Coaching For Real Estate Agents

Coaching For Real Estate Agents

Our spring is gone! Where did it go? We enjoyed the most gorgeous and coolest spring all the way through the end of May. Now we are in June and here in Florida that means the hot and humid weather is back.

While in most places in the country people go outdoors in the summer it is the other way around here in Florida. We go outdoors in the fall, winter and spring! Summer is for indoors and air conditioning!

In spite of the heat coming on, I woke up this morning thinking how blessed I am to live on this beautiful blue planet, in this wonderful country of America. I love America. Each morning I count my blessings and think about what I am grateful for that day. It makes it a great way to start my day. Being in focus of your gratitude will bring richer blessings still. God is good to me and my family.

I enjoy the blessing of listening the birds chirping as I start each new day. What a miracle that is in and of itself! Just take a moment right now to ponder all your very many blessings. Savor the moment of gratitude. Carry it with you throughout your day.

My coaching practice is a huge blessing in my life. Helping others to see their greatness and facilitating my clients to reach beyond their perceived limits is so emotionally charging. I am so blessed with the gift of being able to help others.

I focus on helping Real Estate Agents but I have clients from all walks of life.

My business in Real Estate Sales and Coaching is mostly done through referrals.

The best compliment that I can receive is for a satisfied client to recommend me to one of their friends. Thanks to all of you who have given me referrals.

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

Voice Mail Tips For Real Estate Agents

Coaching For Real Estate Agents

Voice Mail Tips For Real Estate Agents

Do you know what your voice mail sounds like?

As a Real Estate Agent I hope you have a great professional voice mail message.

Is your message boring and meaningless or is it exciting and compelling?

Call your voice mail and listen to the tone of your message, the message itself and the content of your message.

What is the goal of your voice message? It should be to have the caller want to leave you a message.

Do not say; “Your call is important to me” . That sounds so condescending to me. If your call was so important to you why aren’t you answering the phone personally when I call you?

Some other things you should not say in your message are things like, “I am not at my desk right now.” Or “I’m sorry I missed Your Call.” These statements are overused and are a waste of your precious few seconds to get your message across.

Avoid using the same boring statements that everyone else says on their messages.

Make yourself stand out in the voice mail crowd.

I suggest to my coaching clients to always have a big smile on their face when they are recording their message. For some people standing in looking into a mirror helps them to use their best voice.

Write down what you are going to say so that you can follow your script. That will help you avoid using “uhm” and “ah”, etc.

Remember that you can re-record over and over again until you get it right so don’t worry about it when you goof up.

I always leave my email address on my voice mail and my website address. I also leave my tagline to get them to my website.

At the end of the message I like to say, “Make it a great day.” You can leave another call to action at the end of your message, make it memorable.

People always compliment me on my voice mail messages but more importantly they leave a message or email me.

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agent

Are Referrals In Your Real Estate Business?

Coaching For Real Estate Agents

Are Referrals In Your Business?

The NAR just came out with a report that says that 93% of the business being done in Real Estate is being done by only 7% of the Real Estate Agents.

That is pretty shocking taking into consideration that there are over a million members in the NAR.

So much for the 80/20 rule!

As a consultant and coach, I ask you;

Are you in the 7%?

Do you want to be in the 7%?

What type of marketing is the 7% doing that other agents are not doing?

Well, it is networking.

Most of the business these Real Estate Agents get is from referrals.

That should not surprise you.

When buyers and sellers are asked how they chose their Real Estate Agent between 70-80% of them responded that they knew their Real Estate Agent or one was referred to them by someone they knew.

People do business with those they know, like and trust. Pure and simple.

Yes, you can get to build relationships through door knocking and cold calling but that is definitely taking the most difficult approach. I do not like to door knock or cold call. And I find that we as people will find a reason not to do the things we don’t like to do. So then excuses take form and we get stagnant and do not produce thus placing us in that 93% of the Real Estate Agents not getting the results they had hoped to achieve.

So are you doing business by aiming at the wrong target?

Networking is the way to go in boosting your business and creating the loyal following up clients who will refer to those they know need your services.

Target your sphere of influence. That is the key to effective marketing.

Real Estate Agents I coach start out by telling me that they don’t know anyone, that they don’t have a sphere of influence.

If you are in that situation I can show you how you DO have a sphere of influence and no matter how small it is I will teach how you can make that small influence become a large influence very quickly.

