The Race Has Started. Have You?

Photo by Derek Gavey via Flickr

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.

We're just a few hours from the first month of 2012 being over, yet many of our real estate brothers and sisters haven't even started their year. Oh sure, they may have turned their calendar and they have done the ceremonial business plan but they really haven't begun because they are still waiting for business to come to them.

Many of the active agents I know have some sort of business - at least one new listing or one new buyer.

Do you?

"The thing that has not been begun cannot be finished"

~ Robert Henri

If you don't have any business yet, ask yourself this: "Why not? What am I waiting for?"

It's been a few years since I have heard agents kick off their January so excited by the business at hand in the first few weeks of the year. I know listings are up in our local market and buyers have been pushed to jump in to the action with a combination of low interest rates, pent up demand and warmer than usual weather in the Central, Midwest and Northeast portions of the United States. I expect pending deals in January to outdistance 2011 and that's good news for a market that is in desperate need of a recovery.

How is your local market doing? Do you know the inventory that is available right now and how it compares to last year? How about the list price to sales price ratio? The average days on market? The average sales price? 

If you are knowledgeable enough, you will quickly become the "market expert" your client demands. Shouldn't you know the numbers of your market better than your local grocery store bag boy knows which aisles to find Tabasco sauce and condensed milk? Show you're a true professional and dig deep to understand your market inside and out.

"Can anything be sadder than work left unfinsihed?

Yes; work never begun."

~ Christina Rossetti

The old cliche is true - "He who lists, lasts." Get out there this week and start making phone calls to past clients and members of your sphere of influence. Contact local FSBO's and any listings that might have expired heading into the holidays. Their 30+ days of misery are over and it's time to get them on to their next phase of life. Build your inventory and get ready for the flood of buyers that will be coming soon.

I've never met a top agent who had a great year in real estate that didn't include a busy first quarter. There are about 60 days left until April 1st. Maybe the work you do these next two months will be what you look back on in December and say, "that's when I really got started."

Start today. If you don't, you'll quickly look up and realize it's the last week of 2012.

Focus on how you can build relationships, solve problems and have fun. 

Don't wait. Start right now.

Are You Emitting Sparks?

Photo by Derek Gavey via Flickr 

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.

“So many men in this world are going nowhere in particular that when one comes along…who is really and passionately going somewhere, what a stir he communicates to a dull world! We catch sparks of electricity from the very friction of his passage.”

- David Grayson

The Friendly Road

What are you going to do today to be that person?

How can you create “sparks of electricity” in your business and personal world?

When will others start saying that about you? Or do they already?

Build better relationships. Solve tougher problems. Have more fun…on purpose.

Where's the Beef?

Photo from Derek Gavey via Flickr

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.

27 years ago today the world first heard little old Clara Peller utter the words "Where's the beef" in the Wendy's Hamburger's television ad. The commercial and subsequent campaign was designed to show that Wendy's hamburgers were bigger (and jucier and tastier) than their competitor's burgers.

(Click here if you don't see the video below)



As you begin to really hit the ground running in 2012, it's time to start asking yourself "where's the beef?" in your business.

What are the things you do each day that will help you generate more leads? How are you standing out from the competition? What extra things are you prepared to "add on top" of your standard service that will get people talking, calling or referring?

In the Wendy's campaign they were poking fun at the lack of hamburger on their competitor's buns. I would challenge you to worry less about your competition's shortcomings and focus more on your strengths. It's less about what they are doing and more about what you are (or can...or will).

Each day, ask yourself the questions that will force you to make your service "meatier." After all, that is what people want, expect and are willing to pay for. Build relationships, solve problems and have fun.

Make a better hamburger.

And never let your clients ask "where's the beef?"

Damn Sure Better Than Rain

Photo by Derek Gavey via Flickr

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.


The word for 2012 is simplicity.

Don't over think everything. Don't make anything harder than it needs to be. Stop aiming for perfection. Almost perfect is much better than never started.


I'm keeping it really simple to start out the new year. I invite you to kick off your week with the video below from musician Warren Haynes. If you have to have a song stuck in your head all week, this is a good one to be humming through your day.

(Click here is you don't see the video below)






Get out there and build relationships, solve problems and have fun.

And let your soul shine!

Christmas 2011 - It's a Wrap!



Photo by Derek Gavey via Flickr

 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.

