Barry Owen

Every so often, I hear someone toss out the word "factoid"

Usually, it emerges when there's a group of folks talking and someone in the group throws a random statistic that seems to have no validity whatsoever and when asked for the proof, the person responds that it's "Just something I heard (read) somewhere, but I don't remember where".

Wikipedia - My favorite on-line encyclopedia says:

"A factoid is a questionable or spurious—unverified, incorrect, or fabricated—statement formed and asserted as a fact, but with no veracity. The word appears in the Oxford English Dictionary as "something which becomes accepted as fact, although it may not be true."^[1] However, the word can sometimes mean, instead, an insignificant but true piece of information. In either formulation, factoids are potentially factual, just not self-evidently so.

Factoids may give rise to, or arise from, common misconceptions and urban legends."

I think it's safe to say that a factoid is a kind of "Mini-myth"

so . . .

Let's just imagine that you really DO do your daily 3 hours of Lead Generation and that you really DO make contact (have conversations) with a MINIMUM of 15 people during that 3 hours for the purpose of generating leads and building relationships that will lead to future business for you . . . Of course, I know this needn't be said because you are the quintessential professional :-)

The oft asked question is:

"What do I talk about with all those people?"

"I find it difficult to randomly call people I know out of the blue without a real reason."

"I don't want to sound "salesy" or pester these people."

"Won't they get irritated by me calling them all the time asking for them to send me business?"

OK!

Get those limiting beliefs out of your brain and start thinking FACTOIDS.

Once you train yourself to this line of thinking, you'll never run out of engaging things to talk about . . .

and next thing you know, all your Sphere of Influence will be EXCITED to hear from you because they'll know that you ALWAYS have something interesting on your mind . . . something of VALUE to them.

Every time you hear a random "Fact" or Myth relating to Real Estate or the Economy or the community, log it as a potential conversation . . . Then research it to determine validity (truth) or BUST it as not valid (untrue).

Now you're armed for some real, juicy dialog.

"Hey! Did you know that the average equity of Homeowners in the US climbed 1.2 percent last month resulting in an aggregate INCREASE of equity of @ TWO TRILLION DOLLARS?"

(I picked this factoid up from the Keller Williams Realty "This month in Real Estate" video)

The first reaction will be one of disbelief . . . and some sort of challenge for you to prove it.

The proof in this one is the video.

It's a pretty easy shift to offer to email a link to the source and to know it well enough for a short chat.

At the end of the call, just remember to remind the (now very impressed) person that you ARE the local real estate professional and that you would be HONORED to serve the real estate needs of them and ALL of their Friends, Family, and work associates.

One factoid can literally create hundreds of great conversations.

Be the mini-myth buster (or validator) MASTER in your community, and you'll become the legend you already are in your own mind.

I'm just sayin'

Best,

b

Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd Suite 175
Nashville, TN 37215 - Green Hills

Call me: 615-568-2123
Text me: http://www.mycricket.com/sendtextmessage/ 6155682123
email me: barryowen@kw.com
Visit The Owen Group http://www.theowengroup.net
http://www.owengroupnashvillehomes.com
Barry Owen's Internet Portal to all blogsites, websites, and social networks
http://tnrealestatetribalhub.wordpress.com/2009/06/02/barry-owens-web-portal/

Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!

We've just brought in a few new associates who have Super-Star potential.

I honestly believe that EVERY person has Super Star potential in whatever they do . . .

as long as they understand that business is not a solo adventure.

You gotta build a strong TEAM (Together Everyone Achieves More) to get to the top.

In this economic environment, your ability to build a strong TEAM while likely define your ability to survive.

Building a team begins with building a database.

Each new agent I coach is sticking a toe in the water with a measure of trepidation aware of all of the unknowns. Sure, there's a daunting mountain of stuff to learn when beginning a career in Real Estate (or any other business).

There's all the "mechanical" processes . . . Learning how to work with clients, the paperwork, the rules and laws, the local customs, the language . . . and the million (or so) nuances that go with all of that.

Just when you think you've got it licked, something else pops you in the head . . .

My advice to these folks is to allow some messiness . . . Live dangerously . . . Step into the unknown with reckless abandon by focusing 100% FIRST on building a strong database and quit worrying about the details.

Until there are leads, there will be no income . . .

The worst thing that could happen is that you could slip up and catch a client not knowing what to do with them.

AAACK!

So the first lesson in building a team is to find some people who "have your back" . . . Develop relationships with 4 or 5 people who are already doing what you want to do and doing it well and gain their permission to lean on them for advice and support when you catch a client.

