Get a Real Estate Life

Welcome to the Generosity Generation!

2011-01-07T15:49:00.003-06:00

Time to start giving back. For so long, real estate agents have been living in EGO land. We've seen bill boards with HUGE agent photos, websites, and ads covered with faces of agents that think you care about what they look like and what they've accomplished. Well, it's time to start giving back and build a business based on LOVING people. Huh?

New concept, I know. But, it's a good one. We are living in an unsure economic climate that has people on edge already. Mix that up with all the terrible impersonal service we get pounded on us all day long. It's the perfect recipe for frustration. Nobody stands out in the market, because nobody seems to care. So, imagine a new way of doing business where you actually meet with people one on one and show them how much you care about them.

This is what Michael J. Maher's writes about in his book, 7 Levels of Communication. He teaches you HOW to build a successful thriving business by gifting and giving back to people. Not only does it make SMART business, it brings back the FUN in real estate or in any field where referrals are key.

Michael is coming to Birmingham to share how you too can become a part of the Generosity Generation and to easily and build a rewarding business.
Get your ticket now at www.getarealestatelife.com/events.html.

For just $35, you can see Michael's inspirational message that will INCREASE your referral business and his best-selling book.

What NOT to do in this market!

2010-10-18T13:02:00.003-05:00

Sick of being told what you SHOULD be doing? Well join us for tomorrow's Business Booster where we discuss what NOT to do in this market.

Business is everywhere. Buyers are everywhere. Learn what some agents are doing to chase away these buyers. Come hear real conversations with Birmingham real estate agents, who NEVER even ask the callers name. See what photos NOT to submit into the MLS or on the internet. Read the worst descriptions of property written only by agents who either don't care enough about selling their client's houses or are just too ignorant to know what a terrible job they are doing. Their loss is your opportunity.

Hank Blackmon with HomeFront Inspections is providing breakfast at 9:00 am tomorrow. Topic discussion starts at 9:30. Yes, I have a few 7L Books left. And, we'll also discuss why you really need the CDPE more than ever.

See you in the morning!! Be prepared to Laugh and to Learn.

Why Should Someone Choose You to Sell or Buy a Home?

2010-10-16T20:30:00.003-05:00

Recently returned from a visit with the Indiana RE/MAX broker owners where I was invited to speak on the topic of distinction and how our coaching program makes our RE/MAX office different. Such a warm, hospitable group; especially the regional owner, Dan Breault.
While attending, I got to hear Scott McKain speak. He is the author of Collapse of Distinction. It's a business book that is so true to life. He speaks of how all businesses have copied each other instead of focusing on something to differentiate themselves. The public has a hard time choosing between businesses so they rely on price to help them make a final decision on which to give its money and its service.
In general, the public has always had a difficult time deciding which real estate agents to use. After all, aren't we all the same? We're just here to open the door and play tour guide right? No! As a whole, we do a poor job showing the public our value and why we are different. I beg of you to buy Scott's book. Read it. Then, clearly define why you are different and promote it. Let people KNOW why you are special!

Bobby's Booty!!!!

2010-10-05T15:53:00.007-05:00

Bobby's Booty is in full swing and going strong! The month long contest was kicked off just two weeks ago and money is being awarded left and right to be redeemed at our Business Booster coming up on October 21st. We are hosting a luncheon for our over 150 Re/Max Advantage agents and at the luncheon, the agents will be able to bid on auction items provided by our valued vendors with "bobby's Booty" or Re/Max Dollars that they have earned for recommending or using a donor, closings, new listings etc. throughout the contest. The vendors who have so graciously donated to the event, will be invited to the luncheon to network and to also stand with their auction item as it is bid on. Please let me know if you are interested in donated to the auction. Below is just a sneak peak of last years auction !!! You don't wanna miss out on this and remember to keep track of your Bobby's Booty!!! Check out the list of our confirmed donors to date!!!

Rachel McCuen 888-492-7359 x761 Home Warranty Of America
Kelly Gunnels 281-8545 Signature Homes- Any Community
Woody Woodfin 229-2877 First Federal Mortgage
May Jo Johnson 915-4111 Statewide Title Services
Charlie Stewart 437-1279 Closing Attorney
Benny Roberts 332-7701 Personal Trainer/ Anytime Fitness
Annette Chase 223-0079 Farmer's Insurance
Erin Tatum 283-5626 Classis Home Mortgage
Jay Williams 966-9059 Build Tech
Alana Beaugez 381-1615 Home Plus Mortgage
Donna Brock 585-0899 American Home Shield
Steven Clark 441-4676 Photograper
Texie Warnick 919-1867 Air Advantage Heating/Air
Matthew Calhoun 802-7400 Hallman Hill Condos
Bridgett Ogburn 907-4299 Preferred Title
David Arnette 413-7990 Mortgage Banc
Ryan Sparks 215-8433 Closing Attorney
Gloria Jackson 969-3334 First Federal Mortgage
Chris Montz 531-8189 Hengar Rast Mortgage
Gary Eubanks 410-4946 Covenant Bank
Debbie Daughtry 986-3000 Mortgage America
Gene Roberts 337-9214 Old Republic Home Warranty
Jennifer Banik 262-2459 Reli Title
Chuck Bates 980-2305 Renassance Bank
Brian Chastain 966-4675 Chastain Construction
Stephen Wolfe 991-1500
John Henson 969-7057 Morgan Stanley/Smith Barney
Julie May 251-490-5676 Anything Creative
Dianne Daniels 991-1500 South City Theatre
Jimmy Moore 913-7673 All State
Joey Muire 290-1399
Lauren Adair 937-0828 Personal Trainer
Lauren Baum 328-8020 Jefferson Title/ closing attorney
Paige Kennedy 877-450-7283 Birmingham City Saver
Eileen Rattiner 383-1966 W M Mortgage
Wayne Wood 253-1485 Johnson Brother's Wine
John Craft 678-4944 Chelsea Tire
Debbie Rodgers 306-7353 Mary Kay
Darryl Richardson 266-3755 Synovus Mortgage Group
Rock Ponder

Agents Need Specialized Information to Help Clients in a New Economy

2010-09-26T16:32:00.004-05:00

With depreciation affecting many Birmingham neighborhoods, sellers need professional direction more than ever. Fortunately, a course has been designed to provide real estate agents with the CORRECT information and tools that will help them handle negotiating short sales.
Earning the Certified Distress Property Expert Designation will not only equip agents with the most up to date information about short sales and foreclosures, but it also teaches processes and systems of banks and asset managers. In today's market, it is vital that an agent earn this designation so he or she can provide the most value to clients.
Agents can earn the CDPE in Birmingham, Alabama, November 8th and 9th at the Marriott on Hwy 280. It is also approved for 12 hours of CE. Sign up today at www.cdpe.com/remax or give me at call at 205-223-1044.

TOP PRODUCER PANEL

2010-03-11T19:47:00.003-06:00

Debbie Burks, Jason Boner, and Deborah Bowles will share with us how they get leads and the systems they use to build successful businesses. You can ask questions for these top closing agents so that you can pick up great tips to use in your own business. Debbie Burks closed 25 transactions last year. This year, she'll far exceed that number. Jason closed 28 transactions last year and has almost reached his 2010 goal of 35 active listings. Deborah Bowles was a RE/MAX 100% club award winner last year and has a thriving business.

Drew Honeycutt, Trent Kurkyndall, and the RBC Bank team is bringing breakfast at 9:00. Panel Q & A starts at 9:30.

