The number one source of business for the top-producing agents in the country is repeat and referral business through their spheres of influence. It makes sense to get a system in place now that ensures regular follow-up with your most important people. Top producer Judy Markowitz of Flushing, NY, calls these people her VVIP's (Very, VERY Important People).
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.
Showing posts with label amy stoehr. Show all posts
Showing posts with label amy stoehr. Show all posts
Tuesday, February 26, 2008
Monday, January 21, 2008
What Changing Lanes Consulting Offers You
Several of you have asked that I post more information on the blog about my services. So here you go! Call me at 303-956-6749 if you have questions.
Executive One-on-One Coaching
These sessions are conducted entirely by phone, with you and your coach working in partnership to break through challenges, set actionable plans for your business, and achieve extraordinary results both professionally and personally. You are responsible for calling your coach, documenting your commitments, and providing status reports on progress made and challenges encountered. Your coach is responsible for helping you get clear on what you want, helping you formulate your commitments, listening for potential obstacles, and advocating your choices and successes.
Because Amy has been deeply entrenched in the real estate industry since 1992, those of you who are real estate professionals receive the additional benefit of hands-on help with specific real estate business tools and techniques, for no additional charge.
Together with your coach, you’ll determine whether weekly, bi-weekly, or monthly calls will best facilitate your growth.
Enrollment: $250 per call; special through April 15, 2008, just $125 per call (50% off)
Onsite Consulting
Your consulting coach travels to your market and office location for the purpose of assessing the effectiveness of your operations in three areas: your team, your systems, and YOU. You will receive a comprehensive report within two weeks making recommendations for specific changes and enhancements in all three areas. Six monthly follow-up calls can be used for facilitating meetings and enacting accountability with team members alone, with you alone, or with everyone together. You pay a flat fee, as well as your consultant’s travel, hotel, and per diem expenses.
Fee for two days: $7,500 plus expenses; special through April 15, just $3,750 (50% off)
Fee for three days: $10,000 plus expenses; special through April 15th $5,000 (50% off)
Annual Team Planning Retreat
Your coach comes to you to facilitate your team's annual, semi-annual, or quarterly planning retreats. Areas of focus you may choose for your team advance include:
· Team goal setting
· Personal visualization activities
· Team unity exercises
· Ideal week schedules
· Systems development processes
· DISC personality training
Follow-up calls at 30, 90, and 180 days facilitate implementation and give accountability to the team. You pay a flat fee, as well as your coach’s travel, hotel, and per diem expenses.
Fee: $5,000 plus expenses; special through April 15th $2,500 (50% off)
Retainer Services Package
Some clients may choose to benefit from the more flexible retainer package, which offers not only one-on-one telephone coaching, but also hands-on help from the coach with the client’s copy writing, marketing, and desktop publishing needs. For a monthly fee, the client will be given access to a bank of hours that can be used for any combination of coaching, consulting, and administrative support. Call for rates.
Executive One-on-One Coaching
These sessions are conducted entirely by phone, with you and your coach working in partnership to break through challenges, set actionable plans for your business, and achieve extraordinary results both professionally and personally. You are responsible for calling your coach, documenting your commitments, and providing status reports on progress made and challenges encountered. Your coach is responsible for helping you get clear on what you want, helping you formulate your commitments, listening for potential obstacles, and advocating your choices and successes.
Because Amy has been deeply entrenched in the real estate industry since 1992, those of you who are real estate professionals receive the additional benefit of hands-on help with specific real estate business tools and techniques, for no additional charge.
Together with your coach, you’ll determine whether weekly, bi-weekly, or monthly calls will best facilitate your growth.
Enrollment: $250 per call; special through April 15, 2008, just $125 per call (50% off)
Onsite Consulting
Your consulting coach travels to your market and office location for the purpose of assessing the effectiveness of your operations in three areas: your team, your systems, and YOU. You will receive a comprehensive report within two weeks making recommendations for specific changes and enhancements in all three areas. Six monthly follow-up calls can be used for facilitating meetings and enacting accountability with team members alone, with you alone, or with everyone together. You pay a flat fee, as well as your consultant’s travel, hotel, and per diem expenses.
Fee for two days: $7,500 plus expenses; special through April 15, just $3,750 (50% off)
Fee for three days: $10,000 plus expenses; special through April 15th $5,000 (50% off)
Annual Team Planning Retreat
Your coach comes to you to facilitate your team's annual, semi-annual, or quarterly planning retreats. Areas of focus you may choose for your team advance include:
· Team goal setting
· Personal visualization activities
· Team unity exercises
· Ideal week schedules
· Systems development processes
· DISC personality training
Follow-up calls at 30, 90, and 180 days facilitate implementation and give accountability to the team. You pay a flat fee, as well as your coach’s travel, hotel, and per diem expenses.
Fee: $5,000 plus expenses; special through April 15th $2,500 (50% off)
Retainer Services Package
Some clients may choose to benefit from the more flexible retainer package, which offers not only one-on-one telephone coaching, but also hands-on help from the coach with the client’s copy writing, marketing, and desktop publishing needs. For a monthly fee, the client will be given access to a bank of hours that can be used for any combination of coaching, consulting, and administrative support. Call for rates.
Friday, January 11, 2008
Ladies and Gentlemen, we have a name!
I have been moved by the sight of lions for as long as I can remember. Whenever we visited my grandparents, we would go to the St. Louis Zoo, and my primary focus was to get over to Big Cat Country and see the lions.
