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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?A� 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. A�No one taught us to interview buyers prior to hauling them around to see homes (yes, we called it a�?haulsa��) or form relationships with them! No one trained us to interview sellers for needs before we a�?solda�� 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 a�?nexta�� business (find a new buyer or seller). The company took the responsibility to keep track of the clients.(And, of course, the companya��s attitude was that they a�?owneda�� the client).

Time warp check: Do you know agents who still dona��t start client relationships with and in-depth interview process, so the client needs are discovered and met?A�

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 didna��t remember the agent! Agents seemed interchangeable (and you know theya��re not!).

Time warp check: Do you know agents who still dona��t keep in close contact with their best source of businessa��those they just a�?solda��?

Dependent on the Company for Successa��or our Own Efforts?

Stephen Covey, in his wonderful book, The 7 Habits of Highly Successful People, relates three phases of a persona��s growth: Dependent, Independent, and Interdependent. As kids, wea��re certainly reliant on our parents for everythinga��wea��re dependent. Then, as teen-agers, we get to drive, and, voilaa��.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 othersa��that we actually dona��t know everythinga��and that othersa�� support, love, and consideration are supremely important to human beings. The same can be said of the evolution of companiesa��and, in fact, real estate companies.

The Dependent Company was Dominant

Above, Ia��ve described my early experience in a company as a�?dependenta��. 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 moreA�here.

Special discounts through Jan. 31: Purchase the agent’s planning resource,A�Beyond the Basics of Business PlanningA�for agents, A�and save $20 (regularly $99). Use coupon codeA�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,A�Beyond the Basics of Business Planning for Managers, A�with all office/company planning documents and save $50. Use coupon codeA�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 ManagersA�– regularly $249, now $199 with coupon code managerA�bus planA�

Beyond the Basics of Business Planning for AgentsA�A�–regularly $99, now $79 with coupon codeA�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

a�?Sell, sell, sell!a�? Ia��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 wanteda��and expecteda��agents to sell houses. Thata��s it. The company would take care of the advertising to gain leads, business plan, financesa��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 wea��d go home and try to find a buyer for that listing.

How Agents a�?Lead Generateda��

Well, they didna��t really lead generate themselves. They waited for the company to spend money to get prospective buyers and sellers to call them. Herea��s how it was done:

  1. The company placed ads in newspapers. Agents were assigned a�?floor timea�� to answer these inquiries. The listing agent didna��t get the calls. Unfortunately, many times agents were new, and/or hadna��t seen the homes. But, the company a�?solda�� the opportunitya��and agents complained that there were few a�?qualifieda�� 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 a�?sit and waita��. Fortunately, I had a manager who told me to a�?go talk to peoplea��. So, I dida��for sale by owners, expired listings, farminga��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 a�?ina�� to doa��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 werena��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 a�?opportunitiesa��a��even though the home may be on a lane in the woodsa��.

Contrarian view: When I becameA� manager, I taught our agents never to promise open houses if the house wasna��t situated in a high traffic area. Why? Ita��s unfair to sellers AND agents. Also, we kept statistics on A�how often a buyer walked in a bought the home (very, very seldoma��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, A�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, A�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 ManagersA�– regularly $249, now $199 with coupon code managerA�bus planA�

Beyond the Basics of Business Planning for AgentsA�A�–regularly $99, now $79 with coupon codeA�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 computerIs technology your greatest challenge as a leader?A� I just saw an advertisement for a large franchise convention. The focus will be on technology. Okay. But, what about you leaders? What are your big concerns? I’ll bet they are NOT technology. They are

1. Finding great candidates — not just anybody

2. New agents joining–getting them successful quickly; reducing turnover

3. Creating a ‘team’ atmosphere that serves as a magnet for retention

In fact, I’m afraid that most companies are focused on yesterday’s challenges. If technology were still actually the #1 focus, our agents would all be doing well, and eager to embrace technology to support those efforts. The company challenge would be just to either provide that technology or the training to use it.* That’s not the case. Companies have plenty of technology resources or access to them. It’s just that agents reject using these resources! Why? They aren’t committed to their businesses. Or, they don’t know how to use the technology. That’s a leadership training opportunity.

*If I were to look at the convention speakers, would I find someone who was working with leadership to help them counsel and consult each agent to his tech plan? To provide a calendar with tech training customized to each office needs? Without these ‘on the ground’ actions, talk about tech is pretty worthless!

Technology: A Crutch, or a Support?

If agents see technology as a crutch, or an excuse NOT to lead generate, they will look to technology to solve their income problems. Tech experts say that less than 2% of all tech leads turn into sales. But, do agents think that? No. They think that each tech lead is a guaranteed sale. They think it’s easy to convert that lead. When they find out it’s not easy and that there’s such a low conversion rate, they give up fast. Franchises have failed nationally that relied on technology to provide leads to agents. Unfortunately, those agents were sold that the company leads would guarantee them a handsome income. So, they had inflated expectations about the quality of leads. And, according to the franchise owners, the agents wouldn’t follow up on most of the leads!

Getting the Cart before the Horse

So, focusing on technology intimates that it will be the solution to a manager’ owners challenge: To get more production from his/her agents. Technology will not do that. Technology will provide support for lead generation. Technology will make it easy to track those leads and constantly communicate. But, that means there still has to be a caring, communicating human being driving that technology–the responsible agent.

Leaders: What do you think are the biggest challenges managers face today in real estate offices?A� How does tech fit in?

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Categories : Trends
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Christian Louboutin Lou Spikes Calf Framboisine Sneakers Women Classic

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A classic version will add to you chic feeling, while luxurious sneakers adorned with gleaming aqua crystals or colorful spikes will provide a special touch of effortless luxury for your ensemble. In Louboutin London, you always can find one suited sneaker you like.

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