"I'm Busy...", "I'm NOT selling...", "I have a friend in the business...", I don't like Realtors..." (ouch!), "I'm waiting for my bailout..." (oh yes they did!)

I was going through some paperwork early this morning and came across a list I had made a little while back... It was titled "Conversation Stoppers". I don't know why, but it seemed less harsh than "objections"- call me silly.

As I read what started out as legible handwriting, but started to show signs of frustration further down the list, I had to laugh to myself, (and remind myself that maybe I should keep a typed running list next time) at how many reasons someone will give you in order to NOT to speak to you.

I've been to enough seminars, calls, and meetings to hear that there are basically only 12-14 (the # varies with instructors) reasons people give not to speak to agents. And I thought it proactive, to keep these reasons with some "rescuers" that had worked for me in the past in front of me as I made my daily calls, so as to not get "railroaded".

Sometimes it worked, and sometimes it didn't.... What I did learn is that eventhough there are less than 20 reasons that someone can give you for not speaking to you, people are getting QUITE creative in their delivery.

So, what's one to do??? I'm hoping that you guys have some fantastic OHT's that you may be willing to share, so we can have the "mother of all lists" at our fingertips in '09...

What's your best or favorite "Conversation Rescuer"???

Thanks in advance for sharing!!!

p.s. - make sure you note the Objection that you are "overcoming".

Thanks to Steve Steve Kappre for his creation of the U-Ewe!

1. When you receive a U-ewe, your option, if you choose to accept, is to promote two people on Active Rain of your choice. Be it a newcomer, a veteran, a niche marketer, someone you have never met, or anyone else.
2. You will then enter one blog post on these two people, and give 4 great points about that person (remember this is for others, hence the four points).
3. That's pretty much it. Those that get U-Ewe'd would hopefully recipricate and post on 2 different AR members. If they are too busy or don't want to, that's cool. Hopefully someone else will pick up the slack.
4. Lastly, feel free to copy the U-ewe mascot on the left and place in any future U-ewe posts. If this takes off and U-ewe takes the nation by storm, I only hope the authors of the book would buy Steve a real sheep.

  Thank you to Amber Noble-Garland for highlighting me and Debbie Hutchins in her latest U-Ewe.

Below are my two picks for my first U-Ewe! (and I'm sorry it took so long!!!)

Both of my nominations exemplify our business at it's best! (In no particular order)

Rebecca Levinson -

1. Rebecca is ready and willing to share a wealth of innovative marketing ideas.

2. She keeps it real- but is always encouraging and forthcoming with her views.

3. She is a working mom- Balancing kids, career, and a host of Realtors. (I want whatever she's taking!)

4. Her genuine warmth, enthusiasm and passion shows through her blogs and posts.

Steve Kappre -

 1. For making this whole U-Ewe movement happen. (Yes, it's a movement, T-shirts/bumper stickers hit the market soon! I can see it now "I *heart* Ewe." Steve, we'll discuss later... LOL)

2. For allowing us to really get to know who's who in our community, and giving us a forum to discuss it in.

3. Steve has an easy-going, incredibly insightful way about him that shows up in print, I imagine that speaking to him in person, feels like you've known him for ages, which I feel is a great advantage to him, in light of todays current economic situation.

4. Steve's blogs show a strong sense of integrity to the public, as well to the AR community. As valuable as I am sure his time is, he shares a bit of it with us to encourage, educate, and every so often entertain.

4 1/2- Did I mention he's from NJ? LOL!

Congratulations to both of my U-Ewe noms... It's probably not the first time you've been nominated, but I appreciate the input you both have here, and I look forward to working and communicating with you both!

M.

I just got off of a fantastic conference call, led by Diane Hockman... While I must admit I am new to Diane's group, Million Mind March, I am so glad I was invited to listen in on her call by Kim Stevens Shahan from the Marketing Your Business on a Shoe String Budget on Facebook. (Thanks Kim)

The call proved to be invaluable, and I'll tell you why... Diane focused the presentation on gaining Wisdom. She started by reading a Proverb that brings out the point that "...Wisdom and Understanding are more profitable than silver or gold". She then encouraged all those that were on the call to "become students of wisdom".

Then she shared the Wikipedia definition of Wisdom with us...

WISDOM = Knowledge, Understanding, Experience, Discretion, Intuitive Understanding (and here's the kicker) ALONG with a capacity to APPLY these qualities well, towards finding a solution to problems.

Now... I have always been a proponent of Wisdom vs. Knowledge. As you can see, knowledge is only scraping the surface of wisdom. Just because you know how to do something, doesn't mean that you know how to handle the situation optimally. Right? Come on... you know it's true... Anyway, this thrilled me and I knew I had made the right decision to get on this call!

