Selling Point: Sit Up Straight and Pay Attention
Posted By susanne On January 16, 2012 @ 4:07 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Training,Today's Top Story | No Comments
[1]Several years ago, I read a fascinating article about a body language experiment that was conducted by a group of marketing students attending a major university. The experiment was designed to measure the impact, if any, of nonverbal communications on the learning process. They gathered a group of 100 student volunteers who agreed to participate in the experiment.
Unbeknownst to the professor, half of the students were told to sit up straight, unfold their arms and keep their feet planted firmly on the floor. The other students were instructed to do just the opposite. They were asked to sit back in their chairs and relax with their arms folded and legs crossed. Each student was interviewed and tested immediately following the two-hour lecture and the results were quite impressive.
Surprisingly, the group of 50 students who were told to sit up straight and paid attention, scored a remarkable 30 percent higher retention rate as compared to their “laid back” cohorts. In addition, they had a much more favorable impression of the professor and his teaching style.
In many ways, you and the professor share a similar dilemma. The only big difference between you and the professor is that he’s guaranteed a paycheck at the end of the month and you’re not. Are you aware of your gestures and body position when you’re with a customer? Do you monitor your customer’s body language gestures throughout your presentation?
Here are three body language tips that will help you dramatically improve your effectiveness.
1. Model the body language posture you wish to receive from your customer. In other words, be mindful to sit up straight and give your customer your full and undivided attention. If you are leaning slightly forward in an open, receptive body posture, chances are very good that your customer will match your posture.
2. Maneuver your customer’s body posture into a more receptive position. For example, let’s say that your customer is across the table from you and sitting back in their chair. Grab your favorite brochure, article or pie chart and place it on the table directly in front of you. This positioning will automatically require your customer to sit up and move forward towards the document.
3. When you select your office furniture, be sure to get the type of chairs that have a straight back. You don’t want to make it too comfortable. Also, don’t get a chair with rollers. It’s a big mistake to let your customers roll away from you at the closing table.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Thursday, January 19, 2012
Wednesday, January 18, 2012
Personal Safety When Selling a Home
Personal Safety When Selling a Home
By Robert Siciliano
Here are a few tips to protect you when selling a property.
Be suspect of everyone. There isn’t any benefit in being paranoid; however, being a little guarded can keep you from getting into a vulnerable situation. Don’t just be wary of a man showing up unaccompanied. Expect them to show up in a nice car, well dressed, maybe with a wife and kids tagging along. They might have a business card saying they are a doctor or a lawyer. Don’t let your guard down.
Appointment Only. When placing ads, all advertisements should state “Appointment only” “Drivers license required” and “Pre Approval Documentation Required.” These are all hoops the bad guy may not want to jump through and you vetting out those who are “just looking” at the same time.
Use the Buddy System. When you set appointments always schedule around a spouse or friends availability so they can join you. There is always strength in numbers. If you have to go it solo, when someone walks in, say, “I’d be happy to show you the benefits of this home! In a few minutes my friend Rocco will be along to assist me,” creating the illusion of the buddy system.
ID and pre-qualify at your first meeting. When you are meeting at your property, get some form of identification. Also, it is to your benefit that a potential client buying a home is pre-qualified. Someone who is pre-qualified by a lender is less likely to be a predator.
Safe open houses. Spend a few minutes considering all the vulnerable points within the home and how you would escape if necessary.
Dress for safety and success. Don’t wear expensive jewelry. A $3-5 thousand-dollar diamond buys a lot of drugs. Dress professionally instead of provocatively.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
By Robert Siciliano
Here are a few tips to protect you when selling a property.
Be suspect of everyone. There isn’t any benefit in being paranoid; however, being a little guarded can keep you from getting into a vulnerable situation. Don’t just be wary of a man showing up unaccompanied. Expect them to show up in a nice car, well dressed, maybe with a wife and kids tagging along. They might have a business card saying they are a doctor or a lawyer. Don’t let your guard down.
Appointment Only. When placing ads, all advertisements should state “Appointment only” “Drivers license required” and “Pre Approval Documentation Required.” These are all hoops the bad guy may not want to jump through and you vetting out those who are “just looking” at the same time.
Use the Buddy System. When you set appointments always schedule around a spouse or friends availability so they can join you. There is always strength in numbers. If you have to go it solo, when someone walks in, say, “I’d be happy to show you the benefits of this home! In a few minutes my friend Rocco will be along to assist me,” creating the illusion of the buddy system.
ID and pre-qualify at your first meeting. When you are meeting at your property, get some form of identification. Also, it is to your benefit that a potential client buying a home is pre-qualified. Someone who is pre-qualified by a lender is less likely to be a predator.
Safe open houses. Spend a few minutes considering all the vulnerable points within the home and how you would escape if necessary.
Dress for safety and success. Don’t wear expensive jewelry. A $3-5 thousand-dollar diamond buys a lot of drugs. Dress professionally instead of provocatively.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Set proper boundaries with real estate clients
DAILY REAL ESTATE NEWS
January 16, 2012
Set proper boundaries with real estate clients
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the fourth of a four-part series.
Do you have clients who yell and scream at you? Do you work with people who stretch the truth or just don't seem to appreciate you? If so, an excellent way to raise the bar in your real estate business is to raise your standards and to enforce tighter boundaries.
A "standard" is a behavior that we expect of ourselves. Standards are unique and vary from person to person. Each of us is unique; we all have different combinations of strengths, weaknesses, perspectives, capabilities, and levels of development. As a result, the standards we hold ourselves to will vary based upon our own priorities and combinations of unique talents.
Boundaries, in contrast, include the behaviors we will accept from others as well as those behaviors that we refuse to tolerate. Boundaries are consistent and can generally be applied to everyone we work with or know. To set effective boundaries, you must first identify the behaviors you will and will not tolerate, as well as how you will handle unacceptable behaviors.
To illustrate this point, imagine a castle. Standards are how you build your castle: the colors, design, height, stone, furnishings and size.
The moat is your boundary. Anyone seeking access to your castle must cross over this moat. You and only you control the drawbridge that allows others access to your castle. If you don't like something about your castle, you rebuild it to your new specifications by changing a standard. If you don't like someone's behavior, you leave the drawbridge up and maintain your boundary.
How can you use standards and boundaries to raise the bar in your real estate business? Here are four proven strategies that can help you create a more productive business.
Tip No. 7: Stop advising others on what to do.
How often do you tell your clients, "You should list your house at this price" or "You should offer at least this amount if you ever hope to have the sellers accept your offer"? The conflict occurs when we expect our clients to apply the same standards that we hold. In other words: "I'm the expert. You should do what I say." This imposition of our standards often generates anger and resentment in our clients.
The first step in changing this damaging pattern is to recognize that your standards may not work for others. As a result, even when your clients do ask for advice, is your advice based upon a similar experience or is it based upon something entirely different?
Second, when you do give advice, to avoid push-back from your clients, frame your response by saying: "Here's what happened in my situation. Your situation is different. What types of information do you need to make the best possible decision?"
Third, let go of your need to be right. When you give advice, you expect people to take it. When they don't, you may feel resentful and angry. To avoid this, simply avoid giving advice and describe what happened to you. As Joe Friday used to say, "Just the facts, ma'am." Let them make their own decisions based upon their personal standards.
Tip No. 8: Create boundaries.
Do you have a clear idea about what behaviors you will and will not tolerate? Many agents let unacceptable behaviors slide because their focus is on closing the transaction. Here's how to create a boundary when you have a client who likes to yell and scream.
First, don't ask him or her to stop yelling at you. That generally doesn't work. Instead, ask for the behavior that you do want: "Would you please speak softly to me? I have trouble understanding when people raise their voices."
If the person continues to yell, make your request a second time. If that doesn't work, say, "Would you please speak softly to me or otherwise I am going to hang up (or leave if you are face to face.)" If the yelling continues say, "I'm leaving now."
At that point, you must decide whether you really want to continue working with this client.
Tip No. 9: Always tell the truth, even when it may mean losing the deal.
In most cases, your clients will appreciate your truthfulness. The strategy is to be prepared with options about how to move forward. For example, when a geological inspection comes back with an issue, give your buyers the following choices:
"You have several options in terms of the geological report. The first is to ask the seller to take care of the slippage issue. The second is to hire your own contractor for an estimate and ask for a credit for that amount. The third is to walk away from the transaction. Which approach works best for you?"
Tip No. 10: If you can't say something positive about someone else, don't say anything.
Also, set a boundary that you will not listen to negative comments about other people. When someone starts to say something negative, do your best to exit the situation. Whatever you do, remember that others almost always repeat what they hear, especially on social media.
There are thousands of ways to raise the bar in your real estate business. Remember to focus on taking just one step at a time. Every time you raise the bar, you improve the quality of the clients you attract as well as improving your business and personal life.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
January 16, 2012
Set proper boundaries with real estate clients
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the fourth of a four-part series.
Do you have clients who yell and scream at you? Do you work with people who stretch the truth or just don't seem to appreciate you? If so, an excellent way to raise the bar in your real estate business is to raise your standards and to enforce tighter boundaries.
A "standard" is a behavior that we expect of ourselves. Standards are unique and vary from person to person. Each of us is unique; we all have different combinations of strengths, weaknesses, perspectives, capabilities, and levels of development. As a result, the standards we hold ourselves to will vary based upon our own priorities and combinations of unique talents.
Boundaries, in contrast, include the behaviors we will accept from others as well as those behaviors that we refuse to tolerate. Boundaries are consistent and can generally be applied to everyone we work with or know. To set effective boundaries, you must first identify the behaviors you will and will not tolerate, as well as how you will handle unacceptable behaviors.
To illustrate this point, imagine a castle. Standards are how you build your castle: the colors, design, height, stone, furnishings and size.
The moat is your boundary. Anyone seeking access to your castle must cross over this moat. You and only you control the drawbridge that allows others access to your castle. If you don't like something about your castle, you rebuild it to your new specifications by changing a standard. If you don't like someone's behavior, you leave the drawbridge up and maintain your boundary.
How can you use standards and boundaries to raise the bar in your real estate business? Here are four proven strategies that can help you create a more productive business.
Tip No. 7: Stop advising others on what to do.
How often do you tell your clients, "You should list your house at this price" or "You should offer at least this amount if you ever hope to have the sellers accept your offer"? The conflict occurs when we expect our clients to apply the same standards that we hold. In other words: "I'm the expert. You should do what I say." This imposition of our standards often generates anger and resentment in our clients.
The first step in changing this damaging pattern is to recognize that your standards may not work for others. As a result, even when your clients do ask for advice, is your advice based upon a similar experience or is it based upon something entirely different?
Second, when you do give advice, to avoid push-back from your clients, frame your response by saying: "Here's what happened in my situation. Your situation is different. What types of information do you need to make the best possible decision?"
Third, let go of your need to be right. When you give advice, you expect people to take it. When they don't, you may feel resentful and angry. To avoid this, simply avoid giving advice and describe what happened to you. As Joe Friday used to say, "Just the facts, ma'am." Let them make their own decisions based upon their personal standards.
Tip No. 8: Create boundaries.
Do you have a clear idea about what behaviors you will and will not tolerate? Many agents let unacceptable behaviors slide because their focus is on closing the transaction. Here's how to create a boundary when you have a client who likes to yell and scream.
First, don't ask him or her to stop yelling at you. That generally doesn't work. Instead, ask for the behavior that you do want: "Would you please speak softly to me? I have trouble understanding when people raise their voices."
If the person continues to yell, make your request a second time. If that doesn't work, say, "Would you please speak softly to me or otherwise I am going to hang up (or leave if you are face to face.)" If the yelling continues say, "I'm leaving now."
At that point, you must decide whether you really want to continue working with this client.
Tip No. 9: Always tell the truth, even when it may mean losing the deal.
In most cases, your clients will appreciate your truthfulness. The strategy is to be prepared with options about how to move forward. For example, when a geological inspection comes back with an issue, give your buyers the following choices:
"You have several options in terms of the geological report. The first is to ask the seller to take care of the slippage issue. The second is to hire your own contractor for an estimate and ask for a credit for that amount. The third is to walk away from the transaction. Which approach works best for you?"
Tip No. 10: If you can't say something positive about someone else, don't say anything.
Also, set a boundary that you will not listen to negative comments about other people. When someone starts to say something negative, do your best to exit the situation. Whatever you do, remember that others almost always repeat what they hear, especially on social media.
There are thousands of ways to raise the bar in your real estate business. Remember to focus on taking just one step at a time. Every time you raise the bar, you improve the quality of the clients you attract as well as improving your business and personal life.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Tuesday, January 17, 2012
Planning Counts: Be Prepared
Planning Counts: Be Prepared
Posted By susanne On November 14, 2011 @ 4:53 pm In Best Practices,Business Development,Business Outlook,Coaching,Marketing,Real Estate Training,Today's Top Story
It’s been said that salespeople don’t plan to fail, they simply fail to plan. How much time do you currently spend preparing for your client appointments? If you’re honest with yourself, the answer is probably not enough. In my opinion, the single most common characteristic shared among all successful salespeople is the value they place on pre-appointment preparation, research, and planning. I believe that when W. D. Boyce founded the Boy Scouts of America in 1910 he selected “Be Prepared” as the organization’s motto, because he understood that preparation was the key to unlock the door of opportunity.
