It is always amusing to me to hear someone say that they have no referrals to work. My motto has always been "If you were happy with my service tell others, if not tell me." You will never get a referral that you dont ask for. I set the stage before I even get into my presentation for referrals. The very first thing i say is " If I do what I say i can do for you and you are totally satisfied with my service can you think of 5 friends or family that you would refer me and my services to? " They always say yes. I give them a piece of paper with enough room and number it 1-5. As I am going through my presentation and I can see they are obviously interested in what I am telling them I keep reminding them of the 1-5 list. It becomes humorous the third time because I tell them "I dont see any scribble on there yet!" As i said I continuously remind them throughout the presentation. When I am at the close I give them one last out before signatures. If they bite I tell them now before you sign this I held up my end now I expect you to keep up yours. 99% always give me atleast 5 referrals. If you multiply that out over one year you will be literally amazed at how many referrals that you have to work. It will blow your mind. Give these ideas a try and let me know how it works out. Cheers, Keith
There are so many people that go through this life with absolutely no goals, dreams, or aspirations. I do not see how someone could make it through life without goals and dreams. If we do not have goals and dreams where is our drive going to be. If we are satisfied with our life and have absolutely everything we could ever want and need I could kinda understand I guess. But not even speaking materialistically, if we never have any goals of expanding our intelligence or self esteem etc what purpose does one even have through just existing. I cannot just exist. I love competition, pressure and deadlines. Every time I reach a goal or a dream I congratulate myself and then as they say I raise the bar. I will never be satisfied with mediocrity if I even spelled it right. As the title of my blog, DARE TO DREAM. One of the biggest reasons people dont dream is the fear of failure and the fear of rejection. We have got to put ourselves out there and dare to dream. If we dont attain it at least we didnt backslide. Lets keep on asking more of ourselves. Do you think Michael Phelps or Donald Trump or Albert Einstein were afraid of the dare to dream. Our society would not be what it is today if our ancestors were afraid to dream. Dreaming is like fuel to me. I hope this helps others as it has helped me just writing about dreaming. Cheers, Keith
There is a big difference in Customer Service vs being concerned with what your paycheck is going to be. I have worked with so many people in my past that just as soon as they had a hint of a piece of business that was going to come in they were immediately on their adding machine trying to figure out how much they were going to make on the deal before the deal was even getting close to being an actual piece of business. In any business the number one concern should always be the customer or Customer Service. I through one of my mentors learned that if you always take care of the customer and make that your number one priority in life dont worry about your paycheck because it will be there. If a customer is treated as well as you would treat your family they will never feel the urge to go anywhere else. They will keep doing business with you and will never have a reason to go anywhere else. They will always think of you when they are in the market for your product whatever the product might be. I was working on a huge REO buy for a client tht was in Los Angeles and the Seller was in Spain. Well the Seller in Spain was 10 hours ahead of us. He truly appreciated the extra time we put in and how accomodating we were to getting this client taken care of. Needless to say the Seller was pretty pleased himself. When it was almost bedtime for us the Seller was on his way to take his kids to school the next morning. It was a challenge but since we went the extra mile we again have a client and a reliable seller for life. We have done refinances at 5:00 am just to accomodate someone that had conflicting schedules. Trust me they never forgot it either. I cant tell you how many referrals they sent to us. We ran out of gifts to send them because of all the referrals. The referrals that called said I heard you guys are so accomodating that you met my friends at 5:00 am just to get them taken care of. Yes we made very little on that deal however we gained a client for life. We also gained a direct referral source for new clients all the time. The moral of this story is that if you are working for someone you trust dont worry about how much you are going to make but the relationship that was built by doing what you said you can do. Always under-promise and over perform and you will always be successful. Thanks for taking the time to read my article today. I hope you and your family have a great Labor Day and a great rest of the week. Cheers, Keith
Those of us who have children have no doubt told them at one time or the other that we do not like whom they have chosen as their association. Isnt it funny that we notice the difference in them right away when they are hanging out with someone that they shouldnt. They pick up their habits, personalities, attitudes etc. It is so easy to tell. We as adults also need to monitor who we spend our time with. If we surround ourselves with winners then we will feel like a winner. If we associate with people with bad attitutes we soon will be picking up on their attitudes. We have all heard it said that show me who your friends are and I will tell you who you are. Adults as well as children have peer pressure on a daily basis. We must make wise choices for our children as well as we do for ourselves. We have to surround ourselves with winners. We have to surround ourselves with people who have the same goals in life as we do. If we are married we should surround ourselves with other married couples who are striving for similar aspirations as we are. If we have anyone in our association that brings us down when we are around them then we should cut off that association. It is not difficult to find people with similar goals, aspirations, and ethics that we have. As we raise our kids to surround themselves with good quality people we must do the same. We should re-evaluate ourselves atleast once a week. It is very easy to get off track and get lax with our views. Lets work toward better asscociation and better lives for ourselves and the lives of our children. Cheers, Keith
As we go along in our careers it is vitally important that we strive to keep good balance in our lives. It is great to be dedicated to our career. However we also need to realze that our career is not the only thing that exists in our lives. I believe in giving my career 110% all the time. There is also in life something called ourselves and our families. Yes we are working as hard as we are to benefit and better provide for our family however we cannot forget that material or necessities of life are not the only thing that exists and what we should be striving for. Our families require our time, patience and consideration along with attention. We can make 6 or 7 figures but if you dont know whats going on in your families daily lives exactly what are we accomplising in life. Not to mention we need to allot time for ourselves. If its simply a early morning Starbucks run or just sitting in our office and meditating for a little bit life will be much better. We have to renew, revamp, and recharge ourselves. We are like an engine we need gas to run and if we dont have this renewed energy we will run out of gas. If you like to listen to music catch the song "Dont Blink" by the country singer Kenny Chesney. It is available on the Internet. Really listen to the words of that song and I guarantee it will make you rethink your thoughts. Time goes by so fast and is really so short we have to cherish every moment that God gives us on this Earth. It seems like yesterday my 26 year old was crawling around. He now has a 5 year old child runnuing around. My 23 year old is getting married in two weeks and has my Grand-Daughter that just turned 1 year old and is running all over the place. As I write this I am thinking about several ways in various areas in my life that I could change and be a better Husband, Father, and child of God. None of us are without fault. We just need to check ourselves once in a while and evaluate our lives. Try a few of these things and remember when all the dust settles, it will be you and your family. To your continued success in your secular, spiritual, and personal lives....Cheers, Keith
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