Starting in real estate in the 90's...I've seen the many ways real estate professionals have worked through the years...as a matter of fact..some old school thoughts combined with modern day methods might help you especially if you are struggling or ready to quit. I say if you are in...then commit and pull yourself up and lets go!
It's clear that there are many ways to practice real estate as far as technique...there is NO RIGHT WAY OR WRONG WAY to market...regardless of what many of the experts say...its a whole globe out there you are dealing with...some will be analytical...some will be emotional..
EVERYONE IS DIFFERENT..YOU WON'T APPEAL TO ALL BUT YOU CAN GET YOUR FAIR SHARE!
Many people tend to work out of their homes...and in truth for many years...I was not one of those people...kids running around..dogs barking...I tried it but I would find myself watching...Oprah or doing laundry..I did everything but real estate..so if you are struggling and don't seem to get much done at home...do yourself a favor...and GO INTO THE OFFICE! Even as unpopular as it may sound...go into the office! This is isn't about doing what others are doing but what is best for your career! Being cool or like everyone else will not feed your family!
Not big on phone calls..the reality...blogging is great...email is great..but sometimes in order to have people you know think of you in real estate..it requires a visit or a phone call! Just imagine the results if you put them all together... Again...some would disagree...but picking up the phone could in fact...generate business! That's why you are in the real estate right? INCOME...can't seem to bring yourself to prospect everyday..then add 5!
Farming-even as unpopular as it sounds...even though so many are not doing it...FARM..CULTIVATE...and grow your own personal network in neighborhoods. Showing your level of expertise..in post cards..in community newsletters...in market reports...CULTIVATE!
Step away from your computer and get face to face-That's right I said it and I am serious...start attending community events...socials and fairs. Sponsoring a table...volunteering for these festivities...get involved..not only in the community but building your real estate career. Home Shows, Arts and Crafts Events...get it get involved and get active! Talk to people wherever you go...in the grocery store at the movie theater...talk to people about what you do!
Niche Marketing-yes don't be so scattered but niche market...First time home buyers, International real estate, Investment properties..condos...get it... specialize in something and become the master!
Listings are the name of the game-Regardless of what many say...listings are the name the game...will always be the game...a listing can generate thousands and thousands of dollars. That means price them right...based on location...condition and demand..saleable listings are the name of the game...not just any piece of property.
No listings-Borrow someone's listing and market it with permission...advertise for buyers by focusing on your niche marketing. If you should happen to sell a house...market the sold as much as possible there is a good chance...you'll get listings based on sold!
Build global referrals-yes, referrals are a great way to generate additional income..just make sure...the referral is in writing...and be ready to pass it on quickly. I've been given referrals in the past..without results..why because I was too late..waiting on someones referral form....use an email...or scan your own referral form. If you are giving referrals be ready and just get it done!
Mentoring, Coaching and Training-get a mentor..a coach or trainer....learn from them...follow them...and earn from them! Another words..pick their brain...work hard...and get educated..sometimes a piece of a commissionis better than no commission at all..and look at all the new techniques you have gained in the process!
Be True To Yourself-All trainers, coaches and fellow associates will not hesitate to give you their opinion but the truth is..if you don't feel comfortable or if it doesn't feel natural..there are two things to think about...in some instances..its not you really talking..and you don't buy into what you are saying another words you aren't being true to yourself..using scripts that do not suit you!...OR..maybe just maybe you need to get out of your comfort zone...do some of the things you hate in real estate..that you have let go..#1 thing....PROSPECTING..but more importantly practice your techniques!
I almost quit real estate at one point in the 90's...but then an amazing thing happened to me...I got into the right office...had a full office of mentors..went on to take Floyd Wickman. If you are on the fence...about leaving your career...maybe one of these things might make a difference for you! And remember one thing....
There is plenty of business to go around...you have to go for it...look for it...and cultivate it..and remember you might be a real estate professional or a real estate consultant..or whatever you might like to call yourself..the reality...you are a real estate sales person...did you catch it? One thing about real estate...no matter how you slice it...look at it or dissect it....you are...
In Sales!
"Every boxer fights differently, and every salesman has his unique style. But the results are the same- you are either a champion or just another fighter, you either get the sale or you don't. The real key to success is to do those things that will prepare you to be a champion." Dan Brent Burt
Midori Miller is a licensed real estate associate with CENTURY 21 Sundance Realty, Real Estate Trainer and Manager. If you are interested in a career in real estate please contact me! All calls and inquiries are confidential. CENTURY 21 Sundance Realty is located in Volusia County with 3 office locations to better serve the public. Daytona Beach, Ormond Beach and Ormond by the Sea. midorimiller@yahoo.com (386) 453-3236
Great advice! Just a reminder that you do not need to borrow listings any longer with IDX, all you need is a really good website.
