New Agents Making it BIG in Real Estate

We had a great Agent Panel at our Keller Williams Independence/Blue Springs office last night. We occasionally have evening meetings for newer agents trying to get started in Real Estate and may have other commitments during the day. This panel consisted of 6 agents in our office that have have been super successful in our office (they are now in the Top 20% of production out of over 100 agents) AND they all started less than 3 years ago (1/2 in the last year or so).

Our Team Leader (office CEO) truly helps to carry the culture of training. I wanted to share some of the comments they made because all of these agents talked about the same things I coach agents to do as they are growing their business. In fact, many of these agents spent a majority of their free time attending my training sessions, and all the other training sessions in the office. Of course, they had a "Big Why" as well. They really wanted to get out of their other jobs and/or make a career out of Real Estate.

Here are their comments:

2 agents, Sue and Sally were working full time jobs and didn't even let anyone know they were giving the Real Estate "thing" a try. Sue - Called everyone in the office with questions. She attended every evening and weekend training event she could attend. She took those ideas and DID THEM!

Fiona-did a LOT of training. Started farming, with the help of Nancy (our new agent Productivity Trainer) for 8 weeks straight and picked up 2 buyers from that. She met another 3 buyers just by watching the foreclosure property across the street, and running over there to show the property to them anytime someone drove up. It was only an $18,000 house in the Kansas City area, however, her advice is to never let the appearance of a buyer or property stop you from doing something, especially when you are first getting started. She kept a simple spreadheet of every contract she made and regularly followed up with them.

Sally- Always listening for potential leads. Made a great statement: To get her first listing, she told her aquaintance "Trust Me, I am surrounded by the best in the business..." and if she didn't know the answer to a question they would ask, she knew where she could get an answer. Running her Real Estate Business under the radar and trying to keep her full time job was the hardest part. She wishes she had quit her full time job 6 months earlier. By the way, she was a local news anchor on TV. The great thing about her job was that in another job, you are surrounded by your new, potential database every day. Open your ears and start listening for opportunity. 60% of her current business is tied to her previous job. Her core group of referral clients are from there. People really want someone they know and can trust when buying and selling Real Estate.

Caronna- Didn't know anything about Real Estate however she knew she wanted to have an image in the market that she did know what she was doing. She used MailPrint because they produces quality pieces and she didn't have to buy huge quantities. She could build it one lead at a time with their 8x8 and 33 touch programs. She did mention that she was so committed to real estate that after most people ended their day (and when she finished her other job) she would come into the office at 9pm and sometimes be there till 1 or 2am. Her husband would come up to the office to pick her up. She was determined to do whatever it took to be successful, and it does take hard work and determination.

Jim- Went to a LOT of training (he was in every training class I taught when he first got licensed..and really listened). He went out daily looking for For Sale By Owners and Expireds. He would come to the new agent round table training that Terry has in the office on Monday evenings and absorb and learn from others. Bulk of his business was coming from his database. His advice is to really stay "plugged in" and DO the things you hear about, and he stuck with it until things just started working.

Say tuned... our panelist all gave some more of thier learning experiences and what you can expect when you first get into the Real Estate profession. Be sure to check with our office for upcoming traning events (if you are in the Blue Springs, Independence, Lee's Summit areas of KC MO/KS). Keller Williams Eastland Partners had training daily in our office.

If you would like more information about how to get started...or need help jump starting your Real Estate business, send me an email at CoachKorn@sbcglobal.net or visit my website at http://www.coachkorn.com/ where you will find some helpful business tips and get information about having your very own personal business coach.

Hope you have a tremendous 2010!

Great Questions from a New Real Estate Agent

Here is an email I received from my business partner, Jason Korn in Lincoln, NE. They had a new agent joining the office and Jason wanted me to give him my thoughts on his concerns. It is great to see and agent that wants to make sure they start out in RE as quickly as possible, and realizes it is more than just passing the test.

Here is a copy of our email conversation.

I was wanting to find out more about the more experienced agents...., and I came up with a series of a few questions that I was wondering if you could think about and answer....

I understand if you are busy, and cannot get to them all. But even if you could answer one, I feel it would be beneficial for us newer agents to get to know you all better.

1 - What are the least effective things you see new agents do?
-They wait for the phone to ring, and their friends to call them...Even though our friends and family would LOVE to help us grow our real estate business, they do not wake up every day wondering how they are going to help you that day.

2 - What things did you do early in your career that you think made you successful?
-Don't "buy" leads from anyone. Make a list of 150 people you know, and they know who you are, and contact them. Write them a handwritten note immediately following the coversation (no business card inside) and then stay in touch with them regularly. See webinar at www.secretsoftopsellingagents.com and click on "Database is a Goldmine" (Sept 24th)
-Build relationships!!! That will only happen a few people at a time, however you will build a SOLID Real Estate Business. There is NO get rich quick program

3 - What were the big mistakes that you made early in your career?
-Buying "institutional advertising" before I just made contact with my database.

