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.

All Work and No Play...

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 Game?

Real estate is a competitive business. Everyone is out there trying to find the next seller or the next buyer who might have a need they can help fill. Our listings need to be strategically positioned so they garner more traffic and attention from the buyer pool. We want our client's offers to be the one accepted instead of the other potential buyers submitting offers. We love to have more friends and followers on the major social networks and we seek to increase subscribers to our blogs. Even though it isn't really a contest, it's kind of neat to grow our Klout, become a Mayor, or earn "likes" from people.

With over 310 million people in the United States and slightly over 1 million members of the National Association of Realtors (actually 1,024,863 as of the end of July), that means there are approximately 302 people for every licensed member.

Why would the next consumer pick you?

While it may seem like a rhetorical question, it certainly is something you should be thinking about all the time. What are you doing each day to increase your odds that one of your 302 will call (or refer you) because no one should be naive enough to think that everyone doesn't know (or at least know of) more than one real estate agent.

How you choose to approach your business this week might come down to how serious you are about achieving success. And when I say "serious" I am not talking about how focused or dedicated you are. I'm talking about the "furrowed brow, never smiling" type of serious that people don't like to be around. Mark Twain once said,

"Work and play are words used to describe the same thing under differing conditions."

So perhaps instead of "working" so hard to find clients, you could challenge a fellow agent this week to "play" a lead generating game. Make it simple. Start calling prospects at a designated time and the first person to secure an appointment earns a point. The first person to three points wins ___________________ (insert something fun here - lunch, cocktails, ice cream, etc.)

Maybe you could invite your current Seller who is in desparate need of a price reduction to a game of "The Price is Right." Drive him/her around to see some competing listings and ask them to tell you what they think they are priced at. Imagine some of their surprised gasps from the passenger seat.

Hey Managers! Isn't now a perfect time of year to kick off a listing contest? Get your people focused on building their inventory. It's never a bad time to have more signs in yards. Maybe a For Sale by Owner blitzkreig? When did you host your last "Dialing for Dollars" night?

How about having some fun with your Open Houses? I heard of one agent getting creative with multiple opens on one day and attaching a "check-in" contest on the geo-location network FourSquare to build buzz and generate traffic.

All Work and No Play...

It's kind of neat to see what could happen when you start building releationships, solving problems and having fun without all the pressure of "work" hanging over your head. Look at everything you do this week and try to figure out a way to make it fun.

What kind of games do you like to use to help you stay focused on business development activities instead of allowing the work of business support activities to drag you into a "No Fun" zone?

Maybe in May?

Four Down...

Another month is behind us. There's just 8 months to go until 2012. It's the perfect time to pull over and check your progress so far.


Dig under the pile of papers on your desk and find your 2011 Business Plan. You did create a written business plan, right?


Are you on track? Have you achieved one-third of your goal for closed transactions? How


about your net income? Did you know that according to the National Association of Realtors Member Profile from 2010, the median number of transactions of all Realtors was just 7 closed units. The median income was $26,600.


You're not going to be satisfied to be in the bottom half of all Realtors are you? Don't tell me you kicked off 2011 with the idea that "being an average agent is all I have every dreamed of."


For Your May to Be Great, It's Be Great If Your Stopped Saying "Maybe"


Maybe I'll call some For Sale By Owners this week...


Maybe I'll contact some of my past clients....


Maybe I should update my data base....


Maybe if I stare at the phone long enough, someone will call me to buy a house.


Make May Your Time To Ship


Last month, I wrote about moving forward and not letting distractions get in your way. I said "don't let that stop you."


One of my favorite authors and thought leaders is Seth Godin. In Godin's best selling book Linchpin, he talks about the "lizard brain." Steven Pressfield speaks of "the resistance" in his book The War of Art. The lizard brain and the resistance are those voices in everyone's head that tries to stop you from "doing the work."


Godin's speaks about the concept of making things happen instead of just sitting back and fearing failure. In his newest book, Poke the Box, he talks about the concept of "shipping" things.

"What's the distinction between carrying around a great idea, being a barnstormer, tinkering - and starting something?


Starting means your going to finish. If it doesn't ship, you've failed. You haven't poked the box if the box doesn't realize it's been poked.


...I have no patience at all for people who believe they are doing their best work but are hiding it from the market. If you don't ship, you actually haven't started anything at all. At some point, your work has to intersect with the market. At some point, you need feedback as to whether or not it worked."

I guess what I am trying to say is stop thinking about what you're going to do and just do it. Stop sitting still when you have got to get moving. Start taking chances and quit playing it safe. Remember, the status quo is comfortable but that's not where the big money is made.

If you are an agent who needs more clients, it's time to focus on business development activities.

