Basketball-Cheese-& Your Future in Real Estate

The “Steamboat Story”…

…Moral of the Story:

“The machine will not adapt to the user. The user MUST adapt to the machine…”

3+ Great Books

#1: Good to Great …Why Some Companies Make The

Leap…and Others Don’t

By: Jim Collins

(best page…203)

3+ Great Books

#2: Selling the Invisible …A Field Guide to Modern Marketing

By: Harry Beckwith

• “What Clients Love”• “You Inc.”

3+ Great Books

#3: QBQ! The Question Behind the Question (What to Really Ask Yourself)

By: John G. Miller

3+ Great Books

+ Live and Learn and Pass It On

By: H. Jackson Brown

Live and Learn and Pass It On

I’ve learned that my father lets me do things my mother would never even

think about.

Age 13

I’ve learned the great value of the three Fs: forgive, forget and forge ahead.

Age 47

I’ve learned that you should never leave home without a sense of humor.

Age 69

I’ve learned that I should always laugh at my dad’s jokes no matter how

lame they are.

Age 13

I’ve learned that you should never hit a pile of dog-do with a weed whacker.

Age 39

I’ve learned that it is okay to give advice but you shouldn’t expect

anyone to take it.

Age 86

I’ve learned that the worst thing in life to be without is love, but toilet paper

comes in a close second.

Age 59

I’ve learned that you can miss a lot of good things in life by having the

wrong attitude.

Age 82

I’ve learned that there should be an Eleventh Commandment - Thou shalt

not whine.

Age 62

Today’s Topic…

• Basketball

NCAA

Basketball Court

NCAA

Basketball Court

Today’s Topic…

• Cheese

Today’s Topic…

• Your Future in Real Estate…

…What is success?

Definition of Success:

• At age 3, success is not wetting your pants.

• At age 5, success is having friends.

• At age 16, success is being able to drive.

• At age 20, success is having sex.

• At age 35, success is having money.

Definition of Success

• At age 55, success is having money.

• At age 65 success is having sex.

• At age 70, success is being able to drive.

• At age 75, success is having friends.

• At age 80, success is…

…it DEPENDS

12+ Trends, Beliefs, and Issues to Consider

#1: Mastering the Game During Times of ______!

#1: Mastering the Game During Times of CHAOS!

4 Simple But Proven Steps:Step One: Call a “time out”Step Two: Slow it down

…for your sake …for the sake of ALL others

Step Three: Break it down …what needs to happen to get RESULTS?

Step Four: Focus on what you can control and/or influence

A Sample of “What to Really Ask Yourself”

• Do I regularly call time outs as needed?

• What needs to happen to get the desired results?

• What do I control and/or where might I be influential?

#2: The ____ Deficit…

#2: The Trust Deficit……Safety Please

• The Big Three Questions -Can I trust you? -Do you care about me? -Are you committed to helping me

solve my problem?• The Blank Check Test

#3: The Truth About Technology…

• A blessing and a curse• Instant obsolescence• Competitive advantage?• But, the real bottom line…in the end is… …you’ve gotta have_____!

#3: The Truth About Technology…

• A blessing and a curse• Instant obsolescence• Competitive advantage?• But, the real bottom line…in the end is… …you’ve gotta have GAME!

#4: ____ News…___ News…the _____ Effect

#4: Good News…Bad News…the Media Effect

• What sells?• Which travels faster?• Are more people today up-beat or down

and out?

Pardon the Interruption

A Few Quickies…

Board of Directors1. 2. 3. 4. 5.

What were the top five issues/items buyers most wanted their agent to help them with?

#5: Help with “How much can I afford?”

#4: Help with paperwork

#3: CMA (Price/Value)

#2: Negotiate

#1: Help finding the right home

•All listings that expire each month expire on the 25th…

•Lunch Bunch…Top 24…on purpose

•The 30 Second Drill…

•A+ Program…

-Goal…land one per month

-Plan…visit one per week

Now, back to the program

#5: What an __________!!!

