What's It Going To Take

One of the many concepts presented by Gary Keller in the "Millionaire Real Estate Agent" was the Lead Generation Model. By analyzing what top real estate professionals did and the results they acheived Gary came to the realization that agents needed to put chance aside and understand the "Numbers Game" of real estate success.

What Gary found was that when agents systematically marketed to their sphere of influence ("mets") database using a "33 Touch" program that they could expect 2 closed transactions for every 12 people in their database.

These are powerful statistics that personally drove me to establish a systematic "touch" program very early on in my career. With only 120 Mets in my database when I started real estate 5 years ago, I was able to close 30 transactions my first full year as an agent. When I traced the source of these leads I found that I had 20 transactions that were either personal transactions from my sphere or referrals. So I had achieved exactly what MREA book predicted.

Fast forward to 2008, while I am no longer personally selling homes (as a Team Leader I do not want to compete with the agents in the office), I do currently consult with 21 of our top producers. What we have discovered is that in this shifting market is it getting harder to extract the same amount of business from our Met's database. In fact, I heard someone tell me the other day that KW International is predicting that the ratio may now be 12:1. So what does this all mean to you as an agent?

Let's look at the numbers.

Assume you have 120 people in your Met's database. With a 12:2 ratio you could expect 20 transactions. If you average commission was $10,000 you would enjoy GCI of $200,000.

With the shifting market, however, you may only realize a 12:1 ratio. This means the number of transactions goes from 20 to 10, for a GCI of $100,000. That is HALF of what we used to be able to achieve with the same number of people.

You really have two options in this market. Allow your income to be cut in half or.....double your database. I propose you double your database as soon as possible.

So how are you going to go out and meet all these new people? Well there are many different ways to do that. We will be exploring the many ways to add people to your database at next Tuesday's team meeting. Be prepared to participate, learn and grow! Or, drop me an email at ConnieCarlson@kw.com. I would be happy to share with you ideas to double your database.

Don't Lay Yourself Off!

I am fortunate to be surrounded by great people with great minds. One such person is Beth Incorvati, Keller Williams Realty Team Leader in Bel Air, MD (http://www.bettercallbeth.com/) Beth wrote and inspirational message on her blog today that I felt compelled to share with you.

DON'T LAY YOURSELF OFF!

January 27th, 2009 6:14 AM

Good morning, all. I turned on the national news last night to hear that 50,000 Americans were laid off yesterday. This is nothing new in this economy - everyone from Starbucks to Home Depot to Citigroup have slashed thousands of jobs, but to hear such a large number in a single day is frightening.

I immediately thought "how will my associates respond to this? Will our morale, enthusiam, and attitude be affected in any way?" I feel responsible for keeping each of you in a positive, grateful frame of mind, and I spent several minutes thinking about what I could do to keep you focused and fired up! Well, my prayers were answered and it came to me like a thump on the head!

And here's what I heard: You are blessed with job security! The only person who can lay you off is YOU! You don't plan on firing yourself, do you? Before you say "that's a silly question" let me say this - many, many agents will. They will give up and give in. They will spend too much time listening to the media, buying into the negativity, and dwelling in fear. They won't take more classes, sharpen their skills, or go back to basics. In other words, they won't master the market of the moment! And that means opportunity for you!

Now is the time to say "full steam ahead" because people ARE still buying and selling homes, and I'm convinced that our associates are the most qualified to serve them! You are the most educated, high minded folks in the industry and now's the time to go and grab YOUR unfair share! No furloughs, either, folks - no slacking! Lead generation is critical and you must commit to working every single day on it. Building and feeding that database is a must. Internet marketing is critical. Thinking out of the box will set you apart! Commit to the extraordinary - because the mediocre will get left behind.

How fortunate you are to own your own business and be in control of your own destiny. YOU will determine your income. YOU will be as succesful as you want to be. YOU have the power to attain your goals, but only YOU can provide the drive and determination.

