The Future Looks Bright

Happy Holidays! Are you enjoying your time with your family and friends. I know I have really enjoyed these last few days. It is great to spend quality time with my husband, Dan, and our two children, Trevor (age 12) and Cassidy (age 10).

As I wind down my year (can you believe how fast a year goes) I start to think about what I want 2009 to look like. Every year I vow to eat better, exercise more, and excel at my career. 2009 looks no different.

2008 has been a challenging year for many people who make a living in the real estate industry. Each Monday I hold one-on-one consulting sessions with our agents. I help them overcome issues they are facing and also I help keep them on track to meet their goals. If you fail to plan you are planning to fail. So I believe it is paramont that you write out your goals. I also say "If you don't know where you are going how will you know when you get there?"

A great exercise that we have done that is also very fun is the "Future Letter". Have you ever written or read a Christmas letter? One where you talk about all the things you did throughout the year. What the kids are up to. Vacations you took. How your career is progressing. Take a moment to write out your Christmas letter as if it is December 31, 2009 and you are reflecting on everything you accomlplished that year. Make copies and share it with those close to you. Also post it in a place where you will see it every morning. Wouldn't it be great to end 2009 with everything in your letter acheived!!!

And finally, here is a video for those of you who have had a difficult 2008. I hope it inspires you to know that 2009 WILL BE FINE!!!

http://www.maniacworld.com/are-you-going-to-finish-strong.html

The Spirit of the Season

What is the Spirit of Christmas all about? I believe the answer to that question is different for each of us. A lot of the "spirit" of Christmas comes from our past experiences during the holiday season. I love to hear other people tell me about the different traditions and experiences they have had as children and what they do now as adults.

For me, Christmas is a tangled web of emotion. As a child I grew up with 3 brothers, 1 sister, and 63 cousins in rural Iowa. Christmas Eve and Christmas Day meant getting together with my family, aunts, uncles, grandparents and cousins. It was a whirlwind of wrapping paper, turkey, laughter, and an occasional prank gift. My mom was the centerpiece of our Christmas tradition. As the mother of five children she had her hands full between buying and wrapping gifts (cleverly keeping them hid from us snoopy kids), milking cows every day, and taking care of the babies. Mom loved every minute of it. We were a practical family. We always received a couple of our wish list toys but the rest of the gifts under the tree were things like hooded sweatshirts, coveralls, appliances, and other basic items. My Mom beamed with joy when the "whole" family was together and she could love on us all. And as kids we relished in Mom's glow.

That all changed 12 years ago. On October 14^, 1998 my mom was killed in a sudden accident at age 51. Mom and Dad were building their dream home on an acreage overlooking the family farm. Dad was on the tractor and Mom was in front of the tractor shoveling gravel. The brakes of the tractor failed, slowly, and before my Dad had a chance to react my Mom had been squished. Mom had a pot roast in the oven that day. She never expected that she wouldn't be home to serve it for lunch.

Christmas that year was very sad for my family. We missed Mom so much and we wondered why God could let such a tragic thing happen to "our" family. Over the years I have prayed about this and I have come to realize that everything happens for a reason. We still miss Mom, always, but as a result of her death everyone in my family has grown closer to God and has come to realize the true meaning of Christmas. Because it really is not about the parties, gifts, and food. It's about telling those around you how much you love and appreciate them. I learned two very valuable lessons when my mom, Mary, died. One, I am thankful and give praise to God that there is a place for my mom in heaven. Because she deserves only the best. And two, I will never, ever take those I love for granted and I will give thanks every day for the blessings they are in my life.

So as you open your presents, eat the Christmas goodies, and enjoy time with your family and friends. Don't forgive to give thanks to God for his blessings and tell those you love how much they mean to you. And that is the purpose of this Christmas letter. To tell you how much I love you for who you are and what you have to offer this world! You are unique and God has given you talents that only you possess. Thank you for giving me the opportunity to be your leader. It is truly an honor for me to be surrounded by such greatness!

Enjoy the spirit of this magical season.

