Rich Levin's Coaching Blog

A Time for Thanks and Giving

Rich Levin (Rich Levin's Success Corps Inc.) — Wed, 25 Nov 2009 10:03:33 -0600

Thank you! I am sincerely grateful to you. Those of you who read this blog, who listen to my webinars, attend my workshops, and find some value or entertainment in my work, thank you.

The teacher is often the student. Throughout the year you have shared your ideas with me that have expanded the work. And you have allowed me to share them with others. Thank you! To Rebecca for her amazing commitment to the work... a special thank you. As Chava and I sit down to a delicious Thanksgiving meal and thank G-d for so many blessings in our life. You will be in our thoughts and prayers... with gratitude.

Winning Open Houses in a Soft Real Estate Market

Rich Levin (Rich Levin's Success Corps Inc.) — Fri, 20 Nov 2009 10:16:24 -0600

How do you choose and market an Open House to generate the most Buyers? How do you engage the Open House Guests in a way that creates immediate trust? What is the perfect script that reveals the Buyer's motivation and urgency? With less Buyers in the market, demanding more, offering less, and negotiating harder; open houses, done right, offer the ideal opportunity to find motivated Buyers and initiate a relationship of trust and confidence in which everyone wins.

The owners are impressed with your marketing and professionalism. The Guests and Visitors feel welcome, comfortable and you offer them information that they don't find at any other open house. And you have the maximum opportunity to sell the property. For those not interested in the property (most of them), the Agent is able to make appointments to discuss listing or selling with as many as twenty five percent of the Guests.

With this webinar you receive call back and objection handling scripts, preparation checklists, advertising tips, special marketing tactics, and staging secrets. This webinar has been referred to as, Open House Magic."

Join Rich this Monday (11/23/09) at 1PM EST for this intelligent and informational webinar. Register Now

Winning Open Houses in a Soft Real Estate Market

Rich Levin (Rich Levin's Success Corps Inc.) — Fri, 20 Nov 2009 10:15:22 -0600

Join Rich this Monday (11/23/09) at 1PM EST for this intelligent and informational webinar. Register Now

Winning Open Houses in a Soft Real Estate Market

Rich Levin (Rich Levin's Success Corps Inc.) — Fri, 20 Nov 2009 10:13:04 -0600

Join Rich this Monday (11/23/09) at 1PM EST for this intelligent and informational webinar. Register Now

Direct Mail Idea

Rich Levin (Rich Levin's Success Corps Inc.) — Wed, 18 Nov 2009 15:34:10 -0600

I often get questions about what to put on direct mail postcard mailers. Here is some verbiage I recently sent to a client. This type of information is more on point then recipes and gardening tips. It also places you as the expert in the minds of the people in your market.

On the front side of your next mailer put

STOP! News Flash on other side!!!

On the back

Headline- Never Before!!!

Content: Never before has the Government subsidized existing home owners to encourage them to buy new homes... UNTIL NOW. For the next five months ONLY, if you have lived in your current home for 5 or more years then you receive $6,500 FREE, NO REPAYMENT from the Federal Government when you sell their current residence to purchase a new one. Call immediately for details so you can begin to plan your move.

Tip: (Only provide One Contact phone number)

Windows Movie Maker Help

Rich Levin (Rich Levin's Success Corps Inc.) — Thu, 12 Nov 2009 14:08:23 -0600

I am Rich Levin's assistant, Rebecca, I am having a problem and was hoping someone could help. I use Windows Movie Maker to edit videos, all of a sudden it won't save them (Actually converting back to a .wmv file) It freezes up at 79%. I had jsut finished saving one video which worked fine, went to do another one and now it just won't work. I have tried all the troubleshooting, gone to Movie Maker Forum etc and nothing is working. Anyone have a simple solution to the problem? Or possible another idea for software I can use? I have heard of Vegas Maker but looking for something without all the bells and whistles.

Any information would be helpful whether to fix Movie Maker or other software. Thanks Rebecca

YOU ARE NOT IN BUSINESS. YOU ARE IN MARKETING.

