coaching advice: Why does your “pipe-line” run dry?
- 03/14/11 01:16 AM
One thing I discover about most agents during coaching is they are seldom consistent with their business building activities. The culprit is usually due to getting busy from performing income producing activities, so they shift focus to working on their “job” and stop working on their “business” all together.
What’s strange to me in this case is how when their pipeline runs dry … they can never seem to understand why.
I’ve heard this statement often …”Man, I was really busy there for a while …but it has really slowed down for me in the past … (36 comments)
Too many times our industry is looked upon as “the goat” …as someone to “eat the garbage”.
Have you ever been asked to reduce a commission to pay for a repair, a refrigerator the Seller just can’t part with, or better yet …just because the Sellers property is not valued where they think it should be? Or most common in today’s market …a bank asking for a commission reduction to make short-sale work.
I have always been intrigued at how differently real estate agents and … (5 comments)
coaching advice: Are You Getting A Little Bit Stronger?
- 03/07/11 12:23 AM
One day last week I was listening to the radio on the way home from the office. Now this had been a particularly long day when a song performed by Sara Evans came on. I had heard this song before …but for whatever reason it had never struck home with me until that day. Here are a few excerpts from the lyrics.
Woke up late today…But ,I brushed my teeth anyway,Got dressed through the mess,and put a smile on my face….I'm getting a little bit stronger,…..But I'm tellin' myself I'll be okay,Even on my weakest days,I get a little bit … (2 comments)
Twice a year we all lie…even the most moral and upright grandma will tell their Dentist they floss regularly when asked the question. Why do we lie? Because everyone knows you should floss daily to keep your teeth in good shape.
There are lots of other things we “should” do …like yearly physicals, eating 3-5 servings of vegetables every day, exercise 30 minutes a day, and leading less stressful lives …but to be honest, most of us end up “shoulding” all over ourselves!
If flossing keeps our teeth in shape …what is … (10 comments)
Real Estate is harder than it looks, as many rookie agents learn. But even experienced sales associates can fall into bad habits. Here are some traps to avoid, and ways to pick yourself up if you've slipped... 1. Neglecting to develop a business plan and then to work the plan: A salesperson without concrete goals and time-lines is likely to flounder. Without a plan, you often allocate time and money in ways which don't give you a return on your investment. 2. Failing to quickly recognize what works and what doesn't: New associates often waste … (6 comments)
As our markets continue to improve I am often asked what I see coming over the hill … I often respond with Lions, Tigers, and Bears OH MY!
But seriously …what lies on the other side of the hill may not be as important as the huge "Semi-Trucks" you face daily ...barreling straight at you.
Many REALTORS are over occupied with battling the here and now …The short sale listing facing foreclosure … The unreasonable Seller refusing to lower a list price to stay ahead of the market … (5 comments)
When things are going great, I’m 100% the reason for all my success…
When things go south and closings skid to a halt, it’s the markets fault and there is nothing I can do to change it.
Have you ever said this? Be honest with yourself…
I have heard this said many times and in many different ways ... I always find it interesting why someone would think this way. Sure a slow market can affect your total productivity output, but I see the self … (4 comments)
This morning I am teaching a class on building a book of business in my office and my best guess is over half of those in attendance will not have contacted everyone on their list in the past 30 days …much less … (6 comments)
coaching advice: Fight Client Fear with Facts
- 02/14/11 02:21 AM
The emotion of fear can make a client do strange things …the most common reaction is to run away from the cause of the fear …and in real estate the “fear” is usually the transaction. By pre-educating the client… when the “fear moment” arrives …they are prepared for it and the shock is displaced with the calmness of already knowing what to expect.
One common fear is Buyer’s Remorse: If you’ve had more than one or two buyers under contract you have probably been witness to some form of buyer’s remorse …it usually starts the morning after the contract … (3 comments)
What are the qualities which transform you from being just average to being the very best?
Sometimes Agents wonder at what winners do and try to duplicate their actions hoping they can reproduce the Top Producers success. Sometimes it’s more what we say “NO” to that gives us a better chance at success. Let’s look at some of the things Winners “DO” and “DON’T DO.”
Winners Don’t: Complain about their circumstances Negative Actions … (9 comments)
coaching advice: Is It Time To Turn Your Single Agent Business Into A Team?
