Beth's Blog

 Good Morning, Everyone!

I will be out of the office today. In a previous post I mentioned the value of peer partnering and I will be spending the day with one of mine, Marcus Jaffe. Marcus is the Team Leader in Washington, DC and he has a very busy day planned for us! I will not only get to sit in on his ALC meeting (a very high functioning group, by all accounts) but I will also “shadow” him as he meets with two potential recruits – a mega agent and the owner of a property management company who wishes to obtain her license but will most likely refer listings out.  I’m excited about what the day may bring  - DC couldn’t be more different than Bel Air and I’m anxious to see if I’m overlooking opportunities due to a preconceived mindset or notion I may have. You know what I mean…how many times have you heard “oh, that will NEVER work here!” Well, I figure why NOT try something new? Doesn’t this challenging marketing require a willingness to do whatever is necessary to take each of you to maximum productivity? I’m on board, are you?

Since it is Wealth Building Wednesday (and I hope you all are regularly visiting that site for tools and inspiration), I’d like to focus this morning on POWER PHRASES that should be integrated into your listing presentations and buyer consultations. These phrases, when used properly and backed with current statistics and supporting evidence, will establish you as an AUTHORITATIVE EXPERT, quickly earning your prospect’s trust and business. When coupled with your UVP (Unique Value Proposition), you will be able to confidently ask for and retain the compensation you are worth. More compensation = more opportunity for wealth!

POWER PHRASES THAT WORK

·         “Market conditions dictate” – as in “Market conditions dictate appropriate pricing right from the start in order to sell your home in your desired time frame”

·         “We know that” – as in “We know that over 80% of all buyers are looking for their home on the internet, and that’s why my marketing plan so heavily relies on web exposure” or “We know that there is tremendous competition out there, so your home must show exceptionally well and be well priced!” ***think about the word “we” – isn’t it already establishing your partnership with the client?***

·         “In my experience” – as in “I understand, Mr. Smith, but in my experience, you’re less likely to get anywhere near what you want for your home if you overprice it to start with. Can you afford to test the market under these current conditions?”

·         “Statistics prove” – as in “Statistics prove that a home that is clean, de-cluttered and professionally staged sells in half the time for 6% more, on average”

·         “I’m certain you’ll agree” – as in “After we discuss your goals and my plan to get you there, I’m certain you’ll agree I’m the best agent to represent you”     

We will role play using these phrases and others at a later date…the first person to add 2 additional power phrases to our list will get a $5 Starbucks card! Please use the format I have used above – the suggested phrase, then in a sentence. Add to blog comments below.

Thanks for your input, and have a great day! Beth

Good morning, y'all

Yes, I know, I was on a roll yesterday, posting two blogs - please read them both if you haven't already - but this morning I'll make it short and sweet!

I try to remain on the lookout for marketing tools and tips for you that will give you credibility and truly benefit your clients. Here's a site I'd like you to visit - don't delay!

www.LowesRealtorBenefits.com

This site will allow you to register your folks for coupons, magazines, and more! In addition, you can purchase gift cards at a discount and receive their daily emails with relevant, informative articles and tips for supporting and growing your business. I have used it for a couple of years now and I think it's great. Get in the habit of putting this on your initial "to do" list when you take on a new client and make it a standard of practice.

Here's another tip: Need a reason to call your sphere during Power Hour? Call to say hello and ask if you may register them for the Lowes program. Even if they have closed on their home, they can receive the magazine and coupons - you are offering them something of real value!

This program is FREE, guys, FREE. So tell me why you won't include this in your arsenal of tools? I'd like to hear from those of you who do register, so please comment below. Thanks, and have a great day!

ps. Tim and Carol Eckels, associates at Long and Foster Bel Air Central, lost their son Chris Monday. His viewing will be held this afternoon and this evening. Please call me or Jen for more details, and please keep this family in your prayers. They are, of course, devastated by their loss and we mourn along with them.

Hello, everyone!

I gotta tell you, it warms my heart to witness -firsthand- collaboration, cooperation and creativity. So to Janet Garinther, Louise Costello and Robin Sullivan, I say BRAVO! Your broker's open, held today in Churchville, was fantastic. For those of you who have never held one, here's why it was so good:

• The homes were all close to each other, each right off of Rt. 136
• The event was sponsored by some outstanding, reputable vendors, including Wells Fargo, National City Mortgage, Key Title, Title Point, Halls Septic and others - who offered fun games and great giveaways.
• Each home was listed by a different brokerage  - which allowed for a larger pool of agent attendance.
• The agents were given the incentive to visit all three homes...the poker hand idea was great!
• Yummy food!
• It was thoroughly and thoughtfully promoted.

