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No Brown Nosing Required. Your RAISE Is Ready When You Are.

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Brown Noser Be Gone

Good News!  Your Raise Is Effective As Soon As YOU Are.

No Brown-Nosing, glass ceilings, boot licking, politics, nepotism, seniority, annual performance reviews or begging for a raise.

In our real estate world, YOU are your own boss.  That’s good news for hard persistent faithful smart committed motivated workers, bad news for slackers.

Why?

Because the real estate business is pure pay-for-performance.  Want a raise?

“Your raise is effective as soon as you are.”  Marilyn Eiland

3 Questions You Have To Ask Yourself:

  1. When do you want it?
  2. What do you need to do differently? Doing nothing is not an option.
  3. When will you start?  Today?

Stuck In Stupid

Intellectually, it’s seems simple.  If we’ve created success in the past, in the present, if we do what we’ve always done, won’t we always get what we’ve always gotten?  Nope!

Why?

Because in my world, and maybe yours, everything that surrounds me is changing.  ReInvention, obsolesce, options, upgrades, choices, knowledge, value, creation, young-guns, expectations, cannibalism and Black Swans — boom, echo and ricochet — hourly.  If I stand still and things around me are vibrating with change, my comfortable position will wobble out of orbit and any success I’m currently enjoying will inevitably vanish.  It’s real estate entropy in action.

To create break away impact, the first thing I need to do is make sure I’m not “Stuck In Stupid”.  In reality, if I always do what I’ve always done, I’ll get less and less and eventually nothing.

What To Do Now

There’s a constellation of small and large changes you can make and actions you take.  The main thing is action.  We have to start…TODAY.

Behold, 15  Anti-Stuck-In Stupid, simple and mostly free or inexpensive things you can immediately do to create the raise you deserve.

  1. When someone asks you, “How’s the market?”, for the love of God, don’t go flaccid with your answer.  Consider this sort of approach.
  2. It sounds lame, it’s not, it’s profitable. Wear your name badge while you work. Don’t keep what you do a secret, a name badge is a visual reminder to your friends and attracts Q&A opportunities from strangers.  Do it.  Don’t have one, order now.
  3. Wear car-signs, not literally, but on your car. Many think this is seriously lame too.  Those that religiously do, report serendipitous listing and selling opportunities.  Ummmm….don’t speed.  Oh, don’t wear them on a listing appointment, it’s like sending a “here’s a listing opportunity Bat Signal” to the neighborhood.  When on listing appointments, go stealth mode.  Don’t have a set, no problem, order now.
  4. Take your friends to a super-cool movie. It’s less expensive than running a dumb print ad, it’s personal, it’s relevant, it’s generous and it’s a fun way to create on-purpose and in-person conversation and contact.  You wanna have fun don’t cha? Here’s how.
  5. Start wagging your tail. Log into your Facebook account between appointments, during the lull at Open House, between opportunity calls on floor duty (if you have this and it’s productive), before you go beddy-bye and at least once a working day.  See what your friends are doing, make comments, wisely status update, post photos and links.
  6. Add a dash of  ” WOW, how’d you do that?”, when sending emails.   Here’s how.
  7. Stop bashing your head against cement!   Join a club, a tribe, a team, a cause or a mob of people who are passionate about the things you are passionate about.  Psychographics is the future of your future. Get started.
  8. Clean house, Fix or Fire and kick ass.  Don’t take an over priced listing. Counsel with all your sellers this week, reduce or raise the listing price if needed, merchandise, stage, declutter and freshen as needed, double check your property marketing (broadcast, pictures, promotional copy, etc.) and fix what’s lame or fire .  This will free up your time, money and emotion and position your current inventory of the spring rush.  Do it.  If you can’t Fix It, Fire It.
  9. Stop asking your current clients for referrals after the transaction closes.  Start earning and asking for referral recommendations during the transaction. Use the Daisy Chain Reaction Technique.
  10. Stop avoiding personal contact.  Seriously, set a goal to engage in at least 5 in-person and on-purpose conversations a day (phone or live, not text, email, status update)  Think Pinball Principle.
  11. Stop shouting about YOU and start focusing on THEM. Nobody cares if you’re #1, they care that YOU treat THEM like they are #1. How to keep people from thinking your full of crap – a  few ideas.
  12. Always remember, There Are Only 3 Reasons you don’t have more listings and sales. Do something on this list today.
  13. Stop treating people the way YOU want to be treated. Start treating people they way THEY want to be treated. The Golden Rule is broken.
  14. Your old leads are your best leads. Call them all today.  Yes.  Call them all today.  Talking to people is what you do for a living.  Do it now.
  15. Fail faster, succeed sooner. Russell Shaw shares the secret to becoming a Top Listing Agent.

