Ratings..... They are everywhere! Yelp, Angie's List, postings on Facebook, Tweets, Linkedin, and so many more I can't name.
So why is the Real Estate industry scared of a trend that could push the cream to the top?
As a Real Estate professional, I have made my living relying on my reputation, as every REALTOR I know has. Now I'm not foolish enough to believe that every comment made about "Jimmy Dulin" was a positive one, nor do I believe every comment should have been. I have made my fair share of mistakes, but like everyone in the business world, year after year I have gotten better at my trade.
Today instead of selling homes, I am using my Real Estate reputation to build a Real Estate Company, recruiting some of Central Indiana's top agents. Whether selling homes, cooking a meal, or recruiting Indy's top Real Estate talent I, like you, live by my reputation. So I say bring on the ratings, let REALTORS rate their brokers, and let consumers rate their experience with a REALTOR, office, or even a brand. Last year KW won the prestigious JD Power and Associates Award after receiving favorable ratings. The year before RE/MAX won the award and we celebrated our success. So like the JD Power or the Yelps of the world, it's time to accept ratings exist. Some will be good and others no so much, but in the end we shouldn't be scared.
Bon Appetite,
Jimmy
Friday, September 20, 2013
Tuesday, August 20, 2013
Plan To Finish Your Fourth Quarter Strong!
Summer is drawing to a close, and like most agents, you benefited from the summer wave of business. Now what?... I was talking about this very topic in our Monday morning coffee (designed to help start the week off right.) It seems many agents track the closings, pendings, listings and even who the client is and where they came from, all of which is great. But you can't tell the complete story with just this information. The story begins on the day you did the activity that led to the result of someone doing business with you, so the information you need is the activity information. I bet if you looked at Jan-March activity you would find you did more activities that led to sales and listings, and in June-August you had more closings than any other months but did less lead generating activities for the following quarters sales and listings. So as the summer begins to slow down why not kick in strong on third quarter activities that you do to generate leads that lead to more sales and listings in the fourth quarter? Example: calls, networking, door knocking (my lead generating activity of choice) client parties, mailers, open houses, pop bys and following up on the online lead sources you have. Even more important, create a spreadsheet that tracks activities and how many of the activities you do does it take to get a lead and how many leads to get a sale or listing.
Example: Knock on 100 doors, talk to 30 people and of the 30 people 5 have some thought of buying or selling. If I close one to do business with me, then I know for every 100 doors I know on, I close one deal. If it takes me 5 hours to knock on 100 doors then I now know how many of these activities I have to do and the number of hours I have to commit to it in order to have the number of sales I want.
For this example, I just picked numbers but I hope you can see how valuable this information can be for your business. If you do the reverse and say you want to close 10 deals from now to December 31st and 25% of your deals come from referrals with the balance coming from your activities, then it would look like this.
10 Deals
2.5 from referrals
7.5 from my activity of choice which takes 5 hours to generate 5 leads and results in 1 deal.
7.5 sales x 5 hours = 37.5 hours of activity time. My next step would be to time block 37.5 hours so I can PLAN to do the activities and PLAN my 4th quarter success.
I hope by now I have beat this horse and shown you why tracking activities will help you plan the kind of year you want to have.
Bon appetit
Example: Knock on 100 doors, talk to 30 people and of the 30 people 5 have some thought of buying or selling. If I close one to do business with me, then I know for every 100 doors I know on, I close one deal. If it takes me 5 hours to knock on 100 doors then I now know how many of these activities I have to do and the number of hours I have to commit to it in order to have the number of sales I want.
For this example, I just picked numbers but I hope you can see how valuable this information can be for your business. If you do the reverse and say you want to close 10 deals from now to December 31st and 25% of your deals come from referrals with the balance coming from your activities, then it would look like this.
10 Deals
2.5 from referrals
7.5 from my activity of choice which takes 5 hours to generate 5 leads and results in 1 deal.
7.5 sales x 5 hours = 37.5 hours of activity time. My next step would be to time block 37.5 hours so I can PLAN to do the activities and PLAN my 4th quarter success.
I hope by now I have beat this horse and shown you why tracking activities will help you plan the kind of year you want to have.
