tag:blogger.com,1999:blog-42127670222775777662024-03-12T18:44:23.035-04:00The Triangle Real Estate CoachBuilding Your Residential Real Estate CareerKevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.comBlogger62125tag:blogger.com,1999:blog-4212767022277577766.post-74325636474573561752013-04-17T18:11:00.001-04:002013-04-17T20:59:05.593-04:00Team Or Solo? <span style="font-family: Arial, Helvetica, sans-serif;">One of the valuable attributes of our industry is the opportunity to enter the profession at different levels of finacial and temporal commitment. Assistant level to another licensee, part -time sales, on-site brokerage, serving on a team as a buyer agent, or general brokerage agent are the primary options to consider. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I find that most of my readers are weighing two choices: working as a buyer agent on a large team or building their own practice as a solo agent. Both are great ways to work in real estate, it is simply a matter of determining what best suits your goals and temperment. Here are a few key areas to consider: </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Ego Management</b>: Do you struggle if you're not calling the shots? Do you prefer for someone else to direct your work? Think carefully about those two questions. If you like direction, working on the team of a high volume agent provides assignments and clarity. If you prefer to determine your own strategies, marketing, and prospecting activities, you may want to be on your won. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Resources</b>: As a new agent it is challenging to make all the investments in professional membership, monthly fees, and technology services. Many high volume agents cover some or all expenses for their assistant agents. That's a big advantage on the debit line. If you have saved money for start up or have another revenue stream to cover the real estate nut, then you can make that investment in your self. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Support</b>: Working on your own means that, well, you're working on your own. Hello Chief Cook and Bottle Washer. Some of us are wired to love that challenge, but others may prefer having the simplicity of a narrow assignment. Working on a team usually means you have a clear role such as buyer agent or contract-to-closing coordinator. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Pay Days</b>: Higher risk, higher reward - right? Working on your own means you're not sharing that commission with other team members. After your company split (that's a whole other story), you take home the bacon. Working on a team usually means some complexities in calculations. You'll start with the company split on a sale you brokered, followed by another split to the lead agent. It's also possible that your compensation is a flat fee with incrementals for exceeding monthly quotas. You might even work on an hourly rate. If you're contemplating working on a team, this is an important area to explore and document with the agent you're going to follow. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Your Time</b>: As a team member, you'll probably have assigned days to work and cover clients and leads for your sponsoring agent. You'll have to work your schedule around the dictates of these assignments. Think job. Some of us are wired to work this way, but many people choose a career in real estate so they can dictate their own schedule. As an independent agent, you decide when you want to work and you can always make that Yoga class on Mondays at 2 pm if that is what floats your boat. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Short Term</b>: Working on a team has significant short term benefits. You have leads - the most important survival component in our business when an agent is launching into the career. Some or all of your expenses are covered, too. That's a HUGE plus. As a solo agent, you begin with no or few leads and the responsibility of all your expenses. You eat what you kill, if you don't mind the hunting analogy. Some people are wired to take the risk and go out and reap a big time pay day all on their own. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Long Term</b>: no debate, there is more money in your pockets by working long term on your own. Splits with sponsoring agents are usually significant. Assisting agents are prone to develop a bit of resentment over time toward their lead agent. The value of the team leader begins to decline as you grow in your ability to take care of business on your own. In particular, you may have heart burn over sharing a commission with the lead agent when you are responsible for generating the lead and doing all the work. Listen to Socrates, "Know thyself, " and determine if this is going to irritate you in the long run. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Rent vs. Own</b>: Working as an assistant or buyer agent to a high volume agent is kind of like renting an apartment. When it's time to leave, you have no equity. Your effort is going to the credit of another agent. When you work solo, you're making payments into your very own practice. Yes, you carry more expense and more risk. Yes, you fully reap the rewards of your commissions. At the end of your career you have your book of business to sell or generate referrals. It's a very important component to consider as you make your choice. </span>Anonymousnoreply@blogger.com2tag:blogger.com,1999:blog-4212767022277577766.post-42384987977414407252013-03-13T15:15:00.000-04:002013-03-13T15:15:13.810-04:00Time for An Assistant? Wrapping it Up<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: Arial, Helvetica, sans-serif;">We've covered a lot of ground in previous posts, and if you've done your home work, you are ready to interview. Because you have a written job description or key results document, developing questions will be easy. Here are a few tips:</span><br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;"><b>Ask questions, then shut up.</b> Really. Since we're in sales we are familiar with the talking side of a transaction. In this case, keep your words to a ratio of 80% listening, 20% talking. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><b>Plan your questions</b>. Write 1 or 2 questions to represent each of your key results. For example, you want someone to schedule inspections and post them on your calendar. Ask the candidate about how they are with time management or past responsibilities in scheduling for others. Focus on finding actual experiences rather than what they would like to do. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><b>Follow up their answers with, "Tell me more."</b> Really dig in on the qualities that are most important to successfully filling the position. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><b>Write down key components to the candidates answers</b>. Look for repeated phrases and words. What did you discover about the candidate? Think about it. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><b>Interview several times.</b> Every one's at their best in the first meeting. Repeated visits to your office for additional interviews, visiting your sales meeting, and interviews with others in your office help you to get a sense of the candidate's normal demeanor and energy level. </span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Like what you've learned? <b>It's time to make an offer</b>. Write a letter to invite your candidate to take the position. Remember, don't be boring. Inspire them, tell them why you chose them, and what results you expect from the relationship. For darn sure, include the job description and have them sign off on the assignment. Spell out the hours, time off, pay, benefits (in addition to working with you), and all the details you can muster. Clarity here will help build a great working relationship. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">You've put a tremendous amount of time and effort into hiring this person. You found the right candidate, and now it's time to reap the rewards ... as soon as you finish training them. Go get 'em and keep growing. </span><br />
