success tips: Be Honest and Get the Listing!
- 01/10/11 01:48 AM
Have you ever had to reduce your commission to get a listing? The key to getting the listing every time (with your full commission) may surprise you. Realizing there is no "trick" to earning what you're worth is easier than you think. In fact it's the complete opposite of a trick: being ethical and honest with all clients, at all times, will consistently get the agreement signed and a full commission earned. You may know a few agents who will say and do just about anything to get a listing, including slashing their commission. These agents aren't being honest with … (6 comments)
No matter what devices you currently use , (or which ones you want to own and use), you need to take inventory of them to assure yourself that you are getting the most from each of these business assets, and that they are working together for you …and not against you.
First question to ask yourself is …What do I want to accomplish with these assets? Is it to become more efficient and save time … Is it to … (3 comments)
Many times I see associates who've seen success start to relax and lose their edge …They stop pushing the envelope when it comes to client service …They cut back on relationship building processes …or they let assistants and buyer agents be the direct contact for the client …some or all of this “relaxation” usually results in a loss of net income.
Let me share a story with you… The year is 1941 …The game is Baseball …The Team is The Red Sox …The player is Ted Williams ….It … (23 comments)
On a recent trip, the flight I was on terminated in Nashville, but I was headed on to New Orleans for the NAR convention. As our flight arrived in Nashville the flight attendant began announcing departure gates for various other flights but at the end of her announcement she stated, “But….Everything is subject to change.”
I thought about what she had said and how we have come to expect things to be “on time and in line” with our lives or in other words “easy” or “convenient” and in harmony with how … (8 comments)
success tips: Great Quotes of The year
- 12/31/10 12:01 AM
The following are some of the quotes I discovered over the past year…Some will make you ponder, some will make you smile …and some may make you say HUH?
Happy New Year to all my friends …those I already know and love and those I have not met yet! Surround yourself with friends and you will know no strangers …
“The challenge is most people enter a relationship in order to get something: They’re trying to find someone who’s going to make them feel good. In reality, a relationship will only last if you see it as a place you go to give, … (11 comments)
success tips: Success is Intentional
- 12/30/10 06:16 AM
Success is intentional …Success is also premeditated …and it’s riddled with choices and decisions ... some good, along with some bad ones.
The definition of success varies from person to person …One of my mentors once said “Success is NOT the key to Happiness …HAPPINESS is the key to success”!
What does success mean to you? Before you can achieve success, you must define what success means to you. Unless you have that clear vision, you cannot work towards it. Success can be measured across several areas. It can be career, health, spiritual, emotional, time, or financial. As an example, … (5 comments)
success tips: What Does The New Year Mean To You?
- 12/29/10 01:28 AM
One Year ...12 Months ...52.142 weeks ...365 days ...8760 Hours ...525,600 Minutes When you break it down ... a half million minutes doesn't seem like much...Well it isn't. As we age, do you feel the time speeding up as much as I do? ... There is a Kenny Chesney song which tells a story of a man turning 102 years old being interviewed by a reporter. The reporter asks him the question ... "What's the Secret of Life" and this is what he says ... "Don't blink ...Just like that you're six years old and you take a nap and you wake up and you're twenty-five … (5 comments)
success tips: Listing Challenges? Here's 10 Motivators To Help Fill Your Listing Stocking!
- 12/21/10 11:44 PM
What challenges do you have getting listings in your market? Let me rephrase that ….How challenging is it to get properly priced listings in your market? In any market, listings are the yellow-brick road to long term success! Are you doing all you can to get as many listings as possible placed in your inventory? Here are my TOP TEN ways to get the listing: 1. Don't Waste Time With Sellers Who Won’t Value Your Time ... Some Sellers only want to hire an agent who will give them the best “deal” or the lowest commission, do you want to be known … (11 comments)
success tips: Interesting Facts From NAR Survey on How REALTORS Work
- 12/20/10 01:38 AM
The Center for REALTOR Technology conducted a survey in July and August of this year from a random number of REALTORS regarding their business and technology habits/needs. The following is my summation of the report NAR supplied from the survey. Work Habits: One interesting stat was on hours worked per week... while 28% stated they worked less than 30 hours per week ...72% surveyed stated they worked more than 30 hours, with 30% stating they worked between 41-50 hours and 19% stated they worked more than 51 hours per week. 81% of those surveyed were Sales Agents or Associate Brokers or Selling Brokers ... while the … (3 comments)
success tips: What Makes a Successful Listing Presentation?
- 12/16/10 11:50 PM
Studies have shown that your body language and tonality account for a huge portion of your presentation’s effectiveness. What you actually say accounts for far less of the delivery. To improve, it is imperative to plan what you are going to say beforehand, so during the presentation you can focus on language, tonality. First Know the Seller … Before you go face to face with sellers, gather as much intelligence as possible prior to the presentation about them and their home. Know why they are moving, and when they need to move. Do your research ...LISTEN to their needs and … (33 comments)
success tips: Questioning, Listening & Counseling = No more Buyers Are Liars!