Here's what I loved - these listings are brokered by Prudential, Long and Foster, and of course, KW - but I saw Coldwell Banker and RE/MAX agents there as well. Doesn't this truly benefit the seller? You betcha - agents were filling out feedback forms and discussing the price, condition and features of these homes - this is all stuff the seller needs to hear! And what else? These smart listing agents are setting a standard AND creating a better sense of community among all agents. In these challenging times, we need that.

Here's what disappointed me...our market center was seriously under represented at this event. To Deanna, Patrice and Di - thank you for showing Janet and the other agents your support...but where were the rest of you??? Not only would you have had fun, you would have learned a few things. I hope that in the future you'll set aside the time to attend. One day you'll be hosting an event and you'll be relying on your fellow agents...so remember, you gotta give to get!

To our hostesses: You should be proud of what you have done, and your sellers are fortunate to be represented by you. 

Beth

POWER HOUR STARTS MONDAY, AUGUST 4TH AT 9AM SHARP!!!  DON'T GET LEFT BEHIND!

Good Morning, everyone! Just wanted to remind you that you have a fantastic opportunity to generate leads and increase your productivity and profitability by participating in our newest weekly event: POWER HOUR!

Join Di Mahaffey and Sybil Shipley as they introduce you to this awesome sixty minutes. Monday you will:

• Watch a Power Hour Video so you can learn more about what's in store
• Learn and practice some easy and effective scripts
• Make 5 phone calls to contacts in your database - so come prepared
• Have more fun than you imagined - really!

ALL of you need more business, and ALL of you need a consistent lead generation system. Why not develop a habit that is supported by your peers, will get your day started off right, and earn you more listings and buyers?

BUT WAIT! THERE'S MORE! WE'LL BE TRACKING YOUR ATTENDANCE AND PROGRESS, AND ONE LUCKY WINNER WILL RECEIVE A FREE CAR DETAILING, WORTH $190!

I've seen your vehicles, and trust me - you NEED to win this prize! Be there on Monday for complete rules and conditions to win.

Be part of the the great energy we're creating here...YOUR PARTICIPATION MATTERS!

Have a wonderful day! Beth 

ps. PLease stop by Janet Garinther's progressive Broker's Open today in Churchville. Check your KW email for the flyer and more info...support your fellow associates!

Good morning, y'all!

It's looking like a gorgeous Saturday, so I'm hoping each of you can get out there and enjoy it! If you are working, great - you'll be able to views homes with optimum natural light and truly appreciate features and ammenities. Family time? Even better! Outside? Don't forget the sunscreen!

At last Tuesday's sales meeting I commented on everyone's love of The First Time Buyer. I believe I went so far as to say that if I heard "oooh, I love FTB's" one more time I was gonna lose my lunch ( I said it with love, guys! LOL). This morning on BloodHound Blog I came across this post and YOU NEED TO READ IT! Just one man's opinion, but it offers a pretty smart perspective, if you ask me:

http://www.bloodhoundrealty.com/BloodhoundBlog/?p=3503

And since he addresses how and WHO you should you be focusing your efforts on, I'm copying another article I read this morning regarding effective blogging. I KNOW I AM BEATING YOU OVER THE HEAD WITH THIS... but if you commit to this in some way, shape or form you will:

1. EARN REFERRALS
2. ESTABLISH YOUR CREDIBILITY
3. RAISE YOUR PROFILE
4. SERVE YOUR SELLERS -AND BUYERS - BETTER
5. MAKE YOUR TEAM LEADER HAPPY

Okay, number 5 may sound like it's about me, but it's not - it IS about you! What makes me happy is seeing each of you becoming more and more successful. This stuff is EASY, FREE and RELEVANT!!! Why aren't you stepping up and taking advantage of these tremendous opportunities?

Many of you did attend the blogging/social networking class, and the most improved award goes to our own Deanna Zaganas. She has been branding herself and blogging on Active Rain. You go, girl!!! I'm proud of you! Keep up the GREAT work! 

So here's the additional article...have a wonderful day...your comments are appreciated! Beth

Blogging Made Easy - Tips for Real Estate Professionals

Posted By Kayla On July 24, 2008 @ 11:14 am In Business Development | Comments Disabled

Today can be the day when you turn your business around!

