Network Marketing; Flexibility and Choices

Network marketing is a distribution chain of independent sales representative. Sometimes referred to as consumer-direct marketing, direct sales or multi-level marketing (MLM). The term “affiliate marketing” is one originally referring to online cross-selling, yet it is also applied as a new buzz term for network marketing. For those who wish to become an entrepreneur but don't know where to begin, an arrangement like this can be very attractive. Often, there is talk of making a lot of money in a short amount of time. Now, what's that old adage about if it seems too good?  

Some of these companies are good and some are just filled with MLM junkies who are on to the next “opportunity” when the previous one has fizzled out. Now, so much of it is done online and the internet has really changed the model of how companies like Amway, Shaklee, Avon, Nu Skin and Herbalife have to market themselves. Case in point, a lot of Herbalife distributors are now establishing brick and mortar smoothie shops. That’s not bad, but most in the “network” were originally sold on not having an overhead. A storefront, utilities and employees are overhead.

It's PROBABLY not a cult, but you have to be aware of the lingo and rhetoric. You will hear things like, "down-line" which is the group of distributors you have recruited to your "organization" or "team".  Obviously, the one who recruits you is your "up-line". They love slang and initials. Point value (PV) is sometimes used instead of referring to money, and every distribution level will be named after a gemstone or mythical creature. It's a way of keeping score without realizing how little money one may be actually making. 

Should you attend a meeting, the facilitator up front will be quick to tell you how much money he made. But if you ask someone on the back row who has been attending for a year or more, they will be as tight as a clam. You will also hear about how easy the "plan" is. Well it is easy, once you have put in the blood, sweat and tears. But who knows for how long that will take?

Over my life, I have been a distributor for a handful of these. Personally, I believe the best ones are those which provide a service rather than a line of products. It's much more straight-forward. Professional services also tend to attract a better class of people. And that is KEY. You will be recruiting... a lot! No one ever became rich from simply being a distributor. You have to have a big down-line. 

Is network marketing a pyramid? There are stipulations within Federal law and possibly even State laws as to what constitutes a pyramid scheme. These are based on what the product or service is and organizational structure such as how many levels of commission there are. If a distributor joins the company, he or she CANNOT be forced to purchase products or use the service to join. This is a serious no-no as well as a sign it's a scam. Though, they may charge a nominal administrative fee of twenty or thirty bucks to set you up as a distributor.

A big factor as to legality, is whether there is even a product for sale or not. I remember in the late eighties, there was something called the "Airplane Game". People would pay to "play the game" but there was no product. As individuals paid a thousand bucks or more to join, they would move up from passenger the flight attendant to captain, based on how many other passengers they sold "tickets" to. It was akin to a Ponzi scheme. This was a clear pyramid and its originators actually went to jail. 

I may sound a bit cynical of this "referral marketing" because so many of them are unfortunately fly-by-night. But I am actually not opposed to the marketing model. Not at all! In the right setting and with the right service or product to offer and a good leadership team, one can start a very nice business with little investment. Of course, where there is little upfront money, there must be a lot of effort applied to grow the business. But, that shouldn't intimidate a budding entrepreneur! 

Here are a few things to avoid;

 - Any company that has broadened its reach from the original core product. They have lost their focus, mostly due to competition or market boredom. But more crap to sell is nothing more than just more crap! Look for something that is unique or exclusive.

 - Companies that can restructure your commission rate without your consent. They will do this.

 - Avoid organizations where the MAIN thing is recruitment. That’s not a business, it’s a networking association.You can find this out by visiting the "sales" meetings and timing how much the person at the front of the room talks about bringing people to next weeks meeting than the products themselves.

 - You can't swing a dead cat without hitting a vitamin or "supplements" company these days. They are cheap to make so they can have a huge markup. The quality of most of these are not any better than what anyone would buy off the shelf. Though, you will hear customer testimonials rave about the product simply because they never took vitamins before! I am guessing almost half of these companies are in the herb, oil or vitamins business. If supplements are the mainstay of the company, run!  

 - Also run away from companies that are “breakaways” from other marketing groups and are replicating their predecessors. This happens many times because someone with a large down-line has figured out how cheap those vitamins are and wants a bigger piece of the pie. The problem is, all those people who were fickle enough to leave the original company, will be fickle and leave the new one as well. 

 - If you hear "We're going international", it's because the product is saturated domestically.

 - If it's less than two years old, it's untested and the leadership has yet to prove itself. If it's over ten years, you have MISSED the "ground floor" opportunity.