You are right Jim..about the borrowing of listings..we no longer need to borrow listings... but in our company we do in fact...get permission! I think some courtesies are still in fashion for ME! To me I think its a great way of breaking the ice with one of your peers..
Midori,
Very timely advice and a post that I needed to read this morning. Thanks, now it is off to the drawing board.
Wonderful post, Midori. I love your 'champion' quote a lot...no one can be MY BEST except ME! And the practical reminders of getting into the office and making a few phone calls--- well, I, for some reason, get slack with that and need to realize how foundational this can be (don't know why I sometimes just get so anxious about this!). Thanks for a terrific post. I'm so grateful for all the POSITIVE FOCUS around this RAIN community. It's making a world of difference, I believe, in the way many of us are preparing for a BEST EVER new year.
Midori...I think I can do most of those...but please, please don't make me step away from my computer.....
Don-you know you can call me anytime! I love exchanging ideas with you!
Mara-the office atmosphere is not for everyone but if you are like me and can't stay focused when there is lots of movement in the house...then definitely go into the office...as far as the phone...start with your friends...or challenge yourself...I hated..hated cold calling but once you do it a few times...so what if they say no..remember eventually someone will say yes but you will only find out if you continue to call!
Cindy-ahhh...you can take your computer with you..it seems I am always connected! But I believe you need to schedule face to face time...and its the same thing with your entire business...balance...organization and time management...now more than ever...we are expected to do more...and faster!
Great advise and so many link resources too. Thanks for all of this. I am sure many can use this as a peptalk.
I can always use a peptalk.
Midori
How true. It is all attitude. Time to pull in the ropes and tighten the sails because a great attitude will get you where ever you want to go. I think the greatest thing one can do for free is to have an accountabilitycoach. Simply email or fax what you are going to do for the day to each other, make a call at 8 a.m. and go over material for 15 minutes. At the end of the day email or fax what you actually did, then call each other and critique what can be improved. Works like crazy. I would think if a post was out there asking people to ask an activerain friend to help each other it would increase sales numbers, commitment, and have someone else to share ideas with.
May you have a super year, be incredibly happy, and dominate your market!
Tom Braatz
Marlene-these days there will be no pep talks from me..its realities and resources in ways to generate business! I want to be part of the solution.....and I am going to try my hardest to impact...you me and others as well to be the best they can be! :)
Tom-today you need so much...attitude...ethusiasm...customer service...manners...ethics..I could go on and on..but the enthusiasm and the heart..is bigger than the rest...the heart makes you want to be the best you can be...and the enthusiam keeps you learning more...and growing! Thank you for commenting and happy New Year!
Great post. I do find it tough to specialize in smaller communities especially being a newer agent. I would like to specialize in farms and land. There is always that nagging thought that I am missing out by not marketing to others. Any suggestions?
Midori - Good info here. We are all different and need to find our niche and go for it! Thanks.
Hi Midori. It's nice to read about making it in this business.
I feel a lot of agents/bloggers are dying on the vine.
Sometimes you do have to do some work.
Thanks for reminding us.
Ken
2009 HAS to be a watershed change for me from 2008. I will be implementing a few new strategies (actually already started...) and making 2009 rock.
Craig-Things to look for in a farm area...days on market...sales per year...who is in there already... and size...size matters...real estate is a numbers game! So if the subdivision is smaller you may have to farm...more frequently...but really pay attention to the numbers...if there hasn't been a sale in years..you have to think about it!
Happy New Year Gary!
Ken go for it..we can do it...with heart...with enthusiasim...and 2008 behind us!
Lane-I think many feel the same...
Midori, You are right on point as usual. It was only last September that I lit a fire under my own butt and I have learned (technologically speaking) more since then, than in the past several years. Somewhat ashamed of that, but, I have corrected it, and growing from it. Here's to a great 2009!
Midori - This is about the best post I've read since joining AR back in August 2007! I am Bookmarking and will go back and read all the posts that you high-lighted! Thanks!!!!!
Hi Midori:
Some great advise and motivation!
Real Estate is HARD WORK...those days of easy sales from 2005 are long gone..
Great Post!
Barb-you know I am learning too! :) and I learn something new everyday or at least that is my ultimate goal...learn it and use it! Hear Hear to a great 2009!
Nancy-Thank you! in truth...I am just getting started...its been coming from the gut lately..so get ready...because I am just getting started.... Happy New Year!
