Loyalty or Latté

As we move forward into 2009, the question comes to mind – are you loyal to the business, your clients, your training, your efforts, yourself and your company or are you just here for a cup of latté?

With the business, are you focused on your plan and goals? Are you working your Daily Accountability Sheets to accomplish your action plan to reach your goals? Are you holding your team and yourself accountable to do what it takes to be successful in the business or are you putting out fires and being reactive? Until you put your activities on paper and prioritize them – you will do what is put in front of you or react to the call you have received. We all have the same amount of time in the day – it is how we use it that differentiates the successful people from those who just hold a license. Be loyal to your business.

How do you treat your clients? Are you listening to what they are saying so you can give them the right advice when buying or selling real estate, to save them time and to be able to represent them to the best of your ability? In the past, agents were able to sit back and take orders for homes and didn’t take the time to listen or give the right advice – just do this to get the house. People’s production has dropped in proportion to their inability to take orders, listen and give the right advice. Where is your loyalty? Are you here for a latté or will you change your philosophy and become loyal to your clients? Be loyal to your clients.

In order to move up the ladder of success with your business you need to understand the market, the processes, trends, and hear what the buzz is in the business. In order to do this, get out of your home offices and hit the streets, the office, seminars, real estate exchanges, and come to trainings. Your commitment to your education is critical to your business and the referrals that follow. Be loyal to your education!

Are your efforts focused and efficient? Are you making the most of your time and efforts or are you waiting for things to happen? Develop systems to increase your efficiency and to accomplish more. Make to do lists and prioritize the items so you can achieve more as well as give yourself more direction to your business. Be loyal your efforts.

Are you playing the blame game? If you are, stop. You are responsible for your business – not the office, not the broker, not the market, not the economy, it’s you. There is business happening – you’ve got to put the thought and effort into making it happen for you. Develop your niche or find ones that are working and fold them into your business plan. Are you positive and upbeat? If not, choose to change your attitude. To paraphrase what Zig Ziglar says, “There is no place in our office for stinking thinking!” Are you intentional about your personal development? Read, listen to tapes, journal – do something to better yourself. Are you leading a balanced life? Schedule time for all areas of your life and stick to it to recharge your “battery”. Are you rewarding yourself for your efforts and achievements? You have to have a reward system for yourself to keep yourself motivated and to stay focused. Get planning for yourself development and start seeing results. Be loyal to yourself.

Are you giving back to your company? If not, why not? Do you believe in your company’s philosophy and direction? If not, why not? Do you participate in company functions? If not, why not? Do you attend trainings and suggest new ones? If not, why not? Do you help recruit top agents to the office? If not, why not? Are you loyal to your company or are you blaming your company for your level of production? My suggestion is to get engaged with your company. Don’t sit back and complain. Get involved and help make things happen. We are looking to you for your help. We are asking you to pass the name and number of one good agent you encounter a month to us to help us grow – the right way. We want to improve our systems – if you are encountering issues with the company, let us know so we can address them. If we don’t know something is wrong – we can’t resolve them for you. We are looking for your feedback to help us all grow. As you know, we are loyal to you and your business – be loyal to us and give back. It will pay dividends, I assure you.

It is time to wake up and smell the latté and realize the more loyal you become to what was written above, the more you will attain the result you are looking for in this business otherwise go pour yourself a latté at another company. Get it? Got it? Good!

Best Business Practices

Due diligence and ordinary care are probably terms that you remember hearing in your pre-licensing classes when you first got your real estate license. I think now would be a good time to recap on what those terms actually mean. Providing excellent service to your clients is one key in this business. You work by referral right? And in doing so, you make sure that your service to your clients is superior, so that they refer all of their family and friends to you…correct? Well, in ensuring that level of service to your clients, you need to do your due diligence.

When listing a property, whether it is bank owned, seller owned or vacant, you need to make sure that the information you are supplying in the MLS is correct. In the process of working with other agents and the public, you want to be known as being a professional and going above and beyond what is standard for other agents. Please, do not simply copy a listing – most of the time what they enter is incorrect. Take the time to input the listing and ensure that the information is accurate and up to date. If you don’t know something about the property, don’t make it up….look it up.

Well-Septic questions? Contact the County’s Department of Environmental Health….

Prince William (703) 792-6310
Loudoun County (703) 777-0234
Fairfax (703) 246-2201
If those numbers don’t work….ask the person who answers for the correct one.

