Terry McDaniel Real Estate Evangelist

Know your Numbers

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Mon, 01 Jun 2009 10:34:53 -0500

Just a simple series of questions.

1. What percentage of time do you prospect?

Time spent on generating New clients

Time spent on Evangelizing your current client base

2. If you only had time and money to do three, what are the three prospecting methods?

What methods don't work for you?

3. What are the ranked results of each method based on revenue, then time, money and energy and finally your net revenue?

4. What method is the most productive and effective?

If you only had time and money to do only one, what is the most productive given your limited time, money and energy?

5. Why do you believe this is the most productive method in securing new clients?

6. Your word of advise to give to new agents and old agents needing instruction, insight and encouragement?

7. Do you currently have a coach? Who and how effective?

8. Do you have a current Prospecting Plan with action items, dates and specific goals and objectives?

9. Do you have an accountability group? If so, your thoughts and ideas to make your accountability most effective?

10. Do you personally generate your leads or does your company or team members generate your new leads? Your thoughts and ideas.

I'm researching and writing a series of blogs and articles on Knowing your Numbers. If you have a Prospecting Plan, I would like to see yours. If you send yours, I will send mine. I did $80,000,000 in volume with three people. I'm researching what others are finding that works and what doesn't. If you have numbers or research on prospecting systems and ranked conversion from "contact to prospect, prospect to buyer or seller" and the expected referral generation from your contact base including past and present clients, friends and family, business and social contacts and social web opportunities, I would appreciate your insight and suggestions.

I'm not judged by the number of times I fail, but by the number of times I succeed and the number of I succeed is in direct proportion to the number of times I can fail and keep trying........... Never, never ever give up....

Where did your last client come from?

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Thu, 19 Mar 2009 20:23:49 -0500

In the life of an agent, you move through a series of cycles....

1. From the Unknown, to Known then to Evangelist. In life, only two types of people: Known and unknown. However, If you stop there, you have a vicious circle constantly find more unknown..... on and on, so you need to learn how to convert some to Evangelists...... That is your breakout move.

2. In addition, you model, monitor and monetize relationship and markets. As a SmartProspecting agent, you know who to spend time with and not. Respect yourself and your family time. Long after the depressing and barking client is gone, your family remains..... Learn early, to fire any client.

3. I have a quote I live by.... "The moment you are no longer afraid of man is the moment you become ALIVE." Terry McDaniel.... Have fun... Learn something new today....Bless and prospert others and be the Hero...

Via René Fabre IT Marketing (Ticor Title Company):

I’m a curious fellow. A question I always ask my real estate associates when a transaction comes into play is, “Where did your client come from?” Traditionally it was most often one of three ways.

1. They know someone I know.

They ride the bus to work with my neighbor. They socialize with a friend. It was a recommendation based on my good treatment of a prior client. It was someone from church, volunteering, a relative, a friend.

2. It was through my marketing.

“I’ve been working this ‘area’ diligently for sometime now and they gave me a call because they saw my flyer, postcard, ad, sign, or open house.”

3. They found me online.

They found me via my company, read my blog, or found my open house online. They see me on ActiveRain, Facebook, LinkedIn, or at a Biznik event. We’re in an online networking group and share an interest in cooking, cars, golf, or travel.

Once upon a time #1 was very different from #2, and #3 didn’t exist. In fact #3 is rather recent and it has only really come into play in earnest over the past five years or so (even though it’s been around for more).

#1 happened because you lived and participated in a community, neighborhood, school, or fraternal organization. You were known and real estate is what you do. If someone had a need, chances were good (or at least hopeful) that they came to you, or were recommended to you. That’s passive.

#2 came about because you had vision and a plan and you worked it faithfully. You had a goal in mind. You intentionally made yourself visible while prospecting for those that had a real estate need. If you did your job well you found the 1% or 2% that had a real estate need and they chose you (instead of your competition) because you were there, had the right message, style, personality, and presence. You are proactive.

Time went by (along with a lot of blood sweat and tears) and you stayed committed and learned your craft. You practiced great customer service day in, day out, even when you didn’t feel like it. You noticed clients and prospects moving from group #2 to group #1 and your referral base began to grow.

A great achievement for any professional, right?

So what happened? Did something change?

Yes, very much so. The lines of distinction between #1 and #2 not only blurred they melded and fused together. #1 and #2 didn’t go away (and don’t forget that realtors!). But #1 and #2 are now super influenced by #3. In fact most consumers no longer make the distinction where one begins and the other ends.

Why?

Because we all changed.

