Randy Eagar, CRS

I often get into discussions with agents who get frustrated with their blog site because they can’t think of anything to say. Actually there’s a lot that you can say and have fun with it as well. I have an

overview of this session

that you can see to get a feel for what this seminar is all about. Just follow any of these 20 dynamic blogging post tips and have fun with your blog site. For more information on this or other technology topics feel free to contact me at:

www.WebsTarget.com
Randy@WebsTarget.com

Posting to your blog site can actually be fun and you can look forward to it if you just have a list like this to go from. I hope that you enjoy it.

It’s the best of times and the worst of times.  Buyers are eager to buy and buy quickly, that’s good.  And Buyers are feeling pressure to buy quickly, that can be bad.  Buyers will make less informed decisions, with less confidence; which will lead them to be shakier; come up with more demands after inspections and during negotiations.  Ouch!  All of that can be avoided. 

If there was ever a time to prepare the Buyers for the market and the process… it is now. 

In every State Agents are guilty of poor Buyer preparation.  (I have spoken to Agents in most of the States about this.)  Agents do not take time to meet with the Buyer and go over every aspect of buying, selecting property, inspecting, what happens when they find the one; writing the offer (and getting a copy of the paperwork in advance), the negotiating process; inspection choices, approving and negotiating inspection findings, the greater demands of the banks for mortgage approval, final walk through, and closing. 

Is the Buyer interested in all of this?  Absolutely!  But they don’t even know the questions to ask. 

So it is up to the Agent to enlighten the Buyer about the value having all this knowledge in advance.  It is up to the Agent to recognize how the Buyer will be more confident and will make better decisions with better preparation.  And it is so obvious to the Buyer, once it is explained that it is actually easy for the Agent to explain it and make the appointment to meet with the Buyer. 

But is it worth it to the Agent?  What’s the advantage to the Agent?  Let’s see.  The Buyers buy more quickly; after seeing fewer properties; accept the Agent’s advice more easily; appreciate the Agent’s guidance all the way from first meeting to moving in; and refer the Agent to other Buyers more quickly and more often.

Does all that happen just from preparing the Buyer better?  Absolutely!

And, in this deadline driven environment, when the Buyers are under more pressure than ever, this education and preparation are even more appreciated.  That greater appreciation is more greatly rewarded with more loyal, efficient, and grateful Buyer Clients.

If there ever was a time to take the time with Buyers at the very beginning of the process to demonstrate the Agent’s expertise, demonstrate the Agent’s compassion, and commitment to his or her Clients, now is the time when that will be appreciated rewarded most.  

Bottom line, make an appointment at the very beginning of the relationship with the Buyer to review the process in detail; answer all their questions; give them a copy of the paperwork and review it with them.  Do this conscientiously and you will be one of the Agents that take maximum advantage of this Buyer flurry we are experiencing.  Short change this process and you are destined to be one of the masses that squander this fantastic window of opportunity.

For information on building your best Buyer Presentation, contact us at 585-244-2700 or email me directly at Rich@RichLevin.com

First impressions are almost always irreversible and can make or break your connection in a matter of seconds, and how you connect on and offline will make determine if you will win or lose!

What can you do differently than you have been doing?  Are you relying on the same old things, systems, and habits…. or even more concerning, doing the same things your competitors are doing?

Today’s savvy consumer knows what they want, and are not willing to pay for services that do not meet their need. The largest buying segment of housing is GenX, and they are especially good at finding another professional who is willing to do it “their way” and fast!

So, how about tune up for your presentation program?  Whether you are presenting to a buyer or seller, creativity, expertise and delivery will boost or beat your chances.

Here are 3 key tips on how to fine tune your connection:

1) Speed of Response:   How fast are you responding to your lead requests?  If you don’t have systems in place to respond in a nano-second, your prospects are moving on to the next agent who does have a method to  respond  in real time with targeted information …and that is what it takes to make a first WOW impression!

2) When you are meeting face to face, have you revamped how you personally “go to market”?  Are you “market” presentable? Are you fully focused on your client? Have you anticipated their every need?