Search the Virginia DPOR site (http://www.dpor.virginia.gov/dporweb/dpormainwelcome.cfm) for the neighborhood HOA. If you don’t know if they have one and don’t see it on the list, call some other listing agents and double check. It will save you a headache and possible complaints in the future.

Also, know what type of utilities are at the property – natural gas, electric, propane, septic/sewer, well/public water, etc. don’t guess – if you don’t know ask the county, they gave permits to build the property and they have those details. It can be the difference between a long, referral filled career or a short career with the possibility of law suits and complaints. Do the right thing – give a ring-a-ding!

When working with buyers, you should do the same as above. If the listing agent says they “don’t know”, you need to find out. It’s called working for your clients, earning that commission and referral and being a good agent. Many agents rely on the bottom of the page which states “information is deemed reliable but not guaranteed”. Don’t be involved or trapped by this statement on either side of the transaction by relying on these words. Take the time to separate yourself from others in the business.

Practicing ordinary care is taking care of your clients as well as your reputation.

Always be a professional.
Always put your best foot forward.
Always do your homework.
Always return phone calls and emails promptly.
Always treat everyone in the transaction with respect even if you aren’t getting your fair share of it from them.
Always represent yourself and RE/MAX Gateway as professional and competent.

Lastly, do not put my reputation, Gateway’s reputation or your reputation in jeopardy. Take your time, put all your effort into it and be responsible. Life is easier this way. Do your job well and you will be rewarded.

Be Intentional

Let’s get started with the quote that leads me to this email…”The secret to your success is determined by your daily agenda” – John Maxwell. Keep this thought at the forefront of you mind and you will become intentional in your actions daily which will reap you great rewards. Areas where you need to be intentional include relationships, your efforts, your education, your business and business plan as well as your thoughts.

In relationships, it is important to listen to what the other person is saying to learn about what is important to them, to understand them and to help them where they need assistance. Have the thought process of “help me help you” in mind at all times. The more you know about someone and their concerns and the more you help them, the more likely they are to help you in your time of need – no matter the cause. Be intentional in your effort to help people you encounter in any situation – have a servant heart mentality and you will grow, help others grow and become a success in any endeavor.

Your efforts in all aspects of life need to be focused, directed and intentional to get tasks accomplished and to stay on track for success. The easiest way is to create daily, weekly, monthly and quarterly to do lists. By having a written assignment and accomplish it gives a degree of satisfaction which creates momentum to complete the next item on the list resulting in a successful day. Building upon consecutive successful days will result in successful weeks, month, years and so on. As the saying goes, the journey of a thousand miles begins with the first step. Start stepping!

Every day we encounter situations which allow us to learn and grow from as a result of experiencing them. Gaining “street smarts” is critical to success but so is “book smart”, as well as “classroom smart” attending trainings, seminars and obtaining a designation. It is important, now more than ever as information is readily available to consumers that you become intentional about your education and learn by doing, hearing, and by participating in our market. The sooner you do, the sooner you will reap the benefits.

One important area in being intentional about your business is to have a business plan. If you don’t have a written plan, how will you know where you are going and when you will get there? It helps to clearly define your focus, gives you the direction of where you want to take your business, an action plan to get you there, a vision of your purpose in the business and a timeframe to accomplish the required tasks. It, in a nutshell makes you intentional about your business which will get you results!

Every morning when we wake up – no matter the circumstances, we have a choice. The choice is between being positive, upbeat and optimistic about the day ahead or to be grumpy, negative and pessimistic about what you will face in your day. Given the option – be intentional about being optimistic. It gives you more energy, gets you more motivated, and gets you excited about what lies ahead in your day. Why would you want to be any other way?

Just a little more food for thought! Get it? Got it? Good!

Leaders....are you one?

Leading is about commitment. You must be committed to learning, communication, team building, accountability, adaptability, persistence and focus.

To be a leader in our field, you must know what you are talking about. Clients and customers today are more savvy than they were in the past. With 24 hour news channels, the internet, and “water cooler” talk people have access to more information and are better educated than ever before. It is your job as an industry leader to disseminate this information and relay if the information is accurate, up to date, or relevant to our market. Your education process can differentiate you from others in the field. Start learning and start earning!