But there are upsides as well. If you have never been exposed to sales or business in general, this is a wonderful environment to begin! This can be a place to encounter different marketing ideas and sales tactics. You will learn quick whether a prospective customer is interested in what you have to offer. Business is about controlling your resources and the most important one is time. You will learn to prioritize your efforts in a way that may not be required in a typical 9 to 5 job. 

In fact, it is something that allows for flexibility. More and more people have "side hustles" these day. This can be a perfect weekend gig until the business takes off. Though, at some point, you may want it to be large enough for you to leave your steady employment. At least, that is the dream of owning your own business. But some speak of just having some extra pocket change or making the car payment each month. Again, it's flexibility.

Even if you don't make your first million through network marketing, you will gain a lot of sales experience that may come in handy in other endeavors. Though, there is encouragement from your up-line and other distributors, you will learn to test your mettle by pushing yourself out of the comfort zone. THIS is what all entrepreneurs learn in order to be successful. 

Generally, the other people involved are very positive. A rookie business owner may be shown new, healthy ways of thinking through shared books like Think and Grow Rich, or How to Win Friends and Influence People. Sadly, not everyone was exposed to having dreams and aspirations or the art of being positive while growing up. For those raised in a negative or even abusive environment, this can be very cathartic and freeing. Friendships may be formed that will last long after the business. 

Millionaires have been made and operate ethically throughout the country. I've watched people do it with my own eyes. It is up to YOU to discover the right path (and group of people) to take you where you want to go. I have also seen dozens if not hundreds move on to do something greater, using the knowledge they gained from their networking venture. Like anything, you only get out of it what you put in.   

 

May I Offer a Little Friendly Advice?

There is an old saying: "Free advice is only worth what you paid for it". Well, hold on! Not everything that is free is completely worthless. Consider the air we breathe. Yes, there are times when advice can be good and beneficial to its receiver. There is another adage: "The best things in life are... FREE". Perhaps more than the actual advice, we should better scrutinize the source. WHO is the one imparting the sage wisdom? Are they actually a sage? In other words, is it someone who actually has experience in that field?

When I was in business school, we had the occasional adjunct professor teach some of the upper class courses. An "adjunct" was someone who was not on regular staff, but still worked in the industry of which they were teaching. That being the case, they were usually night classes. I always had this feeling that the regular faculty didn't like adjuncts. Nonetheless, THEY are the ones from whom I learned the most. If I saw an instructors name in the course catalog I didn't recognize, I knew it was probably a business owner or CEO. It would be someone I could ask real-world questions and get a straight answer. An answer based on experience and not what was already written in the textbook. In other words, I valued their advice.   

In real estate, it is estimated over half of all agents nationally quit after the first year in the industry.   One major reason for the high turnover is rookies feel they are not adequately trained in the BUSINESS of real estate. Over a decade ago, I was a real estate trainer for one of the largest RE/Max franchises in the country. It was a job I enjoyed and held that position for about five years. The program I put in place for new agents was hugely successful as evidenced by the stint of their careers. The training was said to be so good that veteran agents of other companies would recommend their friends who wanted to get into real estate to come see me! The managing broker loved me.

Given the acclaim from within as well as externally, you would think all the newbies would always hang on to every word I said in our training meetings, right? Nope! A new agent would knock on my office door and ask "Do you have a minute"? I always made the time. Once they asked a question or told me of a challenge they were having, I would tell them the best course of action or even offer a couple of suggestions. USUALLY, it was based on an experience I actually had throughout the course of my own career. I was puzzled the times they would not heed my words and go it their own way, sometimes re-inventing the wheel.   

On one particular incident, one of my agents asked if she could simply use the old house photos from an online listing that had expired with another company. Though I had never heard of such, I told her it was best she take her own listing photos and "start fresh". Simple enough, right? It may have been laziness on her part, but it certainly was not by accident she posted the old agents pictures online. Three days later the broker of the expired listing's company called my broker and words were exchanged. I believe the topic was intellectual property rights. Once my young agent caught wind of the conversation, she called the old agent and further exacerbated the situation. Feelings were hurt and there was now bad blood between the two firms, which in real estate is NOT good. Not good at all. All she had to do was take my advice... and her own damned photos.

