Read a blog by Seth Goodin the other day and he compared moving your finger around a glass until it starts to sing with what marketers seek, innovation.  Looking for things that vibrate and resonate and those that don’t. 

As Realtors, it is important that we must start by working on our Business Plan, .  It amazes me how many don’t have one and fly by the “seat of their pants”.  Without a business plan, it is virtually impossible to work on a Marketing Plan.  Instead of throwing everything at the wall and hoping that something sticks, start now by getting a business plan togethe.  Once you have the Business Plan together and you know where you are going, prepare the Marketing Plan that will help you to achieve your goals. 

Don’t forget the next important step to keep evaluating the effectiveness of your plans and if you are on track.  Why keep spending money on something that is not bringing the desired results?  It might be just a case of having to know the right speed and right place to make it sing!

Make sure that you are making the glass sing and not breaking it!

For Seth’s complete blog vist http://sethgodin.typepad.com/seths_blog/2010/11/seeking-market-resonance.html

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Golf Is Not a Game Of Perfect

I was going through some of  my books the other day and pulled out one I had not read in a few years, Golf Is Not a Game of Perfect, written by Dr. Bob Rotella.

Dr. Rotella is a performance consultant who has worked with many professional clients, most who refer to him as “Doc’.  Dr. Rotella helps his clients to create an attitude and a mindset about all aspects of a golfer’s game, from mental preparation to competition.

What does that have to do with selling Real Estate…Everything! 

Let`s examine some of the maxims laid out in the book.

1)  On the first tee, a golfer must expect only two things of himself:  to have fun, and to focus his mind properly on every shot. 

As a Realtor, I firmly believe that , before we start working with a client, we must be prepared to have fun as well.  Enjoy the journey and ensure that you are focused and prepared.

2)  Golfers must learn to love the challenge when they hit a ball into the rough, trees, or sand.  The alternatives-anger, fear, whining, and cheating -do no good.

I love Real Estate for the variety, the opportunity to be learning everyday and meeting new people.  Sometimes we hit snags or obstacles but we must learn to deal with the challenges and learn from them.

3)  Confidence is crucial to good golf.  Confidence is simply the aggregate of the throughts you have about yourself.

Similliarly, when selling Real Estate, or any sales for that  matter, it is important to be confident about yourself, your knowledge and your work.

In the introduction of the book he states“Sport psychology, as I teach it, is about learning to think in the most effective and efficient way possible every day.  It`s the psychology of excellence……..golfers, must understand the power within themselves.  They must learn to tap this power and let it flow into their golf game.

As professionals in any field, including Sales, we need to all understand the psychology of excellence and let it flow.

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Re/Max Ontario Realtors had the opportunity at Fall Connect to hear Craig Alexander, SVP and Chief Economist of the TD Bank Financial Group address the Ontario Housing Outlook.

The predictions are obviously dependent on interest rates, but his forecast for the next couple of years is definitely positive. 

http://www.youtube.com/v/6iJ7iDaeO_c&hl=en&fs=1

Craig Alexander, addressing Re/Max Fall Connect

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Books by Seth Godin

Realtors are constantly juggling their time.  There just never seems to be enough hours in the day. We are in a fast paced society.  Constantly having to work on something else and balancing life and work.  I am a big fan of Seth Godin and just came upon a recent post of his entiteld NEXT!  One word and it seems to describe our day. 

Seth calls it “The assembly-line mindset” and I couldn’t agree more. 

You attempt to be organized, Monday morning arrives and one things happens that sets the entire day off and there you go!  It reminds me of a Scottish poem by Robbie Burns that my Grandmother used to recite;

18th-century poet, Robert Burns, he wrote: “The best laid plans o’mice an’ men/Gang aft a-gley.” Or as we would say today: “gone astray.”

Meaning that even the most thought out and well planned events or schemes can go wrong from time to time.

Those sales calls you were supposed to make; the notes that were to be sent…

Next!

Do you really want to spend your days in that manner?  Where is the satisfaction in constantly being behind. 

Seth correctlly points out “The other problem is that you have competition. And for them, perhaps even this time, it’s not just another in a long line of tasks. It’s the one. The one that matters. The competition will bring more to the table than you do, and you suffer.

Perhaps the alternative is instead of thinking, “next!”, we can think, “last!”

This might be the last time I get to do this.

If I do it that way, it increases the chances that it won’t be.”

For more on Seth’s blog go to  

 http://sethgodin.typepad.com/seths_blog/2010/10/next.html?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed%3A+typepad%2Fsethsmainblog+%28Seth%27s+Blog%29

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Went to see Secretariat last night and kept thinking how much I admire the owner of Secretariat, Penny Chenery, played by Diane Lane.  This woman doesn’t give up and neither does her horse.  Penny  was originally regarded as a “Housewife” by the exclusive Men’s Club and that wasn’t going to stop her.

There were numerous leadership quotes and principles in the movie and I kept wishing that I had something to write them down.  This morning I googled and sure enough Brian Dodd had picked up some great quotes.

1)  Our Lives are One Phone Call Away From Changing

The phone call that Penny Chenery received telling her of her mother’s death was the start of the series of events.  I know that personally when I reflect on some phone calls that I have received that have definitely resulted in some life changing circumstances for me.  It is really all about how you handle them!

2)  Always Trust a Woman’s Intuition

That is something, as a woman, that I fully believe in.  Sometimes, we don’t listen to it!

3)  Let him run his race.

That is a fantastic quote for all Leaders.

