Category: Best Practices

You’re probably already working with various clients if you’re a real estate agent. Newer agents I work with say, “I’ll go anywhere with anyone,” yet the seasoned agents are “Crystal clear on who and where they invest their time and energy.”

Have you ever thought about how many different types of buyers or sellers you might be working with?

Working with first-time home buyers or sellers is vastly different than working with retirees who are downsizing into an active adult community. Both groups are different from second-chance home buyers entering the market again after recovering from a job loss or financial distress.

Not only do each of these subsets require different considerations and industry knowledge, but they also have different audiences, which means they do not share the exact needs, concerns, or goals.

To resonate with prospects, you must understand their pains, problems, desires, and triumphs. The first step toward doing that is to create a buyer and seller persona.

This exercise can lead to information and perspective that will inform your marketing efforts, messaging, and how you present your brand.

PS: For broker-owners and managers, this same exercise applies to you as it relates to your ideal agent and team.

“Each and every day is a given choice. To start over, move forward, change directions. All you have to do is decide.” ~ Tere Arigo

You’re only courageous when you do what’s right despite your fear.

Think about it; anyone who ever beat the odds did so despite their fear! They beat the odds because:

• they were desperate and felt as if they had no choice;
• they were inspired by somebody else’s example;
• they were angry at injustice;
• they were moved by a need;
• they said to themselves, ‘If not me, then whom? If not now, then when?; or
• they didn’t think much about it

What are you waiting for? A feeling of courage? Forget it; it doesn’t exist! You’re only courageous when you do what’s right despite your fear.

His mother, no longer able to provide for him, turned him over to the foster care system. At 22, he was homeless with a two-year-old son to care for.

The only way he could go was up. With $700 start-up cash, he pursued his vision.

Paul Mitchell hair products and eventually Patrón tequila.

One of the most significant traits of his success, he says, was overcoming rejection.

“You’ve got to be prepared in life for a lot of rejections.”

Pointing to a time, he had to sell encyclopedias door-to-door to put food on the table. Many doors, literally, closed in his face. As a result, he came to expect rejection, which proved to be beneficial, as he learned this:

“You must be just as enthusiastic on door 51 as you were on door 50, even if all 50 of those doors are closed in your face!”

John Paul DeJoria’s journey from homeless to entrepreneur and philanthropist – now you know…the rest of the story.

You can’t see the picture when you are in the frame. (Ask Billie Bean or Michael Jordan – client and Phil Jackson – coach.)

Whenever I get frustrated I use a model, “symptom, source, solution.” (Models can be so helpful).

Ever play Whac-a-Mole? Every time you knock one down, another mole pops up. To stop that from happening, you must address the source. In the case of the game, one solution is to unplug the machine and no more moles pop up!

The idea here is that if you really understand what the real source – the root cause – of your challenge is, the resolution becomes clearer.

Behind every behavior is a feeling and behind every feeling is a need and when you get to the need you get to the root cause and more effective solutions.

Always a DM away.

3D printing for habitat ( revitalize ) is building a house in a few days vs. a few months

4 month to 2 weeks or less

Game changer

Shifting relationships

For years we sent the referrals – that will remain

Yet – others are going direct to the consumer –  sending you referrals for a fee or mutual business development.

Implication? So are your relationship deepening and expanding or shrinking and dying?