Confucious said "Find a job you love and you'll never work a day in your life."
However, if you expect to be paid for the work you do, there must be more to the equation than simply finding a job you love.
Next you must sit down, determine, and write out clear goals (I like the acronym SMART goals: (Specific, Measurable, Attainable, Realistic, Timely). It has been proven time and time again that those with written goals are more successful than those that don't have them..... But again...that's still not enough
It's not enough to simply know what you need to do. You MUST take ACTION to see that those goals are acheived. If you have great goals but never do anything to see those goals materialize, you are a dreamer...not a doer.
And here is where the line is drawn that separates those that reach high levels of success and those that do not.
It is still NOT ENOUGH to simply take action toward the accomplishment of your determined goals. You must ensure you are taking the CORRECT actions.
If you want to get to Wilmington from Jacksonville and you head north on HWY 17, you are NEVER going to reach your destination. It doesn't matter if you drive fast or slow, drive a Lexus or a moped, if it's raining or shining, whether you have a positive attititude about the drive or not feeling so great about it...NONE of those things matter if the actions you take (in this case driving north when you need to go south) are not the CORRECT actions.
Do you love real estate? Do you have clear goals about the direction you want your career to take? Are you taking the steps (actions) to see your goals are reached and it still seems like you're not getting any closer to achieving them?
Evaluate the actions you are taking to make sure they are in line with what you are trying to accomplish. If not...change direction.
Friday, November 5, 2010
Sunday, September 19, 2010
REMAIN VALUABLE TO REMAIN AT ALL
Real Estate PROFESSIONALS bring VALUE to the real estate transaction.
They do this by constantly seeking to increase their knowledge and improve their skills so they are better equipped to serve AND protect their clients.
This business is constantly changing. Rules change, forms change, technology changes, the market changes and YOU MUST CHANGE with the business by keeping current or you will eventually be left behind because your "value" is diminished.
Most people never get any better, don't improve their skills or increase their value. They enjoyed some measure of success and figure they know what they need to know.
Instead, they should ALWAYS be asking how they can learn to do it better.
This is why there are agents with 2-5 years of experience with as much value (or more) as some with 20 years of experience. This is what separates the professional agents from those that simply hold a real estate license.
Do you want to get better? Do you want to be considered a professional? Then you must ask yourself how much value you bring to the transaction (answer honestly) and then decide what actions can you take to improve it.
They do this by constantly seeking to increase their knowledge and improve their skills so they are better equipped to serve AND protect their clients.
This business is constantly changing. Rules change, forms change, technology changes, the market changes and YOU MUST CHANGE with the business by keeping current or you will eventually be left behind because your "value" is diminished.
Most people never get any better, don't improve their skills or increase their value. They enjoyed some measure of success and figure they know what they need to know.
Instead, they should ALWAYS be asking how they can learn to do it better.
This is why there are agents with 2-5 years of experience with as much value (or more) as some with 20 years of experience. This is what separates the professional agents from those that simply hold a real estate license.
Do you want to get better? Do you want to be considered a professional? Then you must ask yourself how much value you bring to the transaction (answer honestly) and then decide what actions can you take to improve it.
Wednesday, September 1, 2010
OH NO !! IT'S A SELLER OBJECTION !
There you are in the middle of your presentation to a potential seller client.
You're already nervous because you've never REALLY felt comfortable with the listing side of a transaction anyway, but you are doing your best to remain calm and appear confident.
You're telling him all of the fantastic things that you and your company are going to do to help get the property sold, how hard you are going to work on his behalf, how excited you are about the opportunity...
...And then it happens... the seller stops you in the middle of your presentation with a question... your heart rate increases...your throat tightens up a bit...you can't remember what you were just talking about...OH NO ! It's a seller objection !
Stop seeing this as something negative.
Dr. Wayne Dyer says,"When you change the way you look at things, the things you look at change."
The seller's "objection" is probably just a defense mechanism for the client to slow the process down a bit and, at worst, means he is interested in what you are telling him, but needs a little more clarification about a certain point. (KEY WORDS being "He is interested in what you are telling him")
If you look at it that way, that the client's objection means he is interested, you will see the objection for what it truly is: just another step in the process and NOT a stumbling block.
You're already nervous because you've never REALLY felt comfortable with the listing side of a transaction anyway, but you are doing your best to remain calm and appear confident.
You're telling him all of the fantastic things that you and your company are going to do to help get the property sold, how hard you are going to work on his behalf, how excited you are about the opportunity...
...And then it happens... the seller stops you in the middle of your presentation with a question... your heart rate increases...your throat tightens up a bit...you can't remember what you were just talking about...OH NO ! It's a seller objection !
Stop seeing this as something negative.
Dr. Wayne Dyer says,"When you change the way you look at things, the things you look at change."
The seller's "objection" is probably just a defense mechanism for the client to slow the process down a bit and, at worst, means he is interested in what you are telling him, but needs a little more clarification about a certain point. (KEY WORDS being "He is interested in what you are telling him")
If you look at it that way, that the client's objection means he is interested, you will see the objection for what it truly is: just another step in the process and NOT a stumbling block.