Before your meeting, are you equipped with a with deep needs analysis pre-written questionnaire that demonstrates you are prepared, interested and focused to authentically discover and fulfill their real objectives? 

Unfortunately, this is an area where many of us have slacked off. Having left a fast and furious marketplace, we didn’t have the luxury of time or the need to build trust bridges with our prospects. 

A slower market is loaded with multiple opportunities to engage, connect and earn the right to provide our services to those in need and a great time to demonstrate strong differentiation from our competitors.  As an example, if you are still running a paper CMA from your local MLS and showing up with a worn out one size fits all presentation, you might need to start looking for another job! 

NAR reports that in 2009 that 34% of the properties sold were purchased by GenX. Translated that means they are driven by their own core values and preferences.  Those preferences include real time response, deep expertise and real accountability.   Think about investing some time in a marketing makeover and don’t wait another minute to re-design how you go to market while you still can! NAR’s Learning Library offers some free and almost free online webinars to help you do just that.  Check them out at: (http://budurl.com/MurphyMktgMakeover)

3) Get rid of the old tools and get good with the NEW ones!   You are right to be confused, frustrated and downright stubborn about trying to figure out what’s in what’s out/what’s hot and what is not, but that is no excuse. 

You might be able to connect with prospects, but keeping all the updates consistent and valuable takes help from techno tools.  Set aside some time or ask the experts what tools are recommended to help you service 24/7 without working all those hours.  

Learn how virtual tours like OBEO.com will do the reporting on activity to the seller automagically for you and engage an interested prospect with interactivity on the tour. 

Your time is your money, so employing automated, customized drip systems that offer opt-in/opt-out options integrated with your IDX information is the only way to provide real time information as it is listed to prospective buyers or sellers considering to market their home. 

NAR reports that approximately 98.9% of prospects search for properties on the Internet BEFORE engaging an agent. Surprisingly only 60% of agents even have a website!  Do the basics, but do them right. Get a full web marketing website that does the work for you. Check out  www.RealProSystems.com  and get the whole enchilada:  Podcasts, blogs, drip systems, automated campaigns, back end training and the list goes on.  You can’t afford to be the jack of all trades, so figure out what systems can best support your goals and go for the gold. 

We’ve heard if you keep on doing what you’ve always done, you’ll keep on getting what you’ve always gotten…and that’s just not true anymore!  We know we can no longer do what we’ve always done to even stay even with what we’ve generated in the past!   If you are truly serious about making money by leveraging your time and expertise, get with the program.   Very few customers or clients say I don’t want to work with that professional because they are too good at what they do, too eager to help me get exactly what I want and too much of an expert at their craft….just ask them!

Bio: Terri Murphy, Communication specialist is an author, speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. Email: Terri@TerriMurphy.com - And for more webinar resources visit: http://budurl.com/NARFREEWebinars. For more information on how to book Terri for your next event call 877-211-6472

Today, more than ever before, it is absolutely necessary that you understand the difference between advertising and marketing.  You may THINK you know and understand that difference.  But after working with hundreds of agents and brokers from around the world, I’ve realized that most people don’t understand the REAL difference – the money-making difference.

Here’s what I’m talking about…

Most real estate agents and brokers have advertising campaigns, but very few have effective marketing campaigns. Advertising and marketing are VERY different.

Advertising creates attention and promotes an image or brand. Marketing, however, compels someone (i.e. your prospective client) to buy or sell with you!

TRUE marketing is THE #1 way to build your business – especially in this market.

However, there is a crucial part to marketing effectively that almost ALL agents and brokers have been leaving out of their marketing campaigns.  An effective and successful marketing campaign – meaning one that will truly appeal to your prospects – is all about THEM – not YOU.   It’s all about GIVING – not TAKING.  It’s all about practicing what I call…

Potato Chip Marketing!

