Dec
31
We need to talk before you go out tonight. It’s about what you plan on doing…
Both you and I know that you’re a real estate agent. Both you and I know that you’ve probably taken a beating this year and deserve a little fun…
A little time where you can let your hair down–if you have hair–and be yourself and not think about business.
You know what? Tough. You need to work tonight. But there’s hitch.
Have a blast.
Have a blast while you generate leads. Something like 25 leads…which is more than most people produce in 2 weeks.
Even 2 months.
However, there is one situation where you can generate 25 leads in 2 hours…with a martini in one hand, a smile plastered across your face and a stack of cards in your other hand.
The stack I’m talking about is full of business cards. And the event…
That’s right…I’m talking about the New Year’s Eve party you’re going to tonight. Listen. It’s a fabulous time to meet many new people. And start 2010 out with a bang.
If you do this right, when you wake up tomorrow, you’ll have a tidy little sum of leads.
So, with that in mind, here are nine tips you can use to make your 2009 New Year’s Eve party a networking smash.
1. Arrive early. Before people are engaged in conversations. It’s easier to start a conversation than it is to break into one.
2. Zero in on the wallflowers. You never know what kind of potential is lurking around those shy, quiet types. Never discriminate.
3. Shake hands firmly.
4. Wear something out of the ordinary…a top hat or bright orange scarf. When you follow up with the leads mention, “I was the one wearing the top hat.” That will ring a bell.
5. Pick something up. Anything. A tray of drinks or hors d’oeuvres. “Hey, would you like one?” is an excellent way to introduce yourself. And, “Got to keep passing” is an excellent reason to move on to the next person. This trick will help you to keep conversations short.
6. Memorize your elevator speech.
7 Be happy…regardless of whether or not you had a tough day. People want to work with upbeat, outgoing people.
8. Don’t drink too much. Sober and in control, you’ll stand out.
9. Stay until the end. The later you stay, the more contacts.
Bonus: If you’re hosting the party and know everybody who is showing up…get on the phone quick and start inviting strangers around your neighborhood.
Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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Dec
29
2009 in 12 Posts [Exploit These Ideas for a Great 2010!]
Filed Under Uncategorized | Leave a Comment
Okay. It’s nearly the end of 2009. The recession is officially over. The market has at least stabilized in most areas. If not improved.
The only dark spot? Foreclosures will continue. Unfortunately that’s a loss for a homeowner or two. On the bright side, that’s a gold mine for short selling hungry agents.
With all this in mind, though, one thing is for certain: We can’t let up. We need to exploit every strategy, tool and tip we can to not only survive…but thrive. That’s why I present to you the best ideas of 2009.
My Unofficial Guide to Short Selling January
January was a good month to short sell. Heck, with the home market hitting it’s lowest point and all. 2010 isn’t thought to be any better. Bad news for home owners. Great news for lover’s of the short sell.
One of the Most Persuasive Formulas for Writing Persuasive IVR Ads February
Let’s face it: Pain and problems dominate us. Every day and every hour people are constantly looking for solutions to their pain and problems. Here’s how you can help them.
Five Proven Tips to Help You Negotiate in a Buyer’s Market March
Before the dismal collapse of the housing market, negotiation skills weren’t quite as important as they are now. In many cases, all you had to do was put the house on the market with a reasonable price and get out of the way. Things have changed.
Make Sure You Know the Answer to This Question Before Your Next Listing Presentation April
April wasn’t any better of a month. In fact, I knew too many people flailing. But I knew so many who weren’t. What gives? Sucky listing presentations.
Nine Dead-Simple Ways to Persuade People May
Jay Leno gave some great advice on relationship building, which, in the end, is all that matters–great market or not.
Eliminate This Behavior and Become More Effective June
We’re all guilty of trying to aggressively pin down buyers during desperate times. But that’s not always the best way to go about it. In fact, a sales approach where you create pressure-free conversations with buyers is more effective. Much more effective.