Sunday, August 15, 2010
THREE "E"s POWERED BY A BIG "D"
As a real estate agent, YOU are in control of YOUR business.
Think of it this way: You are in charge of a multi million dollar sales force...even if that sales force consists of one person.
In order for you to have a "career" that is worth having instead of just a "job", you must conduct your business utilizing the three "E"s: Effective, Efficient, and Ethical.
If your business plan isn't effective, then the level of productivity required for success will not be reached, and the result will be diminished real estate sales and ultimately a choice between choosing a more effective plan...or choosing a different career.
As the real estate business is constantly changing, you must continually seek to increase your efficiency as well. After all, the skills, knowledge, level of service, and systems that got you to your current level will NOT be enough to keep you there.
Doing business in an ethical manner goes without saying. The bottom line reality is you will not have long term success in this relationship based business without your operating with the highest degree of personal integrity.
In addition to the three "E"s, your success will be determined by having a BIG "D". That "D" stands for desire....and you need to have a LOT of it.
As Brian Tracy says, " a BIG DESIRE produces BIG results and a small desire produces small results... just as a small flame produces a small amount of heat, and a BIG flame produces a LOT of heat."
The BIG desire will be the force that continues to drive you toward accomplishing your business goals and ultimate success even when you are faced with obstacles and challenges along the way.
Think of it this way: You are in charge of a multi million dollar sales force...even if that sales force consists of one person.
In order for you to have a "career" that is worth having instead of just a "job", you must conduct your business utilizing the three "E"s: Effective, Efficient, and Ethical.
If your business plan isn't effective, then the level of productivity required for success will not be reached, and the result will be diminished real estate sales and ultimately a choice between choosing a more effective plan...or choosing a different career.
As the real estate business is constantly changing, you must continually seek to increase your efficiency as well. After all, the skills, knowledge, level of service, and systems that got you to your current level will NOT be enough to keep you there.
Doing business in an ethical manner goes without saying. The bottom line reality is you will not have long term success in this relationship based business without your operating with the highest degree of personal integrity.
In addition to the three "E"s, your success will be determined by having a BIG "D". That "D" stands for desire....and you need to have a LOT of it.
As Brian Tracy says, " a BIG DESIRE produces BIG results and a small desire produces small results... just as a small flame produces a small amount of heat, and a BIG flame produces a LOT of heat."
The BIG desire will be the force that continues to drive you toward accomplishing your business goals and ultimate success even when you are faced with obstacles and challenges along the way.
Wednesday, July 14, 2010
JBOR MARKET STATS JAN - JUN 2010
Ever hear agents talking about how slow it is?... About how they can't wait for the market to change?...About how tough it is to sell homes with the current market conditions?
My advice to you: STAY AWAY FROM THEM...AS FAR AWAY AS POSSIBLE !!
In this business you find what you are EXPECTING to find...what you are LOOKING to find...what you are PREPARED to find...and what you are WORKING to find.
Still not convinced there is plenty of business out there?
Take a look at the FACTS:
*Comparison of Residential Sales (SF1, SF2, SF3, NC1, NC2, NC3) in Onslow County (MLS areas 1-7) from Jan - June 2009 to Jan - June 2010
Overall Number sold current period: 1463
Overall Number sold 1 year ago: 1276
Increase of 187 units or up 15%
Overall Number "Active" current period: 4115
Overall Number "Active" 1 year ago: 3671
Increase of 444 units or up 12%
Re-sale homes sold current period: 737
Re-sale homes sold 1 year ago: 751
Decrease of 14 units or down 2%
Re-sale homes Avg Sold Price current period: $164,457
Re-sale homes Avg Sold Price 1 year ago:
$162,652
Increase of $1,805 or up 1%
Re-sale homes "Active" current period: 2390
Re-sale homes "Active" 1 year ago: 2237
Increase of 153 units or up 9%
New Construction homes sold current period: 726
New Construction homes sold 1 year ago: 525
Increase of 201 units or up 38%
New Construction Avg Sold Price current period: $187,998
New Construction Avg Sold Price 1 year ago: $194,191
Decrease of $6,193 or down 3%
New Construction homes "Active" current period: 1725
New Construction homes "Active" 1 year ago:
1434
Increase of 291 units or up 20%
Based on these figures, and the subsequent absorption rate, there is currently about a
5 1/2 month supply of new construction homes on the market and about an 8 month supply of re-sale homes.
*Information obtained from Jacksonville Board of REALTORS MLS.
My advice to you: STAY AWAY FROM THEM...AS FAR AWAY AS POSSIBLE !!
In this business you find what you are EXPECTING to find...what you are LOOKING to find...what you are PREPARED to find...and what you are WORKING to find.
Still not convinced there is plenty of business out there?
