10 Commitments You NEED to Make!

Hi everyone, welcome back to our agent training video blog where we bring you relevant information to increase your business and make 2013 one of your best years yet!

Anyone who knows me knows I am a Mike Ferry fan as well as a huge coaching fan. I think anyone in real estate should have a coach.

One of the things I love about Mike Ferry is his 10 commitments. Every one of my brand new agents sign their independent contract agreement and they sign their own commitments. So, today I wanted to read off Mike Ferry’s 10 commitments because I love embracing what he has to teach everybody.

I am committed to…
1. Reading my business plan in depth every week.
2. The five equities: physical, mental, spiritual, family and financial health. This business is more than just making money. If you are working 80 hours a week and don’t have any vacations planned, then what are you doing this all for? Mike then recommends you write down a personal goal next to each of the five equities.
3. Maintain a positive attitude. You are what you think you are and you are what you transmit to everyone. You want to transmit a sense of strength and positivity to not only your clients but everyone you interact with.
4. Follow your schedule 75%-80% of the time. This means you need to have your weekly schedule written down. If you want free time, time to work out or anything else schedule it in so you have time for it!
5. Keep personal life out of business life. We all have our ups and downs and different things going on, but we need to keep it away from our clients.
6. Keep emotions between the lines. As real estate agents, we are paid not to sweat. We are paid not to panic.
7. Developing sale skills to the highest level.
8. Have 40-50 hour weeks of hard work for a minimum of 250 days.
a. Prospect daily
b. Lead follow up
c. Going on presentations
d. Negotiating contracts
9. Do what your coach tells you with no editing. Your coach can be a paid coach, your broker, a mentor or adviser. Chances are, though, the reason you chose them as your coach is because you trusted them, so you need to have some blind faith when they are helping you.
10. Doing the right thing 100% of the time for my clients. That’s what this business is about. It’s not about a paycheck; it’s about doing the right thing.

Now, these are Mike Ferry’s 10 commitments, but you can change them and make your own. Whatever it is, though, you need to write down what you are committed to as a real estate agent. This will bring you to the next level of business. If anyone wants to sit down and talk about commitments, business plans, marketing or anything, my door is always open! Call me at 203.980.6886 or send me a quick email to jonathan@carbutti.com I’d love to sit down with you, it’s always confidential; it’s always no obligation. I’m here to help you in any way! Thanks for watching!

Listing Plan of Action

Hi everyone, welcome back to our agent training video blog where we bring you relevant information to increase your business and make 2013 one of your best years yet!

Today I wanted to talk about your listing presentation. We all have this fancy technology to wow the sellers with pictures, but one of the things we forget is to keep it simple. As an agent you need a listing plan of action in writing to present to your client.

I have an example of a typical plan. It’s simple powerful. It reads:
“My objections are as following
1.      To assist in getting as many qualified buyers as possible into your home until it’s sold
2.      To communicate to your weekly the results of our activities.
3.      To assist you in negotiating the highest dollar value between you and the buyer”

These are very basic objectives but they are very powerful. One of the biggest complaints sellers have with their agents isn’t that their home didn’t sell, but that there was hardly any communication from the agent after listing.

After you present your basic objectives you need to follow up with at least 18 different points on how you will proactively get their home sold. I will give you a few we use.
1.      To submit your home to a local multiple listing service
2.      To price your home competitively to open the market versus narrowing the market
3.      Promote your home at company sales meetings
4.      Develop a list of features of your home for the brokers to use with potential buyers
5.      Submit your home to agents in the market place where potential buyers are in areas that the agents and clients are looking
6.      Suggest and advise as to any changes you may want to make in property to make it more sellable
7.      Constantly update you as to any changes in the current market
8.      Prospect for ‘x’ amount of hours and talking to ‘x’ amount of people for prospective buyers
9.      Contact over the next 7 days my buyer leads and past clients for their referrals and prospective buyers
10.  Add additional exposure through a professional sign and lock box
11.  Whenever possible prequalify prospective buyers
12.  Keep you aware of the various methods of financing that a buyer may want to use
13.  When possible have the cooperating broker tour your home
14.  Follow up on sales people that have shown your home for their feedback and responses in writing
15.  Assist you in arranging in term financing if needed
16.  Represent you on all offer presentations and assist you negotiating the best possible price
17.  Handle all the follow up upon  a contract being accepted  including mortgage, title and other procedures
18.  Deliver your check at the closing

So that’s a very simple yet powerful listing plan of action. You can add more points! If anyone wants a sample plan of action, shoot me quick email and I can help you with that!