Don't Be Indifferent....Change The Game And Stand Out!

  Late last year I took a train ride from Oregon to Seattle Washington, no big deal right, I mean it was just public transportation from one place to another.  Well that is what I thought but not what I got.  I arrived at the train station and was greeted by a very nice ticket person who was eager to serve me, I showed him my ticket and he said “have you been on this trip” I responded “no sir” he said “I’m going to switch your seat to a seat with a better view” I of course said “thank you” and went about my business and that my friends is where it started not ended with this extraordinary experience. 

 When I boarded the train I found a huge comfortable seat all by its self with a large picture window to the world, but even better yet was what happened next.  See I was sitting in my chair using the free Wi-Fi and looking out the window when all of the sudden the game changer happened.  That’s right a voice came over the speaker and said “hello my name is Julie and I’m in the beverage car which is car #5 and although it will be 10 minutes or so until we depart I wanted you to know the beverage car is open for business and we have breakfast, coffee, juices and wonderful bloody mary’s, and right now we don’t have a line for service if  you would like to join me”.  To me this was and invitation to come try out the beverage car, I mean she could have just said I’m open or even say nothing at all.  But not in this case, we all received a warm welcome that to me differentiated my experience and made me feel like a valued customer.

  So many times as Broker Owner I get to talk to agents about their business and what makes them stand out, many times the response is “my service, I really care about my clients”. Although I’m sure that is the case I’m also sure many other Realtors feel and display the same concern and care for their clients, so ‘HOW” do you change the game… I would suggest you review your customary experience you provide your client and see if some where in the process you could elevate your game. 

 Some ideas, when you show your listings maybe leave a hand written note behind thanking your clients, begin to leave behind a signature piece of candy each time you visit a home or meet with some one. Maybe you have someone present for all showings on your listings, or meet face to face with your client during all negotiations.  Whatever the choice do consider finding that “thing” makes you stand out and changes the game in the eye of your customer. 

 Bonn Appetite, Jimmy

 

Practise at the office or at home but not at the clients house...

How many professionals do you know that show up at the interview without practicing the presentation?
Let's see.... Sports, no. Doctors, hope not. Attorneys, yikes. Accountants, no way... These people all prepare and practice their profession long before they ever meet with a potential client or enter a sporting event.
So how many Realtors show up at a listing appointment without practicing their presentation? I have heard every excuse in the book. Heck, I have added to the book myself. In a time when inventory is down in Central Indiana, can you afford not be on your game for even one listing appointment? I think not...When you arrive, be ready to bring it and I don't mean the rehearsal version. I mean the "no way you can't list with me version". Every time you walk in the door, it is your super bowl. If you consider the call to come out as a base hit, the appointment your double, and the listing a triple then the home run of Real Estate is the sale which means YOU CAN NOT SHOW UP AND MAKE BASE HITS!
 Grab a co-worker or friend and role play. Grab your kid or borrow one but don't show up and practice with the consumer. Have you considered what makes your presentation unique to you? Do you sell what you bring or just what your office brings to the table? Take the approach of finding out what the consumer wants and bring them the information. Talk less and listen more. Be prepared to share your stats, your brands stats (for those that believe consumers don't care about brand, skip this part), your specific office stats, and share the accomplishments of your organization in the community like charitable giving. But in the end DON'T FORGET TO ASK FOR THE BUSINESS!
That's right, many agents do a great job but for some reason are scared to ask for the business. If I'm the home owner and you are scared to ask me for my business I would be concerned you will also be scared to ask the potential buyer to buy my home. Remember you are on stage at the listing appointment so like an actor get ready, clean car, polished shoes (that you offer to take off the second you walk in the door) and whistle as you approach the door. It is hard to be in a bad mood and whistle all at the same time!
Best of luck, Jimmy

Invest in yourself!

As I prepare for my annual trip to the RE/MAX International Convention it seems approiate to talk about the investment we make in our selves or don't make.  Annually on behalf of my Office I travel to the RE/MAX International Convention, RE/MAX Broker Owner Convention, Real Trends "Soar with the Eagles" it is and invite only for the top 500 Real Estate Companies in the United States and the NAR Convention. So How do you invest in yourself? Please this is not and attempt to point fingers but rather ask you if you are exspanding your edeucationa and your best practise knoweledge from other people around the world.  Whether you are with a one person firm or a National player there are opportuinities to get out and grow.  DON'T rely on your local office or local board or even your state board to expose you to the type of "Best Practises" that are going on around the world.  When I attend I find it helpful to carry my ipad, I make alot of notes, take pictures, gather cards and do my best to meet and talk with as many succesful people as I can.  One example 2 years ago while attending the "Gathering of the Eagles" 9Broker/ Owners Only btw Convention I was in a room and the speaker who was the Owner of one of the US's largest independent Real Estate companies was talking about complimenting services a firm can offer it's agents.  The gentelmen sitting next to me asked about Insurance to which the speaker spoke very highly of.  When the meeting concluded, I who had the same interest in Insurance asked the gentelmen who asked the question about Insurance questions about his thoughts, after 30 mins of talking we had really hit it off and the plans were set! I set a date to fly to his Pennsylvania office for a visit, he had one office and 120 agents and knew the RE/MAX system backwords and forwards.  I flew in and enjoyed 3 days of great food and conversation about his office and the "annual meeting" was born.  From that trip I have now iplemented 3 to 4 great ideas and that doesnt even include the launch of our own Insurance Copany to help our Agents and their clients.  Travel, ask questions, meet great people and share what you know because the reword is greater success than you will ever find alone...

Today I begin a new segment of my life that I could never imagine...  I will begin regularly posting about the world of Real Estate and what I love and well don't love about it.  This is like standing on a cliff for a person scared of heights so I have to establish rules, lol.  The rules are as follows: laugh as often as you like about bad grammar, misspelled words or any other general screw ups but don't tell me.  So that's it, enjoy my posts and my screw ups but don't bother to tell me about them.