June 2008

Floyd's Perspective...

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:

  1. 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.
  2. 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! 
  3.  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,
              

 

Soft Market Selling Tips

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.   



 

Inside The Floyd Wickman Team

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!
 


 

Master Sales Society

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!
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,
    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.  

  • 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

 
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

 

 
 

The Floyd Wickman  Program
Heats Things Up!

  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
   
 

Products of the Month!

 


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:  

  1. Vision
  2. People
  3. Data
  4. Issues
  5. Process
  6. 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  
 

   
 

Spark Your Agents' Imagination, Motivation and Production!

 

        
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

   
 

My Positive Club News

  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! 
   
 

Seeking Short Sale Help?
We've Got It!

  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 
   
   Copyright (c) 2008 Floyd Wickman Team.  All Rights Reserved. 
 

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