Hey Independent Contractors - Time for a Raise?

Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.


If there's one thing REALTORS® love to remind people of, it's that they are "independent contractors." They are their own boss, get to set the own hours and serve whomever they wish to work with. Trust me, they like to wear it like a badge.


It is true that most agents operate under this title when it comes to their agreement between themselves and their broker and it is kind of a nice feeling from a entrepreneur/small business stand point. But the term "independent contractor" is really little more than a classification used by the IRS to determine taxation and some other employment protocols and procedures.


Let's Go to the Mall


It is nice to feel like you're part of an office, a brokerage or an industry. Everybody loves to be "part of the team." I tell my agents that they need to think of it this way - Coldwell Banker (or insert your broker name here) is like the mall and the REALTORS®  (a.k.a. independent contractors) are the stores inside that mall. The brokers name, tradition, local success and reputation will get people inside the mall but it will be the agents service, reputation and skill that will not only get people into the individual stores, but keep them there and get them to spend money with you. In a perfect world, this happens more than once and they become loyal clients who repeat and refer business for life.


Don't be too excited about this "independence" that everyone thinks could be so liberating. Professional golfer Phil Mickelson is an "independent contractor" as well. He doesn't work for the PGA Tour but he has a caddy, a manager, an agent, endorsement partners, a nutritionist, a trainer and many more people that help him be one of the top golfers in the world.

Don't you rely on people to help you do what you do?


• Do you have a branch manager who might serve as a coach?


• Who helps you with your marketing?


• When you meet with customers and clients, do you speak confidently of your affiliates like a lender, home inspector, title company, appraisers or insurance person who assures that you and your clients deals get to the closing table?


• How does your local or state board of Realtors assist you with forms, education and legislation that allows you to do what you do without much time, effort and input?




When you think about it, you're really not as independent as you think, are you?


Want a Raise?


There is no argument that you are the star. No one needs a reminder that it is you who the client turns to, who they rely on and who they trust. But before you start thinking there might be some greener pastures out there, go seeking a higher commission split or a 'better deal," remember that you don't work for anyone but yourself.

If you want a raise, start asking for it from your customers. Start giving better service, better advice, better results. Let your reputation for successful transactions be the best marketing you could ever do. Spend the last five months of 2011 building better relationships, solving more people's problems and having more fun - personally and professionally.

Remember what Henry Ford once said;

"It is not the employer who pays the wages.

Employers only handle the money.

It is the customer who pays the wages."

 

I Can See Clearly Now?

Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.

As I just returned from vacation, I'm going to keep today's post simple. I received a wonderful email while I was away from a good friend who also happens to be an excellent Realtor and branch manager, Kate Koplinka. Kate is with Coldwell Banker M and D Good Life in Long Island, New York. We met several years ago at a Coldwell Banker convention in San Antonio and have stayed in touch since then via social media as well as in person at some incredible company events. She's one of those people in our industry who just "gets it" and you want to see her and others like her succeed.

The Power of Words

I use a lot of videos in my presentations if I feel they have a pertinent message or emphasize a point I am trying to convey. I know Kate (along with other managers who read this blog) use some of these videos in branch meetings, either for humor or inspiration, depending on what might be needed.

I always appreciate when people share powerful videos with me as well because you just never know when one will strike you in a powerful way. The video below that Kate sent me last week is a perfect example of one of those videos. It comes from the folks at PurpleFeather, a team of freelance copyright specialists who provide online contents in the UK.

Watch this and tell me it doesn't help you "see" what's ahead of you this week, just a little bit clearer. If you can't see a video below, click here




The good news? As people of integrity, determination and a genuine work ethic, Kate and many of  you, my loyal readers of The Realtor's Toolbox will succeed.

Thanks again for sharing the video. I hope if you see something that would be a good fit for The Realtor'sToolbox, I invite you to share it with me, either here or on any of the social networks where we might be connected.

Until next time, spend your week building relationships, solving problems and having fun.

Sharing

Welcome to what I think might be my first official video blog post. It's probably not perfect and my guess is that I will not be receiving any calls from Hollywood any time soon but that's okay. I'm not looking for a blockbuster motion picture deal. I'm looking to share with you in a different way than normal.

If you don't see the video below, click here.



I hope you'll connect with the guests I speak about in this video. They are neat people and tremendous Realtors and I'm sure if you start to follow them on Twitter or "Like" their business pages on Facebook or subscribe to their YouTube channels.

Nicholas "Niko" Apostal is from Coldwell Banker Residential Brokerage in Chicago. You can follow him on Twitter (@NikoApostal) or his Business page on Facebook 

The Seattle Divas - more formally known as Kim Colaprete and Chavi Hohm, are from Coldwell Banker Bain in Seattle. They love Twitter (@seattledivas or @chavih) and keep an active Facebook business page, they blog and are active Yelpers as well. If you want to see a really cool e-Newsletter chock-full of relevant content, sign up for their Team Diva newsletter and get ready to get a taste of the Seattle lifestyle.

Michael Ackerman is also with Coldwell Banker Bain and is certainly someone you should be following if you want to expand your marketing to video to capture more business. Check out his video blog on his website or you can see him on YouTube and be a subscriber. He's also on Twitter (@m_ackerman) and has a Facebook business page for you to Like.

Special thanks to some of my friends who helped connect me with these great people including Debra Trappen, Linda Aaron and Virginia Thomas as well as some additional assistance from Stefanie Hahn, Cindy Hamann, Victoria Baker, Gary Kopco and Matt Case.

It's great example of using the relationships you have built to solve some of your problems and have a lot of fun along the way. I hope you'll continue to do the same all year long.

Are You Prepared to Win It Before You're In It?

It’s been said before that you usually won’t win a listing before meeting with a Seller but you certainly could lose them!

I recently was a featured speaker at the Coldwell Banker Gen Blue Experience in Las Vegas, Nevada. It is always an honor to be selected to present to your peers and getting to deliver two sessions in front of a "standing room only" audience is quite a thrill.