A Funny Christmas Jingle - Life As a Realtor

Four years ago, shortly after I had decided to be a real estate agent, I ran into my neighbor that lived directly across the street from me. She had recently decided to sell her home - For Sale By Owner. As any good Realtor would do, I attempted to lure her into listing her home with me. My neighbor's response was that she didn't want to pay a big commission just for some agent to write a few page contract. In her mind, that is all it takes (writing an offer) to be successful and earn a commission. You and I both know that selling real estate is much more than just writing an offer. As agents we work very hard to solicit clients, find the right house, keep abreast of the market, and keep the deal from falling apart. This past year has tested our resolve. And yet we continue to trudge forward with a smile on our face. Because, we know the rewards of our chosen profession far exceed the headaches. In fact, if you ask most agents what they love about their job/career they will say "I love helping people". And as Zig Ziglar says "You can have everything in life you want if you just help enough other people get what they want.”

A friend of mine sent me this youtube video this morning. Take a few moments to watch these lovely ladies sing about life as a Realtor. I am sure you can relate to at least one (if not two or three) of their experiences. Its fun to be able to laugh at ourselves. Merry Christmas.

BE SURE TO TURN OFF THE MUSIC (SCROLL TO THE PLAYLIST ON THE RIGHT OF THIS PAGE) BEFORE WATCHING VIDEO

And Jackie G. ended up with the Santa Suit.......

We had so much fun at the Holiday Team Meeting Party on Tuesday! Of course it was business as usual for the first 30 minutes of the meeting. Regina & Felicia put together a short little Holiday video to kick off the party. Then we had our Dirty Santa gift exchange! (aka A White Elephant Gift Exchange) The first person to pick a gift was Cynthia Pierce who got the Santa Suit! After that it was one laugh after another as each person got to choose either a wrapped gift or take a gift from someone else. The hot items were the Santa Suit, the rocking Santa (that Dionne tried her best to keep), the trip to Family Reunion, the Reindeer wine opener/holder, the drinking glasses & caddy, the Starbucks coffee and of course the black KW undies. Darin couldn't give away his lovely black "Just Graduated" frame. The black Keller Williams underwear finally went to Bill Wright of Ganek Wright Minsk. Dionne did get to keep the Rocking Santa and Jackie Gasparre got the Santa Suit! It was a lively joyous time with our Keller Williams Family!

Proud to Be An American

Recently, I was inspired by some data contained in a research report written by Joseph Quinlan, Chief Market Strategist for Bank of America. He presented a valid and important perspective that will most certainly be overlooked by the myriad of doomsayers who seem determined to write the obituary for the American economy. I thought you might enjoy some key excerpts and might find encouragement to maintain your resolve in your outlook of our economic future.

Taking Stock of What Is Right with the United States

• The United States Economy is the Largest and Most Productive in the World — With just over 4% of the global population, the United States accounts for 25% of the world's GDP. We produce more output each year than Japan, China, Germany, and the United Kingdom combined.

• The United States is the World's Leading Manufacturer of Goods — Despite the popular belief that we no longer "make stuff," America produces over 20% of the world's manufacturing output. This has hardly changed since 1980 when we produced 22%.

• The United States is the World's Favorite Destination of Foreign Direct Investment — Lost amid the chatter of outsourcing jobs, the United States remains the most popular market for foreign investment. Foreign investors are attracted by many factors including our vast and wealthy consumer market, large skilled labor pool, and our transparent rule of law.

• America is Home to the World's Top Global Brands — Over half of the top 100 global brands (52) are American. Of the top ten, eight are American giving corporate America an unequaled global footprint relative to its international competitors.

• The United States is the World's Technology Leader — The United States remains the most innovative economy in the world. America's entrepreneurial bent attracts the worlds' best talent which has created the largest market for information technology spending on hardware, software, and services.

• The Top Ranked Universities in the World are in the United States — 39 of the top 100 universities in the world are American, including the top two. American universities hosted over one-fifth of all international students making it the top destination for foreign scholars.