Communication on all levels is critical to being a leader as well. You need to have the ability to communicate your value to the public, your differentiating factor to those you encounter with sincerity, and have consistency in your message. Additionally, communication with your team is paramount. The people on your team need to know where you are leading them and why. Meet with your team regularly to share your ideas, concepts and plans for the future. The best leaders encourage and solicit feedback to facilitate growth.



Team building enhances productivity, creates efficiencies in your business, and helps not only you, but those on your team grow by exploiting strengths everyone possesses. Take the time to analyze your team’s systems and process to eliminate duplication and streamline processes to make everyone more effective and productive. A well organized, top performing team that allows everyone to utilize their strengths will operate at their peak performance and attain success in any market.

Leading by example is critical in any organization – walk your talk and they will follow. The phrase, “do as I say, not as I do” is one reason many organizations fail – avoid this trap. One way to accomplish this is to hold yourself accountable to your team and your team with you with written goals, to do lists and task sheets and review them regularly. People will follow those who practice what they preach. The sense of accomplishment is a huge motivator.



As the market adjusts, it is critical for you to recognize how it has changed and revise your plan accordingly for success. Your ability to adapt to your market quickly and in the right direction will propel your business forward and others will follow.

Your efforts need to be consistent and persistent. You must recognize that race to success is a marathon and not a sprint and your efforts need to reflect this belief. In the regular analysis of your business, determine which efforts reap you the greatest results and put more energy, resources and time into taking advantage of these opportunities. Trying something once in a while or inconsistently won’t produce you results that you can build upon to grow your business. Additionally, the message you convey must be consistent and portray your core values, and mission statement. Consistency is a key to success and leadership.

Your focus is another area to concentrate your energy on as a successful leader. Focus on your commitment to your clients, your team, your business, your efforts, the message you deliver and you will develop into a leader. Focus on your daily activities and what matters most to produce results and success will follow. Focus on starting every day with a positive attitude, a high energy level, and the mindset of giving your best effort in every situation and people will follow. Focus will carry you through on completion of your goals and objectives and will aid in your development as a leader in any market.

Challenges for 2009!

This year there will be a theme to the year and the messages we send out – challenge.

Let’s start with the market. We will be challenged to find move up buyers who can afford to actually move up. We will continue to be challenged in many areas and price points getting properties to appraise as many locations haven’t seen the bottom yet. As we have seen many times recently appraisers are being pressured to provide extensive market insights and forecast values as lenders are cautious. We will be challenged by the media and their continued negativity about the real estate market. We will be challenged to take people off the fence and help them make decisions about buying now – your education will help you better communicate with them.

We challenge you to think. Use your brain and question what you see, hear and know. Don’t expect someone to give you answers – find them for yourself. Come up with answers to your own questions and make a decision.

We challenge you to work. Work your sphere – have consistent continuous contact with them. Work to grow your database - develop a business to business referral network, hold open houses – the right way, join associations, coach youth sports, get out there! Work on your presentations and presentation skills – practice and rehearse answers to your most frequently heard objections.

We challenge you to have a business plan and work that business plan. If you don’t have one, what are working towards and why? Would you invest in a company that didn’t have a business plan? Where are you spending your money and are you getting results from the dollars spent? Take the time to write one and be a professional in this business. We are here to help with several formats for you to choose from. When you have a plan and work that plan, you give yourself more energy, focus and determination and get presented with more opportunities – don’t miss out!

We challenge you to get educated. Go to trainings, real estate information exchanges, seminars, conventions, and be a part of your appropriate mastermind group. Another area to focus on for your education is previewing properties – 5 a day. You’ve got to be educated on the market. At the present time, our inventory has a vacancy rate of 39%, print out a list of vacant homes to see on your way work, home, kid’s practice, the grocery store – wherever you go and pop in and see them! The last area we will challenge you on today for education is – we challenge you to get a designation. Separate yourself from others in our business and go the extra step to get a designation.

We challenge you to pick your company carefully. In order to stay positive, upbeat and energetic, you need to be around people who are as well. The attitude trap is contagious – both positive and negative – choose wisely. This also applies to the company you work for as an agent. We are looking to help you grow through programs we offer, trainings we provide and by the support we offer our agents.

We challenge you to get into social networking. It is one of the best ways to catch up with “old” friends to add others to your database and keep them up to date with your real estate activities. This is one of the fastest growing segments in society – ride the wave and get rewarded!

