Chris' Blog

I would like to extend an invitation to all my friends on Active Rain to be my guest for a free webinar that we will be doing with PRC this coming Wednesday on "The Power of the PAN".  Just click on the link below to register.

Carpe diem,

You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer,

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sending.

If you're a member of a networking organization, chances are that there is a wonderful opportunity for you to significantly raise your visibility in the group, and to become known, liked and trusted.

And chances are that you haven't yet taken advantage of this opportunity.

That opportunity is the "Hi, My Name Is..." speech - the five or 10 minutes that each of us are granted upon enrollment in most organizations we join to address the group, introduce ourselves and explain our business in detail.

Although most groups offer these opportunities to their members, too many of us don't take advantage of them, or if we do, we don't always exploit the "Hi, My Name Is..." to its full potential, and that opportunity is wasted, for both us as speakers as well as our listening audience.

But it doesn't have to be wasted time--as a matter of fact, a "Hi, My Name Is..." speech can be a terrific business builder for you if you play your cards right.

First, you need to understand that a "Hi, My Name Is..." speech is NOT a chance to tell your life story or even how you got into your business, however fascinating that may be.

Your time in the "Hi, My Name Is..." Moment is your best chance to explain how you help your clients, and to provide a demonstration of your expertise to your audience. It's your chance to achieve (in under 10 minutes) what matters most in business: To become known, liked, and trusted (because we all know that people buy from people they know, like and trust).

But how can you do all that in 10 minutes or less? Here are two words to keep in mind regarding your "Hi, My Name Is..." speech: Value and preparation.

Value is the single most important aspect of your speech, and you can easily offer information of real value in just a few minutes. Share tips, advice, explain a procedure, anything! And don't just TALK about your services and what you offer, SHOW your expertise. (You get bonus points for involving your audience!) 

Once you've established the value of the services you're offering, preparation is key to a successful speech. Here are several things you can do to make the most of your time (before, during and after) in the "Hi, My Name Is..." while you have your audience's undivided attention:

• Provide an interesting paragraph or two for the press release, newsletter, or other marketing that the organization does for the meeting.
  
  
• Bring your own introduction. If you have one prepared, you can be sure that it sets the right tone for your presentation, and it keeps your introducer from having to make something up about you at the last minute. A good introduction will help establish your credibility before you speak, and actually extend your time in front of the audience, since your introduction is all about YOU.
  
  
• Look the part. When I did my "Hi, My Name Is..." speech recently, I wanted to make a visual impact and say more about myself than my business suit alone could say, so I wore a big button that simply said "Attract More Clients! Ask Me How."  (See how that "Sound Bite" keeps coming into the picture?)  Between the content I presented and my handy visual aids, my audience understood immediately what I am about, and what I have to offer.
  
  
• Take advantage of the speaker table or other special opportunities offered to "Hi, My Name Is..." speakers. If there's room (and there usually is for "Hi, My Name Is..." speakers), arrange your table as you would for a trade show, decorating it with information of your real estate services, giveaways, your business cards, and so on.
  
  
• Have a sign-up sheet on your table. Remember that this "Hi, My Name Is..." speech is a prospecting activity, so give people a place to sign up for more resources or your newsletter. Here's another tip: Add a "call me" section so that hot prospects can indicate their interest.
  
  
• Include a photo on your one-sheet. A one-sheet is a marketing page that tells who you are, lists a few credentials and/or your services, and quotes happy customers, and so on. But more than that, it is a relationship piece that helps your prospects get to know you. It doesn't have to be fancy; you can print it out in color on a piece of letterhead, back it with cardboard, and set it up with a small tabletop easel for display.
  
  
• Save time in your speech for questions. Organize your speech to share information first, but remember to leave one or two minutes at the end for some quick questions from your audience.
  
  
• Invite your audience to sample your services, and/or visit your display table. After the questions, thank your audience, and then mention any special offers or incentives that you have for signing up on your mailing list or setting up a consultation.
  
  
• After your "Hi, My Name Is..." speech, you've still got work to do. You'll need to follow up with the people who signed up on your list or requested consultations. Give them a call to set up meetings, and send them whatever materials you promised.
  
  
• Don't forget to thank the person who introduced you, as well as the person who booked your speech.

Because the purpose of networking groups is to establish and develop business networks, one would think that "Hi, My Name Is..." speeches would be highly sought-after opportunities, but it has been my experience that people are often afraid to take center stage.