#3 is the number new #1 influencer because the consumer (and that includes us) adopted search (online) as our primary first or second action step towards goal/life fulfillment. We also broadened our social net to include more people into our lives and our decision making process than every before known on the planet in any time that ever existed before now.

I use the term ‘consumer’ loosely, thinking people use online search for many things other than purchase… We also look for answers. We look for facts, love, friendship, ancestors, religion, science, art, music, and history. We seek out people with common interests. It’s not always just about the purchase. Yet, in almost every single case it leads to, or is tied directly to, something to buy.

#3 is the number new #1 influencer because the consumer (and that includes us) adopted search (online) as our primary first or second action step towards goal/life fulfillment. We also broadened our social net to include more people into our lives and our decision making process than every before known on the planet in any time that ever existed before now.

I use the term ‘consumer’ loosely, thinking people use online search for many things other than purchase… We also look for answers. We look for facts, love, friendship, ancestors, religion, science, art, music, and history. We seek out people with common interests. It’s not always just about the purchase. Yet, in almost every single case it leads to, or is tied directly to, something to buy.

What happened?

The internet not only redefined local, (a monumental and wonderful accident), but as searchers (surfers) we are engaged in the pursuit of knowledge. We’re looking for stuff… real estate, coffee pots, a new car, a great vacation. We’re self educating.

The consumer is driving the market. They’re fed up and tired (just like us) with the old methods that we see crumbling around us daily. It matters far less where we are on the planet and so much more about what we have to offer and share. Distance is no longer a barrier. The old platitudes fall away. It’s not about control, domination, scarcity, hording and controlling. It’s about abundance.

Because we’re actively engaged and in pursuit, we do not want to be sold anything. Yet the result of our search is often about the want or need to buy something. When you Google anything you get at least 1,798,354 unique hits. So what do we do? We immediately begin to eliminate. Not you, not you, not you, nor you. Searchers want a reason to be pulled in. They do not want to be pushed. That’s why internet marketing is passive.

I’ve talked to about 700 realtors through lectures, presentations, roundtables, and networking events since the first of February. I asked them, “Where did your last client come from?”

In short and overwhelmingly so the verdict is…

The answers included #1, #2, and were dominated by #3 (and profoundly so)… The internet was inextricably involved at every point along the way. It didn’t matter if they knew you, knew someone who knows you, they were your neighbor, a relative, or friends of friends. Every conversation we had, we could not separate the internet from the equation. Even from the non believers.

I'm asking you to help me with my research… “Where did your last client come from?”

I'd like to know... thanks...

René

Smart Prospecting means just that, You interact only with high value prospects.

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Tue, 26 Feb 2008 17:53:15 -0600

Stop talking to people who don't need or want your products or services. Doesn't it makes sense to focus on those who are ready, willing and able to pay for your services.

Forget about those who waste your time. What we do is shift your paradigm. In golf terms, we focus on the 4' putts instead of the 20' putts. You make more 4' putts than 20', so why spend your limited time on the long shots.....

To help you grow and improve, we have assembled a diverse group of contributors, from academic researchers to salesmen in the trenches. Knowledge is power, but your Wisdom....gray hair or no hair... turns knowledge into your wise solutions... People pay for wise solutions, not knowledge... It's what you do with the knowledge that makes the difference......

So, we fuse prospecting and technology together. Smart Prospecting guarantees to increase your net income and scale your business........ So stay tuned.... We are just igniting....www.smartprospecting.com Be the Hero

Challenge Question... Something to think About

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Fri, 21 Dec 2007 09:23:38 -0600

Let’s have some..... Challenge question......Let’s say you represent a client who wants to invest $150,000,000 only in real estate in the USA and is looking for a 3-7 year hold. What would be your investment strategy, where would you invest, what type of real estate and when would you put the money to work?. I like to hear your responses... I’m writing a very interesting blog on group thought and individual opinions regarding real estate investing..... An answer sooner would be better?...

Terry McDaniel

The Real Estate Evangelist

Join me on Facebook..... Terry McDaniel

Join me on McDanielCallahan.com Our real estate web site

Join me on EastBayAlive.com.... Community site..Listen to our Eastbay Talk show .

Join me on HeroLife.com..... Watch the videos...."pep" rally... You'll feel much better.

Join me on the phone....925-838-4300... Just pick-up the phone and call me...

Believe in Yourself....

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Mon, 03 Dec 2007 08:27:36 -0600

A friend send his Monday morning email with a video of mobile phone salesman from England..... I cried.... Believe in Yourself.....Have a wonderful day.... Now go....do...be all you can be....Terry McDaniel The Real Estate Evangelist

I'm changing my ways....I like practical....

