relationships: Would It Kill You To Help? - 06/30/10 06:12 AM

"You can easily judge the character of a man by how he treats those who can do nothing for him." - James D. Miles
I just had a couple of conversations this morning that left me disturbed.  Before I elaborate, please let me ask a simple question:  As a real estate professional, are you in the business of helping people?
Both conversations this morning hit a topic that is coming up more and more:  Real estate pros who not only don't want to be bothered with lower-priced properties, they don't lift a finger to help these people.
The best agents … (48 comments)

relationships: Realtors: Are You REALLY Who You Claim To Be? - 03/05/10 03:42 AM
Are you REALLY who you claim to be? This is the question today's consumer is asking themselves when they first meet you. Many of you take this skepticism personally, as you've invested both time and money to achieve your professional status.
However, it's important to take this skepticism in stride and remember there is a reason for it. Take a look at my 2 minute video here that I believe will bring some perspective to this issue...
 

 
The high road is the toughest road to take, but it is also the one that leads to you truly making … (3 comments)

relationships: Make Your Marq - 02/04/10 02:30 AM
If there's anyone in need of a genuine smile and words of truth delivered with compassion, it's today's homeowners.
Be the agent to do this and you will make your marq.
… (0 comments)

relationships: Your Prospects Don’t Care How Many Houses You’ve Sold - 10/28/09 08:30 AM

Let’s get this out of the way first…you don’t get instant respect with the title of “Realtor” anymore.
Sad, but true.
Your prospects don’t care how many houses you’ve sold. In their world, that doesn’t matter. They only care about how you can help them, so as you begin preparing your business plan for 2010 make sure you take time to assess your contact methods and your results.
Are you focusing on your credentials when you’re trying to gain rapport…or are you focusing on your prospects’ needs? I cite car dealership commercials for an example of impersonal marketing that makes … (6 comments)

relationships: Understanding the Skepticism of Today's Consumer - 10/20/09 08:45 AM

There is so much talk and writing about "strategizing" with regard to social media that I see many agents missing the point and basically using social media as yet another "mass e-mail" type of marketing tool.   There's this strategy and that strategy and a whole lot of dancing around the truth that's right in front of us.
People want to know who they're dealing with...especially on a decision that can have such a tremendous impact on their future.   Any one can talk the talk...but do you REALLY walk the walk?
To put this into perspective, watch this movie clip starring … (0 comments)

relationships: Are You Going To Give Me A Line of Crap? - 07/30/09 08:51 AM

I just had a great chat with Grace Morioka in San Jose, CA and asked her what she thought was the reason for her success with internet leads and today's consumer in general.
It was really simple:  Tell the truth.
"The number one test of whether you're going to be looked at as a real estate professional or a used car salesman is are you going to give them (the prospect) a line of crap or tell them the truth?   I believe people are sick of being told 'It's a great time to sell!' when it's just not necessarily true.  … (8 comments)

relationships: Mediocrity in Business - 04/08/09 05:27 AM

I wanted to share with you a quote shared with me by Tina Randler in Lancaster, PA through a website called www.despair.com (hilarious takes on those "Perseverence," "Teamwork" etc. lithographs we've all seen):
"Mediocrity: It takes a lot less time and most people won't notice the difference until it's too late."
I'm still cracking up over this.   It's brutally true, and if you think about it, it's at the core of most business failures.   It goes back to the fact that the difference between the successful agent and the unsuccessful agent is that they both dislike the same things, but the successful agent … (3 comments)

relationships: Now This Is How To Do Business - 02/27/09 07:18 AM
When you build your business (no matter what it is) for the long haul, consistency is key.  Charge a fair price for your service and do what you say you're going to do.
Sounds simple, and it should be.
However, competition brings out both the good and the bad of human nature, and we've arrived at this current climate in real estate as the result of too many people getting into the business and proceeding to overpromise and underdeliver.   From tempting fate by knowingly listing a home that is way overpriced to neglecting simple followup calls, it has happened in every … (0 comments)

relationships: Who Are You Without Money? - 02/17/09 09:16 AM

Ask yourself this question:  Who am I without money?
How much does money define who you are?
This is a heavy question and the answer isn't always what we want to hear, but the advent of the Internet has made it increasingly vital in today's business.  This is what people are looking for when they read your blog and visit your website.   They want to know who they're dealing with and if that person is the kind of person they trust.   The more you talk about "competent" and "professional" services and use the other corporate catch-phrases we've all grown begrudgingly … (1 comments)

relationships: Do You Tell The Truth? - 02/13/09 04:46 AM

 
Seems like an easy question, and it really should be, but things get complicated in the business world...unnecessarily.
I've had numerous agents (most recently yesterday) in my coaching tell me "I'm going to ruin my reputation if I tell someone they're upside down in their mortgage."
Brokers and team leaders...do you have people like this on your team?   They need help...real help and real guidance.   What does it say about us when so many agents are afraid to give bad news to someone?   Nobody enjoys telling someone that they're either upsidedown or that they're not going to get what … (5 comments)

relationships: We Are Not Laboratory Rats - 02/09/09 09:08 AM

"I come from a family of teachers and shrinks."
Nearly everyone I've coached has heard that line from me at one point or another.  And yes, I say "shrinks" to hopefully get a smile or a chuckle.  It usually works.
It's true, though, and I'm proud of my family.  I guess because of this upbringing (I knew who Jean Piaget was when I was 5 years old due to my older brother's psychological studies) I analyze nearly everything, and I'm seeing some interesting things happen in the current real estate climate.
Not the least of which is the slow-but-sure erosion … (2 comments)

