Fiddlenet is "In Focus"!

How to generate 20% more business, without trying!

A few weeks ago a client said "Mike, I will do anything to help get you more business". I said thanks and really didn't think more about it until someone said it again today. That made me think about it. Why would they say that to me? I think the answer is this; service.

Have you ever stayed at the same hotel more than once? What makes you feel better; the person who asks "have you ever stayed with us before?" Or the one who says "would you like the same room you had when you stayed with us last year Mr/Mrs Wickman"?

Have you ever been someplace for dinner and the waiter remembers you? How about when the owner remembers you....by name? Would you go back?

I'm sure you have many of your own examples that would demonstrate how giving the best "service" resulted in more business. 

So how can we use this to generate more business now?

Let's start by finding out what our clients really want. Call them and ask for their help. Listen to their compliments (it's what you are doing right). Find out their complaints. You might try this. "Mr/Mrs Seller/Buyer, if there was one thing that we could have done to make your buying/selling experience better, what would it have been?" (By the way if they mention something that you can still correct, you might consider correcting it. The unwritten rule is this; fix the customer, then fix the problem.)

Once you have talked to your clients you should have a clear picture of what they consider "first class customer service". So where do you start?

How about first learning more about them. As you learn make sure you record this information where any one of your staff can retrieve it. Imagine the feeling they'll have when one of your staff contacts your client and says something like "oh and wish Bobby (their son) a Happy Birthday from us, would you?"

You might also consider some type of loyalty program. Create some "no strings attached" gifts for their loyalty to you and your staff. Remember that "discounts" are marketing but "gifts" are a personal "thank you".

Finally, you might consider a three point, or five point "Service Plan". Here might be some suggestions.

    1. Make Customer Service the top priority of your team. Reward customers for their loyalty. Reward your team for solving customer service problems quickly and efficiently.

    2. Have company standards and live by them. If you say you'll call your clients at least once a week, make sure you do it. Make sure you tell your clients what they can expect and then deliver at LEAST that!

    3. Provide some type of service that no one in your market provides. What could that be? The answer may come from your client. What would they want?

As I am writing this it dawned on me that we have the answer. Oh, I don't know who has it, but I know that together we have it. So, what if I hosted a FREE conference call to discuss Customer Service ideas? Would that have any value to you? Ok, I'll do it if you respond.

Finally, there is someone out there wondering about the 20% business increase mentioned in the title of this blog. Ok, so I made it up. I have no idea if it will really increase your business by 20%. What do you think?

Do you think it's possible that if you increased your client service they will reward you with at least 20% more business?

 

 

Would you like a Free Cruise with Floyd on his boat?

How would you like to spend an afternoon with Floyd on his boat? It could be you! Let me explain.

For many years Floyd has held a special event called the Master Sales Academy. It is for students and graduates of a Floyd Wickman Program. Many students and graduates have told me how much Masters has changed their careers...and lives. As someone who has attended Masters many times, I completely agree with them. Masters has changed many lives, including mine.

However, Floyd has decided to postpone the 2010 Masters. It was not an easy decision, especially after so many successful events. Rest assured, there will be some kind of an event in January and more information will be available soon.

There is a special event planned for July that is called The Forum. The Forum is a smaller gathering of Floyd students and graduates. The focus is to help keep agents on track for their yearly goals and you are invited.

Master Trainer Jason Edwards  approached Floyd with an idea for a contest and that's when some fun started. It's called the Summer Social Media Contest (SSMC) and you can Download SSMC Flyer here. Don't forget to read the Contest Rules here.

Here's the really good news. The winner of the contest will receive a full tuition to the July Forum, airfare, hotel and transporation to and from the hotel AND a Friday afternoon cruise with Floyd on his boat!

So, how do you win? It's all about the new Social Media. All you have to do is mention the Floyd Wickman Program on various social programs like Facebook or Twitter. So read the rules and start today.

 

Why do I need to change?

We have all heard the old saying that "the only constant is change".

We have also heard that if we keep doing what we've been doing, we'll keep getting what we've been getting. 

Therein lies the confusion. Which one is true? 

