Beth's Blog

Happy Friday, everyone!

I want to thank all of you who participated in yesterday's SHIFT event. We had a very early start and a LOT of information to digest and I appreciate the energy and enthusiasm you each displayed. I was so proud to have our guests on board and have them see what outstanding associates we have here at KW...really, I'm delighted to be your Team Leader!

While the information presented was relevant and certainly useful, we barely scratched the surface. I do plan on implementing the SHIFT course in the market center. This will allow us to DIG DEEP and apply these tactics to our individual businesses...to further brainstorm/mastermind and share what works...to support each other and be committed to our collective success.

Be diligent, y'all. I see lots of agents mentally check out this time of year ("there's no business this time of year") and that means OPPORTUNITY for YOU! People are still buying and selling real estate! They still need professional, dynamic representation - go and get it! You could end 2008 in a big, productive, profitable way!

Here's to a great weekend! Beth

Ask very successful Realtors® what makes them thrive in any market and you'll hear the word consistency. To be consistent means to establish a way of doing things that is repeated over and over again. When you are consistent, your systems are efficient, you can plan and budget better, and you present a more professional, cohesive way of conducting your business.

Consistency is key when it comes to servicing your sellers and promoting your listings. As independent contractors, you have the freedom to stock and promote "your store" the way you choose; but a smart practitioner will be mindful of the competition and will look for ways to wow potential clients. What you choose to do and use to promote your business and your listings speaks volumes, so ask yourself this: "does this speak to who I am? Does this reflect my professionalism, my commitment, my standards?"

A good listing presentation includes time spent on how you will present the property to the market. Perhaps your plan includes:

• a yard post and sign with a brochure box with flyers and a custom rider(example www.123MainStreet.com or www.bethsellsbelair.com)
• a professionally shot virtual tour
• color brochures or photo cards
• MLS inclusion with 30 photos (come on guys, they are FREE, why not?) and captions; KWLS inclusion
• MAXIMUM internet exposure, to include Realtor.com, Trulia, Zillow, Localism, your personal website
• A catered broker's open to launch the listing and get feedback on pricing, features, etc
• A public open house if the seller would like one  
• regularly placed ads in publications like the Home Buyers Journal or in newspapers like the Aegis and the Baltimore Sun
• direct mail pieces - Just Listed cards...or perhaps a featured mention of the home in your quarterly newsletter.
• direct email marketing to your client/personal database as well as your AGENT database. Circle Pix Virtual tours includes ecards that allow you to directly send out the tour in a very attractive format - great to announce a broker's open, price reduction, etc.
• word of mouth promotion through your networking and DAILY lead generation

Whether you do more, or less, have the list in writing and review it with your prospect. Set timeline expectations and ask for their input. Be willing to be flexible, but stick to your standards.

When asking for that 6-7% hard earned commission, they will see your value and where their money goes, and you'll reinforce your position.

Define your plan, and BE CONSISTENT! Beth

Good morning, everyone.

What an absolutely beautiful day! This arrived in my mailbox this morning, and I wanted to share it...

enjoy! Beth

A Secret Scrolls message from Rhonda Byrne
Creator of The Secret

Choosing the positive path can be easy at some times in our life and more difficult at other times. When everything is going along well, when we are on a roll, choosing the positive path just flows through us as an easy, natural choice. When something negative comes along it can be far more challenging for us to choose the positive path. But choose it we must! No matter how challenging the negativity may be, there is simply no other way to bring our lives back into positivity.   

If negative situations appear, you must use your will and refuse to lower yourself to negative thoughts, words, actions, and emotions. Use your will and decide that not only will you focus on the positive, but you will ramp up the positive in every thought, word, and action of your day. 

It takes determination, strength, faith, and the power of your will to focus on the positive when intense negativity descends, but remember that the Universe and the law of attraction are with you. As you focus on the positive, focus more on the positive, think of the positive, speak of the positive, and take positive and good actions, the law of attraction will give your life wings. Suddenly you will look around you and you will find that the negativity has gone, and that your life has been filled with goodness and joy.  