Come learn and earn some more BOB BUCK$!

Refer these Sponsors of March Money Madness!

2010-03-06T11:20:00.010-06:00

Mortgage Banc - David Arnette205-413-7990
Emerald Gardens in McCalla is donating an outdoor rug and a Japanese Maple tree.
Annette Chase - Farmer's Insurance 205-223-0079 3 bottles of wine $60 value
Anytime Fitness on 119/280 is donating 6 month free membership that includes tanning and massage. Also comes with a Tshirt.
Charlie Stewart donated a Will and consultation. $500 value. And, a deep tissue massage from Santa Fe Day Spa.
BuildTech is donating Family Dinner from Full Moon BBQ. 966-9059
Gentry Williams is donating original paintings
Real Source - Doris is donating a Spring gardening gift basket
American Home Shield - Donna Brock - gift card to FLIP Burger
Steven Clark photography is donating a professional photo session
Ryan Sparks
First Federal Mortgage - Gloria Jackson and Woody Woodfin
Homeplus Mortgage - Alana Beaugez 205-381-1615 donated a gas card
Hennergar Rast Mortgage - Chris Montz 205-531-8189
Rustmark Custom Homes
Air Advantage Heating and Cooling is donating a service call to clean and inspect the air unit to prepare for summer. 919-1867
Covenant Bank - Gary Eubanks 205-410-4946
Debbie Daughtry - Mortgage America 205-986-3000
Gene Roberts - Old Republic Home Warranty 205-337-9214
Erin Tatum - Classic Home Mortgage donated two tickets for a night with Nick Saben including dinner.
Drew Honeycutt - RBC Bank
RELI Title - Jennifer Banik
Signature Homes - 3 nights in a condo at the beach.
Holliman Hill - $100 to DoDiYo's
Karen Sladick with Organize 4 Results - an bag of files labels and a timer, an organizational Lead follow up informational CDRom
Bridgett Ogburn - Preferred Title - dinner for 6 made by Bridgett

Remember, each time you refer business to one of these sponsors during March, you get $100 in Bob Buck$!

Good luck. And please support these sponsors who are supporting YOU!

March Business Development Calendar

2010-02-26T15:19:00.000-06:00

Tuesday, March 2 Aliant Bank is providing breakfast at 9:00

9:30 Marketing Systems will be discussed. HGTV Frontdoor will be with us by conference call. Lehman Alley with Text My MLS and Postmen. SimpleBlast.com, MailChimp.com, and more will be demonstrated for you so you can either promote your services or your listings better.

Tuesday, March 9 Meet us at 2512 Savoy in Bluff Park for a special training,

"Get Your Listings SOLD!" Breakfast will be provided by Erin Tatum at Classic Home Mortgage at 9:00 am. Program starts at 9:30. Only 30 seats available at this special location.

Tuesday, March 16 RBC Bank is providing breakfast at 9:00.

Special agents PANEL. Jason Boner, Deborah Bowles, and Debbie Burks.

Find out from these TOP PRODUCING agents where they get their leads and learn tips of the trade. Jason has 28 listings. Deborah Bowles has 14 listings and earned the 100% club RE/MAX Award for 2009. Debbie closed 25 transactions in '09 and has lots of professional tips like how to present offers directly to a seller when working with a buyer.

Tuesday, March 23 AHS Home Warranty is providing breakfast at 9:00.

Alana Beaugez at Home Plus Mortgage is going to educate us on new loan programs that will help us sell more property.

Tuesday, March 23 4:30 Mortgage Banc Birthday Blast Happy Hour

Tuesday, March 30 9:30 Top Producer Training Class taught by Bruce Craig

Learn to Survive Through Creative Financing

2010-02-07T11:38:00.001-06:00

Robert Scott, our RE/MAX Advantage owner, reminded me this week of the old wrap around mortgage. It was used often during the 80's down market in order to make sales happen. Today, we have so many things going for us; prices are decreasing causing homes to be more affordable, interest rates are so LOW, lots of inventory gives buyers more of what they want, and low down payment loans are still available. A major obstacle is getting people qualified for ANY mortgage. As real estate professionals, we need to sharpen our skills to help those buyers who have a desire to buy and sellers who have a desire to sell; even if in an unconventional manner.

Here are a few key points from the creative financing course that Ryan Sparks, real estate attorney, and I taught this past week. Even though Ryan and I differ on our opinions of these creative financing tools, (he prefers a lease purchase), we both agree that extra measures are needed in this market. Lease Purchase vs. Land Installment Contracts:

1) Lease Purchase normally makes a buyer think of the situation as temporary. 85% of them never close. We all know that once a buyer moves in, buyer remorse can set in heavily. A Land Installment Contract provides immediate ownership with ZERO maintenance issues on the shoulders.

2) When writing a lease purchase, get a non-refundable DEPOSIT that will go toward the purchasers down payment at closing. Take a fee for your services out of this deposit. Make sure you have this agreement in writing with your client and your broker. This fee is non-refundable if it does not close. The remainder of your fee will be paid at closing (if it ever closes). Remember to write both a sales contract and a rental agreement using the most up to date form from the AAR website. Refer to each document on each document. Be clear that you will NOT collect rental payments! A land installment contract will pay your broker a part of the DOWN PAYMENT for putting the sale together. Then, you're removed from the situation because ownership is already in place at closing. A few thousand dollars for a small amount of work is a good paycheck.

3) Write a lease purchase as simply as possible. Most agents try to get way too complicated with them. DO NOT TAKE ANY MONEY FROM THE MONTHLY PAYMENT TO CONTRIBUTE TO DOWN PAYMENT OR PRINCIPLE REDUCTION. Monthly rent should be for the privilege of living in the house only. You can put additional down payment installments in your initial contract, ie, $2500 every six months. A land installment contract is normally a down payment up front that allows the purchaser to in a way, assume, the seller's principle balance and loan terms. The purchaser will either pay the bank directly. Or, one of the best ways I've found is to have the payment electronically deposited into the seller's account which is then electronically deposited into bank's account each month. Then, all parties are ensured payments are being made and are timely.

4) Eviction is necessary for a lease purchase and can sometimes be costly and frustrating. Automatic foreclosure happens with a land installment contract if a payment is ever 30 days late. The property is reverted back to the seller. Eviction may still be necessary, but it sends a CLEAR message to the purchaser right up front.

5) Both have definite risks for buyers and sellers. But, provide alternative methods for getting property sold. DISCLOSE all risks to your clients. Or, simply have them call Ryan Sparks for full disclosure before moving ahead.

You'll gain loyalty and credibility from clients when you learn how to master these transactions because you'll be able to provide viable options for your clients.

February Training Calendar

2010-02-01T16:41:00.000-06:00

Business Booster
Tuesday, February 2 9:00 Breakfast sponsored by David Arnette/MortgagBanc 9:30 Creative Financing Ryan Sparks & Genny Williams Learn how to protect your clients and yourself, how to get paid up front and how to complete those transactions the way Bill Martens needs us to do. Genny will also discuss lease purchase and bond-for-title transactions.

Tuesday, February 9 8:30 Breakfast sponsored by Erin Tatum with Classic Home Mortgage.

CE Class 9:00-12:00 CE Class "How to Get Organized for More Sales" Karen Sladick SOLD OUT

Business Booster

Tuesday, February 16 9:00 Breakfast sponsored by Chris Montz/HenegarRast Mortgage 9:30 "How and What Affects Your Credit Rating" by Rick Kornis Discussion into how you can help advise your clients to bring up their scores.

