By Scott Newman
Every real estate professional has experienced it: those slow times, the off-months, the hot streaks that suddenly go cold… call them what you will but when things turn sluggish at the office, it can not only be a confidence and momentum-killer but also a disaster for your business plan. So how do you avoid the roller coaster of income fluctuations typical of our industry? For me, that question can be answered with one word: networking.
But merely handing out business cards or posting flyers to community bulletin boards won’t put money in the bank. To really make networking your solution to spotty earnings, I propose thinking outside the box. With a little creativity, you can truly use the practice to generate a more consistent flow of business.
As REALTORS®, we all love to schmooze. It’s basically written into the job description. It’s also one of the best ways to meet new people and generate leads. Who’s to say you’ve got to wait for the next Facebook invite to come through before you have an opportunity to stretch your schmoozing skills? Imagine for a moment that you were the one organizing the party instead of just being an attendee. In fact, why wait for an event when you can plan one of your own at the very time your business needs a little boost?
Along with some referral partners, I’ve been hosting a quarterly networking event for the past year that’s gotten rave reviews. Setting up the event is relatively painless; I partner with a local bar or restaurant and bring in sponsors to cover the bulk of the costs. Then, I invite a wonderful mix of local prospects, business connections, and past clients. Everyone has a few drinks and a bite to eat and it’s a great way to stay top-of-mind when it comes time for people to recommend your services. In fact, I have closed several deals with people I’ve met at my networking events already! Continue reading »
By Dave Robison
The crowd cheers, “Half-full, half-full!” Buzzer rings…nope, the answer is neither.
Why are so many people saying the glass is half-full? There are people saying half-empty as well. Those Debbie Downers (the half-empty glass people) might say something like this: “Ohhhh, the market, it’s awful. It’s killed our business.” Those saying their glass is half-full might say something like this: “At least I can feed my family and I’m still in the business.”
But the answer is still neither.
In the glass there are two components…the water that everyone readily sees and is anxious to claim as blessings in life. And there’s a second part, which is the unseen part in that glass — oxygen.
We need both oxygen and water to live. Everyone readily looks at the water as being blessings in their life. The oxygen represents the trials. We need blessings and trials in order to grow personally. The person who will come out on top in today’s market is the person that yells out, “MY GLASS IS FULL.” This person understands that today’s market brings them opportunity. They also understand that, although painful at times, if they focus and work hard, they will grow stronger. These people will welcome the challenge and focus on accomplishing something great.
The real estate community is changing in our local markets. Top producers of yesterday are gone. There is a breeding ground, ripe, waiting to harvest new leaders. Before you realize what happened, those who yell, “MY GLASS IS FULL,” are going to be the leaders of tomorrow.
What is your glass?
Dave Robison, known as “Utah Dave,” is a broker of Robison & Company Real Estate.
By Brandon Rodriguez
In real estate we always talk about the best technology, the social networking, the closing of a sale. We sometimes forget we are not super heroes, we are human. Our livelihood is dependent on our personalities and how we deal with stress. We all know real estate can be stressful. So how does one move on? The same determination, ambition and will-power that got you in the business will get you over the obstacle.
I see this day in, day out, practitioners give up because life placed a mountain in front of them that seems impossible to climb and overcome. That agent that was moving forward has now decided to get out of the business because of financial or personal issues. It does not have to be that way.
Why am I talking about overcoming life obstacles? I want practitioners to know they are not alone and to stay in the business. In December my grandmother was placed in ICU. She raised me from birth and I called her mom. My business was doing great, I won a national award, and then tragedy happens. I placed everything on hold to be by her side. She was bad and we had to make tough life changing decisions. Mid January she passed away. My heart was torn, and my mind confused. I could of fallen into a deep depression, and given up on my company, agents, and business. This was not something I was expecting, nor ready to deal with. This obstacle could have ended my career. Continue reading »
By Dawn Miller
I didn’t think I would be that excited to get “rid of the old and in with the new!” It’s a new year with a renewal of focus. How was your first month of 2010?
I am fortunate to be a REALTOR® in a real estate company that is consistently on the NAR’s top private brokerage firms, as seen in REALTOR® Magazine annual issue. The company is committed to its agents and to top-notch training.
Mike Staver visited our company at the beginning of the January and his seminar stuck with me!
I want to share some of my notes from the seminar. I have embraced this philosophy. I am more openly accepting new challenges and creating new opportunities for myself.
