“It was nice meeting most of you this morning.”
Even by the somewhat loose standards of the monthly sales meeting, this had to be one of the oddest conclusions to a sales pitch that I’ve ever heard. Nice to have met most of you? Which ones of us was it not nice to meet?
Wait, that probably would have been me. Because once and for all I’ve reached a point where I don’t want to be sold in my own company’s office meeting.
A couple of years back while at Century 21, we sat in pained silence while someone from a marketing company kept badgering us, “Who’s going to be signing up? Who’s ready for more business?” Our manager finally stepped in but about five minutes too late.
Why Are We Here?
There was a basic understanding at my last office. I came in weekly to collect my two everything bagels with cream cheese and for that bribe I would sit through whatever presentations were given. When there was birthday cake, I wouldn’t show because the terms were different.
Right now, everything bagels probably couldn’t drag me back in even if the meetings at the new office only are monthly. Because there needs to be a sufficient value proposition to make the meeting worthwhile.
When I was a broker at Schwab, we looked forward to our weekly meetings because it provided an hour’s respite from the phones. That was the value. When I became a manager, though, the meetings quickly became painful – thin agendas that used to provide an hour’s respite now were sucking an hour out of my week I could have used for far better purposes.
My former manager once tried bi-weekly meetings only to discover we didn’t have any agenda items. His solution? Weekly meetings. Why? Punishment for a lack of ideas to bring to the bi-weekly meeting. Guess how many agenda items we had on a weekly basis?
Time Management and Realtors
Basic reality says that every hour spent in an office meeting is an hour spent not working with clients, not prospecting (be it door knocking or blogging or whatever works for you) and an hour that otherwise could be spent doing something productive.
I’m one of the precious few agents in my office who has not attended Brian Buffini’s 100 Days to Greatness. It wasn’t intentional – I just happened to have clients in town looking at properties on the day the program was offered.
Here’s the thing … you’re supposed to send a lot of thank you notes. I get this. Do I need to spend five hours being told this? Probably not. Do I need to meet with my peers once a week to compare notes on how many I sent out? Probably not. I can spend that hour that I would spend in the meeting writing out thank you notes, if I ever got to that level of discipline.
Agents will sit through these meetings and many others all the while believing that the act of the meeting constitutes activity when in reality there’s no real estate being sold – just the latest, greatest methods of staying in touch with clients. Which is valuable as a concept but downright painful as a weekly/monthly sales pitch.
Dalton’s Arizona Homes Weekly Meeting
In lieu of the office meeting, I’m going to start my only weekly meeting with my marketing team – Tobey and Captain Morgan. The requisite stroking will take place … I pet their heads, they lick my hands and we all feel loved and valued. There will be food, and they will sit under my desk waiting for me to deliver it to them.
And even as Tobey’s sneezing on my leg and Morgan’s resting his lippages on my knee and there’s little left to discuss, I will be more productive. Because I’ll be sending e-mails and working on my websites and otherwise building my business while skipping all of the small talk that seems to extend your average sales meeting far too long.
Tobey and Captain Morgan don’t engage in small talk … well, not unless it’s time for night night and they want to get up on the bed.
Even that’s more productive than the weekly sales meeting.
“House has spark” – burning up the MLS with typos and other bloopers
The year is starting a march toward its natural ending, friends…and it seems a few real estate careers may be also. This week I found some real head-scratchers in local real estate ads and the MLS. However, I get submissions from all over the U.S., so no one is safe from the eyes of the Blooper Scooper. Check out these blunders:
Do You Smell Smoke?
“House has spark” (Apparently your real estate career isn’t the only thing going up in smoke.)
“Big pep area in kitchen” (Is that the cookie jar where Mommy Dearest stashes her uppers?)
“Dull Viking ovens” (Methinks there’s something in the cookie jar that will perk up those dull Vikings.)
“Large greenhose in back” (Large, naked Jolly Green Giant in yard.)
“Mush added to this house” (Was that the overflow from between your ears?)
I Think I See Flames
“Beautifully remolded guest” (Another cosmetically-altered Barbie hits the Hollywood party circuit.)
“Enjoy a drink poolslide” ( Hell, if the pool is sliding, I’ll need a whole pint of Jack.)
“Each bedroom has own bedrooom” (Hello-o-o, Alice, how are things down there in the rabbit hole?)
“Separate pod to build GH” (That should please my pea-sized buyers.)
“Play room for the kiss” (Something tells me this is the back seat of a ’67 Chevy.)