In this session we discussed the ten critical steps Realtors should take to maximize their time, increase their professionalism and secure more saleable listings. The presentation I delievered is below via SlideShare.net, but before you scroll down to view it, ask yourself a few questions.

• Do you have a consistent process for handling all of your potential listing opportunities?


• Are you doing everything you can to stand out from the competition?


• Are you creating a point of differentiation with a Pre-Listing packet?


• Do you feel like you’re “in control” from start to finish on your listing presentations?

Win It Before You're In It - The Power of a Pre-Listing Process

View more presentations from Sean Carpenter

I'm curious to know which of these 10 steps you're already doing? Do you have any other steps that you add in or any that you would take away? Are you using a one-step or two-step listing presentation? Do you use a pre-listing packet on every listing appointment you attend?

Drop a comment down below and let me know what's working for you out there.

Until next time...keep building relationships, solving problems and having fun.

How to Beat Vegas...Fifty Cents at a Time

I returned from my recent visit to Las Vegas with tons of new knowledge, a lot of new business connections and several new friends. I'll write a blog post later about my experiences at the Coldwell Banker Generation Blue event. I also left Las Vegas with a little money...

Sadly, I forgot to cash in this voucher. I found it at the bottom of my luggage when I unpacked last night.

I'm guessing that I will not be added to the "Whale" list at The Mirage anytime soon, huh?

What Could You Do with 46,000 More Clients?

"Where can I find more a few more leads?"

I hear that all the time in some form or fashion from agents. Hard working, full-time Realtors are always looking for new clients but most people stop searching beyond their sphere of influence, open houses and telephone duty.

Sure, some work For Sale By Owners and others might work the expired listings. Corporate relocation referrals are always a nice source of "found business" but where else can agents look to identify home owners who might need an agent to help them sell or potential home buyers who need representation in the purchase of a new house?

Well, between December 31, 2009 and December 31, 2010 there appear to be almost 46,000 new places to look. And the actual number of potential leads could be much higher.

According to the National Association of Realtors Membership report, there were 45,987 fewer members heading into 2011 than there were at the start of 2010. (1,112,645 down to 1,066,658)
Now let's be honest, a large portion of those leaving the membership probably never did a single transaction last year but it's difficult to assume that there weren't a few very successful agents in that lot that just decided that it's time to call it quits. There might be some twenty to thirty-year veterans who closed hundred of deals in their careers who have just had enough of this challenging market.

So what happens to those clients who are living comfortably in their homes today that was lucky enough to work with one of those 45,987 people (or, in some cases, unlucky enough)? Who will they call for help? Who can they rely on to provide market updates? Who will be the recipient of their personal referrals for years to come?

Why not you?

If you're an agent who is looking to grow his or her client list, a great place to start is by searching for those "orphaned clients" of agents who no longer have a real estate license. Many of these former agents got in when the market got hot, sold a few homes, closed a few deals and then as the market cooled down, just like that, they're out of the business.

Search your MLS by Agent ID. Ask your branch manager or broker for a list of former agents who have left the business. Take a veteran agent in your office (or company) to lunch and ask them about some of the "old timers" who used to stroll up and down the hallways. Trust me, "there's gold in them thar halls."

You could contact any of those "orphaned clients" and simply introduce yourself. What have you got to lose? Your call might go something like this...

"Hello. I am Sean Carpenter with Coldwell Banker.

"I specialize in the area and while researching your neighborhood, I noticed that the agent who helped you buy your home back in ______ is no longer in the real estate business. Were you aware of that?

"I understand you may not need any real estate services at this point but I would hate to know of any homeowner who didn't have a friendly contact to help with any questions or concerns about their home or local real estate market .

"I'd be honored to be your new point of contact should you have any needs between now and when your plans may call for a housing change."

After making some contact, drop a hand-written note in the mail, include a few business cards and depending on how long they may have lived there, perhaps an updated overview of the market might be in order. By exuding confidence, displaying competence and delivering consistent and relevant information, you might be able to earn their trust and their precious future business and referrals.

Once you've established contact, you can add them to your everyday mailing and contact list. The stats don't lie. Most home buyers, when surveyed by the NAR, state that they "definitely would" (65%) or "probably would" (22%) use the agent who sold them their house again when they go to sell yet the actual number who do use the same agent when they go to sell is a much lower number (23%). Agents leaving the business is a huge reason why this is true. (Poor follow up is another...but that's a whole different blog post).

So what are you waiting for? It's time to put on your detective hat and start seeking out those "orphaned clients." They're going to eventually call someone. They just won't know it's supposed to be you.

Unless you tell them.

Until next time, keep building relationships, solving problems and having fun.

Feeling at Home Away from Home

I am a big believer in the power of great customer service. I always enjoy receiving excellent service and I am guessing that you do too. I always do my best when I am the service provider to make sure my guests, agents or audiences feel that when they were in my care that they received my best - both in efforts and attitude.

When you receive great customer service these days it is usually the exception and not the rule which is probably why it usually stands out as such wonderful service. Sadly, we don't get a chance to recognize the people for making us feel special much more than a "thanks" on the way out or a few bucks extra in the tip jar.

For my loyal readers of The Realtor's Toolbox you know I like to use this blog to spotlight people or companies when I feel they have surpassed the bar of what is expected and really made me feel special. I've written about Bar Louie and The Goodie Shop , The Island Cow and just last fall I told you about a real-life Fred Factor at Thrifty Airport Parking. Today, I want you to know about my friends at The Courtyard by Marriott in Union Centre, Ohio.

My job as the Director of Training for the Ohio NRT Companies (Coldwell Banker King Thompson in Columbus and Coldwell Banker West Shell in the Greater Cincinnati area) keeps me moving. I am usually either in Columbus or Cincinnati and on occasion I have the privilege to get out and speak to other groups of agents or companies. When I venture down to Cincinnati, if I have to stay overnight, I certainly have lots of choices on where to stay. For the last two years, I have been choosing to stay with my friends at The Courtyard.