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sat, 01 Dec 2007 06:37:06 -0600

Greetings..... Just days away from 2008. This year will be different. I will save more money and spend less.... A good friend of mine just finished his first book...

"The Secrets of Money: A Guide for Everyone on Practical Financial Literacy"

I like practical, easy to understand..... I've read enough theory, hard stuff.... Make it simple... Braun Mincher, my longtime friend, does that in his book... pick-up a copy.... I'm planning on giving out several copies to clients in this choppy financial market.....Terry McDaniel The Real Estate Evangelist

Braun Media, LLC – P.O. Box 1079 – Fort Collins, Colorado 80549
P: (970) 212-2400, x201 ● F: (970) 212-2419 ● E: Braun@BraunMincher.com
W: www.BraunMincher.com – Order the Book Today! ($21.95)

Realagile Mission Statement

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Thu, 29 Nov 2007 23:06:47 -0600

The power of clean, crisp mission statement takes more work and time than you can imagine. We all attempt to have one. Rarely does it mean what you wanted it to mean… For the past 12 months, I have been developing with my son Brad and some very faithful friends RealAgile…. Daily we discussed our mission statement. Bits and pieces, but not a cohesive statement to get excited about… So last week as I spoke at NAR several times “Prospecting 2.0 The Next Generation” my thoughts keep focusing again on the mission statement. As we preparing to leave for Laguna Niguel, participating in Howard’s Star Power retreat for the Stars, I just wanted to pen our mission statement and be done with it. So why am I writing all this? Well,in the middle of night….3:00 am I got out of bed and wrote this down our mission statement….”We turn haphazard, random prospecting into scalable, dynamic business solutions. Our business solutions create cohesive interdependent communities virally growing based on their transparent and collaborative environment…Bottom line… We build trust and creditability.”…..Wow….. ..Finally…. After 50 meetings, file cabinets full of paper and 25 lbs of coffee, we have a clean, crisp mission statement we can all get behind… When I read our mission statement I can see what my words mean….That’s powerful stuff….. Have a great day….Terry McDaniel…. The Real Estate Evangelist…..

CPA The three letters to Remember

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sat, 24 Nov 2007 11:47:26 -0600

The world is made-up of all kinds of people.....dreamers and doers. We often float between our dreams and our actions,.... Today just remember three simple letters

C Be Consistent

P Be Persistent

A Be Accountable

When you are trying to remember what to do or say just remember those three letters....(CPA) A consistent effort beats no effort every time. A persistent effort beats start and stop efforts every time. Accountability beats no accountability every time.... So if you want to move forward towards your goals remember to be a CPA....

Terry McDaniel

Real Estate Evangelist

It's Thanksgiving Time...

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Mon, 19 Nov 2007 09:53:54 -0600

Good Morning... Just a few thoughts before Thanksgiving.....

"Everyone knows you either by what you say you will do, or by what you do." The doing part separates you from dreamers and the whata, shoulda, coulda group. If we are honest with ourselves, we have all said things to others or to ourselves and never followed through. "Let's have lunch soon." "I want to lose 5 lbs." "I will never do that again.".....You know the drill....

But no longer do you need to live that way. You made a decision to put a stake in the ground...to cross the line. Each day I live a life filled with dreams and actions. My focus is not on my past, but the NOW ... looking towards my future... Everything can be measured in inches... we fight, crawl or walk those inches until we cross the finish line... dusty and dirty, but clean in the soul knowing we did all we could with what we have..... No excuses..... Just actions.

Life is filled those who constantly prepare, recalculate, resubmit, but just plain wait for another "better time". There is no better time than NOW...."No hill is too steep for a stepper."..... "just do it" and stop making excuses. Are you finally tired of hearing that internal voice yelling "wait", "don't", "you can't"? Then SCREAM at the top of your voice... I refuse to be defeated! I didn't come here to lose! I came here to fulfill my calling. My mission today is to stay on task. All your actions should focus on your life's "walnuts". Do what you say you will do. Personal integrity and honesty are always at your core being.

Thanksgiving on Thursday. Focus your thoughts and prayers on BEING Thankful.... Just like the Pilgrims in 1620 who thanked God for their provision, we need to remind ourselves of all God's gifts. A thankful heart is a powerful weapon against an uncertain future. Choose to be Thankful in the mist of uncertainty. Read out loud with all the gusto you have Psalm 23....

Practice being "thankful" not just for the big things like who you will marry or where you will live, but the small things... Like your next breath of air....We take for granted another breath of air, until it's too late... Make a decision today to be a HERO in someone's life...Use your actions and words to build up another human... We all need encouragement.... Happy Thanksgiving...

