By Jared James
I am going to keep this brief. I’m writing this article sitting in the West Virginia airport on my way home after speaking at the West Virginia Association of REALTORS®. I am right in the middle of what I call “convention season,” which consists of the months of September and October. During this time I will keynote more than 20 events for state associations and companies, requiring me to hit the road pretty hard.
In the last month I have spent a collective one week at home, which can be difficult with two adorable boys at home, ages 5 and 3. In fact, a couple of weeks ago I had just finished up speaking at the Texas Association of REALTORS® Convention and Xplode Conference and had to speak in Wyoming the next day. It seems like an easy flight from Texas to Wyoming, but instead I decided to fly back across the country, land in New York, drive home and spend 2 ½ hours with my kids and put them to bed, just to go back to the airport and fly back across the country to Wyoming to do my event. For the parents out there, you know that this was a small price to pay to be able to tuck my kids in at night instead of the usual Skype call before they went to bed.
While these two months are not the usual for me and my family, they are still a reality. While my job requires a lot of travel, it is also true that most events are not held on weekends so I am almost always home and able to coach my kids’ teams on Saturdays and Sundays – with exception of this last weekend when I had to miss my 5-year-old’s soccer game because I had to catch a flight.
I don’t write this so you will feel sorry for me. I have a great life and I’m able to inspire and have an affect on a lot of people, which is an amazing feeling and a great calling. I am more so writing this because my life is not normal, I admit, but I have the honor of working with a lot of REALTORS® and salespeople and the one thing I always hear them tell me is that their family comes first. While, for some, this may be true, actions speak louder than words. Continue reading »
By Cory Brewer
My blog entry for this quarter will not come as news to most of the people reading it, but I think it’s a good reminder nonetheless: Every now and then, the clients and colleagues you work with will tell you one thing, but then do another.
Raise your hand if you’ve heard this one before from another agent: “I’ve got a great offer for you and my clients are really excited about the house.”
This “great offer” may even be full price…only you find out later that the buyer has a horrible credit score and can’t get a loan.
The point I’m trying to make is this: Nearly everyone I’ve talked to lately can feel the market starting to come back. Buyers, sellers, agents, lenders…everyone. It can be easy to get wrapped up in the excitement but I think it’s important, as an agent, to keep your cool and be level-headed while coaching your clients. It’s important to cover all the details of a deal, and a positive, optimistic attitude is key. But I also think it will serve you well to prepare your clients for the worst-case-scenario, because unfortunately sometimes that is exactly what can happen.
Draw on your experience – that is probably a big part of why your clients hired you in the first place. Cover your bases, and do your best to set the proper expectations from the beginning. So when that dream deal actually DOES come together, your clients will be thrilled that they were lucky enough to be working with you…rather than expecting everything to go smoothly only to have to suffer through unforeseen bumps in the road.
The market is coming back. It’s true. But don’t get caught up in the hype. Remember that a deal is not a deal until the ink on the contract is dry.
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 Toby Boyce
It was a hot summer day in late July 2006 as I slipped down U.S. 23 to the Ohio Division of Real Estate testing center. I had made the jump into real estate without a safety net – quitting my job in higher education public relations and knowing that if I failed this test it would be a very-very bad sign.
Well, I passed the test. Actually, I scored a perfect 100 percent on the state portion of the test, a feat that none of the folks working that day had ever seen achieved. So I entered into the world of real estate with a swagger and confidence. “I got this.”
We got through two years when 2-out-of-3 licensed agents aren’t even using their license. And now about to hit the five-year milestone and the only thing I’m certain of is how little I really knew when I said, “I got this.”
While the last five years have been an emotional and financial roller coaster, I wouldn’t have traded it for anything. I honestly – even if naively – believe that I’ve learned more during this period than I could have in any other venture.
“I wish you’d made the jump a few years ago,” said a former agent. “It was so easy, the phone just rang and buyers were there.” That sounds like being an order taker to me, so why not work at a local fast food restaurant?
What have I learned in five years in real estate: Continue reading »
By Dave Robison
A few years ago I experimented with a very powerful lesson. I was four hours away from home and had a potential seller call me up. Becky explained to me that due to time constraints she could only meet with me at 6 p.m. I wasn’t due home until 8 p.m. I decided to leave early and I told her I would make it work.
After listing her home at that appointment, on my way out the door she said, “Ohh…you didn’t leave early just to come to our appointment did you?” Naturally I wanted to say, “Oh no…I had other things to do as well.” Or many other people say, “Ohh, I do it for all my clients.” Or people say, “Oh, it’s no problem. Don’t worry about it.” Saying any of these actually make you a failure at relationship building. I recognized that this was a moment of relationship building power. It popped in my head because I had been listening to tapes by Robert B Cialdini on Influence. I also recognized that I needed to be honest. How many people say, “Oh, it was no problem; I was planning on coming here anyway.” They basically lied. Your intent for leaving early was the appointment so don’t dodge that. Tell the truth and embrace the moment of power. So I said to her, “ You bet I did.” She started to blush as her eyes grew big with gratitude and she said, “Noooo, you shouldn’t have.” She is a very high “S” personality on the DISC which S personalities don’t like to be a burden on others..they are the peacemakers. I continued, “Of course I did…that’s what we do for each other.” Our relationship grew that day. We had a stronger and closer relationship. It didn’t just make her know I’m committed to her…but it also made me feel great and closer to them.
Now for the cherry on top. The next morning I got a call from her neighbor. Her neighbor recited the exact story to me and said, “I want you to list my house.” I got two high-priced listings in that neighborhood. And I continue to get listings in that neighborhood because after selling those two homes word got around that if you want something sold you need to call Utah Dave. That day, I learned from personal experience that changing one sentence can be the difference between success and failure.
Dave Robison, known as “Utah Dave,” is a broker of Robison & Company Real Estate.
By Jeremy Williams
I recently found myself watching the Veggie Tales episode about the “Rumor Weed” with my 4-year-old daughter. As the Rumor Weed spread more untruths, sometimes only slightly bending the truth, the weed would grow. After watching this moral-based show directed at children, I wondered what type of environment do I live in on a daily basis; a pristine garden with flowers and plants or a field of out-of-control weeds?
If you’re in the field of out-of-control weeds, how do you seek resolution to your weed problem. First you have to determine what kills the weed. The only way to kill the weed is to get to the root. Removing the leaves or leveling the weed to ground level will not kill the weed, and often times will make your weed problem worse. Who are the weeds in your market center or in your life in general? How do you address your rumor weeds?
Step 1: Do not become plant food for the rumor weed. In other words, don’t get yourself into that mix. Avoid this at all cost, or you will soon be surrounded and choked by the weeds.
Step 2: If you’re in a leadership position, have a fierce conversation with your weed. Remember, killing a weed requires getting to the root. Determine who your weed is, schedule a time where you can meet with your weed with no distractions, and have that fierce conversation. This will more than likely be a confrontational conversation, but a necessary conversation to prevent your Veggie Tales rumor weed problem from growing. Before this conversation takes place, you might want to read Susan Scott’s Fierce Conversations. Continue reading »