Beating the Highest Offer

It is not illegal to ask for a copy of the highest offer but it is Unethical and Unfair  for the listing agent to provide the copy of this offer.  We all want to have an advantage with our offers, and it's frustrating to be in a multiple offer situations,  But we must all remember we have all taken the "Code of Ethics" and we MUST all conduct our business in professional and ethical way.   Realtors do not attempt to gain unfair advantage over their competitors.    Be fair and eventually it will work to your customers best interest. 


Read information copied and pasted from the Preamble of the Code of Ethics.


REALTORS® urge exclusive representation of clients; do not attempt to gain any unfair advantage over their competitors; and they refrain from making unsolicited comments about other practitioners. In instances where their opinion is sought, or where REALTORS® believe that comment is necessary, their opinion is offered in an objective, professional manner, uninfluenced by any personal motivation or potential advantage or gain.

The term REALTOR® has come to connote competency, fairness, and high integrity resulting from adherence to a lofty ideal of moral conduct in business relations. No inducement of profit and no instruction from clients ever can justify departure from this ideal.

In the interpretation of this obligation, REALTORS® can take no safer guide than that which has been handed down through the centuries, embodied in the Golden Rule, “Whatsoever ye would that others should do to you, do ye even so to them.”

Successful agents are masters at being visible when needed and

 available when called upon

Negotiating with multiple Offers

In Florida, we are encountering many multiple offer situations in the market we are in.  This information will give you a leg up in the negotiations. It will give you an opportunity to set your offer apart if we find ourselves in a situation where we are competing with other offers.

Our first instinct in this situation is to offer OVER asking price, but this may lead to appraisal and financing issues.  Instead, if your clients really like the house and a lot of people are looking at it because the seller has priced it aggressively, you should be prepared to use one or more of these strategies to make your offer stand out:

1. Offer a large deposit. This proves to the sellers that you are serious and you’ll be less

Likely to walk away if little issues arise.

2. Get your financing pre‐approved and submit a commitment letter with the offer, so it is as strong as a cash offer.

3. Offer to buy a home protection plan warranty to protect both you and the seller in case of major mechanical failure. It will ensure the seller has no major expenses before closing should something break down.

4. Offer to pay $500 (or another amount) on closing towards the seller’s moving expenses. (ILO going over asking price)  They can use a moving company of their choice.

5. Offer to pay a percentage (1%) of the seller’s commission to their real estate agent. It doesn’t inflate the purchase price, but puts more money in the seller’s pocket.  (Not very customary but if the buyer is willing to go over the asking price – it makes no difference where that extra money is allocated)

6. The seller is responsible for paying title insurance; the buyer can offer to pay for it on the seller’s behalf. This will reduce their closing costs, putting more money in their pocket.

Chances are, none of the other offers you are competing with will include these incentives, so your offer will stand out head and shoulders above the others.

Successful agents are masters at being visible when needed and

 available when called upon

Verbal script

Here is a verbal script when you have concerned clients frustrated about not finding a home.  Remember "People don't care how much you know until know how much you care"  Once you have demonstrated that you truly understand their particular situation and how they feel about it, often they are open enough to hear about possible solutions.

1st Repeat their concerns and state that you understand why they may might feel that way.  Next, tell them about somebody who has felt the same way.  Close by sharing what other people have found worked for them.

Script -  I know you feel frustrated that there are not many homes available to buy that meet your criteria.  I've had other buyers who felt the same way as well. What these other buyers have found is that by adjusting their criteria and expectations, we were able to find something that met their needs.

The reason this style of communication works is that by empathizing with how clients feel, they believe you are on their side and hearing their concerns.

ARE YOU ALL IN ???

ARE YOU ALL IN ???   

To be "All In" as a Real Estate Agent means to commit to complete consistently those activities that are known to lead to business.  It is evident when an agent is working because there is production on the books, business in their pipelines and abundant source of engaged leads.   It's just like when people say they want to lose weight and get in better physical shape, their behavior is evident for all to see.  You only cheat yourself, your not fooling anyone; everyone is quite aware of what is really going on, the same holds true to Real Estate Agents.

Being "All In" means giving the business everything you've got, even when things are difficult and even when you don't feel like it.  

Being "All In" also means to close off all the exists.  When one truly commits to the profession of Real Estate, there is passion and singleness of purpose.  There will always be shiny distractions that take away an agent's attention from the true activities that lead to success in the business.  It is the true professional who is "All In" and stays focus.

The most common trait found in all successful people is that they have the conquered the temptation to give up.  That's another aspect of what it means to be "All In" to achieve and sustain success in Real Estate.

COMMIT TO BEING "ALL IN" AND TRULY WORKING YOUR BUSINESS !