Many agents are still doing what they "used" to do, but it isn't working as well. Maybe that's what Einstein meant when he said the definition of insanity is doing the same thing over and over expecting a different result.

Over the past few weeks I have talked to many brokers and managers. It seems what I have heard most is that we are experiencing a "challenging market". It's funny that so many of the brokers and managers are using the same words; "challenging market".

So, after talking to many brokers and managers, I thought I'd share some of their ideas.

We do need to keep doing what we've been doing. Well, maybe not what "we've" been doing. We need to do what the Top Producers keep doing. You see, they know that the only constant is change.

So, what do they keep doing......change. They know they must change to stay ahead of the market. They know that if what they are doing isn't working, they need to change.

Floyd likes to say it's because the "cheese moved".

If what you are doing is not bringing your desired results, it's time to change. What can you change? Well, you might consider this.

During the Floyd Wickman Program our graduates average a listing or sale per person, per week. What do they do different? Well, it starts with 4 hours a week calling people they already know. Yeah, I know, it sounds simple doesn't it?

In conclusion, you could keep doing what you've been doing and expect a different result.

Or, you could consider a change. Could you find 4 hours a week to talk to people you already know and ask for business?

What do you have to lose?

 

 

 

Spring is officially here! Should we share the good news?

    It is official. March 20th is the first day of spring. How many sellers told you they were waiting for spring? So, how many listed today?  If you called them, I was wondering what excuse are they using today.

The truth is today may be the best day of 2009 to list your home. Why, because there are lots of positive signs, if you are looking.

For example the Florida Association of Realtors reported a 43% increase in January over last year's sales in Lee County. ( http://www.npr.org/templates/story/story.php?storyId=101511417 ) The increase in sales has been especially noticeable in Cape Coral, sometime referred to as "ground zero" of the nations housing crisis. Last year, Cape Coral lead the nation in foreclosures. But sales are increasing and are likely to continue and according to the same report, inventory is shrinking.

Let's not forget thefirst time homebuyer may also qualify for up to $8000 if they close by the end of 2009 (http://money.cnn.com/2009/02/13/real_estate/homebuyer_tax_credit_finalized/index.htm?postversion=2009021712 ) If there are more buyers in the market, could that be of value to you?

Need some more good news? The government recently reported that housing starts rose 22% in January. (http://money.cnn.com/2009/03/17/real_estate/housing_starts/index.htm) It was the first increase since June which had an increase of 11%.

Ok, so is have we seen the bottom? Are home values going to start increasing again? I don't know. What I do know is there is plenty of good news to share with our clients.

There are many people out there that need your help. They need your leadership. They need your hope and they love to hear good news. Recently Brian Williams of NBC news requested that viewers send in good news and he would read the stories on the air.  ( http://www.msnbc.msn.com/id/29556042/ )  He said he was "shocked at the thousands of responses" he received in just 2 days.

I was not shocked at all. For years Floyd Wickman has shared the "good news". Our trainer meetings all start with good news. When we teach a class, we start each and every class with good news.

Now that spring is "officially" here, let's "focus" on the positive signs. Let's focus on the good news.

Today may be the best day of 2009 to list a home. Who do you know who might need to sell?

Life is what happens while we are making plans

"Life is what happens to us while we are busy making other plans" - John Lennon

Have you hit any roadblocks this year? Did someone, or something knock you off track? How did you handle it? Some will simply give up on their goal and say "life" got in the way. Others will find a way to handle it. Maybe the key is simply to know where to focus.

Recently my wife was diagnosed with breast cancer. Now, first let me say the doctor tells us she is going to be ok. But for the past few weeks it has been very difficult. Of course one of the toughest parts is "not knowing". Karen and I both believe she will be ok, we just want to know what to expect.

Over the past few weeks she has had 3 surgical procedures and we still don't know the final results. Once we do, we'll know how they will handle the treatment. But in the meantime..........we wait.

So, what's the point? Maybe it's that we still need to keep our priorities in order. Many years ago Floyd shared something with me that is helping us today. He said there are 4 priorities in life. They are "Business, Faith, Family, and Self".  Sometimes we need to focus on business first, then family, then faith, then self. Or sometimes it's self, family, faith and business. Or maybe it's.........well, you get the idea dont' you?