4 - What do you feel are the biggest wastes of time in this business?
-waiting for something to happen.
Doing busy work and checking email, etc...before you spend 1-2 hours on the phone or meeting with people. Do it first thing EVERY day.

5 - If you were starting over in this business tomorrow, what would you do?
-Read 2 books...TWELVE times (not kidding...knowing what I know today, read those no less than 6 times as fast as you can.) the Millionaire Real Estate Agent and SHIFT
6 - What one skill do you think I(we) need to acquire immediately to become successful?
the skill of picking up the phone and calling everyone you know. You don't have to talk about real estate...the drip system will take care of that. Just connect and write a LOT of handwritten notes (not printed cards that look like your handwriting). Get to know people. Know their interest , family, etc...that will help you help them with their RE needs.

I will be asking others these same questions before our meeting, and if he answers any :), I will be sharing them with the group as well.

Thanks Bill!

What is Coaching with MAPS?

I recently had an agent send me an email and he was ready to take his business to the next level. here is an email conversation we have had about what coaching is.

From: Agent in Petaluma CA
Subject: Coaching Brad: Hi there.

I am working in the Santa Rosa CA Keller Willims office. Do you do agent coaching? If so can you pass along info to me regarding plans, pricing etc.. I need an accountability partner, someone that can really kick my butt. ANy info you can pass along would be greatly appreciated.--

My Response was as follows:

Are you familiar with the MAPS coaching Keller Williams has to offer? I am a coach with MAPS and can get you started.

There are a few different programs. Particular systems (everything from mindset, blogging, Social Media, Top Producer, etc) or there are two Personalized, one on one coaching programs. 2- 30 minute calls each month, or 4-30 min calls each month. The one on one calls are very accountable and particular to where you are now, and where you want your business to be in one year.

I have the contracts I can send, however, you can go to www.kw.com, log in, and search for MAPS coaching. We can also schedule a call to talk about what you are looking for and if I can serve you best. Just give me a call at 816-215-3214.

The most important thing to consider before signing up for coaching is not that you just WANT to be kicked in the butt...you truly must be committed to getting very uncomfortbable in your business and be willing to be held accountable. You must be willing to do things you may not want to do. You must be willing to do things you have never done before. A great coach wants you to grow your business. It truly can be one of the most profitable "Return's on Investment" is you are Willing to make the committment.


Coach Korn
Brad Korn Certified Business Coach Keller Williams MAPS Institute 816-220-1661 Fax: 816-220-0123 coachkorn@sbcglobal.net

You can have everything in life you want, if you will just help other people get what they want. Zig Ziglar
- Please consider the environment before printing this e-mail

8x8 and 33 touch

Your Database is a Goldmine:

many Realtors are working way too hard. I know our tendency is to look for the quick and easy business. Many of us send some company hundreds of dollars to mass mail to an area. This is fine if you are already working your sphere of influence the best you can. There is no fast and easy way to sell real estate. It truly is a relationship, local business. Somoe lead gen companies and mass mailing programs are great if you are really capitalizing on your referrals from friends, family, past clients etc. Once you master working your database, you will need a new source of people to start new relationships. The good news is you can build your business to the point that your business will pay for those services. Not you writing a check or borrowing the money, then being stressed out wondering if you will ever make your money back.

Before you spend money buying leads or targeting large groups of people...try making a list of the 150 people you know. Spend some time really getting to know them better. Reconnect with them. Talk to them regulary. Write them notes. Give them a call every once in a while. That work up front will pack your pipeline of business so full over the next 6-12 months, you will have a consisten business and be able to finally get off the roller-coaster of real estate.

If you want to see what the power of a true 8x8 and 33 touch program can do for your business, check out the webinar Brad did for Number1Expert at www.secretsoftopsellingagents.com and look for the "Database is a Goldmine" webinar from Sept 24th. I think you will get a good understanding of how your database will bring you more business than you ever imagined. The great news is...you don't even have to "sell" anything...or yourself. Just make friends, stay in close contact (and that is not by email alone) and watch your business grow. Get an even better understanding by reading "the Millionaire Real Estate Agent" pages 133-148 at least 6-12 times. Seriously...6-12 times!! If you are serious about getting off the Roller Coaster of Real Estate, feel free to contact me for a free 15 min coaching call to see if coaching would work for you. www.coachkorn.com or email me at coachkorn@sbcglobal.net

How do we Implement the Great Ideas?

If you are an "education based" individual meaning you go to a lot of traning event, seminars and read books...you are already on the right path. However, my experience has been that just going to the seminars and taking good notes is not enough. The most success I have ever had implementing new systems and ideas in my business and life happened because I listened to the same message over and over and over again. Going once just isn't enough.

When you think about it, how many times have you seen a training event or heard of a Speaker coming to your area, but you didn't attend because you already attended something about that topic, or heard that speaker before. Before I start any training event, I ask the audience who is attending my session (on this topic) for the first time? I politely let them know that the material they are about to hear is really going to get them excited, however, if they really want to make it part of their daily discipline, they will need to hear the same message at least 4 more times.

