Marlboro, NJ

Today, Larry & Judy Vardon got the foreclosure financial relief they had so desperately been praying for.

In 2004, the couple's Michigan home was refurbished by ABC Network's popular program, 'Extreme Makeover: Home Edition."

The Vardon who are both deaf, were selected because the financial challenges of caring for their now 16 year old blind and autistic son, Lance, were more than they could handle.

Following the rehab of the home, the Vardons refinanced their home. After the refi mortgage was sold to a different company, their new rate ballooned to 11% and their monthly payment nearly doubled from $1200 to a whopping $2300. Combine that with the fact that the husband, Larry, works at a Chrysler car plant where he's been laid off on more than one occasion and there you have a grave situation.

In addition to the mortgage hike, the Vardon's medical insurance refuses to cover the treatment for Lance's autism treatments.

Their home which was on the verge of foreclosure due to 4 months of past due payments has been rescued by the kindness of strangers.

Donations began pouring in after the couple (who has not solicited for any help) appeared on various national news programs lik this one.

The Vardon's story is so similar to thousands of stories we've all collectively heard. In fact, many real estate practioners are dealing with this sort of scenario on a personal level themselves.

Truth is we may not be able to help every single person going through this type of crisis, but there is 'power' in the media and in our own keyboards. This story is proof it exists. Yet what good is the power if we don't use it to benefit the greater good?

We constantly get bombarded with mass chain emails for all sorts of get-rich schemes. Often you'll see those emails forwarded around the world millions of times over...Even though they're most likely hoaxes.

If you know of someone who is in dire need of help (and doesn't mind being helped) please use the power of your keyboard and the reach of the "Rain" by telling as many people as you know!

Stay motivated,

Amber

www.AmberLovesRealEstate.com

This is the 2nd installment of a three part recap of the seminars I attended along with my colleague(Monica Walters) during the recent the NJ-NY-PA "Triple Play" real estate confab in Atlantic City.

The 1st part of this series was the based on the featured post "The Top 5 Things I Took Away From The Millionaire Maker Potato Chip Marketing" Seminar.

Many of you may know about Darryl Davis, while others may not be as familiar with him. Darryl is a popular motivational speaker/real estate trainer/coach/author, who infuses humor with his authentic New York persona to create his unique, high-energy presentation. The two books he's written are "How To Become A Power Agent in Real Estate" and "How To Make $100,000 Your First Year As A Real Estate Agent."

At first I was kind of shocked to discover that Darryl is also a former actor and current stand-up comedian, who continues perform at NYC's legendary Caroline's Comedy Club. However, after watching him give his rapid-fire, animated seminar, it all made sense.

Darryl shared very personal stories during the 3 hrs we spent with him. He reflected on everything from reconnecting with his mother before she died of an incurable illness, to having an emergency medical moment that had him feeling like he was experiencing a heart attack, to running the the 26 mile ING Marathon in an effort to raise money for sick children (despite not being in the best of shape...his words, not mine...lolol). To hear him speak was inspiring, heart-breaking, invigorating and inspirational all at the same time.

Did I mention that Darryl Davis also is an ActiveRain member? Click here to read his profile.

Below are the 7 benefits from the seminar "Attitudes of a Top Producer."

Again, these are geared toward real estate practitioners like myself, but they can be used in other professions as well. The over-arching theme of this session was essentially how to take your career to the "Next Level" (a popular phrase that Darryl actually owns the trademark to). Are you surprised?

#1 - Change your mindset, and you'll change your life.I touched on a similar topic in a recent featured post, "You Are A Living Magnet...So What Are You Attracting Into Your Life." What you think (good or bad) is what you attract into your life. Commit to a positive goal or something that is bigger than you. Remain enthusiastic, enlist the support of people who really care about you, and you'll become empowered to accomplish anything!

#2 - Stay focused on your goals in a very disciplined fashion. This is VERY important, because it's one of the top reasons people "fall off the wagon." We say we're going to "get in shape," New Year's comes around, we develop a fitness routine, do it for a couple of months weeks and then things go right back to normal. Yet, we see that small number of people who set out to accomplish the very same goal, but some how they actually achieve it. Sound like the ole' 80/20 rule, eh? Is it because those who are successful at achieving the fitness target are smarter than us? NO! Are they're luckier than us? NO! The difference is that small group of people was far more focused and disciplined than the rest of us...period!

#3 - Direct your attention on helping other people, and you will help yourself in the process. This concept isn't necessarily about generating leads by focusing on other people. I perceived it as being more about developing an attitude of humility, as well as learning to enjoy serving others people's needs, which will in turn heighten your sensitivity to serving the needs of your clients. Great client service will help your business soar!

• Clean up past relationships (both personal and professional).
• Do something unexpected for your family (i.e. take them on a vacation, out to dinner, surprise gift).
• Join a community service effort that may take you out of your "comfort zone." Perhaps you're afraid of needles but you decide to volunteer with the Red Cross or maybe you don't like cooking & doing dishes, but decide to donate a few hours to a local soup kitchen to feed the homeless.
• Help find a job for a friend who may be unemployed or dealing with a financial crisis. In fact AR member Cedric "Ced" Reynolds wrote an excellent post about this.