Tuesday, February 23 9:30 Get to Know LeadStreet Better/Darrell - Re/Max Advantage Technology (tentative)

4:30 Mortgage Banc's Birthday Blast Happy Hour Come celebrate February birthdays!

Join us each Thursday at 2:00 for Starting from Scratch. It's an intimate group setting where we are discussing the absolute basics of helping clients. This week is net sheets.

Key Points to Short Sales

2010-01-30T18:56:00.000-06:00

Collier Swecker, top producer with the Mega Agent Team at RE/MAX Advantage, shared the ins and outs of Short Sales, as well as, the new federal HAFA and HAMP guidelines with our agents. It was extremely informative. Here are a few of the key points discussed concerning short sales:

1) Learn the 10 ways your clients can avoid foreclosure and educate them as a professional. Placing the house on the market may not always be the RIGHT answer. Before suggesting short sale to to your client in order to avoid foreclosure, make sure you know how to direct the transaction toward success.

2) Be proactive. If your client decides short sale is the best method, get your mortgage authorization signed immediately and get it to the loss mitigation department of the lender. Have your client request the short sale package. Help your client fill out this paperwork. The package is so thick and can be extremely overwhelming because it requires bank statements, tax returns, and lots of tedious personal information. Remind your client that the lender could pay them $thousands$ of dollars for filling out this paperwork if the property is approved.

3) If your client has lots of cash in the bank or many assets, it doesn't mean the bank will not consider a short sale. The bank will look at depreciation, but the hardship situation will be the most analyzed to determine approval.

4) Remember to tell all parties to be patient because it could be 60 days before approval is granted. To expedite the process, ensure the paper work is complete.

5) The bank will order a BPO to ensure the offer is reasonable so inform buyers that extremely low ball offers may not be possible. Suggest the buyer provide TWO approval letters so the loss mitigation specialist will take the buyer seriously.

6) The short sale may not even affect the seller's credit rating. It can cause a zero to fifty point effect.

To learn more about short sales, consider earning your CDPE; Certified Distressed Property Expert designation. Bank of America will soon be assigning short sales to RE/MAX agents with CDPE designations. Short sales will be increasingly more prevalent due to the cost of foreclosure being 40% to 50% of the value of the house.

Collier also discussed the new federal HAFA and HAMP guidelines which I will share with you later in the week. If you have a property that you know is over priced and the sellers have told you they cannot drop the price, discuss the short sale process with them and get it into action.

How to Find Red Flags on a Title Policy

2010-01-27T20:51:00.000-06:00

Ryan Sparks, closing attorney, taught our RE/MAX Advantage agents how to properly read a title policy and how to especially look for red flags. When we can identify issues ahead of time, we can create a better experience for our clients. Here are a few of the many tips Ryan shared with us.

1) A title commitment is only good for six months. It must be updated just prior to closing to protect the lender and the purchaser.

2) GET A PRELIMINARY policy to ensure who the owners are and how the title is held. If title is held in anything other than Fee Simple, additional research is needed.

3) If the title is a special warranty deed, the bank is only warranting the property for the time of ownership held. So, check the foreclosure date to advise your client of the one year Right of Redemption where the foreclosed party has the opportunity to re-claim the property.

4) If your BUYER is purchasing a foreclosure, ask your title company for a copy of the foreclosure deed. It is best for your client to purchase the property for LESS than the foreclosure deed.

5) Always ask the seller to provide a redemption bond when representing the buyer. But, remember, it only protects the new lender.

6) Check under schedule B for requirements necessary to transfer title. Ensure that no liens have been noted. Possible liens can include IRS, State tax liens, and medical or hospital.

7) Have a survey done prior to closing. Many title issues can be resolved with a survey, such as easements and public access.

So much more was discussed and learned, but these topics are the main points. Please read your prelim title when it is delivered. You may think the title company will alert you when the policy reports problems, but that is not always the case. And, guess who gets the blame?

My Top 10 Strategy Picks of Mary Lou's Team

2010-01-20T15:50:00.000-06:00

Mary Lou and Chris Vondereau of Mary Lou's Team at RE/MAX Advantage in Birmingham, AL hosted our Top Producing panel today for our agents. Mary Lou has consistently run a highly productive business with RE/MAX for over 15 years. She and her son, Chris, have developed many systems for marketing, referrals, and customer service. With over 80% of their business coming from earned referrals, they have a thriving business with very low overhead. There was an abundance of great information shared, but these are my favorites of what they shared that you can implement into your business, too.

1) Hire a Coach. The team is a member of By Referral Only with Joe Stumpf.

2) Always think through every process from the client's point of view. Give them what they need and make it easy for them.

3) Say "thank you" a lot; especially if someone took the time to remember you and give your number to a friend. The team sends Starbucks or pizza coupons to say thanks for referrals.

4) Use a database management system to keep up with your clients and prospects systematically.

5) Get all of your client's personal information, including children's names and birthdays. Learn as much as you can about them so you can send personal gifts.

6) Build strong relationships with your clients by continually contacting them systematically throughout the year so you can do business with them for life.

7) Host a client party every year to thank clients and to purposely produce referrals.

8) Every January, send a copy of the settlement statement to your client that closed the previous year so he will have it for tax purposes. You may even send it to all principles of each closing you had.

9) Learn scripts and dialogues by practicing, practicing, practicing. Let your clients speak more than you. DO NOT DO ALL THE TALKING.

10) Use a pre-listing packet with a photo of the house for the CMA. Every time the phone rings for a listing appointment, it's "gold". It could be a $15,000 pay check. Wow them!!!!

I could share so much more because Mary Lou and Chris discussed many more techniques with us. But, I hope that you learned something from my list that you can implement into your business today that can make you even more successful.

BusinessBooster-Jan

2010-01-13T15:03:00.000-06:00

January 2010 Business Booster
Tuesday, January 12
9:30-12:00 Business Planning

Tuesday, January 19
9:00 Breakfast/Mortgage America
9:30 Panel Discussion/Mary Lou's Team
Closing gift ideas/Stefanie Scotch

Thursday, January 21

2:00 Start from Scratch group

Part 2 Contract/ Addendum - Net Sheet

Tuesday, January 26
9:30 - 10:30 How to Read a Title Policy/Ryan Sparks
10:30-11:30 New Federal Guidelines/Collier Swecker
4:30 January Birthday Bash/MortgageBanc

This month's Birthday Bash Happy Hour sponsored by MortgageBanc will also be comedy night. Start writing your real estate funny material now. Mickey Berry has already started on his. This is going to be a great event!

Here's what people are saying about these courses:

you did a great job and I was very impressed!!..... learned alot and sparked things I already knew but had pushed back in the back of my mind.. thanks for bringing it forward.

---Linda Dennis

Genny provides realistic information in her classes. Information that if used properly costs very little and reminds clients and friends that you need their help in your business. All of us need to be reminded of what we know to do and many times do not do to enhance our production.

I feel that Genny's classes should be a priority to new or nearly new agents. Also, great reminders to young at heart realtors. Thanks to Genny and Robert for providing free classes for our agents.

