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Archive for Motivation

It’s time to do your business plan! So, my blogs through December and early January will focus on helping you create that business plan–and getting your agents to plan.

You’ve decided to coach your agents in creating great business plans. but, if you’ve never coached an agent in business planning, it can be quite daunting.A� So, what do you look for? In this blog, I’ll show you how to use their statistic

listings taken to listings sold in normal market time.

to coach them to a better year next year. You would think agents know this statistic, but very few do. Ita��s so important, because it

  1. Determines whether the agent makes enough money per listing or not
  2. Determines whether the agent builds a positive reputation or a poor one
  3. Reflects the agenta��s value-proposition strategy
  4. Reflects on the officea��s productivity and profitability

Your success rate with listings sold is, in my opinion, the one most important reflection of agent value propositions out there.

For example: A�George Smith, a 10-year seasoned agent, has demonstrated a consistent listing strategy. A�Georgea��s a�?success ratioa�� is 40%. That is, he sells 40% of his listings in normal market time. What does that say about Georgea��s values proposition strategy? How is George a�?usinga�� his listings? Is that the culture you want perpetuated in your office?

Sally Overton has a different value proposition strategy. She has a 90% success ratio in listings taken to listings sold in normal market time. Obviously, she is building her referral systema��her raving fans. She is making herself more money in less time. She is drastically reducing the number of complaints (and attacks on her self-esteem, too). She is a role model for best practices in her real estate office. Is that practice more in line with your culture?

Your opportunity: As Georgea��s business planning consultant, youa��ll be a�?testinga�� George to see if he wants tochange his strategy (some agents love being a�?bait and switchersa�� too much to change). Youa��ll have the opportunity to help Sally leverage her awesome conversion rates to obtain even more raving fans. (Nothing succeeds like success).

Do you know your ‘conversion numbers’ in listings taken to listings sold for your company? When you make your own plan, be sure to do a thorough review, and find this number. A high number means you’ll be able to recruit better, get better retention, have better team spirit, and your agents can build on that reputation. A low number means you have a lot to work on!

Click here for a list of common agent business planning mistakes to help you as you coach agents through the planning process.

Excerpted from my online agent business planning system, Beyond the Basics of Business Planning.

Grab My Online Business Planning Program

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problem solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

 

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  $249 (includes all the agent planning materials, too!)

Beyond the Basics of Business Planning for Agents  $99

 

It’s time to do your business plan! So, my blogs for December and early January focus on helping you create that business plan–and getting your agents to plan.

So often, our business plans are ‘big picture’. It’s lovely, it’s inspirational–and it’s utterly not useful to our everyday practice! For a business plan to work, it has to have the ‘big picture’ parts (vision, review, mission, objectives) AND the action plan parts–those things you really intend to do each day and week. These are the actions that result in reaching your monthly and yearly goals.

What Action Plans do Leaders Need?

Here’s a graphic from my online resource, Beyond the Basics of Business Planning. You can see the specific action areas I think you need in your business plan. I made these divisions so that you actually could create action plans that had relevance to what you do every day. And, accomplishing actions in these areas assures you are taking daily steps to reach your goals.

Action Plans Must Relate to Your Goals

Too often, when we get to the weekly and daily tasks, the actions that effect our bottom line just don’t happen.

For example: You’ll see that recruiting plans are one area of our action plans. But, life gets in the way and we just don’t recruit. So, to assure you do the actions you KNOW will result in greater productivity and profits, use these divisions and make your specific plans. In my business planning systems, I’ve made detailed, fill-in forms that assure you think through and make action plans for each of these areas–action plans you can rely on. Otherwise, my experience shows that brokers just don’t get to the details of action planning.

Click here to get a copy of these action plan areas.

Grab My Online Business Planning Program

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problem solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

 

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  $249 (includes all the agent planning materials, too!)