What I realized was there are people who seek validation rather than unbiased advice. They have an idea and go to the expert. IF the expert agrees... YAY! But if the veteran dissents, they simply do what it is they really wanted to do all along. I use to be extremely annoyed by this, as I considered my time was wasted. Now I see it is part of being human. To varying degrees we all do this. We get it in our head what we want to do, but ask opinions of others to cover ourselves. This is why it is vitally important to suspend making final decisions on important issues until enough workable information is in. Granted, it's hard to separate our emotions from a logical decision. That's the human part I was talking about. Consider all the down on their luck gamblers in Las Vegas; a prime example of not separating ideas from emotion.   

Real estate is a tough career, but so is public speaking. I'm not even talking about being on stage. That is only 10% of it, the tip of the iceberg. As a public speaker and corporate trainer, I have about ten people a year ask me how to get started as a motivational speaker. I always stop what I am doing and take time to talk to them and answer any question they have. Why? Because a lot of successful speakers along the way stopped to talk to ME. They gave me advice and I took it. I always let novice speakers know the one most IMPORTANT bit of advice I can spare for someone just getting in the business; join Toastmasters International. Toastmasters is a public speaking club where one can learn the skills. The cost is only about $100 annually and generally, members are warm and welcoming. So, how many would-be Tony Robbins took me up on my advice? None! Not a single person I ran into again or called a month later actually joined Toastmasters. My guess is their dream is more attractive than the actual work of bringing it into reality. 

My advice to you: the next time you seek someone's opinion and their idea is contrary to what you initially thought, do further fact finding. However, they may be able to spare you some heartaches and stress. Has this person actually done what it is you want to do? If not, then WHY are you asking them?  Find someone qualified with real-world experience. If something isn't as easy as you originally thought it was, you're probably on the right track.    

http://MomentumSeminars.com
MomentumSemianrs@gmail.com

Holiday Listings

Each year, about this time, Realtors across the country hear those same three little words “…after the Holidays”. The real estate market tends to go into an economic hibernation for a couple of months as activity slows down. Our focus shifts from seeking listings and promoting sales activities to turkey and hanging out with the family. We spend more time in the car trying to GET to the mall, than we spend in the mall itself, and those lights aren’t going to hang themselves. We plan our cross-country trips, buy gifts for our loved ones, and make sure that we are stocked up on eggnog. Mmmm, eggnog!

Years ago, I would send out a postcard to my farm area entitled “8 Reasons to List during the  The intent was not only to promote myself and the services I could provide, but also to create a shift in the mind of the seller who had already decided to put off listing until the New Year. I would also send the little card to my current listings who I knew might expire during this period. I will share a few of those ideas with you.

Holidays”.

First, the listed home is already looking pretty! No need to “tidy up” before company comes over or make the place look festive, or bake wonderful smelling cookies in the oven to make it all seem like home. It already does. The owners did you staging for you! As professional marketers, our intent is to allow the would-be buyers see themselves living there. What better family time to make them think of than the Holidays?   There’s also no need to cut the grass just before a showing appointment.

Another good consideration is the Holiday schedule itself. Many times, manufacturing plants and other businesses will completely shut down for a couple of weeks.  This means those “by confirmed appointment” sellers are now much more flexible, and easier to reach by phone. Most offices in the Middle Tennessee area have some sort of appointment system that a client could simply block out important family days and sub-Holidays like New Years Eve. Buyers are in the same boat, so there is not a need to wait until the weekend to set appointments.

In my first few years in the business, I made myself available to anyone and everyone who want to buy or sell. Without fail, I always picked up new clients at this time because everyone else had their phones turned off. Consistently, I heard stories of how people must have called a dozen agents, but no one picked up or returned their call. Well, I did, and I got new clients out of it, too. Many of them were people relocating to the area in a few weeks or months, and had this time to look for properties. I always did business!

Yes, there are a lot of points to consider during the Holiday season, but your mental default should not be that of “Nobody wants to buy or sell during the Holidays”.  By working smart and being available, you just might be able to put a nice little bow on the end of your business year.  

BlaineSpeaks@gmail.com

Too Much Clutter Can Kill Your Real Estate Deal!

Too Much Clutter Can Kill Your Real Estate Deal!  by Blaine Little 

One of the first things a good Realtor will tell his or her seller clients is to "de-clutter". This is not necessarily saying the house is a mess or dirty, but does imply it's time to put away all those personal chotchkies and souvenirs collected through the years. The intent is to allow potential buyers feel as though the home could already be theirs. But what happens when all those little nick-knacks are the focal point of the house instead of the kitchen appliances?
  