• The U.S. Dollar is Still the World's Top Reserve Currency — The U.S. dollar remains the reserve currency of choice for many nations — it accounted for roughly 65% of global central bank reserves last year. Despite the current financial crisis, the dollar remains king of currencies.

• The U.S. Military is Second to None — Military might still matters, especially in a world where geo-strategic flashpoints continue to simmer (think Pakistan, the Middle East, and parts of Africa). It is also worth noting that important technological breakthroughs have come from military investments — including the Internet.

(Kudos to Bill Haas, Keller Williams Realty, for submitting this inspiring dissertation)

Would You Be Offended...

...if I tooted our horn for just a moment?


Yesterday we had a regional director call on the state of the US housing market and how Keller Williams Realty is faring as compared to other brokerages.

1) October housing sales in the United States are down 1% over 2007. Keller Williams closed 6% MORE homes in October 2008 than October 2007.

2) Year-to-date, housing sales are down 14% in the US versus at KW we are down only 8%.
3) The National Association of Realtors reported that Realtor membership is down 9% for the year. At KW we are down 3.8%.
4) Most of the major Real Estate firms are closing offices. Estimates are that most of them have closed or "merged" hundreds of offices. Keller Williams is, however, growing. We have opened 4 new offices in the US in 2009.

So what does all this mean? As the following charts illustrate, during this shifting market our goal has been to maintain our volume of sales despite the downturn. By maintaining our volume our market share is growing.

When the natural lag plays out, Keller Williams will be positioned to take advantage of the inevitable rebound. Riding the wave of increasing transactions and commissions by simply holding the new level of market share we have gained - and thus increasing the volume/commissions earned by our agents.

This same concept holds true for your business as an individual agent. Have you maintained your volume of business over the last year? If you answered "yes" congratulations. However, if you answered "no" then I urge you to schedule an appointment with me for a brief 45 minute consultation. I will share with you ideas and strategies that will help you increase the level of business you are doing while at the same time give you more free time to enjoy the fruits of your labor.



Because we believe in sharing our profits with our agents, the culture of Keller Williams is very unique. Agents and leaders are constantly sharing ideas and strategies to overcome obstacles. We believe that "together we achieve more" and the success of our company is testament to that belief.

If you would like to learn how you too can grow your business while having a life worth living, give me a call at 678-298-1665.

Tis The Season

What a wonderful holiday party we had at Shaun & Jean Rawls' lovely home on Saturday night. It was great to mingle with the agents and their significant others. Kudos to Shaun and Jean! From the golf cart valet service to live holiday music and wonderful food this was an event to remember. Here are a few pictures of the happy party goers.

Ready To Achieve More…Passive Income?

I was talking with Mark Stehle, one of our many talented agents, and he was telling me about a recent transaction he had with a new investor. Mark's client, Mr. Kellogg, was thrilled to find a nice home for under $50,000. As Realtors we can preach the message that now is the time to buy but nothing is more compelling than hearing it from a happy client. Get ready to smile as you read how real estate investing is helping Mr. Kellogg grow his financial net worth and ultimately improve his life. If you are ready to grow your net worth and be "happy" like Mr. Kellogg - give me a call at 678-298-1600. I will help match you with a knowledgeable, hard-working, and competent Realtor.

I think this is about the lowest the market is going to get in pricing before it starts edging back up, particularly around metro Atlanta. If you can buy a house for the price of the bare land, how can you go wrong? So much is out there for $50,000 and under - the price of a car or less - why not stretch a little and get one.

I found a house for $46,000 - put in a little cosmetic work (literally paint & fancy lighting) and put a listing on Craigslist for room to rent/house to share, just to see what I might get. I got a slew of responses from all over the country.... college professors, soldiers, some scaling down, some students. Within the first week i pulled the listing because i had too many candidates to pick from. I wish I had 10 houses. Before I closed on the house I had two great guys ready to move in. One soldier from Texas staying in a hotel, trying to find a place so he could begin a year's assignment at Fort McPherson. He needed a nice furnished place for one year - bingo. A week later, another great guy from Delaware was looking for a furnished room/home to share for an 18 month assignment in Atlanta. MARTA accessibility was a big sales point; close/in-town was too. I met the second guy and his wife, they loved the house, loved the other guy, both really cute/nice, paid up front. They even do the yard work, cleaning, enjoy the place like it was their own and i don't have to worry about who's watching the house. I gave them both great deals on rent, nice place to live and combined it more than pays the monthly expenses and I get to own the house.