Take a look at the FACTS:
*Comparison of Residential Sales (SF1, SF2, SF3, NC1, NC2, NC3) in Onslow County (MLS areas 1-7) from Jan - June 2009 to Jan - June 2010
Overall Number sold current period: 1463
Overall Number sold 1 year ago: 1276
Increase of 187 units or up 15%
Overall Number "Active" current period: 4115
Overall Number "Active" 1 year ago: 3671
Increase of 444 units or up 12%
Re-sale homes sold current period: 737
Re-sale homes sold 1 year ago: 751
Decrease of 14 units or down 2%
Re-sale homes Avg Sold Price current period: $164,457
Re-sale homes Avg Sold Price 1 year ago:
$162,652
Increase of $1,805 or up 1%
Re-sale homes "Active" current period: 2390
Re-sale homes "Active" 1 year ago: 2237
Increase of 153 units or up 9%
New Construction homes sold current period: 726
New Construction homes sold 1 year ago: 525
Increase of 201 units or up 38%
New Construction Avg Sold Price current period: $187,998
New Construction Avg Sold Price 1 year ago: $194,191
Decrease of $6,193 or down 3%
New Construction homes "Active" current period: 1725
New Construction homes "Active" 1 year ago:
1434
Increase of 291 units or up 20%
Based on these figures, and the subsequent absorption rate, there is currently about a
5 1/2 month supply of new construction homes on the market and about an 8 month supply of re-sale homes.
*Information obtained from Jacksonville Board of REALTORS MLS.
Thursday, July 8, 2010
WHEN "GREAT" ISN'T THAT GOOD
Have you ever heard someone say "He'a a GREAT salesman. He could sell ice cubes to an Eskimo!"?
I get the message...but fail to understand what is "GREAT" about selling something to someone they neither need nor want.
A "GREAT" salesperson always seems to know the correct thing to say. They have the ability to influence others to THEIR way of thinking.
They do this with canned scripts...with rehearsed objection handling tricks...with practiced closing techniques.
And while it may appear that they have their client's interests at heart, ultimately it is a manipulation, again, to influence others to THEIR way of thinking.
On the other hand, a "PROFESSIONAL" salesperson always seems to know the correct thing to say. They have the ability to influence others to THEIR way of thinking.
The difference is they do not.
Instead, they operate their business with the highest degree of integrity.
Their focus is on their client's priorities. Their focus in on ensuring their client's needs are being met...on understanding that by an attitude of service, by providing sound advice and making professional recommendations for the benefit of their clients, the reward is a career worth keeping and as a by product...a bank account worth having.
Strive to be the "Professional".
I get the message...but fail to understand what is "GREAT" about selling something to someone they neither need nor want.
A "GREAT" salesperson always seems to know the correct thing to say. They have the ability to influence others to THEIR way of thinking.
They do this with canned scripts...with rehearsed objection handling tricks...with practiced closing techniques.
And while it may appear that they have their client's interests at heart, ultimately it is a manipulation, again, to influence others to THEIR way of thinking.
On the other hand, a "PROFESSIONAL" salesperson always seems to know the correct thing to say. They have the ability to influence others to THEIR way of thinking.
The difference is they do not.
Instead, they operate their business with the highest degree of integrity.
Their focus is on their client's priorities. Their focus in on ensuring their client's needs are being met...on understanding that by an attitude of service, by providing sound advice and making professional recommendations for the benefit of their clients, the reward is a career worth keeping and as a by product...a bank account worth having.
Strive to be the "Professional".
Thursday, June 17, 2010
PROFESSIONALS ARE STUDENTS
Top Real Estate Professionals, (notice I didn't say "agents" because there IS a difference!) seek to become their client's trusted real estate advisor.
They view themselves as consultants...providing useful information that enables their clients to move forward with THEIR plans, rather than someone that simply facilitates the paperwork in a real estate transaction.
They conduct business as problem solvers...resolving not only the issues that present themselves during the course of the transaction, but also having the foresight to PREVENT issues BEFORE they become obstacles to closing.
One top real estate professional stated one of their biggest joys was solving a problem their client didn't even know they had !! WOW !!!!
How do you become a consultant ? How do you become someone that can provide practical advice to help your clients with their real estate needs? How do you acquire the knowledge necessary to become a "problem solver"?
There is only only one way:
Commit to becoming an expert and authority in this field and ALWAYS keep the mindset of a serious student... Not someone that says "I already know how to do that."... but rather one that says "How can I learn to do that better?".
What a difference that little change in attitude makes.
They view themselves as consultants...providing useful information that enables their clients to move forward with THEIR plans, rather than someone that simply facilitates the paperwork in a real estate transaction.
They conduct business as problem solvers...resolving not only the issues that present themselves during the course of the transaction, but also having the foresight to PREVENT issues BEFORE they become obstacles to closing.
One top real estate professional stated one of their biggest joys was solving a problem their client didn't even know they had !! WOW !!!!
How do you become a consultant ? How do you become someone that can provide practical advice to help your clients with their real estate needs? How do you acquire the knowledge necessary to become a "problem solver"?
There is only only one way:
Commit to becoming an expert and authority in this field and ALWAYS keep the mindset of a serious student... Not someone that says "I already know how to do that."... but rather one that says "How can I learn to do that better?".
What a difference that little change in attitude makes.
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