Some years ago, I had a listing appointment for a lady who was moving back to her home town. I was to meet her one afternoon, and before leaving the office, I did a quick check of everything I might need; camera, flip book presentation, forms, and of course, my "lucky" pen. On the drive over, I rehearsed in my mind, responses to the three or four common objections I might hear during a listing appointment. I also considered common issues with the house, such as pet odor or a bright decor. However, nothing quite prepared me for what I was about to see.

After ringing the doorbell, the lady greeted me warmly and invited me inside. From the front living room door, I got an eyeful! The walls were a neutral tone of light gray, the carpet was beige, and the beanie babies were, well, MANY. On the far wall she had a wooden rack full of them. There were about 20 little plush toys across each shelf and about a dozen shelves down. She had two such racks, and several "Ty toys" out on tables, so you do the math. She had hundreds of these things! Just tiny little teddy bears and other assorted critters all in every color imaginable.

Something occurred that doesn't happen to me often: I was speechless. In our short time together and on the phone, this lady was so polite and seemed like a very sweet person. So, how was I going to break it to her that she really needed to take them down? As luck would have it, when she noticed me eying the wall, she proceeded to tell me a story that seemed to be attached to each one. Where she was when she bought them or how a friend who knew she collected gave one to her or what a special one meant to her. I just saw hundreds of pieces of felt.

When buyers enter a house, they imagine what that property could like like in a few weeks. They consider lighting, mentally place their existing furniture in each room, and quickly scan for any repair items. In short, they assess how that house will suit their needs. However, if there are tiny, multi-colored items all over the place, this is a huge distraction. The human eyes can only take in and analyze so much. Even though a listed property may be clean and tidy, it just appears CLUTTERED. 

As real estate professionals, we must tread lightly here. What may seem like an obsession or just plain weird to some of us may be very important and significant to our clients. For a house to appear as a potential "home" to a buyer, it needs to be shown in its best light. That means clean and showing a lot of surface area. Showing open areas on a wall, floor, ceiling or table make the property appear lager than it is. The simple reason is only a few objects can occupy the minds of buyers before they become frustrated and simply decide to move on. This is exactly why we notoriously ask sellers to remove everything from a refrigerator's surface. For those of us who have children, that's a tough one.

I once had sellers where the husband collected about a dozen collegiate baseball caps and displayed them very proudly on shelves in the den. Though this were not hundreds of items, it was still clutter. At this point, I delivered my famous line; "You need to pack anyway, because you will be moving soon." Believe it or not, that usually works!

In the interest of full disclosure, in my home office I have a closet that is filed with magic effects and illusions I have collected over the years. Each was selected to fill a specific magic "need" aside from raising the ire of my wife. That probably seems weird to most potential buyers, but then again, my home isn't currently for sale.

http://speakingforeffect.com/
BlaineSpeak@gmail.com

The Little Red Squiggly Lines of Imperfection

So many people want to keep a perfect track record. As though THAT was more important than actually doing the job itself. I have stated several times to friends and family; "perfection is a myth". This concept of never being willing to make a mistake is sadly permeating our society. It's not just with the young people, either. Those changing career fields, also seem to have a certain aversion to failure. Granted, there's nothing wrong with wanting to do a job well. That's admirable, though it shouldn't stifle our ability to perform at all.

Those who wish to over analyze a situation will always be surpassed by those willing to "stumble forward". I recall something a friend of mine told me he heard from a former Chief Justice in one of his law classes; "The 'A' students will go on to teach, the 'C' students will do well for themselves, but the 'B' students will make all the money". That just always stuck with me. But isn't it contrary to conventional wisdom? Shouldn't it be the heads of the class who make the money?  After all, they had the best notes! Of course, you know the answer, life doesn't hand you notes. What life does hand us, is a series of lessons if we are willing to learn them.

We can think of countless success stories of famous people who were preceded by a long string of failures. Many times, these people overcame rough upbringings, family members who refuse to encourage their vision, lack of education, or economic hardships only to go on and invent the spinning spaghetti fork, or latest nose hair trimmer. When these people experienced setbacks, did they ask their college for a reimbursement on their tuition or simply try another way based on what didn't work previously?  As Alvin Toffler stated; “The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn. ” That in mind, why do we seem so averse to learning what life has to teach us?

