Agentjason 2.0

Buyer Sues Over Secondhand Smoke

REALTOR® Magazine-Daily News-Buyer Sues Over Secondhand Smoke

Wow, check out this news blip.  How many times have I said in front of a group that you can do everything right as a Realtor and still get sued?!  If this were me, I'd probably defend myself instead of settling like the HOA (see linked story) but since it's not you or me, how about we let it serve as a reminder that with great risk, great reward should come.  This is just one of the many reasons you are worth your full commission and if you don't know how to earn what you feel you're worth, get in touch with me so you can learn.

Last year I had a group of students who were going out and proving to sellers that they were worth 8% and brought in many listings under those terms.  They are still doing it today.  So in the end, I don't care what amount your fee is (I'm not advocating for any one amount or percentage listing fee) but I am advocating that once you decide what a "full commission" means to you, that you stick to it and learn how to prove you're worth it.

You don't have to promote your listings to generate leads

via www.texaplex.com

Texas is bigger than, well pretty much everything, including promotional ideas coming from our industry. Isn't that the coolest pic of Austin you've ever seen?!  I LOVE living in Austin and I'm your stereotypically proud Texan but that's not what this post is about.  It's about finding ways connect with the public and maybe generate some leads.  About a year ago I got an email from a Dallas broker who wanted me to watch his video promoting Texas on YouTube.  Turns out it was fantastic and played right into my sense of state pride.  Over time he added follow up videos, a twitter account devoted to fun Texas facts (Like: In Houston beer may not be purchased after midnight on a Sunday, but it may be purchased on Monday. Or: To be a real estate agent in TX requires 200 hrs of education & to be a manicurist in TX requires 600 hrs.), a full website and a coined term "Texaplex".  Creator David Winans says he now feels like the state cheerleader - no wonder given all the media attention he's getting now.  As a Texan, I'm very proud to have David promoting our state like this and have no doubt the project has brought him business both from the Dallas area public and Realtor referrals from across the "texaplex".  His work is a perfect example of inspired-giving without expectation of something in return.  Of course he's getting back a whole bunch!  Do you know of anyone in your area who does something like this?  Better yet, does it inspire you to do anything in your area? That's what I was hoping it would do! Let your mind wander and tell me know if you start a good idea yourself - I'll help you promote it. Or you could go spam your Facebook friends with listings...blah!

This is how to launch a real estate brokerage

via www.austinrisingrealestate.com

A friend of mine has been working for a while now on launching his own residential brokerage.  He's young, energetic and smart so I knew when he was ready we'd see something good.  I got the launch announcement email today and here's the first paragraph:

After months of development and market research, Austin Rising Real Estate is proud to announce the launch of its website, iPhone app and Facebook page

Website.  iPhone app.  Facebook page.  Six years ago before I started speaking and training, only the first one in the list (website) was a part of a brokerage strategy and most were a cluttered mess that served as a digital brochure at worst and basic property search engine at best.  Things change fast don't they?!  In addition, this brokerage brings YouTube, Yelp and Twitter prominently into the mix.  My friend Bryan is not the only one doing this but when put into the context of a "launch", he got my attention by doing a lot of stuff right.   Here are the things that stand out to me:

• Design.  These days a website is, as Bryan explains in his front page video, you're lobby so the look is critical.  It's not always easy to explain why, but when it comes to websites, you just know when one is designed well  
• Two basic lead generators are right up front:  Search and Market Snapshot
• The intro video does a good job of explaining how to use the site
• The blog is upfront so that Bryan can talk to his audience
• The forum is there too so his community can interact with each other
• Choice!  You can just use the search feature, read the blog if you want, or you could participate in the forum.  You could interact using Facebook (and are specifically asked to) or just follow on Twitter.  And if you're really a fan, you can tell people about it on Yelp.
• The blog has a short video interview with a local restaurant owner so Bryan is going beyond listings and creating great original content for his visitors.

Anyway, I'm a fan and wish Bryan (who is not yet a graduate by the way) all the best.  I can't wait to see the iPhone app when it comes out on Monday.  So whether you're a brokerage or just an individual agent, what could you learn from this if you were to "re-launch"?

Is "salesman" really a negative word?

Alright, yesterday I recorded a humorous take on the word salesman and started calling myself a salesfriend like Phil on Modern Family.  Today I had a great conversation about the word salesman with a broker friend and ask a more serious question in the recording.  Hit the play button above then leave your comments!

Sell without a cell?

 Maybe it has to do with her show ending soon, I don't know, but I've been addicted to the Oprah Show this season.  Usually on the weekend I'll fly through the episodes on my DVR and I probably average 1.5 shows per week after I delete the topics that don't interest me.  Her "No Phone Zone" campaign has caught my attention for sure.  I consider myself a very good driver (you probably do too) and I'd even argue that Realtors on average are better drivers than the general public, given that we do so much of it.  And today I wondered if it is possible for us to put the phone down in the car?  

