on the person driving the ship, the leadership that has the fortitude to weather the storm and stay true to the overall mission of the company without letting personal agenda get them off course.

It is no secret that in today’s day of the modern Realtor, leadership is the number 1 reason why agents come and go from a brokerage. I would also say that is why broker/owners choose to switch brands, because of failed leadership or unstable leadership. Certainly there are plenty of variables of why agents and brokers move around including better tools, technology and systems, but if you ask around you will likely discover what I have...leadership played a major role in the decision.

Leadership can range from the highest of positions at the corporate level all the way to the street level; and don't forget about mentoring or parenting. We all need leadership in our lives for accountability, support, competition and most of all hope. The truly successful individuals seek out leadership and embrace the thought that there is someone better, smarter and more skilled in the areas they want to be. Everyone started at the bottom to some degree and it took a mentor or coach to teach them the skills to improve. The question is, are you coachable? Even coaches have coaches.

It is interesting that around the first of every year our brain allows us to consider starting over, beginning a new idea, career or skill to put the past behind us; sort of a rebirth if you will. Why not take a year-long snapshot right now and say “I am going to do this for one year and re-evaluate at the end of the year”. Everything has a shelf life before it needs to be adjusted or changed all together, right now is the perfect time to pick something new and go for it; dedicate yourself 100% to this effort for one year, and monitor it quarterly. This may be your time to be a leader.

EXIT Realty attracts leaders. Individuals that have that entrepreneurial drive to make a difference. Due to its unique business model, it fosters mentorship between agents and brokers to work arm-in-arm for everyone’s benefit. You see, it’s no secret that EXIT has a proven residual income system as part of its business model for a reason. Our leadership knew that if you could vest the agents and the brokers, it would create teamwork and the ability for pass-me-down wisdom to teach, train and coach others to perform better and have more opportunity through financial independence. EXIT is an continues to be the leader in re-inventing Real Estate through demonstrating the pursuit of excellence with its stable and driven leadership.

All the best in 2012!    Craig

Statistics say it takes anywhere from 21 to 66 days to form a habit, any habit that is...both good and bad. Changes come about through forming new habits such as thinking differently, reacting differently, or behaving differently. Frustration can set in quickly while we wait for these changes to take effect and become more automatic. If it takes only 66 days to form a new habit, why do so many never reach their goal? Why does it seem that forming a bad habit is easier and happens sooner? For some, habits can form in as little as 18 days! It is also important to note that it could take as long as 8 months for a more complicated habit to hold.

I think for many, good habits are easy to start but hard to form or hard to reach that point where they become automatic. Realtors among other professions require habitual behavior to be successful. Positive, productive habits can improve a real estate agents chances for reaching their personal level of success. Habitual farming, networking, advertising, presenting and so on are all areas where I find most successful agents have formed good habits and “systems” to put these simple yet crucial activities on autopilot.

Real Estate agents by nature are trained and coached to adopt systems, to form habits, and discipline themselves to stick to the systems. I have witnessed agents form habits, create systems and grow personally and professionally as a result of this, only to wake up one day and change their habits. If it was working why change it? I listened to a trainer once make the comment about agents that “oh that system? Yeah, I tried it and it worked so I quit”. It is ok to have multiple systems that all work for the common goal, but when you distract yourself with the next best thing, you lose focus on what got you where you are. Conversely, if you are not having success with one system, adopt another and form a habit to invest your time and resources into that system.

The new year always brings about change. Resolutions, promises and commitments all seem to originate around the beginning of the year. Did you know the busiest time for a fitness center is in the first 8 weeks of the year? Exercise equipment flies off the shelves only to be stuck in the corner or put up for sale within the first 3 months! We are all guilty of starting something and not seeing it through, regardless of how important or insignificant. As humans, if we fail to see immediate results we blame the system and try something else or give up all together.

My advice is to take this time of the year to form a new habit, adopt a new system. I challenge you to hire a coach; someone to hold you accountable. Accountability works if it is handled properly. Don’t hire a friend or family member, they won’t be tough on you and you will be able to talk them into any excuse you can come up with for not doing what they tell you. Find someone that you feel accountable to, someone that will keep their thumb on you and make you feel like you desire to work hard for them and yourself. If you do anything to change professionally and personally this year, hire a coach.

Quotes are just words unless they have meaning for the reader. The quote  "If we are together nothing is impossible. If we are divided all will fail”, by Winston Churchill, seems so appropriate for the world we live in today. Either through tragedy or triumph, when humans come together for good cause, calm and healing prevail.  We have recently experienced government overthrows and demonstrations that have shook nations around the world. There comes a point when individuals want their opinion heard and when they come together with others, they become stronger.

