Archive for the ‘The Realtor Success Series’ Category

Joshua Smith Interviews Me

Thursday, July 2nd, 2015

 

 

 

Seminar – The Two Types of People

Friday, January 3rd, 2014

This seminar contains the most vital, high impact and important information I know.

Here is the link to the online version of the booklet:

http://www.scientologyhandbook.org/suppression/sh11.htm

Here is the link to the YouTube video:

https://www.youtube.com/watch?feature=player_embedded&v=g1qhh7Ubsqs

 

Happy New Year?

Wednesday, January 1st, 2014

Earth made the full trip around the sun.  365 revolutions of the earth.  And we are supposed to “make new decisions” about the time it will take for the earth’s next full trip around?

What was wrong with our old decisions?  Didn’t yours all happen the way you decided?  I know mine sure didn’t.  Not even close.  The sudden changes in the market stood many predictions on their heads.  An awful 1st quarter, a decent 2nd quarter and a mediocre 3rd and 4th quarter for us – we wound up 2013 closing 342 transactions.  But congratulations are not in order – as that is down from our 435 closed transactions for 2012.  Oddly enough, our annual sales volume ($63,973,603.) didn’t suffer, in fact it was up by almost a million dollars – due to prices being higher than in 2012.

So, HAPPY NEW YEAR!

We hope it is happy.

Happy = Fun!

Happy = It went like we wanted and planned.

For the record I am planning on doubling the amount of business in 2014 we did in 2013.  I am no longer trying to figure out HOW to generate buyer sides, thanks to finally having that crazy making issue resolved thanks to my Real Estate Webmasters site (www.allphoenixareahomes.com).  So we have added 2 buyer agents (for a total of 6) and hitting 200 closed buyer deals in 2014 is no longer a pipe dream.  That now solved – along with the market shift back to “traditional sellers”, we can once again make lead generation for sellers our primary focus and have our (considerable) marketing dollars have a huge impact (regardless of the now numerous local copycats).  The new radio ad is done.  The new TV ad will be done early this month.  Our staff is fully groomed to provide an even higher quality level of service so the experience our clients have will create more raving fans.

Some of you felt battered in 2013.  I did too.  It is just part of the deal.  If you don’t ever want to get hit, don’t get in the ring.  This is going to be a GREAT year.  Won’t you join me?

Realtor Success Seminar – The Conditions

Monday, August 19th, 2013

You can see the booklet here: http://www.scientologyhandbook.org/SH10.HTM

http://youtu.be/jghaBqogkoo

 

 

 

 

Find Out Why – Achieving Your Goals

Tuesday, July 9th, 2013

Here is the entire seminar

http://www.youtube.com/watch?v=ZJeTKzEDUcA&feature=youtu.be

And here is the handout http://www.number1homeagent.com/FindOutWhyHandout.pdf

Tone Scale Seminar for Agents

Tuesday, May 28th, 2013

Here is a video link for a seminar I gave to agents.  It is just under 90 minutes long.  It is a remarkable tool for predicting the behavior of others.  I think you will really like it.

http://youtu.be/fKxtpCmN9dE

Here is the on line link to the booklet I passed out: http://www.scientologyhandbook.org/SH4.HTM

What is your time worth?

Thursday, September 13th, 2012

If you are a working Realtor and want to “give yourself a raise” this short post is for you.

There are many many “things which must be done” in your business. Many. To skip just one of those things is to invite eventual disaster. But that does not mean YOU have to physically do each of them yourself. In fact, doing them all yourself is a very expensive way to foolishly spend money.

There are DOLLAR PRODUCTIVE ACTIVITIES.  And then there is everything else.

There are only two types of activities which can not ever be delegated. Just two. Lead generation (not lead conversion, it can) and quality control.

All other actions can be delegated. All of them. You will always make the greatest income if YOU focus on Led Generation and delegate the rest.

The first thing to get rid of is the $15 an hour stuff. Your time spent on lead gen is worth at least $200 an hour. You doing $15 an hour work costs you $185 an hour for you to do it.

And get over the (false) idea that customers only want you. They want a certain result. Not “you”.

This is done on a gradient. First get rid of $15 an hour work. And get a life in the process too.