#4 - Manage your business "like it's a business"....not a hobby or a job but like you are the CEO of your own company. In other words, place more emphasis on increasing your market-share (aka the number of listings you have) and increase your dollar volume & profit (aka getting more of your listings SOLD for the best price).

• Create a system of communication (i.e. letters, postcards, email blasts, etc.) where you directly solicit prospects to generate new leads. Checkout this great read from AR member Liz Ward Small entitled, "The A-List of Top 10 Lead Generation Tips For Greater Results."
• Focus on marketing your listings to agents (not just to buyers). Increasing the commission package and/or adding a bonus is not a bad idea. It gives agents an even greater incentive to show & sell your listings.
• Get your current sellers to lower their asking price to reflect the current market value, by using 3rd party validation, i.e. local news articles about current market conditions, housing & mortgage outlook reports, statistical data from your local real estate board.

#5 - Make it clear and obvious that you believe in yourself when you attend listing appointments. That doesn't mean get all cocky, but rather aim to exude confidence. How are you going to convince sellers that you can do a phenomenal job for them, when you haven't even convinced yourself? Trust me, sellers can smell "fear." Using Darryl's R.E.A.L. approach below may help:

• R. - Rapport building is the key...If you don't establish good rapport, the listing presentation is going nowhere.
• E. - Engage the sellers with compelling information.
• A. - Advise them on how you will solve their problem
• L. - Listings will be YOURS!

#6 - Become a "master rainmaker." The more leads you generate and follow-up on, the greater the likelihood you will turn those leads into appointments, then turn those appointments into writing contracts, those contracts turn into closings and those closings turn into CASH! Rainmakers get PAID despite the stormy real estate climate.

• Prospect, prospect, prospect....constantly work towards generating leads.
• Always look to schedule as many appointments scheduled as you can handle.
• Actually attend as many appointments as possible.
• Listings, listings, listings and more listings is the name of the game.

#7 - Be sure to hang around positive people. We are often a reflection of our environment. When we hang around positive people, their positive attitude, optimistic outlook and good habits will rub off on us. Choose the company you keep carefully!

NOTE: BY MONDAY I WILL CONCLUDE THIS 3-PART "TRIPLE PLAY RECAP SERIES" WITH A RUNDOWN OF THE 3RD INFORMATIVE SEMINAR I ATTENDED (LEAD BY UPSTATE NEW YORK BROKER/AGENT, JIM PUGILESE).

Stay motivated,

Amber

www.AmberLovesRealEstate.com

Below are the Top 5 things I took away from the seminar taught by marketing consultant, trainer, speaker, author (Jennifer Cummings) at the "Millionaire Maker Potato Chip Marketing" seminar at the NJ-NY-PA "Triple Play" regional real estate convention in Atlantic City this week. Perhaps you read the article she wrote in the recent Realtor Magazine.

I'm paraphrasing a lot of what she said in the session. Everything is broken down based on the notes I wrote feverishly, as I listened to her every word intently...

1. The #1 mistake most real estate professionals make is they confuse advertising with marketing. Advertising is to generate attention and create awareness. Marketing is to position something to actually compel someone to buy it. Personally, I assumed that every real estate professional knew the difference, but looking around the room I got the sense that wasn't the case. It was an eye-opening revelation for many to learn that while the two are related, they also have very distinctly different functions.

2. W.I.I.F.M. (what's in it for me) - Real estate marketing should be focused on what they can do for the client, and not totally centered around you as the real estate professional. Find the answer to solve the problem, and you've earned a client for life. We should definitely tout our resume' and accomplishments, as these are these tools help tell our uniquely individual stories. We should just make sure everything leads back to the W.I.I.F.M. (what's in it for me) for the client.

3. Consistent follow-up is important, but being too persistent may come off to clients as desperate. Find a balance of being thorough but not over-bearing.

4. In addition to being a "general practitioner" finding a niche is also a great idea. Buyers & sellers often take comfort in knowing they're dealing with an "expert." If luxury estates or waterfront homes or investment property or first time buyers or listings or commercial deals is your "thing" then become known as an expert. Whatever your special "thing" is, definitely try to develop a niche. The more focused you are, the more powerful your are.

5. Realtors get paid in direct proportion to the value they give. You've got to give to get. Don't hoard information and force people to give you their "last born" in order to get insight from you, i.e. don't put a mandatory opt-in page on every single page of your website, in order for consumers to browse your site. The more value you "give" the more loyalty and business your clients will give you in return.

TOMORROW I WILL SHARE THE TOP 5 THINGS I TOOK AWAY FROM SEMINARS WITH TWO OTHER WELL-KNOWN MOTIVATIONAL SPEAKERS & TRAINERS.

Stay motivated,

Amber

www.AmberLovesRealEstate.com

"You are a living magnet. What you attract into your life is in harmony with your dominant thoughts."
- Brian Tracy

I believe that quote by master motivational speaker & sales trainer, Brian Tracy, is one of the truest things ever spoken. Some may call it the "law of attraction" and others call it "The Secret," but actually it's a slightly different concept. Why? Well, because Brian's statement subtly highlights the side of the "law of attraction" that many of those who focus on selling books, DVDs and audio cassettes may not really focus on.