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<br />Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-63647574891376949002013-03-06T16:30:00.000-05:002013-03-06T16:30:01.590-05:00Time for An Assistant? Steps 3 & 4<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: Arial, Helvetica, sans-serif;">So you're in the middle of the spring market, getting up early, working very late, and weekends are all about showing appointments. Yep, you need an assistant. We've discussed two key preliminary steps, lets jump into what's next. You've got lots of calls waiting for returns, right? </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 3: Talk to Your Accountant</b></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">This one may not have occurred to you, but talk to your accountant. (Don' have one? Get one.) Your assistant will be an employee - especially from the the perspective of the three most dreaded letters of the alphabet - IRS. Yes, you will pay your assistant, but guess what? You will have some expenses that may not be familiar to you if you are new to employing others. Withholding taxes, W2 documents, and mileage reimbursement costs are all good points of discussion for your accountant. The key point is to be informed and understand that your cost will be more than just an hourly rate. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Step 4: What Type of Assistant Do You Need? </b></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Aren't we ready to hire the person yet?! Nope. Great assistants usually follow careful planning. So let's continue with the set up. What type of service do you want from your assistant ? Consider these choices:</span><br />
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<li dir="ltr" style="list-style-type: disc; vertical-align: baseline;"><span style="vertical-align: baseline; white-space: pre-wrap;">Admin<span style="font-weight: normal;">: If your primary need is processing paperwork, banking, email, and postal correspondence, focus your attention and job description here. Also, consider if the person has to work in the same location as you. Could he or she work from home or remote location? There are individuals and firms that specialize in supporting real estate agents while working virtually and digitally to support you. </span></span></li>
<li dir="ltr" style="list-style-type: disc; vertical-align: baseline;"><span style="vertical-align: baseline; white-space: pre-wrap;">Marketing<span style="font-weight: normal;">: you want help with those post cards don't you? Can't tell HTML from a PDF? Organizing your next open house just makes you want to say, "Ain't got time for that!" - if this is you, focus your effort on finding an assistant who loves to market, publicize, and write copy. </span></span></li>
<li dir="ltr" style="list-style-type: disc; vertical-align: baseline;"><span style="vertical-align: baseline; white-space: pre-wrap;">Agent<span style="font-weight: normal;">: So tired of first time buyers? Can't return all your lead calls? Don't want to travel that far for new business? Your assistant should be licensed to sell and thrill. Get dialed in on finding an assistant who carries an officially endorsed real estate license. </span></span></li>
<li dir="ltr" style="list-style-type: disc; vertical-align: baseline;"><span style="vertical-align: baseline; white-space: pre-wrap;">Note limitations for non-licensees<span style="font-weight: normal;">: It's important to note what non-licensed assistants can and can not do. Here's a link from our friends at the North Carolina Real Estate Commission to remind you what's what on the matter: </span><a href="http://www.ncrec.state.nc.us/publications-bulletins/BulletinOct2012.pdf" style="font-weight: normal;">NCREC Commission Bulletin</a><span style="font-weight: normal;"> (see page 4)</span></span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="white-space: pre-wrap;">Stay tuned, we have a few more steps to take and you'll have a great candidate working for you! </span></span><br />
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Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-1049494632266848322013-02-27T10:46:00.000-05:002013-02-28T10:40:02.527-05:00Time for Assistant? Step 2<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: Arial, Helvetica, sans-serif;">The purpose for your assistant is defined. In writing. Do not proceed to the next step until its written down. Seriously. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Okay, so now we can move on to the second step. Nope, we're not ready to advertise to the public or talk to our favorite contact. Step two involves more thinking. It's all about creating a job description or the key results that you want from the position. What are the daily skills, activities, and responsibilities needed to be successful? For example, you may want your assistant to handle processing sales contracts to turn in at the office. What's the proper procedure? What do they do if a form is missing? What is the deadline for turning the contract into the company admin? Ask and answer these detail questions to get your tasks and descriptions. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">It's valuable to think in terms of <i>measurement</i>. How will you know when your assistant has been successful at a task? Define objective criteria that you will use so that both of you know whether the mark has been hit. Not only is it important to define each task, but let's admit it, you're picky. And a control freak. You think its better to do everything yourself rather than take the risk of delegate. Wrong. Delegation is a step to your maturity as a businessperson. Great business people don't do all the work. Get expanding results by working with and through others. So take the time to write down the task and how you want it done. Providing detail increases the probability of your hire succeeding. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Your written job description will soon be a powerful tool for your interviews. It is there to insure that you hire the right person for the job, not the person you like. There's a big difference between the two. Remember that your assistant is there to address some of your weaknesses and more than likely, she or he will not be like you in temperament.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Step 1: Define the purpose of the position</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Step 2: Write a detailed job description that focuses on measurable tasks. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Our next post in the series involves talking to someone you may not have considered. </span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-66764625206303850812012-09-10T08:37:00.000-04:002012-09-10T08:37:00.154-04:00Time for An Assistant? Step 1<span style="font-family: Arial, Helvetica, sans-serif;">So your desk is buried, your inbox is full, and the calendar is unmanageable. "Wasn't I supposed to send some postcards out last week?" The checks are great, but managing all the activity is getting to be a bit much. Maybe it's time for an assistant?</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">When you reach this point as an agent, celebrate! But also note that it is time to start working <i>differently</i>. In order to keep growing, it's not about stretching your self even thinner. It is about learning to work through others, a whole new skill set. Consider bringing an assistant on board. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">The big trap is hiring too quickly and without proper planning. Think you're busy now? Try adding an assistant that doesn't work well for you. That will raise the stress meter several more points. Before posting that you're hiring, consider your purpose. The big question is "What do I want from my assistant?"</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">There are six key steps to take BEFORE hiring. Let's review the first step, defining your purpose.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">One key purpose may be <b>services</b>. Because you're stretched thin, your service level has fallen off standard. You just don't have time to do the the little extras you used to do, the little extras that often lead to referrals. A service focused assistant is one that elevates your whole client care process. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Income</b>: already paddling faster than you ever thought you could? To reach new heights of check collection, get an assistant to cover lower level tasks so that you can focus on making it rain - lead generation, prospecting, working your network. Analyze the income you generate from essential tasks, and assign the lower ones to your assistant. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;"><b>Time</b>: Kids see you at home and ask, "Who are you?" Maybe you're spending a bit too much time showing property. An assistant can help you carve down your total working hours each week, freeing time to invest with your most important people. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">More than likely you want a blend of these three areas. The critical step is deciding why you will hire an assistant rather than just reacting to your excessive work load. Key performance measures, after orientation and training period: your assistant should enable you to increase your revenue by a minimum of 33% and decrease your time at work by 20%. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Next up, defining Key Results. </span>Anonymousnoreply@blogger.com1tag:blogger.com,1999:blog-4212767022277577766.post-54947919383205103022012-07-23T12:15:00.000-04:002012-07-23T12:15:00.423-04:00The Thief<span style="font-family: Arial, Helvetica, sans-serif;">We work in an industry filled with comparisons. </span><span style="background-color: white; font-family: Arial, Helvetica, sans-serif;">How did you perform last quarter vs. this one? compared to your best-year-ever? </span><span style="background-color: white; font-family: Arial, Helvetica, sans-serif;">current performance vs. the goals you set in January? And perhaps toughest of all, we compare ourselves to our peers in the office, in the company, and among the board of Realtors. Remember, there is that big awards event just after the finish of the year. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">All these comparisons create pressure. For the competitive types, it's motivational. For others it's entertaining, and for some it creates a force that leads to negative thinking. I have always been a score keeper. Early in life, it became unhealthy - always measuring myself against others and later against goals that often wore me out. Today, I still like to consider the comparisons, but I like to think I have changed and matured a bit in that area. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">In my yoga practice this week, our teacher reminded us not to consider how we perform in comparison to others in the class. It's particularly American and athletic to measure how you are doing by monitoring others. Yoga provides a different matrix: just perform what feels good today. As she continued her instruction, Loretta said, "Comparison is the thief of joy." One of those truths that makes you go, "hmmmmm."</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Comparisons aren't going away in the sales industry, but be sure to give yourself moments to be joyful. Reflect on what you achieved and experienced today. Celebrate the victories and laugh at the failures. Keep that thief out of your mind and enjoy the journey. </span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-40426888100533476182012-03-11T19:31:00.000-04:002012-03-12T10:31:33.826-04:00Make Their Day<iframe allowfullscreen="" frameborder="0" height="315" src="http://www.youtube.com/embed/5IO39LJUDEo?rel=0" width="420"></iframe><br />
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This past week I had a thirty minute face-to-face conversation with a vendor who was working to earn the business of our firm. He made eye contact, asked great questions, and made a very strong impact. The crazy thing was that we were twelve miles apart the entire time. Through video conferencing we were able to speak face-to-face with our smart phones. I really felt like we had been together for an effective meeting.<br />
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Video is a powerful tool for improving our communications. Consider putting it to work for you this week. What if you were to take the simple step of posting a video message to one or two key prospects this week? Imagine how they would feel about your effort. Here's how you can do it using Facebook. <br />
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Start by finding a status update for one of your key contacts on Facebook. Second, record a video message using your smart phone. <br />
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The third step is to upload the video onto the other person's Facebook page. You can do this by navigating to their page, choosing "Share photo", and then selecting the footage you just recorded on your phone. Select the video file just like you would a photo; it will upload just the same. You probably want to keep your video under 60 seconds in length. <br />
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Run a few different approaches and see what kind of response you get. You'll have people talking and hopefully sharing the file across their network.<br />
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Here are a few other ways to impact your network with short videos on Facebook:<br />
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<li>Send a birthday greeting - make someone's day by singing them the traditional or telling them what you appreciate about them.</li>
<li>Take quick footage of an important event. Combine it with a few notes on what happened.</li>
<li>Attending the big game? Get a quick clip with you in it to share the experience.</li>
<li>Previewing homes: find the perfect match for your buyer and send a video preview with your narration while still on location. </li>
<li>Open House: record your invitation, share a feature, and upload your message just before the event begins. </li>
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Creativity is important. Think video and you will start discovering ideas all over town. I look forward to watching your next production.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-65123120790480535752012-02-21T15:50:00.000-05:002012-02-21T15:50:51.279-05:00The Phone Awaits<iframe allowfullscreen="" frameborder="0" height="315" src="http://www.youtube.com/embed/OaiSHcHM0PA?rel=0" width="420"></iframe><br />
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Not many people work the phone harder than Jerry Maguire. We do live in a cynical world, and we do work in a business with tough competitors. Phone calls are a big part of it.<br />
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Is your Android staring at you? Does the iPhone mock you? "I <i>dare</i> you to make a call!" - you might hear that smart phone making fun of you. No matter the experience level, sales professionals all struggle with making calls routinely. Some days it's easy; many days it is a challenge. Whether you call it "The Hour of Power," "Dialing for Dollars" or "A Core Workout" - consider these tips to keep you on track:<br />
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<li>Be Organized: have your database open, phone numbers handy, and be ready to take notes.</li>
<li>Define the Purpose: every call has a reason, know what yours is by <i>writing</i> it down before making the call. </li>
<li>Timer: you're working and time is money. Try to keep most calls to 5 minutes or less. Be friendly <i>and</i> efficient. </li>
<li>Energy: schedule the daily call session at a time when you are normally energetic. Take a quick walk, stretch a bit, and a few deep breaths before you start to raise your energy level. However, don't pant - that freaks people out on the receiving end :) </li>
<li>Visualize: before you dial, visualize your contact and imagine a very successful call. See it in your mind, grasshopper. Really, it's powerful. </li>
<li>Transfer feeling: make your contact feel valued, appreciated, and important. You know everyone wears a sign that says, "Make me feel special." Maybe you won't get a business result, but we can't go wrong by making someone's day. </li>
<li>Keep balanced: work your way up to ten calls daily, usually in sixty minutes. When you reach that level, keep it there. Rather than burning out in a few maximum sessions, finish with a little gas in the tank. Better to have enthusiasm for the next session than exhausting the dialing fingers in one major event. </li>
</ul>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-57199576949232399622012-02-02T06:37:00.000-05:002012-02-02T06:37:00.544-05:00Try Something NewGetting a little bored with the routine of your business? One way to gather new energy is to bring in a new practice. Our first responses to a new tool, technique, or technology usually centers on limited time or fear of failure. Step one: block two hours as an appointment, early in the day makes it even better. Step two: give yourself permission to fail. In fact, make it a results- free effort. <div>
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Immersion is one of the best ways to learn a new practice. Rather than just squeezing it in from time to time, carve out large chunks of time to work on your new practice. Be creative, look for the expected applications, and create new ways to apply the new skill. Here are a few tech tools you may want to try on: </div>
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<ul>
