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Real Estate Coaching Part 3 November 5, 2007

Posted by Darin Persinger in Coaching, Education, Info, Real Estate, Sales.
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Real Estate Coaching Part 1

Real Estate Coaching Part 2

So I have suggested that,

If you are an experienced real estate agent and have had some sales success in the past but now are in a slump, by simply reporting to someone else-your goals, actions, and results-you could see a huge benefit to your business.

See, being held accountable and being coached are two different things. If you decided to have a real estate coach help you, the real estate coach will hold you accountable, but will also, give you ideas, tools, systems, and advice. Let me give you and example.

Yesterday was Sunday. There was a lot of good football games on. If you watch a game, you can see examples of coaching and accountability taking place right in front of you.

If a receiver runs a wrong route and means a bad play for the team, you will see maybe a couple of other players but for sure the quarterback holding that wide receiver accountable. They will be challenging the wide receiver, on why they did not execute correctly. Once that wide receiver gets to the sidelines, they will start to get coached and will be held accountable by the coaching staff of the football team.

By the way, I can’t spell receiver to save my life. Thank God for spell check.

Related Posts:

Sit at floor duty…sit at open houses…sit, sit sit

Building Your Real Estate Sales Business

11 Things New Real Estate Agents Do Wrong

Real Estate Coaching Part 2 November 3, 2007

Posted by Darin Persinger in Coaching, idea, Info, Real Estate, Sales.
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Do you need a real estate coach? Is getting involved in real estate coaching the best move for your business?

That depends. Where are you at and where do you want to go?

 Are you new in the real estate business?

Are you experienced but in a slump?

Are you experienced and want to take your business to the next level?

Are you experienced and want to grow your real estate team?

A real estate coach could you help you with all these situations but you might not need a real estate coach for all of them. For example, if you are experienced and you know what to do, an accountability partner is a great way to go.

If you are an experienced real estate agent and have had some sales success in the past but now are in a slump, by simply reporting to someone else-your goals, actions, and results-you could see a huge benefit to your business.

An accountability partner could be your peer. They could be another agent in your office, they could be an agent in your company but at a different branch office. They might be someone you met at a training event or a convention. They might even be someone in your city that works at a competing brokerage. Your accountability partner should be whomever you feel confident in, that they will hold up their end of your accountability partnership.

If you would like some more ideas on accountability partners or what an peer accountability session should look and feel like, email me MoreListingsMoreSales@gmail.com

Related Posts:

Real Estate Coaching Part 1

Sit at floor duty…sit at open houses…sit, sit sit

Who are you promoting as your real estate brand?

Building Your Real Estate Sales Business

11 Things New Real Estate Agents Do Wrong

Real Estate Coaching Part 1 October 8, 2007

Posted by Darin Persinger in Coaching, Education, Info, Real Estate, Sales.
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Coaching has become a buzzword in the business world and of course real estate world over the last 10 years. People are getting life coaches, health coaches, family coaches, business coaches, real estate coaches all in an effort for higher performance. Many times paying top dollar for their coach in hope getting the Return On Investment to justify the expense.

So do you need a real estate coach?

Maybe. Maybe not.

Over the next few posts I’m going to explore real estate coaching, real estate consulting, accountability and performance. Real Estate can be lonely world and having a partner, maybe a coach is helpful way to get through the maze of real estate sales.

Ikea has it figured out September 27, 2007

Posted by Darin Persinger in Business Planning, Coaching, Education, idea, Info, Marketing, Real Estate, Sales, Uncategorized.
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“You can do so much in 10 minutes time. Ten minutes, once gone, are gone for good. Divide your life into 10-minute units and sacrifice as few of them as possible in meaningless activity.”
— Ingvar Kamprad, Founder of the furniture brand IKEA

Sit At Floor Duty…Sit At Open Houses…Sit. Sit. Sit. September 20, 2007

Posted by Darin Persinger in Business Planning, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales, WTF?!?.
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In real estate sales, sitting any where is death sentence.

I read somewhere on Active Rain that an agent was suggesting to new agents to give people a break.

  • Don’t Direct Mail
  • Don’t Phone Call
  • Don’t Door Knock
  • Don’t anything

Their suggestion was to work your sphere of influence, sit at open houses, sit on floor duty and lots of other sits. I agree with working your sphere, but if you don’t take action on developing new contacts, you will fail. Let me repeat that.

You. Will. Fail.

I don’t have a link to this article, it made me sick. I’m sure the agent believed what they are saying. But see, I want you to succeed. Not to fail. I don’t know what the motivation was for this agent to write that blog full of sits.

Do you have a plan to develop new contacts?

Do you have a plan to be a Master of real estate contracts?

Do you have a plan to know your housing inventory?

Do you have a plan to provide value to your sphere?

