Success tips

Time Flies…

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Time flies – it’s an amazing phenomenon.  As many of you are contemplating your plan
for the New Year and what success is going to look like for you in it – think
about this – 5% of the year is already gone. 
Have you attained 5% of your yearly goals?  Are you working a specific plan or are you
muddling through each day “hoping” things will come together for you this
year?  Each day that goes by without
direction is a lost day in your life and before you know it, another valuable
year is gone. 

It is time to begin to live a purpose driven life with you
as the pilot – not a passenger.  Start to
map out your daily activities, find an accountability partner to hold you and
them to a higher standard, write down the objectives you want to attain, and
set your course for success.  One of the
best ways to attain a goal that is a SMARTY (Specific, Measurable, Attainable,
Realistic, Timeframe oriented and Yours) is to break it down into smaller,
measurable and manageable pieces to help you achieve them.  In order to help you better achieve your
goals is to write them out on paper. 
This critical step cannot be overlooked!

As we all know, time is precious and once it is gone, you
can’t get it back.  So get busy getting
busy and map out your pathway to success. 
We are here to help.  Get it?  Got it? 
Good!

Now, go sell something!

D-I-S-C-I-P-L-I-N-E

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Recently we discussed change and in my opinion, one of the key ingredients to true change is discipline. Discipline is defined as conscious control over lifestyle – mental self-control used in directing or changing behavior, learning something, or training for something.  Here is a breakdown of discipline to help you continue down the path or perhaps blaze a new trail to incorporate this quality characteristic into your daily habits.

Desire – you must want what you have written or listed as your goal or objective.

Initiate – you must initate the proper behaviors or changes into your life.

Sacrifices – you must realize there are sacrifices necessary to implement in your life to achieve success.

Commit – you must commit to the changes you desire and stick with them to get the results you want.

Intentional – your actions must be intentional towards your new behavior and away from the old in order for true change to occur in your life.

Passion – you must have passion to achieve what lifestyle change you are implementing into your routine.

Learn – you must learn to accept the challenges you will face and fight through the “pain” of old habits.

Inspire – reward your new behavior to inspire yourself to stay on course and in the process, perhaps you will inspire others to do the same!

Numbers – it starts with small incremental changes, one by one that will add up to huge results.  As the saying goes, you eat an elephant one bite at a time.

Excellence – is what you will achieve if you stick with your plan of action through discipline.

In order to effectively implement change in your life, you must embrace discipline.  By writing your goals down, it will help you have focus, desire and the will to achieve, which will result in discipline becoming easier for you.  Remember, it all starts within you.  Get it?  Got it?  Good!

What kind of change are you looking for?

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As the New Year is upon us, it is the time many agents think about changing companies.  Before you think about making a move consider the following thoughts you are about to read.  A change of scenery is just that – a change in scenery.  Rarely does a change for change sake work.  Either does a change to “see what happens”.  The only time a change works is when change happens from within.  To truly change, you must change your habits, change your work ethic, change your desires, change how or who you are – not where you are.  My grandmother used to say, “A leopard doesn’t change its spots”.

True change is a choice to change behavioral patterns and thought processes not a change in location.  Rarely will success occur from merely changing where you are.  A change for the best occurs when you take advantage of what is available to you and by instilling discipline into your life.  Your attitude is typically one of the best places to start.  Analyze where you are today and why.  Do you have the discipline to set and achieve goals, develop a plan of action, setting a schedule, working that schedule, and growing you through education, accountability and coaching?  Find a mentor to develop yourself into what you want to become – don’t just change companies…this is superficial and in the end will rarely help you and you will continue your search for the next company that offers lower fees, more leads or something else that won’t yield true results.  The great Bob Marley sang – you’re running and you’re running and you’re running away but you can’t run away from yourself.  Truer words have never been sung in regards to change.  You can’t change others, changing companies doesn’t work – only changing you works. 

Now at times, a change is required if you aren’t provided opportunities – training, coaching, the right atmosphere, leadership or potential to grow yourself and your business but when you are and you don’t take advantage of these opportunities – you only have yourself to blame and your success will be no greater at the new location.  Lower fees won’t make a difference – the promise of leads won’t make you better – a salary won’t make you improve – only you can make you better.

