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Choices Vs. Abilities May 12, 2008

Posted by Darin Persinger in Uncategorized.
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“It is our choices…that show what we truly are, far more than our abilities.” -J.K. Rowling

It does not take much to learn a script, pick up a phone and call someone to see if they want to buy or sell a home. Virtually everyone has the ability to do these things.

Very few make the choice to actually do it though. You are the only one that can decide your choices.

More Listings More Sales Challenge, Success Journal May 9, 2008

Posted by Darin Persinger in Uncategorized.
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Write down 5 greats things you did or 5 great things that happened to you every day for the next 30 days. Start to focus on success. Celebrate your success.

Keller Williams Realty Everett Masterminds May 4, 2008

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On Tuesday, May 6th we will be holding a Mastermind session in the Keller Williams Realty Everett market center.

What is a Mastermind session?

Napoleon Hill in his book, Think and Grow Rich: The Landmark Bestseller–Now Revised and Updated for the 21st Century, says of a Mastermind,

“No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind.”

Masterminds are about sharing ideas, information, and insights. Lets face it! Right now in this real estate market we can all be learning some new ideas on how to enhance our lead generation, our skills and our leverage.

If you are in the Pudget Sound area feel free to come by the Keller Williams Realty Everett market center Tuesday morning at 11:00 am for an hour of masterminding.

The Two M’s Of Real Estate Lead Generation April 30, 2008

Posted by Darin Persinger in Uncategorized.
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Gary Keller, author of The Millionaire Real Estate Agent, shared with agents in Austin, Texas today at the KW Agent Masterminds, The Two M’s Of Real Estate Lead Generation.

He put up a slide on the Elmo Projector that he created by hand. Everyone started scribbling down the chart. I made note of it and put it in an Org Chart and wanted to share it with you.

Keller Williams Masterminds April 29, 2008

Posted by Darin Persinger in Uncategorized.
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I will be in Austin, Texas this week for the Keller Williams Agent Masterminds.

I will be sitting in, listening to Gary Keller and Dave Jenks, authors of the Millionaire Real Estate Agent, discussing best practices in this real estate market. There will then be break out sessions for the agents to mastermind in small groups.

By the way, you do not have to be a KW agent to attend these events. So make sure you attend the upcoming events the rest of this year,

Mastermind Session 2:  August 26th – August 28th

       Agent Masterminds:  August 26th

       Tech Mastermind:  August 27th

       OP Mastermind:  August 28th

       TL Mastermind: August 28th

       Productivity Coach Mastermind: August 28th

       MCA Mastermind:  August 28th

* For more information on Mega Camp 2008 please see megacamp.kw.com after April 1st 2008.  Leadership Mastermind sessions do not conflict with Mega Leadership Camp.

Mastermind Session 3:  October 6th – October 9th

       Tech Mastermind: October 6th – October 7th

       OP Mastermind:  October 7th – October 8th

       Agent Mastermind:  October 7th – October 8th

       TL Mastermind:  October 6th

       Productivity Coach Mastermind:  October 6th

       MCA Mastermind:  October 6th – October 7th

*Dates subject to change

If you can’t attend these events you really should consider starting a local mastermind in your city or even in your office.

“No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind.” – Napoleon Hill, author Think and Grow Rich

What Is Your Domino? April 27, 2008

Posted by Darin Persinger in Coaching, Real Estate, Sales.
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 This last week I shared with my agent partners this youtube video:

While they watched the video, I handed out a single domino to every attending agent partner. I then asked these questions,

What one thing can you do, that no one else can do, every day that will have an impact on the rest of your business?

What is your domino?

What is the one thing that when put in motion will have a domino effect on the rest of the business?

New Location April 27, 2008

Posted by Darin Persinger in Uncategorized.
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I am on the West Coast now. In the greater Seattle area.

Thinking about changing the header. Or do I leave it since Madison is from where I launched?

Become Unstoppable February 1, 2008

Posted by Darin Persinger in Business Models, idea, Marketing, Real Estate, Scripts.
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My business partner and I made a mistake. I made the mistake of the idea, she made the mistake of agreeing to it.

Based on conversations with home-sellers and doing some focus groups with people who had sold their home we created a business model that was pay less, get less or pay more, get more.

The mistake to this was home-sellers after the fact are rethinking a lot of things, rethinking about the commission they paid, was it worth it, what did our agent do. Before selling there home, they are not thinking these things. The home-seller is thinking about results. “Get my home SOLD!”

