By Jared James
At almost every event where I speak, I try to include the topic of environment whenever possible. Some would probably question why I would do that when I am primarily talking to REALTORS®, salespeople, and entrepreneurs, but I always wonder why it is not discussed more.
A few years ago, a study was conducted to try and find common denominators among the top 100 salespeople in the world. They were expecting to get results like customer service, systems, or drive. Those are definitely important, but do you know what the No. 1 was commonality among the top 100 salespeople in the world? It was something called “the ability to manage or ability to control one’s state of mind.”
For any of you who have attended an event I have spoken at live, you know that I could talk about “state of mind” all day long, but that is not the specific point of this article. The common denominator found among the top 100 salespeople is interesting though. When was the last time that you saw a breakout session or keynote dedicated to this topic at your company or state convention? (Cue the cricket sounds in the background.)
So how do you do this? Let’s get practical about it.
Scenario No. 1 – Let’s say you went to a closing where you were representing the seller. At the closing, your seller decides that he/she is going to back out of the deal because they don’t like what the buyer is wearing that day. I would imagine that you would be pretty ticked off about this. While you are in this ticked off state, imagine that you receive a phone call from another one of your clients…
Scenario No. 2 – You are now at a closing where you represent the seller and the seller decides at the closing that you have done such an amazing job that they are doubling your commission. You leave that closing in a jubilant state and receive the exact same phone call as scenario No. 1, only this time you are overjoyed and happy.
Here is the question… Continue reading »
By Dave Robison
What is the difference between a REALTOR® and a regular old Joe with a real estate license? Can anyone you’ve asked from the public answer that question correctly? Better yet, can all of the REALTORS® in your office answer that question? I feel like it was indoctrinated in me through continuing eduction classes. So, from what I’ve been taught, a REALTOR® is this: A REALTOR® is held to a higher standard because they’re a member of NAR and must follow the Code of Ethics.
Our MLS recently had WAVgroup.com do a survey on behalf of our members. Marilyn Wilson from the WAV Group spoke at a recent meeting about the research they discovered regarding our industry. First, she said that 99.9 percent of the public doesn’t know the difference between a REALTOR® and a regular old Joe real estate licensed agent.
What does that say about our strategy for educating people about what makes REALTORS different? It says that it doesn’t work. Our Code of Ethics is what we think makes us stand apart from other real estate agents. But if the public doesn’t know… then it’s not working.
So why is it not working? She exhorted that the level of service from one REALTOR® can be drastically different from another REALTOR®. This is actually the reason why I never considered joining a big brokerage… I didn’t want to be in a group where my level of service was drastically higher than the guy/gal with the same brokerage name on his or her name-tag. There’s no minimum level of service at the big brokerages, and the service level varies between agents.
As long as there isn’t a minimum standard of service, no one is going to know what sets us as REALTORS® apart from licensees. The public doesn’t even recognize us as a club. We will continue to remain commodities.
Do we want to be recognized differently? Is it a benefit to be viewed differently? With all of the REThinking this year, it seems to me there could be a good opportunity for REALTORS® to figure out what they want to happen on this topic. I’ll admit, I’m not really sure what REThink is thinking about. Most the people I talk to are confused about it as well. But as an association, if the very reason why we are different isn’t working, maybe we need to adjust our vision on what we are trying to achieve that makes us different?
How would you adjust it?
Dave Robison, known as “Utah Dave,” is a broker/owner of Robison & Company Real Estate.
By Anand Patel
With all the methods of communication today — from e-mail, to social media, to text messaging — it almost seems like the ancient art of having a conversation on the telephone is dead.
As a broker, inevitably part of our jobs is putting out fires (or stopping them before they can start) with agents and their transactions. I find MANY of the problems that arise can be avoided in the first place if either agent involved in the transaction would just pick up the telephone and call the other party rather than texting or e-mailing.
Yes, texting is very convenient. And yes, you can send an e-mail at 3 a.m. without bothering the other person. But there is so much that can get lost in the interpretation of written text that could have been clearly explained over the phone with your vocal tone, the style of your conversation, and your word choice.
I am as much in tune with technology and the use of social media as the next guy, but there comes a point in a transaction when one must step back and think to themselves, “Would I be better serving my customer by communicating with the other party over the phone in this particular situation?” If the answer is “yes,” then pick up the telephone! I still recommend following up the conversation with an e-mail, but sometimes it’s just better to start the dialogue with a phone call.
What are your thoughts? Have you been in a transaction that could have been saved if someone just picked up the phone and called?
Anand Patel is broker and president of Pangea Realty Group based in Tampa, Fla. You can connect with Anand on Twitter: @anand_tampa; Facebook: www.facebook.com/prgtampa; LinkedIn: www.linkedin.com/in/anandpatel1; or on the Web at www.anandsblog.com.
By Cory Brewer
Last week I spent some time with my local YPN planting trees at a nearby park. Next week we are hosting an elegant networking event in ther 43rd floor penthouse at the newest condo tower in downtown Bellevue, Wash., complete with valet parking and a red carpet. In the past 12 months, we have also hosted free clock hour classes, educational panels, and “get to know you” happy hours in a casual environment.
