Consider the Source - 02/28/08 08:47 AM
Do you hate email drip campaigns?  A lot of agents do, and in my opinion it's for the wrong reasons.  In the court of opinion, I always go by the rule "Consider the Source."
If someone tells you email drip campaigns don't work, don't take it at face value.  Consider the source.  How is that person utilizing email?  How are they communicating?  If you don't put at least a little thought into your verbage, all it takes is one word and you can sound unapproachable...or even offensive.
Email campaigns DO work, it's just that so many people are BAD at it and … (4 comments)

The Meaning of Life - 02/26/08 11:00 AM
I've had quite a few of you ask me why I list "The Meaning of Life" at the top of the list of topics for each of my webinars, so I thought I'd give you the answer.
1.  Yes, it's a cheap ploy to incite interest in my webinars...but, as with all of my madness, there is a purpose.
2.  The main reason I do it is to illustrate the difference between what many agents EXPECT to get from coaching and what coaching is REALLY about.   Like the meaning of life, there is no one solution for success in real estate … (0 comments)

And YOU Are...? - 02/26/08 10:36 AM
How many times have you found yourself in a situation where someone remembers you...and you can't remember their name?  Crazy as it seems, details like remembering names will truly help you stand out from your competition...and help THEM remember YOU.
I've always been a stickler for remembering names because mine is so simple...Mark Boyd.  You can forget my name just as quickly as you can say it.
I don't have one of the cool names like Mario, Jonas, Lleyton, Xavier or anything uncontrollably memorable like that, so my obsessive-compulsive tendencies manifest themselves through trying REALLY hard to remember peoples' names.  … (12 comments)

And YOU Are...? - 02/26/08 10:35 AM
How many times have you found yourself in a situation where someone remembers you...and you can't remember their name?  Crazy as it seems, details like remembering names will truly help you stand out from your competition...and help THEM remember YOU.
I've always been a stickler for remembering names because mine is so simple...Mark Boyd.  You can forget my name just as quickly as you can say it.
I don't have one of the cool names like Mario, Jonas, Lleyton, Xavier or anything uncontrollably memorable like that, so my obsessive-compulsive tendencies manifest themselves through trying REALLY hard to remember peoples' names.  I found an … (0 comments)

Business Card Power - 02/25/08 02:58 PM
Did you know just how powerful your business card is?   Okay, I'm sure you know, but I would be willing to bet that you'll find some good ideas you didn't think of when you follow this link: 
http://activerain.com/blogsview/390542/Everything-You-Need-To 
Is your business card in Braille?  Do you use it to promote your presence online?  Do you use BOTH sides of the card?   And my favorite question of all...does your business card show your personality?
Check out the link...and special thanks for this great post to Lindsay Pendleton from Baton Rouge, home of my alma mater...LSU.  Geaux Tigers!!!!!!!!!! 
… (3 comments)

Understanding Real Estate Trends - 02/25/08 09:00 AM
The events of the past 13 years have had a profound inpact on how we do business as real estate professionals.  Namely, the advent of the internet is having more and more of an impact on real estate trends.
I found this graph below on one of my favorite real estate blogs written by Joel Burslem and called The Future of Real Estate Marketing (FOREM).  I think it is a great encapsulation of the first and second phases of the internet as it pertains to real estate marketing, and is also a great illustration of how leaders keep forging ahead and … (7 comments)

Referrals & How to Build Them - 02/22/08 09:03 AM
"One of the most inexpensive and effective forms of marketing yourself is networking. Many people realize this, but few do it well." 
This is the opening line in an RISMedia article I read this morning (great piece by Kelle Sparta).   I make no bones about the fact that I believe fear is at the root of the vast majority of the struggles we have both as professionals and as people.  When I look at the successes and failures I've had in my own life, as much as I hate to admit it, fear has been the cause of the failures.  How … (4 comments)

Easy Birthday Reminders! - 02/22/08 08:43 AM
I just HAVE to share this with all of you!  I received it in an email yesterday from Felicia Novak, an agent in Nevada.
You all know how important it is to find out important dates in the lives of all of the people in your database, and this is an easy way to get birthdays AND be reminded of them.
www.birthdayalarm.com
Here is the link that was in the email I received, where I entered my birthdate:
http://www.birthdayalarm.com
I loved Felicia's rationale as to why she's doing this:  "More people prefer to communicate by email and are more likely to give me this information … (4 comments)