I am literally refinancing this most recent one now and going back to see if my Realtor can find me another "steal" - that's all you could call this house. They're out there. We looked at lot of homes before we found it but well worth the hunt. When I retire and these homes are worth 5-8 times what I paid and tenants are making the payments for me? I am a happy. Deals and desperation in housing aren't going to get much better than this so I'm going to stretch and try another. Be a great landlord,select them well - there is an abundance of good people needing a place that doesn't cost them a lot and treat them well, they'll watch out for you and your place.

Sincerly,
Kevin Kellogg

Comment from Mark Stehle (Realtor): Can you believe my client, Kevin Kellogg, purchased this house for ONLY $46,000 (actually $45,900 if you want to get technical about it)? What a deal or "Steal" as Kevin puts it. Three bedrooms, two baths, high ceilings, updates, walking distance to Fort McPherson and MARTA rail lines, great rental potential and more.

Great Pop By Ideas!

A big thank you goes out to Virginia Moran for sharing some fabulous "pop by" ideas for the holidays. (see below) This is the absolute, very best time of the year to reach out to your sphere of influence. Let them know how much you value their support, referrals, and business.

Don't know what to say when you call or pop by? Then check out the script on the attached document. I received this script from Tony DeCello during a "Shift" Fast-Track Coaching Call. Tony said that research has shown consumers are put off by agents who call and first talk about personal things (i.e. how are the kids, etc) and then close with "Who do you know who wants to buy or sell a home." Tony recommends that you begin by asking them "Would you be offended if I asked you a business question?" I took Tony's "met's" script and modified it just a bit. Give me a call at 678-298-1665 if you would like me to send you a copy of the full script.

I am curious to hear how this script works for you. Give it a whirl next week during your lead generation and then reply back to me with the number of appointments and/or referrals you have at week's end. Wouldn't it be nice to start off 2009 with a loaded calendar of appointments?

Speaking of Fast Track Coaching. I LOVE it. I have learned so much in my Shift Coaching calls that I have decided to sign up for the Language of Sales Fast Track Coaching with Diana Kokoszka starting January 29th. If you care to join the session click on the following link. https://secure.kw.com/kwu/content/maps_buisness_builders.jsp

One more thing, don't forget about the Dirty Santa gift exchange coming up Tuesday. I have something up my sleeve for this event that you won't want to miss.

TAG LINES FOR WRAPPING PAPER:

Let me help you wrap up all your RE needs…..

Don’t get wrapped up in all the negativity…….put a bow on your next real estate transaction when you use or refer (NAME HERE)
"Just wanted to WRAP up the year by letting you know how much we value you as a client!" (Or, how much we value you and your referrals . . .)
As we WRAP up the year I want you to know what a Gift it is to have a client like you…

Got You “Covered” for all of your Real Estate needs…

Wanted to wrap up the year by thanking you for your referrals & your business.

Don’t get “wrapped up” in the bad RE news these days, call _____ for your “good” real estate possibilities. It’s a GREAT time to buy!

Here to help you wrap up your year.

Mastermind Luncheon Ahas

Once a month we have a Mastermind Luncheon at the Ashford Club. The luncheon is facilitated by Shaun Rawls, Multiple Operating Partner for Keller Williams Realty. The topic for this month was "Answer the Call of Opportunity in this Market". Shaun invited a panel of six agents who are THRIVING despite the challenging real estate market. In fact, when asked, the panelist stated that this was a market full of opportunity.

I attend these events every month and every month I leave invigorated and ready to take on the world. Today's event was no different. In fact, to feel the energy in the room was thrilling! If you have never attended a Mastermind Luncheon I invite you to give it a whirl. Call or email me and I will be sure to put you on our guest list. Also, check out the video below as Shaun and our General Manager, Jeri Moran, provide more information about the luncheons.

