Improving your sales skills is just like singing . . . practice, and you get better. Eventually, you'll get to the point where the only words you constantly hear, is 'yes!'
http://www.youtube.com/watch?v=RxPZh4AnWyk
Tuesday, April 14, 2009
Three Yes's to success!
I remember my first year selling real estate when my broker made me watch one video right after the other of Tom Hopkins as he masterfully converted prospects into sales through a series of asking the right questions. It was both impressive and amazing at how asking the same question in different form would eventually lead to the desired outcome . . . namely, a 'yes' answer.
Improving your sales skills is just like singing . . . practice, and you get better. Eventually, you'll get to the point where the only words you constantly hear, is 'yes!'
http://www.youtube.com/watch?v=RxPZh4AnWyk
Improving your sales skills is just like singing . . . practice, and you get better. Eventually, you'll get to the point where the only words you constantly hear, is 'yes!'
http://www.youtube.com/watch?v=RxPZh4AnWyk
Tuesday, April 7, 2009
It's Time for a New Swing!
Insanity: doing the same thing over and over again and expecting different results. -Albert Einstein
One of my favorite coaching activities I do with agents one-on-one is to simply ask them what activities they've done in the past 7 days. (For those of you I've done this to, you know exactly what I'm speaking of.) As the agent starts to rattle off activities such as pop-bys, open houses, phone calls to sphere, listing appointments, etc, I simply type down the activities into an online document so that we can keep track of successes and challenges.
Now, at first glance, the activities look great! But then we have to dig a little deeper . . . "So, what new listing appointments did we get this week? What new sales did we get? How many new contacts did we add to our database? How many follow up calls did we make? What exactly did you say in those phone calls? How many referrals did we get?" You get the picture.
Can I be brutally honest? Many of us are the Charles Barkleys of real estate. What I mean by this is that when we were playing real estate basketball and in the zone of a fantastic market, all the shots were going in. Well, we're playing a new game. Many of us are forty pounds heavier, out-of-shape, and in desperate need of a new swing. Step 1, swallow pride and admit change is a necessity. Step 2, get yourself a Haney (referring to a coach - Hank Haney is Tiger Woods' swing coach). Step 3, hit a whole heck of a lot of balls (practice, practice, practice).
Of course, there's always the alternative . . . remain on your current path. Every once in a while, you might get lucky and make contact. Watch the video. Which swing are you?
(If the image below does not appear, 'copy' the following URL: http://www.youtube.com/watch?v=FrQQH4ZcuhY , go to http://www.youtube.com/, then 'paste' it into the address bar and press enter.)
One of my favorite coaching activities I do with agents one-on-one is to simply ask them what activities they've done in the past 7 days. (For those of you I've done this to, you know exactly what I'm speaking of.) As the agent starts to rattle off activities such as pop-bys, open houses, phone calls to sphere, listing appointments, etc, I simply type down the activities into an online document so that we can keep track of successes and challenges.
Now, at first glance, the activities look great! But then we have to dig a little deeper . . . "So, what new listing appointments did we get this week? What new sales did we get? How many new contacts did we add to our database? How many follow up calls did we make? What exactly did you say in those phone calls? How many referrals did we get?" You get the picture.
Can I be brutally honest? Many of us are the Charles Barkleys of real estate. What I mean by this is that when we were playing real estate basketball and in the zone of a fantastic market, all the shots were going in. Well, we're playing a new game. Many of us are forty pounds heavier, out-of-shape, and in desperate need of a new swing. Step 1, swallow pride and admit change is a necessity. Step 2, get yourself a Haney (referring to a coach - Hank Haney is Tiger Woods' swing coach). Step 3, hit a whole heck of a lot of balls (practice, practice, practice).
Of course, there's always the alternative . . . remain on your current path. Every once in a while, you might get lucky and make contact. Watch the video. Which swing are you?
(If the image below does not appear, 'copy' the following URL: http://www.youtube.com/watch?v=FrQQH4ZcuhY , go to http://www.youtube.com/, then 'paste' it into the address bar and press enter.)
Wednesday, March 25, 2009
Ever Wonder what you look like in HD?
(If the image below does not appear, 'copy' the following URL: www.youtube.com/watch?v=MQAtT3klssY , go to http://www.youtube.com/, then 'paste' it into the address bar and press enter.)
I'm now re-motivated to get back into the gym!