Seth Godin offers a great solution for Realtors right now. Do more than anyone in your marketplace and charge the same or maybe even a little bit less.

If you’re a real estate broker, you work in an industry where everyone used to charge the same fee: 6%. Now, though, discount brokers are turning up the heat on fees. Lots of brokers are unhappy with this.

The challenge is… what if you had to charge 7%. What if you had to charge more when everyone else was charging less?

What would you do? How could you make it worth it?

Now, just imagine what would happen if you did that at 6% or even 5%? You’d be unstoppable.

So instead of cutting services or marketing in this market, get creative and expand them. Offer more.

Real Estate Coaching Part 4 November 8, 2007

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

Real Estate Coaching Part 2

Real Estate Coaching Part 3

When coaching any real estate agents or real estate sales managers, I want to know their “why?”.Their “Big Why?”. There are many jobs out there. Many careers to be had. Many ways to earn a living.

Why do you want to succeed in real estate?

Think about that for a minute. Do you know why you want to deal with short fused, impossible sellers? Why do you want to work with time consuming, unrealistic buyers? If you don’t know “why?” email me to schedule a FREE phone consultation on defining your purpose. MoreListingsMoreSales@gmail.com

Your “Big Why” is not about making money either? It never is. I promise you. Watch.

Why do you want to be successful in real estate?

  • To make lots of money

Why do you want to make lots of money?

  • Ahhh…..I really would like to be able to retire early and pay for my kids to get through college.

Why do you want to retire early?

  • It would be great to travel with my husband and really spend quality time together in our later years.

Why do you want to pay for your kids college tuition?

  • I never went to school, but I know that so many more doors open for you when you have a degree. I want them to be happy and successful in life.

So the reason you want to be successful in real estate is so that you can spend quality time with your husband, traveling and exploring the world. And also being able to help your kids discover themselves, living a happy, successful life.

If I’m in a real estate coaching relationship with someone, we have that conversation and that doesn’t make them pick up the phone and lead generate even a little bit, either they are not being honest with themselves or they don’t belong in real estate. By the way, real estate coaching is not all about getting agents to lead generate.

Real estate coaching, in my opinion is more than giving an agent systems, tools and education. Real estate coaching is about training, demonstrating, and guiding. Most real estate offices and real estate franchises have good enough tools and systems for their agents to succeed with, the real estate offices just do not take the time to properly show agents, what and how to do.

If you are ready to increase your performance, production and profit-visit our Coaching page.

Related Posts:

What Do You Do For A Living?

The Secret: Vision Boards

Building Your Real Estate Sales Business

Fear

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.

“Who Do You Know..” real estate script September 29, 2007

Posted by Darin Persinger in Coaching, Creative, Marketing, Real Estate, Sales, Scripts.
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 Not the right property for a buyer?

Have you ever shown a property and it doesn’t work for that buyer?

Do you want to have even more buyer’s to work with?

Want to get an easy referral from someone that you are working with?

After showing a property and it’s clear that the property is not going to work for this buyer, ask them this question,

“Who do you know that would like this property?”

Just because it doesn’t fit their taste and style doesn’t mean that they don’t know someone who would like the property. Many times people that are looking at homes, know someone else that is looking at homes also or at least starting to think about it.

Try it. What do you have to lose?

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

Communication vs. Connection September 10, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Creative, idea, Real Estate, Sales, Scripts.
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Are you just communicating?     
                                                                                                                                                                                                                                                     

Or are you really connecting?

       

Before we go too far into this blog let me give you two options.

1. Go out and buy Jeffrey Gitomer’s book “Little Black Book of Connections” then you don’t have to read this blog. OR
2. Read this blog and go out and buy Jeffery Gitomer’s book “Little Black Book of Connections”

Have you ever seen this? Two people in a car together and both are on a cell phone. How about two people walking in a mall together and both are having a conversation just not with each other? Both are on cell phones.
Technology is making it easier and easier to communicate but harder and harder to connect.

Our business is about connecting. Sellers will list with the agent they connect with. Buyers will write an offer with an agent they connect with. If you are truly connected to your clients they will refer people they are connected to.

We spend a lot of time and money communicating at our customers and clients. Emails, phone calls, voice mails, letters, postcards, newspaper ads, web-sites, magazines, brochures, fliers, etc. etc.

How much time and money do we spend connecting with them?When was the last time you connected with someone in your sphere? Maybe it’s time to REconnect!