It’s time to change you – not your location or company.  Get it?  Got it?  Good!

Now, go sell something.

Are you ready for 2010?

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Well here we are, the first week of not only the New Year but the New Decade as well and if you haven’t already done so, now would be a great time to think about how you are going to be successful in 2000teens.  Obviously, in order to attain success, you must have a plan and decide for yourself the Status Quo is Unacceptable and get started on one today. 

One of the most important things to realize to set your plan of action in place and more importantly – in writing – for 2010 is to start!  It is essential to realize when you begin to think about your plan – make sure it is your plan and not someone else’s.  The goals are yours, timeframes to accomplish them are ones that you set, and if you do this you are more likely to accomplish them.  Your goals must be SMARTY goals – Specific, Measurable, Attainable, Realistic, have a Timeframe for accomplishment and they must be Yours.  In addition, as you work through completing your task, it is good to share your ideas with others help them and to get the creative juices flowing for yourself.  In our experience, the more open you are to sharing, the more successful you will be. 

Once you have an idea, write it down so you remember thought because every thought is important, you will need to set your priorities and put the plan to achieve your goals and attain your objectives in real estate in motion.  Areas to think about may be increasing your database, finding new customers, getting educated, becoming an expert on pricing/trends/the market, etc.  Keep your mind open and determine where your focus will be this year.  Will it be first time buyers?  Move up buyers?  Short sales?  Foreclosures?  New home sales?  Property management?  Are there any other areas of interest or specialties where you can excel and make money this year in our industry?

Also, as you move through this exercise, here are some tips to keep in mind as we move forward.  Be decisive – be focused – put your thoughts in writing – develop a plan of action – share with others.  At some point soon, select an accountability partner to review your plan and theirs regularly.  It has been noted through research a group ASTD had accomplished, when you commit and plan to accomplish something in writing, you are 50% more likely to achieve it – if you commit to someone else 65% – if you have an accountability appointment with that person 95% and with a group 99%.  Think about it!

As you go through the year – stay engaged and become the go-to source for real estate for your sphere.  There will no doubt be adversity and as the times and the market change, be willing to make the adjustments necessary in your plan to insure your success.  Forge ahead – take action, massive action to achieve the success you desire and we will do it all over again next year!  Now, let get started.  Get it?  Got it?  Good!

What are your daily habits?

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As I read John Wooden’s latest book – A Game Plan for Life – and review the habits his father had passed on to him through his mentorship, it got me thinking…what can I pass along to my children and those I encounter.  Here is what I discovered are my daily habits:

1. Always do your best…

2. Always do the right thing…

3. Always strive to learn something from every situation…

4. Be a continuous learner…

5. Always give back…

6. Live with passion and optimism…

7. Be strategic – in your life and in your relationships…

8. Be respectful and kind…

9. Have fun…

10.       Live your life to the fullest…

It is important in life to have your list of daily habits to improve yourself and the quality of your interactions.  Just a little food for thought as you set your New Year’s resolutions.

We are here to help you have a successful 2010.  Get it?  Got it?  Good!

Now, go sell something!

Still going strong…

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The market continues be strong for sellers looking to move up or move out!  Existing home sales spiked in October and November to the highest level since February of 2007.  Buyers are out in full force looking to take advantage of low rates, low prices and the tax credits that are available – there hasn’t been a better time in recent memory to take advantage of the real estate market!  Our biggest challenge today is inventory.  Our existing home inventory is at the lowest level since April of 2005.

Even with this outstanding news, it is critical to realize that it our market remains extremely price sensitive.  This means properties must be priced right, must be in the right condition and must show well (staged) if you expect to sell instead of just being for sale.  Buyers recognize when houses have a perceived value and are acting quickly when homes fall within this category.  If houses are priced at market value or a little high – they will collect days on market and help the other houses sell faster.  To assist our buyers and sellers determine if properties are priced properly we have developed a unique pricing model – The Home Pricing Wizard. It takes asking prices, under contract prices, sold prices, square footage prices, tax assessments and market trends to determine the right price for a home.   If you would like to learn more about our system or to see where the Wizard prices your home, feel free to call us today.

