Provided By KW Blog
Thanks for joining us in celebrating KW Green Week! We hope you enjoyed the green webinars and blog posts, as well as the quick green tips and free book pop quizzes on our Green Your Home Facebook page.
But, don’t let the end of Green Week be the end of your Green journey! Keep your own Green Week going throughout the year-remember we are constantly updating our Green Your Home Facebook page with tips and articles to read and share with your sphere. Use them on your own page-that is why we post them!
Also, pick up and read a copy of Green Your Home-it is an easy-to-understand guide that will make you even more comfortable in guiding your clients. And, with the holidays around the corner, this is also a perfect time for you to give it to current and past clients as a gift!
Make Green Week every week starting now!
Green Week Blog Posts:
Red is Green
Take a Peek into Green Your Home
Six Things to Think About Before You Suggest Green Improvements
Why Green Networks Offer a Win-Win for You and Your Sphere of Influence
GreenWorks Realty of Seattle Joins Keller Williams
Tuesday, November 29, 2011
Thursday, November 24, 2011
Tuesday, November 22, 2011
The Importance of Staying Present
Provided By KW Blog
With more than 10 million books sold and over fifty years of experience under his belt, Harvey Mackay has plenty to offer in the way of sales advice. I was lucky enough to receive an advanced copy of this legend’s most recent book, The Mackay MBA of Selling in the Real World, which recently landed the No. 1 spot on the Wall Street Journal’s Best Seller list, and would like to share an aha.
In the book, Mackay tells of his experience seeing Billy Crystal’s one-man show, 700 Sundays, not once, but twice. “Both were sensational!” He talks about Tony Bennett singing the same song, over and over and over again, for more than fifty years. “It’s exciting every single time!” To Mackay, these guys are pros. Every show is treated as the one-and-only time they will ever perform. Even though the audience knows there were seven, thirty-two or 119 shows before the one they’re seeing, there’s no contest this is the best performance yet.
Mackay credits his aha moment of this working model to his college golf coach, who said: “Every drive you hit… every approach shot you make… every putt you stroke… you say to yourself, ‘This is the last drive I will ever hit. This is the last approach shot I will every make. This is the last putt I will ever stroke. Therefore, it better be my best.’ ”
Sales is repetitive. That’s all there is to it. Your only option is to be completely present in every single conversation you have about your business. You must be passionate and treat every opportunity as if it is your last. Every potential client must be treated as a precious resource. It’s easier said than done. Time and again when we interview the best-of-the-best we observe they aren’t necessarily doing extraordinary things, but rather bring extraordinary effort to the monotonous everyday task that lead to extraordinary results.
What are the areas of your business where you are making a commitment to be present every time?
–Jay Papasan
p.s. As a thank you to Keller Williams Realty’s continued support, Harvey is giving us access to his book “Harvey Mackay The Network Builder.” I encourage you all to go check it out. Here’s the link: http://www.harveymackay.com/bonus/
With more than 10 million books sold and over fifty years of experience under his belt, Harvey Mackay has plenty to offer in the way of sales advice. I was lucky enough to receive an advanced copy of this legend’s most recent book, The Mackay MBA of Selling in the Real World, which recently landed the No. 1 spot on the Wall Street Journal’s Best Seller list, and would like to share an aha.
In the book, Mackay tells of his experience seeing Billy Crystal’s one-man show, 700 Sundays, not once, but twice. “Both were sensational!” He talks about Tony Bennett singing the same song, over and over and over again, for more than fifty years. “It’s exciting every single time!” To Mackay, these guys are pros. Every show is treated as the one-and-only time they will ever perform. Even though the audience knows there were seven, thirty-two or 119 shows before the one they’re seeing, there’s no contest this is the best performance yet.
