When I first came into the real estate industry four years ago, the mantra I heard repeated over and over was “buyers are liars, and sellers are too”!  Having come from the corporate world, this statement sounded harsh to my “customers are always right” ears.  It took me a bit to digest this adage, and what it really meant.  Simply, tell the truth.

Having met with countless agents (not to recruit them, but rather to consult them), what I have learned is that most of them lie – to themselves.  They are uber ethical with contracts, straight as an arrow with disclosures, and stringently adhere to the Real Estate Commission’s rules – but they lie to themselves.

About what?  Their reality.  Their profitability (or lack thereof).  Their outdated skill set.  Their lack of support.  Their technophobic tendencies.  Their lead generation habits and strategies.  Their conversion rates. . . the list goes on and on. 

A Managing Broker, Broker/Owner or Team Leader’s job is to provide perspective and tell the truth.  They, just like the Associates they lead,  are ethical with contracts, disclosures, and Real Estate Commission Guidelines.  But they lie to themselves AND their Associate partners.

About what?  Their reality.  Their profitability (or lack thereof).  Their outdated skill set to coach, consult and educate their agents.  The lack of support they extend to their roster.  Their technophobic tendencies.  Their lead generation habits and strategies.  Their conversion rates. . . the list goes on and on. 

IMHO what our industry needs most is courageous leaders who are willing to tell the truth (to themselves and those they lead) – provide perspective on the way it really is, and implement a vision to facilitate positive CHANGE – starting with them.

I think Joe Namath said it beautifully:  “To be a leader, you have to make people want to follow you, and nobody wants to follow someone who doesn't know where he is going.”

Just sayin’ . . . 

This is my second Christmas without my mom. At the young age of 57, she died unexpectedly. As I reflect on Christmas this year, and how different it is without her, I am reminded of “The Christmas Carol”. The Ghost of Christmas Past reminds me of all the times and opportunities that I had to let my mother know how very special she was to me. Don’t get me wrong, I honored her, and never left her home without telling her how much I loved her. But when the opportunities to share those things cease to exist, you replay lots of scenarios and occasions in which you would have made a little extra effort. It’s just different now. Her house smells differently, the energy in the house is not the same, and her absence is painfully obvious. The Ghost of Christmas Present is my current reality. In the Jim Carrey version of The Christmas Carol, the ghost of Christmas Present warns Ebenezer about the evils of Ignorance and Want. In my life, I am guarding my heart against the ignorance of overlooking the many blessings I have because of what I want (Christmas like it used to be when Mom was still with us) is not possible. The Ghost of Christmases Yet to Come will be a direct reflection of what I do with Christmas Present. I will either choose to push through the loss and awkwardness of the changes in my life and enjoy what I do have, or I can live in the past and forfeit the joys of creating new traditions in my Christmases Yet to Come. I, just like Ebenezer Scrooge, must choose between being hateful and being grateful. My choice will be to push through, live in gratitude and enjoy Christmas Present so that I may rejoice in the Christmases Yet to Come. Merry Christmas, and to quote Tiny Tim, “God bless us everyone”.

 

Over the past months, I have come to realize that Realtors®, in general, are not great prospectors.  In most every sales organization, prospecting is expected.  Results are required.  Enthusiasm is not optional.  However, in real estate, most agents would rather fish (market) than hunt (prospect). 

 

In first or second grade, I learned about the survival of the fittest.  Essentially, the species who best adapted to the current environment, left the cave, killed something and drug it home, survived.  The rest starved out and became extinct.

 

Survival of the fittest is also known as Natural Selection.  Creation (the environment) decides who is left standing based on the ability to adjust to rapidly changing conditions.  The same is true in real estate.  The market will determine what skills are needed.  The Real Estate Professionals will choose whether or not they are willing to adapt and overcome in order to survive. 

 

To quote my girls, Destiny’s Child:  “I'm a survivor, I'm not gonna’ give up, I'm not gonna' stop, I'm gonna work harder, I'm a survivor, I'm gonna make it, I will survive and keep on survivin’!”

 

 

 

 

 

 

Consider what 99.9% effort and quality would mean in the following situations:

<!--[if !supportLists]-->·        <!--[endif]-->One hour of unsafe drinking water per month

<!--[if !supportLists]-->·        <!--[endif]-->Two unsafe landings at O’Hare International Airport each day

<!--[if !supportLists]-->·        <!--[endif]-->16,000 lost pieces of mail per hour

<!--[if !supportLists]-->·        <!--[endif]-->20,000 incorrectly filled drug prescriptions every year

<!--[if !supportLists]-->·        <!--[endif]-->500 incorrect surgical procedures performed each week

<!--[if !supportLists]-->·        <!--[endif]-->50 newborn babies dropped at birth by doctors every day

<!--[if !supportLists]-->·        <!--[endif]-->22,000 checks deducted from the wrong account each hour

<!--[if !supportLists]-->·        <!--[endif]-->Your heart failing to beat 32,000 times each year

 

Can you see why 100% is so important?  Just think about how much better your life would work if you (and everyone around you) were committed to excellence in everything you do.

