Achieving Success "By the Book"

If you're like me, you have been stumped a lot recently when loved ones and co-workers have asked you this question. "What do you want for Christmas?"

It's kind of an easy question but it's easy to feel humble and not ask for anything or it's also common that you'll freeze up and not think of anything you really want.

What's Your Story?

I found that I used to be a great "book starter," but I was a horrible "book finisher." I was always starting books and then, the "shiny object" would catch my eye and I would head on to the next book. This was usually after I was about 10 chapters into one book. Before you knew it, I had started 5 or 6 books...but finished none.

In 2008, I became much more focused and disciplined to finish the books I started. To avoid getting distracted by that "new book" or "hot author," I started four piles in my den:

• Sales books
• Leadership books
• Biographies
• Fiction/distractions/personal books

If someone suggested or handed me a book in one of these four categories, I would thank them, then place it at the bottom of the specific pile for which it fit. I really tried not to jump in to a new book before it was that book's "turn."

Regardless of what type/genre/style of book you like, there are plenty of worthwhile reads out there, so why not ask for a book for a gift this year. While you may be blessed to have amazing things in your life, there's nothing like a new book. Depending on where your "are" in life, it just might be the best gift you could ever get.


Here are some "Book Recommendations" from The Realtor's Toolbox that you might enjoy. (Click here so you can see the list of books)



- A "must read" for anyone in a leadership or management position

- The best book to begin to understand your Strengths and Weaknesses and how to manage around them to enjoy your career and life

No way you'll be able to put this book down...unless you don't like adventure and being proud to be an American. (Even my Canadian and Non-American readers will enjoy this page-turning true life story



You are either a leader or you are a follower. Both are needed. You just need to decide which one you're better at.

- Learn about service outside of the real estate industry

- Funny how the "old school" techniques still work in today's "new school" menatlity

- If you are golfer and know anything about the sport, this is a must read and a book that you won't be able to put down once you begin



- If there is one thing everyone should be good at dealing with is "change" so if you need a crash course, here's your book

- If your job involves dealing with people...in person...in 2012 and beyond, this might be just the book for you.

- Great ideas for real life success in today's sales oriented world



- A powerful book if you're hoping to stay in business for more than "one cycle" of sales.


- If you're a Dead Head then this book is a must. If you're trying to reach customers, clients or anyone who might be able to help you spread your message, I'd suggest checking this one out too.


- This is my #1 suggested/recommended book in today's day of procrastination, finger-pointing and blame. It's all about "personal accountability" and is one that I have sat down and read each New Year's Eve for the last 6 years to "set my mind right" for the new year. If you are in a position of leadership (which is everyone on earth) this book needs to be on your "must read" list.

Full disclosure - All of these are Amazon Affiliate Links meaning that if you end up ordering from  them, I would earn a small portion of the books price as a referral fee. Order from wherever you want, I don't care. It's just easy to attach these books via links than have you visit a different site after reading this blog

So what are your favorite books? Which author is on your "must read" radar as soon as he/she releases a new book? Share it in the comment s below and maybe someone else will learn something from you in 2012.

Regardless of what you're reading (or not reading), be sure to stay focused on building relationships, solving problems and having fun.

Quiet on the Set...Ready...Action!

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.

The holidays are officially over. It's time to take action.

Don’t mistake “talking” or “planning” with “taking action.” When you look up the definition of "action" in a dictionary you may see:

- The state of being active

- Something done (usually as opposed to something said)

So it's time to stop your talking and start the walking that will be needed to get you to your desired destination in 2011.

President John F. Kennedy once said, “There are risks and costs to a program of action, but they are far less than the long-range risks and costs of comfortable inaction.”

I'll refer to my favorite book here again, QBQ! The Question Behind the Question: Practicing Personal Accountability at Work and in Life. Author John Miller said,


"Even though there are risks involved in taking action, the alternative, inaction, is almost never the better choice:

• Action, even when it leads to mistakes, brings learning and growth. Inaction brings stagnation and atrophy.



