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.

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Grab my new analysis tool to help would-be agents make best decisions for them–and you.

Do you interview would-be agents? It’s demoralizing to find out about half the agents that go into the business fail in their first year. Why? They hear how wonderful the business is, how they will make so much money…..but they don’t hear the downslide. So, they jump in–whether they should or not! 

In this video, Carla shares a new tool to help would-be agents predict whether they will like real estate–and will be successful. This is from her new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

Grab Carla’s short analyzer here. (Great for interviewers to use, too. And, it’s a fresh approach to your Career Nights.)

Find Launching Right in Real Estate at carlacross.com.  Here’s to a wonderful career that your recruits will love! (And, if they won’t love it, they’ll find out from the unique analysis tools and descriptions here).

From many choices: The best planning choice for your agents

The one best thing your agents can do to thrive in their businesses next year….

I just attended a virtual training on marketing for speakers. Our presenter gave us 32+ actions we could take for our 2022 business plan. That’s a lot to choose from! As real estate professionals, we have the same considerations: What to put into our 2022 business plan that will drive us forward–and how to prioritize our actions for best results. 

The Big Question: What Do You Want?

Stop for a second now and ask yourself that question. Your answer should drive you to your 2022 priorities–both as a leader and as a consult to your agents..

The Easiest, Least Expensive, and Most Rewarding Strategy

For most people, increasing their business without going broke would be a good start to their business plan strategy. If that’s you, here’s the answer:

Make a plan for increasing referral and repeat business 

For leadership, that means getting more agent referrals from your present agents.

How can agents increase their return and repeat business? Watch my video below.

 

Ready to make your plan? Two resources for you.

  1. Join our podcast Thursday, Dec. 16, at 1 PM PST. My guest, Sandee McDuffie, a top producer, will share how she creates referral and repeat business. Register here:

    https://carlacross.us2.list-manage.com/track/click?u=d3d683c51cefb9ce7759dcc47&id=1bf8b21b9b&e=25d73543ac

  2. Create a business plan that actually works for you: Beyond the Basics of Business Planning. One system for agents; one system for leadership.
Would-be agents hear all the wonderful things about real estate as a career. Here’s a better way to help them make the best choice for them.

Here’s an interview time-saver: An ‘ideal job’ analysis. 

As a manager or recruiter, you can spend thousands of hours of time educating would-be agents. That’s admirable, but that’s a huge drain on your time. At the same time, those same would-be agents frequently have a very rosy picture of real estate sales. Some of it is factual, but a lot of it can kindly be referred to as a ‘sales presentation’. 

Let The Candidate Do Some Self-Analysis

I’ve interviewed thousands of would-be agents. I’ve found, like you, that much of that ‘interview’ wasn’t an interview. It was an educational session. Finally, I got tired of going over the same things, and put the information in a book. Now, I’ve just published a book: Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

In it, I attempt to balance the wonderful benefits of a real estate career with the hard facts. One of those facts is that it’s not for everyone. But, how would that candidate know? 

The Self-Analysis Tool

One of the things that sets this book apart is that I provide several self-analysis tools–tools for the would-be agent to use to clarify whether she is a ‘fit’ with the career, and whether she will love selling real estate. The tool below is one of these self-analyses: Your Ideal Job. 

Figure_1.1_Your_Ideal_Job-with-reference

How to Use The Self-Analysis

You can:

  1. Email the analysis with a short note after a first inquiry
  2. Provide the analysis after the first interview
  3. Use the analysis in Career Nights

I love that last suggestion, because most Career Nights are just sales presentations. The savvy candidate will appreciate your handling the interview and the career night as any other profession would. And, that doesn’t start with a sales job!

Let me know how you use these self-analysis tools.  I know they will save you time, and help candidates self-select, so you hire more winners.

Save time. Educate would-be agents to the facts. Prepare your interview process. See what agents are asking–and prepare your presentations. Great for Career Nights, too. Launching Right in Real Estate–available in paperback and eBook now.
Here’s a unique self-analysis tool to save interview time and let the candidate choose–or not

Are you spending hours ‘interviewing’–well, not interviewing, but educating would-be agents? Here’s one way to save many hours of time. And, help the candidate choose real estate as a career if it is right for that person.