Will You Give Yourself A Raise?

Don’t count on others to give you a raise. You’re the boss, act like one….take action today.

Cheers and thanks for reading and if you think this article is worth a crap, forward to a friend;-)

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 BrandCandid.com. 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.

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26 Comments

26 Comments

  1. Greg Vincent

    February 1, 2010 at 8:44 am

    Great article Ken. Agents can over-complicate things & waste so much time procrastinating over what to say or what to do. And, many waste so much time working with overpriced-unmotivated sellers or don’t connect with the seller to find the real motivation before they lose the listing to an agent who does find the seller’s right motivation button.

    Tip #15 says it all. “Fail faster, succeed sooner”…. Have a go. It’s the best way to get that pay rise.

    • Ken Brand

      February 1, 2010 at 1:54 pm

      Thanks Greg. You’re right, “Fail Faster – Succeed Sooner” is what works. Doing nothing doesn’t. Cheers and thanks for the comment.

  2. Nanette Labastida

    February 1, 2010 at 8:54 am

    great great post Ken – today i was planning on getting out my work/goal journal and doing my February to do list, and look – you did it for me!!

    • Ken Brand

      February 1, 2010 at 3:59 pm

      Thanks for the feedback Nanette, love all serve all. Cheers.

  3. Lani Rosales

    February 1, 2010 at 9:34 am

    Ken, I love that you bridge the gap between old school and new school and I know your clients appreciate you for that. These are all actionable tips, maybe some of our readers will have a better 2010 than they did 2009? 🙂 Thanks!

  4. Ken Brand

    February 1, 2010 at 4:02 pm

    I’m slow but steady. I’m not a smart man, but I know what works when I see it and when I see it, I try to share it. Words of encouragement are always appreciated. 2010 exciting times, eh? Cheers to you and Benn and all hardworking humands:-)

  5. Ken Brand

    February 1, 2010 at 4:03 pm

    I’m slow but steady. I’m not a smart man, but I know what works when I see it and when I see it, I try to share it. Words of encouragement are always appreciated. 2010 exciting times, eh? Cheers to you and Benn and all hardworking humans:-)

  6. Corona Homes

    February 1, 2010 at 8:25 pm

    Ken, you can’t make it any clearer then that, it’s all about ding the business every day whit out doing the business. Be yourself talk to people, let people know what you do.

    • Ken Brand

      February 1, 2010 at 8:51 pm

      “It’s all about doing business everyday, without doing the business…”, Corona Homes, you’ve summed it – Boom. Thanks.

  7. Benjamin Bach

    February 1, 2010 at 8:25 pm

    great stuff!

    • Ken Brand

      February 1, 2010 at 8:52 pm

      Thanks Benjamin. Cheers.

  8. Paula Henry

    February 2, 2010 at 6:18 am

    Ken –

    Always the voice of practical wisdom; putting into practice your years of experience and sharing with all. I know there are a few things here I can use to ramp up my 2010. Thanks!