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 09 Nov 2009 10:38:07 -0600

Great expression I just read from Eben Pagan. "You are not in business. You are in marketing." I love that. I am continuously teaching groups and my individual clients that marketing is the lifeblood of your business. I am not using that "lifeblood" expression easily. Just like your life depends on your blood carrying everything your body needs to every place that needs it. Your marketing done right carries your message to every one in your markets that might need your service. For many of you I'd put it on the wall. YOU ARE NOT IN BUSINESS. YOU ARE IN MARKETING.

Help! I am Overwhelmed

Rich Levin (Rich Levin's Success Corps Inc.) — Wed, 04 Nov 2009 10:33:27 -0600

"I'm overwhelmed!!!"

A Coaching Client called me last night and said, "Rich, I'm in that place again where I'm immobilized by the feeling of overwhelm. Can you HELP? Please."

There is a principle here that will transform your business and perhaps your life. When you are confused, overwhelmed or even just unmotivated and lethargic, it is because you are not clear on what you want and more importantly your driving force behind it, why you want it.

As soon as I asked what he wanted I knew the feeling of overwhelm could be solved because he hesitated, indicating that he was not clear on what he wanted. So, I probed and after about ten minutes we were clear on what he wanted and a measurable way to get it.

Then I asked, "Why? Why do you want those things?" This conversation lasted over fifteen minutes and ranged from very general to very personal. But the whole conversation lacked passion. It was flat. Until, in frustration he said, "All I want is to have some fun!" And he said it with passion.

My instruction from there was to focus on the why, in this case the fun as a context for all his decision making. By being led by the measurable, he distinguished what would satisfy his wants and be sure at every step to make it fun.

Now fun isn't the answer for everyone. Fun is his ‘Why." It may not be yours. But the answer to your and anyone's overwhelm lack of motivation, lethargy etc, is to focus on the ‘what and the why' before and as a context for the how to.

Live with passion!

Chunking

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 26 Oct 2009 12:37:12 -0500

Chunking is good. Both kinds of chunking work for me.

One kind is a time management tool that I learned from Tony Robbins and I taught it today on the planning webinar that I recorded for NAR's Learning Library
That kind of chunking is managing your time by type of activity instead of individual activities.

So, I coach and teach that Monday and Tuesday are Prospecting chunked. Wednesday is marketing, all kinds. Thursday is Service to contact all listed Sellers and Pending Clients. Friday is Leadership to think and strategize. And Saturday is chunked for luxury, as much time off as possible.

Not the whole day is dedicated to the chunk, although it may be a whole day mindset. At 9 am you schedule an hour dedicated to the chunk for the day. And you may do some of those things on other days but the goal is to limit that other day stuff.

On our daily webinars (www.1stFifteen.com, try it, it's free... for now) we remind people of the chunk for the day.

The other kind of chunking is breaking down a topic into small pieces. Since our daily webinars are only fifteen minutes and I cover three or four topics each day, I have to chunk a topic into a few minutes.

It is having a really interesting and valuable effect on my work. This week's main topic is Presentations. So, I have to choose five ideas on the topic of presentations that can be taught in three or four minutes each. I want each topic to be soooo interesting that it makes the 1st Fifteen participants think about it all day and ideally incorporate it into their business.

It is a really interesting challenge for me and it's valuable because I find myself thinking about topics in a type of detail that I hadn't previously.

Chunking a topic may be more of a Coach/Speaker thing. Chunking your time is really the best time management advice and methodology I have ever learned. Try it, become a chunker. Oooh, I think I just invented a word. Become a chunker, today.

the 12 Criticial Things Every Agent Must Do To Grow Their Business

Rich Levin (Rich Levin's Success Corps Inc.) — Wed, 07 Oct 2009 10:31:23 -0500

Join Rich this Thursday (October 8) at 1:00 PM EST for a very edcuational and interesting training webinar. This webinar is conjunction with Realtor University a part of NAR. Register Now.