We challenge you to read one book a week on our business, selling, marketing, or anything to get you educated. The more you know, the more you can communicate your value, the more business you will do and the more likely you are to receive referrals to grow your business!

We challenge you to embrace change! Our market is changing, prices are changing, financing options and rates are changing, and let’s not forget the way we do business is changing. The days of order taking and waiting for the phone to ring are long gone – you gotta go get it.

We challenge you to be on your game at all times – the client’s expect it and you should be ready. Know your numbers, the numbers in the market, trends, etc. Become the expert. If you don’t know foreclosures, short sales or some other area of the business attend a seminar or set up a lunch with someone who is an expert to be able to communicate how that area affects our market. It will come up in conversation so even if you aren’t involved in some aspect of the business, people are curious and will want to discuss it with you – learn today.

We challenge you to have focus. Focus on your activities, your thoughts and beliefs, your plan, and your education as it will shape your business. Additionally, be persistent and consistent in these activities to produce results. One and done doesn’t get it done – you gotta repeat for success!

We have always challenged you to make the right choices about your career – that isn’t going to change this year. We challenge you to choose to do more of what you did last year as well as more of what we discussed above.

We challenge you to change your work habits, your thought process, activities and choices you make about your business to add to your success. Get it? Got it? Good!

Where are we today in 2009?

In speaking with a cross section of Realtors and builders, there are buyers out there. Several builders are seeing increased activity, we are hearing agents are getting more sign calls, they are writing contracts, and our listings are selling. We continue to see that builders are making deals with buyers – now is a great time to look at a new home as an option.

Consumers want accurate, up-to-date information from the internet and insight from agents that they can’t get from the internet. Get educated, get involved, know the market and your competition. Rates are great. Need to get the word out. 4.25% with 3 points for a 30 year fixed ain’t too shabby.

Agents are still looking for an easy way to get business versus going out and finding it. They aren’t connecting enough or in the right manner with their sphere. They don’t have a written plan to get them through these perceived tough times. Therefore, they will have a difficult time surviving in the business. I say perceived because there are a lot of agents who did extremely well last year without doing foreclosures.

Foreclosures have slowed down considerably, but based upon the number of short sales in MRIS last year we should expect them to be a part of our marketplace this year. Additionally, short sales will continue to represent a large segment of our inventory this year. It is integral that you figure how to work them, know which agents that get them through and determine how best to advise clients on deciding whether to write on one or not. If you haven’t already, you may want to affiliate yourself with a short sale company if you don’t have the time to work them yourself.

Pricing, staging and prelisting inspections will continue to be critical when listing houses this year. If there is any “New” trend in real estate it is to get up to speed on blogging, twitter and other social networks. Get busy networking!

Top Ten List for 2009

10 - Foreclosures will slow down as more short sales go through and loan modifications become more acceptable to banks

9 - As loan programs continue to change or become obsolete, more loan officers will leave the lending business

8 - Adjustable rates will go lower as the Fed continues to lower its rates and will help boost sales in some areas

7 – Locally, new home sales will be flat as developers stay firm on lot prices. However, if demand happens to decrease substantially, prices will come down as builders will “write down” lot costs on land they are currently holding.

6 - Builders will consolidate offices, sell multiple neighborhoods from fewer sales locations, and will close down design centers as a cost saving measure

5 - New home sales agents will leave the business

4 - More real estate offices will close and others will consolidate

3 - More agents will defect from the business

2 - Prices will remain stable in Northern Virginia Area

1 – RE/MAX Gateway will grow in knowledge, skills, trainings, agent count because we will be able to grab top talent from other companies with your help, volume, number of transactions and as a result have Premier Market Presence

Become Leaders in Real Estate

My great friend, Kent Eley, gave me a book for Christmas by John Maxwell called the Maxwell Daily Reader. As many of you know, John Maxwell is one of my favorite authors. It is a great book that everyone should get if you don’t own it already. On January 7th, he writes about the Law of Influence in which he touched on 7 points leaders possess to get others to follow them. I believe these points are critical to a successful real estate career and felt compelled to share the segment with you and relate it to our business. He believes the factors are character (who they are), relationships (who they know), knowledge (what they know), intuition (what they feel), experience (where they’ve been), past success (what they’ve done) and ability (what they can do).