---Jan Williams

“I am a big believer in planning your business and having goals set each year. I have been too many planning sessions and trainings regarding this over the years but have found none better than Genny's class. I took it at Keller Williams last year and the one here last week. In my opinion, there is nothing more important than knowing what you need to do to take your business where you want and need it to go. When you leave this class you will know EXACTLY what you need to do to reach the income YOU desire.” - Jason Boner

“I would HIGHLY recommend attending Genny's business planning class. The business outline she uses will show you exactly what you need to do in 2010 to achieve your goals. As important, the ideas that are shared by fellow agents in regard to what is and is not working in their business are great tools to use in implementing your own business plan. Great opportunity to bounce ideas off one another and see what is working for fellow agents.” - Jessica Letson

“Genny's business planning class is fantastic. It's not only the time for me to set goals, it is way I judge how hard I have to work (how many appointments and listings and buyers I have to have) to achieve my goals in the coming year. I have had my license for 13 months now, and my goal for 2010 is 48 closings. My attitude and my ability to achieve this goal are enhanced by using the coaching and advice I receive from Genny. She has been there for me to push me when I needed to be pushed, pull me when I needed to be pulled, and to pick me up when I was ready to give up. I'd recommend the business planning class to anyone, top producers or beginners.” - Mickey Berry

Happy 2010!

2010-01-04T11:05:00.000-06:00

2010 is finally here. It's a fresh start; a fresh way of looking at your business. This year, stay positive about what you have to offer clients. I've noticed lately that some of you are saying negative things and focusing on why things are impossible or how they can never work or why someone would never do certain things. When you vocalize these thoughts you are creating negative things in your own life and in your own business. I strongly believe it's ok to have a bad day and to be upset about certain situations, but when you continually use words like. "that will never happen," "someone would be an idiot to buy that house at that price," "the bank will never take a short sale on this one," "these buyers are crazy," etc....you're making these statements happen in your own business. So, please, ask how you can make something work for your clients? What are the options? Let's focus on how to get something done instead of all the reasons it will not work. Don't limit yourself! Be open to new solutions and new magic happening.

Business is everywhere. Leads are everywhere. It's up to you to find them everyday. Deborah Bowels closed 8 transactions this past month as a single agent. It's around you. Dawn Kirkland and Ken Boyd closed 61 transactions on their team in 2009; their best year ever. Just ask for it.

You are talented enough and special enough to be getting your BETTER than fair share of the closings. You did it in 2009. Let's continue to make it happen!!! 2010 is the Year of Seized Opportunity. Your income is going to soar, your business will thrive, and I am on pins and needles waiting to watch it all unfold for you. We're going to have a blast this year!!!!

Happy, Happy New Year. Let the closings begin!

My Progress Report; Business is UP!

2009-12-29T10:32:00.000-06:00

So, what does a coach do? How does he or she help you? The best way to gauge it is by seeing an increase in business.

According to the MLS the average agent in the Birmingham area has sold and closed 3.5 transactions ytd. So, if you have closed more you are doing better than average!

Since moving to RE/MAX, closed transactions are up. At our Get a Real Estate Life Event, agents in the coaching program received awards that showed how their business has increased. The numbers are astounding..see for yourself.

Kira is our top earner since moving. Her transactions have increased by 200%; average sales price by 38%.
Vinnie's transactions have increased by 400%; average price is up by 45%.
Scott's transactions have increased by 900%; average price is up by 8%.
Jason has been steady and consistent closing 26 transactions but he has sold over $6mil having the most closed volume in our group.
Vonda has increased her transactions by 125%; average ales price up 131%.
Gia has closed the most transactions in our group at 28 ytd; average sales price is up by 252%.
Mickey's transactions are up 500%.
Heather has increased her closed transactions by 200%; her average sales price is up 17% and growing.
Deneise has managed to be consistent while not even being able to sell real estate for several months.
Paula O'Neil has increased her average sales price by 64%.
Carol has increased her closed transactions by 350%.
Paula Adams has been very consistent and has increased her average sales price by 23%.
Debra Pitchford has increased her transactions by 100%.
Vicki Williams is up 150%.
Terry Crutchfield is up 100%.
Kevin Van Dam is up 100%.
Renee is up 100%.
Jerome Arnold is up 100%.
Deb Long's average sales price is up 39% at RE/MAX.
Malinda has 3 pending.
Julie has two.

I am so proud of y'all!!!! Coaching works!

Elementary is BEST!

2009-10-10T17:43:00.000-05:00

Remember when you were in Elementary and Middle school having to memorize poems and speeches like The Declaration of Independence, The Pledge of Allegiance, and The Gettysburg Address, to name a few? How did you memorize these? If you were like my children, you wrote the words then repeated it numerous times over and over and over until you could recite every line perfectly.
As easy as it sounds, this is your main job as a Top Real Estate Agent. Know what to say and when. This is how you get business, keep business, close transcations, and get referrals. Most agents make the business WAY more difficult than it needs to be. And, when you discuss learning and mastering scripts and dialouges with low level producing agents, the feedback is always the same. "I'm not a scripts kind of person." "That's just not me." "This is so elementary." Many agents are looking for a magic bullet and assume that it's much more complicated than learning what to say properly. So, the basics get skipped leaving every generated lead wasted. What's worse is not knowing your scripts gives you the horrid sales killing disease - CALL RELUCTANCE. When you don't know what to say, you avoid saying anything to anyone and focus your time on "busy" work.
Follow the money and you'll find the agents that are making the most, know and practice their scripts DAILY.
If you'd like a copy of some of the scripts that are working in this market, please contact me.

The Right Place at the Right Time Can Increase Your Real Estate Income and Change Your Life

2009-09-05T22:10:00.000-05:00

Have you ever felt that you had all the talent and the drive necessary to be a top producing agent in your market, but just couldn't find your way to achieve it? If you're like so many agents I speak to, you've attended sparse training classes, worked with mentors in your office (for a fee), and have gone to the occassional seminar searching for answers to increase your productivity. Sound familiar?

Sometimes in order to make a paradigm shift, you have to change your perspective and your environment. The stories of the agents I am blessed to work with everyday will prove my point that stepping outside your comfort zone and trying something new can change your life.

George Jackson had been at Keller Williams Realty before I joined as Broker over three years ago. I was immediately impressed with his professionalism, his overall persona, and his sweet spirit. He struggled with business systems and seminars trying to find his niche and to increase his productivity. We both knew his talent was far outweighing his income. It wasn't until we transferred to RE/MAX ADVANTAGE SOUTH that George found his way. Just last month, he closed more transactions than he did all last year. This alone is an incredible feat. But, the increase in income means so much more. January '08, George had a goal to make enough money and to get his business working properly so that he could ask his sweet, beautiful girlfriend Alissa to marry him. We didn't make it last year. But, last Friday evening, with his MegaTeam and his RE/MAX family watching with tearful eyes of joy, George accomplished his goal by asking the big question in a heartfelt planned event at Vulcan Park in Birmingham.

This is life changing; it's meaningful! I can't tell you how proud I am to have been involved every step of the way and finally seeing his success and his goal come to fruition. He's finally found his perfect place in life and in business. He has flourished with the RE/MAX business model; especially with his MegaTeam membership and all the coaching he and I did prior to joining them. I knew he was destined for brighter things. We just had to bring them out together. And, his hard work is paying off professionally and personally.

Kira Craft has always been a superstar real estate agent. She closed 32 transactions her very first year in the business. Her people skills are so amazing that her clients adore her. But, while at Keller Williams devoting her extra time to the Agent Leadership Council, her sales started to slip and her interest was wanning. She knew convincing her husband to join the business would boost her sales and her spirits. But, it wasn't until we all joined RE/MAX ADVANTAGE SOUTH that her talent re-emerged like gang busters and she started closing everything in sight. In less than 90 days of the transfer, Kira earned nearly $40,000. With just a few months in the RE/MAX system, she is about to cap. What's more important, she and her husband have been able to provide for a private Christian education for their incredible 16 year old son and buy him an H3 Hummer for his 16th birthday. Nothing is more important to Kira than taking care of her clients and providing for her family. She's just getting started with RE/MAX. We're going to see her skyrocket even more!

