By Carla Cross
Carla Cross Seminars, Inc.
A shifting market demands owners and managers get out in front and lead!
It's time for you to go back and educate with a vengeance! Educate your agents to educate sellers and buyers. You can't rely on the market to sell houses!
Here are my top tips:
You must train your agents to be consultants. Educate your agents on market trends, not just comps. Show your agents how to get it priced right, or walk away. Educate your agents on educating buyers to make smart buying decisions in the very best market for buyers today.
Develop each agent through coaching. You can't keep looking at numbers of licensees you have to pull you through. Start looking at each agent you have as "developable" or not.
Switch to "high accountability" training. You've got to stop nurturing "on accident" agents (those that were in the right place at the right time!). Why? There just aren't many accidents any more. Instead, put some muscle into your training, with holding your agents accountable for critical actions as a result of your training. Get results!
You: "Killer" Recruiter and Selector. There will be less people coming into real estate. You must become a ninja of recruiting and selecting. Create a recruiting plan NOW and follow it every day. Get a selection method that takes the guesswork out and puts a system in place so you don't have that revolving door. You can't afford it anymore.
Apply Carla's 10% rule. If over 10% of your agents are non-productive, they're leading the pack! As a musician, I know I can't play better than the worst player in my band. Get rid of the deadwood, set production standards and imbue your company with awesome pride and loyalty.
Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc. and Carla Cross Coaching, specializing in real estate sales and management-the people issues. Cross, an international speaker and coach, is the author of 6 internationally published books, 20 productivity programs, and is a winner of the National Association of Realtors' National Educator of the Year award.
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Monday, March 17, 2008
You Might Have Gotten Lazy
By Walter Sanford
My clients joke that I do not waste words. Years of increasing prices and enthusiastic sellers and buyers have caused you to focus on the signature rather than the quality of your listings!
EVERY HASSLE IN REAL ESTATE CAN BE CURED
AT THE LISTING PRESENTATION!
What are some of the major goals of a great listing presentation? Many agents have forgotten what appreciation has done to their income. In the "good 'ol days," selling a $100,000 house was a big deal. Now in many areas, $500,000 to $800,000 homes are not unusual.
You have to remember that a $30,000 commission, the bragging rights of the acquisition of the listing, the buyers that the sign and internet portals develop, the inquiring additional sellers, and the follow up of those relationships over the years can create six figure increases in your net worth! Shooting from the hip at a listing presentation, just does not work any more.
Here are some of the major sign posts on your way to the best of the best of listing presentations:
Beating the Competition Every Time
My sellers were always been impressed that I asked more questions about their needs than the competition. In fact, how can you change a client's life if you do not know exactly what they are trying to achieve? By asking more questions up front, you know who you are up against by way of competition. If you can beat the competition, bring the MLS stats. Also, the client is going to appreciate that you cared about their needs. Once you find out about their needs with my pre-counseling questions, you will be in a better position to bring client-pleasing outcomes to the actual meeting.
Motivation of the Seller Allows Them to Flex With the Market
Many cities in the United States and Canada have seen the market slow - some massive, some just starting. Sellers need to be flexible with changing markets. The only seller who is truly flexible is one who has a goal that needs to be accomplished. Clients with unclear goals tend to spend less time being pre-counseled and answering questions. The proper counseling questions immediately determine whether or not the client is realistic. Many clients find it difficult to disclose their core motivation and initially require many well-planned, follow up questions to let loose of their inner-most desires of why they want to sell the home.
By knowing this core motivation, you can consistently remind the client of the end goal. Though the road might still be rocky, it will now be worth the ride. My pre-counseling was done by way of an initial phone interview then attached E-mail questionnaires and even a private spot on my website. This exclusive area of my website was set aside for sellers to review and submit their answers which were planned to disclose their motivation.
The Signature Means that You Have Shown the Client that You Care the Most
Agents who ask the most questions obviously show they care most about the client's outcome. Clients certainly appreciate this concern. This can be enhanced by consistently reminding the client, "Before I can develop a customized marketing plan, it is important that I understand exactly what you are trying to accomplish." A great listing presentation will always leave the impression that you have put the client in front of the commissions.
