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How to Become a Real Estate Grand Master and Have Your Best Year Ever

How to Become a Real Estate Grand Master and Have Your Best Year Ever

by Joe Stumpf

I read a fascinating article in Scientific American that dealt with the “secrets of expert minds.” It started me thinking about the relationship between an entrepreneur and his client. Basically, clients are in search of someone with expertise. They need your expertise in consulting, they need your expertise in negotiating, and they need your expertise in overseeing all the transactional details. So if people seek expertise, then your primary goal should be to become a true expert in your profession.

Real Estate Professionals

The article discussed the Grand Master’s strategy in the game of chess. To achieve Grand Master status, a chess player must become one of the finest in the world. When chess players begin playing, however, they all start out at the same level, and it takes about five years of constant playing to develop the mental acumen to play the game comfortably on an automatic level of expertise.

At that point, things change. Players begin developing a new skill, one of learning something new every day. They gain a new perspective, a new insight. This lasts for another five to eight years, so after 10 or more years of constant effort, they’ve built a repertoire of over 100,000 possibilities.

At this level of expertise, the Grand Master can simply glance at any chess game in progress and almost automatically identify the best next moves.

Most agents in their early years in the real estate industry are learning the basic moves. You learned how to handle some common objections and you developed a discipline to handle basic problems. You did many things for the first time, and each of these added to the breadth of your experience. After five years, you begin to get the feeling that you’ve seen it all, done it all, and you begin to feel comfortable and secure in your profession; you consider yourself a true expert. That’s a critical point in your business: You either stop learning and go stagnant, or you take the next step toward becoming a Grand Master.

The best in the business don’t stop. They develop a new mindset, and that mindset is “I’m just getting started.” And from there, the expert mind begins developing those 100,000 possibilities for looking at any situation, automatically. Each day begins with the affirmation, “I commit to learning a new move today.” And at the end of each day, a Grand Master reviews that new learning, lodging it firmly in memory so the experience is ready for use the next day.

Imagine sitting down with clients and listening to their unique circumstances. As you listen, their scenario unfolds as if it’s on a game board with pieces you’ve played hundreds of times. As you listen, you see all the moves, the counter moves, and the counter-counter moves instantly, and you can give your clients the best advice immediately. You can do this because you have a wealth of learning that’s contributed to your expertise.

And the secret is, after five years, you are just getting started. So each and every day, commit to learning something new in your expertise area, keeping in mind that even something subtle can be significant. It’s important to recognize that only a handful of people are willing to make the commitment to becoming Grand Masters at consulting, negotiating, and overseeing transactional details. If you’re now at that point in your career, now is the time to start learning the things you don’t know that you don’t know.

Two ways to begin are to start reading and to start studying successful people. What you gain from reading is obvious — textbook knowledge from expert practitioners and leaders in their fields. You don’t need to focus on an author in your field; many people write books about skills that transfer easily from profession to profession. Here are my Top Three suggested books for Grand Masters:

Value-Based Selling by Bill Bachrach

The E-Myth Revisited by Michael Gerber

Think and Grow Rich by Napoleon Hill

And, by studying and internalizing the successful habits of others, you can take yourself and your business to the next level.

The true experts in our industry are continuing to have their best year ever, despite the challenges in the market. And they’re doing this because they’ve committed themselves to learning something new every single day so they have 100,000 possibilities for anything they encounter. Those with less expertise are struggling to weather the storm.

Now is the time to concentrate on becoming a Grand Master in this market. Start reading. Start studying successful individuals in all walks of life. Learn, adjust, and adapt.

A little information about Joe Stumpf, the Joe in Joe’s Journal. By Referral Only is a company that he founded back in 1988. It has grown to be the largest company in North America that exclusively coaches Real Estate and Mortgage consultants on how to build a By Referral Only business. His mission is to be the best in the business at teaching the principles providing the systems and modeling the behavior of referability.