Over the past few weeks I have felt lost. I have struggled to focus on my business at all. I have spent a lot of time praying and taking care of Karen. Then I remembered the 4 priorities. I realized that my priorities have changed. Right now they are Faith, Family, Business and Self. I also realized Karen's journey is going to be a long one. Can I really afford "not" to do focus on my business at all? The answer is, of course not.

Is it possible for the order of those priorities to change daily? Maybe even during the day? It's almost funny to listen to Karen. One minute she wants me by her side, and the next minute she wants me out teaching. So, I thought, can I do both? I realized that if I can prioritize correctly, the answer is yes. 

Life is what happens while we are making plans. There are still 168 hours in a week. What matters now is that I remain "focused". Focused on what...or when? Well, that depends doesn't it? Focused on Karen, "when" she needs me, focused on business, "because" we need it, focused on "faith", because we need Him, and focused on "self", so I don't burn out. The only decision is is when to prioritize which focus.

Will it be easy? Probably not. Then again, nothing worth having is easy....it may be simple, but surely not easy.

If anybody can, I can....or can I?

Hello All,

An agent recently said these words to me; "I'm doing everything right and I know things will change". I wanted to say isn't that the definition of insanity, doing the same thing over and over and expecting a different result? But instead I asked her "why do you think it's not happening for you now?"  Of course she replied, well I think it's the market. Sound familiar!

My listing won't sell....lower the price...oh no, it's the market.

I'm not doing enough business....talk to more people...oh no, it's the market.

I guess if we hear it enough we start to believe it. But folks, it simply is not true. There are many agents in many areas of the country who are not just surviving this market, they are thriving in this market.

There are two of Floyd's philosophies I'd like to share. The first one is "If anybody can, I can". That statement helped me many times over the years.

However, there is a second one that I believe goes hand in hand with it. "Given the Option to fail 70% will take it". Why? Because it's easier.

I'm not going to tell you what to do....ok, I'll make one suggestion. In 2008 graduates of the Floyd Wickman Program averaged 1.07 listings and sales per student per week! What could that do for you? In addition, they also averaged over 2 new referral leads per week. If I went to your office mailbox and put two new leads a week in it, what could that do for you? What if those leads were given to you by people who know like and trust you?

How are these agents able to do this in "this market"? Because we take away the option to fail.

If you're asking me, can you do it alone I'd say sure you can. Because "If anybody can, I can".

Would you prefer to make more money now? If so, I'd find a way. Get someone to hold you accountable, join a group, or get a coach. But change something.

If you keep doing what you are doing, you'll still make your money, but when. If you make a change, you can make it now. 

So when would you like your money?

What could a groundhog have to do with real estate?

Did you miss it? I almost did. Fortunately for me someone mentioned it on the plane last night. That caused me to do a little thinking.

In case you didn't hear, Punsxutawney Phil saw his shadow so we are supposedly in for another 6 weeks of winter. This kind of silly annual ritual takes place on Gobbler's Knob in Punsxutawney,   Pennsylvania. There's a legend that says if Phil casts his shadow on Feb 2, then winter will last another 6 weeks. If not, spring will come early.

So, what could this have to do with real estate? Well, maybe nothing. Then again, maybe it does.

In some parts of the country, winter causes some changes. First, it gets much colder. So, we have to dress in warmer clothes, we have to prepare for the cold weather. Second, well, there's this "thing" called snow. Sometimes it snows a lot, sometimes just a little. Sometimes the snow is easy to remove, and sometimes it's not. Sometimes it's too cold for the snow and we get ice. That's even worse.  But no matter whether we get ice, a lot of snow, or just a little, it causes us to prepare, and to make adjustments in our daily lives. We don't always want to, but we have to in order to survive winter.

It's just my opinion mind you, but I'm thinking maybe we are in the "winter" cycle of real estate. We have always known that the market goes up....and it goes down. Maybe our "winter" cycle has just been a little longer than usual this time. Is that possible?