Mackay credits his aha moment of this working model to his college golf coach, who said: “Every drive you hit… every approach shot you make… every putt you stroke… you say to yourself, ‘This is the last drive I will ever hit. This is the last approach shot I will every make. This is the last putt I will ever stroke. Therefore, it better be my best.’ ”
Sales is repetitive. That’s all there is to it. Your only option is to be completely present in every single conversation you have about your business. You must be passionate and treat every opportunity as if it is your last. Every potential client must be treated as a precious resource. It’s easier said than done. Time and again when we interview the best-of-the-best we observe they aren’t necessarily doing extraordinary things, but rather bring extraordinary effort to the monotonous everyday task that lead to extraordinary results.
What are the areas of your business where you are making a commitment to be present every time?
–Jay Papasan
p.s. As a thank you to Keller Williams Realty’s continued support, Harvey is giving us access to his book “Harvey Mackay The Network Builder.” I encourage you all to go check it out. Here’s the link: http://www.harveymackay.com/bonus/
Thursday, November 17, 2011
OutFront Magazine by Keller Williams Realty
OutFront Magazine
OutFront is Keller Williams Realty's semi-monthly publication, focused on the Keller Williams advantage, success strategies among our associates throughout North America, and leading-edge strategies to help you to seize the shift in the real estate market to grow your market share. Each issue is distributed to all of our associates in the United States and Canada.
Browse the current issue of OutFront magazine!
Back Issues:
Quarter 3 2011
Quarter 2 2011
Quarter 1 2011
Nov-Dec 2010
Sep-Oct 2010
July-Aug 2010
May-June 2010
Mar-Apr 2010
Jan-Feb 2010
Nov-Dec 2009
Sep-Oct 2009
Jul-Aug 2009
May-Jun 2009
Mar-Apr 2009
Jan-Feb 2009
OutFront is Keller Williams Realty's semi-monthly publication, focused on the Keller Williams advantage, success strategies among our associates throughout North America, and leading-edge strategies to help you to seize the shift in the real estate market to grow your market share. Each issue is distributed to all of our associates in the United States and Canada.
Browse the current issue of OutFront magazine!
Back Issues:
Quarter 3 2011
Quarter 2 2011
Quarter 1 2011
Nov-Dec 2010
Sep-Oct 2010
July-Aug 2010
May-June 2010
Mar-Apr 2010
Jan-Feb 2010
Nov-Dec 2009
Sep-Oct 2009
Jul-Aug 2009
May-Jun 2009
Mar-Apr 2009
Jan-Feb 2009
Tuesday, November 15, 2011
KW Launches Green Week
Provided By KW Blog
Do you have a Green Thumb? Is your market center working toward a completely paperless office? Maybe you’re an expert on green living for your community and your clients.
Monday, Nov. 14 through Friday Nov. 18, Keller Williams Realty is excited to announce that we’ll be celebrating our company’s growing environmental initiatives and the release of KW’s latest guidebook Green Your Home during “Green Week!”
Keller Williams Associates: we want you to help us celebrate our company’s focus on building a healthy, money-smart, and sustainable life worth living!
Plus – we’ll be sharing an exclusive excerpt from the Green Your Home guidebook and posting awesome articles focused on generating leads by establishing yourself as a green expert in your local market. If you’re not 100 percent convinced of the green movement, that’s okay! This is merely an opportunity for you to educate yourself so when you have a client with specific green needs, you can be their source of information!
About Green Week: Since our founding, it has been our company’s stated mission to build careers worth having, businesses worth owning and lives worth living. We realize now, more than ever, that a life worth living is one that is healthy, money-smart, and sustainable. And over the past three years we have been actively working to create a platform for our associates to leverage the green movement in their businesses.
We look forward to celebrating Green Week with you!
To learn more about Green Week visit blog.kw.com!
Do you have a Green Thumb? Is your market center working toward a completely paperless office? Maybe you’re an expert on green living for your community and your clients.
Monday, Nov. 14 through Friday Nov. 18, Keller Williams Realty is excited to announce that we’ll be celebrating our company’s growing environmental initiatives and the release of KW’s latest guidebook Green Your Home during “Green Week!”
Keller Williams Associates: we want you to help us celebrate our company’s focus on building a healthy, money-smart, and sustainable life worth living!