Being prepared for an appointment gives the salesperson a major competitive edge and boosts his or her self-confidence, credibility, and professional image. Prospects are truly impressed when they meet with a salesperson who has taken the time to customize his or her presentation. Two thousand years ago the Roman philosopher Seneca remarked that “luck is what happens when preparation meets opportunity.” Here are some time-proven suggestions to help you prepare a customized presentation the next time you get the opportunity meet with a prospect:
1. The Internet makes it easy to conduct research. Review your prospect’s website to familiarize yourself with his or her products and services.
2. Read the company’s mission/vision statements to gain an understanding of the organization’s core values.
3. Check out the most recent press releases to enhance your understanding of current events and initiatives within the company.
4. Research the latest trends and products within your prospect’s industry so that you are able to address any specific concerns in detail.
5. Be prepared to counter claims about your competitors’ products and prices. Be ready to respond to common sales objections such as; “I can get it cheaper elsewhere.” “It costs too much.” or “I want to think about it and get back to you.”
6. Have copies of your client testimonials ready to hand to your prospect. The most powerful testimonials are from clients within your prospect’s industry.
7. Make it easy to do business with you. If appropriate, have applications available to close the sale.
8. Be prepared to ask for referrals.
I’ve never met a salesperson who admitted to losing a sale because he or she spent too much time preparing for the appointment. The 20 minutes or so that you invest in researching your prospect’s company, products, and services is a smart business decision that will yield huge dividends during your appointment. If you want to improve your professional image, build rapport with your prospect, and dramatically increase your sales effectiveness, I suggest that you take a tip from the Boy Scouts and always “Be Prepared!”
“It’s better to be prepared and not have an opportunity than it is to have an opportunity and not be prepared.”
- Les Brown
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Posted By susanne On November 14, 2011 @ 4:53 pm In Best Practices,Business Development,Business Outlook,Coaching,Marketing,Real Estate Training,Today's Top Story
It’s been said that salespeople don’t plan to fail, they simply fail to plan. How much time do you currently spend preparing for your client appointments? If you’re honest with yourself, the answer is probably not enough. In my opinion, the single most common characteristic shared among all successful salespeople is the value they place on pre-appointment preparation, research, and planning. I believe that when W. D. Boyce founded the Boy Scouts of America in 1910 he selected “Be Prepared” as the organization’s motto, because he understood that preparation was the key to unlock the door of opportunity.
Being prepared for an appointment gives the salesperson a major competitive edge and boosts his or her self-confidence, credibility, and professional image. Prospects are truly impressed when they meet with a salesperson who has taken the time to customize his or her presentation. Two thousand years ago the Roman philosopher Seneca remarked that “luck is what happens when preparation meets opportunity.” Here are some time-proven suggestions to help you prepare a customized presentation the next time you get the opportunity meet with a prospect:
1. The Internet makes it easy to conduct research. Review your prospect’s website to familiarize yourself with his or her products and services.
2. Read the company’s mission/vision statements to gain an understanding of the organization’s core values.
3. Check out the most recent press releases to enhance your understanding of current events and initiatives within the company.
4. Research the latest trends and products within your prospect’s industry so that you are able to address any specific concerns in detail.
5. Be prepared to counter claims about your competitors’ products and prices. Be ready to respond to common sales objections such as; “I can get it cheaper elsewhere.” “It costs too much.” or “I want to think about it and get back to you.”
6. Have copies of your client testimonials ready to hand to your prospect. The most powerful testimonials are from clients within your prospect’s industry.
7. Make it easy to do business with you. If appropriate, have applications available to close the sale.
8. Be prepared to ask for referrals.
I’ve never met a salesperson who admitted to losing a sale because he or she spent too much time preparing for the appointment. The 20 minutes or so that you invest in researching your prospect’s company, products, and services is a smart business decision that will yield huge dividends during your appointment. If you want to improve your professional image, build rapport with your prospect, and dramatically increase your sales effectiveness, I suggest that you take a tip from the Boy Scouts and always “Be Prepared!”
“It’s better to be prepared and not have an opportunity than it is to have an opportunity and not be prepared.”
- Les Brown
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Monday, January 16, 2012
December 2011 Real Estate Market Update:
December 2011 Real Estate Market Update:
December showed a bounceback in buyer activity from a slight slowdown in September through the first half of November. Pending sales were up along with showing and website activity.
With 2011 as the year the market began to move off the bottom, the focus now turns to how fast will we get "back to where we were?" With the extent of the market decline and the economy's slow growth, most of the real estate industry is cautious in predicting getting back to peak levels. Over time, values will return to and even exceed peak levels and they will do so faster than expected (just as we fell faster than expected). What we are seeing day-to-day "on the ground" is strong pent-up buyer demand for residential real estate and buyers willing to pay more than the asking price (albeit at prices 40% off peak). This activity is not being reflected in the national statistics since they tend to be four to eight months behind current market activity.
Based on a steadily improving economy and using a combination of historical appreciation rates and an estimate of the decline in foreclosed properties, the following is our current forecast of home values.
----------------------------------------------------------------------------
We have moved from a peak valuation point in 2005 to the bottom point in early 2011. A little over five years to hit the bottom of the market and it should take about the same amount of time to recover as well. Interest rates are the biggest wild card in a steady recovery. With property values at a low-point, there is room in the market for higher rates without hurting demand. However, if rates rise dramatically, three to four years from now when values have recovered, to a degree, this could result in another market set back extending the "back to peak" point a few years. The main point of this exercise is to show that "peak" values are a few years away, so if a seller is waiting for their 2005 values, they should plan on a few years, not months. But, keep in mind, all boats rise in a recovery, so as a seller waits for their value to rise, the property they want to purchase rises as well (but in the future, at higher interest rates and payments).
The banks are expected to increase their inventory release rate, which will have some impact on appreciation rates this year. However, a large share of those properties are in poor condition and therefore will tend to draw investors and bulk buyers, with less impact on the typical single family property sale. Overall, it cannot be said enough that 2012 and, probably, 2013 will still be in that perfect balance of being an improving seller's market as well as a great buyer's market.
As for our Company activity, 2011 compared to 2010 show the steady improvement we have been talking about all year. We hit another milestone, breaking last year's record for the most real estate transactions by any broker in Michigan, which is 17,252. We also had a total of 26,295 customers served and 261 sales associates achieving their own personal record years as well!
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
December showed a bounceback in buyer activity from a slight slowdown in September through the first half of November. Pending sales were up along with showing and website activity.
With 2011 as the year the market began to move off the bottom, the focus now turns to how fast will we get "back to where we were?" With the extent of the market decline and the economy's slow growth, most of the real estate industry is cautious in predicting getting back to peak levels. Over time, values will return to and even exceed peak levels and they will do so faster than expected (just as we fell faster than expected). What we are seeing day-to-day "on the ground" is strong pent-up buyer demand for residential real estate and buyers willing to pay more than the asking price (albeit at prices 40% off peak). This activity is not being reflected in the national statistics since they tend to be four to eight months behind current market activity.
Based on a steadily improving economy and using a combination of historical appreciation rates and an estimate of the decline in foreclosed properties, the following is our current forecast of home values.
We have moved from a peak valuation point in 2005 to the bottom point in early 2011. A little over five years to hit the bottom of the market and it should take about the same amount of time to recover as well. Interest rates are the biggest wild card in a steady recovery. With property values at a low-point, there is room in the market for higher rates without hurting demand. However, if rates rise dramatically, three to four years from now when values have recovered, to a degree, this could result in another market set back extending the "back to peak" point a few years. The main point of this exercise is to show that "peak" values are a few years away, so if a seller is waiting for their 2005 values, they should plan on a few years, not months. But, keep in mind, all boats rise in a recovery, so as a seller waits for their value to rise, the property they want to purchase rises as well (but in the future, at higher interest rates and payments).
The banks are expected to increase their inventory release rate, which will have some impact on appreciation rates this year. However, a large share of those properties are in poor condition and therefore will tend to draw investors and bulk buyers, with less impact on the typical single family property sale. Overall, it cannot be said enough that 2012 and, probably, 2013 will still be in that perfect balance of being an improving seller's market as well as a great buyer's market.
As for our Company activity, 2011 compared to 2010 show the steady improvement we have been talking about all year. We hit another milestone, breaking last year's record for the most real estate transactions by any broker in Michigan, which is 17,252. We also had a total of 26,295 customers served and 261 sales associates achieving their own personal record years as well!
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
The Vote is In: Americans Place High Value on Homeownership
The Vote is In: Americans Place High Value on Homeownership
Posted By susanne On January 14, 2012 @ 12:03 am In Consumer News and Advice,Home Owner News,Real Estate Information,Real Estate News,Real Estate Trends,Today's Top Story,Today's Top Story - Consumer | No Comments
[1]By an overwhelming margin, American voters strongly value homeownership and would oppose efforts to weaken or eliminate the mortgage interest deduction or diminish a federal role to help qualified home buyers obtain affordable 30-year mortgages, according to a new nationwide survey gauging likely voters’ attitudes towards homeownership and housing policy issues.
“The American electorate is sending a clear message that owning a home remains a cornerstone of the American Dream and preserving a federal commitment to homeownership is essential to maintain a thriving middle class and get housing and the economy back on track,” says Neil Newhouse, a partner and co-founder of Public Opinion Strategies.
Conducted on Jan. 2-5 on behalf of the National Association of Home Builders by the Republican and Democratic polling firms of Public Opinion Strategies in Alexandria, Va., and Lake Research Partners in Washington, D.C., the comprehensive survey of 1,500 likely voters includes data from key political “swing areas,” including National Journal political analyst Charlie Cook’s swing House and Senate seats and Stuart Rothenberg’s presidential swing states. The survey, which has a margin of error of ±2.5 percent, is a follow-up to a similar national poll conducted last May.
The poll shows that three out of four voters—both owners and renters—believe it is appropriate and reasonable for the federal government to provide tax incentives to promote homeownership. This sentiment cuts across regional and party lines, with 84 percent of Democrats, 71 percent of Republicans and 71 percent of Independents agreeing with this statement.
Also, two-thirds of respondents say that the federal government should help home buyers to afford a long-term or 30-year, fixed-rate mortgage.
Moreover, 73 percent of voters oppose eliminating the mortgage interest deduction. These figures held firm across the political spectrum, with 77 percent of Republicans, 71 percent of Democrats and 71 percent of Independents against doing away with the mortgage interest deduction.
Meanwhile, 68 percent would be less likely to vote for a congressional candidate who proposed to abolish the deduction, a figure that was virtually identical across all party affiliations (69 percent of Independents and 68 percent of Democrats and Republicans).
A majority of voters are also against proposals to reduce the mortgage interest deduction, eliminate the deduction for interest paid for a second home, limit the deduction for those earning more than $250,000 per year, scale back the deduction for home owners with mortgages above $500,000 and do away with the deduction for interest paid on home equity loans.
“With the 2012 election season in full swing, candidates running for the White House and Congress would be wise to heed the will of the American voters, who have expressed broad support for government policies that encourage homeownership and oppose efforts to make it more difficult to get a home loan and to tamper with the mortgage interest deduction,” says Celinda Lake, president of Lake Research Partners.
Among the poll’s other key findings:
• 96 percent of homeowners are happy with their decision to own and 84 percent who are “underwater,” or owe more on their mortgages than their home is worth, expressed the same sentiment.
• 79 percent of home owners would advise a family member or close friend just starting out to buy a home, and 69 percent of those who are underwater on their mortgage would offer the same advice.
• 74 percent said that despite the ups and downs in the housing market, owning a home is the best long-term investment they can make.
• Homeownership and a retirement savings program are considered by voters to be their best long-term investments.
• 78 percent of respondents said that owning their own home is very important to them.
• Nearly seven out of 10 voters who are not currently home owners (68 percent) said it was a goal of theirs to buy a home.
• Job uncertainty and saving for a downpayment and closing costs are the biggest barriers to buying a home.
The survey findings are consistent with the results of other public opinion surveys. In a New York Times/CBS News poll conducted in June, 89 percent said that homeownership is an important part of the American Dream and more than 90 percent indicated that it is important for the federal government to continue the mortgage interest deduction.
According to a Pew Research Study conducted last March, 81 percent of respondents agree that buying a home is the best long-term investment a person can make and 81 percent of renters surveyed said they would like to buy a house.
“Even in a down housing market, homeownership remains a core American value, with the vast majority of citizens who do not currently own a home saying they want to buy a home,” said Bob Nielsen, president of the National Association of Home Builders and a home builder from Reno, Nev. “Those running for office in November need to understand that voters will not look kindly on any candidates who seek to dismantle the nation’s long-term commitment to homeownership.”
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Posted By susanne On January 14, 2012 @ 12:03 am In Consumer News and Advice,Home Owner News,Real Estate Information,Real Estate News,Real Estate Trends,Today's Top Story,Today's Top Story - Consumer | No Comments
[1]By an overwhelming margin, American voters strongly value homeownership and would oppose efforts to weaken or eliminate the mortgage interest deduction or diminish a federal role to help qualified home buyers obtain affordable 30-year mortgages, according to a new nationwide survey gauging likely voters’ attitudes towards homeownership and housing policy issues.