Today can be the day:

• that you commit - seriously commit - to market center and regional training. Top producing practitioners are learning based individuals who understand that knowledge is king!
• that you start building (or adding to) that database and appreciate the value of each and every contact you have in your sphere.
• that you "dig into" the tools that KW provides you with. You'll find these tools on the KW intranet and in our market center.
• you'll accept that no one succeeds alone! A mentor, a peer partner, your preferred providers - all are what successful business owners rely on to get ahead.
• you'll embrace the web 2.0 world we live in - and know that you MUST establish that internet presence in order to lead generate, establish your credibility and better serve your clients.
• that you write down your plan, your goals, your dreams. Then share it - be accountable - put it out to the universe - AND EXPECT RESULTS!
• that you acknowledge that LISTINGS are the foundation of your business. If you want buyer leads - if you want more listing leads - you need signs on the streets. Listings make the phone ring! And at KW, those phone calls belong to YOU!
• that you'll ignore the media, the nay-sayers, and those negative co-op agents you may come across. You will survive - and thrive - because you are committing to habits and practices that will insure your success.
• you'll know that your Team Leader is here to serve. I am. Your dreams, growth, and success matters to me.

Believe it! Beth

Whew! What a busy couple of days...meeting and phone calls and e-mails - OH MY!!! So much great activity and energy - it's so exciting to be a part of everything happening at our market center.

It's "wind down" time, Wednesday evening, and I'm sitting here wrapped in this feeling of real connectiveness. At four weeks into this position I have met individually with 20 of you - and I'm really, really glad that I've made this time a priority. You have shared your goals, suggestions, fears and strengths. You have provided many a "lightbulb" moment and I'm thankful for your trust and candor. I'm excited about what lies ahead: cheering your successes, coaxing you outside your comfort zone, fierce conversations and cultural collaboration.

I'm also struck by the fact that while outwardly we may all appear very different, we stand on common ground. The similarities we share - our struggles, hopes, interests - far outweigh our differences. We should remain mindful of that - especially when we might be feeling misunderstood or alone. Together, everyone achieves more... and this team, OUR team, has the ability to thrive. Let's remember to reach out to each other...seek first to understand...support the dreams and efforts of your KW family members, and KNOW THIS- what you put out to the universe will come back to you in amazing, positive ways!

Beth

Happy Marketing Monday, everyone! Hope y'all had a great weekend - was it hot and humid enough for you? It was brutal! As I'm working on this post (actually Sunday evening) I'm hearing a few rumblings, so I'm wondering if a t-storm is looming. My lawn could use it, so bring it on!

Please give a warm KW welcome to Ashley Cox, our newest associate! Ashley comes to us with a successful background in new home sales and excellent customer service skills. She's a great resource should you have any questions regarding the new home buying/building process. Make it a point to say hello and offer your assistance as Ashley becomes familiar with our market center. HEY ASHLEY - we're delighted to have you on board!

So down to business...and this post is gonna be a long one, so grab your coffee and give me 5 minutes, ok? Today I want to talk to each of you about your Marketing Mix - and why stepping it up a notch is so critical during this challenging market.

This business requires you to market yourself, as well as your listings. Why? Because marketing = name recognition = credibility. As you market your listings, you are given the opportunity to further market yourself and build your brand - so don't ever let that opportunity pass you by! People want to do business with those they perceive to be successful and professional; think carefully about what you do to promote yourself and how it may be received by your intended audience. EVERY ACTION COUNTS. And once you have determined what works best for you, do it consistently - and keep samples of everything you produce and distribute. Assemble a marketing book to share with buyers and sellers - SHOW them what they'll get when they hire you!

Put yourself in the seller's shoes, and ask yourself "how would I want my home marketed?" Chances are, you'll hear:

• on the web - and this one is easy. You'll take and upload as many pictures as possible on the MLS and KWLS. You'll have 4 photos (FREE) on Realtor.com - more if you pay for enhanced listings. You'll claim your listings on Trulia and Zillow, and after going to Postlets.com (FREE!) or ListingDomains.com (very reasonable) you'll upload your flyer and add it to Craigslist and Active Rain (FREE!FREE!). Your own website will also feature this property, and of course, all of your materials will direct people to your site!
• in print - it DOES matter. It matters to your seller. They want to see their home in print, and here's what CAREFULLY placed print advertising does for you - it establishes your profile and builds your credibility. Do it right - do it consistently, and include, whenever possible, your photo and/or other branding items. Other ways the home - and you - get promoted in print? Flyers and brochures, even custom business cards that specifically promote the home on one side, your contact info on the other. Make them look better than good, guys - the days of "look what I made on my computer" are over - when there are so many resources available to help you produce high end materials that cost less!
• direct mail - I prefer a "Just Listed" flyer to a postcard, and here's why...if you partner with someone else - a lender or contractor, for example, you can put a couple of pages of info (like a neighborhhod update, or all of your personal listing inventory) in the envelope and share postage. More bang for the buck, and an opportunity created for your preferred provider.
• to other real estate professionals - feedback is so critical to your sellers and a well attended Broker's Open is the best way to insure you get some. Do it right - partner with your preferred providers to plan a really nice event, with a high end lunch and some enticing giveaways. Prepare feedback forms and have plenty of pens available so filling them out is easy. Request business cards (for your giveaway drawings); enter all e-mail addresses into your database and send a thank you for attending. Copy the business cards and give the copy to the folks who helped you pull off the event. Inviting agents is easy - I have always used Circle Pix for my virtual tours, and what I love is the ability to send an e-post card of that tour to my database. I announce the broker's open (as well as price reductions) in this way. It looks very high end and the sellers LOVE IT. Build good will - reach out to the other agents with active listings in the same community and make it a PROGRESSIVE OPEN. You'll see even more agents turn out and your clients will be thrilled.
• the old fashioned way - and this would include yard signs, for starters. Have it installed promptly. Riders should include your name and cell number, but you can certainly order custom panels with your name on them and use a rider for another purpose - like your web address, or the exclusive domain for that property. A word about open houses...please help set reasonable and realistic expectations for your sellers. Have you encountered that seller yet who wants you to hold their home open EVERY weekend? I have always been honest with my sellers; "Mr. Smith, the truth is, an open house may benefit me more than it benefits you. Homes generally aren't sold because of them, and we know that anyone - including curious neighbors - may come through. I'll be happy to hold your home open, let's just do it right and make it very special - and that means we'll have it open once every (fill in the blank) weeks, provided I have coverage for you. My inventory won't allow me to be in more than one place at one time, so I'll have someone really fun and enthusiastic to help us."

Now think about how comprehensive all of this is - and how, if presented as a package in a professional format, how POWERFUL it is. You have an opportunity to WOW those prospects by offering more - by being more - than the average agent.

We'll dig deeper into this at next month's listing clinic - but that doesn't mean that you can't start making effective changes to your value proposition and marketing mix today! Questions? Call me or shoot me an e-mail, and have a great day! Beth

Hi everyone - hope you are having a wonderful weekend!

I attended the 2nd Quarter Regional Leadership Meeting yesterday, and I'm happy to report that there are many exciting things coming our way this fall. Included in this impressive list are:

• a Distressed Property Seminar, being held September 23 and 24
• Train the Trainer I, October 14 and 15, with Dick Dillingham
• Quantum Leap/Cultural Summit, October 16, with Dick Dillingham
• ALC Clinic/Retreat, with Holly Perry, November 11 and 12

More information to follow, so stay tuned! Each is a tremendous opportunity!

Enjoy the rest of your weekend. I look forward to seeing you all Tuesday at our next Team Meeting. We'll get started at 10am. Until then, Beth

Yeah, yeah - I know I'm posting this blog at a ridiculously early hour, but I'm so excited I can't sleep! There are so many great things happening in our market center, so many wonderful opportunities to share and take advantage of - it's just awesome!

The August training calendar is now posted on my site, www.BetterCallBeth.com. Find the link at the top of the home page. Check out the following:

• The return of Camp 4-4-3! Camp 4-4-3 - 4 Listings, 4 Sales in 3 months is a foundation upon which to build (or REBUILD) your business. Whether a new or seasoned agent, you'll benefit from these information packed modules, being offered on Mondays, Wednesdays and Fridays from 11-1. Relevant companion classes to follow. Recharge your practice with Camp 4-4-3!
• The start of Power Hour with Di Mahaffey! Our awesome OP will motivate and inspire you through an hour designed to get your entire day off to an incredible, opportunity filled start! You asked for lead generation assistance - you got it!
• 4.5 credit hours of continuing education, including Short Sales and Foreclosures, the Settlement Process, and Non-Contingent Financing in Today's Market. Please provide me a list of those you would like personally invited to these events by August 1. All are welcome to attend!
• Our first comprehensive Home Staging Workshop. This will include an actual hands on staging. Do you have a listing that could use our assistance in order to sell? Is it located within 15 minutes of our market center? If so, please contact me immediately! This fun, information rich session will include comprehensive classroom time then 2-3 hours in the client's home. Teams will be assigned individual rooms; we'll take before and after photos so you can each start a portfolio; perhaps a small team celebration after. This course is limited to 15  people,and the sign up starts now, via e-mail. Don't miss out!  

Also not to be missed are:

• The Inspection Clinic - featuring home, termite, well and septic
• The Appraisal Process - and the impact of the market
• RealFAST Contract Module - thank goodness they're now on-line!
• Contract Clinic with Cleo - take it. Take it again. And again! 
• Thursday web/tech assistance with Tim - the man is gonna help you!

Stay tuned for more info, and check the calendar frequently for updates. Have questions? Please don't hesitate to ask!