Beyond the Basics of Business Planning for Agents  $99

 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Leta��s get real. Your agentsA�arena��t motivated to build that business plan–and we aren’t either. We know wea��re supposed to write business plans. Yet, if your agents areA�like 95% of real estate professionals, doing that seems just like an exercise in futility. Most business plans don’t inspire.

Leaving out the ‘Magic’?

There are components left out of most plansa��components that put the inspiration and motivation into your plan and your agents’ plans. I’ll give you specific guidance for you to put that magic into businessA�plans, so you and your agents are inspired every daya��not only to complete the plan, but to use it as a very personalized and specific guide to your success.

A�A�Why Are Most Business Plans Useless?A�

Unfortunately, when most people write business plans, all they do is fill in some blanks with a�?guess numbersa��. The problem here is that numbers in blanks arena��t inspiring. They arena��t motivating. They dona��t call out and suggest to you that you should look at those numbers once in awhile!

A�What Really Motivates Us?A�

If numbers inspired us, wea��d all be gazillionaires selling real estate. After all, we say we want to sell more homes than the average agent. We want to make more money than the average agent. You know the drill, and Ia��ve heard it from hundreds of agents hundreds of times. Yet, if numbers and money were motivators, our results would be different than they are.A� The fact is that money, in itself, is not a motivator. Ita��sA�

what we want to do with the moneyA�

And thata��s as individual as we are. Martin Luther King didna��t say, a�?I have a business plan.a�? He said, a�?I have a dreama�?. You must include the a�?dreama�� part of your future in your business plans to make that plan useful to you. That means, you as a business consultant, need to include the three ‘missing’ parts of business plans that I describe below.

A�Building the a�?Whya�� Into your Business PlansA�

Thata��s the motivator. In other words, we have to have a big a�?whya��. Most business plans dona��t build in the a�?whya��. Thata��s why they fall flat, and leave us cold. Thata��s why agents dona��t want to go through the exercise of creating them. Managers always commiserate that they cana��t get their agents to write business plans. You wouldna��t want to write a plan, either, if you know it wouldna��t help you with your business the next year.

The Tools to Find that a�?Whya��A�

Most people think of business plans as projections of numbers. But, thata��s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation, and that a�?whya��. And, those are the parts of the planning process that are most frequently left out:A�

  1. Your visiona��why youa��re in this business; how you see yourself after you retire
  2. Your reviewa��what happened in your business that will make an impact on your business in the future
  3. Your missiona��who are you in the business

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec.31 .

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31 Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Do your agents have mission statements as part of their business plans?A�Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re A�just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans. One of the first things you’ll do in creating your own business plan is to define your mission. Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while,A�they’ve already discovered thatA�their biggest challenge is time management.A� HowA�can theyA�get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritizeA�all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

A�A�A�A� how to put YOU into your management and sales business successfully

I have a gift for you right now, to help you assist your agents indefining their missions (it works for leadership, too). Click here to get this planning tool, which is excerpted from my online resource Beyond the Basics of Business Planning. 

 

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec. 31.

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31: Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan.

Whata��s your mission? Ita��s time to begin writing your business plan for 2019. In the next few blogs, I want to give you a few tips on creating various parts of your business plan. One of the important, but often-left-out parts of a business plan is your mission statement. What it is? Ita��s literally your mission in your business.

Mission statements answer the questions:

Why are you in this business?
What do you want to accomplish?
How are you going to achieve your mission?
Whata��s important to you?

Why Have a Mission Statement?