#5: What an Experience!!!

• Gourmet Coffee• Tuna Lady• Doug & Gary• Now the question:

– What might I do to enhance the experience?

Phillip Morris PS

Years ago Philip Morris bought Kraft for 12.9 billion…1.3 billion was tangible assets…11.6 billion was “GOODWILL” as defined by the accountants…

P.S. Go for GOODWILL!!!

#6. Fish ____________…

#6. Fish Great Waters…

#6. Fish Great Waters…

…also known as “The LAW of Highest and Best Use” or “The Loyalty Ladder”

#6. Fish Great Waters…

FWF 0

…also known as “The LAW of Highest and Best Use” or “The Loyalty Ladder”

Suspects 0Prospects 0

SOI/COI 50% to 100%Advocates 100% +

79-82%

80%

#7: _______________Isn’t So Common….

#7: Common Courtesy Isn’t So Common….

• Rudeness is a BIG problem… -89% of Americans think so

• Courtesy and politeness as a–“Competitive Advantage”?

#8:Are you _______ with today’s consumer, or are you

_____________________?

#8:Are you in-sync with today’s consumer, or are you functionally

obsolete?• Text Messaging?• Environmentally friendly practices?• Quick response time?• Empathy?

Pardon the Interruption

3 More Rapid Fire Ideas

#1: MTV…

#2: YOUR Referral Company…

#3: Checklists…

Now, back to the program

#9: “Because…”

• Bob’s because…• What’s your because?• (see page 203… “Good to Great”)

#10: “Facts & Figures to Go…”

…an example:

• …if 80% plus of buyers go online to search(mainly to see pictures)

• …and all agents search online for their buyers

• …and both agents and buyers eliminate properties based on the photos

• …then, we should get better at PICTURES!

How important are pictures and visuals?

• 5 points to ponder:1. Bright is better2. Clutter free3. More is better4. Edit like a pro (best pictures…best

tools)5. Show sellers how your pictures

compare…

P.S. Why not just hire a PRO?

#11: Is it a ____?

#11: Is it a CARP?

• Questions?• Clues?• Motivation?• Qualifications?

#12: Where the “Rubber Meets the Road”…____Time!

#12: Where the “Rubber Meets the Road”…FaceTime!

• Community involvement• Facebook and Linkedin• Expireds (at the door)

Pardon the Interruption

Agent Website

• www.JenniferAmes.com• www.SusieOJohnson.com• www.StickwithSteve.com• www.I-94homes.com• www.SellTeam.com

Great Tools• www.onlineagentresource.com• www.RealEstateChecklists.com

• Agent Quotes• Rite of Passage• 5 Quick Stops• “What to Really Ask Yourself”

A Closing Quote

“The world is too big for us. Too much going on, too many crimes, too much violence and excitement. Try as you will, you get behind in the race, in spite of yourself. It’s an incessant strain to keep pace…and still you lose ground. Science empties its discoveries on you so fast that you stagger beneath them in hopeless bewilderment. The political world changes so rapidly you’re out of breath trying to keep pace with who’s in and who’s out. Everything is high pressure. Human nature can’t endure much more!”

Editorial in the Atlantic Journal June 16, 1833

I’ve learned that when you are really stressed out, the cure is to put two miniature marshmallows up your nose and try to “snort” them out.

I’ve learned that when you are really stressed out, the cure is to put two miniature marshmallows up your nose and try to “snort” them out.

Age 11

I’ve learned that when you are really stressed out, the cure is to put two miniature marshmallows up your nose and try to “snort” them out.

Age 11

I’ve learned that when you are really stressed out, the cure is to put two miniature marshmallows up your nose and try to “snort” them out.

Age 11

I’ve learned that when you are really stressed out, the cure is to put two miniature marshmallows up your nose and try to “snort” them out.

Age 11