Seducing The Fickle Public - 02/21/08 09:57 AM
Everything is coming full circle.  Sexy hooks and flashy credentials basically raise skepticism with the general public anymore.  It has been said many times before that the general public is quite fickle.  More and more that is changing. 
There will always be a fickle element to the general public because, hey, we're all humans.  However, we've all had every hook thrown at us in every different way, dressed up to look like something else, turned upsidedown, thrust insideout...every which way.
My favorite analogy with regard to marketing and how fickle the general public (yes, including yours truly) can be is from … (1 comments)

Are You Great? - 02/21/08 08:37 AM
What really sets you apart from your competition?  What do you do better that would make someone choose you over someone else?
Every year at this time RISMedia does their annual Realtors On The Rise search, and in reading the criteria of their search I felt it was something we all should see and keep in mind.
The article begins with this line:  "The market has certainly changed in the past 18 months. Quite frankly, things are just not as easy as they once were. A real estate agent’s job is now more about actual salesmanship, hard work and determination-which is why … (2 comments)

Recognizing A Winner - 02/20/08 03:57 PM
My webinar yesterday was a marketing-and-follow-up focused webinar and the people in attendance asked some great questions and related some powerful experiences.  None more powerful than this one from an agent in Missouri:
In her first year in the real estate business she sent a lot of business to a particular loan officer...well over a million in business.  This loan officer didn't send any leads her way.   Not only that, he LIED to her when she asked about receiving leads from him.  He was sending all of his business to someone else, and she knew...so she stopped sending business his way … (3 comments)

What Goes Around Comes Around - 02/20/08 03:50 PM
Lindsay Pendleton, a real estate professional in Baton Rouge, LA (home of my alma mater, LSU!) posted a wonderful piece about how a colleague of hers helped her this past weekend.  I think it's great example of the lost art of helping each other.  Click here to read her blog post...it's a great story!
Undoubtedly this is a competitive business, as all sales-oriented businesses are.  In business, many people choose to forget humanity because "business is business."  I personally don't know anyone with this mentality who is truly happy with any level of success they achieve.  They become a mere machine.
… (4 comments)

4 Quick Sales Tips - 02/20/08 09:20 AM
I got a great email this morning with these 4 tips I wanted to share with all of you.  Click anywhere on them to see the entire article they came from (Cohen & Pratt): Tip 1: Educate your customers.Make sure your focus is not on how great you are and what you do...it's what you can do for them that really matters.Tip 2: It’s about the relationship, not the sale. Treat your prospects like you would like to be treated: with honesty, candor and respect. Don’t pressure them and try to manipulate your way to sales success...
Tip 3: Don’t … (10 comments)

Recognizing A Winner - 02/20/08 08:42 AM
My webinar yesterday was a marketing-and-follow-up focused webinar and the people in attendance asked some great questions and related some powerful experiences.  None more powerful than this one from an agent in Missouri:
In her first year in the real estate business she sent a lot of business to a particular loan officer...well over a million in business.  This loan officer didn't send any leads her way.   Not only that, he LIED to her when she asked about receiving leads from him.  He was sending all of his business to someone else, and she knew.
Long story short, she became a top … (1 comments)

Market Yourself Effectively - 02/18/08 08:55 AM
In a point-and-click world, there's a lot of emphasis on immediate gratification.  If this is your mindset with your marketing efforts, your efforts will fail.  Plain and simple.
You might have the occasional moment where the planets align and you get that immediate gratification, but that's the exception and not the rule.    It's those fleeting moments of instant gratification that allow us to hold on to the funny (really quite hysterical) notion that that is the way to determine whether a marketing effort is successful or not. 
It's very much like the analogy I've heard from countless experienced real estate … (7 comments)

Marketing to Seniors - 02/18/08 08:00 AM
I've had quite a few agents recently ask me for advice for marketing to senior citizens.  Over the weekend, I received an article by email that I think really sums it all up really well.
There are some great pointers in the article, including a reminder that the senior population is more likely to read your direct mail and respond to it than other demographics.  I also really liked this extremely insightful quote:
“Half of all the households [with people] over 65 [years old] are headed by a single person, and 80% of those people are women. So, one of the bigger mistakes … (4 comments)