Rich just put this webinar on sale so more people can partcipate in this jam packed event. A full hour of coaching with Rich for just $19.99. If you have been on his 1st Fifteen Daily Webinars you know how much information Rich provides. Just think of what you will learn in a full hour with Rich. Register Now.

There is a path to success in a Real Estate career that has been paved by top Agents; specific strategies, scripts, skills, tactics, and campaigns. In this webinar you learn the step by step details along that path to your success.

Agents, too often, struggle and fail. They flounder around with little structure. The Agents that succeed and excel follow a direct path of skill development. In this webinar you learn that direct path to success from an expert who has led thousands of Agents to levels of business they only imagined. You learn the key concepts at each step to guarantee you succeed with confidence.

Two Success Strategies That Keep You Focused and Motivated

The Top Producers Script That Turns Leads Into Loyal Clients

The Three Skills That Create Winning Presentations

Five Immediate Tactics to Negotiate With Confidence and Why These Are Critical to Your Success

The Single Marketing Campaign to Become the Only Agent They Call

The Single Measure That Turns Your Goals and Plans into Results
Register Now.

What Makes the Best Agent?

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 05 Oct 2009 10:08:27 -0500

My work puts me in touch with Real Estate Agents all over the country. So, people often ask me what makes the best Agent. The answer is always the same and is very simple.

The best Agent is one who is sincerely committed to their goals. An Agent who is smart enough to ask about and discover their personal and professional goals and then commit themselves to them. When this focus on your goals is combined with intelligence, experience, and knowledge, you have found one of the best Agents.

Now is the time of year to start thinking about and planning to have your best year ever. Start by creating your vision. Visualize what you want 2010 to look like for you. Either professionally, personally or both. This is the first step in creating a comprehensive and achievable set of goals that will keep you motivated all year.

The best Agents will start this process now in October so by the time 2010 is here they will have a clear and concise business plan in place. This includes the systems and tools to achieve these goals and the method for tracking them.

Effective Open Houses

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 28 Sep 2009 13:34:22 -0500

The following is an excerpt from an email I received from a client.
I have consistently and systematically used your open house techniques and strategies, and the simplicity of the plan works EVERY time. I am asking for the appointments AT the opens, and people are saying yes...in fact I did a pre-qualification meeting last evening with a couple whom I just met Sunday past.

My broker mentioned my four July sales, and asked where I obtained the leads. I told him it was an "overnight" success from doing open houses for 18 months worth of weekends! I jsut wanted to say Thank you.

Here is a bit of what this Agent is doing to succeed.

The goal of the Open House is to sell the property. As soon as you determine that the Guest is not interested in the property the goal becomes making an appointment with the Guest to meet with you for a buyer presentation.

Here in part are some ideas for Effective Open Houses
1. Have the seller make the house look its best. If you have to, do some tidying up yourself.

2. Send invitations to portions of your Sphere of Inﬂuence/Clients and Farm Markets. Ask the Sellers if they would like to invite the people on the block.

3. Turn on every light. Open every curtain. Make the house look, smell and sound great.

4. Bring fact sheets, switch properties, closing cost worksheets, business cards, personal brochures, a sample purchase offer, and anything that makes the buyers pause.

5. Consider posting some professional looking small placards with notes like:

· New energy and cost savings Pella Windows
· Trash compactor
· Peak around the corner for the jacuzzi bath
· Central vacuum
· High energy efﬁcient furnace
• Intercom

6. Put different groups of switch properties in order of location, price, style, and any other feature that may be an attraction to buyers of the subject property.

7. Greet each buyer. Thank them for coming. Tell them your name and offer your hand. Offer a fact sheet. Tell a few key items about the house and tell them to feel free to wander on their own. Then ask, "May I have your name and phone number please?" Or, ask them to sign an Open House Register or complete a registration card.

8. Gently ask ... "Do you live in the area?"

9. Let them wander. Give them some space and time. Then catch up to them, and ask: "What was it about this property that attracted you to the Open House? Would you like to see some information on other houses with (had whatever they were attracted by)?"

