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Those of you who attended last week's Business Planning Session would agree it was by far our best.  The feedback has been overwhelming, Peter Mueller, our guest speaker, had amazing content and delivery that left everyone excited and energized.  Agents told us what Peter mentioned during his talk; they do not often enough treat their business like a business.  Budgeting for profit would be something each one of us would do first and foremost if we ran a sandwhich shop, but as real estate professionals, we often neglect that crucial step.  So now what?  It is one thing to be excited and energized, but the reality is it needs to be more than just a PLAN.

Realizing that there is a lot of noise out there, what are a few things you can and should implement in 2013 to improve your success in this business?

  • Focus on appointments - You can lie to yourself about how you spend your time, whether or not you are being productive, etc.  Appointments, however, is a number that cannot lie.  Regardless of how busy or slow you are, you should be focusing on how many face to face appointments you go on each week
  • It doesn't matter how busy you are, you MUST lead generate.  6 months from now you will be happy you did.  Lead Generation and client follow up are your pipelines; keep them flowing.
  • WRITE a business plan
  • Find an accountability partner and schedule a breakfast meeting monthly (both of you put it in your calendars now) for every month in 2013. Hold each other to account.
  • Write down your goals.  If they aren't written they aren't goals, they are wishes.  Tape your written goals to your bathroom mirror; looking at them each day will change the way you behave for the better
  • Don't get down on the market.  There are agents doing 100+ deals in Las Vegas, Pheniox and other places that would love to have our market.
  • Don't get too high on results.  Focus on activites and habits.  
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Now is the time for you to engage with us about training.  What would you like to see more of in 2013?  Much of our amazing 2012 training was a direct result of agent feedback.  In 2012, in addition to good old sales and negotation skills and practice, our agents told us they wanted to see more tech/iPad training.  We offered monthly iPad 101 and iPad roundtable meetings, all of which were extremely well attended.  


Let us know what you want, chances are other agents feel the same way. 


The Management Team


Cory Raven, Richard Laurendeau and Ari Lahdekorpi

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1.People who look for a home during the Holidays are more serious buyers! 


2. Serious buyers have fewer houses to choose from during the Holidays and
less competition means more money for you!

3. Since the supply of listings will dramatically increase in January, there
will be less demand for your particular home! Less demand means less money
for you!

4. Houses show better when decorated for the Holidays!

5. Buyers are more emotional during the Holidays, so they are more likely to
pay your price!

6. Buyers have more time to look for a home during the Holidays than they do
during a working week!

7. Some people must buy before the end of the year for tax reasons!
8. January is traditionally the month for employees to begin new jobs. Since
transferees cannot wait until Spring to buy, you must be on the market now to
capture that market!

9. You can still be on the market, but you have the option to restrict showings
during the six or seven days during the Holidays!

10. You can sell now for more money and we will provide for a delayed closing
or extended occupancy until early next year!

11. By selling now, you may have an opportunity to be a non-contingent buyer
during the Spring, when many more houses are on the market for less money!
This will allow you to sell high and buy low!

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When listing agents meet with potential clients, it's important for them to keep in mind that sellers care only about what's in the process for them, says Chairman's Clubber Leslie McDonnell.
"It's not the Leslie McDonnell show, so there's very little about me in my listing presentation," says the Circle of Legends member with RE/MAX Suburban in Libertyville, Ill.
In a RE/MAX University program titled "Listing Presentations Through Their Eyes," McDonnell and Lifetime Achievement Award winner Linda O'Koniewski, a Chairman's Club member and Broker/Owner of RE/MAX Heritage in Melrose, Mass., share tips for evaluating your listing presentation and identifying its strengths and weakness to turn it into a top-notch representation of your services.
The one-hour video is available on demand via the Learn section of Mainstreet
Download the supplementary tools for this program, including a seller pre-qualification lead sheet, a list to review with sellers and letters to send to buyers and sellers.
9 highlight tips

Here are some of the valuable ideas McDonnell (CDPE, CRS, ePRO) and O'Koniewski (ABR) outline in the program:
1.        Endear yourself to people – When McDonnell walks in the door, she says, "Thank you so much for the opportunity to talk with you today." She gives the same speech when you walk out the door. Sometimes we're into being efficient and forget the simple things. 

2.        Anticipate every problem – O'Koniewski describes the listing procedure as the "scared straight program," because it's the listing agent's responsibility to manage expectations, tell sellers what they're getting into and get it priced right. It's really important to have a way to deal with any problems before they happen.

3.        Customize the binder – McDonnell puts a photo of the sellers' home on the cover. If you don't have a photo or can't drive by, grab one from Google Earth. 

4.        Include solid market data – It's much easier for sellers to be mad at the data than to be mad at you. BrokerMetrics from Terradatum, is a great resource for high-quality graphics. 

5.        Show them the number – McDonnell makes her pricing recommendation right away to avoid wasting time making her speech to people who aren't on board. Then she asks, "Are you interested in hearing what we do to market homes?" People who are not serious will say "No not really," and McDonnell simply thanks them for their time and avoids wasting her own.
6.        Don't compete on price – A market analysis is not part of O'Koniewski's listing procedure; she focuses on distinguishing herself from the competition. She says, "What you need me for are strategies for a successful transaction." Frame every part of the conversation around that strategy. 

7.        Personalize a marketing calendar – McDonnell outlines when and how she plans to market the home.

8.        Make every listing sexy – Some houses are dogs, but your strategy should include ways to make it attractive, and that typically starts with price, O'Koniewski says. Outline how you'll do that.
9.     Embrace a system – O'Koniewski says the same thing over and over, and explains, "I bore myself to tears at every presentation saying the same things." You can't gut anything or skip key steps. Create your system and follow it every time to the tee. 

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