The Sales Manager of the hotel, Sheri Howard, really earned my repeat business by looking at her guest list over a period of time and realizing that I had spent more than a few random nights there as the hotel is just a block away from our CBWS Union Centre office. Sherri reached out to me to thank me for being a loyal guest and arranged for a corporate price for my stays, helping save me (and my company) on each stay. (Certianly a nice way to insure "repeat and referral" business)

I think the "rack rate" is certainly a nice perk. But it's the outstanding service I consistently receive that earned my loyalty to Sheri and her team of customer service superstars.

I am excited to always be greeted with a smile and a friendly "Welcome Back, Mr. Carpenter" by Lana and the others at the front desk. Lana is a lovely lady who came to the United States from The Ukraine and every day she's at work she seems truly excited to be there and help the guests have a better stay.

Of course upon arrival, there's always a plate of delicious cookies. Sure, I am partial to the chocolate ones but after some days of teaching and travel I will even force down a few oatmeal raisin cookies (even though I have to pretend the raisins are really chocolate chips).

When I pass through the lobby in the evenings as I head out to dinner the team members behind the counter always ask me how my room is and if they can help make my stay more pleasant. The rooms are always clean and comfortable and the modern updated features (huge desk space, flat screen televisions, free wireless Internet and large couches) are a wonderful benefit for a business traveler who usually still has some work to do before bed time.

One of my favorite people at The Courtyard Union Centre has got to be Sandy. Sandy works the third shift so not many guests probably get to meet Sandy but if they do, they know they'll always be greeted with a huge smile, a cheerful voice and a helping hand. Many a night heartburn has had me up searching for a Tums or a glass of water and those next mornings, you know who is the first to ask me how I feel? Yep - Sandy. She reminds me of that favorite Aunt or Uncle who used to magically make dollar bills appear behind your ears when you were a child.

Before you start your day, it's nice to enjoy a warm breakfast and that's what the crew in the restaurant in the hotel do each day. Cheryl and Laura see me coming and get my diet soda ready. Michael behind the counter is prepared to make a fresh omelet and there's always plenty of crispy bacon on the buffet. Seriously, I had you at "crispy bacon," didn't I?

I love chatting with Cheryl about her children because she always asks me about mine. We compare notes of their activities even though hers are adults now. She reminisces about their youth and we share similar stories. Just this past visit, I found out that Cheryl was good friends with many of the stars of The Cincinnati Reds before they were the Big Red Machine. She was close with Tommy Helms, Pete Rose and even went to Johnny Bench's wedding. That's stuff you just don't get from the counter girl at McDonald's is it?

I love what I do and I am lucky to have a wonderful family who supports me in my efforts. It's not always easy to be away from home as much as I am (and compared to some business people, sales persons or OTR truck drivers, it's not that much) but if I have to be out, it's nice to know that Bill Marriott and his family of hotels will probably have a place for me to stay.

I usually get good service from almost every Marriott property I have stayed at and as a new Platinum member of the Marriott Rewards program, I have stayed at a few. I just don't know if they will be as friendly and welcoming as my friends at The Courtyard in Union Centre.

Thanks Sheri Howard and the entire Courtyard Union Centre team for making me feel at home when I am away from home.

Social Nation - A Toolbox Book Review

"How to harness the power of social media to attract customers, motivate employees and grow your business."

That is the sub title of Barry Libert's new book, Social Nation but it could just as easily be a question being asked by hundreds of thousands of people trying to balance their business world with their personal world with their social world.

Libert is the Chairman and CEO of Mzinga, the leading provider of social software, services, and analytics that improve business performance,. He has published five books on the value of social networks and human interaction. He is a regularly featured keynote speaker and has delivered speeches to audiences of 20,000+ globally.

I had the chance to interview Libert a few weeks ago via our CBOLT system (Coldwell Banker On Line Training) about why he wrote the book, how this book may apply to members of real estate's "Social Nation," and what REALTORS can learn from his stories in the book.

Here are some of the questions and ideas we explored during this interview. A link to download the interview can be found below.

When it comes to Social Skills, is there a difference for a corporation, a small company or an individual agent?

We had a neat discussion about the four major forces driving the shift towards a more social business world;

1. Today’s changing workforce
2. Open business models
3. Emerging technologies
4. Social monitoring and measurement tools

The evolution of skills and strengths;

Our parent's parents thrived in the "Physical Age" where brute force was required to succeed. The hard work and tactical execution of a day laborer or assembly line attendant was a different skill set that today's businessman.

The "Informational Age" was built around organization and the dissemination of knowledge.

We then entered the "Emotional Age" of creating relationships that brought mutual benefit and value. People demanded personal attention, benefited from flexibility and shared the rewards that came from a communal environment.

Today in the "Social Age," leaders are defined more by their listening, sensitivity and emotive skills that help create the thriving communities - both physical and virtual that we see in today's society.

What skills and competencies do you possess? Click here to take the Social Quotient Test?

We spent time discussing how REALTORS can successfully blend their own individual culture with that of the company and the industry while learning to successfully balance the public vs. private side of social networking.

Libert and his staff look at some of the "quintessential guidelines for success in the social environment. Among them, "Be on time" and the basics of "Say please and thank you."

There are some fabulous real-life anecdotes in the book of companies that understand how to build, support and grow a social nation around their product and it's followers. Among the great examples in the book – Webkinz, Mountain Dew and Apple

Libert's company Mzinga’s has three "Tips for Creating a Socially Intellectual Organization"
1. Pick and audience to follow
2. Know why you are listening and what you want to learn
3. Be ready to change

If the ideas I've shared with you in this post intrigue you, scroll down and download the interview. Or, you could click here and pick up a copy of the book. Social Nation: How to Harness the Power of Social Media to Attract Customers, Motivate Employees, and Grow Your Business

Click here to download my interview with Barry Libert, author of Social Nation. (Download times may vary depending on your computer and internet connection)

A final thought from the book which should resonate with all of my real estate industry readers -

"Marketing is an expensive undertaking and the most cost-effective way to stay competitive is to retain existing clients. One way to achieve this is to anticipate and understand the needs of these customers so you can reach them before they even realize they have an unfulfilled need.