Under-Promise then Over-Deliver
A great listing presentation is filled with high-value perception items that do not cost a lot of time or money to accomplish. My listing presentation included over forty of these high-value perception items like innovative search engine strategies. When you spend less money and time in achieving a client's goal, you increase your net, which, of course, is important to obtain the savings account balance that you will need to make down payments as real estate becomes more affordable in your area!
Real estate agents who understand that 95% of marketing is how you price a home have to be able to make a winning listing presentation without promising thousands of dollars in expensive items. Remember, the internet took over print advertising approximately five years ago. The only reason that we used to spend so much money on print advertising was because your old, tired listing presentation did not turn your seller into a raving fan. By promising less expensive items than the competition, but delivering low-cost, high-value perceived items, you will find that it is easy to exceed your seller's expectations and have a higher net for yourself.
Market Commissions Mean Net Profit
One of the remnants of the exuberant market is that sellers have been conditioned to ask for and expect less in the way of commission cost. In tougher markets, clients scream for professionals who can achieve the client's goals. Professionals charge professional fees. My listing presentation demonstrates over ten ways in which you increase a seller's net like "post-listing inspections."
Increasing a seller's net is the true method of proving your value. Many speakers teach cute quips in response to commission-reduction requests. The true professional proves their value by increasing their seller's net proceeds. Agents need to know how to go through the seller net proceeds enhancement discussion, prior to a client agreeing to pay full market commissions.
Listings As Your Number One Buyer Generator
All across the country, my clients are screaming for more buyers and are finding that listing acquisition is the most effective and least expensive method of finding more buyers. Therefore, job number one in a tough market is the acquisition of more listing leads. A more effective listing presentation to make your inventory not only increase by numbers by also increase by profitability is how to accomplish this task.
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My clients joke that I do not waste words. Years of increasing prices and enthusiastic sellers and buyers have caused you to focus on the signature rather than the quality of your listings!
EVERY HASSLE IN REAL ESTATE CAN BE CURED
AT THE LISTING PRESENTATION!
What are some of the major goals of a great listing presentation? Many agents have forgotten what appreciation has done to their income. In the "good 'ol days," selling a $100,000 house was a big deal. Now in many areas, $500,000 to $800,000 homes are not unusual.
You have to remember that a $30,000 commission, the bragging rights of the acquisition of the listing, the buyers that the sign and internet portals develop, the inquiring additional sellers, and the follow up of those relationships over the years can create six figure increases in your net worth! Shooting from the hip at a listing presentation, just does not work any more.
Here are some of the major sign posts on your way to the best of the best of listing presentations:
Beating the Competition Every Time
My sellers were always been impressed that I asked more questions about their needs than the competition. In fact, how can you change a client's life if you do not know exactly what they are trying to achieve? By asking more questions up front, you know who you are up against by way of competition. If you can beat the competition, bring the MLS stats. Also, the client is going to appreciate that you cared about their needs. Once you find out about their needs with my pre-counseling questions, you will be in a better position to bring client-pleasing outcomes to the actual meeting.
Motivation of the Seller Allows Them to Flex With the Market
Many cities in the United States and Canada have seen the market slow - some massive, some just starting. Sellers need to be flexible with changing markets. The only seller who is truly flexible is one who has a goal that needs to be accomplished. Clients with unclear goals tend to spend less time being pre-counseled and answering questions. The proper counseling questions immediately determine whether or not the client is realistic. Many clients find it difficult to disclose their core motivation and initially require many well-planned, follow up questions to let loose of their inner-most desires of why they want to sell the home.
By knowing this core motivation, you can consistently remind the client of the end goal. Though the road might still be rocky, it will now be worth the ride. My pre-counseling was done by way of an initial phone interview then attached E-mail questionnaires and even a private spot on my website. This exclusive area of my website was set aside for sellers to review and submit their answers which were planned to disclose their motivation.
