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Game On

Education & Training with Keller Williams Realty

Ok folks let's get real...2008 was a tough year, 2009 will be even more difficult. Are you mentally and physically prepared for another 12 months of battling the media, the mental fatigue of buyer and sellers, and your dwindling self esteem?

I have two words for you..."Game On" You know the expression kids use in a bragging way, that's right "game on". It is time to separate yourself from the competition. No more Mr. Nice Guy. The days of showing buyer property after after property until they view every single home on the market are over. The days of accepting any list price just so you go back to your office and say Whooo Hooo another listing, those days are over.

Here is a sure fire way for you to succeed in 2009:

  • Know your numbers and know your inventory. You need to become an expert, the real estate expert in your market. You must become proactive in gathering the information necessary to be the most informed Realtor possible. You must intimately know your farm.
  • Prospect, Prospect, Prospect. Until you have enough leads in your pipeline to live the lifestyle of your dreams, nothing else is important. Never allow any distractions during your lead generating time. I will even go as far as saying that you must lead generate each working day from 9am till noon. No text messaging, no emailing, no talking to friends or colleagues, and no playing with myspace. You have to master the art of becoming a lead generation machine
  • Pre-qualify, qualify, and then re-qualify your buyer leads. No one gets in your car unless you absolutely know they are qualified to purchase a home. You are not a taxi service. You do not get paid to drive people from home to home if they do not have the ability to close an escrow. You will also make sure that anyone who gets in your car is ready, willing and able to purchase. You do not have the luxury to work with non-motivated clients. My favorite expression is, "As a Realtor you can not be the most motivated person in the deal"
  • Be real with sellers. You are being hired to sell their home not just list their home. You have to present the honest truth with them. 2009 is not the year to have a pipeline of pverpriced listings. Present options to these sellers;make sure they are completely motivated to sell their homes.
  • Start thinking like a business owner. Understand your  budget and adhere to it. Evaluate your spending and income weekly. Avoid debt at all costs. Cut expenses to the bone. Run lean and mean.
  • Invest in yourself. Expand your education. Take classes to improve your skills. Invest more in yourself than your car

If you take your career seriously you will have a serious career. You do not have to obey this market, this market can be made to obey you. Many Realtors will not work this hard. You must work smarter and harder than everyone around you. You must have a standard of excellence. You can and win in 2009.

Game On

Comments (18)

Steve Shatsky
Dallas, TX

Hi Ralph... I have this market in a stranglehold and am beating it into submission.  I am winning in 2008 and will blow the doors off this place in 2009, because I am not simply doing the same things that got me here. 

Building on them?  Yes. 

Resting on them?  Never! 

Different markets call for different measures.  So stand back! 

Game on!

Nov 24, 2008 02:51 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Steve~ that is the winning attitude..I love it bro

Nov 24, 2008 03:22 PM
Leesa Finley
RED Properties - Wake Forest, NC
RED Properties - Raleigh NC Real Estate

Ralph - Great reminder for us to take charge of our career in 2009!  Some very good points mentioned here so thanks for the post!

Nov 24, 2008 10:47 PM
Ann Cummings
RE/MAX Shoreline - NH and Maine - Portsmouth, NH
Portsmouth NH Real Estate Preferrable Agent

Hi Ralph - 'game on' is right!!  You listed some great points for planning for the coming year.  We all need to change and adapt to our various markets, and your list is a good way to start doing just that.  Professionally, 2008 was much better for me than the 2 previous years, and I know 2009 will be even better - I am going to make it so!


Nov 24, 2008 11:36 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Leesa~its all about passion and determination...we have families, we can not afford to lose

Ann~congratulations on a stellar 2008, now build off of that to increase your domination in 2009

Nov 25, 2008 12:38 AM
Doug Garner
CENTURY 21 Garner Properties - Independence, KY
Principal Broker, Auctioneer, Northern Kentucky

Excellent advice, and timely. Attitude is EVERYTHING. Our business is up 14% for 2008. We have 2 agents in the office who have never sold more. Plan the work, work the plan.

Nov 25, 2008 08:02 AM
Harley Ramsey
Keller Williams - Chatsworth, CA
Chatsworth, CA Real Estate

Hi Ralph,  Thanks for the very timely reminder that a productive 2009 starts now...with a gut check and a business plan!  Cheers, Harley :-)

Nov 25, 2008 01:30 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Doug~ attitude is everything

Harley~haven't heard from you in awhile, hope all is well

Nov 26, 2008 02:22 AM
Ann Cummings
RE/MAX Shoreline - NH and Maine - Portsmouth, NH
Portsmouth NH Real Estate Preferrable Agent

Hi Ralph - I thought your post had such great tips in that I included it in the latest Week-In-Review!


Nov 30, 2008 09:13 AM
Tracy Saunders
Chase International - Incline Village, NV

Loved this...I came into the market at the lowest time and am soaring by following the same advice as you gave.

Nov 30, 2008 01:35 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Ann~omg, thank you sooooooooooo much

Tracy~the seeds of success are planted in times of failure

Nov 30, 2008 02:00 PM
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Goodness.  How did I miss this.  A dose of reality and some good sound advice. 

Nov 30, 2008 09:31 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Lenn~no worries you found it

Dec 01, 2008 01:48 AM
Kathleen Lordbock
Keller Williams Realty Professionals - Baxter, MN
Keller Williams Realty Professionals

2009 is not the year to have a pipeline of overpriced listings -

Too often our area agents take these to get their foot in the door and then regularly reduce the price - get real - have your stats available to help sellers make informed decisions.  If still unrealistic - walk.

Dec 01, 2008 04:05 AM
Rebecca Levinson, Real Estate Marketing and Online Advertising Consultant
Real Skillz-Clear Marketing for Your Real Estate Vision - Lake Geneva, WI


Game on is right.  Social networking can be a lead generating mechanism, but not on it's own and not without purpose and focus and not so that it interrupts your whole day.  Love the voice behind this post, I could hear it loud and clear.

Dec 01, 2008 04:07 AM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Kathleen~getting real is what this market is about

Rebecca~I'm glad you heard me

Dec 01, 2008 10:15 AM
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

Thanks for the motivational advice.  It is game on.  Love the quote about the Realtor being the most motivated person in the transaction.

Dec 17, 2008 12:13 PM
Ralph Odierna
Keller Williams Realty - Northridge, CA

Mike~thanks so much

Dec 17, 2008 12:21 PM