homes for sale

Do we have sustainable growth in our market?

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It appears that based upon recent news about our market we can!  Sales of new condos rose to their highest first quarter levels in three years with 630 sales posted – last year there were just 316.  This allows the inventory levels to shrink which is good on all levels for real estate sales.  We have inventory levels of unsold condos that match inventory levels of 2003.  As new homes starts slow and as financing remains tough to obtain for builders and demand increases, look for conversions to become popular again if demand continues.

Additional good news is that the vacancy rates on apartments also have dropped locally and regionally and the month’s supply of rentals owned by individuals is also at recent lows of just 1.5 months.  As a result, lower concessions are being made to tenants as well – are increased rental rates next?  This should be attractive to investors who are savvy and want to take advantage of today’s lower house prices and see a great return on investment as long term real estate investors. 

There is also renewed interest in Harbor Station in Prince William County.  The board of supervisors is reporting that virtually every major developer is interested in the 2,000 acre parcel along the Potomac River which is anticipated to be a 20 year project.  A golf course, VRE stop as well as the right mix of retail and housing is planned for the mixed use development.  The last few years the project has been mired in financial disaster but it is now in control of the bank and Compass LLC and they are making quick decisions on moving the property forward for development.

We are also experiencing near historic lows in interest rates.  The Fed got out of the purchasing of mortgage backed securities and rates did not skyrocket as previously predicted they would by so many industry experts.  The Federal Reserve has vowed to keep the funds rate at 0 – .25% for the foreseeable future to keep mortgage rates low and keep the housing market moving forward.  This too will help allow us to maintain growth in the housing sector!

Unemployment rates continue to hover in the high 9% range nationally but we are well below that here locally and houses are where the jobs go at night.  As long as we continue to keep people employed – we will have strong housing numbers.  There is nothing that indicates we will lose jobs as we are insulated with DHS, the Federal Government, defense contractors, as well as the hospitality, technology, and communication industries coupled with their support services, we will be in good shape for some time.

The housing affordability index will reach 160 this year – the highest level since 1972!  This index measures what percent of households can afford to purchase a home based upon median income, median house prices and interest rates.  For more details visit: http://www.realtor.org/research/research/hameth

The HAFA program will also help facilitate more sales as it will streamline the short sale process which is approximately 25% of our market in most areas and even higher in suburbs further out from DC.  Additionally, foreclosures are higher in Maryland versus Virginia further suggesting we can sustain the growth we are experiencing.

These factors coupled with the fundamentals of our region – low unemployment, relatively affordable prices in relation to 2004-2007, excellent school systems, international and cultural attractions, and so much more will help us remain a viable housing market for many years.

It appears that the extension and expansion of the homebuyer tax credit has not had as much impact on the housing market as the original tax credit.  Builders are selling homes beyond the June settlement deadline and many sellers and buyers are unaware that the credit affects them despite our efforts and the efforts of media outlets and NAR.  The elimination of this program should have little effect on our market if everything else stays equal – consumer confidence remains high, jobless claims continue to decrease, and pending home sales continue to increase (up 8.2% – highest in 8 years) we will have sustainable growth in the housing sector.

Know the market, know the trends, and know how to communicate this to clients and you will succeed in any market.  Get it?  Got it?  Good! 

Are you determined?

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I was recently at a Wizard’s game and during the warm-ups I was looking around the stadium and noticed there were hardly any fans at the game.  Yes it was a beautiful day outside yet people had paid hundreds of dollars on their tickets and still didn’t go to the game (courtside seats and center 3 sections on each side are sold out for every game).  Earlier in the day I had conversations with a few other season ticket holders who asked why I would go to a game when they were so bad and the team they were playing – the New Jersey Nets – were even worse.   After giving it some thought, the answer came to mind and it was dedication. 

It made me realize it is hard to have dedication when things aren’t going well.  When you have to give it your all when the chips are down or when you have to make a commitment and there are other choices that appear to be more appealing like the weather, the time obligation required and in a lot of cases – short term sacrifice for long term gain.  Truly, it can be difficult to go all in day after day when faced with adversity. 

