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Floyd's
Perspective... |
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Adversity Breeds Success...
Adversity Breeds Success. Those that
know me have heard me share the thought,
“Adversity breeds success,” more than once
throughout the years. I am sure that as I talk
to real estate professionals and entrepreneurs
from every corner of the globe, I’ll no doubt
have an opportunity to say it again. It is one
of those life lessons that begs to be shared and
a concept that can provide hope for people who
find themselves struggling against the
challenges before them.
Nietzsche, Napoleon Hill, my “big brother” Zig
Ziglar, cyclist Lance Armstrong and many of the
“best of the best” weigh in on this topic. Why?
Well, in Nietzsche's words it’s “That which does
not kill us makes us stronger.” He was right, of
course. While it may not feel like it at the
time, the adversity we face in our life becomes
the very core of the well of strength we drink
from when times are tough. Look to some of the
greatest minds, leaders and motivators
throughout history. Almost without exception,
you’ll find that the lives of these
extraordinary people were often fraught with
adversity and failures.
What do all of these “greats” have in common?
They saw past the obstacles in their path and
kept walking in the direction of their dreams,
goals and beliefs. Trust me when I say, “You can
too!” Remember to stick to the dance, three
steps forward and two steps back and invite the
following three “truths” into your life:
- Nothing lasts.
Not the good or the bad. Perspective is
everything in this market and in this life.
Celebrate the moments, learn from the
experience and embrace what is yet to come.
- Count Your
Blessings. The ability to realize,
cherish and truly count all the blessings in
our lives from the personal to the
professional and everything in between can
become a very real “kick-start” for each
day, perspective each night or an incredible
combination of the two!
- We get by
giving. I have forged friendships,
companies and customer relationships on this
philosophy. It is the very well we drink
from daily. Take that whole “what goes
around comes around” theory and ramp it up a
few notches. Life, business, love –
everything – is a reflection of what we put
into it. So, what do you want to give? The
“get backs” are unbelievable!
The trick to getting over those mountains that
sometimes stand before us is to first see them
for what they really are. Then knowing they
won’t last and knowing that there is much to be
grateful for in life if we choose to look and
listen helps us keep the balance while keeping
things in perspective. I wish you success as you
make your way, and challenge you to steer
confidently through the adversity. After all, as
Og Mandino would say, “This too shall pass.” It
always does. Take care!
This month I invite you to
download your frame-able message CLICK
HERE : “Adversity
Breeds Success.”
Love,

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Soft Market
Selling Tips |
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When
to Negotiate Your Commission
by Mike Pallin
I
was told recently by a colleague about a
posting at realtor.org that estimated
because of the slow market, 40% of sellers
will ask an agent to discount their
commission some time during a listing
presentation.
When I repeated that statistic for an
audience of agents last week in Chicago,
someone yelled from the back of the room,
“More like 97%!” And of course everyone
nodded and groaned in agreement.
When our dentist quotes the fee for a root
canal, we don’t question them, bargain,
negotiate and demand a reduction, do we? How
about attorney’s fees? Accountant’s fees?
Chiropractor’s fees? Moving van rental fees?
Title, warranty and mortgage fees? Tanning
booth fees? How about library fees?
How about the price for a fill up at the
pump? Seems we don’t have much of a choice
there, do we? We just pay it. Why? Because
that’s the price, and if we don’t like it,
we can take our business elsewhere and hope
to find a better price.
Not so with commissions. They’re negotiable,
aren’t they? Aren’t they?
You’re not a dentist or an attorney or an
accountant, or even a gas station. No, the
real estate business is unique. As a real
estate agent, you have to prove to potential
clients in advance that your services are
worth what you charge. Add to that the FACT
that virtually every customer and client is
going to question your fee and ask you to
discount it.
That’s a lot of pressure. What’s an agent to
do? Let’s think about this together for a
moment, OK?
If you know that they know that commissions
are negotiable, and they ARE going to
negotiate, what does the smart agent do?
That’s right, prepare to negotiate!
Effective negotiators choose the most
advantageous time and place to conduct
negotiations. (The Korean Conflict
negotiators took months to agree on the size
and shape of the table and seating
arrangement!)
Where is the best place to negotiate
commissions? Face-to-face. Don’t negotiate
money over the phone. Even if asked, “How
much commission do you charge?” Set it aside
until you can get face-to-face by answering,
“I’m willing to work for whatever commission
you and I can agree on.” And you are,
aren’t you? Aren’t you?
Remember this face-to-face rule and make it
a rule of thumb. In a slow market, get
face-to-face whenever you are negotiating
money, whether it’s with a buyer or seller.