Congratulations - YOU'RE HIRED! Beth

Build Your Credibility While You Lead Generate

Our 2009 Agent Leadership Council has already stepped up in a big way. One of the first tasks at hand is reaching out to the agents in the office. Our Motto in 2009 is "We are here for you! Wherever you may be." One of the ways we are reaching out is through Peer Groups. Each of the 12 ALC members have been assigned 10 to 12 agents to mentor, communicate information to, and let them know that "We are here for you!"

Mia Hannah and Deb & Michael Martino did a fabulous job of reaching out this week. I wanted to share their thoughts in this blog today. I hope you find it useful.

Deb & Michael Martino - met with their Peer Group for breakfast before the team meeting this week. For the agents who couldn't make the breakfast they sent them this video. The video does a great job of explaning our goals this year.

PLEASE TURN THE MUSIC OFF ON THE PLAYLIST TO THE RIGHT OF THIS POST BEFORE WATCHING THE VIDEO

http://app.talkfusion.com/fusion2/viewmail.asp?str=MzYyMTc0_1554320

Mia Hannah has stepped up to be the Chairperson of the Finance Committee. Mia shared with us a great reason to call our database. Here is what Mia had to say:

Hi KWAPPERS!

Connie introduced the different committees at this week’s team meeting and we all had a minute or two to talk with you. I’m the Chair of the Finance Committee and, as it happens, newly responsible for helping to promote and build relationships with our Core Services group.

In my couple of minutes, I brought up a way that I had found to lead generate, provide a branded service to my contact on a weekly basis, display my professionalism, and provide a core service referral to my contact . . . all in one phone call. I got very good feedback with more questions so I thought I might elaborate in the spirit of us all "winning".

Lead Generate – in 2 days I made 25 calls, 17 contacts (w/return phone calls), put 17 contacts on my Gateway & CMA Plan within Top Producer, and got 3 leads for refinancing to Neil Hediger w/WR Starkey. Most importantly for me, I qualified everyone I spoke with . . . “if someone you knew was in the market to buy or sell, would I be the agent you would refer them to?” I’m combing my database baby J

Provide a Branded Service – “I have a great tool to keep you abreast of values in your neighborhood.” Explain the Gateway and set it up to get actives in their neighborhood. Every 4 months run sold comps for the last six months in their neighborhood. I assume they want to be educated. EVERYONE (all 17) said yes to this.

Display my Professionalism – Ask if they have any questions about the market. You’d be surprised at how many do and beat me to it so I never have to ask them. This is where I got asked by 3 different contacts what I thought about them refinancing. Here is where you really get to display your professionalism:
(1) Ask 2 questions: how long have you been in the house (hopefully you know because you put them in it) and what percentage did they put down. In other words, they have to have at least 5% equity in a home to refinance – if they bought the home two years ago, did 100% financing and an interest only loan, chances are they probably don’t qualify.
(2) Do a quick CMA for them to determine values to help confirm at least 5% equity.

Provide a Core Service Referral - If it looks like they meet the criteria (5% equity) then they might be a good candidate for a refinance. Hand it over to Neil at that point. Do a Virtual Introduction (an email introducing one to the other, with contact info and the reason for the referral).

Remember this . . . it is to everyone’s benefit that we use the incredible talent we have on our “team”. While there is the obvious benefit of pure profit into our profit share bucket, I tend to think this way: Neil Hediger is first and foremost an extension of my professionalism – I want to be associated with his type of ethic and competitiveness by my clients, customers, prospects, friends, etc. However, the bottom line benefit is that I totally trust that my client, customer, prospect, friend etc. is being taken care of. Gotta love that.

It’s a win-win-win KWAPPERS. Consider a bit of a paradigm-shift J

Your 2009 ALC is here for you! Good selling and have a great weekend - Mia

Miracle on the Hudson

Watching the news this morning I felt a great sense of HOPE. Yesterday a plane leaving the NY airport flew into a flock of birds and was destined to crash into the most densely populated area of our country. Incredibly the pilot was able to not only maneuver the plane over the Hudson River but he landed the plane without tearing it to pieces. The pilot is truly an American hero today. But I also see this as a symbol hope for the year ahead. I can't help but think there was some divine intervention that that saved the 154 passengers aboard this plane.