And this isn’t just some random concept I created out of thin air.  This Potato Chip Marketing has been VERY successfully used by REALTORS^® from around the world – and it’s tried and true…guaranteed.  Especially in these market conditions…

So, let’s break it down a little.  An effective and proven Potato Chip Marketing campaign has seven crucial steps:

1.       Understand, Practice, Instill and Reinstill the Potato Chip Marketing Mindset in YOURSELF!

       Potato Chip Marketing is what I call “give-to-get” marketing.  What exactly does this mean?  How does this work?

Imagine this…

You are on a reality show. To win $100,000, you must persuade 20 squirrels to eat out of your hand. Your only tool is a bag of potato chips. You are taken to a park where there are plenty of squirrels. Your instructions are that you cannot go more than 100 feet from a park bench.

How would you get the squirrels to come to you? You certainly wouldn’t run out and say, “Hey squirrels, come get these potato chips!”  Obviously, that would scare them off.

What WOULD work would be to lay out a trail of potato chips to attract them to where you are sitting. They would come to you only when they felt it was safe and when they felt they could trust you.

And this very same concept applies to your potential clients…

They will come to you when they feel it is safe and when they feel they can trust you.

Some people say that real estate is a numbers game. But, if you are “in it to win it,” that’s just not true.  No client wants to be treated as if they’re a number. They want relationships…they want trust…they want to “try before they buy.”

Potato Chip Marketing is simply about uncovering THEIR needs, building trusting relationships with THEM…and giving-to-get. 

Tune in next time to learn the next steps in this PROVEN marketing strategy! 

It really works…guaranteed!

For the past two decades, Jennifer Cummings has been one of the most sought-after marketing experts in the nation.  Her “out-of-the-box” approach to marketing has won her the respect of advertising agencies and the adulation of entrepreneurs and business owners from all over the world in over a dozen unique markets. 

Using the same strategies she now teaches, Jennifer transformed her life from being a juvenile delinquent at 15 to a millionaire by age 30.  With her practical, no-frills approach to marketing and revenue generation, YOU can now join the thousands of other agents and brokers who have been excited and empowered to get back into the driver’s seats of their businesses!

Jennifer Cummings ~ www.JenniferCummings.com ~ jennifer@jennifercummings.com

Carla Cross, CRB, MA, International Speaker

Do you know the best motivators for YOU? Even though the market has improved in many areas, real estate professionals are still very challenged about getting their businesses back on track. Or, if you’re new, you’re probably experiencing some ‘negative vibes’ from those seasoned agents in your office. How are you going to motivate yourself to get into the swing of the market to meet your goals?

We’re Not Motivated by What We Think We Were…..

In his new book, Drive: The Surprising Truth About What Motivates Us, Daniel Pink lays out a persuasive case, backed by extensive scientific studies, about why the traditional ‘carrot and stick’ motivational methods just don’t work for us today. It’s especially true with real estate professionals. Why? Because we in effect work for ourselves. We have to be self-starters, initiators, and tenacious in our pursuit of our goals. That means we have to be motivated by things other than promises of material things.

Why Money Doesn’t Work as a Motivator

First, as Pink points out, money and/or material things are good short-term motivators. (Read Herzberg’s studies on short and long-term motivation). In fact, just take a look at the number of real estate agents who are motivated to visit an open house when there’s food! But, as Herzberg and others have pointed out, money is a lousy long-term motivator. You know that if you’ve tried motivating your kids with money—or threats (the carrot and stick).

I know. You’re thinking, “If I just had more money, I would be fine.” So, let me ask you, what are you willing to do to get that money? Lead generate more regularly? Make more sales calls? We all know that lead generating is the answer to that money problem. Yet, the vast majority of agents avoid lead generating as if it gave us some chronic disease! So, money is just not an effective long-term motivator.

The Best, Deepest, Strongest Motivators We Can Use to Motivate Ourselves

Pink shows, via extensive studies, that there are three driving motivators which we should put to work today to fire ourselves up, keep those fires lit, and achieve what we want to achieve. They are:

Autonomy

Mastery

Purpose

Questions to Ask Yourself to Fire Yourself Up

About Your Autonomy

Are you in charge of your own business, or are you waiting for someone else to tell you what to do?

