By Crystal Webster
DISCLAIMER: Please read this as a challenge; a challenge to use our predecessors as a spring board to do bigger and better.
In case you aren’t aware, we’re in a heat wave – it’s REALLY hot. My car thermostat has said at least 100 degrees for the past 2 weeks straight, and that’s not even with the heat index or adding the Kansas City humidity. But, I have to ‘TCB’ for my clients (take care of business). I suck it up, take eight showers a day, and wear as few clothes as possible without getting arrested.
I recently had to request the same addendum from a “more seasoned” agent eight days straight. She wasn’t able to get me the paperwork because she was afraid she had heat stroke. Once I finally received the information it was dated 12 days prior (as well as the email she forwarded it from). REALLY lady?!? Your heat stroke kept you from forwarding an email in the comfort of your own air conditioned home; even after I bothered you every day for over a week?
Later that same week I received a resolution from unacceptable conditions from a buyer’s agent. Items needing to be fixed? “Anything that the Kansas City Dream Program wants.” REALLY!?! Can you please be a little more specific? After calls to the buyer’s loan officer, the city, county, state, both brokers and BEGGING a city inspector to come out (in the thousand degree heat) I finally finished up her job and found out exactly what needed to be completed for the home to qualify for the program. Continue reading »
By Dave Robison
More than five years ago, I had agents take a test before they worked with me, which tested their sales skills and emotional resilience. I had a couple agents making over $80,000-$120,000 a year who had tested in the “Find a new career; you shouldn’t be in real estate” category. Where are they today? Not in real estate. What seemed like success years ago, today seems like it was all just a pipe dream. A rough economy weeds out those who shouldn’t be in the business and makes the others stronger.
The test showed that agents that had strong emotional resilience have what it takes and they would stay in the business and make the most money. So what is emotional resilience and what does it take to have emotional resilience?
An example of weak emotional resilience, an actual story of one of the agents above who tested poorly:
One day, Agent X came into the office and had just found out that their client/buyer ended up writing an offer on a home that Agent X had shown them the day before, however, the client wrote it up with a different REALTOR®. It literally ruined Agent X’s week. So Agent X called up the other agent, chewing them out, saying they stole the client when it was Agent X who took them through the home. The result was just a bunch of bitter feelings toward each other and an unproductive week for Agent X.
An example of strong emotional resilience:
Just this past month, an agent of mine had almost the same thing happen. My agent had been working with a client for a long time but apparently others had too. An agent from another brokerage called my agent up mad, stating we stole their client when they took the client to and through a home. (There were no agencies on either side.) My agent responded, “there is plenty of business out there for all of us so let’s do what the client wants. If the client wants to use me, I’m happy to pay you a referral fee for your work and effort. If the client uses you, I would expect the same.” The other agent perked up and agreed. The two agents communicated during the entire transaction, our agent closed the deal and the other agent got a referral fee. It was a win-win for all. Continue reading »
By Jeremy Williams
“A little sleep, a little slumber, a little folding of the hands to rest – and poverty will come to you like a bandit and scarcity like an armed man.” Proverbs 6:10-11
When you read these words initially, especially early in the morning without hot coffee flowing through your veins and ZZ Top blowing out your computer speakers, they may seem not so encouraging at first. You think to yourself, you are working harder than ever before in a market environment that has softened over the last couple of years. The results of your closed production are similar or less when compared to the previous year in which you worked less. It won’t hurt for you to take a little rest; kick back in your chair and take a break. Your tired and feeling beat down.
I believe the words from Proverbs warn us from becoming complacent in our businesses. Now is the time to take control and prosper from the hard work and long hours we put into our businesses on a daily basis. Now is the time to wake up from our slumber.
Remember the following things that should help in refocusing your mindset today.
1. The real estate market is cyclical. If you are in a down or soft market, what you do today will benefit you when the market makes an upswing. Continue reading »