The Successful Person - 02/15/08 03:40 PM
Just wanted to share one of my favorite quotes with you before the weekend... 
"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather in a lack of will."
- Vince Lombardi, former NFL Coach and winning coach in the first two Super Bowls
 
… (3 comments)

Come Out On Top...Online! - 02/15/08 10:35 AM
It's not rocket science.  It's easy.  All of you can do it.
Yet so many of you don't.
I'm a great believer in consistency.  I also believe in leadership by example.  And then there's serendipity, which brings us to this blog posting.
I teach my agents the importance of not just having a blog and a website, but the importance of being active online and keeping your online presence fresh.   This concept was never more clear to me than yesterday. 
I Googled my name yesterday and found out I'm a scientist, a university professor (for 2 universities), a professional soccer player, and a bicycle expert … (11 comments)

How To Come Out on Top...ONLINE! - 02/15/08 10:18 AM
It's not rocket science.  It's easy.  All of you can do it.
Yet so many of you don't.
I'm a great believer in consistency.  I also believe in leadership by example.  And then there's serendipity, which brings us to this blog posting.
I teach my agents the importance of not just having a blog and a website, but the importance of being active online and keeping your online presence fresh.   This concept was never more clear to me than yesterday. 
I Googled my name yesterday and found out I'm a scientist, a university professor (for 2 universities), a professional soccer player, and a bicycle expert … (5 comments)

How To Be Unforgettable, version 1.0 - 02/14/08 12:15 PM
A picture can be worth a thousand words...or more.
I came across this website today for a Keller Williams agent in Virginia named Barry Brown.   When you scroll down on his home page, you see this lovely picture:

The caption reads:  Has your house been sitting on the market too long?  Maybe it's time to TryBrown.
I absolutely love this approach.  There is always room for humor, no matter what you do for a living.  Humor can bring humanity to any situation and can help people become more comfortable with you.
Most importantly, I will never forget Barry Brown!  I've never met him … (2 comments)

Performance Enhancing Substance - 02/14/08 09:57 AM
I wanted to share this wonderful response I got to my blog post this morning titled How To Be Found Online.  The post focused on the fact that social networking and online presence is meant to enhance or augment your other efforts, not necessarily replace them.  Direct contact with your database should always be your goal.
Yes, the title of this blog post was another of my cheap ploys to get you to read, although I do hope the substance of this post will enhance your performance:)
Thanks to Lorraine and Loretta Kratz for this insightful comment:
"The one thing I think that … (1 comments)

How To Be Found Online - 02/14/08 08:09 AM
One of the most common issues I come across with agents and their online presence is total dissatisfaction with social forums.  Most agents who express this simply don't understand the role social forums play in the big picture.  In addition, they tend to believe that social forums, lead generation and the like are replacements for the old-fashioned art of meeting people.
Alas, they are not.
What they do, when used properly, is augment all of your other efforts.  Let's face it, if they can find you pretty easily online it lends more credibility to your email drip campaigns, your direct mailers and even … (7 comments)

3 Questions to Help Your 2008 (or any year for that matter) - 02/13/08 02:06 PM
I've had quite a few people ask about this and it's something I always use as a gauge with my agents.  It's really a great way to keep your efforts in check.  Periodically (really as often as you want), ask yourself these three questions:
How many transactions do I realistically expect in the next 90 days?
How many transactions have I had in the past 90 days?
How many people do I have in my database? 
If you don't like the answer to the first two questions, chances are you need to change something in your system for doing things...or develop a system if you … (0 comments)

How To Make YOUR Emails Stand Out and Get Them Read - 02/13/08 01:52 PM
I read another great article from RISMedia today, called "Permission-Based Email Marketing - What Home Buyers and Sellers Are Reading."
It goes in depth about how to get your emails read by your clients and prospects amid the flood of other emails (both good and spam) that they receive on a daily basis.  More than anything, I think it hits on an area that applies to nearly all aspects of prospecting...if it's direct mail, cold calling or anything else you hate doing, determine why you hate it and commit to not repeating those mistakes.
For example, the majority of agents (and people in … (3 comments)