Let’s face it, if you aren’t an outgoing, friendly, personable person who likes to reach out to meet, help and be with people, you will have a difficult time in the business – you’ve got to have character. By possessing character, you will develop relationships and continue to grow your database which will in turn, help you succeed in real estate in any market – deepen your relationships with your sphere and grow your sphere (or relationships) and your career will expand as well.

You all know where I stand on knowledge. As I have always said, “You’ve got to learn if you want to earn”. John Wooden said, “It is what we learn after we know it all counts”. Come to trainings, real estate information exchanges, know the numbers in the market, know your numbers, read – basically get educated and communicate to your sphere and others you encounter and your bottom line will grow.

Intuition is very important – you gotta go with your gut. If someone isn’t realistic on pricing their house, making offers on properties or doesn’t respect you or your time – you can feel it and walk away. They will drain your time, energy and sour you on the business. Additionally, our business isn’t rocket science – you know what you gotta do so do it.

It is obvious that we have had experience in all aspects of our lives, not just in real estate. Be able to relate past sales success, advice you have given in certain circumstances to others that has helped them, coaching kids, or other experiences you have had to real estate to show how you can help your current clients – become a story teller of your experience.

It is critical to explain to others your past successes. We have all had them. Be able to communicate in a non egotistical way, your success story in real estate. Develop a success “elevator speech” of why people should work with you.

The last one John Maxwell mentions is ability. You have to be able to do the business. There are so many aspects of ability in real estate so only a few critical ones will be mentioned. You must master presentations for listings, buyers, and communicating your value. You need to know the entire process and who does what in the transaction so nothing slips through the cracks. Learn all of the forms/contracts and what they say and be able to communicate it to your clients in easy to understand language to show your competence. You must be able market yourself and your properties to get results. You need to become a master networker to grow your sphere. And as I mentioned, there is even more. Be a professional and know our business to break away from the pack of ordinary others in our business.

There are two additional pieces to this puzzle that help you become a leader in real estate. They are a positive attitude and open mind. People get enough negative news in the paper, from the television and in conversations with others – keep it out of the office and out of the dealings with our team members - we don’t need to hear it or want to hear it in any circumstance. Be a beacon of hope and encouragement but also be realistic in communication with those you encounter. Additionally, keep an open mind to learning new ideas as well as listening to what is occurring in all aspects of our business. We are experiencing an unprecedented number of foreclosures, short sales and inconsistent valuations throughout our area. By listening we can learn and in turn educate others. A closed, negative mind has no place in our company or in our environment. If you are through growing, you’re through! As the saying goes, “Change is good” – what are you going to change?

2008 in Reveiw

As the year draws to a close, it is time to reflect on the year and what affected real estate in 2008. We had many challenges that faced us…the mortgage melt down, an increased number of short sales and foreclosures that hit the market, prices were sent in a downward spiral, we acquired RE/MAX Mountain View, gas prices escalated to all time highs midyear, the financial crisis on Wall Street, Fannie Mae and Freddie Mac were taken over by the Government, banks and stock brokerage firms merged, the stock market crashed, the Stimulus Package was released, the $7,500 tax credit for first time buyers was released, loan limits on FHA loans was increased, the auto makers bailout was financed, the Fed reduced their rates to all time lows – 0 to .25%, and interest rates dropped to record lows. There were other influences on the market but these were the major ones we recall.

How has this impacted us going forward? The consumer needs a more educated realtor to guide them through the process whether they are buying or selling a house. It is time to get busy getting educated. We should see more agents, real estate companies, lenders and mortgage companies exiting our business so be weary of who you work with in your transaction. Social Media will also continue to impact our business. In this ever growing internet age it is important to utilize the tools available to you to market yourself and your properties.

Next year will be a year of opportunity for those who seek it out. Become an expert in dealing with foreclosures and short sales. You need to know who is good to work with and is not to protect our clients. Also, you need to know the process involved with each scenario. Learn more about financing – especially for first time buyers. As prices and rates decline, more buyers have the ability to enter the market. Learn to network with businesses to grow their business and promote yours. Learn the loan modification process to educate your clients on their options. Social Media will also continue to impact our business. In this ever growing internet age and with the emergence of Web 2.0 it is important to utilize the tools available to you to market yourself and your properties. Learn to blog, Twitter, and utilize other outlets such as Linkedin and Facebook. There are going to be many more opportunities available to succeed in real estate. Keep your eyes and ears open to grow – things will be just fine in 09! Get it? Got it? Good!