<li><a href="http://www.topproducer.com/">Top Producer CRM</a> : application tool for managing contacts and setting up routine communications. </li>
<li><a href="http://www.yelp.com/">Yelp</a>: social networking tool to engage with local businesses and promote your own services. </li>
<li>Blog: let the world know what you think in writing, images, or video. Try <a href="http://www.blogger.com/">Blogger</a> to get started with a simple tool. </li>
<li><a href="http://www.trulia.com/">Trulia</a>: post your listing, check in properties, pull showing stats. </li>
<li><a href="http://www.postlets.com/">Postlets</a>: market your properties across the Internet. </li>
<li><a href="http://www.youtube.com/">YouTube</a>: start your own channel and build an audience. </li>
<li><a href="http://twitter.com/">Twitter</a>: it's a crazy world in there, but the possibilities are endless. Consider writing to a specific community and build your contacts there. </li>
</ul>
</div>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-59587466212118656992012-01-29T16:37:00.000-05:002012-01-29T16:37:00.496-05:00State of Your Business<div class="separator" style="clear: both; text-align: center;">
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<a href="http://3.bp.blogspot.com/-VTx2ou7pYRc/TySbYxik65I/AAAAAAAABzQ/vlDUkS76JgY/s1600/StateUnion.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="212" src="http://3.bp.blogspot.com/-VTx2ou7pYRc/TySbYxik65I/AAAAAAAABzQ/vlDUkS76JgY/s320/StateUnion.jpg" width="320" /></a></div>
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Last week, President Obama filled us in on the State of the Union. What's going well, where we need to improve, and his plan for action in the next year were all part of that speech. Countries, states, and even businesses can all benefit from taking an annual look at the big picture. <br />
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This week consider the state of your business, write down your thoughts, plan new action, and make a public address by sharing it with colleagues and key contacts. You extra-effort people can put on a suit and even give the address by video. Might be hard to get "Hail to the Chief" ratings, but you never know. Here's a few questions to get you started:<br />
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<ul>
<li>What did you do well in the past year? Be specific.</li>
<li>If your sales results continue on their current path, what will result for you this year? </li>
<li>What is the condition of your prospecting? presentations? transaction checklists? </li>
<li>What are three areas that could most improve your efforts? </li>
<li>What would you like to improve with education? </li>
<li>What do the past year of expenses indicate? What's the budget focus and detail for the upcoming year? Where do you need to invest? </li>
<li>What is your vision of success? What will take you to make significant progress this year? How will you know you are successful? </li>
</ul>
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I would love to read or see the message you create. Most importantly, let it inspire you to achieve new heights. My fellow Americans, let's see what we can do.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-59678420101644029922011-12-05T06:37:00.000-05:002011-12-05T06:37:00.207-05:00Ready for Video<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/eKWkmwBXduw?feature=player_embedded' frameborder='0'></iframe></div>
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Video search is becoming a key component of the Internet experience. Hopefully you can capture video with either your smart phone, tablet, or digital camera. Then its a matter of posting to your choice of hosting sites like YouTube or Vimeo. Once we have the technology down, you may crash into a wall called "Content." To help you get off the mark and into action, here are some suggestions for developing your content:<br />
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<span class="Apple-style-span" style="color: blue;">Think like Your Audience</span>: we often get stumped on our own perspective. What's critical is to answer the question, "What does my audience want to watch?" Survey past clients in your daily prospecting, make it a point of conversation at open houses, and chat it up at your next event. You will quickly develop a list of ideas.<br />
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<span class="Apple-style-span" style="color: blue;">Imagine the Screen</span>: Instead of getting nervous in front of camera or mumbling your lines, give some thought to what's going onto the screen. Imagine what images and backgrounds you want. Position your self in the center, to the right or come in from an angle - give it some consideration before you start filming.<br />
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<span class="Apple-style-span" style="color: blue;">Plan It</span>: The story board is where directors plot out their work. You don't want too many scenes (leads to more editing work), but draw a few out to visualize your film before you create it.<br />
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<span class="Apple-style-span" style="color: blue;">Someone Else</span>: Some of you just are not eager to be in front of the camera. Good news! You don't have to be the star of the show. Put out great video content with other people as the celebrities. Here are two key sources -<br />
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<span class="Apple-style-span" style="color: blue;">Endorsements</span>: Past clients and others who have worked with you professionally can make strong leads. Let them tell the world what's great about working with you, how their real estate story unfolded, and what to expect from your service approach.<br />
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<span class="Apple-style-span" style="color: blue;">Love Your Network</span>: No - not NBC, CBS, or ESPN. <i>Your</i> network. Your vendor team, reps from your charity, and local civic officials can all make great interviews. Consider pulling in the town planner to describe the next road expansion, a small town mayor to promote the new park, or your non-profit friend to tell us about their work. <br />
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Keep at it, and get that video going! I look forward to watching your channel.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-1276700016168486292011-11-15T16:21:00.001-05:002011-11-15T17:27:27.193-05:00Out of the Box<div class="separator" style="clear: both; text-align: center;">
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">New technology - phone, tablet, computer. They just keep releasing in unrelenting waves. Droid phones seem to have a new model every month; we wait holding our breath for live tweets from the latest Apple summit, and now Sprint has the iPhone. How to keep up? More importantly, how to make it all productive?</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">New technology can sit in the box or you can engage it to grow your business. Here are four key affirmations for making new equipment work for you:</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><b>Be Curious</b>: I am truly amazed when I hear someone say, "I haven't even take it out of the box yet." Is there something in there that is going to bite, explode or contaminate you? Dive in. Be a child. Go wild and maybe even skip the manual. My friend JG just laughs about reference materials. He'll say, "It's an Apple. Just turn it on!" One key quality to leveraging technology is curiosity. The tools are made for you; good products wont' break from you pushing buttons, apps, or icons just to see what happens. Explore.</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><b>Be Steady</b>: like most new toys, the interest in technology can fade. Instead of getting bored with it, consider making a commitment to it. Continual learning in manageable doses is what helps an agent become more productive. Staying up all night with your new iPad will just make your eyes burn the next day. Be steady and set out a course of learning that is sustainable. A little bit in small doses will have you on the expert platform in a few months.</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><b>Be Talking</b>: there's a lot to learn from other people, especially the ones who are using the same iPad, Droid, or App as you. Ask and post questions. Share your own insights. There is always someone ahead of you and also someone behind you in the learning curve. Be generous. The community can help you progress and process much faster.</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><b>Be Outside</b>: it is easy to get a narrow focus. Yes, other real estate agents with a tech focus can teach you a lot about your new device. But look outside your industry to discover something no one else inside your industry is yet doing. Ask a home builder, a designer, or a medical sales rep how she uses her iPad. You'll learn something helpful while expanding your network.</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">So go ahead, crack the cellophane and get busy making that technology work for you. </span><br />
