Notes From a Scrapper

Tomorrow, it's back to work! I've recreated, reflected, and boy am I Gratefull!

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Mon, 01 Sep 2008 19:41:17 -0700

No fancy graphics here. Just a few points to remind myself of as I finish up some time off and think about finishing the year strong.

My family and I go to Vermont for a week. We go to the Northeast Kingdom. It's not as desolate as it sounds, but it's beautiful, relatively unspoiled, and it's peaceful. We go there because we can hear ourselves think. I relax, reflect, regenerate and recharge. What follows is a couple of things I reflected on.

1. It has been twenty five years since I graduated from College. Hard to believe. There are some things I'm really happy about and there are some things I'm still trying to make peace with. I'm happy with where my life is. I can be doing better, but I'm not doing bad.

2. It has been twenty five years since I was diagnosed with Cancer. That's right. The day after I got my first job out of college, I was diagnosed with Stage III Testicular Cancer. In the scheme of things, it's one of the better ones to get, but the timing stunk! While all my friends were out causing trouble, I was going through surgery, chemo, and wondering whether I was going to be around in a year. I remember my first day of chemo. Halloween of 1983. I lay in my hospital bed, looking out over the parking lot. I watched people walking to and from their cars, wishing, with all of my heart, that I could trade places with any one of them.

I think of that terrified twenty two year old kid as I write this. I think about the challenging times that we are faced with, and I remember. As long as I'm on this side of the dirt, my problems aren't so bad. I"m alive. I'm healthy. I'm in a line of work that suits me. Is it what I thought I"d be doing when I graduated from college? Heck no! Wanna hear something funny, though? I'm proof that we turn into our parents. My Dad tried his hand at this many moons ago. He did it part time while he worked in Manhattan during the week. He did well, and he always wanted to do it full time. I think Dad was more of an entrepreneur than anything else, but Mom wanted the steady paycheck. My father got to see me be what he always wanted to be; a full time Realtor. Dad passed away in March. It's ok. He was 87 years old. I'm grateful for his life, for what he did for us and how, through this new career, I learned to understand him and give him some free entertainment. Pretty neat, I think. I'd be lying, though, if I didn't say I miss him terribly from time to time, though. I guess there's no easy way to lose a parent.

...except, in my opinion, to give thanks...for being ALIVE!..for being in a line of work that's so creative that has so many opportunities and challenges...In the last week or so, I thought about how I want to feel at the end of the year about work. Finish strong. Leave it all on the field. There's plenty of time. Plenty of time for more success. And there are miracles in this business. You know, the bones that fall from the sky that make a sales job fun. Aren't they one of the things that you love?

A grateful heart is hard to beat down.

Man, I can't wait to get back to work!

Your Most Important Goal for 2008

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Fri, 21 Dec 2007 08:48:28 -0800

Lionel Ketchian is a friend of mine. Years ago, on Christmas Eve, he made what he calls the decision to be happy. He then started 'The Happiness Club' here in Fairfield. The club has since expanded to a national and even international level. He writes a column in the local paper about happiness. I'll admit it. When I first read it, I thought it was saccharine. Deciding to be happy sounded unrealistic. As I got to know him, though, my opinion changed.

My #1 goal for 2008 is to be happy. What does that mean? It doesn't mean ignoring the challenges of life. It means that I will decide, and I will remember, to be happy. Why? I'm alive! I'm healthy. I have a beautiful daughter and wife. I'm in a business that suits me. If I'm not in a business that suits me, I have the intelligence and power of choice to take the time to find something that suits me. I live in the greatest country in the world.

I spent Halloween of 1983 in a Hospital bed with stage III Testicular Cancer. I remember looking out the window and watching people walk back and forth in the parking lot. I remember thinking that I'd do anything for their problems; to trade places with them. Thank God I got better. I"m here to talk about it. It's a success story, but I spent more time feeling sorry for myself after the fact than I care to admit.

I've been around sales people for a few decades now. We have some great sayings. One of my favorites is 'find out what works and do something else.' Sales is so much like life. That's why I love it. Some of the most important things to do in life, and in sales, are the simplest. Because of that, and because of their simplicity, we tend to take them for granted. It can't be that simple, we think, and we look for other ways. We find out what works. Then, we do something else.

Happiness isn't a vaccination. It's not a quick fix. It's is a decision that we make on a daily or maybe even a moment by moment basis. What if you made a goal for 2008 to be happy? Would you do it all the time? Probably not. Would you be better at your job? Will it help you to achieve your other goals? You bet. Might you have a few more dollars in your pocket as a result? Hmmmm......

Before you decide what you want to do in 2008, decide what you want to be. Be happy, and, chances are, you'll be one step closer to achieving your other goals. And you'll probably have more fun!