Do you expect your manager to make you go to work, or are you self-directed and self-starting?

Are you disciplined in your business, so you can enjoy that autonomy?

Seth Godin, author of Tribes, says about autonomy: The art of the art {of autonomy} is picking your limits. That’s the autonomy I must cherish. The freedom to pick my boundaries.

About your Mastery

Are you working just to get by, or are you consistently working to get better? What do you want to excel at? How does that translate into your business?

About your Purpose

What excites you so much you can’t sleep at night?

Is there a way to translate that to your real estate business?

The desire to do something because you find it deeply satisfying and personally challenging inspires the highest levels of creativity, whether it’s in the arts, sciences, or business. Teresa Amabile, Professor, Harvard University

What motivates you? Do you know? How do you know? What if you’re motivating yourself in the wrong way? (Many managers unwittingly de-motivate with their strategies!)

More about effective motivation today

How to Effectively Motivate

I’m doing a webinar on how to effective motivate yourself and others for the National Association of Realtors’ Learning Library on March 17, at 2 p.m. EST. Click here for more information.

Carla Cross, CRB, MA, is an international speaker, coach, and resource provider, specializing in real estate business management. More of her resources are tested and recommended by CRS and CRB than any other speaker today. Carla helps companies optimize their ‘people power’–creative, practical strategies to double production and profits to recruit and retain the best.

I have really enjoyed watching the Olympics and seeing the determination and drive that so many of these great athletes demonstrate from around the world. To see the best athletes in the world competing against each other is an inspiring experience.

Just like in the Olympics, selling homes is about strength, determination, preparation, perseverance and being the best of the best. Being in real estate today requires us, as agents and brokers, to win the price war and the beauty contest both online and off!

I’ve watched companies come and go and most don’t begin to understand what buyers really want in their search for finding homes online. I am blown away by the poor visual experience agents and brokers provide the buyer on homes they so desperately need to sell. So many real estate brokers and brands leave it up to the agents to decide how to demonstrate their listings on the web. The problem is, in this difficult market, more and more agents are moving away from professional photography and high quality virtual tours to cheap, do-it-yourself tools with poor, less than complimentary photos of homes. The agent then brands their poor visual content with the high quality brand of their company and sends the message “that our company does not really understand what you, the buyers, really want.”

Buyers today want high quality photos of everything in and around the home, they want both still pictures and moving panoramas, and they want the option to see everything about the home even if it is a short sale or REO property – especially those. Instead, agents and brokers seem to be cutting their budgets in the wrong places. If they really want to sell their listings, they need to give the buyers the best experience, the Olympic experience.

My nomination for the best company to help us accomplish our Gold medal run is Obeo (www.obeo.com). They provide the highest quality experience for buyers and sellers, and add elements that are so advanced no other competitor can come close to them!

Imagine a buyer looking at a home online and having the ability to emotionally move in by moving their furniture in and around, changing the color of the kitchen cabinets, changing the floors from carpet to hardwood and even redecorating the living room by changing the color of the paint on the walls. This is a gold medal performance that should be done on every listing – not just on your high end, beautiful homes—but on ANY listing that you want to sell!

Real results, that’s how I differentiate between a good company and a REAL competitor. One of my coaching clients in Dallas sent an email recently stating that many of her sellers are coming to her because she markets properties using Obeo. Her closings for one month were over 2 million dollars and she attributes much of that to the way she markets her properties with Obeo.

There are a lot of good companies out there with cool web 2.0 experiences. However, I have not heard the extreme positive feedback from actual buyers and sellers, or seen the real results for agents like I have from Obeo.

So, if there were a competition of best online sales tools, Obeo wins the Gold!

————————————————————————————————————————————
Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com or www.PQPipeline.com or email him at AskVerl@verlworkman.com.