“The American electorate is sending a clear message that owning a home remains a cornerstone of the American Dream and preserving a federal commitment to homeownership is essential to maintain a thriving middle class and get housing and the economy back on track,” says Neil Newhouse, a partner and co-founder of Public Opinion Strategies.
Conducted on Jan. 2-5 on behalf of the National Association of Home Builders by the Republican and Democratic polling firms of Public Opinion Strategies in Alexandria, Va., and Lake Research Partners in Washington, D.C., the comprehensive survey of 1,500 likely voters includes data from key political “swing areas,” including National Journal political analyst Charlie Cook’s swing House and Senate seats and Stuart Rothenberg’s presidential swing states. The survey, which has a margin of error of ±2.5 percent, is a follow-up to a similar national poll conducted last May.
The poll shows that three out of four voters—both owners and renters—believe it is appropriate and reasonable for the federal government to provide tax incentives to promote homeownership. This sentiment cuts across regional and party lines, with 84 percent of Democrats, 71 percent of Republicans and 71 percent of Independents agreeing with this statement.
Also, two-thirds of respondents say that the federal government should help home buyers to afford a long-term or 30-year, fixed-rate mortgage.
Moreover, 73 percent of voters oppose eliminating the mortgage interest deduction. These figures held firm across the political spectrum, with 77 percent of Republicans, 71 percent of Democrats and 71 percent of Independents against doing away with the mortgage interest deduction.
Meanwhile, 68 percent would be less likely to vote for a congressional candidate who proposed to abolish the deduction, a figure that was virtually identical across all party affiliations (69 percent of Independents and 68 percent of Democrats and Republicans).
A majority of voters are also against proposals to reduce the mortgage interest deduction, eliminate the deduction for interest paid for a second home, limit the deduction for those earning more than $250,000 per year, scale back the deduction for home owners with mortgages above $500,000 and do away with the deduction for interest paid on home equity loans.
“With the 2012 election season in full swing, candidates running for the White House and Congress would be wise to heed the will of the American voters, who have expressed broad support for government policies that encourage homeownership and oppose efforts to make it more difficult to get a home loan and to tamper with the mortgage interest deduction,” says Celinda Lake, president of Lake Research Partners.
Among the poll’s other key findings:
• 96 percent of homeowners are happy with their decision to own and 84 percent who are “underwater,” or owe more on their mortgages than their home is worth, expressed the same sentiment.
• 79 percent of home owners would advise a family member or close friend just starting out to buy a home, and 69 percent of those who are underwater on their mortgage would offer the same advice.
• 74 percent said that despite the ups and downs in the housing market, owning a home is the best long-term investment they can make.
• Homeownership and a retirement savings program are considered by voters to be their best long-term investments.
• 78 percent of respondents said that owning their own home is very important to them.
• Nearly seven out of 10 voters who are not currently home owners (68 percent) said it was a goal of theirs to buy a home.
• Job uncertainty and saving for a downpayment and closing costs are the biggest barriers to buying a home.
The survey findings are consistent with the results of other public opinion surveys. In a New York Times/CBS News poll conducted in June, 89 percent said that homeownership is an important part of the American Dream and more than 90 percent indicated that it is important for the federal government to continue the mortgage interest deduction.
According to a Pew Research Study conducted last March, 81 percent of respondents agree that buying a home is the best long-term investment a person can make and 81 percent of renters surveyed said they would like to buy a house.
“Even in a down housing market, homeownership remains a core American value, with the vast majority of citizens who do not currently own a home saying they want to buy a home,” said Bob Nielsen, president of the National Association of Home Builders and a home builder from Reno, Nev. “Those running for office in November need to understand that voters will not look kindly on any candidates who seek to dismantle the nation’s long-term commitment to homeownership.”
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Sunday, January 15, 2012
Local Real Estate Market Update
Local Real Estate Market Update
The market continues its march towards recovery, but at an inconsistent pace. For example, November started out at a slower rate, but picked up speed toward the end of the month, catching up with last year, not surprisingly following the consumer confidence trend as well as car sales. Comerica's Michigan Economic Activity Index confirms our jumpy recovery, showing the economy moving in a consistent range, bumping up and down within that range.
The number of new listings coming on the market continues to decline, with sales rising (compared to 2010), causing the Months Supply of Inventory (MSI) to fall to a seasonally adjusted low point for the year. There is no doubt a constantly declining MSI will push home value up, and we have seen evidence of that over the past six months with over bids on many homes. The overall MSI is still above 5 months, which is considered a neutral market (for appreciation). In reality, the market is moving in two speeds, about 1/3 at under 2 months and 2/3's at over 7 months with the average being 5 months. For the most part homes are either selling quickly, at or above list price (those in the best condition and priced competitively) or they are still selling at a large discount to asking price (poor condition/location/pricing). With that said, the steady downward MSI trend shows that buyers are beginning to compromise more on what they will accept in terms of condition and features, dipping into the less than salable inventory (but at a discounted price, which temporarily exacerbates the low appraisal issues).
CHART: Solds - Pending Index - Price per Sq. Ft.
The chart above compares this year to the same month last year at three levels, which gives a seasonally adjusted view of each indicator. Home values per square foot have shown a steady rise, particularly over the past five months. Homes sales, both closed (Solds) and pendings (Pending Index) have shown mixed results compared to 2010, mainly as a result of being compared to the tax credit months in 2010. Overall, sales have matched last year, which means natural housing demand has replaced the artificial demand created by the tax credits. The Pending Index on the chart is a projection of closed sales based on the 60 day average lag time from written to closed sales. The index shows that although the growth rate of sales slowed August to November, we can expect a quickening of activity carrying into the new year.
Lastly, Buyer Interest is holding steady in terms of showing appointments and open house visits and we expect this activity to continue going into the new year.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
The market continues its march towards recovery, but at an inconsistent pace. For example, November started out at a slower rate, but picked up speed toward the end of the month, catching up with last year, not surprisingly following the consumer confidence trend as well as car sales. Comerica's Michigan Economic Activity Index confirms our jumpy recovery, showing the economy moving in a consistent range, bumping up and down within that range.
The number of new listings coming on the market continues to decline, with sales rising (compared to 2010), causing the Months Supply of Inventory (MSI) to fall to a seasonally adjusted low point for the year. There is no doubt a constantly declining MSI will push home value up, and we have seen evidence of that over the past six months with over bids on many homes. The overall MSI is still above 5 months, which is considered a neutral market (for appreciation). In reality, the market is moving in two speeds, about 1/3 at under 2 months and 2/3's at over 7 months with the average being 5 months. For the most part homes are either selling quickly, at or above list price (those in the best condition and priced competitively) or they are still selling at a large discount to asking price (poor condition/location/pricing). With that said, the steady downward MSI trend shows that buyers are beginning to compromise more on what they will accept in terms of condition and features, dipping into the less than salable inventory (but at a discounted price, which temporarily exacerbates the low appraisal issues).
CHART: Solds - Pending Index - Price per Sq. Ft.
The chart above compares this year to the same month last year at three levels, which gives a seasonally adjusted view of each indicator. Home values per square foot have shown a steady rise, particularly over the past five months. Homes sales, both closed (Solds) and pendings (Pending Index) have shown mixed results compared to 2010, mainly as a result of being compared to the tax credit months in 2010. Overall, sales have matched last year, which means natural housing demand has replaced the artificial demand created by the tax credits. The Pending Index on the chart is a projection of closed sales based on the 60 day average lag time from written to closed sales. The index shows that although the growth rate of sales slowed August to November, we can expect a quickening of activity carrying into the new year.
Lastly, Buyer Interest is holding steady in terms of showing appointments and open house visits and we expect this activity to continue going into the new year.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Saturday, January 14, 2012
Top producer tips for work-life balance
January 11, 2012
Top producer tips for work-life balance
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the second of a four-part series.
When most agents set their goals for 2012, they focus on their business and forget to set goals for their personal lives. If you want to attract higher-quality clients and do more business in 2012, raise the bar by setting personal goals, not just business goals.
Top performers always work on becoming better. The challenge is that many people who achieve stellar success in their professional lives often see it unravel due to issues in their personal lives. The reason this happens is the same reason many agents fail: lack of a plan.
A key principle of attraction is that like attracts like. In other words, if you're stressed out from personal or business events, you are going to attract clients who are stressed out as well.
To minimize the probability of attracting high-drama clients, be willing to say "no" to clients who don't tell you the truth, don't value the services you provide, or refuse to be realistic about prices. In addition, if your radar picks up that a potential client will be extremely high maintenance or just downright difficult, refer that client to another agent and take a referral fee.
The second step is to raise the bar in terms of your personal care. Calm agents generally don't attract high-drama clients. In case you need some assistance in terms of how to improve the quality of your personal life that will ultimately result in a better business life, here are more "raise the bar" tips on how to do so.
Tip No. 3: Use the 4-3-2-1 approach for your personal plan.
In 2011, how many days did you actually take off? If at all possible, declare four "real estate free days" per month. If you can't take a full day off, consider taking two half days, preferably giving you 24 consecutive hours off. For example, take off from 1 p.m. on Friday until 1 p.m. on Saturday.
Sadly, many agents soldier through week after week with no time off whatsoever. When you fail to take time off, you may believe that you are functioning at full capacity, but the research shows otherwise. When you take time away from your real estate business, you actually achieve more during the days when you do work. While it is not always practical to do this, make your best effort to create a full day off every week.
As part of your four days off per month, allot at least two of those days to spend in activities with friends and/or family. Often agents will skip a family event to take a client out to look at property. As I look back at the 20 years that I engaged in that behavior, I can't even remember those clients' names. What I do remember are the special times spent with loved ones.
In addition to those days with loved ones, take one day per month that is exclusively for you. Go to a movie, play golf, get a massage, or do whatever is necessary to escape from business for a day.
Tip No. 4: Cut the adrenaline.
When you stress your body, adrenaline levels increase. This, in turn, increases cortisol levels. High levels of cortisol have been linked repeatedly to heart disease and cancer.
To reduce the adrenaline in your life, do your best to eliminate or to cut back on caffeine. Furthermore, allot at least 10 percent more time for every task that you must complete than you believe it will take. This way you're not rushing to appointments or panicking when an emergency pops up that you need to address.
Another way to reduce adrenaline is to let go of your attachment to any decisions that your clients may make. A great way to do this is to always remember that it is their house, it is their mortgage, and it is their decision.
A closing statement that supports this approach is, "It's your choice, what would you like to do?" This takes the pressure off of you and makes the client responsible for their decision.
Instead of trying to influence your clients' decision, you can raise the bar and reduce your stress by shifting your role to be a trusted resource for your clients. Provide them with the best information possible so that they can make the best decision possible. Remember, you are a resource, not the decision-maker.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Top producer tips for work-life balance
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the second of a four-part series.
When most agents set their goals for 2012, they focus on their business and forget to set goals for their personal lives. If you want to attract higher-quality clients and do more business in 2012, raise the bar by setting personal goals, not just business goals.
Top performers always work on becoming better. The challenge is that many people who achieve stellar success in their professional lives often see it unravel due to issues in their personal lives. The reason this happens is the same reason many agents fail: lack of a plan.
A key principle of attraction is that like attracts like. In other words, if you're stressed out from personal or business events, you are going to attract clients who are stressed out as well.
To minimize the probability of attracting high-drama clients, be willing to say "no" to clients who don't tell you the truth, don't value the services you provide, or refuse to be realistic about prices. In addition, if your radar picks up that a potential client will be extremely high maintenance or just downright difficult, refer that client to another agent and take a referral fee.
The second step is to raise the bar in terms of your personal care. Calm agents generally don't attract high-drama clients. In case you need some assistance in terms of how to improve the quality of your personal life that will ultimately result in a better business life, here are more "raise the bar" tips on how to do so.
Tip No. 3: Use the 4-3-2-1 approach for your personal plan.
In 2011, how many days did you actually take off? If at all possible, declare four "real estate free days" per month. If you can't take a full day off, consider taking two half days, preferably giving you 24 consecutive hours off. For example, take off from 1 p.m. on Friday until 1 p.m. on Saturday.
Sadly, many agents soldier through week after week with no time off whatsoever. When you fail to take time off, you may believe that you are functioning at full capacity, but the research shows otherwise. When you take time away from your real estate business, you actually achieve more during the days when you do work. While it is not always practical to do this, make your best effort to create a full day off every week.
As part of your four days off per month, allot at least two of those days to spend in activities with friends and/or family. Often agents will skip a family event to take a client out to look at property. As I look back at the 20 years that I engaged in that behavior, I can't even remember those clients' names. What I do remember are the special times spent with loved ones.
In addition to those days with loved ones, take one day per month that is exclusively for you. Go to a movie, play golf, get a massage, or do whatever is necessary to escape from business for a day.
Tip No. 4: Cut the adrenaline.
When you stress your body, adrenaline levels increase. This, in turn, increases cortisol levels. High levels of cortisol have been linked repeatedly to heart disease and cancer.
To reduce the adrenaline in your life, do your best to eliminate or to cut back on caffeine. Furthermore, allot at least 10 percent more time for every task that you must complete than you believe it will take. This way you're not rushing to appointments or panicking when an emergency pops up that you need to address.
Another way to reduce adrenaline is to let go of your attachment to any decisions that your clients may make. A great way to do this is to always remember that it is their house, it is their mortgage, and it is their decision.
