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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for mission

Man-Walking-Up-Stairs-to-GlobeDropping 1979 practices: The evolution and why you need to know.

This blog series is taken from an article I just wrote on the history and future for real estate. But, it’s not just a look from afar. It’s an actual history of how we agents operated and how companies encouraged how we practiced real estate. But, as real estate has changed, have agents (and companies) changed their approach to real estate sales? Here’s the third blog entry.

Dependent on the Company for Success—or our Own Efforts?

Stephen Covey, in his wonderful book, The 7 Habits of Highly Successful People, relates three phases of a person’s growth: Dependent, Independent, and Interdependent. As kids, we’re certainly reliant on our parents for everything—we’re dependent. Then, as teen-agers, we get to drive, and, voila….we become (or like to think we become) independent (and we think we know it all). Finally, as we mature, we find that going it alone is tougher than teaming with others—that we actually don’t know everything—and that others’ support, love, and consideration are supremely important to human beings. The same can be said of the evolution of companies—and, in fact, real estate companies.

The Evolution to Today—and on to Tomorrow

You can imagine that the dependent type of company brand strength would be challenged—and it was. In the 80’s the ‘independent’ real estate concept turned the business upside down. Agents had learned that they actually have much more control over their own businesses than they’d thought. They didn’t feel they needed to be managed like employees. They were ready to create and drive their own businesses and spend their own money to do it. Many thrived in this environment, but some didn’t have the business skills to take over and run their businesses like businesses.

The Internet Took away the Inventory ‘Secrets’

One powerful ‘secret’ agents had over their clients is that the clients didn’t have access to listing information. The MLS sure wanted to keep it that way. But, with the Internet, all those ‘secrets’ disappeared. Agents had to ask themselves, ‘What’s my value? If my value isn’t in knowing all about those homes (and the client doesn’t), what value do I bring?” Savvy agents realized their value lay in personal service, and the knowledge and judgment honed over years of real estate practice. So, we agents had to pivot from ‘product-centric’ to ‘agent-centric’ businesses. Not all agents made the pivot.

Time warp check: Are you able to clearly articulate your value to the client in today’s work environment? 

Today—and Tomorrow; Where are We Going?

In the past 20+ years, the emergence of the ‘interdependent’ real estate company has made this evolution go to the third round. Simply stated, all the systems and models of the company are set up to create a team atmosphere and to optimize each person’s potential. Easier said than done! The brand takes a back seat to each agent’s development.

In the next blog, we’ll look further into the interdependent model, and what it means to you as a practicing real estate professional.

Big lesson: No matter the model you work in, you must evolve your business to meet the needs of today’s real estate climate.

bus plan 6Do your agents have mission statements as part of their business plans? 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  just trying to find that house or convince a buyer to work with them!

This month, I’m featuring tips on business planning in both my blogs (see also my blog for agents Up and Running in 30 Days.)

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, they’ve already discovered that their biggest challenge is time management.  How can they get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritize all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

Want more business planning help? I’ll be doing a webinar Dec. 6 at 4 PM Pacific Time. It’s complimentary, and I’ll even give you ‘assignments’ to get you going on a great 2018 plan.

Plan_Act_CelebrateMore from Carla Cross on Business Planning—free Webinar

Listen/look at the free webinar I’m doing Dec. 6 (you pick the best date for you and invite all your agents!). Click here for more information and registration.

Managers: I’ll get your agents started on their plans with 4 assignments, and give you tips on how to assure all your agents get great plans!

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