1. Fickle Future...you are only as good as your last transaction

2. Lack of Instant Financial Gratification...60-90 day billing

3. Lack of Positive CASH FLOW...big gaps between pay days

4. Its a Present Tense Business...when you stop, it stops

5. You Have No Financial Leverage...building a financial future one step at a time is difficult

6. Ego Driven Business...everyone looks out for 'Number One'

7. Inhibition...'cold calling' is not easy for most real estate agents

8. No Real Appprenticeship...very little "Pass Me Down Wisdom"

9. Desk Fee Dilemma...No one wants to pay desk fees, particularly the interest on outstanding desk fees

10. It All Depends On YOU!...You're in the business for yourself and unfortunately by yourself

What if it didn't have to be this way?

One my favorite ways to prospect is to get out and meet people right at their front door step.  Instead of farming a community I go out and introduce myself and let them know what I do.  The reactions are priceless.  People instantly respect me more for being willing to get out and find the business.

Now, I wouldn't suggest it for everyone. I have been trained by the best door knocker in the business-Bill Nasby.  It has to be a habit and practiced often in order to get results.  I had a baby a year ago so I haven't been able to door knock as often I would like.  The feeling is indescribable when you go out and take this business by the horns and turn into exactly what you want it to be.

Why knock on doors? Well it takes 15 calls for every 5 doors to generate a viable prospect.  Thats 3 times the amount of work.  Plus people don't have caller ID's at the door so they won't ignore you.  And, they respect you for not being just another annoying telemarketer calling them up at supper time.

I love it! Is there anyone else out there in the land of Real Estate who does?

What we think about is what we become...

 I love my job! How about you? The reason I became a Real Estate Professional was because I love homes, people, marketing, and a good challenge.  Someone told me the market is down...really? How can that be? When my customers are still buying and selling like there is no tomorrow.  Someone else told me they are going to get a full time job and sell real estate on the side because there is nothing happening...really?

What are you telling yourself when you wake up and have to decide what you are going to do each day.   Do you go into the office with a straight face and wine about no leads and annoying sellers?  Or, do you wake up jump out of bed grab the nicest outfit to work in go out find someone who is buying or selling.  I tell everyone I meet what I do and how great it is to be a Realtor.  My business has increased and as well as my confidence.

When someone starts going of on a tangent about there not being anything going on I immediately cut the conversation short and ask them how many FSBOs the talked to that day....usually none.  Why? We are all crying for leads and someone sticks a big sign in their yard saying "I want to sell my house." Go get em Tiger! Oh, my mistake I hadn't realized behind the mask was a mouse. 

I know if I sit still and allow myself to talk to a lot of the other Real Estate Agents around me I would become discouraged.  I won't do it I refuse.  Instead, I seek out those who are persistant and positive.  Those who are meeting and surpassing their own goals because of all the work inhibited and scared agents are leaving behind.  We have the privilage to sell one of the most highly regarded products in the market place. Lets hold our heads high strap on our boots and do what it takes to be successful.  Lets build strong relationships in our communities and show how incredible Real Estate Professionals can be.  The business is not gone it just requires a little work and a lot of attitude.

So stop wailing about how the phone is not ringing...find the customer...because if you don't I will! The only person who can burst you bubble is you...it is yours isn't it?

Happy Selling In A Great Market.

Calenders, maginets, pens, calculators, stockings, etc.  Tis the season to promot ourselves with items we hope customers will keep around all year.  I would like to know what some of the unique gifts other Active Rainers have thought of.  What items are sitting in your potential customers house that hold your info on them?  Have you given out: coolies, wine opener, just a card?  What have you tried, to make a lasting impression?

I did the typical thing...calenders, but I wish I would have been a little more original  . Every year I vow to be extra creative and somehow at the last moment I am caught buying something from my favorite print company.  My customers are very appreciative.  I am just the type that likes to stand out as different.

So let me know what you have done. I want to see who really thinks outside the box.

Does residual income belong in real estate?

I ask this question because many of us working in real estate are enjoying income that is coming from a source other than selling homes.  We are getting paid to offer an invitation to other agents to work with us.  The two companies that I am aware that offer this is Keller Williams and Exit Realty. 

