By Dave Robison
It’s interesting to read REALTORS®’ social media posts because I’ve been seeing a lot of the same thing lately. Here is a typical agent Facebook post (or comment in person): “This market is going crazy. I’m so busy right now. I’m busier than I have been in years!”
Wow…they must be having success, right? Let’s look up their stats in the MLS and see what their sales are like.
First “busy agent” stats: Sold six homes in the last year.
Second “busy agent” stats: Hasn’t sold a home for 3 months.
Let’s be blunt here. To all those who think they are busy: You are fooling yourself! Stop focusing on being so busy and start focusing on creating results! This goes for anyone, even if you are selling 30 homes a year.
Chet Holmes talks about these “busy people” in his book “The Ultimate Sales Machine.” He has some great tips on time management. Here are some tips to overcome this syndrome:
1. Stop talking about how busy you are. You are just attracting busyness while pushing away business.
2. Create a list of “Big Rocks” to accomplish every day. Continue reading »
By Alex Milshteyn
It seems that every year I learn the lesson of how important it is to follow-up.
I recently received a referral from a past client. My past client gave me a glowing review, hence their friends called me. I met with the lovely couple to talk about the sale of their home. I met with them twice, the first time to view the home and discuss their goals, and the second time to review my marketing program and the market analysis. At our second meeting, we had made the decision that it would be beneficial for them to redo the kitchen and the bathroom. They were not in a rush to move, but they preferred to move in early 2012. I left our last meeting with the idea that we would be in touch over the next few months to get the home listed.
I left the appointment feeling like the listing was mine and that it was a matter of time before they called me to list the home. I followed up 6 weeks after our second meeting and everything seemed to be on track with the remodel of the kitchen and the bathroom.
This is where I could kick myself!
My overconfidence of “having” the listing got the best of me and I put their file away as if it was a signed listing contract…well, it wasn’t. Last week, I was going through the MLS looking at the new listings and what do I find? This lovely couple listed their home with another agent. I felt like I got punched in the stomach. But what did I expect? I hadn’t talked to them in nine months.
As I do every time this occurs, I sat myself down and told myself that I have to be better, that I have to follow up, that I have to time-block these follow up calls, that I’m not the almighty real estate agent. My pride suffered but it was a lesson well learned. I must follow-up, follow-up, follow-up!
Alex Milshteyn, GRI, ABR, is a REALTOR® in Ann Arbor, Mich., who runs a real estate team of five professionals called Alex Milshteyn Real Estate Associates. Connect with him at www.alexmi.com.
By Nobu Hata
Unless you’ve been living under a rock, you know that we’re living and working in a tenuously linked society right now. Hyper-political-mumbo-jumbo is being thrown around to a jaded audience, and we are more polarized and fractured than ever before.
That same thing could be said for the real estate industry.
Data, IDX, syndication, broker-centric, agent-centric, consumer-centric, lead-generation, third parties, anti-property owner legislation, technological disruption, franchises versus indies versus MLSs versus associations… What does it all mean?
As an industry, we’re changing — we all know that. What’s not so obvious is that these little industry revolutions differ from market to market; and the pace in which these revolutions are happening, the pace in which they’re setting in, is getting faster and faster every day.
But what has been a mainstay in all of this during my time on the YPN Subcommittee, and now as your chairperson, is that regardless of market, MLS, broker and association, we operate for the REALTOR® brand. Y’all said it yourselves. There is not a selfish bone in any of you, and for that I am so proud!
The results of a poll answered by your networks’ chairpersons are telling: Professional development is one of the top priorities in many networks, along with their sponsoring associations. Continue reading »
By Anand Patel
I have a wonderful agent in West Palm Beach, Fla., who decided he wanted to give back by getting involved with his local chapter of Habitat for Humanity. While on site at his first project, he struck up a conversation with a fellow volunteer working along side him. As they carried on their conversations throughout the day, it turned out his new-found friend was an investor residing predominantly in Europe but looking to buy, rehab, and sell residential real estate while in the West Palm Beach area. To make a long story short, my agent ended up finding a property for his new volunteer buddy, who in turn rehabbed the property and had my agent list it and eventually sell the property for him. His new client enjoyed the experience so much he wants to purchase a few more properties with my agent. Who would have thought giving back would have paid off so well!
The point of my story is that we all prefer working with people with similar interests, right? Isn’t it easier to work with a client who supports the same causes, charities, clubs, foundations, associations and organizations that you do? Volunteering is a great way to connect with these like-minded individuals. Keep in mind that one should only volunteer when they truly have a genuine interest in getting involved and giving back. We all know people who volunteer with the pure intention of getting new business — others read right through this. Sharing a common bond and genuine interest with someone makes the decision for them to do business with you so much easier.
Here are some ideas:
- Volunteer with charities or causes you want to support. You will meet people from all different backgrounds and professions. You’ll learn new perspectives about yourself, the way you run your business, and how you view your community. Not only will you feel good in supporting your favorite cause, but you are also indirectly helping yourself grow as an individual.
- Volunteer to serve on committees at your association, various organizations you may belong to, at your place of worship, or your child’s school. Continue reading »