I hope you enjoyed a wonderful Christmas weekend...or Hanukkah, Kwanzaa, Festivus or whatever celebration you may have partaken in. Enjoy this next week of traditional down time before next Sunday when the calendar turns to 2012 and the possibilities are as endless as a child's mind as he or she heads downstairs to unwrap presents.

It might be a perfect time to reach out to your buddy at the office and let them know that you'll be happy to engage them as an accountability partner in the new year. Who knows...maybe you'll both achieve record years.

And just for fun, here's an great Secret Santa idea of what to do for your office mate next Christmas

(click here if you don't see the video below)

Fear Nothing. Understand Everything.

Photo by Derek Gavey on Flickr

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.

"Nothing in life is to be feared, it is only to be understood. Now is the time to understand more, so that we may fear less."

- Marie Curie

Time's almost up. Is your 2012 Business Plan completed? Have you looked back so that you can look ahead?

If you are planning to stay where you are now, you're actually already losing ground.

Can you build more relationships? Solve more problems? Have more fun?

Might as well try, huh?

Start today.

1 Out of 306 - What Are You Doing to Be the Chosen One?

Photo via Derek Gavey on Flickr

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.

What Are the Odds?

There are approximately 312,757,758 people in the United States. At least, as of the time of writing this post there were. Much like Kim Kardashian's martial status, it changes regularly. (You can click here to see where it stands at right now - the population count, that is, not Kim's dating life)

Another number that seems to fluctuate regularly is the number of Realtors in the United States. According to the National Association of Realtors website, the total membership as of the end of November, 2011 was 1,021,338.

A quick calculation shows us that there is at least 1 Realtor for every 306 people in the United States.

And tell me again, why would they choose you?

Am I Top of Mind Awareness Like a Pediatrician, Dentist or Attorney?

If I ask you who your pediatrician is, would you have to look it up on-line? How about the name of your dentist? Does that question cause you to dig their business card out of your wallet or purse? Probably not...because those professionals have earned a spot on the "top of your mind."

Each day you wake up you need to ask yourself this rhetorical question - "If someone in my 306 person "pool" needed real estate help today or knew someone who did, would they call me?"

Do you stand out? Are you recognizable? Have you achieved that coveted "top of mind awareness" spot when people have to think of someone who can help with real estate?

These are great questions to ask yourself every day. When you consider that the chances of most adults knowing only one real estate agent is pretty slim, it really emphasizes the need to stand out and be the one they think of.

"It's pretty damn hard to bring your uniqueness into actual being if you're always doing the same thing as a lot of other people."

- Brendan Francis

So what is that one thing you will do in 2012 that will make you different? What service or technique will you use to stand out and be the professional people think of?

It doesn't have to cost a lot of money or take a lot of your time. When you think about it, it rarely will be just one thing that makes you unique. It will be a combination of your service, your follow up, your reputation and your commitment to each and every person you encounter - both professionally and personally.

What is it that you plan to do in 2012 to differentiate yourself from the other 1 million plus agents who would love to help your clients?

I'd suggest you start by building relationships, solving problems and having fun. Just find a way do it in your own unique way.

Value Shopping is a Year Round Event

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.

"Price Check on Aisle 3"

At this time of year everyone is looking for great deals, discounts and giveaways. Part of the holiday shopping process is to find the best gifts at the best prices. When you're buying a product like a Wii game or a Toshiba flat screen TV, the lowest price could be worth driving a long distance for or waiting in line for a chance to buy it. Of course, it depends on your wants and needs. It really boils down to how much value you put on having that particular product.
 
When it comes to your service, how do you determine your "price"? Are you willing to be flexible on your commissions? Do you offer some clients more service if they pay you a "full fee"? Do you knowingly give some people less service if you agree to a lesser fee? If so, do the clients understand what they won't be getting when it comes to marketing, systems or service?
 
Everything is Negotiable
 
Now this post isn't intended to say that Realtors should never agree to a lower commission. Commissions in real estate are never fixed and are usually negotiable between the broker and the client(check your local laws and statutes). Sometimes, in certain situations, it might make good business sense to lower your fee. Just make sure you are making a logical decision and not an emotional decision. 
 
It may be wise to remember that some people naturally or psychologically may gravitate towards the most expensive things on the menu as well. Not everyone is looking for the cheapest service or product if it doesn't provide the value they desire. 
 
What is your value?

As we wind down to the end of 2011, if earning more income in the new year is one of your goals, one way you can do that is to raise your average commission earned. You don't need to gain more business, you just need to gain more belief in your value.

