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Panaceas, Placebos and The Practical – Random Thought Particles On Real Estate Seminars

Do Silver Bullets Exist?

Do Silver Bullets Exist?

To Do or Not To Do

Yes.  The more you know the more valuable you are.  Attending seminars under certain circumstances is smart.

If a seminar centers around what you already know, but you’re too lazy to do what you know you should, don’t go.  Instead, kick yourself in the skirt and get to work.

If a seminar is designed to fire-your-butt-up, and you need firing up, go set yourself on fire.  While you’re there, learn how to keep your blue-flame burning.

I loathe the seminars where they pelt you with 3 hours of old-school sales technique in a heavy handed blitz to sell their CDs, systems and other forms of Success Silver Bullets. Scram charlatans.

Personally, seminars that delve and swirl around communication, presentation and human nature are more interesting and practical than “How To Sell Real Estate” seminars.

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I’ve been reading books, listening to audio and attending seminars for 30 years.  I always learn something new and remember winners I’ve forgotten.  Even when the program sucks beyond excruciating, I learn “what not to do”.

The hour we think we know it all, is the day we’ve Jumped The Shark. It’s all bad TV after that.

Occasionally a real estate speaker stands out, because they focus on communication, presentation and human nature.  Like this guy…

Terry Watson

I spent 4 hours listening to Terry Watson.  I took 5 pages of notes.   I can barely read my scribbles writing.  Here’s what stuck.  He’s worth your time.

1.  Cut your costs to the bone.  ROI is Queen.  If it’s not generating bankable business, quit it.

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2.  You know this.  I know this.  Are we living it?  Get a strategic plan.  Hope is Bad Strategy.

3.  Being different pays more.  Amen.

4. Green is good.  Add Green to your constellation of knowledge. Include Green in your blogging and digital promotions.

5.  Be the source of the source, but not the source.  This means sharing links and being an information amplifier. Like I’m doing in this post.

6.  Let go or be dragged.

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7.  Where’s your freaking Youtube channel.  Get one.  Pronto. Here’s mine.

8.  Put Nitrogen in your tires and you’ll save big on your gasoline bill.  WTH right?  It’s true

9.  When your buyers want to engage some random, low-low-fees mortgage company – use the Implode-O-Meter site to show what horrors befall the wayward.

10.  The person that does not read has no advantage over the person who can’t read.  What have you read lately?  Oh, you’re reading this blog post.  You rock!  Keep reading my friend.

11.  Look at the 7 people you spend the most time with.  Average their income.  Your annual income will be within 10% of theirs.  Huh?  Don’t know if this is true.  It sounds directionally correct.  Bottom line, are we hanging with the right people?

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12.  Word Power is the name of the game.  Foreplay With Wordplay comes to mind.  Here’s a couple from Terry.

a.  Just Bought vs Just Sold

b.  Right Price Analysis RPA vs CMA

c.  Market Rejected vs Expired Listings (during an RPA conversation)

c.  Competition vs Active Listings (during an RPA conversation)

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d.  Qualified Buyers vs Buyers

13.  Stop telling and start showing.  Provide 3rd party proof.

14.  Create your own FAQ for all the commonly asked questions about buying and selling.  Post them on your blog and provide them in your PreListing Appointment Packages and Price Reductions.

15.  Are you a reasonable person?  If you live a reasonable life, you will be dominated by unreasonable people. “Reasonable people adapt themselves to the world. “Unreasonable people attempt to adapt the world to themselves. All progress, therefore, depends on unreasonable people.” ~ George Bernard Shaw.  I need to be more unreasonable, more often.  And you?

16.  NAR has some cool free stuff found at The Right Tools section.  This information on the 2009 First Time Home Buyer Credit is handy.  Flash forward, etc.

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17.  A sense of humor is attractive.  Should you incorporate humor in your blogs and Facebook and Twitters?  Terry Sez you might want to have a humor section on your blog.  I’m shareing some of the funny stuff, like this video on Transparency and chuckles I find at and Youtube.

Panacea, Placebos and The Practical

Find things that work and do them.  We knew that, now let’s go do that.


PS.  Are there any Silver Bullets in your Success Bandoleer?  Care to share?  Spill it in the comments.  Thanks.

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Written By

Ken Brand - Prudential Gary Greene, Realtors. I’ve proudly worn a Realtor tattoo for over 10,957+ days, practicing our craft in San Diego, Austin, Aspen and now, The Woodlands, TX. As a life long learner, I’ve studied, read, written, taught, observed and participated in spectacular face plant failures and giddy inducing triumphs. I invite you to read my blog posts here at Agent Genius and On the lighter side, you can follow my folly on Twitter and Facebook. Of course, you’re always to welcome to take the shortcut and call: 832-797-1779.



  1. Matt Fagioli

    July 27, 2009 at 8:10 am

    Ken, I hope we’ll see you next year at REtechSouth in Atlanta. If it’s not “the best conference you’ve ever been to”, we’ll shake your hand and say “sorry” 🙂 No really, it’s gonna rock!

  2. Elaine Reese

    July 27, 2009 at 8:41 am

    Our Board had Terry for a seminar a few years ago. Absolutely the best I’d been to. He’s very funny – had all us all in stitches – laughing at ourselves.

  3. Shane

    July 27, 2009 at 8:59 am

    Great post Ken, thanks for sharing. Every point is dead on. This has given me at least four things to start working!! Now I need to find out when Mr. Watson will be near Raleigh.

  4. Brandie Young

    July 27, 2009 at 10:21 am

    Great stuff! Love the “jump the shark” reference.

    One exception – I don’t know about showing the Implode-o-Meter site … All Lenders that closed down weren’t necessarily bad or duplicitous. But then again, I’m a little biased here since I come from that world.

    Also, do I need to “trade up” in friends? ha ha

    You rock. Thanks.

  5. Ian Greenleigh

    July 27, 2009 at 12:53 pm

    Great stuff, Ken. I’m excited to implement some of these suggestions into my current game plan, as they seem applicable to most businesses, and not strictly to real estate.

    Thanks again.

  6. Ken Brand

    July 28, 2009 at 8:00 am

    Matt – I’d love to, but round and round she goes, nobody knows. Hope too. Cheers.

    Elaine, Shane & Ian – Thanks. Catch him if you can. 🙂

    Brandie – I concur doctor, only flash the implode-o-meter in the appropriate manner. Legions got swept out to sea when the fit hit the shan. Certain bummer. As for your friends, I bet your sitting pretty. Cheers, hope to see you in SF:-)

  7. Joe Loomer

    July 28, 2009 at 2:41 pm

    Awesome Ken – my own little Silver Bullet I guess would be Coors Light ….. uhhh …. I mean “Don’t take the blame for the Market.” By being the economist of choice and keeping current on market conditions to the macro and micro level – you’ll find yourself able to get those price reductions or correct list prices up front.

    Oh – and “Don’t be afraid to turn down a listing you can’t sell.”

    Navy Chief, Navy Pride

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