Scott Howell was previously with RE/MAX Advantage, but was hit hard by the change in the market. As a new agent over seven years ago, he experienced instant success because of his strong people skills. But, he admits his follow up systems were lacking. He left RE/MAX and joined me at Keller Williams where we immediately started rebuilding and implementing systems into his business. He constantly struggled for an income and was losing hope because his sales were not reflecting his new business sense. When we all transferred to RE/MAX Advantage together, Scott partnered up with Vinnie Alonzo and made magic happen. Together, they have earned nearly $50,000 in less than 90 days. Their listing inventory is strong and they closed 6 transactions last month. Through it all, I have seen Scott's faith grow stronger and a confidence about himself has emerged. Scott and Vinnie are great role models for experienced agents in this market learning to change with it to better serve clients and increase their incomes. They have much more in the pipline and are continuing to prosper.

These are only a few of the success stories of the agents that I'm so blessed to coach and to spend the one on one time with deeply supporting and helping grow their businesses. Because I have longed to provide the agents I work with the most attention they deserve in helping them grow, I too have finally found the right place at the right time, RE/MAX Advantage South. It has allowed me to fulfill my heart's passion by helping over 30 agents who have a hunger to succeed, DO It!

Please stay tuned for more uplifting accounts our agents are experiencing. Nothing brings me more joy than seeing them exceed their goals. There's a better way to sale real estate. Sometimes you just need to have the direction in which to see it. Being at the Right Place at the Right Time with the Right People can change your life!

Don't Let July Be Dry!

2009-07-02T07:56:00.000-05:00

In Birmingham, Alabama, July is when people and families disappear to the Gulf Coast beaches, to the many surrounding lakes, to the nearby Smokey Mountains, or to some other vacation destination. Because many people have become budget minded this year, we may not see the ghost town that is normally here in July. But, if you're a Realtor, there's only one thing to do to avoid July from being your driest month; make MORE calls to dig up leads.

You will most likely have to complete more dials with less contact because people are out of town. But, start your dialing day early and leave messages if you must. Normally, leaving messages isn't the best thing to do. But, you'll be a huge step ahead of the other Realtors that are out of town and off the month of July.

When so many people are in vacation mode, it's easy to become complacent. Don't let it happen to you. Use your calendar to Time Block summer fun AFTER your calls have been made. Give yourself a goal of contacts you actually get to speak to each day before you can get off the phones and on to fun. Then, when you're out and about, always take information about all of your listings and your value proposition (the reason people should hire you) with you to pass out to Moms and Dads at the pool, baseball games, water parks, etc. And, don't forget to get people's names and contact numbers so you can call them, too.

July doesn't have to be dry. One of the agents I'm working with has 6 closings already scheduled for July. Many others have 3 and 4. So, you still have time. Pick up the phone and start dialing!!! Create your BEST July yet!

Realtor Reminder - Co-op Means Cooperate!

2009-06-22T14:07:00.000-05:00

Recently, the most common complaint I'm hearing is about unreasonable and difficult co-op agents. As if negotiating and keeping closings together isn't hard enough right now with challenging market conditions and stringent financing requirements, it also seems as if agents are working AGAINST each other instead of helping to ease tensions and making contracts work. As my friend Fred Smith says, agents have gotten on the Sales Prevention Team. Stop it NOW. Our clients don't deserve this! Here are some actions you can take to smooth out your transactions and end with a win-win closing for your clients:
1) Remember co-op means cooperate. You must first ask yourself, "Am I one of these agents that becomes a crazy mad person when one little thing doesn't go right? Am I attacking agents that are showing my properties or writing offers?" If so, stop it now! Ask how you can help.
- Agents who have no direction or support are asking themselves how long they can stay in the business. They are being faced with having to quit and find a means to support themselves and their families. So, other agents are being blamed for all the woes of the world. Not fair, but it's happening. Also, when people need money, their perspectives and their attitudes change. When an offer is in hand and an issue arises, it crushes the hopes of much needed income and the co-op agent becomes the target for all the negativity.
2) Don't stoop to mean, aggressive, or unprofessional behavior when reacting. When the other agent is done blowing up, don't react. Simply tell him or her you see how he or she is having a bad day. As difficult as it may be, ask her how you can help to change her day. You NEVER know when you'll need this agent again or if you'll be in business with her in the future. Don't burn a bridge. Take the high road without allowing anyone to curse you. Stay polite and positive as you move the contract forward. If you get bogged down in reacting, your client loses and so do you.
3) Don't make people wrong. As soon as you make a co-op agent feel insecure, you will surely lose a sale. Communication will cease. And, out of spite, you'll have an agent working against you with his or her client. When you embarass a builder, a seller, or an agent by showing how incompetent he or she is YOU LOSE. I've seen builders refuse to work with certain co-op agents because he or she wanted to prove how smart he was to the builder and chose to beat him down. People need inspiration right now. So be the example of professionalism. You'll be surprised how many times you'll have the co-op agent's client hire you the next time. I've had the priviledge to be hired by many clients I met from other co-op agents. And, as they go out of business, you want their referrals! You'll only get them if you're nice.

If you need to vent before reacting, please contact your business coach or your broker. Don't vent on your spouse, your client, or the co-op agent. Make more money, represent your client well; cooperate!

27 Keller Williams Agents Convert to RE/MAX Advantage

2009-06-12T12:55:00.000-05:00

We've all moved to RE/MAX! This economic market challenges us as Realtors to make the smartest business decisions we can. Luckily, our opportunity came at just the right time. Disgusted with poor leadership decisions and corporate untruths, we were EAGER for a new business model. Vicki and Robert Scott, owners of RE/MAX Advantage in Birmingham, Alabama offered us exactly what we were needing...a fresh start with high energy, integrity, stability, credibility, and plain old dollars and sense! All backed by the most recognized real estate name in the industry; RE/MAX.

Changing real estate offices can be such a scary thing, but not after meeting Vicki and Robert. With their 30 years of experience in the business; 20 of those as RE/MAX owners, their stability is what we (and every agent) needs right now. We're such a high energy group that feeds off each other. As a broker / team leader, my philosophy has always been to create the right environment in order for the agent to focus on what he or she does best; HELP CLIENTS! Both being agent centric, our styles were a definite match. Then, Robert showed us how to make the money work in our best interest. It was a no brainer! All 27 (28 including our AWESOME office manager) of us packed up and moved to RE/MAX.

Since joining, we've been pleasantly surprised how easy the staff made our transition. It felt like home here in only two days. We have also discovered that the RE/MAX name has given us such a credibility push; something we definitely didn't have at Keller Williams. After transferring over 200 listings, RE/MAX Advantage is #2 in market share. It's so wonderful to be together. We're laughing constantly, having a ball, and are way more productive. The increase in showings, offers, and closings is the BEST difference! Thank you Robert and Vicki. We love RE/MAX. To find out how easy it is for you to increase your business at RE/MAX, too, please call me, Genny Williams at 205-991-1500.

Can You Afford to LOSE a Sale?

2009-05-25T12:29:00.000-05:00

While so many Realtors are crying about market changes and having no sales, you would expect an agent to follow up with every lead; even if it was luke warm. Well, I'd expect a follow up even if it had no pulse and couldn't breathe. Follow up is everything! There are leads around you everyday constantly. You just have to see the signs and ask the right questions. Put yourself in the scenario and sales will come.