This fear must be caused by the fear of the "Hi, My Name Is..." itself; it can be intimidating to stand up in front of a group and talk about yourself. It may help reduce that fear to keep in mind that you're not up there talking about yourself; you're sharing information of interest and value with your peers.

So please, don't let fear keep you from taking advantage of this wonderful opportunity to speak. Speaking is a great way to build your own confidence, as well as credibility in the eyes of others in your organization.

Carpe diem,

You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer,

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One of these REALTORS® just got their real estate license, has NO experience and no credentials.

The other REALTOR®:

• Has 15 years of experience.
• Has lived in the area they serve for over 10 years.
• Has multiple letters of recommendation from satisfied client's on file.
• Has had their background thoroughly checked by for legal claims.
• Has had their background thoroughly checked by Department of Real Estate Violations.
• Has had their background thoroughly checked by ethics violations.
• Has qualified for and maintains a professional liability insurance policy.
• Has the backing of a reputable real estate brokerage.
• Has passed the rigorous testing and has qualified and become one of the industries elite -  a PRC Council Member - seat that money can't buy.
• Has earned and maintains the multiple Professional Designations and Affiliations.

Both of these REALTORS® work for a well known real estate companies.  Both claim to be Area Experts or Top Producers.  

You want to hire the most experienced and professional agent.  How do you tell which one it is?"

Honestly, it's pretty hard to know which REALTOR® is more experienced when it seems like ALL Agents claim to be Number One.  When the Parent Relocation Council (PRC) started placing relocation clients with REALTORS® back in 1999, they quickly discovered the importance of conducting stringent background checks on every REALTOR they hired to help one of their families.  This was important whether that family was moving across the nation or moving across the street.

So, when you are looking for a REALTOR® in your community, you can hire any agent who answers the phone and take your chances or you can ask PRC who they have checked out and use to help you buy and sell your next home with confidence and peace of mind. 

If you are like many people, buying and selling real estate is one of the most important business transactions you will ever make.  Just knowing ‘someone' who has a real estate license simply isn't good enough.  In fact, buying and selling real estate WILL BE one of the most complicated and expensive personal decisions you will probably ever make.  Why take the risk with someone who is inexperienced - who may very well cost you tens of thousands of dollars? 

Real estate schools teach people about real estate law and how to pass the state real estate exam.  But you can only learn the in-and-outs of real estate through the SCHOOL OF HARD KNOCKS, where the 'degree' IS Experience.

It's the REALTORS® ‘EXPERIENCE' - not their license - that helps you navigate safely through all the sticking points and potential pitfalls that could await you in a real estate transaction. It's the REALTORS® ‘EXPERIENCE' - not their license - that enables a REALTOR® to step back and ‘clearly see' everyone's needs; then put together a transaction where your best interest is the focus!  In fact, all REALTORS® are not the same.  And, since buying and selling real estate is not something you probably do every day, you may not know how to interview and hire the right REALTOR®.  But, this IS what PRC does - every day!

At PRC, background checks that include verifying experience, legal compliance, and credentials is not enough.  Using state-of-the-art surveys PRC continually reviews the on-going customer satisfaction of its Council Member's service.  If a REALTOR® we recommend fails their review, they can lose their seat as a PRC Council Member.  PRC is serious about the trust we have earned from our most valuable resource, consumers like you.  Our highest priority is to keep careful watch over our Council Members to ensure that your trust as a consumer is not misplaced.

If you are thinking about buying or selling real estate, start with the most important decision - choosing the right REALTOR®. If you want to learn more about a particular community, school or to MEET one of our Council Members just visit us at www.parentrelocationcouncil.org!

Potential by very definition is ability that is untapped and unused. How sad is that? We have God-given ability and talent that is wasted each and every day. I, for one, am all about seeing myself and those around me realize and live up to everything that God has intended for them to be. I don't want an inch more and nor a millimeter less.

We are constantly limiting ourselves to what we think can be done. Ask anyone who has served our county in the Special Forces, or someone who just finished their first marathon, or the rookie salesperson who just landed the "whopper." We are capable of far more than we think we are.

Let's use some of the following questions to unlock one or two possibilities that will force us to peel back a layer of potential that is yearning to get out and be exploited.