Thursday, March 19, 2009
I'm being followed!
So I'm playing around with Twitter the other day and decide I should start to follow a few more people! Naturally, being a good citizen, I thought I would follow President Barack Obama! The coolest thing is that he returns the favor and decides to follow me right back! Thanks Barack!
Btw, according to http://www.wefollow.com/ , Barack is close to losing his #2 follow ranking by none other than, Britney Spears! (no additional commentary needed on that note!)
Btw, according to http://www.wefollow.com/ , Barack is close to losing his #2 follow ranking by none other than, Britney Spears! (no additional commentary needed on that note!)
Tuesday, March 10, 2009
I'm So Excited!
I remember standing in line for hours upon hours with great anticipation when Star Wars Return of the Jedi was first released! The line around the building seemed to go on for miles! My heart was pounding as I finally sat in my seat and I made sure I didn't have anything to drink for hours to be sure I wouldn't have to get up in the middle of the movie to go to the bathroom.
Now I've put those childish things behind me . . . except for this!
Real Estate Blogging!
We're all just learning about this crazy business of blogging! What are your thoughts about this form of communication for the real estate industry?
Monday, March 9, 2009
Awareness Test
http://www.youtube.com/watch?v=Ahg6qcgoay4
I remember watching this video in high school! If you haven't seen this clip, watch it first before reading the rest of this entry. . .
The question for me is, "what's the obvious that I'm missing?" For many of us, we're still focused on blaming the current economy and "the market" rather than potentially the real issue (the moon-walking bear); it's the fear of change and uncertainty.
This is a time in history for all of us to establish new and better habits when it comes to our business, our spending, and the things most important in our lives.
Let's not waste this great opportunity!
I remember watching this video in high school! If you haven't seen this clip, watch it first before reading the rest of this entry. . .
The question for me is, "what's the obvious that I'm missing?" For many of us, we're still focused on blaming the current economy and "the market" rather than potentially the real issue (the moon-walking bear); it's the fear of change and uncertainty.
This is a time in history for all of us to establish new and better habits when it comes to our business, our spending, and the things most important in our lives.
Let's not waste this great opportunity!
Saturday, February 7, 2009
The Power of Conformity!
Are you conforming to this market? Or will you keep focused or re-focus on what it's going to take to thrive?
http://www.youtube.com/watch?v=V1euWT3NZjY
http://www.youtube.com/watch?v=V1euWT3NZjY
Tuesday, January 20, 2009
A Historic Day
When I was a little kid, my parents would tell me that one day I would grow up to be a doctor, lawyer, engineer, or even President (of Korea that is)! All throughout High School, Junior High, and even Elementary, I was involved with School Government and I loved it! I actually told a counselor as I entered into college that I may pursue politics so I majored in International Studies at the University of Washington.
As I watched our new President being sworn in today, I was surprised at how emotional I got! This emotion was a mix of pride for our country alongside a sense of hope for the future. Before my boys go to sleep tonight, I get to tell them something that I truly believe . . ."When you grow up, you can be anything you want to be, even President of the United States." What an incredible day today is . . . but what's it got to do with selling more houses?
The buying and selling decision is an emotional one. When consumer confidence goes up because of events such as this, Joe the Plumber who's been sitting on the fence of buying his dream house might actually listen to his John L. Scott Residential specialist that now is in fact, a great time to buy!
Thursday, December 11, 2008
Shift Happens
In case you haven't seen this video, take a few minutes and consider your perspective on change. . .
http://www.youtube.com/watch?v=jpEnFwiqdx8
http://www.youtube.com/watch?v=jpEnFwiqdx8
Wednesday, December 10, 2008
A Virus worth Spreading!
For the past 18 years or so, John L. Scott has been promoting the importance of its agents establishing an effective CRM system to increase and maintain a sphere of influence for on-going referral generated leads. Not only has JLS created hundreds of CRM marketing pieces, they have also created one of the best electronic drip systems to enhance an agent's CRM with technology! The program/process is called Property Tracker with an amazing tool called Neighborhood Wizard built in to it.
Chances are, if you're reading this blog, you already know the system. But I wanted to share how this concept of electronic drip marketing can truly make a difference.
