| Floyd's Perspective... |
|
Change Your Life in Just Ten Words.
Can you believe it? Ten words can --and will-- change your life for the better. I'm sure there are other limited word sentences that can have an impact as well such as, "Stick 'em up!" "Will you marry me?" "I do." "We're finished!" None, however, can affect your outcome more than these ten words: IF IT IS TO BE IT IS UP TO ME.
We are way too often tempted to look for the reasons why we can't do something or why something didn't work out as opposed to finding the solutions necessary to create what we want from life.
I'll give you an example. A man asked his neighbor if he could borrow his lawnmower. "I'd love to lend it to you but I can't right now," said the neighbor. "My wife is making chili today." Somewhat disappointedly the
man asked, "What does that have to do with loaning me your
lawnmower?" "Nothing really," his neighbor replied, "but I figure if I don't
want to do something--any excuse would do." What excuses do we tend to use to cover our failures, our mistakes, and our reasons for not even trying?
As a young man, I was a wide-eyed student in a Dale Carnegie sales course. The course was taught by a very exciting and knowledgeable trainer by the name of Bob Stackpoole. Much of the course content proved valuable to me over the years but one thing, more than any other, stayed with me and dramatically affected the course of my career. It was when Bob tossed out a bit of wisdom that I doubt was even part of the course curriculum. He told us that all of our successes depended on us and what we did with what we learned. He warned us to stop trying to come up with those reasons why we can't succeed and offered to give us a "self talk" affirmation. He said we needn't write it down because it was easily remembered since it had only ten words with only two letters each. I thought, "Gee, even I can remember that!" Then he shared this thought: "IF IT IS TO BE IT IS UP TO ME." Wow! What an impact that had of my belief that I could succeed.
Right then I learned to quit using external influences as excuses for my lack of success. It was, up to that point, so convenient to prefix so many of my goals and dreams with, "IF all goes well I will accomplish" or "IF my broker would provide us with" (doesn't matter what) or "IF the market was better I could be more successful." You know the ones. All those standard contingencies we get in the habit of using.
The truth be told, it is not up to anyone else, or any event or timing or luck. It's wrong to go through life "passing the buck" or putting the monkey on another's back. To paraphrase my friend and big brother, Zig Ziglar, "When one finger is pointing at the reason why we can't there are three times as many pointing back at the reason why we can." My belief is that is that in the end, God is in charge but He gave me Free Will to make my own decisions and ultimately it really is up to ME.
So my recommendation to you is to download this saying as a reminder, keep it by your desk, get down to the nitty-gritty of placing the responsibility right where it belongs on our own back and remember: "IF IT IS TO BE IT IS UP TO ME."
This month's frame-able monthly message is ready; CLICK HERE to Download.
Love,
 |
| |
| Soft Market Selling Tips |
|
When the Going Gets Tough...
By Julia Escobar, Director of Corporate Marketing for our friends at ProspectPlus!
In my role as Marketing Director for ProspectsPLUS!, I have had the opportunity recently to talk to agents from across the country who are seeking the inside secrets to maintaining momentum (or simply surviving) in a changing economy. In a new series of articles, I am speaking with industry icons on tough market topics and had the chance to sit down with Floyd for some of his ideas, insight and inspiration. Here are some excerpts from our conversation:
Q: Floyd, it's no secret that the market is tough. What are some of the biggest challenges today's agents are up against?
A: I guess if I had to say what I hear agents struggling with the most right now it would be, first of all, getting their deals closed or pending sales that do not go to closing. Second, agents have more inventory than many are used to handling.
Many agents are simply not used to these challenges and, in a lot of cases, neither are their managers. Many managers have just not been in the business long enough to have experienced market conditions like this, so where do agents turn?
Q: I guess they turn to us! So pretend I am a struggling agent. What advice do you have for me with regard to a higher percentage of deals NOT closing?
A: First, I would have you look at the reasons why deals are not closing. Understand why lenders are pulling back and changing the way they do business. The increased foreclosure rate makes them more likely to turn down loans and less apt to give the benefit of the doubt when it comes to appraisals. Buyers, too, have an attitude that there are unlimited property choices and are more demanding, sometimes even to the point of arrogance.
Second, master the art of straight-line communication. It is more essential than ever that the buyer is met in the office, pre-qualified, pre-approved and PREPARED to expect the worst AND make a decision. Choose your words wisely. For example: "Mr. and Mrs. Buyer, we are going to start today with a meeting of the minds. There is a lot of inventory available, and I am going to ask you to make a decision if you find something you like' and to be reasonable when you make that decision. I am not in the business of helping steal homes. I am in the business of finding the right homes at the right price in the shortest period of time."