• When someone asks you what your fee is, how do you answer?
• If someone asks you to reduce your fee or "do it for less," how do you respond?
• When the negotiations start to get tight, is your future commission "on the table" to help make a deal or do you keep the discussion between the Buyer and Seller?

Can you imagine if people used some of the same reasoning and objections in real life that we often hear in real estate, how silly it may sound. (Click here if you can't see the video below)




Do you Believe?

As this is the 'Season of Believing,' maybe it's also the perfect time for you to appreciate your skills, service, expertise and all the things you and your broker do to help your clients achieve their goals. You are worth what you are charging and probably then some. Stop dropping your fee for those coupon cutting, discount seeking clients and instead, believe that you are the one item on your clients list that they can't live without. When that happens, your value just went up. They will drive across town or stay up all night to get you.

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

Cure Your Mistakes with a Crumple

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.

“It's a good thing to have all the props pulled out from under us occasionally. It gives us some sense of what is rock under our feet, and what is sand.”

- Madeleine L'Engle

Have you made any mistakes this year?

Sure you have. We all have. But did it get you in any legal trouble? Did the mistake you made cause any harm to a client or force you to neglect your fiduciary duties? Hopefully not because you take this job very seriously, don't you?

What have you learned from those mistakes? 

Did they help you learn a better way to do something? Maybe they showed you how "not" to do something? Mistakes are sometimes the best way for us to learn so as long as you don't keep making the same mistakes over and over again, you'll probably be okay.

What were the mistakes?

Here's an idea. Take out a blank sheet of paper.

Seriously, grab a blank sheet of paper and think back to the beginning of the year. Write down all of the mistakes you have made. You're not going to be sharing this with anyone so be honest. Big or small, silly or serous, write down what the mistake was in as much detail as possible.  Look through your calendar or day planner, think back to each client and transaction or try to remember all of the other activities you were a part of in 2011.

If you made a mistake, own it and write it down. If you made hundreds of mistakes, write 'em down. Scribble down the one or two memorable mistakes or fill the entire page, front and back, if you must.

Now that you've done that, review the list and make sure you know what you should have or could have done differently. Learn something that, if you repeat this exercise next year at this time, you won't make it again.

Look at the list one more time, take a deep breath...and then crumple it up.

"Did he say 'crumple it up'?"

Yep, that's right. Tear it into pieces, shred it, burn it or simply just crumple it up.

Then toss it into the trash can and forget it because today is new day. It's a blank slate

Forget your mistakes and move on to a new sheet...a clean sheet of paper.

Are You Ready to Give Thanks?

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.

Give Thanks

As we approach the Thanksgiving holiday, think of all the things you have to be thankful for.

• A spouse or partner who supports your efforts every day to build relationships, solve problems and have fun.
• Children and parents, living or dead, who love you unconditionally whether you close a deal this week or not.
• Extended family members who want your success almost as much as you want it yourself.
• Clients who have trusted you to assist them with their real estate needs in 2011 or years previous.
• Anyone who has referred you a lead, whether it came to fruition or not
• Your branch manager who coaches and supports your efforts
• The hard working staff (full time & part time) of your branch and company whose work behind the scenes helps you do your jobs better and more efficiently.
• Your company leadership who provides you with tradition, teamwork, tools, technology and training in your local marketplace.
• Local affiliates such as lenders, title company personnel, home inspectors, builders and any other vendor or might have an impact on your transactions.
• Your local board, state associations and National Association of Realtors for continuing to support and work hard to protect private property rights of all residents.

Who else?

Leave anyone I forgot in the comments below or drop me an email. I'm curious to know who you're thankful for this year?

 "None is more impoverished than the one who has no gratitude. Gratitude is a currency that we can mint for ourselves, and spend without fear of bankruptcy."

~Fred De Witt Van Amburgh

 

 

 

Why "No" Can Be a Very Good Word to Hear

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.

"Would you like me to give you a formula for success? It's quite simple, really. Double your rate of failure."

~ Thomas J. Watson, Founder of IBM

What's on your agenda for business development activities this week? Do you have some time penciled in to proactively build your business?
 
Seriously. As you're reading this on your desktop, mobile device or tablet, what are you planning this week to grow your business ON PURPOSE?
 
If you don't already have at least two appointments scheduled with prospects to potentially secure new business or if you're not meeting with clients of yours to generate referral business, you might not be spending your time wisely.
 