In business, so many people give up when they are so close to success and it made me realize that they don’t have the dedication required to succeed.  They try one thing then stop, then try the latest fad and don’t get results and move on to something else always looking for the easy way to success and it is never the case – you need dedication for success.

What does it mean to have dedication?  Perseverance, commitment and devotion are characteristics of dedication and are essential elements of success.  The thought process of it is easier to do nothing than to put forth the time, energy and effort to get the results is relevant in today’s market more than ever.  Dedication to your education is critical.  Dedication to the development of your sphere of influence and its growth is necessary.   Dedication to market research to know trends is an essential element for success.  Dedication to your clients is a key area of focus.  Dedication to showing up and putting in the effort is essential. 

Think about this, the winners in life persevere when things look the bleakest and come out on the “other side” stronger, smarter and better equipped to handle the next challenge.  They have made the commitment to grow and learn from their experiences and become better in their chosen field.  As previously mentioned – you see it all the time in sports – many athletes “just mail it in” and many professionals do the same thing when faced with misfortune.  Be devoted to your career.  Be willing to sacrifice the time and resist the temptations of outside elements to get ahead in the business.  Decide if you have the loyalty for the business required to go to work every day and perform at the highest levels and attain success.  If not, you should find something that gives you this type of drive.  If the dedication, commitment, and devotion aren’t there for you in real estate – get out of the business and get into something else where you have the drive to succeed.  Get it?  Got it?  Good!

How is selling a house like rowing a boat?

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In a recent listing presentation, I explained to the sellers that selling their home was like a crew team rowing down a river.  Picture the scenario – a boat going down the Potomac River in front of Georgetown and you have the team in the boat – in order to get from point A to point B, everything needs to happen in a logical order.  The boat needs to be in tip top shape, the crew needs to be facing in the same direction, the strokes need to be precise and in sync and the captain needs to be able to give the proper commands at the right times in order for the team to achieve success whether they are participating in a race or if it is practice. 

So what happens if the boat has a leak in it?  What happens if the riggers are rusted and don’t allow the proper swing motion for the oars?  What if the team members don’t stroke in unison and are out of sync?  What if the captain improperly adjusts the rudder or gives the wrong command?  What if the captain is inconsistent in his/her stroke calls?  Any number of things could result, all of which are not productive to the team and in the end, the outcome is less than desirable.

How does this correlate to selling a house?  If any one piece of the home selling scenario is out of place the sale will be difficult to achieve.  If the house is not in the right condition and is in poor shape it will take longer to sell and the owner will “net” less in the end.  If the house is not staged properly and doesn’t show well the home will attract lower offers and in some cases, none at all.  If the house isn’t priced correctly, it may get lots of activity (showings) but no contracts and in the end, it will not sell.  In addition, if the Realtor/captain does not convey the proper message about the condition of the house, the importance of staging, the correct pricing of the property and then implement the proper marketing strategy, or if they don’t recognize changes in the market and inform the sellers to make the appropriate adjustments, the house will also have a more difficult time selling.

Selling a house is a “team” effort and in order to achieve the seller’s goal of selling the property, it is critical that all the parties work together, have open lines of communication and react to the market conditions quickly so the sale occurs.  The quote about team – Together Everyone Achieves More – is more relevant in today’s market than ever before.  If you are a seller, ask the right questions of your agent.  If you are an agent, be the professional and give the right advice – or – move on to a better client.  Get it?  Got it?  Good!

What’s on the horizon?

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Inventory levels on active listings are creeping up and they have been consistently increasing since the beginning of the year.  We have seen an escalation in the number of houses going on the market each week, week over week except one.  This is definitely something to watch especially as mortgage rates begin to rise.  We have seen a slight increase in interest rates – they have only increased 1/4% since last week this time but they are rising.  The good news is it isn’t as drastic as many predicted as the Fed eased out of buying mortgage backed securities but it is probably keen advice to give to your clients to lock in today and not play the waiting game here!  The saying is “rates take the escalator down but the elevator up”, don’t wait.