Good morning, everyone!

I hope that each and every one of you is having a wonderful week. The weather is beautiful, fall is in the air, and I smell opportunity - do you?

You can accomplish great things today, starting right here in the market center! You can:

• Join us for an early (9:30am) edition of CAMP 443, where we are focusing on consulting with sellers. Yes - sellers still matter! Signs in the yard still make the phone ring and build your validity!
• Become a "master of the inventory" by joining us for a broker's open property tour. Today we will visit Roger Sherman's (of L&F) listing at 514 Kirkcaldy Way in Abingdon and two of Katie Rash's listings (also L&F) in Joppa - 1114 Megg Court and 1101 Janice Court. We'll leave here promptly at 11:20, so bring your appetite and your business cards!Reminder - I am now posting all broker's opens on my site under a special tab, so please forward your info to me as soon as you have it - or pass along what you may hear about from other agents/brokers and we'll get it up. I know some of you would like to see a better showing at these events and I'm with you - so they are posted on the training calendar and on the site. Let's move this forward in a big, positive way!
• Come back to the market center at 1pm to discuss the Maryland Real Estate Contract and Agency with our own Cleo Pappas. Cleo is a licensed agent and an attorney. You cannot afford to be ignorant about Maryland law. If you learn one new thing this will be time well spent, so join us!
• Let Jen know that we'll see you here tomorrow for 3 hours of FREE CE. Legislative update is required to maintain your Maryland license; we are expecting a pretty full room - will we see your pretty face?
• Register for the SHIFT tour if you haven't already! Seats on the bus are going fast, and this is going to be a fun event! Flyers are posted throughout the market center if you need further information.

Finally, I came across this article this morning and I thought you would find it informative and relevant. Even a multi-million dollar producer like Craig Proctor has to give himself a thump on the head every once in a while. Have a great day...be fearless in your pursuit of a life worth living! Beth

The Day My Prospect Listed With “Judy Something”

RISMEDIA, September 17, 2008-Here’s an amazing fact: Most agents do not follow up on their leads. When they do, they do it haphazardly. Some days they do, some weeks they don’t. They have no “system.” The problem with this is simple. No matter how good your lead generation system is, if you waste your leads by not effectively following up on them, you can’t hit your income goals and your advertising costs may even eat you alive.

But, on the other had, if you kill yourself doing haphazard follow up, calling and chasing, well, eventually you’ll simply burn out.

In a perfect world, all those buyers and seller leads you generate would simply commit to you right off the bat. They’d hear your pitch, realize how smart you are, and how much your services will benefit them, and they’d hire you on the spot. But in real life it doesn’t work that way.

You know how good you are. You know that no other agent will give them better service. But your prospects aren’t yet so sure about this. Human nature dictates that they will wait until the last minute to commit. And even if they like the information you give them, and they have a pleasant conversation with you when you first speak with them, they will forget all about you over the next few weeks or months while they put their plans together. They’ll tuck your information aside, and if some other agent calls at the right time - when they’re really getting serious about their plans - chances are they’ll just go right ahead and list (or buy through) this agent.

If you think I’m exaggerating, let me tell you a story. Several years ago, before I had really systemized my conversion system, I made a follow up call to someone in my town. In fact, I’d made several follow up calls to her over time. She’d called me first to get a special report, and I put her into my contact management system and scheduled some follow up calls.

I spoke with her in December and she told me she was planning to list in June. Being diligent, I called her in March (half the time she’d told me) and she said: “Oh, I’ve already listed my house. I just listed it last week.”

I thought to myself, ‘How can this be? I did what I was supposed to do. I even did better than I was supposed to do!’

So I said to her: “Last time we spoke, you felt you would be listing your house in June. What happened to change your plans?”

“Oh,” she replied absently, “my husband got transferred sooner than expected.”

