A View from The Summit

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

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


Leading with the Leaders

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

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

Tracking the Trends


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

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

Give Me a Break(out)

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

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

Video Killed the Radio Star?

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

Evan Matteson, Coldwell Banker Apex


Mike Randall, Coldwell Banker Pinnacle



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

Roll the Credits

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

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

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



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

Give the People What They Want?

"Give the people what they want, you gotta give the people what they want

"The more they get, the more they need, and every time they get harder and harder to please."



So sang The Kinks back on their 1981 album by the same name. I am beginning to wonder if that song or album applies to a lot of companies some 30 years later. It should...but I'm not so sure it does.

I just had the lovely experience of speaking to a credit card company on the telephone. If you've ever had the pleasure, you know what fun the process can be. (It appears that Blogger doesn't have a "Sarcastic" font available so take my word for it). Entering your information via the phone keys only to have to repeat the information to the human operator is one thing but some of the other hoops seem to be added these days just for bonus frustration.

After applying for the new card (and being approved) I asked the lovely operator to remove me from any additional mailings and call lists. Unfortunately she couldn't do that for me. Obviously, that would be too easy?

Hoop Jumping 101

I had to contact an entirely different department just to ask to not receive any additional mailings, phone calls, emails or other "stuff" that I don't want. If I wouldn't have taken this step, it is certain that I would have begun to be inundated with offers, affiliate mailings and who knows what else from this unnamed credit card company that would be undoubtedly "CHASE"ing my business.

After contacting the "Privacy Center" - which ironically was very difficult to get in touch with - I spoke to a more than friendly lady (insert "Sarcastic" font here) who was able to help me. "Was I sure I didn't wish to receive emails, phone calls and/or direct mailings?" she asked.

"Yep," I replied.

"Would you like for me to remove you from all nine mailings or would you like me to read a description of each mailing for your review?"

Yes, you read that right. NINE DIFFERENT MAILINGS were coming my way if this additional call was never placed. Nine? The last time I remember receiving nine pieces of mail from one company without my asking was when Columbia House was looking for a Jim Shue back at my fraternity house address.

Why would anyone want to get nine different types of mailers from a credit card company? Where's the value? Where's the personalization (beyond the "Occupant" label)? Where's the permission?

I opted out of all calls, emails and mailings except for my monthly bill. I was notified that my request would be honored but they would not guarantee that any mailers wouldn't be sent as some mailers may have been mailed within 90 days of this request. Goodness gracious...I applied for the credit card, was approved and spoke to the "Privacy Center" all within 20 minutes! How many postal carriers could have been summoned between them saying "You're Approved" and "Cease All Mail"?

Credit Cards and Realtors - The Connection?

When it comes to real estate, I am a strong proponent of direct mail, email, phone calls and personal visits. I also believe that these "contacts" should always be "permission based" and contain something of value. Any person requesting no more contact should be respectfully honored.

Hey Realtors - Always seek to provide people with value, whether that is personal advice, guidance or actual things. This is one case where "asking forgiveness isn't easier than asking permission."

Listen to The Kinks..."Give the people what they want. You gotta give the people what they want."

Hey Realtor - What Sea Creature Are You?

Photo of sunset over Dafuskie Island and Calibogue Sound

I recently took a much needed family vacation. We travelled to Hilton Head Island, South Carolina for the tenth summer in a row. It's always a fun trip filled with time on the beach, fun in the pool, plenty of bike rides and some great family dining spots on the island.

In recent years, the family has gone down for two weeks and then I met them halfway through the first week to enjoy about ten days away. This year we only went for a week so it was a challenge in trying to squeeze two weeks of relaxation into one week.

Maybe that's why I couldn't stop seeing connections to the real estate life every time I looked at the sea life? See if you see any of these connections to the beach habitat and that of a typical real estate office.

Sea Gulls - These creatures will take anything they can get and really don't worry about what others might think of them.

They'll talk to any expired listing. For Sale By Owner? They're not afraid. They'll show bank-owned properties all day long. Size or dollar amounts don;t matter to them because they love to eat and getting in front of as much food as possible is what makes them flap their wings.


Jelly Fish - With the high temperatures in Hilton Head, the jelly fish were out in full force. Numerous swimmers - including yours truly - were stung by these sea creatures. Jelly fish just kind of hang around, don't do much but every once in a while they really piss some people off.

You'd love an opportunity to rub wet sand on them or douse them with vinegar but really you'd just wish they weren't around at all. Go float somewhere else with all that negative energy.


Hermit Crabs - Moving around from one shell to the next, these little guys are always on the move. they never really seem content to stay where they are at.

Some Realtors just never seem to settle down, always chasing a better commission split or more desk space. Maybe they need a smaller office or a bigger office but one thing's for sure. You'll see them in a new "shell" sometime soon.


