Michelle Spalding 's Blog

My Fed Ex Kinko's Story

2008-07-22T09:12:14Z

Marketing is an important part of my business. Often I am asked to supply flyers, brochures or other collateral materials to the clients I work with and their offices. Recently I received a call form a wonderful agent client who needed several hundred flyers as part of a program they were putting on. No problem, I customized something special which co-branded our services and set out to get it copied. Since her office is local, I generally make deliveries personally; doing a bit of networking also while I'm there.

Well it's been raining in Central Florida where I live for the past 5 days, heavy everyday. Generally the rain doesn't bother me - it's refreshing and of course we usually need it. Problem was, my driveway, which is normally a mulch drive way was totally washed away. The last time I'd driven into it I left some serious ruts and I wasn't sure I'd be able to get out without the help of a tow truck.

The driveway created a huge dilemma for me. I had a deadline and didn't want to miss the opportunity to get my marketing pieces to this client. So, I did what any enterprising business owner did, I called my new friend Andy at FedEx Kinko's. I knew that I could email him the flyer for printing, I've done that before. This time, I asked him if I could email him the flyer and have it shipped to it's intended recipient without coming into the store. Of course Michelle was what he told me. Cue choir music - HALLELUJAH! So here's how it went down - I emailed him the flyer, made payment via credit card and it was all taken care of for me. What an awesome service! Andy is now my new best friend - he saved me a ton of time and aggravation and helped me meet a deadline without ever leaving the comfort of my home office.

If you ever need such a service, I suggest you call Andy - he's at the FedEx Kinko's location over on Lee Road, in Orlando - (407) 298-5045. Because I never had to leave my office for this excellent service, you could have him handle your printing and shipping needs from almost anywhere in the world.

Thanks Andy! You saved my day - be sure to see the driveway photo and you'll understand why you'll be getting all my business and any referrals I can.

Don't be a Ding, Ding - just ask

2008-07-15T16:40:20Z

I'm a firm believer in the Law of Attraction and knowing that I control my destiny. That everything I need and want will be provided to me if I focus on it, believe in it and be thankful for it even before it comes. So recently I had a little car issue - I couldn't figure out based on the Law of Attraction why I had this car issue - I assure you it wasn't something I ask for and I wasn't grateful for it either. It wasn't anything major, but the bell that lets you know that you've left the door open would go off. It started off as one of those little annoying every once in a while things and then turned into a major every time I drove anywhere I had to hear the ding, ding, ding. Being the entrepreneur I am, busy and industrious, I found a solution - turn up the radio really loud and sing along, it helped for a while. The kids however had issues with it. Additionally, I'd get a call and have to tell the caller sorry about the noise, my car is a bit flakey.

Saturday night I went out with some friends and we drove my car - I won the best gas mileage contest - and we had to endure the ding, ding, ding. One of my friends said "have you had that looked at?" Of course I hadn't - I'm busy and it doesn't bother me often, I don't do a lot of driving - I'm very fortunate to run my business from my home.

So my friend said - "this is crazy - I can help you, why didn't you just ask me?" I couldn't find a good reason, other than I thought they were busy in their life and business and I didn't want to bother them. Nonsense, I was told, when you need something, ANYTHING, just ask. Someone is always there to help you.

Yesterday I received a text message telling me someone would fix it, no problem. Today, I took a short drive with the ding, ding, ding to meet with a friend of a friend who knows a bit about cars. Turns out it was a loose sensor and it took a few turns of the screwdriver to repair it. I must say, it's been pure bliss driving without the ding, ding, ding. I'm feeling like a long road trip now - in silence. I won't tell you how long I'd been driving with the noise, but let's just say, the month started with an M.

Moral of my story - if you need something, don't be stubborn, hard headed or hesitant, just ask. Put it out there for the universe to help find the right person to aid you with whatever you need. Don't be a ding, ding, ding like me.

How much are you really earning?

2008-07-06T21:38:22Z

Have you ever stopped and thought about how much you're paying the person who handles your administrative work? Sending faxes, filing papers and making follow-up calls? Are you the CEO and Administrative Assistant in your business?

Did you know it is estimated that the average experienced real estate agent or real estate investor spends approximately 19 hours managing a transaction from contract to close? The time spent managing the transaction has significant financial implications you, as a business owner as well as the amount of money you're earning.

