Loving the Real Estate Business in 2011

Here are some questions that my Rainmaker licensees posed to me on a recent quarterly call. I had to think about these answers a long time before answering but I think the answers give some insight into what we all need to feel to continue, even in hard times.

Q: When do you think the market with turn?

A: Hopefully not before I have every single system in my office turned over, tweaked and polished. So, in other words, give me 2 more weeks.

Q: Where is your focus right now?

A: Where is has always been, empowering sellers and buyers to take action to drive their own ship and be a good steward of their money.

Q: Do you still like real estate?

A: I have never liked real estate but I do LOVE business.

Q: Why do you think you have been so successful, even in the lean years?

A: Because I am ALWAYS working on the process of business. The only talent that I need is consistency and that isn’t really even a talent.

Keep plugging away everyone!

Buyers – Want to Get Paid For Searching Online?

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We find that you are doing the work anyway so this eliminates us having to do it for you. Our buyers report that they search the MLS online to find homes, foreclosures, HUD properties, VA properties and for sale by owner properties. Then, after they find something that they like, they search for tax records and mortgage information for the property.

When you do some of the work that we used to do, we can work with more clients and thus we feel that we should pay you for your time.

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List and Buy Your Home With The Most Powerful* Real Estate Agent in Georgia – Rhonda Duffy
*Powerful equals number of listings, sales, experience, years of consistency, consumer advocacy, and common sense. Rhonda Duffy is a full time + real estate agent, weekly radio personality, T.V. real estate expert and published author. She has sold and bought over 11,000 homes for her clients in the last 8 years alone and has been ranked the #1 agent in Georgia – 6 years in a row, #6 in the U.S. Rhonda and her team expect to successfully help thousands of clients every year and they have a proven process to do just that.

The Real Estate Powerhouse

Rhonda Duffy is The Real Estate Powerhouse. She got her nickname from the fact that she has sold over 6,500 homes in just 6 years, and that is just on the listing side of her business. Many people over the years have asked her what one element brought her such success. Her staff would say consistency has led her to her success, but Rhonda will tell you another story.

Rhonda states that her success comes from a willingness to be opinion less.

That means that she gathers information on a daily basis, processes how that information could impact a house sale and then gives the information to her clients willingly, no matter how stupid the idea sounds. This empowers her clients to either choose or not to choose her feedback. Rhonda does not give personal opinion about whether or not the idea will work. She just processes in her mind if it is “doable” during the house selling process. This one step of running the criteria on the ideas has helped formulate the most empowering and powerful program in the history of home sales in Atlanta, Georgia.

Few people have the skills that Rhonda has to look at something, run a common sense examination on it and then tweak it for maximum performance. Yet, when Rhonda re-frames the thinking of anyone she talks to by using her Neuro Linguistic Training (NLP) it seems to make sense.

Rhonda is also balancing her thoughts and the criteria that she runs on an idea with energy. The use of energy and breathing can reveal many elements to an idea that will take that idea right over the top and make it work. And the fact that few people have this skill is really nonsense. Rhonda believes that everyone has this skill, they just don’t have the tools yet to use this skill.

Rhonda is also in a continuing state of learning. “When you apply curiosity to your life, you empower yourself to accept thinking that you were ignoring before,” says Rhonda. “Curiosity is the root to happiness and self esteem. If you continually look at things the way you always have and keep getting the same results you always have, and yet you don’t desire those results, you would qualify as insane. You must seek different and more challenging results in life to maintain a balance of joy and happiness. Of course I am not saying to ignore your own values. However, you do need to make sure that you have a valid reason to have that value. Sometimes we don’t know how, when or why we have certain beliefs. That is really dangerous when it is applied to choices that you make everyday and then coach others on”, Duffy adds.

So, consistency and curiosity to see how something would and will work when applied to the situation are the two keys to being a Powerhouse. It really is quite simple, isn’t it?

For more information on Rhonda Duffy, The Real Estate Powerhouse, go to www.DuffyRealtyofAtlanta.com or call 678-366-7846.

10 Tips On How to Train Real Estate Agents

Training real estate agents or anyone for that matter is really easy when you follow these tips. I have uncovered these tips over years of running a very successful real estate company. Of course, this stuff did not just come to me. It is tested and tweaked often, but here are my current tips for you. By the way, my idea of success is low maintenance, adult communication and not stupid repetitive questions that waste my time.