Another key factor to watch as inventory rises is the pricing of your properties…how is the activity at your listing?  Are you experiencing lots of buyers going through and have you had no contracts?  Have you had little to no traffic going through the house?  If so, the price may be high.  Check comps again, look at inventory levels in competing price points and the surrounding area.  How has the absorption rate been in and around your listing?  Do the research and price it properly today so you aren’t chasing the market tomorrow!  Many sellers hear the market has rebounded price wise in our area because of the recent article in the Washington Examiner and the brisk pace of sales recently but remember to caution them that the market is local and in many cases hyper local so be careful on pricing it a little high for negotiations.  Be the professional and let the numbers tell the story of the market.

So, what is on the horizon?

On Monday, upfront mortgage insurance on FHA loans goes from 1.75 to 2.25% – revise your buyer closing cost sheets as this will have an impact on their payments.  Seller contributions are reduced from 6% to 3% and down payments on FICO scores 580 and below are increased to 10%.

The short sale process – in some cases may get better after April 5th.  Home Affordable Foreclosure Alternatives program affects home sellers with Freddie Mac and Fannie Mae backed mortgages.  Not all properties qualify so check the websites of these GSE’s and see if the seller’s loan is with either one before proceeding or check www.makinghomeaffordable.com/contact_servicer.html to see who the loan servicer is on the property. 

Here are the guidelines accompanying the program: 

  • This program complements HAMP by providing a viable alternative for borrowers (the current homeowners) who are HAMP eligible but nevertheless unable to keep their home. HAFA alternatives are available to all HAMP-eligible borrowers who:   1) do not qualify for a Trial Period Plan;  2) do not successfully complete a Trial Period Plan;  3) miss at least two consecutive payment during a HAMP modification; or, 4) request a short sale or deed-in-lieu.
  • Property is principal residence.
  • Mortgage originated before Jan. 1, 2009.
  • Borrower is delinquent or default is foreseeable.
  • Borrower's total monthly housing payment exceeds 31 percent of gross income.
  • Unpaid principal does not exceed $729,750.
  • Homeowner demonstrates hardship. 
  • The program utilizes the borrower’s financial and hardship information already collected in connection with consideration of a loan modification.  The borrower must have applied for and been denied a loan modification prior to entry into this program.   Allows borrowers to receive pre-approved short sales terms before listing the property (including the minimum acceptable net proceeds).
  • Requires borrowers to be fully released from future liability for the first mortgage debt (no cash contribution, promissory note, or deficiency judgment is allowed).
  • Uses standard processes, documents, and timeframes/deadlines.  These deadlines include:  the borrower has 14 days from acceptance of services to return the Short Sale Agreement to their servicer in which they are granted 120 days to sell the house.  Once an offer is received, the agent must provide a RASS (Request for Approval of Short Sale) within 3 business days of receiving offer along with new buyer preapproval and all lien information to the servicer.  The servicer has 10 business days to accept the offer along with provisions to settle or deny the offer and they must provide an explanation of the denial.  Settlement must occur within 45 days.  The new buyers cannot “flip” or sell the property for 90 days and it must be an “arms length” transaction.
  • Provides the following financial incentives:
    • $3,000 for borrower relocation assistance;
    • $1,500 for servicers to cover administrative and processing costs;
    • Up to $2,000 for investors who allow a total of up to $6,000 in short sale proceeds to be distributed to subordinate lien holders, on a one-for-three matching basis.
    • Realtors cannot charge or receive commissions in excess of 6% and if the buyer or seller is a Realtor, they cannot receive a commission in connection with the transaction – including any side deals.
  • Requires all servicers participating in HAMP to implement HAFA in accordance with their own written policy, consistent with investor guidelines. The policy may include factors such as the severity of the potential loss, local markets, timing of pending foreclosure actions, and borrower motivation and cooperation.

There is opportunity here people…know the program and know the process and you can sell more houses!  On Monday, April 5th at 7:00pm Margret Kelly will be hosting a program with BOA on Equator and how the program works.  Watch it on RE/MAX University.

Also, in an effort to assist with the HAFA and HAMP programs, many banks have agreed to participate in the 2MP program.  The 2MP was designed to work in tandem with the Home Affordable Modification Program and is aimed at helping homeowners who have a second home equity mortgage.   The Treasury estimates, up to 50 percent of at-risk mortgages also have second liens associated with them.

