I don't normally share coaching calls but this one was just to good not too and the client was happy to share. It is about 40 minutes long but contains tons of insight and information about not only the Get Rich Success Charts but also real struggles from real Agents. So if you want some great information, motivation and insight. Take time to listen to this recording. Also we talk about many of these issues on the 1st Fifteen Daily Webinars and will discuss more in the upcoming weeks.
Enjoy and remember if you have questions about the charts please don't hesitate to contact our office, we are happy to help! 585-244-2700.

Download | Duration: 00:41:09

One initial appointment per week with a new Buyer or Seller will result in twenty sales for the year.  For any Agent that aspired to do twenty sales for the year the focus of one initial appointment per week is the absolutely best focus to get you there. 

In case it hasn’t already occurred to you, forty sales for the year are two initial appointments per week and so on.  In our Free Daily Coaching Webinars this is explained in detail often. 

An initial appointment is a listing presentation or a Buyer presentation.  For those who don’t do Buyer Presentations, it’s time to learn them. The momentum toward making the MLS public and the new technologies that will replace it, lifestyle searches cross referenced with listing searches, will make Buyer presentations as necessary as listing presentations.

That aside, the focus on initial presentations is a secret simply because it is not taught.  Instead, making calls, sending mailings, and other activities are the focus for most Agents.  An activity focus will always frustrate you.  A results focus will set you free.  And the most important result to focus on every day to set you free is your initial appointments. 

It’s time. 

Kelly, an Agent said to me, “Rich, I am feeling lazy and unmotivated.  I’m coming to the office and working hard and getting less and less results.”

I said, “It’s December 18th.  Why work so hard?”

She said, “Well, my Broker and Manager and all the trainers are saying that this is the time of year when Agents stop working so there is a lot of opportunity for those who keep working.”

I said, “Oh, I understand.  Let me ask you a couple questions.  Do you have some Christmas shopping to do, presents to wrap, food to prepare, time that you want to spend with your kids or plan to spend when they are out of school for vacation?”

She answered as you might expect with a bunch of things done and more to do.

So, I said, “Stop working.”

I said, “Serve the Clients that need your attention and slow down.”  I went on, “Remember in October and November I said the year is not winding down or wrapping up until the second week in December.  Well… it is the second week in December.  Wind down.” 

She said, “What about all the lost business that the others talk about?” 

“Well,” I said, “go shop for those last gifts.  Wrap presents.  Take your kids out for pizza.  Bake.  Do the things that will make you happy for the holidays; the things that will make you feel more love for your loved ones and more peaceful and fulfilled.  As you do, you will think about business.  Do what absolutely needs to be done.  And think about the year you are going to have next year.  If good ideas come to you, make notes.  Imagine the year you would most like to have.  Think about what you liked about last year and what you would change; and how next year will turn out with those corrections made.” 

“Wow!” She said. “That makes so much sense.  It fits.  I guess I just needed someone to give me permission to take my life back.” 

“Exactly,” I said. “I promise you that if you work hard against your nature until the end of the year you will come into the new year burned out, unhappy, less motivated and very possibly in a slump.  On the other hand, if you take your life back through the holidays.  Spend time with the people you love doing the things you want; thinking about your business with calm and peace.  You will enjoy the holiday break and you will start the year eager to put into place and into practice all the things you have been imagining.”

“Rich,” she said, “I am going to hang up the phone.  Go into my Broker’s office and wish him a Merry Christmas, go shopping, pick my kids up from school and enjoy my life.”

This is a true story.  And one that has been and will be repeated many times over the next week in my coaching Clients, on my webinars, in my blogs, and tweets. 

“To every thing there is a season, and a time to every purpose under the heaven.”  That is from Ecclesiastes III.  Now is the time to shop and the time to love; the time to wrap and the time to be wrapped for.” 

With love and joy and peace, please take time for your life.  Happy Holidays!!!!