Let's assume you plan to make $75,000.00, per year or about $37.50, per hour based on a 40 hour work week. If you spend 19, of your hours, managing a transaction the cost to you is in excess of $700.00, per transaction! Not to mention the lost opportunity costs because of the time spent in the office, on the phone (generally on hold), sending faxes, emails or filing.

Hiring an assistant is an excellent way to help you spend more time on income generating activities. An assistant or coordinator with experience in real estate can instantly impact your business. Managing an employee however can have it's own unique challenges.

Thanks to the internet, there are virtual assistants and virtual support companies that specifically assist real estate professionals. While rates and services vary, let's assume you are opt to have a coordinator manage your transactions from contract to close.

With an average fee of just $325.00, per transaction, generally payable at closing, you have immediately given yourself a raise of almost $400.00, for each transaction closed!

Hiring a transaction coordinator, either virtual or in your office will immediately provide you:
The ability to focus on your core business, selling homes
Greater control into the transaction activity for you and your buyer/sellers
Central location of information through a private secure website managed by your coordinator
A budget friendly to grow your business

In addition to giving yourself an immediate raise by having a coordinator manage your transactions, you will also be gaining more time in your day. There are so many things you could do with that additional time, such as take a vacation, enjoy a day on the golf course, work on calling all past clients to keep in touch, attend networking functions, volunteer, and the list goes on and on.

Opportunity doesn't knock twice. Putting yourself in the path of opportunity and not at a desk or on hold is the best way to increase your productivity and earnings.

Now that were half way into the year, take a look and see where you are. Remember it is never too late to change direction and get the assistance you need to start building the business of your dreams.

For additional information on the services of nations leading online closing coordinating team, visit www.OnlineClosingTeam.com.

Happy Memorial Day

2008-05-25T22:50:22Z

Memorial Day, formerly known as Decoration Day, takes place on the last Monday of the month to remember lost soldiers.

The name ‘Memorial Day’ came about in 1882, but the federal government did not recognize it until 1967. Many people observe this holiday by visiting cemeteries and memorials.

The Team at Transaction Management Consultants wishes you and your

family safe and happy

Memorial Day Weekend

Did you hear my radio interview?

2008-05-14T21:03:54Z

Recently I had the privilege of being interviewed by several very successful investors located in South Florida. They host a very popular online radio show daily from 4-6 and cover many real estate topics specifically those relating to investing. If you haven't had the opportunity to check out their show - I recommend you do. I listened to many of the archived shows before going on live and learned a few new things and also laughed a bit as well.

Of course I'm excited to share my interview, but I also wanted to share this resource as you may also find listening to some of the archived shows helpful as well as entertaining.

You can access their entire archive as well as the interview I did last week by following the link below"

http://www.realestateradiousa.com/blog/index.php?s=michelle+spalding

When you've had a chance to listen, let me know what you think.

Why I love Active Rain

2008-04-24T14:06:19Z

As we all should I track my traffic on my website. I look for peaks based on mailings, events I've attended or hosted or email newsletters. It's important to know where my traffic is coming from so I can do more of what is working. :-) I have to say that Active Rain has helped drive almost 20% of the website traffic this month. Here's the proof below:

Referrer

Percent

http://activerain.com/protmc

19%

Guess this means that I better do more posting and networking.

Go Ahead, Try Something New

2008-04-21T17:52:55Z

Recently as a special reward for helping a client with an extremely difficult closing, he took Leann (one of the TMC Coordinators) and me flying in a helicopter over Downtown Orlando. It was an awesome adventure to fly above the city, doors off, hair flapping and a bit scary as well. As the flight however progressed, I felt more and more comfortable and as it ended, I was wishing for more. I was so glad that I did not go with my first thoughts of backing out once I got out onto the pad and saw the aircraft. What fun we all had and I personally can't wait to go again. It was nice to be rewarded and appreciated for basically, doing our job.

This adventure reminded me of the way many of lead our lives and specifically our businesses. We find something that works or that we can make work and we get comfortable, afraid to try something new. Fearing what will happen if we change things even a little or try something a different way, we let fear of the unknown guide our decisions. How often have you tried something new and later found you loved it, it worked or wished you'd done that sooner? For me and others I've conferred with, LOTS of times.