10. Write private, detailed notes so you can recall them,

11. Ask for an appointment at the open house!
Most importantly, ask each Guest to meet with you to discuss helping them in their efforts to find, finance, and purchase their next home.

Intact Transaction Webinar

Rich Levin (Rich Levin's Success Corps Inc.) — Wed, 23 Sep 2009 08:47:31 -0500

First, THANKS!!! to all of you who were on todays NAR webinar. That was fun to know that there were so many people hanging out with me. It is possible to have a business in which you lose fewer deals, in which there is less stress, more referrals and more satisfaction. And... that business is available to EVERYONE. It does take work. Just like getting your health in shape, your body in shape; your business takes consistent effort. Today's webinars gave you the structure to make that occur in your business. I'd love to hear your feedback. If you were not on today's webinar. Watch for the next one and everyone, send your comments and questions on through to me at Rich@RichLevin.com so we can create this conversation. Make a great day!
For more free real estate coaching register for my Free Daily Webinar at www.1stFifteen.com

Free Real Estate Coaching

Rich Levin (Rich Levin's Success Corps Inc.) — Tue, 15 Sep 2009 12:20:04 -0500

Wow my 1st Fifteen Daily Training Webinars are becoming a huge success! Each week more and more Agents are logging on to see what all the hype is about. Once they experience the positive results these 15 minutes generate for them they are hooked. Where your focus goes your energy flows. This is fifteen minutes that shifts your focus and directs your energy to ensure your success for the day.

I cover a different topic each week. So take a moment to register and join the growing number of Agents that take advantage of this FREE coaching.

Register NOW

"Please let Rich know that his First Fifteen is worth waking up at 5:30 am for! Yep, I used to listen to the recorded versions, but the energy from the live web meetings is too good to miss. I hope he knows just how valuable these morning times of encouragement are to those who are struggling in California's Central Valley."
Bev Willard

"You are awesome, motivating, encouraging, uplifting, smart, a great salesperson and that I'm so blessed to have you and the 1st Fifteen's in my life."
Kelli Braydene

Integrity

Rich Levin (Rich Levin's Success Corps Inc.) — Thu, 10 Sep 2009 17:09:44 -0500

I had a call with a coaching client today that is struggling with family issues and her business is faltering because of it. Here is an excerpt from a response I sent her.
As my own boys go through these "learning experiences" I, so much, want to protect them. Then I remember and realize that what they are learning and how they are growing will provide much more protection than my "protection" would provide. In fact my "protection" would make them more vulnerable. So, I am really pleased and impressed with your decisions and your development.

As for your business struggles; I define integrity as keeping your word, particularly to yourself. Raise your integrity. I am sure you take pride in following through when you tell someone you will do something. Clearly that is keeping your word. What about when there is an implied follow through, like when you have spoken to someone at an open house or about selling their house and it is clearly implied that you will follow up. That is your word also.
As your level of integrity in one part of your life rises so goes your life and your business.

Make those calls. Act immediately on messages. Make your Exceptional level of appointments each week and enjoy the hell out of your life.

New Rich Levin Video for BASB

Rich Levin (Rich Levin's Success Corps Inc.) — Thu, 03 Sep 2009 13:34:36 -0500

Hey check out my new video. I am very proud of it.

Title: The Missing Skill that Saps Agent Motivation

http://www.youtube.com/watch?v=IkM5-XOwUYE

Put Power and Purpose into Your Business Planning

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 31 Aug 2009 11:10:31 -0500

I am pleased to be conducting my first real estate training webinar with Realtor University this Thursday. You still have to time to register for this information packed webinar. Register Today, there are still a few seats available.

In this webinar Agents create the plan with all three elements necessary to achieve results with certainty, enthusiasm, and the success they always imagined possible.

Agents learn:

1. To Create Confidence and Control with a system for goals and measured results that they are eager to use throughout the year because it focuses them on their highest priority activity every day.

2. To Build Skills and Habits in all seven of the systems necessary to succeed in a Real Estate career; with action strategies for each.