Here are my notes from today's event.

Panelist:

Helen Archer, KW Buckhead
Tonya Jones, KW Smyrna/Vinings
Lisa Vayle, KW Sandy Springs
Leslie Peters, KW Brookhaven
Chase Mizell, KW Peachtree Battle
Dionne Hicks, KW Dunwoody

Q: What are you doing to thrive in this market?

Helen

• Started my year with a business plan
  
• Joined a Power Core Networking group
  
• Comes into the office every day
  
• Keeps track of her numbers
  
• Consults with Shaun Rawls and her team leader, Russell Barber
  
• For lead generation she calls her sphere with a minimum of 5 calls and 3 personal notes each day.
  
• She has a coach to hold her accountable
  
• She is continually adding people to her database through networking
  
• She is watching her expenses and cutting cost where needed
  
• She is the "connector" of people. Clients call her for vendor referrals, job searches, etc
  
• Attitude is seeing the opportunities not the problems
  
• Tap into the energy of the office and cut out negative sources
  

Chase

• Started consulting with his team leader, Cynthia Lippert
  
• Follows the models in the Millionaire Real Estate Agent book
  
• Comes to the office every day
  
• Calls his sphere while he is in the car
  
• Goes on business lunches every day
  
• Networks at the gym every night
  
• 75% of his business is listings
  
• Has found the secret to selling listings: P-R-I-C-E
  

Dionne

• 85% of her business is from referral
  
• Comes into the office everyday to soak up the energy and share ideas
  
• Consults with her team leader (me)
  
• Specializes in short sales.
  
• Took short sale classes to master this niche
  
• She waits to put the short sale listing onto the market until it is one week from bank approval
  
• Sells most short sale listings in 7 days
  

Leslie

• Has built her business on creative marketing
  
• For instance, mailed toothpicks in November with the tagline "We hope you pick up for your real estate needs."
  
• She believes in investing in her business but holds her investments accountable
  
• She attends networking events
  
• "Must think like a new agent"
  

Tanya

• She religiously attends her market center's Power Hour
  
• The first month of Power Hour she wrote 6 contracts
  
• She prepares her "To-Do" list the night before
  
• She coaches with her team leader, John Fountain and he holds her accountable
  
• Has pulled away from media marketing and is more focused on prospecting and internet lead generation
  
• Changed her website home page so it is not about "her" but more property focused
  
• Generates 3500 leads a month from her KW website
  
• She has website visitors "register" upfront
  
• Goes to Family Reunion http://familyreunion.kw.com/ every year
  
• Sends magazines with her marketing information to local vendors such as car dealerships and dentist
  

Lisa

• Started my year with a business plan
  
• 64% buyer business
  
• Stays positive "its between your ears"
  
• Lead with Opportunity
  
  • She proactively searches for deals through agent networking and FMLS
    
  • Sends out "Best Buy" list and Foreclosure list
    
• Found a niche with International/Foreigners
  
  • Joined Chamber of Commerce
    
  • Joined International Roundtables
    
• Does "Pop Bys" to her A+ clients about 6 to 8 times a year
  
• 90% buyer business
  

  Hired a sales and accountability coach
  

  
   

How to Sharpen Your Saw

• Know your inventory
  
• Preview "Pending" homes
  
• Know your stats by attending Shaun Rawl's Quarterly Market Stat classes and studying the KW Chartmaster Stats
  
• Teach your clients "how" to refer you business
  
• GET INTO THE OFFICE and GET A COACH!!!
  

Check out this video for more information on Mastermind Luncheons

http://www.youtube.com/watch?v=MrRckEnVAII

It May Be Time to Think About Buying A House

I was listening to CNN Morning Express this morning and they mentioned an article in the New York Times that is getting a lot of attention. In the article (click on the following link), the author discusses reasons why first time home buyers and investors should seriously consider buying a home now or risk regret later.