The key to building your referral market is by building relationships and then maintaining those relationships over a lifetime.

How do you develop a relationship?

*Stay in touch on a consistent basis through a variety of mediums.

*Give something of value each time you communicate.

* Nurture your relationship.

* Call them on their birthday to wish them a happy birthday.

* Monthly contact is just right.

* Go beyond the regular real estate info and assist with day to day needs.

* Ask what you can do to help them.

* Give important tips in a postcard like reminding them to change their clock back.

You can also email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

Coaching For Real Estate Agents- Marketing with Post Cards

Coaching For Real Estate Agents

Marketing with Post Cards

If you have a web site, and hopefully you do; drive people to your web site with your Post Card Campaign.

Make sure you have a reason for sending the prospect that receives your post card to your web site.

Always use a tag line with a benefit to encourage prospects to visit you on the web.

With so many web sites out there especially in Real Estate markets; why would a prospect sit down at his or her computer and actually type in your web site address into the address bar?

Give them something to go to your web site for! And I don’t mean to search the MLS or to look at your listings!

They can do that on anyone’s site these days.

Think of things that your prospect is looking for or a need that is not being filled when they go to other Real Estate Agents’ sites. If you get stuck; ask your prospects.

Take a survey of your prospects. Ask them what they would like to see on your web site. What can you provide them with they are not yet getting?

Create direct response guides for your buyers and sellers.

Like: “12 Ways to Improve Your Curb Appeal”.

Send out a postcard to your data base or farm telling them to go to your web site to pick up their own copy of the direct response piece you are doing like the example above.

Post cards work great as direct mail pieces. We use them all the time in our Real Estate business.

Remember to have a call to action on your post card. Always put value on your offer. Make your offer something your prospect really wants and knows he/she needs and is ready to act on it. The more value you place on your offer the better response rate you are going to get.

Testimonials are also great to use on your post cards.

Word of Caution: Do not use the Free Consultation line. Everyone in the U.S. knows that they can get a Free Consultation with any Real Estate Agent. That is worn out, old and should not get recycled.

We ran a post card campaign with a great offer and to go to our website to get it; we had an overwhelming successful response of visitors to our web site. In fact, from one mailing we received 112 unique visitors with 112 separate IP addresses. When we looked at our web stats we saw the direct correlation of when our data base received the post card and the dates of their visits to our web site. It works! Do it!

Submit your ideas here of what Post Card ideas you get great results with. Tell us what you have tried; what works and does not work in your market. It is great to learn from each other. Pay it forward!

You can also email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

5 Best Marketing Ideas For Real Estate Agents

Coaching For Real Estate Agents

5 Best Marketing Ideas For Real Estate Agents
That get results and save you money!

1. Slash your costs of newspaper advertising.

Most buyers start their search on the internet. This is where you need to redirect your marketing dollars. You will get more bang for your buck.

2. Hand address your envelopes.

People are much more likely to open your mail if you hand address the envelope.

It is a nice touch. People feel special that you took the time to hand write their name and address.

3. Use E-Mail instead of paying for postage to send out your listing fliers.

E-Mail is free and you save the postage which can get quite expensive.

Convert your fliers to PDF format so everyone can open them.

4. Use your own Web Site to promote your listings.

Make sure that your website address in on all your business cards, fliers, brochures and on any ads you are running in any media form.

Drive your prospects to your website. This is the most cost effective marketing that you can do and saves you time and money!

5. Don’t buy into every lead generation program out there.

Be aware of what your comfort zone is. No matter what someone promises you their program can do, if you are not going to follow through and do it, don’t buy it! That is a complete waste of your money! You get sold on something you are not going to use effectively. I see more Real Estate Agents with tapes and programs and software that sits on the shelf unused. That is good money spent. Really weigh the benefits of each program to and evaluate if you are going to benefit from that particular expense.

If you implement the above 5 items, you will find that you will be more effective, get a better response to your message and save a lot of money.

If you would like to be coached or consulted in this area of marketing please read my profile to see my qualifications in this area. Marketing is my strength in business.

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

CBS 60 Minutes Does Not Do Real Estate Agents Justice!

Coaching For Real Estate Agents

60 Minutes Does Not Do Real Estate Agents Justice!

In case you did not get the letter from NAR president, Pat Combs, I have included it here below:

Dear Fellow REALTOR(R):

I am disappointed and dismayed at the biased story that "60
Minutes" aired on Sunday evening. I want to let you know that
we've been working to stay on top of this story.