A closing statement that supports this approach is, "It's your choice, what would you like to do?" This takes the pressure off of you and makes the client responsible for their decision.
Instead of trying to influence your clients' decision, you can raise the bar and reduce your stress by shifting your role to be a trusted resource for your clients. Provide them with the best information possible so that they can make the best decision possible. Remember, you are a resource, not the decision-maker.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Wednesday, January 11, 2012
Don't Sell Me - Help Me
Don’t Sell Me…Help Me!
Posted By susanne On July 26, 2011 @ 3:14 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Information,Real Estate Training,REALTOR Marketing,Today's Top Story
There are some interesting things happening when it comes to doing business in the current environment.
• If it used to take 30 days to get a transaction closed, it now takes 120 or more
• If it used to take 20 contacts to get someone to listen to you, it now takes 100 or more
• If someone was inclined to do business with you before, they are now inclined to make sure they are getting the best deal regardless of their relationship with you
It’s a scary world for your clients. As a result, you must recognize this and change the way you approach “sales,” or you are likely to suffer.
People just aren’t in the mood to be sold. There are a variety of reasons for this all borne from the harsh economic realities we are living through. With all the negativity surrounding us every day, consumers are thinking any financially impactful decision through much more thoroughly than they ever have. This means they are taking much longer to commit and, in many cases, postponing decisions until things “get better.”
So what can you do to increase sales?
• Don’t sell, help.
• Don’t close, advise.
• Don’t push, encourage.
• Become completely indispensable.
It’s a totally different mindset but one that must be adopted in order to survive, no matter how counterintuitive it might be to the most hardcore of salespeople. Furthermore, besides the economic reasons driving this necessity to change your approach, today’s online consumer also doesn’t want to be “sold.”
Let’s look at what we do online to engage consumers:
• We blog about interesting topics that will position us as thought leaders.
• We post interesting articles, videos, etc. that provide engaging and relevant information.
• We allow the online consumer to interact with us without forcing them to make a decision…they control the process and call the shots.
We should be doing the same thing in the offline world. The more we are able to uncover someone’s needs and help them understand how much their issue could be costing them, the more we can prove to be an indispensable resource in helping them analyze their challenges. If we accomplish this, the more likely that consumer will be inclined to do business with us when they are ready to make a commitment.
As I mentioned above, the challenge is that we now have to do this with a significantly larger number of prospects because there are fewer willing to take chances and will only do so at their own pace. If you and your team increase your prospecting activity and become indispensable, you will be able to ride out the storm ahead of your competition.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Posted By susanne On July 26, 2011 @ 3:14 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Information,Real Estate Training,REALTOR Marketing,Today's Top Story
There are some interesting things happening when it comes to doing business in the current environment.
• If it used to take 30 days to get a transaction closed, it now takes 120 or more
• If it used to take 20 contacts to get someone to listen to you, it now takes 100 or more
• If someone was inclined to do business with you before, they are now inclined to make sure they are getting the best deal regardless of their relationship with you
It’s a scary world for your clients. As a result, you must recognize this and change the way you approach “sales,” or you are likely to suffer.
People just aren’t in the mood to be sold. There are a variety of reasons for this all borne from the harsh economic realities we are living through. With all the negativity surrounding us every day, consumers are thinking any financially impactful decision through much more thoroughly than they ever have. This means they are taking much longer to commit and, in many cases, postponing decisions until things “get better.”
So what can you do to increase sales?
• Don’t sell, help.
• Don’t close, advise.
• Don’t push, encourage.
• Become completely indispensable.
It’s a totally different mindset but one that must be adopted in order to survive, no matter how counterintuitive it might be to the most hardcore of salespeople. Furthermore, besides the economic reasons driving this necessity to change your approach, today’s online consumer also doesn’t want to be “sold.”
Let’s look at what we do online to engage consumers:
• We blog about interesting topics that will position us as thought leaders.
• We post interesting articles, videos, etc. that provide engaging and relevant information.
• We allow the online consumer to interact with us without forcing them to make a decision…they control the process and call the shots.
We should be doing the same thing in the offline world. The more we are able to uncover someone’s needs and help them understand how much their issue could be costing them, the more we can prove to be an indispensable resource in helping them analyze their challenges. If we accomplish this, the more likely that consumer will be inclined to do business with us when they are ready to make a commitment.
As I mentioned above, the challenge is that we now have to do this with a significantly larger number of prospects because there are fewer willing to take chances and will only do so at their own pace. If you and your team increase your prospecting activity and become indispensable, you will be able to ride out the storm ahead of your competition.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Tuesday, January 10, 2012
Think like a top producer
Think like a top producer
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the first of a four-part series.
If you want to have your best year ever in 2012, raising the bar in your business and your personal life is the key to achieving the success you want.
Several months ago, a new group on Facebook began an ongoing discussion of what it would take to raise the bar in the real estate industry. This is a laudable goal and the discussions in that group have tackled a wide variety of important issues.
When a member raised the same question in a different forum, however, a number of agents attacked her. What would drive such a response? At first, the response seems puzzling. There are two factors, however, that probably explain the hostility.
First, some agents may have been offended that they were being judged as not being good enough. They are working as hard as they can, they're struggling, and they don't see a way to get off the treadmill. "I can't work any harder" sums up this issue.
A different factor is that most people fear change. This results because they view change as "taking away" rather than "adding to" what they are already doing. When someone goes on the attack, the underlying reason is almost always fear.
In this case, the fear is taking something away from them. If you can view change as "adding to" what you already do, it becomes much easier to cope.
If the real estate industry is going to raise the bar, here are just some of the steps that agents and brokers can take.
Tip No. 1: Think like a top producer.
The first step to take to raise the bar in your real estate business is to think like a top producer.
To illustrate this point: "I am constantly learning. I listen to tapes in my car, attend as many conferences as possible, and am always looking for new ideas to improve my business. If I learn just one new thing that can help me improve my business, it was worth the time and the effort."
Top production is almost always tied to continuous learning. While top producers eagerly seek out new ways to grow their business, most agents do not.
As numerous real estate leaders lament when they bring in an outside speaker to help their agents: "All of my top producers were sitting in the front two rows. The agents who really needed to be here didn't even bother to show up."
How can you implement continuous learning in your business? Reading articles, listening to videos like those on InmanNext, and being in conversation with other agents online to see what is working for them are all great ways you can raise the bar in your business.
Tip No. 2: Baby steps.
The rate of change today is overwhelming. Agents are expected to be great marketers, expert negotiators, detail oriented enough to manage the 100-plus steps required to close a transaction, and be able to use video, blogging and social media effectively. Does anyone seriously expect 1 million agents in the U.S. to be highly competent in all of these areas?
To address the rapid rate of change, begin by evaluating your business. Look at where each of your closed deals originated in 2011.
Next, be brutally honest: What did you do in 2011 that did not generate any leads? Your goal is to identify the top 50 percent of your lead generation activities and to eliminate the bottom 20-30 percent that did not generate any leads.
By eliminating those nonproductive lead generation activities, you now have room to experiment with something new. The best agents always search for new ideas to implement in their business. Rather than trying to implement a series of steps at once, the best approach is to take baby steps.
For example, some agents will implement one key change a quarter or even once a month, depending upon how big the change is. For example, if you have been using Facebook and are considering experimenting with a different social media platform, you could consider adding LinkedIn.
A primary reason for being on LinkedIn is that the median income for LinkedIn members is more than $100,000. This would probably take a full quarter to implement. Next, evaluate the return from the change. If it produces results, keep it. Otherwise, discard it and move on to something else.
A different change that might take only a week to implement is adding the ZIP code to the tags on any pictures you post of your listings online. The research from Oodle shows that people search for property in one of three ways: street, city and ZIP code. This can be a simple way for people to find you more easily online and to generate more page views for your listings.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Raise the bar in your real estate business
By Bernice Ross
Inman News®
Editor's note: This is the first of a four-part series.
If you want to have your best year ever in 2012, raising the bar in your business and your personal life is the key to achieving the success you want.
Several months ago, a new group on Facebook began an ongoing discussion of what it would take to raise the bar in the real estate industry. This is a laudable goal and the discussions in that group have tackled a wide variety of important issues.
When a member raised the same question in a different forum, however, a number of agents attacked her. What would drive such a response? At first, the response seems puzzling. There are two factors, however, that probably explain the hostility.
First, some agents may have been offended that they were being judged as not being good enough. They are working as hard as they can, they're struggling, and they don't see a way to get off the treadmill. "I can't work any harder" sums up this issue.
A different factor is that most people fear change. This results because they view change as "taking away" rather than "adding to" what they are already doing. When someone goes on the attack, the underlying reason is almost always fear.
In this case, the fear is taking something away from them. If you can view change as "adding to" what you already do, it becomes much easier to cope.
If the real estate industry is going to raise the bar, here are just some of the steps that agents and brokers can take.
Tip No. 1: Think like a top producer.
The first step to take to raise the bar in your real estate business is to think like a top producer.
To illustrate this point: "I am constantly learning. I listen to tapes in my car, attend as many conferences as possible, and am always looking for new ideas to improve my business. If I learn just one new thing that can help me improve my business, it was worth the time and the effort."
Top production is almost always tied to continuous learning. While top producers eagerly seek out new ways to grow their business, most agents do not.
As numerous real estate leaders lament when they bring in an outside speaker to help their agents: "All of my top producers were sitting in the front two rows. The agents who really needed to be here didn't even bother to show up."
How can you implement continuous learning in your business? Reading articles, listening to videos like those on InmanNext, and being in conversation with other agents online to see what is working for them are all great ways you can raise the bar in your business.
Tip No. 2: Baby steps.
The rate of change today is overwhelming. Agents are expected to be great marketers, expert negotiators, detail oriented enough to manage the 100-plus steps required to close a transaction, and be able to use video, blogging and social media effectively. Does anyone seriously expect 1 million agents in the U.S. to be highly competent in all of these areas?
To address the rapid rate of change, begin by evaluating your business. Look at where each of your closed deals originated in 2011.
Next, be brutally honest: What did you do in 2011 that did not generate any leads? Your goal is to identify the top 50 percent of your lead generation activities and to eliminate the bottom 20-30 percent that did not generate any leads.
By eliminating those nonproductive lead generation activities, you now have room to experiment with something new. The best agents always search for new ideas to implement in their business. Rather than trying to implement a series of steps at once, the best approach is to take baby steps.
For example, some agents will implement one key change a quarter or even once a month, depending upon how big the change is. For example, if you have been using Facebook and are considering experimenting with a different social media platform, you could consider adding LinkedIn.
A primary reason for being on LinkedIn is that the median income for LinkedIn members is more than $100,000. This would probably take a full quarter to implement. Next, evaluate the return from the change. If it produces results, keep it. Otherwise, discard it and move on to something else.
A different change that might take only a week to implement is adding the ZIP code to the tags on any pictures you post of your listings online. The research from Oodle shows that people search for property in one of three ways: street, city and ZIP code. This can be a simple way for people to find you more easily online and to generate more page views for your listings.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Monday, January 9, 2012
With the right mindset, 2012 can be your best year ever
With the right mindset, 2012 can be your best year ever
Focus on personal strengths and eliminate nonproductive activities
By Bernice Ross
What does it take to have your best year ever even when the market continues to be tough? Here are two simple strategies you can implement now to make 2012 your most profitable year ever.
1. Reset your mindset
The No. 1 influence on your success is your mindset. Daniel Amen in his book, "Making a Good Brain Great," identifies what he calls "ANTs," which stands for automatic negative thoughts. Everyone has these thoughts that can keep us stuck rather than moving forward.
What's fascinating about Amen's research is that when he did brain scans on optimistic people who were thinking negative thoughts, their brain scans resembled those of people suffering from schizophrenia. Amen likened this effect to having an "ANT" invasion in your brain.
What can you do to limit the damage from ANTs? Amen suggests that you write them down as a way of looking at them objectively. Many ANTs are silly or irrational. By writing them down, you can sort out what merits your attention and what does not.
A second component of mindset comes from Buckminster Fuller who said, "Environment is stronger than will." A great example is a person who is dieting. He or she does well until someone orders pizza for the office or brings in doughnuts for a meeting.
In order to maintain a positive mindset, it's important to control your environment. If there are negative or toxic people in your office, try working from home. If you have negative clients, ask yourself whether working with this client is worth the damage to your mindset or would you be better off referring that person to another agent. In case you are wavering, remember how damaging negative thoughts are to your brain. When an agent says, "That client makes me crazy," there's more truth in that statement than they may realize.
2. Take the best and discard the rest
To increase the odds of your success in 2012, an important step is to identify what is working in your business and to expand on that. As Joeann Fossland says, no one ever got to the top by developing their weaknesses.
The one thing that virtually all top producers have in common is that they have one or two niches where they are the dominant player in the area or where they have a strong skill set such as cold calling. Their success relates specifically to a having a laser-like focus on these one or two strengths.
To determine your strengths, identify what aspects of the business that you enjoy doing. It's much easier to succeed when you do what you enjoy instead of forcing yourself to do something some expert says you should do to succeed.
The second step is to look at your production for 2011. If available, ask your manager for a printout of all of your closed transactions for 2011 or create your own list. Note the amount of commission you earned as well as where the lead originated. Also note the price range and the geographical location.
