| Floyd's Perspective... |
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You Don't Have to Be a Success...
Someone once asked me why turnover in the real estate
business is so great. My belief has never wavered and my reply never
varied. "Because real estate is too easy to get into... too
easy to get out of...and too optional while in it."
We teach managers in my leadership courses that if you give people the
option to fail, 70% will take that option every time. In other words success
is optional. You don't HAVE to be a success. The choice is yours.
I have a thought I'd like to share with those people who are reluctant to do
the things that will make them successful. IT'S WHAT YOU DO WHEN
YOU DON'T HAVE TO THAT WILL DETERMINE WHAT YOU'LL BE
WHEN YOU CAN NO LONGER HELP IT.
Take, for example, Paul the Procrastinator. His manager asked, "Paul
how much does it mean to you to become a success in this business?' 'It
means everything to me,' he replied. 'Great, then we will begin by having
you make contacts to your sphere-of-influence.' With a deer-in-the-
headlights nod from Paul, and a quick reassurance from his manager they headed off to make the calls.
After being shown his calling area and given some dialogue to get him
started, the manager asked Paul to make a couple of calls so he can listen in and offer critique. Several calls later and no longer needing to provide
suggestions, the manager leaves the space. 'Go get 'em Tiger!' he says
and he closes the door behind him.
Now Paul has options. No one is around to hear whether or not he
makes the calls. He no longer has to. What does he do? Yes, he made
the calls when the boss was listening; when he had to but what about
now when he doesn't have to? Will he be one of a small percentage that
succeeds or will he, like so many others simply procrastinate and use age
old excuses such as: "It's too early to call." "I don't like bothering people."
"I'd rather send out letters."
What would you do? What option would you choose?
Remember you don't have to! Would you do the work anyway and
find your way as one of the top of agents in this industry?
Remember, IT'S WHAT YOU DO WHEN YOU DON'T HAVE TO THAT WILL DETERMINE WHAT YOU'LL BE WHEN YOU CAN NO LONGER HELP IT.
I challenge you to adopt the Nike theme and Just DO IT!
This month's frame-able monthly message is ready; CLICK HERE to Download.
This is both a salutation and a recommendation...
Love,
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| Soft Market Selling Tips |
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Listings are Still the Name of the Game
By Chris Frost, Floyd Wickman Team Trainer
If you list you last! When I am out there beating the streets and talking to agents I hear all too often, "Where are the buyers?" Floyd has always said
and still says, "Listings are the name of the game!" Some ask, "Why
should I get more listings because the ones I already have are not
selling?" Simple: The staying power in any market belongs to the agents
most skilled at not just listing property, but listing it at the right price and
terms. Savvy agents save time, money and trouble by addressing this
touchy subject right up front at the listing presentation! I invite you to
practice the three tough OHTs below and make listing in today's market a
win-win solution for everyone.
Master These Tough Objection Handlers:
1. We want to try a higher price because we can always come
down.
Try the Best Kept Secret Dialogue: That is almost like the best kept
secret because you may know you came down in price, and I may know,
but according to the law, I am not allowed to tell the buyer's agent that you
would will come down in price. We could actually lose a sale because of
it. I would rather list at a price I know you would take and turn down 100
offers rather than cushion it risk losing a sale.
2. How to get post dated price reductions.
Use the Agent/Broker Disclosure Tool: As the agent, you write down a
price range and a suggested list price and then write the seller's
suggested list price. Then at the bottom of the form ask the sellers to
sign their name and agree to a reduced list price within a certain amount
of time. That saves time, money and argument if the home doesn't sell
quickly.
3. What do you say when the sellers think their home is worth
more money?
Before you ever even get off the phone when setting the appointment, you
need to ask what they think their home is worth. If their value is over-
inflated, handle it before the issue even comes up using Floyd's Dilemma
Dialogue: "If we could agree on price would you be willing to list your
home with me tonight? You know, I have a dilemma that I have been
wrestling with and I need to share it with you. Remember when I asked
you on the phone what you thought your home was worth and you said
$220,000.00? Well, I dug through my database, pulled every comparable
I could and I could not find anything close. However, that is not my
dilemma. My dilemma is--do I tell you what you want to hear like many
agents would and have a pretty good shot at getting your listing, or do I tell
you what you need to hear in order to get your home sold and closed in
the time frame that is most important to you? So I guess what I need to
ask you, is do you want me to lie or level?" Most homeowners will
appreciate your honesty and integrity.