Hi Midori, I love your attitude and pep talks! We all have to follow our own paths. Going in to the office, however, was never conducive to anything good for me as I was the only one with a website I needed to work on... everyone else wanted to talk, go to broker opens to eat lunch, and wait for the phone to ring. I work at home very well, especially because of my strange hours! And, I don't have anyone around but my cat! I have a new horse website which just went live this morning, so have lots to do on that until our market improves. Am weighing options re real estate, but I do believe there will be monumental changes to the business itself this year! All the best to you in 2009!
Midori - You are one of my favorite positive bloggers. I know that I can always stop by your blog and not only get good information but also a shot in the arm of positive energy. And yes I am one of those people who needs to pick up that 100 lb phone more often.
Hi Midori !
Great reminders.
I think you can also add to that list that you shouldnt fear working with buyers right now.
I guess it's personal preference but I know a lot of LifeLong Listing agents who have made their adjustments, and now have (somewhat!) embraced taking on buyers and showings.
... afterall, there seem to be more listings than ever that expire and that agents wish they had not taken. Maybe that's their fault for not pricing and positioning them well enough, who knows, but I certainly it seems like in this NY/NJ area we are all taking on new adjustments in our daily agendas.
The bottom line though - as your underlying message seems to state - if you are staying in the business, then you better be ready to make some adjustments and go all out for the goals you decide upon.
All the best Midori !
Sheldon
GO FOR IT !!! So true, I think there is so much opportunity out there for those agents that do go for it !! Those that do will be very glad they did in the next year or two.
Toula-you are so right!
Susie-my concentration is better..no kids in the house only my cats and hubby! But while raising kids...no way..it just didn't work for me!
Pam-we all can do more always!
Sheldon-yes you need to change with the times.and continually do so if necessary...and you can't be weak on the buying side either...fish for buyers always..and your listings..your signs... marketing a listing can help you to obtain buyers. Thanks Sheldon and right back at you! :)
Chris-just imagine the good habits that can be developed in two years...even though things change...great habits can be developed! Nice to see you!
Fabulous and thanks!!! I agree that it is a lot easier for some of us to sit forever in front of a computer.. that's me.. I love it!
But as of this week, I already have appointments and "playdates" scheduled to get more face to face time with people doing the things I love. Thanks!
Midori I have had that thought about whether I was going to stick with this or if I was going to find something else to do with my spare time. Since during this market I had way to much of it. But I re-committed myself to this career because it is what I love to do. The basics as you mention will determine the success of my business. Great reminders!
so many dopey posts get featured. this one speaks to thousands of members ( and many that may be giving up) and it gets buried in the list of daily submissions. i have flagged it and bookmarked it. i do not have a great mind or i would memorize it.
gold here midori...........gold...............
Hmmmm. I wonder who used to help you market the farm areas? Remember the "Bug Man".. Great idea I still suggest that to agents. Hope this is a good year for you.
Great Post. It sounded as if you were reading my mind! This is exactly the message I give to all of my agents and potential recruits. You have to live the business!
Hi Gail-WOW imagine that and you are reading here...email me sometime would love to hear what you are up too! BTW the bug man and I are still good friends..I haven't seen him in a long time but we chat from time to time...it was the best marketing idea I ever had and did...and it worked! midorimiller@yahoo.com really email me! :)
Midori- I immensely enjoyed reading your positive upbeat "go for it" post. Too often I think, associates get frustrated due to the lack of moral boosting from the offices they hang their licenses in.
Some are afraid of change-however, as you pointed out-when you were ready to quit, you happened to find the career changing situation that catapoulted your drive and renewed your enthusiasm. The benefits came thereafter.
Great suggestions! You go girl!
OK Midori... spill it.... what's the story with the bug man?? :-)
The bug man is someone who I used to co-market with and we offered FREE prelisting termite inspections as well as a prelisting roof inspection (I had a roofer too)...we had to fully disclose but at least the buyer was aware...and the seller priced their property accordingly...needless to say...I always seemed to have tons of listings that sold rather quickly and to me that is farming at its finest!
Gail handled all of my marketing and made sure those lovely postcards made it out in a timely fashion...I used to send a postcard out everytime...I listed something...sold something..but then it got sooooo costly...I would add several addresses on my cards for both listed and sold...and was able to reduce my mailings to twice a month!
the bug man she is referring to is Command Pest Control in South Florida...we all grew our businesses together!! That's my story and I am sticking with it...
Gail and Kristen were my heroes back then and I have never forgotten....without those two ladies..I would have never slept!
The 'bug man' is a great idea. Thanks for sharing!
I don't do many listings - mostly work with buyers.
Maybe that will change soon.
I'll be making some phone calls to my bug guy friends this week!
Trust me there are many tips and tricks up my sleeve and watch them surface this year right here! I'm going to be part of the solution...and not the problem! Thanks Nancy..its nice to go down memory lane once in a while its a reminder of what we are capable of!