So, I challenge you, get out and try something new. Maybe riding in a helicopter isn't your thing, but do try something. Of course, there's no guarantee you'll succeed, but sometimes just doing something, anything different will open your eyes up to a whole world of possibilities you didn't even think of or know existed. If you do decide riding in a helicopter is for you, please send me pictures!

Next up, motorcycle lessons!

Looking for Investors?

2008-03-28T20:57:44Z

If you are looking to connect with REAL Real Estate Investors stop by an online networking site I recently joined and take a look around. It's loaded with helpful information, networking opportunities and much more. Be sure to connect with me once you've joined.

http://www.realestateinvestor.com/ProTMC/

Are you loving what you do and believing in YOURSELF 100%?

2008-03-09T18:05:09Z

Recently I was a featured speaker at a seminar in New Orleans. The participants were seasoned real estate investors who were there to explore new concepts for their business. While there, I was fortunate to have the opportunity to network with the attendees and other speakers. One thing I found common among the entire group was that they were focused on finding and closing deals. They were ready to buy and sell real estate and generate income from it. Not one of them ever said, what happens if it doesn't close, what do I do if the buyer walks away or............. each of them had bought and sold before and were well aware of the challenges in real estate. However, none of them considered that a setback, only a lesson that has helped them be who they are today.

I found this so refreshing especially given the current negative media attention to the market. People are buying and selling homes everyday. The world has not come to a halt and the housing market has not crumbled. Money is still being made daily in the real estate market.

Several of the participants at this event told me that some of their friends and even family expressed concern that now wasn't the time for them to be in this business. However, because of their focus, desire to succeed and 100% belief in their business, they are successful. They all defined success as loving what they did and being able to support themselves in a lifestyle that they wanted.

Wow, can you imagine if the media picked up on a story like that?

Text Messaging - the easy way - Check out Jott.com - my office and I love it

2008-03-06T16:11:20Z

I think I have always been a "gadget girl". I had a cell phone back in the old days when you paid $30. a month just to have the thing work. Then the provider hit me with $.35 a minute when I dared to use it, or could lift the huge thing to my ear. I was one of the first among my friends to own a personal computer over 15 years ago and now we have 4 in our home. Today I have webcams, a smart phone, laptop, a blog, several websites and use VOIP. These tools help me communicate with my clients, my team and I like to think that they make my life easier. I really love gadgets and new technology. My passion has led me to some great resources, some free, some modestly priced and some lavishly priced. Here's the latest and it's FREE!

Do you Jott? Jott.com is a great little web tool that works in connection with your cell phone to help you take the thumbs out of text messaging. When I first discovered Jott.com a few months ago, I found the service to be excellent for enabling the registered user to call a toll-free number, dictate a message and have it sent to the requested recipient either via text message or via email. This service is a real lifesaver when your thumbs don't work as fast as the kid next door or you've got blisters from all the text messages and your thumbs need a break. It's also very helpful when you have to send a message, but you're stuck in traffic. No more hoping for a red light to send a text message, just pick up the phone and Jott.

Jott.com has grown since I first came across it and is now offering even more great tools. Here's a few suggestions:

•1. Delegate tasks to others, at the moment you're thinking of them. Got an idea? Need to ask someone to handle something for you? Send them a Jott.

•2. Create a group distribution list and send messages to all requested recipients at the same time. New property on the market? Send a Jott to your distribution list the minute you have the listing agreement signed, while you're backing out of the driveway.

•3. Jott notes to yourself; reminders, expense details, billing hours and add items to your personal to-do list. Jott works with many other online programs and is an excellent collaborative tool.

•4. Add comments to your blog, post to a Yahoo group, even look up property values on Zillow.

Jott is a free service that continues to add new features. You will be charged by your cell provider for text messages, but there is no fee to use Jott.com. Take a moment to set up your very own Jott.com account and start using it to connect with your family, friends and clients right away.

Let me know what you think. :-)

Knowledge is Power

2007-11-23T10:32:26Z

As I write this page, I'm a a friends office who owns The Knowledge Shop in Central Florida. The reason I'm here is because I home office is a bit noisy the day after Thanksgiving and rather than struggle for silence, I left the house to get some work done. We became after I took some classes here.

The Knowledge Shop is a fantastic place where you can go and learn everything from how to use your computer more effectively, to dance classes, to branding and even networking. The classes are taught by local and national experts bringing their knowledge and experiences and sharing it with others. The classes are affordable and often times life changing.

