A Quick Minute of Motivation

In this new motivational series, Scott will highlight how to become a Peak Performer.

In today’s Peak Performer Series message, Scott talks about adapting to change. Don’t get stuck in a rut. If you aren’t adapting to change, you aren’t growing and learning. Find out more about this important topic in my latest motivational video!

Need more motivation? Give me a call at 703-652-5777 or email at scottmacdonald@remax.net

Now go sell something!

And don’t forget to subscribe to my blog at www.scottymacsblog.com

Video

Cold Weather Isn’t Cooling Down this Real Estate Market… Multiple Offers are HOT!

Scott MacDonald advises again on multiple offers, contract situations, as well as, short sale scenarios in Northern Virginia. As the Spring real estate market starts to heat up, don’t let Buyers grow cold. Read more  Seller & Buyer strategies  or give Scott a call to discuss (703) 652-5777

Aside

High Performance In Real Estate: From Basketball to Business

It’s that time of year again – college basketball’s Final Four time.  As you think about the potential winners of this year’s tournament and past winners, the teams that will win or have won in the past are all high performing.  This got me thinking, what represents a high performing team and how can this relate to your business?

HIGH PERFORMANCE from Basketball to Business scottymacsblog.com

Here is what I came up with for you to consider:

  • High energy – Get rest, exercise and be ready to tackle any challenge that comes your way.  Do what it takes to pump yourself up.  Read motivational quotes, talk with mentors, rally yourself or do whatever gets you excited to have energy.  High energy is contagious.
  • Integrity – Always do the right thing for your clients and your team – especially when no one is looking.
  • Goal oriented – Each and every team needs to be working towards a common goal or goals to keep them focused.  Review with the team on a regular basis and make adjustments quickly and as necessary.
  • Happy – Always be positive and optimistic and remember to celebrate achieving your goals.  Also, high performing teams have fun and laugh with and at each other to keep the atmosphere light and entertaining.
  • Performance driven – The best way to be performance driven is track and measure results of the goals you have set.  Depending upon the goal, this can be daily, weekly, monthly or quarterly.  I wouldn’t go out any further than quarterly so you can make adjustments to keep you on track.
  • Educated – Always be seeking to learn new things about your business, your clients, and other industries that you can take and adapt to your business.  Review what was done right or wrong to build upon your accomplishments or learn from mistakes.
  • Resilient – They don’t get down easily. Failures are learning experiences and setbacks are temporary.  They understand that no is not personal and gets you closer to the next yes.
  • Forward thinking – Incorporating strategic planning, careful analysis of trends, and reviewing industry data will enable you to think about the future and make the right decisions for success. Don’t get caught up in what you have now, but project on what you will have one month from now, two, etc. Agents always get hung up on what they have going on now that they often times forget to prospect for the next month, and going forward.
  • Opportunistic – They continuously look for opportunities in their fields.  In the recent past it was foreclosures, short sales, and working with investors  but remembering to work and grow their database is important.  Recognition of trends is key.
  • Realistic – Remember to never get too high or too low.  Set attainable goals, stay the course or make the appropriate adjustments to be on top of your game and focused where you should be spending your time.
  • Money driven – They are driven by money but not money focused and they don’t sell from their wallets.  They realize by helping others, they too will succeed.
  • Accountable – The teams are accountable to each other but most importantly, to themselves.  The leader keeps himself accountable through meeting with the team or trusted advisors regularly.  The leader needs to set the example.
  • Nonconforming – They set the pace and don’t follow, they are leaders and approach things differently from others.  Additionally, they look at things from all angles to determine the best course of action.
  • Communication – They provide positive feedback and praise in public, constructive criticism in private, face to face meetings, emails, texts and phone calls on consistent basis is critical to achieving great things.  Most importantly, you need to be consistent in your communication, i.e. messaging, relevance and timing.
  • Enthusiasm – Be ready to tackle any challenge and celebrate your success.  As Ralph Waldo Emerson said, “Nothing great was ever achieved without enthusiasm”.  Be enthusiastic.

HIGH PERFORMANCE success tips from Basketball to BusinessNow that you understand a little more about becoming a high performance individual or team, incorporate these philosophies and make things

happen.  Get it?  Got it?  Good!