You'd think as devastatingly as the Florida real estate market has been hit, a Florida agent would act like a shark circling around any lead whatsoever waiting to go in for the kill. Not true. I'm in Tampa right now trying to help my mother in law select the right agent to get her condo sold. It's paid for, so no short sale situation. Over half the sales in Florida are faced with short sales because depreciation set in so quickly. No issue here. She has to move; well she WANTS to get to Birmingham to be closer to family. And, the condo is in a great community very convenient to everything civilization has to offer including the beach. It's a great listing even considering the condo law changes.

Because I'm here for a short holiday weekend, I had to find an agent quickly. After doing research on the internet, I found a team that had excellent web presence and a wonderful philosophy. They advertised a toll free number with a tag line that says, "Call us now. We always answer our phone." Exactly what I was looking for; immediate service. I dialed the agent up on early Saturday morning. Hello, got an answer just like the ad said. Because I'm such a team builder and believe in the team concept, I was excited to speak to this agent. She gave me all the right answers. Told me she was going to show for a few hours and would call me as soon as she got back and would make an appointment to rush over and list the condo. Feeling like I had found the right team, I did no more research. Wrong action! I never got a call back.

What? In this market, no call back. I was shocked and highly disappointed. After all, this team supposedly closed more buyer transactions in '08 than any other Realtor. HOW? They don't call anyone back.

Monday, I went back to the drawing board on the web. Found a lady that was straight to the point; my style. From Ihop, I emailed her off her site, placed my order, and received her call before my breakfast came. Talk about service. Over 20 years in the business. Met me at 2:00 on the same day and TOLD ME THE TRUTH ABOUT THE CONDO MARKET. She actually had the place listed when my mother in law bought it. How is that for a small world? When in Tampa, hire Mary McCall at Re/Max ACR Elite Group. She is the epitome of what it takes to be a success in this market and in any market!!!!

Please follow up with every lead around you. Some people make this business MUCH more difficult than it has to be. Make it easy; follow up!

Experiencing My Own Funeral

2009-05-09T08:53:00.000-05:00

Recently, I've gotten to come as close as one can to experiencing my own funeral. I was FIRED. Not for doing a bad job, but for "communication issues." Which is funny because I'm such a communicator; even have a degree in communication. But, God has a way of taking a terrible experience and showing you how trivial it can really be. The support and love I have been shown through all of this has overwhelmed me and amazed me to actual tears; which is odd for me.

The cards, emails, text messages, face book notes, voice mail messages, and phone calls have been incredible. I had 54 email messages in one day saying how much I'll be missed and the little things I did for each individual that made a difference in his or her life and or business. It was very much like reading notes about a deceased. Especially when you read emails going back and fourth across the entire city discussing how you were fired in open forum without addressing you. It was like I had already died. Most emails were very passionate in defending me and my leadership, some were opinions about the company and its leadership, and of course, the President of my fan club, (not really) said a few carefully chosen words about how his experiences with me were "different." Excellent way to say he couldn't stand me; just like speaking of the dead.

These positive messages were the only thing that made the whole situation worth it. Not that I want to experience it again, ever, but wow! Get FIRED and you too can see how much people love you.

When I die, no one will have to say a word because it's already been said. At 37 though, I have plenty of time to screw up, disappoint, and change opinions. Amen and God Bless.

How Hungry Are You in This Market?

2009-03-01T19:44:00.000-06:00

What makes talent rise to the top? Is it how smart someone is? Is it skill? NO! It's simply how badly someone wants it. That's the answer. How badly do you want it? If being number one is important to you, really important to you, you'll do what it takes to get there. Yes, you may need help pushing, prodding, being dragged, and forced into being a success. But, the difference is as a successful agent, YOU ASK FOR IT!

As a Real Estate Broker, I hear agents tell me all the time they want to be successful. But, they never back it up with the ACTION that's required to be a success. Many aren't willing to learn and practice daily scripts and dialogues to internalize them. Many will never pick up a phone to prospect for business because they don't want to do it. But, the few that WILL, will find themselves at the TOP with their incomes, businesses, and lives flourishing.

The market has ZERO to do with your success! Your hunger has everything to do with it. Collier Swecker, our KW Rookie of the Year, has that burning hunger and friendly competitive spirit that drives him to the top of our roster, along with his awesome partner Mark Carlisle, and team members Paula Adams and Amy Baker. Collier FORCES me to be the best into pushing him and his team to succeed. He never takes no for an answer because his hunger won't allow him.

Less than two years ago, he was a real estate and tax attorney. Now, he's a successful Birmingham Realtor with MegaAgent Team. The MegaAgent Team closed 40 transactions in 2008; a 50% increase from 2007.

If you want to succeed, GET HUNGRY and let me push you into success!

Create Your BEST Real Estate Year Yet; 2009!

2009-01-31T20:54:00.000-06:00

2009 is going to be a GREAT year in Real Estate. We just celebrated being profitable EVERY month in 2008, which is an amazing feat considering how many local real estate companies have downsized, merged, or closed. We even profit shared $17,000 back to our agents. Hallelujah!

This year, our agents are going to make lots of money. And, they deserve every hard earned penny. Can I get an Amen? Yes!

At a Recent Real Estate Revival, our Agent Leadership Council and I layed out the plan that will put money in our agents' pockets. It's simple. Focus on 3 things: Listings, Investors, and Leadership / Team Building.

It's obvious that agents are shying away from listings because the time it is taking for them to sell and the money involved in marketing them. But, an agent needs a LARGER inventory of listings more than ever right now in order to make a living. What's needed is a high level of training on Pricing correctly, inexpensive marketing campaigns, service plans, stagging, and SCRIPTS to help our sellers understand what's best for them. The more listings an agent has, the more buyers will follow.

2009 is the year to bring the investor back. Build wealth through rentals!

Consumers expect far more from Real Estate agents these days. In order to be profitable, you MUST give it to them. Forming the RIGHT team is the only way to be all and do all. Let your broker help you build a team by finding the right hires for you.

At Keller Williams Birmingham - Vestavia, we're building our BEST year yet! Are you?

Keller Williams Realty Offers Economic Relief for Realtors

2008-08-03T21:32:00.000-05:00

When market conditions change, Realtors must increase prospecting while reducing expenses. It's the only way to survive and THRIVE!

How do you get rid of spending thousands of dollars each month in this business?

The first place to cut back is with E&O insurance. Most companies ask for a large lump sum payment once per year of up to $600. Some will spread this over a 3 month payment plan. But, when times are tight, this fee can be detrimental to your business. Keller Williams Realty pro-rates this fee annually. There is never a lump sum charged to you. In fact, at the Birmingham-Vestavia office, we include E&O coverage, in addition to many other services, within our LOW monthly fee of $72.50.

Secondly, get rid of desk fees. Desk fees can cost you up to $1500 per month with some companies. Our Keller Williams office has free work stations for you. And, if you want a private desk, it's only $75 per month. We don't get paid unless YOU close a sale. So, we have a vested interest in supporting you in your business. It's the only way we get paid. Imagine your life without all the Pressure to pay large fees to your broker. Your sales will naturally increase because you won't be worried about how to get the money you need.

