"Prepare for the WORST, but..." Wait, how does the rest of that go?

"Prepare for the worst, but HOPE for the best!" Why is it we tend to forget the last part of that maxim? Is it because we have heard it so few times? Perhaps it's too long? Maybe the concept itself is too complex. It may be the first part, the doom and gloom part, takes all our concentration.  After all, can we really expect our minds to think in two completely different terms? Yet if we are looking under rocks to uncover potential booby traps, we never take the time to enjoy the proverbial flowers.  

First, understand that anxiety is actually there for good reason. It's a survival mechanism. We are constantly looking for an alternate ending, a way out, or at least a really good lie. We want to have options when it comes to saving our relationships, not getting mugged, being fired, or just talking our way out of a traffic ticket. Self preservation itself is not bad so long as it is not at the expense of others. However, we get stuck there. We are always watching out for the next big financial pitfall or social jackpot. Our minds take in billions of bits of information every day. The great majority of that data has no bearing on our lives whatsoever. Nonetheless, there is a lot to sift through. Perhaps there really are more things that could go wrong than right.

Without a doubt, negative self-talk will manifest itself into a bad attitude, limiting beliefs and even a poor outlook on ourselves. Some of that talk is our own creation and some of it (some more than others) is something that has played each and every day since we were small children. So, why is this little inner PA system always playing? With exception to deep-seeded emotional issues, there are just two reasons; we are comfortable with what is familiar, and silence scares us. Yep, that's pretty much it. Trusting in the way things have always been done is far better than looking inward at ourselves.  Have you ever known someone in a co-dependent relationship? Rationale would dictate they leave an abusive entanglement, but they remain due to a fear of the unknown or even possibly being alone.    

Perhaps we should BEGIN hoping for the best! Far more important than dwelling on unrealistic negatives is how to move forward searching for positive outcomes. This takes adjusting our own attitudes toward, well, everything. This is nothing that can be done a psychologist, minister, board-certified magician, your boss, your parents, your spouse or the HR lady. Sorry, not even I can help you with this one. It is something the individual must do for themselves.   

However, here are a few things that help you move in the right direction;

Get a better class of friends. Motivational speaker Jim Rohn once stated; "We are the average of the five people we spend the most time with." We tell or children to not hang out with the wrong crowd. Yet do we head our own advice?  You are only obligated to see your extended family on Thanksgiving, the other 364 days of the year are YOURS!  Seriously, do we seek those who can help elevate us or simply those who are comfortable and familiar?  Maybe we gravitate toward those who are most like us, as we are now. Perhaps we are the ones who are co-dependent.

Again, with the diet and exercise? Yes and who knows, there might actually be something to it, too! There have been hundreds of studies on the emotional and psychological benefits of Omega-3 fatty acids. That means more fish. Also, we must train ourselves to fill our lungs with more air so we can better get oxygen to our brain. The type of deep breathing we can only get from exercise. Good news here; ANY physical activity will get our heart rate up, so have fun with it. Unless you have a medical condition, there is no wrong exercise.    

"Purple giraffe!" Did you just envision a blue otter in your mind? No, because it was filled with the image of a two-tone lavender equine with a long neck. The human brain can only concentrate on one thing at a time with any great detail. Whatever is there, is there. If we tell ourselves to NOT think of something, it's still there. We can't allow ourselves to become frustrated when we imagine the worst, like getting fired, breaking up, arguing with our children or Bananarama on tour. Acknowledge those negative ideas for what they are; distortions of reality. Then, simply let them creep on through our mind until they find the exit. They will eventually leave, they always do unless we choose to hold onto them.    

Give yourself a time out. Take some quiet time, you deserve it. Go somewhere completely devoid of people, phones, distractions, wi-fi or even background music. Have a conversation with yourself. As stated, we already talk to ourselves, so this should be easy. Have an honest talk with yourself about the type of person you are, what makes you happy, and where you want to be in life.  Believe it or not, this is where I LOSE MOST OF YOU. As simple as it is, it's just too damned awkward.  

Get enough sleep. A Columbia University study showed the rate of those surveyed who had sleep
deprivation and sought out professional help for psychiatric disorders by about 8:1, versus those who were well rested, yet sought help. Eight to one! How many of those eight would never have had an issue had they just got an extra hour or two of sleep each night? Those one-hour sessions lying on the psychologist's couch would have been just as effective had a subject actually fallen asleep on it!   

Live with passion! No doubt, some people aren't seeing the good simply because they just are not happy.  Happiness really is a decision, not a state. Of course, we all have bad days, suffer regret and mourn loss. But that should be the exception to human existence. When I conduct career coaching with clients, I ask them what they are most passionate about. Sadly most simply do not know what would excite them to get out of bed in the morning. They only roll out of bed due to habit or a sense of what the consequences will be. Passion overcomes fear and if we are anticipating all the good that will come from the new day, our attitude will rise to meet the need. 

Sad to say, we will always have those little negative thoughts and anxiety. The trick is to outweigh them with positive expectation and constant reminders of how awesome we truly are. And that, takes purposeful intention.  