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<br />Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-72125681945948432522011-10-20T05:37:00.001-04:002011-10-20T05:37:00.643-04:00That Something SpecialEver seen a great agent in a public place? In a restaurant, at a sporting event, or at a charity function, they magnetically draw people and conversations. It can be intimidating. I know I have asked the question, "How am I supposed to compete with <i>that</i>?" What we are witnessing is the combination of confidence and charisma. The mistake we can make is concluding that some people have it, and some don't. Wrong. You are a charismatic person, you just have to make the decision to let it out. Great agents do have a radiance, a celebrity, and a confidence that opens doors of opportunities. Here's a few thoughts to help you open that very same lock:<br />
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1.<b><span class="Apple-style-span" style="color: blue;"> Be True to Your Self</span></b>: charisma is not about being someone else; it is about being authentically you. Know, accept, and present yourself the way you like to be. We all have a meter that registers "phony" and none of us like to detect it. Take a temperament test and give some time and thought to why you are the way you are. Then be that way. People are drawn to those who are real, genuine, and comfortable with themselves.<br />
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2. <b><span class="Apple-style-span" style="color: blue;">Competence Generates Confidence</span></b>: As a young adult, I hated to go to parties. Didn't know what to say, where to stand, or when to enter and exit conversations. Even worse, I am an introvert so the whole experience just drained me. I could choose to avoid these events, but through encouragement from loving people, I instead embraced competence. I kept going, and worked at it. I watched better people work them room and I embraced skills to help me engage others. Today, I can work a room with the best of them. Simply because I learned and practiced. Each of us have weaknesses that inhibit us professionally. Embrace the importance of that task and grow your confidence through study and practice.<br />
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3. <span class="Apple-style-span" style="color: blue;"><b>Be Happ</b></span>y: Humans are drawn to energy, joy, and warmth. Charisma is the overflow of joy. Our personal relationships, our connection with work, and our spiritual lives all impact the level of inner joy that we have available to share with others. Demonstrate happiness by consciously smiling, being physically energetic, and demonstrating body language that welcomes people in your direction. <br />
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3. <b><span class="Apple-style-span" style="color: blue;">Dress Well</span></b>: Stop. I didn't say expensive or fancy or untrue-to-your-inner-hippy-values. If jeans are what make you feel great, wear them. If you operate best in an a-line dress, put it on. The key is that your clothes are neat, fit properly, and speak what you intend. My baseball cap, sandals and shorts scream "off-work, weekend time!" We must accept that fashion communicates. If you want to be taken seriously, then dress in a way that will communicate that to your audience. Invest time and more importantly, thought, into your wardrobe. Colors and cuts that accentuate your body contribute to the charisma factor. <br />
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Okay, so we've explored some basics of great real estate agents: systems, calendars, prospecting, and charisma. Let's keep working at it, and I will look for you at the center of the room at the next big party.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-50638417722667635702011-10-17T05:27:00.005-04:002011-10-17T05:27:00.406-04:00The Next Step IS A Step To Greatness<div class="separator" style="clear: both; text-align: center;"><a href="http://1.bp.blogspot.com/-L4kWhGl-f5E/TpmeTQN7FII/AAAAAAAABuo/nYVhhqzTQKo/s1600/Walking%252520feet.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="196" src="http://1.bp.blogspot.com/-L4kWhGl-f5E/TpmeTQN7FII/AAAAAAAABuo/nYVhhqzTQKo/s200/Walking%252520feet.jpg" width="200" /></a></div><br />
So far in our series on great agent qualities we've discovered that they have systems for many of their repeatable tasks and service points. Second, they take control of their time and shape it to their goals. In this post, let's consider the next step to greatness. Actually that is the quality: taking the next step. Great agents are constantly helping prospects and clients take another step. These agents understand that our work is not about inspiring action that moves a prospect from hello to closing in one catapult launch. Nope, they know the critical value of small increments and how to encourage them. Nobody likes to prospect, but helping people take the next, and correct, step is pretty exciting. Great agents see every encounter with their network as an opportunity to help that member move forward. It's a contribution not a pitch. Let's consider a few points on how it's done:<br />
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<b><span class="Apple-style-span" style="color: blue;">It's essential, but not central</span></b>: Every conversation is an opportunity to move the listener to engage or endorse your service. The problem is we don't want to be pushy and end up getting push-back. Casual encounters merit casual proposals. I love concluding random conversations with Buffini's line, "Oh, by the way...." Great agents don't just let a casual conversant walk away, they complete that "Oh, by the way... " with "I am hosting an open house this weekend," or "I just listed a home at ..." By so doing they provide specific information and encourage the contact to take a step forward.<br />
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<b><span class="Apple-style-span" style="color: blue;">Ask leading questions</span></b>: effective questions can motivate the next step. "Mr. and Mrs. NotSureIWannaBuy, what do you most want in a home that belongs exclusively to you?" That question does not sign them up as clients, but it helps the prospect explore their motivations and goals with you involved. The ability to ask questions that are direct, exploratory, and inspiring is an ability that great sales people possess. Let's work on that skill daily. Here's a good question for you: What's the best question you asked today? Gotch'ya! :)<br />
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<span class="Apple-style-span" style="color: blue;"><b>Focus on THEIR goal</b></span>: Knowing your contact's goal - in life, in business, with family, and certainly in real estate is truly important. It becomes valuable when you direct that information to help your prospect take another step in the right direction. "Mr. and Mrs. Seller, I understand this offer requires you to bring cash to closing and move later than you wanted, but it does enable you to get your monthly budget in line with the income of your new job. You did tell me that was your goal when we listed the home." Great agents know the goals of their clients and network. They work with that information to help those people take the next step in the climb to achievement.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-48365441140949540022011-10-10T14:25:00.001-04:002011-10-10T14:25:56.476-04:00Is Your Time Making a Mess?<div class="separator" style="clear: both; text-align: center;">
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Water and time, what do they have in common? Both flow whether you direct them or not. Consider a wash clothe soaked in water. Lay it on a counter and the water begins to seep out in every direction seeking the <i>lowest</i> point possible. Take that same cloth and give it a good twist with both hands and you have a channel of water that goes where you direct it. Time tends to flow in similar fashion, direct it or make a mess. <div>