Midori-I appreciated your post. I mostly work with buyers and when I do have listings I see that my business really booms. Thanks for pumping us up!
Hi Midori. This is short and simple..I just love the way you write. Trouble is, I have to pull myself away to get some WORK DONE!! :) Happy New Year!
Great advice. Thanks for sharing. I have got it pulled tight and ready for a wonderful 2009!
Happy New Year!!!
Midori-Great post. You are exactly right. A good realtor needs to get involved with the community, meet & greet the neighbors and use all the resources available to demonstrate his/her knowledge of the industry.
This is why I like AR....the perfect answer at the perfect time. Thanks!
WOW !! Great post thank you for all your valueable information. I love realtors getting involved with the community. I believe that we as individuals have so much to give.
This year its back to basics and get in front of folks!! Thanks for the great tips!
I have been on AR for a little while now and just saw today that there is a C21 section! Thanks for your post... great advice... easier said than done but all true! I know what you mean about the distractions being at home too :))
A consistent effort is the key in my view. Thanks for the post and reminder.
Great advise and so true. Staying positive is key!
Sometimes it is really hard to stay positive when nothing seems to be working out, but that is what you have to do. Things will get better some time. I have not noticed in my area that many realtors quitting and I am really surprised by that because I know there is not that much business right now.
One of the better posts I ahve read...of course i agree with almost 100%.
Thanks!
Midori, I love everything you said in this post! I hope people read this a million times over.
Midori,
Very inspiring post. Actually I think I am working harder, open houses and farming. Your on the money, never give up, niver retreat.
Thanks,
Steve
Midori,
Very inspiring. My husband and I feel like we're working twice as hard for half the results. But thats only going to work in our favor when the market turns around.
What a timely post. I am on the fence. I do not want to quit I just feel like the market is that bad. I have fees to pay and am sure I could use the money elsewhere for sure. But my heart just seems to tug at me when I go to escrow the license. I just can not bring myself to do it.
Thanks for such a wonderful, motivational post! I'm new to the Active Rain community, but will definitely keep coming back for more!
Midori Miller-Daytona Beach Florida Real Estate Trainer (CENTURY 21 Sundance Realty)- I'm up,running out the door and about to jump in my car. Now I just need to find some more buyers and clients to add to my pipeline. You are such a great blogger. Glad I stopped by and made a comment on your post. Great post Midori.
When the going gets tough, we have to fight back and make it happen!
Midori...you have given people some good advice! What's missing for many is a business plan, most agents do not have one and many do not think they own a business, and run on a plan of "hope". How many agents are aware of their gross closed income, cost of sales, expenses, net income, conversion ratios with buyers and sellers, appointments needed to achieve yearly goals, and how many under contracts they need with attrition? Focus is key and you provide some pratical tips.
I was ready to give up at the beginning of 2008 but my broker was very encouraging and mentored me back to what I love doing. Thanks to the encouragement, I closed the best year of my career in 2008 !
Thank you how wonderful to have found your blog.
Victoria
Great Blog - Great advice. Thanks for sharing! I agree, how can anyone operate a successful business without a plan?
Great advice. You are so right. You have to stay focused.
Hi Midori: Good positive post and information! I remember taking a Floyd Wickman course years ago and certainly remember you had to make 10 calls a day, it was a very uncomfortable beginning but by the end of it you were almost a pro...always ask the 3 whoppin questions.
When-Where-Why
Midori, great practical reminders. Sometimes it's not the newest gadget or the trendiest tool that's going to make you more successful, it's getting back to the basics. Go in the office, make a few phone calls, send a couple postcards to past clients, etc.
Sound advice. Thank you.
You are right on the nose with your insights.
Just have to get out there and get it done! Whichever way works
best for you, so true.
Hi Midori, You certainly hit the nail on the head. When the going gets tough the tough better make prospecting calls!
wonderful thank you for your great advice!!! good luck in 2009
Not only were you positive but you also gave some very good advice
Great advise, sometimes we need the information right in front of us to keep us going. I recently signed up to volunteer at the Arizona Humane Society, for two reasons. One, I love animals and I want to help the ones that were abondoned at the shelter, and two, I can meet people so I can market myself. All my friends are realtors, so I needed an outlet to meet "unrealtor" people. "They" say, follow what you love (animals) and the money will follow! Do you think this is what "they" meant?
good post !! evryone wants to quit his job at times. u need to keep your head together.
Thank you for the motivation! It seems as though many people get into real estate not realizing that it is YOUR business and YOU have to work it. They can blame everyone but themselves but ultimately they are in charge of their own success.
Thanks Midori,
Words of wisdom, well said