- 02/06/11 10:47 PM
There comes a time in every successful agents career when you step back …wipe your brow and think …I can’t possibly get all this done. Here are a few tips which will help you to recognize when it is time to bring someone on board to help you. Become “self aware”: Are some of these happening to you? 1. Having to work 24/7 just to “get it done” 2. Experiencing Prospect Disappearance because you don’t have time to “get to them” 3. Experiencing Client Disappearance for unknown or unexplained reasons (but Oh… there is a reason) 4. You feel as … (23 comments)
coaching advice: Are You Experiencing A Setback In Your Career?
- 02/02/11 06:39 AM
Everyone has setbacks in their lives. The definition is a reversal or an interruption of your career, your health, your relations, finances, or your emotions …or a combination of some or all of them.
The period following a setback can test your faith in yourself and challenge even the strongest minds. Coming back from a setback can seem to be a daunting task unless you get in the right frame of mind. Your mindset during this period will determine how quickly you comeback …and could determine if you comeback at all.
Have you ever heard anyone mention the … (5 comments)
coaching advice: Are You Losing Clients Before They Even Become Clients?
- 01/31/11 12:09 AM
How many of you have met with a prospect, begin to work with them either to either Sell or make a purchase only to have them disappear somewhere along the line prior to writing an offer or listing agreement? Sure ...This is going to happen from time to time …even to the best and most seasoned agents. Here is a tip to make this event occur less frequently.
Pre-Education during the initial consultation phase of the relationship is the key.
Very few REALTORS I coach realize the importance of the initial consultation you have with a prospect. It may be the … (8 comments)
Find a nice restaurant in your area where you can become a regular and where you would want to invite clients and people from your Book of Business. Schedule 3 business appointments there for one day … one after the other or “Stacked”. These should be the movers and shakers from your Relationships.
The first appointment could be at 11:15 the next at 12 and the next at 1:15…Let the first and second appointment know that you are meeting someone after your appoint with them … (5 comments)
So … by the title I guess you are wondering if this is the latest new diet craze where you can eat 5000 calories a day, not exercise, and still lose weight… Remember my previous blogs telling how there are no “magic pills” or “easy buttons”?
One of our associates (Rick Wellington) stopped by the office last week for a chat and gave me this idea, so I credit him for the blog topic …Thanks Rick!
Here is a networking idea anyone could fall in love with because everybody has to … (8 comments)
The first thing I want you to do once you realize you are off track is take at least 2 days off from real estate …go somewhere you can relax and get away from it all. During these two days I want you to reflect on the things you feel led you into the ditch. Nothing feels good about laying in a ditch …(another word … (2 comments)
coaching advice: How Do You Recognize When You Have Fallen Off Track?
- 01/21/11 07:43 AM
Hopefully if you are a follower of my blogs and you have been utilizing the tips and techniques ...you have started to put together a program to produce results for you in your real estate business.
Now it's one thing to schedule all of these great income producing activities in your calendar or Top Producer software …but how do you stay out of the ditches and get these activities done on a day to day basis? Mastering “self-accountability” truly is the key to making all of what I’ve previously stated in prior blogs begin to work for you ... and making … (48 comments)
coaching advice: Are You "Zoned Out"
- 01/19/11 08:11 AM
Ok so you’ve identified the activities you are currently doing in your own real estate sales career as well as the activities you feel the agent you would most like to emulate is probably doing on a day-to-day basis in their own career. So now that you have that down let’s focus on how to duplicate the behaviors of top-producing agents and begin making the kind of income you really want to make in real estate sales.
I'm going to guess the activities you feel the top-producing agents do consistently are activities you yourself could do, it's just that you're … (0 comments)
coaching advice: Do Top Producers Have SUPER-POWERS?
- 01/17/11 02:41 AM
Last Week we discussed the things you've been doing in your real estate career which have been working well for you and things which have been working less than ideally for you.
Today we’ll look in yet another different direction--in the direction of your future.
Question to ponder: Have you noticed how the agents who are the most successful have the same 24 hours per day as the people who are just doing OK? Have you wondered if they have a unique super-power which will warp the time continuum in a way as to give themselves a few extra … (3 comments)
coaching advice: If It Is To Be ...Is It Up To Me?
- 01/14/11 01:17 AM
In my last blog we took a look at what you are doing in your career that is already working great for you. Then we looked at how you can improve further on these activities. Today it's time to look from the opposite direction.
I'm not going to guarantee you this will be the most comfortable process you've ever experienced, but it definitely will be good for your career.
Today we're going to look at the things you're doing in your real estate career which are not working for you and things which may have failed miserably. The only … (2 comments)
One thing I discover about most agents during coaching is they are seldom consistent with their business building activities. The culprit is usually due to getting busy from performing income producing activities, so they shift focus to working on their “job” and stop working on their “business” all together. 
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