If you're a manager or broker, perhaps recruiting should elevate on your priority list today. Don't leave the office until you have an appointment scheduled with someone who could help your office sell more houses.

If you're a lender, schedule a time to meet with a Realtor you don't know and help them understand the changes that are taking place in today's market.

You've got eight months to achieve all of your goals. There's no sense in waiting.

Just think. When you purposely build relationships, go out of your way to solve problems and look for ways to have fun...Ship Happens.

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.

If You Really Want It

Monday Morning Match is a short 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's the Forecast?

Do you watch the local news to hear the weather forecast? Has your local meteorologist earned trust and credibility through his or her accuracy in predicting the upcoming weather?

Do you pay attention to the local or national economists when they try to describe what will be happening in the real estate market in the near future?

One thing seems certain, whether it's Dudley Doppler at the local NBC affiliate or Lawrence Yun with the National Association of Realtors, neither has to be right all the time to keep their jobs. It's almost like Major League Baseball players who just have to hit the ball 3 out of 10 times at bat throughout their careers to have a realistic chance at a spot in the Baseball Hall of Fame.

The USPS and You



Being a successful Realtor is much more like being a successful postal carrier. You must deliver in rain or shine, through snow or sleet or wind or heat waves. Your clients expect it from you and your families are counting on you.



Will you be able to deliver? Are you prepared to do what it takes to succeed? I know that "success" is out there to be achieved. In the words of reggae legend Jimmy Cliff, "you can get it if you really want it."

"Persecution you must bear
Win or lose you've got to get your share
Got your mind set on a dream
You can get it, though harder them seem now"

Will there be obstacles? Of course. Will you make mistakes? Hopefully, because that's how you learn. Will it be easy? Not likely, or else there would be a lot less people leaving the industry and a lot more jumping in.



Finding Buyers and Sellers in the current market might be harder than before but remember, they'll be harder for everyone to find. Those who don't get discouraged and keep looking every day will have better results than those who sit back and wait for the same Buyers and Sellers to find them.

"Rome was not built in a day
Opposition will come your way
But the hotter the battle you see
It's the sweeter the victory"

If it looks like rain, grab an umbrella.

If there's a snow storm coming, bundle up and get ready to shovel.

Warm weather and plenty of sunshine headed your way? Kick on the flip flops, apply the sunblock and turn up the reggae.

There's business out there. Trust me or trust Jimmy Cliff. You can get it if you really want it!


Enjoy the video below of Jimmy Cliff. May it keep you warm wherever you may be watching it. If you can't see the video, click on the title above or click here





I hope you enjoy a week of building relationships...solving problems...and having fun.

What Realtors Can Learn from Oak Trees

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.

Do you stand out? Are you unique? When God created you, did they "break the mold"?

Or...

Is what you do, done the way you do it, also done by others? When you look up 'status quo' in the dictionary could there be a picture of you? Will your next creative idea be your first?

There are over 1 million members of the National Association of Realtors in the United States. Those people can rightfully call themselves REALTORS®. It's been estimated that close to another 500,000+ people have a real estate license (but just are not members of NAR). And who's to say how many of the 300+ million people living in America have held a real estate license at some point in their life?

So is it any wonder that the general public might not see any difference from one practitioner to the next if we don't go out of our way to show how we're different?

No Joke, Learn from the Oak

“The strongest oak tree of the forest is not the one that is protected from the storm and hidden from the sun. It’s the one that stands in the open where it is compelled to struggle for its existence against the winds and rain and scorching sun.”

- Napoleon Hill

I challenge you to discover ways this week that you can be different from your fellow Realtor. I'm not talking about changing the color of your yard sign (there may be state licensing issues) but what can you do to deliver your services in a way that will make those you interact with say "Wow! That was different...and I really liked it. I liked it enough to talk about it and tell others."?

• Have you stopped by that recently expired listing or the new FSBO in your neighborhood to introduce yourself or did you do what the majority of agents did - nothing?
• Do you deliver a pre-listing packet with homework to each and every potential Seller client you meet with?
• Do you hand deliver thank you gifts to your clients after a successful closing to show them your appreciation or do you just quickly cash the commission check and move on to the next client?
• How do you handle personal referrals? Are they accepted as part of the job or do you show those people who trust you enough to refer family, friends and co-workers your gratitude with a hand written thank you note?
• Are you spending your Sundays hiding from the opportunities that might be out there or do you hold open houses and maximize your opportunities for traffic by inviting neighbors, past clients, and co-op agents?

This week, try to be more like the oak tree and get out where the winds blow, the rain falls and the sunshine scorches.

That's where the growth will happen.

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

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."

