Ask Tim and Julie…..

We recently received this question from a Realtor whom had requested a Free Coaching Call….

“My problem is the dramatic swings in my income…one month I will do great…and for the next couple months I will be in survival mode. How can I get my business to the point where I can have cash flow…vs cash spurts?”

Connie, Realtor from Arizona.

Tim and Julie’s response:

Hi Connie,

Your question is symbolic of a problem that 99.9% of  all real estate agents face. So, if it makes you feel any better…you are not alone!

The challenge is that agents think too much like sales people and not enough like business people. Let me explain…

Agents will go from intense periods of looking for business…followed by intense periods of servicing the business they found.

For example, you decided to list 2-3 houses. That becomes your mission in life…list those homes! You are a focused, driven house listing machine.

In order to accomplish that goal you become more intense, more focused…..you become what we call…the Real Estate Navy Seal. You are intensely focused on:
1)    Asking for business.
2)    Lead generating, prospecting.
3)    Going on appointments.
4)    Doing lead follow up. (have you ever noticed the amount of time you take to call a lead back is directly related to the size of your checking account and number of pending deals?)
5)    Take action..you are going on appointments, doing the things you must do to accomplish your goal.

As a Real Estate Navy Seal you are intense, focused….nothing gets by you. If someone from a mile away mentions selling a home….your heightened Seal ears pick up on the words and you are asking for the business…

The Real Estate Navy Seal is proactive…taking action now…vs reactive.

You indeed accomplish your goal of listing those 3 homes. You did it…goal accomplished.

Now what happens…

You go from being from being a  Real Estate Navy Seal Mode (RENS) into…..a……

Not so intense, slower moving, not all that motivated…Real Estate Sloth (RES). As a sloth you move slower, talk slower, think slower….you are no longer in ACTION MODE….you are now in reaction mode.

Your focus and energies are no longer on generating the business. That powerful, focused intense agent that you had to be has been replaced by its alter ego…the the Real Estate Sloth.

You are now focused on doing things like:
1)    Making home brochures.
2)    Realtor tours and maybe open houses.
3)    Putting the homes on 6 bazillion web sites.
4)    Servicing your sellers.
5)    Speaking with potential buyers
6)    Working on your websites.
7)    Going to endless office meetings….

Obviously, this list could go on and on. The point is..how much time are you spending being the Real Estate Navy Seal vs the Real Estate Sloth?

Here is a great question for you. How much time did you honestly spend in the last 30 days being in Real Estate Navy Seal Mode vs being just another Real Estate Sloth?

Chances are, if your income is constantly going up and down…or maybe you aren’t earning what you need/ want to earn…its because you have yet to understand that being a RENS is actually LESS work than being a RES…..

Every day at HREU we have literally thousands of Realtors participating in a coaching program. I am not telling you that to brag.  You must know that what you are experiencing is common. Believe it or not…there is a proven path for you to follow to learn how to go from being the Sloth to being a Seal.

The first step in creating consistent income is learning how to work consistently. Here is the secret..Consistent Effort and Actions = Consistent Results.

The Navy Seal is in GO mode at all times. He is ready for action NOW. Even more so…he makes things happen. He IS the action. Most importantly, the Real Estate Navy Seal has learned how to be intense..focused…even when he doesn’t feel like it.

Most agents only get results when they feel like it. Only when they feel motivated…when they feel scared because they are broke etc. Look around your market place…you know who the RENS are. They are the agents who produce month in and month out. These are the agents who are growing their businesses in this market…helping more people…making more money than every before. In case you haven’t discovered our FREE Realtor Superstar Interview site…check it out. Free Weekly Interviews with the nations real estate movers and shakers.

The Real Estate Sloth is intense, focused and taking action maybe 10% of the time. The rest of the time…they are just hanging out doing stuff that ‘fills their day…and empties their wallets.’

Are you being consistently inconsistent? In other words, IF you being honest how much time do you REALLY spend at these activities:

Take this simple test. Answer these questions:

1)    How much time are you devoting to lead generating? Old school over the phone prospecting to 21st Century methods…they are all valid and great ways to generate business. How much time (honestly) did you spend this week…heck, all month…on proactively going AFTER business?

(If you don’t know the answer to this question its a sure sign you are currently in Sloth Mode.)
2)    What is your lead follow Up plan? I can tell you from our personal real estate selling experience that lack of effective lead follow up is costing you at least 10 sales per year. (easily). In THIS housing market you have to call every lead back within no more than 5 minutes. And your new lead follow up rule should be:

“I will follow up with this lead until one of two things happens…they list or buy with someone else or they file a restraining order against me.”