Starfish - I am not really sure what to think of these creatures. They're nice to look at and seem to be so simple. The problem is, they are like those Diva Realtors or hot shot rookies that you may know. They are "stars" on their local beach but they get a bit lazy and rest on their laurels, forgetting to stay out in the current and then they end up washed up on the beach, picked off by the next Sea Gull.


Sharks - Hilton Head has a high population of sand sharks that swim in the shallow waters around the island. Don;t worry - they really don't bother the swimmers and it's not like they stalk the beaches and show the menacing fin like we all remember from Jaws. But they are aggressive hunters for smaller fish and will often get hooked on a local fisherman's line.

The sharks in your office aren't bad either but they are always on the move, rarely sleeping as they look and listen for their next opportunity to feed. For these high producers, it's all about business development, finding more prey and avoiding the "hooks" of bad leads and over-priced listings.


Dolphins - These crowd favorites make appearances throughout the vacation and everyone is usually excited to see them coming. They're playful, energetic and make others around them happy.

Having fun at what you do is so important but just like the dolphins, remember to come up for air every once in a while. It can't be all work or all play but a happy mix of both.

I hope you're staying afloat as you ride out the tides of this crazy business. Enjoy the rest of your summer.

"Waiting for Godot" ~ The Real Estate Version

Back in high school, many of us had to study the play Waiting for Godot by Samuel Beckett. For those who weren't lucky (?) enough to have been assigned to read this story/play, it's basically two characters - Vladimir and Estragon - waiting on a third person, the titular Godot, to show up.

That's it. That's the whole premise of the play.

Nope, nothing else. No murder mystery. No love story. No action packed fight sequence.

I hate to say it but, as I have been out in front of agents "in the field," I have been seeing a lot of people in the real estate industry just "waiting for Godot" lately.

Want to see if you're one of them? Ask yourself the following questions and be honest with your answers:

• When was the last time you spoke to your current Sellers voice to voice or face to face?
• How many times have you spoken voice to voice or face to face with any of your clients who have bought or sold a house with you in the last 12 months?
• What have you done for the people who have referred you leads in the last year?
• When was the last time you knocked on a For Sale By Owners door to offer assistance?
• Can you remember the last time you followed up with an expired Seller?
• Can you identify all the people who live on your immediate block...by name?
• What new organizations have you become a part of since this time last year?

Are you just sitting their "waiting for Godot"?

"Godot" might have visited you often back when the market was good but today is a new type of market and "Godot", like Elvis, has left the building.

It's time to take control of your business and quit waiting for it to come to you. Every day people will be deciding to sell their house and every day, people will be deciding to buy a house. Will they hear from you, either directly or via a personal referral?

Or will they end up using Vladimir or Estragon? They may not have a clue, but at least they are out there "on stage", in front of a live studio audience.

Taking Lessons from Louis

Congratulations to Louis Oosthuizen

Champion Golfer of the Year for 2010

Photo courtesy of PGATour.com - Getty Images

While it may not go down as one of the most memorable golf tournaments in British Open history you certainly can't blame South Africa's Louis Oosthuizen for that. He just went out and did what all of the other competitors in the field were hoping to do - hoist the Claret Jug on Sunday evening.

Oosthuizen (pronounced Whoost - Hazen) may not be a household name like Tiger Woods or Tom Watson yet, but just like those two great British Open Champions, his name will be etched on golf's oldest trophy and into immortality after his performance at St. Andrews in Scotland this weekend.

There were some simple lessons we can all learn from little Louis such as:

You only need to worry about yourself - In golf, like life, it's all you can do to focus on your own efforts. You have to play the golf course, not the other players. Much like the Serenity Prayer says, " God, grant me the serenity to accept the things I cannot change; Courage to change the things I can; And wisdom to know the difference."

Focus - Each shot in golf requires you to focus on what needs to happen to advance your ball to the proper spot - fairway, green or cup. Your club selection, grip, stance, aim and swing must be perfect to result in a great shot. How much do you focus on the details of your daily life? Where do you lose focus and when you do, how quickly can you get back "in play"?

Take a practice swing - Looking at the shot before you, it helps to "see it happen" in your mind's eye. One way golfers do that is to visualize the shot they want to hit and then take a practice swing that will emulate their desired swing. In real life, do you use visualization for the things you wish to accomplish, helping you "see" things happen before they do? Are you using affirmations helping set the scene in your subconsciousness?

Trust the yardage - The course was there long before you arrived and will be there long after you leave. Don't second guess facts and figures. Find ways to blend what you know with what you have in order to maximize your chances.

Don't take chances - Work hard early in the day so you can possibly build up some room for error. Oosthuizen started the final round with a four shot lead, dropped to within three strokes of his challenger for one hole and then quickly built his lead back to four and eventually 9 strokes with just 5 holes to play. That lead allowed him to relax just a bit and not take silly chances. The final few holes he could just "trust his swing" and...

Enjoy the walk - Take time every day to look around you. If what you do for a living feels like work, you might not be doing it right. Wave to the crowds, tip your hat when you earn a compliment and celebrate the little victories.