You still notice some reports out there that are casting a negative light on the housing market.  What you need to realize is that the news you see, read and hear is national news and not necessarily local.  As we have been telling you for years, real estate is local and even in some cases – hyperlocal.  However, some national news that may be of consequence to us and may affect our area is the mortgage delinquencies and how they are on the rise with “prime” borrowers.  This scenario is going to lead to our next wave of foreclosures both nationally and locally and will affect many in our area over the next few years.  Borrowers who have ARM’s that are set to readjust are most likely to be affected as they are unable to refinance due to declining housing values or they cannot afford the newly adjusted payments.  Keep your eyes and ears open and look for news on this as it will impact our market.

Again it’s a great time to buy or sell a home today.  Our team of knowledgeable and professional agents are happy to help you negotiate the best deal whether you are buying or selling a house in this competitive market.  Call us today!

The Numbers tell the Story

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As many of you know – and as my DISC profile told me Friday – I like numbers to support my case.  Well, the numbers I am going to share with you are facts you need to know to help you in your business and show us trends in the business:

 

33% of agents have been licensed fewer than 5 years – just 2.5 years ago at the RE/MAX Broker/Owner Convention, that number was 59%!  In my predictions for 2010 I believe we will continue to see even more agents drop out of the business because of the continuous changes that are occurring and the specialization that is required of agents to serve their clientele.

 

53% of agents have been licensed fewer than 10 years – again, from the same conference just 2.5 years ago, it was 78% of agents were licensed fewer than 10 years.  The lower this number goes, the better it is for us ethical and professional agents.

And, in my opinion, you have to own what you sell – 91% of Realtors own a home compared with the national home ownership rate of 67%.

 

In a survey of buyers and sellers this information was gathered…the 3 things buyers want from their agent:

 

1 – Find them the right home to purchase.  Do you know what this means?  You have to listen!  Check out my blog from earlier this week… www.scottymacsblog.com and while you are there, click the RSS feed in the lower right hand corner to subscribe to my blog site please – you don’t know what you are missing if you don’t register!  Oh yeah, it’s free!

 

2 – To negotiate the price.  Quick question…when was the last time you practiced your negotiation skills?  What new techniques have you found valuable?  Have you read any good blogs, books or magazine articles lately about negotiating?

 

3 – To negotiate the terms of the sale.  Hummmm sound familiar to #2?  Are you marketing yourself as a negotiator?  Do you have testimonials to back you up if you do?  When you meet with clients, do you have specific stories that relate to how you negotiated on behalf of a buyer in a particular situation?  Oh, by the way, listening is a huge part of negotiating!

 

Now, here is what the sellers say they want from their agent – see if you realize what is missing:

 

1 – Price the home competitively.  You have to know your comps, market conditions, and trends to know how to price accordingly.  Basically, do in depth research of the market to get it done for you seller.  What are the per square foot prices, pricing trends – are they up or down and how much, the correlation between tax assessed values and sales prices, number of competing properties, average days on market, and where to price it to get maximum exposure while on the market.

 

2 – Sell the home to sell within a specific timeframe.  Again, this requires you to price it to sell and what else?  Get it in the right condition and get it to show well…let’s see what is next!

 

3 – Find a buyer for the home.  Well, what do you need to know to do this?  You have to know where buyers go to find houses…other agents, and the internet.  Basically, you have to market your listings where the buyers go to find them.  Research the sites that get the most exposure, the most hits from buyers, what agents sell the most homes in the price range of the house you are selling, etc.  It’s not rocket science.

 

4 – Market the home to potential buyers.  As previously mentioned – you’ve got to know how to market on the internet – Social Media sites, your website, other real estate related sites, etc.  Also you need to know what they want to see when they get there – multiple pictures and in my opinion, videos.  Pictures and videos of the house, yard, views up and down the street, neighborhood, schools, and shopping centers – get creative!  Also, do your research on MLS and get your listings in front of Realtors who have buyers in your properties price range – get the word out!

