Real Clues

[RealClues] #289: Mega Production

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This week at www.LuxuryClues.com: Great source for photos for your
blog with no fees; A new twist on marketing luxury real estate from a
very cool market; Custom Building Series: Balance Your AC & Heating

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Table of Contents
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1. CoachingClues: The Six Steps to Mega Production
2. Welcome Notes: Learn More about Listen and Learn
3. Reprise: Providing Your Customers with Sound Loan Advice
4. Create a Better Life: Making Time When There Isn't Any: Dispelling
Time Management Myths (Part 2 of 4)
5. Featured Products:
*Back to School Sale
*Free Open House Conversion Script
*SNEAK PREVIEW of our new "Listen and Learn" program "Get the Listing
Every Time Teleclass"
6. Increase Your Production with Personal Coaching
7. Give Us Your Feedback on this Newsletter
8. How to Subscribe/Unsubscribe

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1. CoachingClues: The Six Secrets to Becoming a Mega Producer
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What would it take to double or even triple your production in the
next year? The new market that we're facing is one where you can
truly prosper. Clients need us to navigate the new mortgage
landscape. Top producers are doing well across the country because
they have the negotiation skills necessary to help clients through
short sales, declined loans, or other difficulties.

The old adage "If you keep doing the same thing you will keep getting
the same results" is true. For example, adding 50 or 100 people to
your present farm of 500 homes will produce a 10-20 percent increase
in your production. Blogging with great local content will allow you
to improve your search engine placement, as well as establish
yourself as the neighborhood expert. Just adding activities to your
business, however, is not enough. Here are six key issues to consider
that address the Mega-producer mindset.

1. Begin by completely letting go of how you think your business "should" be.
"Breaking out of the box" usually means wiping the slate clean and
starting from scratch. This doesn't mean you should get rid of
existing clients, but it may mean that you no longer deal with them
in the ways you have in the past. Many mega-producers say they didn't
hit their current level of production until they stopped working with
buyers and hired a buyer's agent. Others devote 100% of their time to
prospecting and have their licensed assistants handle all aspects of
the transaction with the exception of the contract negotiations
and/or closings.

2. Master the art of delegation.
As a rule of thumb, you will need one full time assistant for each 50
transactions you close per year. Thus, if you want to close 100
transactions this year, you will need to delegate at least 50% of
what you're currently doing to your assistant. If you're "stuck in
the box" of doing everything yourself because no one can do it as
well as you can, your production will always be limited by your
inability to delegate.

3. Make "face-to-face" time with potential clients and your referral
database your number one priority.
If you're not prospecting, on a listing appointment, or doing a
negotiation, you're production will be limited by the amount of time
you spend doing other activities that could be delegated. When you
have a break in your schedule, "break out of the box" by getting
face-to-face with your referral database. Whether you drop by with a
plant, some microwave popcorn, or surprise them with some hot
cookies, your goal is twofold: first, your thoughtfulness strengthens
your connection, but more importantly, your physical presence is the
best reminder to send you referrals.

4. Hire a coach.
Most mega-producers have a coach--a partner who holds them
accountable, who keeps them focused and on track. Major gains in
production are virtually impossible without having an objective,
dependable partner in your corner. If you're stuck in the box of
thinking "having a personal coach is too expensive", your production
will probably remain stuck at current levels as well.

5. Break out of the box by becoming "The Expert" in at least one niche.
While it's tempting to be a "generalist," virtually every
mega-producer I have ever met first became successful by becoming the
most informed and dominant agent in a specific segment of the market.
Whether it's a geographical location or a niche such as relocation,
probate, REO, or new homes, being the recognized expert increases the
likelihood of shared listings from other agents who lack your
expertise as well as giving you the edge on obtaining more listings
and creating more buyer leads.

6. Create both a lead generation AND a referral generation engine.
If you're "boxed in" by relying only on prospecting to generate
leads, you're spending up to 80% more time in lead generation than if
you also worked by referral. If you're "boxed in" working only by
referral, you don't control when you will receive leads. The bottom
line is virtually all mega-producers do both. Prospecting generates
predictable numbers of leads while referrals from past clients
require less effort to generate new business.

You can have your best year ever if you're prepared to take the steps
above. If you need a coach, we have a team of 10 really terrific
coaches who can help you weather this market, no matter how difficult
it gets. Email me personally at Bernice@RealEstateCoach.com if you
would like me to help you select the perfect coach for you.

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2. Welcome Notes
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Welcome to our new subscribers this week. Each week RealClues
provides you with great strategies to improve both your business and
your life. If you find this issue of RealClues helpful, take a moment
to hit the "forward" button and send it to another friend in the
business.

We were hoping to announce the launch of Listen and Learn today.
Alas, technical issues are delaying it a few days longer. Watch for
the announcement in a special edition of RealClues within the next 7
to 10 days. I am really excited about this program because it will be
a more personal way for us to communicate. One of the important
things we would like to ask of our readers is to take part in the
discussion. Let us know what you want to hear about. What challenges
are you facing? Do you have a great resource you would like to share?
If so, let us know about it so we can post it on-line or even do an
interview. Our goal is to give you the most timely information
available to keep you ahead of your competitors. You won't have to
drive to a seminar or wait for a trainer to schedule a session.
Listen and Learn will be available 24-7 from the convenience of your
computer. You will also be able to load these on to your MP3 player
or iPod. This means that you will be able to Listen and Learn
whenever you have a few minutes between appointments, if you're
exercising, or just need a quick idea to get your business up and
running at a better rate. One of the best ways to utilize your drive
time between appointments is to take advantage of the "rolling
university," i.e. listen to training tapes and CDs while driving.