Do You Stand Out in the Crowd? A Glimpse into the 2010 NAR Member Profile - Part II

We're taking a "below the surface" view into the 2010 NAR Member Profile to explore some of the habits and business practices of today's real estate agents. In Part I we looked at such segments of the report covering "who is the typical agent," income of REALTORS and some of their technology habits.

In this post, we'll explore some business practices of today's REALTOR. My comments on the figures are in blue.

15% of all REALTORS say they work 60+ hours each week while the median hours worked each week is the typical American standard of 40. (Managers surveyed work a median of 50 hours each week). ~ The real interesting question would be to discover how much of that "hours worked" was spent on Business Development activities (prospecting, negotiating, listing and buyer appointments and closings) and how much was spent on Business Support activities (paperwork, computer searches, market analyses, email, social networking, attending home inspections, etc.)

When it comes to the question of where does a REALTORS business come from, 16% (median) of an agents business is from past customers and clients. This means the listing or purchase came directly from someone you have done business with in the past. That median jumps to 39% of an agents business for those REALTORS with 16+ years of experience.

20% of an agents business came from referral business from past consumers and clients.

These numbers, coupled with the NAR Home Buyers and Sellers survey results from 2009 show the importance of the referral business for success in today's market.

How do Buyers select an agent?

44% are referred by (or is) a friend, neighbor or relative
10% used the agent before
5% are referred by another agent
4% are referred through a relocation company

How do Sellers select an agent?

40% are referred by (or is) a friend, neighbor or relative
24% used the agent before
5% are referred by a relocation company
4% are referred by another agent

When it comes to spending money, or shall we say "investing" in one's business, here's how most REALTORS spent their money. (all numbers are median)



REALTORS spent $670 on business promotion

REALTORS spent $720 annually on professional development (training, coaching, continuing education)

REALTORS spent $720 on technology products and services

66% of REALTORS have no designations. Of those who do, the most common designations are the GRI (Graduate Realtor Institute) with 13% and the ABR (Accredited Buyer Representative).

If you're reading this as a REALTOR, hopefully you have identified a few areas of weakness within the industry that you could really exploit into business opportunities for yourself. Perhaps in other areas, you now see where you could invest a little more time, money or effort.

I encourage all members of the National Association of Realtors to log on to the member website and check out this report as well as the many other tools, reports and links which may help you grow your business in 2010 and beyond. You're already paying for it so you might as well get some value from your investment.

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

Do You Stand Out in the Crowd? A Glimpse into the 2010 NAR Member Profile

Q: What does Rhode Island, Montana, Delaware, South Dakota, Alaska, North Dakota, Vermont and Wyoming all have in common?

A: They all have less people in their states than the National Association of REALTORS has members.

The National Association of REALTORS (NAR) is America's largest trade association, representing 1.2 million members involved in all aspects of the real estate industry. This includes brokers, salespeople, property managers, appraisers, counselors and others engaged in in both residential and commercial real estate.

Each year the NAR surveys their membership to identify trends and general census statistics that give those who read the report a good sense of the pulse of the membership. The Profile report is available as a free download for NAR Members via Realtor.org or the hard copy can be purchased via the site as well. The Profile is broken down into five basic categories:

Business Characteristics of REALTORS

Business Activity of REALTORS

Income and Expenses of REALTORS

Office and Firm Affiliation of REALTORS

Demographic Characteristics of REALTORS

I really enjoy reviewing this report each year to not only identify emerging trends and potential obstacles but also to measure the success of our local agents. The report tends to create a "bar" of standards that can either be raised or surpassed by agents looking to find success.

In today's and tomorrow's posts are a few areas that I found noteworthy. My comments follow the results in blue.

The average REALTOR is a 54 year old white female. (Females outnumber males 57%-43%)

77% of REALTORS said real estate is their only occupation yet 45% responded that real estate is their primary source of income. ~ This seems to mean that while 3 out of 4 in the business don't have another job, less than 2 of those same four rely on their income to pay the bills. There's an old saying that says "How hard will you work Plan A if you have a Plan B?"

The median income figure is a bit questionable. If you quickly read the report you would think that $35,700 is the median income but that is the figure for all REALTORS. Most REALTORS are considered "sales agents." The median income for "sales agents" is just $26,600 ($17,200 after taxes). Those licensed as Brokers or Broker Associates pull in a median income of $49,100 ($31,900 after taxes). ~ Maybe with income levels that low we see now when only 45% say it's their only source of income.

"Honey, if you quit your job I might have to start focusing more on business development activities instead of spending all day searching the MLS for homes for my tire kicking buyers and making fliers for my over-priced listing."

89% of all members own their own home while 13% of members own a vacation home. 17% own one investment property, while 8% owns two investment properties and 14% own 3 or more. ~ I guess that shows great credibility for those members who are "putting their money where their mouths are." I do wonder if I would trust a Realtor who was telling me "it's a great time to buy" when they are currently renting a place to live.

