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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 Repeat and referral business

agent with buyers with sold houseAre your agents leaving their best source of business $$$$ on the table? Most agents are. They’re missing their ‘goldmine’ business.

What’s a ‘goldmine business’? I think it’s a business that results from at least 50% referrals. Why? Because referrals

  1. Cost less
  2. Are wonderful people to work with
  3. Make you feel good!

Unfortunately, agents do not ‘mine’ this potential goldmine of business. According to the latest National Association of Realtors’ survey, only 18% of agents’ business came from referrals last year! And, a full 21% of agents said they got NO referral business!

Managers: Have you helped your agents track and analyze best sources of business? 

Questions to Ask Your Agents

Do you know how many of your sales and listings sold came from referrals in 2018?
What’s your goal for referral business in 2018?
How important are referrals to you?

I hope you’ve done your business plan for 2018. (If not, see my program, Beyond the Basics of Business Planning, for full business planning templates and guidance).

Two Best Strategies

1, Take every opportunity to recognize those who have helped you in your career. For example: Do you provide a closing gift? If not, what do your clients think of you? (That you just took the money and ran?)

2. Thank your referral sources profusely—at the time of the referral, not at closing. And, create ways to say ‘thanks’ for the smallest positive action! Why? You want others to think of you in a positive light. You want your communications to be effusive in your generous thank you mentality!

Big idea: Behavior that’s rewarded is repeated!

Finally: Do your agents have a referral plan? Brain storm with your fellow agents about how they create more referrals. Of course, ask for them. But, better than merely asking, show that you are thankful for your clients’ support in all your actions. You’ll create a much stronger  business AND you’ll find your business much more pleasant and rewarding.

Free giveaway: Need ideas on how to ‘thank’ your referral sources? Grab my Idea Fest: 42 Ideas to Put Into your Business Plan. Click here to get it.

head in the sand a salespersonDropping 1979 practices: Get into today’s and tomorrow’s real estate world!

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 second blog entry.

Get to Know and Stay In Contact with Former Clients?  Why?

As you can see from my descriptions so far of how real estate was practiced when I started in the 70’s , the emphasis was not on client satisfaction.  No one taught us to interview buyers prior to hauling them around to see homes (yes, we called it ‘hauls’) or form relationships with them! No one trained us to interview sellers for needs before we ‘sold’ the seller on our services (and we basically sold company features and benefits, not what an individual agent would do for the client). No one taught us that it was important or that we were to keep clients over time. In fact, it seemed to be a ‘next’ business (find a new buyer or seller). The company took the responsibility to keep track of the clients.(And, of course, the company’s attitude was that they ‘owned’ the client).

Time warp check: Do you know agents who still don’t start client relationships with and in-depth interview process, so the client needs are discovered and met? 

Because the company was spending money on advertising, the agents assumed clients would remember the agent and perhaps come back of their own accord.

Problem: The clients remembered the company but didn’t remember the agent! Agents seemed interchangeable (and you know they’re not!).

Time warp check: Do you know agents who still don’t keep in close contact with their best source of business—those they just ‘sold’?

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 Dependent Company was Dominant

Above, I’ve described my early experience in a company as ‘dependent’. We relied on the company to create the brand, create the business, schedule our time, take care of the business side of things, and even track and re-communicate with the client.

Time warp check: Do you know agents that still operate without a business plan or a budget, relying on the company plan to suffice?

In the next blog, I’ll discuss the continuing evolution of real estate. And, I’ll relate to how many agents are still practicing–not stepping up their business to compete now. And, unwittingly, companies are encouraging these old practices through their branding and practices.

Plan_Act_CelebrateOne More Opportunity to Get My Business Planning Resources at Deep Discounts

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve extended my discounts on my online business planning resources through Jan. 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 Jan. 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 Jan. 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 Jan. 31, so, order now and get your business plan ready for 2018.

PS: I’ve got dozens of ideas on how you can refine your systems for tomorrow’s real estate practices–not yesterday’s….

Are we still operating as though it was 1979?