"Five to 10 years from now, when the financial crisis has ended and housing prices are up smartly once more, we will look in the rearview mirror and realize that we missed a golden age for first-time home buyers. Then, everyone who sat on their down payment savings accounts for a few years too long will kick themselves for not taking advantage of what may turn ort to be the buying opportunity of a lifetime for those who can qualify for a mortgage."

This may be a great article to share with your potential buyers to help them get off the fence. http://www.nytimes.com/2008/12/06/business/yourmoney/06money.html?_r=1&sq=buy%20a%20home&st=cse&scp=2&pagewanted=print

Last night I was checking my Facebook (yes, I am admittedly addicted), and a number of my friends were busy writing and negotiating contracts. Teresa Wolfe, a KW agent, who I spoke to this morning, said that they turned in 8 contracts this week. The agents who are, and have been, actively lead generating are suddenly finding themselves very busy. If you are not finding opportunities right now, I urge you to schedule a free consulting appointment with me – as soon as possible. Together, we will work on a business plan to help you take your business where you want it to go. My mission is to have a house full of people who are earning enough money to fund their "big why".

Just Like Grandma's House

Have you noticed the aroma of fresh baked cookies wafting out of the office kitchen?? Does it remind you of grandma's house when you were little and she would bake fresh cookies for you? It's just another way for us to make the office a little more like "home away from home" for our agents and their clients! A huge thank you goes to Dionne Stokes-Hicks for donating a brand new counter top oven to the Atlanta Perimeter office! Dionne truly embodies the spirit of Keller Williams and lives her life by the WI4C2TS! Dionne is also responsible for the 4 pounds of cookie dough that we have been baking! The top 2 flavors have been keylime white chocolate and the lemon cranberry. We also have sugar cookies and snickerdoodles. Do you have a favorite? Bring it in and we will be happy to bake up a batch in the afternoon for your clients or just for you!

A Tribute to Sally Washburn

A few weeks ago I went to Sally’s personal 90th birthday party. At the party was a Real Estate scrapbook that her granddaughter (also a KW agent) made, filled with pictures of Sally winning prestigious awards over the last 40 years. However, the awards are a very small achievement in Sally’s life. Sally is known not for her awards but for the powerful, life changing influence she has had on the lives of others. Sally has greatly impacted the lives of so many of our KW agents and many other agents in the community. She is an icon and legend here in Atlanta and we are honored that she chose our office to call home!

She told me the other day that she wishes that her health was better so she could come into the office more often. Sally loves to teach and she loves to learn and she would like to attend more of the classes that we are offering.

We have some great photos of Sally at the 90th birthday party that we threw for her in our office which you can see in this blog's video.

On Wednesday, the Atlanta Board of Realtors met for the Annual Awards Ceremony. This was the first year that the Sally Washburn Lifetime Achievement Awards was presented for the agent who has demonstrated excellence through a minimum of twenty (20) years of active participation and service to the Board of REALTORS®, its members, and the real estate industry. Of course, you know who received the award--Our very own Sally Washburn!!! In this video you will see Sally with Johnny Isakson, the Board President, Scott Simpson, and our Managing Broker, Shaun Rawls.

Sally is truly a testament to Keller Williams culture and a woman that I admire and aspire to emulate. Congratulations to Sally and everything she represents in the Real Estate Industry.

We love you!

This Month in Real Estate – November 2008

This Month in Real Estate: November 2008

 

The skies in Atlanta may be gray today but according to some national market indicators blue skies in the real estate market may not be far away. Click on the "This Month in Real Estate" button above to watch a short video that summarizes statistics from the National Association of Realtors. I think this video does a great job of explaining what these indicators mean to our buyers and sellers. Perhaps you may be able to share some of this information with the clients you are currently working with.

I also have some detailed statistics about the Atlanta market that you may find helpful. For instance, did you know that if a home in Atlanta is price correctly when the listing is taken that it usually sells in 38 days for 97% of the list price. Unfortunately, only 12% of listings were priced correctly in the third quarter and over 67% of listings failed! I would be happy to share additional information that you can use to become the "Economist of Choice". Give me a call at 678-298-1665 for a short consultation.