Tuesday, February 26, 2008
The simplest method I know of that really works is to call your sphere quarterly and mail at least monthly. Mailing can take on a variety of forms, from added-value postcards that offer people discounts on local services or even free items (top producer Janet Parsons sends a card at Valentine's Day for each person to get a free rose when they visit a local florist), to an e-newsletter with market updates and useful tips on preparing a property to show, for example.
When designing the monthly mailings, always keep in mind that the piece must bring value to the consumer. In addition, you may choose to place a call to action on the mailout to get a higher level of engagement with your sphere (e.g., ask the consumer to update their email with you and offer to enter them into a drawing for a dinner certificate or other valuable item).
More challenging than the monthly mailing for most agents is the quarterly phone call. Most people don’t do an Hour of Power daily for the following reasons:
1. They don’t schedule the time.
2. They don’t know who to call.
3. They don’t know what to say.
Break your sphere into manageable bites. If you’re going to call quarterly, then do it over ten weeks and take three weeks off each quarter. This will give you the space to factor in vacation time and not have to worry about the calls getting done!
Steps to making the Hour come together:
#1 – block off time on your schedule each day, Monday through Friday. You may need 30 minutes or two hours, depending on the number of calls you'll be making each day (see #2). Real estate legend Allan Domb is still making 100 calls a day, and he is so disciplined that he can make that happen in 90 minutes when he's focused.
#2 – take the number of total people you have in your sphere (past clients & customers, and best referral resources) and divide those calls first by ten weeks, and then by five days in a week. For example, let’s say your sphere is 500 people. That’s 50 a week, or just ten a day.
#3 – people need to know two things when you call: that you’re still in the business, and that you care about them. Whether you’re leaving a voice mail or reaching a live person, these two items remain key. So anything at all you communicate that lets them know you’re still active in real estate and that you truly care about what’s in their best interests will work.
If you're still doubting your ability to follow through, find an accountability partner to hold you to the commitment.
Monday, February 25, 2008
When my dad died unexpectedly (massive heart attack) May 28, 1999, we weren't sure what would become of my Mom. First of all, as much as my folks grumped about each other, they did love and need each other. Second, she had never been alone in her life. Thank God my older sister, Shari, jumped in and filled a maternal role with our Mom to help her through countless episodes of anger, fear, anxiety, and loneliness.
Thanks to the huge blessing of the STAR POWER network, I had met Dr. Tom Hill of the Eagle Institute and he sent me a fantastic book for my Mom to read about finding the second love of her life. My Mom ended up moving into a new mindset. She discovered she could be independent. She sold the house she and my Dad had lived in and bought a brand-new house. She put herself out on the dating circuit after well over 35 years. She fell in love and married in September 2003. And now, my Mom is traveling the east coast in an RV and enjoying life. That's my Mom, in the picture, holding an alligator! She's discovering an adventurous, carefree life and she's proving it's never too late to start living the life you want.Moral of the story: my Mom went from a mindset of despair and loneliness to a vibrant, fun-filled future. Your thoughts are powerful things. Be mindful what you're feeding your brain.
Friday, February 22, 2008
I took the time while at The Nellis Group to share the DISC profile of individual team members, and elaborated on how the personality types are different and what that means in terms of daily interaction. Most people are operating off the Golden Rule: do unto others as you would have done unto you. If you're ready to take that to the next level, practice the Platinum Rule: treat others as they want to be treated.
Thursday, February 14, 2008
Many of the clients I coach have experienced this. Let me share a three-step process to bring order to your personal chaos.
Step One: CLARITY. Ask questions that help you become clear on what you want; go deeper into not only your business but also a personal understanding of what’s driving the surface issue. In business you have learned the ‘three-deep’ process for helping clients get to the issue beyond the issue. How about going three deep with yourself? Example: you don’t have the energy to get it all done. What’s impacting the energy? Are you getting enough sleep? How are your eating habits? What sort of physical activity are you engaging in?
Step Two: ALIGNMENT. Focus in on what you’ve gotten clarity on. What resources are available to you to support a change? Identify what your action steps will be as you design a plan of action. Continuing with the same example, you might dedicate one hour, three days a week, to working out (plan of action), and hire a personal trainer (gather resource). You might do 30 minutes of cardio and 30 minutes of strength training each session (action steps).
Step Three: ACTION. In the words of Nike, just do it. Make sure you have accountability. Set benchmarks for progress. Check out a great book on The Power of Personal Accountability written by Mark Samuel.
Finding someone to partner with - be it a paid coach, a peer partner, or even your significant other - in this process will help you reach your goals faster, with adjustments being made along the way as life continues to unfold. Your “coach” will hold you accountable and help you make significant changes.