· If you had all the money you needed, where and how would you live?
· If you had the answers to your problems, how long would it take to solve them?
· Do you have a personal or professional vision?
· If so, what is it?
· What do you think is not possible for you to achieve in this lifetime that you wish you could?
· On a scale of 1 to 10, with 10 being the highest, how would you rate the quality of your life today?
· Using the same scale, how high will that number likely rise during your lifetime?
· What is a dream or goal that you've given up on?
· What part of you have you given up on?
· What goal or part of your life have you put on the back burner because the time isn't right? What part of you is just waiting for the right person or opportunity to catalyze it?

If we can just reawaken a small part of our potential through inspiration, dedication and a little disciplined sweat equity, imagine what the next 12 months could hold...

Carpe diem,

You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer,

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Do you struggle with generating enough leads?  How about key listing or showing appointments?  Conversion rates?  Closing on contracts?

As the public has accepted the reality that market has grown increasingly negative, the sales skills of the pros have become more and more in demand.  Strong negotiating and closing skills are ever important in today's market climate.  No longer can we simply make our clients feel "warm and fuzzy" about the experience.  Character must be saddled with competence.  As the DNA agent dies (those who did deals solely with those related to them), the pros gain market share.  The foundations of fortunes are made in down markets. 

The single most important sales skill to get more business is to be fearless about asking for the order.  What would happen to your business if you got 10 new contacts a day by simply asking if they had an agent they currently are referring business to?  It doesn't even have to be via door knocking, FSBO contact or working expireds (although all of those are good and viable) but it can be as simple as asking those in line at Starbucks.  How about with your current pipeline?  What would it look like to simply ask each one of them to just take the next logical step in the process?  Are you walking out of appointments without the signed contract?  Did you really ask for the order or did you let the prospect take the lead? 

Start with 10 new contacts a day for this week, then translate asking for the order at each of the next steps through the process and watch your business transform before your eyes. 

Carpe diem,

Ps. You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer -

To subscribe via email

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We as a group are already feeling over burdened and stressed, and like our consumers we want the volumes of overwhelming information that bombards our brain boiled down to bit-sized chucks we can print-out and fill in that drawer we all have for the "really important stuff."  So the whole concept of the bullet point list has come in vogue.  They are clear, concise and to the point.  All steak, sans sizzle.   

It is with this in mind that I offer you 25 of the best kept secrets of the industry's elite.

1.  To win in real estate you must actively decide that you want to win - you must be able to see it, touch it and feel it.  You have to define what "success" is and most importantly - why you need to achieve it before you will ever turn it into reality.

2.  You must develop a strong personal foundation.  It's all about your character - the person you are when no one is looking.  The simple truth is that you will have the business you deserve, no more, no less.  You deserve more by improving who you are and what you bring to the table.

3.  Cut out the tolerations. Tolerations are those things that you can change but are too lazy to.  Procrastination and laziness allow us to put up with the things that roadblock and get in the way of our realizing our potential. 

4. Stop making excuses.  Making up stories for the sole purpose of making us feel better about why we failed is a waste of time and energy.  Admitting there is a problem is the first step in recovery.  Start being honest with yourself and others and your life will dramatically improve.

5. Simplify your life dramatically.  I think it should be mandatory to take a trip with a missions or humanitarian aid organization to a 3rd world setting once a year.  It won't take but a week with those who are less fortunate than you to re-contextualize your priorities and make you realize that 80% of the stress you live with is baggage you choose to carry. 

6.  Resolve unfinished business.  Life is too short to drag around things that are unresolved.  Get through the things that pain you by choosing to do what you don't want to do, but need to do, and get do it before you do anything else.  

7. Identify and focus on your best 10 daily habits. We are run by our habits - both good and bad.  To find success, make a decision to pursue the 10 most important things you can do today.  Dump, outsource or re-prioritize the rest.

8. Restore your integrity wherever it's broken. Your integrity starts with keeping promises to yourself and spills over to the promises you make to others.  Start with those resolutions you make every year around January 1st and start with a renewed energy today.  Tomorrow is the starting point for those who fail - today is the best day you have to work on saving money, getting out of debt and/or losing weight. 

9. Get your needs met. You are in a business that constantly drains you with clients and customers that are at the height of stress.  You can run on red-line for only so long before you burn-out.  Identify the needs you have, those things that bring you rejuvenation and make you feel complete and boldly ask those that love you to help satisfy them.

