Social Networks

Which Network Do You Use?

Which Network Do You Use?

Social Networks seem to be a main topic of discussion anywhere two or more real estate agents are gathered. Almost everyone uses Facebook, LinkedIn, Twitter or one of the many networks in an attempt to find prospective clients. Can you really find clients on Social Networks? If so, which ones are best served for finding people that want to buy or sell real estate? [Read more…]

A Special Thanks to All AREI Students

ChristmasThe number of students we service on an annual basis are increasing at an astronomical rate. I give all the credit to you. It is because of your patronage and loyal support that Alabama Real Estate Institute has become one of the largest and most highly decorated real estate schools in the state, recognized for it’s outstanding performance.

Students completing Sales or Broker Prelicense, Post License, Continuing Education, Reciprocal License from another states or [Read more…]

How Is Your Prototype Working?

Is This A Prototype?

Is This A Prototype?

Prototype is a word that is not used much with the general population. Contrarily it is used daily in the manufacturing industry. As an example let’s take a thermal coffee cup and see how it came into being. Somebody had an idea about putting a cup inside another cup while leaving a little space between the walls of the two cups. Theoretically it would insulate the contents of the cup, keeping it either hot or cold. The insulation would prevent the cup from sweating when the contents are contrasting temperatures. The new features would make it more desirable which would increase sales. The cup would sell at a higher price improving profits. At this point it is only an idea; a theory that will make money when mass produced.

The first cup has to be hand-made. Two separate cups of the appropriate sizes will probably be turned on a wood lathe and then a handle applied later. The finished product is used to shape a mold that is made from a material that will be user friendly to the material of finished product. Molds are wooden, clay, metals, plastics, earthen soil, waxes and other materials. Once the mold is smoothed and fits properly, it is ready to use. [Read more…]

You Can Have Anything You Want if You…..

It Is So Hard to Decide

It Is So Hard to Decide

I can personally guarantee that someone who read this, if not a lot of people who read it will totally disagree with this statement, “You can have anything you want if you want it bad enough.” Even if you disagree, the statement is accurate 99% of the time. We pretty much do what we want to do all the time. Some will say, “I don’t want to go to work but I have too.” No, we don’t have to go to work if we don’t want to. We do, however, have to accept the consequences that come from not working. If we elect not to work, then we won’t receive a pay check. It’s just that simple. Which do we want more? We are a people of choice in that we decide for ourselves our wants, our desires, and our needs. Life is filled with choices we have to make and each decision results in a consequence; whether good or bad. We simply must evaluate each situation prior to making a decision and determine which consequence is best, or most desirable to us.

One of the most common complaints that arises in my sales training classes are, “I didn’t do my assignment because I ran out of time.” My reply to them is, “Whose fault is that?” It certainly isn’t mine. Time management is a problem that every sales person has to work on every day. It’s like a cancer. If we don’t manage our time very closely, our time will be eaten up and we won’t accomplish the things that might be most important to us. [Read more…]

Overcoming Adversities

Wasted Time is an Adversity

Wasted Time is an Adversity

The greatest adversity sales people face is of their own making.  To better understand our topic, let’s define adversity? According to Webster, it is a state, condition, or instance of serious or continued difficulty or adverse fortune. I don’t want us to focus on life-threatening adversities but rather daily life-altering adversities. Every day we allow things and/or people to interfere with our completing certain tasks in a specified time frame. All be it a very innocent interruption, it still happened and that time is gone forever. As a trainer and productivity coach, I battle with time management and communication skills on a daily basis. I am constantly asked for help on these two issues. These two areas are probably the most important segments of a career in sales. I would almost say that time management is the main factor that causes sales people to be less successful than they are capable of becoming. Time is the most important part of our lives and we treat it with the least amount of respect.

People are created as individuals of choice. We choose what we want to do and what we don’t want to do, in almost everything. My students vigorously disagree with me about having a choice about everything they do. Their argument is they have to earn a living therefore they went to work rather than staying at home which is what they’d really like to do. Well, I totally understand their point of view but why do we work to begin with? Is anyone holding a gun to our head, making us go to work?  I think not.

I work because I chose to get married and have a family. Not only do I have the responsibility to provide for my family, but because I love them, I want to provide them the necessities of life and give them things that make life more enjoyable. [Read more…]

A Formula for Success

What is Your Big Why?

Everybody will listen intently and even take a quick glance at a formula that might produce gigantic sales results. Their curiosity is pricked to examine such a formula to see if there is some type of new majestic technique that will produce unbelievable results with the greatest of ease in a very short period of time. I will share a formula with you that have produced success for many years but it is not magic, it’s not quick, and it isn’t effortless. The important thing about this formula is that it works every time, for everyone who uses it.  And, it doesn’t matter what type business you’re in; it just keeps on working. This formula is a five step process that I will discuss step by step. [Read more…]

Four Divisions of A Successful Career

Divided We Stand

A few days ago I was watching a training film by a prominent coach in the PGA circuit. He began breaking down the golf game into four major areas that good golfers need to focus on. As I listened to him strategically break down each area, I began to notice the same characteristics for a professional sales career. As a productivity coach in the real estate industry, I have several steps for taking agents from the very beginning to the point of reaching a successful level in sales production. All of those steps can be incorporated into the same four basic divisions he used to describe the game of golf. The more I began to analyze what he was saying, the more I began to see that these divisions apply to life in general. They would be the same areas anyone would need to focus on if they wanted to attain success. Isn’t it strange that we have a tendency to complicate things until someone simplifies it for us? [Read more…]