Dude, you need a bigger "Big Why", or maybe a magic wand

For those of us who have read  "Millionaire Real Estate Agent", we know a BIG WHY is a chief aim, or a big goal which motivates us.  After years of working with hundreds of agents, while  getting to know them I've discovered most folks don't have a BIG WHY.  And if they do, it's not so big.  But hey, that's why it's called MY LIFE.  If I choose, I can dream big.  Perhaps compared to others, maybe my BIG WHY is small, or even dumb.  With that said, I truly do feel most people aim low, with a minimalist approach to life.  If someone chooses to give up and to stop pursuing their (old) dreams, what motivation is there?  To pay the mortgage on time?  To be able to afford a vacation?  Is that IT ?  That's a minimalist approach, quite honestly, and it doesn't sound like a great way to live a life.  Sometimes we have too many problems to focus on buying a 40 million dollar private jet, but that doesn't mean that it's time to give up on the other stuff.  The "stuff" doesn't need to actually be "stuff", it can be your involvement in a charity, or running a marathon, or learning a new aspect of the business. If you hand a magic wand, what would YOU want?

How do you rate?

In this week's sales meeting, we ended with the question, "On a scale of 1-10, how do you rate yourself in the six core competencies of a real estate business?"   If you are sincere improving your business, this is where you need to begin.  So, once again, here they are:

•1.      Lead generate, capture and convert to appointments

•2.      Present to buyers and sellers to get agreements

•3.      Show buyers, market sellers

•4.      Write and negotiate contracts

•5.      Coordinate the sale to closing

•6.      Managing the money

Each category requires a different skill, and each is critical to your long term success in the business.  If you are intimidated by any one category (it's ok, everyone is),  don't ignore it, it won't go away.  While developing each skill set through practice, script rehearsal, online training, etc., understand that without #1,  there is no  #2 - #6. 

The six core competencies are from Gary Keller's new book, SHIFT.  Get yourself a copy now.   

How to waste a lot of time

•1.       Come to the office late each day.

•2.       Never time block for a POWER HOUR

•3.       When you lose business, talk negatively about the other agent, to everyone for a week.

•4.       Worry about the past, especially last year or something else you cannot control.

•5.       Gossip.  Especially about people who do more business than you.

•6.       Dwell on something which really makes you angry.  Then complain to everyone.

•7.       Surf the web for stuff all during the day.

•8.       Blog a lot.  Like several hours a day .  Rack up lots of points on Active Rain with comments.

•9.       Take really long lunches several days a week.

•10.   Go home early and watch Oprah.

How to make the most of your time

•1.       Go to bed early. Wake up early.

•2.       Prepare your lunch for tomorrow tonight.

•3.       Time block your email responses.

•4.       Time block your return calls.

•5.       Time block POWER HOUR.  Tivo Oprah instead.

•6.       Close your door. Focus on 1 thing at a time.

•7.       Have a MUST DO list.

•8.       Make 1 more call before you go home.  Every day.

•9.       Plug names and leads into your phone.  Call them.  And again.

•10.   Always be asking for referrals after you do a great job with clients and with all friends.

I expect...

Someone recently said to me, "You expect a lot ", and in a negative tone I might add, with emphasis on the word expect.   I gave that much thought.  This person was right!  So, without further ado, here's what I expect:

•1.       I expect to grow the office faster than any other local office, in recruits, listings, sales and overall marketshare.

•2.       I expect so much from myself, including recruiting results, great training, and agent support.

•3.       I expect each one of us at KWH to respect each other and seek first to understand.

•4.       I expect us to treat each one of our clients with great care and attention, honesty and effort.

•5.       I expect staff personnel to try their hardest every day, and if their best is 50% on a day they don't feel well, then I'll take that.

•6.       I expect everyone at KWH to  embrace and embody our belief system, WI4C2TS.

•7.       I expect us to help each other, congratulate each other, and to cheer each other on, because we all need it, from our strongest agent to our newest.

•8.       I expect us to accept and understand our diverse cultures, and respect each person for who they are.

•9.       I expect us to make mistakes as we grow, to learn from them, and adjust.