• Action leads us toward solutions. Inaction at best does nothing and holds us in the past.



• Action requires courage. Inaction often indicates fear.



• Action builds confidence; inaction, doubt."

Anyone who is reading this blog should have a great idea of what direction they are heading, why you want to go there and what needs to be done to achieve the desired results.

It's time to stop talking and stop planning. Make this a great week of taking action.

Finish What You Started

"Like sand through the hourglass..."



Well, that went by pretty quickly, huh? Can you believe the year is over?



As we sit here on the precipice of a new year, there's a lot to be excited about. I'm sure you have things that will be happening in your business life as well as your personal life that will make 2011 an incredible year. Some of those events, experiences and encounters will lead to incredible opportunities for you. Your financial and spiritual outlooks may be changed in the new year and your health will certainly demand your attention.



Do me a favor and slow down for a second. Think back to your childhood. Did your Mom or Dad ever tell you not to get out one toy until you put away the one you were playing with first? Are you a good book starter but a horrible book "finisher"? Did you join a gym but rarely ever show up?



It's time to "finish what you started"?



Every New Years Eve I get up early and read my favorite book. It's titled "QBQ - The Question Behind the Question." It's a simple book with a simple message written by John Miller. The subtitle of the book is "What to really ask yourself; Practicing personal accountability in business and in life," and it always presents something new each year I read it.



The author doesn't add in new material. I am just at a different point in my life than I was at this time last year. I have new obstacles and challenges facing me and I have had 365 days of learning opportunities in my life.



It's kind of like watching your favorite movie for the umpteenth time. How many times do you catch yourself saying things like "I love this part" or "Ooh, I forgot about this scene"?

• Have you taken time to review your goals that you set for 2010? Can you even find your written business plan? Did you do one?


• Are you proud of what you have helped to create under the roof over your head? Your Family? Your Furnishings? Your Memories?


• Will you look at your checkbook registry or review your on-line bank statement and see how your finances balance out?


• Did you visit some places this year that made you appreciate what you have at home?


• Can you look back and say you are a better person because of some of the people you had a chance to meet?


• Have you built relationships, solved problems and had fun?

As you answered those questions, you either smiled with pride knowing you earned a good grade or perhaps you frowned a bit with some genuine honesty, knowing that you fell short in a few areas. Consider those feelings your "Old Year's Disillusions."

Either way, there's nothing you can do to go back and change what has happened.



The last few grains of sand will fall into the bottom of the hourglass tonight and it will be time to turn the glass over and start again. The clock is ticking down to 0:00 so get ready to shake hands with the invisible opponent at midfield, shake hands, head to the locker room and shower up. You've got until tomorrow to change into fresh clothes, lace up the shoes and start all over.



Ashes to Ashes...



Before the big ball drops tonight in Times Square, I challenge you to take some personal accountability for your 2010. Ask yourself "what can I do to learn from this year?" Write down on a sheet of paper any negatives from the year that are bumping around in your head, making you second guess yourself or causing you pain or embarrassment. After finishing the list - whether it is one item or three pages long - look it over, read it and then take a deep breath.

Then crumple it up and toss it into the fireplace, BBQ pit or trash can. It's done. Gone. It's behind you.



You have now finished what you started.



Enjoy your New Year's Eve festivities then get some sleep. On Monday, you've got to get back to work and get ready to do it all over again.

Hey Independent Contractor - Are You Outstanding?

"Last Call"


It's about the time when the bartender will kick on the house lights and let people know that it's almost time to go. As the band Semisonic sang in their hit song Closing Time, "You don't have to go home, but you can't stay here."


These next few weeks before the end of the year are an exciting time for most people. Of course there's the holiday festivities and the many different celebrations, events and activities that go along with them. There's the beginning of the winter weather season, bringing excitement for the skiers among us and dread for the golfers. Depending on household makeup, you might have some kids who are excited for a few weeks out of the classroom.


