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

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

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

A few times a year, we host what we call the "Rookie-to-Rookie Show" which is a teleseminar panel discussion with three or four newly non-rookies who Tell All about their rookie year - with the goal of helping the newer members of our industry experience all the success and FUN they're hoping for in their new career.

Our first R2R show of 2011 will be held on Thursday morning, June 23rd, and for the first time ever - my guests will be all men! For whatever reason, my past R2R shows have featured only feminine voices, so we figured it was about time to hear the "other" side of the story. Seriously, I do think it will be interesting, especially for those who have attended past shows to hear the male perspective of real estate's toughest year.

We'll be giving away an AWESOME prize at the end (retail value $700!!), so do try to attend live to you can enter to win!

Whether you're in your first year... or just feel as if you are... or if you help train new agents... or if you'd just like to join us for the show for no other reason than you like hanging out in SWSLand... Please DO join us!

The DETAILS
Date: June 23rd, 2011
Time: 8am Pacific / 9am Mountain / 10am Central / 11am Eastern
Duration: 75-90 minutes
Equipment Needed: A computer with speakers and/or a telephone
Cost: Free to attend live, but you must register, HERE.

"You Have to List to Last!"

Ever heard that before? Probably so - most real estate agents have heard this advice from their well-meaning mentors, trainers, gurus and associates. It simply means that if you don't have listings (that is, that you represent sellers), you won't succeed in your real estate career.

There are plenty of reasons industry pundits feel this way, and some of those reasons are absolutely valid. As a solo agent, you can probably handle far more active listings than active buyers. Listings have the potential to generate even more business, both from sellers who see your sign in their neighbors' yards and from buyers who call you to inquire about your listings. Listings give you something to advertise in print media or online. And there's just something about being a strong listing agent that feels more "mature" than being a strong buyer agent.

My feeling on the matter is that an ideal business model has agents working with both buyers and sellers, more or less equally. After all, the purchase transaction and sale transaction of a home are two sides of the same coin - you can't sell a home without a buyer and you can't buy a home without a seller, and the more you know about the other side of the transaction, the better you're able to advise and support your buyer or seller client.

But the fact is that not everyone is well-suited to be a listing agent! Yes, I said that out loud. Some agents will be far happier and therefore more successful working primarily with buyers and there's nothing in the world wrong with that!

This Thursday, May 5th, Jim Kimmons, the About.com real estate guru(!) and I will talk about the myth of Listing to Last and help you decide if working primarily with buyers might be a good fit for you, and we'll all learn more about Jim's own exclusive buyer broker business model in Taos, New Mexico.

Join us? 

THE DETAILS
Date: Thursday, May 5th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern 
Duration: 60 - 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, HERE.

Right on the heels of last week's "Choosing the Perfect Prospecting Strategies for YOU" teleseminar, this week we're continuing the theme of "being true to yourself" with a very special show. Dennis Giannetti will join me in the SWS Virtual Studio for a discussion about what he calls "The Authentic Agent."  

If you've ever heard Dennis speak before, you know that he brings a lot of fantastic insight to the wonderful world of selling real estate. He'll encourage you to search YOUR soul for answers to your questions, and helps you do just that with fun little exercises and analogies that make you smack your head and say "Why didn't I think of that?!" (don't you love it when that happens?)

And Dennis isn't just some fly-by-night motivational speaker - he's the Regional Vice President and Chief Learning Officer for South Florida's prestigious Illustrated Properties Real Estate company, so he understands real estate agents and what they're faced with. He's also the very first Sell with Soul certified trainer, so you'll probably be hearing much more from him in the future!

About the show... Most people enter the real estate business because they want to make more money than they did before, be their own boss, and have more control over their time. The problem is that a lot of agents indeed make more money... but have no life outside of real estate, OR they have plenty of free time but are struggling financially!  In their quest to find balance, they look for answers outside themselves and lose who they are as a person.

The Authentic Agent promotes a new reality for those in the real estate profession.  It's a way of doing business that honors who you are in what you do instead of defining who you are by what you do. In other words, an Authentic Agent recognizes, accepts and embraces his or her own natural wonderfulness when creating a business instead of letting the business determine who the agent will become.

Dennis will talk about the Four "Rooms" of an Authentic Agent and how the time we choose to spend in each affects our success, our stress levels, and our ability to be our best. In addition, as time permits, he will cover the four key distinctions between an Authentic Agent versus an everyday agent in the profession. 

Sound fun?  I know I'm looking forward to it!

THE DETAILS
Date: Thursday, April 7th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (try to show up a few minutes early to log in or dial 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

TO REGISTER FOR THE SHOW
www.SellwithSoul.com/authentic