Community adoption is especially critical in building social businesses because fans and followers can leave at any time they’re not happy with what you are offering them."

Thanks for reading. Now get out there in-person or on-line and continue "building relationships, solving problems and having fun"

A Neighborhood Change - Why "New and Improved" May Help You Sell More Properties in 2011

Remember What Your Mother Use to Tell You

"Don't judge a book by it's cover" was as standard cliche we all probably heard a few times as children. The same concept can be said about people too. In the real estate industry you never can tell who the good clients are just by looking at them and you should never modify your level of service based on appearances.

Visitors to an open house might pull up in a beat up old car and some Realtors would peek out the window and sigh, thinking "these people can't afford this house." Be careful and remind yourself that perhaps those people just don't like to drive their Mercedes or Rolls Royce on the weekends.

"The last time I went there it was horrible"

Have you ever been asked by a friend about a restaurant and you quickly encourage them to try something else, recalling a bad experience or untasty meal that you had at that location in the past? Did you ever stop to consider that the ownership might have changed or maybe there's a new chef on staff or perhaps you were just having a bad day when you visited in the past?

As you move into the new year, challenge yourself to rely on the wisdom of others who have experience and knowledge of things but at the same time, always seek out new information (updated almost daily) before making a decision or recommendation because there might be more than meets the eye (or your faded memory).

Urban Living Comes to Cincinnati

I had the opportunity to tour the new Gateway Quarter project in downtown Cincinnati, Ohio yesterday with several leaders from our Coldwell Banker West Shell team. Our hosts were the team from our newest branch, the CBWS Metro Link Office.

The Gateway Quarter is a mix of newly constructed and renovated condominiums located on and around 12th and Vine in downtown Cincinnati. Nearly 100 new lofts are available priced from the $90's to $400's with features that are simply unavailable at these prices elsewhere in downtown Cincinnati.

After being welcomed by branch manager Bill Heckman to the main Gateway Quarter Welcome Center at 1326 Vine Street, we learned of the overall development project. According to the development's website. "The Over-the-Rhine Comprehensive Plan, local community stakeholders and the Cincinnati Center City Development Corporation (3CDC) created a set of planning principles that will guide the development of the Gateway QUARTER and surrounding community into a safe, attractive and productive neighborhood for residents and visitors alike." Click here to read more of the overall principles and plans for the amazing undertaking. The Welcome Center has a few large scale maps showing the enormity of the project as well as a tremendous staff of associates to assist any visitors or interested future residents.

We enjoyed a tour of several of the buildings and units inside each. The unique architecture creates incredible visual appeal and the interior updates and craftsmanship coupled with some fabulous decorating is very welcoming. One thing you won't find in the Gateway Quarter is any "status quo" cookie cutter housing.

While being guided around by Assistant Manager Kathy Fergus, Sales Representative Holly Redmond and Becky Mannix, the team's Marketing Manager, we learned of the history of the area and began to envision what incredible opportunities this revival of a once-blighted neighborhood will do for the city of Cincinnati and those who choose to become a part of it.

Long-time Cincinnati residents and Realtors serving in the Tri-State area need to find some time to make it down to see this incredible makeover that is happening in the Gateway Quarter. The pleasant mixture of urban living lofts, neighborhood shops and restaurants and the soon-to-be renovated Washington Square Park will really amaze you and help you look at this area in an entirely new light.

We ended our tour over some cold seasonal brews at The Lackman, one of the really neat pubs that dot the landscape of Gateway Quarter. As we watched the happy hour crowd filter in there was no one specific stereotype of clientele. There were Gen Xer's sitting amongst Boomers, there were men and women and there were residents and visitors. It was a really cool way to end my day and get a totally neat view of what urban living could be all about.

As I said at the beginning of this post, don't judge a book by it's cover. The Gateway Quarter area isn't your grandfather's Over the Rhine. It's fresh, it's hip and it's going to be a really cool place to be for living, entertainment, shopping and dining in downtown Cincinnati.

I encourage you to visit their website at http://www.gatewayquarter.com/ or better yet, stop down to 1326 Vine Street and say hello to Holly, Stacy, Kathy or Becky. I know they'd be happy to meet you and your clients and show you what urban living could be all about. Whether you or your clients have any interest in living downtown or not, you'll at least know more about what's behind that "new and improved" book cover.


Here are some photos of some of the various units in the Gateway Quarter development area.

















The main map at the Welcome Center, 1326 Vine Street















Valuted "loft living" with hardwood floors and unique architectural charm















Roof-top decks, balconies, fireplaces, exposed brick and ducts,stainless steel appliances, great city views and more...

Who Are These People Who Call Themselves "Bloggers"?

There are millions of different blogs out there. Blogs about politics, communities, local real estate, real estate companies, news and more. There's blogs about every topic under the sun. Heck, there's even blogs about bacon.

And obviously, you know about this blog - The Realtor's Toolbox - for real estate tools, tips and tricks to build a successful real estate business. Thanks for being a loyal reader and sharing the posts you like with others.

Reading blogs is one thing but it can kind of be like listening to the radio, especially your favorite local morning show. You get to know the voice at the other end but it's kind of hard to put a face with that voice. Have you ever been surprised to learn what a deejay or talk show host looks like in person?

I saw a great blog post today from the folks over at FlowTown. FlowTown "is a social media marketing platform that helps businesses transform email contacts into engaged customers." What they really are to me is a really cool blog that shares some incredible visual images and information.


Their post today was titled "The Evolution of The Blogger" and it really taught me more about the "blogging tree" as it were. Here's the visual they used. You might be able to left click (once) on the visual to see it in larger details or you can click here to see it on the FlowTown blog site.

Thanks for the great visual FlowTown. Pictures sure are worth a thousand words...and a fresh blog post.