In a hot market, or even a normal market,
you can sometimes get away with long
distance negotiating for the sake of
convenience. But not today. Slow markets
require the highest selling skills and
people skills to avoid procrastination.
When is the best time to negotiate
commissions? After you have agreed on price.
Until then, commission is irrelevant.
Remember Floyd’s Rule of Thumb: Don’t talk
price until they are sold on you and your
company. You can’t know how to sell them on
you and your company until you have probed
for and stacked problems. And they won’t let
you probe and stack problems until you break
the ice and take control of the appointment.
In other words, everything is too expensive
until you know what you are getting. If you
take commissions out of the proper context
by quoting them over the phone, or by
getting off track on the listing
appointment, they become like a price posted
at the gas station. The consumer sees only
the price and keeps on driving down the road
looking for a better deal.
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Inside The Floyd
Wickman Team |
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Congratulations to Steve Linn & Gary
Carpenter for Achieving Platinum Circle
level
The Floyd Wickman Team is proud
to welcome to the Platinum Circle two
new members: Our newest Master
Trainer, Gary
Carpenter and Company CFO/COO
Steve Linn.
Floyd Wickman Team's highest level of
achievement is not something just anyone
can earn. It is only by unanimous vote
of all participating Platinum Circle
Members that new members are
inducted. The Platinum Circle Members
are a group reconized for continuous
performance, loyalty and a commitment to
defend and carry forward the legacy of
the Floyd Wickman Team.
Congratulations to all the Floyd
Wickman Team Trainers!
Floyd Wickman presented a
challenge to his Trainers and they were
not only up to the task, but met it
with gusto! Their prize for this is a
all day outing on Floyd's personal
boat. Way to go TEAM!
Comments?
Questions? Email
clientcare@floydwickman.com today
and let us know your thoughts or call us
at 800-910-5351. Have a great day!
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Master Sales
Society |
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Master Sales Society News...
“Membership in the Master Sales
Society is reserved for those agents who
subscribe to the Code of Ethics and The
Floyd Wickman Team Core Values, and who live
by the most rigorous and principled Code of
Conduct in the industry. When you hire a
Master Sales Society member, you have hired
the consummate real estate professional.”
We are less than six weeks until The
FORUM. Saturday, July 12th is the half-way
point between Master Sales Academy 2008 and
2009. The perfect day to fly up in the air
and take a bird’s eye view of how far we’ve
come this year and how much further we have
to go to achieve our goals. In other words,
to step outside of working in our business
to work on our business.
Why is that so important that we
would devote an entire day to it?
Look around you. Do you see anyone
with their head in the sand? In denial? In
shock? In a slump? Struggling? In need of
encouragement? Searching for an answer? Off
track? Demoralized? Of course you do, they
are all around you, beckoning to you to join
them like Ahab strapped to the great white
whale. Like the Sirens calling to Odysseus,
seductive but deadly.
Misery loves company. But Masters
love camaraderie. That’s why we gather twice
a year. It’s positive maintenance. Together
we can accomplish anything. Together,
there’s no economy that can ever knock us
off track.
To register for The FORUM, call
1-800-910-5351 and ask for Master Sales
Society Client Care.
Here’s what
Master Salespeople are saying about
attending the FORUM!
"We all need each other to help
focus and get back on track” -Gene
Whittle
“I got the help I needed with my R
Group. A great mid-year boost!" –Shanna
Kelling
"The synergy of the group dynamics is
worth it all by itself. On top of it,
all the ideas, stimulation, and AHAs
were a bonus!" – Sherri Hinkel
"The FORUM reminded me of what I need to
do every day for the rest of the year. I
had lost sight of that." –Hope
Heidenreich
"No matter how long you’ve been in the
business, we all need to refocus and be
reminded of getting back to what works
best." –Sue Moss (2008 Get By
Giving Award Winner)
"The energy, enthusiasm, knowledge and
sharing are priceless. I’m reenergized
and excited about my business." –Charlene
Randle-Clayton
"Do NOT miss the FORUM. A mid-year check
up is critical to success in the 2nd
half of the year. It’s not ‘over’ once
July is here. There’s still business to
be had every day." –Denise Joyce
"Once a year at Masters is not enough to
carry me through the year. I always go
to the FORUM, too!" –Susan Donnelly
"Now I know how to get my listings sold
quickly in this buyer’s market. The
FORUM will help you go the next level."
–Jason Gino
"You need the shot in the arm midway
through the year to push you towards
your goals." –Jim Galligan
"Just the people here is enough to
travel across the country for." –Melissa
Fox
To register for your seat online to the
mid year check up
CLICK
HERE.
Comments?
Questions? Email
clientcare@floydwickman.com today
and let us know your thoughts or call us at
800-910-5351. Have a great day!