The Signature Means that You Have Shown the Client that You Care the Most
Agents who ask the most questions obviously show they care most about the client's outcome. Clients certainly appreciate this concern. This can be enhanced by consistently reminding the client, "Before I can develop a customized marketing plan, it is important that I understand exactly what you are trying to accomplish." A great listing presentation will always leave the impression that you have put the client in front of the commissions.
Under-Promise then Over-Deliver
A great listing presentation is filled with high-value perception items that do not cost a lot of time or money to accomplish. My listing presentation included over forty of these high-value perception items like innovative search engine strategies. When you spend less money and time in achieving a client's goal, you increase your net, which, of course, is important to obtain the savings account balance that you will need to make down payments as real estate becomes more affordable in your area!
Real estate agents who understand that 95% of marketing is how you price a home have to be able to make a winning listing presentation without promising thousands of dollars in expensive items. Remember, the internet took over print advertising approximately five years ago. The only reason that we used to spend so much money on print advertising was because your old, tired listing presentation did not turn your seller into a raving fan. By promising less expensive items than the competition, but delivering low-cost, high-value perceived items, you will find that it is easy to exceed your seller's expectations and have a higher net for yourself.
Market Commissions Mean Net Profit
One of the remnants of the exuberant market is that sellers have been conditioned to ask for and expect less in the way of commission cost. In tougher markets, clients scream for professionals who can achieve the client's goals. Professionals charge professional fees. My listing presentation demonstrates over ten ways in which you increase a seller's net like "post-listing inspections."
Increasing a seller's net is the true method of proving your value. Many speakers teach cute quips in response to commission-reduction requests. The true professional proves their value by increasing their seller's net proceeds. Agents need to know how to go through the seller net proceeds enhancement discussion, prior to a client agreeing to pay full market commissions.
Listings As Your Number One Buyer Generator
All across the country, my clients are screaming for more buyers and are finding that listing acquisition is the most effective and least expensive method of finding more buyers. Therefore, job number one in a tough market is the acquisition of more listing leads. A more effective listing presentation to make your inventory not only increase by numbers by also increase by profitability is how to accomplish this task.
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The Ten Systems of Success in your Real Estate Career
By Rich Levin
Rich Levin's Success Corp Inc.
For agents at every level from those still waiting to complete their first transaction to those closing hundreds of transactions each year, success in your career is comprised of ten systems. Overcoming every challenge and all growth in your business only occurs through your skills and application with these ten systems.
The 10 Systems of Success are:
Planning - You need a simple way to set goals and manage their completion. We call our method "Goals and Measurable Results." Our client's annual goals are broken into initial appointments weekly and production in three categories recorded monthly. This system makes it very simple and obvious to recognize what you need to accomplish each week and each month to reach your goals. We offer an easy to use online planning tool that makes it easy to track and understand your "numbers"
Lead Management - Successfully managing the generation, capture, conversion, and retention of your leads is an ongoing challenge. Whether you use contact management software or three by five cards and a paper calendar, we coach a lead follow-up system and habit that relieves the pressure of all those loose leads in your life.
Marketing - Most agents miss the boat on Marketing, even those spending thousands of dollars on it. What are your markets? What message do you wish to convey to those markets? And, what is your best method and media to convey that message to those markets? How do you measure the effectiveness of your marketing and do you get a minimum 400% return on your investment?
Service - There is far more business for you in great Service than there is in great prospecting. Our clients prove that, year after year. What are the service systems that make you the most money? Do you maintain consistent, scheduled communication with every listed seller and pending client? Do you use a checklist or whiteboard for your pending actions and actively manage it daily? Most importantly, do you keep your word?
Presentations - A Real Estate career in which you have complete confidence requires mastering your, Seller Presentation, Price Reduction Presentation, Buyer Presentation, Offer Writing and Negotiating, and Property Showings. Each of these has a structure, scripts, and a mindset for you to learn. Learning them takes time. The reward is confidence, skill, and results that make you a highly successful professional.
Quality of Life - We say that your business should serve your life not your life serve your business. Days off occur when you schedule them. Putting your health or your loved ones first occurs because you choose it that way. One of our leading coaches and top Agent Rusdi Sumner says that once you are licensed everything is an appointment. You turn your choice into your life by putting your health, happiness, and loved ones activities into your calendar, then keeping your word to yourself and others by honoring those appointments.