When was the last time you connected with someone at an open house? At a networking event? Maybe it’s time to start connecting!

“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you” -Dale Carnegie

So how well are you connecting? How can you tell? Easy! Ask yourself these 4 (plus 1) quick, simple and easy questions to yourself.

1. When was the last time I got a referral?
2. How many referrals have I received in the last 6 months?
3. How many referrals have I received in the last 12 months?
4. How many new names do I add to my database each week?  AND  (plus 1)
5. When was the last time I did something of value, gave something of value or helped the people in my database?

I have asked you a bunch of questions and you probably want to ask me,
“Yeah but Darin, how do I connect?

Great question!
There are a few methods that Jeffrey Gitomer offers up in his book listed above and there are a few methods we will touch on right now.

“The questions that you ask, the ideas you bring to the table, and your communication skills, combined with your passion, belief, and attitude, are the fundamentals of what it takes to connect.” – Jeffrey Gitomer

First, ask questions. Lots of questions. Questions about them. Questions about their ideas and opinions. People want to talk about themselves. People want to share. Asking questions gives them permission and the opportunity to do that. Ask away.

Below is a simple, easy to remember acronym on things that you can ask about:

FORD
Family
Occupation
Recreation
Dreams

So does asking questions get you connected? NOPE! It gets you answers though.
What you do with those answers is how you connect.Think of it like this:

You are an airplane trying to land (connect)
The person you are talking with is air traffic control in the tower

You are circling around the runway, asking questions, trying to connect

You keep circling the runway, you keep asking, you do FORD, as soon as you find something in common-
what ever it might be (you both have daughters, you both have dogs, you both vacation in the same place, you both are fans of the same football team, you both like the same kind of food, you both golf, anything.) Once you find that thing in common the questions stop and you share with them about yourself this thing you have in common. This starts to lead to a safe happy landing connection.

Airplane and tower are together. Connection. Success!!!

So what are you waiting for? Go CONNECT!

Questions Real Estate Agents Should Ask Themselves September 9, 2007

Posted by Darin Persinger in Business Planning, Coaching, Event, Marketing, Real Estate, Sales.
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Doing an open house this weekend?

What did you do to promote it?

Did you invite the neighbors? Good chance they are the only one’s going to show.

How many people did you contact and tell about your event? Yes, event. If you are not making an event, treating it like an event, don’t do it.

How many directional signs did you put up?

How early did you put out the signs? I hope not the day of.

How are you going to spend your time at the open house when no one is touring your property?

Are you wasting time at your open house?

It’s Not A Real Estate Listing Presentation, It’s A Real Estate Listing Conversation September 4, 2007

Posted by Darin Persinger in Coaching, Real Estate, Sales, Scripts.
2 comments

A listing presentation is not about how great you are.

It’s not about how many homes you have sold.

It’s not about how fantastic of a job you do.

You should never say things like, “Mr. and Mrs. Seller, my marketing plan is fantastic. We are going to create a never before seen marketing plan for you. It’s gonna be huge.”

Who cares? You care. You’re the only one. The seller has stopped listening to you.

A home seller has questions, concerns and suggestions for you. Listen.

Shut up and listen.

Have a conversation. Give and take.

You might lose some listings to the blow hard listing agent that brags about himself and sells himself, but provides no real value. It might happen. But he is not going to get repeat and referral business and the people that you are conversing with, instead of presenting to, will be telling all their friends, family and neighbors about the great Realtor they know.

When this starts to happen, keep your ego in check and don’t let it get to your head.

Related Posts:

Making People Feel Important

Building Your Real Estate Sales Business

11 Things New Real Estate Agents Do Wrong

The Old School Real Estate Brokerage Model August 29, 2007

Posted by Darin Persinger in Business Models, Real Estate, Sales.
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Is the traditional real estate brokerage model broke?

 Teresa Boardman is stirring up some controversary at her blog, StPaulRealEstateBlog.

I wrote at The Gardyn about the traditional real estate brokerage and talked about her post, Has MAR forgotten who pays the bills?

Did Teresa unlock the Traditional Brokerage secret to profit?

Does it make sense? Not really, but that does seem to be the old school business model.

Related Posts:

Visit Me At Camp 443

Referral and Repeat Marketing

11 Things New Real Estate Agents Do Wrong

Contacting Your Sphere Of Influence Part 1

Sphere of Influence Part 2

Sphere of Influence Part 3

Sphere of Influence Part 4

Sphere of Influence Part 5