My Progress Report; Business is UP!

So, what does a coach do? How does he or she help you? The best way to gauge it is by seeing an increase in business.

According to the MLS the average agent in the Birmingham area has sold and closed 3.5 transactions ytd. So, if you have closed more you are doing better than average!

Since moving to RE/MAX, closed transactions are up. At our Get a Real Estate Life Event, agents in the coaching program received awards that showed how their business has increased. The numbers are astounding..see for yourself.

Kira is our top earner since moving. Her transactions have increased by 200%; average sales price by 38%.
Vinnie's transactions have increased by 400%; average price is up by 45%.
Scott's transactions have increased by 900%; average price is up by 8%.
Jason has been steady and consistent closing 26 transactions but he has sold over $6mil having the most closed volume in our group.
Vonda has increased her transactions by 125%; average ales price up 131%.
Gia has closed the most transactions in our group at 28 ytd; average sales price is up by 252%.
Mickey's transactions are up 500%.
Heather has increased her closed transactions by 200%; her average sales price is up 17% and growing.
Deneise has managed to be consistent while not even being able to sell real estate for several months.
Paula O'Neil has increased her average sales price by 64%.
Carol has increased her closed transactions by 350%.
Paula Adams has been very consistent and has increased her average sales price by 23%.
Debra Pitchford has increased her transactions by 100%.
Vicki Williams is up 150%.
Terry Crutchfield is up 100%.
Kevin Van Dam is up 100%.
Renee is up 100%.
Jerome Arnold is up 100%.
Deb Long's average sales price is up 39% at RE/MAX.
Malinda has 3 pending.
Julie has two.

I am so proud of y'all!!!! Coaching works!

Elementary is BEST!

Remember when you were in Elementary and Middle school having to memorize poems and speeches like The Declaration of Independence, The Pledge of Allegiance, and The Gettysburg Address, to name a few? How did you memorize these? If you were like my children, you wrote the words then repeated it numerous times over and over and over until you could recite every line perfectly.
As easy as it sounds, this is your main job as a Top Real Estate Agent. Know what to say and when. This is how you get business, keep business, close transcations, and get referrals. Most agents make the business WAY more difficult than it needs to be. And, when you discuss learning and mastering scripts and dialouges with low level producing agents, the feedback is always the same. "I'm not a scripts kind of person." "That's just not me." "This is so elementary." Many agents are looking for a magic bullet and assume that it's much more complicated than learning what to say properly. So, the basics get skipped leaving every generated lead wasted. What's worse is not knowing your scripts gives you the horrid sales killing disease - CALL RELUCTANCE. When you don't know what to say, you avoid saying anything to anyone and focus your time on "busy" work.
Follow the money and you'll find the agents that are making the most, know and practice their scripts DAILY.
If you'd like a copy of some of the scripts that are working in this market, please contact me.

The Right Place at the Right Time Can Increase Your Real Estate Income and Change Your Life

Have you ever felt that you had all the talent and the drive necessary to be a top producing agent in your market, but just couldn't find your way to achieve it? If you're like so many agents I speak to, you've attended sparse training classes, worked with mentors in your office (for a fee), and have gone to the occassional seminar searching for answers to increase your productivity. Sound familiar?

Sometimes in order to make a paradigm shift, you have to change your perspective and your environment. The stories of the agents I am blessed to work with everyday will prove my point that stepping outside your comfort zone and trying something new can change your life.

George Jackson had been at Keller Williams Realty before I joined as Broker over three years ago. I was immediately impressed with his professionalism, his overall persona, and his sweet spirit. He struggled with business systems and seminars trying to find his niche and to increase his productivity. We both knew his talent was far outweighing his income. It wasn't until we transferred to RE/MAX ADVANTAGE SOUTH that George found his way. Just last month, he closed more transactions than he did all last year. This alone is an incredible feat. But, the increase in income means so much more. January '08, George had a goal to make enough money and to get his business working properly so that he could ask his sweet, beautiful girlfriend Alissa to marry him. We didn't make it last year. But, last Friday evening, with his MegaTeam and his RE/MAX family watching with tearful eyes of joy, George accomplished his goal by asking the big question in a heartfelt planned event at Vulcan Park in Birmingham.

This is life changing; it's meaningful! I can't tell you how proud I am to have been involved every step of the way and finally seeing his success and his goal come to fruition. He's finally found his perfect place in life and in business. He has flourished with the RE/MAX business model; especially with his MegaTeam membership and all the coaching he and I did prior to joining them. I knew he was destined for brighter things. We just had to bring them out together. And, his hard work is paying off professionally and personally.