Assistants and Teams - Between thirty and sixty transactions you reach a limit to your ability to grow your business by yourself. To get past that point you either add assistance or your business and/or your quality of life decline. To grow past your transaction limit you are challenged to learn and master hiring, training, delegating, and supervision. These are the early skills of leadership. Do you hire part or full time, for how many hours? When do you consider a buyer specialist? Should your assistant have client contact? There are many decisions for high producing Agents that lead them to the next level and beyond.
Financial Freedom - We discovered that people in the habit of being broke stay broke regardless of increases in their income. For those with this affliction you have to work directly to challenge and break the struggling mindset and habits so that as your production and income increase, your financial stability and freedom follow.
Technology - Every Agent faces technology challenges; choosing a mobile phone or new computer hardware, choosing your level of web presence and web vendors, plus a myriad of hardware and software choices. Every one of the above systems includes and is impacted by your technology choices.
We are constantly challenged, as you are, to seek the technology tools and services that preserve your time and increase your profitability. We are constantly discussing these tools and services with our clients and among our coaches to keep our knowledge up to date and offer the best possible suggestions to you.
Self-Esteem - In our "Rich Levin's Hierarchy of Success" model Self Esteem is displayed as the foundation. Success in your business and in each of the individual systems rests on the strength of your self-esteem. We work indirectly and sometimes directly on how you think and feel about yourself personally and professionally.
We teach two basic affirmations. Try these in the privacy of your own mind. "I like myself, unconditionally." And, "I completely trust my own judgment."
Each time you improve a skill in one of these ten systems that comprise your business, your career improves. As you work continuously on one skill after another you watch your results improve and your confidence reach new heights.
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Rich Levin's Success Corp Inc.
For agents at every level from those still waiting to complete their first transaction to those closing hundreds of transactions each year, success in your career is comprised of ten systems. Overcoming every challenge and all growth in your business only occurs through your skills and application with these ten systems.
The 10 Systems of Success are:
Planning - You need a simple way to set goals and manage their completion. We call our method "Goals and Measurable Results." Our client's annual goals are broken into initial appointments weekly and production in three categories recorded monthly. This system makes it very simple and obvious to recognize what you need to accomplish each week and each month to reach your goals. We offer an easy to use online planning tool that makes it easy to track and understand your "numbers"
Lead Management - Successfully managing the generation, capture, conversion, and retention of your leads is an ongoing challenge. Whether you use contact management software or three by five cards and a paper calendar, we coach a lead follow-up system and habit that relieves the pressure of all those loose leads in your life.
Marketing - Most agents miss the boat on Marketing, even those spending thousands of dollars on it. What are your markets? What message do you wish to convey to those markets? And, what is your best method and media to convey that message to those markets? How do you measure the effectiveness of your marketing and do you get a minimum 400% return on your investment?
Service - There is far more business for you in great Service than there is in great prospecting. Our clients prove that, year after year. What are the service systems that make you the most money? Do you maintain consistent, scheduled communication with every listed seller and pending client? Do you use a checklist or whiteboard for your pending actions and actively manage it daily? Most importantly, do you keep your word?
Presentations - A Real Estate career in which you have complete confidence requires mastering your, Seller Presentation, Price Reduction Presentation, Buyer Presentation, Offer Writing and Negotiating, and Property Showings. Each of these has a structure, scripts, and a mindset for you to learn. Learning them takes time. The reward is confidence, skill, and results that make you a highly successful professional.
Quality of Life - We say that your business should serve your life not your life serve your business. Days off occur when you schedule them. Putting your health or your loved ones first occurs because you choose it that way. One of our leading coaches and top Agent Rusdi Sumner says that once you are licensed everything is an appointment. You turn your choice into your life by putting your health, happiness, and loved ones activities into your calendar, then keeping your word to yourself and others by honoring those appointments.