Bon appetit
Wednesday, July 17, 2013
Are You Really That Good?
Are you really that good?
Real Estate is picking up more speed and everybody who can breathe and has a license has sold a home or two. Does that make you good or just lucky? So I will admit right up front I don't know diddly squat about your business, but after 23 years of practicing, I do know a bit about the business of "Real Estate." Below are a few questions for you to consider and they should help you determine if you are good or lucky...
1. Did you quit making phone calls to your past clients?
2. Have you canceled or quit any lead generating activities?
3. Have you quit attending training, office meetings and other educational offerings?
4. Have you quit doing open houses?
5. Have you quit your mailing programs?
6. Have you quit looking for ways to improve?
7. Have you quit giving feedback to agents after you show their listings?
8. When people ask, "How's Real Estate?" Do you respond, "Never been busier?"
9. Have you become comfortable?
10. Have you forgotten how hard the last few years really were?
If you are answering yes to these questions, and the long list of others that follow this vein, you may just be lucky... I think good is the person who says no way! No way would I quit doing what works, no way would I become complacent, no way would I stop proactively prospecting or looking for new ways to grow my practice. Only you know the truth and only you can make sure you move toward good and not lucky.
Bon appetite,
Jimmy
Real Estate is picking up more speed and everybody who can breathe and has a license has sold a home or two. Does that make you good or just lucky? So I will admit right up front I don't know diddly squat about your business, but after 23 years of practicing, I do know a bit about the business of "Real Estate." Below are a few questions for you to consider and they should help you determine if you are good or lucky...
1. Did you quit making phone calls to your past clients?
2. Have you canceled or quit any lead generating activities?
3. Have you quit attending training, office meetings and other educational offerings?
4. Have you quit doing open houses?
5. Have you quit your mailing programs?
6. Have you quit looking for ways to improve?
7. Have you quit giving feedback to agents after you show their listings?
8. When people ask, "How's Real Estate?" Do you respond, "Never been busier?"
9. Have you become comfortable?
10. Have you forgotten how hard the last few years really were?
If you are answering yes to these questions, and the long list of others that follow this vein, you may just be lucky... I think good is the person who says no way! No way would I quit doing what works, no way would I become complacent, no way would I stop proactively prospecting or looking for new ways to grow my practice. Only you know the truth and only you can make sure you move toward good and not lucky.
Bon appetite,
Jimmy
Thursday, June 20, 2013
Do You Have A Plan For The Unexpected?
Recently I wrote my succession plan for RE/MAX Ability Plus. First let's get this out I'm not planning on going anywhere. So now that we know I have a plan and those plans DO NOT include me moving on anytime in the near future, what do they say and why?
I care.... Much the same way I care about my family at home, I care about the people in this organization. So on a long flight to Denver I set out and completed all my thoughts surrounding what if.... I won't bore you with those details but it is safe to say I have taken some of my current time on earth to think about the future of RE/MAX Ability Plus and the people affiliated.
Have you planned for your future or even more importantly have you planned for your family's future in the event you don't get to complete your professional plan? If you can take away three things from what I'm saying it would be have a plan for your time here, have a plan if that plan ends unexpectedly, and associate yourself with an organization that also has a plan.
Have you ever wondered what if... The Real Estate Company you wake up every day and associate with had a loss of leadership? What would happen? If your eggs are in that basket then it's fair for you to be concerned as well as have questions about this concern. I believe I'm what you would call a transparent person and I run a transparent organization so sharing this plan for what if... Bothers me none. I understand people are counting on me whether I'm here or not and I owe them security and confidence. If you haven't asked these questions of your broker or if you haven't written a will for your family or you don't have a succession plan for your business, then you need to step back and ask yourself are you doing the best you can do to plan for the what if.... Remember this will be your legacy.
Bon appetite, Jimmy
I care.... Much the same way I care about my family at home, I care about the people in this organization. So on a long flight to Denver I set out and completed all my thoughts surrounding what if.... I won't bore you with those details but it is safe to say I have taken some of my current time on earth to think about the future of RE/MAX Ability Plus and the people affiliated.