One of the most difficult challenges we face is educating
the news media about today's real estate industry. There's
no better example than this "60 Minutes" show. For more than a
year, NAR worked with the producers who put the segment
together and offered several spokespersons to be interviewed
for the show, including myself. Yet, NAR's voice was
strangely and noticeably absent from the segment though CBS
gave time to two critics who disagree with our policies on
the display of listings on the Internet.

At times, NAR and REALTORS(R) have often been the subject of
less than accurate news coverage. Your association and its
professional staff is making every effort to get the
REALTOR(R) message out to the news media. The result is that
only a fraction-less than five percent-of the vast news
media we receive is negative.

We encourage all of you to contact CBS:
(http://go-to.realtor.org/t/LSJ6C/52A9C/T3/D4TQDQ )
to voice your concerns -- maybe have some of your satisified
customers do the same.

Thank you for your support.

Pat V. Combs
President

Please express your opinions to CBS.

Also, if you want to see the replay you can go to CBS and click on 60 minutes and get the full replay.

Defend your livelihood!

Coaching For Real Estate Agents

Coaching For Real Estate Agents- Florida Real Estate Issues

Coaching For Real Estate Agents

Please contact your legislator today with the following message, adding your personal comments and powerful stories - such as describing the lock-in effect of Save Our Homes or lost homeownership dreams due to high property taxes.

Click the link below to log in and send your message:
http://votervoice.net/target

Get your voice heard today, time is running out! Get your message in before the June special session begins!

I am back from vacation now. We took a time out for a long weekend. We went up to Orlando and took our 4 year old to Sea World. The weather was wonderful, cool and breezy. There were no crowds so we did not have a problem seeing all the mammals, feeding the dolphins, seals and stingrays. The Shamu show is the best ever; Believe.

Watching the grace and beauty of the Killer Whales and the story the narrator told about living and believing in your dreams touched my heart.

I was on a little vacation yet learning more to improve my coaching. I am able to take what I learn and apply it to my coaching for Real Estate Agents. It always amazes me to be a part of all of life's lessons.

Always remember your dreams and do not ever give up on them.
I am building a website to help you live your dreams and apply the secret to your life.
I will post this when I have it up and running.

Feel free to email me at Katerinag@bellsouth.net for information on coaching you to reach your level of success in your Real Estate Career and also in your personal life.

Coaching For Real Estate Agents

Coaching For Real Estate Agents- The Secret Law of Attraction

Coaching For Real Estate Agents

The Secret from A Real Estate Agent

I first heard about the movie, ‘The Secret’ from a Real Estate Agent colleague.

When the market was turning down here most Real Estate Agents were complaining about how bad things had become. I was at an event where one of the Real Estate Agents said she was so busy that she was referring her business out! That was unheard of at this time!

I asked her what was the secret to her success and she said she was not sure. She said that the only thing that really stood out in her mind was that she had been watching a movie called, ‘The Secret’ a few months back prior to all of her success and living the movie’s principles. She said it had changed her life.

As soon as I got home I told my husband about what she had said. We went online to google the movie and found the home page and ordered the DVD of the movie straight away.

We bought ‘The Secret’ in November of 2006 and it truly has changed our lives too.

In my coaching for Real Estate Agents, I ask each one of my clients to watch this movie.

If you have done so; please do! It might just change your life too!

Now, what happens after you watch the movie? If you have already watched the movie you know what I am talking about. And if you have already watched the movie read on further in this post.

I just came across a website that contains complete audios and transcripts of special interviews after The Secret was produced with all the teachers that were presented in the movie. I bought the package and it is more than I ever expected. These men and women are so knowledgeable in regards to the law of attraction. I downloaded all the audios and burned them on cds that I play in my car when I am driving around town or traveling.

So are you prepared to slide into The Secret's rabbit hole ?

(Just in case you have not seen ‘What the Bleep Do We Know?’; another great way to understand The Law Of Attraction and The Secret.)

Anyways, the program that I found is:

The Masters of The Secret Audio / Transcript Platinum package.

Not only will this multimedia resource help you dive DEEP into the principles behind "The Secret"... it will also reveal why they might not be working for you the way you had hoped.