 

5 – Find ways to fix up the home to sell it for more.  Have the listing pre-inspected to have the home in the right condition.  When buyers see one thing wrong, they begin to look for more things that are wrong and then pick at the price.  Have the home staged to have your stager recommend low cost items that get the biggest returns for your sellers. 

 

When houses are pre-inspected, staged and priced right – they sell in the timeframe your sellers desire.

 

So you ask, what was missing.  Well, in my opinion – negotiating.  If you can’t negotiate, you can’t get them to price it right or get them to get it in the right condition to sell it in the timeframe they want it sold within.  Also, you have to negotiate with buyers and agents to get your sellers what they want when they want it so learn how to negotiate and market yourself as a negotiator.  Have specific stories that tell sellers what you have done for others to get them what they wanted from the sale of their home.

 

The more you appeal to buyers and sellers through showing your experience in areas that are important to them, the more success you will have in our business.  Get it?  Got it?  Good!

Gateway’s Year in Review…now on to 2010!

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As the Leadership Team at Gateway reflects on the year that was 2009 and to see where we need to go to achieve our goals for 2010, we thought we would share our accomplishments and significant events that shaped 2009 for us as well as let you know what we want to accomplish in 2010.  We also want to share with you, RE/MAX’s Vision of 2010 and show you how we are aligned with their goals which is pretty exciting in my opinion!

RE/MAX Vision:

The number one goal is – Increase market share and associate production through recruiting, retention and franchise sales.  We have on our plate for 2010 to open at least one new office – Brambleton in July.  Additionally, we are looking to expand our operations to take advantage of the extended downturn in the real estate market and grow strategically through partnerships with area industry leaders.  Additionally, Gateway has increased agent count and productivity over the last year which is a testament to your hard work and efforts. 

The number 2 goal is – Overwhelm the competition with strategic Regional advertising to maximize Brand exposure.    We have seen the growth of Social Media and have embraced this form of marketing to communicate our vision to the public as well as our agents.  Additionally, our extensive email marketing campaign has been extremely successful through constant contact.  And lastly, our post card campaigns highlighting the affiliation of new agents has increased our market presence.  We believe our marketing efforts are second to none in the industry…we are always out there! 

The number 3 goal is – To aggressively pursue and complete the fold-in, merger or conversion of quality independent franchises into our existing RE/MAX brokerages.  As you know, our recent acquisition of Signature Real Estate in Culpeper may possibly lead to additional acquisitions in that region for Gateway.  Through contacts with Signature Real Estate, we have the inside track on the merger with 2 small boutique operations in Culpeper that we plan on diligently pursuing.  We are also looking at other opportunities and are happy to discuss any that you are aware of and want to be a part of going forward.

Under the Regional Office Priorities:

Recruit top 25% in each MLS.  Through the use of our subscription of Broker Metrix, we have determined who our target list of prospects is for our offices.  We have had strategic discussions with several agents in the areas near our offices and we are looking to enlist the support of our agents to help acquire these agents and others they are aware familiar with to affiliate with Gateway.  Our plans are to communicate with these agents through our “Get to Know Gateway” events, our Real Estate Exchanges, Social Media outreach and constant contact email campaigns detailing our educational programs, our competitive compensation schedule, RE/MAX initiatives and upcoming Gateway events.  By utilizing this continuous and persistent recruiting plan approach, we are confident we can capture the market share RE/MAX is hoping to attain.  Additionally, the benefit to you is that you get to work with the best and most respected agents in the business who want to help you succeed.

Facilitate networking and retention programs for existing agents.  Through the use of our emails, blog posts, our weekly Friday trainings, monthly Real Estate Exchanges (March of 2010 marks our 5 year anniversary of these events), quarterly meetings with nationally recognized speakers (Paul Muolo is slated for March’s meeting and Amy Crews Cutts, deputy Chief Economist for Freddie Mac is slated for June’s meeting, Stephen Fuller www.cra-gmu.org – his office’s 4th consecutive year – is on our September schedule and we are working on our year end meeting speaker.  This past year we had Doug Duncan, Stephen Fuller and Dave Stephens – under secretary of FHA) along with our awards party, agent appreciation events and annual Christmas party, we believe we have been able to retain our great agents such as yourselves as well as recruit several other top producing agents to our offices through this level of communication.  We want you to feel appreciated for being part of our team and we look forward to you continued participation at these and other events we host for you.