Six Effective Ways to Win More Negotiations July
When the funnel dries up…negotiation skills become all the more important. That’s why in July I tried to focus on sharing some basic negotiation secrets that once mastered will hopefully help you close more deals.
How to Stop Ridiculous Buyer Offers August
Lowball offers from buyers…you can’t avoid them when you’re in one of our nation’s deepest recessions. But you can control them. And keep buyers at the table even if they think they are in control.
Your Real Estate Career: How to Have a Happy Ending September
In the face of stress and potential tragedy, successful real estate agents have the power of being able to overcome the natural human tendency to react to things as they happen. Instead, they plan.
Need a Damn Good Referral System to Save Your Career? October
People like to work with wise, friendly people. And once you lock into the ebb and flow of your prospects and clients, you’re business will be on the fast track. That’s why a good referral system is essential.
Gimpy Website? 5 Techniques to Create a Killer One November
Odds are you have a website. The million dollar question, though: Is it a good one? If not, here are some ways to help that stumbling old coot develop into a strapping stud.
25 Year Veteran Explains Her Mouth-Watering Success December
This gal become one of the nations top 50 agents in a tiny market during a dismal market. How’d she do it? You’re going to love her story.
Like what you read? Leave a comment if this post was helpful or if you have anything you’d like to add.
And if you like what you read, subscribe to the real estate marketing Blog by email or news feed.
Dec
16
Did you know that there are a lot of things you could do to help you succeed as a real estate agent–even before you get your license?
That’s right. Ten things, in fact.
But what it all really boils down to is this: Make the market deal with you. That’s pretty much the essence of the following post.
So, if you are a pragmatist, you can go now.
But if you need a little depth…expansion…stick around. The following advice will help you get the upper hand on your competition before you even enter the ring. Enjoy the list and let me know what you think when you’re through!
1. Drive the Streets
Whether your market is familiar territory or not, it helps to explore with eyes wide open. Memorize street names. Subdivision names. Get out of your car and talk to homeowners. Ask them about their street, their home and their neighborhood. Get a pulse on your market and how people are thinking.
2. Read Books
The late Jim Rohn once said, “Skip a meal, but never skip a book.” Books are one of the cheapest and easiest ways to learn how to sell, persuade, generate leads. Heck, with a local library or university close by, you have the opportunity to learn about any subject you wanted–architecture, termites, economics–you name it, you can read about it. And the cool thing: It doesn’t take a license.
3. Go to Seminars
Granted, you could spend a chunk of change flying to San Francisco, sleeping in a hotel and eating out three times a day–but how much is it worth to you to learn first-hand the secrets, strategies and tips to succeeding in the business? Not to mention the contacts you’ll make. Fortunately, not all seminars require flying and over night stays.
4. Take Extra Classes
Nowadays you can’t get away from the adult learning opportunity–it’s everywhere. There’s a Sanford-Brown on practically every corner. Satellite schools of major universities at nearly every high school. And then there’s the web. Online classes open a wide door for you to expand your knowledge–in the convenience of your own kitchen.
5. Preserve Your Reputation
Listen. It won’t be long before people start taking pop shots at you, trying to tar your image. So why help them with questionable behavior? Keep your nose clean. Offline AND online. The money you lose for being a jackass isn’t worth the fun you had during a flash-in-the-pan night.
6. Get Top Producer
Who’s says you can’t start accumulating leads just because you don’t have your license? Get client management software right away (before you start driving the streets) so you can populate that thing early and often with prospects.
7. Figure Out Your Plan
Waiting to take your exam is a great opportunity to map out a strategy that will help you get to the top. A good strategy is a great way to make the market deal with you and not the other way around. Here’s a post to help you: Your Personal Strategy to Building Some Serious Real Estate Wealth
8. Look at the Market Differently
Hint: When you’re looking for how you can dominate, pick the area everyone hates to do. Likely you’ll be the only one in that area. That way you can mop up. Think expireds. Or short sales.
