Sunny Hilton Head, South Carolina

Last week the wall street journal carried a story about the real estate mogul, Leona Hemlsely's passing.  When we see her name or say her name, for those of us who do remember her, what do we recall? Do we recall her success in the real estate world? Do we think of her as rich and famous? Maybe. Or, do we remember that she was sent to prison for juggling the books and not paying taxes? Maybe.

But, I have a feeling she will be remembered most by how she treated people. Her reputation was that of a taskmaster; a tough business women;  a perfectionist who'd fire people on the spot for the smallest infraction of her rules.

We may have (or wish we had) all the deals, all the money, all the talent, all the riches he or she could ever want and then--boom, we're dead.

No one remembers too much about our success, or lack of it.

What they will remember is how we treated others--especially our own family, friends and business assocaties.

Leona Hemsley left her foot prints on the backs of the people closest to her--

--the wall street journal article referred to her as "the queen of mean"

It is a daily challenge for me to watch how I walk.

There is someone I have to apologize to today for the way I acted toward them, yesterday...

BeBlessed 

It's one thing to take listings, it is yet another to market them. Yes, I know the market is a difficult one. But, who is culpable? The Agent? The Home Seller?

I say both. And I know it could happen to anyone of us.

First--if you want to sell your home--price it right. Second, if you're an agent--don't take overpriced listings.

Third, learn the business of marketing listings. Under-promise and over-deliver. It's more than sticking a sign in the ground and putting the listing on the MLS.

I tested--last week and this week

1. All Client
2. Avidian
3. Eurekaware
4. Topaz
5. Simple Remote
   
6. Various CRM online platforms--not real estate related

I am a recovering TP user and quit it last year.Since then, my contact program has been spotty (using outlook, Sharper Agent) and I have a stack of cards  that haven't been entered into my database...

I subscribed to TP today for a couple of reasons (not to mention, I am not happy with what I've tested or what I've been using--)

Top Producer gives me a  "Real Estate Business Dashboard"  Right now, I have bits a pieces of stuff I  used  in different places (a separate autorespnder, for example from Aweber, marketing collaterals, etc.)

I can also track expenses TP if I wish...and since I hate that kind of stuff, (I am trying to catch up this week) it might be a good idea for me...

As complex as TP seems,  after my exploration--it is not so bad. The truth is it contains a lot of things I could take advantage of but have not taken enough  time to learn (to my credit, I did take two live trainings, so gimme a break here...)

But-- the kicker for me and what turned my head is that everything is thet TP has everything I need all in one place.

BeBlessed this day

I tested--last week and this week

1. All Client
2. Avidian
3. Eurekaware
4. Topaz
5. Simple Remote
   
6. Various CRM online platforms--not real estate related

I am a recovering TP user and quit it last year.Since then, my contact program has been spotty (using outlook, Sharper Agent)

and I have a stack of cards  that haven't been entered into my database...

I subscribed today for a couple of reasons ( not to mention, I am not happy with what I've tested or what I've been using-- 

Top Producer gives me a  "Real Estate Business Dashboard"  Right now, Ihave bits a pieces of stuff I've used (a separate autorespnder, for example from Aweber...marekting collaterals, etc.

I can also track expenses in it, if I wish...and since I hate that kind of stuff, (Iam trying to catch up this week) it might be a good idea for me...

As complex as TP seems , in truth--w it's all up to the "nut behind the wheel." And after my exploration--it is not as bad--as I thought it was--but the kicker for me and what turned my head is that everything is in one place

There are times I think I just like to hear myself "kvetch."

BeBlessed this day

 What great comments about "Another One Bites The Dust" post of yesterday.  I appreciated all of them,--you all really inspire me--But I selected this response as one I thought was tops from Brad Snyder. Thanks Brad.

"John,

I agree with some of the comments, it really is too easy to become an agent. That is part of the problem, if its too easy to get in, its too easy too get out. Your really not invested. The other problem is for the past couple of years a monkey could have sold real estate. You now have to have:

1. The right attitude
2. Good work ethic
3. and a never quit mind set

Good luck to all those who look at this as an opportunity to show why you don't care what the market is. To those who understand that real estate will be bought and sold in any market.... you just need to be the one getting those deals.