Partner with Broker/Owners to analyze and identify profitability models.  We have conducted thorough and extensive research of the market through an independent marketing firm – Verasolve – to determine the offerings of our competition and to place Gateway at the forefront of our marketplace in terms of education, trainings, and competitive compensation models that lead to profitability.  Through in depth discussions with Gateway’s leadership team, we have come up with a compensation/profitability/accountability plan that works for us as well as our recruits.  We have presented our model to our agents as well as our recruits and the model has allowed us to attract top talent from our competitors.  Also, by providing feedback opportunities to our agents, we have shown our transparency to our agents which has allowed us to maintain higher retention rates.  We are always open to receiving your thoughts on how we can serve you better as our valued agents.

And lastly, Award Franchises.  We couldn’t agree more – we are looking to grow, help us achieve this goal!

Under Brokerage Priorities:

Continue to reduce overhead/increase revenue streams.  As you know, we have closed the Great Falls office and we still have achieved a net gain of 14 agents this year at Gateway.  In addition, we have relocated our Gainesville office to a more visible location in our building with a better floor plan.  Additionally, we have incorporated training centers into both of our Chantilly and Gainesville locations.  We plan on doing the same in Brambleton as well as our future office locations.

Recruit the top 25% producers in your MLS.  Through the use of Broker Metrix, we have determined our ‘Hot List” of prospects that we want to join Gateway.  As such, we have just recently recruited several top producing agents which is great exposure for both Gateway and RE/MAX alike.

Optimize the use of the RE/MAX system in your office.  We have been incorporating the emails from the region into our regular communication with our agents and have utilized recent RE/MAX events such as Demand Success Today to educate our agents on RE/MAX offerings as well as a recruiting tool.  If you are unfamiliar with what RE/MAX has to offer, please attend our next New Agent Orientation to learn more.

Generate a high level of PR in your local community.  Through my recent election to the Board of Directors of NVAR, we have been introduced to Ann Gutkin, the head of Public Relations for our association.  She has connected us with several newspapers who request articles to be written for their respective papers.  Our quick responses to her requests as well as the newspapers have given our agents the ability to get published as experts in real estate.  In addition to this, we have established relationships with newspapers through our charitable contributions – most recently – Breakfast with Santa for our Toys for Tots campaign.  In conjunction with these efforts we get press releases published on a regular basis in business publications such as The Washington Business Journal.  Additionally, we are heavily involved with the Top 5 in Real Estate network and have achieved great PR success with RISMedia as a result of our affiliation.  In addition to this, we have a Director of Social Media which enables us to get maximum exposure, consistently out to the public as well as agents through Social Media outlets such as Facebook, Linkedin and Twitter.  Lastly, our leadership team is also deeply involved in our local associations which results in great exposure to the real estate community.  Brett, Jason and Kate are involved committees.  Additionally, for 2010, Kate is the Chair of the Convention committee as well as Vice Chair of the Education committee – outstanding exposure for Gateway.   Help us, help you get more publicity for you and aid in growing you as an expert in real estate!

And Persistence…our continuous emails, communication and our business plan (which is attached)are evidence of this desire!

Franchise Growth Strategy:

Expansion Franchises:

Existing locations must be in full compliance.  Just so you know, in short, we pay and pay on time consistently and comply with all RE/MAX requests promptly.  We have exceeded our quotas in each of our locations and we attend RE/MAX events locally, nationally, and internationally on a continuous basis.

Under Final Details:

Recruiting Business Plans.   We will be happy to provide you with our recruiting plan of action we have in place if required.  Many aspects have already been discussed in this email as well as the business plan but we can provide you with the specific plan for your review if requested.  We are looking to grow and thrive in any market and would love your input on who can help us be the best.

Quota adjustments – none needed – we are compliant and far exceed the requirements outlined in our franchise agreements.

Business Continuity Planning – provided over a month ago per your request to be compliant with RE/MAX.

