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

Especially for Rookie Agents (but everyone is welcome), this teleseminar show is about what happens (or SHOULD happen) between the time you get your new seller client's signature on the listing agreement and that glorious day you go under contract.

Contrary to what some seem to believe, there are a LOT of things that a listing agent can (and should) do once the sign goes in the yard, way above and beyond the 3P's (Put a sign in the yard, Put it in the MLS, Pray). Things like communicating with the seller every day during the first week and on a regular basis thereafter. Making sure the seller approves your MLS listing. Keeping up with market activity in the area and ensuring the seller knows you are. Checking in on your listing in person every week or so. Verifying with the HOA what the seller told you about it. Soliciting and communicating showing feedback. Updating your photos when the season changes. And so much more.

You do these things not only because they make your seller happy (which is certainly not an insignificant reason!) but also because the more in touch with your listings you are, the more likely they're going to sell, and when your listings sell, everyone wins. 

So, on November 10th, we'll discuss all these things a listing agent should be doing during the listing-to-contract phase, based off of Jennifer's New-Listing Checklist which you can review at the SWS VIP Lounge here: www.SellwithSoul.com/vip_lounge.html.  

During the show we'll cover topics such as:

• What you need to do right away once you have a signed listing agreement
• What you need to make sure your seller does prior to going on the market
• What you need to do one week, two weeks, three weeks (and beyond) after the list date
• What sorts of things (and when) to communicate to your seller throughout the process
• How to communicate feedback
• Proactive steps to take to head off problems before they arise
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on November 10th!

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THE DETAILS
Date: Thursday, November 10th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

REGISTER FOR THE SHOW HERE!

REGISTER FOR THE SHOW HERE

It used to be that the inspection period of a real estate transaction was biggest hurdle to overcome once your buyer (or listing) were under contract. Get through the inspection and sigh with relief - you're heading for a closing!

Well, that may not be the case today, but it doesn't mean that inspections aren't still a painful process for everyone, and are responsible for their fair share of failed real estate transactions. And when a sale falls apart due to inspection issues, everyone loses - the buyer, the seller, the lender and of course, both agents involved.

Sure, there are some properties that are simply in such poor repair that unless your buyer is Joe Handy(wo)man or your seller is Mr(s). Cheerful Moneybags, the deal should crash & burn. But most of the time, inspections kill the sale not because the home is a money pit, but because emotions and egos get in the way... and down the proverbial toilet we go.

But the good news is that YOU, as the buyer or listing agent, have a whole lot more influence over the outcome of the inspection than you may have given yourself credit for. You CAN hold these sales together (if it's the right thing for your client, of course!) and do your part to help everyone happily continue the journey toward the closing table.

So, if inspections have been a deal-buster for you in the past, or if you're a new agent and aren't really sure what your role is during the inspection process, please join us for a frank discussion about Inspections and How to Survive Them. 

THE DETAILS
Date: Thursday, October 13th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register below!

REGISTER FOR THE SHOW HERE

I recently released two newsletter mini-clinics especially for aspiring real estate agents - that is - real estate agent wannabe's who are not yet licensed, but hope to be someday. The first is called "So You Wanna Be a Real Estate Agent" and was created to help people decide if real estate is a good career for them, and the second - "So, You're ALMOST a Real Estate Agent" is about helping pre-licensees (those currently in real estate school) figure out what they can be doing NOW to prepare for that happy day they hang their bright shiny new real estate license on the wall of their new office.

Anyway, since I released the two mini-clinics, I've been contacted by several aspiring agents asking for my advice on the whole pre-rookie experience. Guess what the number one question is?

"Should I start putting together a website?"

My answer is always the same (I tend to be predictable that way). I say NO (although I do advise them to get a domain name for email purposes).

Here's why.

Brand new real estate agents have a lot to do. A LOT. They need to be learning about their real estate market. They need to be mastering their contracts and disclosures. They need to become intimately familiar with their MLS and their contract software. They need to understand how the buyer process works from showing to offer to contract to closing. They need to put together a plan to market their listings and decide how to structure their fees. They should be shadowing other agents on showings, inspections, appraisals and closings. They should be creating their team of great lenders, inspectors and handymen. They need to be reconnecting with their spheres of influence and creating transaction checklists. They need to learn about short sales and foreclosures. They need to learn how to properly price homes and create coherent, compelling, persuasive CMAs. They need to choose a contact management system and learn how to use it.

