Michael Pallares

Recent survey findings show that fewer veteran real estate pros are leveraging the tech tools at hand to build their business. In fact, year to year, agents are spending LESS on web marketing tools than last year. I would invite you to take a minute to read "Realtornomics 2011" (http://www.matthewferrara.com/rssfeed/realtornomics2011/) for some eye-opening stats.

Here's my take on it: I'm a baby boomer who's embraced the world of tweets, blogs, Facebook, Klout, Craigslist and spend a large portion of my time wisely using those tools. Notice that I said "wisely." By that I mean that I don't sleep with my laptop and haven't had my Blackberry surgically attached to my hip. I actually spend a chunk of my marketing time staying in touch with old and prospective clients by phone, personal handwritten notes, small gifts via snail mail....all personal "touches" that keep me top of my clients' minds.

That said, I love using technology to make my life easier as our business gets increasingly more challenging in all corners of the nation. I can rest easy knowing that I'm well prepared to face whatever the future holds as long as I keep ahead of the tech curve.

How have you used technology today to make your life easier??

Active duty personnel, veterans, retired members of the military and employees of the U.S. Dept. of Defense and the Dept. of Homeland Security are eligible to apply for up to $5,000 in down payment and closing costs in the purchase of a first home. This special first-time buyers’ “Dream Makers” program is being offered by the PenFed Foundation, a non-profit national charity working to meet the unmet needs of military personnel and their families in the areas of financial literacy, housing and support for the wounded. Their mission is to prevent medical emergencies from turning into financial hardships for our nation’s defenders. The grants can be applied to a mortgage from any financial institution. For more information, click on the Dream Makers tab at www.PentagonFoundation.org.

If you know anyone you might benefit from this program, please pass along this info and post this info on your FB wall as well. Any assistance we can provide for our military personnel can never be too much.

If you've ever taken a train trip, you probably remember your seat, your travel companions and maybe even how clean (or not) the restroom was. What you may not have paid attention to was the scenery streaming by you just outside your window. That's how I've often felt about my life as a real estate agent: business keeps me flying from one transaction to another and I forget to learn a lesson or two along the journey. I wanted to take a moment today to share some important lessons I've learned "along the journey" with my colleagues in the industry. Here goes.

If I Say "Trust Me," They Won't

Much like respect in our work, trust isn't earned, it's given. If I feel the need to utter the words "Trust me" to a client, then I know that I've already taken a step away from having them believe in me. The final decision is in their hands and my job is to advise them, not push them towards a choice that they'll be happy with for years to come. Remembering that I was there supporting them in their decision will stick with them. And, remembering my support builds trust and a long-term relationship (and referrals!)

Ears Wide Open, Mouth Wide Shut

As much as I so often feel that I need to fill in those pregnant pauses when speaking with clients, I have to remember that "active listening" is an art that's hard to practice for us in the "people business." We want to tell them all the details about the property; we want to give them all the reasons to make or accept an offer; we so want to tell them to make up their minds. But I've found that just allowing my clients to mull things over when they're sitting with me is very much appreciated. Just because we've learned to think on our feet doesn't mean that the client is also well-versed in that. Listen more, talk less.

It's Not My Job....It's My Passion

When I first started in the business, I looked at my career choice as a job that needed getting done: business plans, mass marketing, paperwork, training courses, networking, etc. And, believe me, there's absolutely nothing wrong with that....we have to do those things in order to stay ahead of the competition. What we do is called "work" after all but once I started looking at what I do as a choice that I made based on how much I loved being a Realtor, the game changed. Yes, I still do the "work," but I'm having much more fun doing it. Once the clients understand that I'm passionate about what I do, they relax and start enjoying the experience just as much. Share the enthusiasm.

What life lessons have you learned that you'd care to share?