Assistants and Teams - Between thirty and sixty transactions you reach a limit to your ability to grow your business by yourself. To get past that point you either add assistance or your business and/or your quality of life decline. To grow past your transaction limit you are challenged to learn and master hiring, training, delegating, and supervision. These are the early skills of leadership. Do you hire part or full time, for how many hours? When do you consider a buyer specialist? Should your assistant have client contact? There are many decisions for high producing Agents that lead them to the next level and beyond.
Financial Freedom - We discovered that people in the habit of being broke stay broke regardless of increases in their income. For those with this affliction you have to work directly to challenge and break the struggling mindset and habits so that as your production and income increase, your financial stability and freedom follow.
Technology - Every Agent faces technology challenges; choosing a mobile phone or new computer hardware, choosing your level of web presence and web vendors, plus a myriad of hardware and software choices. Every one of the above systems includes and is impacted by your technology choices.
We are constantly challenged, as you are, to seek the technology tools and services that preserve your time and increase your profitability. We are constantly discussing these tools and services with our clients and among our coaches to keep our knowledge up to date and offer the best possible suggestions to you.
Self-Esteem - In our "Rich Levin's Hierarchy of Success" model Self Esteem is displayed as the foundation. Success in your business and in each of the individual systems rests on the strength of your self-esteem. We work indirectly and sometimes directly on how you think and feel about yourself personally and professionally.
We teach two basic affirmations. Try these in the privacy of your own mind. "I like myself, unconditionally." And, "I completely trust my own judgment."
Each time you improve a skill in one of these ten systems that comprise your business, your career improves. As you work continuously on one skill after another you watch your results improve and your confidence reach new heights.
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Thursday, March 6, 2008
Tyrone, Georgia Real Estate Agents
Tyrone is a residential community of approximately 3,900 located in Fayette County, about 25 miles south of Atlanta, Georgia. The land in the area originally belonged to the Creek Indians and was settled by Irish farmers in the late 1800's. Some of the homes built by those first settlers are still occupied by their descendants. Tyrone was incorporated on August 18, 1911, and the Town reportedly was named by the people who built the railroad here in 1907.
Click here to Find a Tyrone, Georgia Real Estate Agent
Tyrone, Georgia Real Estate Agents Sponsors
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Peachtree City, Georgia Real Estate Agents
This area was first settled by Woodland Era Indians about 2,000 years ago. In 1775, William McIntosh, Jr., son of a Scotsman and Creek Indian woman, was born. He later became Chief of the Lower Creek Indian tribes who lived in Georgia. McIntosh believed that the Indians and white settlers could live in peace. In 1821 he ceded Creek land to the Federal Government, part of which became Fayette County. McIntosh was killed by fellow tribesmen in 1825, after which his two wives and several of his children stayed for several months at the Ware plantation, located in what is now Peachtree City. In honor of Chief McIntosh, many towns and roads in Fayette County were originally given Scottish names.
Click here to Find a Peachtree City, Georgia Real Estate Agent
Peachtree City, Georgia Real Estate Agents Sponsors
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Brooks, Georgia Real Estate Agents
Brooks, the southernmost community in Fayette County, lies near the former site of a Creek Nation village and trading post. Although nothing specific is known of the community's Creek history, numerous Indian artifacts can still be found in our freshly tilled soil. McIntosh Road, a principal town thoroughfare, follows the path used by the Creeks to travel from Coweta Town (now Columbus, Georgia) and Whitesburg (on the Chattahoochee River at the present Carroll and Coweta County line) to Indian Springs, south of present-day Jackson, in Butts County.
Click here to Find a Brooks, Georgia Real Estate Agent
Georgia Real Estate Agents Sponsors
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Tuesday, March 4, 2008
Fayette County Real Estate Agents
Fayette County
Fayette County was formed from parts of the Creek Indian Nation. Georgia's 49th county and its county seat, Fayetteville, were named for the Marquis de LaFayette, one of General George Washington's commanders in the Revolutionary War.
The Fayette County Courthouse in Fayetteville was built in 1825, making it the oldest courthouse in the state. Every Halloween children in the county fill the courthouse square with elaborately decorated jack-o-lanterns.
Click here to Find a Fayette County, Georgia Real Estate Agent
Fayette County Real Estate Agents Sponsors
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