I would suggest you find a topic or speaker that is talking about something you need in your business or your life, and instead of going to 4 different seminars, go to that one or attend that topic as many times as you can until it starts to show up in your life. But you say you don't want to miss out on the next "latest and greatest"....don't worry. Unless you are planning on checking out of thie planet tomorrow...you have plenty of time.

Repetition, Repitition, Repitition!!!

Coach Korn
www.coachkorn.com
coachkorn@sbcglobal.net

Shift 2 with Jay Papasan in St Louis

Shift 2, Overdrive with Jay Papasan in St Louis

Jay is one of the authors with Gary and Dave in the book "Shift". today Jay is going deeper on the subjects
-SHIFT Tactic 4 & 5: Lead Generation and Conversion
-SHIFT Toolkit: Leveraging Technology
-SHIFT Tactic #7: Pricing ahead of the market
-SHIFT Tactic #9: Creating Urgency
-SHIFT Tactic #11: Moment of the Market - panel

Knowing the Truth about your market. What is your unit sales in the area, median sale price, current interest rate, absorption rate, affordability and foreclosure rate. YOU NEED to know your numbers! If your numbers are a month out of date...they are no good.

Jay had us write down what we wanted our GCI to be. What is yours....write it down. Now take 30% off that for taxes. Take another 30% off for expenses....what is left? You will most likely accomplish what you are driving yourself towards. Try doubling that number and make it worthwhile!

What will it take?
Every Listing averages about 1 buyer for every sale. What if you just got 5 more listings this year? That would actually = 10 more sales. What is your net on 10 more deals??? If your average commission is $5k....that would be an EXTRA $50k in income!!! That is only ONE extra Appt per month.

Train the Trainer in Kansas City

What a great day. I was privilidged to helped a great friend and National Trainer, Holly Perry with her Train the Trainer Training Session here in KC yesterday. there were about 25 KW leaders from around the midwest that came to the Overland Park Training Room to learn how to become better trainers and speakers.

Yesterday everyone had to give a 10 minute presentation and have their peers, Holly and I evaluate and critique them. We had a GREAT group. There is so much passion for helping others succeed in Real Estate and just about every market center in the Keller Williams Greater Heartland Region is going to benefit from the session yesterday.

If you are an agent, you will want to be sure and attend any training in your office over the next few months. Your leaders that attending area bringing home some great tips, suggesstion and information that will be raising the bar on your training events. I sincerely hope all of the attendees I worked with appreciate the group's and my feedback on their presentations and they will practice all the new techniques in their traning sessions. They are all going to help other agents in their area become better real estate agents and everything for those class attendees will be FINE in '09!

Coach Korn
www.coachkorn.com

How do you get REALLY good at something?

Gary Keller, the founder of Keller Williams recently sent me an email with a book list of 2 books that would be great for me to read and would help my coaching clients. So, of course, I went out and grabbed them both right away. The one I recently started reading called 'Outliers' by Malcolm Gladwell really gave me a different perspective on why some people become so much more successful than others.

Think about professional athletes or musicians...what really makes them good enough to be paid millions of dollars doing what they love to do. One concept they talked about in the book is the fact that they have just put a lot more hours into practicing what they do. If you follow professional athletes back to when they started playing their sport, you will find that they practiced twice as much as someone that did not make it into the big leagues. Tiger Woods practices way more than most golf players. Mozart did not create his masterpieces until he was in his 20's...but had been playing since he was a child. He played great as a child, but the masterpieces became masterpieces after he had probably put in over 10,000 hours of practice.

It is called the 10,000 hour rule. Think about it for a minute. 10,000 hours is a LOT of hours. You have to be pretty committed to practice that much, however it truly is the difference between the super successful and the really good people. Good athletes (but not making the big bucks in the Pro's) probably have put in over 6,000 hours. The mediocre have only put in 4,000 hours...which is still a lot. If you are not willing to put in at least that, you probably are not doing anything in that field.

Lead generating for your business is the same way. We hear from Gary Keller's studies that a person needs to lead generate 3 hours a day. If you actually did lead generate (actually picking up the phone and actually calling people) every single day, 5 days a week, it would take you 12 years to get 10,000 hours of lead generation practice in. What do you think your business would look like if you lead generated every day for 3 hours for 12 years? Do you think you would be in the top 1% of real estate agents in the world? I sure would think so.

On the other hand, if you only lead generate 1 hour...maybe three times a week...how long would it take you to get your 10,000 hours in? It would take you 64 years to be at the same level. Maybe that is why soooo many people never quit selling real estate. As you can see from this example, you have to be VERY focused every single day!!!!! You must Lead Generate for business every single day...without fail!!!!

Best of luck to you. Stay focused and have your BEST year EVER!!!
Coach Korn