Now, I am not aware of how Keller Williams works but, the system sounded a little complicated. The way it works with Exit is when I or any other agent sponsors someone into our company, corporate pays us 10% or their gross commissions, up to $10,000 per agent per year.  Since our spit is 70/30 on our first $100K "gross" and 90/10 after that. That is why there is a limit.  When I retire, I will continue to get 7% of any agent I sponsor and can continue to sponsor other agents to build up that income.  When I die 5% goes to anyone I so choose.

What do you think?  Should the agents be paid this percentage instead of the broker or owner only. This is single line residuals so my sponsor never gets paid for my recruit.  Who is the greatest asset in a real estate company? The customer who brings business only a few times or the agent who is constantly producing? If like attracts like than good agents will attract other good ones. 

What I have seen it do, besides make some very happy agents is it creates an incredible team environment.  And, since we can recruit to any Exit office in the USA or Canada the team feeling is international.  There are no desk fees to bog us down.  Only, a very small franchise fee once a year.  I now view other agents as potential coworkers instead of just competition.

Let me know what you think.  Does this type of income belong in our business? It has served network marketing well and the insurance industry as well.  What about in real estate?

I have always understood how networking is a good thing.  What I am just really starting to realize is how it is beginning to propel my business forward.  There are curtain things in life  I call "triggers".  When you meet someone for the first time it could be something they say, perhaps the way they are dressed, or the surroundings, but something tells you your going in the right direction.

Hard work like calling FSBOs, Expireds, and holding open houses are still a crucial part of business.  Networking makes these things become less necessary.  I have been enjoying the training series by Brian Buffini on how to build a successful referral base throught the power of networking.  Since I love to meet new people everything he says to do sounds more like having fun than working my tail off.

The catch however, is you have to be willing to give before you recieve.  You have to look first for what you can do to help the person with whom you are speaking.  Than you can ask "Oh, by the way do you have a Real Estate Profession that you currently refer business to?"

Find professionals who like to do business the way you do. If your not sure use their services. There is not a better way to know.  Keep your business local as much as possible.  Instead of doing all your buying online go to your local merchant often.  You never know who they may know.  Your next deal might be waiting for you at the coffee shop.

Before I became a Realtor I assumed most agents owned more than one peice of property.  I figured they would know all the good deals.  Well, to my surprise not that many really do.  Why is this?  Real Estate investment is always a smart move. It is can be sold, leased, and easy to improve.  When Uncle Sam comes looking for his money in the spring you can take a loss, depreciation (on income property), and write off for expenses, not to mention all that interest is deductable.

I personally invest in property.  Especially right now while the prices are dropping. It is called buying low and selling high.  My main purpose is to acquire several rentals for additional income to create cash flow.  With 1031 I will be able to make my real estate holdings stronger and more profitable. So, why aren't more agents doing the same.

How can we expect our customers to listen to us when we tell them now is the time to buy if we are not buying ourselves.  I know many investors who will not buy from an agent unless they themselves invest in properties.  Learning the power of leverage and a good mortgage broker can be very beneficial.  My mortgage broker owns many properties and he helps to guide me through each transaction to get the best results. If he didn't do it himself he would be hesitant to work with me.  Instead of seeing a risk he knows the potential each property offers in the way of leverage for future deals.

So what I would say to anyone who is on the fence about buying extra real estate of their own:  Go for it!!

Florida has very interesting business attire.  I see many agents and have been guilty myself of doing business in flip plops and a T-Shirt.  When ever I become relaxed in the way I present myself I feel my professionalism decline.  However, when I put on my business suit or more professional attire I find myself more confident and ready to tackle what ever task is at hand. 

Can it be that our own appearance not only influences those who we are around, but also how we feel about our own being.  If you are a consumer and you walked into a room of professionals whether they be Realtors or perhaps insurance agents, who are you going to gravitate towards? And, if like attracts like then perhaps the way we dress will bring us the people we really want to associate ourselves with. I don't have a problem with dressing casual, but I think it should be saved for leisure activities.

Now I know that a three piece suit is not practical in July. A Nice polo and khakis can be very impressive with some nice shoes , or a linen skirt and a short sleeve button up shirt paired with sandles can have the same affect.  Its putting our best foot forward so that we get taken seriously. 

I personally strive to not consider the another persons appearance.  I know looks can be deceiving, but I would be lying if I said I don't lien towards the better dressed people.  I don't follow trends or name brands.  I do pay attention to a persons choice of clothing when they say they are at work.  Everyone has their own way and it should be like that.  Everyone has their own nitch and customers who are comfortable with them. I am just wondering who feels like I do.