Now, go sell something!

How will your year end?

As we move forward into the second half of the year fast and furious take the time to look at your business and determine what you need to do to have a successful year end. 

The first area to review would be your contacts.  How many do you have?  How often are you communicating with them?  What are you communicating to them?  Are you picking up the phone and speaking with them?  As I meet with agents regularly to conduct performance consulting with them – the most successful agents today are the ones making the calls to their database regularly and are meeting face to face with them.  Virtual contacts through Facebook, email, texts, etc. are good but you need to pick up the phone and get in front of people to get the best results. 

Are you growing your database?  Are you involved in networking groups?  Are you holding open houses?  Are you involved in community outreach programs?  Are you involved in charitable endeavors?  You need to be actively growing your contacts in order to expand and grow your business.  You can’t send our postcards, post on social media sites or advertise in print publications and expect business to come in to you – you have to go out and find it to be successful today.

Are you educating yourself?  If so, how?  What are you reading?  How often are you reading?  Do you have designations and are they applicable to today’s market?  Do you attend seminars?  Do you attend office trainings to further your education?  In order to grow, you must take the time to learn.  If you want to earn more you need to learn more – bottom line.

Are you effective on line?  Are you blogging?  Are you utilizing Google+?  What is the content you are providing on your other social media sites that engages people to read your posts and view you as a trusted resource and provider of information?  It is not the end all be all to obtaining business but it is a spoke in the wheel of your success that should not be overlooked.

You have to be better than your competition to be successful today.  You need to communicate better, you need to have better sales skills, better negotiating skills, better people skills, bottom line – you have to improve every day.  What are you going to do today to become better?  Pick a skill set and work on it!

These tips are critical to your success not only for the second half of the year but going forward as well.  Get it?  Got it?  Good!

Now, go sell something!

Get in the Know…now!

We recently attended the RISMedia convention in New York and have compiled notes that I will share with you on what was discussed and comment – occasionally how it will affect our business and ask that you do research on certain topics to inform yourself to give our clients the most up-to-date information so they can make the right decisions when buying or selling a house.

Finance update

FHA

There have been two price increases on FHA loans recently – upfront MI and monthly MI.

-Lenders paid less on FHA loans.

-FHA loan amounts decrease.

-Potential increase in down payment requirements are also on the horizon.

-FHA Loans are 30% of the market.

-MI – 5% down training on MI is required for agents who want to stay in the know!

Additional facts on the market:

-2/3 mortgage applications don’t go through.

-Do consumers understand the process of obtaining credit – no – Agents are transactional

-7 million people have been out of work for 26+ weeks.

-19.8% of all prior mortgages are 90+days delinquent.

-Eminent defaults are on the horizon – stay tuned.

-60 million + people with less than 630 credit score.

Lenders are looking for point of sale contact with Realtors

-Want to help you grow your biz and attract more agents into their database?

The question is how?

-Training and education

-Shared marketing dollars

-Leads

-Exposure to listings through marketing ventures.

– What else can they provide?

GSE’s are stagnant on Capitol Hill and we shouldn’t expect progress anytime soon.  Too much else is on their plate.

270 points in Dodd-Frank bill – The lending industry WILL change.  We are expecting to receive talking points of the bill for you to share with your clients so stay tuned!

Do you know what Qualified Residential Mortgages are?  It is important to stay up on the trends.  QRM will push a 1/3 of Buyers out of market.  The comment period on QRM ends 6/10/2011 – get in the know and make your comments to your elected officials!

“Stuff” is thrown up against the wall right on Capitol Hill now to see what sticks

 – A tax on new home sales was proposed so that the existing home inventory could get absorbed and new home sales would subside as a result.

What is the HAMP Mod’s default rate within 6 months?  It occurs 60% of the time.

Average consumer has 13 credit obligations – 9 credit cards.

48% of college students leave school with bad credit

58% of college grads move home because of poor credit.

Ask your clients, “What is likelihood of you buying furniture, blinds, etc., if you do, can you really afford this house with this additional debt?”

Become a long term trusted advisor for your clients – provide valuable content – early and often.

Education is a continued effort so get educated.  Get it?  Got it?  Good!

Now, go sell something!