 

 

Join Rich on Tuesday, December 8 at 11:00 AM EST for his very popular Webinar: Dynamite Real Estate Presentations that Seal The Deal. REGISTER NOW

The public is more educated, sophisticated and has more information available instantly.Do your presentations, communication skills, tools, materials, style and approach match today’s Buyers and Sellers?Is a mismatch costing you business, adding to your stress, and losing the confidence of your Clients?Dynamite presentations are a perfect blend of timeless structure, approach, and abilities with twenty first century technologies. >>

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The most difficult problems that arise in the course of an Agent’s business; disloyalty, distrust, and communication breakdowns can all virtually be eliminated.The most challenging objections that delay and destroy transactions can be avoided.Dynamite presentations constructed and conducted with a higher level of selling skills accomplish all of that on the way to providing the Agent with more closed sales more easily.>>

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You receive preparation and presentation checklists, scripts, materials, and step-by-step structures for all six presentations necessary for a successful Real Estate career.Whether you are in the business three weeks or three decades this workshop will strengthen your presentations, increase your income, and build your confidence.

REGISTER NOW

Keep it simple, stupid; or, the more polite version, keep it simple, salesperson.  Or, keep it short and simple.  This has been an instruction to teach salespeople to avoid unnecessary complexity with prospects.  The simpler the salesperson can make the decision for the prospect the more likely they are to take action.  It makes complete sense.  Violating this principle is the reason most Agent Business planning does not stick.  Here’s a radical thought.  Any business plan that can’t be created in less than an hour is unlikely to be implemented.  Take one hour by the clock to complete a plan for 2010 as if that is all the time you have; as if that is the plan that has to guide you for the year.  And it has to be done in one hour.  Whether you complete your plan in that hour or not; that sharp focus motivates you to create a better plan because of its simplicity.  Keep It Simple & Succeed. 

Thank you!  I am sincerely grateful to you.  Those of you who read this blog, who listen to my webinars, attend my workshops, and find some value or entertainment in my work, thank you. 

The teacher is often the student.  Throughout the year you have shared your ideas with me that have expanded the work.  And you have allowed me to share them with others.  Thank you!  To Rebecca for her amazing commitment to the work… a special thank you.  As Chava and I sit down to a delicious Thanksgiving meal and thank G-d for so many blessings in our life.  You will be in our thoughts and prayers… with gratitude. 

How do you choose and market an Open House to generate the most Buyers?  How do you engage the Open House Guests in a way that creates immediate trust?  What is the perfect script that reveals the Buyer’s motivation and urgency?  With less Buyers in the market, demanding more, offering less, and negotiating harder; open houses, done right, offer the ideal opportunity to find motivated Buyers and initiate a relationship of trust and confidence in which everyone wins.>>

The owners are impressed with your marketing and professionalism.  The Guests and Visitors feel welcome, comfortable and you offer them information that they don’t find at any other open house.  And you have the maximum opportunity to sell the property.  For those not interested in the property (most of them), the Agent is able to make appointments to discuss listing or selling with as many as twenty five percent of the Guests.

With this webinar you receive call back and objection handling scripts, preparation checklists, advertising tips, special marketing tactics, and staging secrets.  This webinar has been referred to as, Open House Magic.”

Join Rich this Monday (11/23/09) at 1PM EST for this intelligent and informational webinar. Register Now

I often get questions about what to put on direct mail postcard mailers. Here is some verbiage I recently sent to a client. This type of information is more on point then recipes and gardening tips.  It also places you as the expert in the minds of the people in your market.

 On the front side of your next mailer put

STOP!  News Flash on other side!!!

On the back

1.      Headline- Never Before!!!

Content: Never before has the Government subsidized existing home owners to encourage them to buy new homes… UNTIL NOW.  For the next five months ONLY, if you have lived in your current home for 5 or more years then you receive $6,500 FREE, NO REPAYMENT from the Federal Government when you sell their current residence to purchase a new one.  Call immediately for details so you can begin to plan your move.

 Tip: (Only provide One Contact phone number)

 

Hi All Rebecca here. We are looking for feedback about our 1st Fifteen Daily Training Webinars. Post anything you like positive or negative. We want to hear what you have to say. We are starting a new coaching program in December and the 1st Fifteen Webinars are going to be a part of that so we want to know how to adjust or improve them to make them even better then they are now. So let's hear it!

Great expression I just read from Eben Pagan.  “You are not in business.  You are in marketing.”  I love that.  I am continuously teaching groups and my individual clients that marketing is the lifeblood of your business.  I am not using that “lifeblood” expression easily.  Just like your life depends on your blood carrying everything your body needs to every place that needs it.  Your marketing done right carries your message to every one in your markets that might need your service.  For many of you I’d put it on the wall.  YOU ARE NOT IN BUSINESS.  YOU ARE IN MARKETING.