Change Your Focus
 
Instead of picking up the phone or knocking on doors expecting or searching for someone to say "yes" to you, I suggest you change what type of answer you're looking for.
 
Start looking for the "no's."
 
Why? Because I'm positive that you'll have more success finding "no's" than you ever will finding the "yeses."
 
It's been said that it takes about 9 "no's" to get to one "yes," so there's going to be a lot more failure than victory unless you are looking to get nine people to say "no" to you each day. When you are seeking a positive response it can get discouraging to constantly hear "no" or "not now." If you start aiming for the negative replies to your inquiries you will get on a roll and the only thing that could derail your efforts is if someone actually says..."yes?"
 
Can you imagine actually being upset by a prospect having interest in meeting with you to discuss the purchase or sale of a home!!! The nerve of some people. (sarcasm intended)
 
"Hey Mrs. Manager. I have had a horrible day. I came in today to make calls until I heard nine people say "no" to my inquiry. I figured I could knock those nine calls out in less than 30 minutes.
 
"You know what happened? 3 of my first 6 calls actually were glad I called. I had some great conversations with them and I even was able to set up 2 appointments. The other is heading out of town but said we should get together when they get back because they might want to look at some investment opportunities to take advantage of these great interest rates they have been reading about.


"I sure do hope the next few people I call just tell me "no." I've got things to do!"


Change Your Results


Are you willing to keep making calls to hit your quota of "no's" you were looking for. How bad would your luck be if you kept reaching people who have a need instead of just rejecting you so you can go on with your day?
 
Not a bad problem to have, huh?
 
 
Find some people to build relationships, solve problems and have fun with. Or find people who don't want to do any of those three things.
 
Either way, you're going to win.
 
 
 
 

Make It, Take It

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.

The days are shorter now that most of the country as "fallen back" thanks to Daylight Savings Time. That means it gets darker earlier and it really seems like the work day flies by quickly.

So how can you make sure you get everything done that you need to in order to succeed?

Here's some simple advice:

Quit trying to "save time."

You can't do it. There is nothing you can do to "save time." There are 24 hours in the day today, there were 24 hours yesterday and there will be 24 hours tomorrow. I'm pretty sure until something major happens (and I'm not talking about the Chicago Cubs winning the World Series) that the hours in a day won't be changing.

So why do people think that some things they do will allow them to "save time." Do they think if they can do something in 15 minutes less than normal today and they'll be able to take that quarter of an hour, put it in their pocket and use it another day? Wouldn't we all want to find ways to cut a few hours out of the work week and stack them onto the weekend? Or drop them out of our pockets on our last day of vacation?

Here a fact that you should all be aware of; If you want to make time for something, you'll need to take it away from something else.

Start assessing your schedule between now and the end of the year. Are there activities which seem to take a lot of your time that don't help add results? Do you spend time doing things that really don't lead to appointments, contracts or closings?

The key element in time management is a conscious decision.

Start getting serious about your time. Spend it all up.

As they say...you can't take it with you.

The Trick to Treating Yourself to More Sales

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.

I didn't write the following parable and I'm not sure who did. I cannot take any credit for anything other than sharing it with you and knowing that it may help you in the future. It is one of my favorite messages and should be heeded by everyone in any sales position anywhere.

Trick or Treat

I remember the first time I was allowed to go out trick-or-treating on Halloween night with just my friends. (Of course I’m sure my Dad was following along at a safe distance but he’ll neither confirm nor deny that accusation!)

Our mission was a singular one – get as much candy as possible in the shortest amount of time. In other words, I wanted my big plastic orange pumpkin overflowing with goodies. We literally ran from house to house as we scoured our neighborhood intent upon our goal.


On occasion, we approached a house, rang the bell, and nothing happened. The lights were on but no one answered the door.
 Put in that situation, what do most kids do? They move on to the next house.


“Come on, let’s go” and they’re headed down the block. They don’t stop for a second to wonder why the owners didn’t answer the door. They don’t take it personally. They don’t think that they’re wearing the wrong costume. They don’t walk around the house peering in the window trying to see why the owners didn’t answer the doorbell. They don’t sit down on the front step and pout. And can you even imagine that they would just quit and go home? No way.


You see, kids are neat people to observe with regard to how they handle rejection. It just never occurs to them that the rejection is about them! And why? Because it’s not. Kids have a unique ability to observe the world just the way it is.


