Monday was officially the first day back to work after what seemed like an eternity of Holiday time!
Now it’s time to put on your thinking cap and see what you are going to do next?
Traditionally, most agents do not make the time to set up this strategy BEFORE the year ends, so this means that at some point, they wake up and think “ARGH! WHAT DO I DO NOW?”
You could start attending all the office meetings… (oh yeah, you did that LAST year and didn’t get any more business from it).
Now don’t misunderstand me, office meetings CAN be very beneficial…if they are held to empower you, the agent, by giving you information that is relevant to YOU and YOUR CLIENTS.
“Hmm…I know! I’ll meet with the marketing department and have them help me pick out a farm!” Yeah? Not so much…remember that farming COSTS MONEY…and money is only a SMALL part of farming!
Farming is about being out there and working the soil…can you imagine a farmer, sitting on his “laurels” and throwing seeds out of his window, hoping some will settle in, germinate and produce “produce”?
Not hardly! This is more like it:
Let me tell you what I KNOW works…and it’s not just ONE thing…there’s not one magic bullet in the bunch…
First, create a business plan. This is where it can get tricky. Most business plans are created with no consideration given to it 3 days later! Your business plan needs to be in front of you at all times to remind you why you got up this morning and why you do what you do.
Most people are not conditioned to think this way. The great thing is that you CAN and SHOULD condition yourself to think this way…not a 3 week New Year’s Resolution, but a live, viable, working plan that you tweak as you go.
Stay tuned for Part Two or call/email me so we can set a confidential appointment!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
Thursday, January 8, 2009
Monday, December 29, 2008
12 Days of Real Estate....Day Twelve!
The Christmas Holiday has come and gone...a little too soon for some and not fast enough for others! I myself took a few days off and did NOTHING Real Estate related...including posting the last day of Real Estate! So, in order to finish the year off right I am putting on my thinking cap, and going to finish the 12 days and then recap...and hopefully they rhyme when I'm done!
On the 12th day of Real Estate, Seven Gables gave to you......PERSEVERANCE!
We started off with Einstein and it is only fitting that we complete our reading with an Einstein quote:
"We can't solve problems by using the same kind of thinking we used when we created them."
Why? Because that's how they became problems in the first place!
If you are serious about a Real Estate Career and yet you find that your momentum is a little slow these days, what will you intend to do to solve the problem?
Notice I didn't say "fix the situation". The reason for that is because to "fix" something is only a temporary solution...and then eventually time or circumstance moves us forward and we "think" we've fixed it without looking at what created the problem to begin with. We have set up our future to have the same problem, over and over and over again...
So, what kind of problems are you having and how did they start? Do you have an idea of when, where, how and why it started?
For example:
PROBLEM: "All of my buyers are waiting to see what happens next year".
SOLUTION: Find new buyers!
If this is where you are at, you must look at the activities you focus on daily and see if somewhere along the way, you dropped prospecting.
This is HUGE!
Most agents will look and make excuses that it's the Holiday's (or the economy, or the aliens that landed in Yucaipa) and then wonder why their well has run dry...the truth is BUYERS ARE OUT THERE, but you're focusing on a PROBLEM and not a solution, and then become frustrated when people don't respond the way YOU want them to!
Perseverance in life is noble...perseverance in Real Estate is CRUCIAL... if you are to remain in Real Estate!
So! Take a deep breath and sing with me:
On the 12th day of Real Estate, Amanda gave to me:
12 Thoughts of Perseverance
11 Thankful Tiding's (Be Thankful)
10 Lords of Language
9 Ladies Looking (Clear Vision)
8 Gears Reversing
7 Engaging Conversations
6 Geese a Squawking (Effective Communication)
5 Perspectives!
4 Breakdowns
3 French portions (Portion Control)
2 Assumptions
And some thoughts on Albert Einstein!
Hoping your 2008 was FABULOUS and your 2009 will be PHENOMENAL!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753 amandaw@sevengables.com
On the 12th day of Real Estate, Seven Gables gave to you......PERSEVERANCE!
We started off with Einstein and it is only fitting that we complete our reading with an Einstein quote:
"We can't solve problems by using the same kind of thinking we used when we created them."
Why? Because that's how they became problems in the first place!
If you are serious about a Real Estate Career and yet you find that your momentum is a little slow these days, what will you intend to do to solve the problem?