I’m writing an article about how real estate has changed for a prominent real estate magazine. Here is the first part of that article, which will be continued in the next two blogs. As I write the article, I am actually stunned as I think about the number of habits we have carried over from 1979 (even though they didn’t work real well then and they sure don’t work now.)

Agents Were Hired to Sell and ‘Service’ Listings

“Sell, sell, sell!” I’ll never forget the cry of the vice-president of our company yelling that at the end of an all-company meeting. When I started in real estate, about four decades ago (wow!), a company wanted—and expected—agents to sell houses. That’s it. The company would take care of the advertising to gain leads, business plan, finances—and charge 50% of the commissions for doing it. Does that sound onerous to you? Well, to us, entering the business, it sounded great! After all, what did we know about how to marketing to find business, how to spend our marketing dollars, how to think longer-term about our careers? No. What we thought about was that we would probably see some nice listings that day, and we’d go home and try to find a buyer for that listing.

How Agents ‘Lead Generated’

Well, they didn’t really lead generate themselves. They waited for the company to spend money to get prospective buyers and sellers to call them. Here’s how it was done:

  1. The company placed ads in newspapers. Agents were assigned ‘floor time’ to answer these inquiries. The listing agent didn’t get the calls. Unfortunately, many times agents were new, and/or hadn’t seen the homes. But, the company ‘sold’ the opportunity—and agents complained that there were few ‘qualified’ calls. Fortunately (?), sellers didn’t realize how these calls were handled–and they weren’t told anything about call handling during the listing presentation. They were just ecstatic that their home would be advertised!

Managers: Are you training your agents to tell the truth about what advertising/open houses do? Are you training your agents NOT to rely on these methods to get houses sold?

Contrarian view: As I write this, I’ll tell you how I bucked the practices of the day, because I found these practices to set up win-lose situations. Most agents sat and waited for a lead to come to them. But, since I knew 2 people when we moved to Seattle, I was afraid to ‘sit and wait’. Fortunately, I had a manager who told me to ‘go talk to people’. So, I did—for sale by owners, expired listings, farming—you name it, I did it (without any training–I just read articles and bugged agents!) I did proactive lead generating way before it was ‘in’ to do—and was named in the top 10 agents in my 400 agent company my 2nd year in the business (boy, was I surprised!).

2. Open houses: The office assigned agents to hold homes open (especially new homes). Most of the time, these weren’t the listing agents. Instead, the listing agents promised the builders that someone would hold the home open every Saturday and Sunday. So, agents (especially newer agents) were assigned these ‘opportunities’—even though the home may be on a lane in the woods….

Contrarian view: When I became  manager, I taught our agents never to promise open houses if the house wasn’t situated in a high traffic area. Why? It’s unfair to sellers AND agents. Also, we kept statistics on  how often a buyer walked in a bought the home (very, very seldom—in a normal market).

Managers: Do you keep statistics on how buyers find the home they bought? And what happens in open houses? Train your agents to educate sellers and buyers on why open houses are held and the results of them.

Big question

Managers: Are you still encouraging a ‘sit and wait’ attitude by the systems you use in your office (assigning floor time and/or open houses)? I don’t mean that these are not means to find buyers. But, buyers’ habits have changed and I’m afraid these systems and agents haven’t changed with them. Are you still operating in 1979?

bus plan 9One More Opportunity to Get My Business Planning Resources at Deep Discounts

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve extended my discounts on my online business planning resources through Jan. 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 Jan. 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 Jan. 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 Jan. 31, so, order now and get your business plan ready for 2018.

PS: I’ve got dozens of ideas on how you can refine your systems for tomorrow’s real estate practices–not yesterday’s….

shaking hands over computerTrend: Consumers are choosing agents differently. This is trend # 9 of 10 trends I’ve identified as very important for new agents to recognize. These trends are from my new 5th edition of Up and Running in 30 Days.

This month, I’m featuring excerpts from this book.

{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}

Also: Check the end of this blog for your free ‘end of sale’ survey to capture and keep more loyal clients.