To keep yourself on track.
To decide what you will and wona��t do.
To state who you work with (and to think about who you wouldna��t work with).
For time management
For clarity and focus
To use as a springboard to your marketing

Mission statements should be:

a�? Well-defined
a�? Restrictive
a�? Complementary with your company statement (and the company statement should be reflected in any branch office/associate statements)

Mission statements are:

a�? Not lightly changed (usually stay the same through your
yearsa�� business plans)
a�? Written in the present tense
a�? Do not contain objectives or goals
a�? Not tied to time

Mission Statements Are Not Objectives or Goals

Mission statements are not quantifiable. Leave out any numbers a�� they go into your objectives. Following is an example: A person may write, a�?I am a profitable agent. I will make a profit of $50,000 every year.a�? The first part of the statement, a�?I am a profitable agenta�? has a place in a mission statement. But the last part of the statement is an objective, or quantifiable end result, and should be placed in another section of your plan. The mission statement is broader; it guides you as you make long-term decisions. The above offers some valuable tips on writing mission statements.

Mission Statements Arena��t Changed Lightly

Because mission statements are really statements of you as a businessperson, these statements are not lightly changed a�� just as you would not lightly change yourself. That does not mean that you might not work over time on how your statement is constructed, but it does mean that you do not change the essence of the statement, the specialties, the ideals a�� without considerable thought.

Mission Statements a�� In the Present

Statements should be written in the present tense. These statements convey you at your best a�� how you see yourself as a real estate professional. Because you may not have actually attained the picture you have in mind, you may be writing about yourself as you see yourself in the future. To cement that thought in your mind, use present tense verbs as you create your statement.

How to Use your Mission Statement

a�? To reflect back and forth throughout your business plan (Are
your actions congruent with your plan?)
a�? In your officea��framed in your entry
a�? In your marketing materials
a�? In your Professional Portfolio
a�? In your pre-first visiting listing and buyer packages
a�? In your email signatures
a�? On your website

Mission statements first clarify for you whata��s important, your focus, and your limitations. Then, they help consumers choose you. Use the parameters above to create your mission statement.

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec. 31.

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Special discounts through Dec. 31: Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

Jun
19

What We Can Learn from Mr. Rogers

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What can we learn from Mr. Rogers?

I’ll bet we would all agree that today the world is more divisive than ever—in every way! So, we can’t move forward. We’re spending all our energy defending our thinking…..even when we should be looking at it critically—and honestly looking at other points of view.

What does that mean for us, as businesspeople (and us people in general)? That perhaps the energy we’re expending in one direction isn’t giving us the kind of pay-off that we ultimately will find most rewarding (and not just monetarily). Although I have some general conclusions here, I also have some exercises for managers to use with their associates to help them reach their potentials.

Mr. Rogers to the Rescue

The solution to our divisive world may be with a person who had a long-running children’s show—Fred Rogers. First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

Mr. Rogers’s Big Lessons for Us

 Morgan Neville, Academy Award winning filmmaker, is the creator of the Mr. Rogers’s film mentioned above. From studying Rogers’s lessons, Neville boiled it down to one thing: radical kindness. “He talked about grace all the time … As a minister himself, he saw the idea of grace is the undeserved goodness bestowed on you by God. In other words, being good to someone whether or not they deserve it, and whether or not you’re going to get anything back. You just do good to other people, for the sake of doing good. And that is essentially what Fred was preaching all along.”

Question:

Big Lesson from Mr. Rogers about Attaining Mastery

As a coach, first in music, then in business, I see potential in people that they sometimes don’t see in themselves. What I can’t tell, though, is their ability to stick with it from beginner to mastery. As a musician, I know that only practice makes perfect. (And perfect practice makes your performance truly perfect—getting to mastery). You just don’t sit down at the piano the first time and play a Beethoven sonata well!). Yet, too many times, I see people settling for ‘first time performance’ as their standard.

What Mr. Rogers Says about Learning and Practice

For years, I’ve given a little book as a gift to clients, referrals, etc. This book is The World According to Mister Rogers. I love it because, as a musician, it has quotes that I know to be true. Here’s one that’s so appropriate because it reminds me of what new real estate agents (and new managers) sometimes think:

When I was young (about eight or ten years old), I was trying to learn so many things all at once, things like the piano and organ and algebra and cooking and typing, and I even started to take clarinet lessons. But, I just didn’t practice the clarinet, so I didn’t learn. I think I wanted to learn by magic. ….But magic doesn’t work with learning, not with anything really worthwhile.