Live Long and Prosper?

I love looking for opportunities to make other people feel good. I love it when it happens to me as well, especially when it is completely out of the blue. I know how powerful a positive statement or show of support can be.

I subscribe to lots of e-newsletters and blogs and follow numerous people on Twitter and Facebook that are sharing good words of wisdom, neat ideas or things that might help me now or later. One of those weekly e-newsletters I look forward to receiving is Tuesday Tactics from a guy named Scott Levitt. Scott is the President of Oakley Sign & Graphics, Inc. and also the founder of FreeHelpForRealEstateAgents.com, a free website to help you improve your marketing skills and generate more leads.

I don't know Scott, but from reading his newsletters for the last few months, we think alike when it comes to taking care of the customer and having fun while doing it.

Scott recently released a free e-Book called The Prosperity Habit. I would highly encourage the readers of The Realtor's Toolbox blog to download this short "manifesto of sorts" here. Print it out and read it at your next open house or after you put your kids to bed. I believe the writing is big enough it could even be read while on the treadmill. Just please don't read it in the car.

The "goal of “The Prosperity Habit” system is to get you in the habit of externalizing positive energy so that it benefits others (and in turn benefit you, too!). While it does rely on reminders, inspirational scripts, templates, and tactical advice, the end goal is to train you to do these things effortlessly."

The Prosperity Habit is broken down into 5 simple sections:

Be observant

Be honest

Be natural

Be mindful of your intentions

Be professional

What have you got to lose? Download this simple message today and start finding ways to develop your own "prosperity habit." I can assure you it just might help you find more ways to...

Build relationships...solve problems...and have fun.

Change Your Thinking

Monday Morning Match is a short post - maybe a quote, inspirational story or idea - intended to spark some motivation inside of each of you so your week gets off to a fantastic start on Monday morning.

Change Your Thinking

Two men, both seriously ill, occupied the same hospital room. One man was allowed to sit up in his bed for an hour each afternoon to help drain the fluid from his lungs.

His bed was next to the room’s only window. The other man had to spend all his time flat on his back. The men talked for hours on end.

They spoke of their wives and families, their homes, their jobs, their involvement in the military service and where they had been on vacation.

Every afternoon, when the man in the bed by the window could sit up, he would pass the time by describing to his roommate all the things he could see outside the window. The man in the other bed began to live for those one hour periods where his world would be broadened and enlivened by all the activity and color of the world outside.

The window overlooked a park with a lovely lake. Ducks and swans played on the water while children sailed their model boats. Young lovers walked arm in arm amidst flowers of every color and a fine view of the city skyline could be seen in the distance.

As the man by the window described all this in exquisite details, the man on the other side of the room would close his eyes and imagine this picturesque scene.

One warm afternoon, the man by the window described a parade passing by. Although the other man could not hear the band, he could see it in his mind’s eye as the gentleman by the window portrayed it with descriptive words.

Days, weeks and months passed. One morning, the day-nurse arrived to bring water for their baths only to find the lifeless body of the man by the window, who had died peacefully in his sleep. She was saddened and called the hospital attendants to take the body away.

As soon as it seemed appropriate, the other man asked if he could be moved next to the window. The nurse was happy to make the switch, and after making sure he was comfortable, she left him alone. Slowly, painfully, he propped himself up on one elbow to take his first look at the real world outside. He strained to slowly turn to look out the window beside the bed. It faced a blank wall.

The man asked the nurse what could have compelled his deceased roommate to describe such wonderful things outside the window. The nurse responded that the man was blind and could not even see the wall. She said, ‘Perhaps he just wanted to encourage you.’

Thanks to Peter J. Sobeck, a Senior Vice President in charge of Business Development with NRT LLC. for sharing this story with us at a recent leadership workshop. I'm not sure who the credit for the story should be attributed to but the message is clear. Choose your view today before it's chosen for you.

Good luck building relationships...solving problems and having fun. Have a great week

Running or Realtor - You've Got to Finish Up Strong

Hey Runners...

When was the last time you ran 26.2 miles? How about 13.1?

Completing a marathon or a half marathon is an incredible achievement no matter what your age, race, sex or physical condition. It takes dedication, focus and a tremendous amount of effort to complete all of the necessary training runs, eat a healthy diet, sacrifice much of your extra time each week and overcome fear as you cross the threshold of the starting line on race day. That not even mentioning the potential pain you may encounter between then and the finish line.

Hey Realtors...

When was the last time you finished a successful year in real estate? How about you rookies looking to finsih your first year (or partial year)?

Completing a successful year as a Realtor is an incredible achievement no matter what your age, race, sex or physical condition or tenure in the business. It takes dedication, focus and a tremendous amount of effort to complete all of the necessary training and development, eat a healthy diet of phone calls, open houses and talking to strangers, sacrifice much of your extra time each week and overcome the fear and pain as you cross the threshold of your office each day of the week.

Been There, Done That

Back in 2005 I ran my first 5K. That led to a 5 Mile Turkey Trot, a few more Jingle Bell Runs and then I ran my first 1/2 Marathon in Cincinnati in May 2006. I made the dedicated effort to complete the Columbus Marathon in October 2006. I ran a few more 1/2 marathons over the next few years up until a knee surgery put me on running's "injured reserve list" for about eighteen months.

I've been back out there lately, running shorter distances, and am excited to get signed up to run some races. Maybe I'll get out on Thanksgiving Day and compete in the Turkey Trot?

Last Sunday, October 17th, I volunteered with several co-workers from Coldwell Banker King Thompson to work at Water Station J at the 12 mile mark of the Columbus Marathon. We had to arrive early - 6:15am (see the pre-dawn photo to the left)- to begin setting up and filling over 15,000 cups with water and Gatorade. My 11-year-old daughter Riley also joined me for the second year in a row.