How Consumer Habits have Changed

Traditionally, consumers either stumbled upon an agent (e.g., going into an open house) or got a referral from a friend. Although that’s still true, consumers have another powerful method to choose an agent: the Internet. Increasingly, consumers are looking at evaluations on Internet sites such as Zillow or LinkedIn to find out what other clients thought about that agent. Take a look yourself. Some of the evaluations are wonderful. Some are stunningly awful. And all are very public! There are even specific agent-rating sites such as www.realestateratingz.com and www.incredibleagents.com. Also, take a look at Zillow, which has agent ratings now. Bank of America and USAA are also getting into the game. You must work for long-term customer engagement and great ratings to sustain your real estate business. This will continue as a trend, and, I believe, change the way consumers choose and keep their agents!

* Big Idea: It costs six to nine times more to get a new client than to keep an existing client. Retention is king, and reputation is key.

{In the book, I’ve given positives and ‘watch fors’ to agents so they have great judgment on how to use these trends.}

  • Positives: It will be great for those competent, caring agents who really take care of their clients. It is easier now for potential clients to get feedback from third-party sources, clients just like them.
  • Watch out for: Doing a next kind of business, where you don’t care what happens after the sale. The client has recourse now, of the most expensive kind—a poor review!

Tip: Always use a ‘after sale’ survey to find out what your clients thought of your service. If you’d like a sample survey form, click here.

Managers: Have you read your agents’ clients’ feedback online? Make it a regular habit!

Up and Running_5e largerAre You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

 

shaking hands over computerClient relationship management: When do your agents start–and how can you help them capture and keep clients from day one?

This month, I’m featuring excerpts from my new 5th edition of Up and Running in 30 Days.

{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}

Client Relationship Management Supports Great Time Management

One of the biggest benefits of Up and Running in 30 Days is gaining strategies to conquer time management—prioritization and organization. A new agent starts with little concept of what’s important—so everything becomes important—or everything becomes unimportant! Their priorities get skewed because of bad training, hiding in low-impact activities, or really not knowing what’s important. So, time management becomes an agent’s biggest challenge—whether that agent is in the business three days or thirty years.

The Biggest Key to Effective Time Management

One of the biggest ways to constantly move ahead is to organize your contacts and leads into a database from day one. Yet, very few new agents do this. Why?

  1. They don’t think it’s important for them now (they don’t realize that every person they meet could be a gold mine—if they track that person, constantly communicate with that person, and show that they care more than a commission!)
  2. They don’t think they can afford a client relationship management. Yet, almost everyone has Outlook on their computers. Or, title companies over free contact management. There really is no excuse for not utilizing some type of electronic organization from day one!

For this 5th edition of Up and Running in 30 Days, I asked successful first year agents and leaders of teams what they felt contributed to an agent’s success—and what detracted. When I asked those agent and team leader contributors what technology is important to incorporate, here’s what they said:

“CRM and lead management tools”—Diane Honeycutt

“A really good and easy-to-use CRM”—Cerise Paton

“A good CRM”—Chris Cross. Yet, Chris has told me that, when he teaches a new agent course, only about 10% of those new agents are populating even a database, although, their assignment is to populate it aggressively.

According to Gary Richter, having a CRM is critical to his success: “For me having a CRM to track my leads and contacts is absolutely critical. I live in that database daily.”

Picture this: You meet a potential client, and a competing agent like Gary meets that potential client, too,  The other agent (Gary) consistently followed up and kept in touch—and you didn’t. Who would finally earn that commission from that client? Don’t lose out because you are trying to operate without a CRM—and have a haphazard follow-up marketing plan!

So, don’t be like the majority of new agents (and even seasoned agents!): Start using a database, or better yet, a CRM your first week in the business.

 Bottom Line: You’ll Make More Money!

A recent study by Active Rain (a popular real estate blog and tech information center), showed that agents who spent more money on contact relationship management (CRM) made significantly more money. It just makes sense. Agents who capture their leads via a database and then keep in touch with them via contact management software assure they keep their names in front of their potential clients, and are able to management and help many more clients. Agents who try to organize their clients via pieces of scrap paper and remember to call them once in awhile are woefully inadequate when it comes to staying in meaningful contact with their potential clients. Which agent would you prefer working with, as a client? An agent who regularly contacted you and kept you abreast of the market, or one who either never called you or contacted you irregularly?