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

Service at the Speed of the Human Race™

The information superhighway was never intended for people to take a leisurely stroll. The internet was created, and exists for the rapid gathering of data. Service itself is just a byproduct. Truly, when it gets to decision time, people want to SLOW DOWN a bit. But, how do you do that or even hit an "off ramp" if everything is moving so fast?  

The concept of "Service at the Speed of the Human Race™", simply means gathering all pertinent information for our clients as quick as possible, explaining it to them in a way they understand, and then allowing them some time to decide how to proceed.  No teleporters or magic wands, just good client service. In fact, this has always been the model. But unfortunately, it's a point a lot of online platforms completely miss. At some point in the decision making process we must slow down, as bad information, out of sync priorities and miscommunication can upset an otherwise smooth process. If we are the professionals in our field, those who have knowledge and prior experience, and it does fall to US to tap those brakes.  Otherwise, our client stand to make a huge mistake, especially as it applies to real estate.

It is a concept First Community Mortgage refers to as "the human mortgage approach" of doing business.  Though they have access to all the tools of an online-only bank, they realize the greatest advantage is in their people. More important, their people making face-to-face connections with clients. Mortgage seekers don't want to be forced in to the next step of the process because the site says it's prudent to do so.  Nor are they willing to be denied by an algorithm. They want to look a professional in the eye and get some advice. People want options. Yes, at a point there is the need for a little bit of hand holding. That is a service you cannot get from the internet.

I recall several years ago, a large discount department store was playing with the notion of expanding into real estate. They had kiosks set up in a few of its stores as a pilot program to see how many more magazines, cheap toys, shirts, flip-flops, and 2000 square foot homes they could sell. This was at a time when there were not as many real estate information outlets as there are now. The discount chain's concept was to provide fast and convenient data while customers were shopping otherwise. People did in fact look at home listings on the in-store computers, but when it became decision time, elected to seek the advice of a Realtor®. The project was abandoned.  

Recently, I worked with some clients to sell their home. Within the first 24 hours, we received four offers. Each was good. The clients selected potential buyer to work with and we were able to sell the property for about $10,000 MORE than we originally anticipated. All this happened without the use of such online services as Homelight, Zillow or Trulia. For the most part, the offers that came in were by word of mouth. As for the bump in price; I went "old school" and actually MEASURED the property thereby finding additional square footage that was not reflected on the tax record. Something that would not have been caught by a "Zestimate", but rather by little ol' me!   
           
In the 21st century, we want something and we want it now!  However, instant gratitude is for the most part, a fantasy. Gaining information today is no problem at all, but is it the RIGHT information? More important, is it the right information for that individual? The human mind can race at a sprint, but the heart still needs go the distance of a marathon. That is what is meant by Service at the Speed of the Human Race™.    

Blaine Little is a real estate instructor, business trainer and an agent with Reliant Realty in Murfreesboro, TN

http://speakingforeffect.com/        BlaineSpeak@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

A Picture Sells a Thousand Homes

The old adage, "A picture says a thousand words", is true, but what words is it saying. Just how many of those words follow the exclamation "Oh, ..."? Do we present ourselves as industry professionals, or simply scare small children? As sales professionals, we want to put our best foot forward, but what of the rest of us? Most people are hardly interested in our feet. Well, OK, there's a few of those.

Within the real estate industry, the licensee will typically put a picture of themselves on the front of their business card. When I first became a Realtor, I asked my Broker if it was some sort of State requirement, as I was not use to the practice in my previous business trades. I was told; "No, it's just something everyone does". The Broker then informed me I should go to one of the most expensive photo studios in town, as that will make a difference when I hand out my miniature billboards. I'm too cheap to follow that advice, but I did take the former. Not wanting to rock the boat, or go against the crowd, or be perceived as a free-thinker, I promptly made the decision to put my face on my first running of cards over fifteen years ago.

In fact, I used the same photo for each and every order of new cards. For years, it was my lead to meeting new and prospective clients. Eventually, the idea rooted itself in my brain as a professional business concept, not just an industry cliché. It helps people connect a name with a face, and (hopefully) shows me as someone who were friendly. However, when it got to where people would take my card, look at it, look at me, look back down at the card, look back up at me, hold the card next to my face, look at the card... Well, you get the point; it was time for me to update my photo!

I was finally going to have to let the file on my computer simply entitled "ME!", go. Letting go of "ME!" would not be easy, I would also have to come to grips with the idea of getting older. Though, I am a bit taken back by how many of my colleagues also had a hard time letting go. Sorry to say, but I too sometimes make a double-take when handed another professional's card. It's human nature to stick with what we know, especially in business. We brand ourselves, and spend a lot of money and effort promoting that brand. However, every great marketing campaign needs to move on top the next phase. It's not defeat, it's just progression. Here are a few ideas that may spark some innovation with developing that NEW look;

First, don't forget to smile! Even if you are a bit insecure about your smile (pssst... a lot of us are), you will drum up a lot more business with a "cheesy" smile than a scowl.

Use a professional. By the way, not everyone with a studio or expensive camera is a professional. Ask a colleague with a nice business card who is good to use.