‘Okay,’ I thought to myself. ‘That happens.’
But then I got a real kick to the head. I asked her: “Do you mind me asking who you listed with?”

“Well, now,” she said. “I think her name is Judy something. Yes, I’m sure it’s Judy. She came over to meet with me the other night.”

She couldn’t even remember the agent’s name she had just listed with!

After I hung up the phone, I hit my head hard on the desk just so I wouldn’t forget the important lesson I’d just learned.

Someone once said something to the effect that we’re far more important in our own minds than we are in anyone else’s. We imagine that people are thinking about and discussing us, when really they’re preoccupied with themselves. Well, that goes double for real estate. You must remember that when a prospect responds to one of your ads and leaves a message to receive the information you advertised, this is only permission to make first contact with them and by no means does it seal the deal.

I know you all know this, and yet still there are so many of you out there who do not yet have a handle on how important regular and consistent follow up is. The story I just told you is true, and it’s one of many. You see, I know from firsthand, painful experience how vitally important it is to get a grip on this. Early in my career I tracked a large number of leads that I had generated over many months. I found out that 82% of them had listed with other agents within the 12 months. Wow! If I could have gotten just part of those “lost” ones, I’d have been rich.

On the one hand, I was happy to know that my marketing was generating such a high quality of leads, but it was incredibly frustrating to know that I’d let so many of them just slip through my fingers. I did all the work to get them revved up, interested, ready . . . and then some other agent swooped in and collected “my” commission. That was a real eye opener for me. A whack on the head with a two by four, and it definitely got my attention. It motivated me to caulk the cracks and plug the holes - to properly value my leads and to make sure that I had a very thorough, fail-safe follow up system to protect them from my competitors so I could have an opportunity to convert them to clients when they were ready — even if that was 2, 3, 5, 10 or 12 months after first contact.

Follow up is very important. You need to value you leads by putting a consistent, intelligent and “doable” system in place that you won’t be tempted to let slip as time progresses.

“Without the systems in place to follow up on these leads, all the lead generation in the world is not going to successfully grow your business. Keep following up until the prospect says no. If someone says they are not ready now, but will be in six months, call them in 3. Always, cut the time in half.” — Willie Miranda, Clifton Park, N.Y.

Hi everyone! This post is in green, 'cause money is green, and if you want to know how to make it and keep more of it in this market, you'll join me at the SHIFT tour October 2!

Here's the link - you must register on line...

www.millionairesystems.com/msys/shifttour.html

PLEASE email me at bettercallbeth@comcast.net as soon as you register...our luxury coach holds just 55 passengers and we are expecting guests...and yes, your fellow associates have already started to register! Don't be left out of this great opportunity and fun event!

The Walk and Talk Book Club started today at the Ma and Pa Trail  - it was invigorating, inspiring - and calorie burning! Join us every Thursday morning at 9am at the Ellendale/Williams Street entrance. Babes in strollers are welcome! 

Ah - fall is in the air - can you feel it? Beth

My friend Katey Shinn is on the road with the SHIFT tour and you'll meet her when she comes to Maryland October 2. I enjoy her blog Flirting with Real Estate, so I have borrowed her latest post to share with y'all here.

Good Evening!

The first week of the SHIFT Tour with Gary Keller is complete!!!  Dean and I had a lot of fun meeting the North Texas, Los Angeles and Northern California & Hawaii Regions.  You are all a great group of agents!!  What awesome Regional leadership and staff you all have surrounded yourself with, it is the key to success.

After listening to both Gary Keller and Dave Jenks speak about SHIFT, there are few key things that hold true:

1. SHIFT is not a one time event.  The real estate market is always shifting.  Are you ready to handle not only this one, but the one that comes next?
2. SHIFT back to the basics.  I realize that we have all heard it a Million times, but are you really focusing on lead generation and lead conversion???  Do you remember how to do it?  Do you need to practice??
3. SHIFT into a mode of scripts and dialogues.  Those agents that make the scripts thier own are the ones that will take over market share.  When you go to the movies, you know they are reading a script, but it doesn’t sound like it.  Are you that good at your scripts?
4. SHIFT into numbers.  Know your numbers of your local area.  The numbers of your specific city and neighborhood.  The numbers don’t lie.  The only real estate market that really matter is the one on your block! 

