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Refocusing your team before sales plummet

(REAL ESTATE) It’s that time of year again – holidays distract and procrastination sets in, so here’s how to refocus your team before they are led astray by the calendar.

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This time of year is always difficult in terms of focus. In most places, it gets colder, the sadness of no more summer has set in, and the impending holidays serves as a distraction.

This can be an issue at home, and especially at work. We kind of count down the days until a new year, as there’s a common thought of a fresh start.

If you’re a broker or team manager and are noticing this lethargy with your team, consider stepping up as a leader to get the team to refocus.

As the seasons change, so can our moods. It can be helpful to have quarterly check-ins with your team (either one-on-one or as a group) to discuss current methods, trends, what’s expected on either side, and what can be improved.

This form of open communication helps employees de-stress and may help them recharge and regain motivation. Another communicative form can be found in surveys.

Sending check-in surveys via email to your team to assess their feelings of the workload, the market, and to voice any concerns they have – it can be a great way to open the door for bigger, more important conversations. These surveys can be formatted to be answered anonymously, as well.

Be sure to always be accessible and focused yourself, as you’re setting the barometer of expectation. Allowing for this open communication can let you know what can be improved on your end, which can aid in refocusing.

Another way to bring your team together is by taking everyone out for a quarterly lunch. This helps your agents to bond, while also feeling like their work is being appreciated; therefore, motivating them to keep on producing well.

At the end of the day, you can’t be everyone’s friend, soo, if you’re observing behavior that seems to be unproductive or unfocused, don’t be afraid to speak frankly. Sometimes all it takes is for that behavior to be acknowledged to convince someone to step up their game.

Remember – each team and each manager is different. The attempt to get everyone on the same page and to continuously make strides as a team can take trial and error, but it’s something to always be cognizant of to avoid issues in the future and keep sales on track.

Taylor is a Staff Writer at The American Genius and has a bachelor's degree in communication studies from Illinois State University. She is currently pursuing freelance writing and hopes to one day write for film and television.

Real Estate Brokerage

Chip & Joanna Gaines properties continue to become short term rentals

(REAL ESTATE) Chip & Joanna Gaines are beloved flippers, but recipients are no longer living in their dream homes that were aired on tv.

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Chip and Joanna Gaines: Reality TV stars, business moguls, American treasures. Millions of viewers have watched Chip and Jo flip homes into their clients’ homes of their dreams on the HGTV hit, Fixer Upper, and the ending scene of each episode showcased each family enjoying their new home among beloved family and friends.

However, according to Realtor.com, the majority of the homes meant to be enjoyed by families are now short-term rentals featured on websites such as Airbnb, Homeaway, and VRBO.

The most recent listing? A house purchased and renovated for the show’s Executive Producer, Michael Matsumoto, is listing his home for a bargain price — compared to other Fixer Upper listings — at only $300 a night.

The listing reads: “stay at the Producer of FIXER UPPERS home built for the finale of season 4. A 20 minute drive to Waco it’s the perfect retreat. This home is family friendly and ideal for entertaining family and friends. It has a beautiful open concept kitchen with plenty of cooking essentials, 2 full baths with a rain shower in the master, original bunk beds seen on TV, huge yard great for kids complete with play structure, basketball court and a small gym.”

Sounds pretty legit, right?

Even though the four-bedroom, 2-bath Crawford ranch is beautiful and spacious, the home was originally purchased for $12,500, so charging $300 a night is quite the investment return.

Another home known as The Bardonminium recently sold for 1.2 million to a real estate investor, who now lists the home for up to $1500 a night. According to a Magnolia spokesperson, Chip and Joanna prefer their clients to live in the homes, rather than simply turning them into cash cows.


Masmuto Farm House: Source: Airbnb

In Waco, where the average price per square foot is only $99, short-term rentals for Fixer Upper homes are without a doubt a lucrative opportunity.

But watching a house renovation to see it become an Airbnb is a lot less appealing than watching it become a family’s dream home.

A 1,050 sq. foot shotgun house costing $28,000 was recently listed for $950,000.

Which brings us to the question: why wasn’t an “Airbnb clause” written into the contracts of the buyers yet? We’re honestly not sure, but it looks like that’s about to change.

Magnolia spokesperson, Brock Murphy, recently issued a statement saying, “We are going to be more strict with our contracts involving ‘Fixer Upper’ clients moving forward…we want to ensure that [short-term renting] does not get lost in this new vacation rental trend,” the statement continued. “We are going to do our best to protect that moving forward.”

It is worth considering a similar clause for fellow flippers, and with this spotlight, we anticipate the industry and HOAs will be looking more closely at this topic.

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Real Estate Brokerage

How to achieve a winning business culture

(BUSINESS) Achieve a winning business culture by checking in on four important categories that are time-tested and proven to improve your company.

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When it comes to the term “business culture,” we all have a tendency to throw it around without a precise definition that fits our respective companies specifically. It can be argued that some type of culture will form, regardless of the emphasis you put on it – that’s just human nature. But, how can we check in to make sure that the business culture we’re exuding is an effective one?

A few months back, I was told about a simple way to test your business culture, in a method developed by Franklin Covey. In order to have a winning culture, a culture must have organizational focus and execution shining from great leaders and effective individuals.

With this, there are four categories which contribute to a winning culture. These include: distinctive contribution, engaged team members, loyal customers, and sustained performance.

You may be reading this and going, “well, no duh,” but let’s think about this for a second. Even if you can explain the factors that would make up a strong culture, does that mean that your company has them?

In terms of distinctive contribution, it’s important to look past what your company does on a day-to-day basis and see what you’re doing to make a difference in the world. Does your company give back to the community? Does your team feel proud to work for a company that does good for others?

