Productivity in Balance

3 Tips for Next Level Business Planning

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Fri, 11 Nov 2011 11:45:06 -0800

As you build your business plan for next year, here are a few tips to remember:

1. Stay away from being "reasonable"! Too often I hear people tell me they want to be realistic. They are afraid of aiming high. The problem is that small goals are almost always within our reach and our natural instinct is to slow down as we approach them. We lose that head of steam - the momentum that can take us to truly great places.

2. Once you determine the "what" - your targeted gross commission income, number of units, volume, etc. then you think about the how. Do not get into the how until you are clear on the what. Once clear, ask yourself "how do I, as a real estate sales person, take my sales income to the highest possible level"? Think at a very hgh level.

3. All plans must be reduced to simplicity in order for us to implement them. If you can decide to seek simple answers to complex questions, you'll find good simple answer and spend your life taking action. So to me Simplicity = Action.

I hope these few tips help you. The information came from The Millionaire Real Estate Agent Book by Gary Keller. Read Pages 21 for 28 for more details.

What are you saying???

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 07 Jul 2011 19:16:11 -0700

"Communication—the human connection—
is the key to personal and career success."
— Paul J. Meyer: Was a personal development author<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />

You are CONSTANTLY communicating with people throughout the day. Far beyond what comes out of your mouth... you communicate by how you carry yourself, by what you wear, by the expressions you make, by the people you associate with, by your actions, and by how you treat others. Most every minute of every day, you are connecting yourself to colleagues, clients, friends, and family. So, what have you been saying lately? Is the market bad, or is the market HOT? If you look at the stats in most areas in Maricopa and Pinal County (Arizona), the market is smoking hot - if you believe otherwise, why would anyone buy from you? Hmmmmm......

Sun Lakes AZ Homes for Sale - Real Estate Property in Sun Lakes AZ

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Fri, 11 Feb 2011 13:36:14 -0800

Upcoming Valentine event for Cottonwood and Palo Verde!

There is a special "I Love You" Valentines Dinner Dance on Monday, February 14, 2011 in the San Tan Ballroom. Entertainment for the evening will be Thaddeus Rose. Tickets cor Chef's beautiful dinner are only $35 and can be purchased at the Cottonwood Homeowner Services Center.

There are really great deals in the Sun Lakes communities! Prices are low and interest rates are historically low. It's also the "season" for this community. For a complete list of Sun Lakes Homes for Sale - Real Estate Property in Sun Lakes AZ visit our website at: Homes for Sale in Sun Lakes.

Sun Lakes AZ Homes for Sale - Real Estate Property in Sun Lakes AZ

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Fri, 11 Feb 2011 13:05:50 -0800

There are some really fun events coming up in Sun Lakes for Cottonwood and Palo Verde! One of them is TODAY!

THE CATS PAJAMAS: Looking for something really different? The Cats Pajamas is a group of young, handsome men who are an actual VOCAL BAND. Not only do they have great voices that blend totally with one another, but they also make all the sounds of the instruments at the same time with their voices! They are interactive with the audience and extremely fun and special!

They'll be performing at the San Tan Ballroom today, February 11th. Tickets are going for $20 at the CW Homeowner Services Center. Doors open at 6pm for the 7pm show!

For a complete list of Sun Lakes Homes for Sale - Real Estate Property in Sun Lakes AZ visit our website at: Homes for Sale in Sun Lakes.

Sun Lakes AZ Homes for Sale - Real Estate Property in Sun Lakes AZ

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 13 Jan 2011 14:40:55 -0800

Did you know if you purchase a home in one golf course community within Sun Lakes, you get access to all five (99 holes in all)? And weekday green fees can be as low as $30! With lakes, lush landscaping, great restaurants and the Chandler Mall nearby, it's a great place to call home (or your second home)!

Now is the season for listings in the Sun Lakes area, so make sure you contact an agent now. Even if you are not currently in Arizona, your agent can preview properties for you and send you virtual tours.

See homes for sale at our website: Sun Lakes AZ Homes for Sale - Real Estate Property in Sun Lakes AZ

Sun Lakes AZ Homes for Sale - Real Estate Property in Sun Lakes AZ

Dobson Place Chandler AZ Real Estate - Real Estate for Sale in Dobson Place Chandler AZ

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 13 Jan 2011 14:07:38 -0800

Location, Location, Location! Have you checked out Dobson Place? There are incredible deals right now and this neighborhood is so conveniently located to everything you will want to see in the valley! If you're considering that move-up home, there are some gorgeous homes for sale in Dobson Place. Single level and two-story homes are available.

