FLOYDWICKMAN NEWSLETTER

Floyd's Perspective...

Count Your Blessings

Happy Holidays--Or Are They? This is a wonderful time of the year for me and most others I know. I hope it is for you too. For me it's a time for family visits and spending time with friends, fun meals, bright decorations, quiet reflection and the celebration of the birth of Christ for Christians like me. There is Hanukkah for our Jewish friends, Kwanzaa for our African American friends and Santa Claus of course for my grandchildren and kids around the globe! It is also an incredible time to reflect on the year past and plan for the New Year ahead.

But, for so many in the business of sales, the holiday season is often overshadowed with stress, concern, doubt, worry and all those little "psychic vampires" that suck the joy out of what should be a festive time. We get caught up in the day to day drain and forget that all too important task of counting our blessings each day which gives us the gift of perspective, especially during the tough times.

Want a formula that will guarantee a peaceful, worry-free holiday season? Here goes:

Before December 15th plan to eliminate many of the doubts, fears and concerns that plague the salesman's soul by doing these six things:

1. COUNT YOUR BLESSINGS. Each day offers us blessings if we are perceptive and aware enough to realize them. Whether that be a listing or sale, a hug from your partner, a kiss from your child, a call from a friend or a light that turns green when you REALLY need it to. Count those, either in prayer, in a journal, or just a 10-minute mental time out each night. When you begin and end your days on those things that really matter, you begin to taste the recipe for a good life.

2. COMPLETE YOUR CIRCLES. Make a commitment to complete all of the tasks that you have begun but haven't finished. Picture each incomplete task as a circle, not yet completed. A dozen incomplete circles can lead to substantial tension and stress because we are always thinking of those things that have to get done. Begin drawing a dozen circles on a sheet of paper but don't actually complete then and you will see how mental health experts would visually illustrate what causes nervous breakdowns. Finish the tasks. Get them off your mind.

3. ESTABLISH ALL OF YOUR GOALS FOR THE NEW YEAR. A funny thing about commission selling. This time of the year can be somewhat depressing, with a sense of hopelessness. If we are finishing up this year and not yet clear on what we are going to for the new year it is like the "dark at the end of the tunnel." As soon as we set our goals that are specific, attainable, visualized with pictures and committed to--we begin to see the light. That light is hope and we can then go into the holiday season with the magical feeling that hope carries. Set your goal. See the light. Have hope.

4. GET BOOKED. Whether you are a REALTOR or a rock star the secret of your success is in being and staying booked. We, of course, call them scheduled appointments. Picture these two scenarios. Scene One: It's December 15th and you are closing down for the rest of the year. You've set your goals, completed your circles but you have nothing scheduled for your return to work on January 2nd. Scene Two: It's December 15th and you are closing down for the rest of the year. You've set your goals, completed your circles and you are booked solid for the first two weeks of January. What is the difference? Your feelings of course. You are less stressed, less worried about your new year. You will have more optimism about hitting the ground running when others will just be getting started. Now there is a holiday gift you can give both you and your family! Get booked.

5. SAY NO TO ALL BUT THE HIGHEST PRIORITY COMMITMENTS. Between December 15 and January 2, if it's not a closing, sure-fire listing or sale or MAJOR emergency, most things can simply wait two weeks. Set aside this time for family, friends, God, yourself and get into the spirit of the holidays. JUST SAY NO.

6. COMMIT TO A HIGHER LEVEL OF SKILL FOR 2008. Know in advance that you will use this year to sharpen your skills and bring them to the next level. Get excited about the person you plan on becoming during the New Year.

It's time to treat yourself and your loved ones to a happy and blessed holiday by taking this time to re-connect, re-charge and re-capture the perspective and energy you need to make your new year your best ever. From my home to yours, may I wish you the very merriest of holiday season and a prosperous and extraordinary New Year!

COUNT YOUR BLESSINGS. I do, each time I think of the people in my life.

This month's frame-able monthly message is ready; CLICK HERE to Download.

Love,

Soft Market Selling Tips

By Mike Pallin, President

In searching for a topic timely for our December season, none comes more to mind than building the best possible book of business in our programs we call that a Platinum Book of Business.