PLENTY to do.

Now, if there were unlimited hours in the day, unlimited dollars in the bank and unlimited energy in the proverbial gas tank, then sure, let's add "creating a website" to that list. But the reality for most new agents is that there is not unlimited time, an unlimited budget or an unlimited supply of energy, so a little triage is necessary.

(By the way, if a new agent is finding that they DO have plenty of time on their hands, something is WRONG! Take a look at that list above and determine what it is you aren't doing... and do THAT).

Your website can wait. For now, just sign up for your broker-provided site, do the minimum required to not look like a slacker, and focus on creating a great product (that would be YOU) so that when the time comes to Create Your Website, you actually have something compelling to say about that great product!

The moral of the story - rookie agents - mark "Create My Website" off your list of Things to Do Today. Whew - one less thing!

Especially for Rookie Agents (but everyone is welcome)!

Our next SWS teleseminar show is about what happens during that mysterious period between writing an offer... and receiving your commission check. While rookie agents sometimes receive lots of training about how to SHOW houses and maybe even about how to write up offers, they are rarely given much guidance as to their duties and responsibilities once their buyer is under contract/in escrow heading for the closing table. And there's a lot going on behind the scenes!

But here's the thing. The process of getting from Contract-to-Closing varies significantly across markets. In some areas, attorney involvement is common, even required. In others, attorneys aren't involved at all except in very special circumstances. In some markets, the property officially changes hands at the closing table; in others, the new owner must wait for the paperwork to be filed and recorded. In some areas, the inspection period allows the buyer to terminate the contract for any reason whatsoever; in others, they must give the seller the opportunity to correct any deficiencies they find.

My point is that any non-market-specific class about how the period from Contract-to-Closing works will unfortunately be imperfect due to such variances. But that doesn't mean we won't do our best to help our new agents better understand the process!

On September 29th, we'll have three agents here in the SWS Virtual Studio, from three different geographic locations, describe the Contract-to-Closing process in their market. We'll have an agent from the Northeast, one from the Rocky Mountains and one from California. During the show we'll cover topics such as:

• What you need to do immediately following contract execution
• What you need to make sure your buyer does immediately following contract execution
• How, why, when and with whom to follow up throughout the process
• Your role during the inspection period
• Proactive steps to take to head off problems before they arise
• What your responsibilities are prior to, during and after the closing
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on September 29th!
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THE DETAILS
Date: Thursday, September 29th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register, below. 

REGISTER HERE

As promised... here is the follow-up to my earlier blog about what to do with your contacts once you've loaded them up in your contact management system to maximize the likelihood that your sphere of influence (the people who know you) will support your real estate business. If you'd like to read the first installment where I covered Steps 1-6, here 't'is: http://activerain.com/blogsview/2454716/so-my-contacts-are-loaded-what-now-

In a nut, Steps 1-6 had you going through all the names in your database to identify any missing bits of information, then categorizing your contacts as Group One, Group Two or IDK's and then creating sub-groups.

By the way, if you'd rather just watch the video of the whole webinar, you can do that here: www.sellwithsoul.com/cms-contacts.

So, here are Steps 7 and 8:

Step 7: Research all the missing bits of information that you identified earlier and fill them in on each contacts' profile. Facebook is a great resource for email addresses and birthdays, BTW.

Step 8: Concurrent with Step 7, identify each person in their profile as a Group One, Group Two or IDK, as well as any sub-group they belong to.

(Depending on your contact manager, this last step can probably be done on a "mass" input basis.)

Once you've completed Steps 7 and 8, you should have a relatively complete and up-to-date database (wasn't that fun? LOL). If you stay on top of it, you'll never have to go through this entire exercise again, although I believe it's a good practice to print out your database and review it a few times a year, just for kicks.

So, now, it's time to start reconnecting with the people whose names are in that database.

Depending on your business model and future plans for your sphere of influence, you may want to send out a "reconnection letter." I won't talk about that today because it would take too long, but I have a live workshop coming up this fall on the subject.