To learn more about Lionel Ketchian and the Happiness Club, visit his website at www.happinessclub.com

Why You Should Show Your Home on Christmas Day...

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Wed, 19 Dec 2007 08:45:39 -0800

Before I got into this business, I was a headhunter. There are so many similarities between the two lines of work that I know I sound like a broken record talking to my colleagues. I feel a bit like the girl in 'American Pie' except that instead of saying 'In Band Camp' I'm saying 'In the recruiting business.' The holidays are yet another example of the two businesses being eerily similar.

One thing I loved about being a headhunter was helping the underdog. The underdog was usually someone without the perfect resume on paper that, if you met them, you'd hire. At the holidays, I loved placing my underdogs. Why? Because the people with the perfect resumes were busy sitting at home. There was less competition. Companies that were hiring were serious. Once, I made a placement on New Years Eve. What a way to end a year and begin a new one.

Is your home on the market? Is it a perfect home? Where I live, that's what people are buying. Perfect. Perfect is simple in my neck of the woods. Perfect master bath. Perfect master bedroom. Perfect kitchen. Perfect family room. Perfect street. If your home doesn't have all of these things, it's probably not perfect. Does that mean it's not a great place or a great value? No, but your competition is perfect. And what choice do people make if they have to choose between perfect and a house with 'character?' I think you know the answer.

So what do you do? You do what I did as a recruiter. You make yourself available while everybody else is chomping on cookies or getting smooched under the mistletoe? Inconvenient? Tough to keep the house tidy at this time of year? You bet. Think about this, though. Think about how it will feel at the beginning of April when you haven't sold your home and you're thinking about the showings that you let fall through the cracks. It doesn't feel good, does it?

In the recruiting business......there was a saying. The best person doesn't always get the job. The person who wants the job the most always does. So it goes for selling your home. The best home doesn't always get sold...the one that wants to get sold the most always does...

And if your agent calls and wants to show your place on Christmas day, say yes. Make the time. You could end up getting the biggest present of the season.

Keep on Scrappin'

What I'm Doing Today for My Open House Tomorrow

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Sat, 04 Aug 2007 08:31:36 -0700

One thing I love about this business is getting ready for Open Houses. I haven't been doing this long enough to say that I have gotten a pattern of quantifiable results from what I do, and maybe it's busy work, but, when I'm getting the word out about my Open House, I feel like a kid again.

I'll start by going to the Car Wash. Everybody gets their cars washed on the weekend. I'll tape a few fliers in the public areas and maybe give a few to people if they're looking curious. After that, I'll go to the local Starbucks and pop one or two up where I can. Then, I'll go to all of the stores where I spend my money. I'll chat with them about business. I have good luck at the local liquor store with this. People tend to mill about, especially if there's a wine tasting. People love to talk about Real Estate, too.

I have a few parts of town where I know there is a high concentration of renters. I'll bring fliers with me and knock on doors. I call this the 'fixed bayonets' portion of my day. I always feel a bit dorky when I start, but how many lines of work are there where you can feel like it's Halloween? I find that, as long as you act like a normal human being, you'd be surprised how courteous people are with you. I'm good at making fun of myself, so I make a joke of things before I introduce myself, ask them if they live there, and give them a flier. Then, I ask them a simple question.

'When you have a question about Real Estate, who do you call?'

If they say nobody, I tell them I'd like to be that person. I ask them what specific information they'd like to receive from me. If their eyes begin to glaze over, I ask them if they've ever looked into loans, been to open houses, if they've even thought about buying, that it's easier than they think.

Sometimes, I leave them alone and move on.

My last stop is the street where I'm going to hold my Open House. Assuming it doesn't have a hundred homes on it, I knock on each door. When someone comes to answer, I introduce msyelf, tell them about the Open House, acknowledge how you never know whether it's protocol to visit a neighbors' open house and stress that they're very, very welcome to come. Then, I ask a few questions about the street. What do they like about it? What information will help me to help the family to sell it. I've gotten some good information this way.

I'd be the first to say that what I do is just a little over the top, but I find that people are fairly receptive to me if I do the following. First, I'm respectful. If it's clear that they don't want to deal with me, I hand them a flier and leave them alone. Second, I make it clear that, although I may be a little nervous, I'm having fun. I do my best to create a positive experience between us. I try to inform. I make light of things. I try to make people smile, but I also act professional. At the end of the day, I usually come home and tell my wife about a few nice connections I've made. I haven't had a single day where I felt it was a waste of time.

I could go on about my day but it's time to actually get up and do all of these things. Wish me luck!

I'm an Activerain Addict. Is This a Good Thing?