But for those of you reading this who might be classified by our friends at the IRS as an independent contractor, there's really no rest for the weary, is there? We're trying to tie up those loose ends of 2009 and perhaps secure a few more closings on this years ledger while preparing our marketing ideas and business plans for 2010.


As the temperatures get cooler and the television shows transition into rerun after rerun, it just might be time to hit your local bookstore and grab a good book. I'd like to let you know about a new one that should make it into your "must read" pile. It just might give you some ideas, inspiration or items for your "to do list" in the new year. It's all about making your company or organization exceptional. As an independent contractor that means making "You, Inc." exceptional.


Outstanding! 47 Ways to Make Your Organization Exceptional is by John G. Miller. Many of you may recognize that name. That's because John is also the author of, probably, my favorite book. It's one that I recommend to all my students and audiences. It's called QBQ! The Question Behind the Question and it's all about personal accountability. (Perhaps both of these would be great additions to your bookshelf? And no, I don't make any royalties off these books)


I always enjoy Miller's books for their simple messages and easy to read style. I respectfully refer to them as "Treadmill Books." The print is large enough and the chapters short enough that you can read it while your walking on the treadmill. For those of you who will get back to the treadmill on January 1 as part of your annual "This year I mean it" resolution, test it out and see if you agree.


Most Realtors, managers brokers and owners are always seeking to "become better." Making those concerted efforts at the turn of a new year seems like a fresh start (although there is never a bad time to start a "become better" campaign). If you're ready to strive for more "outstanding" service, experiences and feedback in 2010, go out and get the book - Outstanding! 47 Ways to Make Your Organization Exceptional


To give you a feel for the book, a few of my favorite chapters in the book are:

• Chapter Five - See Everyone as a Customer

This sure is true in our world of real estate, isn't it? We never really know who our next customer will be or where they will come from. It also speaks to treating our co-workers, staffs and affiliates with the same respect and professionalism as we would those who will help us reach a commission check in the near future.

• Chapter 15 - Do What You Promise

Once you've been in this business a while, you really become amazed at how appreciative people can be when you just do what you say. It's a simple concept that shouldn't be too hard to figure out but you'll quickly realize how often it doesn't happen. What can you do in your daily routine to make people feel that you walk and talk the "under promise, over deliver" motto?

• Chapter 18 - Make No Excuses!

Here a great message from this chapter - "In truth, there actually are reasons things go awry: people make mistakes, the ball gets dropped, stuff happens. Life can be complicated, confusing, and complex. Because of this, any one of us on any given day could go on and on with "reasons." But when we attempt to exonerate ourselves with explanations, all they sound like are excuses - and, of course, that's all they really are. What we need to do, instead, is look to ourselves and ask, "What can I do?" and get to work solving the problem."

I'm pretty sure I said "Amen!" to myself after that paragraph.

• Chapter 38 - Be Coachable

How many of you are actively coaching with your manager, broker, owner or some other mentor? How many of you allow yourself to listen to their words, thoughts, wisdom and feedback with an open mind? Seek out coaching in 2010 and be open to the possibility that you could achieve even more with some help from others.

• Chapter 42 - Treat Vendors Like People

Sure, you're an independent contractor but your success in getting clients to the closing table is rarely a one person job. You rely on lenders, inspectors, appraisers, service providers, title companies, attorneys and many more to "get the ball across the goal line." If you really want to be outstanding in 2010, read this chapter more than once.

So what are you waiting for? The lights just came on. It's time to order that final libation of the year, raise a toast to the successes of 2009 and get ready to be outstanding in 2010.

Grab the book and a warm spot on the couch or close to the fire and enjoy! Outstanding! is going on my suggested reading list for 2010. Who knows, maybe it will go on yours as well?


Happy Holidays to all my Toolbox readers. Until next time...Build Relationships...Solve Problems...and Have Fun!