Many in business have drawn the erroneous conclusion that making mistakes is somehow bad. Is it? Most days, people make mistakes and never even know it. If ignorance is truly bliss, then perfection equals... well, ignorance. To a greater point, we are perhaps most afraid of looking bad to our peers or feeling as though we fell short of the skills of our competitors. But are the abilities of our colleagues and competition that much superior to ours? Or, did they come into their own by just not caring as much about OUR opinions of them? In other words, are they free from the additional stress of what others think, so they just go ahead and "mess up"? It was Thomas Edison who said; "I haven't failed, I just found 10,000 ways that won't work". We all know what kind of a loser he was!

Still, the sense of everything in our lives being flawless, is to what many in America aspire. At what point in our lives do we come to learn that everything must be an elusive 100%? Was it our family, grade school, college or career that led us to form such a judgement?  That's right, I just spelt "judgment" with two "E"s. Though the little, red, squiggly line tells me I 'goofed', I'm just fine with it. After all, it doesn't change what you perceived me to write, nor the point. My advice; don't be afraid to live your life with little, red, squiggly lines!

http://speakingforeffect.com/
BlaineSpeak@gmail.com

Analysis Paralysis!

I have taught Realtors and sales forces for almost a decade now. From brand-new rookies to career agents, I know one thing that will never change... change itself! Change will constantly come at us, and no matter how much we think we know, we don't. There is always the need for additional knowledge and training. Information and experience are vital to the decisions we make on a daily basis. With the knowledge we have, and the benefit of past lessons learned, we can better assess the risk involved with any endeavor that may require an investment of our time, money, or emotions. That being said, we will seldom have an unqualified answer to the question: "Should I stay, or should I go"?

Several years ago, I was training a new twenty-something agent on my sales force when I was with a local RE/Max franchise. One of the first skills I taught this group of "newbies" was how to find prospective clients. This particular agent was attentive, thoughtful, and took copious notes in my Tuesday morning sales meetings. Jeff was what most sales trainers dream of; a clean slate devoid of bad sales habits, someone who was "coachable". Indeed, he asked a lot of questions every Tuesday morning, and most every other day as well. He asked a lot of good questions, but mostly just A LOT of questions. Initially I didn't mind. After all, that was part of my job. Although, after a month or more of this, and no clients to show for it, it finally dawned on me where his head was. His lack of confidence in being able to overcome every possible objection, stopped him in his tracks.

One Tuesday morning, after the rest of the team of new agents cleared out of the training room, I said to him; "Jeff, you do realize you will never have all the answers to every challenge that may arise beforehand, don't you? In other words, you cannot possibly absorb everything from a textbook, or class in an attempt to eliminate a problem before it reveals itself to you". Jeff looked to the side, back at me, then widened his eyes. This was his moment of Zen. Though I do not consider myself his "guru", a light had clicked on for him. A switch that for many of us never gets flipped. It's the realization that in order to pursue success, we must first be willing to fail.

So many people want to keep a perfect track record. As though THAT was more important than actually doing the job itself. I have stated several times; "perfection is overrated". More on that in a later post. But, this concept of never being willing to make a mistake is sadly permeating our society. It's not just with the young people, either. Those changing career fields, also seem to have a certain aversion to failure. Granted, there's nothing wrong with wanting to do a job well. That's admirable, though it shouldn't stifle our ability to perform at all. In the words of Marcus Lemonis, "Have no fear and be willing to fail." Most challenges have more than one solution, but none of them will be completely perfect anyway.

Fortunately, it is NOT the job of a Realtor to know everything. It is the job of the Realtor, or sales professional to understand our client's goals, then find the information that will be pertinent to our clients making an informed decision. Yes, we are compensated for helping others to avoid (or at least properly assess) the risks involved. That's why we exist! We are the professionals. But, we didn't become that by never making mistakes or by just asking a bunch of questions. So stop worrying about not knowing everything, and get to work. Your clients need you!


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www.MomentumSeminars.com 

So, Just ASK, already!

Do not underestimate the power of asking for that which you desire. In business, it is generally expected that after the "pitch", comes the "ask". It must be in that order, too. Why would a buyer or potential client do business with someone else, without knowing all the facts first? As Realtors, we rehearse our presentation and practice eliminating objections, but we give little consideration to actually getting the ink on paper. Too often, business people sit back after we have shown all the graphs, answered all the questions, and simply STARE at the prospect. The prospect finds this really creepy, by the way. Without asking for the order, the default answer is always "No". Even worse than not actually asking for the contract, we may give the feckless "so, what do you think"?