WHY DIRECT MAIL SUCKS - STOP PLAYING GAMES - 02/12/08 08:50 AM
Actually it doesn't really suck.  That was another cheap ploy to get you to read my blog.
What DOES suck is the way direct mail tends to be manipulated, which leads to the overall perception that it is no good and basically a waste of time.
I saw a disturbing article this morning called "4 Ways to Make an Emotional Connection with Direct Mail." by Paul Bobnak.  In my not-so-humble-opinion, the article achieves the opposite of what it intends to achieve.  Instead of showing us the right way to make an effective and positive first impression, it shows us in concise fashion everything … (5 comments)

How To Stay Top-Of-Mind With Your Prospects - 02/11/08 10:55 AM
I hope all of you had a wonderful weekend!
I got another article from RISMedia to share with you, which covers perhaps the most important determining factor of your success (along with how well you service your prospects and clients)...maintaining top-of-mind awareness with your entire database.
It is most easy when you have a plan and are proactive rather than reactive with your marketing.  When your commission checks are coming in and you have settlements coming up, THAT'S when your marketing should be at its strongest in order to keep the opportunities flowing.
Yet, this is when so many agents decide that they've "made … (3 comments)

"Don't Watch, Read or Listen to the News If You Can't Handle The News" - 02/08/08 08:16 AM
There's not a week that goes by that I don't encounter an agent who uses "The market is bad" as an excuse for inactivity.  There's also "I'm waiting for the market to stabilize."
I've referenced these phrases in previous blogs, so please forgive the redundancy.  Phrases like this (in the aforementioned contexts) are an immediate indicator of an agent who needs help.  Not everyone who becomes a real estate professional understands that they are not an employee, but are basically in business for themselves.  You can't wait for something to happen...it's up to you to make it happen.
The news media is notorious … (1 comments)

Brian Bosworth, Real Estate Agent...Learn from Him - 02/07/08 11:09 AM
Remember Brian Bosworth?  The University of Oklahoma football player who went on to play pro football for the Seattle Seahawks?
He is a real estate agent in Malibu, CA.
I discovered this by accident when I looked him up online today for reference for today's blog post.  You see, I never was a fan of The Boz.  In fact, I loved it when Bo Jackson of the Raiders ran him over in that fateful Monday night game back in 1987.  He was a very abrasive character back in the day...at least his public persona was that way.
I developed a respect for him, … (0 comments)

A Dollar and a Dream - 02/06/08 03:25 PM
"America is just the greatest place to be if you have a dollar and a dream." - Cy Curnin, lead singer of 80's pop band The Fixx, in reference to his successful hat business.
Every day brings new people into your life.  Every person brings a potential new relationship and a potential new opportunity. 
… (3 comments)

Need Help Finding Buyers? - 02/06/08 01:33 PM
Here's a tip for you if you need buyers:
Map out a reasonable commuting distance from the property (this is different for every area, so use your own educated discretion) and list the major corporations and universities.
Call their Human Resources dept (find the name of the department head first, if you can) and ask them if there is anyone on staff looking to move or currently in temporary housing.  Temp housing is fairly common, especially with larger corporations moving someone to the area, and they want to find permanent housing as quickly as possible.
Don't just call one or two places...target them all … (3 comments)

Where Is the Finish Line? - 02/06/08 09:32 AM
Bigger, better, faster, more.
Nothing is ever enough.
Where is the finish line?  The cemetary?
I'll sleep when I die?  I plan on sleeping tonight, thank you.
Every new year we set new goals for ourselves and every year we tend to want to do BETTER than we did last year.  Of course, we all want to be the very best we can be at what we do, but who are we ultimately in competition with?
Who's goals are you chasing?  Are you chasing your own goals or are you allowing the achievements of others to dictate what your goals are?  Keeping up with the Joneses … (3 comments)