Learning to walk means getting back up!

My experiences as a mother prepared me for being a successful Real Estate Agent.  When my daughter was young everything she did was new to her.  A child most likely will take on new challenges with a sense of adventure and fearlessness.   Learn from this.

Just consider the process a child goes through to learn to walk.  Toddlers fall down countless times before they figure it out.  Bruises and bumps with lots of kisses and Band Aids are part of the process.  We cheer them on with enthusiasm and encouragements and they finally learn to walk, then oh boy they start running !

This is a great process to follow as a new agents learn the real estate business.  You will fall down countless times, perhaps even make a few mistakes, but you will figure it out.  Seek out your Team Leaders this month to cheer you on as you develop your skills.  Soon you will be saying, "Watch me take off!"

I urge you this month to take on new challenges.  That is where growth occurs.  What would you attempt to do if you know you could not fail?  Go do it !

Falling down in Real Estate is inevitable, as it is a challenging and demanding business.  Your challenge and opportunity is to get back up again, brush yourself off and do it again.  Remember, that is how growth happens.- GO OUT & GROW....

ATTEMPT THE NEXT THING, AND IF YOU FALL DOWN, GET BACK UP AND TRY AGAIN !

You have to Kiss a Lot of Frogs

It is true "You have to Kiss a Lot of Frogs" before you find your handsome prince.   This quote from the fairy tale "The Frog Prince" carries a lesson for home buyers and sellers.

From the buyer's perspective, it may take viewing quite a few homes before "true love" is found.  Each time a buyer visits a home inside their minds they put it through a "kiss test".   Could they fall in love with this house, does it meet their needs, in terms of price, location, floor plan, school, etc.?  Just as the princess evaluates the attributes of a potential prince, buyers evaluate the benefits & drawbacks of a potential home.

From the seller's perspective, it's like being a gentleman in waiting.  The gentlemen (seller) may feel rejected if the princess (buyers) kisses him and moves on to the next guy (oh boy, lol).  Unfortunately the buyer may view the home as an unattractive frog,  Remember, rejection can hurt.

It is the wise agent who recognizes the feelings that both buyers and sellers can experience throughout the process.  Use stories to help people understand & manage the circumstances.

USE THIS FAIRY TAIL AS A SCRIPT TO HELP CLIENTS WITH EMOTIONAL ASPECTS OF BUYING & SELLING A HOME

2017 Will be our Most Productive Year - EVER

Lead Conversion is our Formula for your Business Success!

Faster, Higher, Stronger

The motto for the Olympics is "Citius, Altius, Fortius" which means "Faster, Higher, Stronger " and the scorecard is the medal: Gold, Silver, Bronze.  The motto for the Olympian level Realtor can be summed up with these three "P" words: "Professional, Practice and Perseverance".

The Professional Realtor exhibits this quality by constantly improving their Knowledge, Skills and Abilities.  You accomplish this by pursuing additional training and education. Next, Olympians Practice significantly- Same goes for the Professional Realtor because there is always room for improvement.  No none arrives, it is the journey of constant practice that takes one to the next level of achievement and performance.  Next is to Persevere through difficult challenges and obstacles.  Buying and selling Real Estate is a complex, multifaceted process. 

Buying or selling a home is often the largest single investment most people enter into.  It requires high level of sophistication, knowledge and skill to represent and navigate on behalf of our clients.   The Olympian athlete such as the Professional Realtor  does not stop until the finish line has been crossed at settlement.  DONT GIVE UP!

ADOPT THE MOTTO OF AN OLYMPIC LEVEL AGENT - PROFESSIONAL, PRACTICE AND PERSERVERANCE.

Realtors Must PICK UP THE PHONE

To achieve and sustain success as a Real Estate Agent a commitment to business development by "Reaching Out and Touching Someone" is an imperative.

The Top levels of communication are: 1.) Phone Calls - 2.) Emails 3.) One on One meetings.  These three make up the "influential zone" of impact.

Even with the advances in technology in the last decades, the telephone is still one of the best means of communication. With Skype and Facetime, people can now view each other.  For most people, a cell phone or smartphone is their primary number.  It also offers the option to text for a quick easy message.  PICK UP THE PHONE !!

No matter what the method, it is a high priority for Real Estate Agents to reach out and connect with people on a daily basis. You can not build a reputation on What your going to do....  The successful agent builds a reputation by "Reaching out and Touching Someone".

EMPLOY ALL LEVELS OF COMMUNICATION TO "REACH OUT AND TOUCH SOMEONE" TO CONNECT AND BUILD AND GROW YOUR BUSINESS

There are NO Perfect Houses

There are NO Perfect Houses !!!  Actually this applies to everything, this applies to jobs, children, no perfect "you fill in the blank."