Asking also plays a big role in charities, recreation, and civic organizations as well. Years ago, I was curious as to why there wasn't more participation in the annual Chili cook-off in my real estate office. The Managing Broker of the company told me, "Some times, people just want to be asked". That really struck me as odd. This was something we did every year in the Fall, and everyone always partook and had fun. So, it's not like people didn't know to enter the contest, especially since it was posted, mentioned in a meeting, and followed up in email. After all, if an opportunity was available, or a position open, such as "Snack Chairman" for the high school volleyball team, wouldn't people just raise their own hand, and say; "yes, I would relish the opportunity to be the Snack Chair this year". I followed her guidance, and sure enough, we were able to double the participants, and everyone enjoyed the party.


Some time later, that same real estate broker needed to fill an Office Manager position at the firm. She must have had over a dozen applicants. She selected three or four potential hires for an interview. After the process, she confided in me, her decision came down to the one interviewee who actually ASKED for the job. I was under the assumption being grilled for twenty minutes on what animal you would be if you lived in a forest, WAS asking for the job. Apparently, not. The lady stated how much she really needed the job, and actually vocalized the words; "Will you hire me?". Turned out, she was a really good fit for the office, and she never for a second indicated she took the position for granted.

Seeking a favor puts us at a disadvantaged position. When negotiating, we want to come from a position of power and strength, but in asking, we admit the ball is in the other person's court. Many times, the ball IS NOT in our own court, and coming to that realization puts a knot in our stomach. Nonetheless, formally requesting the business is where the rubber meets the road. Even being denied your request is certainly a better position to come from than; making your presentation, dodging objections and being grilled for half an hour, only to toss out "So, what do you think" in the end. My advice; swallow your pride, and just ask!

 http://speakingforeffect.com/

RESPA – More Teeth than Ever

The following is an article I wrote for the Middle TN Association of Realtors Newsletter in 2014...

As a rookie agent some fourteen years ago, all I wanted to do was get my license and start “selling homes”. At that time, the Middle Tennessee Association of Realtors would allow a new agent to postpone the orientation classes for up to one year. Yes, that’s exactly what I did! Several closings into my new career, I approached the one year mark, so begrudgingly scheduled my attendance in the NAR-required education. However, once the course was complete, I came away from the entire experience thinking “I really could have used all that information a year ago.”  Not only did I learn quite a few nifty marketing ideas to help me attract new clientele, I was also made aware of several liability issues to avoid.

Flash-forward to about eight years ago, I began teaching continuing education courses as well as the orientation at MTAR.  As a real estate trainer, I enjoy sharing concepts that will benefit my fellow Realtors, even if it’s those embarrassing stories of mistakes I made in the field. After all, why not learn about potential pitfalls in a classroom rather than actually making them yourself.

It was after one of these classes, I was approached by three or four Realtors who all had the same concern. I often have a student or two ask for some specific advice, and if the subject isn’t too “sticky”, I’m glad to help. In my 45-minute orientation class on the Real Estate and Settlement Procedures Act (RESPA) I had covered several points of how the Federal Government is opposed to, and eliminating kickbacks in the world of real estate. The agents related to me they were approached by a lender who provided marketing materials completely free of charge, even though I had just mentioned RESPA’s “fair share” rule of Section 8 as it pertained to advertising costs. From what was related to me, they were assured by the loan originator that paying the entire ad bill was entirely compliant with the law.

The whole story left me scratching my head, and wondering “has something recently changed concerning Section 8?” A good teacher wants to keep abreast of developments with one of his taught subjects. After all, it’s not like the Federal Government is going to give me a call to ask permission or even inform. So, like a good Realtor, I did my research. The law looked exactly the same as when I read it almost a decade earlier. Then, I called the RESPA hotline.  It rang, and rang, and rang. I called several times, but it appeared no one was manning the hotline at HUD. In fact, they weren’t. Not anymore.

Wanting a quick answer to give any updates at the Professional Courtesies class I was to teach the following day, I picked up the phone and called someone I knew would give me a quick, honest answer without all the legalese mumbo jumbo; the Board’s law firm of Smith & Sholar. In speaking with Brian Smith, I asked if the “fair share” concept was still in play.  He assured me Section 8 was still very much the law of the land. One new development he did mention was that of the Consumer Financial Protection Bureau, or CFPB. You probably first heard of this entity a couple of years ago as a consumer protection agency that would investigate credit card issues. In addition to that, and student loans, it also polices RESPA violations.  Smith told me this was a very serious investigating authority. Unlike HUD of prior years, who were essentially paper pushers, this new organization had teeth and wasn’t afraid of using them. He related a couple of stories where several real estate entities in the South were hit with fines in the millions.  To further put the nail in the coffin, Brian suggested if any Realtor is approached by a vendor to pay for all the marketing cost, and states that it is legal, have that lender (or title company, etc.) provide an opinion letter from their attorneys. He quickly followed that up with stating no attorney will ever furnish such a letter. 