Many times the missing link in giving 100% is execution or follow-through.  Once you make a commitment to something, it is a DONE DEAL.  Non-negotiable.  Case closed. 

It is very easy to commit to something, but challenging to deliver what you promise.  For instance, how many of us have said “I’m going to work out every day” – but we don’t.  We make excuses and justify in our minds why it is acceptable to lie to ourselves and breach the integrity of our words.

And when you break a commitment or create and exception “just this one time”, it is much easier to break it the second, third, fourth, fifth, and nine millionth times.  

What are you lying to yourself about?  What are justifying or making excuses about?  You MUST honor your commitments and your words.  After all, that is what separates the 100% people from the 99.9 per centers.

For those of you not familiar with pop culture, urban slang, and the song by Chingy, please allow me to translate:  Everybody in this state of mind is out of it; wasted.

Now, before you think this post is about boozing’ it up, chill!  It’s really about the state of mind in the “ain’t if awful” club – where the members are truly wasted – and out of it.

Allow me to explain.  The “ain’t it awful club” are people who only talk about what’s going wrong – and never what’s going right.  Synonyms: black hatters, Debbie Downers, Negative Nancy’s – drama queens!  Their glass is always half-empty.  And not only is it half empty, but it’s cracked, and they chipped their tooth on the rim. 

You can identify them by listening to the words and phrases they use (otherwise known as victim language).  “It’s not my fault”, “I can’t help it” and one of the biggest ones “I don’t care”.

Wyland, a world renowned artist is quoted as saying: “there are two kinds of people – anchors and motors.  You want to lose the anchors and get with the motors because the motors are going somewhere and they’re having more fun.  The anchors will just drag you down”.  How true!

If you want to succeed in real estate and in life, AVOID toxic people at all costs.  You are better off spending time alone than associating with people who will hold you back with their victim mentality and mediocre standards.  Instead, identify the exceptional people in your industry and EMBRACE them at all costs.  They will help you think like a champion, and stretch you to reach for excellence in your own career and life.

So the next time someone in the “ain’t it awful club” invites you to join their cesspool of misery – just tell them “I don't want to hear your sob story; save the drama for yo mama!”

 

Sometimes, to unwind, I sit and watch TV (wink, wink) with my husband.  Many times, I pay no attention to the talking heads.  Instead, I surf the internet and read.  Tonight, I came across an excerpt from the book “Shut Up, Stop Whining, and Get a Life: A Kick-Butt Approach to a Better Life” by Larry Winget.  He is sometimes referred to as “The Bulldog of Personal Development” – and that could possibly be the understatement of the millennium. 

 

Winget is extremely direct (which I can relate to), and confrontational in his approach.  He is all about personal responsibility – “manning up” and taking the heat for you lack of action, bad choices and wrong mindsets.  Confessing it, owning it, and then moving on.

 

I have been told that I sometimes rub people the wrong way.  And over time, I have learned to be okay with that, as I personally value being respected more than being liked.

 

What I am not accepting of is the mindless sugar coating of truth and the enablement of people to remain mediocre (at best).  The most highly sought after coaches are tough, direct, and have very high expectations of their team mates, clients, and themselves.  They are in your face, on your toes, and they make you a little angry at times.  The good news is, if you are hacked off (temporarily) – then you are opened to being challenged, but only by someone you RESPECT; and not necessarily “like”.  This willingness to be challenged is what facilitates growth. 

 

As a leader or mentor, it is much easier to give in to a whining baby than to stand firm and teach the lesson that must be learned (this is also true in parenting).

No one ever gets better by being coddled.  People who baby you and tell you what you WANT to hear are not helping you – conversely, they are hindering you.  If your goal is to live your dreams and be your best in life, what you need is someone who cares enough to lovingly kick your backside! 

 

My suggestion?  If you are currently in a business relationship with someone who babies you and makes all your shortcomings okay – FIRE THEM.  Then immediately hire someone who cares enough about your success to look you square in the eye and say “shut up, stop whining, and get a life”! 

Awesome Post I wanted to share:

It’s not enough to be busy, so are the ants. The question is, what are we busy about?” 
– Henry David Thoreau

If you’ve ever been pressed for time with kids screaming, horns honking, or idiots butting in front of you every step of the way until you’re ready to scream and rip someone’s head off then here’s the good news.

You’re human.

But if you’re looking for an answer to the age old problem of time. If you hate the stress of deadlines and working 18 hour days then I think you’ll really like this quick list.

It’s almost like anti-time management…

21 Ways To Waste Every Second Of Your Precious Time

• Never set a deadline.
• Never set priorities.
• Never keep a log.
• Never review.
• Never use a timer.
• Never delegate.
• Never finish what you start.
• Never organize anything.
• Never set your alarm.
• Never use spare time.
• Never say no.
• Never sleep.
• Never set goals.
• Never schedule.
• Never focus.