3. To Raise Motivation and Self Esteem with the four skills that provide the Agent control over their thoughts and feelings which permanently strengthen their mental and emotional state.

Plus, this dynamic webinar includes a comprehensive Purpose and Power workbook that includes step by step instructions to ensure successful implementation this year and every year.

Register Today

Referral Reward System

Rich Levin (Rich Levin's Success Corps Inc.) — Fri, 28 Aug 2009 12:19:31 -0500

This system is proven to bring you a continuous flow of repeat business.
Some things make me smile! This is one. Fall is the time of year my Coaching Clients (Real Estate Agents) are reaping the rewards of following the Referral Reward system all year. It actually generates business all year. In the fall the flow increases.
The principles behind are as simple as the system itself.

The Referral Rewards Principles:
1. People like to receive gifts
2. People appreciate gratitude.
3. People respond to attention and acknowledgement.
4. People want relationship with people they respect.

The Referral Rewards System
1. Within 24 hours of receiving the referral, regardless of what happens with the referral, send a good old fashioned hand written thank you note with a small gift.
a. Say something like; "Thanks for putting me in touch with Bob and Sue. Have a cup of coffee on me." (include $5 or $10 coffee gift card)
2. Call the referring source at least once during the sale process. (Be sure you have permission from the Client to share information about how the process is going.)
3. When you receive your check, send a more significant gift.
4. Call these Referring Sources within three months, a month later is ideal. Just say thanks again and see how their life is going.
5. On an irregular basis send a small gift to everyone in this group. (Favorite Book or Bookstore Gift Certificate, Movie Tickets, Dessert). Irregular because you don't want them to expect gifts from you. Random unexpected rewards are proven to be the most motivating incentive.

This system is very easy to implement in your business. Just add it to your transaction checklist. You can even have your Assistant do it using online gift services.
Oh, and the return on your investment is between twenty and hundred to one.

Buyer White Boards

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 24 Aug 2009 11:33:41 -0500

A Coaching Client (a Real Estate Agent) recently asked this question. It is a common problem and here is the solution.

The Question
I think I am missing the boat on some Clients because I forget about them. I lost contact with them and this is costing me thousands, maybe tens of thousands of dollars every year. I really need to improve my average in this category. I need something to keep them in front of me. I need some sort of physical chart to keep them in my mind. I can probably make my own if I knew of 3 or 4 columns to use.

The Solution
Absolutely, I teach my Clients to use their CRM (Contact Relationship Management) software. That doesn't work for some so we pursue whatever system will work for them. People are different from each other and need different solutions. You have hit on a good one, the whiteboard. The board itself it is quite easy.

Five columns:
1. Urgency, A or B so you are aware at all times. A, of course, is urgent while B is not. This will also prompt you to work on converting the B buyers to A's.
2. Name of the Buyer
3. Price Range
4. Location
5. Comments, anything specific they are looking for
6. Optional: Phone Number, before PDA's Agents would put this on their Buyer whiteboard. Now the number may not be necessary because you have it on your phone.

When you, your Assistant or anyone on your team hears about a new listing or you are pursuing a new listing you can glance at the board. Sell more of your own. Act more quickly for your Buyers. And stop losing leads that you already know is losing you money.

Color For Real Estate

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 17 Aug 2009 11:03:01 -0500

Color for Real Estate is having a two for the price of one sale. Color for Real Estate is one of the design companies I recommend for postcard mailings. I like them because they are one of the least expensive and they will do custom design with no design charges. I get nothing for promoting them and have no relationship with them. I recommend them because it helps my Clients (Real Estate Agents) follow through on the marketing I recommend. Note that I recommend that you have them custom design a template using the four characteristics of a successful postcard versus just picking something from their catalogue. Just wanted to give you a heads up to save some money, the sale ends August 31st.

Hope and Try

Rich Levin (Rich Levin's Success Corps Inc.) — Thu, 13 Aug 2009 11:18:06 -0500

Recently a client emailed me about how well she was doing this month and was hoping it would continue and that she was going to try to keep up with the increased business. Here was my response.