The reason I'm commenting on this today is that I often hear others complain they can't do this or that, because they don't know how or don't have the time to learn. Places like this are a true gem and can help take your business from ho hum to WOW, just by learning a few shortcuts and insider secrets. No more is the school of hard knocks the only way to acquire the information you need, there are many resources out there just like this wonderful place.

Next time you run into a snag in your business or your personal life, don't get mad, get educated.

Sick of all the negative media about real estate?

2007-10-01T20:48:05Z

Then join with me in my quest to do something about it.

Tell the world your story.

I am putting together a book and will be collecting stories for the next several months. This is a book about all the great things that happen in real estate. I've already received great feed back and with the number of stories I expect, we may have volume two out soon after the first on is released.

If you'd like more details, please visit my website at http://www.inspiredtogreatness.com/ If you know someone who may miss this post, but has a great story, please pass along this link.

I'll let everyone know when the book is published so that you can pick up your own copy.

Communication – More is Often Better

2007-10-01T20:18:35Z

On the surface the real estate transaction is pretty straightforward. There is a contract, where the buyer and seller agree to certain terms. Then there is the loan, where the buyer agrees to certain terms with the lender. Then there is the closing, where everything is signed and everyone is paid. Just like on TV, right? Fortunately and unfortunately not. The fortunate part for me and many others is that if it were that black and white, that cookie cutter it would get boring pretty quick. Unfortunately, the buyer's and sellers only know what they've experienced before or what they've been told. Often much of what they are told isn't by the professionals, but by well meaning friends and family. This is where you as the professional Realtor can shine, by being the educator and communicator. Here's a few tips to help you maintain communication with your client:

•1. Arrange for scheduled calling times. Everyone is busy, and it's often easy at the end of the day to remember that you told someone you would call and forgot until it's too late to call. Each time you speak with your client, even if it is to simply check in, schedule the next call. Not only does this save time because you are not playing phone tag, but it creates a level of professionalism.

•2. Keep your emails professional. Many of us have mobile communication devises that feed us our emails while we are out in the field. Great as they are they also create the chance that the email your client gets a reply to will be short and sometimes too short. If you feel you have to reply and your thumbs can't type the appropriate reply, send a email letting the client know that you are out of your office but will reply in detail upon returning.

•3. If you leave a voice mail for your client, be detailed about what you are calling for and a time that you'll call to follow-up.

•4. Check in often, simple as that. One of the biggest complaints about Realtors is they are too busy once a they the contract to communicate with their client. Generally, they are busy checking in with the lender, title company, appraiser, cooperating agent, home inspector, etc. They are doing their job, they are just not communicating it back to the client. The client's often feel the only time they are called upon is when someone needs something.

•5. Use a secure website for your clients to view the activities as the transaction progresses. This will empower them and allow them to feel more comfortable being able to see that someone is working on their transaction. Many of the websites also allow you the ability to hold documents, appointments and check lists for the activities. Some even can export the file to a CD after closing which you can deliver to your client for safekeeping.

Keeping in touch with the participants in a transaction will go a long way to successful closing and future business.

I recall years ago working on a transaction as a closer, it was a tough one with title issues, loan issues and just about all the issues one can imagine. The buyer and I actually became friends after this transaction because of the number of calls we had and the hurdles we overcame together. As we worked together we never heard from her Realtor (who I didn't know existed because there was no reference to him on the contract nor a phone call EVER during the process) Two days before our scheduled closing I receive a call from Realtor "Bob" who said he wanted to make sure I was in contact with the lender about getting the loan packet delivered on time. I wanted to say DUH, but I didn't. I ask him who he was and he explained he was the buyer's agent. He also reminded me of his commission on the HUD. He didn't show up for closing and had us overnight his commission check. He was too busy and had other obligations that day he indicated.

A year or so later I received a call from that buyer telling me that she and her husband needed to move. She ask me if I could recommend a Realtor. She said she was less than impressed with her previous one wanted my opinion on who would do a good job for her and also keep her informed. WOW, that agent's lack of communication cost him over $15,000.00 on that transaction alone! Not to mention the referral on the home that they purchased after this sale.

My advise: *Make sure the lasting impression you leave on your client is one that keeps them calling you back for future business and referrals*

Have you read The 4-Hour Workweek?