Plus – we’ll be sharing an exclusive excerpt from the Green Your Home guidebook and posting awesome articles focused on generating leads by establishing yourself as a green expert in your local market. If you’re not 100 percent convinced of the green movement, that’s okay! This is merely an opportunity for you to educate yourself so when you have a client with specific green needs, you can be their source of information!
About Green Week: Since our founding, it has been our company’s stated mission to build careers worth having, businesses worth owning and lives worth living. We realize now, more than ever, that a life worth living is one that is healthy, money-smart, and sustainable. And over the past three years we have been actively working to create a platform for our associates to leverage the green movement in their businesses.
We look forward to celebrating Green Week with you!
To learn more about Green Week visit blog.kw.com!
Thursday, November 10, 2011
Gary Keller on mapping out the year and making a plan
Provided By KW Blog
For most entrepreneurs and independent business owners, fourth quarter is a time of reflection on the past year’s successes and an opportunity to put together a solid business plan for the next 12 months.
As you might imagine, Gary Keller, co-founder and chairman, Keller Williams Realty, Inc. goes through a rigorous planning process. Below is an email exchange between him and Todd Butzer, regional director, North Central on creating the “Master Plan.”
-----Original Message-----From: Todd ButzerTo: Gary KellerSubject: planning questionGary –
I am pretty sure you go through a specific planning ritual this time of year.
Wonder if you would mind sharing any part of it?
T
Todd Butzer
Regional Director
North Central Region
-----Original Message-----From: Gary KellerTo: Todd ButzerSubject: RE: planning questionhey !
i work from a simple concept:
1. i start with the end in mind: i envision my life at the end of it and ask myself what i want to have done. i then mock up a simple 5 year look (in
kind of a grid form with the years to the left and along the top the categories – like health, giving, john, mary, mom, business, writing,etc…) at what i should be doing to be on track and then i look at the first year.
that creates my goals for the year.
2. i then take each goal and ask one question: what is the one thing i can do that by doing it everything else that could also be done to accomplish this would either be easier or unnecessary?
3. last, i go to my calendar with that answer for each goal and i time block out the year to make sure those things get done. first, i time block all my time off – vacations, days off, short days, etc., so that i make sure they don’t get left out. if i intend to work hard then i’ll need this time to renew. next is, my meetings with the people who report to me. next, i make sure i have my time to plan out every week. (i’ve done this so long on a sunday night that i don’t even block it anymore), usually an hour a week on a sunday. then it’s all about work. so, for example, if lead generation is your number one business action then you time block it for 5-6 days a week for 3 -4 hours a day before noon. for me it’s writing so my goal is to just make sure that gets done – then i’m open to the possibilities of everything else.
my motto is “until my number one priority on my list is done each day all else
is a distraction”! ALL ELSE! as such, i guard my time when i’m on a priority task fiercely and without apologies. it’s my life and i answer to no one as to my time. doesn’t always make me highly visible or highly social, but that isn’t the goal when i’m doing what i want my life to be about.
hope this helps. feel free to share.
onward……
garykeller
For most entrepreneurs and independent business owners, fourth quarter is a time of reflection on the past year’s successes and an opportunity to put together a solid business plan for the next 12 months.
As you might imagine, Gary Keller, co-founder and chairman, Keller Williams Realty, Inc. goes through a rigorous planning process. Below is an email exchange between him and Todd Butzer, regional director, North Central on creating the “Master Plan.”
-----Original Message-----From: Todd ButzerTo: Gary KellerSubject: planning questionGary –
I am pretty sure you go through a specific planning ritual this time of year.
Wonder if you would mind sharing any part of it?
T
Todd Butzer
Regional Director
North Central Region
-----Original Message-----From: Gary KellerTo: Todd ButzerSubject: RE: planning questionhey !
i work from a simple concept:
1. i start with the end in mind: i envision my life at the end of it and ask myself what i want to have done. i then mock up a simple 5 year look (in
kind of a grid form with the years to the left and along the top the categories – like health, giving, john, mary, mom, business, writing,etc…) at what i should be doing to be on track and then i look at the first year.
that creates my goals for the year.
2. i then take each goal and ask one question: what is the one thing i can do that by doing it everything else that could also be done to accomplish this would either be easier or unnecessary?