Note to managers: Lead a discussion on the difference between ‘first tries’ and mastery. Brainstorm some methods to attain mastery. Brainstorm the stumbling blocks to getting better. Create some ‘next steps’ for those who want to get to mastery (get a coach, become a mentor, take a ‘how to train program, become a trainer, become a coach)

Help to Practice Perfectly and Get Farther Faster

There are several unique ‘learning strategies’ imbedded in my online training/coaching/accountability start-up program for agents under 2 years in the business. I didn’t learn these ‘learning strategies’ in real estate–I learned them as a practicing classical/jazz musician. They work to get better performance faster–and motivate us to go right back and do it again! Check out my unique program, Up and Running in Real Estate. There’s even a coaching component so you can be involved with your agents–without spending thousands of hours at it! Check it out here.

Managers: You motivate others. Who gets you up when you’re down? That’s a really important question for us managers. Why? Because we’re expected to be the ‘cheerleaders’ for our associates. So, if we’re down, we can bring everyone down.

Have you ever gotten poison oak? In Oregon’s Willamette Valley, where I grew up, poison ivy seemed to be waiting in the woods ready to attack me each time I ventured out of my yard. Getting poison ivy meant itchy skin, at the least, and, at its worst, it meant a face swollen to the point where my eyes were just slits. That will get you down. In fact, I’d look in the mirror and wonder if I’d ever look like meA� again.

During one particularly horrible bout with my enemy, poison oakA� (you can tell I really hated this stuff), I remember riding in the car with my mother to pick up my sister at school. (I couldn’t go to school with the poison oak raging, but I was probably driving my mother so crazy that she let me take this little trip). We got near the school, and I forgot I had this grotesquely swollen face for a moment. I waved at a friend. I got a stare back. Turning to my mom, I asked, “Will I ever get over this?” Of course, as good moms do, she replied, “Of course, sweetie. It’s just temporary. You’ll look like your cheery little self real soon again.” And, of course, after a couple of weeks, I did resemble me. (But I still hated poison oak…)

What do you do when your mom’s not there?

We managers have many varieties of poison oak waiting to attack us as we venture into the ‘woods of management’ each day. An agent leaves us, a call from an unhappy seller, a letter from a new homeowner, saying, “What is your company going to do about our pest infestation problem?” I’ll bet you can think of 25 others! Sometimes you wish your mom could just sit with you in your office each day and say, over and over, “It’s okay, honey. They don’t dislike you, they just have a problem.” Sounds far fetched, but, the real question is, “Who gets you up when you’re down?”

An Industry-wide Problem

It’s not just us brokers who seem to be fighting more ‘poison oak’ every day. It’s all of us in the industry. As agents capture more of the commission dollars, they’re more ‘on their own’. They’re fighting more of their own battles, with less management help. There’s less ‘broker supervision’. Now, to independent people like you and me, that sounds great. We don’t need someone standing over our shoulder telling us what to do. But, there’s a downside to no supervision. When we do something right, there’s no one to congratulate us! And, since most of us in this industry thrive on recognition, we’ve given up a chance to get it from an ‘authority’.

The biggest desire of a human being is simply recognition.A�

On the other hand, when things go wrong, with less interest and guidance in how we’re doing, we’ve given up the chance to let someone who cares about us ‘pump us up’ when we’re down.

How do you respond to barriers? How quickly can you bounce back? Tell me your strategies and share them with our readers.

Let Me Motivate Your Agents While I Train Them

As a manager, do you have a lot on your plate? I know. I managed for over 2 decades! Why not let me train and coach your agents, while I motivate them to high goals? Check out my online training/coaching/accountability program, Up and Running in Real Estate. Along with 25+ training webinars and dozens of checklists/documents to guide your agents, I’ve also built in lots of motivation and accountability. Check this unique program out here.A�

Motivation: Does it come from the inside or outside?