Plus, here’s a buncha other ways to waste a lot of time. You know, in case you still have way too much time on your hands.

• Always hold lots of meetings
• Always wait to get things perfect.
• Always try to get everything done.
• Always work with the TV on.
• Always answer the phone.
• Always multi-task.

A final tip… if you still have way TOO MUCH time on your hands then go and check your e-mail again. And again. Even if you’re sure it’s empty. You can never be too careful when you’ve got a lot of time to waste.

You know… time is the most precious resource we have and in the end it’s the ONLY one that REALLY matters to us and our loved ones.

Unfortunately, it’s the ONE thing money can’t buy.

And in closing I’d like to leave you this…

“Determine never to be idle. No person will have occasion to complain of the want of time who never loses any. It is wonderful how much can be done if we are always doing.”
– Thomas Jefferson

What do you think?

 

THIS BLOG POST ORIGINALLY APPEARED ON Jason The “Better Networker” jasonbetter.com

Cannibalism In Real Estate       

 Our office has had a great time this week keeping count of mailers our agent partners are receiving from another franchise.  Not a RECRUITMENT piece, rather – an invitation to open yet another office for the franchise.

 This is funny to us for a few reasons:

1.  Many of the agents who are receiving the mailers were once with that particular brand and were treated unfairly and poorly by the leader, to say the least. 
2. Within a 6 mile radius, there are already 3 offices for this particular company, and they are losing market share (slowly but surely).  To quote my old pastor – anything with more than one head is a monster.
3. Our investors are being sent mailers, and this is a big time no-no because it interferes legally with established franchise agreements.

 

To soar to higher heights, instead of trying to establish more offices, it may be a better strategy to care about the associates, help them build their careers, and as a result, success would be sure to follow.  After all, people don’t leave companies, they leave leaders.

 

Just sayin’ . . . 

I had the pleasure of participating in a training session yesterday that was centered around one of my favorite topics: LEADERSHIP.

 

One of the most powerful quotes of the day from our instructor, Kay Evans, was “a star team beats a team of stars ANYTIME”.  Then she went on to elaborate by using two movies as an analogy – and it was so awesome, I want to share it with you:

 

During the 2001-2202 movie season, Hollywood was stoked to release “Ocean’s Eleven” distributed by Warner Brothers featuring the star studded cast of George Clooney, Matt Damon, Brad Pitt, Julia Roberts and Bernie Mac to name a few.  The movie Ocean’s Eleven had a budget of $85 million and grossed $183,417,150 in ticket sales in the U.S.

 

During the same time frame, “My Big Fat Greek Wedding” was released and distributed by an independent film company.  It featured a cast of unknowns including John Corbett, Nia Vardalos, Lainie Kazan, Michael Constantine and Ian Gomez.  “My Big Fat Greek Wedding” had a budget of $5 million and grossed $368,744,044 in ticket sales in the U.S.

 

The difference?

“Ocean’s Eleven” spent 17 times more money than “My Big Fat Greek Wedding” and grossed $185 million dollars less.  “Ocean’s Eleven” was distributed by renowned Warner Brothers Motion Pictures.  “My Big Fat Greek Wedding” was distributed by a no-name, independent film company. 

 

“Ocean’s Eleven” featured a Team of Stars.  “My Big Fat Greek Wedding” featured a Star Team.  ‘Nuff said!

 

My question to you:  are you on a team of stars – or a STAR TEAM? 

Nobody can go back and start a new beginning, but anyone can start today and make a new ending.” ~ Maria Robinson, American author

Have you already identified an area of your life you want to change, but you keep putting off doing something about it? Perhaps you’ve read all the ‘how to’ guides under the sun and researched every technique needed to make that change a reality… yet you don’t ever take any action.

I’m sure at one time or another you’ve promised yourself that you’ll begin a new habit another day: you’ll lead generate tomorrow; you’re going to practice your scripts on Monday; you’ll change companies when its time for your split to roll back. All too often, however, the promised day passes by and still you haven’t taken any action to move toward your goal. 

It’s frustrating because you want to do it, but you always delay the first – and arguably the most important – day of change. Eventually, it seems such an impossible task that you give up before you try anything.

But it is possible to start those changes today - and you can begin right here and now.

By postponing the first day of change, we seek to avoid that critical moment when we have to finally experience discomfort. You’ve probably used excuses like:

I’m not ready . . . .

The timing’s all wrong . . . .

It’s too much hard work . . . .

I’m too busy . . . .

All of the above could be reasons you use to justify not taking action. On the surface, they may appear to be valid arguments but, deep down, they’re more likely to be a delaying tactic to put off taking that critical first step towards change.

Unless you get serious and totally commit to the changes needed for a new level of accomplishment, you’ll find the same old excuses apply equally no matter when you aim to begin.

Be honest with yourself – if you’re not ready now, then when will you be?  Nothing changes until something moves!