Hopefully you know that I was joking about the restraining order. But, its my intention that you understand the intensity that is absolutely required in this market for lead follow up.

(Real Estate Navy Seals have pre-qual forms, scripts, systems…they are ready for action!)

3)    Are you pre-qualifying 100% of your leads…100% of the time? Do you use anything resembling a script when you pre-qual? Do you ask them questions that are designed to….you know…generate business? How much more time would you have, how much more…dare I say….money would you have IF you were to actually learn how to truly prequalify every buyer and seller lead you speak with?
4)    Presenting. At HREU we coach our students to have an organized listing AND buyer presentation. But, no presentation is worth anything unless YOU are out there..in front of potential buyers and sellers…presenting. Is your listing (and buyer) presentations just a mish-mash of things you have picked up along the way? A little of this..a little of that? Maybe your presentation has ‘worked’ for you 50% of the time. In other words, the buyer and seller prospects you were presenting to didn’t run and hide from you as a result of your ad-hoc presentation. Think about this, what happened to the other 50%? How much more consistent would your income be if you not only had a very professional sales presentation…and you were using it on a regular basis?

5)    Closing. How much time are you spending….asking for the sale? Julie and I occasionally watch the HGTV real estate shows…Realtors showing endless homes to their weary buyers.

It’s interesting to watch as the agents seem to always complain about how many houses they have to show….and at the same time the buyers complain about how many houses they are being dragged to see.

I can tell you from personal experience that when we had our real estate team, we sold many homes to many buyers who came to us having grown discontented with their previous agents.

In the course of pre-qualifying them we would learn that the previous agent had been working with them for months (and months). I can clearly remember many of these wayward buyers telling us that they had seen a home with their previous agent that they had indeed liked…but, didn’t buy it. (and it had subsequently sold). When we would ask why they didn’t buy it they would always tell us the same thing..

”The agent we were working with didn’t ask us to…or we didn’t know that it was out job to tell the agent….we wanted to buy…”

In other words, their previous agent never tried to close the sale. Generally speaking if a buyer is in your car, and they have been fully prequalified..ready to buy….they are indeed ready…to buy! So, close them. THAT’S YOUR JOB.

Bottom line, consistent organized actions will create consistent income. If you are ready to make the leap to become a Real Estate Navy Seal start by requesting a FREE Coaching Call.

HREU Testimonial

Hi Tim,

Chat with you soon.

–
Sandra Ingram
Real Estate Agent
Haute Properties
Phone# 909-717-0854
Fax# 866-286-0854
email: bpohomes@gmail.com

Looking for a little motivation today….read this great testimonial from Nancy Ramsey….Nancy is a student of Agent Short Sale Secrets.

“Greetings Tim and Julie,

I wanted you to know I have been quietly putting into action all the lessons I have learned and am continuing to learn, as a student in your Short Sale and REO classes. This past week I closed what could only be described as a “wonder save”, and it is all thanks to you and your excellent coaching, classes, and materials.

The short sale was closed with Beneficial (HSBC) as the primary lender, and here is what happened:

· Used your loss mitigation contact information to submit and work through the HSBC system

· Used your very insightful BPO training in the REO course to argue for the proper market value

· Held on to the buyers for over 4 months with your suggestions about coaching the buyers’ agent up front about what to expect

· Negotiated a “Paid In Full” authorization payoff letter from HSBC

· Saved $12,000 + in negotiated payoff of primary mortgage to HSBC

· Paid off negotiated IRS Lien in amount of $13,309 – “Paid in Full”

· Paid off 8 years of unpaid property taxes which had been bought by various investors to the tune of $19,014 – “Paid in Full”

· Paid off 8 years of unpaid Home Owners Association dues to the negotiated amount of $1,219 – “Paid in Full”

· HSBC would only pay 5% commission – took a Deferred Commission Note from the sellers for the remaining 1% commission – which they will gladly pay!

· If the sellers had been foreclosed on; amount of debt after foreclosure would have been $45,542 !!! In addition to the fact that they would have had a foreclosure on their credit report for 7+ years !

Get this – the sales price of the home was $111,000. Do you believe it?! We did all this on a property of this price! Unbelievable. I am attaching the HUD Settlement Statement so you know this is the “real deal”.