Last year I took a trip down to Bandon Dunes golf resort on the Oregon Coast. Ever since that trip, I get a monthly e-newsletter with special golf packages. Like most e-newsletters I get, I delete them as I get them without ever really looking at the offers or content. But here's what happened. One of the local golf pros at Newcastle forwarded the most recent "great deal golf package" to a couple of the members. One of those members was a friend of mine and he forwarded it on to me and a bunch of our mutual golf buddies. Each person in turn started to hit "Reply All" making comments about what a great deal it was. Finally, my friend sends me a personal email (entire email string attached) saying they needed just one more player and that I had to go. So I committed to going!
One email forwarded to two people. One of the two forwarded it to six more people. End result, 4 golfers commiting to a golf trip not otherwise planned. Just like a virus, we all got infected in one way or another. It's called Viral Marketing! Imagine if you forwarded a great deal of a house to a couple of people through the Property Tracker system. They forwarded it on to a few others and so on and so on. Time to infect a customer or two!
Chances are, if you're reading this blog, you already know the system. But I wanted to share how this concept of electronic drip marketing can truly make a difference.
Last year I took a trip down to Bandon Dunes golf resort on the Oregon Coast. Ever since that trip, I get a monthly e-newsletter with special golf packages. Like most e-newsletters I get, I delete them as I get them without ever really looking at the offers or content. But here's what happened. One of the local golf pros at Newcastle forwarded the most recent "great deal golf package" to a couple of the members. One of those members was a friend of mine and he forwarded it on to me and a bunch of our mutual golf buddies. Each person in turn started to hit "Reply All" making comments about what a great deal it was. Finally, my friend sends me a personal email (entire email string attached) saying they needed just one more player and that I had to go. So I committed to going!
One email forwarded to two people. One of the two forwarded it to six more people. End result, 4 golfers commiting to a golf trip not otherwise planned. Just like a virus, we all got infected in one way or another. It's called Viral Marketing! Imagine if you forwarded a great deal of a house to a couple of people through the Property Tracker system. They forwarded it on to a few others and so on and so on. Time to infect a customer or two!
POWER Barista!
After 4 meetings (over a 21 day period), the John L. Scott Redmond POWER Team launched today! We decided to meet over coffee at the Redmond Town Center's Seattle's Best Coffee shop (attached to a Border's Books). The funniest thing happened! A large part of our CRM discussions that we had been having during the 4 weeks was regarding how a great salesperson should be able to get a customer/client's email address and phone number for an opportunity to follow-up. There also needed to be a "win" for the customer as a compelling reason why that customer should be willing to give out their information. After ordering coffee, the smiling barista asked if I'd like to get $5 dollars off my purchase by getting a free Border's membership. She also handed me the plastic membership card while she was asking so of course I took it and said "yes." Her response was perfect! "Great, what's your email address?" Without thinking much about it, I gave it to her! As soon as I was done speaking, she immediately asked, "and your phone number? This way you can get your discounts without having the card on you!" This gal should be selling real estate, not coffee!
With that said, we had a great time sharing our successes for the week and plenty of ideas with one another. What synergy we found in just sharing our week over some coffee and cookies! (Something all of us could use a bit of these days ~ the synergy that is!)
-Howard
With that said, we had a great time sharing our successes for the week and plenty of ideas with one another. What synergy we found in just sharing our week over some coffee and cookies! (Something all of us could use a bit of these days ~ the synergy that is!)
-Howard
Trick or Treat!
The concept of trick or treating is really something quite amazing if you think about it! Dress up, knock on a stranger's door, say some magic words, and get free candy! The more doors you knock on, the more candy you get!
I have to share this trick or treating story with you! A real estate agent was preparing her "pop-by" gifts for some of her "A" clients. She purchased a bunch of plastic pumpkins which she planned on filling up with candy to deliver to her clients a week prior to Halloween so that her clients wouldn't have the hassle of buying candy to give out to trick or treaters. Her 8 year old niece was over one day so she gave one of the empty plastic pumpkins to her and said "you can use this to go trick or treating with."
The niece was greatful and took the plastic pumpkin. About an hour later the niece returns and shows her aunt all the candy she had just collected from around the neighborhood. The agent asked, "Where did you get all this candy?" The niece simply replied, "From the neighborhood. You told me to go trick-or-treating with it!" The agent couldn't believe it! It was only middle of September!
What's the point of the story? There's lots of candy out there! Regardless of the market, if we simply ask enough people for business, we'll have pumpkins full of candy!
