John Middleton

I had a showing scheduled today, a beautiful piece of land on our local ski hill with a great view of the slopes. I drove up to the mountain yesterday to prepare, flag the corners, familiarize myself with the plat, etc...The market on the mountain has been incredibly soft (especially with ski properties) so I was excited to have this opportunity.

My clients were familiar with the lot, location, views and amenities, and had discussed, at length, presenting an offer - the house plans had already been chosen too! Showing it was just a formality and I eagerly awaited my next closing.

Then, an email came late yesterday afternoon. It was my clients, and after hours of thoughtful consideration, they reluctantly decided to hold off - at least for the forseeable future. I was so certain there was nothing left to this sale but a little paperwork that I had already spent the commission check! (in my mind).

This is not the first time this has happened to me, and I'm seasoned enough to know it won't be the last. But time and time again, I find this type of event is equally difficult to accept. It often has the temporary affect of taking the wind out of my sail and begs the questions: "how long will this down market last?" and "can I make it another year?"

When something like this happens and I find myself shifting toward the negative, I can't help but believe my other clients can see it in me - even without discussing it - which has an additional negative affect on my ability to conduct business as usual. Clearly, this is not good for me, my clients or my business.

Inevitably, I get over it - you have to be willing to let go of "no" if you want to be successful in this business. If life knocks you down 7 times then get up 8! Thick skin, perseverance, determination - whatever you call it - you'd better find it and use it. Because staying motivated in this market is critical to making it, and it's more true today than ever.

That's it for me, but I'd love to hear your thoughts and have you share how you stay motivated in this market. We could all use a little encouragement!

Thanks for reading and tight lines! <*)))><

Do you ever find it hard to follow your own advice? I know I do, especially when it requires putting something fun off in order to get it done. I'm talking about prioritizing and it's the hardest thing for many real estate professionals to do (myself included). Now that the hay day of real estate is gone having a solid business plan and staying on task is more important than ever before. This year, you owe it to yourself to set some realistic goals, outline the methods in which you will achieive them and follow through with it every day, even if that means you don't get to go skiing, fly fishing or golfing (or whitewater rafting). A realistic, written business plan will not only help you close more transactions, it will help you create a steady flow of business and break away from the "paycheck-to-paycheck" mentality.

Sit down in a quiet room, sip some coffee, start writing.

Sounds easy enough, right? Wrong. For those of us who can't stop moving, finding quiet time in today's hectic lifestyle can be daunting to say the least. Or if you're not that busy then you don't really have an excuse. If you don't have a written, daily plan that you follow to the letter you're going to find yourself spinning your wheels while at work, which translates into fewer closings.

What if I don't have a solid plan in mind?

Then go back to basics. What was the first thing you learned when you became an agent? That people have to know that you're in the business if they're to pick up the phone and call you. Therefore, it could begin with something as simple as calling 10 people (or mailing letters, or emails) in your SOI every day. Then add other lead-producing activities from there. I'm not even talking about selling. Just reach out and say "Hello! Remember me?" Work it casually into the conversation that you have some great listings and are looking for buyers. Someone you know knows someone else who's not yet working with a Realtor. C'mon people, this is basic!

What if I'm not a good writer?

Get over it. Nobody will be reading or critiquing this. It's not about being well written, it's about being realistic and staying on task and doing better than you did last year. If you're still struggling, try writing out your daily schedule, e.g., arrive at 9am, get coffee, turn computer on, check emails, etc... The idea here is to plan your daily activities at least a day in advance. Who you'll be calling, what you'll be talking about, how many EXPIRED letters will you be sending and so on and so forth.

I don't need a business plan, I'm good at managing my time.

Even if you are a time managment master, are there ever times during the day that you aren't sure about what you ought to be doing? How much time are you spending chasing leads instead of generating a steady flow of business? After all, isn't the intent to attract business rather than chase it?

What if I just don't want to do it?

Then I nor anyone else can help you.

Yes it's true that some people can experience great financial success without a written business plan, but this is the exception to the rule. For the most part, in this challenging market agents that don't follow-through with what I'm suggesting here are destined for doom. Simply stated, they will not be able to afford to stay in the business.