Lastly, get rid of marketing that doesn't work for you. When you spend $1, you need to earn $2. In other words, ensure the marketing you are using is providing results by getting you leads. If your marketing is not producing leads, get into consulting and coaching with your broker to adjust your message and your methods. Become a master of direct response marketing and your business will sky-rocket with LESS expense. Also, watch your printing and copying costs. Our KW office charges only 10 cents for color copies and 5 cents for black and white. This is less than the cost of printing fliers yourself on your own printer while providing your clients much higher quality.

Of course, the BEST way to keep more of your own money is by transferring your business to a 100% program. At KW, after you close approximately $2 Million in volume, you get 100% of every commission you earn. How's that for THRIVING? And, no. I know what you're thinking. We don't jack up desk fees at this point. It's still only $72.50 per month. We care about your survival! That's why our low liability, low risk value proposition is a WIN-WIN!

Don't you DARE think about quitting your business because you just can't write another check. Call me for a free business consultation to see exactly what needs to be adjusted to take you from surviving to THRIVING!

Why Pay for the Priviledge to Compete with Your Broker?

2008-06-29T09:45:00.000-05:00

"Why list with that agent when he works for ME? If I'm the Broker and or Owner, don't you think I have ALL the better resources to market and sell your home?" I can't tell you how many times I've heard this statement from sellers and from agents commenting on how the broker / owner of a particular brand competes with his or her own agents. Not just here in Birmingham, Alabama, but all across the country. Why pay large upfront fees and or huge commissions to be treated like this?

Your broker should be a place of support, someone that can help you get through tough times, someone who motivates you to take your business to the next level. And, during a market change your broker needs to provide you with the right tools and education to power through and come out on the other side with even more market share. Don't you deserve this type of support?

As a former RE/MAX agent, I can say that competing against your owner destroys your mindset; especially when you write out that large check at the first of every month to him or her. When times are good and everyone has the opportunity to get his or her fair share, a competing broker may not affect you, your mindset, or your business. But, when you notice one or two agents within your office get lots of listings and leads and you suddenly realize that your broker / owner is handing the business he doesn't want, after cherry picking the best, to these agents, you feel cheated. Why aren't you getting any of these leads? Yes, she has the right to distribute leads to anyone she wants because it is her business. But, don't you pay just as much or not more to the office as the other agents? Have you just not kissed up enough to be on this list?

As a broker, team leader for Keller Williams Realty, I DO NOT COMPETE with our agents. My job is to coach, consult, train, support, motivate, encourage, and HELP you get your business where you want it to be. The best part is, our agents get this level of support without paying out a large upfront check every month. And, in many cases while they are earning 100% of their own commissions AND receiving a profit sharing check deposited into their account on the 21st of each month. That's a WIN-WIN!

If you're tired of the cut-throat competition and DEMAND more support and a REAL difference, call me at 205-397-6500. A positive environment can change your world!
It truly is a GREAT day at Keller Williams!

Don't Become a Prisoner in Your Real Estate Office

2008-06-22T08:51:00.000-05:00

Imagine the day you join a Real Estate office. You order your new business cards, order your signs, pick out your desk, and get issued a company uniform; a jumpsuit with horizontal black and white stripes. What? Yes. It also comes equipped with handcuffs, a ball and chain, and an expensive buy out clause.

Be CAREFUL what you sign. As an agent, you are an independent contractor. But, different companies have different independent contractor agreements and requirements. Know what you're getting yourself into before you sign anything. In other words, know your exit strategy. You could get yourself into a costly situation. And, worse, get yourself stuck in an environment that ruins your mindset.

Things to look for when signing an independent contractor agreement:
1) If I leave this company, do I get a reduction in commission on my upcoming closings I've already turned in to the office? Some companies reduce your commissions to a 50/50% split on contracts you've already turned in to the office preparing for closing.
2) Can my seller clients transfer their listings to me at my new company without penalty? Yes, listings are technically the property of your broker. So, make sure you know how he or she deals with the transfer of listing agreements.
3) Do I have a penalty to pay if I ever leave? Some brokerages charge a large fee or 2 to 3 months of previous rent. Some may require a 60 day or longer notice to waive any of these fees.

At Keller Williams Realty, we have a different philosophy. Your business is YOUR business. We know that people are only doing business with us because of YOU. So, if you ever decide you want to leave us, we let you transfer your listings easily. There is never a penalty or a fee either. We make doing business with us very EASY.

Your mindset is the most important equipment you have to succeed in Real Estate sales. So, protect it by knowing what you're signing. You don't want to become a prisoner in your own office; especially if it's an office that is NOT committed to seeing your business grow and flourish and you as a person reach new levels of growth, as well.

If at any time you'd like to experience freedom, shed the jumpsuit and call me at 205-397-6500. Let's get your business on track so you can buy your own uniform!

RealtySouth Agents Earn 31% More with Keller Williams

2008-05-18T17:33:00.001-05:00

Imagine putting $20 to $40,000 more into your very own pocket this year by selling Real Estate. The same thing you did last year. Well, you can do just this by simply transferring your business to Keller Williams. According to company statistics, an agent's business increases by 31% by simply making the move to KW. And, in Birmingham, Alabama, it is proving to be true. Carol Rodden Lowe recently moved to our Birmingham - Vestavia office from RealtySouth. Her business has increased right at the 31% in just 3 months. She will cap in June and will receive 100% of the commission she earns. Wow! Call Carol and ask her how she feels that she finally made the move. Let's keep up with her progress as she learns and implements more of Keller Williams business models into her own Real Estate. How excited would you be to put this extra money in your pocket?

Systems to Explode Your Real Estate Business in Today's Market

2008-04-27T10:09:00.000-05:00

Stop scrambling around trying to figure out how to get your business back on track in this market. Two years ago, you didn't have to work so hard making your phone ring. You just had to put in long hours getting to everyone that needed you. Times have changed; the market has changed. You have to adapt to it. But, how? After all, you've gotten comfortable just answering your phone. Where do you start when you need to rebuild your business?
Here are a few tips on how to get focused and how to get that phone ringing again:
1) Analyze your database. Is everyone in it? Review it and make necessary changes to it. Don't forget the top 25 alliances that you do business with on a regular basis, like the owner of your favorite restaurant, your barber or stylist, your banker, your bank teller, your dry cleaner, etc. These people will promote you as foot soldiers. Make sure you include them and market to them!
2) Pick up the phone and call the people in your database. When times are overwhelmingly good, agents tend to put these relationships last. They are just too busy. It's time to rekindle this referral network.
3) Meet new people DAILY. But how? Practice the 3 foot rule. One of our agents is the master of this. Just this week, she met a man and asked him if he knew anyone who wanted to buy or sell a house, her usual question. "Why yes, I want to buy a house in Homewood. Oh, and I have 40 houses I need to sell. Can you help me with that?" he said. Gee, what do you think she said? You have to ask those around you and add people to your database everyday.
4) Market to these people constantly. If you don't have a marketing budget that allows you to keep contact by postcards, call them and visit them. This is your greatest tool!

By doing just this, you'll get immediate results in ANY market. So, don't be discouraged. Get yourself into an office that helps you put the right systems into your business so you can be the success you deserve to be. And, remember to stay POSITIVE. Don't buy into the negative talk about the market. Buyers and sellers need you more than ever right now. The best value and service will rise to the top and take over market share. If you're interested in becoming one of these agents, call me! I'm on a mission to see you get what you want at Keller Williams Realty - Birmingham-Vestavia. 205-397-6500

Be Nice Anyway!

