Archive for September, 2013

Every now and then, we just need a little bit of motivation to stimulate our creative juices. Rick’s comments below in this timely article fall into that category this week. What makes you do something? How does a formulated thought get you to change some behaviour? Sometimes, it just takes a pointed directive to get on with something. At Relentless Realtors this week, we felt this article would be a good share to just help push you along. Hope yu enjoy it, hope it makes a difference somewhere, somehow…  -RR
     I went to bed earlier than normal last night, after the Stampeders beat the Tiger-Cats, I was happy and fell asleep. Up at about 4:30, wanting to get this note that I started early Friday morning formulated and finished in my head and then onto the screen, here goes…
    Hi everyone, Happy Saturday, we successfully made it to another great weekend!! Summer is fading here at my house, the smell of Fall is creeping in,  Carol and I jumped on the Goldwing Thursday night at about 8:00 and rode out of the city for dinner. I needed a break, my brain was aching, a change of venue was a well needed respite. We rode out towards the mountains in to a beautiful western sunset over the Rockies – the sky was red and clear, the temperature was perfect and there was distinct smell of Fall in the air as we rode along the Elbow River. It was beautiful. You don’t have to be a rocket scientist to sense the end of Summer and the seasonal change in the air. In our neck of the woods, Western Canada, that seasonal change culminates with the arrival of Old Man Winter, makes me shudder just thinking about it. It’s been a great summer this year, a little wet early on but nice for the past 45 days or so.
    It’s sure great getting to know and work with you all, I hope as the routine of life has returned now that school is back in and vacation season has passed, you’re all busy creating opportunity and becoming adept at lead generation in your business. Whatever you do, DON’T stop, DON’T give up, stay the course…
    Something that’s always fascinated me with our Quantum Leap program is how easy it is to get total and complete strangers (prospects in need) to react because of their base desire to selfishly arm themselves with what they want or think they need. We all do it. Not only is it rewarding to study, understand, and USE the local market trends to our advantage but it’s REALLY COOL to look at those market trends and armed with that knowledge, create an effective marketing campaign that quickly generates activity. Activity in marketing is when the prospective NEW customers see an answer to their queries/worries/wonderings/needs in your marketing and agree to take advantage of the offer they see! If you’re a parent with a school-age youngster, you recently looked for a way to lessen the blow of purchasing all the required school supplies as the kids rolled back in over the past few days. You saw the ads in the paper from Staples, Office Depot, Wal-Mart, Target, Old Navy, etc all promising to lessen the sting of the required expenditures required for the new year. There’s a lesson for all of us in that…
    I’ve been known to stock up my office at this time of the year because all the stuff I need and use regularly is available and probably on sale due to a bulk purchase by the retailer, especially paper, something I go through like crazy. I just peruse the newspaper and the flyers on Thursdays (flyer day here), find the deal that makes the most sense to me (within a reasonable drive of my home office), and go get what I need. Simply, I want what I want with the least amount of driving, stress, and hassle. This proves that I’m a perfect example as to why my Real Estate direct response marketing works as well as it does. Yup, those stationary retailers are able to create a sale WITH ME because of the effectiveness of THEIR marketing efforts/pieces. It flies right in to my reticular activator (every prospect in need has this ticking away in their brain by the way) and I react based on what I NEED!!! My first consideration in the search ISN’T where it is, it’s the fact that I can get it now really easy and plentifully.
    Sound familiar? Think this through in light of your lessons with Craig…I’m a PROSPECT in NEED (as are millions of parents with school age kids this week) and I simply react when I see what I need made available to me. It plants itself in my brain and I go for it. By the way, in my case, I DON’T shop on-line for those supplies, I let the marketing come to me in print form and react when I see what I need. If you think about it, you probably are the same as me, looking for a solution to a need and allowing the marketing to present solutions. (How ,many of you are affected this week by the release of the iPhone 5S – you MUST have seen the pre-order marketing that’s everywhere) Interestingly, over at Staples where I did by 2 boxes of paper, EVERY parent was walking around with a STAPLES FLYER in their hands, not an iPad or a smart phone! Don’t tell me print media isn’t effective anymore, September is Christmas for Staples, no question!!
    So, in that vein, let me ask you, How are YOU doing with the MARKETING facet of your business? C’mon, be honest…How’s the Lead Generation shaping up? Are you taking to heart and using the training, advice, and tools Craig has provided you to excel at this in your world. Are you doing it (working ON your business) every day, every morning, as I’ve suggested? I hope so, especially if you are looking for a better way, a more profitable way to be a Real Estate agent. In our business, settling for average wages – $40-$50,000 / year is UNHEARD of and completely unnecessary. But yet the vast majority of real estate barely earn POVERTY levels! Yes it’s true. It’s scary!! The other day on a WEBINAR, we pulled up the stats for agents in a particular large metro market, and Craig and I were shocked that over 50% of the agents in that HUGE metro market (10,000+ agents) had only done 1 (one) transaction so far this year (2013) and another 20% had done less than 4 deals! That proves what I said earlier so watch out – Poverty earning levels are alive and well in Real Estate!
    Over the years I’ve heard every excuse in the book as to why members can’t/haven’t/won’t get it going to create lead flow into the real estate machine. Yup, heard it all. At the end of that discussion, it’s always the same… ”Rick, I just need some closings, what should I do?” Really? REALLY? Excuses are just that, excuses. You need closings? You need listings? You want buyers-in-waiting? You want MORE clients? Then do something to get them to raise their hands asking YOU for aid. IT’S EASY!!! Guess who creates 99% of the sales in YOUR MARKET?? Real Estate agents with clients! plain and simple! If you need some sales, get some clients, use the tools we’re giving you. Turn things on. NO EXCUSES. get after it with your marketing.