Kira Craft has always been a superstar real estate agent. She closed 32 transactions her very first year in the business. Her people skills are so amazing that her clients adore her. But, while at Keller Williams devoting her extra time to the Agent Leadership Council, her sales started to slip and her interest was wanning. She knew convincing her husband to join the business would boost her sales and her spirits. But, it wasn't until we all joined RE/MAX ADVANTAGE SOUTH that her talent re-emerged like gang busters and she started closing everything in sight. In less than 90 days of the transfer, Kira earned nearly $40,000. With just a few months in the RE/MAX system, she is about to cap. What's more important, she and her husband have been able to provide for a private Christian education for their incredible 16 year old son and buy him an H3 Hummer for his 16th birthday. Nothing is more important to Kira than taking care of her clients and providing for her family. She's just getting started with RE/MAX. We're going to see her skyrocket even more!

Scott Howell was previously with RE/MAX Advantage, but was hit hard by the change in the market. As a new agent over seven years ago, he experienced instant success because of his strong people skills. But, he admits his follow up systems were lacking. He left RE/MAX and joined me at Keller Williams where we immediately started rebuilding and implementing systems into his business. He constantly struggled for an income and was losing hope because his sales were not reflecting his new business sense. When we all transferred to RE/MAX Advantage together, Scott partnered up with Vinnie Alonzo and made magic happen. Together, they have earned nearly $50,000 in less than 90 days. Their listing inventory is strong and they closed 6 transactions last month. Through it all, I have seen Scott's faith grow stronger and a confidence about himself has emerged. Scott and Vinnie are great role models for experienced agents in this market learning to change with it to better serve clients and increase their incomes. They have much more in the pipline and are continuing to prosper.

These are only a few of the success stories of the agents that I'm so blessed to coach and to spend the one on one time with deeply supporting and helping grow their businesses. Because I have longed to provide the agents I work with the most attention they deserve in helping them grow, I too have finally found the right place at the right time, RE/MAX Advantage South. It has allowed me to fulfill my heart's passion by helping over 30 agents who have a hunger to succeed, DO It!

Please stay tuned for more uplifting accounts our agents are experiencing. Nothing brings me more joy than seeing them exceed their goals. There's a better way to sale real estate. Sometimes you just need to have the direction in which to see it. Being at the Right Place at the Right Time with the Right People can change your life!

Don't Let July Be Dry!

In Birmingham, Alabama, July is when people and families disappear to the Gulf Coast beaches, to the many surrounding lakes, to the nearby Smokey Mountains, or to some other vacation destination. Because many people have become budget minded this year, we may not see the ghost town that is normally here in July. But, if you're a Realtor, there's only one thing to do to avoid July from being your driest month; make MORE calls to dig up leads.

You will most likely have to complete more dials with less contact because people are out of town. But, start your dialing day early and leave messages if you must. Normally, leaving messages isn't the best thing to do. But, you'll be a huge step ahead of the other Realtors that are out of town and off the month of July.

When so many people are in vacation mode, it's easy to become complacent. Don't let it happen to you. Use your calendar to Time Block summer fun AFTER your calls have been made. Give yourself a goal of contacts you actually get to speak to each day before you can get off the phones and on to fun. Then, when you're out and about, always take information about all of your listings and your value proposition (the reason people should hire you) with you to pass out to Moms and Dads at the pool, baseball games, water parks, etc. And, don't forget to get people's names and contact numbers so you can call them, too.

July doesn't have to be dry. One of the agents I'm working with has 6 closings already scheduled for July. Many others have 3 and 4. So, you still have time. Pick up the phone and start dialing!!! Create your BEST July yet!

Realtor Reminder - Co-op Means Cooperate!