The second sign of HOPE I received this morning was when I called my dad. My stepmother, Bonnie, received her first chemotherapy treatment yesterday for Mantle Cell Lymphoma. If you Google this disease you will find that there is not much HOPE for people with Mantle Cell Lymphoma. While Bonnie was in treatment, my dad went to the cafeteria at the Mayo Clinic to get a cup of coffee. He struck up a conversation with a gentlemen who asked what my dad was doing at the hospital. Dad replied that he was here with his wife who had Mantle Cell Lymphoma. The gentleman was taken aback because this is a rare form of cancer. He knew this because he was a survivor of Mantle Cell Lymphoma. He shared his story with my dad telling him that he would ride his motorcycle to treatment and even rode his cycle to the hospital for his stem cell transplant. He said that the Mayo Hospital has this treatment down pat and that it was not nearly as bad as he expected. He is now healthy and in remission. So you see there is HOPE!

Next week our nation will celebrate two days of HOPE! First on Monday we observe Martin Luther King Day. I can't think of any other American that better represents HOPE than Dr. King. And then on Tuesday we celebrate the Inauguration of the first black American President. Our nation is strong and you too are strong. United if we ride this wave of HOPE and OPPORTUNITY I feel confident that 2009 will be your best year ever! Enjoy the ride!

Overcome the Fear of Calling Your Sphere

Do you have a fear of calling your sphere? If so, you are not alone. A good majority of the agents that I consult with tell me that they don't regularly call the people that they know and ask them for business. The guestion is why?

On the surface, most agents will say that they just don't know what to say. But the real reason they don't call is that they are afraid that their friends and family will think they are a pushy salesman and thus their personal relationship will be damaged. If you are forcing the call with one objective - to get a sale/commission - the person on the other line will sense your objective and feel used.

I am not saying that this fear is not grounded in some truth. However, if you come from contribution when you talk to your friends you will be pleasantly surprised with the results. If you have this fear as a real estate agent then it is time to change your thought pattern.

As a real estate professional you have a lot to offer your friends and family. You have an intimate knowledge (or you should have) of what is really happening the in the real estate market. You have an extensive, proven list of professional service providers (ie. plumbers, painters, etc) that you can recommend. And, most importantly, you have their best interest in mind. Wouldn't you hate to find out that your friend bought or sold a home with another agent who did not have their best interest in mind. So, I believe, you owe it to your sphere to help them.

Always, come from contribution. Remember what Zig Ziglar says "You can have everything in life you want, if you will just help other people get what they want." Come from contribution and your database will open up to business opportunities and referrals.

Still need a reason to call? Try this idea. During the work day call a friend and say. "Hi Bill, I know you are at work, as I am, so I want to be respectful of your time. Would you be offended if I asked you a business questions?" "Who do you know at your office that is bragging about all the money they are making in the stock market right now?" [laughter "No one..."] "Exactly. In fact, who in your office is looking to change their investment strategy and actually increase their net worth?" [Response" Me"]. Great! Do you realize that there hasn't been a better time to invest in real estate in over a decade? Why don't we meet for a cup of coffee so I can share with you ways to grow your personal net worth. Would Thursday or Friday morning work best for you?"

Adding humor is always a great way to break the ice and make a connection. Plus, you are offering to help your friend grow their personal net worth. Who wouldn't be interested in doing that!!!

You must be the Economist of Choice which means that you must be on top of the market statistics and you must be previewing as many homes in your respective area. One way to be the Economist of Choice is to attend our Stat and Chat event on January 28th at 4 pm. Shaun Rawls, Multiple Operating Partner of Keller Williams Realty, will be presented the Atlanta Market Statistics for the 4th Quarter 2008. If you are interested in attending, or for more information, send me an email at statandchat@gmail.com.

