Real Estate Carabiner: Part 2

Screen Shot 2014-09-23 at 7.30.58 AM

Otto Herzog’s use of the Carabiner in mountain climbing was based solely on the idea of connection. In sales, a lack of connection may not be as life threatening as it is in the mountain, but it might be close in a business sense. Here are five keys to connection:

1. Be genuine. People want to know the real you, the honest you, the authentic you.

2. Provide massive help. a huge part of connecting with people in the world of sales is helping them. Don’t just help a little, help a lot!

3. Pay unbelievable attention. Sales people talk the talk when it comes to making it all about the customer. The best connection is just that: all about the customer.

4. Persistence pays. The longer you pay attention to someone, the more you lavish attention, the more it pays in the end.

5. Remain unforgettable. In this world of disposable everything, remain connected through repetition of contact. Top of mind awareness is a real thing, use it by staying in touch.

A Better Life: Two Minute Tip 25

Occasionally life  and work can become amazingly simple. A goal(s) can make things clearer. Sometimes all we’d like to do is get/be better. Fortunately, there is a pretty simple three step process to achieve that and it was given to us by Tony Robbins.

First, if you want to be better, you have to have a higher standard. If you want to be “better” then yesterday’s expectations, yesterday’s standard, must be higher. We get what we expect and  that should be reflected in the standards we set for ourselves. Higher standards = higher expectations.

Next, we need to bump up our belief system. We have to give up our limiting beliefs and embrace a new paradigm. A belief is nothing more than a feeling of certainty about what something means to us. In order to achieve a higher standard, we must interpret things differently.

Finally, we need a plan. All the higher standards and bumped up beliefs won’t change a thing until we implement our pathway to whatever it is we’re trying to accomplish. While stuff happens, being better is not an accident. It takes strategy and execution.

Real Estate Carabiner

Screen Shot 2014-09-23 at 7.30.58 AMOtto Herzog in 1911 was the first climber to have used the carabiner device, a metal loop with a spring-loaded gate used to quickly and reversibly connect components. It is an essential component in climbing success. The Real Estate Carabiner equally understands the importance of being able to connect components, whether people, systems, tasks or networks to create a better business. There are three critical parts of the Carabiner: the anchor (you), the loop (others) and the connector (how we reach them) and how mastering all can catapult your business to the next level.

The concept here is simple: The anchor (you) has expertise, a personality, a plan. The loop (others) are buyers, sellers, vendors, affiliates and also family and friends. The Connector is the many different ways in which we attach to and/or reach them. In spite of the enormous advancements in technology, we are still connectors (well at least successful people are connectors). Or maybe Carabiners…..

Much more on this coming soon….

5 Great Tips to Email Marketing

Al Gore’s invention of the internet has allowed for a plethora of time and money saving applications designed to make our lives easier.

How did we ever find anything before Google? Then, there’s Facebook, certainly that has made your life easier. Where else can you hang out with your friends and everyone else on the planet and unapologetically have your privacy violated at every turn. But I digress.

For agents, as well as civilians, one of the greatest advancements has been email.

It’s a fantastic way to stay in touch, communicate important information and market your business through the power of email connection.

There are countless venues for delivering an email marketing messages: constant contact, mail chimp and bombbomb to name a few.

Maybe in a future tip, we’ll explore some of the better ones. For now, let’s focus on simply sending better email marketing with five tips to sending email marketing that gets results.

It’s Halftime: Tip 22

Yesterday marked the halfway point of the year. It’s halftime so to speak. So, how’s the game going so far? You winning? Losing? Not keeping score?

While it’s a pretty good idea to consistently monitor your goals throughout the year, halftime is a logical time for an in-depth check and maybe some tweaking, restructuring or ditching. Some of your goals are right on the money. You’ve done the work and are seeing the results. No problem with those.

Occasionally, at halftime, we see that our goal will be nailed by such a large margin or so soon that maybe we need to raise the bar a little higher. If that’s the case, congratulations to you. On the other hand, there may be a goal or two that even though half the year remains, it’s pretty clear it’s just not going to happen.

