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Being a Technical Dinosaur

marketing organization Oct 03, 2019

I’ve got some good news for all you technical dinosaurs:

Don’t worry about it! ‍

It’s just not very important to be up-to-speed on all the latest techie stuff, in order to be a great REALTOR®.  In fact, if you’re constantly re-inventing your business to accommodate the latest trend, it’s impossible to deliver a compelling and consistent message.

Real Estate is a relationship-based business, and you don’t need technical gadgets to build relationships.

I’m not saying you shouldn’t try your best to keep up with technical tools that can help run your business more efficiently.  You should.  Just don’t drive yourself crazy adding technology for the sake of adding technology.

Sometimes, a low-tech solution could work better for you than a high-tech one.  For example, I still keep an appointment book.  That’s right; an actual book, made out of paper, that you write on, with a pen.

I just like to...

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The Team Option for New Agents

You’ve got your shiny new Real Estate license, and you’re all signed up at a brokerage!

Now what?

The choices you make now will have a direct impact on your entire career, and there are a thousand choices that are equally compelling and confusing!

For example, should you join a team?

The word “team” has a positive connotation, doesn’t it?  It implies all kinds of good things – mentorship, structure, support, training, camaraderie, and everyone working towards the same common goal.

This sounds wonderful!

And it could be!  If you’re lucky enough to be joining a small team with a high-integrity leader—one who genuinely wants to mentor you—this could be a great way to launch your career.

However, before you make this critical decision, be very cautious about the Big-Box Team with the celebrity “mega agent” and their slick recruiting message.

The bigger the team, the slicker the message, and the further it is...

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My First Year

marketing self management Sep 19, 2019

I started my career the same way as most of you did, fresh out of Real Estate School with zero prospects and not having a clue what to do next. 

I wanted to learn more, so I explored all the coaching options that were available at the time.  But none of it seemed right for me, especially the idea of “prospecting” every day.  Yuck!

I’m just not the type of person who enjoys calling people out of the blue and reciting canned scripts, “If they say this, you say that!”

Honestly, if I had to be a telemarketer to make a living at Real Estate, I’d rather scrub toilets in a Mexican jail.

I’m not passing judgment.  We’re all different, and for some agents, “prospecting” is a highly-refined art, from which they derive both great success and personal satisfaction.  To each their own.

The other thing the coaches were espousing was spending gazillions on “marketing,” including nonsense like...

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The Intelligent Price Reduction Strategy

If you’re a typical Real Estate agent, you’ve probably got about $100,000 worth of uncashed commission checks in your desk drawer, or as some people refer to them—your collection of over-priced listings. 

It’s kind of like that stamp collection you had when you were a kid.  You still have the stamps; you just never look at them anymore.

The only difference is your stamp collection is probably NOT worth $100,000.

Here is the standard list of excuses used for NOT fixing your problem, and NOT being $100,000 richer. Pick your favorite!

  1. You’re too busy (chasing after new business, rather than taking care of the business you already have)
  2. Your clients are stubborn and won’t listen to you
  3. You’re bad with confrontation
  4. You’ve got a showing booked for Friday, and you’re hoping for a miracle!
  5. The market is awful, so there’s nothing you can do
  6. You feel dumb for recommending the price in the first place
  7. (Insert your...
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Before the Listing Presentation

This Memo is a continuation from last week when we discussed the C-L-M (Come-List-Me) call and the S-I-F (Seller-Information-Form), a guide to all the information you need for your listing appointment.

Here’s how to explain why you need their email addresses:

“I’m going to send you a link from our system showing ALL of the recent comparable sales so that you can view each one of them in detail before our appointment.” – This piques their interest.  They WANT this information!

“This will save time during the appointment.” – Everyone wants to save time!

“The reason I need both your email addresses is because different email servers have different levels of security for messages containing links, so I want to make sure that at least one of you receives the information.” – True and totally understandable!

Having both email addresses (for a typical situation with two decision-makers) also increases the odds that...

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The Phone Call

communication pricing Aug 29, 2019

“Hello, this is Sammy Seller.  I’d like to speak with you about listing our home.”