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Fri, 03 Aug 2007 06:17:11 -0700

My name is Tony. It has been only a week since I've been introduced to Activerain and I have been COMPLETELY SUCKED IN. I'm sitting here in my gym clothes. It's 7:00AM. I was supposed to be at the gym about an hour ago, but I can't help myself.

It's my nature. When I'm attracted to things, they consume me. It's something I like about this business. This business isn't just a job. It's something that posesses me hook, line and sinker. I know it will settle down in a while, but there are so many interesting things here. There are tons and tons of great insights from people who seem sincere in their intention to help.

Does any of this sound familiar to anybody out there? How do I harness the compulsive nature that makes me a good salesman to get the most out of what seems to be a wonderful resource? Any words of wisdom from a generous soul who is a few blocks down the road from me?

I've got to go now. If I don't go to the gym, I'll get consumed by my day as an agent and I'll never go!!!

How Selling a Home and Getting a Job are Alike

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Wed, 01 Aug 2007 10:04:49 -0700

I was a recruiter before I got into this business. I think my colleagues in the office are already getting sick of hearing this coming from me, amongst other things. Remember the movie 'American Pie?' Remember the girl that was constantly saying 'in band camp?' Well, I do the same thing except I am always saying 'in the recruiting business.'

It's funny, but here's my point. If you've ever been non a job search, it's the same as trying to sell a house. When I was a recruiter, when the hiring climate softened, I'd tell my applicants that hiring authorities were in the drivers seat. They're looking for perfect resumes. The same is true for Real Estate in my experience. Right now, people are looking for perfect houses. It's not a pretty reality, and it doesn't mean your imperfect home will sell, but it's a reality that needs to be communicated. Sellers a house a little dreary looking? Houses, like applicants, make impressions from the first moment you see them. Shaggy landscaping is like a bad haircut or the lack of one. A beat up paint job or a scratched door, clutter in the home, is comparable to wearing a suit that you slept in the night before that has holes in the knees. You could be Einstein, but the hiring authority isn't listening to you. They're looking at their watch and trying to figure out a way to bring the interview to an end.

I learned so much as a headhunter. One thing I learned is that, while life isn't necessarily easy, it's usually fairly simple. I tend to screw things up when I complicate them. Before you go out to re invent the wheel when you market your sellers home, do an inventory of how you market yourself. Specifically, how did you conduct your job searches in the past. It's something that everyone can relate to. Communicate this to your sellers. It has helped me. Maybe it can help you, too.

And if you're already sick of me talking about the recruiting business, consider this. It could be worse. You could be working in my office.

Happy Sales!

'This Isn't the Beginning of The End. It's the End of the Beginning'

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Tue, 31 Jul 2007 11:37:11 -0700

I have about twenty years' sales experience under my belt. I have been at this for just under a year. I have great intuitions. I am one of the most emotional people that I know. This comes in handy when I need to project enthusiasm. My intuitions help me to read people and situations well. When I get to the stage of the process where an offer is accepted, though, the game changes.

One reason why I decided to get into this business is my belief that the sale of a home is the most emotional sale on the planet. Period. When offers are accepted, when papers are signed, all of the emotions seem to appear front and center. In today's market, the most cool, calm and collected sellers face a high liklihood of becoming completely UNGLUED! Reason goes out the window. Emotions flare. And why not? A family has been raised here. Add on that the market is like quicksand and you have all sorts of opportunity for craziness.

So here is what I've learned from the whole process. I'm speaking for myself but wondering how many other 'rookies' are experiencing the same thing. The very things that make me a good salesman, my enthusiastic and emotional nature, my ability to read situations and my intuitive ability all have to be disconnected when offers are accepted. It's a new ballgame, so to speak. At the end of the Battle of Britian at the beginning of World War II, Winston Churchill said of the event, when the Germans were defeated; 'This is not the beginning of the end. It's the end of the beginning.'

And so it goes with the sales process in Real Estate. It's great when you get that signed binder. Pat yourself on the back, but get ready for the new game, and get ready to check many of the things that brought you to this point, at the door. Nonemotional detachment is the order of the day. In today's market, you need to be the calm in the storm of your buyers and sellers emotions.

What do they FORGET to tell you when you start a blog?

Anthony Derbyshire (Coldwell Banker Residential Brokerage) — Sun, 29 Jul 2007 07:48:29 -0700

I'm new to Activerain. So far, I love it. I consider myself a decent writer and I'm new to blogs and I have to say I'm just a little intimidated by them. For example, this lettering looks very small. Is this how it will look out there in the internet? I"m also not sure who, exactly, is going to end up reading this. I certainly see the potential, though. I'm also not afraid to look foolish in the process if I learn something.

For those of you in my shoes, who are actually into the world of blog, what do you wish you had known when you first got started.