We had a lot of fun going over the technology tools that will help each and every agent succeed and thrive in this SHIFT!  One of my favorites is Market Snapshot from Top Producer.  It gives neighborhood and even block by block detailed information on homes for sale, pending and sold.  For more information visit. www.topproducer.com/SHIFT. 

**********************************************************

Me again....I expect the October 2nd event to sell out, so get your tickets now! We are getting a luxury coach to transport us to and from the University of Maryland so you can ride in style! Here is your challenge: Tickets are only $30 - which includes a copy of SHIFT. Invite a guest! What a wonderful opportunity to share the KW value proposition. Our company is so high minded we have best selling authors and coaches who dedicate themselves to training their associates to be the best they can be... and then they take that valuable information on the road. This market IS challenging - but YOU CAN THRIVE - and so can those you introduce to the best real estate company in the nation.

I think the SHIFT -

is a GIFT!!!

How about you? Beth

Good morning, everyone!

The next few days will seem a little quiet - Di, Tim and Jen are in Ocean City attending the MAR convention, but I am here, holding down the market center and here if you need me.

We have some great offerings this week! Join us for:

• CAMP 443 - Working with Buyers and Finding a Home
• Three FREE Coaching Calls! Just click on the link for more information!
• The start of the Walk and Talk Book Club! Meet at the Williams Street entrance Thursday at 8:55 sharp! We will talk and tone for 60 minutes! Get your copy of SHIFT at the office today!

Team meeting tomorrow at 10am - lots of great stuff to share - SEE YOU THEN! Beth

Good morning, everyone - just wanted to take a second to recognize a few of you - let's all give a round of applause to:

Lisa, Ashley, Laura and Jeneece - for your excellent effort and enthusiasm this week. Your energy is contributing so much to the market center and we are so happy to have you here with us. Great things are ahead!

Lana and Judy - for your contributions during the masterminding session on Tuesday. This is what KW is all about - sharing our experience, strength, vision, and WHAT WORKS!

Chuck and Marlene - for your willingness to share and be vulnerable...we care about you and want to see you succeed in this business. We are here for you! Reach out, show up, dream big!

Shane - for an excellent class and yummy sandwiches! All were well received! Denise, Teresa, Bob, and Dave - the class was invaluable and the food was, of course, delicious and appreciated. We can always count on you and it means a lot to us!

Dani - for the time you have spent with our new associates. They are so excited to get some "hands on" training, and you are a fun and friendly role model.  Thanks so much!

Di - for sharing your personal power hour hour experience - it works! Way to go! Kim Proffitt - for recognizing what a great association this will be and for addressing our new associates with such energy and enthusiasm. You are warm, smart, kind. Welcome! Welcome!

Finally, Deanna - you are always so positive - you always have a smile - thanks for being YOU!

Have a wonderful day, be careful out there! Beth

Maybe I'm taking this "leadership thing" a little too far...

http://www.inews3.com/topstory.php?id=426574687c496e636f7276617469

PLEASE stay safe and dry tomorrow! Beth

Good morning!

It was really nice to see so many of you yesterday - we had a great CAMP 443 session and a delicious lunch followed by "It's Who You Know" with Shane Hancock. It's all about the basics, folks - lead generation. And that starts by building, feeding and working your database every chance you get!

Prospecting and marketing is what defines lead generation, and prospecting - seeking customers - gets you into productivity fast and requires less money! Ask your self: have I scheduled for lead generation? Am I engaged in activity for a minimum of two  hours today that will bring me buyers and sellers? If not, your business is teetering on a shaky foundation!