Keeping in mind the definition of wisdom, Diane then makes the statement that to most people, money is the ultimate representation of success. It's the universal measure. But in the end, "He who dies with the most toys, still dies..." ("No Fear's" words, not hers) 

So if making money is the driving force of most people, and truthfully, most of us, are we are finding that this year, as we get our final numbers of the year together (and I'm hoping that a few of us still have a closing or two in the wings this week) does our bottom line reflect our driving force?

Our final numbers may reflect the value of our hard work and sacrifice, but does the value of our wisdom match up? Can we even measure the lessons learned this year, the points we picked up and planned to use from our daily encounters, or that we share here on AR? Do we even understand the value of this wisdom?

Diane encouraged us to make 2009 about setting and making goals. With the proper mindset, achieving those goals will be easy, and in some case automatic. Let's not focus so much on "What should I DO to make money?" and focus more on "How should I think, so that I can do more for my business?"

Mentally set up HOW you think, before you start to act. Then, whatever you do will lead into momentum, rather than struggle, regret and failure. Doing this, or applying your wisdom, will result in much more than a dollar based scorecard.

Diane reminds us that "Everyone is self made, but only Millionaires admit that." (love this!!)  How many times do we do our thing, and blame everyone else when it doesn't work out right? Are we so quick to deal out excuses, rather than to learn, contemplate, re-apply & grow?

I hope that in 2009, we have acquired enough knowledge to build stronger businesses, and gain the wisdom to put it into practice.

P.S. Thanks Diane - looking forward to future calls!

On your business cards???

Just wondering what your thoughts were out there... There were varying postions from "the pros" at Triple Play as to whether or not your face belonged on your business card.

I can definitely agree that a tasteful, professional photo adds to your branding and should be placed on some of your materials, but on everything?

Some coaches felt that it doesn't lend to the professionalism of our careers. The actual point brought out was "When you choose a Doctor or a Lawyer, do you choose them by the picture on their card?" and others felt that it provides an instant bond between the consumer and yourself.

What do you think?

OBSTACLE: (N) Something that opposes, stands in the way of, or holds up progress

OBSTRUCTION: (N) Any structure that makes progress difficult; something immaterial that stands in the way and must be circumvented or surmounted.

Which one is in your way? Are we letting the things that pop up in our way get the best of us? Is it the awkwardness of moving out of our comfort zone, the fear of the unknown, or just the burden of responsibility that comes with awareness?

Obstacles and obstructions are pretty much one in the same, whether you have to leap over the problem, or push it away from you. The problem you see, are the EXCUSES that we allow to get in the way of progress.

For example, if we were walking down the street and tripped, would we just lay in the street and refuse help until it was convenient for us to get up and get going? Hardly. In most cases we'd jump up as fast as we could, dust ourselves off, hope no one saw us, and keep going.

Are we doing the same in our daily business? Do we let our obstacles overcome us? Do we allow our fears or expectations to throw our careers into a tailspin? Are we allowing those excuses to build up in us so much that before we are even aware of it, we are spouting out reasons why we can't (or won't) incorporate new ideas or things that we haven't tried yet into our business plans?

Even though we are technically "independent contractors" and are technically accountable for ourselves, one of the greatest resources that we have is each other. Here on Active Rain, we are priviledged to have a network of highly esteemed professionals at our fingertips. 

IRON SHARPENS IRON...  So let's make it a goal this year to use our arsenal! Maybe we feel that we are lacking in a certain aspect, whether it may be marketing, or making phone calls, or overcoming objections... Why don't we partner up with someone either here in AR or in our local offices that is doing well in that aspect of their business, and see if you can pick up some tips to help you out. Conversely, I am sure there is something that you can help someone else out with too!

NO MORE EXCUSES!!!

M.

...to Triple Play.

On our second day at Triple Play, Amber Noble-Garland and I decided to hop on one of the shuttles provided at the hotels to the Convention Center. We were all hyped up and chatty about the seminars we were prepared to attend, and as we board the the shuttle bus, we noticed the obvious grimace on the face of the bus driver.

We chuckled to ourselves that this man was not loving his job that day. Granted it was raining, and dismal that morning, and okay with the city innundated with real estate agents from all over NY, NJ & PA, I'd be willing to bet that he had probably been asked more than a few times if he had a home to sell. (Hey a lot of agents were raring to put their newly acquired "tips from top agents" to good use! LOL)

Nonetheless, just was not feeling the joy. So as we departed the bus, tips in hand, Amber (who, as most of you know, is all about "love what you do") BEFORE handing him a tip, tells him to "have a great day and to smile". He gruffly responds with a "I'm smiling on the inside, lady"... That is UNTIL he sees folded bills in her hand.

