The highs and lows of a sales career can by trying to say the least. It is important to re-evaluate your goals periodically and to remind yourself WHY you chose real estate as a career. True inspiration and motivation is hard to come by.  I find that the most inspiring stories are those that involve an individual that has overcome extreme obstacles to accomplish their goals.

Part of the goal setting process is identifying "obstacles" to success. What are your obstacles? What is keeping you from reaching your goals? Come see me to help brainstorm ideas around your obstacles. I will be teaching a goal setting class on Tuesday at 11:00 in our training room at Century 21 First Realty.

Please find this week's training schedule below. Everyone's hard work is much appreciated.

Third Week of Aug 2007

Monday the 13th- Understanding the Seller, John E. Whetsel. How many listings do you have in your inventory? How many are saleable? How often do you review pricing with your sellers? Do your sellers listen to you? Come to this training to learn how to make more money per listing taken.

Tuesday the 14th-  Goal Setting, Joe Manausa. Are you Reaching Your Goals? Are you making the money that you want to make? Come to this training to re-evaluate your goals. We will introduce new tools to help you set your goals and track your results! 

Wednesday the 15th- Caravan to the E/SE, Dave Peeples. Our caravan this week takes us to the East and Southeast. This training event ensures that you know the local inventory. In addition, it is important to support your fellow associates by providing invaluable feed-back on their listings! Please get your caravan requests turned in by lunch on Tuesday!

Thursday the 16th- The Real Competition, Dave. Progressive Auto Insurance compares rates of insurance companies and pits them against each other so that the consumer gets the lowest rates (not necessarily the best product!). When will someone try this in the real estate industry? You guessed it, they already have. Your fiercest competition isn't the other agent, or the other office. It is the other industry. Learn to think outside of the box and to overcome objections before they even present themself.

Friday the 17th- Round Table, Dave Peeples. Come to this training to hear how your peers would handle tough situations.

Fundamentals Training

Monday- Prospecting 101. Do you hate to cold call? Do you have other alternatives? This is a rare new agent round table. Experienced agents are encouraged to attend to help guide the new agents to find business.

Tuesday- Time Management. Are you new in the business and already very busy? Do not mistake busy with productive! It is one thing to be busy and productive but it is an entirely different thing to be busy and unproductive!

Wednesday- The Listing Agreement.  Do you know the listing agreement inside and out? It seems simple enough, two pages and a couple of signatures. Don't be mistaken. Next to the Contract, the listing agreement is your most effective sales tool. Know how to use it to get (saleable) listings!

Thursday- Geographic Farm. What is your Unique Selling Proposition? Learn how to dominate a section of the market with a little bit of knowledge and a lot of preparation. Geographic Farms take a lot of work, but can be very effective. Learn how to set one up and to maintain it.