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!
Monday, May 25, 2009
Saturday, May 9, 2009
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.
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.
Sunday, March 1, 2009
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!
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!
Saturday, January 31, 2009
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?
Sunday, August 3, 2008
Keller Williams Realty Offers Economic Relief for Realtors
When market conditions change, Realtors must increase prospecting while reducing expenses. It's the only way to survive and THRIVE!
How do you get rid of spending thousands of dollars each month in this business?
The first place to cut back is with E&O insurance. Most companies ask for a large lump sum payment once per year of up to $600. Some will spread this over a 3 month payment plan. But, when times are tight, this fee can be detrimental to your business. Keller Williams Realty pro-rates this fee annually. There is never a lump sum charged to you. In fact, at the Birmingham-Vestavia office, we include E&O coverage, in addition to many other services, within our LOW monthly fee of $72.50.
Secondly, get rid of desk fees. Desk fees can cost you up to $1500 per month with some companies. Our Keller Williams office has free work stations for you. And, if you want a private desk, it's only $75 per month. We don't get paid unless YOU close a sale. So, we have a vested interest in supporting you in your business. It's the only way we get paid. Imagine your life without all the Pressure to pay large fees to your broker. Your sales will naturally increase because you won't be worried about how to get the money you need.
Lastly, get rid of marketing that doesn't work for you. When you spend $1, you need to earn $2. In other words, ensure the marketing you are using is providing results by getting you leads. If your marketing is not producing leads, get into consulting and coaching with your broker to adjust your message and your methods. Become a master of direct response marketing and your business will sky-rocket with LESS expense. Also, watch your printing and copying costs. Our KW office charges only 10 cents for color copies and 5 cents for black and white. This is less than the cost of printing fliers yourself on your own printer while providing your clients much higher quality.
Of course, the BEST way to keep more of your own money is by transferring your business to a 100% program. At KW, after you close approximately $2 Million in volume, you get 100% of every commission you earn. How's that for THRIVING? And, no. I know what you're thinking. We don't jack up desk fees at this point. It's still only $72.50 per month. We care about your survival! That's why our low liability, low risk value proposition is a WIN-WIN!
Don't you DARE think about quitting your business because you just can't write another check. Call me for a free business consultation to see exactly what needs to be adjusted to take you from surviving to THRIVING!
How do you get rid of spending thousands of dollars each month in this business?
The first place to cut back is with E&O insurance. Most companies ask for a large lump sum payment once per year of up to $600. Some will spread this over a 3 month payment plan. But, when times are tight, this fee can be detrimental to your business. Keller Williams Realty pro-rates this fee annually. There is never a lump sum charged to you. In fact, at the Birmingham-Vestavia office, we include E&O coverage, in addition to many other services, within our LOW monthly fee of $72.50.
Secondly, get rid of desk fees. Desk fees can cost you up to $1500 per month with some companies. Our Keller Williams office has free work stations for you. And, if you want a private desk, it's only $75 per month. We don't get paid unless YOU close a sale. So, we have a vested interest in supporting you in your business. It's the only way we get paid. Imagine your life without all the Pressure to pay large fees to your broker. Your sales will naturally increase because you won't be worried about how to get the money you need.
Lastly, get rid of marketing that doesn't work for you. When you spend $1, you need to earn $2. In other words, ensure the marketing you are using is providing results by getting you leads. If your marketing is not producing leads, get into consulting and coaching with your broker to adjust your message and your methods. Become a master of direct response marketing and your business will sky-rocket with LESS expense. Also, watch your printing and copying costs. Our KW office charges only 10 cents for color copies and 5 cents for black and white. This is less than the cost of printing fliers yourself on your own printer while providing your clients much higher quality.
Of course, the BEST way to keep more of your own money is by transferring your business to a 100% program. At KW, after you close approximately $2 Million in volume, you get 100% of every commission you earn. How's that for THRIVING? And, no. I know what you're thinking. We don't jack up desk fees at this point. It's still only $72.50 per month. We care about your survival! That's why our low liability, low risk value proposition is a WIN-WIN!
Don't you DARE think about quitting your business because you just can't write another check. Call me for a free business consultation to see exactly what needs to be adjusted to take you from surviving to THRIVING!
Sunday, June 29, 2008
Why Pay for the Priviledge to Compete with Your Broker?
"Why list with that agent when he works for ME? If I'm the Broker and or Owner, don't you think I have ALL the better resources to market and sell your home?" I can't tell you how many times I've heard this statement from sellers and from agents commenting on how the broker / owner of a particular brand competes with his or her own agents. Not just here in Birmingham, Alabama, but all across the country. Why pay large upfront fees and or huge commissions to be treated like this?
Your broker should be a place of support, someone that can help you get through tough times, someone who motivates you to take your business to the next level. And, during a market change your broker needs to provide you with the right tools and education to power through and come out on the other side with even more market share. Don't you deserve this type of support?
As a former RE/MAX agent, I can say that competing against your owner destroys your mindset; especially when you write out that large check at the first of every month to him or her. When times are good and everyone has the opportunity to get his or her fair share, a competing broker may not affect you, your mindset, or your business. But, when you notice one or two agents within your office get lots of listings and leads and you suddenly realize that your broker / owner is handing the business he doesn't want, after cherry picking the best, to these agents, you feel cheated. Why aren't you getting any of these leads? Yes, she has the right to distribute leads to anyone she wants because it is her business. But, don't you pay just as much or not more to the office as the other agents? Have you just not kissed up enough to be on this list?