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In our last post we began our series on great real estate agents; we focused on their common quality of systems. A second shared quality among them is <span class="Apple-style-span" style="color: red; font-weight: bold;">they direct and control time to accomplish their objectives. </span><span class="Apple-style-span">They know what they are doing each day, what time they will do it, and how much time they will commit to each planned task. Great agents place high value on time and they get more done in the same hours than others do. </span></div>
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<span class="Apple-style-span">Here are a few tips for improving your clock control: </span></div>
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<u>"Every night, plan the next day</u>" - Danielle Kennedy</div>
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<li>WRITE down your three most important objectives</li>
<li>POST them in your calendar as appointments with yourself</li>
<li>DECIDE when you will start and when you will stop</li>
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<u>Analyze the time you spend each week</u></div>
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<ul>
<li>Create categories: prospecting, social media, listing appointments, buyer time</li>
<li>Track every 30 minutes of business activity and assign it to one category</li>
<li>At the end of a week, total the time in each category</li>
<li>Are you spending enough time in dollar productive activity? in the right activities?</li>
</ul>
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<u>Set deadlines for key activities</u></div>
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<ul>
<li>Deadlines create energy</li>
<li>Deadlines prevent the mythical pursuit of perfection. It's critical to get it done, not perfect. </li>
<li>Deadlines clear mental clutter: Getting this project done allows one to start the next one with fewer distractions and greater focus.</li>
</ul>
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<u>Create an Ideal Week</u>: draft a template calendar to block time for what's important in life and business. Start with your personal commitments and then add the blocks that are essential to professional success: phone calls, recurring meetings, education, client time, social media, etc. Rarely will reality match this template for your week, but having a guideline will allow you to slot more of the appointments into your preferences while allowing you to say "No," to unimportant requests. </div>
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Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-90977916198729306012011-10-06T06:07:00.000-04:002011-10-06T06:07:00.359-04:00Becoming a Great AgentI am fortunate to be around many great agents, even some who are super producers. I often wonder, "What gets them such different results?" Over the next few posts, let's consider four qualities that produce that great agent difference. If you want to grow your results, your production, your income - these are points that will help you do it.<br />
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Point 1: <b><span class="Apple-style-span" style="color: red;">Great agents have defined systems</span></b>. They are not inventing the wheel over and over. They don't have to slow down to determine what needs to happen at this point in the transaction. They <i>know</i>. How? They have systems. Activities that need repeating: Buyer interviews, listing appointment follow up, contract to closing duties, monthly communication with past clients - Great agents have systems that guide them through these activities. Super producers may delegate the task to others, but the habit to imitate is systems. Start small and grow from there:<br />
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<ul>
<li>Define a process that you are currently repeating</li>
<li>Write down every step in simple brain storm fashion</li>
<li>Let it simmer a few days - you'll think of other items to add</li>
<li>Sequence the order of the steps</li>
<li>Pick a tool: spreadsheet, Google Doc, or action plan from your database tool </li>
<li>Input the system into that tool</li>
<li>Execute and test</li>
<li>Refine and keep rolling along</li>
</ul>
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Give it a try on one of your small routines this week. See where you can grow. </div>
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Next post we'll look at another quality of great agents: prospecting. What are they doing differently? </div>
Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-42092241945100180082011-10-03T09:32:00.001-04:002011-10-03T09:40:51.721-04:00Getting Important Stuff Done This Week<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Ever struggle with getting the RIGHT things done? Here's a quick coaching point to help you make sure you complete your most important tasks this week. </span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Now let's review: </span><br />
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<li><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Have a planning time late on Sunday or FIRST thing Monday morning</span></li>
<li><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Determine what's important</span></li>
<li><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Schedule these activities on your calendar:</span></li>
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"> When you won't be interrupted</span><br />
<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"> When your energy flow will match the work<br /> When you have the tools at hand to complete the task</span><br />
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<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Hope you will share what results!</span>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-64575114629980542842011-07-25T16:42:00.000-04:002011-07-25T16:42:11.608-04:00Time for an Edit?<div class="separator" style="clear: both; text-align: center;"><a href="http://4.bp.blogspot.com/-Q3JiA5MtuWU/Ti3TfQwuflI/AAAAAAAABsI/R9rxKNmKqwk/s1600/Edit+Cut.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://4.bp.blogspot.com/-Q3JiA5MtuWU/Ti3TfQwuflI/AAAAAAAABsI/R9rxKNmKqwk/s1600/Edit+Cut.jpg" /></a></div><br />
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Okay, so we have almost 70% of the selling year behind us. Let me ask you a painful question: How are you doing with the goals that you set in January? "Hmmmm," "ouch," and "let me get back to you on that one" - common answers in July. Most of us have experienced some movement away from our intentions for the year. I call that movement "drift". Inspections, headaches, personal issues, and blown up deals all contribute to drift. Drift can't be avoided, but we don't have to follow the riptide pull that can yank us away from achievement <br />
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A few ideas to get you back on track and energized (not terrorized) about those written goals:<br />
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<ul><li><span class="Apple-style-span" style="color: blue;"><b>Read your goals</b></span>. Instead of hiding your written goals (they MUST be written, otherwise you just have fluffy daydreams) at the bottom of your desk pile or in the back of the drawer, get them out and read them. Think about why you set them, what has gone right and wrong, and where you are in relation to them.</li>
<li><b style="color: blue;">Determine what's possible from this point. </b>Make an honest assessment of which ones you can hit and which ones are unrealistic. No blame necessary, just be honest with yourself. </li>
<li><b><span class="Apple-style-span" style="color: blue;">Make a re-write</span></b>. It happens all the time in Hollywood, why not on your MacBook? You can <i>change</i> your goals for the year during the year. You're not breaking any rules of sacred salesmanship. Re-write so that you have goals that motivate rather that annoy. The objective is to get moving again in the direction that YOU want to go. </li>
<li><b><span class="Apple-style-span" style="color: blue;">Tell someone.</span></b> Talk to your BIC, your coach, your spouse and a colleague in the office and let them know about your new goals and mid-year revisions. You will gain new insights and more energy from these discussions. Accountability and reporting are powerful forces for getting things done. The old management mantra rings true, "What gets measured, gets done." </li>
</ul>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-31080442169369429352011-07-14T16:37:00.003-04:002011-07-14T19:51:05.434-04:00Ready for Video?<div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/4YRV3uh91W8?feature=player_embedded' frameborder='0'></iframe></div><br />
