Mindset and Action

I'm retired military (Army/Armor) and I solidly believe in the tactic of A GOOD DEFENSE IS A GOOD OFFENSE. The slow down is enabling me to expand my business. If, as an agent, all you do is sell real estate, then you will struggle. Diversify...expand...many wealthy people have gotten their start (or a BIG boost) from slow markets.

Good Afternoon To All..

I attended Dave Jenks' Shift presentation in Charlotte, NC last Friday and he was just awesome! I took lots of notes and he gave us many great ideas to implement to help us over the hump, but one of my favorites was: "Get Up - Suit Up - Show Up - Plug In"! If you are working out of your home office, prepare yourself as if you were going to the office and take it seriously - be dressed and ready to get an appointment Now! Use a headset so you can move around as you pursue your Lead Gen and that will help you stay energized.

I am also a member of Tony DiCello's Shift coaching that gary is underwriting and it has really helped me to get focused and do the homework! I've never had to prospect before and this was hard to begin with but I know am having fun and building my database. There is a lot of opportunity out there but you need to be ready!

Nan Simcox in Havelock, NC Home of MCAS Cherry Point

http://CallNan.com Nan@CallNan.com

I just got my book yesterday so haven't read the first chapter yet. I will make that my goal for today.

But as for your first post Laurie... I believe this discussion group is my "new point of beginning" to get focused, to analyze what my mindset is and how it needs to be adjusted to go from depression to action.

I live in metro Phoenix. Our market has been hit HARD... I don't do short sales or REO's and have chosen buyers to be a better opportunity for a sale. Nobody is really going after them.. hardly anyone likes to work with them. The only buyer's buying right now are $200K and under and my partner and I have just closed two transactions because the buyer's were given the run around by agents who didn't want to work with them at that price...I am OK with a $6,000 pay check.. its better than NO pay check... Short sales and REO's will come and go and I will venture to say I have had just as good of a year this year with buyer's as many of the "short sale/REO" agents have had. I just need to focus on what I do best and kick up the actions (plan my work and work my plan)

Its embarrassing to sit here and type this.. I have been doing RE over 8 years, why shouldn't I know this??? I feel in many ways I have wasted this year and not gotten 1/2 of what I wanted to accomplish done...

Gloria

Hi Gloria,

I've been in real estate 11 years and found that I had been doing the same things I had always done which of course doesn't work in this market.

I've had lots of personal challenges this year. I caretake my 86 year old mother and have done so for 8 years. This past year her health has declined. I mention this because it struck me that I had the choice of going around with a "poor little me" attitude, or find the focus to drive toward my goal. A colleague recommended the book The Travelers Gift by Andy Andrews. For me, it was extremely powerful and a great motivating force.

You asked "why shouldn't I know this"? You do know it, as I know it and that's great! Let's look at the market as an opportunity to do great things and get back to basics.

Don't beat yourself up - get into action. Here's a question, what we can we do to make our phones ring today?

Regards,

Laurie

Hi Guys! I just ordered my book from Amazon.Com and hope it gets here by the weekend. I have been meaning to pick up this book, but I did not see it in any of the bookstores. I can't wait to dig into it!

Laurie

Thanks for starting this up - in our KW First Atlanta office, we have been holding the SHIFT classes for the last 9 weeks and the response has been amazing. The market doesn't discriminate as to who it affects - seasoned vet or green rookie - so the books and classes break it down for EVERYONE to understand. The biggest a-ha that I have taken out of the seminar and classes is this is a great time to arm yourself - with knowledge, with focus and with time for yourself. You have to remember that this business allows us to "work to live" not the other way around. So don't forget the first step is to Get your mind right - take a class, take a walk, take some time for yourself and your family... your business will thank you for it!

Hi,

I bought SHIFT about 2 weeks ago and its required reading each morning. I like the way he lays it on the line. I am re-organizing my business and looking into the future and its demands. I think this will be a good tool.

I am a little bit more then half way thru to book, this is one I will be rereading for sure. Very good

I have gotten through a couple of chapters, and when he started to talk about 'prospecting' and setting a 3 hour 'do not disturb' window, I cringed. Then I went back in my mind and determined where I, personally, want to be. This made it MUCH easier. I am not Gary Keller. I am not trying to double or triple my market share. To be VERY honest with you, I want to do as little as possible, while making as much as possible. Having been in this business for over 30 years, I just do not have the drive that I had when I was younger. My goal is to ENJOY what I do, do it WHEN I FEEL LIKE IT, and make enough money to be comfortable. This goal IS possible if I take Gary's plan and minimize it to work for me.

A great deal of my business, about 80%, comes from past clients and referrals. THESE are the people who I should be contacting during my 'prospecting' time. It will be fun to 'catch up' with them, discuss the market and ask for referrals. I DO NOT want to 'cold call' anyone. Been there, done that, paid my dues!

I have been trying to figure out how to put together a survey panel for some of my questions. THIS would be a perfect time to ask a couple of survey questions. These people know and like me, so will not be offended by my questions and will be happy to contribute. Then I have a reason to follow up to provide them with the survey results.

It has also dawned on me that I am spending marketing dollars where I AM NOT getting any business. Why do I feel obligated to have an 'enhanced' feature on Realtor.Com, when in the past 18 months, I cannot track even one sale from it? Realtor.Com is trying to hang agents and companies with old, good times, contracts. Since Realtor.Com bases the monthly payment on the number of listings that are run through your account, any contracts made in 2006 or 2007 are SERIOUSLY overpriced for the amount of business being done today. They need to WILLINGLY reduce agent and company costs to reflect today's true numbers. To try to force agents to pay for something that is clearly NOT WORKING in today's market, will hurt them later. The complaint that to make these reductions "will put us out of business" is not our problem. None of my clients asked for my permission before bolting in this market. I have found other ways to survive.

Another thing that this market has taught me is to NOT sign a contract without an 'Act of God' clause. The market we are experiencing is NOT normal, and could not have been predicted. Why should I still be obligated to pay overpriced rent for 7 years, when the need for an office is nil? Why should I be obligated to magazine advertising bills when this does not produce any business for me? All of these people say, "you signed the contract, and you are obligated (whether it is your fault or not that the need has changed). We have made it our policy NOT to sign contracts with ANY vendors, unless we are given a REASONABLE out if the need ceases. We will not even agree to sign a lease, if we want a location again. And, in the commercial crisis to come, I assure you, we will be able to get a 'leaseless' location.

So far, I have learned that this is BUSINESS, and that the decisions I must make to stay profitable will not be popular with all vendors. We should never feel guilty or obligated to 'contracts' signed in the good times that are sinking our ships today. The goal is to stay profitable, not be sure that vendors stay in business while not producing a product that provides business to you.

Do any of you have any 'good times' contracts with vendors, landlords, business machines, etc., that must be terminated today to remain in business? How are you handling these obligations? Perhaps there is a less painful way for all of us.