The third step is to note any patterns. For example, were most of your listings in a narrow price range or a specific geographical area? If so, devote more time to doing more of those activities that generated those leads. These numbers tell you where your business strengths are.
You can also use these numbers to determine what is not working. For example, if you used newspaper advertising in 2011, how may closed sales did it generate? If you are marketing to a 500-person geographical farm and it generated only one or two closed transactions, would your time and money be better spent on an activity that generated more closed transactions? The smart move is to move your marketing budget from those items that don't produce leads to those activities that currently generate the most closed transactions.
To illustrate this point, if your geographical farm is not generating leads, shift your money from marketing to strangers to staying in touch with past clients and people who are in your current sphere of influence. Along the same lines, if certain price ranges are much more active than others, focus your efforts where the activity is the greatest. Track this data regularly so that if the market shifts, you can put your resources where they will have the greatest impact.
By focusing on your personal strengths and by eliminating nonproductive activities from your business, you greatly increase the odds of having a great year in 2012.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Focus on personal strengths and eliminate nonproductive activities
By Bernice Ross
What does it take to have your best year ever even when the market continues to be tough? Here are two simple strategies you can implement now to make 2012 your most profitable year ever.
1. Reset your mindset
The No. 1 influence on your success is your mindset. Daniel Amen in his book, "Making a Good Brain Great," identifies what he calls "ANTs," which stands for automatic negative thoughts. Everyone has these thoughts that can keep us stuck rather than moving forward.
What's fascinating about Amen's research is that when he did brain scans on optimistic people who were thinking negative thoughts, their brain scans resembled those of people suffering from schizophrenia. Amen likened this effect to having an "ANT" invasion in your brain.
What can you do to limit the damage from ANTs? Amen suggests that you write them down as a way of looking at them objectively. Many ANTs are silly or irrational. By writing them down, you can sort out what merits your attention and what does not.
A second component of mindset comes from Buckminster Fuller who said, "Environment is stronger than will." A great example is a person who is dieting. He or she does well until someone orders pizza for the office or brings in doughnuts for a meeting.
In order to maintain a positive mindset, it's important to control your environment. If there are negative or toxic people in your office, try working from home. If you have negative clients, ask yourself whether working with this client is worth the damage to your mindset or would you be better off referring that person to another agent. In case you are wavering, remember how damaging negative thoughts are to your brain. When an agent says, "That client makes me crazy," there's more truth in that statement than they may realize.
2. Take the best and discard the rest
To increase the odds of your success in 2012, an important step is to identify what is working in your business and to expand on that. As Joeann Fossland says, no one ever got to the top by developing their weaknesses.
The one thing that virtually all top producers have in common is that they have one or two niches where they are the dominant player in the area or where they have a strong skill set such as cold calling. Their success relates specifically to a having a laser-like focus on these one or two strengths.
To determine your strengths, identify what aspects of the business that you enjoy doing. It's much easier to succeed when you do what you enjoy instead of forcing yourself to do something some expert says you should do to succeed.
The second step is to look at your production for 2011. If available, ask your manager for a printout of all of your closed transactions for 2011 or create your own list. Note the amount of commission you earned as well as where the lead originated. Also note the price range and the geographical location.
The third step is to note any patterns. For example, were most of your listings in a narrow price range or a specific geographical area? If so, devote more time to doing more of those activities that generated those leads. These numbers tell you where your business strengths are.
You can also use these numbers to determine what is not working. For example, if you used newspaper advertising in 2011, how may closed sales did it generate? If you are marketing to a 500-person geographical farm and it generated only one or two closed transactions, would your time and money be better spent on an activity that generated more closed transactions? The smart move is to move your marketing budget from those items that don't produce leads to those activities that currently generate the most closed transactions.
To illustrate this point, if your geographical farm is not generating leads, shift your money from marketing to strangers to staying in touch with past clients and people who are in your current sphere of influence. Along the same lines, if certain price ranges are much more active than others, focus your efforts where the activity is the greatest. Track this data regularly so that if the market shifts, you can put your resources where they will have the greatest impact.
By focusing on your personal strengths and by eliminating nonproductive activities from your business, you greatly increase the odds of having a great year in 2012.
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Sunday, January 8, 2012
Marketing Strategies: 5 Tips to Turning a Resolution into a Reality
Marketing Strategies: 5 Tips to Turning a Resolution into a Reality
Posted By susanne On January 4, 2012 @ 4:46 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Training,Today's Top Story
Do you know that 90 percent of Americans break their New Year’s Resolutions by January 31st? You can prevent this from happening, and turn your resolutions into a reality.
Tip 1: Be Clear and Specific
People are always coming to me and saying they want to be more successful. Is this your goal for the New Year? If so, then start to think in specifics. What does success mean to you?
Here’s a guideline to get you started. Imagine yourself doing work you love and be specific. Imagine yourself working with your ideal clients. What characteristics do you want them to have? Do you want them to be decisive, motivated, and up beat?
What income you want to make in the next year? Be specific. How many transactions you want to do this coming year? How many transactions per month?
Now you have a more clear idea of what it means to “be successful.” Every person’s definition of success is different. All you have to do is be crystal clear about your own personal definition of success.
Tip 2: Know Your Blocks and Obstacles
Ask yourself, what blocks and obstacles you will have to overcome to reach your goals. Take an inventory of your own self limiting beliefs. Here are some that I find common in my clients:
“I don’t have what it takes to succeed in today’s market”
“I’m not assertive enough to market myself”
“I’m not educated enough to be successful”
“Who am I to have an abundance of prosperity?”
Dig down and find out which self-limiting beliefs have been stopping you. With the help of and mentor or a coach, these can easily be changed. If you don’t change them, they will continue to hold you back.
Do you feel stuck? People often report feeling like they have one foot on the gas and one foot on the brake. That’s a pretty good indication of self limiting beliefs or self sabotaging strategies.
What is a self-sabotaging strategy? This is a pattern that never allows you to break free of old patterns and move forward. Procrastination and avoiding marketing are examples of how people often sabotage themselves.
To turn your resolutions into a reality, resolve to replace self-limiting beliefs with empowered beliefs and reverse self sabotaging strategies.
Tip 3: What Areas Do You Need to Develop?
In my 15+ years of coaching entrepreneurs to double or triple their incomes, I always find that there are areas that need to be developed. For example a lot of my clients have never mastered the art of prospecting. This may have not been such a big issue in the last 10 years, but in today’s changing market; you need to learn how to become an expert in prospecting.
What holds you back? Are you afraid to make calls? Some of my clients were even afraid to make calls to their sphere of influence before they received some coaching to find out how easy that can be. I find that when we know what to say, making the call is easy.
How confident do you feel about your marketing presentation? How about speaking in front of a group? Do you find there are areas that need to be developed? Set some specific action steps to help you get the training you need, whether it’s a coach, a mentor, a training group, books or CDs. Don’t let those areas slide if you want to turn your Resolutions into a Reality.
Tip 4: Have a Timeline and a Plan
So you want to be successful? By what date? Stephen Covey suggests that we “begin with the end in mind.” If you project your success out to a year from today, what action steps do you need to take?
Start by noticing the areas that you want to have as your main focus. For most entrepreneurs, the areas they want to focus on are: confidence building, marketing, and time management. What are your main focus areas? Once you determine them, create your strategies.
How will you build confidence, learn to market yourself and improve your time management?
A huge factor in the success of your plan is to build in some accountability. As an entrepreneur, you know how easy it is to let accountability slide. After all, you are your own boss.
This is a big reason why people hire coaches, mentors, or join a master mind group. They want some help in holding themselves accountable. If you create a set of action steps for the week, you are much more likely to do them, if you are reporting to somebody at the end of the week. That person should ask you, “how did your action steps go?” Do you think you will be more likely to do them if you know that someone else cares?
Tip 5: Visualize the End Result
Did you know that most top athletes mentally rehearse and visualize themselves performing at their best? If you’re really serious about manifesting what you want this year, take advantage of this important strategy.
Picture yourself in a year from now having all the money you want. See yourself living in the house of your dreams, driving the car that you always desired. Visualize yourself being appreciated by your clients and your family. Feel the positive feelings that this gives you. Do you feel calm, confident, and empowered? What other feelings come up for you?
Follow these 5 Tips and you are guaranteed to turn your resolutions into a reality.
Here is your free Business Plan Creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Posted By susanne On January 4, 2012 @ 4:46 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Training,Today's Top Story
Do you know that 90 percent of Americans break their New Year’s Resolutions by January 31st? You can prevent this from happening, and turn your resolutions into a reality.
Tip 1: Be Clear and Specific
People are always coming to me and saying they want to be more successful. Is this your goal for the New Year? If so, then start to think in specifics. What does success mean to you?
Here’s a guideline to get you started. Imagine yourself doing work you love and be specific. Imagine yourself working with your ideal clients. What characteristics do you want them to have? Do you want them to be decisive, motivated, and up beat?
What income you want to make in the next year? Be specific. How many transactions you want to do this coming year? How many transactions per month?
Now you have a more clear idea of what it means to “be successful.” Every person’s definition of success is different. All you have to do is be crystal clear about your own personal definition of success.
Tip 2: Know Your Blocks and Obstacles
Ask yourself, what blocks and obstacles you will have to overcome to reach your goals. Take an inventory of your own self limiting beliefs. Here are some that I find common in my clients:
“I don’t have what it takes to succeed in today’s market”
“I’m not assertive enough to market myself”
“I’m not educated enough to be successful”
“Who am I to have an abundance of prosperity?”
Dig down and find out which self-limiting beliefs have been stopping you. With the help of and mentor or a coach, these can easily be changed. If you don’t change them, they will continue to hold you back.
Do you feel stuck? People often report feeling like they have one foot on the gas and one foot on the brake. That’s a pretty good indication of self limiting beliefs or self sabotaging strategies.
What is a self-sabotaging strategy? This is a pattern that never allows you to break free of old patterns and move forward. Procrastination and avoiding marketing are examples of how people often sabotage themselves.
To turn your resolutions into a reality, resolve to replace self-limiting beliefs with empowered beliefs and reverse self sabotaging strategies.
Tip 3: What Areas Do You Need to Develop?
In my 15+ years of coaching entrepreneurs to double or triple their incomes, I always find that there are areas that need to be developed. For example a lot of my clients have never mastered the art of prospecting. This may have not been such a big issue in the last 10 years, but in today’s changing market; you need to learn how to become an expert in prospecting.
What holds you back? Are you afraid to make calls? Some of my clients were even afraid to make calls to their sphere of influence before they received some coaching to find out how easy that can be. I find that when we know what to say, making the call is easy.
How confident do you feel about your marketing presentation? How about speaking in front of a group? Do you find there are areas that need to be developed? Set some specific action steps to help you get the training you need, whether it’s a coach, a mentor, a training group, books or CDs. Don’t let those areas slide if you want to turn your Resolutions into a Reality.
Tip 4: Have a Timeline and a Plan
So you want to be successful? By what date? Stephen Covey suggests that we “begin with the end in mind.” If you project your success out to a year from today, what action steps do you need to take?
Start by noticing the areas that you want to have as your main focus. For most entrepreneurs, the areas they want to focus on are: confidence building, marketing, and time management. What are your main focus areas? Once you determine them, create your strategies.
How will you build confidence, learn to market yourself and improve your time management?
A huge factor in the success of your plan is to build in some accountability. As an entrepreneur, you know how easy it is to let accountability slide. After all, you are your own boss.
This is a big reason why people hire coaches, mentors, or join a master mind group. They want some help in holding themselves accountable. If you create a set of action steps for the week, you are much more likely to do them, if you are reporting to somebody at the end of the week. That person should ask you, “how did your action steps go?” Do you think you will be more likely to do them if you know that someone else cares?
Tip 5: Visualize the End Result
Did you know that most top athletes mentally rehearse and visualize themselves performing at their best? If you’re really serious about manifesting what you want this year, take advantage of this important strategy.
Picture yourself in a year from now having all the money you want. See yourself living in the house of your dreams, driving the car that you always desired. Visualize yourself being appreciated by your clients and your family. Feel the positive feelings that this gives you. Do you feel calm, confident, and empowered? What other feelings come up for you?
Follow these 5 Tips and you are guaranteed to turn your resolutions into a reality.
Here is your free Business Plan Creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Saturday, January 7, 2012
Commit or be Committed
Commit Or Be Committed
by Suzanne Roy
January 4, 2012
2012 is now upon us. The sights have been set and (most likely) they are pretty high.
Your business plans are in place, you are ready and raring to make this year one that will make your competition’s hair stand on end! Goals have been penned, budgets set, you’ve committed to a plan of action to close “X” number of deals each month…
But, will it be any different than 2011? Really?
What will you TRULY do differently this year versus what you did in the last? My wish for you is to far exceed your goals – to be the ultimate Realtor® in your market area. But honestly, I have a sneaking suspicion that instead of sights being high in the sky, they’re more likely to be pies in the skies…
Wow. What a downer, huh?
It’s not my intention to be a drag, believe me. It’s more of a reality check than anything. My intention is always to help. That’s what “assistants” do, right? Well, I truly want to help you exponentially build your business. And, if I can’t do that then I’m not a good helper, now am I?
So I’m taking this opportunity to guide you to commit to your goals. Commit to your budgets. Commit to your plans. But beyond that, commit to your means of building your business!