The reason for this blog post is a simple one: Get involved!
You never know who you’re going to meet or connect with. Our local network is focused on bringing REALTORS® together along with professionals from other industries (law, finance, etc.) to foster relationships and help one another grow our businesses. We have taken many cues from other YPNs around the country, and their efforts have been a great inspiration to us.
So there you go — a shameless plug for YPN!
Keep up the great work, everyone. There is something for everybody – and the more you get involved, the more you can help make it what you want it to be. Invite your friends, invite your colleagues, and encourage them to attend your events. From community service, to athletics, to education, to parties…be there or be square!
Cory Brewer is a REALTOR® in the Seattle area and Operations Manager at Windermere Property Management / LGA in Bellevue. Connect with Cory at www.wpmnorthwest.com.
By Maura Neill
If you’re looking for one more reason to attend the REALTORS® Conference and Expo next month in Orlando, check this out: You can take Day One of the newly-redesigned e-PRO® course for FREE.
The course is a $149 value, but you can get it for free, nada, nothing, no dinero…simply because you’re a YPN member. It’s that simple.
The course will be offered on Thursday, November 8 from 8:30 a.m. to 5 p.m. at the Rosen Plaza Hotel in Orlando. After you complete Day One, you will need to register for and complete Day Two online in order to receive your e-PRO® certification. For more information and to register, visit www.epronar.com/ypn.cfm.
I’ll be co-teaching with Bill Lublin, one of the co-creators of the new e-PRO®. Bill and I are really looking forward to the opportunity to give you this education at no cost.
If you’re not already a member of your local YPN Network, click here for an interactive map that can help you to locate the network closest to you and put you in touch with them. Joining is free, too, so this is a no-brainer!
The course is by invitation only (consider this my personal invitation to you!) and spaces are filling up, so be sure you register to attend today! Hope to see you there!
Maura Neill is a second-generation REALTOR® and works with RE/MAX Around Atlanta. Maura can be found online through her blog, her websites www.BuySellLiveAtlanta.com and www.MauraNeill.com, or on Twitter @MauraNeill.
By Dolores Esanu
When I was 17, I walked into an up-and-coming real estate firm and asked for an internship. The firm consisted of a mother/daughter team. Initially, the mother hesitated at the thought of hiring a teenager with no work experience, however, the daughter gave me a chance. She went against the grain and the hesitations of her business partner and allowed me to step in. Her faith in me helped me flourish as a young adult and young professional, ultimately shaping who I am today.
My point? All it took was one person to stand up and take a risk. I didn’t ask her to be my mentor — she became one. From day one, her guidance and input influenced my decisions about my career, coworkers, and outside resources. After a year of interning, I was hired as an assistant. Her mentoring morphed into a whole different genre. She started helping influence my assertiveness, people management skills, and taught me the importance of multitasking in real estate. Eight years later, I am now licensed and her mentoring still comes into play. I find myself marching into her office asking for her advice on advertising, guidance on handling difficult clients, and even everyday things such as closing gift ideas.
Do you have a mentor you can rely on in real estate? That solid rock of foundation in your life who can give you an answer — and not just any answer — but an answer full of experience, knowledge, and consideration? They may not always say what you want to hear, but at the end of the day, what you need to hear will benefit you more. I firmly believe that as a new agent or a new assistant, a mentor is a necessity. They keep us motivated, grounded, and most of all, on the right track to success.
By Jason O’Neil
I blame FedEx, but there are many culprits contributing to the new mentality of instant access. Instant access has become normal. Companies and individuals provide instant access for a few simple reasons: 1.) They can; 2.) If they don’t, someone else will; 3.) Customers demand it.
So where does that leave us?
There’s an old cartoon of a man sitting at his desk and his presumed boss pokes his head in and hollers: “What are you doing?” To which the man replies, “Thinking.” Boss, “Well, I don’t pay you to think.” Our guy reveals a dumbfounded look.
But thinking takes time and can’t be achieved instantly, and frankly, I don’t want it to be. When I hire a professional for any job, I want them to truly take their time and craft the right solution, not just the fastest solution. When the tables are turned and I am hired as the professional, I want to take my time and truly craft a One Size Fits You solution; a solution that my clients know is tailored to what they’ve hired me for. But this is a delicate balancing act because, as I mentioned, thinking takes time.
I think the most important thing is to remind ourselves that we need time to reflect and to think, to be away from any screen, even if only during lunch or a couple of hours in the morning. It’s these hours or days that keep us sharp, that keep us on our toes, that allow us to think.
Next time someone calls/e-mails/texts you with a problem, don’t feel compelled to spit out an answer. Let them know you’ll “think about the solution” and call them back. They and you will genuinely appreciate it.
Jason O’Neil is an associate broker with Encore Sotheby’s International Realty in Indianapolis. Connect with him at jasononeilrealtor.com.