Today's savvy consumers expect real professionalism from their Realtors. Part of that is staying in front of your prospects and often includes completing tasks you don't want to do at the time. With the downward trend in the market the competition is tightening and consumers are aware. So do something good for yourself this year and write up a realistic business plan. You owe it to your clients and you owe it to yourself. Now all I have to do is follow my own advice.

Happy New Year from Whitefish, Montana! All the best as you go forward in 2011!

The weather outside is frightful, but your home energy bills don't have to be. Ever heard of a green mortgage? And I'm not just talking paper. I'm talking about an EEM, or Energy Efficient Mortgage. In a nutshell, an EEM allows a buyer to borrow more than 80% of the property value (sometimes as much as 10% of the purchase price) to provide capital for energy efficient improvements.

As the single largest housing expense after a mortgage payment, your utility costs can have a direct impact on how large a mortgage you can afford. You can save money on the cost of utilities by purchasing new enerty-efficient heating and cooling systems or by making home improvemens such as weatherizing and insulating older homes and these improvements can save you money through lower utility bills.

As a new or current homeowner, you may be able to use FHA's EEM to finance the cost of these improvements. In the following example, a homeowner can afford to purchase $33,000 "more home" if the home is made to be energy efficient. As you can see, even with the additional $33,000 purchase price, the total monthly payment including utilities is less expensive than the more affordable home. You can learn more about EEM's at www.energyefficientflathead.com or www.flyreeltor.com.

For many people, retirement is a no-brainer. They finish their career and end up living in the same town they spent their final working years. Others, however, feel the urge to reconnect with nature and one's self and find themselves seeking out beaches, rivers or ski slopes that are far enough removed from "the old" but close enough to stay connected with friends, family and many aspects of the business world they left behind. "A lower cost of living is the major factor behind retirement mobility," says David Savageau, author of Retirement Places Rated. "I don't know anyone moving from Kansas to Hawaii." So how does one make the right decision and help stretch the nest egg? Here's a few things to consider when determing if the "Last Best Place" is the right spot for you to retire:

• Taxes. Tax rates fluctuate considerably all across the U.S. From income tax (there are currently seven states that don't have an income tax) to property tax to sales tax, Montana has some of the lowest rates of any state in the union.
• Health/medical care. By virtue of default, your healthcare rates will increase with age. Research your top spots to make sure they have adequate health care facilities nearby. Make sure you can find a doctor able to treat any condition you may have and "...call and see how difficult it is to get an appointment," says Michael Perskin, a geriatrics physician at the New York University Langone Medical Center. "If you're on hold for more than 10 minutes or you leave a message on voice mail and you don't get a call back, then you know."
• Proximity to friends and family. For many retirees, it's important to be involved in their children and grandchildren's lives, and being located next to a central hub that has easy access via airplane or train travel is a big draw.
• Recreation. Now that your free from your job you have the flexibility to tele-commute (for those who continue to work part-time) or spend your days pursuing any leisure activity you see fit. Golf? Fly fishing? Hiking? Skiint? Art galleries and fine dining? You name it, Montana's Flathead Valley has it!
• Downsizing. Downsizing to a smaller or lower maintenance property can help stretch your nest egg a long way. It also frees up time that would otherwise be spent maintaining a property so you can get out and play! It may also allow you to buy two smaller low or no maintenance properties allowing the "snow-bird" lifestyle. Montana in the summer and Arizona in the winter!
  
• Weather. How do you feel about shovelling snow? We do have a long winter here, but with warmer climates also comes large air-conditioning bills. The Flathead Valley has 4 distinct climates and the warmer months are mild in comparison to summer in more arid climates.
• Basics. Crime rates? Low. Healthcare facilities? High quality. But what about libraries, communication access, shopping and religious institutions? Covered. Plus we have Glacier Park International Airport with direct daily flights to most major metropolitan areas in the west.

I think I've covered the basics, but it's impossible to make a decision of this magnitude without experiencing Montana's Flathead Valley in person, first hand. Make a plan to get here, then make a plan to stay. I can help, I live it every day. Don't just buy real estate - invest in a way of life!