As a broker, team leader for Keller Williams Realty, I DO NOT COMPETE with our agents. My job is to coach, consult, train, support, motivate, encourage, and HELP you get your business where you want it to be. The best part is, our agents get this level of support without paying out a large upfront check every month. And, in many cases while they are earning 100% of their own commissions AND receiving a profit sharing check deposited into their account on the 21st of each month. That's a WIN-WIN!
If you're tired of the cut-throat competition and DEMAND more support and a REAL difference, call me at 205-397-6500. A positive environment can change your world!
It truly is a GREAT day at Keller Williams!
Your broker should be a place of support, someone that can help you get through tough times, someone who motivates you to take your business to the next level. And, during a market change your broker needs to provide you with the right tools and education to power through and come out on the other side with even more market share. Don't you deserve this type of support?
As a former RE/MAX agent, I can say that competing against your owner destroys your mindset; especially when you write out that large check at the first of every month to him or her. When times are good and everyone has the opportunity to get his or her fair share, a competing broker may not affect you, your mindset, or your business. But, when you notice one or two agents within your office get lots of listings and leads and you suddenly realize that your broker / owner is handing the business he doesn't want, after cherry picking the best, to these agents, you feel cheated. Why aren't you getting any of these leads? Yes, she has the right to distribute leads to anyone she wants because it is her business. But, don't you pay just as much or not more to the office as the other agents? Have you just not kissed up enough to be on this list?
As a broker, team leader for Keller Williams Realty, I DO NOT COMPETE with our agents. My job is to coach, consult, train, support, motivate, encourage, and HELP you get your business where you want it to be. The best part is, our agents get this level of support without paying out a large upfront check every month. And, in many cases while they are earning 100% of their own commissions AND receiving a profit sharing check deposited into their account on the 21st of each month. That's a WIN-WIN!
If you're tired of the cut-throat competition and DEMAND more support and a REAL difference, call me at 205-397-6500. A positive environment can change your world!
It truly is a GREAT day at Keller Williams!
Sunday, June 22, 2008
Don't Become a Prisoner in Your Real Estate Office
Imagine the day you join a Real Estate office. You order your new business cards, order your signs, pick out your desk, and get issued a company uniform; a jumpsuit with horizontal black and white stripes. What? Yes. It also comes equipped with handcuffs, a ball and chain, and an expensive buy out clause.
Be CAREFUL what you sign. As an agent, you are an independent contractor. But, different companies have different independent contractor agreements and requirements. Know what you're getting yourself into before you sign anything. In other words, know your exit strategy. You could get yourself into a costly situation. And, worse, get yourself stuck in an environment that ruins your mindset.
Things to look for when signing an independent contractor agreement:
1) If I leave this company, do I get a reduction in commission on my upcoming closings I've already turned in to the office? Some companies reduce your commissions to a 50/50% split on contracts you've already turned in to the office preparing for closing.
2) Can my seller clients transfer their listings to me at my new company without penalty? Yes, listings are technically the property of your broker. So, make sure you know how he or she deals with the transfer of listing agreements.
3) Do I have a penalty to pay if I ever leave? Some brokerages charge a large fee or 2 to 3 months of previous rent. Some may require a 60 day or longer notice to waive any of these fees.
At Keller Williams Realty, we have a different philosophy. Your business is YOUR business. We know that people are only doing business with us because of YOU. So, if you ever decide you want to leave us, we let you transfer your listings easily. There is never a penalty or a fee either. We make doing business with us very EASY.
Your mindset is the most important equipment you have to succeed in Real Estate sales. So, protect it by knowing what you're signing. You don't want to become a prisoner in your own office; especially if it's an office that is NOT committed to seeing your business grow and flourish and you as a person reach new levels of growth, as well.
If at any time you'd like to experience freedom, shed the jumpsuit and call me at 205-397-6500. Let's get your business on track so you can buy your own uniform!
Be CAREFUL what you sign. As an agent, you are an independent contractor. But, different companies have different independent contractor agreements and requirements. Know what you're getting yourself into before you sign anything. In other words, know your exit strategy. You could get yourself into a costly situation. And, worse, get yourself stuck in an environment that ruins your mindset.
Things to look for when signing an independent contractor agreement:
1) If I leave this company, do I get a reduction in commission on my upcoming closings I've already turned in to the office? Some companies reduce your commissions to a 50/50% split on contracts you've already turned in to the office preparing for closing.
2) Can my seller clients transfer their listings to me at my new company without penalty? Yes, listings are technically the property of your broker. So, make sure you know how he or she deals with the transfer of listing agreements.
3) Do I have a penalty to pay if I ever leave? Some brokerages charge a large fee or 2 to 3 months of previous rent. Some may require a 60 day or longer notice to waive any of these fees.
At Keller Williams Realty, we have a different philosophy. Your business is YOUR business. We know that people are only doing business with us because of YOU. So, if you ever decide you want to leave us, we let you transfer your listings easily. There is never a penalty or a fee either. We make doing business with us very EASY.
Your mindset is the most important equipment you have to succeed in Real Estate sales. So, protect it by knowing what you're signing. You don't want to become a prisoner in your own office; especially if it's an office that is NOT committed to seeing your business grow and flourish and you as a person reach new levels of growth, as well.
If at any time you'd like to experience freedom, shed the jumpsuit and call me at 205-397-6500. Let's get your business on track so you can buy your own uniform!
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