WHERE IS YOUR CAREER HEADED?

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.

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.

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.

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.

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.

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".

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.

AT FIRST GLANCE

You've all heard the phrase "Dress for Success".

If you want to be considered as a real estate professional, wouldn't you agree it is important for you to look like a real estate professional?

The way you dress, either well or poorly, can impact your customer's perception of your credibility...either for the good or bad.
If your goal is to be seen as your client's trusted real estate advisor, then you need to look like someone that your clients would trust taking advice from.

Your business appearance should be one that will increase your client's level of trust as a real estate professional to be taken seriously...one that can be trusted to handle your client's largest personal financial transaction...and it should be able to be seen at first glance.

WATCH IT BURN !

You should ask yourself three questions about your real estate career:

1. What do you REALLY want to get out of it? (Service to others, helping people with their real estate needs, Money, etc...)
2. Where are you now, in relation to what you REALLY want?
3. What is the next step ? (what is/are the action(s) you need to focus on?)

These are questions that must be addressed to provide direction to your business. If not, you will be like a piece of driftwood floating in the river... going wherever the prevailing current takes you.

Question 3 demands identification of specific goal achieving actions, identification of the priorities that must be set...and then it is up to you to focus on those actions and priorities.

Remember when you were a kid with a magnifying glass in the back yard trying to start a fire?
As you held that magnifying glass, the energy of the sun was focused to one particular point. Once that energy was focused long enough, the leaf would begin to burn and eventually catch fire.
If you would've held the magnifying glass in one spot for a few seconds, then moved to another spot for a few seconds, and then to another for a few seconds more...the fire would never start... the leaf might have gotten a little hot...but no flame.

Be like the magnifying glass and focus your energies and efforts on the actions and priorities to get you where you REALLY want to be...have patience...and then you'll see the fire.

THE ABILITY TO FOCUS

Oftentimes real estate transactions present a number of problems, all at the same time, that must be solved to reach a successful closing. A trait of successful real estate professionals is their ability to focus on the one thing that is most important, and to spend their efforts and energy on whatever that may be.

You can REALLY only focus on ONE THING.
Want proof? Try this experiment:
Sit upright in a chair with both feet on the ground.
Now raise your right foot about 6 inches off the floor.
Begin rotating your right leg and foot in a clockwise motion (right to left )
Now take your right hand and draw an imaginary "6" in the air....
WITHOUT the direction of your right leg changing !!!!!

It can't be done...the moment you shift your focus from one task to the other...the one not being focused on stops.

It has been said, "Until your first priority is accomplished, everything else is a distraction."
Once you've focused your efforts on your first priority and it has been completed, what do you do? Do you move on to priority number two?

NO, you focus your efforts on the NEW NUMBER ONE priority!

When issues arise, as they often do, take a few moments to determine the main priority and focus on that until it is done....and by the way....you can stop trying to rotate your leg one way and drawing a "6" the other way....it can't be done !

A "PRESCRIPTION" FOR SUCCESS

When you walk in to see the doctor, does he sit down, point to the certificates around him, tell you what school he attended...what school of medicine he graduated from...what specialties he has?

Does he tell you how many years he has been practicing medicine or how many patients he treated last year?

Of course not!

The medical professional instead asks the patient (client) "Why are you here today?"..."What can I do for you?"..."Where does it hurt?"

He asks questions and LISTENS so he can understand the needs of his patient. Then he makes a diagnosis so those needs can properly be addressed.

Shouldn't you be doing the same thing as a real estate professional?

The key in helping to meet your client's needs is to ask the right questions and then LISTEN to what those needs are. If you don't understand where the "pain" is, then how will you make the proper "diagnosis"?

THE SECRET TO CLOSING

What is the secret to "closing" the deal? When is the proper time to "close" the deal? "Closing" the deal is NOT an event that happens at a certain stage of the transaction. Closing is something that begins from the first hello and is CONTINUOUS throughout until the FINAL paperwork is signed.