Yay!  This is the best phone call!  Right?

I remember getting this call at times and being so excited, I lost my mind and forgot to ask all kinds of important questions.

To resolve this, I made a simple Seller Information Form (SIF) with space for the following information:

  • Name(s) – The caller and every other decision-maker
  • Address (!)
  • Phone number(s) – Just in case I need to clarify something before the appointment
  • Email address(es) – Stay tuned for a very important ‘Real Agent Memo’ next week about why you should send the Sold Comparables by email before the Listing Presentation
  • Referral source – If it wasn’t a referral, use this space to specify why they called you – It’s important to track the source of your business, for future reference
  • Appointment Date and Time - Make sure every decision-maker is...
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Your Price or Their Price?

communication pricing Aug 22, 2019

“Is this your price or their price?”

Every experienced REALTOR® has heard this question and knows exactly what it means, “Is this the price you recommended to your clients?

Or, the one they insisted on, despite the evidence that clearly shows it makes no sense?”

As a general rule, EVERYONE on the planet believes their home is worth more than it actually is.  There are several reasons for this:

  1. In the owner’s eyes, their home was the best one available within their budget and within their search criteria, at the time when they purchased it.
  2. Buyers subconsciously justify the price they paid, and tend to believe they got a “good deal.”
  3. Owners tend to focus on the best features of their property, either ignoring or justifying negative features, “Oh, the sound of the train is quite soothing once you get used to it!”
  4. For competing properties, they tend to do the opposite; focusing on the worst features, and ignoring the best...
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Good Habits - How to Get Them

In 48 hours, I’m going to get on a bicycle and set out on an epic journey—200 kilometers—as part of the Enbridge Ride to Conquer Cancer. 

If you’re young and fit, 200 kilometers may not seem like a huge challenge.  But it sure is for me!

It was an even bigger challenge when I first joined Team Believe five years ago.  I had several personal reasons to join the Fight to Conquer Cancer but challenging myself to get into shape was one of them.

If I was going to have any hope of completing The Ride, I knew I would have no choice but to make some radical changes to my lifestyle.

Confession time:  As a busy REALTOR®, I had completely let myself go, physically.  I was a big fat blob of mush.  Imagine Fat Bastard (from the Austin Powers movies) riding a bike, and you’re not far off. 

I’ll never forget my first practice ride in the spring of 2015.  After five kilometers, I was not only completely winded, but my...

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Learning How to Learn | Part Two

self management Aug 08, 2019

Procrastinating is robbing your future.

Last week, we talked about the “learning pyramid” and how we don’t retain much information by simply listening or reading about new ideas or concepts. 

The way to thoroughly learn a concept is to take action on what you’ve learned.  You’ve got to start DOING!

Beyond that, if you want to challenge yourself, try teaching the concept to someone else. For example, try explaining the concept of the “learning pyramid” to a friend or your spouse.

Chances are you’ll mess up at first.  But don’t worry!  Making mistakes is part of the process.  Just go back and study the material further.  Try to focus and concentrate on retaining the information.  This isn’t easy in our distraction-filled world, but that’s life, folks.  Learning is a struggle. 

When you can clearly teach a concept to someone else, you now KNOW the information.  Through...

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Learning How to Learn | Part One

self management Aug 01, 2019

Have you ever gone to a lecture, been inspired, vowed to implement some of the strategies, never got around to it, forgot everything you learned, and changed absolutely nothing?

We all have.

Our crazy distraction-filled world doesn’t help.  I think it’s alarming how the ability to concentrate is becoming a rare skill.

We’ve become ridiculously lazy.  Why bother learning anything when we can instantly Google the answer?

But here’s the thing.  Google can give you instant answers to simple questions, but it cannot give you the deep knowledge that is required to build SKILL.

You’ll never differentiate yourself as a talented, deeply knowledgeable, highly skilled REALTOR®, until you start DOING, as opposed to LISTENING or READING.

The “learning pyramid,” developed by the National Training Laboratory, suggests that students only retain about 10% of what they learn from textbooks, but they retain about 90% of what they learn...

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