As we grow up, our self-esteem takes a few hits and we start to think that everything that happens to us is about us. It’s not.

When you hear no, no thanks, I’m not interested, it’s not for me, I don’t like selling, please don’t ever, ever, ever, ever, ever call me again for any reason whatsoever….it is about THEM, not you and not the opportunity you have to offer.

Run to the next house, and the next one, and the next one.


That’s where the candy is.


Remember, your goal is a full plastic pumpkin, and you don’t care which houses or how many houses it takes to make that happen.

Happy Halloween Everyone!

Can I Ask You a Question?

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.

One of the greatest skills any salesperson can have is the ability to listen. So, other than shutting your mouth, what is the best way to do that? Ask lots of questions.

"I keep six honest serving-men. They taught me all I knew. Their names are What and Why and When and How and Where and Who."

 - Rudyard Kipling

Most initial interviews, counseling sessions or presentations with potential clients are really nothing more than "prayer sessions" because as the cliche says, you can't answer someone's prayers until you know what they are praying for.

A well timed question will not only give you the answers you need to determine what actions to take to achieve the desired results, the customer or client will also hear themselves and often realize exactly what it is they are looking for.

Spend some time today making a list of all the questions you should be asking your Sellers or Buyers before, during and after each part of the transaction. It might even be a great idea to create a checklist or questionnaire that you follow during your interviews. Don't worry that your clients will think you're "cheating." They will be impressed at your thoroughness and attention to detail.

What are some of your "go to" questions with Buyers and Sellers? Do you use checklists or questionnaires? Share a few of your favorites with me in the comments below this post and let me know why you think they work so well for you.

If you don't get better at asking questions in the real estate business you might soon be asking another question.

"Do you want fries with that?"

Hey Deejay! Are You Taking Requests?

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.

On Sunday, I accomplished a big personal goal. I ran in and completed the Columbus Half Marathon. That's 13.1 miles of non-stop running. I have run several half marathons in the past and even completed the Columbus Marathon (26.2 miles) in 2006. A knee surgery in 2009 put my running on the shelf for a few years, so it felt great to get back "in the game" today and finally run in something big instead of just a training run.

Before going any further, I would like to congratulate all who ran the full marathon and the half marathon (almost 17,000 entrants were in the race) as well as thank all the race coordinators, thousands of volunteers and emergency personal and the tens of thousands of Central Ohio residents who stood on the chilly sidewalks and supported every runner, walker and wheelchair participant in the field. It was quite an event that everyone in Ohio should be very proud of.

Just Press Play 

In order to keep me pumped up and motivated during my almost two hours of run, I put together a play list of songs on my iPod that I felt would keep my legs moving, my head focused and my soul fired up to "push that rock" until the finish line. A good play list is sort of like a soundtrack for a runner, comprised of the early songs to get you started on a good pace, the middle tunes designed to maintain pace and stay focused and the ending songs which should be designed to give you that important second wind and keep the legs churning even when you're tired.

Here was my play list for this year's Columbus Half Marathon:

• Start Me Up - The Rolling Stones (great song to start your day)
• Born to Run - Bruce Springsteen and The E-Street Band (If you're gonna run with tunes, isn't this one required?)
• You Wreck Me - Tom Petty & The Heartbreakers (The guitar riff in this one won't allow you to slow down)
• Elevation - U2 (I felt like Bono and The Edge were screaming at me from the side of the road)
• D'Yer Maker - Led Zeppelin (I figured it might be chilly and overcast - it was - so a little rock/reggae was a perfect choice to warm the insides as the sweat started to warm the outsides)
• Rock & Roll Ain't Noise Pollution - AC/DC (There were plenty of bands, musicians and entertainers along the course today but insuring I would hear some AC/DC was imperative to a kick ass run)
• Three Little Birds - Bob Marley & The Wailers (strategically placed so I knew I should be approaching the 3 mile mark of the race. I had to make sure I was keeping pace)
• Alright - Darius Rucker ("When I lay down at night I thank the Lord above for giving me everything I ever could dream of...")
• Southern Girl - Amos Lee (the slowest tune on the play list but definitely one of my faves. It's not uncommon for runners to start a little quick due to the adrenaline they build at the beginning of the race. This was a reminder to stay within myself and not cramp up)
• Rain King - The Counting Crows (An awesome song to sing along to as we rolled through the streets of Bexley)
• Hippy Girl - Cup a Joe (One of my favorite songs from a good buddy, Joe Estes's college band. While I may have run alone, hearing this song reminded me that I had lots of people pulling for me locally and nationally).
• Sweet Caroline - Neil Diamond ("So good, so good, so good!")
• A Little Less Conversation - Elvis Presley (Running isn't something you can talk about. You've got to get out there and run...all by yourself. The ultimate accountability event)
• Waitin' for the Bus/Jesus Just Left Chicago - ZZ Top - (No jumping on the bus for me but this classic rock song has such a driving rhythm it's hard not to kick the legs up a little higher)
• Next to Me - Gavin Degraw (First line = "Listen up Destiny...")
• Hold My Hand - Hootie and The Blowfish ("Cause I wanna run with you..." - A virtual anthem of the 90's that is hard to hear and not sing along. If you're singing, you're not thinking about your legs getting heavy)
• Rockstar - Nickelback (Time to dig as deep as the lead singer's voice)
• Cowboy - Kid Rock (time to strut...one step after the other. Timing on this was perfect because I had just turned back towards downtown so the line "I'm headed out west sucka" was dead on)
• Folsom Prison Blues - Johnny Cash (Tell me a time in your life when you had cash and you weren't happy!)
• All Star - Smash Mouth (How many people can say they have completed a Half Marathon? That's right...not many)
• I Wanna Be a Boss - Stan Ridgeway (Former lead singer of The Wall of Voodoo (Mexican Radio) penned this anthem to "going solo" and that's what running is all about)
• Fly - Sugar Ray (Time to pick up my speed and make sure I don't start dragging. Still should have about 3-4 miles to go from here.)
• Jump Around - House of Pain (Just like the student section at Camp Randall Stadium in Madison, Wisconsin, I needed to get my mojo for the final quarter)
• Runnin' Down a Dream - Tom Petty & The Heartbreakers (My favorite singer deserved two songs in the play list and this one was a 'no brainer.')

• Chicken Fried - The Zac Brown Band (A song about all the good things in life. "It's funny how it's the little things in life that mean the most. Not where you live or what you drive or the price tag on your clothes. There's no dollar sign on a peace of mind, this I've come to know...so if you agree have a drink with me raise your glasses for a toast." How true is that line?)
• Werewolves of London - Warren Zevon (Another one of my favorites that I knew would give me one final burst of energy)
• Calling All Angels - Train (As I crossed the finish line it was neat to think of all those people who had supported me and were going to be proud of my efforts...including my Dad who had a front row seat from up above)

What's on Your Play List?

Do you have a soundtrack for your business? Do you have any songs that pump you up and help keep you focused? What do you play as you drive to a listing appointment? What song do you listen to before making those daily calls which will inspire you to schedule appointments?

It's your business so quit waiting for the jukebox to play your song. You're the deejay. Make it happen!

Tell me in the comments below..."What song would help you build relationships, solve problems and have fun this week?" 

 

 

 

Setting Sail for Success on Columbus Day

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.


In honor of Columbus Day, I felt a quote from the man credited with discovering America would be fitting.

"Riches don't make a man rich, they only make him busier."

- Christopher Columbus

I have yet to meet someone in the real estate industry who told me their primary reason they were in the business was to make large sums of money. Of course, it is a great aspect of this career that you can make a very comfortable income, but usually that is not people's number one motivation for becoming a Realtor.

If you had to sit down today and list the top five reasons why you entered this business or perhaps why you stay in it, what would they be? Where does income rank next to helping people realize the American Dream? If everyone was in it solely for the money there would be a lot more agents focused on business development activities every minute of every day and there would be no such thing as a "discounted fee."

Think of your best year to date. Maybe it was decades ago or maybe it will be this year. As you consider the year you banked the highest income, ask yourself this: "Was I busy that year?" My guess is you'll answer "yes."

It's great to become busier and if the payoff at the end of all the hard work is income (and hopefully profit), that could be very rewarding for those involved. First comes the fiduciary duties, ethical approach and truly remarkable service expected to be delivered. Then and only then can the personal referrals and commission checks be earned. You can't achieve the latter without the former.

Christopher Columbus set sail in three ships - The Nina, the Pinta and the Santa Maria. The three vessels for you to reach your destination are named "Building Relationships," "Solving Problems" and "Having Fun."

Get on board Captain! There's a whole new world out there. Hoist the sails and get ready for a great adventure.

Bon Voyage!

Bring Home a Winner

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.

Are You Ready for the Big Finish?

