Ten Business Resolutions for 2015

1. Pick one day each week to work on your business and looking for new clients

Marketing Monday is a great idea…and this may seem like a simple idea, but if you set aside this time, you’ll be amazed at how much you’ll be able to accomplish…and the improvements you’ll be able to make.

2. Focus on one target market at a time

Don’t spread yourself thin trying to be in too many places at the same time…try to dominate one market at a time and then move to establish new markets once you have achieved success.

3. Start thinking of your real estate business as a business and not just a job.

It’s this Business-like mindset that will free you up to make real money.

4. Quit cold prospecting marketing methods and focus on getting prospects to call you.

Use a “stacking effect” of marketing to stay front of mind with your Book of Business providing Items of Value to solidify your position as a professional in the community.

5. Stop settling for advertising that only “pays for itself” and only do activities which MULTIPLY themselves. When you focus on implementing low cost lead generation strategies focused on a single target market, it’s not uncommon to get returns of 30 or 50 to 1 on every dollar you spend on them.

6. Resolve to focus on growing relationship’s and building personal wealth… not being famous.

What good is becoming an icon if it doesn’t help you increase your net worth? Billboards and wraps of your smiling face on the sides of trucks are very expensive and seldom have a good ROI.

7. Be Creative with your existing relationships. Think of new things you can do next year with your existing relationships to let them know you care. Show them you care and they will care about you in return!

8. Resolve to become more effective and efficient in everything you do.  Stop doing things which don’t make money…Do more of those which do….

9. Get your current clients to lead you to your NEXT clients…The Reticular Activator….

While your current clients are looking for a home, or selling their home… they’re hyper aware of all the people around them who are going through, or considering the same thing, and if you Know how to skillfully orchestrate ways for your clients to recognize this and you have the language skills to capitalize on it, they’ll refer other people to you.

10. Focus on the lifetime value of your clients

One of the big mistakes most people make is to focus on building a transactional business where they focus on doing the NOW transactions, and don’t pay any attention to the EQUITY they have an opportunity to build…which is repeat and referral business.

 Your Book of Business is your most valuable, virtually competition proof asset that you can nurture for a never ending return. Don’t just focus on building a transactional business…focus on building a long term sustainable business built on loyal relationships.

 

Eddie Brown ©2014

Feed-Back: The Good – The Bad – The Ugly…

Receiving honest, yet constructive, feedback from buyers through their agents is sometimes an impossible task as a listing agent. The following info is for both Listing and Buyer Agents in an attempt to make giving and getting feedback a stress free part of your daily “to do” list.

The Good:

Start off by asking good questions of the buyers… making it easier for you to relay their thoughts to the Listing Agent…

 

1. What Was Your First Impression Of The Home?

2. How Do You Compare This Home With Others You Saw Today?
3. What Do You Like Most About This Home?
4.  What Do You Like Least About This Home?
5. Could You See Yourself Living In This Home If You Could Get The Right Price And Terms?
6. What Is Your Opinion On The Price?
7. If The Price Is High…What Price Would You Consider “Fair Market Value”
8. Would You Consider Making An Offer On This Home If Priced At “Fair Market Value”?

The Bad:

Buyers Agents: Never ignore feedback requests from Listing Agents… Sellers expect to receive feedback from the agents who have shown their home…and rightfully so. They are eager to get an offer…As a Listing Agent it is your job to test the market…without feedback… there is no way to “grade” the homes true marketability.

Listing Agents: Educate the Sellers up-front how not every agent who shows their home will provide feedback…even after multiple requests…

If you are one of those agents who refuses to provide feedback and also lists homes… when those “jilted” listing agents show your future listings it may be difficult to get feedback for your sellers… (Reciprocation in action) … Sad but true.

The Ugly:

Giving negative feedback in a negative way…ie: “The Buyers said your listing was butt-ugly and stunk like an out-house”...”and if the sellers think they will ever get close to what it is currently listed for they are just plain stupid!”… “And what were you thinking taking the listing at that price… in that condition?”.

Intermix negative feedback in a positive way…ie: “The Buyers felt the home was a bit outdated and could use an odor abatement system to improve the indoor air quality” …”they also felt when compared to other comparable listings they have viewed this home was priced well above fair market value” …”If your seller is willing to substantially reduce the asking price I will ask the buyers if there is any further interest… thanks for allowing us to view the property.”

I hope this will help you to get and give better feedback for sellers…They Deserve It!

Eddie Brown ©2014

ICU-Coaching

Be a Better You!

 

Investing in yourself is hard for many people... Most are willing to invest in things which make us look, or feel, better about ourselves like haircuts, manicures, makeup, new clothes etc.... but only a select few are willing to take the time to invest in their skill sets and their knowledge.

 

I have had requests for my preferred reading list...these are books I keep on my book shelf in the office and I reference back to them often.

 

Read one of these books, (in order), every week for 12 weeks and it will change the way you look at your life, your career, and the people around you.

 

1.       The Seven Levels of Communication:  Michael Maher

2.       Work By Referral:  Brian Buffini and Joe Niego

3.       The Energy Bus:  Jon Gordon

4.       Get Your Ship Together:  D. Michael Abrashoff

5.       21 Things I Wish My Broker Had Told Me:  Frank Cook

6.       The Power of Focus:  Jack Canfield

7.       Team Secrets of The Navy Seals:  Anonymous

8.       The Power of Full Engagement:  Jim Loehr  and Tony Schwartz

9.       The 8 New Rules of Real Estate:  John Tuccillo

10.   The Way to the Top:  Donald Trump

11.   Mastery:  George Leonard

12.   Shut Up…Stop Whining & Get a Life!:  Larry Winget

 

Eddie Brown- www.ICU-Coaching.com