    • Ken Brand

      February 2, 2010 at 7:09 am

      Thanks Paula, hope some of these ideas, which are not original, but as you’ve shard, “practical” and proven, help you have enjoy a fun and prosperous 2010. Cheers and thanks for your comments:-)

  9. Eric Hempler

    February 3, 2010 at 6:14 pm

    One thing I’ve been trying to study more is whether or not someone should have a Facebook Fan Page. From what I can tell it really isn’t necessary. Judging by this post and countless others it seems to make more sense to have everyone you know on your friend list and send them a Facebook message once in a while, much like you would email or call as well as comment on status, etc. One thing I have done. Instead of creating a Fan Page for my business I’ve created a few fan pages of local areas I like and have invited others to join and in turn that has gotten the attention of others on Facebook. This might be a good way for me to reach others that I may not otherwise meet. But I think I’ll have to be a little cautious of what I do since I don’t want alienate someone from a Fan Page I created since the page is really meant for that particular local place of interest.

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Business Marketing

Use the ‘Blemish Effect’ to skyrocket your sales

(MARKETING) The Blemish Effect dictates that small, adjacent flaws in a product can make it that much more interesting—is perfection out?

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blemish effect

Presenting a product or service in its most immaculate, polished state has been the strategy for virtually all organizations, and overselling items with known flaws is a practice as old as time. According to marketing researchers, however, this approach may not be the only way to achieve optimal results due to something known as the “Blemish Effect.”

The Blemish Effect isn’t quite the inverse of the perfectionist product pitch; rather, it builds on the theory that small problems with a product or service can actually throw into relief its good qualities. For example, a small scratch on the back of an otherwise pristine iPhone might draw one’s eye to the glossy finish, while an objectively perfect housing might not be appreciated in the same way.

The same goes for mildly bad press or a customer’s pros and cons list. If someone has absolutely no complaints or desires for whatever you’re marketing, the end result can look flat and lacking in nuance. Having the slightest bit of longing associated with an aspect (or lack thereof) of your business means that you have room to grow, which can be tantalizing for the eager consumer.

A Stanford study indicates that small doses of mildly negative information may actually strengthen a consumer’s positive impression of a product or service. Interesting.

Another beneficial aspect of the Blemish Effect is that it helps consumers focus their negativity. “Too good to be true” often means exactly that, and we’re eager to criticize where possible; if your product or service has a noticeable flaw which doesn’t harm the item’s use, your audience might settle for lamenting the minor flaw and favoring the rest of the product rather than looking for problems which don’t exist.

This concept also applies to expectation management. Absent an obvious blemish, it can be all to easy for consumers to envision your product or service on an unattainable level.

When they’re invariably disappointed that their unrealistic expectations weren’t fulfilled, your reputation might take a hit, or consumers might lose interest after the initial wave.

The takeaway is that consumers trust transparency, so in describing your offering, tossing in a negative boosts the perception that you’re being honest and transparent, so a graphic artist could note that while their skills are superior and their pricing reasonable, they take their time with intricate projects. The time expectation is a potentially negative aspect of their service, but expressing anything negative improves sales as it builds trust.

It should be noted that the Blemish Effect applies to minor impairments in cosmetic or adjacent qualities, not in the product or service itself. Delivering an item which is inherently flawed won’t make anyone happy.

In an age where less truly is more, the Blemish Effect stands to dictate a new wave of honesty in marketing.

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Business Marketing

Who’s teaching Gen Z to adapt to working with other generations

(BUSINESS MARKETING) Gen Z patch 1.1: How to work with other generations. The newest tech savy generation might need an update to work well with others

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generation z

We know the current work force is made up of a multitude of generations which is the first time so many have been working at the same time in history and this is should be absolutely fascinating to dig in to the research and how this drastically affects businesses.

To think how we each have our work ethic and style influenced by so many factors on how and when (and where) we were raised, plus what generation our parents were in and what was passed down to them from the generation before. Millennials received a lot of attention for being entitled and lazy. Gen X receive constant jokes that they are the forgotten generation. And let’s not forget the cringe-worthy “OK Boomer” meme theme recently.

Now we have moved on to Gen Z (b. ~ 1997-2012) in the work force and many are currently attending college. There were other considerations for their name: Gen Tech, Gen Wii, Net Gen, Digital Natives, Plurals, and Zoomers. If you google about them, there are many books to read about this generation that has never NOT known technology.