Follow Verl on Twitter: http://twitter.com/verlworkman
http://www.facebook.com/VerlWorkman

Many people prefer to either not think about the importance of real estate search engine optimization, or tinker with it on their own. If you are not going to higher a professional to do it for you (like you would encourage your FSBOs to hire you), then there are at least a few traps that you should know about.

These are the 7 deadly seo mistakes that you don’t want to make. To get the full video which is also our video/speaker’s page, you’ll get much more information by clicking there. Here is a short preview of what you’ll get.

At the end of February Agents notice that a substantial part of the year is passed.  Two months, one sixth of the year is behind us.  That makes some Agents anxious and nervous about how the year will unfold.  Others are excited and eager.  The difference is completely based on each Agents feeling about how they are doing.  Following are four of the best solutions to being excited and eager about your business instead of anxious and nervous.

1. How you feel about your business is a distraction that is more likely to hurt your business than help it.  If you feel bad it may motivate you, more likely it will de-motivate you.  And if you feel good it may motivate you or it may make you complacent.  I am a HUGE believer that your “attitude dictates your altitude.”  However, in terms of your how you are doing in your business it is your measureable results that dictate your success, not your attitude.  Focus on measurable results.  So…

2. What gets measured gets done.  You get what you inspect not what you expect.  What measures do you keep track of?  What measures are you aware of?  Do you have a sales goal for each month?  If not, start there and set one now for March, April, and every month to the end of the year.  Be sure it is open sales; in other words what you put under contract not what you close, in March etc.  You must measure what you have the most control over.  In terms of sales volume you have much more control over what you will put under contract each month than what you close that month.

Do you have a listing goal for each month?  Set those too.

3. Look at your monthly sales volume and listing goals every day.  Yes, every day.  Of course there are days they won’t change.  And of course you will remember what those goals are and how you are doing if you only look at them a few times a week.  But you won’t do it unless it is a habit.  It will take you… oh, let’s say… thirty seconds, maybe less because you could be looking at a goals sheet on paper or on your computer while you are having breakfast so can do it in N.E.T. (no extra time).  When you have those goals set and you look at them every day, it prevents lengthy slumps and it motivates you in the most effective and legitimate way.

4. Choose, right now, what success in your Real Estate career will do for your life that you desire most.  What is it?  Will it reduce the stress of unpaid bills?  Will it buy you another income property, fund college educations, pay for that surgery, allow you to take that trip or take the trip with greater ease and enjoyment.  What is it for you?  And once you hit on that thing that gets your juices flowing, that thing that creates a sense of excitement in you, when you hit upon that thing; write it down.  And each day as you look at your goals connect that desired outcome with those measured results.  That $400,000 of sales in March means that I’ll be able to…  Make that connection each day.  Dwell on it.  Yes it may be painful for some who are struggling and exhilarating for those who are already doing well.  For both and for all it will ultimately create permanent motivation.

The secret to the success of my coaching Clients are a few simple disciplines.  The business is hard.  Buyers and Sellers, Lenders and Appraisers, Personal Property and Possession Dates and more, offer continual challenges; awareness of your numbers brings greater ease, sanity and motivation.  These four simple solutions make a huge difference to your success.

I have some bad news for you…and, I know, nobody likes bad news.  Nobody. 

We all handle the bad things in our lives differently, don’t we?  Some of us tackle the hard stuff head-on – dealing with it right away and moving on. 

The rest of us are just flat-out avoiders.  We try to justify our avoidance by telling ourselves we “don’t have time” to deal with that right now or…we “just can’t handle one more thing.”  Those excuses are simply a form of avoidance – straight up.

So, if you’re an avoider, KEEP READING THIS.  Don’t let yourself avoid!  Even though it’s seemingly bad news, I also share some great news and useful solutions with you.

Now, I don’t know about you, but I’ve learned that almost 100% of the time it’s best to just deal with the hard ASAP, take care of it somehow, and move on as much as you possibly can. (And I’ve avoided with the best of them!)

Bottom line:  it’s how we choose to deal with the hard stuff in our lives that determines our success (or lack thereof). 