Do you have a plan to earn referrals?

Develop plans and systems, but don’t sit. Don’t wait for business to find you. This is not retail. This is real estate sales. If you want to sit around and wait, go work at GAP.

Related Posts:

11 Things New Agents Do Wrong

Sense of Urgency

Making People Feel Important

Referral and Repeat Marketing

What can systems do for you?

Discussing the Real Estate market on WIBA September 12, 2007

Posted by Darin Persinger in Business Models, Event, Info, Real Estate.
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I posted this on The Gardyn but wanted to give a shout here also,

I recieved this email in my inbox this morning,

Darin –

My name is Rick Berg and I got your name from a reporter at The Capital
Times (Mike Ivey) who is doing a story today on the sluggish Dane County
real estate market.

I’m filling in for Mitch Henck (WIBA, 1310 AM) on Wednesday morning and
wanted to spend an hour or so talking about what is going on in Dane County
with the real estate market and with local mortgage lenders.

Would you be willing and interested in joining me on the radio to talk about
what is going on and what the trends could mean for Dane County homeowners
and those looking to buy homes in Dane County?

I of course jumped at the invite. It sounds like a lot of fun. Through more emails, I found out that Rick is trying to also book UW-Madison economists and business school professors. Also, I understand that Mike Ivey from the The Capital Times might be there after writing this article today, On housing slump, the worst is yet to come.

Tune in and listen at 1310 am or online at www.wiba.com  from 10:00 – 11:00 am

Visit Me At CAMP 443 August 15, 2007

Posted by Darin Persinger in Education, Event, Info, Real Estate, Sales, Scripts.
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Camp 443

Next week Monday, Wednesday, and Friday I will be instructing a portion of the Camp 443.

Camp 443 is an 18 session course created by Keller Williams University. It takes agents through the begining process of starting their career or getting it jump started again. The main focus is lead generation.

Drop by and attend the sessions I’m training. Classes start at 10:00am and completed by 12:00.

Referral and Repeat Marketing July 14, 2007

Posted by Darin Persinger in Books, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales.
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This week I attended a training course by Phil Hollander of Morris Real Estate Marketing Group. Phil wrote a book called Referral & Repeat Marketing.

Phil had sent me a this book a few months ago and it blew my mind. Many of the systems that I have implemented at EDYN Real Estate are based from this book. Even though the book covers many topics and sources of business, Phil’s talk was focused on just your A List people. Here some of my notes from the class

Phil Hollander defined A List people into 3 groups:

  1. Past clients
  2. Referral Sources a)Business Circle ex.lenders, lawyers, inspectors          b)Personal Circle ex. friends, relatives, past co-workers
  3. Hot prospect-buying or selling in 3-6 months

Who goes into your A-list Database? Ask yourself this question,

Does this person have the ability and desire to A) refer me business and/or B) repeat business with me

Past Clients are your number one source of business

Two reasons why people will use you or refer you,

  1. They like you.
  2. They think you have knowledge and expertise.

In my blog post Contacting Your Sphere Part 4, I wrote about how agents market and present themselves,

Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

Do sending football schedules and recipes make us look like a real estate expert and knowledgeable professional to our A-list people?

Related Posts:

Contacting Your Sphere Of Influence Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 3

Contacting Your Sphere Part 4

Contacting Your Sphere Part 5

What Can Efficiency and Systems Do For You?

11 Things New Real Estate Agents Do Wrong

Being Your Best Is Not Good Enough July 9, 2007

Posted by Darin Persinger in Coaching, idea, Info, Real Estate, Sales.
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Tiger Woods Being The BestWhen 100% Is Not Enough

If I golfed against Tiger Woods and gave 100%, how do you think I would do? What if he only gave 80% or 75%? Tiger Woods would probably have to be at 30% or less and I would have to be at 100% for me to ever beat him in a heads up golf match. He is justly simply more talented and better skilled than me.

“Give 100%”

Coaches say it. Managers say it. Parents say it. “Give 100%”

They could not be more wrong. The anthem should be “Improve yourself.” At every opportunity, at every game, at every presentation, at every situation. Improve yourself!

What would happen if you improved your knowledge or skill level in your profession or industry just 1% every day? How much would you have improved at the end of a week? At the end of a month? At the end of a year?

Being your best is not good enough until you are your best. Keep improving!

Related posts:

What Can Efficiency And Systems Do For You?


Building Your Real Estate Business

11 Things New Real Estate Agents Do Wrong

What Can Efficiency and Systems Do For You? June 28, 2007

Posted by Darin Persinger in Business Models, Education, Info, Sales.
1 comment so far

I gave a shout out to FedEx a few posts back about seeing FedEx trucks and their logo everywhere. Time to give some love to “Brown”, UPS.