I love to see agents get buyers pre-approved through their own suggested mortgage source, because it gives them more clout when it comes to keeping the process moving. In the case of a buyer who has been pre-approved elsewhere, you might say, "Mr. and Mrs. Buyer, if there is a better deal out there, it doesn't hurt you to find out. Let's talk to my lender and see what they have to say as well, and you can choose which works best for you."
Remember, too, that "pre-qualify" does not just mean what is the best they are looking for, but what is the worst, as well. Find the urgency and you can communicate the value of making a decision quicker and negotiate the subtleties of helping them accept rather than settle. In other words, accept a property and get settled into what they need, not necessarily all they want.
Q: How does prospecting change in a tough market?
A: I think it is more important than ever for agents to target market rather than shotgun market. Aim your prospecting and your marketing dollars at FSBOs, expireds and automating your Just Listed and Just Sold system such as you all offer with MLSmailings.com. You also need to be laser focused on getting one-on-one with your sphere of influence by asking, "Who do you know who might be interested in buying a house now that inventory is high and rates are down?" Taking care of those VIPs will allow you to take care of your career during the tough times.
Floyd, thank you for your ideas and your candor! What a good reminder to all of us that, when the going gets tough, the tough get back to basics.
To Reach Julie directly, call 1.866.405.3641 or to find out more about ProspectsPlus! visit www.prospectsplus.com.
To read this article in its entirety, please CLICK HERE When the Going Gets Tough... |
| Inside The Floyd Wickman Team |
|
Floyd Wickman Team Master Sales Academy
"If you work with your hands, you are a laborer. If you work with your hands and your head, you are a craftsman. But if you work with your hands, and your head, and your heart and your soul, you are a master." -Floyd Wickman
The S.M.A.R.T. Selling Program taught you the basics, and the basics never go out of style.
At a higher level, the annual Master Sales Academy is dedicated to developing the skills, attributes and resources of a Master Sales Professional.
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 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 luxurious Westin O'Hare Hotel, Chicago. Where Master Salespeople meet, and new ones are born! To register for this extraordinary, results-producing event click here: www.msa2008.com
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! |
| Upcoming Events |
|
Mark Your Calendars For...
-
December 12th - 14th, 2007 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.
FLOYD SPEAKS:
For information about this event, 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 on hand 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 S.M.A.R.T. Selling Offers
NOW Solutions |
| |
Working SMARTER, not HARDER in a shifting economy is the key to not just surviving but excelling!
Our S.M.A.R.T. Selling Program is designed to give agents the kind of NOW solutions they need to overcome tough objections, move standing inventory and position themselves to capture lost market share.
To learn more about maximizing your potential as we head into 2008, visit us today at : Training Programs |
| |
|
| |
Product of the Month: |
| |
Short$ale Survival Kit
Back by popular demand!
Today's tough markets requires tougher tools. Learn what every REAL ESTATE AGENT needs to know about this important trend such as how to:
-
Get in the door
-
Handle commission questions
-
Present this process
-
Master the Short Sale vs.
Foreclosure dialogue
-
Talk to the lenders
-
Put a hardship package
together
-
And much, much more!
Our Survival Kit includes frequently asked questions, with a step-by-step review of the visual process, sample letters & forms, a financial worksheet and much, much more!
ACT NOW and get this Short$ale Survival Kit for $149 plus $9.95 S & H and you SAVE $20!
Contact us to place your order online at Training Products or find out more at 1.800.910.5351 or email
clientcare@floydwickman.com .
|
| |
|
| |
Want Floyd to Speak at Your Next Event? |
| |
The Greatest Slow Market
Dialogues of Floyd Wickman.
Rated his best seminar yet, Floyd shares the most effective dialogue and strategies in the industry for helping agents leverage a changing market.
Agents learn how to:
-
Convince buyers and sellers not to wait
-
Turn expired listings into
closings
-
Get price reductions
-
Turn internet inquiries into in-office appointments
-
Capitalize in a changing
market
-
Powerful dialogues for
today's real estate
professionals
-
And much more!
Discover more about this topic and Floyd's availability to bring real world solutions to your team by visiting Seminars & Coaching or call
1.800.910.5351 |
| |
|
| |
Get to the
Bottom of
SHORT SALES! |
| |
Short sales are much more than a current industry buzzword they are a real solution for stressed homeowners.
If you aren't familiar with how to utilize this timely tool in your market, we can help!
Invite one of our highly trained, certified speakers to your office to share 3 hours of the must-know tools, techniques and skill sets your agents need to know to compete in a shifting economy.
Call 1.800.910.5351 today or feel free to email us at: clientcare@floydwickman.com
You may also visit Seminars & Coaching today to find out more about bringing this timely, effective workshop to your office! |
| |
|
| | |