A Seminar on Team Building

Thursday, May 5th, 2011

Seminar on Team Building

Over the years I’ve had agents tell me they "wanted a big team".  Or they "didn’t want a big team".  I’ve never seen anyone who didn’t want "a big team" have a need for a team at all.  And (other than an oversized self image) I’ve never seen any good reason to "want a big team".  It just doesn’t work that way.

Further, most "real estate teams" are not "teams" at all but simply people who sit at offices in the same building or room.  They are not teams in any real sense of the word, "team".

I believe the fundamentals of team building are the building blocks of building a business.  Here is a link to a page that has pretty much the entire two hour talk I gave (Wendy came in near the end and covered hiring) and also some links to little snippets where specific questions are answered.  Thanks to Phil Sexton for doing all the editing and making this possible.  I hope you like it and find it as helpful as I intended.

No BS Real Estate

Sunday, August 8th, 2010

Jeff Brown's Head

I don’t think Jeff Brown’s (BawldGuy) head is much larger than Jay Thompson’s head or my head .  The three of us will be on a panel together on Tuesday, August 24th in Scottsdale.  Each of the three of us has a different approach to our business and yet I can’t remember a time I disagreed fundamentally with something significant that Jeff or Jay had to say about how to get and keep customers.

That last part of that last sentence is THE most important skill in business success: HOW TO GET AND KEEP CUSTOMERS.  If you are good at that one you could be bad at most of the other skills and still be a success.  I am not recommending being bad at the other important skills – just pointing how how important that one is.  If you are not good at that one it won’t make much difference how good you are at the other skills – if you are in business for yourself – you will still fail.  How we get and keep customers is what we will be covering – from three different perspectives.

In Gary Keller’s wonderful book, "The Millionaire Real Estate Agent" the idea of Leads, Listings, Leverage was a key concept.  If you are working on or solving a problem in your real estate business you were always solving or working on one of those three issues.  How to get more leads, how to get more listings from those leads or setting up or improving your systems.  Those three things: Leads, Listings & Leverage were THE things.  Just those three.  No matter how it might seem that our industry is changing or the economy is now "different" (it usually is) those three things really are what needs work.  Getting leads, converting leads into listings and being able to handle more and more and still give great service.

The "economy", various market conditions, etc. does not determine your stats or your income.  Your ability to adapt to the current market and lead generate in that market with an offer that seems desirable to consumers in the current market and then lead convert establishes your income.  That is all in the skill category and that is something you can do something about.  Always.

How Many Problems Can You Handle At The Same Time?

Thursday, August 20th, 2009

Too Many Problems

At any given time we all have a limit.  That limit varies depending on a number of factors: the nature of the problems, the emotion tied to the problems, how far down into "seriousness" one is, even how well rested or hungry one is at the time.  Bottom line, it becomes too much when there is more external push against self than there is left of self to push back.

I’m really not interested in proselytizing but I ran across this little gem the other night and I saw so much potential for anyone who could understand it that I wanted to share it.

The rationality of the mind depends upon an optimum reaction toward time.

DEFINITION: Sanity, the computation of futures.

DEFINITION: Neurotic, the computation of present time only.

DEFINITION: Psychotic, computation only of past situations.

So when a person is handling situations and problems quite well they have their attention mainly on the future.  They are happily creating a future which they can clearly see – and they are making that future they see a reality.

Down from that is the person who is "working in the present".  This is usually thought of as good and very pro-survival but is factually in the neurotic category, not unlike a rat in a maze.  Handling an escrow can fall into this category.  One’s attention is thoroughly stuck in the present and they can not see much of a future, as handling now is such a struggle.  Like an air traffic controller, they can not take their eyes off of the screen.

Way down scale, stuck on the past, is the person who can not visualize a future or even really see much of the present.  Fact is, we have all been – each and every one of us – in each of these three states with regard to different subjects at one time or another.  I am reminded of a truly beautiful quote from Winston Churchill, "If you are going through hell, keep going."

Where were you going before the excreta hit the rotor?  What was it you wanted in the first place?

Survival pertains only to the future.

COROLLARY: Succumb pertains only to the present and past.

If you can again see what it was you wanted – even if you can only see it dimly at first – keep looking there.  What were your goals?  What was it that seemed so delightful, that just thinking about it made you feel better?  How would life be if you had that now?  That is where to put your attention to get out of the mess.

An individual is as happy as he can perceive survival potentials in the future.

Smily Face