We're seeing that "shadow inventory" that the banks have been holding onto hit the market. Now is a great time to buy. If you're interested in buying or investing in real estate, or if you'd like to know how the bank owned properties affect your home's value in Dobson Place, please don't hesitate to contact me. This market is constantly shifting and up-to-date information is the key.

Check out or compare listings at our website: Dobson Place Chandler AZ Real Estate - Real Estate for Sale in Dobson Place Chandler AZ

Dobson Place Chandler AZ Real Estate - Real Estate for Sale in Dobson Place Chandler AZ

Pecos Ranch Chandler AZ Homes for Sale - Homes for Sale in Pecos Ranch Chandler AZ

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 13 Jan 2011 13:57:37 -0800

There is a special appeal to Pecos Ranch for me. I guess that's why I live there! More than being conveniently located in beautiful Chandler near the 101 and the 202, I always feel at peace when I pull into the subdivision! The neighborhood is established with large trees and flowering bushes everywhere you look. The HOA does an incredible job keeping everything looking pristine.

My favorite part of the community has got to be the lakes! I constantly see people enjoying the sidewalks or paths around the lakes for strolls or bicycle rides! I always smile when I see kids patiently fishing with their bikes parked in the grass.

There's a pool, spa and tennis courts at the clubhouse (where most community meetings and events are held).

There are lots of ducks hanging out by the lakes or flying overhead to get situated for the evening. I even came across a large water turtle crossing the road one summer afternoon (which I escorted back to Gunstock Lake). So, if you like nature, you'll love Pecos Ranch!

For more information on homes for sale in Pecos Ranch, visit our website: Pecos Ranch Chandler AZ Homes for Sale - Homes for Sale in Pecos Ranch Chandler AZ.

Pecos Ranch Chandler AZ Homes for Sale - Homes for Sale in Pecos Ranch Chandler AZ

STOP PUSHING MY BUTTONS!

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Sun, 31 Oct 2010 18:54:24 -0700

Stop Pushing My Buttons! Monday, Nov. 1st from 5pm - 6pm (Arizona Time), 8pm - 9pm EST.

Agents, we need this kind of personal growth in this market and any market. Give this gift to yourself.

This is a FREE Workshop with PSI Master and Leader Kathy Quinlan-Perez on how to handle the day when everyone is throwing arrows at you! This is NOT a presentation - it is a true workshop where you will participate in an exercise providing you with useful tools to cope!

CALL IN number 712-432-3100 Access Code 118988

Once you've listened please comment on this post and let me know what part you liked best.....I'm really interested and I really care!

If you have done any PSI work - especially 7 or LS - be sure to invite everyone you can. You know how awesome Kathy is as a presenter!

Would this get your buyers off the fence?

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Mon, 30 Aug 2010 18:57:57 -0700

54,612 Reasons Why You Should Be Thankful You Missed the $8000 Tax Stimulus Deadline.

For missing the $8000 you gained $54,612 in interest charged for your loan. On $200,000 at 5.5% interest over 30 years vs. the current 4.25% you will have saved $54,612.

Buy now and gain so much more than the $8000, you really don't want to miss out on this benefit. Its loss will be more painful than the $8000.

Call us today to start finding your new home.

A wonderful friend of mine in California sent this to me in an email. Thank you Steve Williams!

Now is the time to capture market share!

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Sun, 29 Nov 2009 21:27:55 -0800

A friend of mine in the business said that most agents take a "holi-month" instead of a holiday. That's good news for you. As a lot of folks take their foot off of the lead generation accelerator, you can capture market share.

Clients who choose to do business this time of year are serious. A lot of listings hit the market the first of January. So the listing inquiries and appointments are taking place now.

Let people know you're working. 1. Continue to make your daily sphere of influence calls (there is never an easier script... Happy Holidays! - just don't forget to ask for the business) 2. continue to sit open houses (but do more than just put a sign out front - see Page 71 of SHIFT), 3. post on Facebook when you're sitting an open house - even if your friends don't come out to see you, they'll see you're working 4. call on expireds and FSBO's 5. follow up on internet leads within minutes of inquiries 6. practice your scripts for sign call conversion.

The secret to a strong 2010 is having a strong 4th quarter 2009! Don't lose your momentum. Remember, you get paid today for your activities 90 days ago. What will your paycheck look like in 90 days? And, are you ok with that?

Happy HoliDAYS!

4th Quarter Here We Come! A Blog for Rainmakers...

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Tue, 22 Sep 2009 12:08:44 -0700

Wow, this year is flying by. I don't know about you and your team, but I have so much to plan and accomplish by the end of the year so that 2010 is even better than 2009! As the Team Leader for my office, my job is a lot like any Rainmaker on a Team. I just have a larger team - but all of the same fundamentals apply!