“Ideal for gusts” (That’s great…if you want to live in a wind sock.)
“Impaccably detailed” (Incredibly challenged)
“Stylish pewder room” (Try burning a match.)
“Stone pillars flake driveway” (Flakey agent got stoned in driveway.)
Nothing But Embers (This Week’s Fave):
“From a bygone error” (You have just written your own epitaph.)
What makes a top producer in real estate?
Stop and think for a few minutes about who the top producers are in your market?
Ok, now think about what they doing that has allowed them to continue to consistently produce in a down market, when everyday REALTORS are throwing in the towel.
Every day I scan the MLS to see, what has sold, what is active, and what went under contract (I assume that is something most agents do every day.)
Over and over again the same names pop up as the listing agent with the home that sold or the actual buying agent that sold the home.
Except for one agent in my area, all the top producers have teams. Now it may be a two person, husband and wife team or a well oiled team with a team leader, several assistants, a listing coordinator or a closing coordinator. But, they all have HELP.
In my area, the names that keep popping up are on Teams. I believe it is virtually impossible to be a top producer without help. Well, you could do it alone but if you do how is that effecting time with your family? Realistically how many transactions can you juggle and give good service?
Running a Business
The second thing I notice about those top producers is the fact that they treat their business like a business. Real Estate to them is not just selling a house, but something they brand, allocate resources for, grow and manage. Not only are they thinking of ways to grow their business but they also thinking of the future and how to sell it down the road.
I remember being told by a entrepreneur friend of mine years ago, “all businesses are built to be sold.”
Far to many REALTORS, think of Real Estate as a job they do and someday when they retire then all the hard work of creating and nurturing relationships they have built is gone. (I’m outta here)
Focused and Positive
One other observation I have observed with top producers is they are focused and positive. I never see them “hanging out at the office”, or attending broker opens, or really for that matter, serving much at all on their local boards. Oh there are a few, but really very few.
Finally, I don’t see many top producers in my market on Twitter, Facebook, Empire Avenue or other social media sites during the day. I don’t see them at every conference known to man around the country.
What I do see is they work everyday, on their business and in their business.
How ‘bout you?
Think of the top REALTORS in your market, what characteristics do you see?
“New bd pans inc” – Making a Splash on the MLS
I have two things to say this week: 1. When you drink, you can’t think. 2. When you drink you can’t- … uh, what was I saying? Oh, yes – the MLS. It was so full of bloopers this week that I am led to conclude that happy hour started Monday and never stopped. Read these and tell me if it is any wonder I was driven to throw back a few martinis myself:
Booze ‘N’ Fools
“Free membership to gin inc” (It seems someone else beat us to it, Martini Mary.)
“Grab now use imagination” (That’s what Arnold said to his housekeeper.)
“House has new edition” (Agent lacks erudition.)
“Babblying broke runs in back” (Bumbling buffoon runs amuck.)
“Drop by for cocktail ho” (Oh, is the Sunset Strip for sale?)
Puff ‘N’ Stuff
“Near Sacramento airpot” (I believe his name is Jerry Brown.)
“Claw me for selling” (I’m too busy clawing my eyes out over your spelling.)
“Reduction on mid-century ner Holywod” (Another mid-sixties porn star is looking for work.)
“We can sake your home” (Can I get fried rice with my sake?)
Proof or Goof
“Nice streem” (Said Grandma to Grandpa after his diaper exploded.)
“Nice for dog kids” (Uh, they’re called ‘puppies,” pal.)
“New bd pans included” (Thank you, Nurse Nancy – can you warm those first?)
“Good stable in neighborhood.” (Have you contacted Mary and Joseph?)
“Drawing for plasma” (Is this a blood-bank?)
And This Week’s Winner Is:
“Good school in areola” (Thanks for keeping me abreast of things.)
PROOF OR GOOF, FRIENDS – I’M WATCHING EWE 🙂
Opinion Editorials1 week ago
America has an addiction to being busy, here’s what we need to do about it
Business News1 week ago
Email remains the top communication tool for businesses – here’s why
Business Marketing2 weeks ago
News flash: Your coworkers are not your family
Business News3 days ago
10 ways retailers track repeat customers that you can implement now
Business Marketing3 days ago
Use nostalgia as a marketing niche for your business today
Business News5 days ago
5 reasons why you need a mentor, stat!
Opinion Editorials1 week ago
The one easy job interview question that often trips up applicants
Business Entrepreneur1 week ago
4 tips for success for acquiring a business, and how and why to do it