3. last, i go to my calendar with that answer for each goal and i time block out the year to make sure those things get done. first, i time block all my time off – vacations, days off, short days, etc., so that i make sure they don’t get left out. if i intend to work hard then i’ll need this time to renew. next is, my meetings with the people who report to me. next, i make sure i have my time to plan out every week. (i’ve done this so long on a sunday night that i don’t even block it anymore), usually an hour a week on a sunday. then it’s all about work. so, for example, if lead generation is your number one business action then you time block it for 5-6 days a week for 3 -4 hours a day before noon. for me it’s writing so my goal is to just make sure that gets done – then i’m open to the possibilities of everything else.
my motto is “until my number one priority on my list is done each day all else
is a distraction”! ALL ELSE! as such, i guard my time when i’m on a priority task fiercely and without apologies. it’s my life and i answer to no one as to my time. doesn’t always make me highly visible or highly social, but that isn’t the goal when i’m doing what i want my life to be about.
hope this helps. feel free to share.
onward……
garykeller
Tuesday, November 8, 2011
Sharing Our Table
Dear Rockwall Community,
We are now accepting non perishable food donations for families in need in.
Drop off box is located inside the entrance of Keller Williams Realty. For more information please contact us at 972.772.7000 or email us at frontdesk552@kw.com.
"Thanksgiving, after all, is a word of action."
-W.J. Cameron
We are now accepting non perishable food donations for families in need in.
Drop off box is located inside the entrance of Keller Williams Realty. For more information please contact us at 972.772.7000 or email us at frontdesk552@kw.com.
"Thanksgiving, after all, is a word of action."
-W.J. Cameron
Wednesday, November 2, 2011
Retail vs. The Clearance Rack
Provided By KW Blog
WHEN SELLERS AREN’T INCLINED TO PRICE THEIR HOMES COMPETITIVELY, HERE’S A SHOPPING ANALOGY TO DRIVE THE POINT HOME.
It’s one thing for your clients and prospects to read in the paper or hear on the news that home prices have declined. It’s quite another when the reality hits home, and you’re at the kitchen table helping a client come to terms with the fact that the price that they want or “need” isn’t in line with current market values.
Pricing conversations can be a critical moment of truth in any market, but when local market values have trended downward, pricing a home to sell – and explaining this dynamic to sellers – takes on a new dimension.
I was recently talking to Shaun Rawls, concerning the challenge of resetting seller’s expectations about the listing price and market value of their home. He offered some great perspectives and a solid script.
Gary: How are you counseling your agents to initiate pricing conversations with sellers?
Shaun: It’s a conversation that should be backed into, and is the case of so much of what we do, success hinges on asking good questions. Even though the media has given a lot of attention to the “down real estate market,” we need to keep in mind that most people have come to take for granted that home values would remain on a constantly upward trajectory. The last time they bought or sold a home, they essentially hit the pause button on market dynamics. That’s why, before we start talking price, it’s important to ask, “Tell me about when you bought this house.” That opens the conversation to a comparison of how the current market is different from the market that they remember.
Gary: So I tell you, as the seller, that I bought the house back in 2002 for $317,000. It was listed at $319,000 and needed work. I took out a line of credit for $50,000, updated the kitchen, and bought all new appliances. It’s just been repainted, the landscaping is beautiful, and you’re telling me, based on your comparative market analysis that you recommend I list it for $324,000!
Shaun: Here’s a script that our agents are finding helpful:
Let’s pretend it’s my birthday and someone gives me a $75 gift card to Nordstrom. One day, I run into the Nordstrom men’s department where I find a table of new shirts, and find one that’s my size in a color that I like … and the price is $75. Jackpot! I pick up the shirt and head for the register. Right before I get there, I notice a big rack of clothes with a sign that says, “CLEARANCE.” So, I take a quick detour, and as I am looking at the clothes in my size, I see a shirt that I like even more that was originally priced at $200 and is now marked down to $75! I really have a dilemma on my hands now.
Do I buy the $200 shirt for $75, or do I buy the $75 shirt for $75?