Many of you think that this means hours on the phone. Not so. Calling your mets and haven't mets is just one tiny part of lead generation - and you are invited to join in at tomorrow's Power Hour to be supported and encouraged while you spend some time reconnecting with your database and attaining leads! Experiencing fear or call reluctance? You're not alone - and fortunately, we can help! Click on the FREE COACHING CALLS tab on my site and register RIGHT NOW for Ready, Set, Dial! All it takes is practice, guys - and if you can overcome your fear you will reap HUGE rewards!

You've heard me say, time and again, that you cannot afford to be without a web presence. FREE blogging is available to you via Active Rain and Trulia. Both are picked up by all of the major search engines and this gives you an opportunity to provide timely, relevant information to buyers and sellers! Your credibility will soar and so will your confidence! Write about neighborhood trends, statistics, local news. Share stories and successes. Do what others aren't, and get those calls!

Blog your story on Trulia Blogs

If there's anything we've learned from the elections, it's that everyone has a story. We launched Trulia Blogs as a fast and easy way to share your real estate highlights and lowlights - from the botched DIY bathroom renovation to your glorious open house tour.

Not sure about this whole blogging thing? It's simple. And we've picked out a few examples to get you started. So go ahead: Ramble, brag and vent to your real estate heart's desire on Trulia Blogs. We know you've got a tale or two.

TODAY, at 10:30 - AGENT MASTERMINDS. Join me and your fellow associates for best practices and out of the box business solutions!

See you soon! Beth

Well, it's official - the kids are back to school, pools are closed - summer is over! The good news is that this presents an opportunity for each of you to renew your commitment to your practice, hone your skills, and focus on doing great things between now and the end of the year.

We have some awesome things happening in our market center this week, and knowing how many of you have asked for additional support and motivation, I'm sure I'll be seeing you! Be sure to check my site www.bettercallbeth.com for updates to our training and event calendar - I have added a free MAPS coaching call link, too - and stay "plugged in" to all that is happening here. It's great stuff - but none of it will help you unless YOU SHOW UP!

Today marks the start of Group Accountability Sessions, being offered every Tuesday from 1:30-2:30. During this time you will establish and share both your personal and professional goals, and at follow up meetings you will share your progress. Accountability can be uncomfortable to some, but here's the truth - success in your life, in this industry, is no accident. We are a company of models, systems and accountability, and you are surrounded by people who want to see you succeed at a very high level. Are you ready to make a change in your life? Then join us! I'll be sharing my goals with you, too, and yes - I wish to be held accountable!

Tomorrow's CAMP 4-4-3 topic is Lead Generation - the ABSOLUTE foundation for your business! You cannot sell without leads! Even if you have attended CAMP 4-4-3 before, drop in and take this module again - mastery leads to success. Immediately following this session, we'll have lunch served by Shane Hancock who will then teach "It's Who You Know" - a class certain to help you with lead generation, building your database and contact management. CAMP 4-4-3 runs from 10-noon, "It's Who You Know" starts at 12:30. Please call and let us know today if we can expect you, so we have enough food on hand. Thanks!

Another new offering, the first and last Thursday of each month: Agent Masterminds. This is the good stuff, folks! Here you will share and receive best practices - what has truly been effective for your fellow associates. You will also be challenged, as a group, to think "outside the box" and be more creative, innovative, and effective. Drop on by and FEED YOUR HEAD!

Friday's CAMP 4-4-3 offering is Buyer Consultation - Initial Steps, and will be followed at 12:30 with National City Mortgage teaching Mortgage Financing Basics - and providing lunch! Please, please don't think you can't learn something new from either of these classes - the market shift has impacted the way we do business and you need to be informed and updated!

Here's to a great week! Beth

It doesn't seem like that long ago that we witnessed the devastation of hurricane Katrina. Those images of people on their roofs, clinging to life and praying for assistance moved this country and our KW associates in a monumental way. I remember my prayer at that time "Please God, let us never see this suffering and destruction again."