2007-08-17T18:21:35Z

One of this summer's hottest best sellers according to the New York Times is The 4-Hour Workweek by Timothy Ferriss. This book does a great job discusses the benefits of outsourcing, automating and systematizing your way to the life you want. It's about escaping the chains that tie one to a desk and limit our income and freedom.

If you've read this book I'm sure you thought about it being helpful to hire someone on an outsourced basis to help you build your business and capture some free time. But, training that someone to understand the contract management or listing management can be difficult. Many of our clients have told us they tried that before coming to us.

If you haven't read it, I promise you won't be disappointed. There are so many ideas in this book that you can implement immediately to help you take back the freedom you seek in owning your own real estate business.

While it would be tough I agree to work as a Realtor for only 4 hours a week, I do believe that implementing systems and enlisting help can drastically cut back busy work.

Do what you love and what you're good at and outsource the rest.

Do you really know where your business is coming from?

2007-06-30T02:20:40Z

I am asking this question, because it's important to make sure that your marketing dollars are being used effectively. It's also a surefire way to increase your business. When you find something that works, do it a more. With that said, do you know with certainty where your business is coming from? Here's my challenge to you:

Make a list of the last 25 phone calls you received from inquiring buyers or sellers. If you can't do 25 that's fine, just make a list. Now dissect that list and determine where those calls came from. Grab your multi color highlighters and use one color for one source, another for another source and so on until you've identified all the sources and labeled them.

Were they buyers calling on a sign? Sellers calling from an advertisement you placed in their community paper? The bench with your photo and phone number on it? The mailing piece you sent to your farm are?

Now that you've identified where your most recent calls came from, create a plan and put it into action to get more of those calls! Simple as it sounds I am amazed at how many people don't do this. I have chatted with many agents who do something for a while, then jump onto the next thing that someone walks into their office selling. At the end of the year they can't figure out what to do plan to do next year because they have no idea what worked and what didn't.

Before you spend another dollar on marketing or advertising, complete this challenge. You can also use the same idea for the transactions you've closed recently as well. By the way - it's also helpful to create a spreadsheet or a notebook or some other method to track these results on a regular basis.

I think you'll be amazed and glad to find out where your business is coming from and where it isn't.

Lastly, remember this, the person who often makes the most money with advertising is the person leaving your office with a check.

I wished this happend all the time!

2007-06-15T20:21:47Z

A short while ago, I wrapped up an especially tough day, but before I call the computer quits for the day, I had to share this story.

Today waiting all day for a file to come out of underwriting with the final loan approval we learned that a buyer's financing wasn't going to happen the we expected. As the transaction coordinator. I called the seller's agent who was obviously furious. I also called the mortgage broker who is working with the sellers of this home on their new home purchase. That second call was what made my day. The mortgage broker stepped in and offered advice, assistance to the other mortgage broker. In a genuine, caring manner, almost as a big brother would. The mortgage broker who thought he couldn't do the deal was very upset and couldn't see the file the way the other broker could. He also wasn't as experienced and didn't have that to back him up. The two spoke for a while, chatted about options and after the call they had 4 ideas to put to use on Monday and believe that one of them will work to save the deal. They are also meeting tomorrow to strategize even more.

When my phone rang tonight and the mortgage broker brought me up to speed and told me about their plans I was ecstatic. Not just because the transaction now looks more promising than it did a few hours ago, but because of his true professionalism, which I promptly commented on and thanked him for. All too often we are caught up in blaming others and complaining about their work or lack thereof and we all forget what it's like to be the person who's truly tying to do a good job for his client and is faced with a situation like this. Reaching out to help instead of scold or belittle can go a long way in getting a transaction closed.

Next time you're in a situation where you aren't sure you can do a deal, rather than throw in the towel or declare defeat, pick up the phone, and call a trusted mentor or advisor. Someone who has been there and who can offer advice and experience. If you're the experienced agent or mortgage broker, be the one that's open to take these calls. I know we are all busy, but imagine if we all took a moment, to help out a fellow real estate professional, how much easier and better all of our lives would be.

Now, instead of dreading Monday, I actually can't wait to see what happens. No matter how the transaction turns out, I do know that I was really touched by the help he offered the younger mortgage broker and I know that we all could learn something from this. I wish this was the way it always ways!

Use Systems to Create More Free Time and More Income!