"The Secret" seems to be all over the media these days... they're talking about the movie, they're talking about the book, they're interviewing the featured teachers on major talk shows...

And it's pretty cool that the Law of Attraction is making that kind of splash finally, and reaching people who would have never otherwise had the chance to experience these amazing results that some of us have had.

But then, a lot of us are asking...

"What's next?"

"Where do we go from here?"

"Why do I STILL not have what I want?"

Well, it's not your fault. The format of the documentaries, and even more so the talk shows, don't allow any of the mentors and guests enough time to really make it clear what needs to be done.

They're looking for sound bites. They're looking for flash and glitz. But the Universe doesn't pay attention to that.

So if you're ready to go beyond the glamour and discover what you really need to succeed go to this page immediately:

http://www.mastersofthesecret.com/?join=24896

The founders of this site are dedicated to searching, sorting, and selecting the success and manifestation mentors who can give you DEEP insight about the mind, real-world success principles, and the mysteries of manifestation.

Today, they're celebrating their grand-opening day and they're practically bribing you - with amazing no-fluff bonus gifts - to access the recorded conversations they've compiled.

They want you to open your eyes to the truth and have you ready to embrace the next part of your inner-world journey.

I highly endorse this package and practically command you to go to the link below now.

You'll be glad you did.

http://www.mastersofthesecret.com/?join=24896

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

You can also email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate,

Coaching For Real Estate Agents, Blogging

Coaching For Real Estate Agents

I subscribe to an RSS feed that I find very helpful in building your Real Estate Business.

As a Real Estate Agent you really need to have a blog for your clients, your buyers and sellers. Hey! It’s also a great way to share your experiences, rant and rave a bit in good taste of course!

Here is the link to the feed:

www.rsspieces.com

Rebloggirl is full of great ideas. She is doing a Real Estate idea for each day of the year in rsspieces blog right now. Head on over there to view some great ideas you can apply to your Real Estate business straight away.

You can get a FREE blog from:

www.blogger.com

This blogger is run by Google® and is very simple to use. You don’t even need to know HTML to use this blogger.

If you are intimidated to start your Real Estate blog I suggest that you start a personal blog for your friends and family to get used to blogging.

You don’t need to be a famous author or have received A’s in your English class to be able to blog. The beauty of blogging is that it is for real people talking about real things! Just write from your heart; that always works! Write as though you are talking to the reader.

When you write from your heart you can connect with your reader. Remember:

No one cares how much you know until they know how much you care.

Show you care by writing from your heart and what moves you. This is always felt through your writing.

As a Real Estate agent you have a lot to write about from your heart. You can tell wonderful stories of people you have helped get into the house of their dreams and the obstacles they overcame. These types of stories resonate with the reader. Some will relate to the story and you may even develop a relationship with you over the story and end up being one of your clients.

So take an action step this week to get yourself moving along in your Real Estate business by starting your own blog!

E-mail me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

More On Tax Reform For Real Estate Agents

Coaching For Real Estate Agents

Tax Reforms Update for Florida Special Session:

“While I am disappointed the Legislature didn’t finalize the property tax reform during the regular session, the 30 days they will be home before the June Special Session allows us even more time to make our voices heard,” says Florida Association of Realtors® President Nancy Riley. “ It is my hope that a special legislative session devoted entirely to this issue will be able to deliver even more comprehensive tax reform than what could be negotiated in the waning hours of the regular session. The legislature will be able to roll back rates immediately and, if we remain strong, we will get our special election this year for portability and other constitutional issues that must be ratified by the voters.”

This is great advice to get out there and get your voices heard on tax reform. Please email and call your Senators and Congressmen and women and your House Representatives during this next 30 days. Please do not put this off. Write it in your calendar.

The voice of the people must be made known and the only way they will hear us is if we write and call them! It only takes a few minutes. So put it as an appointment in your daily planner to remember to do this straight away.

I think the best reform is to get rid of the property taxes altogether and raise the sales tax by 1%. I think the government should learn to spend money wisely and be accountable to the people for their expenditures. This would save a lot of homeowners from foreclosure and also help new home buyers to be able to afford homes in Florida.

Tell me what you think about this issue. But no matter what you think, make sure your voice is heard.

You can also me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching for Real Estate Agents

Coaching For Real Estate Agents, Your Voice does Count!

Coaching For Real Estate Agents

Your voice does count!

Get involved! Get involved with your community and your government.