Our regional director, Debbie Baxter, will be in the market center this afternoon, so please make it a point to say hello.

Enjoy your day! Beth

It's a wonderful Wednesday!

I was so excited to see all of those who made it to yesterday's social networking/real estate blogging class. Investing those two hours into this critical component of lead generation will truly prove to be time well spent - I guarantee it!

Now that you have been exposed to these sites and have learned how your participation will raise your profile and credibility locally and beyond, it's time to implement!

• Add your photo and information onto Active Rain - and manually add each new listing you take onto your AR blog. The sites that Patrice and Lana told us about (Postlets and ListingDomains - thanks, Ladies!) can be used to build great flyers and then posted on numerous sites, including AR.
• Register your information on Trulia and Zillow. After your listing has been added to the MLS and the KWLS, (and all listing paperwork has been turned in) it will automatically be fed to these sites. You can then "claim" those listings and modify them for maximum exposure.
• Your potential clients will be checking you out via google searches - so check yourself out from time to time, and add yourself to a professional networking site such as LinkedIn.
• CraigsList is a great place to put your open houses and flyers - and it's FREE! Include this site as well on your property marketing checklist.
• Remember to give back to your community - Trulia offers a question and answer forum, and Active Rain hosts hundreds of groups offering thousands of blogs. By offering your input, feedback and advise you continue to exert your expertise and knowledge in your field.So participate, build relationships, and watch those referrals increase.

Let's start tracking our successes in this arena...share your strength!

Have a great day! Beth

Good Morning, everyone - Happy Monday!

I spent a good part of Sunday reviewing our office listing inventory and I was pleased to see the variety - we really can offer something for everyone! Di, Trish and Janet - I smell a great collaborative marketing opportunity - you three ladies have some wonderful luxury homes!

What I want to ask of each of you is to take time today and tomorrow to exercise a little quality control - by carefully reviewing each and every one of your MLS listings.

The data entered into the MLS is your FIRST marketing piece. Don't skimp on the quality and quantity of information you provide!

I'd like you to think about our professional standards for a moment...and put yourself in the seller's shoes. The seller wants to see that you have taken the time to provide accurate and complete information, including:

• Room sizes
• Finished square feet, above grade AND below
• Flooring types
• Complete appliance and ammenity information

And PICTURES - can we talk about PICTURES??? A picture really is worth a thousand words. If you're not providing plenty of quality shots, your listing will get passed over for the one that does. Why? Because there's so much inventory. And it doesn't matter if the property is sold "as-is", needs TLC, or is just plain ugly. You owe this to your seller and to the consumer - and it speaks volumes about your standards. Think about the future sellers you may attract due to the efforts you put into this first, most critical piece.

Let's not forget, too, that your listings are being picked up and repackaged by dozens of other websites, so consider the impression you are potentially making on thousands. Is it good?

I'm feeling great about our market center and the wonderful associates who are fundamental to it's success. Let's each do our part to insure that our work product reflects what Keller Williams stand for - quality, integrity, the best!

Have a great day! Beth

ps. Join me tomorrow in the training room from 10-noon for Real Estate Social Networking - aka "Blogging". This is where internet lead generation takes off! Bring your lap top! We'll have you up and blogging on the nation's #1 RE site before you leave the market center!

Good morning, everyone - hope you all are enjoying your weekend. Whether you're working or kicking back, make it time that counts - BE FULLY PRESENT with your family, friends or clients, responding to their needs, dreams and concerns. Be quick with praise and affection and slow to complain...if you read yesterday's blog post,you understand why I'm saying these things. Life can be very short; each day truly is a gift - so get out there and LIVE BIG!

Power Hour starts the first Monday in August and will be held twice a week. This session is designed to encourage and support you as you develop the habit of consistent lead generation. FORGET WHAT YOU THINK YOU KNOW! If you are willing to step out of your comfort zone you'll discover that lead generation is fun and very, very rewarding.

I will be sharing specifics with you over the next couple of weeks, leading to our first August session. In the meantime, check out this great YouTube video just posted by my good buddy Rick Geha. His market center in Antioch, California has a terrific TL, Jennifer Haus, and an energetic group of associates. It's a riot!

http://www.youtube.com/watch?v=e_KxhHXy2iQ

As I close this blog post, I want to tell how much I'm looking forward to the start of week 3 as your Team Leader. You are inspiring me to serve and work at a level that feels so enriching to me, and I thank you - each of you - for this awesome opportunity. Beth

Please, please, take a moment out of your busy weekend to click on the link below and read this story. I will "pass the hat" (a KW cap) at our next Team Meeting so we can contribute something as an office. Be safe, and hug your loved ones! Beth 

http://troyvanderstelt.com

Good Morning, all!