Ready for your screen test? From what I have seen lately, many Realtors are camera shy while a small group is off and running with their own video productions. Recording in front of a just sold, interviewing with clients, and reporting from talking heads characterize the early round of video among work by real estate agents. I even know of an agent who routinely films an update while she is driving around her market (not sure I recommend that approach without an insurance bump). <br />
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Nevertheless, it is time for all of us to jump in to film. Get out your smart phone and start the digital tape rolling. Here are a few key tips to launch you on your way.<br />
<ul><li>Get comfortable with the video features of your smart phone. Don't have one? Get one. Practice filming, take samples, make mistakes. No one gets it right the first time. </li>
<li>Plan your creation: just remember that any effort that includes more than one shot will require editing. Editing creates better productions, but it will add more time to your effort. My time on today's video was three minutes planning, two minutes filming, four minutes to post on YouTube, and a final two minutes to login and capture the link: 11 minute project. (We used an iPhone to film) </li>
<li>Think small: 30-90 second clips are ideal for Facebook, Twitter, and blog posts. </li>
<li>Develop a list of topics: What would make a good video message for your audience? Instead of thinking I need to make a video, be more specific. Example? A video with a short interview of the HOA president would be an engaging post for your neighborhood farm.</li>
</ul>Above all, don't wait. Experiment, create, dabble, and make video creation a regular part of your marketing efforts. Share your work, get feedback, and let's see your next production. Look that camera right in the lense and make something special. Props to cinematographer Zach Schabot for work on today's shoot. Action!Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-76380105880531255442011-06-15T18:33:00.001-04:002011-06-16T10:43:42.634-04:00Recruited?<div class="separator" style="clear: both; text-align: center;"><a href="http://1.bp.blogspot.com/-V7ZUIEKpMkQ/TfkyF9hRIJI/AAAAAAAABrg/tABkOgUWzp4/s1600/annoyed.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="200" src="http://1.bp.blogspot.com/-V7ZUIEKpMkQ/TfkyF9hRIJI/AAAAAAAABrg/tABkOgUWzp4/s200/annoyed.jpeg" width="170" /></a></div><br />
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BIC: "Hi, this is ____ from ___ agency, calling to talk to you about our firm."<br />
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Agent: "Oh."<br />
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BIC: "Hoping that we can connect for coffee and talk about your career a bit."<br />
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Agent:"I am happy where I'm at. And very busy today with yada yada yada."<br />
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...<br />
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You had this conversation? If so, take it as an honor. Something about you and your work performance in real estate was good enough to get you noticed.<br />
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I have been on the receiving end of some of these calls. I have to admit, I was often rude, short, and dismissive. Basically, I communicated, "I am busy! Now leave me alone." I missed some important opportunities with that response. <br />
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I have also made the call, plenty of times. I screwed it up on that side of the phone, too. Failed to lay the proper ground work, made the wrong pitch, often called at the wrong time.<br />
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So what's a productive agent to do when they receive the recruiting call from another agency? Here are a few things to keep in mind:<br />
<ul><li><b><span class="Apple-style-span" style="color: blue;">Karma</span></b>: treat a fellow professional poorly in our industry and it will usually come back to bite you. Hard. That BIC on the phone may be in the middle of resolving your co-brokered, disputed transaction in six months or sitting beside you on an association committee or serving in your favorite charity group. Oops. It never hurts to be courteous. </li>
<li><b><span class="Apple-style-span" style="color: blue;">BICs have feelings, too ... and memories</span></b>. Remember how drained you felt after making five consecutive FSBO calls, all of whom were not thrilled to hear your voice? BICs have to prospect just like you. A big measure of their performance is recruiting the best talent in the market. Even if you are not going to leave your current firm, be glad someone respects your performance. What better time to build a bridge for a future need than on the current call you just received from a competing manager? </li>
<li><b><span class="Apple-style-span" style="color: blue;">Things Change</span></b>: the firm you may never, ever, not-under-any-circumstances leave might be totally different when you show up tomorrow at 9. Managers retire, close colleagues move to new opportunities, office assignments shuffle and commission plans change. Even if you don't make a move, your company might be entirely different next year. In this market, it probably will be.</li>
<li><span class="Apple-style-span" style="color: blue;"><b>Create Options</b></span>: wise people make back-up plans. If your current company quickly went sour, where would you go? It is far better to take your time with that decision than to be forced to address the unknown with limited time. The very brightest agents know exactly where they would go <i>before</i> they need to make the change. In fact, they usually have already built a relationship with another manager as preparation for that rainy day. </li>
</ul><div>So don't be annoyed when that BIC rings your number. Perhaps a better response would be, "I'm glad you made the call." </div>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-17494165871480576372011-02-23T10:40:00.000-05:002011-02-23T10:40:59.781-05:00What You Say?What people say around you has a great impact on your performance. Yesterday as the business day was winding down, one of my colleagues walked by and said quietly, almost to herself, "I am going to go be better now and do my run." <i>Be Better</i> is a big theme with our team this year, so it is part of our office dialogue throughout each day. Yesterday, those words really hit me. She was going to push through and complete that run. <br />
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I also had a workout scheduled for the afternoon. Tuesdays are very busy days in my routine, and I was thinking about letting the work out slide. Eventually, I decided I would still make it to the gym, but I would modify the planned work out from swim (difficult) to treadmill (easy). As I pulled in the parking lot, I kept hearing those words, "I'm going to go be better." They rubbed off. I got in the pool and knocked out the laps. Never would have done that without the unintended push from my office mate.<br />
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Wherever you are today, remember that your words have power. They will shape your actions, influence your emotions, and they will influence everyone who hears. A few questions to help you shape your environment:<br />
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<ul><li>Does what I am saying raise the energy or deplete it? </li>
<li>What can I say to affirm what my colleagues are doing around me? </li>
<li>How do I bring laughter to others and attention to their accomplishments?</li>
<li>How can I shape this work environment to make it a little better? </li>
</ul>Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com1tag:blogger.com,1999:blog-4212767022277577766.post-29981992330068559112011-02-17T02:30:00.001-05:002011-02-17T02:30:00.899-05:00When Fear Sets In<div class="separator" style="clear: both; text-align: center;"><a href="http://3.bp.blogspot.com/-orqwF5rg_II/TVcwDi6h4ZI/AAAAAAAABnU/VvQ6enyr8_A/s1600/yelling+man_DontWannaCall.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="http://3.bp.blogspot.com/-orqwF5rg_II/TVcwDi6h4ZI/AAAAAAAABnU/VvQ6enyr8_A/s320/yelling+man_DontWannaCall.jpg" width="320" /></a></div><br />
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We all have fears. What we do with them often determines the outcome. One of the most common fears for sales professionals relates to prospecting. We all fear rejection by someone that we call or see in person. Here are a few suggestions for managing that fear:<br />