2007-12-05T20:48:00.000-06:00

The old saying "No good deed goes unpunished" gave new meaning to me this week. As a Real Estate Broker of a large Keller Williams Realty office in Birmingham, Alabama during a change in the market, tensions are getting high for agents and for clients. Clients, more than ever, are trying to side step agents that work extremely hard for their money and for their client's best interest. Our hard working and right minded agents are going above and beyond for non-appreciative clients that are pulling out accusations anywhere from racial discrimination to being in desperate need of a paycheck. I don't take negative comments about the Realtors I work with lightly. There is a serious problem in our society when people are in the wrong themselves, yet create a "smoke screen" of half truths and assumptions in order to deflect their own actions. It makes me sad for humanity.

What ever happened to PERSONAL ACCOUNTABILITY? I never want to be cynical or suspect the motives of the people around me. But, it seems the more you do for some the less it is appreciated. I DO NOT WANT TO BE IN BUSINESS WITH THESE PEOPLE NOR DO BUSINESS WITH THESE PEOPLE! In the words of one of my agents, "I still have hope in human kind."

So, no matter how ugly people can be or resentful or even down right hateful, I will ALWAYS be nice anyway.

A Real Estate Broker Gets Thankful!

2007-11-21T20:10:00.000-06:00

Wake up! Get Thankful for the steady market we have in Birmingham, Alabama. We are so blessed to be living in such a beautiful city with a great group of agents that all have a spirit of cooperation, for the most part. But, what's even better is that we are not hurting as badly as other parts of the country. The leaves on the trees are changing colors, filling our mountainsides with views of vivid golds, bright reds, and autumn browns. And, our most deligent Real Estate Agents are making greens; even more of it than last year.

As the Broker / Team Leader of the #1 Keller Williams Realty office in Birmingham, AL, I can say it's time to go to work. This market won't allow us to sit back and answer the phone. Every lead chasing and lead attracting tool must be implemented at this time.
People buy houses in ANY market. And, what are they buying? Listings. I am thankful for our agents that see that listings are still our most valuable business asset. I'm thankful for our clients who put their trust in us; even though they know their homes will be on the market for a longer period of time. I'm thankful that 100% financing is STILL AVAILABLE for our buyer clients. Hurray that many mortgage options are still out there to get these homes sold.
I'm thankful for so many things, such as:
* having the support and training from a wonderful company - Keller Williams Realty
* profit sharing that can and will change people's lives
* a shift in the market that will separate the business minded Realtors from the dabblers
* being in business with learning based Realtors that thrive on learning as much as they can
* the positive attitudes of the Realtors and the alliances I work with everyday
* the love of family and friends.

We are truly blessed to be living in Birmingham, Alabama in a market that isn't bad. It's great! It's just different. And, we as Realtors have to change the way we do business to adapt to the change in the market; just like all smart business people do. I'm excited about what December is bringing as far as sales for our Realtors, for our office, and for our clients! Join me in being THANKFUL! Nobody wants a negative Realtor!

Spread the Love During a Buyer's Market

2007-09-13T20:56:00.000-05:00

Yes, inventory is stacking up with many homes on the market in Birmingham, Alabama. This buyer's market is causing homes to stay for sale longer. It's making our clients frustrated because it puts their lives on HOLD.

What do our seller clients need right now? The same thing we as Realtors need; support and comfort. More than ever our clients need someone to listen to their frustrations and to simply care. As Realtors, we desperately need a SAFE place where we can rejuvenate our spirits and feed off a positive environment. That's what our Keller Williams Office has always been. Because of the spirit of cooperation within our office, our agents can face the world in any market. My fear is that we have grown so quickly that agents may not be getting to know each other as well. And, because my attention as a team leader in growing this office has to be diverted in many other directions, it's almost impossible to ensure that everyone gets the love he or she needs to be productive.

Yes, this is a business of listing and selling homes. But, it's also a PEOPLE business. As a highly skilled Keller Williams Real Estate agent, you must provide a higher level of understanding and care as you help your clients achieve their goals. Also, keep this in mind as you get back to basic prospecting. Clients are looking for agents that produce results; but agents who also care about their goals.

Your affiliates are no different. Your mortgage lenders, closing attorneys, home inspectors, etc. will all be feeling frustrated and neglected. Make it a point to ensure your relationship is a loyal and strong one.

The good news is; no, the GREAT news is, you will see agents fleeing out of this business. As Gary Keller says, "This market will get rid of all the pretenders." It's a wonderful time to be a Realtor. Just remember to spread the love!

Does God Exist in a Real Estate Office?

2007-08-28T08:19:00.001-05:00

Big question. I used to ask this question in general, Does God Exist? Funny thing about Real Estate. God proves to us He exists everyday. When our clients cry their eyes out because they've lost THE home they thought they couldn't live without, what happens? Normally, the most wonderful home that fits all of their needs suddenly appears at a better price with much less hassle. I've witnessed it too many times during my career. Or, how about a negotiation that just won't happen? Yes, our clients are disappointed, UNTIL they get the relocation notice from their employer. So, He's definitely guiding our lives. But, can God Exist in a Real Estate office?

Even in this politically correct world, in a large office with over 120 agents right in the middle of Birmingham, Alabama, I can say with certainty, God does exist. How proud I am to work for a company so BOLD that stands behind its Christian principles, but at the same time accepts people of all faiths. In our Keller Williams office, we don't ask you to leave the core of who you are outside the front door. And, because we are of such faith, our office is a better place to work. People aren't ashamed to claim their blessings, nor to pray for our clients and our fellow agents. When God exists in your workplace, a spirit of cooperation develops among the people and the tasks at hand.

I see God everyday in our office. It shows in the excitement on the faces of our agents that stuff the God Box full of prayers that sits on my messy desk. It's a feeling everywhere. The unusual or painful situations that happen to bring the people in our office closer so they know they are not alone. The gutt feeling of just knowing you're in the right place to develop your career and your life. It's God. I've worked in our other Real Estate offices that were hollow; where not a word was spoken of Him. It just isn't the same. Thankfully, we do actually SELL Real Estate in our office and not attend a church event everytime we walk in the front door. But, He's here and He has a hand in all we do. What do you think? How's your workplace?

Winners That Whine in the Real Estate Industry!

2007-08-27T22:16:00.000-05:00

Winners That Whine in the Real Estate Industry.

It's funny how a slowing market brings out the absolute best in business minded Realtors. But, at the same time, a lot of whining comes from those agents that have always been successful by waiting on the phone to ring. Yes, we're in a buyer's market. So what. Professionals do what professionals do. They take the bull by the horns and get back to 1 on 1 contact; direct prospecting. Thankfully, Birmingham is in a much better position than many other cities across the nation. Our Keller Williams listings are still selling quickly if PRICED RIGHT. Our agents Must get back to pinpointing the exact science in which a property has the highest propensity in selling. It's not magic. It's EXPERIENCE.

When agents whine about the market being so terrible, it makes me angry. Get out and get some business. Gary Keller said at Mega Agent Camp that, "We are unemployed until we are face to face with a client." So, stop your whining and get face to face. Be a foot soldier and get back to basics. No more waiting on the phone. It's not going to ring. But, if it does, it will ring while you're out seeking new business.

Why is it that some agents embrace a buyer's market? It's because the Best ones KNOW that this is the time of opportunity; the time when sellers need a Realtor who is serious about getting their Birmingham property SOLD. Just imagine if You had the right tools and systems in place in your business to make a difference and take advantage of the changing market. What would your life be like?

Let's discuss it more. Contact me at getarealestatelife@gmail.com
Genny Williams
Team Leader / CEO
Keller Williams Realty - Birmingham Vestavia office
205-397-6500