As both races pass through Station J (full marathoners and half marathoners) we had to be prepared to provide water and support to the 15,000 entrants into this years races. It was clear that the liquid refreshments were very important for people's physical needs after running for 12 miles but it also was evident that the verbal support and cheers by the volunteers and fans lining the streets of Columbus were just as vital to many of the runners seeking a physical accomplishment that many had never attempted before (or will again).

As the runners thundered past the tables filled with water and Gatorade, the volunteers held out cups for them to "grab & go" and offered words of encouragement (see video below). Having completed both races before, I felt I had some personal knowledge of some of the runners mental states at this point in the race.

The full marathoners still had more than half their race to complete. 14 more miles seems like a long distance but in a matter of minutes, they would be more than half way done. In just a matter of hours, everything they worked so hard for all summer long would be in the past and they'd be so proud of their determination to finish all 26.2miles.

"Keep it up. Just one more mile and then you have the 'easy' half"

The half marathoners were just 1.1 miles from the finish. For many it is the longest distance they have ever run at one time. I felt encouragement to these runners was even more necessary.

"Keep your arms and legs moving"

"One mile to go. Finish up strong"

"This is why you got up early all summer and pushed yourself. Don't walk now"

"Make all the training before today pay off. Push hard this last mile"

"Run hard now, you can walk tomorrow"



Sure, the encouragement and support was easy for me to say. I was standing in comfortable shoes and wasn't sweating or chaffing. I was enjoying a hot chocolate and donut and didn't have cramps and aches to look forward to later that afternoon. But they needed to hear it.

Can you imagine training all summer to complete your first marathon or half marathon and you give up and start walking with 1 mile to go? Sometimes the negative voice in your head can be pretty convincing and having some other voice push you along just might be what is needed to keep the arms and legs moving for the next stretch of roadway.

Hey Realtors - Finish Up Strong

So how does this relate to the real estate business? We're coming up to our finish line of the 2010 race. For long time Realtors, it's another full marathon that we're about to complete. Will we allow ourselves to ease up and "walk" the last 1/6 of the race or will we grab some Gatorade and dig deep to find that "extra boost" needed to cross the finish line with momentum?

For those who have joined the real estate race sometime in 2010 - the "rookies" - you've got two more months to finish your fist half marathon. Will you keep those arms and legs moving and remember all those long hours away from the family when you were sitting in those boring pre-licensing classes. I know you never figured yourself to be a mediocre agent just walking acorss the finsih line, did you? Remember those early days trying to start up your business in Sunday afternoon open houses or late evening showings with Buyers? Don't slow down now.

To anyone reading this, you've got ten weeks left in the 2010 race. Keep those arms and legs moving, stay hydrated and focus on the finish line.

And remember...next year's race begins as soon as this one finsihes. Get ready enjoy the accomplisgments of this years run but then get ready to tighten your shoelaces and start running all over again.

Running for Election? What's Your Platform?

"I Want to Be Your Realtor"

That's your daily campaign slogan, isn't it? Each and every day we're running for the office of "trusted advisor" to our Buyers and Sellers who entrust us to make the best decisions and policies to help them get what they want.


Do You Run a Clean Campaign?

I don't know about you but I am ready for the mid-term elections to get here and be done. The yard signs, billboard and negative "smear" commercials drive me crazy. Last night I was so bombarded with one commercial attack after the other that I posted this as my Facebook status update:

"Hey Politicians planning to run for office in the next major election - Here's an offer for you. Run a campaign where you only talk about YOUR strengths and YOUR platform. Maybe one ad a night, don't call me for surveys, don't knock on my door, don't ask me for money. Just be a more worthy candidate than you opponent and you'll probably get my vote. You might even create a wave of support that enjoys your fresh approach to campaigning. Imagine what might happen if you had an audience who supported you instead of purposefully worked against you."

"I'm Sean Carpenter and I approve this message"

I had numerous people "like" my comment and it created a long chain of comments in agreement with my sentiments.


Why would someone "elect" you as their Realtor?

• Is your track record impressive with many satisfied constituents?
• Do you reach out to a large audience spreading a positive message?
• Do you do the things you say you will do?
• Do you have the three C's that lead to Trust? Confidence, Competence and Consistency?
• Can you tangibly demonstrate how your strengths will benefit a voter?
• Do you effectively rally your party supporters (i.e. "past clients") to campaign for you?

I don't think you need to run out and print campaign buttons with catchy slogans or start kissing neighborhood babies at your next Open House. I just think you need to try hard to be the "Candidate of Choice" for the audience you are hoping to serve.

Good luck on Election Day!

It's Time to Raise Your IN-10-SITY

Days like today don't come around very often. In fact, they only come around once in a lifetime. It's October 10th, 2010. That's 10/10/10. What a great reason to come up with a list of...

Ten Things to Boost Your Business

#10. Take ten minutes to print a one-line report of your current data base of contacts. Review it from top to bottom. Eliminate any duplicate entries you may have, highlight any contacts who are incomplete and purge those names and "contacts" that you have no idea who they even are.

#9. Put ten of the incomplete data base entries on your daily to-do list and begin to acquire the missing data. Spouses names, kids names, email addresses, etc. can all be found out by a simple phone call. Repeat this until you have completely updated your data base. Done correctly, this is almost guaranteed to add leads to your business.

#8. Take ten minutes to practice the following script; "Hi (insert name of contact), it's Sean Carpenter with Coldwell Banker. I hope you're doing well. The reason for my call is I have been putting together some great information about our current real estate market and I want to get it out to the people I know. In order to do that, I've been taking some time to update my Relationship Roster and I noticed that I am missing some information from you. Do you have a minute for me?"

#7. Dial numbers on your list for ten minutes. All you need is one good contact a day who adds some information to your current data base. If you want, you could make calls for longer than ten minutes but baby steps seem to work well for most people.

#6. Take ten minutes to send a hand written thank you note to each person you speak with in person, whether they provide you with any new information or not. That personal touch will come back to you in time, trust me.

#5. Research your market statistics over the last ten months. What has happened in your local markets since January 1st, 2010? Can you create a chart, graph or general report on prices, inventory levels and pending home sales?