Is Your Job Controlling You? - 02/06/08 09:31 AM
Bigger, better, faster, more.
Nothing is ever enough.
Where is the finish line?  The cemetary?
I'll sleep when I die?  I plan on sleeping tonight, thank you.
Every new year we set new goals for ourselves and every year we tend to want to do BETTER than we did last year.  Of course, we all want to be the very best we can be at what we do, but who are we ultimately in competition with?
Who's goals are you chasing?  Are you chasing your own goals or are you allowing the achievements of others to dictate what your goals are?  Keeping up with the Joneses … (0 comments)

Technology: Bringing Real Estate Back To Its Roots - 02/05/08 12:11 PM
The internet has created an amazing dynamic not just in real estate, but sales in general.  There are those who are resistant to it and continually fight against it; then there are those who embrace it.
As far as I'm concerned, technology is bringing real estate (and business in general) back to its roots.  The roots of ALL business are the same (no matter what you're selling):  people helping people.   Period.
We humans have this uncanny knack for taking any simple concept and making it complicated, and over time we have done exactly that.  Now we're in a place where the consumer … (3 comments)

Technology: Bringing Real Estate Back To Its Roots - 02/05/08 11:59 AM
The internet has created an amazing dynamic not just in real estate, but sales in general.  There are those who are resistant to it and continually fight against it; then there are those who embrace it.
As far as I'm concerned, technology is bringing real estate (and business in general) back to its roots.  The roots of ALL business are the same (no matter what you're selling):  people helping people.   Period.
We humans have this uncanny knack for taking any simple concept and making it complicated, and over time we have done exactly that.  Now we're in a place where the consumer … (0 comments)

The Norwegian Apple Pie Recipe (Thanks Cait Donohue!) - 02/05/08 08:16 AM
Yesterday, I posted a little ditty 'bout Jack and Diane...
No, wait, that was John Mellencamp.  I actually posted a story about my ex-wife and I selling pies at an open market years ago.  The pies we made were Norwegian Apple Pies, and I've received some comments and some emails asking for the recipe.  I was about to start looking for it when I saw that Cait Donohue had posted the recipe as a comment to my blog.
One note:  This pie is also REALLY good with pears instead of apples:) 
Thank you Cait!  This is exactly the recipe we followed:
 
35 min … (2 comments)

Reach Out...They're Waiting For YOU - 02/04/08 11:02 AM
I'm a firm believer that if you REALLY believe in what you're doing and are committed to it, good things will happen to you...whether you sell houses or pies:) 
A few years back when I was married and living in Louisiana with my now ex-wife, we found out about a community street market in a town about 10 minutes away from us.  Every Saturday, you could go there, set up a table and sell whatever it was you were selling.
Gotta give my ex credit...when she wanted to be, she was the best dessert chef ever!  She had a ton of great recipes, … (8 comments)

Reach Out...They're Waiting For YOU - 02/04/08 09:49 AM
A few years back when I was married and living in Louisiana with my now ex-wife, we found out about a community street market in a town about 10 minutes away from us.  Every Saturday, you could go there, set up a table and sell whatever it was you were selling.
Gotta give my ex credit...when she wanted to be, she was the best dessert chef ever!  She had a ton of great recipes, but it was perhaps her simplest that could have been lucrative for her.   It was a recipe for Norwegian Apple Pie.  You literally mix everything together, bake it … (4 comments)

OPEN HOUSES: What You Give is What You Get - 02/04/08 08:52 AM
Do you believe open houses are a waste of time?
If your answer is "yes," I ask you these questions (and offer some solutions for you!):
Do you put TRUE effort into marketing your open house?  Sorry, but a sign and balloons just make you look like every other open house.  Get out the grill and grill some hot dogs.  Make the neighborhood smell like a back yard barbecue.  Kids love it and their parents will love you even more for making it easier to look at the house.  Make it a community event...have fun with it.  Ask your local fire … (5 comments)

It Never Hurts To Ask - 02/01/08 09:56 AM
Hey everyone, I wanted to share an email I received last night from Krystine Shonfelt, an agent I have just started working with.  Krystine, thank you for allowing me to share this email: 
Hi Mark, I just wanted to let you know that I took your advice and called my Lender today and made a coffee date.  I said “ I have decided that this year, whoever I use for my Loan Officer, I will be expecting to receive a referral for every one that I give, so I would like to discuss that when we meet as well."  He said … (8 comments)