There are two ways to get that motivation, that appreciation, that support you need. We already discussed a�?going outsidea�� (see the earlier blog). But, therea��s another method. Thata��s the method so few of us use: Going inside. We shy away from acknowledging our own efforts. Why? Perhaps your mom (as mine did) told us not to brag. It was unseemly to be immodest.

Not about Bragging

Acknowledging yourself is not bragging. It is not only positive, it is absolutely critical to do if we are to be effective leaders. We must use all the methods as our disposal to keep ourselves a�?upa��, so we can be models for those who follow us.

Going inside. Someone you can always count on. When I was in college, I remember going sailing with a group of people. It was a gorgeous day. We sailed around the large lake, enjoying moderate winds. Then, about 6 o’clock, we decided to sail back to the dock. Problem. No wind. We had no choice but to wait for that wind to bring us back. (or use the little outboard motor, which the purest a�?captaina�� was loathe to use.)

Frequently, we count on others to ‘sail us back to the dock of positive attitude’ when we’re down. Like the wind, though, they may not be there when we need them!

Draw a Different Conclusion

Actually, though, we have our own outboard motor on board–our own minds. We have the ability to change our minds about things (especially we women, men say…). We have the ability inside us to re-draw a conclusion about an event. For instance, we managers get ‘down’ when the agent we thought we were going to hire went to another agency. We can look at it as a loss, or as an opportunity to learn from the experience. If we’re good at managing our attitude, we’ll call that agent to find out what attracted that agent to the other company–and learn from the experience.

What’s your best way to get motivated? How do you you ‘tap’ those inner fires of motivation?

A Training/Coaching Program Online with Motivation Built In

As a manager, you have a million things to do. You’re expected to be ‘up’ all the time. It’s challenging to provide the motivation — the attitude–needed to keep those agents keeping on. So, I’ve built in motivation in my unique online training/coaching/accountability program, Up and Running in Real Estate.

Take a look. Let me help you train and motivate your agents to great success fast! Click here to learn more.

What’s changed about motivation–and how to take advantage of it…

Are your motivating methods working? If you’re using the methods most managers use, they aren’t working like they used to. Why? Because today’s agents just aren’t motivated by the things ‘workers’ used to respond to. Today, it’s very important that we motivate effectively, because we have to get out agents back out into the market.

Motivational Methods Must Change

In his book,A�Drive: The Surprising Truth About What Motivates Us, Daniel Pink lays out a persuasive case, backed by extensive scientific studies, about why the traditional a�?carrot and sticka�� motivational methods just dona��t work for us today. Ita��s especially true with real estate professionals. Why? Because we in effect work for ourselves. We have to be self-starters, initiators, and tenacious in our pursuit of our goals. That means we have to be motivated by things other than promises of material things.

Why Money Doesna��t Work as a Motivator

First, as Pink points out, money and/or material things are good short-term motivators. (Read Herzberga��s studies on short and long-term motivation). In fact, just take a look at the number of real estate agents who are motivated to visit an open house when therea��s food! But, as Herzberg and others have pointed out, money is a lousy long-term motivator. You know that if youa��ve tried motivating your kids with moneya��or threats (the carrot and stick).

I know. The agents all say they need to make more sales. But, what have you noticed they are willing to do to make those sales? Lead generate more regularly? Make more sales calls? We all know that lead generating is the answer to that money problem. Yet, the vast majority of agents avoid lead generating as if it gave us some chronic disease! So, money is just not an effective long-term motivator.

Best Motivators to Motivate Others

Pink shows, via extensive studies, that there are three driving motivators which we should put to work today to fire ourselves up, keep those fires lit, and achieve what we want to achieve. They are:

  1. Autonomy
  2. Mastery
  3. Purpose

Questions to Ask Your Agents to Get Them Excited Again

AboutA� Autonomy

Are you in charge of your own business, or are you waiting for someone else to tell you what to do?