I  ran into a good friend and fellow Realtor yesterday  at the post office. The conversation quickly turned to market conditions.  "Real Estate Agents are dropping like flies", He said. "The person who brought me into the business just took a job!", He said.

It's easy to quit. To be frank, I've thought about it many times. 

But I am still here.

I am curious to really get your feedback on why  you think so many who  come into the real estate business with such great enthusiasm and excitement, LEAVE  the real estate business--in droves--it seems.

What is it that those who stay  in the business HAVE inside them or SEE that quitters don't ?

Lastly, in tough times, what keeps you going?

I'd be interested in your comments on this. Thanks. 

Ok. Ok. I am going to a Chamber card exchange tomorrow night!. I will stand by the food! Drink in hand. Why will I be by the food?

Well-- it is there I will meet a lot of people. And, without having to move around a lot. After all, where will most people who come to the card exchange eventually go--to the food!

Like bees to honey!

I am preparing my witty openers, now--"wow, this is quite a spread!". Or, "gee that crab meat tastes like the shell was cracked a minute ago!" When, I speak I won't have any food in my mouth. I promise.

And, I won't bring any cards with me... Why? Because, I am not in the least bit interested in handing out my card. But--I am interested in getting as many business cards as I can.

Most everyone I meet will own a home! Now, how great is that?

But--the people I meet probably won't remember me after the meeting-- (unless, I spill a drink on them) and they probably won't have great recall about what I said, or what we talked about.

You know? It is isn't important.

What is important is that in a couple of days after the card exchange, I will write a short note: "nice meeting you ...remember me, I spilled the coke on your new suit..."

And, I will add each person I meet to my database and begin campaigning for business and referrals. These are now WARM contacts.

I now need to move them up the relationship ladder from strangers to friends...they'll come to know me, like me and trust me...give me referrals and real estate transactions!!

Sounds exciting doesn't it?

I know I need to do much more of this. I will. I promise.

My wife keeps telling me... "Hey, YOU!, you need to get out of the house more"...but I don't think she's telling me that because she wants me to network...

...I'll be honest--I'd rather do cold calls then stand around and talk about the liver pate.

Then, there are those little circles...( I REALLY, REALLY don't like to be in those things)

--you know the ones I'm talking about--

all of the folks in the circle have said "hey" to each other at 20 other card exchanges-- they stand around, glasses in hand and chit chat about all of the same things...

..."Boy, I hate these things..." "Yeah, I wonder if there really worth it" ..."you ever get any business out of these things?" Tra la la...

They call what there doing "NETWORKING!" BUT--I call what I do SMART!

And my wife just CALLS me: "DUMMY!" No, not DUMMY--I meant she calls me "HONEY". BUT--it does sound A LOT like DUMMY-- when you're not listening too close.

It used to be that you were not "a real salesperson " if you couldn't sit down at the phone and dial 100 phone numbers to talk to people who didn't want to talk to you.

This was the only thing considered REAL prospecting...have people hang up on you or tell you to buzz off.

We are all built with personality strengths and imperfections. Some of us are more relational. Others are more task oriented. Some or more passive and others more aggressive.

If you hate door knocking--don't try to perfect it--there are many other ways for to fill the sales pipeline that qualify as "PROSPECTING"

Some hate to schmooze, others love it. Some prefer picking up the phone and calling FSBO's, others loath it.

It helps to know what your "designed" to do and work on making your strengths stronger...

...just like athletes

• Marathon runners don't spend tons of time perfecting 50 yard dashes or do all the weight training that sprinters do
• Home run hitters don't spend a lot of time practicing bunts
• Quarterbacks don't spend a lot of time learning to catch passes...

There are ways to make direct contact which suit you perfectly.

The key is to find tactics that you'll love to use and use them over and over again. Then, prospecting will never be a something you dislike or dread.

P.S. my wife tells me I need to be more sociable. She's right. I can work on my schmoozing--

--tomorrow--

For today, I'll do what comes naturally.

P.P.S. Thanks to those of you who give feedback on the contact manager you use...more on this later.

 Which Contact manager do you use and why?