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Are you a Master of the Basics?

Real Estate Agent with Keller Williams Realty

I'm sitting here doing statistics on our market, getting ready for another listing presentation. Looking at the end of year numbers for Montgomery County and the City of Clarksville, I saw something that was heartwarming.

In 2006 we as a Multiple Listing Service area sold and closed 4127 and this year we sold and closed 4220 so with all the down faces, all the bad news, all the whining that I had heard from some of the agents in the area, we actually did better than last year. I know personally I did.

In our market it is no longer a order taking market for agent activities. But the systems I use, and have been using for the past 3 years are still working great in producing a consistent flow of new business. I made the same rookie mistakes for about 4 years into the business before I had my awakening.

The difference between top producers and average producers in the real estate market is that the producers are the "Masters of the Basics" therefore; they have a strong foundation to build on, and can handle opportunities as they develop additional skills.

One of my goals this year is to start on my CCIM, not that I will ever move from reesidential real estate but I want and need to know how to counsel my friend, past clients and peers. But then again if the opportunity should arise, I would be prepared.

What are you doing to become a "Master of the Basics"?

Faith LaRosse
Springer Realty Group - Limerick, PA
Serving Berks, Chester & Montgomery Counties
Charles...it's called classes, classes and more classes! In the classroom, online--seminars-workshops-you name it.  You can never have enough information for your clients!  Best wishes for continued success in 2008!
Jan 05, 2008 01:35 AM
Kevin McGrath
Long & Foster Real Estate Companies- Fredericksburg/Spotsylvania - Fredericksburg, VA
Long & Foster Real Estate Companies
Nice post - and really makes the point that there are a lot of new ideas out there - but you still have to do the basics - return phone calls - communicate with you client - etc.
Jan 05, 2008 01:35 AM
Dave Woodson
Dave Woodson - Chesterton, IN
Not the Average Agent
Very good point ihave really been laying the ground work for a great 08
Jan 05, 2008 01:38 AM
Charles Pecka
Keller Williams Realty - Clarksville, TN

Faith - I have never shirked from education, some classes have been taken over and again just to make sure that all was understood.

Kevin - You are right staying in flow with your clients is paramount for the continued success of any business. I have a system where I call each of my 50 best people one a month just to catch up with them. I never talk about real estate, I usually let them tell me about what is happening with them. Because it is the changes in their lives and thier friends lives that result in real estate transactions

Jan 05, 2008 01:42 AM
Lane Bailey
Century 21 Results Realty - Suwanee, GA
Realtor & Car Guy
I have been building for the second half of '07.  '08 looks to be good.  I too run numbers for my market, but there is more of a bloodbath environment here.  However, the top producers are still the top producers...
Jan 05, 2008 01:59 AM
Charles Pecka
Keller Williams Realty - Clarksville, TN

Dave  -  Look at the planning most of your top producers in your market do, the ground work is continueous.

I have a saying, keep your eyes on the horizon, head out of the clouds and your feet planted firmly on the ground and you will get where you need to be.

Lane -  It is funny how Pareto's Law always seems to come into effect? 80% of the real estate is completed by 20% of the real estate agents. I plan on remaining in the 20% here, that is why I'm such a numbers geek. To look forward with an understanding of what was behind is a good basis for progress

Jan 05, 2008 08:03 AM
Don Wixom
RE/MAX Executives Nampa, ID - Nampa, ID
"Looking out for your next move..."tm
Charles, I think continuing our education is very important.  I think we should concentrate on what systems work and get rid of those things that don't work.. It's ever changing and we need to be alert to be one step or more ahead of our customers.  Nice post!
Feb 12, 2008 04:20 PM
Monica Bourgeau
Portland, OR
Authentic Marketing for Heart-Led Agents
Good reminder - the basics are what will make the difference in this market.
Feb 13, 2008 03:02 PM
Charles Pecka
Keller Williams Realty - Clarksville, TN

Don, Kevin and Monica,

I find my self on on the eve of leaving on a trip which is to take me back to Fort Collins Colorado for the 5th time. The purpose? More training.. repeating the same class because each time I attend I receive not new information but something that I had missed from classes previous, a nuance that makes a significant difference in how I perform or teach others.

Mastering the Basics is what make the super agents "Super".

In another career before I was in Real Estate I belonged to the Army Special Forces, we had a joke, but it proved to be true. What seperated the Special from the Regular was the Mastery of the Basics. I challenge all who read this blog to step up from the mundane regular to achieve Mastery in their career.

The following is the basis of my business: Mastery by Stewart Emery

MASTERY in one's career and consciousness growth simply requires that we constantly produce results beyond and out of the ordinary.  Mastery is the product of consistently going beyond our limits.  For most people, it starts with technical excellence in a chosen field and a commitment to that excellence.  If you are willing to commit yourself to excellence, to surround yourself with things that represent this and miracles, your life will change.  (When we speak of miracles, we speak of events or experiences in the real world which are beyond the ordinary.)

It is remarkable how much mediocrity we live with, surrounding ourselves with daily reminders that the average is the acceptable. Our world suffers from terminal normality. Take a moment to assess all the things around you that promote your being "average". These are the things that keep you powerless to go beyond a "limit" you arbitrarily set for yourself.  The first step to mastery is the removal of everything in your environment that represents mediocrity, removing those things that are limiting.  One way is to surround yourself with friends who ask more of you than you do. Didn't some of your best teachers, coaches, parents, etc.?

Another step on the path to mastery is the removal of resentment toward masters. Develop compassion for yourself so that you can be in the presence of masters and grow from the experience. Rather than comparing yourself and resenting people who have mastery, remain open and receptive; let the experience be like the planting of a seed within you that, with nourishment, will grow into your own individual mastery.

You see, we are all ordinary. But a master, rather than condemning himself for his "ordinariness", will embrace it and use it as a foundation for building the extraordinary.  Rather than using it as an excuse for inactivity, he will use it as a vehicle for correcting yourself, which is essential in the process of attaining mastery.  You must be able to correct yourself without invalidating or condemning yourself, to accept results and improve upon them. Correct, don't protect. Correction is essential to power and mastery.


Feb 13, 2008 10:24 PM
Charles Pecka
Keller Williams Realty - Clarksville, TN

This past week I went back to Fort Collins CO for the 5th time, and spent 3 more days with The Group Inc, Larry Kendall's organization. With each visit I there I pick up just a bit more information to sharpen the saw so to speak. Still striving to master the skills need to rise to the levels of success they have there.

The Group Inc., has proven systems that have taken them from terminal normality to a level where they have achieved an atmosphere of committed excellence. No where have I been exposed to that level of commitment outside of the Army Special Forces. Therefore, the reason I participate so much so often is that likes minds attract.

If you haven't experienced this I strongly recommend to all "Professional Realtors" to take the CRS Ninja Sales class inorder for you to understand just the basics to master then participate in the master plan

Feb 24, 2008 12:00 AM