Steve Cramer, CIPS, CRB, CRS, SRES, SFR, TRC

Broomfield continues to amaze. Having lived in another city and served as a County official I cannot be more amazed at the level of service the city provides. Immediately following last weeks 20 inch snow storm the plows had the made a path down the street and the crews were clearing the paths through the parks. Few, if any, city governments are as conscientious as Broomfield.

Last night we attended our caucus at Broomfield High and were more than pleasantly surprised. The city had officers directing traffic and made the influx of over seven hundred people and their cars seem like an every day event. Thanks to Broomfield High School, Boulder Valley School district and the Broomfield Police Department, their efforts made what could have been an absolute mess into a very smooth operation.

Is it any wonder that is consistently chosen as one of the best places to live in the country? I joke with friends that Broomfield has become the city that others wish they were. Nothing better than having your first impressions be reaffirmed every day.

Numbers, What Numbers?

Numbers, who wants to spend time wallowing in numbers? Not me, but I have found that without spending time with the numbers chances of becoming a major producer are reduced dramatically.

First, almost all top producers know the numbers. What numbers? Lets start with the very basics.

Ricky and Roberta Realtor keep track of the time they prospect and know that for every 100 calls made, one lead is generated. They also know that 75% of the time a lead produces a client. What does that tell us? It takes 133 contacts to produce a client. They now know that to produce one transaction a month they need to make 133 contacts a month. Initially that sounds like a lot, but if we divide it by the number of days worked, say 25, it only takes 5.2 contacts a day. Pretty easy wouldn't you say? Now what do they do if they want to increase their income? One of two things, increase the conversion rate to better than 75% or increase the number of contacts.

Without keeping track of the numbers how would they know what they need to do? Simple, they wouldn't. Not knowing your numbers puts you in a reactive mode rather than an active one. Creating a consistent income requires the discipline to keep track of what you are doing (the numbers). While that can be embarrassing for most agents it can be an eye opener and career changer for others.

I know, your betting the average agent doesn't keep tack of the Numbers and your are probably right. That average agent is doing between 2 and 3 transactions a year worse than that, I understand that the lastest stats are indicating the almost 50% of Realtors around the country had no transactions in 2011 - now those are easy numbers to track. For me I'll keep track of the numbers.

More numbers coming, Till Then

Why?

What a question. Why? How many times have we put that question to our children, Our spouse, our broker the other brokers in the office? You know - Why did you do that? Why do I have to do that? Why am I doing that? The list goes on and on.

How about we look at it from a little different perspective. Are your "Whys" big enough? Could you use a close examination of your Whys? It can help in this business and in life. Lets start from the point of a very basic Why? Why are you doing what you are doing, or just Why are you selling Real Estate? Is it because you want a better life, more money, freedom, a sense of accomplishment? The list goes on, but do you have the answer? By that I mean, have you taken the time to examine Why you do the things that you do? I don't mean a cursory glance, I mean a careful and thorough examination of Why?

Ask any high producer or successful person Why they do what they do and what do you think the answer will be. How many do you think will say "not sure" or "heck if I know"? My guess is none. High producers not only know the Why, the Why is a almost always a big Why. " I work diligently every day because I am committed to being the very best I can possibly be" or "To be the very best I have to work harder and smarter than other agents? Do those sound like little Whys? Big achievers don't have little Whys.

Here are a few Whys you might want to investigate:

Why do I work/not work on week ends?

Why am I selling real estate?

Why am I leading/not leading the office in sales?

Why do I procrastinate?

Why am I ignoring the most important people in my life? ( hint - they are not in the office)

Why is my life out of / or in, Balance?

You get the idea. Your Whys are your drivers, the bigger the Whys the greater the motivation. You determine your Whys, your Broker doesn't, Your Spouse doesn't, you do. Don't short change yourself, examine your Whys and make sure they are big enough to provide you with the life style you want and deserve.

Why these tips? Because, after 38 years and marketing/selling over three thousand homes sharing the lessons learned seems to be the right thing to do.

Mentors - the Good, the Bad and the Ugly

Okay, what's the deal, every where I turn I hear about this persons "Mentoring program" or that companies "Mentoring program" With all of these "Mentors" why hasn't the failure rate in the Real Estate business gone down? Could it be that the term is being over used? I hate to go to the dictionary, but what exactly is a 'Mentor"? The dictionary defines A Mentor as 1. A wise and trusted counselor or teacher. or, 2. an influential senior sponsor or supporter.

I contend that everyone can use a mentor, as defined, in just about every aspect of life; Business, Finances, Spiritual, you name it. I also am pretty sure that the term Mentor is over used. I would venture to say that a Mentor is not a paid trainer or a mediocre agent assigned to a new agent and getting a portion of the new agents commissions on the agents first few transactions. They may be really nice people but, Mentors, I think not.

If a Mentor is a "wise and trusted counselor or teacher" by definition they must be wise. That implies they know what they are doing and are very good at it. Just because someone was assigned to an agent or helped bring an agent into the company does not mean they fit the criteria to be a Mentor. Every agent, new or experienced can use a true Mentor.

A true Mentor is someone that has the skills and talents and proven ability to do what you want learn or do. If your real estate Mentor closed 4 transactions last year that is probably what they will teach you to do, close 4 transactions. Be selective when choosing a Mentor. The old adage you play better golf with better golfers is true in golf, real estate and in life in general.

Your goal in choosing a mentor is to model yourself, to some degree, after your Mentor. While having a Mentor can be a key to success in any part of your life take the time to be selective, very selective, in choosing that Mentor. True Mentors have made the mistakes and learned and they have developed the skills to really succeed. People that are successful in life and real estate are generally happy to share the secrets of their success, so be selective and ask someone you truly respect to be your Mentor and watch the door to success begin to open.

Success Tips #2

What differentiates a top producer from a mediocre producer? Many things of course, but one may surprise you. On average it is said that top producers in all facets of life, not just real estate, read an average of two books a month. Does that surprise you? Give it a little thought.

It has been said that who we are is the accumulation of the people we have met, the places we have visited and the books we have read. How are you doing? Reading opens ones mind to new possibilities and new worlds. If you went to the library today and checked out every book on just one topic, then read every book, you would be one of the leading experts on that topic in the world. Kind of exciting isn't it. It should be.

In a former life I lived on a ship in a combat zone which provides one with long periods of boredom interspersed with periods of frantic and exhausting work. The life saver was books that took me away from the boredom and opened up worlds of excitement and promise. I developed the habit of reading at least 1/2 per day prior to going to sleep. Still do it today and it has helped my business immensely.

So what if you are not a reader? Start slowly and read things that interest you - it can be fiction or fantasy it does not have to be dry business books. First get in the habit of reading and then add variety to the books you read. I love to read adventure stories and mysteries interspersed with great business books. Life is just easier if you draw on the expertise of others. We all make mistakes, but it is great to read about others that may have solved the very challenge you are facing without having to make another mistake yourself.

Books I recommend for every real estate agents library:

The E myth Revisited - Michael Gerber

Compound Effect - Darren Hardy

Think and Grow Rich - Napoleon Hill

Aspire - Kevin Hall

Behavior Never Lies - Richard Flint

Seven Habits of Highly Effective People - Steven Covey

QBQ -The Question behind The Question - John Miller

Who Moved My Cheese - Johnson & Blanchard

The Energy Bus - John Gordon

That is a start. Think and Grow Rich is a must, and probably the most read book on motivation and sales in history. Written over 80 years ago it is still as important today as the day it was written. This entire library can be purchased for less than $115 on Amazon - and that is ordering new, not used books.

Hope you find this useful and look forward to sending another tip next week