script of the day....

>> 27 December 2007

This came from I recommend you sign up for the script of the day. It costs NOTHING and can earn you MUCH.


"You can't compare your house to the one down the street, because it could be overpriced by $10,000 to $20,000. You have to look at the solds and then look at condition, location, and your motivation, because if you want to be out of your house in two months in a buyers market, we need to price it right or even a bit below market to accomplish that for you."


Tracking your numbers. Quit hating it.

>> 07 December 2007

I know it has been a while. I've been coaching. :) I've been coached. I've been working on my skills and helping my agents with their skills.
I've been tracking numbers and asking agents to track numbers. This is where we all tend to get bogged down. I've had many agents tell me the don't like tracking their numbers --they see it as a waste of time. Interesting business mindset.

I wonder how many successful businesses run out there without a business plan, and without tracking numbers. Do you think DELL runs with out measuring activities, goals and results? Really, what successful business doesn't track their numbers?

Point made. If you don't know where you are, you can't get where you want to be. Fill the gap.
Endure the hard work and enjoy the results.


>> 19 November 2007

What will you do to set yourself apart:
Today we discussed:

  • Get up early, be at work by 8 am.
  • Stop making excuses
  • Be willing to tolerate discomfort
  • Don't cheat yourself
  • Non-Stop (don't quit---no really, NON stop)

3 ways to get business:

  • Wait for it to come to you
  • Buy it (marketing)


Characteristics of a Great Coaching Client

>> 17 October 2007

....taken from the MAPS Gamebook for Productivity Coaches

  • They come to coaching appointments prepared. They have questions written and issues to discuss
  • They show up on time
  • They are committed to creating a plan
  • They are committed to creating a schedule
  • They are willing to perform the work the coach is asking of them
  • They are willing to be held accountable
  • They realize the coach will not allow them to stay in drama or be a victim
  • They are truthful in their reports and issues
  • They are open to change and new ideas
  • They use their coach - not depend on them
  • They will discuss their limiting beliefs and allow the coach to help them through their self-defeating behaviors
  • They will talk openly with the coach if they are not getting what they want or need from the coaching relationship
  • They understand that coaching is an investment in their personal and professional growth
  • They understand that coaching is a PROCESS not an event
  • They take personal responsibility to complete assignments and tasks that guide them toward becoming a capping agent

Now let's get to capping!


From Colorado to You with Care

>> 11 October 2007

It is late. I'm still running on the energy from a special event we had this evening. A powerful event that I know impacted everyone who participated. More on that after I have had some time to reflect and ruminate. I will tell you, our exercise tonight affirmed that what you visualize and believe within, and act upon with 100% energy and focus, you can accomplish. YES anything.

I'm at a coaching skills training camp in Broomfield, Colorado. The last 2 days have been powerful and much needed. One of the bloggers I often read is also here. I recognized him the first morning as if a celebrity were sitting there. Barry, I hope you don't mind, but I can't get it all out tonight. So I'm going to redirect to you...again.... you have said much of what I wanted to but you were the one with the discipline to get up early and write about it. See what Barry Owen, a fellow KW Productivity Coach has to say about our training here...

The other must share is the AWFUL but true story from Steve Crossland's Blog. Another one of my favorite real estate bloggers who is still selling. Please read The Diary of a Busted Real Estate Deal. And if you are an agent, please NEVER be a COMPLETE BOZO like this buyer's agent. Thanks Steve for sharing your experience and especially how you handled it.

This coach is headed for rest. I'm looking forward to the last bit here tomorrow and excited about the skills I'm learning that will help me not only in my coaching, but in all areas of my life. I ALWAYS want to be growing and expanding. Do you?


That Darn 20% Again- Flush it Out

>> 02 October 2007

Today I heard in one breath: "Man, I'm used to a deal every month and this month nothing."

.....and in the next I heard, "I'm just not doing my 20%." Gee, I wonder if there is a direct correlation? (The answer is YES). For more info on 20% see the following link:

So to give the guy a break, he's merely lost focus on WHAT that 20% actually is.

We have a session in our agent training that talks about revenue producing actions vs business supporting actions. 80% of your time should be spent doing the revenue producing actions. Revenue producing actions ARE YOUR 20%. Another way to say it is revenue producing actions are the "highest and best use of your time."

Take out 2 pieces of paper. On one, write "80 %" & "Supporting." On the other write "20%" & "Revenue Producing."