It's not about hope. Keep watching the numbers and recording them. The principle, "What gets measured gets done." is the truth. Also, look or let's look together at where the business is coming from and create the strategy and system to keep it coming. Then let's look at markets and other places you want to get business from and let's look at whether you want to create strategies and systems to generate those. Also, let's look at the challenges of this flow and of a larger flow to be sure you can handle it or what you need to do to handle it. Often an Agent reaches a glass ceiling and don't realize it until much later if ever (particularly if they are not measuring).
So, at the risk of dampening your enthusiasm over the current flow. Hope has little or nothing to do with your continued success.

We can make sure that it continues and grows.
(hope and try are two words that I notice are in the language of mediocre producers and people, so I am rather aware of them. I say this with full awareness that we have a President who wrote a book entitled The Audacity of Hope. But he talks about hope as, "It's the hope of slaves sitting around a fire singing freedom songs; the hope of immigrants setting out for distant shores; the hope of a young naval lieutenant bravely patrolling the Mekong Delta; the hope of a millworker's son who dares to defy the odds; the hope of a skinny kid with a funny name who believes that America has a place for him, too. Hope in the face of difficulty. Hope in the face of uncertainty. The audacity of hope!"

And what he is really referring to is vision. Hope keeps people from moving forward, expecting (hoping) a force outside of their control will save them. Vision and imagining with expectation inspires people to take action and be responsible for their future.)
So, let's not hope your success continues. Let's imagine and envision what the continuance and growth will look like and turn that into the reality of your future.

The Countdown has Begun and all Heck is Breaking Loose

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 10 Aug 2009 14:43:23 -0500

There are about sixty days left for first time Buyers to find a house and get it under contract. The deadline for the $8,000 Federal Tax Credit to first time Buyers is a huge success. Now (August) the higher priced homes are selling because all those Sellers of the first home price range are moving on up!!
Again, as in the 1980's and again in the 1990's Real Estate is raising this country out of financial difficulty. The media doesn't report it this way but it is true. When the housing market flourishes, the economy recovers and gains strength.

As the Tax Credit program is winding up, there are tens of thousands of first time Buyers who have waited until this last couple of months. They are showing up in every market across the fifty states. This is causing multiple offers and Agents writing offers on one property after another for the same Buyer. And the frenzy will increase once we enter September and people get out of their summer mode.

It behooves Agents to tell Buyers at open houses, to tweet, blog, to call their spheres of influence, and communicate in every way that the sooner Buyers buy the less competition there will be. Waiting will lead to paying a higher price with less choices and more stress. That is already happening in many markets. There has never been a time when the Agents could more sincerely tell people to BUY NOW!

It is also the time when the mid to higher priced homes will be seeing a lot of activity from those Sellers mentioned above. So, it is also the perfect time to be telling Sellers that there is a bubble of activity that may attract a higher price than they may see after the after the Tax Credit expires.

Agents... Get active, now. There is a lot of opportunity out there. Get your piece of it!

Five Keys to Working with the Toughest Buyers

Rich Levin (Rich Levin's Success Corps Inc.) — Mon, 03 Aug 2009 11:47:11 -0500

The Problem
Buyers are tougher than ever. Buyers are taking longer to buy, looking at more property, offering less, and negotiating more. The list goes on.

The Solution - Five Keys
1. The Buyer's motivation dictates everything. As an Agent you must find out why the Buyer is buying. Use these four questions.
     a. Why are you thinking about Buying at this time?
     b. Where are you thinking about going?
     c. Ideally, if I could snap my fingers and make it happen for you, when would you like to be in your new home?
     d. How important is it to make that move in that time frame?
Once you know the answers you will be able to accurately predict and anticipate the Buyers behavior.