9. Forget about the Media
The media loves tragedies. That’s why housing bubbles and bank meltdowns and cold-blooded murders top the headlines. The only problem is, they don’t know when to stop. Neither do they know what your particular market is like. There are two kinds of real estate agents in your market: the successful and the non-successful. Which brings me to my last point.
10. Talk to Established Agents
Like I mentioned in a previous post, the super-successful find a way to make the market deal with them. They understand what it takes to succeed and will not except failure. Or no. Winning is the only outcome they know. It’s these people you want to take to dinner, feed drinks and ask them to tell you everything they know. And you don’t need a license to do that.
Your Turn
What do you think? Did I hit the nail on the head? Did I miss anything? If so, please do me a favor and share your ideas. I look forward to your thoughts.
Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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Dec
10
Jim Rohn Dies [A Tribute to the America's Foremost Business Philosopher]
Filed Under Leadership | Leave a Comment
On December 5, 2009, legendary business man and motivational speaker Jim Rohn died of pulmonary fibrosis.
Jim’s life story–his rag to riches success, from grunt to guru–is interesting. You might relate.
What You Should Know about Jim Rohn
He was born in Idaho to a family of farmers and likely to become a farmer. Yet, young Jim wanted more out of life so he went off to college
However, he dropped out to start a family and try his hand as a salaried worker.
He hated every moment of it.
In fact, every day on his 9-to-5 job he became more convinced that he’d never achieve the sort of personal success and wealth he always dreamed about it.
Then he met John Earl Schoaff.
The Man Who Turned Jim Rohn’s Life Around
Schoaff–a successful entrepreneur–impressed young Rohn with his tremendous wealth, charisma and business empire.
Shortly after they met, Rohn joined Shoaff’s direct sales organization. It didn’t take Rohn long to see that if he applied the business truths that Schoaff was sharing with him, he could be a millionaire at a very young age.
Tragically, Schoaff died just a couple of years later. But Rohn spent enough time with Schaoff to have his mentor’s success rub off on him…
Just a year after Schoaff died, Rohn topped the millionaire mark. At the ripe old age of 31.
In the spirit of his mentor, Rohn traveled the world for the next 4o years sharing the secrets behind his success.
And probably one of the greatest legacies Rohn left behind were his quotes–his “Vitamins for the Mind.”
In honor of an extraordinary man, we’d like to share some of the best of these quotes. Twenty-five in all.
And by the way, don’t miss the one about motivating an idiot. It’s classic!
25 Exceptional Quotes by an Extraordinary Man
“Something will master and something will serve. Either you run the day or the day runs you; either you run the business or the business runs you.”
“The key factor that will determine your financial future is not the economy; the key factor is your philosophy.”
“Indecision is the thief of opportunity.”
“Better understated than overstated. Let people be surprised that it was more than you promised and easier than you said.”
“Learn how to be happy with what you have while you pursue all that you want.”
“One customer, well taken care of, could be more valuable than $10,000 worth of advertising.”
“Nothing teaches character better than generosity.”
“Asking is the beginning of receiving. Make sure you don’t go to the ocean with a teaspoon. At least take a bucket so the kids won’t laugh at you.”
“You must either modify your dreams or magnify your skills.”
“To solve any problem, there are three questions to ask yourself: First, what could I do? Second, what could I read? And third, whom could I ask?”
“Don’t set your goals too low. If you don’t need much, you won’t become much.”
“Discipline is the bridge between goals and accomplishment.”
“‘No’ puts distance between you and the wrong influence.”
“Show your contempt for the problem and your concern for the person.”
“At the end of each day, you should play back the tapes of your performance. The results should either applaud you or prod you.”
“Managers help people to see themselves as they are. Leaders help people to see themselves better than they are.”
“Make sure the outside of you is a good reflection of the inside of you.”
“The Bible gives us a list of human stories on both sides of the ledger. One list of human stories is used as examples – do what these people did. Another list of human stories is used as warnings - don’t do what these people did. So if your story ever gets in one of these books, make sure they use it as an example, not a warning.”
“There is no greater leadership challenge than parenting.”