As Real Estate Agents we should frequently share this line with our buyers and sellers.  It is a home inspector's job to evaluate the property and provide detail of all the defects and issues discovered in their report.  It is our job to help our clients to not "Freak Out" and become unduly concerned that they are purchasing a money pit.  Reality is that "No Home is Perfect."

Successful and Experienced agents know that even brand new homes can have imperfections. 

Sit with your buyers and identify the deficiencies, 1st communicate there are no perfect homes.  Next determine if the defects are of such nature that they can be corrected. If so, determine a monetary value, remember there are risk associated with all purchases it is not possible to eliminate entirely.  What is achievable is an informed assessment of the risk.

Get guidance from experienced inspectors & contractors.  Consult with your manager or experienced peers about whether the issues are common.  In some cases negotiate repairs, replacement and remedies.

If you represent the sellers, sometimes it can be an uncomfortable and challenging experience for a seller to find out his home isn't perfect. Take the opportunity to tell them not to take it personally.   Prepare sellers for the probability the inspector will uncover situations they weren't aware of.  Being proactive is a better course of action than waiting to deal with the after burn of an upset customer.

FIND OPPORTUNTIES TO USE THE "THERE ARE NO PERFECT HOUSES" TO INFLUENCE CLIENTS THROUGH THE DECISION MAKING PROCESS ! 

When Realtors say Why Me?...

Why me?...

Every day I get a new agent that tells "Why Me?"     Believe me, it's not only you.

Why do I get all the bad customers?  Why do I get all the leads that never respond?  Why do I get the crazy people?  Why do I get the difficult files? WHY? WHY? WHY? WHY ME?    

Our focus should be on the solutions not the problem.   Instead of looking at the glass half empty why not see the glass half full.  

Instead of asking Why?  ask yourself  How?   How will I make a bad situation good?  How about having fun with the not so sane person.  How will I make this difficult file smoother?   HOW? HOW? HOW?    Negativity drags us down - Let us all race to this challenge.

NO MORE WHY ME'S -   FOCUS ON HOW WILL (CAN) I --------  BE POSITIVE !

TGIF...

TGIF to Realtors...

TGIF !!!  This acronym has a whole different meaning when it's said by a Realtor.   On Friday's is when we should be starting our busy time of the week.  Most of our consumers are available on the weekends. 

Today is when you make sure you have appointments for this weekend.   If you don't, I recommend you go on to your platforms and go into your advance searches now.

1st start out by searching for leads that have phone numbers, call & or text all these leads and let them know your availability for this weekend and coming week.   2nd - Do an advance search of any leads that have saved a home this whole week and ask them to set up a time with you to go see these homes.   3rd - Also do an advance search for any leads that have logged on this week.  Sign in as a consumer to see if they have Recently viewed a home and again ask them for the appointment.

PROCASTINATION IS SELF DISTRUCTION  !!   TGIF....

You have to get up every morning!

Success thinking begins every morning.  If you are blessed to be alive, you have to get up anyway, so why not with a positive attitude or like I do with a song on your lips?   When I was younger my mother used to wake me up to the song "Beautiful" by Carole King.  This is the song I remember every morning.    Lyrics "You've go to get up every morning with a smile on your face and show the world all the love in your heart...."
The truth about this attitude is that most people you come into contact with will mirror your disposition.  Then people gonna treat you better, You're gonna find, yes, you will.  It becomes reality.  That you're beautiful as you feel.

As Realtors we have our share of stress and frustration.  Sellers can be difficult and unrealistic.  Buyers have been known to run us all over the place and end up not buying or using another agent.  The market, lending & contractual requirements are continuously being modified, which makes our jobs difficult and challenging.  And in our PBZ world the internet exponentially increases competition.

Yet PBZ,  in all the frustration, there is abundant opportunity and the potential for great accomplishment.  You must do the things you think you cannot do.  Make it a part of your daily habit to not only overcome negativity but actively pursue the positive.  If you want to see where someone develops into a champion, look at their daily routine and mirror it.

You do have a choice.  If I can do it, you can too.  If you need encouragement today I suggest you do as I do break into a song.  It will raise your spirits.

CHOOSE TO START EVERY DAY WITH A GROWTH MINDSET AND INTEND TO TAKE POSITIVE ACTION TOWARD THE FUTURE

Procrastination is Self-Sabotage

Procrastination is Self-Sabotage

Procrastination is one of the most popular forms of self-sabotage because it's really easy.   There are many fun thing you can do in order to procrastinate, and there's no lack of other people who are totally psyched to procrastinate with you.

