A Fresh Approach to Real Estate Rookie-hood with Jennifer Allan: August 2009

Okay, I've heard it all.

I have a friend who just started selling real estate. She hired on with a Big Name company that promises lotsa training. So far, my friend is underwhelmed, but the other night she called me almost hysterical.

My friend can't get anyone to help her role-play writing an offer, yet she was encouraged to attend "Charm School." Charm School? Yes, Charm school. As part of her training.

What, you ask, is charm school?

Well, as far as I can tell, it was a corporate-sponsored training class where agents were instructed on the niceties of life. Such as,  "Get a good haircut." "Make sure to wash your car before taking buyers out." "Don't swear in front of customers." "Dress appropriately." And my favorite - "Make sure your fingernails are clean. "

Are you kidding me? Seriously, someone in power thought it was a good idea to ask grown-up professional men and women to attend a class on fingernail maintenance?

To make it even more comical, my friend's office is in a rather ritzy part of town - one where I doubt it's necessary to encourage the local adult human beings to spend money on personal grooming. This is an area where the cheapest car in the lot is a Lexus, and $600 handbags on sale for $399 are considered a steal.

I can't imagine that this presentation didn't offend every real estate agent without shouting distance.

The training offered to newbies in our industry never fails to entertain me.

I, like you, am really into immediate gratification. I like to see a payoff for my efforts, like, five minutes from now, or else I get discouraged and don't wanna play anymore. Faxes are too slow. The microwave takes too long. I want it NOW (whatever "it" is that I want... right now).

When it comes to wanting cash... as in, a paycheck, I'm definitely into "sooner rather than later." While I'm aware that I'll have bills to pay in January, February and March, I'm not nearly as concerned about them as I am about the ones due in September, October and November. And, frankly, there are just so many hours in the day, so it's only logical that I should focus on activities that pay off sooner, rather than later, right?

Sure, there's some logic to that and it's how most of us run our businesses, throughout our entire careers. We have a cycle we repeat over and over... prospect hard, then deal with the business our prospecting brings in, then notice our pipeline's about empty, panic, then prospect hard again. And the cycle repeats. Some agents, in trying to break this cycle, implement sophisticated systems that are designed to generate a steady stream of leads that they can tap into when they see a break in their business looming. I've never had much luck with such systems - they just don't fit into my business model, so I can't speak to whether or not they do what they promise to do. Somehow I doubt it. And besides, they cost a lot of money!

But if you've ever experienced the euphoria of having a relatively consistent pipeline, I'll bet you'll agree that it's worth the effort you have to put into it upfront. As in, today. And tomorrow. And next week. For business that may not come to fruition until six months from now or longer. But here's the cool thing. Once your longer-term efforts start paying off, two things will have happened. One - you'll be in the habit of doing these things to the point where they'll seem like a natural part of your day and two - you'll have generated the momentum within your business to keep that ball rolling.

And you know what else? Most of the things you can do today to ensure business in six months don't cost you a thing. They'll just take a little of your time, your creativity and your commitment to showing up every day.

Stay tuned for more thoughts on what you can be doing TODAY to make you feel awfully smart six months from now!

Pipeline 2010: Blogging Today for Business Tomorrow
Pipeline 2010: Attracting Business by Mastering Your Market

PIPELINE 2010! RAH RAH RAH!

For the low, low price of just $49, you, yes, you can have 12 hours of brilliant real estate discussions, interviews and seminars delivered in .mp3 audio format that can be easily burned to CDs and keep you entertained on your August road trip vacation. Or, just on your day-to-day wanderings 'round town.

We're 2/3 of the way through the Summer of Soul Seminar Series, with only two shows left to go. But since all the shows have been recorded, you can still purchase the series in its entirety and listen in at your convenience. And, of course, join us for the final two shows on August 15th & August 29th.

Here are the programs that are included in the package. Each is between 60 and 90 minutes long:

• Introverts are Salespeople, too! An interview with Susan Haughton, proud (and successful) introvert
  
• Negotiations: The Games People Play with Jackie Leavenworth
  
• Q&A with Broker Bryant: An interview with Broker Bryant Tutas
  
• Have More Fun and Sell More Real Estate! A discussion with Jennifer Allan & Tom Gosche
  
• Pipeline 2010: Blogging for Business: A panel discussion with Janie Coffey, Renee Burrows & Karen Rice.
  
• Pipeline 2010: Attracting Business by Mastering Your Market
  
• Pipeline 2010: Selling to Your Sphere of Influence
  
• Pipeline 2010: The Very BEST  Way to Fill up Your Pipeline
  
• Alternative Business Models with Margaret Rome, Nishika Jones, Mollie Wasserman and Jennifer Allan
  
• Surviving the Inspection (coming August 15)
  
• Final Session (Topic being voted on... coming August 29th)

The price of the package is $49 through the end of August. At that point, all the recorded shows will be professionally edited and compiled into a package that will be offered at $99.

Here's more information on the Summer of Soul. To purchase the package, just click that big blue button below.