Here's my To-Do List for today... see if any of these items need to be on yours:

1. Prepare to teach my "team" how to use Contact Types in their database (I'm teaching this class on Friday) Rainmakers have to do this every time they hire a new team member and then spot check to be sure its being done consistently - If you don't know about contact types, please come to my class on Friday - or email me and I'll send you my power point.

2. Start to plan my ALC Retreat for October - this is like your Team Advance. If you don't know what a team advance is, please look for an earlier blog that I posted at www.RealEstateTeamTalk.com. This is a critical event!

3. Plan for our Goal Planning Clinic in November. We're bringing in an instructor from Texas. I have found that when you're doing a team advance or any type of goal planning clinic, it's best to have a 3rd party facilitate.

4. Start to plan to implement the BOLD Program for our agents to ramp up so that productivity is high going into 2010. This is going to be FABULOUS! Here's what our agents will learn:

Overcome your limiting beliefs
Set BOLD goals
Learn how to deliver powerful scripts that naturally influence people to work with you
Build an abundance of leads into your business
Incorporate time-saving strategies and techniques that will take your business to the highest levels
Discover the benefits of a life by design!

And BOLD gets results. The 18 agents participating in the pilot program made 295 appointments, got 128 listings and closed 93 deals during the seven-week program. We must constantly work on the productivity of our agents.

5. Build a course to teach Rainmakers how to hold a Team Advance so that they can either do it themselves, or at least be highly prepared when they hire someone else to do it for them.

And then I have some other items to plan for team building and morale, such as: dinner for the my group of agents who won the Survivor Challenge (lead generation game we played), our self-defense class on Saturday because September is REALTOR safety month, signing birthday and anniversary cards, and planing a special event for my board of directors (my Agent Leadership Council).

I'd love to know what you have going on through the end of the year!

All the best!

Life After REO's

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Wed, 08 Apr 2009 22:32:00 -0700

Many agents have had the good luck or they did the hard work to be granted REO accounts. I have observed in a lot of cases the agent becomes so busy trying to handle a much larger supply of listing inventory, that they cease to prospect for any other type of business.

What happens when the well runs dry? Sure, the REO market could go strong for years, but this market will shift again. And then what? Are you going to be in a position to replace your full listing inventory the good old fashion way?

We can never stop doing the fundamentals of lead generation.

Where do agents commonly miss the mark? Here are just a few to think about:

1. Missing the boat on buyer leads. Not only are they losing money now, but they fail to "adopt the orphan buyers". The biggest complaint from the consumer is still lack of communication/follow up from their agent. By not capturing the buyers, the agent loses future business as well as now money.

2. Agents completely ignore the regular ol' residential resale side of the market. This is easy to do because the bulk of the business today is lender involved. However, there is a reason that successful businesses are built in a down market! In a down market, agents must master the basics and do enough of the right things (lead generation activities) to stay alive. They must do MORE of these activities than ever before, thus the mastery.

3. Agents are so busy scrambling that they do not work on their systems. They let their database go. They don't have time to bring talent into their life for leverage. Basically, they don't build their business to take them to the next level.

These are very common examples. What to do? Get your business plan out (if you "had time" to work on your business plan), and make sure you are doing more than putting all your eggs in the REO basket.

How Engaged are You in Your Business?

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 26 Feb 2009 15:42:03 -0800

I just returned from Keller Williams Family Reunion (our annual convention). The keynote speaker was Clint Swindall who wrote a book called Engaged Living. I haven't read the book yet, but I plan to.

Clint said being engaged in our business is what is going to get us through this recession. Which is scary when you take into account the next fact that he shared. He said there are three types of people:

26% of people are engaged, productive, loyal.

55% of people are disengaged. They're really just showing up, doing the minimum amount they can and collecting a paycheck.

19% of people are actively disengaged. Whether consciously or subconsciously, they tear down the culture. They are the ones starting the pity parties in the hallway. This is 1 in every 5 people!

Clint may be talking about employees in a company setting, but the same applies to you and me. It would be a good exercise for all of us to take a hard look at ourselves and find out where we fall in the above percentages. Perhaps we were engaged and then the shift in the market hit us hard and soured our attitude? When you're a real estate sales person and your attitude shifts to disengaged, the only person you hurt is yourself (and your family).

Ok, this blog is getting me down - let's shift this. How would we re-engage? Here are some of my ideas, and I'd like to hear what works for you.