This can be accomplished in a single pass through your office introducing yourself to everyone you see . . . and attending meetings and training sessions making a point of meeting EVERYONE with whom you cross paths. 4 or 5 people will connect with you, and you'll be on your way.

The Database . . .

If you don't have one, what do you use for email?

Odds are good there is no need for you to spend money on a fancy Contact Management software. the purpose of Building a database is to capture the contact information of EVERYONE you know and put it in a form that will be useful for "leveraging" communicating with all those people in a systematic way.

So . . .

Whatever the platform, just be sure that it is searchable so you can find someones info when you need it.

Be certain that it has the ability for you to organize people into "categories" or "Groups" so you can mass communicate specific targeted messages when you wish.

It's best if it is "infinitely accessible" . . . Meaning On-Line so you can get it from any computer on the planet.

I LOVE Gmail as a good start.

SO many people are using gmail as an email provider and haven't the foggiest notion that it has (FREE) a great little Database Manager built in. Just click the "Contacts" link on the left column and begin playing in there.

Add everyone you know . . . one at a time . . . and make contact with each one as you add them. With each contact, let them know that you are creating your database and would like to up-date their information . . . and let them know that you are in the business of helping folks Buy and/or sell homes :-)

Gmail lets you "cheat" because if you have communicated with them previously, you can add them to your contacts with just a few clicks.

You can create groups.

You can mass email messages.

Use the calendar to track your appointments . . .

and use "Tasks" on your calendar to schedule follow-up calls.

Some of us are "more evolved technologically" than others and may scoff at this blog post because their "Crackberries" are already linked to their high powered database management systems . . . But there's a lesson here for YOU, too!

Doesn't matter who you are, the real point is that if you want to be all that you can be in ANY business, it all begins with your database . . . PERIOD!

IQ or talent are not relevant . . . It's who you know and who knows you and how effectively you are able to communicate with them (ie the strength and utility of your database) that separates the wheat from the chafe.

I'm just sayin'

Best,

b

-
Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd Suite 175
Nashville, TN 37215 - Green Hills

Call me: 615-568-2123
Text me: http://www.mycricket.com/sendtextmessage/ 6155682123
email me: barryowen@kw.com
Visit The Owen Group http://www.theowengroup.net
http://www.owengroupnashvillehomes.com
Barry Owen's Internet Portal to all blogsites, websites, and social networks
http://tnrealestatetribalhub.wordpress.com/2009/06/02/barry-owens-web-portal/

Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!

First thing I do each morning (while the coffee brews) is listen to @ 10 minute affirmation audios from Lou Tice with the Pacific Institute as a part of the Investment in Excellence A course I recently completed.

Every so often, something Lou says REALLY strikes a chord.

"We build the future on our promises."

This raises the ante in a BIG way when you consider the ramifications.

A promise is a CONTRACT - Here's Wikipedia's definition - with another person.

Those of us who work with contracts understand the gravity of a contract. It ain't a contract unless the terms are spelled out because both parties want to be CLEAR on what they are promising and what is being promised to them so they can know what to expect in the future.

So . . .

Any promise should probably be specific, measurable, time-bound . . . hmmm . . . sounds like a goal.

Anytime you set an appointment with someone, you have made a promise to them (and yourself) to be present at a certain place at a certain time prepared for a specific action (presentation) and committed for a period of time.

This promise is a contract that creates the future for you AND the person to whom you made the promise.

If you're late, you're breaching your contract.

Cancel at last minute = Breach of contract

Allow interruptions (Cell phone use) during the meeting = Breach of contract

Show up unprepared = Breach of contract

Any time there's a breach of contract in the promise realm, there's destruction of TRUST.

If you break your promises to me, I wonder about your integrity.

Let's wander inside your OWN head.

What promises do you make to yourself?

How's your "Self-Integrity"?

Do you TRUST yourself?

Every significant change begins on the Inside and works its way out.

Think about your promises to yourself - Your goals . . .

When you think of them as CONTRACTS with yourself, are you suddenly much more careful with what you promise?

You've gotta start fulfilling the promises you make to yourself and build your self-integrity (trust) before you can authentically put yourself out there with other people.

Just remember that every time you make a promise to yourself or ANYONE, you are building/creating the future.

WHEW!

Now THERE'S an extra dose of responsibility for ya.