relationships: TRAINWRECK!!! - 01/22/09 01:37 PM

Why are we so enamored with the negative?
I was asking myself this question as I read the comments from my post "Try Talking To Your Prospects Like This" last week.   It was the follow-up to my post "Do You Talk To Your Prospects Like This?" and offered an example of good, honest and effective introductory communication by email to a fresh internet lead.
The reason I pondered this question is twofold:
1) I come from a family of teachers and shrinks so I tend to analyze everything.
2) I noticed considerably less views and comments compared to the "Do You … (7 comments)

relationships: We Should All Be So Perfect - 01/21/09 09:39 AM
I dropped the ball.   Simple as that.
I dropped the ball, sincerely apologized to the agent, and was subsequently scolded like a bad child.
I was talked over, all the while being told it is rude to talk over someone.  As most of you know, I look at most everything as a learning and/or teaching experience and I'm more than happy to expose my own fallability for someone to learn from.
I don't normally do posts like this, but this behavior by a professional deeply disturbed me.  Here is what happened:  I had my first coaching call with this particular agent … (12 comments)

relationships: Shut Up And Listen - 01/21/09 05:51 AM
"If you listen to what your client tells you and they really believe you care, they will want to do business with you."
In my conversation with Jim Crisafi of The Silva Group in Riverside, CA this morning he said this and I just wanted to share it with all of you.   Today's consumer expects us all to be on our own agenda and to care not about their needs but rather about how we can fit them into our agenda.
Jim laughed and said "I tell our agents to just shut up and listen...that's all we have to do."
It's … (6 comments)

relationships: Customer Service vs Greed - 01/02/09 05:34 AM
I did a post on December 11th called "Managing Fear With Today's Consumer" that I just received a brilliant comment from Jackie Lewandowski in Florida that I wanted to share with everyone.
I put one sentence in bold because I think it sums up the problems in business today.   Click on the link above to read the original post, and here is Jackie's comment:
"I totally agree, but it is just not in the real estate industry, it is everywhere. Customer service has been trivialized for many years and replaced with greed.   Until companies start putting people first instead of … (4 comments)

relationships: Bad Weather Can Be Your Friend - 12/19/08 04:38 AM
I'll preface this by saying please use your discretion with inclement weather.   I'm not encouraging anything stupid, but please think about what you can do on a rainy (or snowy) day.
I always encourage my agents to hand deliver information whenever possible.  Even if you only get to see the prospect or client for a minute or two, it gives you an opportunity to be memorable.  Sometimes the weather itself can make you memorable, and your willingness to go just a step farther than your competition and "brave" the bad weather will make an impact.
I was talking with Steve Rabin, … (0 comments)

relationships: Beautiful Original Any-Occasion Cards For You - 12/18/08 08:01 AM
Thank you Nan McDermott!
Nan told me about www.jaquielawson.com and I just had to share it with you.
You can send your database beautiful ecards...some of them animated!  If you don't have something like this already, you definitely want to check this site out.  If you do already have something like this, check it out anyway:) 
Jaquie's site says "The classiest ecards on the web."
No argument here...from cute to beautiful, she's got it all.
And by the way, Nan McDermott told me she get 5 phone calls Thanksgiving morning from clients/prospects thanking her for these ecards.
Ain't it nice when … (1 comments)

relationships: Beautiful Original Any-Occasion Cards For You - 12/18/08 07:59 AM
Thank you Nan McDermott!
Nan told me about www.jaquielawson.com and I just had to share it with you.
You can send your database beautiful ecards...some of them animated!  If you don't have something like this already, you definitely want to check this site out.  If you do already have something like this, check it out anyway:) 
Jaquie's site says "The classiest ecards on the web."
No argument here...from cute to beautiful, she's got it all.
And by the way, Nan McDermott told me she get 5 phone calls Thanksgiving morning from clients/prospects thanking her for these ecards.
Ain't it nice when … (0 comments)

relationships: No Substitute For EFFORT - 01/25/08 12:40 AM
An agent left a comment on yesterday's blog post (FEAR: The Ultimate Career Killer) that really got my gears turning.  It was in response to some very positive comments left by agents and brokers with regard to cold calling:
"The highly respected agent that has 'farmed' my neighborhood for over a decade, who has been interviewed 2x this quarter on our local television real estate news segment, who has recently co-authored his first real estate book, has served on our local education committees, has hosted numerous client appreciation parties; well, when it's time for me to sell my home,  I will … (10 comments)

relationships: Do You Have An Explicit Lead-Exchanging Relationship? - 01/22/08 02:09 AM
If you're not happy with the number and quality of leads you're working in your pipeline, here's a tip to add to your current efforts.
If you don't have one already, develop an explicit lead-exchanging relationship with a mortgage broker or loan officer(s).
Many agents I suggest this to reply by saying something like "Oh, I give my refi leads and my buyers over to the  mortgage guy/girl in our office."   I then reply by asking "What are you getting in return?"  This is typically followed by a few seconds of uncomfortable silence.
If this is your scenario, don't worry.  It … (1 comments)