Franchising has become more popular I believe mainly due to the power of support, value, and the feeling of “together”. I have witnessed strong independent firms with excellent tools, systems and branding, sometimes reaching across state lines with strong market share. This comes with hard work, leadership, and staying focused on the goal and mission of the firm. Control can also be a strong motivation for independent firms to remain independent. Being in charge of your own company without having big brother looking down can certainly be attractive. 

We at EXIT Realty have seen a noticeable shift from independent to franchise in the past few years. Why you say? There are many reasons why a conversion takes place (and by the way, some go the other way). Some firms want to grow but are limited in their resources, some need technology dollars to invest and stay current with the fast-paced world today, but most are looking for support. Along with all the value a franchise can bring, there is always a cost of doing business. Whether it is through royalties, franchise fees or other revenue-generating means, the mother ship must remain healthy to invest in systems and continue the support for its franchisees.

Choosing the right franchise can be a challenge. Similar to an agent switching firms, it is very emotional and can be costly. The things you need to consider whether you are an agent, broker, or owner considering a change. Look at the stability of the company, the leadership, the value-add and the cost of belonging which includes ongoing royalties. Our company for example, provides a minimum transaction fee with a low cap, no royalty percentages, and many free tools and resources for its Associates. The base franchise model is an excellent example of low-cost with high-value. Each office is independently owned and operated and each market is different, but if you consider the model of the franchise you are considering, always compare apples to apples.

It is important you feel wanted and welcome in the company you choose. Since we are a people-business, it is always important to consider if the leadership embraces community, the giving principle, and if they can provide the tools, training and support to help you make more money, with the quality of life you are seeking.  Whether you choose independent or franchise, make the decision that best suits you and your family, because in the end, together is better.

Make it a great month!    Craig

I can remember receiving my first hand-written thank you note from our U.S. President of EXIT Realty, Tami Bonnell, back in 2005 after opening our second office. I was shocked that an executive with the company I had been with less than a year would take the time to not only send me a card in the mail, but to hand write the card! It sent a strong message to me from the personal feeling I felt when I received it. I now keep every hand written card I receive in shoe boxes in my office and often go through them to remember who they were from and what the meaning was behind the card.

It’s really hard to tell the emotion in an email and it usually is left up to your interpretation on the way the sender wanted you to read the message and in what tone. It seems like even under the best of circumstances some of the communication intention gets lost in the typing, unless of course you are one of those that drops exclamation points at the end of every sentence to get the full effect across!

I have made it my mission to send hand written thank you notes and notes of encouragement as often as I can. It has a sense of expressionism and gratefulness when you put pen to paper and get your thoughts down in ink. I think it shows you care enough to actually write a message, address the envelope and put a stamp on it, that when they get it in the mail, it is a mutual feeling of respect and appreciation. I always include my business card so they can see my face as if to look at them and say “thank you”.

So, email communication...When is it appropriate and can it be personal enough to get your point across or say “thank you”? I think it is important to thank people no matter how you choose to do it. I often drop a quick email when I am traveling so I don’t forget to get a quick response back for a good deed or something I am thankful for. I also think a nice email letter or message is appropriate depending on the recipient. Only you can determine the circumstance and what the best way to express yourself is. Sometimes less is more though, less punctuation and more words of feeling and emotion seem to go further, at least they do with me.

Whether it is email, thank you notes, or a simple phone call, communication is so important in business and personal life. A note of encouragement can arrive just at the right time when all seems to be falling apart, and it can change your attitude and maybe even your life when you see someone cared enough to reach out. Take some time each week to call an old friend, write a short note, or even email someone important to you and let them know you are thinking about them. If we live by the giving principal, the world will be a better place, guaranteed.

Make it a great month!    

www.exitrealty.com

I often hear agents from every brand discussing the ongoing expense of being a Realtor. Typically, those affiliated with a brand are frustrated with the cost of their franchise fees and their annual dues, depending on their brand and structure, and it seems the frustration comes around the same time every year. Annual dues for some companies are due at the first of the year; others like EXIT Realty, are due on June 30th which is also the same time as NAR dues and your state/local dues. At a time when expenses are being examined more than ever, the cost of being a Realtor weighs heavily on many minds.