Let’s ATTACK this new year with the following focus:
Accept circumstances as they actually are. Don’t make things better than they are. In real estate business, this means generating more leads, making more appointments until I meet a seller or a buyer that has the right criteria in place to sell or buy successfully. Most importantly–have courage to face reality. Continue reading »
By Dave Robison
How many times have your clients or friends asked you about your crystal ball? My clients ask me all the time. It’s almost daily you hear, “If I buy this house, how much do you think it will appreciate in the next 2 years, or 5 years?” or “How much more money will I make on my house if I wait a year to sell it?” Practitioners need a new core course to renew our licenses titled, “Gypsy 101,” or “Palm Reading 201.” Or you can just read this blog entry and you can become pretty good at being psychic. There are two parts in being psychic right now to know what is happening with the market: know how to price listings, and to know what to tell your clients.
First, you must follow the rules. In 2006 when the market was booming in Utah, there were numerous people that came to me and asked, “Should I buy this home? All I have to do is use my credit and flip it the next day.”
Many of you now are thinking, that’s common sense. But then it wasn’t. It was very enticing, someone’s friend just made $100,000 doing one flip supposedly. I asked 2 questions. Continue reading »
By Brooke Wolford
It’s a new year, a new decade. As I look back at the past year, I reflect on all of the hard times. As REALTORS®, we faced some of the most difficult challenges in 2009. The bad media coverage, constantly having to defend ourselves, and insults on TV shows like “Cougar Town” and “Modern Family.” (These shows both feature characters who are real estate practitioners… and honestly, these shows are hilarious.) But nonetheless, its been a tough year.
I have chosen to look back at 2009 and learn from the rough times and the mistakes I have made. All you can really do is try to learn from them. Also, try to consider the flawless transactions you had. In those cases, ask yourself, “What did you do right?”
The market is beginning to turn around, so now it’s our time to shine. It’s time to improve ourselves and make 2010 our best year ever! On days when things get me down, I always think, “Real estate makes the world go round.” I can say that I am so proud to be part of it!
Brooke Wolford is a REALTOR® with Edina Realty, Hastings, Minn. Follow her blog at strugglingrookierealtor.blogspot.com.
By Lincoln Crum
I recently closed a transaction that I had listed for 10 months. There were all kinds of difficulties with the transaction but we worked through them, one by one. My seller was out of state and was really good to work with, but towards the end was growing impatient. To say the least… as was I.
Once we got a month away from closing we ran into more challenges and I was afraid the deal would be dead more than once. Both my seller and I agreed to be relentless in our pursuit to get to the closing table. We spent quite a bit of time on the phone trying to make sure we were always on the same page. At the height of our frustration about three weeks before the closing, I was talking to the seller on the phone and we both hit our breaking point with the transaction. We took a brief pause, both realized that we were “over-analyzing” the situation and stopped thinking too much. Needless to say, the transaction became a lot more smooth after that realization.
I believe that we can “over-think” our real estate business sometimes. We’ve probably all been guilty of worrying about things that won’t happen. I’m a student from the school of thought that if you worry about something enough you may just make it come true. So, I practice the art every single day in my business of not driving myself crazy about things that are out of my control.
This specific transaction took longer than it should to get to the closing table because of market circumstance way beyond anyone’s control. My patience was tested more than once, but I didn’t let up. I made sure I was always positive in my approach with the seller and other agents involved. I take great pride in setting the tone from the beginning.
It all paid off for me last night when I opened an envelope from my seller. Inside the card was the sweetest note coupled with a $50 gift card to Outback. I don’t know how my seller knew that Outback is my favorite restaurant, let alone a bottle of Greg Norman Merlot and the Rockhampton Ribeye, but she did. Her note and the gift card meant as much to me as the commission, it’s nice to be appreciated.
Remember that we as agents have the opportunity along with the challenge of always setting the tone. If you approach every transaction with a good solid foundation of positivity, I’m convinced that you’ll lead the way and gain tons of respect from others in the real estate community, along with your own clients. You’ll be glad you did.
Lincoln Crum is REALTOR®, auctioneer, and entrepreneur based out of the Louisville, Ky. area. Lincoln can be found at www.ReachLincoln.com.
By Brian Copeland, 2009 NAR Conference Blogger
This week in San Diego, I had an opportunity to interview three YPNers about the biggest challenge they face going into 2010. Here are the results:
Agree or disagree? Answer in the Web poll below. What is YOUR biggest challenge?
By Drew Burks
Very few REALTORS® are following their true passion!
Make your own rules, be authentic, transparent and have fun …
Real Estate can be a challenging business and the majority of licensed REALTORS® struggle to succeed, but it doesn’t need to be this way. In fact, real estate can be a great deal of fun and rewarding when you are following your passion.
Yet when I speak with REALTOR®S, I find that most are frustrated and tend to share the below problems.
- the inability to generate leads consistently
- inconsistent income
- keeping up with technology
- knowing what daily activities to do to get real results
It’s no wonder that so many are struggling to succeed as a REALTOR®.
After reading the book, Crush It, I realize why so many are having these problems…
Why you ask? Continue reading »