• April 2008 Floyd's Perspective... Positive Club Not long ago I mentioned starting a positive club and the response was overwhelming.  If you recall our mantra went something like: There is no negative that can’t be overcome by positive thoughts, words and actions.  What I wanted to do this month is to expand on My Positive Club concept and share with you the 7 Promises of My Positive Club Members:   They Promise To: 1.  RESPOND to all situations with positive thoughts, words or actions.               For example, in this economy, this market, our world – if someone asks you, “How are you doing?” it is far better to respond with “great,” “better than good” or “wonderful” than it would be say, “Oh not too bad,” “wish things were better,” or “terrible.”  Know that your response reiterates your mindset and affects the mindset of those around you.  So, be positive! 2.  RECITE My Positive Club Mantra 3 times daily. An important factor in developing a positive mental approach to a negative environment is to train the brain to think and act positively.  A method for doing this is to repeatedly speak affirmations aloud.  With time and through repetition, this mantra will help you begin to act more positively because you are thinking more positively, because you are speaking more positively! 3. DISPLAY My Positive Club Mantra conspicuously. Seeing is believing.  Conspicuously displaying your mantra will cause others to ask about it, learn about it and allow you the opportunity to share both the concept and your commitment to it.  4. SHARE My Positive Club Mantra with at least 1 person daily. Making this mantra part of your daily conversations and correspondence whether it’s part of your email signature, your promotional materials or simply saying it, you’re spreading the word and making a difference.  Who says one person can’t change the world?  5. WRITE out a positive affirmation daily. Believe it or not, if you took the time at the beginning of each day to find a quiet space to write out exactly the kind of day you wish to have, you would begin to see real change in your life. Try writing things such as: • Today I will have a productive day.  • I will be at my best, full of energy and enthusiasm. • My skills will be fine-tuned and effective.  • Today, I know my creator wishes the best for me, so I am sure to be a success! • I am happy and healthy and my life is in balance. 6. DO one act of kindness daily. If you’ve ever been one of my students then you know how I feel about living a “Get by Giving” way of life.  Actions really do speak louder than words and the act of kindly reaching out to others is contagious. This concept of “paying it forward” is not new but it is important, especially in the world we live in.  You do get by giving.  The old saying, “what goes around comes around” is as true today as ever.  Need hope--give hope.  Need kindness--give kindness.  Need encouragement--give encouragement.  Whatever you need, give it away first and you’ll most definitely get it back.    7. THANK God for my blessings daily. Regardless of your religious beliefs, be they learned from Mohammed, Buddha or Jesus Christ, most of us have been taught to not only ask God daily for what we need, but to also thank Him for what we have.  Just as parents are more likely to give not just to the son or daughter who need them, but the child who consistently expresses their appreciation for all that they have been given.   Count your blessings and you’ll find they quickly add up! Promise to do these things and I promise to you that your world will become more positive.  Each day of our lives is a gift; let’s celebrate them by being positive.  In the next couple of weeks, I’ll be inviting you to visit our brand new website dedicated to all of you who wish to be members of My Positive Club!  I look forward to sharing the experience with you and hope to see you there! Or:  I invite you to join me in My Positive Club! Visit our brand new site, www.mypositiveclub.com to learn more about bringing the power of positive thoughts, words and actions into your life!     For a downloadable copy of the My Positive Club Mantra CLICK HERE to Download. Love,                  Soft Market Selling Tips Three ideas that are fresher than ever... by Mike Pallin  Just about everywhere in North America we have all the listings we need for a healthy real estate market. What this economy needs, and this market needs, is to get those listings sold and get capital flowing again. Sounds pretty simple, doesn’t it? Well it is that simple, but there’s a fly in the ointment. What has Floyd always told us about listings that haven’t sold yet? Lower the price. “There’s nothing wrong with any listing that the right price and terms won’t cure.” Then, at this year’s Master Sales Academy, Floyd reminded us of a great Presidential quote, to the effect that, “There’s nothing wrong with the economy that good, old-fashioned salesmanship won’t cure.”  