To qualify for the program, homeowners must successfully complete a trial modification on their first mortgage. Then, if the servicer of the borrower’s second line in a 2MP participant, the servicer must offer to modify the second lien or accept a lump sum payment from Treasury in exchange for fully doing away with the second lien.

Her are the guidelines in which the 2MP program is designed to work:

  • Only second liens with corresponding first liens that have been modified under HAMP are eligible for a modification or extinguishment under 2MP.
  • Second lines originated on or before January 1, 2009 are eligible for a modification or extinguishment under 2MP.
  • A second lien may be modified only once under 2MP
  • A mortgage loan that is subordinate to a second lien (i.e.: third, fourth position loans, etc) is ineligible under 2MP. However, modification or extinguishment of such a subordinate mortgage lien in place of the second lien will not satisfy the servicer’s obligation under 2MP to modify or extinguish the second lien.
  • If a second lien is modified under 2MP, it is not eligible for payment of extinguishment incentives under 2MP
  • A mortgage lien that would be in second lien position but for a tax lien, a mechanic’s lien or other non-mortgage related lien that has priority is eligible under 2MP
  • A second lien on which no interest is charged and no payments are due until the first lien is paid in full (e.g., FHA partial claims liens and/or equity appreciation loans) is not eligible under 2MP
  • Borrowers may be accepted into the program if a fully executed 2MP modification agreement or trial period plan is in the servicer’s possession on December 31, 2012.

All servicers of eligible second liens may participate in 2MP. A servicer need not service the related first lien or participate in HAMP in order to participate in 2MP.

 

Here are some helpful links:

https://www.hmpadmin.com/portal/programs/foreclosure_alternatives.html

http://www.realtor.org/government_affairs/short_sales_hafa

http://sccrealestateuncensored.com/2010/second-lien-modification-program-2mp/

Interest rates

Interest rates are expected to go up but luckily it is not at the pace or severity that many had speculated.  The funds rate are set to stay at the 0 to .25% level to help keep mortgage interest rates low.  Once again, we are relying on Wall Street to step up and help create the secondary market to buy mortgage backed securities and keep rates affordable to consumers.  Let’s hope this short trend continues!

In our conversation with Paul Muolo at the quarterly meeting last week, he mentioned that there had only been one big purchase of bulk loans, well….there has been another large purchase this week.  To learn about the details, which is unbelievable to me, check out the article at http://www.dsnews.com/articles/print-view/fdic-finds-taker-for-490-million-in-home-loans-2010-04-01

More good news

First American Core Logic has estimates that the Washington Region will be floating – out from being underwater by2015!  This is ahead of 10 other key markets.   There study was based upon an annual 3.3% reduction in loan balances coupled with 3% appreciation over the next decade.  They had estimated that 11.3 million or 24% of homes with mortgages were under water in Q4 of 2009.

As discussed before, today, more than ever, it is extremely important to stay educated on the market, what is coming down the road and know how to make the appropriate adjustments to thrive in any market.  You gotta learn more to earn more.  Get it?  Got it?  Good!

Now, go sell something!

 

 

It’s all so confusing…

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There is so much confusion in what is being reported about the real estate market it is understandable why so many people are unsure of what to do in regards to housing.  Information recently reported from Standard and Poor’s is just one reporting outlet where mixed signals are being sent out to consumers.  In one report, they claim that housing prices have increased for 8 consecutive months – this is through Standard and Poor’s and then through the Standard &Poor’s/Case-Shiller pricing index they say prices have dropped for the 4th consecutive month – absolutely insane.  How can one agency say prices are going up and down at the same time and not believe they are sending a mixed message to consumers and in turn hurting the housing recovery? 

For the record, The Washington Examiner reported that the Washington area was the strongest in the Nation as we have the right fundamentals in place.  Low unemployment, and scarcity of land are factors they sight in their article – couple this with low inventory, low housing starts, great rates, the home buyer tax credit and relatively affordable prices and we have a better than average housing market.

We too have been hearing, reading and expecting rates to increase when the Fed eases out of and stops buying mortgage backed securities (which has been happening by the way) yet rates have stayed low – conflicting news, but good news none the less.