Disclaimer: All information, views, and experiences presented here are distributed by an actual Real Estate Coach and shared with proper consent as additional noteworthy information. The above-stated material does not necessarily reflect the opinions of our company. If you wish to use and distribute this copyrighted material for purposes beyond fair use, you must obtain permission from the copyright owner.

On your bus and in your business

On Your Bus and In Your Business
by Denise Lones, The Lones Group
www.thelonesgroup.com

Whether you run your own real estate business, work for a company, or are part of a real estate team, there are people who you rely on day to day to help the business run smoothly. These are the people I call “on your bus”. In an ideal world, the bus runs smoothly. This means that the right people are on board, in the right seats, and the bus continues to move forward towards its destination.

But what happens when you have the wrong people on the bus? Have you ever worked somewhere and there was a person who was obviously not good for the team? Perhaps that person oozed negativity, gossiped about, never took responsibility, didn’t get tasks finished, didn’t communicate well, or just did not produce? When the wrong person is on the bus, the bus cannot move efficiently towards its destination.


Having the wrong person on the bus doesn’t just affect that particular person’s job. Having the wrong person can impact everyone on the bus. Imagine a bus with ten people on it. Nine of them are doing their job, are positive and productive, but the tenth person is negative, shows up late, leaves early, and misses deadlines about 20% of the time. If that 10th person is allowed to continue their bad behavior, what do you think that is going to do to the other nine people on the bus? Do you think their attitudes will sour and they will be less assured that the bus is going where they collectively want to go and begin to look for another bus? Do you think they will lose confidence that the bus driver as their leader is going to get them to their destination? Absolutely. It happens all the time.

Sometimes you have a situation in which the right person was on the bus, but something happened. It could be something personal. It could be that person was passed up for some recognition. It could be an idea or two that was not implemented and that has caused some workplace angst. Whatever the reason, if someone was definitely the right person for most of their journey but all of a sudden they weren’t, what do you do? Or if you have the wrong person, what do you do?

If you are that person’s manager or supervisor, or if you are working with them in a vendor relationship, honesty is usually the best policy. However, I recommend approaching the situation in a conflict-resolution style manner (to recap, that means sticking to the facts, keeping emotion out of the discussion, asking questions, and stating your truth). For example:

“Jim, I want to talk with you about something that has me concerned.” (If you start with “I want to talk to you about your job performance,” that could put up the defenses which is what you don’t want). “It seems that you haven’t been happy here the last few months.” (Fact). “Your co-workers have noticed and are concerned.” (Fact). “Obviously we would like to be working as a harmonious team so can you talk about what is going on?” (Question).

By setting up the conversation this way and by not beginning by berating them with their lousy job performance, you might actually get to the crux of the problem because you have set this up as a problem-solving conversation. You might be surprised at what you find out!

In fact, this leads me to another bus challenge. Sometimes you have the right person on your bus but they are sitting in the wrong seat! You might have someone answering phones, but they are bored and have the talent to be a transaction coordinator with some training. Perhaps you have someone on your team who is working as a buyer’s agent who should be sending out marketing materials to your database and farm each month instead of draining their energy by expecting them to interact with people. Don’t lose the right person just because they are in the wrong seat. Don’t be afraid to move people into the right seats!

However, sometimes even with all your efforts, it is time to let someone off the bus whether that be an employee, team member, or a vendor. If that is the case, do it graciously via the conflict resolution formula I have outlined above by stating the facts and your truth in a positive manner. They usually know it is coming and they know it is no longer a fit. And that is the fact of the matter – it is not a fit. The way you want to do business is not a match for how they want to do business. They need to join another bus going in another direction and both parties will be better off as a result.

I encourage you to think about your bus. Can you count on everyone who is in those seats? Are they all doing what they need to keep the bus moving forward to its destination? Are they in the right seats? If you are the bus driver, those people in the seats are relying on you to get them to their destination. There may be flat tires and engine problems along the way, but if you have the right people, they will all hop out and help get it fixed. If you think about the bus in these terms and know that there will be someone who stays on the bus, complaining about the heat and the lack of maintenance instead of hopping out and helping get the bus back on track, there’s your sign that it may be time to make a change.