Put one and one together and we have the answer. We have to SELL our sellers on the right price and terms. Here are some examples of techniques that are working in the market right now to get listings sold. Laura Stuckey, a long time member of the Master Sales Society, from HER Real Living, took Floyd’s message to heart and recently got four of her listings sold in one week! Laura did her research on LIST TO SALE RATIO, got face to face with her sellers, and persuaded each of them to increase the commission to 1% above market average. By comparing her L/S Ratio against the Board’s L/S Ratio, Laura was able to show her sellers that the difference between the two was greater than the increase in commission, and so their NET would still be greater. RESULT: Four sellers raised the commission, and four listings sold in one week. You don’t always have to lower the price to get the job done. Lisa Goris, recent SMARTSELLING graduate from Sibcy-Cline, took the ODD SALE PRICE from the Marketability Checklist, and put a client-friendly twist on it. She called each of her 25 sellers, and explained “I’ve recently read a study that proves that an ODD or UNUSUAL sale price gets listings noticed, and showed more. I need to get a price reduction on your home into the system in the next couple of hours. What number is important to you?” Lisa suggested they use birth year, or marriage year, or school graduation year to put at the end of their price. Example: Graduate 1984. Reduced price from $99,900 to 98,984.  RESULT: 23 of 25 listings reduced to an ODD SALE PRICE. Two sold immediately. Three others got showings for the first time in six weeks. Lisa said, “I made it about them by asking for a number that meant something personal to them, and the result was a price reduction.” Rector Hayden Realtors in Kentucky are using their sales meetings to match up existing sellers who are also going to buy with their current inventory. It has the triple benefit of getting showings, selling in-house inventory, and motivating sellers by showing them something they want to buy. Three ideas that have stood the test of time, and are fresher than ever today: RAISE THE COMMISSION, ODD SALE PRICE and MATCH THEM UP IN-HOUSE. Make a commitment today to do your part, and with a little creativity and a little salesmanship, we can all get more of those listings sold!              Inside The Floyd Wickman Team Our  very own Gary Carpenter has reached the highest level - Master Trainer by his continuous effort and consist style ...         In 1999, Gary Carpenter and his wife, Linda, were expecting their second child and together they came to the decision that Linda would become a stay at home mom. As a substitute to Linda’s teaching salary, Gary got his real estate license and found a passion for the challenge and excitement of the industry.                                                                                  After a year long roller coaster ride with the highs and lows of the market, Gary signed up for the Floyd Wickman program. It was here that his life had changed forever. Gary learned how to balance his life personally and professionally, as well as take his now full time real estate business to the next level by becoming a top lister and volume producer in his market. Gary was not only a two-time graduate, but a true believer in the philosophy of the program.   In 2004, Gary felt called to help others find that same success with balance so he joined the Wickman Team as a national trainer. Mentoring, educating, and motivating is where Gary finds his true purpose and heart. With a strong faith, family, and friends providing a solid foundation, Gary enjoys traveling around the country sharing the Wickman program.   Although Gary loves to travel, there is no place like home in Omaha, Nebraska where he enjoys spending time with his wife, Linda and their four kids, Matthew, Jeffrey, Sophia, and Benjamin. They all love to play sports, travel, and volunteer at church, school, and throughout the community, specifically at their local YMCA. The Wickman ‘Core Values’ is not just a company slogan, but a way of life for the whole Carpenter family. Comments?  Questions?  Email clientcare@floydwickman.com  today and let us know your thoughts or call us at 800-910-5351.  Have a great day!     Master Sales Society Hear what other Society Members are saying...     I have been doing this for 32 years.  So, it is comical to me to watch the room change when I stay on track with the dialogues that I have learned so far.   The first change for me was really doing the POCA no matter what.  It is like getting a Hole in One for me.  No matter how hard the wind is blowing, no matter how cold it is, no matter how many distractions that I have going on in my very large brain on the tee box, no matter how many people are looking or staring at me -  one thing that is a constant no matter what is….. I have to stay in my routine.  And second most important thing for me is I have to keep the same tempo in my swing and also in my speech.         I have been doing my R Mentor group call the Daily Dialogues which is what we the Bobettes have on our GOAL list in our Focus Organizers.  I plug in the CD every morning working out.  I fire up the elliptical to one hour and just start moving.  I can’t believe how fast that hour goes by.   About 8 weeks ago I reinvented myself. I envisioned myself being at the table being a  controlling agent but I am going to approach it Floyd’s way.  Show them that I care.   I said I am gonna get that POCA down word for word and do it word for word no matter what at the kitchen table.   I have to say I have had my sellers eating out of my hands after 5 minutes.  The whole atmosphere of the room has changed for me.  Every step is like clockwork  - I am even able to problem stack because I am in so much control the entire time.  My speech is softer and slower.  Being in this biz for 32 years has made me a person like “look if you don’t get what I am saying now then you never will and I just don’t have time to explain all of the problems you might face”.   Talk about teaching old dogs new tricks.     