1. It starts with mindset. I'm adopting something Gary Keller said at convention. He said "this is the best opportunity for the biggest professional defining moment in your life." We have to stretch; we have to grow into areas we might have been avoiding (short sales and REO's for example) - but this is how we grow! Those that come through this will be better because of it.

Think about a time when you have had the most personal growth in your life. Got it? Now tell me, was it a comfortable time for you? My guess is NO. And on a scale of 1 to 10 it was probably on the high end of that scale.

So how comfortable are you now doing some of the activities you didn't have to do prior to mid 2006? Not very comfortable? Good, you are growing professionally! Well, that's if you're doing the right things.

2. That brings me to #2 which is choose the results you want and then choose the effort. Yep, I heard that at convention, too! If you haven't filled out the MREA Economic model worksheet (Page 131 of The Millionaire Real Estate Agent Book), do so immediately!

3. Take action! Get a coach or a peer partner at least to help you stay on course and stay positive! Focus on lead generation, appointments and conversion rates. Stick to the basics and the fundamentals and be an opportunity warrior!

I like this quote: "Life isn't about finding yourself, it's about creating yourself." Author unknown

Basics, Yes - But a Little Creativity Doesn't Hurt...

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Mon, 24 Nov 2008 10:49:53 -0800

Of course, it's back to the basics in a market like this. We all know that. We've got to prospect everyday, sit open houses, consistently work our farms... I know. But the following article was really interesting to me! I especially liked the last idea about having local artists display some of their work in the vacant open houses. Of course, I'd take them out of there as soon as the open house was finished - but what a great idea. I hope you enjoy the article:

Smart Ways to Reach Potential Buyers
By giving office tours to grade school classes, you can share wisdom about how homes are bought and sold, while introducing yourself to parents and teachers.
Read more >

Real Estate Outlook: Pending Sales Jump

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Tue, 19 Aug 2008 19:19:17 -0700

Real Estate Outlook: Pending Sales Jump, an article from RealtyTimes.com, reports last month, the pending home sales index numbers showed that on a national basis, the index jumped by 5.3%. More importantly, it rose in every region of the country, suggesting that the turnaround underway is broad-based. The index measures signed sale contracts that haven't yet gone to closing and is a leading indicator of home sales for the coming two to three months. If first-time home buyers take advantage of Congress's new $7,500 tax credit, sales later in the summer and Fall could exceed most analysts' expectations. According to the National Association of Realtors, over 2 million home sales could be stimulated by the credit between now and mid-2009, when it expires. http://realtytimes.com/rtpages/20080819_realestateoutlook.htm

Big Gain in Pending Home Sales Index

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Thu, 07 Aug 2008 13:30:42 -0700

Big Gain in Pending Home Sales Index
A hike of almost 10 percentage points in NAR's forward-looking sales indicator suggests strong prospects later this year.
Read more >

FakeTV Helps Homes Look Occupied

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Wed, 23 Jul 2008 18:39:35 -0700

What will they think of next!....

There's a new, inexpensive way to give off the appearance that there are people living in the home, or at least watching TV there.
Read more >

What are you paying for a Transaction Coordinator??

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Wed, 16 Jul 2008 17:09:37 -0700

Hello everyone! I'm trying to find the "average" cost of an outside transaction coordinator. The cost for one side and the cost if you represent both sides. I'd sure appreciate your help - no matter which part of the country you are from!

Thanks!

Going Overboard with Property Photos

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Mon, 14 Jul 2008 15:38:24 -0700

Very interesting perspective... what do you think?

Is it possible to have too much exposure? According to Jeff Turner, CEO of RealEstateShows.com, the answer is yes.
Read more >

Dump Your Slump!

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Wed, 09 Jul 2008 11:51:08 -0700

I absolutely LOVE this article! It is exactly what I have been "preaching" to the agents in my market center!

Dump Your Slump, an article from RealtyTimes.com, reports that in order to dump your slump, concentrate on what you can control. Real estate agents are entrepreneurs, so don't sit around waiting for the economy to turn around or a slow season to pass. Start working to make something happen. A good question to ask is "What has changed?" If you can figure out what changed between the time when sales were booming and when they began to slump, you usually know what you need to start doing. Finally, surround yourself with positive people. People with positive attitudes will encourage and challenge you to do your best and have fun doing it.
http://realtytimes.com/rtpages/20080708_dumpslump.htm

License and Registration for Mortgage Lenders?

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Mon, 07 Jul 2008 11:56:47 -0700

Very interesting... I hope it goes through. What do you think?

License and Registration for Mortgage Lenders?
A major housing bill being pushed through the U.S. Senate includes a provision that would require nationwide licensing and registration of mortgage originators.
Read more >

Critical Questions to Move Forward....