Does The Candidate Have the Attributes of a Successful Real Estate Salesperson?

Having interviewed thousands of would-be agents, I know the questions they ask. I also know the assumptions they bring into the interview. One of these assumptions is that they can just work whenever they want. As a seasoned professional, you know that’s not true—that is, if you want to make money! These wrong assumptions cause people to fail in the business. I want to help avoid that.

Avoid the Pain of Getting into the Wrong Job

In my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, I describe real estate sales as factually as possible. One of the things that sets this book apart (besides the facts), is that I created several self-analysis tools. The would-be agent can assess whether he will love real estate—or not–before he leaps into the business, spends his savings–and possibly fails. And, it will help the person who is unsure about entering the business gain confidence that she has the attributes to succeed.

Here’s one of the self-assessment questionnaires in the book:

Figure_1.2_Self-Analysis_Attributes_for_Success-Cross

Provide the Candidate this Self-Assessment Before your Interview or Use in Career Night

You will find that using the analysis tools and information in Launching Right in Real Estate will save you many thousands of hours with would-be agents, and help them make the best choices for them as real estate salespeople–or not.

How does this questionnaire work for you?

If you’re interviewing would-be agents, you can use some help in educating them. This book is a ‘must’. Hot of the presses now as an eBook or paperback, you can see it here.
Any time you are in front of people and want to capture their attention NOW, you need to do this.

Watch this short video to find out the biggest mistake presenters make, and how you can easily avoid it. Grab your audience’s attention, keep them interested and involved, and help them learn.

See Jerk the Paradigm here. 

What do you think? How do you capture the audience’s attention quickly? What mistakes do you see trainers make that get their presentations off on the wrong foot?

 

Want dozens of new training techniques? Solve your most challenging problems in front of people? Join me Oct. 19-20 in Seattle, Wa. for Instructor Development Workshop. Certifies you as a Washington approved clock hour instructor and you gain 15 clock hours. Much more, though, than just a certification course. See more here.

Help your agents choose the absolute best team leader for them.

As a three-decade owner and manager on the firing line, I’ve seen some teams thrive and many others fail. Here are the questions an agent should ask before joining a team, from my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

Questions:

  • How many leads are distributed to a team member per week? Per month?
  • Am I expected to generate leads for the team? How many a month?
  • Let me see your vision and mission statements. What are the values you expect your team to uphold?
  • If I want to leave the team, how will you help me transition to my own business?
  • How will I be held accountable? (meetings/reports/CRM input)
  • Ask how much turnover there has been on the team.
  • Ask whether you can sell and list houses outside the team—and how much the rainmaker will charge you if you do.
  • What is your experience as a leader? (courses, jobs, etc.)
  • What are the systems you use? See the specific systems the rainmaker will use with his team. Lack of systems means the team will not operate as a team, and you will be left trying to figure out how to take action on your own.
  • What is your commission structure: Read the contract the rainmaker asks you to sign. Be sure you understand the consequences of your involvement. Evaluate how good a leader that rainmaker is.
  • Interview tip: Do not lead with a question about commissions! As a manager, that was a red flag to me. I want to see if we are a ‘fit’ before we talk specifics about pay.

Great Salespeople; Lousy Leaders

Some rainmakers are great salespeople, but lousy leaders. As a result, their team never jells. Most team leaders ultimately expect their team members to generate their own leads in addition to team leads. If you cannot meet the rainmaker’s expectations, you are terminated. Be willing and ready to take the responsibilities of team membership seriously.

Starting Over: When you leave the team, you are generally starting again as a new agent, since you have not generated your own leads (unless you have worked for an exceptional team leader who has helped nurture you so you can transition successfully into your own business).

Managers: What did I forget? What is your experience working with teams in your office?

Launching Right in Real Estate: What They Won’t Teach You in Pre-License School will save you hundreds of hours in explaining real estate to would-be agents. It will help you advise people in whether real estate is the career for them. Now, available in paperback or eBook. You need this book so you know what I’m advising would-be agents to look for, too!

P. S. Great tools, too, to use for your Career Nights.

Is your handout enhancing or detracting from your presentation or course?

Here’s why your handout just can’t be your PowerPoint slides.