Speaking of your team members, do they seem to be engaged? So many people go into work with a lackluster attitude and that has a poor effect on their output.

Are you doing things within your culture to make your team feel engaged and productive? This can range from weekly meetings designed to brainstorm and hear everyone’s opinion, to programs that award hard work with fun incentives.

When you have team members that are engaged and hardworking, they will display this to the public and will likely help in attracting loyal customers. Customers can tell when a company and its team are being genuine, and that carries so much weight in terms of retention.

This leads to the final aspect of sustained performance. You must be present and consistent with your customers in order to give them repeated satisfactory performance time and time again.

It’s likely that our business cultures can all enhance in one or more of these categories, and, what better timing than going into a new year?

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Real Estate Brokerage

How predators trick the most intelligent agents, make them vulnerable to assault

Predators use the same sales methods as you do, both effectively luring you in through a funnel system of questions. Fascinating.

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Getting people to say “yes” is the ultimate goal for any salesperson. Many sales trainers will recommend that you ask for a little “yes,” then build on that by getting more little “yeses.”

You could begin with a simple request, perhaps completing a simple questionnaire. By getting people to make a simple decision, or perform a small action, you can fairly easily establish a new psychological “commitment.”

Implementing the “foot-in-the-door method”

Once you have that initial commitment, no matter how small, building on that foundation and making ever increasing requests get surprisingly easy. This is called the “foot-in-the-door method,” an approach based on trust and consistency, and it’s effective.

To prove the point, a group of researchers back in the 1960s, called on a group of housewives, asking if they could answer a couple of simple questions about household products. Then, a couple of days later calling again, asking if they could send five employees to survey the contents of their kitchen cupboards. The research revealed that that twice as many answered “yes” if they had answered those simple questions in the first call.

We also find it much easier to say yes to those we have good feelings about and seem similar to us. In other words, we like them! This is why refusing to buy Tupperware from a friend or relative is almost impossible!

Guess what? Predators use these same tactics

Predators and sexual offenders in particular, work very hard to be likable and use the very same “foot in the door” techniques to troll for their next victim.

Just like sales professionals, the predator seek those little yeses, but this time for testing and probing, seeking clues as to your willingness to be directed and controlled.

“The man in the underground parking lot who approaches a woman as she puts groceries in the trunk of her car and offers assistance, may be a gentleman or he may be conducting an interview,” suggests Gavin De Becker, in his book The Gift of Fear. “The woman whose shoulders tense slightly, who looks intimidated and shyly says, ‘No, thanks, I think I’ve got it’ may be his victim.”

De Becker then suggests, “Conversely, the woman who turns toward him, raises her hands to The Stop position, and says directly, ‘I don’t want your help,’ is less likely to be his victim.”

You may not be able to spot their deception

Offenders are also professional liars, truly skillful at what they do because they have had plenty of practice over the years. They’ve lied to themselves and everyone else in their lives. According to most experts who work with sexual offenders, not only is their lying hard to detect, but it is often very convincing.

“Even the guilty liar probably won’t avert his gaze much, since liars know that everyone expects to be able to detect deception in this way,” observed Paul Ekman, an American psychologist who is a pioneer in the study of emotions. “Amazingly, people continue to be misled by liars skillful enough to not avert their gaze.”

“’Declining to hear no’ is a signal that someone is either seeking control or refusing to relinquish it. With strangers, even those with the best intentions; never, ever relent on the issue of no, because it sets the stage for more efforts to control,” said De Becker “If you let someone talk you out of the word no, you might as well wear a sign that reads: You are in charge.”

Using this be aware of potential problems:

Predators meaning you harm will seek to control the narrative. They will make some positive statements and seek small yeses to gain what they eventually want – to get you to a place where they feel safe enough to assault or rob you.

Obviously not every conversation is going to occur just like this following example, but that said, let’s look at this scenario:

Potential predator calls you from a cell phone and the conversation goes something like this:

  • From the street I like the house at 123 Main Street. Are you familiar with the neighborhood?
  • Are you available to show me this home?
  • I’m preapproved with XYZ bank. Will you bring the paperwork, as I might want to make an offer.
  • Then, the final question: I’m actually here in the neighborhood. Can we meet right now?

If you got this far and found yourself answering with a string of small yeses, you’d better be ready to redirect and assume control or the outcome may not be pretty.

The agent responds in kind:

  • Sure, I’d love to show you the home, but I need to swing by my office first to grab the keys, OK?
  • Would you please bring your pre-approval letter along?
  • I’d like to meet at the office first so we can review your pre-approval, OK?
  • Then, the final question: Before we can meet, please send me a copy of your photo ID – management likes to know just who we are with and where we will be, for the safety of everyone involved, should there be a problem.

A prospect’s reaction to this request is important. If the final question is met with lots of bluster and indignation, this could be a big red flag.

Take measures to protect yourself in the field

The “foot in the door” is a well known and effective sales tool, unless it’s misdirected by someone who means you harm. Never ever allow a strange prospect to take control. Be mindful that most predators are accomplished and very convincing liars.

Always take precautions. Don’t meet strange prospects at the property. Always meet at your office or a neutral location such as Starbucks.

Always ask for and verify the photo ID of strange prospects, preferably before you meet – that way you have a chance to review pertinent information.

You should bear in mind that several of those arrested and charged this year for assaulting real estate agents were convicted sex offenders who managed to insert themselves into the lives of real estate agents.

All the measures we have discussed here are preventative, so take appropriate precautions when you actually meet with strange prospects. Here are some suggestions.

Does your Broker have a safety policy for its agents? If not, why not? Visit the NAR site for more information on safety courses and keeping safe.

Disclosure: the author is founder of Verify Photo ID, an app that verifies prospects ID’s and checks against a national sex offender database.

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