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Sat, 05 Jul 2008 14:10:11 -0700

"Until one is committed there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative (and creation), there is one elementary truth, the ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, then Providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one's favor all manner of unforeseen incidents and meetings and material assistance which no man could have dreamt would have come his way." W.H. Murray

This is a wonderful quote. I challenge you to take some quiet, uninterrupted time to ask yourself a few questions. You owe it to yourself to dedicate some time to these questions:

Can you think of a time when you have hesitated and waffled?
How about a time when you have believed and completely committed yourself?
What were the outcomes of each situation?
What do you want right now, but are not acting as if you already have it?
How would your life change if you had those results now?
Is it possible to act as if you already have it? What would that look like?

I'd love to hear the answers to these questions if you'd like to share!

6 Quick Fixes for Unflattering Property Photos

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Wed, 02 Jul 2008 16:34:02 -0700

Great article from REALTOR Magazine!
Are your photos coming out too dark? Are they emphasizing the room's imperfections? Photographer Barbara Lane shares solutions to six of the trickiest photo challenges.
Read more >

Best Scripts to Protect Your Commission...

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Tue, 01 Jul 2008 13:30:18 -0700

My last blog was about the importance of protecting our commissions at the listing table http://www.activerain.com/blogsview/573421/Protecting-Your-Commission One of the comments it received was to share scripts... so here goes. Here are a few of mine - what do you use?

Will you lower your commission? I used to have to do that when I had nothing else going for me, when the only way I could get a deal was to be the cheapest. Now I'm the best at what I do, and what's lucky for you is, I don't cost more. (Script from Star Power Convention: www.gostarpower.com - you can sign up for their free Script of the Day).

Will you take a lower commission? I know there are a lot of agents out there who'll take a lower commission to list your property; but as a professional, if they can't even negotiate their own fee, how can they negotiate the best price on your property for you?

What are your scripts?

Protecting Your Commission....

Raejean (RJ) Myers (The Herfel Group at KW Integrity First Realty) — Mon, 30 Jun 2008 21:27:57 -0700

With costs rising and average sales prices dropping, it's so important to protect your commission. The one good thing about this market is that the consumer needs us! But oh, they'll still fight for our commission.

Having a well prepared listing presentation is important. You should be able to speak your value proposition. Price is only an objection in the absence of value. The listing presentation should be in tip top shape and adequately convey your value to Mr. and Mrs. Prospective Seller.

So what does that mean? Well, at a recent convention, the 'Listing Guru' said to keep it to 30 pages or less. Testimonials are great, screen shots of your website(s), Realtor.com stat reports, and examples of your "Listing Service Report" are great items to include just to name a few.

What's a Listing Service Report? Well, it's a list of those many, many items we take care of in the course of a listing right down to calling for the post up, hanging the lockbox, setting up an account in www.homefeedback.com, filling out the paperwork, inputing into MLS, etc. If you use Top Producer or AgentOffice (and probably several others can do the same thing) as you check off these items in your action plan, you can then print out a completed activities report every two weeks and mail it to the seller with copies of advertising (like screen shots of the listing on the different Internet sites, copy of print ad tear sheets, Realtor.com stats, virtual tour stats, showing info and feedback, etc. We have to keep telling the client that we are indeed working. Don't forget to add all of the activities you do for a price change like notifying all of the agents who have shown the properties, notifying all leads, changing MLS, changing the flier, changing the Internet, etc.

So what if you're a new agent and don't have all of that stuff to add to your listing presentation? Well, you can add your company's stats. You can also put down in writing all of the promises every other agents makes, but doesn't always execute.... like returning calls within 24 hours, getting the listing in MLS within 24 hours with the maximum amount of photos, etc. It can be very powerful to have these things in writing and GUARANTEED. Back it up - tell them that if you don't live up to your promises, you will reduce your commission by 'X-amount of dollars' upon successful close of escrow. Hold on now, Rj... you just told me to protect my commission! Yes, I did - so do what you say you're going to do. Under promise and over deliver as much as possible. Do not make big grand promises. Most people initially think that there's no power behind telling a seller that their listing will be added to MLS within 24 hours with the maximum number of pictures - doesn't everyone do that? Um, NO! Even still, a written promise backed up with a guarantee goes a long way with people. Just be sure and follow through.

I'll wrap up with one more item - practice/role play scripts on holding firm to your commission. Expect the question of whether you will lower your commission to come up and be prepared for it. You have to believe you're worth it first though. Doesn't everyone DESERVE to work with you? Of course they do!

Now go get'em!