The real estate professional understands it is about bringing value to the transaction...being viewed as a trusted real estate advisor...not about having a canned script. If your client doesn't believe you are a resource... providing value...helping them with THEIR priorities, then it doesn't matter if you use the direct close, indirect close, assumptive close, trial close, or Ben Franklin close.
It doesn't even matter if you use the "pretty please with cherries on top" close.

Serious questions from your clients deserve serious answers from you...serious concerns from your client deserve serious attention from you...the priorities of your clients need to be the priorities you have as well. If you decide to make THIS your business practice rather than the memorization of scripts...you'll have PLENTY of closings throughout your career.

ADVOCATES NOT ADVERSARIES

The real estate business is a business of bringing buyers and sellers together to an acceptable agreement through effective negotiation.
It is possible for the buyer, who has a specific goal to purchase property with terms acceptable to him, AND for the seller, who has a specific goal to sell property with terms acceptable to him, to BOTH accomplish their goal... in other words...for it to be a win - win for both parties.

It is NOT about one side of the transaction "winning" at the expense of the other.
You, as the agent, can be an advocate for your client, fulfilling your fiduciary duties, without becoming an adversary to the other side of the transaction.

During a transaction, the Real estate PROFESSIONALS move from negotiation to cooperation. They do this so the big why of the buyer to buy and the big why of the seller to sell remain the primary focus and each of their clients end up "winning".

LESSONS I'VE LEARNED: COMMUNICATOR...NOT THE DECISION MAKER

Many real estate agents take it upon themselves to make decisions for their clients.

You may have been in a transaction and had the other agent say to you "Don't even bother bringing that offer" or "There is no way my client is going to make that repair" without speaking to and/or checking with their clients. They probably even believe they are being strong negotiators on their client's behalf.

According to Wikipedia, "negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action..."
The responses mentioned above are dialogues that close down communication... not responses that keep the lines of communication between the buyer and seller open.

A goal of a Real Estate Professional is to become your client's trusted real estate advisor.
You do this by guiding, counseling, and educating your clients...by providing useful information based on your client's plans and needs...so your clients are able to make informed decisions.
Again, so your clients are able to make informed decisions.

During all phases of the transaction, from the initial interview to closing, remember you are the communicator...and not the decision maker.

TRAGEDY OR INCONVENIENCE?

A child that is diagnosed with terminal cancer... a family that doesn't have the means to put food on their table...or the attacks on 9/11... these are all tragedies !

Finding out you need a private road maintenance agreement, or that there is an easement issue with the property, or the fact that the other agent's clients asked for a $50 dollar repair...( and it doesn't even meet the requirements of a "necessary repair" !!? say it isn't so!! ).... are all examples of an inconvenience...and NOT a tragedy.

Before you create or add drama to what may already be a stressful situation during the transaction, remember the issue is simply an incovenience. According to senior CRS instructor Jackie Leavenworth you should determine what the issue really is, and then respond, not REACT to it.

As a real estate professional, you are responsible for guiding, counseling, and educating your clients during the course of the transaction. When situations arise, as they frequently do, it is your job to resolve the issue, overcome the obstacle, and solve the problem in a professional manner so your clients are able to carry on with the plans that they have made for their family.

IF I ONLY HAD A HAMMER...

You, as real estate agents, all carry around an imaginary tool box that you use as the need arises.

When you passed the state exam you all got to put your first "tool" (let's call it a hammer) in your tool box. Unfortunately, for many, that "hammer" is still the only tool in their tool kit.
The real estate PROFESSIONAL is ALWAYS looking to add new tools.

The county GIS site, Courthouse Retrieval System, handling a VA, conventional, FHA, or USDA purchase, negotiating with lenders in short sales, just to name a few...each require a special "tool" to properly do the job.