If you enjoyed this information, be sure to share it with your fellow realtors.

A little information about Denise Lones CSP, M.I.R.M., CDEI —The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training. Denise is nationally recognized as the source for all things “real estate”. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success while helping them maintain balance and quality of life.

Disclaimer: All information, views, and experiences presented here are distributed by an actual Real Estate Coach and shared with proper consent as additional noteworthy information. The above-stated material does not necessarily reflect the opinions of our company. If you wish to use and distribute this copyrighted material for purposes beyond fair use, you must obtain permission from the copyright owner.

Creating a Small Backyard Garden

No matter how small your backyard happens to be, you can find a place for a garden. Even homeowners with considerable outdoor space may want to limit the size of their gardens for a wide range of practical and aesthetic reasons.
 
When it comes to gardening, bigger is certainly not always better. Here are just a few tips for creating the small backyard garden that is right for you!
Save Space with Square Foot Gardening
Developed by master gardener Mel Bartholomew, the Square Foot Gardening recently got a revamp with the release of the 2nd edition of his All New Square Foot Gardening. However, the basics of this highly efficient gardening method have remained popular for nearly four decades. The framework of Bartholomew’s garden is a 4-foot square raised wooden bed that is divided into a grid of 16 square boxes. In each of these square foot boxes, a gardener can plant and grow a specific vegetable, herbs, or flower species.
 
Try Tiers
If you want to maximize your ground space while keeping your garden eye-catching and well-organized, tiered planters allow you to expand upward rather than outward. You can also stack herbs and other small plants upwards by using tin cans attached to a wood trellis.
 
Leave Your Plants Hanging Around
Tomato vines can occupy a lot of space, but they grow perfectly well hanging inverted from your porch ceiling or any other overhead structure. You can easily transform 2-liter plastic bottles into hanging tomato planters. But of course, tomatoes aren’t the only plant that grows great while suspended. For a sharper DIY look, consider wrapping cheap plastic hanging planters in vintage scarves or transforming colorful colanders into charming ad-hoc planters.
 
Mount Planters for Additional Growing Space
You can also maximize garden space by mounting planters on your backyard fence or exterior walls. Think of these surfaces as a blank canvass that can benefit from any number of stylish and fun planters. For an easy but effective repurposed planter, try mounting a hanging file organizer and planting herbs within its vertical pockets.
 
Get Creative with Storage
Less storage space means more growing space. Think about purchasing or making a bench that doubles as a storage unit. This is a great way to keep your gardening tools out of sight while simultaneously giving you a place to relax and enjoy your yard. Need to store larger items such as hoes and brooms? Consider making a mini storage shed out of old doors and/or windows. This is an inexpensive way to keep things organized while gracing your yard with a bit of rustic charm.
 
Other Ideas for Creating a Beautiful Garden & Sharing It with Others
Do you have an old tree stump in your backyard taking up space in your backyard? Turn lemons into lemonade by transforming it into an all-natural flower planter. Do you have an outdoor potting workstation? Consider using it as a bar for your next party. With a bit of organization and cleaning, it makes a great place to serve drinks and snacks.
If you enjoyed this information, be sure to share it with your friends and family.
 
P.S.
Do you know someone who needs Home Inspection? We’d appreciate it if you tell them about us and how we can help them.
 

Conveying Your Competitive Advantage in Prospect Presentations

Here is good information from Dirk Zeller who is the President of Real Estate Champions. He is recognized as the premier coach for the real estate industry. Dirk has developed a system that takes “regular” Agents and “regular” Managers and transforms them into Champion Agents and Managers.

Conveying Your Competitive Advantage in Prospect Presentations

by Dirk Zeller

Let’s start with the bottom line first: The whole purpose of a prospect presentation is to establish your competitive advantage. In the least time possible you want to communicate what makes you different from the more than 1.2 million other licensed Realtors in the United States. You want your prospects to see exactly why they should hire you, what’s in it for them, and why they should proceed with confidence to sign your listing agreement.