- 12/14/10 11:36 PM
It’s Monday morning and you receive a call from one of your clients. She has Fantastic News!!!! She and her husband just found a home, made an offer and wanted you to be the first to know! Aren’t you thrilled for them?
You calmly ask if it has the four bedrooms they wanted. “. . . Nope, only three is the reply… Was it the Traditional you wanted? . . .No, actually it is kind of contemporary… Two story you ask?“. . . No, a ranch style… Was it in North Raleigh?. . . Ah, no, West Cary … (8 comments)
“Strength does not come from physical capacity… It comes from an indomitable will .” Mahatma Gandhi
To master Will Power you must incorporate discipline into your daily life. You will have to become intimate with your negative tendencies and the things which rob you of energy. Cultivating Will Power will help you to overcome these negative tendencies.
Improve your Self-Discipline and you’ll improve your Will Power!
Start with small targets … “I will not eat that candy bar sitting on the counter … or I will not drink … (8 comments)
Focus on getting the “truth” early on when you first encounter a potential client. Better to discover upfront that you may not be a fit for each rather than later. Don’t focus on the sale but the relationship, make it a trust building process …without trust, your integrity is compromised.
Commitment: Unlike a goal a commitment is the true measurement of our character. We are measured by the commitments we keep. Without vision commitments struggle to be kept.
Eliminate rejection once and for … (0 comments)
success tips: Holiday Networking For A Better 2011
- 12/07/10 11:58 PM
Yearend Holiday Season usually means getting together with friends and family…(some you may not have seen in a while). It is also a great time to rekindle relationships which may have lost some its “umph” over the past few years. As you are out mingling at parties and the malls, when you run into someone you know, use it as an opportunity to strengthen the relationship you have with them ... Using tried and true dialogues to gently remind them you are in real estate … “Training” them to remember you when there is someone they know who needs professional real estate … (2 comments)
success tips: New Year…New Energy?
- 12/06/10 02:00 AM
As 2011 careens toward us like a unknown storm … (Will it bring destruction or the needed rain to stimulate growth)? As the clock ticks over to 12:01am on January 1st your slate will once again be clean and another year full of great opportunities will lie before us once again. This time of year holds more excitement and promise for you over all other times of the year. You have a whole new 12 month period to create the new outcome you desire. Your income sheet once again has a big zero on it and you are equal to everyone … (0 comments)
success tips: Dialogue NOT "Selling" Builds Relationships
- 12/03/10 02:20 AM
Building Dialogue I was sitting at my desk recently when my phone rang. I answered and the voice on the other end of the phone said, "Hi, I’m Jane Manning, I'm with XYZ company and we are a blah blah blah and we offer blah blah blah". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Jane." There was dead silence on the phone. I could sense her struggling to react to my spontaneous overture at making personal, genuine contact. She was so locked into her “script” that she had no idea how to respond to me. … (5 comments)
success tips: Should I Hire A Coach?
- 12/02/10 05:37 AM
This information will take you through a three-step process of determining if you should hire a Coach… Business planning, real estate fundamentals, and personal planning are at the core of a good program delivered to the agent in a simple format ... If you follow the plans your Coach develops …You will achieve amazing results. A results-oriented coaching program is your blueprint for achieving the results you want. A Good Coaching Program Should Include... 2 calls per month with your performance coach. Email communication with your coach between calls. Having a highly qualified coach who has experienced great … (2 comments)
success tips: Building Social Capital
- 12/01/10 12:49 AM
When you become connected to your database everybody wins. Your database gains you as a trusted source of real estate knowledge and you gain a trust and relationship based referral source. In today’s world, having a sense of community is one of the greatest needs which is often left unfulfilled. People have a natural desire to feel connected and be part of a community … Don’t Be A Secret Agent! Invite your A+ past clients to lunch or coffee …it’s a great way to deepen the relationship and a reminder of how much you care about them. Organize a client party to acknowledge … (0 comments)
success tips: Are You "LINKED-IN?"
- 11/30/10 01:50 AM
Many of my Associates use various forms of social networking to reach out and touch their databases. I have found LinkedIn to be the most Business/Social related and most of the participants want it to stay that way. Here are a few tips on best practices for LinkedIn: Use the "Answers" section of LinkedIn ... This is where people go to ask business related questions, and where you can establish your self as a Real Estate Professional. Don't be overly self promoting when answering questions..Instead of proclaiming why they should hire you to represent them in a transaction ...offer them useful advice … (4 comments)
There are times when knowing what to say will carry you a long way, but I have found out the hard way knowing what NOT to say can be just as important….For example:
While standing in the grocery line you see a female acquaintance you have not seen in years…noticing her bulging belly you comment … “Congratulations! When are you expecting your baby?”....NEVER…. I REPEAT NEVER ask that question until you are absolutely certain the woman is pregnant!
Or…again standing in the grocery line you see an old friend with what appears to be their mother…after saying … (4 comments)
Have you ever had to reduce your commission to get a listing? The key to getting the listing every time (with your full commission) may surprise you. Realizing there is no "trick" to earning what you're worth is easier than you think. In fact it's the complete opposite of a trick: being ethical and honest with all clients, at all times, will consistently get the agreement signed and a full commission earned. 
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