4)  You never know how far you can go unless you run!

5)  Talent is Often Uniquely Packaged

Don’t judge a book by its cover.  Keep an open mind and treasure uniqueness.

7)  Let him run Ronnie! Let Him Run

Recognize Talent and just let them go with it!

Check out Brian’s website for more inspirational quotes.

http://briandoddonleadership.com/2010/10/09/16-leadership-principles-and-quotes-from-secretariat/

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Whether it is a Real Estate Office, or any business for that matter, I firmly believe that the backbone of a company is strong staff.  You can’t put a price tag on loyal, well-trained support staff. 

I watched the televisions show Undercover Boss the other night.  For anyone who hasn’t seen the show it features a senior executive of a company working undercover in their own firm to investigate how the company really works and identify how it can be improved, as well as rewarding the hard working staff.  They are exposed to a series of predicaments with amusing results, and invariably spend time getting to know the people who work in the company, learning about their professional and personal challenges.  At the end of their week undercover, the executives return to their true identity and request the employees they worked with individually to corporate headquarters. The bosses reveals their identity, and reward hard-working employees through campaign, promotion, or financial rewards, while other employees are given training or better working conditions.

It made me really sit back and wonder if we truly understand what is happening in our work environment. Do we really give the support and appreciation to our staff that they deserve?

As a Real Estate Manager, I watch our unbelievable support staff and can’t thank them enough for all that they do. They are on the front line, assisting the Realtors and the Public.  Many times in our company, as in most Real Estate Offices, they are the first impression that someone has of the office.  They are constantly facing predicaments that require a cool head and a big smile.  A picture of their day could be eight lines going at once; someone standing over their desk needing assistance; one of the machines not working and on it goes.  Stand back and watch them once in awhile and see what they do.  Processing offers; ensuring that the right information and legal paperwork has been submitted.  What would we do with them!

Do you need to become an Undercover Boss or do you full appreciate your support staff?  I don’t need to be an Undercover Boss, I know how important they are.  THANKS TO ALL OF YOU!!

Below is presetation at Re/Max Fall Connect

http://www.youtube.com/v/-LEPFZIt_Qo&hl=en&fs=1&hd=1

I am always pleased to say that I am associated with Re/Max, but even more so when I know how much we give back to the community.  At the Re/Max Fall Connect we were pleased to have a presentation from the Canadian Breast Cancer Foundation in recognition of Re/Max being the #1 Supporter in Ontario.

Over 900 RE/MAX agents across Ontario voluntarily participate in the RE/MAX “Sold on a Cure” program. Through Sold on a Cure, agents donate a portion of their commission from the sale of each home to primary prevention research projects funded by the Foundation. Three hundred Ontario RE/MAX Realtors also support the Foundation by participating in the annual Canadian Breast Cancer Foundation CIBC Run for the Cure and by hosting fundraising events in their communities. 

Download now or preview on posterous

ReMaxCBCF-front+FINAL[1].pdf (1323 KB)

Amazing, but THE two most important entries in Time Management when I am working with Realtors is Family Relationships and Rebuilding Energy by Working Out.  This is followed closely by booking and spending quality time with Friends.  On the surface it would appear that none of this has anything to do with being a Realtor, but in my estimation it has everything to do with being a Realtor. How important are they to you?  If you don’t schedule, it just won’t happen on its own.

My favourite saying about Real Estate as a profession “The best thing about being a Realtor is that you can set your own schedule.  The worst thing about being a Realtor is that you can set your own schedule.”  I know that it is crazy business but I fail to understand why we can’t have some control over our time. 

We often fail to prioritize; we fail to schedule in our important tasks.  How do we expect to get referrals when we don’t schedule that time to contact and grow our data base!  Real Estate is still a Contact Sport.

I mentioned in a previous post that when I am working with a Realtor the first things we schedule for the month are Family Time and Energy Rebuilding Time.  These are the non-negotiable.  They need to be the times when no matter what else happens you are available for the most important person “YOU’.  The next schedule should be doing what you need to do to create business, not always reacting to what is going on around you.

Block out the times when you are going to be doing your phone calls and your notes; your business building times.  Then keep that schedule.  Take the phone off the hook.  Use a recording or have an assistant say that you are busy and that you will return the call at a certain time.  The major advantage is that when you return the call, you already can have the information you need ready…now that would be a time-safer wouldn’t it!  Instead of answering the phone and telling someone you will get the information for them and returning the call at a later time, the proverbial ”running around like a chicken with your head cut off.”  You are PREPARED, and as an added bonus, during that time when you have not been answering the phone you have been creating business.

Do you have a Marketing Plan?  Use Social Networking?  Create a Newsletter?  Imagine scheduling in 45 minutes a day just to get these done and sticking to your plan. 

The big secret here, is making the schedule and sticking to it.  Returning your calls when you say that you are going to.  It is as simple as putting on your message, for example, that you are in a meeting until 11:00 am and that you will be returning calls at that time.  Please leave a detailed message and then DO WHAT YOU SAY, RETURN THAT CALL AT THAT TIME!  I sometimes wonder why this isn’t done, might be that it is the commitment to do something at a certain time and being organized that gets in the way?

I love mentoring the Richard Robbins MASTERS EDGE program.  The premise of the program is running your Real Estate Business like a Business.  http://www.mastersedgeonline.com/ .

As you approach a new month or week, pull out your schedule and try it.  It takes 28 days to create a new habit and this one will definitely help you in running your business.

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