2007-06-13T20:13:00Z

One of my favorite books is The EMyth Revisited by Michael E. Gerber. The book tells the story of why many small businesses fail and offers suggestions on preventing it. Much of it has to do with systems or lack thereof. Systems are what can help you take your business to the next level. They enable you to consistently deliver top quality service to your clients always and from each member of your team. Here's a few suggestions on using systems to help you grow your business and regain or retain balance in you life;

•1. Use check lists. NEVER rely on your memory. Sounds simple, but often overlooked. Lists will help you ensure that all activities on a listing or transaction are complete. Checklists are also a great way to communicate with your clients and team members. This will eliminate unnecessary repetition of others on your team. Using them to communicate with clients will also help your clients know exactly what you are doing and where you are on their listing or transaction.

•2. Develop a written procedure for all of the activities you do. Document everything from how you input a listing, to how to close out a file after closing. Having a written plan will not only make it simple to hire an assistant or add to your team in the future, it will give you a reference point to help you discover where your time is being best spent.

Hint - an easy way to start this would be to buy an MP3 recorder and dictate all that you do. Email it to an online dictation service where many will type your dictated word and email it to you in a word format for about a penny a word.

•3. Devote time for income generating activities DAILY. Don't over look the power of this system. Review your business, determine the steps necessary to create the results you want then daily take steps toward that goal. If it takes you 100 cold calls to generate a new listing, then daily you must set aside time to do these calls. 10 or 20 a day and you'll be on your way to the results you want. Putting it into your calendar and making it a system will increase the likelihood of these activities getting accomplished.

•4. Focus! Start day with a plan and stay focused. It's easy to get off on something else as soon as the phone rings but, staying true to your plan will help you grow your business. If you have an article to write, a proposal to prepare, cold calls to make or anything else that takes focus, turn OFF your email, and tell yourself you will spend the next hour or however much time you think this will take on this activity only. Then focus, focus, focus. You'll be amazed at how much you'll get done in a shorter period of time without any interruptions or distractions.

•5. Schedule time to work on your business rather than in it. Spending time developing goals, new systems and solutions for implementing them is a surefire way to increase your business. Don't get stuck in the day to day and confuse busy time for business building time. Many top professionals take one day off a month and work on their business. They do not take calls, emails or any interruptions during this time. They simply work on building their business.

As a small business owner I am all too familiar with the day to day distractions and time zapping activities that come our way. However, in order to grow a business you've got to be willing to do a few simple steps to set it up. Remember most of us started our own business to be freed of the constraints of having a JOB. However, if your business is solely relying on you to make it work, and you are the only one who can do all the activities then you don't really have a business, sorry, you have a JOB.

Sending Thank You Cards - a lost art....but great way to build business

2007-06-07T22:43:34Z

Everyone loves to get cards in the mail. Each and every-time I get one, its the first thing I open. I keep them on my desk for a while as a reminder that someone was thinking of me. I'm no pack rat or anything, but I do tend to hang on to cards for a while. They come in handy sometimes when I'm having a rough day as well.

This got me thinking, am I alone? I asked several clients, friends and family and they all agreed. They too loved getting cards and had the same tendency to hang on to them for a while like I did. So I started something new. I send hand written cards to current clients, thanking them for their business. I send cards to those that call and inquire about my services and those I've met out networking. I even send cards to past clients and those who I would love to have as clients. I only do a few a week so it isn't overwhelming for me.

Since I've started doing this, I've had great feedback. Some send emails, thanking me for the cards. Some send me cards back and others, call and tell me I've brightened their day.

Next time your looking for a way to connect, try sending a card. If your schedule is too full, there are many companies that send them on your behalf, signed by you and everything.

Make someone's day. Send them a card, you'll be remembered for all the right reasons.

My Fabulous Friday Night!

2007-06-01T22:01:52Z

I confess, I am a workaholic. I love what I do and don't have a problem sending hours and hours and hours doing it. Honestly, most of the time it doesn't feel like work. So taking time to just sit and do nothing is hard for me. Sure, I cook for the family, clean and all those other domestic things, but....tonight has been different and I wanted to share. Tonight my young daughter and I sat and ate BBQ in front of the TV while watching her favorite kiddie shows. Later we did a little pedicure and manicures and ended it watching What No to Wear. As much as I love my business, tonight was a reminder of what's more important to me.

Early tomorrow Ill be back at it, but right now, I am happy to say I had a fabulous Friday night!