Do you expect your manager to make you go to work, or are you self-directed and self-starting?

Are you disciplined in your business, so you can enjoy that autonomy?

Seth Godin, author of Tribes,A� says about autonomy:A�The art of the art {of autonomy} is picking your limits. Thata��s the autonomy I must cherish. The freedom to pick my boundaries.

My question to you: Do you have agents that you believe will never operate in autonomy? Don’t you need to invite them to another profession?

AboutA� Mastery

Are you working just to get by, or are you consistently working to get better? What do you want to excel at? How does that translate into your business?

About Purpose

What excites you so much you cana��t sleep at night?

Is there a way to translate that to your real estate business?

The desire to do something because you find it deeply satisfying and personally challenging inspires the highest levels of creativity, whether ita��s in the arts, sciences, or business. A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Teresa Amabile, Professor, Harvard University

Our Coaching Helps You Motivate

Carla Cross’s extensive background and study into effective motivation is an extra benefit to you in her Leadership Mastery coaching program.A�Click hereA�for a complimentary consultation.

Great Topic for a Convention/Management Retreat

Yes, the desire and need to motivate is very strong today with managers. But, they need new information and new motivation methods for those millennials. Why not invite Carla to your next convention or management meeting and let her help your managers help more agents?

Greatest Motivational Method in the World!

Behavior that’s rewarded is repeated.A�

 

Apr
04

Create your ‘Fans’!

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applause for fansCreate your ‘fans’! Yes, you want to create those who think you’re wonderful! Why? Because they are loyal and they are your best recruiters.

It occurred to me that the words “followers” (Twitter) and “fans” (Facebook) are borrowed from the performance world–a world I lived in for many years. I thought you’d like to get some skills in creating ‘fans’ or ‘followers’–not just how to use these programs, but, more importantly, how to create FF’s–admirers.

What’s ‘Admirable’?

If you’re reading this blog, you’re probably involved somehow in managing people (that includes managing families, too!). So, it would be helpful to know how to create admirers–in the best sense of the word. Why? Admirers do several things for you (and you must do several things for them, of course):

They refer others to you with enthusiasm
They provide ‘positive grapevine’ promotion for you
They help you discover strengths you may not have known you have (think branding)
They see the best in you when you’re sometimes not seeing it in yourself!

What You Need to Do to Create ‘Admirers’

I worked my way through college and graduate school playing piano in bars (I sure learned a lot about human nature!). As a musician, I learned, to have admirers, I had to do 2 things:
1. Play the music they wanted to hear
2. Play the music they wanted to hear the way they wanted to hear it

To do this, I learned literally thousands of tunes and dozens of styles. Now, I was set to gain followers/admirers (and tips, of course!. In other words, you have to make yourself someone that can be admired (when did you take your last true ‘people management’ course?)

Appreciation: The best Tool to Gain Admirers

There are many ways to gain ‘followers’. The easiest is to lavishly use appreciation. How often do you appreciate? Probably not as often as you could. This is one of the most effective, low-cost, and happy methods to motivate and gain admirers you can imagine. Yet, few managers use this effectively (and I mean to be sincere about it, of course). I’ve created a white paper on the principles of motivation, along with over 25 ways to appreciate. Click here to get your copy.

I appreciate you and your support and comments on this management blog!

marketing you 3 DHow to Create Fans and ‘Market’ your Brand

How do you create trust? How do you differentiate yourself? How do you prove you really are what you say you are? In this market, everybody and their brother tells potential recruits and clients they are the best. You can’t afford to be one of the crowd! And, it’s more believable when others (your ‘fans’) tell potential recruits how wonderful you are.

This resource shows you, step by step, how to gain trust and differentiate yourself in a graceful, effective manner–a manner that’s comfortable for YOU. See it here.