So, the big lesson here is to organize all your contacts into a database, or better yet, client relationship management—from day one! Which CRM should you use? Don’t dither around! Choose one and start. You can always expert your contacts to a more robust program later.

Note: I got lots of recommendations on CRMs from my tech experts for Up and Running in 30 Days. I have made an extensive Resources section in this 5th edition of Up and Running  to list all the resources, including all types of technology, training, and support resources.

Managers: Using Up and Running with its extensive resources will save you so much time–and your agents will thank you forever!

Up and Running_5e largerAre You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

 

do itHere’s the easiest, least expensive, and effective thing your agents can do to get business.

Having hired and trained probably hundreds of new agents, I know the myriad of questions they have. So, here’s the simplest, yet most effective thing you can teach your new agents (and your experienced agents) to do.

Here’s the answer to the question, “What is the one thing I should do to get business?” Yes, people are always asking me that. I think it’s because I’ve written two resources for would-be and new agents: What They Don’t Teach You in Pre-License School  and Up and Running in 30 Days . By the way, Up and Running was just published in its 5th edition!

Now, we know that becoming a skilled real estate agent isn’t just one answer. But, there is one thing new agents can do that requires

No skill

No experience

No money

Little time

And, this one thing will make you stand out from the crowd better than any other one thing you could do! What is it? Simply:

Write a thank you note (a real hard copy note, not an email)

Why?

Because manners and ‘thank yous’ have gotten increasingly uncommon! You will stand out simply because you’ve taken the time, thought about that person, and cared enough to write—and put that stamp on it.

Write More Than One Note

I’m not going to tell your new agents to write a certain number of notes per day. You and your agents can set your standard (that means the minimum you’ll do).

What to Say

Thank you. Thinking about you. I appreciate you. I used your advice. Here’s something for you that would be helpful. I found the information you wanted.

Note to managers: This is also one of the strongest motivational tools you’ll ever have–writing notes to your agents with encouragement, thanks, etc. Do you do enough of it? Set your own goals now.

Big important sales principle:

Contacting people is simply finding an excuse to write, pick up the phone, or go see. Retaining salespeople is similar!

My challenge: How creative can you get?

Your agents are more creative than they think they are. Now, get them to sit down and think hard about 5 people they’ve started to work with, but need to contact now. What about them fits into any scenario for you to write that note, pick up the phone, or go see?

They are now using ‘advanced’ sales techniques, and they already know how to do all of this.

Sales meeting tip: One of the managers I know actually has agents write these notes during a sales meeting, and brainstorms the reasons one could write a note.

Proof is in the Pudding

My first year in real estate, I sold 40 homes. Also, I sent more things in the mail than any other of the 30 agents in my office. Why? Because I wanted to create a ‘critical mass’ of people who thought I was wonderful. Yes, an agent can also do this with social media. But, you want to stand out. And, you will stand out much more if you write to one person than to many. After all, you are working with that one person who will pay you thousands of dollars. He/she is worth that special, individual effort! That’s the one thing your agents  should do to get business.

Managers: How are you making this simple tip work for you and your agents?

Up and Running_5e largerHelp Your Agents Get a Sale Much Faster!

Why not provide your agents a proven business start-up plan, along with hundreds of success tips? Check out the new 5th edition of Up and Running in 30 Days.

Up and Running_5e largerI just received my copy of my 5th edition of Up and Running in 30 Days, the new agent’s business start-up plan. Dearborn Education, a division of Kaplan, Inc., has published this book since its first edition. I’ve put lots of updates in this 2017 edition, including advice from successful newer agents. Rather than my trying to convince you of these principles myself, here’s what they’ve said:

On Training

Here’s a quote from Kyle Kovats, who was recently chosen as one of the finalists for the “30 under 30” honors from the National Association of Realtors.  These select nominations are agents chosen because they are under 30 and very successful in the business.

Kyle advises: “Find a broker who has a comprehensive training program. Ask if you can speak with agents who have gone through it to get the agents’ perspective on whether it was helpful.”

{Note: Up and Running in 30 Days has tips for you new agents in choosing the right training program—a training program that actually assures you launch a great career).