You either need to have that tool in your OWN tool box, or be able to borrow from someone else's. (note: make sure you are borrowing from someone that has some expertise. For example, there is a difference between someone that says they know how to wire a house and a licensed electrician !)

The best way to add tools to your tool box is by current and constant education, and "productive" training.
What you do has the potential to impact people's lives. You have a responsibility to your clients to do your job the absolute best you can.
Be prepared with the proper tool.

As they say, "If the only tool in your tool box is a hammer, then everything looks like a nail."

A SHORT SALE PREDICTION

As of this morning there were 788 re-sale homes (SF 1,2,3) currently on the market in areas 1 - 7 within our MLS. THIS, BEFORE we move into our historically busy months of homes being placed for sale.
Here is a potential challenge that I see headed our way:

Let's consider buyers that purchased their new construction homes for $230 K - 260 K or more a few years ago, that now will attempt to sell their homes because they have received orders and must leave the area. In the seller's mind, if they purchased a home for $250,000 three years ago, surely it must be worth $270,000 now (or so they believe). That difference should cover the VA funding fee they paid when they purchased, as well as the real estate agents' fees, concessions they will make to the buyer, and any repairs that might be required. THIS JUST TO BREAK EVEN !
You would think that this is a reasonable assumption.

But wait just a minute...the builder that was constructing that home a few years ago for $250,000 is STILL building the same home at the same price of $250,000! (AND IT'S NEW!)
But there's more:
The builder is providing a LARGE amount of seller contributions, (for example significant amounts toward buyer closing costs and "use as you choose" money) that, more than likely, the re-sale home does not have available to offer.
You tell me which home sells.

The home sits on the market because the sellers are not in a position to be more competitive. They begin to get worried when the home doesn't sell...they have you place the home on the rental market in addition to the sales market...but because it is a higher end rental and there are other sellers in the same boat...the home isn't competitive on the rental market either.
Now the sellers have executed their PCS move, the home is vacant, the seller is paying for a rental at his new duty station and does not have the money to continue making the mortgage payments on the home for sale here.
WHAT DO WE DO TO HELP?

If you think about it, this is a VERY REAL scenario in the near future.
In my opinion, we MUST get some knowledge and information about the Short Sale process to meet the needs of potential future clients.

ACTIVITY VS. PRODUCTIVITY

There is a distinct difference between activity and productivity.
In real estate sales it is very easy to ascertain what is "productive". If the activity leads to a closing, where the needs of your buyers (wanting to buy a home) or your sellers (wanting to sell a home) have been met, then that is productive. And, oh yeah, when the needs of your clients have been met, you get a fee for the services you provided .


That is important because the last time I went to the grocery store and told the cashier that I didn't have the money right now to pay for the groceries, but that I was very busy doing all kinds of activities and it was just a matter of time before I did, I found out the grocery store doesn't accept "activity" for payment.

Would you like a couple of other examples?

If you have a website, I don't care how many hits, clicks, impressions, unique visitors, the "stickiness" of the site, how great you think the information on it is....if the website isn't leading to appointments and ultimately closings...then it isn't productive.


How aboout training? Now let there be NO DOUBT I am one of the strongest advocates for training and education for our industry in our area. However, if you are attending a lot of classes...a lot of training sessions... applying what you are learning in those classes and it isn't leading to closings...then I challenge that training as being "productive".


Don't confuse activity with accomplishment.
Don't confuse activity with productivity.
A rocking horse generates a lot of "activity" but it doesn't get you one inch closer to your destination.

BEYOND THE GOLDEN RULE

Everyone knows the Golden Rule: Do unto others as you would have them do unto you.
In the book The Platinum Rule by Tony Alessandra this is taken to a whole new level of service.

The Platinum rule is: "Do unto others as they want done unto them."
Instead of making the assumption that your clients want to be treated the same way that you do, the Platinum Rule requires that you find out the needs, goals, priorities, and desires of your clients and then do your best to give that to them.