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    Look, I know that we all have our idiosyncrasies and habits and personality traits but creating leads from easy-to-understand local trends in sales, listings, and statistical movement is easy, especially when the instruction to do it is right at your fingertips (www.CPCoaching.net). My advice is change the behaviour that’s affecting you. The other day I gave a member some advice to start something new that would cause a ripple effect. I said “Come in to the office early (by now you all know MY definition of early) Saturday morning, paint a wall or two in your office and change the configuration of your desk and office furniture. When you finish Saturday evening, go home, stay away Sunday and then when you return to work Monday morning, it will feel like a new office, a new place to work, a new beginning and new habits can easily be formed.”
    My hopes are that those new habits will include lead gen implementation strategy that feels new yet comfortable through simply following the Franchise Prototype we’re teaching you. I’m looking forward to a discussion with her next week to see if she took my advice.
    Sometimes a push is all it takes. I have ultimate respect for Craig and Catherine Proctor who’ve unselfishly shared with Carol and I a much better way to work and live since I met them back in 2000. I could not be more grateful for all their aid and advice over the years, even knowing that at first I was a royal pain in the a** for Craig. As I went through the Coaching, Graduate, and Platinum programs I commandeered as much of Craig’s time as I could. At every SuperConference I found, sat, and talked with Catherine about Craig’s business. (she’s a system genius by the way) I used to go on the Tuesday intro calls just to get an audience with Craig and ask more and more questions. However, on some occasions I was on the receiving end of a tune up when I complained it wasn’t working the way I wanted it to or if I moaned about not understanding something. Craig has been patient but firm with me over the years dispensing the advice and correct information. He’s never let me down, never lied to me, never asked me to experiment, and thankfully, never told me to buzz off!!
    Take this to heart, you can gain the same mastery as our most successful members, if you apply what your learning and MAKE it work. Just get after it, Just do it, get the marketing out there and watch it work. Look at your numbers, track the results, KNOW what the marketing is actually doing. Don’t settle for one ad, settle for 25 ads and then 25 more. Run lots of them all at once, saturate the area and media sources so you have no choice but to create reaction, then collect the marketing data, look at the reaction to your marketing message, get as many prospects in waiting as possible to call your Hotline and listen to what they say about your marketing message or offer. Use as many media outlets as you can find, take it to the highest level and make things happen.
    Have a great weekend think this all through and next week GENERATE LEADS like a champion…

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