I'm just sayin'

Best,

b

-
Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd Suite 175
Nashville, TN 37215 - Green Hills

Call me: 615-568-2123
Text me: http://www.mycricket.com/sendtextmessage/ 6155682123
email me: barryowen@kw.com
Visit The Owen Group http://www.theowengroup.net
http://www.owengroupnashvillehomes.com
Barry Owen's Internet Portal to all blogsites, websites, and social networks
http://tnrealestatetribalhub.wordpress.com/2009/06/02/barry-owens-web-portal/

Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!

OK!

Problems are problems . . . and they are all around us, right?

Issues never show up at the right time.

Often, the problems you dread the most show up and stop your train.

Why is this?

Some say that what you think expands . . .

Even if you're thinking of something you DON'T want to happen, the sheer nature of the fact that you are giving it that much mental energy draws you towards that thing you don't want.

So maybe the first step to avoiding problems is to stop trying so hard to avoid them . . .

Use all that good energy CREATING - CONSTRUCTING a "healthy" path towards your goals.

This is sometimes easier said than done because the blasted truth is that we're all here together and the more people involved in a project, the higher likelihood that one of the silly humans is going find or create problems.

. . . and then the whole shebang shifts into a "problem avoidance" mode.

So let's deal with the reality that problems ARE going to show up.

What then?

Do you let the problem derail you completely and control your very existence until it is solved or you find yourself in isolation because the people around you are tired of hearing your whining?

I have a very low threshold of tolerance for whining and have been quoted: "Quit Whining and go out there and DO something PRODUCTIVE!"

In real estate transactions, there are many opportunities for problems to arise. The size and complexity of any problem is always in direct proportion to the amount of energy the parties to the problem will give it.

Life's too short!

I know a few folks who actually have made a career of creating problems for themselves. These are very intelligent people whose careers are stagnant because they are mired in a never ending flow of problems.

Good builders know not to build a house on a fresh water spring because that will create perpetual water problems in the basement/foundation.

Don't build your life and career on top of a well of problems.

Create

Innovate

Solve

and let those around you know to take their whining elsewhere . . .and move on from the problem.

and mostly just be nice.

I'm just sayin'

Best,

b

-
Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd Suite 175
Nashville, TN 37215 - Green Hills

Call me: 615-568-2123
Text me: http://www.mycricket.com/sendtextmessage/ 6155682123
email me: barryowen@kw.com
Visit The Owen Group http://www.theowengroup.net
http://www.owengroupnashvillehomes.com
Barry Owen's Internet Portal to all blogsites, websites, and social networks
http://tnrealestatetribalhub.wordpress.com/2009/06/02/barry-owens-web-portal/

Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!

When I get great service, I never hesitate to pay a premium . . . I tip 20% with glee.

and I rave about the experience and refer everyone I know to get the same great experience.

I feel proud to be able to spread the word of a great thing.

When the service is something less than great, I pay what I owe without a fight . . .and tip less.

I don't refer.

When the service is below standard (poor), I let the provider know I am not satisfied and give them the opportunity to make amends. After all, EVERYONE has a bad day once in a while.

I pay the bill . . . and still tip - marginally.

If they make appropriate amends and acknowledge responsibility, I let it go and chalk it up as a fluke.

When the service is poor, and the provider blames others without apology (Refuses responsibility) . . . or ignores my complaint . . . I pay the bill . . . no tip . . . and I tell everyone I know about my bad experience.

Guess what?

I'm your typical client . . . or not!

I think I'm nicer than most because in all cases I pay the bill.

If you're getting pricing (commission) objections, look first at your level of service and how you respond when you're caught delivering less than your best?

Are you skirting the taking of responsibility when things go awry?

How damaging will it be if you don't make satisfactory amends.

How many negative, viral stories running around out there can your business afford?

Is it worth a few bucks today to avoid a few years of negative story-telling about your business?

Will your pride keep you from "buying the peace" by forgiving some commission to make amends?

Just remember . . . If you disserve me, I pay my bill . . .

and talk about the experience to everyone I know for YEARS.

Be Nice!

I'm just sayin'

Best,

b

-
Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd Suite 175
Nashville, TN 37215 - Green Hills

Call me: 615-568-2123
Text me: http://www.mycricket.com/sendtextmessage/ 6155682123
email me: barryowen@kw.com
Visit The Owen Group http://www.theowengroup.net
http://www.owengroupnashvillehomes.com
Barry Owen's Internet Portal to all blogsites, websites, and social networks
http://tnrealestatetribalhub.wordpress.com/2009/06/02/barry-owens-web-portal/

Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!