Let me say that again:
Commit to your means of building your business!
So, what does that mean?
It means allow yourself to give 110% toward whatever you have decided to use to build your business. Now I didn’t say, 50%, or 75%. I said 110%. And I really mean it.
Because if you don’t commit, you’ll be committed! You know, straight-jacket’ed and hauled away?!
I can guarantee that if you don’t give it everything, you’ll drive yourself insane. I’ve witnessed it, people, and it ain’t pretty!
Here’s the scenario:
Johnny Scatterbrain (names have been changed to protect the innocent!) has decided that this year he will focus on waterfront condos on the oceanfront side of Miami. He creates a blog using a custom url, has his keyword phrases researched, builds a Facebook Page (or better yet, Group) to encourage people within that market area to interact. He sends out postcards to a couple of thousand owners. He does this for 8 weeks. And his results are not happening fast enough. So Johnny decides to cut back on his marketing budget and stop sending the postcards and reducing the amount of time he spends on his social sites.
Somehow, Johnny thinks that by doing this his results will increase?!
Here’s what Johnny should do:
Commit to his goal. Commit to a budget. Commit to his plan (for longer than 8 weeks) and do it 110%!
If you have spoken with a company or an individual who has promised you results in a set amount of time, please don’t walk away. Sprint. There are never any guarantees with a plan working – but it definitely won’t work if you don’t commit. And commit to it long term.
Here’s my breakdown of how you can succeed in 2012 by staying focused and rigid in your means to building your Real Estate business in 2012:
Ask.
Ask your Broker, non-competing, highly successful agents, coach, or assistant what they know to work for long term business growth. Your Broker should be a wealth of information and if he/she is not, then you may want to consider moving brokerages. A Broker in today’s social media, high-tech driven marketing arena must possess more knowledge than their agents. Makes sense, doesn’t it?
A non-competing agent (I.e. one outside of your market area that you know kick some royal a** in their business) should be willing to share with you what they have done to become the #1 Realtor® in their area. Be aware that what may work in one area, may not work in another – for example, I’ve witnessed Trulia’s tools working in one area but not well in another.
Your coach or real estate assistant should also be able to give you excellent advise as to what is the best tool to take by the horns. A great coach or assistant will be up to snuff on the best and most lucrative tools for building your business – you simply need to ask!
Research.
Look at your competitors. What are they doing? Can you duplicate it? Can you do it better?
Quick Tip: One of the things that I do to get inside their (online marketing) heads is to see what keywords they are using. This is easy to do – simply go to their website and RIGHT click on the page and click on the VIEW SOURCE on the drop down list. This will open up a new tab and will show you a big list of code. Here’s what you are looking for:
This should be done on several pages as (if they are good, or using a good SEO person) each page on their site should have different keywords used.
Is your competition using social media sites for gaining additional business? What are they doing? How often are they doing it? What are they saying? Where are they doing it (Facebook Profile, Page, Group? Twitter, LinkedIN, blogsite?)? Why are they doing what they are doing? Really read what they are saying and how they are saying it. If they are really as good as you think they are, there is a strategy. You just have to discover it!
Tie the Knot.
Become married to your means of building your business and don’t give up at the first sign of (perceived) defeat. Don’t quit after a few weeks, or months. Anything that is worthwhile takes work! Get your hands dirty and really get involved in your business development. As the saying goes, “You get out what you put in“. This is so true when it relates to marketing tools. Doing something a couple of times and basing it’s value (or Return on Investment) on such a short test phase, is not only unrealistic but enough to bring you to insanity and being committed!
There is an A.R.T. to your success and it’s really as simple as these three steps.
The moral of this blog-story is, commit to your means to further your business and commit to it 110%!
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
by Suzanne Roy
January 4, 2012
2012 is now upon us. The sights have been set and (most likely) they are pretty high.
Your business plans are in place, you are ready and raring to make this year one that will make your competition’s hair stand on end! Goals have been penned, budgets set, you’ve committed to a plan of action to close “X” number of deals each month…
But, will it be any different than 2011? Really?
What will you TRULY do differently this year versus what you did in the last? My wish for you is to far exceed your goals – to be the ultimate Realtor® in your market area. But honestly, I have a sneaking suspicion that instead of sights being high in the sky, they’re more likely to be pies in the skies…
Wow. What a downer, huh?
It’s not my intention to be a drag, believe me. It’s more of a reality check than anything. My intention is always to help. That’s what “assistants” do, right? Well, I truly want to help you exponentially build your business. And, if I can’t do that then I’m not a good helper, now am I?
So I’m taking this opportunity to guide you to commit to your goals. Commit to your budgets. Commit to your plans. But beyond that, commit to your means of building your business!
Let me say that again:
Commit to your means of building your business!
So, what does that mean?
It means allow yourself to give 110% toward whatever you have decided to use to build your business. Now I didn’t say, 50%, or 75%. I said 110%. And I really mean it.
Because if you don’t commit, you’ll be committed! You know, straight-jacket’ed and hauled away?!
I can guarantee that if you don’t give it everything, you’ll drive yourself insane. I’ve witnessed it, people, and it ain’t pretty!
Here’s the scenario:
Johnny Scatterbrain (names have been changed to protect the innocent!) has decided that this year he will focus on waterfront condos on the oceanfront side of Miami. He creates a blog using a custom url, has his keyword phrases researched, builds a Facebook Page (or better yet, Group) to encourage people within that market area to interact. He sends out postcards to a couple of thousand owners. He does this for 8 weeks. And his results are not happening fast enough. So Johnny decides to cut back on his marketing budget and stop sending the postcards and reducing the amount of time he spends on his social sites.
Somehow, Johnny thinks that by doing this his results will increase?!
Here’s what Johnny should do:
Commit to his goal. Commit to a budget. Commit to his plan (for longer than 8 weeks) and do it 110%!
If you have spoken with a company or an individual who has promised you results in a set amount of time, please don’t walk away. Sprint. There are never any guarantees with a plan working – but it definitely won’t work if you don’t commit. And commit to it long term.
Here’s my breakdown of how you can succeed in 2012 by staying focused and rigid in your means to building your Real Estate business in 2012:
Ask.
Ask your Broker, non-competing, highly successful agents, coach, or assistant what they know to work for long term business growth. Your Broker should be a wealth of information and if he/she is not, then you may want to consider moving brokerages. A Broker in today’s social media, high-tech driven marketing arena must possess more knowledge than their agents. Makes sense, doesn’t it?
A non-competing agent (I.e. one outside of your market area that you know kick some royal a** in their business) should be willing to share with you what they have done to become the #1 Realtor® in their area. Be aware that what may work in one area, may not work in another – for example, I’ve witnessed Trulia’s tools working in one area but not well in another.
Your coach or real estate assistant should also be able to give you excellent advise as to what is the best tool to take by the horns. A great coach or assistant will be up to snuff on the best and most lucrative tools for building your business – you simply need to ask!
Research.
Look at your competitors. What are they doing? Can you duplicate it? Can you do it better?
Quick Tip: One of the things that I do to get inside their (online marketing) heads is to see what keywords they are using. This is easy to do – simply go to their website and RIGHT click on the page and click on the VIEW SOURCE on the drop down list. This will open up a new tab and will show you a big list of code. Here’s what you are looking for:
This should be done on several pages as (if they are good, or using a good SEO person) each page on their site should have different keywords used.
Is your competition using social media sites for gaining additional business? What are they doing? How often are they doing it? What are they saying? Where are they doing it (Facebook Profile, Page, Group? Twitter, LinkedIN, blogsite?)? Why are they doing what they are doing? Really read what they are saying and how they are saying it. If they are really as good as you think they are, there is a strategy. You just have to discover it!
Tie the Knot.
Become married to your means of building your business and don’t give up at the first sign of (perceived) defeat. Don’t quit after a few weeks, or months. Anything that is worthwhile takes work! Get your hands dirty and really get involved in your business development. As the saying goes, “You get out what you put in“. This is so true when it relates to marketing tools. Doing something a couple of times and basing it’s value (or Return on Investment) on such a short test phase, is not only unrealistic but enough to bring you to insanity and being committed!
There is an A.R.T. to your success and it’s really as simple as these three steps.
The moral of this blog-story is, commit to your means to further your business and commit to it 110%!
Here's a free business plan creator to get you started!
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Friday, January 6, 2012
Surviving in the 'Long Haul' Market
Surviving in the 'Long Haul' Market
If you're waiting for a dramatic turnaround in the market to save your business, stop. Instead, get mentally stronger and improve your commitment to your career.
November 2011 | By Dirk Zeller
Real estate has seen some ups and some downs over the past decade. Right now, we’re in what I call a long-haul market. What that means is that there probably won’t be radical improvements in the overall health of the industry, so people who want to stay in the business need to be committed for the long haul.
What you need to survive in a long-haul environment can be summed up as follows:
1. Your attitude toward the realities of the market.
2. Your sales skills and business acumen.
3. Your level of commitment and discipline.
It’s that last point that I want to address here.
Today’s market has revealed where agents, brokers, and companies are lacking. Warren Buffett has a great quote that I love: “When the tide goes out, you know who’s been skinny-dipping.”
Because the tide is out right now, today’s market demands more discipline, mental toughness, and consistency. If you don’t have those qualities, you’re going to be vulnerable
Let me share with you some key rules to fine-tune your discipline and attitude.
Understand That It’s Not Easy
I often hear brokers and practitioners complain about how tough the market, sellers, buyers, and transactions are today. Well, who promised them a rose garden? Whoever says success and rewards are supposed to be easy is either mistaken or selling something. It’s always been challenging. Of course, we had an easier stretch from 2002 to 2006, but that’s gone (and it really shouldn’t have gotten to the point that it did). Get over it.
Several people I know are having their best year in real estate. But they’ve mastered their attitudes and maintained a reasonable level of discipline to achieve those results. Once they grasped that concept, they were able to put the systems and strategies in place to expand their business.
Do the Tough Things First
This is a motto to live by. You won’t get ahead without taking on the tough stuff right off the bat. The odds of being disciplined enough to will your way to doing the most difficult things around the end of the day aren’t in your favor. Your energy level is low and your mental sharpness is diminished. If you want to accomplish big things, get going on them as early as possible. You have to be aware of the time and energy involved in getting through everything that has to be done.
Extraordinary Results Require Extraordinary Efforts
Don’t settle for less — expect more of yourself. Now is the time to take the market share from others. Is your competition surpassing you in commitment, skill, and performance? What do you need to do with consistency to move into the extraordinary category?
Also, what is the one thing that, if done with excellence, will make the biggest difference in your life? You don’t need to be extraordinary at 20 things. The most successful people are extraordinary at about a half-dozen. They spend most of their day on them. What are your specialties?
Never, Never, Never Give Up!
There are too many practitioners who have given up or are thinking about giving up. They’re doing so because they’re wishing for external forces — some sort of deus ex machina — to cause change and improvement.
However, real change and improvement come from within. Don’t wish it were easier; make yourself better. You might have to delay certain things in your life to get back on track.
When I wrote my first book, I stopped playing golf for a whole year. I denied myself for a short period of time. When the writing got extremely difficult, I never gave up. You can’t be defeated by the marketplace unless you quit. You might be delayed, but you won’t be defeated.
Today’s marketplace requires more. Are you willing to pay more to achieve what you want? To grab the lifestyle and income that you desire? You are the only one who can make that choice. What do you choose?
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
If you're waiting for a dramatic turnaround in the market to save your business, stop. Instead, get mentally stronger and improve your commitment to your career.
November 2011 | By Dirk Zeller
Real estate has seen some ups and some downs over the past decade. Right now, we’re in what I call a long-haul market. What that means is that there probably won’t be radical improvements in the overall health of the industry, so people who want to stay in the business need to be committed for the long haul.
What you need to survive in a long-haul environment can be summed up as follows:
1. Your attitude toward the realities of the market.
2. Your sales skills and business acumen.
3. Your level of commitment and discipline.
It’s that last point that I want to address here.
Today’s market has revealed where agents, brokers, and companies are lacking. Warren Buffett has a great quote that I love: “When the tide goes out, you know who’s been skinny-dipping.”
Because the tide is out right now, today’s market demands more discipline, mental toughness, and consistency. If you don’t have those qualities, you’re going to be vulnerable
Let me share with you some key rules to fine-tune your discipline and attitude.
Understand That It’s Not Easy
I often hear brokers and practitioners complain about how tough the market, sellers, buyers, and transactions are today. Well, who promised them a rose garden? Whoever says success and rewards are supposed to be easy is either mistaken or selling something. It’s always been challenging. Of course, we had an easier stretch from 2002 to 2006, but that’s gone (and it really shouldn’t have gotten to the point that it did). Get over it.
Several people I know are having their best year in real estate. But they’ve mastered their attitudes and maintained a reasonable level of discipline to achieve those results. Once they grasped that concept, they were able to put the systems and strategies in place to expand their business.
Do the Tough Things First
This is a motto to live by. You won’t get ahead without taking on the tough stuff right off the bat. The odds of being disciplined enough to will your way to doing the most difficult things around the end of the day aren’t in your favor. Your energy level is low and your mental sharpness is diminished. If you want to accomplish big things, get going on them as early as possible. You have to be aware of the time and energy involved in getting through everything that has to be done.