Don't forget to take time, enjoy yourself and spend time with those that love you.

Things that make me go Hmmmmmmmmmmmmmm

2007-05-31T22:06:17Z

Caution, this may be considered a rant and not a blog. Viewer discretion is advised.

I know that the market is different than it was in recent years. I get that!

I know that many lenders have closed up shop and financing can be tough. I get that!

I know that seller's aren't realistic about their prices and buyers have a lot of choices which means it's tougher to get a contract today. I get that!

But, given those facts, why are some of those in the business making it harder than it should be?

Here's my suggestions for making a difference in the some situations I see regularly

If your a lender or mortgage broker, please do everything you can to get your buyer to the closing on the closing date. If you are missing something and not getting results from the buyer, call someone and ask for help. Please don't say things like "I tried to get this done on time but the buyer didn't get me what was needed" If you do, I am going to say "how many times did you ask and who is aware of this problem?" Many buyers don't realize when a call is made for information that it is needed right away. It's your job as the professional to help them understand the process.

If your a seller's agent, make sure your seller is getting all the documents needed to the title company on-time for a smooth transaction. Don't assume the title company is getting this. I've seen too many transactions delayed because the title company didn't get what was needed from the seller early in the process. As the sellers agent it's your job to call the title company and ask if they have EVERYTHING from your seller that's needed. If they don't offer to help. Again, as the professional it's your job to help the sellers understand the process and how important it is to deliver this timely.

If you are the title agent, order the title search as soon as you get the request, not 3 days before closing. Many sellers are having financial difficulties and don't always share them with their agent. Their properties may be in a pre-foreclosure status which can delay getting a payoff. The attorneys for the bank who generate these payoffs are busy. Waiting to order a payoff can delay a closing and cause additional embarrassment to the seller.

And no matter what, always be honest!

Am I asking too much? Or did I just have a bad week?

I welcome your thoughts.

Systems Save Time!

2007-05-27T22:52:40Z

Today I added to the office manual I have created to include a new service and position within my company. It took me much of the day, but I can say it was time WELL spent. It was an investment in both my new employee and my company. I've created step by step instructions for this department so that the new employee I have will feel confident that she knows what is expected of her and so that each client we service will receive oustanding service. I confess I have detailed instructions for just about everything my company does, from answering the phones to closing out a file. While to some this may seem a bit neurotic, it's actually really liberating. I no longer have to tell my team the same thing over and over or worse yet think I've told them and forgotten. We are a well oiled machine and I know it's thanks to the systems we utilize.

I didn't think of this idea, it came to me after reading the eMyth Revisited by Michael Gerber for the 1st time years ago. Since them I've read it twice and own the CD and have listen to it several times. If you are looking for a way to take your business to the new levels, try systematizing it. If you haven't already read this book start there for inspiration.

Defining your market will make your business soar!

2007-05-26T08:58:56Z

Knowing who your target client is the key to building any business. And real estate is no different. As a Realtor it's critical to realize, especially newbie's, that not everyone buying or selling a home is your target client. Spreading your marketing dollars too thin and not focusing on the clients you really want will leave you broke and without any business. I'll agree that is a view from the dark side, but it's a reality that must be addressed. Here are a few suggestions on finding and working your target market:

•1. Look around you, what are your interests? Just knowing this tells you where to look for others who may share similar interests. Join a club, special interest group or even an online group dedicated to that interest. You'll have fun and build relationships with new people.

•2. Think about where you spend most of your "off" time. I am sure there are others that spend their time there as well. Be friendly, build relationships and find ways to help others. You'd be surprised how many Realtors get business from these activities.

•3. Define your farm area. Mailing a small number of pieces on a regular basis to a small group will yield much higher results than a huge mailing to a large group. Try co-sponsoring a small neighborhood newsletter.

•4. Volunteer! It's that simple. Giving puts you in a position to get. Being where others are, building relationships with them and taking the focus off yourself and your business will set you up for success. At my company I encourage my employees to volunteer 4 hours a month, wherever they want on company paid time.

Relationships are really the way that real estate business is built. Most of us like to buy from those we feel comfortable with and more often, someone we like. Spend your dollars wisely on a focused group. Work on relationship building activities and most importantly, enjoy helping others.

Are you making the right first impression?