Terry McDaniel
The Real Estate Evangelist

--
Join me on Facebook..... Terry McDaniel
Join me on McDanielCallahan.com Our real estate web site
Join me on EastBayAlive.com.... Community site..Listen to our Eastbay Talk show .
Join me on HeroLife.com..... Watch the videos...."pep" rally... You'll feel much better.
Join me on the phone....925-838-4300... Just pick-up the phone and call me....

P.S. If you want someone to give a "pep talk" to your business or community group, email or call me.... Oh, by the way, we're in the real estate business.... If you have someone you know who should be buying or selling, we would like to meet them..... It's a great time to BUY real estate. ....

Put a Stake in the Ground.....

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Mon, 05 Nov 2007 18:37:04 -0600

"The pessimist sees difficulty in every opportunity.
The optimist sees the opportunity in every difficulty"---Winston Churchill

Think about the impact those two short sentences have on your life...... Don't kid yourself...

In times like this, we need to examine how we think. Your dominate thoughts controls your feelings, actions and future. Icky thinking....doom and gloom....you focus on the bad—the whata, shoulda, couldas. Just say "no more".. 25 times or move your eyes side-to-side 25 times (It works. Trust me.) Give yourself permission to refocus on the good... it works.. try it... Really.....

Instead, think about "what it would look like" if we could do this or that.... take the time to take apart your problem... Isolate your blockages.... Ask better questions...."What can be altered?" Things that can't, look for new solutions.

The person who gives-up finding solutions is dead..... You're still above ground and you can still change the outcome...Solutions are everywhere... Collaborate and be Transparent. Ask better questions of yourself....

Put another stake in the ground....Today...I will look for opportunities in every difficulty....

Join me on Facebook..... Terry McDaniel

Join me on ActiveRain....Terry McDaniel

Join me on HeroLife.com...... Look at the videos....

Join me on McDanielCallahan.com Our real estate web site

Join me on Eastbayalive.com.... Community site..Listen to our Eastbay Talk show from last week....

Join me on the phone....925-838-4300... Just pick-up the phone and call me....

Terry McDaniel Real Estate Evangelist...

P.S. If you need someone to give a "pep talk" to your business or community group, email or call me.... Oh, by the way, we're in the real estate business.... If you have someone you know who should be buying or selling, we would like to meet them..... It's a great time to BUY real estate.....

Why I do what I do....... something to think about......

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sun, 04 Nov 2007 22:19:33 -0600

1. To keep good people away from bad People.

2. To be a servant in a not servant world.

3. To minister to people in time of need.

4. To give hope and direction to people

5. To make a difference in the business world

6. To help people achieve their goals

7. To keep people from making poor decisions

8. To reflect the values of my faith

9. To be accountable to God for my actions

10. To live a life worthy of my calling.

Terry McDaniel Real Estate Evangelist.....

It has Started.......

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sun, 04 Nov 2007 21:46:01 -0600

It’s started……

Today Sunday November 4, 2007…. Our first internet broadcast…. Eastbayalive.com….. just a few listeners, but we started…. no pr, no ads, just put it out there…….visit eastbayalive.com……. make a difference….. don’t listen to the noise… this too shall pass

Terry McDaniel Real Estate Evangelist…..

That's what I call a good Investment........

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sun, 04 Nov 2007 20:44:42 -0600

Gloom and doom……. It can make you sick… Beware…..

As your mother told you…..Buy, buy and buy all you can……. The market is open…. Look at the numbers..

Since 1948 the national real estate values have risen 2650%

Since 1969 the national real estate values have risen 685%

Since 1977 the national real estate values have risen 340%

Since 1996 the national real estate values have risen 88%

Not bad, plus to get to live in it…….. So, with lower interest rates, virtually full employment, lots of homes on the market, the only think different from two years ago is FEAR…… Get over it…… Just do it…….

Terry McDaniel Real Estate Evangelist…..

So what to you SEE in this picture?

Terry McDaniel Real Estate Evangelist ( RealAgile......SmartProspecting) — Sun, 04 Nov 2007 17:49:29 -0600

So what do you see…. for sale signs…. clutter…. or “opportunity”?

Each sign has a story. Each sign has something for someone. As a professional real estate agent, you need the right person to solve that sign’s issue…not problem, but issue. What you focus on is what you get….. if you see too many “for sale” signs you are not focused on the opportunity. Learn today how to create business (another name for opportunity) out of clutter. The person who can do that will prosper and be loved.... The pessimist sees difficulty in every opportunity. The optimist sees opportunity in every difficulty. Winston Churchill

Terry McDaniel “Real Estate Evangelist”

P.S. Come to my presentations at the CountryWide booth at NAR…..