Notice I didn't say "fix the situation". The reason for that is because to "fix" something is only a temporary solution...and then eventually time or circumstance moves us forward and we "think" we've fixed it without looking at what created the problem to begin with. We have set up our future to have the same problem, over and over and over again...
So, what kind of problems are you having and how did they start? Do you have an idea of when, where, how and why it started?
For example:
PROBLEM: "All of my buyers are waiting to see what happens next year".
SOLUTION: Find new buyers!
If this is where you are at, you must look at the activities you focus on daily and see if somewhere along the way, you dropped prospecting.
This is HUGE!
Most agents will look and make excuses that it's the Holiday's (or the economy, or the aliens that landed in Yucaipa) and then wonder why their well has run dry...the truth is BUYERS ARE OUT THERE, but you're focusing on a PROBLEM and not a solution, and then become frustrated when people don't respond the way YOU want them to!
Perseverance in life is noble...perseverance in Real Estate is CRUCIAL... if you are to remain in Real Estate!
So! Take a deep breath and sing with me:
On the 12th day of Real Estate, Amanda gave to me:
12 Thoughts of Perseverance
11 Thankful Tiding's (Be Thankful)
10 Lords of Language
9 Ladies Looking (Clear Vision)
8 Gears Reversing
7 Engaging Conversations
6 Geese a Squawking (Effective Communication)
5 Perspectives!
4 Breakdowns
3 French portions (Portion Control)
2 Assumptions
And some thoughts on Albert Einstein!
Hoping your 2008 was FABULOUS and your 2009 will be PHENOMENAL!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753 amandaw@sevengables.com
12 Days of Real Estate....Day Eleven!
On the Eleventh Day of Real Estate, Seven Gables gave to me....Reasons to be Thankful....
The world is what it is...it isn't good or bad or wrong....it just is!
We are often quick to judge when things don't go according to OUR plan.
We always have a"reason" why things didn't pan out.
Here are a few things to be Thankful for:
A company that cares about YOU
A staff that is there to make sure that you supported in every facet of your Real Estate Career.
Clients who refer business to you.
The ability to make your own hours so that you can be there for school pageants and soccer games.
A career that isn't stagnant but always challenging.
Friends
Family
Health
A roof over your head and food in your tummy.
So despite all the negative press out there...and I know that it is definitly a challenge right now, there are so many things that we lose sight of...and I just wanted to take a minute to remind you!
So on the Eleventh Day of Real Estate, Amanda gave to me....A reason to be Thankful!
Cherry Merry, Happy Hannah, and Happy Kwanza~
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
amandaw@sevengables.com
714-837-7753
The world is what it is...it isn't good or bad or wrong....it just is!
We are often quick to judge when things don't go according to OUR plan.
We always have a"reason" why things didn't pan out.
Here are a few things to be Thankful for:
A company that cares about YOU
A staff that is there to make sure that you supported in every facet of your Real Estate Career.
Clients who refer business to you.
The ability to make your own hours so that you can be there for school pageants and soccer games.
A career that isn't stagnant but always challenging.
Friends
Family
Health
A roof over your head and food in your tummy.
So despite all the negative press out there...and I know that it is definitly a challenge right now, there are so many things that we lose sight of...and I just wanted to take a minute to remind you!
So on the Eleventh Day of Real Estate, Amanda gave to me....A reason to be Thankful!
Cherry Merry, Happy Hannah, and Happy Kwanza~
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
amandaw@sevengables.com
714-837-7753
12 Days of Real Estate....Day Eleven!
On the Eleventh Day of Real Estate, Seven Gables gave to me....Reasons to be Thankful....
The world is what it is...it isn't good or bad or wrong....it just is!
We are often quick to judge when things don't go according to OUR plan.
We always have a"reason" why things didn't pan out.
Here are a few things to be Thankful for:
A company that cares about YOU
A staff that is there to make sure that you supported in every facet of your Real Estate Career.
Clients who refer business to you.
The ability to make your own hours so that you can be there for school pageants and soccer games.
A career that isn't stagnant but always challenging.
Friends
Family
Health
A roof over your head and food in your tummy.
So despite all the negative press out there...and I know that it is definitly a challenge right now, there are so many things that we lose sight of...and I just wanted to take a minute to remind you!