Well, buyers in this market have a similar choice to make when they are looking for homes. Except they have the option of buying the $1 million home for $750,000 or they can purchase the $600,000 home for $750,000.
All too often, new sellers put a high price on their home with the expectation of negotiating if it doesn’t sell at that price, but the point is this: in order to sell, a new listing must hit the market on the clearance rack on Day 1.”
Gary: So what if I tell you that this doesn’t really apply to me, because I don’t really have to sell.
Shaun:
While you may think that’s an advantage, it’s actually a disadvantage in this market. What we are seeing is that sellers who don’t have to sell, don’t, because they’re competing with sellers who absolutely, positively have to sell and will do whatever it takes to do so. Selling a home in this market is a price war and a beauty contest.”
Gary: Shaun, thanks so much for sharing this with us! If anyone has a script they’d like to share, leave a comment below.
Onward...
WHEN SELLERS AREN’T INCLINED TO PRICE THEIR HOMES COMPETITIVELY, HERE’S A SHOPPING ANALOGY TO DRIVE THE POINT HOME.
It’s one thing for your clients and prospects to read in the paper or hear on the news that home prices have declined. It’s quite another when the reality hits home, and you’re at the kitchen table helping a client come to terms with the fact that the price that they want or “need” isn’t in line with current market values.
Pricing conversations can be a critical moment of truth in any market, but when local market values have trended downward, pricing a home to sell – and explaining this dynamic to sellers – takes on a new dimension.
I was recently talking to Shaun Rawls, concerning the challenge of resetting seller’s expectations about the listing price and market value of their home. He offered some great perspectives and a solid script.
Gary: How are you counseling your agents to initiate pricing conversations with sellers?
Shaun: It’s a conversation that should be backed into, and is the case of so much of what we do, success hinges on asking good questions. Even though the media has given a lot of attention to the “down real estate market,” we need to keep in mind that most people have come to take for granted that home values would remain on a constantly upward trajectory. The last time they bought or sold a home, they essentially hit the pause button on market dynamics. That’s why, before we start talking price, it’s important to ask, “Tell me about when you bought this house.” That opens the conversation to a comparison of how the current market is different from the market that they remember.
Gary: So I tell you, as the seller, that I bought the house back in 2002 for $317,000. It was listed at $319,000 and needed work. I took out a line of credit for $50,000, updated the kitchen, and bought all new appliances. It’s just been repainted, the landscaping is beautiful, and you’re telling me, based on your comparative market analysis that you recommend I list it for $324,000!
Shaun: Here’s a script that our agents are finding helpful:
Let’s pretend it’s my birthday and someone gives me a $75 gift card to Nordstrom. One day, I run into the Nordstrom men’s department where I find a table of new shirts, and find one that’s my size in a color that I like … and the price is $75. Jackpot! I pick up the shirt and head for the register. Right before I get there, I notice a big rack of clothes with a sign that says, “CLEARANCE.” So, I take a quick detour, and as I am looking at the clothes in my size, I see a shirt that I like even more that was originally priced at $200 and is now marked down to $75! I really have a dilemma on my hands now.
Do I buy the $200 shirt for $75, or do I buy the $75 shirt for $75?
Well, buyers in this market have a similar choice to make when they are looking for homes. Except they have the option of buying the $1 million home for $750,000 or they can purchase the $600,000 home for $750,000.
All too often, new sellers put a high price on their home with the expectation of negotiating if it doesn’t sell at that price, but the point is this: in order to sell, a new listing must hit the market on the clearance rack on Day 1.”
Gary: So what if I tell you that this doesn’t really apply to me, because I don’t really have to sell.
Shaun:
While you may think that’s an advantage, it’s actually a disadvantage in this market. What we are seeing is that sellers who don’t have to sell, don’t, because they’re competing with sellers who absolutely, positively have to sell and will do whatever it takes to do so. Selling a home in this market is a price war and a beauty contest.”
Gary: Shaun, thanks so much for sharing this with us! If anyone has a script they’d like to share, leave a comment below.
Onward...
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