I know. It’s easy to rely on those slides. Some presenters just read the slides, word for word. How interesting. How entertaining. That’s how to keep your audience engaged–not. Just as bad, some trainers use those slides as the outline or handouts. Here’s why that’s not in your best interest–or your audience’s.

  1. You’ve just given out your presentation via your slides in advance–so your audience doesn’t have to pay attention to you! You’ve seen it. You hand out the ‘outline’–just the PowerPoint slides–and your audience immediately flips through all of them. Now, why do you have to be there? You don’t, and they know it! You’ve just given away all your mystery, your interest, and the reason for you to be there to command their attention.
  2. It looks lazy–and it is. If you want to impress your audience with your training expertise, your outline and/or handouts goes a long way in this regard. Which would you be more impressed with, those slides as a handout (which they are going to see in a minute), or a handout that was a ‘keeper’ for attendees to use practically in their own businesses? 

Solutions

  1. Make your outline or handout something that audiences interact with during the presentation. Tomorrow, I’ll be doing my ‘live’ workshop on how to teach: Instructor Development Workshop. During the workshop I’ll have attendees apply what they’re learning to their own teaching and courses. Written right into the outline, the attendees with answer questions and grapple with the real application of what I’m teaching in that module. I’ve put these questionnaires and applications into the course so they appear 6 times. I call this ‘reflection time’. So, they will walk out with ready-to-use solutions to their presentation challenges. I want them to refer to that outline indefinitely, and use it as a resource. I want them to remember me forever, not just try to recall my name during these two days.
  2. Include handouts that are useful AFTER your event. Because we’re doing so many more virtual events, I’m including a small module on how to use the course strategies in a virtual presentation. I’ve created a 2-page handout–a checklist for attendees to use as they create their presentations. I hope this will be ‘evergreen’–that they will use this checklist forever and think of me!

Become Memorable

Doing your presentation is an opportunity to educate. And, it’s an opportunity to become memorable. Many of you reading this are affiliates who want more business. Many of you are managers who want great recruits. Leaving something with your attendees that they will use in their own businesses assures you are memorable. They will remember your expertise and your determination to go the extra way to help them succeed.

Join us for a unique Mastermind group, where we’ll work on our presentation skills and courses. Carla will facilitate, and you’ll have an opportunity to work directly with her and others in the group. You’ll also have the opportunity to try out parts of your course to see how it works. Contact Carla at 425-392-6914 or carla@carlacross.com to find out more. 

8 weeks; weekly Zoom conferencing; $499. 

Are you among the 75% of people afraid of public speaking? Here are 3 solutions that work.

Are you afraid to get up in front of people? There are millions of people just like you. For over three decades, I’ve taught people how to teach. I’ve seen thousands of people come to class eager to learn. At the same time, I’ve seen dozens be so afraid I thought they would run out the door on the slightest provocation.

Fear of Public Speaking: Common Phobia

Glossophobia, or a fear of public speaking, is a very common phobia and one that affects up to 75% of the population. Glossophobia may relate to one’s prior experiences. Jeffrey R. Strawn, MD, FAACAP, is an associate professor of psychiatry and pediatrics and director of the Anxiety Disorders Research Program in the Department of Psychiatry & Behavioral Neuroscience at the University of Cincinnati. He says. “An individual who has a bad experience during public speaking may fear a repeat of that prior experience when attempting to speak again.”

Three Strategies that Really Work to Change ‘Flight’ to ‘Excite’

As a musician, I know what it’s like when things don’t go like I thought they would. I’ve had times when I wanted to run off the stage instead of continue. And that’s not all. Frequently, one bad experience, in any instance, convinces us to never try that again!

What if you could gain some skills that would stop that ‘flight’ impulse and replace it with an ‘excited to be presenting’ feeling.  Here they are. I’ll name the problem and then its solution.

  1. Fear that you’ll get stuck in the middle and can’t get out, remember where you were, or what to do next. This comes from not using a tried and true process for creating your talk. It would be like me, a musician, trying to play a piece of music without knowing its beginning, middle, and end. I would be scared spitless, too!

