FLOYDWICKMAN NEWSLETTER

Floyd's Perspective...

The ABCs of Selling

I'm coaching ten of the most wonderful, committed REALTORS ever. I am enjoying every moment of working with them and learning from them. The common goal with all of them is more sales. Tracking their numbers each week has helped us uncover a missing link for the agents who are busy yet NON-PRODUCTIVE. In addition, we discovered the common denominator of the agents who are busy and PRODUCTIVE. The common denominator is as simple as: 'Always Be Closing' ABC.

To close is to ask. Ask to list. Ask to accept. Ask to reduce. Ask to buy. Sound simple? It is. Yet, most agents are not asking (closing).

Sure, a buyer says, "I'll take this house." So the agent writes it up; presents it; oversees the processing, meets the inspector, etc. etc. No wonder buyers are looking at way too many houses today.

What's wrong with?

Before you get off the phone with a buyer, asking, "If we find you the right house today are you ready to buy today?"
When a buyer is in the office, before you actually take them to look at homes, you ask them a second time, "If you find the right house today is there anything preventing you from buying today?"
When showing a home, asking, "Would you buy this house at any price?"
When you are sitting back in the office asking, "What would it take to get you to buy this house today?"

Love ya,
Floyd's Signature

So learn from the busy AND productive agents. Remember your ABCs. Always Be Closing.

For a Frameable print of this Words Of Wickman Saying, CLICK HERE.

Soft Market Selling Tips

THE ENTREPRENEUR'S SURVIVAL CHECKLIST

Go ahead -- Learn from my mistakes. Throughout my career, as a salesperson, sales manager and trainer I made a terrible mistake and I didn't learn from it the first time. As a matter of fact, I didn't even learn from it the second time, but as you have heard me say "there's magic in threes!" Now it is a lesson I will never forget. What was the mistake? The economy changed -- but I didn't.

We are all entrepreneurs. Business people focused on earning a living and making a profit. If you are like most entrepreneurs, you've probably had that "everything-is-great, I'm great and this-market-is-NEVER-going-to-end" approach to your business during the good years. As you have also heard me say before, NOTHING lasts. Not the good or the bad. So, what do we do when the "cheese moves?"

From one entrepreneur to another we all have to spend three things to be successful. Time. Money. Expertise. If there is one major lesson to be learned when the economy changes it's that we must cut back or budget more effectively our time, our money and our expertise. So let me share with you what we'll call the ENTREPRENUER'S SURVIVAL CHECKLIST.

Time:
1. Cut back on unnecessary services. Eliminate some of the pampering and stay focused on the important stuff. Maybe you don't have to meet with every co- broke or see every client every week or send a weekly report.
2. Budget a little less time at home and invest a little extra time finding that extra prospect. Send out that extra Just Listed card. Make the extra call, etc.

Money:
1. Cut back on unnecessary expenses. In a good market, we tend to indulge in the "more is better" mentality. Take a good hard look at your business budget and cut the line items that add heavy expenses without immediate or short term results.
2. Re-negotiate your fixed costs. Use the fine sales skills to re-negotiate things like printing and shipping. Find a more affordable phone service, cut a new deal with your landlord, etc. etc.
3. Cut back on advertising. Some advertising is a reactive method of prospecting. Switch to a pro-active approach, such as picking up the phone or knocking on doors.
4. Look for co-operative expenditures. Maybe there is a title company, mortgage company, or individual from one of your networking relationships who would be willing to share the costs.

Expertise:
1. Learn how to use short sales. For those distressed sellers in low-equity situations this tool may become necessary. (For information about the Floyd Wickman Team Short Sales Seminar, contact Nancy at www.floydwickman.com.)
2. Sharpen your listing and selling skills. Just like better skills help hitters win ball games and golfers win tournaments; better skilled salespeople have higher hit ratios with their listings and sales. Take out your S.M.A.R.T. program manuals and CDs and listen--then listen again.

Hang in there. Nothing lasts and if anyone can, YOU can.

Inside The Floyd Wickman Team

Gale Carlos

Congratulations to Gale Carlos, who was recognized at the June Quarterly Trainer Meeting for earning the designation of Certified Floyd Wickman Trainer. In order to earn the Certified designation, a trainer must successfully complete each step of the one year train the trainer process, which includes demonstrating the ability to learn and deliver Floyd Wickman training material like a professional speaker; deliver production results for the students and client; build and maintain client relationships; and live by the Floyd Wickman Team Core Values.

Gale says, ' Floyd was my first trainer when I started in real estate, and he has always been my hero. It was my dream to be able to give something back to Floyd and the real estate industry, and now I am living that dream.'

For more information about Gale Carlos and all of the Floyd Wickman Team trainers, go to www.floydwickman.com and click About Us.

Mike Pallin

Our President, Mike Pallin, was recently asked to speak on recruiting and training at the Quarterly Regional Directors Meeting of Prospects Plus in Tampa. Mike also just completed a S.M.A.R.T. Selling Program for mortgage loan officers with Huron Valley Financial. Loan officers in the program produced an average of over $2 million in residential loans, and generated more than 3 referrals each per week, in the 42 days.

Short Sale Seminar

The Floyd Wickman Team has acquired the acclaimed Short Sale Seminar, and has partnered with the authors Bob Daniel and Sham Reddy. Floyd is currently interviewing potential speakers to fill the demand for this very hot seminar topic.

Upcoming Events

Mark Your Calendars For...

Floyd Wickman Team Mid Year Forum!

July 13th - Coaching Day at The Forum. Floyd meets with coaching clients as a prelude to this years Masters FORUM. Livonia (MI) Marriott.
July 14th - The annual Floyd Wickman Masters FORUM. Saturday 8am - 4 pm at the Livonia (MI) Marriott. Networking, brainstorming, problem solving, and staying on track to achieve your goal! The FORUM is open to all attendees of the annual Master Sales Event in Chicago. Go to www.floydwickman.com/forum to register.
Sept. 5-9 - Floyd Wickman School of Speaking and Training, Wednesday through Friday at the Livonia (MI) Marriott. Have a desire to improve your speaking and presentation skills? There are a limited number of scholarships available for clients of The Floyd Wickman S.M.A.R.T Program. Call your trainer or ClientCare at 1-800-910-5351 for more information.

FLOYD SPEAKS:

August 2nd, 2007 - Speaking
9:30am - 2:15pm
5/3 Bank - Realtor Appreciation Day
Westin Hotel in Southfield, MI
The Greatest Dialogues of Floyd Wickman
September 22nd, 2007 - Keynote
9:30am - 11:00am
Coldwell Banker Canada
Delta Lodge in Kananaskis, AB, Canada
"How the Best Get Better"
September 23rd, 2007 - Leadership Workshop
10:30am - 12:00pm
Coldwell Banker Canada
Delta Lodge in Kananaskis, AB, Canada
"Solving the 10 Most Common Management Problems"

For information about these events, go to www.FloydWickman.com, or call 1-800-910-5351.