I have a business Coach. I work for a very progressive company, my broker is amazing and makes cutting edge decisions on how to run and grow her company. One of the things she does is - she invests in tools and programs that genuinely help grow her company. One of them is a coach - and the coach is for the agents- for herself, and for the Career Development Program we have at CENTURY 21 Access America. (BTW we are the top CENTURY 21 Office in Connecticut)
As a REALTOR, and a former top producer, I appreciate sales people. I appreciate them becuase I have the same lumps and bruises that come from that learning curve. Ralph Williams was the top agent for CENTURY 21 Internationally the first year he was in the business, he is my coach.
So - I believe that in life - one must surround themselves with people better than themselves - I have always done that. If you don't find mentors in life, I do not believe you will grow. Growth for a human being is painful. Seeing who you really are takes courage, you can't lie to the mirror. Sales peoplemust face that mirror every day- if people don't like you you its hard to sell them something. If people don't like you it's becuase... they feel something or see something in you that just doesn't sit right.
I appreciate my coachbecause he doesn't pull punches. He can be like a bolt of lightning coming out of the sky and lighting up the darkest places ... you didn't even know were there.
I'm writing this because on new years day this year I got a call. I had sent my materials for 2009, to my coach. Normally they are met with approval and even fan fare. Not this year.
Since the end of October 08 to the Middle of December I went to 5 conventions and seminars, one was NAR in Orlando. Every class I took was for my Career Development Programs for 2009 - So MUCH - I saw Gary Keller - Shift in Boston, Daniel Pink, A Whole New Mind. I also took a Disney Course on Management, and many others. Add to that my BFF is a Scholar in Generational marketing and Teaching, she was a speaker every day at the NAR convention and my room mate at the convention. You could say- I was on Operation Overload and had no idea.... and now I am going to re-create the wheel of teaching and coaching how to sell real estate I had internalized everything I read and listened to - very excited, I mashed it all together like a good web 2.0 site and was quite proud.
Ralph read my business plan, called me to discuss things and then... started really drilling down to the- 'Jodi - this is all distractions and I felt like...why are you picking on me on New Years Day Ralph - I was so happy with all of these great ideas, what is your problem, are you raining on my parade? again?' kind of thing.... And I hung up and was quite up set, and talked about it for 3 days and eventually - I worked through it and got it. (one reason why he has more money than I do - he can focus, also the only reason really that I listen to him... he has more money than I do, is and is more successful than I have ever been..in fact more successful than anyone I have ever met, almost.... because he can focus)
I get it. 2009 is about focus. BE CAREFUL OF THE NEXT MAGIC PILL! - there isn't one : > ... and we all know that. Let the geeks blogg et. go ahead and get your listings everywhere - and be a Trulia Voice- but don't get carried away, focus on getting infront of more new business, in person, focus on your leads - stop letting them fall through the cracks - follow up follow up follow up - and make appointments!
Who cares about you? Who cares about the best use of your time? Unless you are PAYING someone to tell you the truth - who has actually been really successful themselves at what you do.... don't listen, don't be sold a bill of goods.
So - I'm going to lay it out for you guys - Get Listings, that is the BEST advertising, get them priced right or work the prices down or move on, the more you have - the more of a famous real estate rock star you will be. Then - Sell them, try to work only with exclusive buyers and give amazing service. Do NOT worry about anything else. And I as a coach and trainer - I also will also not worry about anything else - Deal. Now- GET TO WORK! all the wimpy agents have quit, there is as much opportunity now as there was a year ago ~ Jodi
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