Dennis Giannetti

LuxuryRealEstate.com Week in Review

Illustrated Properties Takes Agent Training to New Level With Continuous Improvement Director

By Michelle Walsh E-mail author <script type="text/javascript"></script>

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Posted 10/1/2008PALM BEACH GARDENS, Fla. - (Oct. 1, 2008) - Illustrated Properties, a top real estate firm with over 18 offices in South Florida recently hired former manager, coach, and professional speaker Dennis J. Giannetti as Director of Continuous Improvement. "We are happy to bring Dennis on as part of our management team at Illustrated Properties," states president Chappy Adams. "Our goal is to provide our agents with the leadership and resources to succeed in any market. The addition of Dennis to our team allows us to take our training, coaching, and agent professional development to the next level."

Giannetti, a former corporate trainer and professional speaker, has worked in the real estate field as a sales associate, coach, trainer, and manager since 2000. "My goal with Illustrated Properties is to provide the agents with the latest technologies and resources to help them succeed while upholding and expanding on the reputation for excellence that Illustrated Properties has achieved."

To accomplish the above, Illustrated Properties has collaborated with Giannetti and various agents to create an individualized Coaching Program for Continuous Improvement^TM that places a focus on the agent first and the program second. This prioritization allows agents to create a process that emphasizes the agent's best abilities and capitalize on them. "We create structured yet adaptable programs to ensure each agent's success based on what they want to do, not are forced to do," states Giannetti.

"We may not all be equal in talent, contacts, or start up cash, but we can create an equitable playing field with some key actions," according to Giannetti. The Coaching Program teaches agents each of those key actions and how to utilize them in the world in which they have to use them.

The entire Coaching Program will be branded and presented in an easy to navigate and motivational theme. The Coaching Program will provide various methods of learning such as large and small group training, masterminds, coaching, e-learning, accountability tools, and self-paced learning modules in an effort to accommodate all learning styles and agent strengths.

Additionally, the Department of Continuous Improvement offers courses in related areas of real estate: negotiation, conflict resolution, and World Class Customer Service^TM. Agents also have personal one-on-one coaching available to them as well.

For more information on the Illustrated Properties Coaching Program for Continuous Improvement (IPCI), please visit www.ninjacoach.com or call Dennis J. Giannetti, Director of Continuous Improvement at 772-214-4567.

Not Everything that counts can be counted...'
---Einstein

In the real estate business, or in life, we measure success by what what we have brought in numbers wise. How much did you earn...what do you have?

But, in reality no number is possible without the actions and behaviors that produce the relationships, the environment, and the personal balance that comes with living in those moments and time that make a true difference.

From a practical point of view, look at it this way. We celebrate at the end of the year how much a person closes, right? But, consider this:

• What would they close with out listings and buyers?
• What listings and buyers would they have without marketing and networking?
• What marking and networking would be possible without a database?
• What database would exist without building and forging relationships?
• What relationships can be forged without personal confidence and life balance?
• What confidence and balance can be had when a person lives without purpose?

We can interject different examples here and there...but in reality, Einstein says it best. Count what you may, but remember, that end number is the result of so many things that no number is attached.

Dennis Giannetti is the Director of Continuous Improvement for Illustrated Properties. You can visit his website at www.ninjacoach.com

Discipline is the bridge between goals and accomplishment.


Jim Rohn

In business planning class, we first teach people the difference between goals and results. Many times people think that they are setting goals, but what they are really doing is stating a desired result. The "goal" of making $100,000 for example, is really a result. Goals are those actions that get us to that result.

But even this knowledge is not enough. I often make a point about people being "ready, willing, and able". Most are ready to be successful....and in many ways they are able....but are they willing?

To know this, we must understand that as noted above, discipline demonstrates that willingness. Discipline, or consistent action given a desired result, is the key to achieving a result and perhaps more importantly, building one's willingness to do what it takes as they grow and succeed.

How can we obtain such discipline? Well, as stated, we must first know what result we want and what goals it will take to get there....then there are a few options:

• Set our business up using tools and technology to help keep us consistent in our chosen actions
• Provide yourself with personal accountability that guarantees you will follow through
• Get someone to coach you who knows not only how to achieve results, but more importantly, what to do if you falter, things change, or barriers persist.

So many of you are talented, intelligent, and able people who are ready to do more, be more, and get more. But all the accolades aside, our willingness to do those things we haven't or need to more consistently is that critical bridge that discipline crosses and they pathway to our chosen accomplishments.

Dig the well before your are thirsty.

Chinese proverb

In real estate, we "get busy" with buyers or a few possible deals and when that happens, we forget to do one, if not the most important element of our business--lead generation. The roller coaster of emotions that we feel month to month is in many ways based on premise of this quote.

Let's say we get a buyer on floor, referral, whatever. We take that opportunity, emotions on a high and we spend a good amount of time working with (whether they are present or not) this possible commission check...ur..umm..I mean current opportunity and future referral source.

But in that effort that we take with this customer, we forget to do things that will bring other customers. We forget to call our past customers, get those postcards out, write and send our newsletter...in essence, we forget to dig the well...and once we are done with the current customer, we are on the verge of, if not dying of thirst.

Why do we do this? I am sure there are lots of reasons, but basic psychology will give us the most prevalent one. Basically, customers give us a high...a hope, a possibility of something we didn't have before...or at least more than we had before. This is often why some agents like working with buyers better. Buyers...come to us...they "need us", so we get that emotional high of usefulness, acceptance, and importance. Sellers can as well, but that is after we get the listing. Many times, getting the listing can be as much a fear as it is a high because there is that chance of rejection.

But, saying that, that basic premise of fear..of rejection is often why agents will not dig the well and generate new leads or referrals consistently. They may not want to be rejected...be that "seeming pushy..like a salesperson...or taking advantage of what they may now consider a friendship with people in their database."

This fear however WILL dramatically hold you back and not only create a thirst, but a significant de-hydration which will kill your energy level, damper your hope, and crush your ambitions. Yet, if you dig the well so to speak, a lot of this thirst can be avoided.

So, in the end, one has to decide...to do the work to dig the well, or wait until it is too late. Is the fear of rejection enough to curtail the pursuit of success? Maybe. But if so, just try to put away some water...because like a dessert, what was once a well of opportunity will become a mirage of momentary "could have been" that you may never be able to fix.

Dig....dig...dig!

Best,

Dennis J. Giannetti

Dennis J. Giannetti, MS
Director of Continuous Improvement
Illustrated Properties
www.ninjacoach.com (Program Web Site)
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"Insight without Application is like giving a starving person a menu"