The focus of his statement zeroes in on our ability to attract that which is can be good, rewarding, financially satisfying and spiritually uplifting in our lives. However, if you look a little deeper it also points out that each of us harnesses the internal power to attract what we DO NOT want into our life as well.

The proof is in the pudding...

1. If we say our credit, our relationship with a family member, friend or co-worker is damaged beyond repair, then we won't take the necessary steps to fix it and make it right again.

2. If we focus our thoughts on the stock market is "bad" then our actions will be such that won't help the stock market get any better.

3. If we are fixated on the real estate market slow down and we get discouraged, then fool ourselves into thinking we won't be able to make any decent $$$ in today's market, then we won't make any money.

Relationships that have soured can be sweetened. Stocks that have dropped will rise and regain their value. A real estate market that initially slowed will show signs of a resurgence again...(in my area of New Jersey in many cases it's already showing positive signs).

The bottom-line is, our outer reality is a direct reflection of our inner reality. If we think it, believe it and do it, it becomes real...whether good or bad.

Today you have the power to decide what thoughts will dominate how you think. You are the Director of your very own reality show.

You are in the driver's seat. Today your internal GPS is going to show you how to get to where you want to be in your life & career.

You have the keys...Are you ready to drive?

Stay motivated,

Amber

www.AmberLovesRealEstate.com

Below are 5 simple tips that will help you grow your business & make more money! These can be used by Realtors, mortgage professionals, lawyers, insurance brokers, entrepreneurs and anyone in ANY type of business...

1. GO BACK TO THE SOURCE: Go through each of the transactions you've successfully closed, and identify the source of business. Where did you get those clients from? Were they from direct mail marketing & farming? Referrals from past clients? Referrals from other professionals in your fields? Holding open houses & seminars?

TIP: Don't always try to "reinvent the wheel." Look to the sources that have already brought you income and revisit them regularly and frequently.

BENEFIT TO YOU: You will increase your number of transactions and make more $$!

2. SHOW APPRECIATION: People have plenty of options in today's economy. Whether it's deciding which Realtor & mortgage rep to select or which new car to drive away in, which insurance coverage to purchase, which dentist to go to, etc. consumers have an abundance of choices.

TIP: If someone is thoughtful enough to patronize your business, then let them know you value and appreciate their loyalty. Send them a brief hand-written note or card. A "little THANK YOU can go a longggg way!"

BENEFIT TO YOU: You will increase the number of referrals you receive and make more $$!

3. CUT THE FAT: Go through all of your receipts and credit card bills to review how much money you've spent. Take a serious look at your expenses, and see what things could really be streamlined. I'm not suggesting you cut back on marketing, but rather you cut out the things that really aren't necessary.

TIP: If you've spent a lot of money of activities and certain marketing initiatives that haven't given you any substantive ROI (return on investment), then it's time to STOP the bleeding. Focus on spending your money on those things that have proved themselves to be lucrative in terms of the pay-off.

BENEFIT TO YOU: You will stop spending money on the things that aren't yielding you any real returns, and you'll free up money to invest in the types of things that will make you more money!

4. UTILIZE A CONTACT MANAGEMENT SYSTEM & AUTOMATE:I can't begin to tell you how much "automatic bill pay" and online banking have made my life so much easier! All of my monthly creditors are organized and saved online. Every bill gets paid on-time like clock-work, so no late notices. The reward? Good credit standing. The same is true with prospects that we target for new business. If we regularly keep in contact with clients (past, present, future) and colleagues, well be "credit-worthy" in their eyes, thus they're more likely to extend us additional credit.

TIP: Find a good contact management system. Use the cold winter months and commit to entering every person you meet in your system. Set it up so that they automatically get emails and/or newsletters from you. This way you will stay top-of-mind with them, especially when they have a real estate need or want to give you a referral.

BENEFIT TO YOU: You will save time, save money & make more $$!

5. MAKE A PLAN & STICK TO IT: Have you ever heard the old adage, "If you fail to plan, you plan to fail?" Well it's 100% true! I mean, what NFL football team goes out on the field to win the Superbowl Championship without a plan? What heart surgeon replaces a heart valve without have a well-thought out plan for the surgery procedure? It just doesn't make sense to gamble something as critical as the fate of your career and your ability to support yourself & your family. We must have a PLAN OF ACTION!

TIP: Write down the 10 things you wanted to accomplish in 2008, and beside each item write one or two brief sentences about what action you took or needed to take in order to make it a reality. Next to each goal place a check mark next to each thing you actually achieved, then look at those that are unchecked. Below on the same sheet of paper write down your 2009 goals for your business. Include the items you didn't accomplish last year and write down additional new goals for 09' until your list features 10 goals (at the very minimum) you want to achieve for the new year. Every week look at your list and remind yourself about your plan of action. Each time you accomplish something on your list, check it off and move on to tackling the next thing.

BENEFIT TO YOU: You will feel more "in-charge" of your career by knowing exactly where you want to go, and what it'll take to get you there!

Stay motivated,

Amber