But whether you send out a mass reconnection letter or not, there are several things you can be doing to reconnect with your sphere of influence, starting now!

Here's what I would do.

First, I would print out my Group Ones (my social network) and go through the list name by name to see who I feel like reconnecting with in the next week or two. The cool thing is that your "mood" will change week to week, so NEXT week, you can go through the list again and be drawn toward completely different people. I'd try to go out for coffee or drinks with two or three people a week until I'd had a face-to-face with all my Group Ones (or at least attempted to, thus making contact).

As I'm going through my list of Group Ones, I'd try to remember the last conversation I had with each person to remind myself where we left off in our friendship.

Then, on an ongoing basis after each social encounter, I'd immediately write down something we talked about that I can follow up with in a few days or weeks, and enter that follow-up as a task in my contact manager. For example, maybe my friend told me she was getting a new puppy over the weekend; I could call the next week to see how it's going. Or maybe a friend tells me her mother has been ill - I can follow up in a few days to see if she needs anything.

What about your Group Twos (your "everyone else" contacts who aren't in your social network)? Well, I communicate with my Group Two with postal mailings and mass emailings. I don't try to socialize with them or make personal contact unless I have a bona-fide reason to, but my Group Two was always a significant source of business for me, even without the face-to-face/voice-to-voice contact.

So, that's the show for today ;-]. Hope you enjoyed this little mini-series on What To Do Now That Your Contacts Are Loaded!

To read more about my Contact Management ramblings, just go here: www.SellwithSoul.com/contact-management.

Excerpted from Chapter Ten of "If You're Not Having Fun Selling Real Estate..."

I used to be afraid of the word “negotiate.” I considered it, paradoxically, to be both beneath me and also over my head. My vision of a master negotiator was someone who was expertly manipulative, who had the attitude of one of my first clients: “It’s not a good negotiation until both sides feel some pain.” I pictured a cheesy salesperson in an expensive suit making his opponent feel inadequate and inexperienced so that she eventually gives in against her will.

I wanted no part of that!

On the other hand, I was also intimidated by the concept of becoming a good negotiator. I read books on the Art of Persuasion and Negotiation and found the methods to be interesting but not terribly practical. When I’m having a conversation with someone, I simply can’t intentionally steer the conversation in the direction I want it to go using rehearsed scripts. And, frankly, being a girl, it’s important to me that there is a mutual trust in any conversation I have—y’know, that whole feminine relationship-building thing.

So, for years, the idea of being a great negotiator wasn’t something I was interested in becoming.

But you know what? Somehow I became one without even trying. No, not by listening to subliminal sleep tapes, reading books or taking an expensive weekend course, but rather by trusting my own common sense and understanding of human nature.

***

I hear from agents all the time who say they "hate the negotiation part of real estate." Yikes! While negotiating may not be the most important skill we possess (although then again, it might be!), it's certainly something we should be reasonably competent at, and therefore, not hate the thought of!

And becoming a reasonably competent negotiator really isn't all that difficult - a lot of it is common sense and common courtesy.

So, if you find yourself dreading the negotiation process during your real estate transactions, let us help. On August 18th, I'll be joined in the studio by Blake Farley, an SWS'er who has discovered the joys of Negotiating with Soul. We'll each share our tips and strategies for getting your clients what they want -- without alienating the other side!  

THE DETAILS
Date: Thursday, August 18th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 75 - 90 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register, below. You may purchase a recording afterwards for $3.99 in the SWS Bookstore.

REGISTER HERE

Why are many real estate agents so reluctant to pursue For Sale by Owners?

Because... the techniques and strategies typically taught to go after FSBO's are dreadful! Even laughably so, if they weren't so pathetic.

The thing is - a For Sale by Owner seller is simply someone who wants to sell his house; just like any other seller wanna-be, but for a variety of reasons, he doesn't feel the need to hire a real estate agent to help him do it. But he's not some alien creature put on earth just to irritate us or make us mad, although with the pushy, cheesy, unprofessional tactics some in our industry use to tempt him to hire us, it's reasonable that he might act a bit testy or suspicious when approached by a real estate agent!

