Bill Gates Wrote…

In his book “Business at the Speed of Thought”, “A person cannot develop a successful strategy, undertake the right ventures, or effectively understand what to do next without building on insights from the facts and data.”  I read that nearly ten years ago.  It confirmed for me the critical key for Real Estate Agents to treat their career like a business they have to have better facts and data about their business. 

I am proud of the tracking system we created with our coaching Clients.  It is a major reason that our Clients stay focused as they grow their business and enjoy their lives.  The key to it is what gets measured and how often the Agent attends to it. 

Over the next bunch of blog posts I’ll share what the system is, how it works and a bunch of stories about the Agents who use it. 

The key for you is what measures of your business are you aware of right now?  For most Agents the answer is… none. 

 

Rich will be conducting another free educational tele-seminar this Thursday (August 21) at 3:00 PM EST.
Topic: Everything You Ever Wanted to Know About Leads (And Didn't Know to Ask!).
Rich will discuss how to effectively get leads even in a soft market.  Rich will provide tons of scripts plus information about FSBO and Expireds. He will also continue his discussion on the focus of appointments to meet goals.
Simply call 1-605-475-6000 then 317175# when prompted for the pin number. Everyone is Welcome!
For more information please visit: www.RichLevin.com

We have been asking Agents what is it that makes them feel most out of control and what they do about it.  If you would like to send me what makes you feel most out of control and what you do about it.  Send it to Rich@RichLevin.com.

Nancy in Nashville (name changed to protect the innocent and not so innocent) wrote a very simple statement.  “When I do not follow my schedule and the day begins and ends with no sense of accomplishment.” 

Frankly, I’m jealous.  Unless I have scheduled appointments I find it really hard to follow a schedule.  So, I focus on the results I want to accomplish for the day, the week, the month and measuring that toward the progress we are making toward our goals for the year. 

I have a great deal of experience and training with DISC assessments.  Each of the four DISC personal styles gain control with strategies that suit their style.  There is no single right way.  The right way for you to gain control of your time, your business and your life will be unique for you.  The path is always to take the time to think about your next day, have goals that keep you motivated to look at them every day.  Taking that time and having those goals is simply a choice.  One that often requires a catalyst, a good mentor, coach, manager, or boss to put in place.

So, hats off to Nancy in Nashville for the comment that implies that she has a schedule that she can follow and it normally gives her the sense of control she desires.

 

To all of you hard working Real Estate Agents out there, I want you to know clearly that there is one more person out there that appreciates how hard your job is.

It is 10:30 at night and before I head off to bed I am reflecting on the day and the issues some of my coaching Clients are dealing with.

One very successful Agent, who works hard to always do well, sold a Client’s house after four months on the market and extended negotiation.  A month after closing gets a review form criticizing him for not negotiating hard enough on their behalf.  No matter how successful you are, that hurts.

Another extremely successful Agent has negotiated multiple offers that the Seller has not accepted, has a contingent offer that the Agent is negotiating hard to wrap up.  She got this in an e-mail from the Client, “I'd be lying if I didn't tell you our trust in you is wavering and our concerns are growing rather then subsiding.”  She handled it perfectly but, again, know it hurts.

Another Agent who has finally crossed over from financial struggle to a steady flow of business and financial stability has seven, yes seven deals that are in trouble.  I went over all of them with him and none of them could have been anticipated or prevented by him; a short sale, a Buyer who falsified docs to the bank, etc. 

There are lots of success stories, far more than the tough ones.  But (and I want you to know that I am careful rarely to use the word 'but' and I have used it three times in this blog) I want you to know that there is one very strong voice here in the wilderness that appreciates how hard your job is in many ways.

In fact, as I wrote this I just decided that I am going to write an article praising Agents.  Watch for it to be published or e-mail me and I’ll be sure you get a copy. 

Congratulations on being the strong talented professionals that you are!

 

 

 

The recording is from 8/7. The Topic: Rise Above the Soft Market with Confidence
Rich provided the top 5 best lead generation sources and how to create the habit for following up on those leads. As a bonus he also provide a script for following up on old leads. You can succeed in a Soft Market with the right tools.