It takes a small army to close a real estate transaction. Realtors need good partners they can depend on to not only close the deal but to look out for the best interest of the client. After all, that’s why RESPA exists. Shared marketing can be a true win-win. Not only does it cut down on a professionals overall ad bill, but it also exposes the public to several qualified experts at the same time. Whether you have someone you trust share in the cost, or go it alone, just be certain you are in compliance with the law.   

Blaine Little                                                                                                            SpeakingForEffect.com

http://portal.hud.gov/hudportal/HUD?src=/program_offices/housing/ramh/res/respamor#HT

http://en.wikipedia.org/wiki/Consumer_Financial_Protection_Bureau

http://www.housingwire.com/articles/30129-cfpb-fines-real-estate-firm-over-respa-violations

Are You A Fraud?

When I first became a Realtor fifteen years ago, I was excited about the prospect of helping so many consumers realize the "American Dream". But, as I actually began to approach prospective clients, a terrible sinking feeling hit the pit of my stomach. I had begun to question everything that had brought me to that point. Was I really trying to help others achieve a lofty ideal, or was I just trying to make a quick buck? Was I good enough? What if a client knows more about the situation than I know?   Believe me, there's nothing quick about making money in real estate, but these questions often enter a new agents mind... veterans too! These are normal anxieties that most people experience at one time or another in their lives. It just means you're human.

A magician will take the stage, with the intent of dazzling his audience. He makes sure his first effect is a big hit to quickly win his audience over with his demonstration of skill. After a few minutes, even the most hardnosed skeptics stop trying to catch the performer commit an error, and simply sit back and enjoy the show. The magician is delighted to know he has the audience in the palm of his hand. However, delight eventually turns to guilt. "These people actually believe I can perform miracles" the illusionist will think to himself. "My entire show is built on lies, deception and optical illusions. I'm a fraud"! It's what magicians call the Impostor Syndrome.

The Impostor Syndrome is something often attributed to over achievers, as well as novices. An actress makes a few movies that are well received, and the performer is in high demand. She now has the means to purchase a large home with all the furnishings, as well as that fancy sports car she always wanted. Then when she considers all those other people who are without the extravagant creature comforts, she feels guilty for her success. To alleviate the negativity, she offers to work FOR a worthy charity. This is a wonderful way to channel the energy into a positive. She then receives worldwide acclaim for her good works, and again, feels guilty for receiving the notoriety. She then rationalizes in order to find peace; she needs to lash out AGAINST something... anything. This explains why we have so much social commentary from the Hollywood elite these days.

What the magician's audience doesn't see is the countless hours researching, studying, and practicing in front of a mirror to get each and every effect just right. He will also experiment with different methods, and ask for guidance from other professionals. Similarly, a brand new real estate agent devotes themselves to their craft. Consider the hundred hours of formal training one must attend in order to achieve his or her license. Respect the fact most people would not endure sitting through the classes, studying for the test, taking the test (maybe more than once) and subscribe to an code of ethics in order to call themselves; Realtor. Yet, we feel ashamed if a member of the general public states information they found on Zillow or Trulia that they say is contrary to our research and professional opinion. One should never question their own abilities when confronted by those who are not willing to put in the hard work.

The magician is not paid to perform "miracles", he's paid to ENTERTAIN, which is what he does. Similarly, an agent is not compensated for "knowing everything", but rather to research a specific situation to help the clients achieve their goals. Still, there are some things we can do to overcome a fraud complex. First, understand by being committed to your industry, you already know a lot more than you may think. Second, when someone pays you a compliment, accept it. "Thank you" is an appropriate response. Also, fresh knowledge by way of continual training and keeping up with current industry issues is a good way to kill off the "impostor" inside. When it all said and done, you are a professional with a conscience. After all, a true con artist never has an issue with integrity, or the lack thereof. So, remind yourself, you are there to help consumers realize the "American Dream".

SpeakingForEffect.com

Where Are Your New Year's Resolutions?