#4. Identify the ten top selling areas in your local MLS based on # of sales or average days on the market. These are great areas to be knowledgeable and focused on as they are turning over business and doing so quickly. If you know someone who lives in one of those areas, don't you think they'd want to know this information? If you're selecting an area to hold an open house, these might be great places to start.

#3. Schedule ten Open Houses between now and January 1, 2011. Buyers who are out looking in the 4th quarter are usually more "buyer" than they are "looker." Because there are only 11 more weekends left in the year, that means you'll probably need to double up on certain Sundays (hold shorter opens houses; 12:30 - 2pm and then maybe 3-4:30?) or choose a day that isn't a "traditional open house day" in your market. That's okay. Why not hold an open house on Thursday afternoon or Tuesday evening? Consumers today are looking for different, not status quo.

#2. Touch ten people a day on social networks like Twitter, LinkedIn or Facebook. It won't take you a lot of time but it will continue to help you build relationships, solve problems and have fun.

#1. Take ten seconds each day when you wake up to say these words to yourself, "It's going to be a great day because I choose to make it great!"

Playing the "Game" in St. Louis

It's always fun to stand in front of a receptive crowd and deliver a message you believe in. It's even better when that crowd gets engaged with your message and anxiously awaits the opportunity to put the ideas, concepts and lessons into action.

I had the pleasure of being a part of the Coldwell Banker Gundaker Mini Convention in St. Louis, Missouri earlier this week and it was one of those fun events that, although you leave exhausted, you know you helped contribute to a successful event.

The concept of the day was "The Games We Play" so as a huge sports fan, it was an ideal theme for me to be a part of. CB Gundaker's Director of Training, Kim Daugherty and his awesome team of Sandi Collins and Traci Coronado did a great job of planning and coordinating a tremendous agenda which included a day full of breakout sessions and panel discussions. CB Gundaker President Jim Dohr and his team of managers did a great job of encouraging a great crowd of associates to spend their day with us and hopefully we didn't disappoint them.

In my keynote session, "Get in the Game ~ How to Score Big in Real Estate and Have a Ball Doing It" we discussed many things that Realtors need to do to earn small victories and come out a winner at the end of the day. Here's a few thoughts for those who weren't there and a reminder for some of our new Toolbox readers who were there.

The Power of the "High Five" - Don't be satisfied attending any session and aiming to learn just one new thing. That's setting the bar too low. Always aim to learn five new ideas that you can implement into your routines that will help you raise your game

People Don't Want the Regular, Boring Announcement - In today's "vanilla" world, the person so stands out gets remembered. What can you do each day to be different? Look how this Southwest flight attendant didn't allow his passengers to have a forgettable flight home.



Who's in the Game? - The "data base" is macro and your "bulls eye" is micro. Somewhere in between is your main book of business. Do you know where your victories need to occur to get in the playoffs?

It's All About the Fans - You need to create a KuLT-like following

Develop a Strong Pre-Game Routine - Major League ball players call it "basic training" for a reason. The World Series is always won by the team that can run, throw and catch better than the others. Remember what I say B.A.S.I.C stands for in real estate - Brainstorming, Activities and Scripts to Increase Closings.

"I skate to wear the puck is going to be, not where it has been"

~ Wayne Gretzky

Are you a "Five Tool" Realtor?

Will the Instant Replay come out in your favor? Today's consumers are demanding video. Are you getting in front of the camera or falling behind the competition?

It's a Numbers Game - Do you know your market statistics and personal sales results as well as you should to be considered the expert? Gamblers don't take their profession lightly so they study the numbers. Are you willing to bet your success on inaccurate or unknown information?

Losers say… “If I don’t try, I can’t fail!”

Winners say… “If I don’t try, I can’t succeed!”

The choice is yours!


Thanks CB Gundaker. Good luck the rest of 2010 and into 2011. I'll look forward to seeing you all in the Winners Circle.


Until next time...keep building relationships...solving problems...and having fun!

Are Your Peers Putting Pressure on Traditional Marketing?

At last week's Coldwell Banker Summer Technology Summit, keynote presenter Stefan Swanepoel discussed many of the top trends in real estate today. As one would expect, he spent a significant amount of time talking about the impact of social networking and the new opportunities people have to build vast relationships with more people than they ever knew they really "knew" through the use of networks like Facebook, LinkedIn and Twitter among others.

Here's a brief video from the event where Swanepoel discusses the impact that social media (and the social marketing aspect it has created) has had on the "old fashioned" way of marketing to and through consumers. He also talks about how a relationship on Facebook (peer to peer) can now deliver more of the trust and credibility that the traditional media used to provide.




Are you just amassing friends, followers and contacts on these sites or are you leveraging the massive power of these sites to "build relationships, solve problems and have more fun"?

A View from The Summit

What a fabulous day it was on Thursday, August 19th as over 550 sales associates, managers, staff members and special guests converged on The Roberts Center in Wilmington, Ohio for the Coldwell Banker Summer Technology Summit - Trends, Tools and Technology. This was a huge event with lots of moving parts but all the people who helped put it together really worked together to make it a special day for all who attended.

After kicking off the event with some upbeat tunes and a montage of photos from the 19 branch offices that make up the Ohio NRT Companies - Coldwell Banker West Shell in Greater Cincinnati and Coldwell Banker King Thompson in central Ohio - it was a constant whirlwind of great speakers and plenty of great information.


Leading with the Leaders

Company President Joe King kicked off the day by welcoming NRT Central Region Vice President Joe Reis to the stage. Reis facilitated a panel discussion with two of the real estate industry's most powerful leaders - Jim Gillespie, President and CEO of Coldwell Banker Real Estate Company, and Bruce Zipf, President and CEO of NRT.

These three men shared their thoughts, experience and overall wisdom on today's market and where we may be headed in late 2010 and beyond. Both Gillespie and Zipf were optimistic about the housing sector's ability to help lead the country out of the economic challenges but stressed that we must continue to focus on the right activities each day and stay engaged with today's buyers and sellers. Zipf shared his four areas of focus for a strong conclusion to 2010; Prospecting, Pricing, Communication and Embracing Technology.