Download | Duration: 00:31:40

We have been asking Agents what is it that makes them feel most out of control and what they do about it.  So I am going to blog a bunch of the responses for a while.  If you would like to send me what makes you feel most out of control and what you do about it.  Send it to Rich@RichLevin.com.

Cecelia in Syracuse (We always change names, locations, to protect the innocent and the not so innocent, too.) writes, “My most “out of control” emotion is that I do not have the skills for organization and time management.”  I have taken coursed to help but unfortunately I do not follow through.  I have a good Real Estate business and do well despite this but to date have not been able to conquer it.

This prompted me to write some articles on this and create a new workshop.  Here is the a very short answer that is normally covered in a minimum ninety minute workshop.

Four keys to gaining control:

1. Have goals that are reduced down to appointments per week, sales and listing goals per month so you know when you are on or off track. 

2. Prioritize the tasks that create the most frustration and sense of ‘out of control.’

3. Schedule time for those prioritized regular activities, particularly lead follow up, pending and listing processing, marketing and advertising. 

4. Associate tremendous pain with not honoring your scheduled time and associate tremendous pleasure with honoring the time.  This leverages your follow through.

This is precisely what gets accomplished in a Coaching relationship with me. 

 To be added to our mailing list please go to www.YourSuccessCommunity.com

 

I am writing the third article in a series on Winning Strategies for a Soft Market.  Chava made a fabulous suggestion.  She suggested that I ask you.

What strategies do you recommend for succeeding in this soft market?  As my articles get posted you can find them on the upper right of our home page RichLevin.com.  If you make a suggestion that I use I will mention you in an upcoming article and credit you for it.  Also, my blog entries go to dozens of blogs across the US and Canada, I will also add many of your ideas in upcoming blog entries as well. 

Also, I may e-mail or call you to discuss your ideas further.  This is a time we can help each other to make individual business and our profession stronger.

What ideas, tools, and strategies do you have for succeeding in this soft market?  Send me every idea whether you have employed it or not, ideas on maintaining your attitude, on marketing, prospecting, presenting, conversations and language you use with people, anything and everything that may help others to find greater success. 

Send them to Rich@RichLevin.com and in advance, thank you

 

This was a new experience.  We were on a group coaching call yesterday with Agents from New York to California.  About ten minutes into the call one Client said, “Rich, sorry I have to go we just had an earthquake and I want to make sure my son is ok.” 

She went on to say, “Don’t worry.  It was a rolling earthquake so there wasn’t much damage.”  (Rolling earthquake?  I am not familiar with any variety.  I thought that was interesting, too.)

We all wished her well. 

I have Clients right in Chino Hills which was the epicenter.  They are all fine with little damage to property. 

To all of you in Southern California, our best wishes for the health and safety of you and your loved ones.

Wow, the news sucks about Real Estate.  Here’s the silver lining.  Real Estate is an amazing investment.  Everyone knows the theory of buy low and sell high.  And when the prices rise everyone says, “Gosh, I wish I had bought.” 

This is the time to buy.  Will prices get lower?  In some markets yes, in some markets no, honestly it doesn’t matter in most markets because the prices won’t get much lower even if they do decline some more. 

If you sell Real Estate and you can afford to, buy some.  If you sell Real Estate and you can’t afford to start talking to people, sending mail, and blog or whatever other avenues you have to tell people that it is the best time to buy. 

The news today says there are a record number of foreclosures.  Hooray, for those people that can afford to buy.  Real Estate is not going away.  The population is not disappearing.  In fact it is growing.  As those foreclosure properties are absorbed (bought) which is already happening at an increasing rate, the prices will rise again.  Every indicator says so. 

This time you won’t be able to say, you wish you had known.

The Focus that Keep You Motivated Every Day is from Rich Levin's free tele-seminar series titled: Taking Control of Your Business in a Soft Market.
Rich will talked about some things Real Estate Agents should do on a daily basis, what sets top producers apart from the rest, and what you can begin doing today to take control of your business in this soft market to become more successful.

Download | Duration: 00:25:51