56% of REALTORS use a smart phone (with wireless email and Internet capabilities). ~ Maybe the other 44% are just looking to the sky for the smoke signals or carrier pigeons their clients must be using?

10% of agents have a blog. ~ This is up from 7% in the 2009 report so more and more people are starting to find a voice in the crowded landscape through on-line web logs. If you're an agent, what are you doing to become the "trusted advisor" and source of information on your community, market place or neighborhood? A blog isn't hard to create and there is plenty of information out there to be shared with people who know, love and trust you.

In Part II of this post, we'll look at some of the areas in the 2010 Member Profile discussing where REALTORS are getting their business, how they're spending their money and how they spend their time.

Could Your Business Use a Little "Umph"?

Over the weekend I had my first opportunity to see the band Umphrey's McGee. According to their website, Umphrey's McGee was "founded in 1997 in the shadows of the Golden Dome of Notre Dame in South Bend, Indiana. Umphrey's McGee soon made Chicago home base and set their sights on becoming one of the premier live acts in today's touring circuit. Over the course of the last ten years, the band has performed at festivals such as Bonnaroo and Lollapalooza, and continues to sell out shows in the nation's premier venues coast to coast."

I attended their sold out show at The Madison Theatre in Covington, Kentucky with a fraternity brother from The University of Florida and his wife. It was his 11th show, her 5th. I'm pretty sure that many in the overflow audience have made "attend Umphrey's McGee concert" a high priority on their "To Do" lists based on their familiarity with each song and the all important dance grooves.

As I enjoyed the show and the festival-like atmosphere, I started to think of all the great lessons that Realtors can learn from Umphrey's McGee.

Build a Following

The band has created a legion of supporters that loyally follow the band on their mini tour swings (the Covington show was the fourth stop of the week with other shows in Syracuse, Buffalo and Columbus) in much the same way that The Grateful Dead had their Deadheads.

Imagine if you had a loyal following of fans that supported your every move as a Realtor? They subscribed to your newsletters and blogs, they attended you Open Houses, they referred other people to you like my friend referred me to the band. It's gotta be cool when other people are singing your tune.

Screw the Status Quo

It seems that most stage shows these days come equipped with large viewing screens and a full blown choreography plan to amuse the paying customers. Not Umphrey's McGee. Just a very crowded stage complete with keyboards, two percussion sets and room for three guitarists. Sure they had awesome light displays and the necessary sound board equipment but there was no extra "stuff" in play just because that's what someone once said a concert should have.

How do you run your business? The way those around you run theirs? The way you've always done it because it's safe or simple? With over a million members of the National Association of Realtors, isn't now the time to open a big ol' can of creativity and be different?

Create a Community

Seth Godin talks about it in his incredible book Tribes and Umphrey's McGee has done just that. They've gathered people from all walks of life in various ages and built a loyal group of people who support the band and each other.

What are you doing in your local office, your company, your board and your larger community? Are you a visible member of the community where you work and live? Do you participate in charity events, school activities and church functions? Do you "lead by example" when it comes to doing the right thing?

Find Your Groove

Allow your groove to be just that...your groove. You shouldn't decide to dance based on whether you know the words or not. You should dance because you want to dance. Don't worry about what other people think of your dancing either. You'll be surprised at how many people want to dance as well if they can just get over "what others will think." Watch this video below to see what I mean by finding your groove. (Pay close attention to what happens after the third guy starts dancing)



Improvise When Needed

Umphrey's McGee has been labeled, fairly or unfairly, as a "Jam Band." This just means that sometimes they sing a song as it appears on one of their studio releases but usually they are using the original song as more of a guideline and then creating a blend of music, rhythm, melody and feeling. Some of their songs last minutes while others can go on for a while, oftentimes blending songs from one to the next.

If you're in real estate and you're not good at improvising, you might want to start updating that resume. It's not very often that a deal comes together without any snags, hold-ups or changes so you've got to be able to roll with those changes as they occur.

Leave Them Wanting More

As the band played their last note of the second set, no one left the packed floor because the whole room (band included) knew that there was still an encore to come. With anticipation and excitement the crowd buzzed in anticipation of what the band would play.

How can your service leave people wanting more? It should be your goal to accomplish all that your clients were expecting from the onset of your relationship but if you follow the four word rule of "under promise, over deliver" you're sure to leave your clients happy and satisfied that they received "truly remarkable service" and witnessed the best performance you were able to deliver.

If you're lucky, they do just what my friend did with me. They'll tell a friend about your performance and encourage you to "experience it for yourself."

Until next time...Build Relationships...Solve Problems...and Have Fun!