Why? Well there is one reason why Floyd recommends that we allocate our money, time and energy to building a smart book of business with our best 200 referral sources. We know that EVERYTHING works. Working FSBOs, Expireds, sending newsletters, Just Listed campaigns, farming, etc. What truly pays off the quickest, gets the most results and allows you to plan your business in an effective consistent manner is building a Platinum Book of Business.

Why Platinum? Imagine a beam of light. It makes you see better right? Now think of a laser - now THAT can cut through steel. Everyone, of course, goes into your sphere of influence or book of business, but your Platinum clients can and will accelerate to become a more intense relationship. Some you may even call weekly! You may have just 30 Platinum customers out of your 200, but it will be those you will nurture. I know top producers who have just 5 in their Platinum group, but of those five they can count on 30 transactions per year. Take Sue Shangle from Flint, Michigan. Sue is best friends with the Personnel Director for Flint Medical. This group brings in 5 new residents per year. Now, because of their relationship, Sue gets all five. So, I guess what I am saying is that your Platinum group should get EVERYTHING you normally offer for marketing, plus a little EXTRA cultivation.

So, how do you expand on your Platinum Book of Business? Odds are you know someone who owns or runs a business. I had a student, Max Swanson, who literally moved into a remote area, didn't know a soul and wasn't sure where to start. What did he do? Walked up to business owners in his area and asked them if they accepted referrals in their business. The chances of people asking them that question effectively is slim. What if you went up to these VIPs and asked, "Who is your best customer and if I ran into someone just like that what would you want me to say about you? I am a real estate professional, and as that I talk to people every day. What are the three things you would like me to share with my clients about who you are and what you do? How can I best communicate those leads to you and how is the best way for me to have them contact you?" Wow! Imagine the power of that dialogue. You let them know you are interested in what they do, who they are, and how you can work together. Now ask, "You know, would you be willing to trade referrals? I have many clients who could use advice in (Your Field) and I would like to be able to give them a trusted name to contact."

Business networking is not a new strategy. It is, however, a consistently effective one. We know agents who build their entire business AND exit strategy on a Big 30 Breakfast Club concept. There is even an institution devoted to this premise. The BNI or Business Network International. They have dues, agendas and regulations and trade referrals on a regular basis.

You don't need to join a chapter just prospect the right people, with the right dialogue and skill set. Do you know professionals in the business of: insurance, mortgage, home inspection, warranty, contracting, titles, CPAs, attorneys, doctors, etc? These, my friends, are the perfect candidates for your Platinum Group. Go make friends first and sales later. In other words as Floyd would say, "Get by Giving." We are here to help.

Make 2008 your personal best. Believe that building your business is the right thing to do for you, your career and your family. Know this. We are right here when you need us!

A Special Message from Floyd... What is 'Masters', and Should I Be There?

'Masters' is the abbreviated term of endearment we use to mean the Master Sales Academy. Since 1991, I have hosted an annual 2 day advanced training event for Floyd Wickman Program graduates and friends of the family.

It has gone by a variety of names over the years, (we've even called it FloydFest!) but it occurred to me recently that it's less important what you call it than what we accomplish there. So we have settled on Master Sales Academy because that best describes who we are and what the event is all about.

An Academy is a society of professionals united for advancement. Isn't that it in a nutshell? We're all salespeople, and our goal is to master our craft.

High sounding words, but they don't necessarily answer, "Is it for me?" or "Do I need it?" or "Should I be there?" and "What will I get by going to Master Sales Academy?"

In that light, and in the interest of clarifying how I feel about this very important event, know this:

First of all, it is a 2 day experience from January 11-13 at the Westin O'Hare in Chicago.

Secondly, it is non-denominational, which means people from every company, walk of life and experience level will be there.

Thirdly, it is limited to graduates of Floyd Wickman training programs and it will be trained by yours truly, my trainers, guest speakers and special panelists.

Should I Be There?

It is designed to do five things:
1. Crystallize your goals, plans and activities for 2008 and keep you focused on a minimum of 30 transactions.
2. Provide you with all the answers, tips, techniques and methods for what is working and what is not in our current market. All designed to help you achieve those goals!
3. Align you with an R Mentor Group for the year. These are 2-3 agents that will be in your responsibility and support group throughout 2008.
4. Have you commit to do all those things necessary to achieve your goals and realize your dreams.
5. Recognize those people from the previous year who have accomplished all that they said they would do.