What do the stars do? They use straight-on headshots. Several years ago, it was a common practice to show some sort of action oriented photo. There would be poses, such as an agent on the phone, in a meeting, or perhaps just sitting at their desk. Personally, I have never been a fan of these, as they look too contrived.  They may work better on the website than a business card. If the headshot is good enough for Hollywood, it should work for us.

You need not be a fashion plate, but that 80's "Cosby" sweater will not showcase the new you! If you really are only going to sell land and farms, you can get away with a bolo, and flannel. Otherwise, wear a jacket or tie. Hawaiian shirts; if your name is Tom Selleck, then by all means.

Finally, don't overthink it. If you try to come off looking a certain way, the way you intend may be misperceived and backfire on you. The background is less important than people wanting to get to know you. Please don't get a "glamour shot". Are you an aspiring model or a sales professional? My experience; people actually do want to see the real you. It makes you that much more approachable and likeable. It might not be a boost to the ego, but you just might sells more houses. Some times, letting go of the old "ME!" is a good thing.

http://SpeakingForEffect.com 
BlaineSpeaks@gmail.com

The "Open" Open House

People in sales are taught early on to build a big list of possible leads. After all, there is no customer or client who was not at first a prospect. So, we want to identify those people as soon as possible. Not everyone we encounter will be realistic, creditworthy, or even seriously looking for what we have to offer. Why waste their time, why waste ours? We collect names, numbers, email addresses, zodiacal signs, whatever it takes to pour all those prospects into the "funnel" so one true customer will shake out of the bottom.

For those of us in real estate, the open house is the ideal place to begin that sifting process. If there is a house for sale, what better way to get potential buyers interested in the property than to simply invite them inside. We greet them at the front porch before they even knock on the door, put the biggest smile on our faces possible, and bring them in so we can all get to know each other a little better. We shake hands to introduce ourselves, and never let go of their hand until they give us their name. Then, we attempt to find out where they currently live, and ask if they need to move in a hurry. We study their attire, and glance at their car to assess financial ability. Once we finally leave the foyer, we are sure to give them the "grand tour", so when we point to a toilet, they will know they are in the bathroom. All along, we probe for even more information on them, their family, and lifestyle. If this model fits your approach to an open house; congratulations, you're a stalker!

Stalkers love to gather information, and keep current records. However, a good stalker will reveal just enough information themselves to keep their new victim under their thumb. The really adept ones will take control of the situation, so no one can get away without being on the hook for something. Perhaps the name of a friend or family member they could stalk as well. Oh, our timeshare counterparts love this one! But, is this an effective approach, or are we just wasting our energy on someone who we teach to resent us?  

My decade-and-a-half experience in real estate, and hundreds of open houses within that time, have led me to some pointers to help create a more efficient open house experience which is a lot less energy draining than most. In the process, the sales professional will come across a lot less... creepy.

DO leave the front door open in the Spring and Summer months. After all it is an "open" house. This is more inviting, and suggests prospective buyers eventually get to leave.

DON'T be ready to ponce on them in a moments notice. In fact, let them find YOU. A sheepish "hello?" from you down the hall signals they are not going to be placed on the defensive.

DO introduce yourself as an industry professional. Hand them your business card, and let them know you are there to answer any questions they may have. If you are not the listing agent for that property, EXPLAIN to them you would work for the buyer, and could even show them several other properties.

DON'T lead them through the house. They know a bedroom when they encounter one. Once introductions are made, tell them you are available to them, and WALK AWAY. They will be perplexed, confused and befuddled that you don't want to know their blood type. They will then seek you out for details.

DO ask broad, open-ended questions "What are YOU looking for in a home", versus "What do you like about THIS home"? This will let them know you are on their side, and help create a dialogue.

DON'T hand them the open house flyer until they leave. You want them to ask you the questions about square footage, acreage, schools, etc. The intent here really is not to "control" the situation, simply to show the lookers you don't bite, and are happy to help them however you can. This also sparks conversation, which could lead to a professional relationship once trust is established. At this point, give them ALL of the public information the MLS will allow.

Some additional ideas to solicit contact information;
- Ask them to fill out a very brief survey about the house. Include a heading for all their pertinent info.
- Offer a prize drawing to be conducted at your office once a month, or for the week if you pool with other Realtors. The information they give here tends to be more accurate since they want to be notified should they win.
- Actually schedule an appointment in your office, where you will take time to better understand their buying needs.

By allowing the prospect to take the lead, you assure them that you are NOT a stalker. They will also feel positive and empowered by the process. Along the way, they should feel better about you if not our industry as a whole. No, not every prospect will convert to a client, but you will have saved yourself a lot disappointment not wondering if you could have been more in control of the situation.

Having said all this, you do need a few tricks up your sleeve for safely sake. Your Broker should know where you are, and there should be a red flag code word, should you feel compelled to call a friend, or into the office. Unfortunately, Realtor safety concerns are paramount in today's world, but that is another discussion. In the meantime, consult your Broker's office policies concerning open house safety.

http://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/