And, yes, it IS a CHOICE we all have.  I’m sure you can think of sad, negative or hard things you’ve been faced with in your life – and that moment of CHOICE you had.

I sure can…

For example, when I was 15 and still classified as “functionally illiterate” with over 12 different learning “disabilities,” I could have chosen to give up right then and there.  And I was close…let me tell you.  But thanks to hard work – and some key people that were placed in my life – I CHOSE to learn how to read.  It wasn’t easy, but I CHOSE to keep going – I CHOSE to figure out how to take that bad, hard stuff and make it work for me.  I CHOSE to find a solution.  And because of that CHOICE, I eventually graduated from college – at the top of my class – with a degree in Economics!

Now…what does all that have to do with YOU?  A lot!

Here’s that bad news I mentioned earlier.  Take a look at The Harris Interactive Poll results below from a study conducted in August 2009…

PRESTIGE OF 23 PROFESSIONS AND OCCUPATIONS

“I am going to read off a number of different occupations. For each, would you tell me if you feel it is an occupation of very great prestige, considerable prestige, some prestige or hardly any prestige at all?”

Base: All Adults 

*Less than 0.5%

And, just so we’re all on the same page, according to Webster’s New World Dictionary, “prestige” is defined as:

1.  The level of respect at which one is regarded by others; standing.

2.  A person’s high standing among others; honor or esteem.

3.  Widely recognized prominence, distinction, or importance.

It doesn’t look good for those of us who work in real estate, does it?  Bottom of the prestige and respect list.  Not the best news.  At all.

At this moment, we’re all faced with a CHOICE…

Rather than avoiding this FACT or trying to hide it (or hide from it),

let’s use it to our advantage. 

How?  Simple…

Just like we talked about earlier…tackle it – head-on!  Right now!

Follow these steps (I’m serious here…I’m challenging you to CHOOSE to do this!):

1.     Copy this chart into the beginning of your listing presentation or make a copy to give to the buyers you meet with.  (You can get a copy of the chart and accompanying article here:  http://www.harrisinteractive.com/harris_poll/index.asp?PID=685.)

2.     In your listing or buyer presentation script, you need to enter the conversation your prospects are having in their heads.  Tackle the fear, doubt or insecurity they are feeling at that moment.  

3.     Say something to the effect of: “You probably weren’t looking forward to our meeting today…and I can understand that.  I know that real estate agents, in general, are not trusted, respected, or held in high esteem – just like the results of this study show.  And there are some bad agents out there, for sure.  However, as we get to know each other, you will learn that I don’t fit that preconceived idea people have about agents. 

I wouldn’t just be your real estate agent.  I am YOUR advocate – YOUR guide – YOUR master negotiator – YOUR reference tool for all parts of this process.  I CAN be trusted and WILL work hard to earn YOUR respect.

I treat my clients like they are my closest friends or family members – giving them my best and most responsive service – always.”

Now, you’re probably thinking to yourself, “I can’t put that in my presentation!  That’s too risky…why would I show them the negative results of that study?”

Because.  No one else will.

And, as the wise Earl Nightingale so aptly stated, “If you want to be successful, find out what everybody else is doing and do the opposite.”

Do you think anyone else has this in their presentations?  Not likely.  All you have to do is CHOOSE…

CHOOSE to harness your inner football player…and tackle it!

CHOOSE to make this unfortunate fact work for you.

CHOOSE this solution and use it!

CHOOSE to “do the opposite” and experience your most successful, fulfilling year yet! 

© Jennifer Cummings 2010

For the past two decades, Jennifer Cummings has been one of the most sought-after marketing experts in the nation.  Her “out-of-the-box” approach to marketing has won her the respect of advertising agencies and the adulation of entrepreneurs and business owners from all over the world in over a dozen unique markets. 

Using the same strategies she now teaches, Jennifer transformed her life from being a juvenile delinquent at 15 to a millionaire by age 30.  With her practical, no-frills approach to marketing and revenue generation, YOU can now join the thousands of other agents and brokers who have been excited and empowered to get back into the driver’s seats of their businesses!