Unfortunately, it appears that hurricane Gustav will hit the Gulf States region with a force that will leave behind tremendous damage. This is the last thing the residents of this area need; imagine the psychological impact of another storm that will certainly destroy homes, schools, churches, places of employment - not to mention KW market centers.

We need to come together NOW to lend a hand. It is hard in this economy to dig into our pockets and make a monetary contribution to KW Cares; that I understand. So I'm suggesting we pool our resources and energy and do things the old fashioned way!

What do you think of a company wide yard sale, bake sale, maybe even a car wash - THIS Saturday?

I know, I know - I'm springing it on you last minute. But we can do this! If we each grab stuff from our closets, basements and garages, and come together in one location, we can sell, sell, sell and then donate all proceeds to KW Cares. All we need is your willingness to lend a hand - and your no longer needed stuff - in order to pull it off. I was thinking we can get some of our older children to host a bake sale table, explaining to them why we are doing this and how their efforts are helping other children in our nation. This could be a tremendous learning experience for them, and a powerful lesson in culture.

We also do have time to promote this event via newspapers, Craigslist, etc.

WE CAN DO THIS - ARE YOU WITH ME?

I know many of you weren't affiliated with us back when Katrina hit. Many market centers were literally destroyed by the storm and that left thousands of our KW family members without jobs, resources, even their homes. KW Cares raised MILLIONS to assist them - and KW associates from across the nation opened their homes to house our folks temporarily. A light shined through that storm; one that proved that we as a company are stronger than ANY amount of rain, wind, or devastation!

I was tempted overnight to say "let's wait and see what happens". We can't afford to. If prayers are answered and all is well, we'll still be doing the right thing - raising money for our non-profit arm that will go to those in need. And I, for one, would rather be PROACTIVE than reactive!

Please respond to me by commenting to this blog. Your participation will require your time (Saturday morning), your stuff (and maybe a pan of brownies) and your willingness to share.

To whom much is given, much is required. We are blessed. Let's step out in culture and share our blessings.

Thank you for your consideration! Hugs, Beth

UPDATE:

The KW Cares website has posted information regarding hurricane Gustav. Click here to view: www.kwcares.org

Hello everyone - I am missing y'all but I am having an AMAZING time in Austin! The classes and networking have been just tremendous and I'm exhausted - but absolutely exhilirated and anxious to share great things upon my return.

Please, please mark your calendar for October 2 - the SHIFT tour is coming to Baltimore and I want to see 50 of us attend. I will be working on the details, so stay tuned!

Wait til you see the new KWConnect! Wait til you see the KW Luxury Homes and Commercial Divisions! Wait til you see the great opportunities that will be presented to each of you - so very, very exciting!

Next year -you gotta attend Mega Camp!

Is it time to pack for Family Reunion yet?

Can't wait to see you - get ready to SHIFT gears! Beth

Morning, y'all!

I'm having a great time in Austin! Last night I attended the KW Cares concert featuring a classic band from the 70's, America. To be able to see such talent in a room with only 300 people was awesome. These guys have been together since the 60's - they attended high school together - and it's pretty cool to think that they have built a business and a LIFE together as friends.

There are thousands of people here. I'm in sensory overload. I will post a couple of times each day, so I can share my "aha's" and "takeaways".

SHIFT is our morning topic - gotta run!

Beth

Deep in the heart of Texas!!!!

Obviously I'm excited - but I'm always excited when I get to go to Austin, home of Keller Williams Realty International. Thousands will be there this week to mastermind, share their successes and struggles, learn new skills and network. I plan on being in sponge mode  - soaking it all up - and will update you while I'm away, so stay tuned - Mega Camp is gonna be awesome!

The mission, vision and values of KW is what sets us apart, and events like this empower and inspire. How many of you have not attended Family Reunion? You don't know what you are missing! This is not a convention - it is a huge learning, networking and inspirational EVENT. Visit our Family Reunion room and check out the materials and view the DVDs...being held in Orlando in February, it is absolutely, positively worth your time and investment. I can tell you from personal experience - it wasn't until I traveled to Austin the first time and then attended my first Family Reunion that I felt truly "connected" - and I was blown away by the opportunity and potential I saw.