Recently, the most common complaint I'm hearing is about unreasonable and difficult co-op agents. As if negotiating and keeping closings together isn't hard enough right now with challenging market conditions and stringent financing requirements, it also seems as if agents are working AGAINST each other instead of helping to ease tensions and making contracts work. As my friend Fred Smith says, agents have gotten on the Sales Prevention Team. Stop it NOW. Our clients don't deserve this! Here are some actions you can take to smooth out your transactions and end with a win-win closing for your clients:
1) Remember co-op means cooperate. You must first ask yourself, "Am I one of these agents that becomes a crazy mad person when one little thing doesn't go right? Am I attacking agents that are showing my properties or writing offers?" If so, stop it now! Ask how you can help.
- Agents who have no direction or support are asking themselves how long they can stay in the business. They are being faced with having to quit and find a means to support themselves and their families. So, other agents are being blamed for all the woes of the world. Not fair, but it's happening. Also, when people need money, their perspectives and their attitudes change. When an offer is in hand and an issue arises, it crushes the hopes of much needed income and the co-op agent becomes the target for all the negativity.
2) Don't stoop to mean, aggressive, or unprofessional behavior when reacting. When the other agent is done blowing up, don't react. Simply tell him or her you see how he or she is having a bad day. As difficult as it may be, ask her how you can help to change her day. You NEVER know when you'll need this agent again or if you'll be in business with her in the future. Don't burn a bridge. Take the high road without allowing anyone to curse you. Stay polite and positive as you move the contract forward. If you get bogged down in reacting, your client loses and so do you.
3) Don't make people wrong. As soon as you make a co-op agent feel insecure, you will surely lose a sale. Communication will cease. And, out of spite, you'll have an agent working against you with his or her client. When you embarass a builder, a seller, or an agent by showing how incompetent he or she is YOU LOSE. I've seen builders refuse to work with certain co-op agents because he or she wanted to prove how smart he was to the builder and chose to beat him down. People need inspiration right now. So be the example of professionalism. You'll be surprised how many times you'll have the co-op agent's client hire you the next time. I've had the priviledge to be hired by many clients I met from other co-op agents. And, as they go out of business, you want their referrals! You'll only get them if you're nice.

If you need to vent before reacting, please contact your business coach or your broker. Don't vent on your spouse, your client, or the co-op agent. Make more money, represent your client well; cooperate!

27 Keller Williams Agents Convert to RE/MAX Advantage

We've all moved to RE/MAX! This economic market challenges us as Realtors to make the smartest business decisions we can. Luckily, our opportunity came at just the right time. Disgusted with poor leadership decisions and corporate untruths, we were EAGER for a new business model. Vicki and Robert Scott, owners of RE/MAX Advantage in Birmingham, Alabama offered us exactly what we were needing...a fresh start with high energy, integrity, stability, credibility, and plain old dollars and sense! All backed by the most recognized real estate name in the industry; RE/MAX.

Changing real estate offices can be such a scary thing, but not after meeting Vicki and Robert. With their 30 years of experience in the business; 20 of those as RE/MAX owners, their stability is what we (and every agent) needs right now. We're such a high energy group that feeds off each other. As a broker / team leader, my philosophy has always been to create the right environment in order for the agent to focus on what he or she does best; HELP CLIENTS! Both being agent centric, our styles were a definite match. Then, Robert showed us how to make the money work in our best interest. It was a no brainer! All 27 (28 including our AWESOME office manager) of us packed up and moved to RE/MAX.

Since joining, we've been pleasantly surprised how easy the staff made our transition. It felt like home here in only two days. We have also discovered that the RE/MAX name has given us such a credibility push; something we definitely didn't have at Keller Williams. After transferring over 200 listings, RE/MAX Advantage is #2 in market share. It's so wonderful to be together. We're laughing constantly, having a ball, and are way more productive. The increase in showings, offers, and closings is the BEST difference! Thank you Robert and Vicki. We love RE/MAX. To find out how easy it is for you to increase your business at RE/MAX, too, please call me, Genny Williams at 205-991-1500.

Can You Afford to LOSE a Sale?

While so many Realtors are crying about market changes and having no sales, you would expect an agent to follow up with every lead; even if it was luke warm. Well, I'd expect a follow up even if it had no pulse and couldn't breathe. Follow up is everything! There are leads around you everyday constantly. You just have to see the signs and ask the right questions. Put yourself in the scenario and sales will come.

You'd think as devastatingly as the Florida real estate market has been hit, a Florida agent would act like a shark circling around any lead whatsoever waiting to go in for the kill. Not true. I'm in Tampa right now trying to help my mother in law select the right agent to get her condo sold. It's paid for, so no short sale situation. Over half the sales in Florida are faced with short sales because depreciation set in so quickly. No issue here. She has to move; well she WANTS to get to Birmingham to be closer to family. And, the condo is in a great community very convenient to everything civilization has to offer including the beach. It's a great listing even considering the condo law changes.

Because I'm here for a short holiday weekend, I had to find an agent quickly. After doing research on the internet, I found a team that had excellent web presence and a wonderful philosophy. They advertised a toll free number with a tag line that says, "Call us now. We always answer our phone." Exactly what I was looking for; immediate service. I dialed the agent up on early Saturday morning. Hello, got an answer just like the ad said. Because I'm such a team builder and believe in the team concept, I was excited to speak to this agent. She gave me all the right answers. Told me she was going to show for a few hours and would call me as soon as she got back and would make an appointment to rush over and list the condo. Feeling like I had found the right team, I did no more research. Wrong action! I never got a call back.

What? In this market, no call back. I was shocked and highly disappointed. After all, this team supposedly closed more buyer transactions in '08 than any other Realtor. HOW? They don't call anyone back.