After 8 weeks of doing POCA in the 14 listing presentations I have done - during my POCA I almost can step out of my body and watch on the side lines how I am controlling the room and I am actually giggling on the inside it is so exciting.  I have never felt this in my career.       Problem Stacking is a breeze now because of the routine and the tempo.  And one great thing that I am good at it is self-disclipline which keeps me an 8 on the golf course – I committed to practicing the Daily Dialogues as much as I work on my golf swing and game.  An hour a day – 20 min on the range, 20 min on the putting green and 20 min chipping every year every day no matter what.  Same thing with the Daily Dialogues – listen until I am saying the words before Floyd says the words. My Goals for 08 – Take 37 Listings in inventory this year 5 Buyers to close Do the Smart Week/Focus Organizer/ Learn all of the Diaglogues – Drill, drill and more drill. I have divided up my 200 BOB in an A Group of 40 and 180 of B.  My A group I am lunching or golf or cocktailing with every 3 months.  The 180 mail out and call and have to my Thanksgiving Pie Party Give Away.  Mailing out to Pre-Foreclosures weekly – Short sales – working that hard this quarter and will continue. Expireds – working soft right now – if I get behind on my #’s I’ll kick it up to 100%. 1st quarter of 08 I have had 20 listings with 12 being taken this year and ten listings have sold or are under deposit I have 17 listings to take on my Reverse thermometer which is 9 listings per quarter remaining. 3 Buyers to close on Rev Thermom. Production and $ Volume Sheet I am at right now $11,617,800.  Avg sale price $414,921 with 28 tranactions. Now, I am gonna nail down the hesitation closes.  Look out world! I attached a photo of my 2nd hole in one last year in a PRO-AM tournament at Wiltwyck Country Club in New York.  It was the hardest par 3 – 158 yards – elevated green – bunkers all in the front - pin was tucked in the back with a head wind and it was 50 degrees and my second hole in the tournament – stepped up – did my routine – hit a perfect high draw – took one bounce and the ball disappeared .  It was the hardest par 3 on the course and I only won $500. Thanks for listening. Geena Becker William Raveis Real Estate & Home Services       A Message to the Masters From Mike Today is April 1st, and there's no time for fooling around! We are one quarter of the way through the year. Three quarters left to go. Picture a pie chart. The piece from 12 o'clock to three o'clock has been eaten. There's still a lot of pie left, but Father Time has been eating. Tick tock. Chomp, chomp. It is vitally important that you all acknowledge this quarterly measuring point at the beginning of your next R Mentor Group meeting. Let's say your next R Mentor Group is Tuesday April 1st, and you are at 12% of your goal for the year. Here's what to say. "With 75% of the year left to go, I have 88% of my goal left to accomplish."   I know it's traditional to mark the year by how much time has passed, and it's traditional to measure progress toward your goal by how much you have achieved. But the essence of motivation is focusing on how much you have left to go, not how far you've come. Celebrate how far you've come. Concentrate on how much further you have to go.   75% of the year left to go still sounds like all the time in the world, still a lot of that pie left to enjoy. And it is. But if I am behind my goal, I must turn to my R Mentor Group and ASK THE EXPERT. "My #1 goal is to get back on track to achieving my goal, and I have 88% of my goal left to go, with only 75% of the year left to go. If you could give me one piece of advice, what would it be?" That's called being Responsible to your group.   And if you have a member of the group who is behind and not asking for advice, you have to probe, probe, probe and find out what they plan to do to catch up. And then use their answers to help clarify their Commitments. That's called being Responsible for your group.   And then I like to follow Napoleon Hill's example, and consult my wise and faithful advisors, those other mentors, my Master Mind. In my case, they are Floyd, Og Mandino, Napoleon Hill, and my spiritual advisor. Here's what they advise me about getting back on track.   Floyd, "If you're only a little bit behind, it only takes a little bit of EXTRA time and effort to catch up." (That's my emphasis on the EXTRA, to remind myself to continue doing what I am already doing, and ADD the EXTRA time to my SMARTWeek, and EXTRA effort to my activities.)   Og Mandino, "The prizes of life are at the end of each journey, not near the beginning; and it is not given to me to know how many steps are necessary in order to reach my goal. Always will I take another step. If that is of no avail I will take another, and yet another. In truth, one step at a time is not too difficult. I will persist until I succeed."   Napoleon Hill, "Those who can pass the 'persistence test' are bountifully rewarded. They receive, as their compensation, whatever goal they are pursuing, but that is not all! They receive something infinitely more important than material compensation - the knowledge that 'every failure brings with it the seed of an equivalent advantage.' If you persist!"   My spiritual advisor, "We are spiritual beings living in a spiritual Universe, governed by spiritual laws." Take care of your soul, and your soul will take care of your goal. Ask your Father, "What would You have me do? Where would You have me go? What would You have me say, and to whom?" And then listen in silence for His answer. Comments?  