Then MIRACULOUSLY a smile broke out over his face, that actually made me laugh out loud... While it was nice to force this man to smile, (LOL) it was a bit unnerving.

Granted, we all don't have those stellar days when we bounce out of bed- ready to take on the world, but in our line of business, forgive the cheezy metaphor, but our smile is our uniform. How do we gain people's trust with a sneer on our face. Are we really giving the message that we put our customers first? 

So, tomorrow make sure you SMILE! You never know who's watching!

M.

As Triple Play gets into full swing tomorrow, I just wanted to wish all the local "Rainmakers" that will be attending, a safe trip down to A.C.  Hopefully we all will brimming with great points, tips, and products to share with everyone else when it's over!!!

Looking forward to meeting up with some of you!! Travel safely!

M.

This morning, I had the pleasure of waking up to the excited shrieks of my four year old son who alerted us all to the fresh coat of snow on our lawn.  While I really wanted to pull the sheets over my head, I did what all good parents do (lol!) and joined him at the window to check it out.

As I looked out of my bedroom window, and smiled the way most of us do when we see a fresh, untouched coat of snow... I started to think about this new coat of snow, and how just on my front lawn alone, there are millions and millions of tiny, intricately detailed snowflakes, that make up this fantastic picture. When "en masse" one large covering of snow, but when you get down to it, it's really about all of these specifically unique snowflakes.

These snowflakes are not unlike you! Each consumer brings their own situations, needs, and wants to the table. Take it one step further - each transaction you have will be different from the others. We may meet while finding you your first home, and years from now work on another home.

BOTTOM LINE: All clients and all transactions ARE NOT THE SAME!!!

Wouldn't you want to work with a Realtor that is prepared to work on YOUR behalf? Whether its a light dusting, or the kind of snow that means we have to pull out the plows.  Like snowflakes... You are all distincly different, shouldn't you be treated as such?

Wherever this year leads you - I hope you have continued happiness and success!

M.

I had the pleasure of waking up this morning to the excited shrieks of my four year old son who alerted us all to the fresh coat of snow on our lawn.  While I really wanted to pull the sheets over my head, I did what all good parents do (lol!) and joined him at the window to check it out.

As I looked out of my bedroom window, and smiled the way most of us do when we see a fresh, untouched coat of snow... You know the scene, before someone/thing tracks through it, before it gets dirty or slushy or the grass peeks out from underneath. (I really don't understand what about that is so cozy and comforting, but for some reason it is.) I started to think about how just on my front lawn alone, there are millions and millions of tiny intricately detailed snowflakes, that make up this fantastic picture. Each snowflake, specifically unique to nature, yet when "en masse" one large covering of snow.

Well, this is not unlike our pipelines. We each have past, present and future clients that, like snowflakes, are uniquely different. Each has their own situations, needs, and wants. Take it another step further - each transaction we do with each client will be different from the others. We may have met them finding their first home, and find ourselves meeting up later on other occasions.

BOTTOM LINE: Let's remember that all transactions and all clients ARE NOT THE SAME!!!

Some situations may be those heart-warming fresh first snow we all (sort of) look forward to - the ones that make us think, "See, snow isn't all that bad... I love this time of year" and well, some may be more along the lines of the kind of snow that brings out the snow plows- a little more in depth, and some harder work navigating around on our part.

Those of us who live in areas that typically get snow around this time of year start early to prepare - we have our shovels, and snow blowers, our salt and de-icers.... Or at least the phone numbers of some neighborhood kids (smile!) Are we doing the same with our clients and prospects? Do we have our tools together, so that we can stay ahead of the game and not be "avalanched"? I hope so!

Yay! It's here!!!!

No, I'm not talking about the cold, or the rush of the upcoming winter season. I'm talking about the Realtor Magazine 2008 Cost vs. Value report!!!

Why am I so excited about it? Well, I have had a lot of success using this sometimes overlooked tool with my sellers, and even to get in front of potential sellers... You would be surprised what most people feel is the remodeling project that pays the most!  Let's just say that they were surprised.

The numbers are in guys - share them with your pipelines. I keep a copy with me at open houses and also in my marketing packages. I have also made sure to share with my investors and contractor friends, to entice some win win situations.

There is even a very well known fellow "rainmaker" in my area who had the foresight and creativity to turn the report into a "Battle of the Homeowners" opportunity. It was fun for all when she held court with Homeowner Trivia.

So, if you haven't already checked it out... Make sure you get a copy ASAP!

http://www.realtor.org/rmohome_and_design/articles/2008/0812_costvsvalue_2008

Happy Selling!!!

M.