Home at last

Well the day started off in Florida and has finally ended here back in NY. The inspirational breakfast was outstanding as usual.
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The lessons have learned this week, cannot have a price put on them.

My business will move to the next level. Important highlights include

Try something new. Step outside of your comfort zone.

Lead generate, lead generate, lead generate. Whats the worst that can happen? To many leads?

Scripts and dialogs need to be practiced daily.

KW is a family and together we do achieve more. Whether we want to admit it or not, we do need each other. And we should never forget it. Be kind to someone you don't know. You have no idea what it may do for them.

I am looking forward to getting back to work and implementing what I have learned.

As Chris McLaughlin would say " see you at the top"

The Language of Sales

I took a class today on the Language of Sales. It's more of not what you say, but how you say it.
Putting a positive spin on things can change your whole outlook. Also accentuating certain words will drive your point home quicker. It was also a plug for a coaching coarse on the language of Sales. If you have never worked with a professional coach, you might want to look into some of the MAPS coaching series. Ask yourself this: Is is worth 1 commission to earn 3 more? I know I signed up for a coaching program on database management. Anything to get to the next level.

Last full Day. State of the company address

Well today is the last full day of Family reunion. I am so exhausted. But it was definitely a day of celebration by now everyone has heard that we have moved into the 3 rd slot in the nation of real estate firms. We over took Re Max! Ahead of us is Caldwell Banker and C21. Imagine, those companies have been in business over 100 yrs and in less than 30 yrs we are # 3. It says it lot for our models and culture. If we stay true to them, we will be #1. But this comes down to us agents. We need to add 12 agents a month between the Goshen and Central Valley Market Center this year. Since we all believe in the Keller way of life, this should not be a problem!

Stump the Agent, Handling objection through scripts

This was my 2nd break out session today. There was a panel of 3 mega agents and Ron Wexel as a moderator. We liturally lined up and role played with the panel. This was awesome and shows the importance of scripts ( Did you know that I am at the market center every Friday by 5 pm just waiting to practice with you) (shameless plug)

Dig this script for FSBO.

Geez Mr. FSBO, did you know that 86% of all FSBO do list with a Realtor, also did you know that those who don't receive 12- 16% less proceeds than if they had listed with a realtor. Also that 75% of all law suits in real estate have 1 side that was not represented by a realtor. So Mr. FSBO, did you want to recieve 12-14% less money for your home and have a 75% chance of being sued?

Dare ya to try it.

Reach more people in less time

This was my first break out session today. The speaker was Todd Butzer and contained marketing tips. It's the little-big things. Put your logo on the BOTTOM of the page, it's the last place everyone looks!
Marketing budget should be 12-15% of your GCI. If you are a mega agent 8-10%
Define your target market-build a database
Create a message/know your client
Be professional and informative
Send information of value-market trends
Choose words carefully. Short words. Need ideas. read the book-"Words that Work"
Be Brief, Be Visual, Be Credible, Be constant

Do you look like the fee you charge?
Pick your strategies

Food for thought: What if you were such a powerful name in the area, people were afraid not to use you as their realtor!

All this in 1 1/2 hours.

another action packed day!

Well Monday here at Family Reunion was anything but ordinary. My day started at 7:30 this morning at a breakfast with Top Producer. There will be a new update to the software in May. It will mean less clicks to get where you want.

After breakfast we had our featured speaker for the event.
Clint Swindall (read his book Engaged Living)

Clints message was:
Keep your eye on the good stuff. Turn off the news and the radio first thing in the morning. It's too negative.
Never ask someone "how are you?" Say "Tell me something good"
Create ways of celebrating ( I personally encourage this one)
Be an ambassador of cheer
Stop being right all the time.
Be true to your own character
Keep it all in perspective.

Want more on Clint, go to www.verbalocity.com

Gary's Vision Speech

Well this morning Gary Keller gave his vision speech for 2009. He laid it all out there on the line. The next 6 months will the hardest 6 months of every ones life. The economic outlook is bleak. But here is the good news. You can have your unfair share of the market. But you will have to work and work harder than you ever have before. If you are not willing to do this, you need to rethink your career. But for those of us who are going to persevere and push through, mastery is on the other side. Just keep your eye on the prize. Get back to basics.

To see and hear all of Gary's speech, go to Agent Mountain where you can download it.