2007-05-25T16:41:02Z

We are all too familiar with the saying "you only have one chance to make a good first impression". It's known that a person judges us and makes a decision about us the first few seconds that we meet and we do the same likewise. While this may not be fair, it is a fact. We also make up our minds about the experience we will have somewhere in the first few seconds of arrival. How many times have you walked into a store with the intention of purchasing something only to be turned off by the experience and go elsewhere to spend your money? Have you ever driven right by a store or office because you didn't like the way it looked on the outside and not stopped to see if it was better inside? Same goes for websites, many of us quickly scan websites and if the first page does not grab us, we move on.

Some may view this as a negative, but I see it as a positive! Knowing what others will do gives us the power to take control and guide the experience the way we want it to go. I agree you cannot always win everyone over, but with a little preparation and more importantly effort, you can set the state for a great first impression.

Here's some tips:

•1. Keep you car neat and clean. If that is your office on wheels, then make sure when you pull up to meet someone it doesn't look like you've been out mudding. The interior is also important even if you don't drive clients around in your car. You would not want them to take a peak and finding papers strewn all over the place.

•2. Speaking of papers, if you are going to take a file in public, keep neat! Even after you've made a good impression with this buyer or seller you're working with, what about everyone else you meet along the way to closing? Could they be making judgments by the files that you keep?

•3. Shoes - Short and simple here - Even the best outfit needs shoes that are neat, clean and polished. While designer shoes are nice (I personally think so at least) thy aren't what I am referring to. You don't want the seller you are presenting to think you can't afford to market their home properly based on the condition of your shoes!

•4. Smile- Remember to always smile, practice this often both in person and on the phone. When your phone rings, smile before you answer it, even if you don't feel like talking right then. This could be the dream buyer or seller calling and you want to make that great first impression. We've all experienced calling someone only to feel like we are bothering them by the tone in their voice. Remember your impression?

While all of these are commonsense items, I am often surprised when I am out visiting local real estate offices how many of them are forgotten. As a small business owner remember that you are your brand and that first impressions will either drive business to you or away from.

When you have a taste for exceptional people, you always end up meeting them everywhere. Marc Orlan

Great service can and will equal many referrals!

2007-05-24T19:07:30Z

Customer Service is something we all talk about, and rightfully so, because of its importance, but what does it really mean? I believe that it means consistently delivering a quality service or product to each of our customers. A part of that service has to be good communication. One of the things that I've learned over the years has been that agents who regularly keep in touch with their customers during the contract phase of a transaction end up with a much a happier customer at closing.

Customer satisfaction is one of the strongest predictors of customer retention and referrals. Studies show that the average person will tell three other people about a positive experience. While the same customer will share a negative consumer experience an average of fourteen times - and with much greater detail! A pleasant experience will, more often than not, guarantee a return visit and, in many cases, a committed customer.

Every transaction is an opportunity to get to know each and every person that your buyer or seller knows. No marketing is more powerful than a referral. Nourish the relationships you build with your customers during the transaction and reap amazing results.

Can you work less and make more? Absolutely

2007-05-22T20:54:10Z

Not a typo, work less and get paid more. How, you say? By delegating!

Here are some tips and ideas on how to have more time for money making activities:

•1. Hire someone to send out personalized thank you cards, birthday cards and any other card you need on your behalf. There are many small companies who handwrite cards for busy customers throughout the US. The recipient gets a warm greeting and all you did was make a phone call or send an email.

•2. Check into service providers that come to you. In my office complex we have a company that comes in once a week and washes cars. What a fabulous idea! While I am working my car gets the care and attention it needs to keep it looking great and best of all I didn't have to go anywhere. There are many companies that deliver goods and services, groceries, dry cleaning and gifts to name a few. The time spent exploring these options and implementing them can save you countless hours/

•3. Have someone handle the administrative duties of a transaction or a listing while you focus on the sales. Hiring a coordinator can save you lots of time and free you up to handle more business than ever before. Be careful however that your coordinator works for you and not the other way around. Remember your goal is increased revenue not making payroll!

There are many, many more, and I'll update my Blog from time to time with them, but this should get us all thinking about my big question:

Are you paying the right person the right amount for the job?

Case in point - If your goal is to make $150,000.00 per year working a 40 hour a week work week you'd earn about $72.00 per hour, right? (before Uncle Sam takes his share, but that's another Blog) So before you fax another fax or mail another card ask yourself, am I the best person for this job and is it worth paying myself $72.00 per hour?