After two weeks of being on board as your new TL, reviewing our numbers and having in-depth discussions with many of you, I'm convinced that the key to our collective success is getting back to basics - and this starts with consistent lead generation.

Success in this business is no accident. Show me any top producing team or mega agent and I'll show you practitioners who have implemented systems that allow for a consistent stream of leads and referrals.

There's not just one avenue you can rely on, either. You'll never achieve great success expecting floor duty to feed you. Farming? You and a dozen other agents in any given month...it is about developing a plan, committing to that plan, then implementing that plan. Daily!

Will you trust me on this one? Implementing a lead generation plan will set you apart from 90% of the other agents out there, and you will see immediate results! You gotta step outside your comfort zone!

So, now what? Well, stay tuned for the following:

• a Leads to Success planning session, where we will discuss what to do, how to do it, and when!
• Power Hour with Di Mahaffey - twice a week lead generation in the market center PROVEN to capture leads, build morale and develop better sales professionals!
• The return of CAMP 4:4:3 - back to basics! Skills for the new associates, a refresher for the experienced, starting in August
• More blog posts focusing on this topic.

I am excited about seeing you all reap the rewards that lead generation will bring you...only KW offers these great tools and classes to support and encourage you! Are you ready and willing to be successful? Yea? Show me!!!

Have a wonderful weekend! Beth

Good Morning, Everyone!

I’m happy to report that I had a really productive and enlightening day while visiting KW in DC. Marcus Jaffe is a terrific Team Leader and he is surrounded by a pretty spectacular group of people!  I would encourage any associate to stop in and check it out when visiting our nation’s capitol. An urban market center definitely feels different; the building which houses KW is historic and loaded with so much character. The things we take for granted – parking, for example, are in short supply; but they have very committed  people serving on their ALC and the meeting was impressive. I walked away with a lot of useful information and I look forward to sharing it with you

Team Leader conferences start tomorrow. These one-on-one sessions are so important to me and I thank you for your willingness to meet with me promptly. 15 of you have signed up so far – wow! That’s great! The rest of you…I ‘m still waiting…

Please be prepared to share the following when we meet:

·         Your vision for your practice

·         Your last six months’ production

·         What you feel you need to take your business to the next level

·         Where you see yourself one year, three years and five years from now

·         Your recommendations for a better market center.

Give it some thought; remember, we’ll be spending 30 minutes together. In addition to business, I hope to learn what you feel passionate about – what makes you “tick”. Feel free to bring family photos, or even your inspiration board if you’d like. I’ll serve you better if I understand you at a deeper level!

Thank you, and have a wonderful day! Beth

Hello everyone!

THANKS TO ALL OF YOU WHO ATTENDED TODAY'S MEETING!!! You made me feel so welcome and I really, really appreciated it!

Since it's meeting day I'm gonna keep this post short and sweet. Do any of the following sound familiar?

• Active Rain
• Localism
• Trulia
• Bloodhound Blog
• Agent Genius
• Zillow
• Linked In

If the answer - to ANY of these is "no", then RUN - do not walk - to your nearest computer. OTHER AGENTS are getting the leads that should go to you!

I'm just sayin'!!!

Have a productive, happy day - you inspire me! Beth

ARE YOU A SECRET AGENT?

Good Morning, all! Hope everyone enjoyed a wonderful weekend and is facing Monday with a renewed spirit of “let’s go out and make things happen!” Expect my Monday blog posts to focus on all things MARKETING – and for my first Marketing Monday post, we’re starting with the basics.

After viewing our market center web page, I discovered plenty of opportunities for improvement and growth. Hey associates – WHERE ARE YOUR PHOTOS?

A professional photo is absolutely essential in this competitive market, and here’s why:

· The industry is now internet driven, and web surfers not only want to find you, they want to connect to you. They want to place a name with a face. Think I’m wrong? How many homes get passed over – not shown - when there are no photos associated with the listing? It’s no different with agents – and with so many opportunities to promote yourself and market your listings on the web, you’d be crazy not to go for MAXIMUM exposure!

· Keller Williams Realty says ‘It’s all about YOU.” YOUR business, YOUR brand. NOT the KW logo…you need to build your brand with your identity, and that means your photo, please – everywhere possible. You cannot nurture and grow a successful practice without establishing a profile for yourself, and in order to raise it, (consistent) self promotion is in order!

· A picture IS worth a thousand words – and yours can say plenty about who you are. The right photographer will capture your spirit, energy and demeanor, and when the final product is integrated into professional marketing materials, you’ll have a package you’ll be proud of. A bonus - you’ll be more confident, and confidence is something we all need when facing a potential client!