•10.   I expect us to follow the laws, rules and regulations our governing bodies enforce and require.

•11.   I expect to be profit sharing in 2009.

•12.   I expect our ALC to add culture, training, social, and other great benefits, always for the good of the office.

•13.   I expect KWH to be a caring, fun, vibrant workplace which others emulate and admire.

•14.   I expect rainy days at times, with new challenges, and growing pains.  Growing pains are a good problem, and give us a chance to become more than what we are.

•15.   I expect everyone to try their hardest at collecting all the paperwork, but at escrows we must be PERFECT.

•16.   I expect everyone at KWH to have a "cup is half-full" mentality, and to remain positive.

•17.   I expect (this one may be the tallest order) to have 20 of us go to Family Reunion in 2010 !

When you expect more, you set higher standards.  Expect more from yourself, your office, and your career.  Raise the bar !

2009 is officially 8.3% over.  Don't fret, if you haven't accomplished much, you still have 11 months, but we must be honest with ourselves.  The question you must ask is, "What, specifically, am I changing to get better at_______________?"  If you're happy with your results, great.  Otherwise,   develop an action plan.  Do it now before March is here!  If you hate starting new projects, goals, or action plans, begin with a small step, then build on it.  The idea, for example, of calling for sale by owners or getting on the treadmill for an hour can be overwhelming.  But you know you can do it for 20 mintutes.  Three times weekly for 3 weeks, and you will be on your way.

Are you a great "Director of First Impressions?"  Our growing Hamilton, NJ (Mercer County, Princeton area) is seeking a 35-hour per week receptionist with great phone and people skills.  General computer skills are required also.  Possible advancement as we grow into newly created positions.  Call Mike Elliott at Keller Williams Realty today.  609-259-8444.

I just read that the government is considering taking ownership interests in U.S. Banks.  That made me excited.  I already LOVE the way government runs everything else.  Socilaism rocks!  As I am getting closer to retirement age, it always seemed further away.  But NOW, I know the government will take care of me and bail me out too.  If the U.S. Government had taken over the real estate industry, we could have suppressed prices when they got too high, and regulated THEM!  We would never have had this mess if they had acted responsibly, and with force. 

Never mind that government has no competition to make it better. The best thing about the government owning everything is this- if one gov't sector "goes under", they can just print more money!  Instant bailout!  That way they can keep paying us, too! 

I suggest that Sarah Palin (who should have the government hunt her moose for her) change her motto from "Drill, Baby Drill"  to "Print Baby, Print!". 

After watching an inspirational video featuring a football coach encouraging his player,  it got me thinking.  What if I had a coach by MY side, challenging me, pushing me, and sometimes barking at me?  Would I be more productive?  Would I be more accountable?  Don't get me wrong, I know what to do, but if I knew my efforts were being monitored, judged and critiqued, perhaps I would make 20% extra calls.  Perhaps I would be more focused on getting more appointments, turned to settlements. Maybe all of my price reductions would be proactively generated, as opposed to my client calling me and asking me if it were time to reduce.  While most agents are trying to find areas to cut expenses, maybe we should even cut more, in order to budget $500 monthly for a great coach.  If that is out of the question, then consider a weekly meeting with your manager, or get an "accountability partner" where you meet weekly, so you can push and encourage each other.  An accountability partner should have similar goals to yours, and a desire to increase their business.

Great Starter in the Steinert district in need of some TLC, but priced thousands below the neighborhood average sales price.  Convenient Hamilton Square location, close to the Hamilton Train Station.  This 3 bedroom Miry Brook area home is in a great location, and offers a fast closing. Buyer to assume Hamilton Twp. violations. Call Mike Elliott for your private appointment or the open house schedule.  (609) 851-6971.

Taxes:  $4901

Schools: Sayen (K-5), Reynolds (6-8), Steinert (9-12)

Service is a perception. It is about how we make someone feel. It is centered around the client's expectations, and how we meet or exceed or fall short of them. Service is an intangible and not always measurable.

Results are very different. The are tangible and measurable and mostly black and white. Results are there for the world to see. Did it sell?  How fast?  What price?  What % of the sales price?

Results are what keep good agents in the business.