The Importance of Coaches and Mentors

There’s a lot more to success than just attending even a great training program. Read this from Merrilee Prochaska, “I wish I had understood the importance of a mentor/coach before I began.”

{Up and Running in 30 Days discusses the trend toward coaches, and provides guidance in choosing the right coach for you.}

On What They Wish They’d Done Differently

It’s not all a smooth ride! Here are some comments from Cerise Paton, on what she wishes she would have done differently: “Followed up more and more consistently; understood the time and discipline and numbers needed for lead generation and lead conversion; recognizing the time it took to build trust; going on more appointments, failing more often, and getting better, practicing presentations with friends”.

Gary Richter’s comment on what he would do differently could apply to most new agents: “Contact all of my sphere and ask for business.” Gary admits he was reticent to ask them all for business.

On Prioritizing Your Activities and Lead Generation Sources

Don’t take my word for it that clearly prioritizing your activities as business-producing or business-supporting is key to success. Hear it from Gary Richter, who used Up and Running in 30 Days to start his career. He says his priorities are big reasons he’s succeeding now: “I am cognizant of my daily activities and recognized them as either business producing or business supporting. I spend the majority of my time on business-producing activities.”

And, Diane Honeycutt states, “Take the advice in this plan and be sure you’re not a ‘secret agent’! Develop a work plan and stick to it”.

Here’s what Kyle Kovats, that great ’30 under 30’ nominee, said: “Get out there and just do it.  Try different forms of prospecting and see what works. An ounce of action is more powerful than a ton of planning.”

Gary Richter advises: “Get off your computer and go out into the areas. Focus on business-producing activities.”

More great advice from Kyle Kovats: “Be relentless. Follow up with handwritten letters rather than the generic form letters/cards most agents send people. Be unique.”

On the Importance of Client Relationship Management Technology

When I asked those agent and team leader contributors what technology is important to incorporate, here’s what they said:

“CRM and lead management tools”—Diane Honeycutt

“A really good and easy-to-use CRM”—Cerise Paton

“A good CRM”—Chris Cross

So, don’t be like the majority of new agents (and even seasoned agents who put off capturing all those leads in a database and then, even better a CRM!) Start using a database, or better yet, a CRM your first week in the business.

On Spending Money for Leads

Here’s some advice from one of those Top 30 Under 30 finalists, James Pierce: “Don’t pay a dime to sites like Zillow, etc.”

From Cerise Paton: “You will get a lot of calls to sell you leads, google placement, banner ads, shopping carts, you name it. Don’t do it. It either has no value, or you’re not ready for it, or you can’t afford it”

Tip for managers: As you read these comments, ask yourself, “How is my training, coaching, and business start-up plan keeping my new agents on track?” What needs to be changed or refined so I get better results?”

How about YOU?

Are you following these principles? How many have you rejected or violated in your first few months in the business? Why? Success isn’t always easy, but it always has patterns and leaves clues! Don’t try and re-invent the wheel. Follow a proven plan with assured results and you will be wildly successful!

Take a look at what’s new in Up and Running in 30 Days:  updates in 5th edition.

coachingHere are ten tips to gain platinum level trust. Why is gaining trust so important? Managers are also salespeople. We salespeople can’t sell anything to anyone without first establishing an exceptional level of trust–an increasingly difficult thing to do. The ten tips I shared on in a recent radio show can help sales and management professionals build a ‘platinum level’ of trust.

The Ten Tips

1. Learn non-verbal skills and apply them in writing, on the phone, and in person to establish rapport in an increasingly ‘cold inquiry’ world.

2. We believe what others say about a salesperson, not what the salesperson says about themselves. Use testimonials; check evaluation websites to see what consumers are saying about you.

Check out www.realestateratingz.com and www.incredibleagents.com. Find other sites (like Zillow and Realtor.com) that display testimonials from your agents’ clients. What are they saying about your company?

3. Help your agents create an after-the-sale survey and use it consistently. If there’s something wrong, fix it fast.

4. We believe what we see, not what we hear. Show, don’t tell. Use visual presentations consistently. And, as a trainer, I know that people retain only 10% 3 days after hearing it. But, when they also see it, they retain 60%. Which retention rate do you need to gain trust?