But it doesn't have to be that way. Most people, yes, even FSBO's, respond positively to people who approach them politely and professionally, with a sincere desire to help them (as opposed to a sincere desire to get a signature on a listing agreement). And, contrary to urban myth, FSBO's aren't categorically opposed to paying a real estate agent to market their homes, they just aren't convinced they'll get their money's worth.

So, as a real estate agent who Sells with Soul, you are in a perfect position to ensure that a home-seller gets his money's worth from your services... and more! Because you want and are able to be the Best Thing to Ever Happen to a Seller, right?! If so, then you can approach FSBO's without fear, without reluctance and without resorting to ridiculous scripts and scare tactics!

I'll be joined in the studio by Becky Griffin and Mollie Wasserman who will share their soulful strategies for pursuing and working with FSBO's. Sound like a good use of an hour or so? Hope you'll join us!

THE DETAILS
Date: Thursday, July 28th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 75 - 90 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live (or $3.99 to purchase afterwards), but you must register, below.

REGISTER FOR THE SHOW HERE

NOTE TO KELLER WILLIAMS & RE/MAX AGENTS! Do not register for SWS Teleseminar programs using your @kw.com or @remax.net email address; your confirmation will be blocked and you will not receive access instructions. The Keller Williams and RE/MAX email servers do not allow emails from the program we use to confirm teleseminar registrations. Please use your personal email address to ensure access. 

Did a show in the SWS Virtual Studio last week about setting appropriate boundaries and expectations with clients upfront - walking that fine line between being the best thing to happen to your clients and... losing your mind! It's an imperfect balancing act, to be sure, but there ARE things you can do to minimize the likelihood of too much crazy-making!

As I explained in the first part of the show - a lot of it has more to do with YOUR attitude and expectation of what is reasonable and "normal." Once you've adjusted YOUR expectations and are committed to going with the flow more often, you'll find that your clients' behavior isn't nearly as frustrating and crazy-making as it used to be. Just because someone is different from you doesn't make them unreasonable or unusually demanding; in many cases it simply means they're DIFFERENT, but perfectly normal.

On the other hand, some people are crazy. Maybe not technically crazy, but their behavior IS outside the realm of normalcy and they are unreasonably demanding or critical. But many agents, especially new ones, don't realize this and beat themselves up for not being able to please these crazy people, even though, looking in from the outside, it's obvious they can't be pleased. When dealing with a crazy person who is driving YOU crazy, you may need to make a mercenary decision as to how likely they are to lead you to a payday - and fire or not fire accordingly. I can put up with a lot of nonsense if I'm pretty sure there's a payday for it in my future!

Anyway, at the end of the show, I asked the audience to tell me what they learned that was the most helpful to them. And here are the results!

Favoritest Tip #1: Ask, don't tell
Instead of telling your new clients what to expect from you, ASK them what they expect from you. Once they've said it outloud, it becomes their expectation. And most normal people will not demand unreasonable availability and response times out loud if they're asked. Say something like: "Bill, I'd like to talk about your expectations for me as to availability and responsiveness. For example, will you be okay if I'm with clients and can't return your call for a few hours? Or if I'm with my family on Sunday afternoon and don't get back to you until the evening? I just want to make sure I don't disappoint you."

Favoritest Tip #2: SHUT UP
If a client asks something of you that is unreasonable, respond respectfully, but briefly, and then stop talking. This is a fantastic strategy for declining monkeys.

Favortest Tip #3: Don't change your business model for crazy people
As mentioned above, some people are just crazy. In most cases, it's not necessary to change your business model just because a crazy person made your life hell for a few months. In other words, don't "punish" (and risk alienating) your perfectly normal future clients by setting off-putting ground rules unnecessarily. Most people will be respectful of your time and attention without being pre-emptively scolded about it!

Favoritest Tip #4: Different does not equal Difficult
As mentioned above, just because someone processes information differently from you doesn't make them difficult. For example, if a buyer needs more time than you think is reasonable to decide whether or not a house suits him, that's not wrong, it's just how his mind works (and you're not going to change him). So, be patient, be respectful, and let him do his thing, in his own time. When dealing with someone who is frustrating you - ask if they're truly unreasonable... or just different from you.