Dues time also forces an industry-cleansing action, that is unfortunate but necessary to keep the balance of professionals in our industry. Instead of brokers keeping standards high and helping non-productive agents quit, they wait for the dues to force them to leave, which is wrong. There are other options such as holding companies where you can park your license and refer business to a team member which is a good solution. We all have our opinion on what is considered a full-time and what is part-time agent, but it boils down to commitment to our profession and cost vs. benefit. I have covered the investment to be considered a full-time Realtor before, but this time it is important to focus on the topic of this article..."paying your dues".

We have all heard it before, "what do I get for the dues I pay". My feeling has always been that price is only an issue in the absence of value. You have to believe in the value you receive for the price you pay. I would pay a million dollars to receive two million dollars, it's all relative. If you are affiliated with a brand, are you receiving the value you pay for in royalties and dues? Often it is a case of you not engaging or using the tools available, which is usually the case when it comes time to evaluate the cost benefit of paying your NAR, State and local dues. They provide tools, systems, support, lobbying and many other benefits that you may not use regularly or are not aware of. The bottom line, are you using what you are paying for to its fullest?

At EXIT, we work hard to ensure you get the value you pay for. We provide tools, systems, technology and support to help you succeed in your business, but the majority of agents are not fully engaged in what we offer. Corporate office passes down the information to the Region, the Region passes it to the Broker/Owner, and the Agent gets it from there. Along with webinars, chat rooms, websites, conference calls and countless other methods, we push our support along the line to ensure our agents feel connected; it's their responsibility to embrace and utilize what is shared. As we get ready to pay our dues for the year, please remember to ask yourself if you are doing everything that YOU can and should to receive and use the information that is being shared with you for YOUR success.

Make it a great month!

Sometimes you just need to keep on keepin’ on. I have found many Realtors stop doing what made them successful in the first place. I heard one of our trainers once explain it this way “well I tried that and it worked so I stopped”. Take basic Real Estate for example...prospecting. If under all is land then behind all successful Realtors is prospecting. This notion that once my business gets up and running all I need to do is service my referrals works for the minority, not the majority.

The Real Estate industry is ever-changing and technology is in large part responsible. Try thinking of your Real Estate career like a piece of artists clay, you can shape it to whatever you want based on your personality and desire. I believe it is important to experience every aspect of our industry and pick the one that best suits you and your personality. It seems like everywhere I turn today I hear agents talk about getting back to basics. Well, the basics are good, but just like a good soup, keep adding the ingredients until it is perfect. You don’t need to be an expert in technology, there are specialists out there can do it for you and you can simply drop their system into your business. Leverage and systems are key.

How many seminars, trainings, motivational speeches and uplifting meetings have we all been to telling us how we need to behave and act? I can’t even begin to think back of all the times I have sat in a room and had someone tell me how I needed to be. I know how I need to be! The positive affirmations and reminders are great, don’t get me wrong, but drop a system in front of me that helps me be more productive and that’s good value. Attitude, desire, ability, leverage and action are the secrets to successful people. I am a big believer in systems and keep a keen eye out on what works; validation and testimonials from others using good tools and systems are key for me. I love finding something great I can share with our agents and franchisees that can make them more productive and make them money.

The  bottom line is this, if our business is based on prospectingthen make that part of every day, never stop prospecting. A well-rounded Real Estate career includes several sources of business, never rely on just one. Build a nice listing inventory so people have a reason to call you, prospect daily to find new business and keep sharp in your skills. Consider reading the latest Real Estate news every morning so you can be in touch with new tools, systems and opportunities in your market and abroad. You will feel more productive if you get into a routine and allow good systems to support your business. My advice? Get up, get out of bed, dress like a professional and go talk to people! Just do it!

Not everyone has that “social butterfly” personality. Real Estate agents are expected however to possess some special over-the-top customer service personality that woos customers and closes deals by the mere smile on their face. The secret to success in Real Estate is in large part due to your personality. If the old adage that people buy people stands true, then how you communicate thru your behavior and temperament can make or break your career.

The ability to connect with your customer has everything to do with you both caring about each other. It is the Real Estate agents job to reinforce their skill, trust and overall ability to not only work well with them, but also with others in the transaction to ensure the deal gets done. By putting personality in your business you’re giving customers something to connect to. That connection is more important than credentials or experience. Once people feel connected to you, it’s hard to break that unless you totally mess up.

Another benefit is that people remember personality more than content. Think about when you attend training seminars flooded with speakers. All of them had great content, but the fact is you only really remember one or two presenters because they put a certain personality into their delivery. The truth is your customer is wanting to feel something, a connection, with you; if they do not, they will move on to another agent. If you knew better how to adjust your personality to them and the situation, they could easily turn from customer...to client.