10. Handle the money. Period.

11. Treat your body like the temple it is. Do you realize how amazing your body is?  You were given one body to use for your time here on earth.  Live fully, live well and stop doing the things that will kill you.

12. Extend your boundaries until you are fully respected.  Your clients, co-workers, friends and family need to appreciate your limitations and earn the right to be in your life.  Healthy relationships work two ways.  You only have time to pursue so many relationships in a meaningful way.  Choose those where the value is reciprocal.    

13. Raise your standards.  Require much more of those that surround you.  Raise the bar to excellence.  Adopt as your business mission statement to be the very best, in every way and become obsessive about it.

14. Create reserves in all areas of your life. When you have 50% more than you need opportunities will come out of the woodwork to propel you into a whole new game.  It will become your game, a place where you make others play by the rules you write and is slanted toward competing against your strengths. 

15. Learn to be content but not complacent.  Every day you grow, achieve and get better.  Be happy with where you are compared to where you used to be.  Stretch and develop but don't feel the need to beat yourself up for your lack of perfection.

16. Strengthen your family. Become known as a "Life Giver."  If healing needs to take place, be the one to offer the olive branch.  For many who play the superman role in the marketplace, their family is their kryptonite.  Nothing will take your out faster than trouble at home. 

17.  Extend your community.  Your business is built off of those that know you, like you, and trust you.  You can prospect eternally to add people to your SOI or you can learn the art of attraction through marketing.  Success can be found in both camps, but the universal theme is always be growing your book of business.

18. Start attracting instead of chasing. Do you want to have people waiting in line to work with you?  It happens all the time for those at the top of the field.  They have learned the Art of Posturing.

19. Become purposed on how you choose to live.  The elite create destiny while the masses go down the path of least resistance.  Enough said.

20. Be well protected.  Always be prepared for the X factor.  Have adequate coverage as your business grows.  Insure everything both in a traditional sense as well as with staff, backups to technology and redundant business systems.

21. Choose to love what you do.  Those that excel into the top 1% of the industry find not only reward but passion in the value they provide to those touched by their business.  They delight in Mondays and wake with a sense of disappointment on their day off (and yes, they take days off).

22. Reorient your life and business around your values.  Until you make the switch you will consistently attract clients who drive you crazy.  When you build a principle driven business you will have clients who respect your interests outside of real estate and let you have a life.

23. Become a problem-free zone. The one consistent thing in the lives of all those who perpetually live in chaos is them.  It is a disease and you need to keep them away so you don't catch it.

24. Improve your attitude.  A good attitude will cover a multitude of ills.  Work on living from a world view that is rooted in the positive.

Carpe diem,

Ps. You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer -

To subscribe via email

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I had one of those "teaching moments" with my middle son last night.  Cody is a very bright 10 year old who, through a series of unfortunate circumstances developed autism when he was younger.  Through dedication, hard work, and no short measure of God's providence he has recovered to about 90%.  His only remaining quirk is his compulsiveness which is rooted in his emotional swings. 

He was ranting about it being his turn to do the dinner dishes and I used the opportunity to Carpe diem (seize the day).  I shared with him one of the greatest lessons in life - your feelings are not always your friend.

We, as part of modern American culture, have confused the role of emotion and passion in our lives.  Yes, passion is a great thing.  I would even dare to say it is an essential thing if we want to live a life that dares to venture past mere success and into significance. God designed our emotions to give us drive and color the worlds we live in.  But our emotions must be directed and filtered through our head first.  Just because I feel something doesn't make it true.  Truth by its definition is not relative. 

I have seen many adults fall into the same trap Cody found himself in.  He was being led by his emotions.  When we let our emotions make decisions, we almost always will find ourselves down the wrong path.  If we look back with a perspective based in honesty I'd be surprised if we didn't find almost all of our personally created catastrophes rooted in emotional reaction.   Look around you - what is an extra-marital affair?  What is the crux of being buried in debt?  What is really at the bottom of those bad relationships?  And I won't even get started on the root of procrastination at work (or the gym for that matter).

Cody decided to check his feelings and made the right decisions to change his attitude and perspective.  He came back 5 minutes later with a smile and reported that he now felt happy, because he had done the right thing.

Carpe diem,

You can also click on one of the following links to have my daily blog with helpful life and business tidbits geared to real estate's elite delivered to your computer,

To subscribe via email

To subscribe via RSS reader