List and last, my friends and continue to learn the tough market
solutions you need to not only survive but excel as our market
continues to normalize. Build a solid inventory and a reputation
for making the most of whatever economic climate comes your
way. Your clients and your bottom line' will thank you for it!
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| Inside The Floyd Wickman Team |
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Congratulations to Cy Cawthorn, our new Director of Trainer Development!
We are pleased to announce that Cy Cawthorn has taken over the responsibilities of trainer development, and will be working closely with Steven Poscente, our National Training Director to guide the Floyd Wickman Team trainers to the next level. To learn more about Cy or to read his bio by visiting About the Team About the Team
The Floyd Wickman Team is RECRUITING people with a desire to train others to live up to
their potential!
Floyd has a goal to find strong individuals, who are ready, willing and able to speak to audiences, introduce the Team philosophy, encourage & motivate their students and share the valuable tips & techniques that have made so many agents successful. For more information please call us
at 1.800.910.5351 or visit us at Join the Team
Short$ales Survival Kits are generating rave reviews!
Floyd has hit another home run with his Short$ales Survival Kit! It is just the
kind of timely tool agents need to succeed in today's market. We are already in the process of planning a second printing! Our thanks to Sham Reddy and Bob Daniel helping to bring this product to fruition!
New Look to the Website:
The responses are rolling in and our fans, students and customeers love our new look! Ease of use, access to specific products and services and just-in-time information are just some of what we are hearing! We invite you to visit our newly redesigned website and see for yourself! Visit us today at www.floydwickman.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!
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| Upcoming Events |
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Mark Your Calendars For...
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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 |
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Your success is our top priority. Know that our team of professionals from support staff to trainers are here to help whenever and however possible.
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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Who Gets the Most Company Listings Sold? |
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Nobody gets more listings sold than S.M.A.R.T. Program graduates! Why? We teach them timely tools and strategic solutions to excel in today's changing market.
Click on the link below to learn more about how to get your inventory sold and capture major lost market share by visiting us today at : Training Programs |
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Product of the Month: |
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Traction: Get a Grip on Your Business
Gino's book is finally here! If you, like
so many, are interested in the how-tos you need to run a solid, profitable
organization, then this book is a MUST-READ.
If you would like to learn the core principles needed to:
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Elevate yourself to a position of true leadership
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Have great employees who share your vision & solve their own problems
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Run a scalable, seamless organization
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Take your business and your career to the next level
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Eliminate frustration
Then CLICK HERE to discover more
about this unique, exciting tool that has catapulted businesses across North America.
Gino Wickman who is a brillant, savvy businessman has been invited back as a Speaker many times for our annual Master Sales Academy. |
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Want to Hire Floyd to Speak at Your Next Event? |
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Limited TIME OFFER!
When the market gets tough, the tough get back to Floyd Wickman. Now is the time your agents need every tool at their fingertips.
Help them to learn the techniques and dialogues they need to compete with Floyd's results producing seminar: Only the Tough Survive.
In fact, in honor of his birthday, he has agreed to discount the speaking fee for this powerful talk given during the month of October!
Learn more about this special offer and all of Floyd's topics and tools by visiting Seminars & Coaching or
call 1.800.910.5351 |
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Have You Experienced the Short Sale Seminar? |
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TIME TO GET SHORT SALE SAVVY
You have heard the buzz about Short Sales, but where can you learn about them? The Answer? Right in your
own office!
Just 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.
You can call 1.800.910.5351. email clientcare@floydwickman.com or go to Seminars & Coaching
today to find out more about bringing this timely, effective workshop to your office!
Timing Not Right for an In-House Workshop? No Problem! Fast Track Your Short Sale Success with Our Short$ale Survival Kit.
Short$ale Survival Kit
Tough markets require tough
tools. Learn what every REAL ESTATE AGENT needs to know about this important trend such as how to:
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Get in the door
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Handle commission questions
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Present this process
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Master the Short Sale vs.
Foreclosure dialogue
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Talk to the lenders
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Put a hardship package
together
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And much, much more!
Our Kit includes frequently asked questions, a step-by-step review of the visual presentation, sample letters & forms, a financial worksheet and much, much more! All this for only $149 plus $9.95 S & H.
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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