We watch the market very closely everyday here locally and it is important to understand from a professional what is happening in our market and why.  We want to reiterate that our housing market in Northern Virginia is robust, resilient and is rebounding nicely today.  Our absorption rate remains high, prices are increasing in some areas and we have buyers out looking to capitalize on the remaining days of the home buyer tax credit.  To learn more about what is happening with your home or to learn how you or someone you know can take advantage of the tax credit, call us today!

Do you have pride in all you do?

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The longer you do something, the longer you realize how important having pride in what you do is so important to your growth as a business person and how it plays into how you get more referrals or stay employed longer.  The question to ask yourself is – do you have it in you?  Do you have or take pride in what you do?  Do you feel confident that you are doing the best you can do and are performing to the best of your abilities?  Do you feel remorse when something slips through the cracks or if you feel you are not doing your best or giving it your all?  Are you doing the minimum to just collect a paycheck or are you pumped up to go to work and improve upon what you did the day before, every day?  Are you doing the little things when no one else is looking because you know it is the right thing to do?  Are you doing the right stuff to do the job better than someone else?  If so, you are taking pride in what you do.  We have made the decision to take pride in what we do for you.  Our goal is to provide you with the best training, education, support and so much more.

As we have done in the past, let’s break down the word pride and discuss the elements of each letter:

Professionalism – embracing professionalism in the way you dress, the way you speak with others, the way you approach each day shows you have pride in what you do for a living.

Responsibility – the idea is to not only take on the job you were hired to do but to take on even more.  The more you do, the more you will get.  Also, do the right stuff – all the time.  You know what to do so do it!  Don’t take extra advantage of your lunch hour, being on the internet to surf the web during work hours, etc.  Be responsible and be the ultimate agent or employee.

Initiative – take the initiative to take on more projects and suggest new ideas.   Be proactive, creative, take the lead on projects – don’t wait to be assigned a task or responsibility.  What do you think about while you are at work?

Dedication – you must be dedicated to what you are doing.  It is the drive within you that makes all the difference in your success.  Be dedicated and get more satisfaction and better results out of what you are doing.

Excellence – this should be your minimum standard in the level at which you should be performing.  If you provide excellent service, perform at an excellent level, you can always expect to be given referrals and get promoted more quickly than others in your field.

Are you interested in taking more pride in what you do?  Ask the experts, be engaged, be active, read, learn, attend trainings to understand your field, be positive, make your job your priority and improve everyday and you will shine.  Get it?  Got it?  Good!

Now, go sell something!

Tips for a smoother settlement!

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We had our regularly scheduled training on Friday to discuss the Northern Virginia Real  Estate market and have Champion Title discuss worst case scenarios for closing and even a few other disasters to be aware of in today’s sales environment.  As is the case in any sales situation, it is your job as a professional to manage your client’s expectations of what is going to happen at the walk-through and closing.  Here are a few tips!

Tips for a Smoother Settlement

  1. Try not to Close on last day of the month
  2. Know the difference between a home inspection item and a walk-through, and know what it means to be in normal working order?  This is extremely important when discussing age appropriate items.
  3. Disclose fees/additional costs upfront (e.g., admin fees, FHA/VA fees),Initial  all changes to the original sales contract (“meeting of the minds “), initials/signatures on all pages on the contract – do your damn job!
  4. Work with service providers you know and trust, its all about the team being in place with all the changes going on with RESPA and the mortgage market.
  5. Confirm closing cost credits with the lender prior to ratification of your contract so there are no last minute surprises.
  6. Make sure termite inspection has been ordered and conducted. If treatment was necessary, make sure all parties are aware of treatment prior to closing
  7. Keep utilities on through the settlement date
  8. Contact the settlement company if you know you have any walk-through issues and conduct your walk-through the day BEFORE closing – not minutes before.
  9. Avoid escrowing funds  if possible, lenders are tougher on this issue of allowing escrows
  10. Bring certified funds to the table or wire money prior to closing
  11. Know your client (e.g. reader, needs a POA, etc.) and what they will expect to happen at closing.
  12. Read the REO contract and know its details.
  13. Read the short sale approval letter, know and understand its terms
  14. Have sellers keep hazard insurance in place until a few days after closing