Statistics Reporting provided monthly through Lone Wolf with our monthly bill payment to remain compliant with RE/MAX.

Membership Profiles provided as agents affiliate with our office.  Each agent in MRIS and at DPOR with Gateway is also in the RE/MAX system to be compliant with RE/MAX.  Also, all agents are agents – not listed as licensed assistants to be compliant with RE/MAX rules and regulations.

Children’s Miracle Network was at our year end meeting and we have signed up in hopes of becoming a Miracle Office.  We are also extremely involved in other charities and can provide a specific list of continuous involvement with these charities upon your request.  Life with Cancer, Susan G. Komen, Toys for Tots, Leukemia/Lymphoma Society, and many others are on our list.

In addition to the items listed, we plan to embrace the New Events for 2010 proposed by RE/MAX and look forward to participating in these events.  Most notably, the Swing for Success, Broker/Owner Boot Camp, Broker/Owner Retreat 2010 (we have relationships with exceptional speakers that are reasonably priced if you need suggestions), New Agent Orientations (we have one for our agents if you would like to review or implement items from our presentation) and all the others listed in the email.

As you can tell, we are passionate about our franchise as well as the expansion of Gateway and believe that we have presented a compelling case for us to be noted as one of the best franchises in the RE/MAX organization.  Our commitment to our agents, Central Atlantic Region and the RE/MAX brand as a whole is evidenced by our desire to build the best franchise in the network.  We have put together a strong group of agents who are dedicated to each other’s success.  We will continue to grow, evolve as a franchise, and tackle the challenges of the real estate market head on!  We will not remain complacent – this is our commitment to you, our Gateway Agents. 

Below is a brief list of our accomplishments in 2009 and a look ahead into 2010!

Here were just a few of our Charitable contributions this year…

Golf tournament raised $6,400 for YouthQuest Foundation

We fielded a team for the 5th straight year and walked in the Susan G. Komen Race for the Cure

Nearly $2,000 was collected for Life with Cancer

273 toys were collected at our Breakfast with Santa for Toys for Tots – 5 years running!

 

New Path to Excellence Seminar Series started…

Leadership Seminar

Team Summit

2nd annual Successful Business Planning Retreat

 

Our Distinguished Speaker series blossomed…

Doug Duncan – Chief Economist for Fannie Mae

Steve Fuller, PHD  – Head of GMU Center for Regional Analysis

Dave Stevens – Under Secretary of FHA

America’s Home Rescue, Michael & Stacey Spickes

In addition to these events we experienced…

16 net new agents

Closed our Great Falls location in a cost savings measure…needed to tighten the belt in 2009

Moved Gainesville to more prominent location on first floor

Incorporated training rooms in all offices as trainings became better attended

Received approval for Brambleton office from RE/MAX – office due to open in July of 2010

Scott was elected to the NVAR Board of Directors

Hired a Director of Social Media

Incorporated Social Media in all aspects of the office: Facebook, LinkedIn and Twitter for all offices

Group designations CDPE and CDRS both for short sales and both were excellent in their own ways!

 

As far as the calendar of events for 2010 – here you go!

February 11th Get to know Gateway – Logan’s Fair Lakes

March 12th Paul Muolo: Quarterly Company meeting (not confirmed)

March 19th Golf Tournament

April 21st Gateway Awards Night

May 12th Team Summit

June 5th Race for the Cure

June 16th Get to know Gateway – Gueseppi’s in Haymarket

June 18th Quarterly meeting with Amy Crews Cutts

July 17th Company Picnic – Scott’s court

August 4th Leadership Seminar

September 17th Quarterly Meeting

September 22nd Get to know Gateway – TBD Brambleton

October date TBD Flu Clinic

October 22-24th Business Planning Retreat – potentially Kingsmill Resort

November Food Bank Collection due date November 19th

December 3rd Year End Meeting

December 4th Breakfast with Santa for Toys for Tots

December 9th Gateway Christmas Party

As well as all of our other regularly scheduled trainings and Real Estate Exchanges – keep an eye open for your monthly calendar!  You are guaranteed to experience more at RE/MAX Gateway!