Tracking the Trends


What a perfect segue Zipf's final area of focus was as our keynote speaker, Stefan Swanepoel, took the stage. Swanepoel is considered by many the finest authority of today's real estate trends. As well as being a fantastic speaker, Swanepoel is also the author of 17 books including the definitive book on what's happening in today's (and tomorrow's) real estate world, The Swanepoel TRENDS Report.

Swanepoel spoke about the constant change our industry struggles to accept - from the game changing fax machine back in the mid '70's to the social networking and inundation of video today. He discouraged the audience not to think they've got it all figured out, reminding them that mega sites like Google, You Tube, Facebook and Twitter weren't even mainstream ten years ago.

Give Me a Break(out)

The event featured twelve breakout sessions and all the presenters shared great information with some tremendous energy that was greatly appreciated by the attendees. To see what the topics and sessions were about, check out the descriptions here.

Special guest presenters included Sara Bonert from Zillow, David Siroty, Senior Director of Public Relations for Coldwell Banker, Evan Matteson from Coldwell Banker Apex in Rockwall, Texas and Andrew Eklund & Dawn Hepper from Ciceron. Other breakout presenters included some "home grown" talent with Dori Gehling, Michael Jones, Sarah Poston, Marty Soller, Michelle Barnett, Sue Price and Stacy Serey.

Video Killed the Radio Star?

There was also a fabulous closing session presentation on the power of video in today's real estate environment facilitated by Coldwell Banker VP of Marketing, Michael Fischer. Fischer's message to the audience was that the power of video to "tell the story" is so much more powerful in today's "digital, on demand world" than the cold, black and white text found in newsprint or MLS print outs could ever be. Fischer then welcomed CB Apex's Matteson and Coldwell Banker Pinnacle Properties (Florence, Alabama) top agent Mike Randall to the stage for a great panel discussion about how the use of video has changed these two agents businesses. (See samples of Evan and Mike's video styles below)

Evan Matteson, Coldwell Banker Apex


Mike Randall, Coldwell Banker Pinnacle



It really was a wonderful event with plenty for every attendee to leave with something to add to their "technology toolbox" of services and systems to help their Buyers, Sellers, past clients and also to reach new customers.

Roll the Credits

I personally would like to thank all the special guests, panelists, presenters, attendees and invited guests as well as some of my teammates who helped make this event so wonderful.

My Training Coordinator, Jaimie Shaffer, was fantastic at keeping all the logistics organized and maintained a calm demeanor from early March when planning started through 4:35pm on Thursday when the event concluded.

A big thanks also to the hard working staff at our Central Region Hub who provided much of the behind the scenes details - Lisa Morrow, Amy Eiduke, Charlotte Irrrang and Prabu Gopalakrishnan. Thanks also go out to the following people for making this a great event - Joe King, Jerry White, Glen Wilson, Sarah Poston, Michelle Barnett, Susan Trefilek, Randy Wax, Rick Walker, Julie Verne, Marlene Price, Janet Davis, the management teams at CBKT and CBWS, Diana Schneder, Walt Saxe and all the hard-working staff at The Roberts Center in Wilmington, our friends at Coldwell Banker Home Loans, Quality Choice Title, Residential Title, and American Home Shield for sponsoring, Cardinal Transportation and all the attendees.



I am excited to see the creative, innovative, trendy ways our associates and managers are going to implement what was learned at the Tech Summit. Much like a climber who scales the mountains, it's always amazing how much clearer you can see when you've been to the summit.

You Don't Have To Know Everything!

How's the Market?

Chances are, if you're a real estate agent, you've been asked that question a million times. But do you have a standard answer? My favorite that I learned from real estate trainer and friend John Hamilton goes like this.

"It's challenging, but there are lots of opportunities. All I/we need right now are a few more ____________________"

The ___________________ can be filled in with whatever I might need right now. Listings in the entry level price point? Buyers in the mid $200K range? Builders for some new land I just acquired? I control the message of "how's the market?" now, not the media.

Just the Facts, Ma'am

I am a huge advocate of real estate agents being up to date on their current market at all times. I think it is critical that agents feel comfortable discussing market conditions and confidently being able to share current inventory levels, price points, days on market and any other standard points of interest.

How do you do that? By running daily hot sheets in your MLS system. You should be looking at the new listings that have hit the market, price changes, pending sales, homes that have been cancelled or expired and any other piece of information that jumps out at you.

Then what?

Reach out to your Sellers and update them on what this means to them. How is the marketing position of their home affected if their neighbor just reduced their price by $5,000? What will happen to the Buyer traffic if three new listings hit the market in the neighboring subdivision?

You might identify a new listing in the same area where you just sold a home to a buyer. What a great reason for a call.

"Hey Mr. Jones, this is Sean Carpenter from Coldwell Banker. How are you? I promised when we worked together that I would keep you up to date on the happenings in and around your neighborhood so you can always be aware of your home values.

"There is a new listing that just came on the market one block over and it's priced at ___ and has ______. Of the people you know, who do you think might be the next person to move?"

Simple call, isn't it? I already have a relationship with Mr. Jones because I worked with him and his family to purchase the home he's in. I now have a "reason to call" that provides him with valuable information and it might lead to a referral opportunity.

You Can Be The Source of the Source

Information like you find on MLS Hot Sheets, at your local board of Realtors web sites (click here for a sample of what the Columbus Board of Realtors offers) or Local Market Reports from the National Association of Realtors becomes ideal material to distribute to your email data base, print out for local open houses, share on your social networking sites or even post to your blog.

The new reports from NAR are really neat and you can access them for 150 different markets so in addition to your local markets, you could leverage out of town relationships, referral opportunities and be more knowledgeable with those Buyers coming in from another area.

Check out the reports here and start finding ways to become the "neighborhood expert."