Now write down everything you do as a part of your work day on one of those two pieces of paper. Write down everything you need to do, or want to do, on one of those two pieces of paper. Actually, do you need a 3rd piece of paper labeled "Useless Activities that Wasted my Time."

Be sure you focus on and accomplish your 20% first. As Julie said last week, "I won't let my self out of the house until I have made all my calls and written my notes." As much as a MUST as brushing her teeth! It has become a habit that is changing her business.

Said agent from the conversation at the beginning of this post just walked by....after our meeting today, he went to go work on LEAD GENERATION-- the absolute most important 20% in this business....and I'll be darned if he doesn't have 2 new lot listings in his hand. All it took was some concentrated effort and persistence.

There is business out there...there are relationships to develop...there are people to call and ask if they know anyone looking to buy or sell right now....there are past clients to call on and check in. If you wait for the phone to ring, you may wait a long time. Go out and generate your next opportunity. Where is your next lead and what are you doing to flush it out?

flush out someone/something
to force a person or animal to stop hiding -
I am going to talk to everyone I know or meet until I flush out the next opportunity to help someone buy or sell a house.

flush out something
to cause something to become obvious - By making 10 phone calls to my database, I was able to flush out 2 potential leads.


End of Week Ramble by the Coach

>> 21 September 2007

What a week at work. I moved from one office to another last week and still haven't completely unpacked. Unpacking seems to be an 80% activity and this week there were plenty of 20% tasks to complete. Despite all the gloom about "the market" my agents are writing deals. Way to go gang. I'm noticing many of them developing great habits that will lead to opportunities to help people buy or sell homes. It is a pleasure to work with people who are willing and eager to become professional real estate business people.
One conversation I had with an agent who has deemed himself "my favorite new agent," was about the shift in real estate. His mother has been in this business since he was a child and he was remarking how this is no longer a boutique industry or people playing real estate in their spare time. It isn't. No more playing real estate. This is hard work. Just ask another new agent, Charlie. This isn't a job-- it is harder, takes more time and organization, more tenacity and will also provide more return....than a "job." The same new agent who was talking about this being the "real estate business" has come to the industry with the mindset of starting, building and growing a real estate business that down the road, he will sell. Yes, Doug, you get it.
Enough realty for now. Off to enjoy a balanced life and my family.

PS...might I recommend checking out my "reader items" along the side menu. Just a few of the wise bits from other bloggers out there I read.


Are you demoting or promoting yourself at work?

>> 11 September 2007

If you had a choice to make and you knew that it would damage your family? Would you still make it?
If you had a choice to make and you KNEW it would sabotage your relationships, would you still make it?
If you had a choice to make at work that would damage and sabotage your success in your career, maybe even get you fired, would you still make it?

I'm reluctant to write a post with this negative slant to it. But I'm concerned - and last night on the radio I heard the statement regarding a completely different matter, "...make choices that sabotage your career...." and I thought of real estate and how many agents make excuse after excuse to avoid doing what it takes to advance their careers. I can't tell you how deeply I want you to care about your business, more than any other job you have had...I want you to advance, not sabotage your career.

How many of us, if we had to answer to a boss every day, would choose NOT to show up to work? If you did show up and were not getting the job done, would you eventually get fired?

They say 86% of people who get in to real estate will get out within a year. I can almost guarantee you that the 86% who get out, would have also been fired if they had a similar work ethic in an OTHER-employed position. Choose to be the 14% who suit up, show up and are here to stay. Let's start changing those ratios.

Quit sabotaging your career. Have a frank discussion with your BOSS (in real estate that is YOURSELF) and lay out what you need to do. If you don't know, come see me, I will coach you and help you lay out the TO DO list for success. Then decide that you are going to impress the heck out of your boss. Decide that you are going to show up to work and not just PLAY real estate. Decide that you are going to do what it takes. Decide that you are going to learn every day, something about your field. Decide that you are going to be consistent with your clients. What, don't have clients? Decide that TODAY you will go get some. Decide that you will track your activity, and the results. Decide that you are going to be dedicated to your business. Decide that the decisions you make will advance, not damage your career.

