Denny McAuley

Get It Together With These 3 Tips
by Terri Cooper
www.realestatemastery.com.au

Tip Number One: Copy Someone Who's Already Getting the Results You Want

As the saying goes: "Success leaves Clues!"The great thing is that to be incredibly successful in real estate, you don't need to re-invent the wheel!

Agents who are consistently making huge commissions right now, have left clues to their success. If you were to study the top real estate performers, you would notice strong consistencies:

These top agents regard themselves as C.E.O.s of their own company. They might work under a franchise banner but they take full responsibility for what happens each day in their business.

They think in terms of solutions rather than problems; of opportunities rather than obstacles. Their motto could be: "If it's to be, it's up to me".

They take credit for their successes and learn from their mistakes. They look on everything as feedback and use this feedback as fuel to propel them forward.

Look for a coach, look for a mentor, look around you in your own office, your suburb and even further afield. You will find that if you are serious and committed, the top agents will always have time to show you the ropes, the clues to their own success.

Tip Number Two: Get a Plan

Take time-out to work "ON" not "IN" your business. Use a friend, a coach, use anyone you know who can help you to clearly articulate your goals. Work out what you would like to earn, how long you want it to take, and the steps you need to take to make this happen. This more than anything will move you forward and will give you the motivation you need to take the necessary action steps to be hugely successful.

Real estate is a numbers game. If you do the right things often enough and consistently enough, you will succeed, it is as simple as that. But you will not succeed if you have no plan. The most exciting thing happens when the goals are your own -- the most important person they benefit is YOU. Your Principal is there to help you and share knowledge, but in the end, it is you and you alone who are responsible for setting your targets and planning your future.

Have a business plan which shows you exactly how much you want to earn this year and exactly how you need to go about it. How many appraisals, how many listing appointments, how many sales etc.? The actual targets are not half as frightening as you think they might be - the most frightening thing is the unknown. This process will clarify your thinking, and keep you on track when things don't go according to plan. As I said earlier, real estate is a numbers game. As long as you focus only on the numbers you will move forward.

Tip Number Three: Get Over It

The last lesson in this mini-series is such an important one for me to share with you. When I first entered the world of real estate sales, this was one of the most important pieces of advice that I received. Everyone is only human - when things don't work out, yes you may get angry, you may feel disappointed and let-down, but the important thing is to give yourself only a limited time to wallow.

You must let it go and move on, otherwise this industry will kill your joy and turn you into a walking bundle of stress (which will not endear you to your clients I can tell you!)

So, to recap: You will be guaranteed of making more sales when you: Consistently model the attitudes and habits of top performers, Get a clear plan, a clear direction with action steps to achieve your goals, and then Continually practice the attitude of being in the moment, learning from the past, but letting go of the disappointments and creating the future as you want it to be!

I'm seeking some response to everyone's feelings on Pre-listing or seller inspections. In this troubled market I think every advantage should be taken for individuals to sell their house. I have performed these types of inspections and have met with some success for the seller. Percentage wise, I have about a 60/40 split on it's success (60% selling). On the homes that did sell, of which the seller did correct issues with the house for better showing, the seller did think the inspection and report was worthwhile and did help with the marketing of the house. On those that did not sell, the sellers did not correct issues, and didn't use the report as a marketing tool.

What is everybody's opinion on the concept of Pre-listing/Seller inspections? The advantages to the buyer are:

• The inspection is done already.
• The inspection is paid for by the seller.
• The report provides a more accurate, third-party view of the condition of the home prior to making an offer.
• A seller inspection eliminates surprise defects.
• Problems are corrected or at least acknowledged prior to making an offer on the home.
• A seller inspection reduces the need for negotiations and 11th-hour renegotiations.
• The report might assist in acquiring financing.
• A seller inspection allows the buyer to sweeten the offer without increasing the offering price by waiving inspections.

The advantages to the seller and Realtor:

• The seller can choose an inspector of their choice Home Check America for one, rather than be at the mercy of the buyer's choice of inspector.
• The seller can schedule the inspections at the seller's convenience.
• It might alert the seller of any items of immediate personal concern, such as radon gas or active termite infestation.
• The seller can assist the inspector during the inspection, something normally not done during a buyer's inspection.
• The seller can have the inspector correct any misstatements in the inspection report before it is generated.
• The report can help the seller realistically price the home if problems exist.
• The report can help the seller substantiate a higher asking price if problems don't exist or have been corrected.
• A seller inspection reveals problems ahead of time which:
  • might make the home show better.
  • gives the seller time to make repairs and shop for competitive contractors.
  • permits the seller to attach repair estimates or paid invoices to the inspection report.
  • removes over-inflated buyer procured estimates from the negotiation table.
• The report might alert the seller to any immediate safety issues found, before agents and visitors tour the home.
• The report provides a third-party, unbiased opinion to offer to potential buyers.
• A seller inspection permits a clean home inspection report to be used as a marketing tool.
• A seller inspection is the ultimate gesture in forthrightness on the part of the seller.
• The report might relieve a prospective buyer's unfounded suspicions, before they walk away.
• A seller inspection lightens negotiations and 11th-hour renegotiations.
• The report might encourage the buyer to waive the inspection contingency.
• The deal is less likely to fall apart the way they often do when a buyer's inspection unexpectedly reveals a problem, last minute.
• The report provides full-disclosure protection from future legal claims.

Let's discuss and see where this idea goes shall we?

Recently I sat down with a very successful business person, at my request, to talk about how to become even more successful in business. While I am acquainted with and admire many successful business people in my area, I really wanted to discuss the dynamics of being successful from this one successful person who started from scratch. Not an individual who worked themselves up the ladder of good organizations.

As we talked and enjoyed our lunch, I asked what was his one true key to success, if there is only one? His reply was short, simple, and made great sense. His reply - "Under promise and over produce"! Whether that promise involves putting in long hours, learning a new skill, gaining knowledge about client needs, or various other concepts/ideas. Make your customer #1 so he doesn't go anywhere else for that type of business. Of course, he expanded upon this concept with dealings he had starting out and continuing to this day.

Makes sense doesn't it: under promise -over produce! We have met many through our dealings who over promised and under produced when we needed or wanted their product or service. Think back on those experiences and remember how it made us feel. Not like we were their number one priority did it? What would we have done different? How would we have made the situation right? How could we under promise and over produce?

How do we under promise and over produce? Here are just a few examples, but don't stop there:

1. Do not create a deadline for your efforts that you know is unreasonable and unattainable.
2. Know your strengths and weaknesses. Improve upon both!
3. Don't be afraid to ask for assistance from others around you.
4. Learn a skill or gain knowledge that can enhance your services to your clients.
5. Set attainable goals for you, your client and the transaction.
6. Deliver on your promise way before it is due!
7. Give outstanding service.

These are some tough times we are going through. Standing out from the rest is what will make us successful and be the individual people run to for your services; not the person they run from.