Now, go sell something!

 

As the year comes to a close…

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As the year comes to a close, you read, see, and hear a lot of different things about our current real estate market.  In one report you read foreclosures are going to crash on us like a tidal wave and in the next you read that foreclosure filings are down 4 straight months in a row.  You hear that new home sales are skyrocketing as are their prices as buyers are flocking to new home sites because they are sick of losing out on multiple contracts in the resale market yet builder confidence is down to its lowest level ever in another article you read. 

As you can tell, there are mixed messages in the media which is makes it easy to understand why the consumer is so unsure of what is happening out there in the market and as a result, they are sitting on the sidelines.  It is my belief that you can also poll agents and you will get similar mixed messages.  Where you stand on your beliefs about the market is in direct proportion to how involved you are in the business and whom you speak with on a regular basis.  If you aren’t out showing properties, speaking with lenders, new home sales agents, other active agents (those listing and selling homes, not talking about selling homes), and even title companies who are closing sales – you are most likely getting your information from elsewhere.  The elsewhere is the media, out of touch lenders, unproductive agents, non producing title companies and wherever else people get their information – neighbors, friends and coworkers.  This elsewhere is typically providing uninformed and negative comments about our market.  My suggestion is for you to get busy and get the facts.  Communicate what is happening in the market and help people make informed decisions on whether now is the right time to buy or sell their home by seeking out the right people and getting the right information.  If you aren’t out working the business, you won’t be able to communicate the accurate message to your clients. 

He is a perfect example.  I was on a listing appointment yesterday afternoon and after laying out the market conditions to our new clients they asked me if now was a good time to sell?  My answer was yes.  Why?  There are buyers out in our market, the homebuyer tax credit has been extended as well as expanded, mortgage interest rates are low – albeit slightly on the rise recently- inventory levels are low, they have equity and they can take advantage of the market as buyers as prices are more affordable than over the last few years.  The one caveat, they had to price their house to sell.  Our market is extremely price sensitive today.  Buyers are looking for bargains – not houses that are priced right.  As a result, they have decided to price the property to get it sold after finding a home in Florida they feel comfortable living in there.  Proper education, given in the right way based upon experience helped me help them.

So, what is your action item?  Do your own research, write your own blog, call your people, communicate your message through what you have learned by speaking with productive, educated, active agents, new home sales agents, lenders, and title companies.  Do your due diligence on the market by previewing houses – be observant as you drive to these homes.  Do you see abandoned properties?  Are there homes in total disrepair you notice as you drive around?  Are there many for sale signs?  Make a mental note that will help you tell the story about our market.  Remember, real estate is local and the media portrays national news and trends.  My advice is to get busy getting educated.  Get it?  Got it?  Good!

 

 

Do you hear me?

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One of the most critical pieces of the communication process is listening.  To set yourself apart from others and to get further faster, take the time to listen.  Why do people have such difficulty with listening?  First, the mind thinks at about 1,000 words per minute and the average person speaks at 250 words per minute leaving the listener with the opportunity to have their mind wander, become unfocused or more often than not – get ready to say what they want to say next and they stop listening. 

The skills required include discipline, focus, concentration and respect of the other party with whom you are communicating.  The discipline factor includes stopping yourself from thinking of what to say next.  Use the technique of pausing before you speak to slow down the pace of the conversations.  Ask for clarification of what was said.  Rephrase what you believe you heard them say.  Focus on the person you are speaking with.  Look in their eyes, watch their lips, and observe their body language to help you better understand what they are saying.  Concentrate on the speaker and ask if it is OK to take notes so you can be clear on what is being said to you.  Rephrase what you believe was said and ask for clarification of what you repeat is correct.  Respect the other person by watching them when they speak.   It has been said that communication is 7% of what you say, 38% is your body language when you say it and 55% is the tonality which is used to say it.  Therefore, you must be an active participant when listening to others and pay attention to the verbal and non verbal pieces of communication to excel at listening.

Set yourself apart by improving this one piece of the communication puzzle – listening and you will see your business improve.  Get it?  Got it?  Good!

Now, go sell something!