 

 

Now, you can’t prepare for every situation and we haven’t experienced everything we are going to experience but here are some recent situations that arose at settlements:

Dealing with the Unknowns

  1. Unexpected liens – IRS, HOA, etc. – are filed against the property.
  2. Bankruptcy – will not kill the deal but will take time because trustee must release the property and this can and will take time.  Find out the seller’s situation in advance.
  3. More than 1 ratified contract – be smart, know your listings and only ratify one contract.
  4. Improper foreclosure – people added to title after settlement with no knowledge of bank, then property forecloses, proper notification or no notification  was not given to person added to title – bank must re-foreclose and this is a lengthy process.
  5. Unilateral default – not closing because…

 

As always we discussed what our agents are finding out in the marketplace today when working with both buyers and sellers.  Here are some comments on the conditions of our current market:

There is no inventory out there and houses are selling fast.

There are multiple contracts on a lot of listings throughout the area.  Price points that are in the low $200’s are where we are seeing the most activity…

Some buyers are not aggressive enough on their first few offers and therefore are losing contracts.

Pricing is critical for listing prices – do not price a little high as there continue to be appraisal issues.

Agents are writing backup contracts on under contract properties – even foreclosure and regular sales.

An agent recently read that 70% of first offer short sale contracts fall out as buyers lose patience waiting on the process.  It is a good idea to write back up contracts on short sales today.

We continue to have appraisal problems as there are not enough comparable sales for appraisers to utilize in their appraisal therefore they are claiming market is declining.  One agent had an appraisal come in $100,000 low – they made buyers change lenders and verify qualifications of the new appraisal with the second appraiser.  It is imperative to do your homework, know the market and present this to the appraisers.

Ethics are slipping with agents – keeping listings off market (coming soon) then selling them before they go on the market.  The lack of returned phone calls, promptly responding to offers, etc. are the issues we continue to experience.  And what is really scary is contracts and earnest money checks are being deposit after VREB regulations and even closing!  Agents need to stay on top of their game or get out!

Rates continue to be great – we expected them to increase and they did for a short time but they have come back down – we are still below 5%.

You have heard it before – the more you learn, the more you earn so come to training!  Get it?  Got it?  Good!

Now, go sell something!

 

 

 

 

 

 

How do we determine the price?

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I recently posted a blog on Tips for Securing an Accurate Appraisal.  It brought to mind the different aspects of pricing in real estate.  It is one of the most important aspects when buying or selling a home in any market.  Keep in mind, in Northern Virginia, there are always people willing to buy and sell in any environment.  It is critical to analyze various aspects that determine the true market value but ultimate determination is what a buyer is willing to pay and at a price the seller is willing to sell.  Listed below are a few points variations of value.

 

-Appraised value:  this is the most subjective piece of the puzzle today with the implementation of the Home Valuation Code of Conduct.  It has taken what was once and almost a given to a tougher process to achieve “market value”.  As a “value add” part of listing process to our listing clients to help them achieve our sales price, we always meet the appraisers at the property to help support the value or sales price.  We include floor plans, surveys, comparable sales, market data and trends as well as statistics on the area that will help in the process of determining the property’s value. 

 

-Market Value – the truest form of value – what the buyer is willing to pay and the seller is willing to sell the property for under current market conditions.  Market value is determined by a particular purchaser’s and seller’s research of the market, market trends and data available at the time of the offering.  This is the value we hope to attain through the appraisal process once a contract is ratified.

 

-Tax Value – what the local governmental agency sets as their valuation for tax generation purposes.  These values are determined by market conditions and perceived value based upon an assessor’s opinion of what is happening in the marketplace and to raise funds in the appropriate jurisdiction.  These valuation occur on a regular basis from once a year to once every 5 years depending on the area.

 

-Perceived Value – This is the value a seller has in mind for selling their property for – it may be low, but often times it is high.  This value can come from past sales, perceived values of improvements made to the property or lack of improvements made that are necessary to achieve the value they perceive.  Additionally, this opinion can come from family, friends or neighbors and what they believe the seller could obtain in a sale.  On the flip side, it can be a purchase’s perceived value and their attempt to “steal” a house.  This value typically holds the least weight.  This value is also the hardest to overcome for a Realtor in many cases.