5. Flip your sales presentations. Ask questions—lots of questions—first. Educate. Finally, sell (well, you won’t have to sell).

6. Tell the truth attractively. Show evidence, don’t try to scare the client into action by predicting  the future.

7. Evaluate the agent/client for long-term relationships. Is the agent/client someone you want to add to your ‘tribe’?

8. Use ‘tough love’ with a client to tell the truth, turn down a client—to stay true to your values. Do what’s best for the client.

9. Re-cap. Regularly, stop and re-cap with the client. Do this, too, when you can’t meet client expectations.

10. Book of Greatness: Don’t brag about yourself in the middle of a presentation. Create a ‘Book of Greatness’ to use in your pre-first visit so your clients get to know you and your approach to sales.  (See Marketing You for more information on that Book of Greatness.)

marketing you 3 DHow to ‘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!

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.

 

man pointing questionnaireCan you answer these business planning questions?

For November and December, I’m featuring business planning. I want to help you get a great plan for 2017! You’ll see complimentary handouts and lots of business planning tips.

See my complimentary business planning webinar, too, coming up November 8.

Click here for more information on the webinar and to register.

Managers: Invite your agents and get these questions answered, too, prior to the webinar!

The three questions: 

1. What percent of your listings sold in normal market time last year?

2. How much money did you spend on your best source of business?

3. What should you do differently in 2017 to make more money, keep more money, and spend less time?

These are three of the questions we’ll explore in our complimentary business planning webinar. Carla will give you tips on ratios, expenses, and tactics to assure you’re not spinning your wheels in 2017.

Plan_Act_CelebrateHow to Bullet-Proof your Business Plan for 2017

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Carla Cross, CRB, MA, is the only real estate professional ever to have had her business planning system published internationally and used by thousands of successful real estate professionals. Carla also has written a business planning program for CRB, leading to the Certified Real Estate Broker designation. She’s an acknowledged expert, and has been working with Realtors for over 2 decades, test marketing her planning system and seeing results. Let’s work together to create an unassailable plan for 2017.

Managers: You’ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

 

training up stepsEvery time a National Association of Realtor survey comes out, I eagerly get it. Why? It gives us clues into the trends and directions of our industry.  There are two major reports that come out yearly or every two years: The Member Profile and the Profile of Buyers and Sellers. I highly recommend you get these reports* and use them to educate buyers and sellers. You’ll find you become much more credible when you’re using statistics from a third party source, instead of trying to convince buyers and sellers you’re right—because you know you’re right!

Before you read this, take my true-false ‘exam’ to test what you know about Realtor trends. Click here to get it.

How did you do on the true-false ‘exam’? I didn’t create it to ‘test’ you. I created it to crush some old assumptions. And, I want to point out what some of these trends mean to you and what we need to do about them.

Note: These reports are available at Realtor.org at a discount for Realtors:

http://www.realtor.org/research-and-statistics/research-reports

In the next few blogs, I’ll discuss some of these true-false statements and show how they’re important to you and your agents. I’ve put the number of the statement before my comments. Let’s tackle #11 first, since it’s time to review your business for last year (2016) and help your agents put together their business plans for 2017.

  1. According to the survey, a total of 32% of a Realtor’s business came from past clients and referrals. Doesn’t that seem like very low numbers to you? In fact, 29% of Realtors said they got NO repeat business! That means, as a real estate owner once told me, “That agent is in the business one year twenty times.” And, even more shocking: 21% of Realtors said they got NO business through referrals! And, the median was only 18%.

Do you know what your agents’ sources of business numbers are? If you’re a committed real estate agent, you should be getting 70%+ of your business from  past clients and referrals. Measure your sources of business right now, and make a plan to capture ____% of your business from these best sources for 2017. Join me in my complimentary business planning webinar on Nov. 8 and I’ll tell you what I think a ‘safe’ number would be as a goal.

Plan_Act_CelebrateComplimentary Business Planning Webinar Coming Up Nov. 8–Grab your Seat NOW!

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business (so you know what to keep doing and where to stop spending marketing $$$$$)

Managers: You’ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

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