-Howard
I have to share this trick or treating story with you! A real estate agent was preparing her "pop-by" gifts for some of her "A" clients. She purchased a bunch of plastic pumpkins which she planned on filling up with candy to deliver to her clients a week prior to Halloween so that her clients wouldn't have the hassle of buying candy to give out to trick or treaters. Her 8 year old niece was over one day so she gave one of the empty plastic pumpkins to her and said "you can use this to go trick or treating with."
The niece was greatful and took the plastic pumpkin. About an hour later the niece returns and shows her aunt all the candy she had just collected from around the neighborhood. The agent asked, "Where did you get all this candy?" The niece simply replied, "From the neighborhood. You told me to go trick-or-treating with it!" The agent couldn't believe it! It was only middle of September!
What's the point of the story? There's lots of candy out there! Regardless of the market, if we simply ask enough people for business, we'll have pumpkins full of candy!
-Howard
Is it a good time to be in real estate?
I recently came across this blog where a new licensee was looking for honest answers wondering if this was a good time to get into the real estate business.
There were mixed comments and answers from the various Realtors who responded. Some were stating that it depended on where/which city he was going to do his business, others said it depended on the brokerage he went to, others talked about the amount of training, and still others said he should simply wait until he has 2-3 years of money set aside and try out real estate part-time while continuing to work his other job.
So here's my opinion; this is the one of the BEST times to get into the real estate business! Granted I'm more idealistic than most, but anyone who is focused and committed to prospecting, networking, and personal promotion on a recurring basis and is continually refining their sales skills, negotiations, and industry expertise are going to be selling a lot of houses!
The best time to get into real estate or re-invent one's real estate business is in a "tough" market. Today's market will force an individual to form solid habits. It's these habits in sales (and in life) that will determine one's success in real estate. Agents who have not formed these habits, but simply have a good personality will find success only in a boom market.
Agents willing and committed to develop and form these habits (time management, lead generation, lead management, writing goals, working a business plan, etc.) will find success in any market. A good market just helps make that individual into a millionaire a little quicker! So, anyone want to be a millionaire?
-Howard
There were mixed comments and answers from the various Realtors who responded. Some were stating that it depended on where/which city he was going to do his business, others said it depended on the brokerage he went to, others talked about the amount of training, and still others said he should simply wait until he has 2-3 years of money set aside and try out real estate part-time while continuing to work his other job.
So here's my opinion; this is the one of the BEST times to get into the real estate business! Granted I'm more idealistic than most, but anyone who is focused and committed to prospecting, networking, and personal promotion on a recurring basis and is continually refining their sales skills, negotiations, and industry expertise are going to be selling a lot of houses!
The best time to get into real estate or re-invent one's real estate business is in a "tough" market. Today's market will force an individual to form solid habits. It's these habits in sales (and in life) that will determine one's success in real estate. Agents who have not formed these habits, but simply have a good personality will find success only in a boom market.
Agents willing and committed to develop and form these habits (time management, lead generation, lead management, writing goals, working a business plan, etc.) will find success in any market. A good market just helps make that individual into a millionaire a little quicker! So, anyone want to be a millionaire?
-Howard
What do you need to 86?
Do you know what it means to '86' something? If you do, chances are that you've worked at a restaurant or bar at some point in your life. The term means that something is either out or that it needs to be thrown out! For example, if a server discovers that the strawberries have gone moldy, he would yell out "86 strawberries!" to all the other servers.
As you identify bad habits in your business (or life for that matter), write that bad habit down on your '86' list. Just by writing it down and actually keeping a list, you'll find that the awareness level of the bad habit starts to get 86'd! Sometimes in order to start some good habits, we need to first '86' a few of the bad ones.
-Howard
As you identify bad habits in your business (or life for that matter), write that bad habit down on your '86' list. Just by writing it down and actually keeping a list, you'll find that the awareness level of the bad habit starts to get 86'd! Sometimes in order to start some good habits, we need to first '86' a few of the bad ones.
-Howard
Golf Tips that apply to life . . .
1. Slow down and Relax
2. Visualize where you want to go
3. Make the necessary adjustments
4. Don't wait too long before you strike
5. Take Lessons
6. Never take advice from someone who can't play
7. Remember to enjoy the game!
2. Visualize where you want to go
3. Make the necessary adjustments
4. Don't wait too long before you strike
5. Take Lessons
6. Never take advice from someone who can't play
7. Remember to enjoy the game!
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