Jennifer Cummings ~ www.JenniferCummings.com ~ 888.208.2309

As a culture, we are busy. We have technologies that allow us to stay connected to our business even when we are supposed to be taking a vacation. We multi-task, and as a result of our increased efficiencies, we are busier than ever and have trouble finding time to “fit it all in.” One of the biggest barriers to finding enough time to fit in the most important things in life are those people and things that steal away what precious time you have available. In order to be productive we must eliminate those time wasters and focus on things that help us move closer to our goals. I call this process “Taming the Time Thieves”.

If you follow the following five suggestions, you will find you have more control over your day—and you will get more accomplished!

1.    The chatting syndrome. Conversations (“chit-chatting”) with co-workers, friends, family and neighbors can happen anytime, anywhere, in person, by phone or even via the Internet. These chats can be worthwhile—sharing ideas, catching up on old times, talking about fun things you each have in common—but the reality is that frequently these chats do nothing but steal huge chunks of time from your day. Keeping in touch with friends and family is, of course, a good thing, but yapping endlessly about not-so-important things is a real time thief, especially if it saps your time for either necessary or more desirable pursuits. Give yourself reasonable limits as to the amount of time you will spend chatting. If you are stuck with a rambler, politely say, “I’ve got to go”…and do it.

2.    The E-mail Black Hole. If every time you open your e-mail it is cluttered with many Fwd: blah, blah, blah e-mail messages or other junk mail and you hate working your way through them, get off the forwarding lists! Many times it is people who have less time available than you (or who don’t know how to handle their time) who will forward virtually every e-mail they get to a long list of “e-mail buddies”—and one way to control this is to either set up a non-business email account to receive those emails at (johndoe@yahoo.com)—or ask to be removed from those mailing lists all together.  Seriously, are those jokes SO funny that you have to read every one of them? Also, never get trapped “surfing” the Internet. That can suck a couple of hours out of your day in a hurry!  It’s ok and important to answer your business email quickly, but save the others for evenings or weekends when you can deal with the other personal things in your life.

3.    Clients from Hades. Sorry, but this is real and every agent knows what I am talking about. Sure, we love our clients, but you and I both know that some clients can suck every waking moment out of you. You have to know who’s the boss. You are! (I know, sometimes it feels like every new client is the boss!) Your buyer’s agents have experienced the dread of showing a dozen homes to “Lookie Lou” only to discover they couldn’t make a buying decision if their life depended on it. Your accountant, doctor, dentist or insurance agent  are not available every waking moment of every day, why should you be?  Pre-qualify each buyer and make sure you have a buyer’s agreement.  This first step will let them know you are serious about your business.  Then set their expectations as to how you will work with them up front and what you expect from them as you show homes.

4.    Dumpers. Ever heard these words? “You handle it.” It may be a spouse, a relative, a co-worker, or a child, but YOU become the dumping ground. When you hear “I don’t want to do/don’t know how to do it,” and the “dumper” is fully capable, you need to take control. Unless you bounce back those things that truly can be handled by others, the dumping will continue (or worse, if there is no objection from you, intensify). They are not going to stop if you don’t protest! Speaking of which, it might be time for you to hire a good assistant to take over some of your more menial tasks.

5.    Technology. Technology is a double-edged sword. There is no doubt that you need it—as a Realtor it can do more to free up time in your day than just about anything else—but you have to have a strategy for learning it and using it. That’s one of the reasons why I emphasize learning one new thing each day with your technology, then shut off your computer and go to work.  Technology is not supposed to be all-consuming; it’s just one of the many priorities that needs to be fitted into your day.

By eliminating your time thieves and time wasters you will find more time every day to focus on the more important things in your life, like family, friends, faith, fitness, and of course your finances.

© Verl Workman, Pinnacle Quest Consulting 2010

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Verl Workman is a leading national speaker, coach and consultant.  Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results.  He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations.  To contact Verl visit www.verlworkman.com or  www.PQPipeline.com or email him at AskVerl@verlworkman.com.

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