James Dray

That's right you heard me. For those of you who have not read any of my blogs I'm not politically correct and I go direct to the matter. I can say I have for the most part softened over the last few years compared to what you would have heard prior to 2006 but that's another blog.

Anyway back to the subject. You me and everyone else have been or will in the future be at a class of some sort and during the presentation of the speaker you will be doing one of the following.

•1. Talking to another student or attendee

•2. Making a grocery list or otherwise not listening to the speaker

•3. Totally tuning out the speaker either because you do not like the subject matter or you do not care for the speaker or their manner of presentation.

Whatever the case and we can list countless others you are missing out on one of the most important aspects in your real estate business and that is learning. If you can learn how to make your business easier to run or easier to manage wouldn't you want to have that knowledge? You may have been writing that grocery list when the speaker was telling you just how to do that and you missed it. You could have learned about that big tax advantage but you and the other attendee were talking and now you and they have lost out.

I'm not telling you you've got to be stone cold when attending a class just pay attention and listen, take notes if necessary, most speakers ask for questions at the end of their presentations. The only stupid question is the one that is not asked. Maybe the speaker did not present the material where you understood it I've had that happen to me before and I've asked them to repeat it again in a different way. They were happy to do so and did in a way that I understood what they were saying and therefore I learned. This sure beat walking away wondering what the heck was the speaker saying and walking away not gaining that valuable knowledge that now I have and use.

Be a winner in life and in your business at the end of the day looking back it's all on you and the decisions you make not only yesterday but today and tomorrow that decide you future in real estate and beyond. Remember "It's a great day to buy and sell a home."

Okay it's time to ask. I've approached it several ways and I know I've lost out either way I've gone. I have been told to go about it several ways and I guess now is as good as any to discuss the variables so why wait:

•1. During class I was told after first contact and before you first show a property to have a prospective client sign an Exclusive Buyer Agency Agreement to protect you (agent).

•2. After class and passing test I spoke to several agents and most of them have never had a client sign the form and some have always had a client sign the form.

•3. I have actually lost clients because I will not show property until they agree and sign the form. In fact after sending the form to some clients I have never heard from them again.

My thoughts are if the client is not going to sign the form to protect me just on the property I will tell them or show them and believe me it is thoroughly explained to them (client). Then they will likely bypass me and go directly to the listing agent.

Even if the client does not buy a home with me by signing the form I will bust my back side for that client and do whatever it takes to find that property. So tell me what you think I'm interested to know although I've lost about 3-5 buyers I feel they would have dropped me in a heartbeat as soon as they would have found the right property. Let me know I'm all ears until then remember "It's a great day to buy or sell a home."

When we as an agent go to work what is our OBJECTIVE?

•1. Is it to get listings

•2. Buyers

•3. Buyers agents

•4. Making cold calls

•5. Knocking on doors

•6. Whatever

Your ATTITUDE you bring is just a vital if not more so to be able to accomplish your objective. It's sometime your attitude that should come first not second. If you have a bad attitude to begin with I can guarantee you my friend are going to have a bad day. You come to me with an attitude you are going to get one bad attitude back faster than a heartbeat.

To accomplish your objective and have a good day meeting you goals first come to the table with a good attitude no matter what kind of morning (or night) you had. Put a smile on your face even if you have to paint it on and remember "It's a great day to buy or sell a home."

I saw this statement in the paper the other day and thought how I could relate this to the real estate market. It is such a profound statement in of itself so here goes.

For those agents who have been contemplating moving to another agency what are you waiting for? Is it a divine sign from above a written letter a slow boat from another country? Well stop waiting and get up off your duff and go.

Is there love in the air and your getting cold feet? Take your foot out of the ice water put your shoes on and go for it what have you got to lose? You don't have him or her now and if they turn you down life goes on and so will you.

Thinking about getting out of the business and into another line of work? This time next month or next year things are still going to be the same and so will you. The sun and moon and seasons will continue time waits on no one and you will be older. Why wait go for it you can always come back to this if the other doesn't work out.

My goodness people we live in the greatest country in the world even with all its faults. We can change jobs at will and move from one place to the other without papers or worry about crossing borders etc.

Needless to say I need to get off my soap box and get to work with a smile come see me sometime before God calls me home until then remember "It's a great day to buy or sell a home."

Such simple yet profound words when you think about them. Think about it for a moment.

When you were young and just learning to speak you listened to your parents or guardian tell you the words they wanted you to say and you by listening you learned and spoke.

Same thing happened in school and throughout your life and will continue to do so until the day you go to meet your maker. If you have children then you pass on those same traits to them by getting their attention then you are now in the lead mode and leading while getting people to listen to you while they learn. Neat concept yet so simple in its design think about it when you go and get the listing appointment.

You need to get the client to listen to you, from that they learn what you do for them and what their property is worth, what the market is doing, what you are going to do for them for compensation etc.

Lastly lead them given on their needs (give them a couple of choices) and always, always give them a choice to either take the offer or decline. If you can't help them tell them so (had one of those) remember it's on your shoulders to make the call and also remember "It's a great day to buy or sell a home."