This also speaks to our individual and collective standards. We aspire to be the best, and our work product, whether it be a listing presentation, an offer to purchase, a marketing brochure or a web site should reflect our commitment to excellence.

For those of you who have a head shot but haven’t posted it to the web roster, please do so immediately! Feel free to contact Tim if you need further instructions.

If you are without a photo, please make arrangements to have one taken and let Tim know when to expect it. If you need assistance, please let me know!

Before I close, I'd like to ask you all to give a warm KW welcome to Kim Amrein, our newest sales associate! Kim, a capper, comes to us from Long and Foster and is certain to bring much energy and professional integrity to our market center. I have had the privilege of working on a couple of transactions with Kim in the last year or so and I can tell you that she's one shrewd negotiator (hmmm...I smell a Negotiation Clinic brewing!) and truly looks out for the best interests of her clients. I expect Kim to be quite visible around the office, so please take a moment to introduce yourself and get to know this wonderful addition to KW American Premier Realty.

See you tomorrow at our 9:30 Team Meeting...until then, enjoy your day! Beth

Our roles as parents, homeowners, friends and real estate practitioners require us to juggle many responsibilities and develop effective time management skills. As I contemplated my own situation and how my new role as Team Leader will mean some adjustments (and negotiation!) on my part, I thought "I schedule so many things, am I ready to schedule time to insure my success in my new role?"

For this Team Leader, the answer is yes! I am ready and willing to do whatever it takes to insure that each of you are productive and are building profitable businesses. As accountability is something we value in the KW system, I want to share you with you my plan, and offer suggestions for you as well.

My Success Plan includes time being scheduled for the following:

• Coaching - to help me establish goals, work on what I consider to be barriers to functioning at the highest level,
• Consulting with Peer Partners - I am in relationship with two Team Leaders who are leading successful market centers, and through phone calls, emails and "shadow days" I'm certain to learn many things that can be applied here at home!
• Classes - I love attending our regional and international training sessions and this is something I will continue to dedicate time to. Not only do I walk away with new skills and systems I can implement in my daily life, but I expand my network - and this allows for more peer consulting, more exposure for our market center, and more referrals!
• Accountability Sessions - the KW model empowers the Team Leader to do just that - lead the market center - but the TL does report and answer to the OP. My scheduled accountability sessions with Diane will insure that our collective goals are being met, and that I am performing at a level that will allow me to grow further in the KW system.

So how about YOU? Are you investing and scheduling the time needed to be successful? It doesn't need to involves huge blocks of your day or even money - but it does require your desire and motivation! Imagine the impact just one new action could have and consider implementing a few of the following:

• Get a peer partner! So much can be gained and learned by aligning yourself with a buddy to accomplish common goals. Schedule time to discuss challenges, role play, share what works, shadow each other at listing presentations, etc.  - and commit to keep each other in a positive frame of mind!
• Commit to learning! This business requires much  - continuing education, tech training, etc. - Need I remind you that your licensing class did not teach you how to develop and grow your practice? There are SO many opportunities available to you, here at the market center and beyond! Decide how much time you're willing to invest each month, allow yourself to be accountable to someone for it, and SHOW UP! (By the way - don't forget to budget for it when you are writing your annual business plan - as some classes, workshops and seminars will require a financial investment. REGISTER FOR FAMILY REUNION! It rocks! Talk about bang for your buck!!!) And don't forget about the amazing opportunities available to you via the internet...KW offers many, many courses that will allow you to learn at a time and location convenient to you.
• STUDY YOUR MARKET. BECOME THE EXPERT! Can you tell a stranger how many months of inventory are available in a certain neighborhood? Average days on the market? The most recent sale? Being armed with this information is not only smart - it's essential! And it's easy to get! Spend some time on MRIS every day!
• Take Time Management with the 4-1-1. Plan on seeing this class offered in the market center soon and sign up!

Do you have additional suggestions? Please share, and make it a great day! Beth

ps. I look forward to seeing you all at our Team Meeting this Tuesday at 9:30!

Hello everyone!

I hope that everyone enjoyed the 4th and had a great time with friends and family. I hate to admit that I actually enjoyed the silence around the house...my children are with their grandparents for two weeks, and yesterday was Day 1. Trust me, I'll be singing the lonely momma blues by Tuesday - but until then, I plan on working hard as your new TL getting new systems and programs in place in order to maximize your productivity and efficiency.