Take a moment; reflect on what occurred to put you in that spot. Maybe the goal was too high, maybe the setbacks were too damaging, maybe you weren’t as committed as you could have been. Then, if it’s the right choice, either dump or tweak the goal. There is no shame in re-examining where you are headed. In fact it is essential

Creating The Possimpible

Screen Shot 2014-06-30 at 7.31.00 AMIn his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three step approach to marketing your product or service(s).

 Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). This occurs most often in budding businesses where the product or service is unique or new and customers will accept minimum standards. In fact, Beckwith calls this stage, the Accepted Product.

 This is fine until competition emerges. Once there is competition, the product or service must evolve to stay alive. Take the Department of Motor Vehicle in most any state (or as Rodney would say, “take my DMV, PLEASE!”). Here is an establishment that has the corner on their market. Routinely customers are placed on hold for LONG periods of time, take a number to be granted the privilege to wait for HOURS more, and if they survive long enough to have traversed the gauntlet of time marking tedium they are greeted with someone who treats them like intruders (and that’s when it’s a good experience) .

Step Two is where competition has entered the scene. Competition creates a need to listen to the customer, listening creates refinements and improvements. Beckwith says answering customers needs is the driving force in this second step. Unfortunately, this step represents the top rung on most companies service ladder. Most will tread water here forever.

Disney, Lexus, the Ritz Carlton and Nordstroms are some of the few that have ventured into Step Three. Here is where the company has created products and services that have gone beyond meeting customers expressed needs. How can we improve is no longer the question because the customer has run out of ideas for refining. If a company dares to soar into this airspace, they must be prepared to surprise their customer. Surprising the customer is the driving force of Step Three.

This only sightly charted territory, is the domain of the few. You get there by looking to do things that are GASP-worthy. And once you have the customer’s GASP, you look for ways to get it again. And again…

You and/or your company must go, as Barney Stinson, of How I Met Your Mother, said, to “the place where the possible and the impossible meet to become the Possimpible.” Beckwith has identified the progression, Stinson has provided the vision. Only we can take our businesses into Possimpibleness.

Beckwith said, “Create the possible service; don’t just create what the market wants or needs. Create what it would love.” Stinson said, “Nothing and everything is possimpible.” Here’s to them both…

Butting Into Your Life: Tip 21

The real estate business is high pressure, high anxiety, high stress, not to mention a lot of work. To be able to function at your best: to be practicing what we like to call full engagement, takes it’s own special kind of effort. So with your permission, let’s talk about your LIFE!

To be at your best, you have to be….well…. At your best. There are a plethora of areas in which we could go here: mental calmness, focus, strength training or just plain PLAY. But I want to go down the road near and dear to my heart: cyclical aerobic exercise.
Cyclical aerobic exercise. Things like aerobics, swimming, cycling, rowing, dancing, walking or my favorite: running.

20-30 minutes a day, 3-4 days a week and you’ll notice a big difference (and please consult your physician before engaging upon a new or strenuous physical activity program).

The benefits of aerobic exercise are many, but this video will focus on SEVEN.

Two Minute Tip 20: 5 Tips for Prepping Homebuyers

Working effectively and efficiently with buyers in any market can be a challenge. Those of us firmly impeded in seller’s markets understand that low inventory, escalating prices and multiple offers double the excitement.

Having a fully prepared buyer in this type of market is one of the keys to success. This video covers five things you should be discussing to prep your buyer to win.

Two Minute Tip #19 BombBomb and Chatty Agent

In my busy-ness teaching classes, coaching agents, and working on building my own business, I have been fortunate enough to come across two pretty cool things I’d like to share:
BombBomb and Chatty Agent.

BombBomb is a video email application that allows any agent the opportunity to reach consumers in a high tech/high touch manner.

A chatty agent subscription places that wonderful little chat box on your website so that the next time a buyer or seller visits, they can interact 24/7 with a real live person (that, by the way, doesn’t have to be you).