And while it can be super fun in the moment, eventually the naughtiness buzz wears off and your sitting there sometime later feeling like a loser, wondering why the heck you haven't gotten your act together.  And why are others are putting in deals and making money.

If your serious about changing your ways, you will find a way.  If you're not, you will find an excuse.

Remember DONE is better than PERFECT.   So get off your Seat (lol) and get started... NOW !

Sales is an Art

Sales is an Art: Is failure and option for you?

If sales were a science, then it would be much easier for Realtor to be successful.  All they would need to do is follow the process perfectly.  But I say Sales is an Art, and that's why so many people struggle to be successful and is especially why so many agents struggle with prospecting.  They have an attitude about prospecting that they will only do what is necessary to make their numbers and nothing more.  An attitude like that will ensure only one thing - one day you will wake up and see no sales and no pipeline.

Prospecting is not an optional activity if you want to be successful.  It's an essential one.  The level of motivation you bring to this task at hand is going to determine the results you achieve.

Let's get something cleared up right now.  Prospecting can be difficult.  Successful agents know there will be tough times, but they also know tough times don't last.   Do you think Steve Jobs would have stopped all work on the iPhone just because somebody said something he didn't like or never responded to his ideas?  Nope, Failure was Not an Option for Steve Jobs.

So I ask, Why should you stop prospecting?  Is Failure an Option for you?

STOP THE EXCUSES - IT'S NOT A SCIENCE - CREAT YOUR OWN ART IN PROSPECTING

Real Estate Do-Re-Mi for Realtors

Do-Re-Mi of Real Estate

"Let's Start At The Very Beginning, It's A Very Good Place To Start" are lyrics of the song "Do-Re-Mi" from the movie The Sound of Music".

Often Real Estate Agents just don't know where to start.  "Let's start at the very beginning.," which is lead generation,  The fundamentals of prospecting are like the notes Do-Re-Mi-Fa-So and so on,

Consider "Do" as a customer lead.  It's interesting to note that "Do" has another meaning when used in a different context.  To take action means to "Do" something.   Once a real estate agent has a customer or a client lead then the agent has something to "Do".  "Re" could be the houses they are interested in, which leads you to preview the home.  This leads to "Mi" where you find out more information about your clients. "Fa" is the agent finding way to be of service to clients.  And "So" is the follow through involved.

Just as in the song, the step in the process are the tools agents can use to build a business. Once you know them well, be creative and mix them up to build a business through lead generation.

"DO" THE ACTIVITIES TODAY TO GENERATE LEADS AND BUILD A BUSINESS

How Many of you Read My Daily Emails

How Many of you Read My Daily Emails 

Although we had several agents on the call I asked 5 of the agents this question.   3 out 5 agents said they did not read the daily email.  One of the 3 even said I know enough about Real Estate that I really don't need to read them.  "WOW".  I must say that hit home..... One agent from the Miami District said that he would like to get them and only 2 agents said they read them daily and 1 has responded to the emails..... Hmmmmmm

Did you know that is exactly what happens when you send out your daily prospecting emails.  3 out 5 people will NOT read them.  Your sitting there waiting for a response, your frustrated and anxious for just one response.   A few of your leads may read them, some wont, a few will think it may not be beneficial and not even take the time to read it and others are hungry to get any information to help with their RE process but they don't get emails from you and only one may respond.  You know what my response to this is???  SO WHAT !

If I get only one agent to read my email and maybe respond it's a good day - I made a difference.  Same goes to you with your prospecting emails and phone calls -  SO WHAT !!!!  Finding that needle in the haystack is worth looking for it.

I will not give up on the team because your not reading the emails, you should not give up on your leads.......What if someone does respond, it will make your efforts worth it !

Why should Realtors concentrate on FSBO's for listings?

Why should Realtors concentrate on FSBO's for listings?

Sellers have paid commissions since the 1800's.  Therefore it's not a new thing.   So why should a FSBO hire you?  Well, sellers will only be willing to give up so much of their personal time with no return before they give up or decide to use the services of a professional.  You need to be there when they are ready to make that decision.

Here are few reasons why FSBOs should hire you.

1. You are trained Negotiator.  You do this everyday, you find common ground between buyers and seller to make the deal happen.

2. You are not Emotionally involved.  The sellers pride in the home can get in the way of many sales.

3. You can Qualify serious buyers.  How many times do people show up that cant afford the house?  To many !
4. You will sell it Faster than they can.  You have much better market exposure.

5. They don't know what to Disclose  Which could bring about liability issues.  Did you know that 50% of all law suits come from a Real Estate Transaction??

6. They only pay if you are Successful.  There are no risk the them for using your service, they only pay when you successfully sell.

GO GET A FEW FSBO LISTINGS !!