Real Estate Agents made an impact on bills being passed by the house and senate here in Florida.

Post your comments here about how Real Estate Agents are getting involved in your legislative process where you live.

We are dealing with property taxes in Florida that have gone through the roof. This has created a huge hardship on homeowners and business owners here in the state of Florida.

The House was going to get rid of the property taxes and then raise the sales tax by just a cent or two. Most homeowners supported this bill. Our sales tax is lower than many states and municipalities.

But then the Senate messed it all up and brought back something so convoluted and the legislature could not come to any terms everyone could agree on. Nothing new, in politics! They waste our money arguing over things that make no sense and then they don’t do what the people want!

As a Real Estate Agent, get involved, let your voice be heard. The NAR® is the largest member organization in the country with over 1.3 million members. If we all speak up, our voice will be heard. The NAR and your local state and community boards all work on government issues. A great way to serve is to get on one of these boards, write letters to your Congressman, Senate and House members, most important make sure you get out and VOTE!

There is a property tax crisis in most states of the union. Ask your clients what they want done about it. Sign petitions that you agree with that are going around your area.

Start a petition in your area to reform the property tax issue. Tell your governments to stop wasting our money.

There is a Real Estate agent who just got elected as a counsel woman to a local municipality. This is a great service to her profession as well as to her country and community. It also sets a great example of what you as a Real Estate agent can do to make a difference in the lives of others.

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

WOW! What a Week in Real Estate!

Coaching For Real Estate Agents

This is the reaction to all the news media regarding how prices are going down, down, down! There are hundreds of expired listings in our market.

This past week we did the following:

We have a property that is listed for $ 200,000; we got an offer for $35,000! Can you imagine that? And because it was an offer we had to take our time and the sellers’ time to tell him about this low ball offer! Gag me with a spoon!

We have another property that is listed for over 2 million US dollars and we get an offer at $1.4 Million dollars! How embarrassing is that? The seller had more money into the project than the offer was for!

We have a lot that is listed for $120,000 and got an offer of only $65,000 on it!

And last but not least, we are negotiating on a property that the seller is selling for less than what he paid for it and the buyers are still not happy!

That seems to be a typical week here in this market these days. But with the law of attraction we are also attracting great deals and counting our blessings every day that we have action and deals that are closing. Many Real Estate agents in our market are quitting or getting supplemental jobs.

I met a Real Estate Agent working at a home depot design center because she needs the health insurance. I think we are going to see a lot of this. But this makes a Real Estate agent part time and then it is not possible to give great service and really take their real estate business to the next level.

So how is the Real Estate Market in your area? What is your typical week look like?

What are you doing to attract the right clients to you?

My husband owns our Real Estate company and I work as a Realtor and also as a speaker and coach.

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

Coaching For Real Estate Agents

Coaching For Real Estate Agents- Your Pay Check

Coaching For Real Estate Agents

Now that we have touched on the core keys that will help you increase your worth and value as a Real Estate Agent let’s move on to the topic of how you develop your Real Estate fee.

Let’s first recap on what we have learned so far.

1. Make sure you work on yourself more than your business.
2. Make sure you visualize the outcome you want to achieve.
3. Make sure that you stick to your perceived value.
4. Make sure you learn to ask the right questions.
5. Make sure you are in the right frame of mind.
6. Make sure you have established respect.

Of course in the course of being a Real Estate agent there is a lot more to this than what we have covered. My goal for this blog is to bring you good content that you can use each day in your business as a Real Estate agent and in your personal life. If there is a topic you would like me to address please email me or place a comment and I will do what I can to get the answer for you.

I am an active Real Estate agent and I have a lot of friends who are Real Estate agents and I work with them often. So I know from being in the field what things come up. One thing that is recurring over and over again is how hard Real Estate agents work and how little they are valued by the public. I know that NAR ® has a public awareness campaign going on to change the perceived public opinion of Real Estate agents. But that is going to take time and patience.

I like to work from the inner of our selves to the outer. In order to feel that you will get the real estate fee you are asking for; you must believe that you are worthy of it and that you deserve it from within, not paying attention to what anyone else perceives your value to be as a Real Estate agent.