I Am Busy Enough...Why Would I Want To Get Involved With Social Networking?

"Social Networking" became a big buzz word in 2008. And I wondered "Why would I want to add one more thing to my already busy life?". After receiving a number of invitations to join friends on Linked In and Facebook I decided to take the plunge and see what this is all about. I'll admit, I was a skeptic at first. Why would anyone care what I "is" doing right now? But in a very deranged way I enjoy seeing what my friends, family, and coworkers are up to - no matter how trivial. I loaded Facebook onto my Blackberry and now I can keep up even when I am not at my computer.

I admit "My name is Connie Carlson and I am addicted to Facebook." But I have seen some great things happen as a result of this silly little website. First of all, some of our agents have been able to secure buyers and sellers as a result of their activity on Facebook. Secondly, I can easily share photos and videos with hundreds of friends all over the world. In addition, one "is" at a time I am getting to know my friends better and better every day. And lastly, it's Fun! Beats the heck out of watching TV commercials!

Twitter.com is another Social Networking website that I was exposed to the other day. On the twitter.com home page there is a short little video that does a great job of explaining why you should join the fun. I am attaching the video to this blog for your viewing pleasure.

Oh and by the way...if you are looking for a friend on Facebook. Look me up at ConnieCarlson@kw.com.

Are You Ready?

This morning I received an inspiring email from my Managing Broker, Shaun Rawls, regarding where we are going in 2009. I hope you find it as inspiring as I did.

Superstars…

It’s January 3rd. A new year has begun, which is something I think most of us are welcoming. I have received many calls and emails over the past few days wishing me a Happy New Year and describing the optimistic mindset that you have crossing the threshold of 2009.

In a recent conversation with Mark Willis, President of Keller Williams Realty International, he said “I believe that we always have the power to choose in two areas of our life: We have the power to choose how we think in any situation and we have the power to choose who we are in relationship with. And the choices we make in these two areas will completely determine the quality of our lives.”

I cannot think of two more powerful choices to ponder as we begin to take flight in 2009. What is the quality of our thoughts (mindset) and what is the quality of the people with whom we spend most of our time? It’s been said that experience is not the best teacher. Rather, the best teacher is “experience evaluated.” Put another way, it’s not enough to just live through something; you have to actually pay attention and learn something from every experience.

I believe that the combination of 2008 and 2009 will be life-defining years for most of us, particularly those of us in the real estate business, and most particularly for those of us who are paying attention and are completely focused on ultimate success. 2008 was the equivalent of “boot camp.” The events of the year were like a drill sergeant constantly barking at us all, testing our resolve and challenging us to dig deep and show the world what we are capable of when our mindset and our determination exceed the demands of the day. 2008 was richer in experiences than it was in results. And even though 2009 is beginning much the way 2008 ended, there is one major difference between these two years – the difference of “momentum.” I am absolutely certain that our business, as an industry, will improve this year.

In 2008, momentum was steady at best, and the negative energy that resulted from the media and from the length of time that defined our shifting market took its toll on those with lesser resolve. In 2009, clouds will be lifting – one by one, making way for an abundance of sunshine to be cast upon our fields. Historically low interest rates combined with new, opportunity rich housing prices, combined with a new President, combined with improved consumer confidence, combined with more positive reports from the media, combined with a clearer economic stimulus plan – all will result in a shift of momentum. The “headwind” against which we have been flying will most likely start to feel like a “tailwind” again, and I am quite certain that this will occur this year, and probably before midyear here in Atlanta. The question is: “Are you prepared to capitalize on this change of momentum?”

This is the last leg of the marathon, the last leg of the race, the final set of the match, when the difference between winning and losing is sheer will and determination. Is there enough will and determination in your tank? If so, then your financial rewards are certain in the years to come, and the lessons learned from 2007 and 2008 will enable you to be more secure in your future than you ever would have been without them.