1. Videotape every meeting. Use the good meetings to show the new agents what is expected of them. By setting up a library of these taped meeting and training sessions you are educating new agents on their time in your office. This ensures consistency between all agents no matter when they joined the team or when the meeting was conducted. Meetings should only concentrate and focus on good sales material. They should be entertaining, wherein you incorporate music and fun. Meetings should be every 3 weeks, not every week.

2. Transcribe the meeting so that any relevant points can be used in training materials as a reference library for future agents. Also, any agenda that holds merit should be posted in the materials below.

3. Build a Playbook or Agent Bible if you will, of the rules of your company and important laws that you want your agents to be aware of. Charge for the Playbook. The fee should be non-refundable and should be pretty steep. You don’t want more broke losers joining your herd of low maintenance producers.

4. Build a website for the agents that houses company forms. This can be a simple website but is the resource for agents to go first for updated information or procedures.

5. Give written tests often. No announcement is needed. You should have told them from the beginning that this is expected of them. Testing will ensure employee consistency or show you where improvement is needed. This is a vital way for you to know that everyone is trained the same way and that is everyone is competent.

6. Make meetings mandatory with a $25 fine and test if they don’t attend.

7. Give your agents a list of where to get everything that they need to start their business in either the Playbook, the website or in their hiring packet.

8. Put everyone on quota that is monitored every 6 months. Fire anyone that does not make quota. Numbers don’t lie. In other words, the only thing that matters is results. Their commission to meet quota needs to be “in the bank or on the books” at the end of the six months.

9. Have checklists for everything.

10. Don’t allow agents to hang out in your office and don’t allow them to make copies for free. Copies lead to many other things that agents come up with that you should pay for. Agents are independent contractors and should pay their own expenses.

And a bonus tip: Respect your agents if they have accomplished everything above. And if they have, they are equal to you. You are just the leader.

7 Tips on Loving Being a Real Estate Agent

Anyone who has been in real estate for long knows that the reason for which someone gets into real estate, might not necessarily be the reason they stay in it. The perception of quick and good money in this industry is a widely held belief. One that has turned out to be a myth, for the truth is something quite different. Quick and good money will only materialize for those rare, exceptional agents that display both consistency and tenacity right out of the gate. The fact is most every agent struggles, at least at first, due to experiencing the roller coaster effect of closing deals and then having an empty pipeline void of new prospects.

Most agents that I talk to complain that when they enter the business their family is constantly nagging them about the hours that they keep and the phone calls that they choose to take at all hours of the day and night. Then, when they are not working, the agent is either at home, pouting over a lack of business or worrying about when the next client will surface and take up their time again – 24/7.

Loving real estate as a job is a change for many agents. Most are mired in the rut of attempting to make a consistent living while keeping the balance act of sharing time and attention between work and family.

Here are some ideas that I have used to keep on keeping on loving real estate.

Real estate is the backdrop of what you do. You are really in business. Real estate is just the canvas upon which you have chosen to paint and ply your craft. And anyone in business knows that you have to constantly be curious about what you do, challenge yourself to learn as much as you can and keep asking ‘what if…’ Because, ‘what if…’ means you are willing to change things in hopes of finding a better way. This does not mean expensive technology that has huge learning curves, nor does it mean changing the systems that work all the time. It means, saying things differently to get a new result. It means looking at things that are repetitive to see if there is a simpler way of doing them. And it especially means at all times, asking if the routine that you have been doing is necessary.

Ask yourself often, “What is real estate?” Defining it for yourself will open your eyes to what you love and hate about your profession which in turn allows you to connect deeper with and appreciate more what you love.

Set boundaries for yourself and your clients. This allows you to know when something is not working for you because you have already thought it out.
You can set quick boundaries by writing at the top of a paper such leading statements like; I will treat my clients with… And, my clients will not…

Try new things like video while you are showing houses. Make a series that is educational for your buyers to come.

Collect educational materials and make a file that you can give to your future buyers. Knowledge is empowering to both you and your clients. It cuts down on everyone’s confusion, which reduces stress leading to a more rewarding outcome for all involved.

Stay away from negative people in your business and your family for that matter. People who tell you that you can’t should now be considered motivational forces, if you have to hang out with them.

Do your best to find something that is funny everyday in real estate. Something amusing that happened at a house that you are showing, or something funny that your client said or something funny that you laugh at with another agent can make your day more memorable and enjoyable. Remember if something isn’t fun to you, you won’t want to do it.

The bottom line to all of this is that whether you love real estate or not, it is your choice. Your perception is reality. You can make anything that you want exactly what you want it to be.