In a long season, game, event or fiscal year, the actions and results that occur early mean just as much as those that happen later. It's just that when the finish line is within reach, it seems that every step feels that much more important.

Last Wednesday we saw what many are calling the "greatest day of action in baseball history" as four teams played in do-or-die games with their playoff lives in the balance. St. Louis and Atlanta were tied for the wild card spot in the National League and Boston and Tampa Bay were deadlocked in the American League for their league's wild card spot.

St. Louis cruised to a victory over the hapless Houston Astros, insuring themselves of no worse than a one-game playoff at home to attempt to secure a playoff spot. The other three games were epic in their unfolding with Atlanta losing in extra innings, Boston giving up a 1-run lead in the bottom of the 9th inning and Tampa Bay snagging the last spot in the playoffs with a dramatic 12th inning home run (after a 7-run comeback late in the game to send it to extra innings). If you stayed up and watched it all happen like I did, it's a night you're sure to remember for a while.

It should be noted that those games played Wednesday night (the 162nd game of the season for all four teams) counted the same as their games played back in April. Had they each just won one more game earlier in the season, the drama wouldn't have been near as intense...or fun.

The same is true in golf - a bogey on the first hole counts the same as a bogey on the 18th hole but if the match was on the line when you were standing on the 18th tee, it seems like a much worse score, right? You'll think about that missed putt on the last hole a lot longer than you will think of that bad drive back on the first hole. Geez...that was almost 5 hours ago, right?

When Do You Really Start to Focus?

When we make mistakes, skip business development opportunities or lose listings early in the year we may find ourselves subconsciously saying "I'll get the next one" or "there will be more as the year goes along." While that is probably true, wouldn't it be better to get every deal (closing, hit, run, touchdown, win, etc.) when you can?

When you can see the finish line you seem to heighten your awareness of your efforts. I know when I am on a long run, my legs seems to pick up energy when I am just a mile from the finish. Sometimes I even pick up speed, turning in one of my better mile times on that last mile as my mind tells my legs how good it will feel to be done.

The back nine at Augusta on Sunday feels just a little different each year at the Masters than it feels on Thursday. In fact, watch it next spring and wait for CBS's Jim Nantz to say it when the leaders finish putting on the 9th hole. "The Masters doesn't start until the back nine on Sunday."

The crowd rises to it's feet when the home team comes up to bat in the bottom of the ninth inning, trailing by one run. They know that the team must execute now or it will be too late and another loss will be entered onto the bad side of the win-loss ledger. If that happens too often there will be little chance of achieving the goals set at the beginning of the year.

It's Crunch Time

Is it time for a "Hail Mary"?

Do you want the ball in your hand for that last second shot?

Will you be ready to make the field goal in "sudden death" overtime?

It's almost closing time. Don't let the bartender's "last call" leave you thirsting for more.

The clock is ticking down but there is still time for you to call a timeout, design a plan that is sure to result in some positive results, and make something happen. Homes will be listed and homes will be sold every day between now and 2012. 

Are you ready to build some relationships, solve some problems and have some fun?

Raise your fingers. It's the fourth quarter.

The game is on the line. Go out there and bring home a winner.

The Days Are Getting Shorter

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.

"I still find each day too short for all the thoughts I want to think, all the walks I want to take, all the books I want to read, and all the friends I want to see."

~ John Burrough

Today's post and message is really simple. Up to this moment right now, you have worked hard to build some incredible relationships. Among all the people you have in your life right now, who would say are your 5 closest friends?

Think about that for a second. Look at the fingers on your right or left hand right now. Starting with your pinkie, name one of your closest connections. Ring finger? Middle finger? Pointer? Thumb?

My guess is you have some incredible memories rushing onto your head right now and it's hard to contain the smile from your lips, right?

Do yourself a favor this week and commit to calling each one of them this week, for no other reason than to just say "hello," "I miss you," "how's life?" or "let's get together soon."

If you have more than 5 that is awesome. Call all 10... or 20... or 50. I am sure that many of you would have a hard time narrowing it down to a "top five" but you probably don't have more than 5 of what you would consider your "best friends." It could be a spouse, parent, child, grandparent, former client, childhood buddy, high school classmate or college friend.

Whoever you're thinking of right now, call them.

After you've reached out and connected with those five people, trust me...you'll have plenty of time to put on your real estate hat and start building relationships, solving problems and having fun.

This time it's not business...it's personal.