While in the Denver International Airport between business trips back in 2003, I visited an art gallery displaying the works of artist Thomas D. Mangelsen. I came across a stunning picture of a pride of lions traversing a dirt road. Its title was Changing Lanes.
As I consider my purpose for opening this business, I realize that people are at different stages in their business and personal lives. Some are looking to jump into the "fast lane" and explode their business. Others have been driving the fast lane too long and are ready to get in the slow lane. Some are poised to set the cruise control and travel that middle lane. And some are ready to flat out get off the road.
No matter where you're at, Changing Lanes Consulting is here to help you. It's time to get clear on where you want to go, develop the map of how to get there, and enjoy the drive along the way.
While in the Denver International Airport between business trips back in 2003, I visited an art gallery displaying the works of artist Thomas D. Mangelsen. I came across a stunning picture of a pride of lions traversing a dirt road. Its title was Changing Lanes.
As I consider my purpose for opening this business, I realize that people are at different stages in their business and personal lives. Some are looking to jump into the "fast lane" and explode their business. Others have been driving the fast lane too long and are ready to get in the slow lane. Some are poised to set the cruise control and travel that middle lane. And some are ready to flat out get off the road.
No matter where you're at, Changing Lanes Consulting is here to help you. It's time to get clear on where you want to go, develop the map of how to get there, and enjoy the drive along the way.
Thursday, January 10, 2008
Coaching and Consulting Business is Born
Wow, I am still in shock and so excited to be starting my own coaching and consulting company. Many know I am the former Executive Vice President of STAR POWER Systems, the absolute top of the line real estate training, motivating, and educating organization in the world.
Back in 1992, I was recruited into real estate by a local Coldwell Banker office in West Lafayette, Indiana. There I was blessed to be introduced to Cathy Russell, the top producer in the county. I started doing open houses for her, and before any of us knew it, I was on her team!
In November of 1993, I traveled with Cathy to the National Association of REALTORS convention, where she was interviewed by the one-and-only Howard Brinton, founder and CEO of STAR POWER. An incredible relationship was born.
In 1996, after much soul searching, I knew God was calling me to step up to the next level. I reached out to Howard Brinton, and with Cathy Russell's blessing, picked up and moved, with my husband Jeff and 13-week-old (at the time) son Calvin, to Colorado.
What a profound and impactful step that was! We were able to create and successfully launch the renowned STAR POWER University programs (first class was Team Training, November 1-3, 1996); Conference leaped from 970 attendees in Naples, Florida in 1996 to nearly 2,000 in New York City in 2006; and a host of products were developed (I am very proud of developing Changing Markets First Aid Kit, which launched the summer of 2006 and sold over 1,000 units its first year out.
The greatest gift, by far, was the family I gained in the STAR POWER network. You won't find a more brilliant, gifted, generous, sharing bunch of people than the STAR POWER Stars. Some of my best friends have come from this network.
In 2001, both Howard and I decided to get first-hand exposure to what coaching was by becoming trained coaches ourselves. We enrolled in the Academy for Coach Training in Bellevue, Washington, and after five courses and a year of training, we each received the Certified Professional Coach (CPC) designation.
In June of 2002, God brought me my business coach and lifelong friend in the making, Susan McKay. She saved my life. And because of her rare and awesome talent, I have grown to be the coach I am today. Powerful hardly describes the woman.
Hundreds of clients and hours later, I am thrilled to open my own coaching and consulting business, focusing primarily on real estate professionals. I love this industry, and aspire to give back to this network that has been so kind and generous to me.
Back in 1992, I was recruited into real estate by a local Coldwell Banker office in West Lafayette, Indiana. There I was blessed to be introduced to Cathy Russell, the top producer in the county. I started doing open houses for her, and before any of us knew it, I was on her team!
In November of 1993, I traveled with Cathy to the National Association of REALTORS convention, where she was interviewed by the one-and-only Howard Brinton, founder and CEO of STAR POWER. An incredible relationship was born.
In 1996, after much soul searching, I knew God was calling me to step up to the next level. I reached out to Howard Brinton, and with Cathy Russell's blessing, picked up and moved, with my husband Jeff and 13-week-old (at the time) son Calvin, to Colorado.
What a profound and impactful step that was! We were able to create and successfully launch the renowned STAR POWER University programs (first class was Team Training, November 1-3, 1996); Conference leaped from 970 attendees in Naples, Florida in 1996 to nearly 2,000 in New York City in 2006; and a host of products were developed (I am very proud of developing Changing Markets First Aid Kit, which launched the summer of 2006 and sold over 1,000 units its first year out.
The greatest gift, by far, was the family I gained in the STAR POWER network. You won't find a more brilliant, gifted, generous, sharing bunch of people than the STAR POWER Stars. Some of my best friends have come from this network.
In 2001, both Howard and I decided to get first-hand exposure to what coaching was by becoming trained coaches ourselves. We enrolled in the Academy for Coach Training in Bellevue, Washington, and after five courses and a year of training, we each received the Certified Professional Coach (CPC) designation.
In June of 2002, God brought me my business coach and lifelong friend in the making, Susan McKay. She saved my life. And because of her rare and awesome talent, I have grown to be the coach I am today. Powerful hardly describes the woman.
Hundreds of clients and hours later, I am thrilled to open my own coaching and consulting business, focusing primarily on real estate professionals. I love this industry, and aspire to give back to this network that has been so kind and generous to me.
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