So on the Eleventh Day of Real Estate, Amanda gave to me....A reason to be Thankful!
Cherry Merry, Happy Hannah, and Happy Kwanza~
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
amandaw@sevengables.com
714-837-7753
The world is what it is...it isn't good or bad or wrong....it just is!
We are often quick to judge when things don't go according to OUR plan.
We always have a"reason" why things didn't pan out.
Here are a few things to be Thankful for:
A company that cares about YOU
A staff that is there to make sure that you supported in every facet of your Real Estate Career.
Clients who refer business to you.
The ability to make your own hours so that you can be there for school pageants and soccer games.
A career that isn't stagnant but always challenging.
Friends
Family
Health
A roof over your head and food in your tummy.
So despite all the negative press out there...and I know that it is definitly a challenge right now, there are so many things that we lose sight of...and I just wanted to take a minute to remind you!
So on the Eleventh Day of Real Estate, Amanda gave to me....A reason to be Thankful!
Cherry Merry, Happy Hannah, and Happy Kwanza~
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
amandaw@sevengables.com
714-837-7753
12 Days of Real Estate....Day Ten
On the Tenth day of Real Estate, Seven Gables gave to me....LANGUAGE!
My son is a GAMER...
(That's not my son, just in case you were wondering)
This weekend there was a HUGE gamers convention in San Fransisco and of course he went. I picked him up afterwards with a few of his friends and as we were driving home I heard this:
"Dude, Did you....T-Sticking...and then....blast line...and when he....Ping...it was like WHOA! And then when that girl....Shine spike...."
On and on it went. I turned off my radio thinking to myself, "Are they speaking english? What are they saying? What does THAT mean?". I consider myself a pretty hip mom, but to be in the car with 3 teenage boys SPEAKING A LANGUAGE I couldn't understand was beyond me!
And then of course it hits me! How often as Realtors do we have a conversation with a Client and speak "Realtor-ese". You know what I mean..."Drawing Docs, Appraisal Review, DOM, and CDOM....Easements etc..."
We've all been guilty of it. We THINK we're having a conversation, when in reality we're confusing the heck out of our cllients!
So, what to do? Easy! ALWAYS let them know that we sometimes get carried away with Realtor speak and rather than have them not understand what the terms are, you encourage them to ask you questions!
Create a glossary that you can hand your clients so that they can have something to go back to after you leave....Yes,, our contracts have terms at the end that our Clients can read on their own time...BUT to have something from YOU, their Trusted Advisor will mean more to them!
It will relay to them that YOU have been asked these questions before and that YOU know how to explain them to ALL of your clients. It also let's them know that they are NOT alone.
So on the 10th day of Real Estate, Amanda gave to me....language for the masses!
Amanda Wernick
Career Development Manger
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
My son is a GAMER...
(That's not my son, just in case you were wondering)
This weekend there was a HUGE gamers convention in San Fransisco and of course he went. I picked him up afterwards with a few of his friends and as we were driving home I heard this:
"Dude, Did you....T-Sticking...and then....blast line...and when he....Ping...it was like WHOA! And then when that girl....Shine spike...."
On and on it went. I turned off my radio thinking to myself, "Are they speaking english? What are they saying? What does THAT mean?". I consider myself a pretty hip mom, but to be in the car with 3 teenage boys SPEAKING A LANGUAGE I couldn't understand was beyond me!
And then of course it hits me! How often as Realtors do we have a conversation with a Client and speak "Realtor-ese". You know what I mean..."Drawing Docs, Appraisal Review, DOM, and CDOM....Easements etc..."
We've all been guilty of it. We THINK we're having a conversation, when in reality we're confusing the heck out of our cllients!
So, what to do? Easy! ALWAYS let them know that we sometimes get carried away with Realtor speak and rather than have them not understand what the terms are, you encourage them to ask you questions!
Create a glossary that you can hand your clients so that they can have something to go back to after you leave....Yes,, our contracts have terms at the end that our Clients can read on their own time...BUT to have something from YOU, their Trusted Advisor will mean more to them!
It will relay to them that YOU have been asked these questions before and that YOU know how to explain them to ALL of your clients. It also let's them know that they are NOT alone.
So on the 10th day of Real Estate, Amanda gave to me....language for the masses!