Most agents spend the presentation explaining what they will do for the client rather than focusing on the results the client can expect the agent to deliver. Newspaper ads, website pages, home magazines, dazzling flyers, and a lineup of other marketing items are tactics that, in truth, nearly all agents use in the normal course of business. They are not competitive advantages. In fact, you must assume before a listing presentation that every agent will promise a near-identical marketing plan.

So why will they hire you over the others? They’ll hire you because they see what’s in it for them. And what’s in it for them is the set of benefits they will receive as a result of your proven competitive position.

Home Inspections Pinellas County

Defining your unique competitive position

To differentiate yourself in the field of real estate sales you need to create, define, and consistently convey a competitive position that positively distinguishes you from your competition.

By knowing and exploiting the difference between your products and services and those of your competitors you will attract more prospects, win more clients, grow your market share, increase your revenue, expand your profits, and, eventually, weaken your competitors.

To pinpoint your unique competitive position, answer these questions:

1) Are there key statistics that set you apart from your competitors and provide you with a clear point of difference?

2) Do any of your BIG THREE statistics create a unique competitive position?

– Average list price to sale price

– Days on the market

– Listings sold versus listings taken

3) What benefits or values do consumers receive only when they deal with you?

4) Do you have dominant or strong market share in a geographic region?

5) Do you specialize in a particular property type, such as small plexes or a certain style of home?

6) Is your market share success tied to a particular price point?

7) When representing sellers, do you achieve quantifiably higher sale prices?

8) When representing buyers, do you achieve quantifiable savings in sales price, down payment, monthly payment, or interest rate?

Your answers don’t need to lead to 20 unique competitive positions. You only need half a dozen reasons why the consumer — whether you’re presenting to a buyer or a seller — should choose over everyone else. Focus only on advantages that will matter to your prospect.

Keep in mind the old sales adage: “It’s easier to sell someone what they want to buy than what you have to sell them.”

Proving your excellence: You don’t get paid for second place

A Fortune 500 CEO who doesn’t increase revenue will watch the stock price plummet. A quarterback who throws for lots of yards but doesn’t win games will be benched or traded. A Realtor who doesn’t get listings sold or find and secure the right home for buyers will leave the business.

In the real estate world, results are the name of the game. Anyone can make money in a marketplace where everyone wants to buy and sell, but only the excellent agents will thrive in a competitive marketplace.

We hope you find this information helpful and will be useful in your day to day real estate endeavors.

Laundry Room

Utility rooms, multipurpose rooms or laundry rooms, used to be tucked away in an unseen corner of the house, or a dark basement if that was possible. Today, rooms for washing and drying clothes, are moving in to more high-traffic areas, including, in some cases, the master bedroom closet.

Having a utility room closer to the kitchen or bedrooms is a convenience and means that whoever’s job it is to do the laundry can be multitasking with the family instead of being a world and a flight of stairs away. Built-in storage, counter space for cleaning spots and ironing boards are other often-requested amenities.

All of this storage is nice, but it is important to remember that large appliances must be accessible for repairs and inspections. That includes the electrical panel and the water heater which are sometimes found in utility rooms. Because electrical panels are generally gray boxes set close to the wall, it may be tempting to cover them with removable shelving. This is a bad idea and does not meet the requirements for easy-access.

Of course, just because people shouldn’t do something, doesn’t mean it never happens. Dryer vents are often overlooked and should be cleaned out every year to prevent a fire in the duct system and to save $$$ by having it clean means it will dry more efficiently. I have seen these things total plugged!

Fun Facts

1. The Beatles were once known as “Johnny and the Moondogs.”
2. It is estimated that 14 new words are added to the English language every day.
3. The equator lies across 14 different nations.

Until next time, have a AAA Day!

Welcome

 

Welcome to the AAA Advanced Home Inspections, Inc. blog.  We plan to use this space to educate our readers on all things regarding home inspections, problems, solutions, etc.  Here you’ll find all kinds of useful and pertinent information.  And if you’d like to be informed of new content, please subscribe and you’ll automatically be added to our readers list.  Welcome! We’re glad you’re here.

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