The Milwaukee Journal Sentinel did an article on UPS called “With data, they deliver the goods”  

UPS has long been known for efficiency.

Drivers don’t run. That might cause injuries, which definitely aren’t efficient. They do, however, move briskly – about two steps per second. A residential stop should take 30 seconds, steering wheel to steering wheel, spokeswoman Donna Barrett said.

While at a stop, drivers are supposed to hang their key ring from a finger so it’s handy when they get back behind the wheel, where they simultaneously start the engine with their right hand while fastening the seat belt with their left.

What kind of systems do you use in your business? What can you do to become more efficient?

Internet Empowered Consumer June 22, 2007

Posted by Darin Persinger in Education, idea, Info, Marketing, Real Estate, Sales.
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The Zillow Blog had a great  post about IEC’s (Internet Empowered Consumer) this week.

Generation Y are tomorrow’s home buyers. As a real estate professional, if you rely on the same marketing channels that you reached our parents with, you’re not likely to reach us. There are numerous ways to reach generation Y, you just have participate in the places where we spend our time. We hang out on social networking sites such as Facebook and Myspace. We read local real estate blogs. We search for homes online. We research everything. We expect almost instant responses when we e-mail someone.  We’re always connected. We don’t care to listen to “pitches.”

They also mention great tips from  Michael Russer:

  • IECs want control, so give it to them. Because of their anonymity, the online consumer is in control and likes it that way. The more you try to take control (as you might do in a typical sales situation) the more you will push them away.
  • IECs value their privacy. Take every opportunity to reassure your online prospects that their privacy will be absolutely protected by you and your staff.
  • Few are ready to buy or sell. I estimate that 19 out of 20 online leads are from consumers in the information-gathering stage, and are not ready to explicitly declare their needs. These folks are easily converted to transactions, but only if you know how to nurture them to the point at which they are ready to move.

Homebuyers and sellers in their 20 and 30’s grew up playing Super Mario Brothers. Guess what? They are still playing video games. They text message. They Facebook. They MySpace. They Twitter.

Do you?

Less Transactions To Go Around June 6, 2007

Posted by Darin Persinger in Info, Real Estate, Sales.
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NAR is predicting even less homes selling this year then they predicted just a month ago. Just a month ago they predicted even less homes selling then. I wrote in my consumer blog, NAR Re-Predicts Again,about how NAR just seems to be guessing.

I don’t doubt that the numbers will be down though. That means that it is a game of musical chairs for Realtors. This is not an easy business now. There is less transactions taking place. Less commission dollars to go around.

What are you doing to find consumers? They are not going to find you any more?

What are you doing to provide value to consumers? Home prices are stalled, what are you doing to earn your commission?

11 Things That New Real Estate Agents Do Wrong May 23, 2007

Posted by Darin Persinger in Business Planning, Coaching, Education, Info, Real Estate, Sales.

Real Estate is an easy industry to get into but a tough industry to succeed in. It has been estimated that 90% of agents fail out of the real estate industry within 18 months. Mo Anderson, current Vice-Chairman of the Board for Keller Williams, explains that if a new licensee gets the correct training in the first 6 months that a real estate agents chance for success becomes 70%. Jonathon Dalton, from Century21 comments on Greg Tracy’s Blue Roof Blog in the article Brokerages Don’t Earn Commission, Realtor’s Do

“Brokerages do have an impact on an agent’s success and either can be positive or negative. Starting splits often are weighted so heavily toward the broker that only volume will allow the agent to survive financially and volume is the one thing most new agents don’t have. At the same time, a firm with a solid training program (and some of them really do exist) who can teach the agent something of use vs. the state licensing exams that require knowledge of virtually nothing relevant to the day-to-day can help an agent create a strong foundation on which to build. Steep splits plus poor training = disaster for agents….”.

There are many things that contribute to an agents success and many things that contribute to their failure. Here is my list of eleven things I see new real estate agents do wrong.

11 Things New Real Estate Agents Do Wrong

overwhelmed real estate agent1. DO NOTHING- There is so much to learn in this industry, new real estate agents can sometimes be overwhelmed and go into a state of shock(Sell Shocked). They do nothing instead of something. The correct training and accountability are key.

2. SPEND TO MUCH MONEY ON WRONG THINGS- “You have to spend money to make money” Sure, but you need to make money to spend money. Lead with revenue. There are many vendors out there claiming the “magic pill” for your lead generation and marketing needs. And as Jonathon Dalton comments many agents are giving so much money up to their broker there is not a lot left to build their own sales business. The first year can be difficult in real estate if not guided in the right direction. Many agents fail because they do #1 and #2.

 3.NOT ALIGN WITH TOP PRODUCERS- Find out who the top agents are in your office, in your company. Take them out for coffee, ask them about when the started, their training, their break through, their advice, ask them what the would do over if they started now.