It will be hard to be away from you this week, so please - send me emails and let me know how you are doing. Text me with questions or concerns. Curious as to how other market centers do things? Consider me your ambassador and I will learn on your behalf. I can't wait to come back and share this experience with you!

SHIFT has arrived! Get your copy today! We'll be using this book over the next couple of months to bring you each into higher productivity, so start reading...don't forget our book club starts September 11 :)

I'm off to pack - have a great week! Beth

I know, I know - this is my second post this morning (see the other, below), but I had to share this Friday Funny selection wih you. I was laughing so hard my dogs started barking! Be sure to turn on/up your volume control.

ENJOY!

www.visualtour.com/applets/flashviewer/viewer.asp?t=830679&sk=46&dm=teamfisher.com

I'm so happy to write and share this post. I have had an incredible couple of days and I woke up bright and early this morning inspired and ready to share!

First, some background...I drive past a foreclosure property on my way to and from work every day that has been on the market FOREVER. I noticed that lights had been left on and it was obvious the home was vacant. Wednesday morning, on my way into the market center, I found myself in the driveway of the property. Long story short, I called the listing agent, introduced myself, and asked if I could go into the home for him and turn the lights off. His response "Wow! That's awesome of you to call, and so nice of you to offer!" My response:

"My pleasure - that's the Keller Williams Way!"

Someone told me once that when you extend yourself and do something kind, you make TWO people feel good - yourself and the recipient of your gesture - and it's true. That very small act (in my eyes) was the right thing to do, and was a much bigger deal to him. My hope? That he paid it forward, extending himself to another via a kind word, a favor, a helping hand.

Twenty four hours later I find myself in the market center, having to mentally adjust myself to a skewed schedule, as my Short Sale instructor had a last minute emergency and had to cancel. Saundra (bless you!) was kind enough to call our guests and advise them we had to reschedule, so I could assist an agent with a listing appointment.

When I joined this market center I had in mind a "Dream Team" of very high minded agents of integrity who would eventually join us here at KW. Kim Amrein is already here, and she's a wonderful addition to our team! Well, I had lunch with another of those on that list yesterday, and she agreed to come back to our office and take a look around.

While talking with her, I had a "special delivery" - a gift from one of you (and you know who you are, my angel!) left on my desk with a card. While showing this Mega Agent my office, she noticed the gift and said "Oh, isn't that sweet!" I asked if she minded if I read the card ( I'm like a little kid when it comes to gifts, I couldn't wait!) and I was so moved that my eyes filled with tears. I shared that card with the agent and said "This is why I do this job, this is what feeds my soul". And I mean that - what drives me is to serve each of you to the best of my ability - to inspire you to be the best you can be - to assist you to identifying and realizing your dreams. This Angel's gesture - which was HUGE to me - energized and inspired to me to finish my appointment with enthusiam and determination. I know what a tremendous company KW is - and I want others to know about it, too!

I am happy to report that the agent I met with yesterday will be attending Mega Camp in Austin next week! Did she see something in me, in the market center, in that card that speaks to who we are? I believe that people want to be deeply connected to others- to be supported and encouraged and validated. And to my angel with the gift - you did all of that FOR ME yesterday - and I am humbled and grateful.

Have a wonderful day, you're the best! Beth

ps. A BIG shout out to Tim for ALL of his assistance yesterday! You truly are "THE MAN"!!!!

Good morning - I'm on the run so this will be brief!

The changes in the market have affected everything - including the Appraisal Process. PLEASE stop by the office at 9:30 this morning as our guest appraiser gives you the updates needed to understand and navigate these increasingly difficult waters!

We need office participation in order to continue to get quality speakers and instructors to attend. Please support our special classes!

Jen is out for the next few days...Max Rash, who is working towards getting his license, will be handling the phones today and tomorrow. Can you make him feel welcome and offer your assistance?