 

-Agent/Realtor Value – this value comes from market knowledge, market trends, analysis of demand in the price point, and in depth analysis of square footage prices, tax assessed value to net sales price ratios, and sales prices of comparable properties that have settled within the previous 90 days.  An experienced Realtor can be your most valuable asset in determining the right value for the house being considered.  If you have the right Realtor on your team – they are an invaluable asset. 

 

Hire a Realtor today!  Get it?  Got it?  Good!  Now, call us today 703-652-5777.

How committed are you?

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Commitment – what is it and why do people have it and others don’t?  Is it motivation to achieve more than others that drives us to follow through on what we know is the right thing to do?  Is it respect for our self and others to do what we say we are going to do?  Do we have more desire to succeed and put for the effort to achieve what we say we are going to do?  Is it our belief that we need to live up to what we say we are going to do?  Do we have more discipline?  Is it better time management?  Is it because we have goals and the desire to achieve them?  Is it a matter of just being more responsible?  Is it loyalty?  Is the belief we need to stand up to our obligations?

What I have been experiencing a lot lately is a lack of commitment from others.  Is it fear of commitment and as a result lack of vision and focus?   Is there something missing in their belief system that allows them to drift or become complacent and not take responsibility for their actions?  Is it just easier to be lazy than do it right?  Is it lack of effort or the belief that they don’t need to follow through on what is the right thing to do? 

It is my belief is that people generally know what is expected of them and what they know they need to do succeed in our business.  Professional and ethics are at the top of the list.  People need to follow through on their professionalism and simple tasks that are required to take care of their business.  Is it laziness that prevents them from turning in paperwork, turn in escrow checks, returning phone calls, respond to emails, or simply just show up for appointments?  Is it lack of desire, not loving what they do, no goals, lack of respect for themselves, the business or their company?

It is my opinion that you need to have discipline, effort and desire to be successful and you must commit to these beliefs and live by them or get out of the business.  Get it?  Got it?  Good!

Now, go sell something!

Do you have an On Purpose Attitude?

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One of the keys to success is to act…On Purpose.  Each of your activities must be intentional and must begin with the end in mind.  If there is no purpose to the activity, don’t do it!  Let’s analyze the On Purpose Attitude.

 

O – Outgoing, you must have a personality that is outgoing to achieve success.  You need to get out from behind your desk, out of your home office and get in front of people.  Be engaging and attract people through your personality and success will follow.

 

N – Nurturing, you must nuture the relationships you build through your outgoing personality.  Learn about those you meet, learn about their business, and help them grow their business and you will naturally have success follow you!

 

P – Proactive, be proactive in your daily activities.  Success won’t come to you – you have to go out and get it!  Areas of proactivity must include prospecting, learning, research and networking.

 

U – Urgency, develop a sense of urgency in your activities, as well.  John Wooden said, “be quick, but don’t be in a hurry”.  Have a sense of urgency to get things done.  Don’t procrastinate.  Develop to do lists, prioritize, and move on to the next activity.

 

R – Results, be effective and get results that build one step at a time to a successful life and career.  Determine what your results need to be to get the success you want and set a plan to accomplish what you need.

 

P – Planning, this is a critical step.  You need to plan your day, week, month and year to give yourself a road map to your success.  Review your plan and make appropriate adjustments as necessary.

 

O – Organized, you must be organized in all areas of your life to get the results you need.  Have an organized filing system, organized office, organized files, organized presentations, and you will reflect the professionalism that gets you to your desired level of success.

 

S – Systems, you must incorporate systems you need to follow to get the results you need.  Critical pieces of this puzzle include lead generation systems, follow up systems, processing systems, and other systems you need for your success.

 

E – Excellence, you must strive for excellence in all that you do.  The areas to consider are excellent customer satisfaction, excellent presentations, excellent communication, excellent work ethic, and excellent daily activities.

 

If you act On Purpose in all that you do, you will achieve success!  Get it?  Got it?  Good!

 

Now, go sell something!