2. Buyers are inexperienced. Doctors, lawyers, accountants, teachers, business executives don't know as much as you do about buying a house. The Internet doesn't teach them. If you bought in another state how much would you know about the market, the contracts, the inspections, and even the financing? You would know what questions to ask. They don't even know what questions to ask. Your first job is to educate the Buyers. (I recorded this a couple years ago. It is still completely applicable today. www.BuyerMarketTips.com)

3. Educate the Buyers as early in the process as possible. Educate the Buyers means to have a sit down session with them in which you go through the entire buying experience step by step. Ensuring their understanding. Answering their questions. Preparing them for the subtleties and possible surprises of each step. I call this your Buyer presentation.

4. (Nearly) Every problem you have with Buyers is solved in the Buyer presentation. Can this be true? Of course, because each time a new problem arises you add it to your Buyer presentation so that all of your future Buyers anticipate and are prepared for it. Only those of you with weak Buyer presentations or none at all will disagree with this. Those who already do it know the truth of it.

5. This thorough Buyer presentation is a skill equal to your listing presentation. It takes time, effort, and practice to get good at it. A poorly prepared Buyer wastes as much or more time than an overpriced listing. A well prepared (and motivated but you find that out at the presentation) Buyer is as valuable and efficient as a well priced listing. If you plan to work with Buyers. Build this skill.
Buyers have had a bad reputation ever since the expressions "List to last," and "Listings are the name of the game," became popular. The truth is that every sale and every commission requires a Buyer and a Seller. The most successful Agents have a team of Buyer's Agents. Hmmmm, there must be a lot of value in learning and developing a high level of skill with Buyers... if you work with them. If not, pass these tips on to your Buyer's Agents and congratulations on a successful team.

New Change in Truth in Lending Act

Rich Levin (Rich Levin's Success Corps Inc.) — Tue, 28 Jul 2009 08:25:55 -0500

There is a change in the Truth in Lending Act that affects nearly all mortgage loans. It does not appear that it will be overly troublesome for Real Estate Agents. The one rule that may have some impact describes a three day waiting period if the APR changes by more than 1/8 (.125%) to allow the borrower to be notified.

Below are three links that I thought might be helpful. One of my coaching Clients (a Real Estate Agent) who lives in an area where closing happen with 30 days of contract acceptance is telling his Buyers and Sellers to anticipate possible delays of up to two weeks based on the new rules.

This is a brilliant practice. It shows your Buyers and Sellers your expertise and builds confidence that you are watching what is going on that might affect their transaction and that you are watching out for them. In addition to the obvious value of preparing them for delays so that if they occur they are prepared. Finally, it more strongly establishes your position of earning respect and trust which adds to your ability to be in control. That is control in a good way, a necessary way, like a driver controls a car, or a Captain controls a ship. As a professional you want to have earn that control. It benefits everyone in many ways.

http://www.federalreserve.gov/newsevents/press/bcreg/regz20080714.htm

http://www.floridarealtors.org/NewsAndEvents/n2-072309.cfm

http://minnesotarealestateinformation.blogspot.com/2009/07/new-truth-in-lending-rules.html

Tips for Getting Buyers and Sellers to Make a Decision

Rich Levin (Rich Levin's Success Corps Inc.) — Thu, 23 Jul 2009 09:17:49 -0500

In a recent blog post I was discussing a client that is struggling right now both personally and professionally. He specifically was asking how to get Buyers and Sellers to make a decision; here was my response.

A few tips on getting a Buyer or Seller to decision.
1. Prepare them at the initial presentation for when you see that they may want to consider a decision. Explain exactly what you will say at that point and prepare them for your questions at that point are not to pressure but to clarify, put them at ease so they can be open and explore the decision with you.

2. Just ask, "It looks like you guys sort of like this one. Should we grab coffee and see what questions you may have about it or are you thinking that you might like to actually make an offer on this one? Whatever you like, I'm here to help or make it happen. How can I help?"

3. Ask permission to ask. "Do you mind if I ask if you are kind of interested in this one?" Or, "May I ask whether you guys would like to consider making an offer on this one or should I just leave it alone?"
These are my words so if you like the concept just repeat the one or ones you like to yourself, imagining yourself in the situation and you will find your more comfortable version in your way of speaking coming to mind. Good Luck and Keep up the good work!