It feels so good to be helping people. This week, I am going to the next step of offering Loan Modifications…. And actually getting paid for them (as opposed to this past year, when I was giving the advice, successfully, but without getting paid.) – Go figure….

Anyone who doubts the value of your courses and coaching is seriously lacking the right information! This successful conclusion would not have been possible without you.

And, if anyone wants to ask me how valuable you all are, please tell them to give me a call.

Without you and your coaching, not only would I probably no longer be in real estate after 20 years as an agent, but all the people I have been helping would have lost their credit and in many cases, their homes.

In 2009 I am going to help many, many more….

Thank you from the bottom of my heart,

Nancy

Nancy Ramsey ~ Realtor

Certified Foreclosure Prevention Consultant

Harris Real Estate University

Direct 859-221-5314

Nancy@MyNewHomeKentucky.com

ERA Woods Real Estate Group”

Lexington, Kentucky

We love sharing the many wonderful testimonials we receive from our students….This testimonial is from Rochelle Castro from Prudential California. She is a Harris Real Estate University Agent Short Sale Secrets Student.

“Dear Coach Tim,

I have been doing Short Sales for over 2 years with very little success. My Broker is great. He is always thinking of ways to help us. My company was # 1 for the last quarter for the whole country.

With my company I have received coaching with M. Ferry, Mathew Ferry, Walter Sanford, etc., however all great, they do not compare with having you and Julie to hold my hand guiding me everyday and keeping me motivated with your daily message.

Part of my business plan last year, was that I was going to find a coach that I could affort for about $100 and then I came accross one of your advertisements. This power of intention is beautiful!

I did 1 deal last year and now I am closing # 12 with 4 more pending. I am now very confident to guide my clients with any short sale process. Without you I couldn’t have closed my last $1 Million listing.

The main thing I learned, is that you must be committed to give it your all, but you must also be able to detach yourself from any deal if the bank refuses to accept any offers to continue with the foreclosure process; then you must move on with no regrets to help somebody else who needs you. Please continue with your work, you know this business beats you up, and you are the light at the end of this tumultuous tunnel.

Respectfully yours,

Rochelle Castro

Prudential California Realty

209-365-8332″

Julie and I love this testimonials…..its just about perfect. This HREU Realtor Coaching student clearly ‘gets it’.

Brain and Diana, we sincerely thank-you for the honor of being your coaches!

Realtors: Have you started your own Loan Mod business yet? Watch this free video now to learn how to start your own Mortgage Loan Modification Business now.

Hi Tim and Julie

I want to thank you for your  good work.

I have been a Realtor for the past five years and have pretty much had a lack of focus and drive.  I have a retirement income that has kept me going…….

A little over a year ago I started with the Harris University to learn about short sales. I am a student at heart and enjoy teaching.  January of last year I did not have one listing.

……………..I now have close to fifty. I have been successful in getting the listings  due to my mindset.

As I have stated I do have a retirement so, my business has not  been just about the money.  It is and has been more about helping people who in most cases are unemployed and having extreme financial issues.  Being of a service mindset, I first started by joining Harris University, this gave me a basic knowledge to be able to help people, as I progressed I joined an organization called Hero Care. Hero Care provides discount real estate services to Veterans, teachers,  firefighters, police officers, medical workers  and government employees.

This was my first attempt to give back to a group of people who give to us daily.  I expanded my business further by doing free seminars with an attorney, bank and credit restoration servicer.  We called this the Save Your Home Program. We rented rooms in hotels and advertised. We would assemble a group of distressed homeowners in a room and would have the local experts (us) go through our  program.  The first thing we would do is explain who we are and why we are there. Our program started with explaining loan modifications, what it is and the criteria need to do one. We then went into short sales, and the benefits to work with the bank and help minimize the damage to their credit. The program is a step by step sequence of events to include when to get an attorney involved and then how to do credit restoration after the sale has been completed.  We found that most people were not savvy buyers to begin with and are handling the post buying experience even worse. I used the Harris University as the foundation for all these programs and have had some successes that are not measured in dollars but in the outcome we provided to our clients.  We have started with service and are pleased with our results.  We are now involved with trying to build a REO business and have had one small bank use our services.

We are continuing forward and hope that all the work that we have done this past year will bear fruits this year.

Thank You,

Brian and Diana Caron Realtors

Caron Home Team

239-659-3272

bcaron@kw.com