Well, how have you done so far? July is the half-way mark for the year. Were you half the way to your goals? Do you even remember what they were? Be honest. No, my intention is not to pour salt into an open wound, but merely to pose a very simple question; Where are your New Years resolutions? We put a lot of stock in our dreams, and we give a lot of significance to the plans we make for achieving them, but do those plans actually move us closer to where we want to be in life.

According to a recent article in Forbes Magazine, only 8% of Americans actually achieve their resolutions. Yikes! Statistically, speaking (92% to be exact) I will NOT achieve my year-end goals. Now what? Anything but admit defeat! I know, I can "kick start" my goals anew. Re-energize my vision. Re-discover my purpose. Re-align my chakras. Maybe get in touch with my inner child?

What is a "goal" any way? It's a dream we write down on a piece of paper to make us feel like we have accomplished something, or that we're at least on our way. It's something we can tangibly hold in our hands in lieu of the actual situation. And as soon as that ink on paper becomes a reality, we'll be happy. We post it on our bathroom mirror to remind us of it every morning, or better yet place it in our purse or wallets so we can review it a few times a day.  In short, we get a certain short-term satisfaction for having done something positive that day. We begin to take charge of our lives! Sadly, reviewing our little wish lists, is not taking action.

A world-famous motivational speaker once said "set the type of goals that excite you to get out of the bed in the morning".  Of course, you could scrap those goals all together, and simply BECOME the person you want to be. That's right, simply take on the disciplines and behaviors of the top sales rep in your company, act as if you were already regional manager, or someone who has already lost 50 pounds. We can incorporate the aspects of a positive personality TODAY, and that will get us to where we want to be a whole lot faster than a slip of paper. In order for us to redesign our lives, it's going to take... wait for it... CHANGE. If we're being honest with ourselves, the average human, not coming out of some sort of traumatic experience, simply does not want to change. There's too much work involved, and we have to look at the not so positive habits currently in our lives. I think we avoid change not only out of complacency, but more the fact that change today is to admit we were WRONG yesterday.

Thomas Edison didn't create hundreds of inventions because he ran on a treadmill, made solid hedge fund investments, nor because he got out of bed any earlier. In fact, he was known for taking naps. He made the world a brighter place simply because he was, well, Thomas Edison. He accomplished all he wanted not by wishing on a star, or waiting for his ship to come in, or win it big in the lottery. He just did what the inventor of the light bulb WOULD do to achieve success. He failed hundreds of times just on this one endeavor, but he continued to change, alter, and modify the process. He was flexible, and not afraid to admit he failed along the way. There was a passion inside who he was that he would never find on a sticky note.

Where are your new years resolutions? If they are nowhere in sight, don't worry, you can essentially achieve them today. You just have to become a little better version of yourself and do things outside of your comfort zone, that includes admitting failures along the way.  If you're in the magic 8%, far be it from me to pour cold water on your endeavors. Go get 'em!  But you better hurry, it will soon be October, and I will ask you the same question again.

http://speakingforeffect.com/
BlaineSpeak@gmail.com

Welcome to My Blog...

Hello, my name is Blaine Little, and I reside in Murfreesboro, which is in the heart of the great State of Tennessee! I have been a Realtor for 15 years, a business trainer for ten, and a corporate entertainer for the past five. Just between us, that last one is probably the most fun!

So, why add yet one more set of incoherent ramblings to the internet? Well, I guess the short answer would be "why not". But that's too cliché. Through my business, corporate training, and dealings with other people, I have come across several interesting observations about businesses in America, and the people who operate them. Not earth-shattering, just interesting. Through that perspective, I have developed different philosophies about why people do the things they do, and how that effects their organizations.

Besides that, I like to talk a lot. I have written some articles, mostly for Realtor Associations. I have also trained and managed professionals, redesigned programs, and sat in on more committee meetings than I can remember. It's interesting why people do the things they do, but it is even more interesting as to why WE react to those other people.  Some times, that's just outright funny! Well, to me, least. Normally, I'm pretty quiet, but once you get me chatting, away I go!

The purpose of this web log is not to repeat the same "motivational guru" clichés as has been touted so many times in recent past.  As the name implies, "Speaking For Effect" means so much more than rehashing what has already been said. Instead, I will look at business concepts and training issues from a completely different perspective. So, thanks for taking the time to occasionally sit back, and take note of my ideas, observations, and philosophy. I promise, I will try to not take myself too serious. You may access more of me at my website,  http://MomentumSemainrs.com


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