It doesn't matter if you were prepared or not, winter is here and we have to deal with it.

So what can you do? Well, there are surely some options. Many of Floyd's Master Sales Academy graduates demonstrated that you can surely prosper, even in the winter.

So here are three tips that might help you make it to the end of winter.

    1. Go back and listen to your program CD's. Then, just do it! Get back on the phone and prospect.

    2. If you are not in an R-Group, find one, or start your own. They will hold you accountable.

    3. But in my humble opinion, the best tip would be to join Floyd's Focused on 50 Coaching Program.

The good news is that winter always ends.

Of course, Punxsutawney Phil did see his shadow this year.......so winter could be around for a while.

Stay warm!

Did you miss it? I almost did. Fortunately for me someone mentioned it on the plane last night. That caused me to do a little thinking.

In case you didn't hear, Punsxutawney Phil saw his shadow so we are supposedly in for another 6 weeks of winter. This kind of silly annual ritual takes place on Gobbler's Knob in Punsxutawney,   Pennsylvania. There's a legend that says if Phil casts his shadow on Feb 2, then winter will last another 6 weeks. If not, spring will come early.

So, what could this have to do with real estate? Well, maybe nothing. Then again, maybe it does.

In some parts of the country, winter causes some changes. First, it gets much colder. So, we have to dress in warmer clothes, we have to prepare for the cold weather. Second, well, there's this "thing" called snow. Sometimes it snows a lot, sometimes just a little. Sometimes the snow is easy to remove, and sometimes it's not. Sometimes it's too cold for the snow and we get ice. That's even worse.  But no matter whether we get ice, a lot of snow, or just a little, it causes us to prepare, and to make adjustments in our daily lives. We don't always want to, but we have to in order to survive winter.

It's just my opinion mind you, but I'm thinking maybe we are in the "winter" cycle of real estate. We have always known that the market goes up....and it goes down. Maybe our "winter" cycle has just been a little longer than usual this time. Is that possible?

It doesn't matter if you were prepared or not, winter is here and we have to deal with it.

So what can you do? Well, there are surely some options. Many of Floyd's Master Sales Academy graduates demonstrated that you can surely prosper, even in the winter.

So here are three tips that might help you make it to the end of winter.

    1. Go back and listen to your program CD's. Then, just do it! Get back on the phone and prospect.

    2. If you are not in an R-Group, find one, or start your own. They will hold you accountable.

    3. But in my humble opinion, the best tip would be to join Floyd's Focused on 50 Coaching Program.

The good news is that winter always ends.

Of course, Punxsutawney Phil did see his shadow this year.......so winter could be around for a while.

Stay warm!

Tips from some Master Salespeople

 Recently I received a few tips that might help you reach 50 transactions in 2009.

The first was from Beth Fortunato of Coldwell Banker in North Carolina. Here's what Beth said.  

Mike, I spent more time this year on face to face appointments with my Book of Business folks. Sometimes it was over coffee, sometimes it was over lunch and sometimes it was just stopping by their home or office to say hi. It was my Book of Business clients that really helped me get through this year by continuing to send referrals my way. And, by the way, it was a member of my Mentor group that strongly suggested that I do this and track it.

 

The next tip was from Denise Oliver of the Mary Holder Company.

   

Denise had just listed a home and the seller said they were sure happy about being referred to her. Denise replied, that's how I generate a lot of my business. I take real good care of my clients and they refer me to others. Then she asked the seller, "so, who do you know that might be thinking about selling?" This new seller, who Denise had just met, gave her the name of another person and Denise went out and listed that home only a few days later! Denise mentioned to me that she has added the "who do you know who" question to her regular listing checklist.

 

Another tip comes from Lee Gosney of Realty Executives.

Lee was a panelist at Floyd's Master Sales Acadamy in Chicago this year. She did 84 transactions. She said that her broker has a weekly "call night". Agents are encouraged to attend and be prepared with a list of people to call. At the end of the hour of calling, the agents all share their results in a   group setting. Lee told us her business increased dramatically this year and she says the "call night" contributed tremendously to her success.