For those of you who are not so much interested in what we call it, but more in these five benefits - I'll see you there!

Want to learn more? Visit www.msa2008.com. I can't wait to see you!

To your prosperity!

Inside The Floyd Wickman Team

Floyd Wickman Team wishing you a happy and save holiday season!

Chris Frost: youngest to earn the title
Floyd Wickman Team Certified Trainer!

"A few years ago I was staring up at the heavens looking for some of life's answers. One of them being, what the heck am I going to do with my life?

Then I was introduced to this business called real estate. The problem was this, I was 18 and broke. After borrowing money from mom and dad, I made a commitment to get licensed. I studied hard for the exam and actually passed, and it felt good. Never completing high-school, and with no college experience this was my first success. Another problem that got in my way besides my age and being broke was now that I had a real estate license I had no idea what to do with it. Funny huh? I must not have been paying attention in real estate school when they were teaching us how to make money.

Everything changed for me when I met up with Floyd and took a Floyd Wickman program. My biggest fear was my age. Guts I had but that fear of being too young got to me, and stopped me dead in my tracks most days. I used it as an excuse sometimes why I was making no money. One day I had a privilege of sitting in an audience and heard Floyd himself for the first time. I waited in line after his talk to speak with him. I knew I would only have time for one quick question so here is what I asked, "Floyd, I'm only 18 and I'm afraid I got into real estate too early, maybe at the wrong time. Can 18 year olds make it in this business?"

He quickly quit signing the book I had handed him and looked me right in the eyes and said, "Today is the perfect time to be in real estate, and I couldn't think of a better age to be getting into the business. Remember this Chris, it does not matter how old you are, what matters is that they like you. Make it happen, and Don't let any excuse in your life keep you from reaching your goals." Well I took what he said to heart.

What's getting in your way of being successful? What excuse might you have why things are not happening for you? After 4 years of selling real estate, now I am a trainer for Floyd. I'm 23 now and the youngest Certified Trainer in the history of the Floyd Wickman organization. Here is my point... Stick with Floyd, set a goal, make a commitment, do the basics and if your headed in the right direction you will accomplish all your dreams in life, with out "excuses!"

Comments? Questions? Like to learn more ABOUT THE TEAM?, Email clientcare@floydwickman.com and let us know your thoughts or call us at 800-910-5351. Have a great day!

Upcoming Events

Mark Your Calendars For...

Floyd Wickman Team Master Sales Academy 2008' , where Master Salespeople meet and new ones are born!

Master Sales Academy highlights include:
' General Sessions with Floyd and special guests
' Expert advice from Master Panels
' Break out sessions for a challenging market
' The Master Salesperson's Code of Conduct
' How to produce more without spending more or working more hours
' How to turn adversities into booster rockets
' How to master time control
' The secret ingredient of consistent goal achievement
' Laser beam focus on building value in your business
' And more fun than a barrel of monkeys!
' It only happens once a year, and it is the only place on the planet you can go to learn this directly from Floyd Wickman live and in person!

The Master Sales Academy. January 11-13, 2008 at the Westin O'Hare Hotel. To register for this extraordinary, results-producing event click here: www.msa2008.com

NEW! ROOM SHARING BULLETIN BOARD!
Looking for a roommate to share expenses at this exciting upcoming event? Visit our new online bulletin board today and find out more!
MSA ROOMMATE SEARCH

Comments? Questions? Email us today at clientcare@floydwickman.com and let us know your thoughts or call us at 800-910-5351. Have a great day!

March 6th - 7th, 2008   8:00 AM - 5:00 PM
Floyd Wickman School of Speaking and Training
Have a desire to improve your speaking and presentation skills? Have you dreamed of beginning a career in training? If you said yes to either question and are interested in joining us Wednesday through Friday at the Livonia Marriott (MI),   call your trainer or Client Care at 1.800.910.5351 for more information as seats are filling up fast.

For more detailed information, click on EVENTS