“Words do two major things: They provide food for the mind and create light for understanding and awareness.”
“Motivation alone is not enough. If you have an idiot and you motivate him, now you have a motivated idiot.”
“How long should you try? Until.”
“Failure is not a single, cataclysmic event. You don’t fail overnight. Instead, failure is a few errors in judgment, repeated every day.”
“Miss a meal if you have to, but don’t miss a book.”
“Be a collector of good ideas, but don’t trust your memory. The best collecting place for all of the ideas and information that comes your way is your journal.”
Want more quotes? Subscribe to the Free Jim Rohn Weekly E-zine.
Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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Dec
3
26-Year Veteran Explains Her Mouth-Watering Real Estate Success
Filed Under Real Estate Prospecting Ideas | Leave a Comment
Lisa Burridge is a lot like you: She’s a real estate agent who wants nothing more than to succeed.
That was true 26 years ago when she decided to get into real estate…
And it’s still true today.
The only difference between then and now? Twenty-six years ago Lisa was making $6 an hour and working up to 18 hours a day…
Today she’s closing close to 500 deals a year and employing a team of 4 buyers agents.
In other words, she’s making a whole heck of a lot more money…and working less.
What’s In It for You
Recently I got on the phone with Lisa. See, Lisa is a client with our company and part of her success is found in the lead generation tools we provide her…
Tools that have helped her generate a shockingly 900 plus leads a month. Month in. Month out…
Tools that have helped her convert a ridiculous amount of leads into clients…
And tools that have helped her become one of the top real estate agents in America for three years running.
This agent is that good.
3 Things That Are True About the Super-Successful
But talking to Lisa reminded me of three things about the super successful real estate agent that’s true for anyone who wants to succeed. Those who want desperately to succeed:
1. Suffer from an incurable addiction to attention. By the way, this is not a bad thing. It’s a gift. And used in the right way it will turn you into an unstoppable, top-level networking giant. See point 3.
2. Nurse an unquenchable fire in their belly to succeed. I’ve seen this time and time again with those who are successful. They speak about a fire…a passion…a dominating drive to win. Without it, obstacles like time and difficult people will stop you cold in your tracks.
3. Network like mad. Extroverts and networking are like the hands that fit into the gloves. They were made for each other. And it sounds to me that Lisa Burridge was made for it. You’ll see what I mean when you listen to the interview. [Note: This doesn't mean that introverts can't become killer networkers...just means they'll have to work at it a little bit.]
These three things are true for people like Tiger Woods, Steve Jobs, Michael Jordan…and Lisa Burridge.
You Didn’t See This Coming, Did You?
Now, here’s something that might shock you: Lisa Burridge set up shop in little ol’ Casper, Wyoming…
Population 50,000.
Granted, Casper is one of the best places to live in the U. S. [Or so says Money-CNN.] And it’s average home price is $166,351…which means it’s a market that is in a good mood to buy and sell homes.
Yet, moving 500 homes in any market is simply a mouth-watering feat.
In fact, whenever you hear of successful agents by volume, you usually think of cities in states like New York, Florida or California.
Not Wyoming.
Anyway, here’s what you should know: You can listen to my interview with Lisa Burridge AND can get your hands on some of the tools that Lisa uses.
For free.
What kind of tools am I talking about? For example, a little booklet on how to turn shy prospects into cash-in-hand buyers [Warning: PDF].
Or take a peek at the lowly property brochure that in tandem with her sign riders is alone generating over 300 leads a month.
Listen. Just using these two resources alone and you could have one of your greatest years. But, of course, there’s more to it than that…
Just listen to the interview and you’ll see what I mean.
And pay attention–because you’ll discover insights and rules for succeeding in real estate that are simply not available to anyone who doesn’t listen.
Without further ado…here is the interview with one of the nation’s best real estate agents.
Like what you read? Leave a comment if this post was helpful or if you have anything you’d like to add.
And if you like what you read, subscribe to the real estate marketing Blog by email or news feed.
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