Questions?  Email clientcare@floydwickman.com  today and let us know your thoughts or call us at 800-910-5351.  Have a great day!   Upcoming Events   June 4th - 6th Floyd Wickman School of Speaking and Training   The Floyd Wickman Team, the most trusted name in real estate training is looking for two people in the Western United States who have a sincere desire to help others and make a difference by delivering the #1 results training program in the industry, Floyd Wickman’s SMART Selling Program. No experience as a ‘trainer’ is necessary because we develop speakers who teach, through a six month earn-while-you-learn process.  Potential first year earnings up to $60,000 with some travel involved. If you know someone who fits that description, have them visit www.floydwickman.com for more information. For a confidential first interview, please call Mike Pallin 734-213-7512. Have a desire to improve your speaking and presentation skills? Now is your chance as Floyd Wickman's School of Speaking & Training is open to Clients & Professional Speakers as well as Trainer Candidates.   Just call your trainer or Client Care at 1.800.910.5351 for more information as seats are filling up fast.  In addition to Floyd's busy coaching, teaching and business schedule he is honored to be a Keynote at the following:  April 1st     Weichert RE Affiliates 2008 Annual Convention Atlanta April 16th    Century 21 Connecticut Brokers Council Annual Event Connecticut   For information about any of these events or to find out how you can bring the power and results-producing messages of Floyd Wickman to your organization, call 1.800.910.5351 or visit Events   Floyd Wickman Team Support Message Helping our clients make the most of their real estate careers is more than our jobs, it is our passion!  Know that we are just a phone call away to answer your questions or help you find the resources that make the most sense for you.  When you need assistance, please feel free to contact us at 800.910.5351 or email us at Clientcare@floydwickman.com      Floyd Wickman's SMARTSELLING...   Other agents may be struggling with market shifts and economic change, but our SMARTSELLING students are still delivering strong per person productivity across the country.  What's the secret?  The right tools, accountability and training to help agents succeed in ANY market!   Find out how to bring real world results to your organization TODAY. Visit us today at :  Training Programs       Product of the Month Available Online!     Floyd Wickman's Classic: How to Be In Positive Control of Your Life! If you want to be success oriented then this CD will give you the foundation & tools to be in positive control of your life.  Life is filled with adversities and opportunities.  Knowing how to handle both can mean the difference between "Being in Control" and being controlled. Join Floyd Wickman, the man with the method for causing positive change in your life.   Floyd Wickman earned his success the hard way.  So he has dedicated his life to teaching others how to be in positive control of their lives.  On this CD, you'll hear the story of Floyd's rise from humble Detroit beginnings to international speaker, author, trainer and entrepreneur.  But more than one man's story, this is the real life story of more than 500,000 successful graduates of the Floyd Wickman Course.  People who have learned the secret ingredients of a successful life. BY APPLYING FLOYD'S HISTORY-PROVEN TECHNIQUES, YOU WILL LEARN HOW TO HAVE: Happiness In Your Relationships Freedom From Addictions Personal Satisfaction Improve Your Health Achieve A Better Income   ACT NOW! and get this CD for $20  plus  $9.95  S & H Contact us to place your order online at Training Products or find out more at 1.800.910.5351 or email clientcare@floydwickman.com .         Tailor your next Event with one of Floyd Wickman's  Timely Topics          Floyd Wickman has a timely message that will help you grow your business.  Believe it or not, there's never been a better time to grow your business.  Those organizations laser focused on putting RESULTS in the hands of their sales team, SYSTEMS in the hands of their management staff and SYNERGY into their company hire Floyd Wickman, dubbed "The EXTRAORDINARY Ordinary Man," to speak to the hearts, minds and spirits of their team.  Let them learn:  How the Best Get Better  101 Greatest Slow Market Dialogues Solving the Ten Most Common Problems Only the TOUGH Survive Or invite Floyd to share a specially-crafted messages just for your team.  Find out how by visiting us online at:  Seminars & Coaching                     or call  1.800.910.5351       SHORT SALE Seminars online or in person!   It's never been easier or more convenient to learn what you NEED TO KNOW about working with SHORT SALES in today's marketplace!  Why?  We've created an on-demand, online video series just for you!  If you are ready to learn 24/7 and develop the right strategies to build a "Short Sale Specialist" reputation in your area, then visist us online and get started today: www.floydwickmanshortsale.com Prefer a live one-on-one workshop?  Discover the venue closest to you or book a Short Sales Seminar of your own by calling us at 1.800.910.5351 today or feel free to email us at:   clientcare@floydwickman.com                                                          Copyright (c) 2008 Floyd Wickman Team.  All Rights Reserved.

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