Have you planned for your future or even more importantly have you planned for your family's future in the event you don't get to complete your professional plan? If you can take away three things from what I'm saying it would be have a plan for your time here, have a plan if that plan ends unexpectedly, and associate yourself with an organization that also has a plan.
Have you ever wondered what if... The Real Estate Company you wake up every day and associate with had a loss of leadership? What would happen? If your eggs are in that basket then it's fair for you to be concerned as well as have questions about this concern. I believe I'm what you would call a transparent person and I run a transparent organization so sharing this plan for what if... Bothers me none. I understand people are counting on me whether I'm here or not and I owe them security and confidence. If you haven't asked these questions of your broker or if you haven't written a will for your family or you don't have a succession plan for your business, then you need to step back and ask yourself are you doing the best you can do to plan for the what if.... Remember this will be your legacy.
Bon appetite, Jimmy
Monday, May 20, 2013
Does the Company you keep make a difference?
We believe the company you keep can weigh you down or lift you to new heights. I’m often asked in the interviewing process by other agents “why do you think my business will be better with you?” I used to spend time thinking about the individual person and how they work and their individual style, until one day I finally got it. Universally we all perform better with a better supporting cast, staff, and other agents, who are a critical part to our individual success.
Very few people reach great heights alone. Edison may get credit for the light bulb. Jobs may have received the accolades for Apple’s success as did Gates with Microsoft, but I would guess they would all share the applause with worthy people that helped along the way. I have attended a lot of golf matches over the last year with my 13 year old son and when we started he would look for events where the kids had higher scores so he would have a better chance at placing in the top 3. Half way through the year we realized he was scoring better when he played with the top talent, and even though he was not an award winner, his game was improving and his score was coming down.
Much the same in real estate, if you work with higher producers they help you stay on track and the conversations are generally the type of positive conversation that keeps your head in the game and pushing forward. Think about what you can learn and share with like-minded people and how you can push and challenge each other.
Recently, I attended the Real Trends convention and found out what happens when you put a lot of very successful agents under one roof and it felt great, so I must brag just a bit about my all star agents. In case you don’t know, Real Trends tracks the Real Estate Brokerage business—yes, all 77,000 Real Estate offices in the U.S. and Canada. While attending the Real Trends convention, I learned that RE/MAX Ability Plus was recognized for the following success:
10th Fastest growing RE/MAX in the USA for % of Volume growth out of 3,300 offices.
Very few people reach great heights alone. Edison may get credit for the light bulb. Jobs may have received the accolades for Apple’s success as did Gates with Microsoft, but I would guess they would all share the applause with worthy people that helped along the way. I have attended a lot of golf matches over the last year with my 13 year old son and when we started he would look for events where the kids had higher scores so he would have a better chance at placing in the top 3. Half way through the year we realized he was scoring better when he played with the top talent, and even though he was not an award winner, his game was improving and his score was coming down.
Much the same in real estate, if you work with higher producers they help you stay on track and the conversations are generally the type of positive conversation that keeps your head in the game and pushing forward. Think about what you can learn and share with like-minded people and how you can push and challenge each other.
Recently, I attended the Real Trends convention and found out what happens when you put a lot of very successful agents under one roof and it felt great, so I must brag just a bit about my all star agents. In case you don’t know, Real Trends tracks the Real Estate Brokerage business—yes, all 77,000 Real Estate offices in the U.S. and Canada. While attending the Real Trends convention, I learned that RE/MAX Ability Plus was recognized for the following success:
12th Fastest growing RE/MAX in the USA for % of Transaction growth out of 3,300 offices.
37th Fastest growing Real Estate Company in the USA for % of Volume growth of of 77k offices.
45nd Fastest growing Real Estate Company in the USA for % of Transaction growth out of 77k offices.
One of the teams with my office had a 17 year career with another local broker in my area and then joined RE/MAX Ability Plus. In their first year they went from their normal 10 million dollar year to 18 million-- same team, same market and honestly the only major change was the association with people who had sold more than them and helped them to challenge themselves to new heights. No magic, just dreaming bigger.
Wednesday, April 17, 2013
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
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.
Friday, March 15, 2013
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
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