At Tuesday's meeting I will be distributing a sign up sheet for one on one consultations. These 30 minute sessions will enable me to:

• meet those of you I haven't been introduced to yet
• learn where you are with your business and where you desire to be
• what I and the market center can do to help you attain your goals

Until then, I'd like for you to really define your business and answer these questions as honestly as possible:

• Am I passionate about a career in real estate?
• Am I learning based, seeking to improve my skill set and knowledge by participating in classes and other opportunities to establish my expertise?
• Do I help my fellow associates in the industry and myself by attending public and brokers opens and offering feedback?
• Do I contribute to the energy of the market center with my presence and participation?
• Do I need coaching and accountability?
• Do I need a change of attitude? Am I positive, skilled and confident? Could I be?
• Is it me, or is it the market? Am I a victim, or am I victorious?

As Team Leader, I am responsible for the productivity of the market center and that starts with each of you! I want to know each of you well and I want to help each of you reach your goals...I have pretty big goals myself and I won't attain mine unless YOURS are met first. Remember - I work for you, and it's only through dialog and relationship that I will come to understand where you are in your path and what you need. So please, PLEASE - sign up for your session Tuesday, or shoot me an email and we'll get together. This is important stuff and your willingness to take this step is appreciated.

Thanks, everyone - the wave of change is upon us...are you gonna ride it? Beth

Just Who Do You Think You Are?

I hope you all are excited about what I'm sure will be an awesome partnership!

I am delighted and thrilled to have been selected to be your Team Leader, and I look forward to serving each of you as you grow and prosper in this business.

This entry was originally written and posted by me on Active Rain in January '08; I hope you find it to be thought-provoking and relevant.

It may be met by a "DUH!" by some of you more seasoned folks out there, but any thing you can add would be greatly appreciated. Let's make today the day we extend ourselves to others and share a little about what we know!

I have been fortunate enough to have trained, coached and mentored dozens of agents and I gotta tell you that I am often stunned by the mindset that the majority of the "newbies" possess. Yeah, they get the part about commission, they get the part about climbing that ladder, but they miss that one key piece that can be absolutely EMPOWERING.  And once you wrap your head around it you will be more confident, more capable of asking for those hard earned commissions without apology/negotiation, and more willing, I think, to get out there and make it happen.

Just who do you think you are? Please, please don't say "I'm an agent." And don't say "I work for XYC Real Estate Company", either. Try this on for size:

I AM A REAL ESTATE PRACTITIONER.

That's right - you OWN your own practice! Just like doctors, attorneys, accountants - you are the owner of a business and a designation that requires you to remain educated, ethical, and committed to a standard of practice. If you start thinking of yourself in this way, I guarantee your whole demeanor will change in front of potential clients and you'll find you'll earn that listing or buyer without having to compete. 

Consider this:

• Doctors, lawyers and accountants don't negotiate their fees...and when's the last time you asked them to? Why, because we are conditioned in this society to hold them in high regard. Because they are educated (so are we), they have lots of expenses (so do we) and they are an expert in their field (yeah, and SO ARE WE!!!)
• Practitioners grow their businesses through relationships...and so should you. When's the last time you saw your accountant on a billboard? Do you think a physician is paying for Internet leads? They're not conditioned that way...they are taught out of the gate to grow their practices through referral and service.
• Practitioners learn the "business of doing business" - and you can't afford not to. It's a shame, really - most RE licensing courses teach you how to pass the exam, most brokers show you some basic farming techniques, but you're on your own in terms of establishing your practice. You MUST devote time to a business plan. You MUST spend time with an accountant and an attorney to understand your liabilities and responsibilities and you MUST consider this to be an integral part of being in this industry.
• Practitioners specialize - and when they do, they are met with a higher perceived value by the consumer. I don't know about you, but I don't want to see the " I can fix it all" doc or the general practice attorney. I want that professional who knows more about one area than anything  - and anyone! -else. There comes a point in time when med students are asked "what are you going to specialize in" and if you haven't done it yet, you need to ask yourself the same question! Why? Because your perceived value will be higher. You can free up time by dedicating yourself to a niche you enjoy. You can market yourself more effectively...need I go on?
• Practitioners know they are building something of value, that can eventually be sold. My dentist recently moved so that he could fulfill his purpose - to work in an area where he would care for  those who are indigent and underprivileged. How did he do it? He sold his established practice! What a win-win! The new dentist came in, maintained the same standards and commitment, managed the same database, and is busy and happy. You can do the same thing! If you sow those seeds, build that practice over time, you too can reap big rewards down the road.
• It's called a "practice" for a reason - because it's not a destination you will reach; you keep working and learning and getting better at what you do. What will you do this week? This month? This year? Are you committed to serving your clients and community better by engaging in the practice of real estate?

I hope these points make some sense to you. Your success in this remarkable industry is yours for the asking, and I wish you happiness while you attain it - remember, I'm here to help!

All the best ~

Beth

ps. Let's all give thanks today for being fortunate enough to live and thrive in this great nation. Happy 4th of July to all of you!