Monday, I went back to the drawing board on the web. Found a lady that was straight to the point; my style. From Ihop, I emailed her off her site, placed my order, and received her call before my breakfast came. Talk about service. Over 20 years in the business. Met me at 2:00 on the same day and TOLD ME THE TRUTH ABOUT THE CONDO MARKET. She actually had the place listed when my mother in law bought it. How is that for a small world? When in Tampa, hire Mary McCall at Re/Max ACR Elite Group. She is the epitome of what it takes to be a success in this market and in any market!!!!

Please follow up with every lead around you. Some people make this business MUCH more difficult than it has to be. Make it easy; follow up!

Experiencing My Own Funeral

Recently, I've gotten to come as close as one can to experiencing my own funeral. I was FIRED. Not for doing a bad job, but for "communication issues." Which is funny because I'm such a communicator; even have a degree in communication. But, God has a way of taking a terrible experience and showing you how trivial it can really be. The support and love I have been shown through all of this has overwhelmed me and amazed me to actual tears; which is odd for me.

The cards, emails, text messages, face book notes, voice mail messages, and phone calls have been incredible. I had 54 email messages in one day saying how much I'll be missed and the little things I did for each individual that made a difference in his or her life and or business. It was very much like reading notes about a deceased. Especially when you read emails going back and fourth across the entire city discussing how you were fired in open forum without addressing you. It was like I had already died. Most emails were very passionate in defending me and my leadership, some were opinions about the company and its leadership, and of course, the President of my fan club, (not really) said a few carefully chosen words about how his experiences with me were "different." Excellent way to say he couldn't stand me; just like speaking of the dead.

These positive messages were the only thing that made the whole situation worth it. Not that I want to experience it again, ever, but wow! Get FIRED and you too can see how much people love you.

When I die, no one will have to say a word because it's already been said. At 37 though, I have plenty of time to screw up, disappoint, and change opinions. Amen and God Bless.

How Hungry Are You in This Market?

What makes talent rise to the top? Is it how smart someone is? Is it skill? NO! It's simply how badly someone wants it. That's the answer. How badly do you want it? If being number one is important to you, really important to you, you'll do what it takes to get there. Yes, you may need help pushing, prodding, being dragged, and forced into being a success. But, the difference is as a successful agent, YOU ASK FOR IT!

As a Real Estate Broker, I hear agents tell me all the time they want to be successful. But, they never back it up with the ACTION that's required to be a success. Many aren't willing to learn and practice daily scripts and dialogues to internalize them. Many will never pick up a phone to prospect for business because they don't want to do it. But, the few that WILL, will find themselves at the TOP with their incomes, businesses, and lives flourishing.

The market has ZERO to do with your success! Your hunger has everything to do with it. Collier Swecker, our KW Rookie of the Year, has that burning hunger and friendly competitive spirit that drives him to the top of our roster, along with his awesome partner Mark Carlisle, and team members Paula Adams and Amy Baker. Collier FORCES me to be the best into pushing him and his team to succeed. He never takes no for an answer because his hunger won't allow him.

Less than two years ago, he was a real estate and tax attorney. Now, he's a successful Birmingham Realtor with MegaAgent Team. The MegaAgent Team closed 40 transactions in 2008; a 50% increase from 2007.

If you want to succeed, GET HUNGRY and let me push you into success!

Create Your BEST Real Estate Year Yet; 2009!

2009 is going to be a GREAT year in Real Estate. We just celebrated being profitable EVERY month in 2008, which is an amazing feat considering how many local real estate companies have downsized, merged, or closed. We even profit shared $17,000 back to our agents. Hallelujah!

This year, our agents are going to make lots of money. And, they deserve every hard earned penny. Can I get an Amen? Yes!

At a Recent Real Estate Revival, our Agent Leadership Council and I layed out the plan that will put money in our agents' pockets. It's simple. Focus on 3 things: Listings, Investors, and Leadership / Team Building.

It's obvious that agents are shying away from listings because the time it is taking for them to sell and the money involved in marketing them. But, an agent needs a LARGER inventory of listings more than ever right now in order to make a living. What's needed is a high level of training on Pricing correctly, inexpensive marketing campaigns, service plans, stagging, and SCRIPTS to help our sellers understand what's best for them. The more listings an agent has, the more buyers will follow.

2009 is the year to bring the investor back. Build wealth through rentals!

Consumers expect far more from Real Estate agents these days. In order to be profitable, you MUST give it to them. Forming the RIGHT team is the only way to be all and do all. Let your broker help you build a team by finding the right hires for you.

At Keller Williams Birmingham - Vestavia, we're building our BEST year yet! Are you?