After your mindset, there are a few specific things that you must do for your success this year. First of all, you absolutely must be able to define the opportunities of the day and communicate them clearly to as many people as you can, as often as you can. This is the ultimate buyer’s market. That means that people should be buying. That requires those of us in the real estate business to make sure that our clients know why to buy, where to buy, how to buy and what to buy!

Secondly, you must find a way to price your listings correctly. If you are having a hard time determining the right price for property, figure it out. Study the market. Preview homes, particularly those that are Under Contract. (We should be having caravans for properties that have gone under contract, rather than new listings!) If you are having a hard time getting sellers to list at the right price, then improve your presentation. In the third quarter of 2008, 51% of all properties listed had a price reduction and more than 85% of all homes sold needed a price reduction to do so. Those are embarrassing and amateur results, and we as professionals should commit to changing this. I firmly believe that our ability to price our listings correctly is the number one opportunity our industry has to change our market’s environment. Can you imagine what our world would look like if 85% of all homes sold without a price reduction? The wants and needs of our sellers do not determine the value of their homes; only the market determines the value of homes. The faster we as an industry figure this out, the faster our world, and in fact, the whole world changes.

It’s 2009 folks. There’s a bus leaving for a better place, and to board it requires lessons learned, will and determination, great relationships, the ability to communicate opportunity and value propositions, and an absolute understanding of proper pricing. I’m driving. Are you ready?

Happy New Year!

Your #1 Fan…

SHAUN
http://www.rawlsgroup.org/ – Check it out!

One last bit of Holiday Merriment

Light Up Dunwoody may have been way back on November 20th, but that doesn't mean you can't enjoy the fun! A huge "Thank You" goes to Jim & Arje McCarty for putting together the whole extravaganza, Jake Duffy for being a first rate Grinch, Gene Bramblett for his help and support, and all the volunteers who generously donated cookies and their time to help take pictures. All you have to do is look at the faces of everyone who had their picture taken with "The Grinch" to see how much fun everyone had. There were a few small tykes that were pretty sure "The Grinch" was a mean one! We had so much fun, we can't wait for next year and for you and your families to join us at Light Up Dunwoody!

30 Ways to Make People Feel Good

When I was in elementary school I wasn't the "coolest" girl in the class. In fact, I had ugly glasses, crocked teeth, and a shy demeaner. So I was teased quite a bit. My Mom, bless her heart, was the most forgiving, selfless person I have ever known. I would come home dejected and crying to Mom on many days.

But my Mom always had the best advice. She would tell me, "Connie, just keep being nice to them and eventually they will be nice to you." What Mom was teaching me was the Golden Rule. It is one of the most important lessons to live by.

I came across a list of 30 Ways to Make People Feel Good. As you start the New Year, and you consider your goals for the next 365 days, perhaps you can add to the list to be nice to someone who hasn't always been the nicest back. Or, make an effort to nurture and grow the friendships that you currently have. Intentionally, seeking ways to make others feel good will undoubtedly make your life richer and more rewarding.

May you be blessed with good fortune in 2009!

1. Remember their birthday
2. Thank them for everything
3. Recognize their achievements
4. Stop in just to say "hi"
5. Call just to say "hi"
6. Fax them a joke
7. Send them an article
8. Pass on compliments about them
9. Tell them they look great
10. Notice thier "new" anything
11. Remember their name
12. Ask about thier spouse (by name)
13. Thank them for their business
14. Send them a pizza
15. Send them a gag gift
16. Send them movie tickets
17. Invite them to go somewhere
18. Send them event tickets
19. Call for no real reason
20. Invite them to lunch
21. Smile when you see them
22. Introduce them to other people
23. Brag about their accomplishments
24. Let them do the talking
25. Tell them your jokes
26 Ask for their help
27. Accept their help
28. Let them be your friend
29 Touch them when you see them
30. Invite them to your party