On that note, I did see some folks yesterday who did all of the above. Pearl- you knocked it out of the park. Julie, you said you worked so hard all day...and you did. You also followed that statement with "today I'm having a good day." Hard work is actually fulfilling. Kevin, welcome to the team. You showed up day ONE ready to accept the task at hand, and you did it! Charlie, you have also put forth the work and effort from day one and already have the results to prove it. Your BOSSES should be impressed! Judy, you came too, and did the work and it paid off.

17 of you showed up yesterday first thing for rising stars....and as Alan said, if "I were in any other job, I'd be up Monday, dressed and ready to go and in the office. So here I am, every Monday." You will be a mega in your business. Keep it up!

And so on with the business of the day. I can't wait to see you all promote your get to work. ;)


Get it in your brain-- it feels good.

>> 06 September 2007

Are you learning every day, are you thinking about this whole thing called real estate….are you learning more than lockboxes and how to navigate our tricky new mls? Think deep, internalize, mull it over, ingest it, absorb it, get it, share it, spread it, oooooze it. Check out Barry Owen’s (a fellow PC) other blog!


...And the Alarm Goes Off Again

>> 04 September 2007

Today I was reminded today about the "alarms" all too common in real estate. Not the kind of alarms on a house, but the alarms that seemingly go off pretty much every day in the real estate business. And at the time they sound -- loud, startling and most definitely unnerving sounds... they seem so disruptive. Remember Chicken Little? The sky was always falling, and if you aren't careful, real estate can be that way too.

I remember this being common as a new agent...and was reminded of this all to familiar feeling by one of my newer agents and a situation with a buyer's rep agreement. Last month, I had 2 agents involved in a deal with a funky and completely incorrect appraisal situation. I remember one of the agents sounding the alarm. He was only repeating the alarm he was hearing in his own world...not to mention the alarm his clients were feeling.

In both of these situations, I never really FELT the alarm. The experience in me KNEW that the appraiser was inept if she was comparing lake front frame homes to mobile homes and that in the end, while it might take a few days, the deal would close and there would be a legitimate appraisal to justify the contract price. Today, I KNEW that most likely this agent's client would not leave her hanging. That something else must be going on and she would find out the whole situation when they spoke.

But, how did I KNOW theses things. I have to say, it could only be from time and experience. It was only because of the countless times I fretted over a mild (I didn't realize it was mild at the time) inspection report, or completely and silently freaked out during negotiations because I'd yet to hear back from the cooperating agent. Somehow, over time I realized that my job wasn't selling real estate. It wasn't helping people buy homes. My job was actually solving problems... some fun to solve (matching a buyer with a home and bridging a negotiation gap)..and others a little more of a pain (this list is really long). In the end, the fun ones are easy, but the other problems I've solved are the ones I'm most proud of. They are the reason I consider myself "really good at what I do."

So for my newer agents... It is only natural during unfamiliar situations (and ones involving someone else's well being and lots of $) that the trepidation of the bumps along these unfamiliar roads might be amplified. Amplified is an understatement at this stage...they will FREAK YOU OUT...and that is why I am here: to remind you to take a deep breath. Then take another. Then call your mentor, your coach, your team leader and seek council. Seek support and advice from those around you, and seek for solution inside yourself. I'll bet you know inside the way to approach the problem. This is the best part....every time the alarm goes off, after a little venting and a few deep breaths, I've seen my agents silent the alarm and calmly address the situation- the solution being within every time.

In time, you recognize the alarms for what they are....and in the mean time, I'm here to help, listen, and advise. And know, that I LOVE that you care enough about your clients, and your transactions, and your businesses to do a good job, to be concerned, and to want it to be right. That is what will make you great REALTORS!


maximum marketing makes your memorable

>> 03 September 2007

Since I have been out of production, I have rare occasion, much less time to cruise the MLS. Labor day gave me some extra time to be on the computer at my leisure. I enjoyed checking out my favorite neighborhoods, and looking into a few homes on my parent's block....a block that is becoming an expensive block. This one is behind my parents house

Click on the photos for MLS links.

This is one I love down the street from mom and dad's. You would never be able to tell it has 6 bedrooms and 5 bathrooms. I drool every time I drive by.

Maybe someday we will redo my folks house and it will bump up a million in value. Enough of the fun stuff, here is my advice for agents who want to stand out after seeing more than a few of the marketing don'ts on the MLS today:

  1. Always post the maximum amount of photos, and take good shots. If you are camera inept, hire a photographer. Do this for your listings in ALL price ranges. Treat your clients fairly --and simply provide excellent service. In this case, excellent marketing. (HOW these people get these listings in the millions and get away with only one or two lame photographs, I will never understand).