If you are looking for that little extra in the service you provide that is the difference between ordinary and extraordinary, try practicing the Platinum Rule.

LESSONS I'VE LEARNED: "PROFESSIONAL" SELLING IS SERVING

I believe it was Jeffrey Gittomer that said," A sale is not something you pursue; it's what happens to you while you are immersed in serving your customer."
In my opinion, truer words about selling could not be spoken.

For those seeking to make a career in sales, and not just in it for the perceived "quick dollar", these are not just words, but a business philosophy. Whether you call it "relationship selling", "win - win", "counselor selling", or some other similarly named description, it all boils down to determining your clients' true needs, and then working (serving) to the best of your ability to ensuring those needs are being met.

In sales, when honesty and integrity are combined with the call to serve, and practiced with a genuine empathy toward the fulfillment of your client's needs, the end result will be loyal, satisfied clients and a sales career worth having and keeping.

"CONDUCTING" BUSINESS

Several years ago another broker said something to me that made me think differently about the job we do as real estate agents.

He asked me "What is it we really do as agents?...we don't appraise the property, we don't inspect the property, we don't make repairs to the property, we don't lend money on the property, we don't look for termites on the property, we don't issue insurance on the property..."

He continued "...our job is to make sure that ALL of those moving pieces (that we really have little or no control of) continue to move forward and come together to a successful closing. This, so our clients are able to either purchase or sell a home, which is the reason they hired us in the first place."

It's kind of like the conductor of an orchestra. The conductor doesn't play any of the instruments, but it is his responsibility to ensure all of the sounds that the instruments produce come together in a harmonic melody that moves and inspires.

I encourage all of you to continue seeking to improve your level of service, your knowledge, and your skills so that the "music" you are responsible for sounds like a symphony...and not circus music.

2009 JBOR MLS SALES STATISTICS

If a client is entrusting us with, what is most likely, their largest financial transaction, then I believe we have an obligation to handle it in a professional manner. In my opinion, part of that professionalism is to have a thorough understanding of the market we are serving so we are able to properly educate and counsel our clients.

Here are some local sales statistics from 2009:

*Comparison of Residential Sales (SF 1, SF2, SF3, NC1, NC2, NC3) in Onslow County from Jan – Dec 2008 to Jan – Dec 2009:

Number Sold 2009: 2590
Number Sold 2008: 2433
Increase of 157 or 6.45 %

Avg Sold Price 2009: $176,251
Avg Sold Price 2008: $178,823
Decrease of $2,572 or 1 %

Number of Actives 2009: 5632
Number of Actives 2008: 5220
Increase of 412 or 8 %

Odds of Home Selling 2009: 46 %
Odds of Home Selling 2008: 47 %
Decrease of 1 %

Number of Homes sold non-MLS 2009: 191
Number of Homes sold non-MLS 2008: 200
Decrease of 9 or 4.5 %

Number of REO Homes Listed 2009: 111
Number of REO Homes Listed 2008: 77
Increase of 34 or 44 %

Number of REO Homes Sold 2009: 91
Number of REO Homes Sold 2008: 57
Increase of 34 or 60 %

*2009 Sales Data:

Percentage of REO Properties Listed to Total Listed 2009: 1.97 %

Data compiled by Ken Brandon
Century 21 American Properties, South
*Information obtained from Jacksonville Board of REALTORS MLS.

RESOLUTION OR PROMISE ?

We are one week into 2010.
How is your New Year Resolution faring?

If you are still on your way to accomplishing your goal, whether personal or business, that is FANTASTIC !!

If you have slipped a little, don't worry. You are only ONE decision away from being back on track.

Only this time, when you make that decision to re-commit, don't just make it a resolution.
This time make it a promise...
a promise to yourself.
Then honor it like it was a promise to your mom.

With that attitude, how can you do anything BUT fulfill your promises and accomplish your goals?