Other tips from the show:

1. Ask a seller prior to listing: "What will you do if the house doesn't sell?" (What's your Plan B?)
2. When things get difficult, STAY CALM. If you get antsy, your client will, too. And they'll become nervous and demanding.
3. Don't apologize for not taking (or returning) after hours phone calls. Just return the call in the morning, no apologies, no defensiveness, no explanation. Many people call after hours not realizing they're not calling an office and don't really expect you to answer or respond.
4. You can say NO. Just because someone asks doesn't mean you have to say YES. In most cases, a polite, respectful NO, with an alternative will be perfectly satisfactory.
5. Let the buyer low-ball if he wants to. If he wants your opinion on offer price, he'll ask for it. If he doesn't, and you try to talk him up in price, he'll wonder if you're truly on his side. At some point you may decide to let him go, but don't try to persuade him to change his offer strategy.

Any other tips you'd like to share? Please do!

It's something we all struggle with - that fine line between being the very best real estate agent we can be for our clients and creating an atmosphere that is ripe for burn-out. While our clients have every right to expect our full attention, and they deserve to be our top priority, there's just so much of us to go around! And let's face it - there are some clients who demand far more of us than we could possibly deliver, but being the soulful types we are - we try our best... and often end up frustrated.

So, how can you create reasonable expectations for your clients upfront? How can you set boundaries and respectfully enforce them? How can you "decline the monkey" without alienating your client or appearing lazy?

(I dunno, but I'll try to come up with something before July 7th!)

Nah, just kidding. I actually have so much to say on this topic, we might be there all day...

The truth is that there is no perfect answer that will work every time. Some of effective boundary-setting starts with your own mindset as to what is reasonable and what is not. Some is simply realizing that some people are more difficult than others and not getting too flustered about that. Some is realizing that our job will require a certain amount of "process-time" - that is - helping our clients work thru their own issues and being patient while they do it.

But yes, there ARE things you can do that will help you keep control of your business and of your clients, without their ever realizing that you're doing it.

Sound fun? Hope you'll join us!

THE DETAILS

Date: Thursday, July 7th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 90 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register -HERE!

REGISTER FOR THE SHOW HERE

Last week, we did the first 2011 Rookie-to-Rookie show in the SWS Virtual Studio - that is - we brought in a few newly-non-rookies (agents in their 2nd and 3rd years) to share their secrets of success with the audience, which was mostly comprised of first year agents. We talked non-stop for 90 minutes and could have gone on at least another 90, but alas... had to sign off and return to work. So, I promised to post a blog this week with the questions we didn't get to, and I almost always keep my promises ;-]

But besides the questions we didn't get to, I'm also going to "ask" the ones we did address, but seemed to be of great interest to the crowd... so if you didn't make it to the show... you're in luck!

My guests on the show were Bob Sooy, of Realty Executives in Pottsville, PA, and Steve Ashby, of Royal LePage Meadowtowne in the Toronto area. We had a third speaker scheduled, but he had to bail at the last minute, which turned out fine since Bob and Steve had plenty to say.

Bob and Steve assured me they'd come onto my blog and answer these questions as soon as they can, and of course, if YOU have thoughts to add - PLEASE DO! (just copy and paste the questions below into your comment)

So, without further adoooooo.... here we go!

1. Where did your first prospects come from and how long before you HAD bona-fide prospects?

2. How did you balance your time in your first few months between LEARNING the business and LOOKING for business?

3. Did you get any pressure to use prospecting methods you weren't comfortable with, and if so, how did you handle that pressure? Any tips for others in a similar situation?

4. How did you respond when someone asked you how long you'd been in business or how many houses you'd sold? Any tips for warding off that question all together?

5. In your early marketing (websites, listing presentation, etc.) how did you address your lack of experience - that is - what sorts of things DID you include in your marketing since you really didn't have any success stories to speak of?

6. How did you approach your sphere of influence with your venture into real estate?

7. Both of you had successful careers prior to real estate - did the shock of going from a career where you felt confident to a career where you might have struggled impact your family dynamic? (Okay, that's kinda personal, but I'd LOVE to hear the answer!)

8. Related to #7, did you ever doubt your ability to survive your first year? If so, how did you get past those moments and find the motivation to keep pushing?

Whew - that's probably enough! Again, I'll ask Bob and Steve to come on and respond, but I'd love to hear from other first year survivors as well. I'll start!