They are used to being seconds away to finding an answer on Google, sending their current status to friends via a fun picture or video and learning anything they want to learn via their laptop (for example on YouTube, LinkedIn Learning, Google online courses, Udemy, Teachable, among others). They are no strangers to businesses evolving to continue to be consumer-minded and have an app for that when it comes to convenience like: ordering your coffee before you get there, order a ride from no matter where you are, order your groceries online and pick them up outside the grocery store or (gasp!) even have them delivered to you via some other third-party app. And let’s not forget, there better be Wi-Fi on the plane.

There are a lot of wonderful things about every generation and maybe some things we all contribute to regarding stereotypes. No matter age, experience or style, it’s key to learn about the people you are working with (peers, supervisors, leadership teams) or if you are an entrepreneur and business owner: your customers and any differences needed for them (should you be on Tik Tok? Is Instagram still where it’s at? How do you add online appointments to your site? Do you need an app for that?).

In this world of instant gratification, we have all adapted to the conveniences of technology so why would this new generation be any different. There’s been research shared with how they shop and even how they learn. Is anyone teaching them about those that came before them when they enter the work force or look to gain professional experience working with entrepreneurs, startups or small business owners?

I’d like to recommend taking a look at Lindsey Pollak’s research, read or listen (thank you, Audible) to her latest book, The Remix, How to Lead and Succeed in the Multigenerational Workplace and even her new podcast, The Work Remix, for any limited on time or attention span. It is really powerful how she is able to easily translate lots of research in to actionable items (let’s bring back apprenticeships! Skip the ping pong table for more time in nature!). She is kind and provides refreshing ideas on how to adapt our work styles to others as well as what is important in the workforce. She is also really against generational shaming. ALL OF IT. And that’s beautiful.

So, before we roll our eyes and throw a generational comment at someone, can we get to know each other better and be flexible and adaptable in how we find and work toward our common goals? For one, I’m excited working with iGen and am always asking myself (as a loud and proud Gen Xer) how I can adapt or meet their learning styles. All in fun, I do wish they would read my emails but I might have to let that go and get more used to text.

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Business Marketing

Malomo helps online retailers keep up with retail giants

(BUSINESS MARKETING) With giant companies like amazon able to offer free shipping, and super fast arrival times, how can a smaller company keep up?

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Malomo home page

When Amazon is out here offering two-day shipping on all kinds of products from televisions to toothbrushes, ordering something from a smaller online retailer can have an almost humbling effect.

When faced with a basic UPS tracking number and shipping email, you realize how accustomed you’ve gotten to receiving play-by-play shipping information and a little photograph of your package when it arrives at your front step.

People have come to expect a lot from their online shopping experience. Huge online retailers, like Amazon, are crafting these expectations as another strategy to edge out competition. It’s all by design. So, how are smaller companies supposed to keep up with this demand?

Online retailers need tools that allow them to compete with the big boys and Malomo is here to help. Malomo is a shipment tracking platform designed for ecommerce marketers who want to level up their customer experience. Their mission is to help brands build authentic relationships with customers. Their platform allows online retailers to keep their customers up-to-date with shipping information using a beautiful branded platform.

Malomo could be a game changer for online retailers looking to build a more faithful customer base. Malomo’s platform can do so much more than send tracking information. The platform adds another layer to the customer journey by letting you create a digital space where your business can continue to build that customer brand connection.

Online retailers can use the platform to inform customers if there are any issues with their order such as a late shipment or a problem with an item. The platform can also be used to advertise other products, educate customers about the brand, or send targeted coupons.

In addition to offering a beautiful platform, Malomo provides online retailers with valuable analytics on customer behavior such as click-through rates on tracking information. Malomo integrates with popular ecommerce platforms such as Shopify making it a smooth addition to your overall strategy.

By integrating these ecommerce tools online retailers can harness the power of data to improve their customer experience, drive future sales, and keep up with customer demands for a world-class shipping experience.

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