Rich discussess how to accomplish New Year Resolutions for good.

Download | Duration: 00:17:07

Chava and I recently attended a client party in Buffalo. (A Coaching Client)  It was really nicely done.  Over a hundred and fifty people, a live band with a female singer that made every song sound like the original artist, a delicious buffet, good wine, all in a town park cabin that was beautifully decorated. 
Chava asked me a good question.  “Will the Agent get any business directly from this party?” 
So today on our coaching call, I asked the Agent that question.  In the past couple of weeks since the party has she gotten any business that she can say came directly from her party. Her reply was that she got four listing appointments directly from the party.
In fact, the caterer had come up to her and said, “You really love what you do, don’t you? These people are really clients of yours aren’t they?”  Then they said, “I’m going to move to a bigger place this year and I want you to be my Agent.” 
I have always been a strong proponent of throwing Client Parties.  You have to really want to have one, not just do it for the business. To me the benefits out way the cost. You create good will and camaraderie with your clientele. It will get your more referrals and repeat business. 
By the way, this Agents party cost her nearly $5,000.  So far the business generated from the party is over $15,000.  And we all had a great time.
I often discuss Client Parties on the 1st Fifteen Daily Coaching  Calls which are free.

“Time is an equal opportunity employer.  Each human being has exactly the same number of hours and minutes every day.  Rich people can't buy more hours.  Scientists can't invent new minutes.  And you can't save time to spend it on another day.  Even so, time is amazingly fair and forgiving.  No matter how much time you've wasted in the past, you still have an entire tomorrow.”  ~Denis Waitely

With the New Year approaching we all have a tendency to look back at the previous year and think about all the “should have-could have’s.”  Instead look back at all the positive things you accomplished in the past. Then make a decision to create habits for all the things you want to accomplish this upcoming year. Notice I did not say a “resolution” Resolutions are easily and often forgotten within the first month of the New Year. Instead make a choice to succeed this year and put the systems, tools and habits in place to achieve the goals you set whether they are personal or professional. You can create a life and business you love by first simply writing down the things you want to accomplish. Seeing them on paper makes them more real. Then write next to each one why you want it and what it would mean to if you did or did not accomplish that objective. This step allows you to find out which are the most important to you. Choose the most important objective and write what actions, tools or information you will need to accomplish it. Put those actions into your calendar. Be faithful to those actions in your calendar as you would a listing appointment. Once you have completed the first objective, follow the same steps with the next important and so on.  By the end of next year you will be happy with your results or determined to follow this procedure even more faithfully. Just be sure not to look back with regret.

You may not always hit your goals.  But you always meet your standards.  If your standards are low, you get those.  If your standards are high, you get those. 
You can different standards for different things. For example you may have high standards for the files and communication you have with the Sellers, but low standards for making appointments with the Buyers. Personally you may have high standards for cleanliness but low for your diet.

Everybody in life meets their standards.  They don’t always meet their “shoulds.”  The things you “should do;” lose weight, make more calls, consistent marketing, get into the office earlier, etc..

But when you decide that it is a standard.  You will find a way.  You will make it happen. 
You have probably done it before. You resolved to quit smoking, lose weight, pass the exam, and learn something; and you kept saying you should.  Then one day something clicked and you said, “No more.  I’m done.  It is happening… now!” 

Maybe you had to prepare a CMA or a study or write something, and you put it off.  You thought, “I should do it today.  I should start it early.”  Then the deadline got close enough that your standards kicked in and you completed the task.

Our coaching program creates standards. We bring you the opportunity for a permanent shift in your business to succeed, to make your success a standard.

It does not happen overnight or in one day.  But it happens.  And we attack it from every direction to make it happen.

Skills and Habits Standards
Self Belief and Attitude Standards
Goals and Results Standards

For more information please visit www.TheBestCoachingonEarth.com

 

Rich teaches you how to powerfully present your marketing plan within your Listing Presentation by using the AABC method. That is Action-Advantage-Benefit-Close.

Download | Duration: 00:09:31

It’s Party Time.  The holidays are full of opportunities to network at parties. 
You don’t want to be prospecting at the party but one of my new Agents many years ago taught me a terrific technique.  She was in her late twenties, engaged and getting invited to lots of weddings, showers, baby naming, etc.  She and her fiancée’ had large professional Spheres of Influence which made them perfect prospective home Buyers. She just made this up herself, started doing it, and made one sale after another with it for years.  She built a successful Real Estate career from it. 
Get invited to and attend as many non REALTOR® events as possible.  Don’t drink.  (If you want to drink then don’t do the following and just enjoy the party.  If you are going to do the following I want you to have a clear head and your best judgment.)
Engage people that you don’t know.  Open by just asking how they know the host or hostess.  As you are having a normal conversation, ask what they do for a living and where they live.  They will often ask you what you do for a living.  When they do tell them that you are in Real Estate; be sure to say it with humble pride.  Don’t dwell on it unless they show an interest.  Even then, be helpful but let them know you’ll follow up later.  Many times they won’t want to dwell on it so just move on to other topics, just build rapport and relationship.
Their answers about their occupation and where they live tells you enough to know if they are likely to be qualified to buy.

Then call the host or hostess of the party the next day.  Explain that you met so and so and would like to contact them.  Ask for their phone number.  As long as you built some reasonable rapport at the event and you were not obnoxious at the party it should never be a problem. Then simply call the prospect and start the conversion conversation.

Don’t be surprised at the misconceptions people have about the market, interest rates, prices, financing, or anything else.  You don’t realize how much you know about Real Estate versus the average citizen.  Take nothing for granted.  Explain everything; always adding home ownership is and always will be most people’s greatest source of security and equity.  It is not just the American Dream.  It is everyone’s dream. 

Rich Levin reviews the six areas you can review with a client during a Listing Presentation. By following this script you will get easier cooperation and easier Price Reduction when the time comes.

Download | Duration: 00:15:46

 

We have had several inquiries into the time of the Live Weekly Coaching Call with Rich Levin. Therefore we are asking for your help. We are trying to get an idea of what time would be the best for most Agents to attend and participate. Please take a moment to answer this one question poll.
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We will make a determination by next week and post the new time in the Members Area of our site.
Thank you,

Business planning for many is an overwhelming topic and are generally ignored by Agents. For those Real Estate Agents that do create business plans they often take to much time to complete or are too complicated to stick with. Agents quickly lose focus and motivation. By breaking your business plan down into three stages, you can easily create and maintain a business plan to keep you motivated all year long.

I call stage one The Wide View. You start by choosing personal and business priorities. I ask a set of very specific questions to discover these priorities.

Stage two I call Performance Strategies. This stage is designed to create organization, time management, & daily habits around your personal and business priorities.

Stage three I call Making it Happen. You take your priorities and systems and create measureable goals and benchmarks for the entire year. This is a simple set of goals and benchmarks so you can easily stay on task throughout the year.

Taking this 3 step approach allows you to focus on results and not activites to provide you with a strong foundation to have your best year ever.

Hopefully you have properly prepared for your Open House, not it is time to conduct your Open. If you do the things I describe you will get appointments AT the Open House with ease. Stand out from the rest of the Agents in the area by conducting productive events. Not only can you gain Buyers but you may gain Listing appointments because of the unique way you conduct your Open House events.

Download | Duration: 00:09:53