I have a policy that the lowest fee I will accept is 6%. I know I have paid my dues, I have been in this business for over 25 years and I know what I am doing. I have confidence in my abilities to market my listings and negotiate contracts. When I go on a listing appointment or even get listings over the phone I have no wishy- washy type feelings regarding my worth and what I will work for. The other thing I take a lot of pride in is my fellow colleagues. I do not want to hurt someone else’s income by lowering mine. It is a universal thing, like Karma. I am ethical and run a principal based business.

When you are ready to walk away from a listing, the seller feels this is a serious business for you and he/she will feel your confidence and knowing that they always feel that you are worth what you are charging. There are many times where I have not even been asked how much I charge. When you give value that is over and above the client’s expectations than there is no question of how much you are going to charge. If your job is to make money for your client, than you deserve to have a percentage of the pie!

For Further Information regarding this topic:

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

For Real Estate Agents

The Act of Getting the Listing For Real Estate Agents

You know the money is in the listing. When you go on listing appointments are you prepared? And I don’t mean getting your comps put together and making sure your lap top is charged up! Are you ready mentally for your listing appointments?

 Is your mind clear or are you thinking about all the pressing items of the day?
 Is your mind open or closed?
 Is your frame of mind in the place of peace or chaos?
 Have you mastered the art of asking?
 Have you released your fears?
 Are you able to stay in control or do you react?
 Are you objective or defensive?
 Are you in the moment or are you being tossed around emotionally?
 Are you multi tasking on your appointments?
 Are you using both of your ears to listen and closing your mouth when asking?
 When you ask questions and your prospect is giving you an answer; are you listening to the answer or are you preparing your response to what your prospect is stating?
 Do you practice visualization techniques?
 Do you have a clear outcome in your mind?
 Are you able to walk away from a listing appointment based on your value?

These questions are important for you to answer before you even go on your next listing appointment. Everything starts with your thoughts. Those thoughts become your feelings and your feelings become your actions. So the state of your mind is the most important part of obtaining and selling desirable listings; ones in which all parties to the contract are pleased and the desired outcome is manifested for the good of all.

We will focus today on clearing your mind. This process of clearing your mind of all the mind chatter is an ongoing battle for most of us. I have so much mind clatter sometimes I just want to scream ‘Shut Up’ to my mind! This is so important for real estate agents because we have so much on our plate at the same time.

The best way to do this is through meditation. Another important tip is to be prepared and not rush around before you reach your listing appointment.

What I have found to work the best is a technique I learned from a real estate seminar I went to back in 1995. Make sure to always arrive early to your listing appointment. Make sure you have plenty of time in case you get lost or something happens that you are not expecting like having to take that one client emergency call right before your appointment time. Park down the street from your listing appointment. If you meet your prospects at your office then make sure you go out to a quiet place like your car.
Then close your eyes and take 10 good deep breathes. After you are feeling calm and clear visualize your appointment in as much detail as you can. In your mind go through your greeting the prospect, asking the right questions and taking the steps towards closing the listing. Imagine how they are just going to want you to be their real estate agent, how they are happy to pay your fee without any resentment or objection. See yourself handling any objections in a professional manner.

Try it! It works!

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina

What are You Worth?

As a Real Estate Agent you wear many hats from being a chauffer to being a counselor.
You might not even realize how much time you spend in certain tasks that are part of being a Real Estate Agent.
What are you doing on a daily, weekly, monthly and yearly basis in your business?
The best way to find out is to keep a log for about 3 to 4 weeks of all your activities and the time that you spend in each one of the activities. After that go through your list of activities, add the totals of time you spent in each area. Now you can see in which areas you are spending your time and what you are doing on a consistent basis in your business. You may also notice activities that you did not consider part of your work day. I know Real Estate Agents who network a few times a week around happy hour. That is self promotion and is a real work activity. I know Real Estate Agents who are not counting the time they take to work on their websites, checking emails and reading online industry materials. There are Agents who do not count their ongoing education, seminars, and self development as part of their work day. These all are very important activities to make sure you will be successful and they need to be factored in so that you can get a gauge of how much you are worth and what you can do to improve your worth.

Now add up the total time you spent on your business activities for one month. Take your total net income for the month divided by the hours you worked to get an idea of how much you are being 'paid' per hour. If you do not like what you see and want to be paid more than there are many things you can do to improve your worth as a Real Estate Agent.

I tell all my coaching clients to work more on yourself than you do on your business. Your business can only grow to the extent that you grow. This is the fastest and best way to increase your worth as a Real Estate Agent.