EXIT Realty recognizes in order to better serve our customers, we need to first understand ourselves on a personal level, including the mind, body and a firm understanding of our own personality type. More importantly, we train our associates how to determine the personality of others. The true value in discovering personality types in others allows you to adjust your personality to better communicate with them. Interpersonal communication is a valuable component to succeeding in Real Estate.

Competitors can copy your product, your price and your website, but they cannot copy your personality, it is unique to you and should be used to your full advantage. Personality makes you stand out, and makes you human. It is critical to put your personality into your marketing and your business. Sometimes the simplest of changes can be found by looking at yourself, and being wise enough to recognize there is room for improvement that can pay big dividends in your career.

We are in an ever-changing industry right now, which you can actually experience on a daily basis. Selling Real Estate will never be the way it used to be, and savvy agents know this and are adapting accordingly. If you are one of those agents that think you can continue doing business the "old fashion way", you are in for a surprise. Granted, reputation and repeat business will continue but technology is overtaking the way deals are done.

Every franchise brand and independent brokerage is looking for a better mousetrap. A better way to attract agents, be competitive, appeal to customers and overall sell more property to play in the Real Estate game today. I still believe leadership is most important in a brokerage. You could give away new cars as an attempt to recruit agents but if your office and the leadership are not where it needs to be, agents will not move. It used to be about commission splits and other financial incentives to woo agents over to your brokerage, but those days are gone as well.

Agents these days want more. More money in their pocket, more tools and technology and above all, more leads to generate business. Profit sharing plans and financial incentives on the backs of other agents are great, when they work, but the key in my opinion to building a successful brokerage is and will be, lead generation. You see, this has incredible residual effect on an agent and the brokerage. More leads equates to more business which equates to more money to the brokerage and ultimately the agent.

At EXIT Realty, we have an incredible financial incentive formula that really works, and provides additional income to agents and their families. Our focus is on providing a financially stable brand that offers brokerage growth support, agent growth support, and the tools, technology and training to not only compete, but to dominate in every marketplace. We understand the value of lead generation and offer options for this in every area. Since we collect no percentages off the top and only a small transaction fee, we vest ourselves with our associates to help them in these important areas. We know at EXIT that if we can get our associates more productive and focused on their core business of selling Real Estate, everyone wins through our solid formula.

The next generation of Real Estate is undoubtedly "less is more". Less overhead, better flexibility to agents and simple solutions like lead generation in a brokerage provide incredible value to agents and their brokers. Allowing agents to "plug in to your technology so they can do what they do best efficiently makes good business sense. Good leadership recognizes this and attends conferences and technology training to keep on the cutting edge of the evolution of Real Estate. If you are not engaged and passing down this all-important wisdom to your associates, your competition is and they will certainly pass you by. Keep your head in the game and your eye on the ball and don't be discouraged by the market, it is improving before your eyes.

Many people look forward to the New Year for a new start on old habits…to that I say…resist! Keep the healthy habits and drop the unhealthy ones. We are off and running in 2011 and it is going to be a great year. The economy is recovering, attitudes are improving and we aren’t getting any younger. The time is now to take full advantage in improving your family, your career and yourself. Look hard at the things that didn’t work out so well and fix them, change is good and change is healthy. We live in the best country in the world with endless opportunity, and we happen to be in the greatest industry known to man. Under all is land. We are entrepreneurs, all of us, and our dedication and commitment to our profession is necessary. We are counted on and we count on each other to uphold the values of the Real Estate profession.

2011 must be a year of Participation and Contribution. It is imperative that we invest in ourselves in order to be of value to our customers and our company. A carpenter cannot function without his tools so he must buy saws, hammers, nails and everything he needs to get the job done. We are Realtors and we have to invest in ourselves to get the job done. It is so important to have training and personal improvement programs written into your business plan. No one knows it all, and the successful agents understand this; this is why I always see them at networking events, training seminars, state conventions and trade shows. This is not by accident, they are deliberately participating in these events to learn and outflank their competition. Are you participating enough in your profession? Are you investing in yourself and buying the tools you need to compete and stay current? I can guarantee you your competition is and if you do not, they will win.

Participation is an investment in your profession; it boldly states to everyone that you are involved and coachable. Contribution to your company is expressed while you are participating. Offer ideas and suggestions, help others, and provide positive words that can influence those around you. Attend your office meetings and be present while you are present. Put your phones away and pay attention. Lead by example and promote participation and contribution; you get by giving, everyone knows this.

I sincerely wish you all the best in 2011 and let’s all do our part to support and defend the wonderful profession of Real Estate we are part of.

Best wishes and make it the greatest year ever!