Solution: Learn a simple process for creating your presentation. In my Instructor Development Workshop and Train the Trainer, I teach people how to use what I call the ‘pop tune’ construction. It always works, and it’s a great relief to know that you have a clear guide to follow. Having that clear guide increases your confidence tenfold.

  1. Relying on ‘once is enough’ practice. I know. They all tell you to practice. But, what they don’t tell you is this: Your practice needs to ‘escalate’.

Solution: First, practice by yourself, watching yourself in a mirror. Then, expand your practice to practicing with a friend. Finally, practice with a small group. Why? You are changing your environment and adapting, just like you will when you do your presentation ‘for real’. My son, Chris, was a karate champ as a kid. His coach had him practice in the empty auditorium prior to a big event. So, he became acclimated to that auditorium. When he performed, it seemed he had been through it before—because he had. One of the surprises of performance is that it seems foreign, new, and overwhelming. Take away those feelings by gradually simulating your ‘real life’ situation.

  1. Just before you perform: Letting your nerves create the story in your head—and it’s not a happy ending. If you don’t control the ‘movie’ prior to getting on the stage, your naïve mind makes its own movie—with negative results.

Solution: Create an inspiring ‘movie’ prior to ever stepping into the performance arena. As a musician, my classical piano teacher taught me how to approach the piano, how to gather myself, and how to play the first bars of the music in my head before I put my hands on the keys. Another way we speakers do this is to listen to our introductions. Of course, they are flattering (we wrote them) and it helps us remember why we are there—because we are a value to the audience.

Get a Proven Process, Practice Right, and Make the ‘Mind’ Movie

Putting these three strategies into your presentation plan work, whether you’re doing a listing presentation, a workshop, a course, or a Zoom call. I’d love to know your strategies for increasing stage confidence, and how my strategies have worked for you.     

               Join Me for a Fast-Paced, Practical Course

Want dozens of teaching techniques? How to control audiences? How to structure your workshops? More presentation skills? This 2-day course qualifies you to teach clock-hour courses in Washington state; 15 clock hours, too. $249. Sept. 21-22 in Bellevue, Wa. Find out more here. 

Whether you’re training or presenting to a client, one bad habit causes your audience to lose attention.

You’re giving them great information. But, they aren’t paying attention. This can be a problem, whether you’re training or giving a client presentation. Here’s the reason their attention is wandering, and what to do about it. Watch the 2-minute video.

In later videos, I’ll show you different methods of bringing people’s attention back to you–gracefully, so you get greater audience engagement and better results.

Managers and Interviewers: Are you prepared to answer these 5 questions?

Here are the five questions you need to be prepared to answer. They probably aren’t the questions you’ve anticipated.

I’ve just finished my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. It addresses every question I’ve been asked by the hundreds of would-be agents I’ve interviewed. 

Agents Get Many Misperceptions about the Business 

I know. As an interviewer, you want to sell your company, your office, and yourself. That’s fine. But, many would-be agents draw the wrong conclusions from those sales pitches. They get the idea that real estate is easy. They hear they are special. They assume they will make gazillions of bucks–just like they see in those reality TV shows.  Plus, they get information from other sources: Their agent friends, their other friends, etc. The result is that they go into the business with rose-colored glasses. That’s why it’s estimated that over half of all agents who enter the business in any given year are out of the business by the end of that year.  

Agents Need to Look Behind the Curtain

Besides the sales presentations, would-be agents need a full picture of the business, so they can make good decisions. In my Launching book, I give would-be agents the facts about real estate sales. I provide them self-analysis tools so they can find out if they are good candidates for this business. In addition, I give them the five most important questions they should ask their interviewer. Here they are:

 

Figure_9.6_The_Five_Critical_Questions_to_Ask_cropped

Are you asking these questions? How can you prepare for these questions?

Get Ready to Provide the Proof

Throughout the book, I advise these candidates to ask for proof of claims. They hear:

“Our training program is great.” 

“You can make lots of money here.”

“We provide leads.”

“Our new agents make money fast.”

Instead of accepting these statements, I advise interviewees to ask to see outlines, schedules, and statistics. You will stand out if you can verify your sales statements with the facts. 

Grab your copy of this new book to save time and educate your would-be agents. You’ll find it easier to choose winners. eBook is $9.95. Find out more here.