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<b>Plan Your Contact</b>: make sure you know what you want to accomplish with the encounter and be prepared to deliver it.<br />
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<b>Identify your Benefit:</b> what valuable service and skill are you bringing to this prospect? Most people are glad to receive a benefit. If your sole purpose is to <i>get</i>, then you have good reason to fear. If you know what to <i>give</i> and that it has value to the recepient, then you can be excited about the contact.<br />
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<b>Be Competent</b>: people enjoy working with those who are competent. Make your presentation remarkable, impressive, and full of values that could not be expected. Competence is a quality that attracts people to us.<br />
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<b>Use the Energy</b>: fear releases adrenaline. When you pick up the phone for prospecting you may notice an increase in your heart rate or quickening of your breath. That's okay. Make the energy work for you. Rather than fight or flight, take that energy and use it elevate your delivery and impact. Enthusiasm spreads.<br />
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Now pick up the phone. It's okay. Really.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-24186029898752372132011-02-14T04:30:00.002-05:002011-02-14T04:30:01.726-05:00Who's Your Coach?<iframe allowfullscreen="" frameborder="0" height="349" src="http://www.youtube.com/embed/o7sCTI83_2o?rel=0" title="YouTube video player" width="425"></iframe><br />
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As you can see from this video, coaches can have a tremendous impact. In case you're not a sports fan, just search for John Wooden on the Internet if you want to know more about one of the greatest coaches of all time. It is a challenge to find a coach with whom you can work successfully, but it is critical to your success. Here are a few qualities to consider as you think about a business coach:<br />
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<b>Experience</b>: Have they been where I want to go?<br />
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<b>Focus</b>: It is hard to do, but a great coach will make the process totally about you. They are not trying to prove their ability as an instructor, but instead improving your ability as an agent.<br />
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<b>Integrate the Whole</b>: wise coaches understand that performance is not just connected to professional skills. Helping you identify the outside forces that limit and impact you is critical.<br />
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<b>Intelligence</b>: getting better is not always about working harder or even differently. Often the most limiting obstacles to sales people are in their minds. Helping you identify and change thought patterns is essential. <br />
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Kareem's life was changed dramatically by his coach. I hope you will both enjoy the same benefit and play the same role in the life of another. It can make all the difference in reaching a higher level of performance.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-33535001911977439982011-01-26T23:50:00.001-05:002011-01-26T23:50:00.162-05:00It Takes Two<div class="separator" style="clear: both; text-align: center;"><a href="http://1.bp.blogspot.com/_Ei_6bQGx7q8/TTu5AAFyTfI/AAAAAAAABm8/YGDc2gBKdqA/s1600/frasier.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://1.bp.blogspot.com/_Ei_6bQGx7q8/TTu5AAFyTfI/AAAAAAAABm8/YGDc2gBKdqA/s1600/frasier.jpg" /></a></div><br />
Okay quick trivia, can you remember all these partnerships?:<br />
<ul><li>Bert & Ernie</li>
<li>Sculley & Mulder</li>
<li>Crockett & Tubbs</li>
<li>Lucy and Ethel</li>
<li>Frasier & Niles (my favorite)</li>
<li>Andy & Barney</li>
<li>Pinky & the Brain</li>
</ul>They were all partnerships that succeeded in a variety of ways and formats. Solving crime, surviving the ordeals of housewives, the complexities of brotherhood, and of course to rule the world - these are some of the issues that these couples explore on American television.<br />
Like C&C Music Factory, I have come to believe that "it takes two to make a thing go right." In real estate sales, we can benefit from a partnership, particularly one that involves accountability for goal performance. Initiate and measure an accountability partner with these criteria:<br />
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<ul><li>Intention - you both want the relationship in order to perform your prospecting activities and increase performance.</li>
<li>Encouragement - who wants a grumpy partner? Make sure she is someone inspiring.</li>
<li>Tough- they don't accept those lame excuses; we don't need another person to let us off the hook.</li>
<li>Clarity - your goals are written, shared, and you both have deadlines for performance.</li>
<li>Check in - you both agree on how and when you will monitor performance.</li>
<li>Reward - what's all that hard work without some celebration? Have a beer, enjoy some coffee, get your nails done, or go to the game. </li>
</ul>The great real estate partnership has yet to break through on a television series, but in the mean time, make sure you are part of a memorable one in your office. I know I wouldn't have completed this post without the nudge of my own partner who kept me from loafing too much on the weekend. Thanks, Bonnie ;)Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0tag:blogger.com,1999:blog-4212767022277577766.post-19348225953884494242011-01-23T23:30:00.002-05:002011-01-23T23:30:00.747-05:00The First 24<div class="separator" style="clear: both; text-align: center;"><a href="http://2.bp.blogspot.com/_Ei_6bQGx7q8/TTuxEAjUiSI/AAAAAAAABm4/xr6Ws-Xi_p8/s1600/24.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://2.bp.blogspot.com/_Ei_6bQGx7q8/TTuxEAjUiSI/AAAAAAAABm4/xr6Ws-Xi_p8/s1600/24.jpg" /></a></div><br />
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Remember that Show <i>24</i> with Jack Bauer? Energy and adrenalin flowed with each tick on the digital clock that framed every episode of all eight seasons. Maybe we can apply a similar approach to our work for sellers. <br />
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The first 24 hours of a new listing are critical. Every agent can benefit from starting a digital timer the moment the seller inks the listing agreement. A lot can be done the first day, but what are the keys to success? Like most of our tasks in the industry, a clearly defined system will serve you well. An action plan in <a href="http://www.topproducer.com/">Top Producer</a>, a spreadsheet in Google Docs, or a laminated list if you prefer old school are all forms your system can take. The key is that you already know what to do before the clock starts. Here are a few items for that first 24:<br />
<ul><li>Leave a voice mail on the sellers' work lines, thanking them for their engagement </li>
<li>Order the sign and install</li>
<li>Acquire a back up key to the home for your car (in case that lock box gets jammed)</li>
<li>Order the photographer</li>
<li>Order the measurements</li>
<li>Email your key contacts with a photo and general information</li>
<li>Instant Message your office colleagues about the property</li>
<li>Don't post in MLS ... unless you have the photographs already in place</li>
<li>Order your web address for the independent page you will create</li>
<li>Contact matching buyer prospects from your database</li>
<li>Scan your listing agreement to accompany your e-mail reviewing steps for the seller </li>
<li>At the end of your first business day, report your activities and results to the seller by phone</li>
</ul><br />
You can add other key actions for that first 24 hours. The point is to have a plan and execute it well. Make sure the seller can document what you are doing - either by your phone call, e-mail, or web link showing your activities. One last tip: make sure you provide a positive surprise in your system. To generate referrals, we must over-deliver on service. Create that positive surprise by providing a cleaning service during the first week, adding a marketing piece that was not covered in your presentation, or my favorite - create a video message to introduce the home and post on the property blog.<br />
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With a proactive plan for the first 24, you launch the process with energy and give the seller security in their decision. You'll also be a hero, a little bit like Jack Bauer.Kevin Woodyhttp://www.blogger.com/profile/15182366841158774058noreply@blogger.com0