  2. A virtual tour is a must as well. It makes your listing "sticky" and the longer they linger at your listing the more likely you are to get a lead. At minimum, use the KWLS or your own site to post as many extra photos that highlight the property in a positive way.

  3. Post your sellers disclosure, survey and any other supporting documents on the listing under media. Have this information available to the other agents who will be showing your listing. Make it EASY for them to make an offer by providing everything they need within the listing.

  4. COMPLETELY fill out the MLS listing. While only certain fields are required, fill out everything you can. Give a complete picture of the property.

Oh, so the other listings we were looking at were luxury listings? You want to know how those agents get the luxury listings? They do the same for their less expensive listings too. Click photo for link to virtual tour.

It is your responsiblity to represent your client's best interest. Do the BEST marketing you can and with out a doubt, POST the MAXIMUM amount of photos allowed.

One last listing to lust over. I love the dusk photos with the house all lit up and the contemporary re-do. Click photo for the virtual tour.


What is your 20%

>> 30 August 2007

We've all heard the saying:"Work Smarter not Harder" And while this makes perfectly good sense, the problem is; nobody actually shows you how to do it! The 80-20 rule is the crystallization of working smarter. It's the secret to achieving more with less. It's a formula that once understood, can allow you to tap into huge potential in your business.
What is the 80-20 Rule?
The 80-20 rule, also know as the Pareto Principle, states that a small amount of effort (20%) is responsible for a large percentage (80%) of the result.
In other words, if you examined all the chores you undertake in a normal day, you'd find that only 20% of your efforts resulted in 80% of your results.
For example, if you take a look at last year's financial statements, you'd find that 80% of your sales were generated by 20% of your customers.
Dig deeper and you'll find that 80% of your profits were generated by 20% of your sales. Conversely, if you look at customer support, you'll find that 80% of your support headaches come from 20% of your customers.Examples of the 80-20 Rule: The 80-20 rule isn't just restricted to the business world; it manifests itself in every area of daily life.
· Take a look through your wardrobe and chances are you probably wear 20% of your clothes 80% of the time.
· If you have carpet in your home, you'll discover that 80% of the wear and tear occurs in a small 20% area of the room.
· 20% of drivers on the road cause 80% of the accidents.
How does the 80-20 Rule apply to my Business?
The bottom line is that you should focus on the 20% of the things that really matter. While the real numbers may not be precisely 80% and 20% all the time, the general principle holds true.
It's easy to get caught up in the daily grind, but the 80/20 Rule should be a daily reminder to focus 80% of your time and energy on the 20% of your work that is really important —LEAD GENERATION, VOICE TO VOICE AND FACE TO FACE CONTACT WITH YOUR SPHERE. Productive activities should be a priority over supportive activities. Again, this is a reminder to focus on what works. WHAT IS YOUR 20%

-Some of this content came directly from THIS article and some from my brain.


Saturday post when I shoulnd't be thinking real estate

>> 25 August 2007

I can already see you all rising to the top. I came back to many new contracts, agents who are working diligently only to see their efforts bring transactions and good sprits. I laugh in the face of the market that tries to loom over these agents. Your focus will get you where you want to be.

Interesting links I'd like to share (and thanks to those bloggers for their content...exactly what I was thinking:

this one I could have told you 2 years ago...."

Ok...time for me to get my brain out of real estate and on to the sunny day and my family.
see you all monday at rising stars!


pointing to crossland teams blog again

>> 23 August 2007"


Are you ready? Are you serious about wanting to be a success? Are you broke and need some money, is your business flat-lined or hemmoraging? Do you need CPR? Do you want me to hand it to you or are you willing and ready to do what it takes? No, I mean REALLY, are you ready to do what it takes? No more "playing real estate." Let's put some actual time and effort into your business.

There is only one thing you can control in this deal, and that is YOURSELF, your mindset, and your activity. This is all you need...that and a good coach. You can either be a victim of the market, or time, or being new, or not knowing how to use the technology, or what ever other ISSUES you have. Or you can control your mindset and your activity and focus on getting the job done. Let's choose the latter...and get the job done - together. I'm committed -- are you?

If you are ready to get the job done, let me know. I'm asking for a step up. I'm offering a step up in return. Let me know if you are ready...