Extraordinary Results Require Extraordinary Efforts
Don’t settle for less — expect more of yourself. Now is the time to take the market share from others. Is your competition surpassing you in commitment, skill, and performance? What do you need to do with consistency to move into the extraordinary category?
Also, what is the one thing that, if done with excellence, will make the biggest difference in your life? You don’t need to be extraordinary at 20 things. The most successful people are extraordinary at about a half-dozen. They spend most of their day on them. What are your specialties?
Never, Never, Never Give Up!
There are too many practitioners who have given up or are thinking about giving up. They’re doing so because they’re wishing for external forces — some sort of deus ex machina — to cause change and improvement.
However, real change and improvement come from within. Don’t wish it were easier; make yourself better. You might have to delay certain things in your life to get back on track.
When I wrote my first book, I stopped playing golf for a whole year. I denied myself for a short period of time. When the writing got extremely difficult, I never gave up. You can’t be defeated by the marketplace unless you quit. You might be delayed, but you won’t be defeated.
Today’s marketplace requires more. Are you willing to pay more to achieve what you want? To grab the lifestyle and income that you desire? You are the only one who can make that choice. What do you choose?
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Thursday, January 5, 2012
16 Steps to Your Best Business Plan
16 Steps to Your Best Business Plan
Getting your business ready for next year starts with strategies and goals. Here are some specific, actionable steps you can take to prepare for 2012.
December 2011 | By Rich Levin
In any line of business, it’s not the work that’s hard. It’s the self-discipline. That’s why it’s important to have a workable strategy in place and stick to that until goals are met.
The following 16 simple steps will ensure that your 2012 business plan works for your career and your life. Most of the steps in this plan can be completed in 15 minutes or less. Spend no more than 60 minutes at a time with these steps. Complete this plan in a series of brief sessions over at least 30 days. This allows for your creativity and insight to rise and anxiety to fall.
If you finish this simple planning process before the beginning of 2012, you’ll have your best year ever (or best for a long time). If it’s not possible to complete this plan before the year’s end, then complete it over the next 30 days.
Steps to a Better Business Plan
1. Make a list of your dream priorities in every aspect of your life.
2. Write your answer to these questions: “What do you want your real estate career to do for your life in 2012? Why is that important to you? Who else will benefit? How will they benefit? Why is that important to you?”
3. Choose one of those dream priorities from the first question above and scribble it down. Write what you’d like to accomplish in that area by the end of each month in the next year, January through December. Do this quickly — you can improve it later.
4. Answer this question: What are your three greatest strengths that will contribute to your success in 2012?
5. Consider what shortcomings are costing you money now and how you would increase your production if you improved them.
6. Identify clear indicators of your strengthened skills that you should see by the end of 2012.
• What do you want to stop or start doing, do more of, buy, and practice?
• Which actions will you take, every day or every week, to ensure that you strengthen that skill?
7. Discern the biggest weakness standing in the way of your success.
• Do you want to strengthen that weakness or successfully strategize around it so that you can succeed without it? How will you do that?
• What will you take, every day or every week to ensure you strengthen or work around that weakness?
• At the end of 2012, how will you know you’ve succeeded?
8 & 9. Create your FREE business plan in 5 minutes.
Click her for your Free 5 minute business plan!
10. Write down your sales volume and number of sales goals for 2012 from #8.
• Choose one of the two (sales volume or number of sales) and break it down to monthly goals for January through December. Do not simply divide the number of sales by 12. You are likely to sell more in some months than others. Ideally, get your history of sales by month for the past couple of years so that you can discover any patterns that will make these monthly goals even more relevant and motivating. Then set goals for each month.
• Calculate the other number, sales volume or number of sales, for each month.
11 & 12. Review your strengths from #4 and shortcomings from #5.
• Make a list of three to five ways that you’ll generate the leads that will become the new clients, sales, and listings to reach your goal.
• Write down what specific activities are needed to achieve that objective: phone calls, blog posts, mailings, search-engine efforts, open houses, and so forth.
13. Choose which activities you’ll complete daily and schedule them day by day. Put that on your calendar and start immediately.
14. Choose which activities for #12 will be completed weekly. Choose the day of the week to spend 30 to 60 minutes on that activity. Limit this to no more than one activity per day. For example, on Mondays you follow up on all your leads. On Tuesdays, you work on your Web marketing. On Wednesdays, you invest time in your print marketing. And so on.
15. Hold a 30- to 60-minute business plan update session.
• Show up on time and work for at least 30 minutes.
• Record and review your number of new clients for the week, sales, and listings for the month. Compare these with your monthly and year-to-date goals. Ideally, you also should compare them with previous years’ results.
• Select the projects and activities that are most likely to help you achieve your current month’s goals, and will help you achieve your following months and annual goals.
• Make commitments for the day and the week.
• Pat yourself on the back for your accomplishments.
16. Pump yourself up: Weird but true, your physiology will dictate the success of your planning sessions. So, when you start, and each time you move on to a new step, put yourself in a proud frame of mind. That means standing up, stretching way up, left, right, and back. Shake out your body. Then, put your shoulders back, stomach in (you’ll feel it even if it still sticks out), and chest out. Take three huge, deep breaths — far more oxygen that you normally take into your lungs. Smile. Pump your fist and say “Yes, Yes, Yes.” You put yourself in the best possible mental and emotional state for planning.
All beginnings are hard, but you should start this process today if you can. And remember: The person with the best plan does not win. The person who executes their plan wins. You don’t have to get it right. Just get it going. Then keep improving it.
* The first key to success: Focus on results instead of activities. Throughout the year, instead of focusing on number of activities (calls, mailings, blog posts, and so on), concentrate on achieving this number of new clients each week. Focusing on the activities leads to frustration and self-criticism. Targeting the desired results stimulates motivation and provides insight into what is working in your business and what needs your attention.
These steps are adapted from from Rich Levin’sFour Phases of the Most Successful Business Plan Workbook for 2012.
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Getting your business ready for next year starts with strategies and goals. Here are some specific, actionable steps you can take to prepare for 2012.
December 2011 | By Rich Levin
In any line of business, it’s not the work that’s hard. It’s the self-discipline. That’s why it’s important to have a workable strategy in place and stick to that until goals are met.
The following 16 simple steps will ensure that your 2012 business plan works for your career and your life. Most of the steps in this plan can be completed in 15 minutes or less. Spend no more than 60 minutes at a time with these steps. Complete this plan in a series of brief sessions over at least 30 days. This allows for your creativity and insight to rise and anxiety to fall.
If you finish this simple planning process before the beginning of 2012, you’ll have your best year ever (or best for a long time). If it’s not possible to complete this plan before the year’s end, then complete it over the next 30 days.
Steps to a Better Business Plan
1. Make a list of your dream priorities in every aspect of your life.
2. Write your answer to these questions: “What do you want your real estate career to do for your life in 2012? Why is that important to you? Who else will benefit? How will they benefit? Why is that important to you?”
3. Choose one of those dream priorities from the first question above and scribble it down. Write what you’d like to accomplish in that area by the end of each month in the next year, January through December. Do this quickly — you can improve it later.
4. Answer this question: What are your three greatest strengths that will contribute to your success in 2012?
5. Consider what shortcomings are costing you money now and how you would increase your production if you improved them.
6. Identify clear indicators of your strengthened skills that you should see by the end of 2012.
• What do you want to stop or start doing, do more of, buy, and practice?
• Which actions will you take, every day or every week, to ensure that you strengthen that skill?
7. Discern the biggest weakness standing in the way of your success.
• Do you want to strengthen that weakness or successfully strategize around it so that you can succeed without it? How will you do that?
• What will you take, every day or every week to ensure you strengthen or work around that weakness?
• At the end of 2012, how will you know you’ve succeeded?
8 & 9. Create your FREE business plan in 5 minutes.
Click her for your Free 5 minute business plan!
10. Write down your sales volume and number of sales goals for 2012 from #8.
• Choose one of the two (sales volume or number of sales) and break it down to monthly goals for January through December. Do not simply divide the number of sales by 12. You are likely to sell more in some months than others. Ideally, get your history of sales by month for the past couple of years so that you can discover any patterns that will make these monthly goals even more relevant and motivating. Then set goals for each month.
• Calculate the other number, sales volume or number of sales, for each month.
11 & 12. Review your strengths from #4 and shortcomings from #5.
• Make a list of three to five ways that you’ll generate the leads that will become the new clients, sales, and listings to reach your goal.
• Write down what specific activities are needed to achieve that objective: phone calls, blog posts, mailings, search-engine efforts, open houses, and so forth.
13. Choose which activities you’ll complete daily and schedule them day by day. Put that on your calendar and start immediately.
14. Choose which activities for #12 will be completed weekly. Choose the day of the week to spend 30 to 60 minutes on that activity. Limit this to no more than one activity per day. For example, on Mondays you follow up on all your leads. On Tuesdays, you work on your Web marketing. On Wednesdays, you invest time in your print marketing. And so on.
15. Hold a 30- to 60-minute business plan update session.
• Show up on time and work for at least 30 minutes.
• Record and review your number of new clients for the week, sales, and listings for the month. Compare these with your monthly and year-to-date goals. Ideally, you also should compare them with previous years’ results.
• Select the projects and activities that are most likely to help you achieve your current month’s goals, and will help you achieve your following months and annual goals.
• Make commitments for the day and the week.
• Pat yourself on the back for your accomplishments.
16. Pump yourself up: Weird but true, your physiology will dictate the success of your planning sessions. So, when you start, and each time you move on to a new step, put yourself in a proud frame of mind. That means standing up, stretching way up, left, right, and back. Shake out your body. Then, put your shoulders back, stomach in (you’ll feel it even if it still sticks out), and chest out. Take three huge, deep breaths — far more oxygen that you normally take into your lungs. Smile. Pump your fist and say “Yes, Yes, Yes.” You put yourself in the best possible mental and emotional state for planning.
All beginnings are hard, but you should start this process today if you can. And remember: The person with the best plan does not win. The person who executes their plan wins. You don’t have to get it right. Just get it going. Then keep improving it.
* The first key to success: Focus on results instead of activities. Throughout the year, instead of focusing on number of activities (calls, mailings, blog posts, and so on), concentrate on achieving this number of new clients each week. Focusing on the activities leads to frustration and self-criticism. Targeting the desired results stimulates motivation and provides insight into what is working in your business and what needs your attention.
These steps are adapted from from Rich Levin’sFour Phases of the Most Successful Business Plan Workbook for 2012.
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Wednesday, January 4, 2012
Making a Good First Impression
Making a Good First Impression
How good are you at making business connections? Learn how to make a strong first impression when working the crowd so that you can start building a successful referral business of your peers.
December 2011 | By Melissa Dittmann Tracey
It’s much easier to form a good first impression than to recover from a bad one, says Michelle Tillis Lederman, author of The 11 Laws of Likability (AMACOM, 2012). From that first handshake and introduction, you’re forming an opinion of that person and they’re forming an opinion about you too. Everything from spoken words to posture and facial expressions contribute to that first impression.
“We are judgmental people. Our instinct is to make decisions and assumptions about other people in a minute-and-a-half or so of meeting them, maybe before you shake hands or even say ‘hello,’ ” says Lederman, founder and CEO of Executive Essentials. “It’s hard not to make a first impression.”
For real estate professionals, making a good first impression isn’t important just for building customer relationships but also for building relationships among your peers — which can bring referrals to your business and earn you some extra cash. Whether networking at industry events, conferences, or around your community, you want to make sure you’re making a lasting, memorable impression so that it’s your name others will pass along to customers. Those first 90 seconds when meeting someone new can be critical in establishing likability, Lederman says.
She offers some of the following tips on how to make a good first impression while “relationship networking”:
1. Watch what your body language says.
Your body language can send a lot of signals to whom you’re speaking — it can reveal your disinterest or show attentiveness and confidence, Lederman says. Here are some important things to remember in your body language while networking:
• Smiling: “It’s the most important thing you can do in a conversation,” Lederman says. A smile can communicate openness, approachability, and trustworthiness, and it can be warm and comforting. “A smile is the No. 1 way to reduce misinterpretation and judgment in the wrong direction on a first impression,” Lederman says.
• Eye contact: Consistent eye contact can make the other person feel understood, respected, and heard. But don’t stare, which can make others feel uncomfortable. Between extended periods of eye contact, take breaks of two to five seconds.
• Nodding: Women and men tend to use “the nod” differently in conversations: Men tend to nod when they agree with something while women tend to nod to show they’re listening, research shows. Using a nod to show both agreement and attentiveness can be effective.
• Stand tall: Rolling your shoulders down can make your body appear smaller and send the message you’re closed off or lack confidence. Posture is important — broaden your shoulders and pick them up to open up your body frame and exude more confidence.
• Tone: Your voice tone also contributes to your first impression. If you’re not naturally peppy, then don’t be — you’ll come off as insincere. Have a confident voice. Avoid mumbling, using too many “um's" and “ah's", or raising your voice at the end of your sentence like if you were asking a question.
2. Curiosity.
Start the conversation by being curious about the other person — what do you really want to know about her? Where is he from? How long has she been working in real estate? Is there any professional advice you would like to ask her? People love doling out advice, it makes them feel valued.
Keep your questions open-ended — beginning with “what,” “how,” “how come,” and “why,” Lederman suggests. For example, the question “What brings you here?” will encourage people to open up more than asking a yes or no question such as “Did your company send you?” Just be careful not to bombard people with question after question or they may feel guarded, Lederman warns.