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Upcoming Events |
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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,
The Floyd Wickman Program (AKA
S.M.A.R.T.SELLING).
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.
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July 12th
FORUM
A chance to spend the day with
Floyd and all of your favorite Master
Salespeople from the Wickman family.
Half-way to Master Sales Academy, the
perfect time to fly up in the air and take a
bird’s eye view of your progress toward your
goal; and either get back on track, or make
sure you stay on track. A gathering place
for Master Sales Society members to exchange
ideas, solve problems and sharpen selling
skills.
CLICK HERE.
to Sign up on-line or call 1-800-910-5351.
Floyd to Speak for
Important Cause
Recently, Floyd announced his
participation in the upcoming “Scents for
Soldiers” event June 17, 2008 from 9:30am-3:30pm
Eastern Time in Myrtle Beach, South Carolina.
Approached by South Carolina REALTOR® and
“Scents for Soldiers” founder, Christina Shealy,
Floyd was moved by her organization’s efforts to
bring much-needed comfort, convenience and
specialty items to our wounded soldiers
recovering at the Walter Reed Medical Center.
All net proceeds will be donated to the troops.
Floyd will be presenting Tough Market Strategies
and excerpts from his popular, results-producing
seminar “Only the Tough Survive.”
“It is a privilege for Floyd and our entire
organization to take part in an event that
betters the lives of our nation’s heroes,”
shared company representative Gale Carlos. “As a
former Navy man, Floyd takes extraordinary pride
in doing whatever he can, whenever possible for
our troops,” added President Mike Pallin.
To learn more about the “Scents for Soldiers”
organization or this exceptional benefit event,
please visit:
http://www.housesinmyrtlebeach.com/content/article.html/1798082
or call Christina Shealy at
1.843.492.4482.
For information
about any of this event 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
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Floyd Wickman Team
Support Message |
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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
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The Floyd
Wickman Program
Heats Things Up! |
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Agents across
North America are firing up their
per-person production this summer by
attending the Floyd Wickman Program.
If you're ready to blaze a new trail
this summer and increase your
confidence, skill set, knowledge
base and bottom line, then we've got
just the thing for you!
Discover how you too can raise the
bar on your career, eliminate stress
from your life and realize your
goals. Visit us today at : Training
Programs
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Products of
the Month! |
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Traction:
Get a Grip on Your Business
We are very proud to announce
that Gino Wickman's book has just
been named the Bronze Winner of the
Axiom Book Award!

Gino generously
shares these Six Key Components
of Every Business in his
extraordinary book:
-
Vision
-
People
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Data
-
Issues
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Process
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Traction
Learn how
strengthening these vital components
has helped more than 100 companies
messure, on average, a growth rate
of more than 18% per year!
Discover for
yourself in Gino's article
Are You Running Your Business or Is
Your Business Running You?
By CLICKING HERE.
Better still, purchase
this award-winning book and put your
production into OVERDRIVE!
Congratulations Gino Wickman!

Then
CLICK
HERE
to discover more
about this unique, exciting tool
that has catapulted businesses
across North America.
Contact us to
place your order online
at
Training Products
or find out more at 1.800.910.5351
or email
Clientcare@floydwickman.com
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Spark Your
Agents' Imagination, Motivation and
Production! |
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Fuel your organization with
the right words, motivation,
inspiration and imagination to
achieve the greatness you all
deserve.
Floyd is bringing messages and
solutions to agents across North
America who are looking to build
their businesses, decrease their
stress levels and adopt the
certainty that in any market, any
economy, they can realize their
goals.
Discover the topics that can
and do make a difference:
- 101
Greatest Slow Market
-
Dialogues
- How
the Best Get Better
- Only
the TOUGH Survive
-
Solving the Ten Most Common
Problems
Learn more about each topic by
visiting us online at:
Seminars &
Coaching or ask
how we can customize a seminar just
for you by calling us at
1.800.910.5351 |
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My Positive
Club News |
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Floyd's
Positive Club is gaining momentum!
New members are
flocking to
www.mypositiveclub.com
each week to hear messages
of inspiration, motivation and
determination.
So, if you're ready to steer clear
of all the negative out there in
today's market, come join the club!
We're POSITIVE it
will help you live a better life! |
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Seeking Short
Sale Help?
We've Got It! |
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Agents everywhere are taking
advantage of our easy, convenient
online Short Sale Training!
What we've discovered is that many
agents who have enjoyed laughing and
learning with us online would also
like to have a digital copy of their
lessons to keep. So we've created a
DVD series!
Whichever method works best for you,
mastering the art of Short Sales is
just a few short steps away!
Want to learn more about how to
become the "Short Sale Specialist"
in your area?
Visit us today at:
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 |
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