4. NOT LEARNING FROM NON-PRODUCERS-You can learn a lot from these people also. Learn what not to do. Do not listen to someone that does not have a track record of success. In fact, whatever they tell you not to do, think strongly about doing just that. An example is a Non-producer might tell you not to call FSBO’s “It doesn’t work.” they will say. I would go immediately and call a FSBO. 

5. NOT ASKING FOR HELP -When a new real estate agent hits that overwhelm, overload moment, they need to stop and ask for directions. Your manager, your fellow agents, your fellow Realtors. Find someone that is willing and wanting to help. You can’t succeed along in this business, in any business. Even a boxer has people in their corner. Even a golfer has coaches and a caddie on the course with them. Even a race car driver has pit crew.

6. NOT CONTACTING YOUR SPHERE-This is the group of people that like you, trust you and want you to succeed. Your friends, family, neighbors, past co-workers, church members, club members. Real estate is a relationship business. People prefer to work with those that they have relationship with. Ask them to help you find business and ask them for business. People will want to help and will enjoy being a part of your success. Succeed through others. See #5.

7. WORKING WITH TIME KILLERS New agents think because they have nothing better to do that they will work  buyers that will “know what they want when they see it” or the seller that “might sell if they get the right price”. Make good a habits because habits are hard to break. If you can rid of these time-killers early, your ability to do this later in your career will be easy. Focus your time on lead generation activities that bring you the type of buyers and sellers that you want to work with.Dream Big 8. NOT DREAMING BIG ENOUGH-The worst thought you can put into your head is average. Even worse is failure. Earl Nightingale says “You become what you think about”. Gary Keller says “Think Big. Aim High. Be Bold.”

9. TELLING PEOPLE YOU ARE NEW– If you have developed your skills, practiced scripting, rehearsed your presentation, know the market and numbers,  no one will question your experience level. If you don’t do all these things they will question your skill level, which might lead them to question if you are new. Never volunteer that info though. Let your great skills speak for them self. Have a quiet confidence.

10. NOT HAVING A BUSINESS PLAN You are starting a new business. You are operating a business. You are the CEO of your real estate sales business. Why would you not have a plan? Some agents might spend a couple hours doing their business plan for a year to never look at it again. Your long term plan should be reviewed once a week. Your one month plan should be reviewed daily. Whenever you feel lost, uninspired, unmotivated-you should review the plan to get refocused on the big picture. Also have another individual hold you accountable to your goals and plan. Be accountable to them and have them help you succeed.

11. NOT GETTING THE RIGHT/ENOUGH TRAINING-Many brokerages training barely scratches the surface for an agent on how to start a successful business in this industry. The training that many agents get is just enough to let a new real estate agent know just how much they don’t know. See #1. It is your responsibility to find the right training if your brokerage is not offering it. Also many agents will think because they have sat through a course once they are done. NO. You take and retake. You take and you master. If you are not ready to teach the course you should retake the course until you are. This is called spaced repetition.Be learning based and action focused and success is yours!!!

Building Your Real Estate Business May 22, 2007

Posted by Darin Persinger in Business Planning, Coaching, Education, Info, Real Estate, Sales.

I came across Bob Parson’s blog , Founder and CEO of GoDaddy.com, titled “The secret John D. Rockefeller used to build Standard Oil. It’s simple. Putting it to work in your business. Not only is this a great article but a lot of great comments added to it from readers.

This is a great article for any type of business but I know a lot of real estate agents don’t apply most of or any of these points. 

The main point I took out of this article was everything that is watched, improves. What you track, measure and manage will improve.

What things do you want to do to improve in your business? What things are your tracking? What things should you be tracking? What systems and models do you have in place? Who is coaching and working with you to help you to the next level?

Google Real Estate Tools May 21, 2007

Posted by Darin Persinger in Education, Info, Marketing, Real Estate, Sales.
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 Google has created a whole info page just for Real Estate Professionals on what Google has to offer to help you and your consumers. 

Google Tools For Real Estate Professionals.

Google Base= Where you can post your listings.
Google Adwords= This is online marketing at its best, being where your audience is. You can have adverstise on this site. Look to the right. That’s an example of Google Adwords.

Google Maps=Not only is this the newest trend in real estate searching but it is only going to get bigger and better. It’s not going away. People still drive around and search for neighborhoods, right? This virtually allows them to do the same thing.

Google Earth=Google Maps Cubed. This is 3D and alive. I don’t completley understand yet. When one of you has mastered all it has to offer let us know.

Google Business Center=Be there or get passed by.

Google Sketch Up=The same as Google Earth for Me. Very cool tool, I don’t know how realistic it is to use just yet.