“Showing genuine curiosity about a person’s job, life, interests, opinions, or needs is a great way to start a conversation, keep it going, and create connections,” Lederman says. But the conversation doesn’t always have to be work-related. Ask about hobbies, sports, interests, or vacations. “Be able to shift from professional topics to talking about anything,” Lederman says. “It’s over the more personal things that people bond.”
3. Listen closely.
So you’ve demonstrated curiosity — now listen carefully. There are three main levels of listening; a combination of the three can be effective in networking, Lederman says.
• Inward listening: Find a way to relate the information the person is telling you to your own life and experiences. This is how most people tend to listen, and it can be effective because you’re relating to other person. That said, be careful you don’t take advantage and make the conversation all about you.
• Outward listening: Listen in a way to understand more, with probing follow-up statements like “tell me more about that” or “how come?”
• Intuitive listening: Focus not just on what the person is saying but also the person’s body language (facial expressions, tone, and so on) and general “vibe.” With this form of listening, you’re going a step further by interpreting what you’re hearing. But watch out: “It could seem off-putting to people you just met to feel like they are being ‘read,’” Lederman says. “Be thoughtful with your tone of voice to make it clear that you are proposing and not assuming.”
4. ‘You too? Me too!’
People like people like them. Finding similarities and areas of common ground will go far in establishing instant rapport. Discover similarities in your professional experiences, people you know, beliefs, education, or work histories. “When we discover similarities, we form deeper and more lasting connections,” Lederman says. “You build a foundation of trust. If we have someone in common or a common interest, that makes me like you a little more and want to chat more.”
5. Authenticity rules.
Let’s say you’re looking for more connections to grow your referral business. If that’s your chief motivator when making initial contacts, then you’re doomed to fail — people can read insincerity. Passing out your business card before a relationship is even formed and coming across as self-serving in your interactions is going to do more harm than good.
“Make a shift from ‘It’s all about me’ to ‘It’s all about the relationship,’” Lederman says. “You need to network for a relationship, not just for now or to fulfill a need.”
Make the First Impression Count
So maybe you’ve survived the first 90 seconds and beyond of the conversation by sending off positive body language, being genuine and curious, listening, and finding common ground — but you’ll want to keep the relationship going beyond that first meeting. The key to follow-up is giving, Lederman says.
“One of the strongest ways to increase likability and foster a connection is to demonstrate that we understand someone else’s needs and are happy to help fulfill them,” Lederman says. “Extending a helping hand is one of the best ways to follow up, and it also opens the door for continued contact going forward.”
“Giving” could include extending an invitation to a future event, introducing that person to others, or providing resources such as links to information that the person might find engaging (just be careful that it won’t be viewed as spam), Lederman says.
“You can still stay in their mind without getting in their face,” Lederman says. “Look for genuine reasons to reach out to someone. Whatever you talked about, try to think of a quick follow-up to start building the relationship.”
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
How good are you at making business connections? Learn how to make a strong first impression when working the crowd so that you can start building a successful referral business of your peers.
December 2011 | By Melissa Dittmann Tracey
It’s much easier to form a good first impression than to recover from a bad one, says Michelle Tillis Lederman, author of The 11 Laws of Likability (AMACOM, 2012). From that first handshake and introduction, you’re forming an opinion of that person and they’re forming an opinion about you too. Everything from spoken words to posture and facial expressions contribute to that first impression.
“We are judgmental people. Our instinct is to make decisions and assumptions about other people in a minute-and-a-half or so of meeting them, maybe before you shake hands or even say ‘hello,’ ” says Lederman, founder and CEO of Executive Essentials. “It’s hard not to make a first impression.”
For real estate professionals, making a good first impression isn’t important just for building customer relationships but also for building relationships among your peers — which can bring referrals to your business and earn you some extra cash. Whether networking at industry events, conferences, or around your community, you want to make sure you’re making a lasting, memorable impression so that it’s your name others will pass along to customers. Those first 90 seconds when meeting someone new can be critical in establishing likability, Lederman says.
She offers some of the following tips on how to make a good first impression while “relationship networking”:
1. Watch what your body language says.
Your body language can send a lot of signals to whom you’re speaking — it can reveal your disinterest or show attentiveness and confidence, Lederman says. Here are some important things to remember in your body language while networking:
• Smiling: “It’s the most important thing you can do in a conversation,” Lederman says. A smile can communicate openness, approachability, and trustworthiness, and it can be warm and comforting. “A smile is the No. 1 way to reduce misinterpretation and judgment in the wrong direction on a first impression,” Lederman says.
• Eye contact: Consistent eye contact can make the other person feel understood, respected, and heard. But don’t stare, which can make others feel uncomfortable. Between extended periods of eye contact, take breaks of two to five seconds.
• Nodding: Women and men tend to use “the nod” differently in conversations: Men tend to nod when they agree with something while women tend to nod to show they’re listening, research shows. Using a nod to show both agreement and attentiveness can be effective.
• Stand tall: Rolling your shoulders down can make your body appear smaller and send the message you’re closed off or lack confidence. Posture is important — broaden your shoulders and pick them up to open up your body frame and exude more confidence.
• Tone: Your voice tone also contributes to your first impression. If you’re not naturally peppy, then don’t be — you’ll come off as insincere. Have a confident voice. Avoid mumbling, using too many “um's" and “ah's", or raising your voice at the end of your sentence like if you were asking a question.
2. Curiosity.
Start the conversation by being curious about the other person — what do you really want to know about her? Where is he from? How long has she been working in real estate? Is there any professional advice you would like to ask her? People love doling out advice, it makes them feel valued.
Keep your questions open-ended — beginning with “what,” “how,” “how come,” and “why,” Lederman suggests. For example, the question “What brings you here?” will encourage people to open up more than asking a yes or no question such as “Did your company send you?” Just be careful not to bombard people with question after question or they may feel guarded, Lederman warns.
“Showing genuine curiosity about a person’s job, life, interests, opinions, or needs is a great way to start a conversation, keep it going, and create connections,” Lederman says. But the conversation doesn’t always have to be work-related. Ask about hobbies, sports, interests, or vacations. “Be able to shift from professional topics to talking about anything,” Lederman says. “It’s over the more personal things that people bond.”
3. Listen closely.
So you’ve demonstrated curiosity — now listen carefully. There are three main levels of listening; a combination of the three can be effective in networking, Lederman says.
• Inward listening: Find a way to relate the information the person is telling you to your own life and experiences. This is how most people tend to listen, and it can be effective because you’re relating to other person. That said, be careful you don’t take advantage and make the conversation all about you.
• Outward listening: Listen in a way to understand more, with probing follow-up statements like “tell me more about that” or “how come?”
• Intuitive listening: Focus not just on what the person is saying but also the person’s body language (facial expressions, tone, and so on) and general “vibe.” With this form of listening, you’re going a step further by interpreting what you’re hearing. But watch out: “It could seem off-putting to people you just met to feel like they are being ‘read,’” Lederman says. “Be thoughtful with your tone of voice to make it clear that you are proposing and not assuming.”
4. ‘You too? Me too!’
People like people like them. Finding similarities and areas of common ground will go far in establishing instant rapport. Discover similarities in your professional experiences, people you know, beliefs, education, or work histories. “When we discover similarities, we form deeper and more lasting connections,” Lederman says. “You build a foundation of trust. If we have someone in common or a common interest, that makes me like you a little more and want to chat more.”
5. Authenticity rules.
Let’s say you’re looking for more connections to grow your referral business. If that’s your chief motivator when making initial contacts, then you’re doomed to fail — people can read insincerity. Passing out your business card before a relationship is even formed and coming across as self-serving in your interactions is going to do more harm than good.
“Make a shift from ‘It’s all about me’ to ‘It’s all about the relationship,’” Lederman says. “You need to network for a relationship, not just for now or to fulfill a need.”
Make the First Impression Count
So maybe you’ve survived the first 90 seconds and beyond of the conversation by sending off positive body language, being genuine and curious, listening, and finding common ground — but you’ll want to keep the relationship going beyond that first meeting. The key to follow-up is giving, Lederman says.
“One of the strongest ways to increase likability and foster a connection is to demonstrate that we understand someone else’s needs and are happy to help fulfill them,” Lederman says. “Extending a helping hand is one of the best ways to follow up, and it also opens the door for continued contact going forward.”
“Giving” could include extending an invitation to a future event, introducing that person to others, or providing resources such as links to information that the person might find engaging (just be careful that it won’t be viewed as spam), Lederman says.
“You can still stay in their mind without getting in their face,” Lederman says. “Look for genuine reasons to reach out to someone. Whatever you talked about, try to think of a quick follow-up to start building the relationship.”
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Tuesday, January 3, 2012
KCM Quick Tips for the New Year!
KCM Quick Tips
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Monday, January 2, 2012
Engage Your Prospect’s Learning Style
Engage Your Prospect’s Learning Style
Posted By susanne On November 21, 2011 @ 5:05 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Training,Today's Top Story | Comments Disabled
[1]The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred “learning style.” The “learning style” theory was developed back in the early 1970s and has proven to be an extremely powerful communication model that every school teacher, parent, manager, and sales rep should have in his or her toolbox.
Simply stated, the “learning style” theory promotes the concept that people have a natural preference, based upon their dominate sense, in how they choose to learn and process information; visual/seeing, auditory/hearing, or kinesthetic/touching.
Unfortunately, far too many sales reps unknowingly undercut their sales effectiveness by failing to recognize the need to engage their prospects’ learning styles. For example, if a sales rep determines that his or her prospect is a visually-based learner, it’s up to the sales rep to make the adjustment and incorporate more colorful graphs/charts, brochures, and other visual aids throughout the presentation.
It’s easy to quickly and accurately determine your prospect’s preferred learning style by simply paying attention to his or her most commonly used words and phrases.
Visual-based learners might say:
“I can certainly see your point.”
“That looks good to me.”
“Do I make my point clear to you?”
Visual-based learners like pictures and prefer to get their information in writing. Use colorful charts, graphs, and other visual learning tools to help them make a buying decision.
Auditory-based learners might say:
“That sounds good to me.”
“I hear what you’re saying.”
“That rings true to me.”
Auditory-based learners tend to hang on every word that you say. This type of prospect learns best through group discussion and tends to talk things out when making a buying decision.
Kinesthetic-based learners might say:
“I can get my arms around that concept.”
“This point really grabbed my attention.”
“Let me get a grip on what you’re saying.”
Kinesthetic-based learners prefer to learn by physically touching and doing. Keep this type of prospect actively evolved throughout the selling process by using demonstrations and other “hands-on” learning tools whenever possible.
If you want your prospects to get the most benefit from your website information, sales presentations, brochures, and related marketing materials, you need to present the information in the most engaging way possible. Multiple forms of information delivery will give you the best possible chance of appealing to each of these different learning styles.
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
Posted By susanne On November 21, 2011 @ 5:05 pm In Best Practices,Business Development,Coaching,Marketing,Real Estate Training,Today's Top Story | Comments Disabled
[1]The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred “learning style.” The “learning style” theory was developed back in the early 1970s and has proven to be an extremely powerful communication model that every school teacher, parent, manager, and sales rep should have in his or her toolbox.
Simply stated, the “learning style” theory promotes the concept that people have a natural preference, based upon their dominate sense, in how they choose to learn and process information; visual/seeing, auditory/hearing, or kinesthetic/touching.
Unfortunately, far too many sales reps unknowingly undercut their sales effectiveness by failing to recognize the need to engage their prospects’ learning styles. For example, if a sales rep determines that his or her prospect is a visually-based learner, it’s up to the sales rep to make the adjustment and incorporate more colorful graphs/charts, brochures, and other visual aids throughout the presentation.
It’s easy to quickly and accurately determine your prospect’s preferred learning style by simply paying attention to his or her most commonly used words and phrases.
Visual-based learners might say:
“I can certainly see your point.”
“That looks good to me.”
“Do I make my point clear to you?”
Visual-based learners like pictures and prefer to get their information in writing. Use colorful charts, graphs, and other visual learning tools to help them make a buying decision.
Auditory-based learners might say:
“That sounds good to me.”
“I hear what you’re saying.”
“That rings true to me.”
Auditory-based learners tend to hang on every word that you say. This type of prospect learns best through group discussion and tends to talk things out when making a buying decision.
Kinesthetic-based learners might say:
“I can get my arms around that concept.”
“This point really grabbed my attention.”
“Let me get a grip on what you’re saying.”
Kinesthetic-based learners prefer to learn by physically touching and doing. Keep this type of prospect actively evolved throughout the selling process by using demonstrations and other “hands-on” learning tools whenever possible.
If you want your prospects to get the most benefit from your website information, sales presentations, brochures, and related marketing materials, you need to present the information in the most engaging way possible. Multiple forms of information delivery will give you the best possible chance of appealing to each of these different learning styles.
If you don't remotely know how or where to begin with building or re-building your business, come work with us. We already have systems in place that do it all for you!
The best in their field, even professional athletes take advantage of coaching. If you would like the benefit of working with a full time coach, absolutely free to you, please call me directly or email to set up an interview.
Suzanne O'Brien
(313) 516-6644
suzanneo@realestateone.com
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