When I first began my real estate career no one had phones in their cars, in fact, it was a big deal when the majority of my office got beepers!  Then, when we did get phones we used them sparingly and of course today we're at the other end of the curve.  Oprah wants to end all phone usage in automobiles and I think she's really picked a tough fight.  I've written before about how we are literally addicted to technology and that's the one part Oprah is missing.  She's taken a selling tactic similar to the defensive driving course I just took online that persuades against drunk driving - the horror stories, the interview with the mom who's daughter was killed, the crash scene pictures.  I certainly agree that using today's smartphones can be every bit as dangerous as drunk driving - it's the addiction to technology part that I think far outpaces alcohol addiction.  To be sure, I use my iPhone all day, everyday.  I have a glass of red wine every few days...maybe.  After the episode, I caught myself checking in on Facebook as I was driving, so I signed Oprah's pledge and committed to only use the phone for old skool voice calls and map features.  

So what do you think, can you do without your phone in the car?  It is possible to sell without a cell?  I've done it.  If you don't believe it's possible, just go ask someone who's been in the business since the very early 90s or before and they'll tell you.  Do you think our profession with an army of driving salespeople is positioned to join Oprah's campaign?  Would it be a good PR move for the industry?  Will NAR jump on the trend or will we just wait as states pass laws against it?

Surprise New Take on Commission?

via www.psfk.com

Working at this cafe in Japan must be a blast every day.  It has one rule:  You get what the person in front of you ordered and the next person gets what you order, no exceptions.  Use the link just below the pic to read the story.  I would have to go at least once to experience it - would you go?  After reading the story I started thinking about real estate.  Every year that I've read NAR's survey of home buyers and sellers, they've reported the vast majority of sellers hire their agent either based on a referral or they rehire the agent they used before.  Yet in the daily world of an agent who's building a strong listing inventory, competition for the listing is common.  So think of this for a minute:  What if you got the commission that the agent who presented before you proposed?  In other words, the seller hears from all agents, then whomever they pic, the fee they charge is the same fee proposed by the agent that presented before them.  Would that affect what you charge or how you perform on the listing appointment?

Even better, what if your broker paid you the commission that closed immediately before yours?  Sometimes you'd get a really large commission, sometimes small, but mostly around the office average.  How would that affect teamwork?  Your standards?  Company production?  Awareness of how your actions effect the associate down the hall?  Just a fun little thought I was playing with this morning.  What's your reaction to/take on it?

Special thanks to Seth for sparking the thought! 

REALTOR® Magazine: "30 Under 30" - Be an alumni with me!

Each June, REALTOR® Magazine features 30 rising young stars in the real estate industry. Now's your chance to be considered for the 2010 class of "30 Under 30." Applications are due by Jan. 31, 2010.

via www.realtor.org

It's been seven years since I was selected for the 30 Under 30 feature in REALTOR Magazine and the issue has grown up to be one of the most popular issues all year long.  There is even an alumni website created by an alum in Dallas - which I can't find right now so if anyone out there know the URL, please leave it in the comments.  Anyway, I wanted to remind you to fill out an application if you're under 30 and so inclined.  Maybe we'll be alumni together!

When was the last time you "sold" a house?

 

Hmmm, where have we heard this before?  "Salespeople don't sell houses.  Houses sell houses.  Salespeople screw up sales!"  My grads will know this as a frequently used quote from Floyd Wickman.  Of course he says "screw up sales" tongue-in-cheek meaning that if a Realtor tries to hard to sell a specific house, they'll miss natural buying signals thrown off by the client altogether.  Understanding this is one of the keys to mastering Floyd's material for working with buyers and it's cool to see someone outside of the industry get it.  Jason is one of the founders of 37Signals and he's been speaking today at Inman Real Estate Connect in New York, so you can tell real estate has been on his mind.  And I'm looking forward to his book this spring but I'm not sure what he means by "Broken model."  With only 140 characters available in a Twitter post, it's anyone's guess really but if by broken model he means, more Realtors need to learn that houses sell themselves, then I agree.  But to me, it's not so much a broken model as it is a sales skill that Realtors have had to learn since the probably the beginning of our industry.  What do you think?

The danger of vague claims in real estate

It's been a while since I've referenced a Seth Godin post but I spent some time last night catching up on his blog.  I especially love it when he writes about our industry.  If you've been a student of the Floyd Wickman Program circa 2004 forward, think about session 3.  Remember when we taught you on a listing appointment to stop talking about yourself and how you and your firm are so great, that you're #1 in your market, that your website is #1 in traffic, etc, etc, etc?  And remember when we tried to convince you instead to ask lots of questions and uncover what problems you are there to solve for the seller?  I'm serious...take a few minutes and really ponder that message we sent you.

Here's why it's important:  More and more people couldn't care less what number you happen to be in the marketplace.  You know that city Business Journal that publishes the list of top Realtors and firms each year?  Here is Austin's.  Those lists are just a big ego boost for professionals and serve as a vehicle to help the publisher sell more advertising to the different businesses in that market.  The public doesn't give a crap.  They just want to be sold that you can help them and they want you to show them how you're going to do it.  If no one is teaching you how to do just that for your clients, get a hold of me quick or at least someone who can.

Now click over and read Seth's post.

June Trainer Meeting In Pictures

All of my students know I fly off to meet with Floyd and the other trainers once a quarter.  Here's a little story I built with the iPhone app Whrrl to give you a small window into the meeting weekend.  Enjoy!