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What the Bleep Is a Green Turtle?

Several years ago, when I was managing an insurance office, I was interviewing a perspective sales rep who I felt had great potential as an agent. Throughout the interviewing process she was articulate, impeccably dressed and demonstrated excellent people skills; I was convinced that I had found a real superstar. Shortly after she was hired, my new agent invited me to attend her son's high school football game. When the referee called a questionable foul on her son, my superstar jumped to her feet and let loose with a flurry of curse words that would make a sailor blush. Everyone, literally within shouting distance, was as shocked as I was to hear such profanity come out of her mouth.


NAR Pulse: This Week’s Top Stories from the NATIONAL ASSOCIATION OF REALTORS®

This week’s headlines from the NATIONAL ASSOCIATION OF REALTORS® include: a personalized brochure emphasizing the benefits of working with a REALTOR®; September-only super savings from REALTOR Benefits® Program Partner, Dell; and RPR


Changing Paradigms Is Tough Work

We all know the mantra...you have to change to survive these days. That said, how many people are stuck in the old paradigms and not doing enough of the right things because they are afraid of upsetting the people around them?


Rand on Real Estate: Why Didn’t the Great Recession Happen 10 Years Ago Today?

Greg Rand (@gsrand), CEO of OwnAmerica, the host of Rand on Real Estate on 770 WABC, asks the question "Why didn't the Great Recession happen 10years ago today?" The circumstances were ripe for a major recession. We were already in a minor recession; endured the evaporation ...


In the Blink of an Eye – Mental Preparedness

In my column last month, I chronicled the harrowing sequence of events that led to my epiphany and examination of the concept of mental preparedness. People are regularly faced with adversity and unpredictable challenges. One of the key differentiating variables amongst people is how we handle and adapt to these events. Although you cannot plan for every possible event, you always need to be prepared.


Hiring the Best People in 6 Steps

Most real estate professionals find hiring assistants challenging. There is a process, however, that increases the odds of hiring the best possible candidate. Step 1: Job Profile – Skills and Style You are destined to hire badly unless you are clear on the job profile. That is, the skills that will be required and personal style that is best suited for the job.


Breaking the Feel-Good Addiction: 12 Steps to Get You on the Path to Achieving Big Things

In today’s world, we’re constantly sabotaged by nonproductive energy wasters. There are emails to read. Facebook statuses to update. Receipts to locate for that already-late expense report. Dishes to be washed. Files to be organized. And on, and on, and on. These are the easy, albeit often unproductive, tasks that make us feel good. They may not get you any closer to accomplishing your greater goals, but at least you’ve checked a couple of things off your to-do list.


Expanding Your Business: The Ripple Effect

We have all had the experience of throwing a stone in a pond and watching the waves ripple across the surface in ever expanding, concentric circles. Just as a ripple hits the shoreline, your reputation for the quality and quantity of service you render precedes you in your marketplace. Whether you're aware of it or not, there's an active "word-of-mouth campaign" going on about you in your community. So the real question isn't whether or not people are talking about you, but more importantly, what are they saying?


Is There a Recruiting ‘Magic Pill?’

As a culture, we are infatuated with “magic pill” cures that can solve many of life’s problems. Weight loss, chronic pain, get-rich-quick businesses, fantastic abs and, yes, even the “recruiting pill.” Brokers today are growing in many ways and, those


One Trend That Will Separate Real Estate Winners and Losers

Last month, Steve Murray, president of Real Trends Inc., and Ian Morris, CEO of Market Leader, released a book focused specifically on what the real estate industry will look like over the next five years. The book, Game Plan, takes into account a significant amount of research as well as interviews with many of you about your current business and vision for what’s ahead. Murray and Morris then offer 10 trends that they expect to see come to fruition over the next five years, with a specific “game plan” to help real estate agents, brokers, and franchises succeed.


Don’t Let Focusing on Lead Generation Torpedo Your Branding, Part 1

(EMC)—Although Admiral David Farragut had a long and distinguished career in the U.S. Navy, he's best known for a single order he gave at the Battle of Mobile Bay on the Gulf Coast of Alabama. Farragut ordered his ships to attack the port, but when one ship


Keep Your Agents—and Yourself—Safe This September and All Year

Your newest agent stops by your office on her way out the door. She’s excited because she just got a phone call from a potential seller and plans to meet him tonight to tour his single-family home. “He said he’d heard good things about me!” she exclaims. “This could be my big break!” As she rushes off, you wonder how the prospect could have heard about your enthusiastic young agent, who has not yet made a sale. Would you let this happen? What safety precautions does your office have in place to check out the unknown seller, where the agent is going and who else will be there?


Marketing Strategies: Are You Sabotaging Your Own Success?

Have you ever felt like you had reached a plateau and could go no higher? If so, you're not alone; many people sabotage their own success. In my work as a real estate business coach for the past 15+ years, I have had many people present a similar question: "Why can't I be more successful? Why do I stop myself? I feel like I am my own worst enemy."


Video Content Enables a Mobile Real Estate Lifestyle

When I speak to groups or teach classes about real estate, I often get questions about how to enable a mobile strategy. One of the key ways to do this is actually less about the mobile technology you carry and more about the kind of content you are enabling the


Listen while You Work

An ancient Chinese proverb reminds us; "To listen well, is as powerful a means of influence as to talk well." While everyone can benefit from this sage advice, these words of wisdom are particularly appropriate for professional salespeople. Would you consider yourself a good listener? Perhaps a more important question might be, how would your customers, business associates, friends and family members rate your listening ability? Their feedback just might surprise you, because most people believe they're much better listeners than they truly are.


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