Have a great week and be sure to watch for the upcoming announcement!

Warmly, Bernice Ross, MCC, and Byron Van Arsdale, MCC
www.RealEstateCoach.com, www.LuxuryClues.com, www.RossdalePress.com,
www.ConferenceCallTraining.com, and www.TeleconferenceLine.com

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3. Reprise: Providing Your Customers with Sound Loan Advice
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

This article was written in 2005 when the market was still quite
good. The concerns I cited about Adjustable Rate Mortgages have
unfortunately come to pass. If your clients are thinking about taking
an interest only loan or a 40 year mortgage, show them this article.
It can literally save them over a $100,000. Furthermore, saving them
money will make them loyal customers for years to come.

http://www.realestatecoach.com/articles_archive/art20051017.html

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4. Create a Better Life: Making Time When There
Isn't Any: Dispelling Five Time Management Myths
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One of the reasons that people have so much difficulty with time
management is that they succumb to a number of time management myths.
If you want to know if one of these myths is undermining your
effectiveness, click on the link below to read this week's article on
"Making Time When There Isn't Any Part 2: Dispelling Time Management
Myths."

http://www.realestatecoach.com/articles_archive/art20050207.html

In case you missed Part 1, there is a quiz to help you determine
where you are losing time that you could recapture. Click here to
read part 1 and take the quiz:

http://www.realestatecoach.com/articles_archive/art20050131.html

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5. Featured Products: Back to School Sale!
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

**Save $66.00 on the Scripts You Need Today to Have a Great Business
Tomorrow
Our complete scripts library normally retails for $325.00. We are
running a Back to School Sale for only $259.00 plus S & H, for the
complete set. Here's what's included:

77 Market and Prospect for Real Estate Like Crazy scripts
61 List and Sell Real Estate Like Crazy scripts
82 Waging War on Real Estate's Discounters scripts

You can also purchase these separately. The Market and Prospect and
List and Sell Scripts are $149.00 each. The Waging War Scripts on
audio CD plus the script cards are $99.00.

Click on the link below to learn more about what's included:
http://www.realestatecoach.com/products/audio_scripts_library.html

To order at the reduced price, click on the following link:
http://www.profcs.com/app/netcart.asp?MerchantID=35347&ProductID=2729297

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Here's a sample of one of the open house scripts from List and Sell:

Converting Open House Leads

Script #32: Working with Open House Buyer Leads Who Are Not
Interested in the Property

Strategy: Use "switches" to motivate the buyer to work with you.

A "switch" is a good property that is not open during your open
house. Choose properties with different bed and bath counts from your
property as well as different price points. As a rule of thumb, open
house visitors look at properties priced about 30 to 40 percent
higher than they can afford. Be prepared to tell them about other
properties you could "switch" them to in their price range.

Prospect: Bernice, thanks for showing me this home, but it simply
isn't right for us.

Agent: Mr. Buyer, I have put together a list of some of the
best-priced properties in the marketplace. Some of them are
foreclosures and probates. Others are excellent properties that are
simply well-priced. Would you be interested in seeing a list of these
properties?

Prospect: Yes, I would.

Agent: Here's the list. To the best of my knowledge, none of these
properties is open today. However, if you're interested in seeing any
of them, I would be happy to set up an appointment.

Prospect: Several of these look interesting. Any chance I could see
some of them today?

Agent: Absolutely. I can meet you at my office on Fifth and Main at
5:15. Let me know the properties you want to see and I'll set up the
appointments. It would also be smart to spend a little bit of time
discussing exactly what type of property you would like to purchase
so I don't waste your valuable time showing you properties that are
not a good fit.

Prospect: I'll see you at 5:15.

Before you spend a lot of time showing someone property, it's smart
to have them pre-qualified with a lender. Also, be sure to conduct a
Buyer's Interview to determine their exact needs.

SNEAK PREVIEW of our NEW Listen and Learn program:
Sign up today for our sneak preview "Get the Listing Every Time." You
can listen to this at any time by first clicking on the link, filling
out the simple form, and open the link. This one hour class will show
you how to get more listings at the right price. What are you waiting
for--there's no obligation. Check it out for yourself and watch for
details about our new Listen and Learn Program starting soon!

http://www.profcs.com/app/netcart.asp?MerchantID=35347&ProductID=3508879

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6. Increase Your Production with Personal Coaching
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Looking for a well-trained coach who knows the real estate business?
Our coaching team can help you increase your production and make your
dreams come true! Send an e-mail to Shane@RealEstateCoach.com and
we'll help find the right coach for you.

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7. Give Us Your Feedback On This Newsletter
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

We want your feedback-to share your thoughts and suggestions, please
e-mail us at Shane@RealEstateCoach.com.

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8. How to Subscribe/Unsubscribe
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Visit our Web site, http://www.RealEstateCoach.com to
subscribe/unsubscribe to RealClues.

Copyright (c) 1996-2007, RealEstateCoach.com and Teleclass4U.com,
LLC. All rights reserved. Permission is granted to reproduce, copy or
distribute RealClues as long as this copyright notice and full
information about contacting the contributors to this newsletter is
attached.

Contributors to this newsletter:
Bernice Ross, MCC, and Byron Van Arsdale, MCC, Owners,
www.RealEstateCoach.com, www.LuxuryClues.com,
www.ConferenceCallTraining.com; www.RossdalePress.com; and
www.TeleconferenceLine.com
Shane Bowlin, REC General Manager

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