Thanks, all - see you in the market center! Beth

Hey everyone - Did you know that KW has some of the best coaches in the nation? It's true! If you click on the link below, you can register for a FREE coaching call with Shon Kokoska. The call takes place Wednesday, and you will be given a call in number and access code to participate. This is an AWESOME benefit - hurry before all of the "seats" are filled! Run towards success!

Converting Buyers to Dollars with Shon Kokoszka Wed., Aug. 20 11 a.m. - 12 p.m.CDT

Good morning!

It's Marketing (and Mindset!) Monday - are you starting your week off right? Do you have a plan for today, tomorrow, the rest of the week? Productivity and success are no accident. What you accomplish is a direct result of what you plan and prepare for.

This requires the proper mindset, as well. You can make all the lists and phone calls and appointments possible - but if you are not working from a positive, professional mindset, your results may be less than stellar. The power to turn it all around - to believe "I'm an achiever, a victor" - lies squarely with YOU. YOU are writing your life story! You determine the level at which you will succeed!

Thought you might enjoy this excerpted article, below. I have added additional commentary, in blue.

Would love to hear about the successes you had and the challenges you faced over the weekend - I'll be in the office most of the day, so call or send me an email. I'm available for private consulting between 2-4pm. Have a great day! Beth

Philip White
Chief Operating Officer
Sotheby’s International Realty Affiliates LLC
www.sothebysrealty.com

There is a reason some agents manage to succeed-despite the market-and that reason is not luck. The best agents achieve and maintain success thanks to hard work and determination, skillful marketing and by making the most of the tools available to them.

Great agents are determined to succeed, and as a result of that singular focus, they are able to persevere.

• They set realistic expectations for the seller and strive to exceed them. This means pricing, anticipated sales price, expected number of days on the market, frequency of showings! 
• Moreover, they have a follow-up system that allows them to communicate regularly with clients and build those relationships in a professional but empathetic manner. ASK your clients "how would you like to hear from me (phone, email), and how frequently?" If you believe the clients' expectations are unrealistic, respond with "as a standard of my practice, I generally..." If you cannot get them in agreement or come to a compromise, think twice about working with them. Overly needy or unreasonable clients will drain you of time, energy and resources - and it's simply not worth it.
• Successful agents continually align their clients’ expectations with current market conditions. You've gotta show who their competition is, and watch it carefully. Buyers need to know what's happening in the ever-changing mortgage guideline universe. It's not just your job to show them houses - you are their ADVISOR, their CONSULTANT!and tell sellers
• They do the due diligence and preparation on the properties they choose to represent. Listings require a significant investment of time and resources; is it worth it? Are you proud to put your name on that sign? Will it attract the type of buyer you want to work with?
• Thanks to their knowledge and careful watch of the markets they serve, they are able to advise their clients with certainty on the current market value. Remember back in CAMP 443, when you were instructed to preview 5 homes a day? This is why! If you know the inventory, you'll know the market!
• They also bring to the table strong negotiation skills that they utilize on their clients’ behalf. Remember who you are working for and be relentless in representing them to the best of your ability...but maintain an even tone and a professional demeanor at all times! Good relationships with other agents are important, too!
• Successful agents set themselves up for success-not failure-by being well informed not only about market conditions but also competing properties. Again, preview, preview, preview!!
• Successful agents also cultivate a diverse sphere of influence and create a system for maintaining a connection through communication. You cannot afford to be a secret agent. You are out there networking and being visible in many ways. You ask permission to stay in touch!
• Top agents are using technology to keep their clients informed on a more consistent basis. Thanks to new technology tools, a top agent’s list of prospective clients can be much larger than in the past. Therefore, they should develop extensive contacts and creative marketing campaigns to connect with future clients. Email, blogging, ecards, enewsletters, notegrams, websites - if you're not utilizing these tools, you have some catching up to do. It's not too late!

Hope you found this worth the read! B