Amanda Wernick
Career Development Manger
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
12 Days of Real Estate....Day Nine!
On the 9th day of Real Estate, Seven Gables gave to me....A Clear Vision
Life in Real Estate sometimes seems as if we're riding a roller coaster.
Life (or escrow) throws us a curve ball...before you panic:
Gather Facts. Investigate causes and circumstances of the problem. Probe details about it - such as its origins and causes, especially if you have a problem that's too vague. Investigating facts is usually more productive than trying to solve it right away.
If, for example, the problem stated by your spouse is "You never listen to me",
the solution is not obvious.
However, if the statement is "You don't make enough eye contact when I'm talking to you," then the solution is obvious and you can skip brainstorming altogether. (You'll still need to work on the implementation, though!)
Ask yourself questions about the problem. What is not known about it? Can you draw a diagram of the problem? What are the problem boundaries? Be curious. Ask questions and gather facts. It is said that a well-defined problem is halfway to being solved: you could add that a perfectly-defined problem is not even a problem anymore!
So on the 9th day of Real Estate, Amanda gave to me, 20/20 vision!
Call or email me with any Real Estate related questions! If I don't know the answer, I'll be sure to connect you with the person you need to speak with!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
Life in Real Estate sometimes seems as if we're riding a roller coaster.
Life (or escrow) throws us a curve ball...before you panic:
Gather Facts. Investigate causes and circumstances of the problem. Probe details about it - such as its origins and causes, especially if you have a problem that's too vague. Investigating facts is usually more productive than trying to solve it right away.
If, for example, the problem stated by your spouse is "You never listen to me",
the solution is not obvious.
However, if the statement is "You don't make enough eye contact when I'm talking to you," then the solution is obvious and you can skip brainstorming altogether. (You'll still need to work on the implementation, though!)
Ask yourself questions about the problem. What is not known about it? Can you draw a diagram of the problem? What are the problem boundaries? Be curious. Ask questions and gather facts. It is said that a well-defined problem is halfway to being solved: you could add that a perfectly-defined problem is not even a problem anymore!
So on the 9th day of Real Estate, Amanda gave to me, 20/20 vision!
Call or email me with any Real Estate related questions! If I don't know the answer, I'll be sure to connect you with the person you need to speak with!
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
12 Days of Real Estate....Day Eight!
On the 8th Day of Real Estate, Seven Gables gave to me...The ability to "Put it in Reverse!"
(And not by saying "I know you are but what am I?" either!)
When you need to figure something out, there are steps that you can take to ensure you get the best results.
One of the things you can do is to find experts in the field. Thank Gore for the Internet! :-)
You log on, do online searches. Of course this doesn't replace going to your management team or mentor to assist you, but it's a great second choice!
One of the things that I find is REALLY effective, before going to my management team is to throw it in reverse!
One trick that usually helps when you’re stuck with a problem is turning it on its head. If you want to win, find out what would make you lose. If you are struggling finding ways to ‘increase sales’, find ways to decrease them instead. Then, all you need to do is reverse your answers.
Make more sales calls’ may seem an evident way of increasing sales, but sometimes we only see these ‘obvious’ answers when we look at the problem from an opposite direction.
This seemingly convoluted method may not seem intuitive at first, but turning a problem on its head can uncover rather obvious solutions to the original problem.
So, on the Eighth day of Real Estate, Amanda gave to me....reverse the situation
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
(And not by saying "I know you are but what am I?" either!)
When you need to figure something out, there are steps that you can take to ensure you get the best results.
One of the things you can do is to find experts in the field. Thank Gore for the Internet! :-)
You log on, do online searches. Of course this doesn't replace going to your management team or mentor to assist you, but it's a great second choice!
One of the things that I find is REALLY effective, before going to my management team is to throw it in reverse!
One trick that usually helps when you’re stuck with a problem is turning it on its head. If you want to win, find out what would make you lose. If you are struggling finding ways to ‘increase sales’, find ways to decrease them instead. Then, all you need to do is reverse your answers.
Make more sales calls’ may seem an evident way of increasing sales, but sometimes we only see these ‘obvious’ answers when we look at the problem from an opposite direction.
This seemingly convoluted method may not seem intuitive at first, but turning a problem on its head can uncover rather obvious solutions to the original problem.
So, on the Eighth day of Real Estate, Amanda gave to me....reverse the situation
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
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