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 focus. Show all posts
Showing posts with label focus. Show all posts
Tuesday, February 26, 2008
Thursday, February 14, 2008
Coping with Chaos
“I work long days and never seem to catch up. I’m constantly distracted by thousands of things running through my head that need to get done. I’m full of anxiety. Help!”
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.
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.
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.
Thursday, January 17, 2008
Stay on Track - Bad Days are a CHOICE
We've all had them - the proverbial bad days. For me, they come few and far between. When they do hit, I know it's critical to go to a positive source and re-center myself.
Top-producing agent and dear friend Russell Shaw from Phoenix is one of those sources. He's the kind of guy you can't be around one minute without at least giggling just a little. Russell is the embodiment of positive
attitude.
Check out his blog post from yesterday. It's truly beautiful and inspiring. Bookmark it and go back to it when you're having a "bad day" and you'll be reminded how blessed your day actually is.
Hug someone today; smile at a stranger; make the minutes count!
Top-producing agent and dear friend Russell Shaw from Phoenix is one of those sources. He's the kind of guy you can't be around one minute without at least giggling just a little. Russell is the embodiment of positive
attitude.Check out his blog post from yesterday. It's truly beautiful and inspiring. Bookmark it and go back to it when you're having a "bad day" and you'll be reminded how blessed your day actually is.
Hug someone today; smile at a stranger; make the minutes count!
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