When the market is flying high and sticking a sign in the yard brings in multiple offers it can be easy to think you’re doing better than you necessarily are. The harsh reality is, however, a tougher market always exposes the real truth behind how you’re actually doing. And some of us have gotten off track. Below, I detail “The Five Detours on the Road to Success.” 

1. Lack of Accountability 

Every human being does better with accountability because we truly cannot see our own shortcomings; outside perspective is the best way to gain clarity on our patterns. 

2. Loss of Motivation 

Motivation, by its very nature, is designed to dissipate so we need to seek it out continually. As my friend and mentor, Zig Ziglar, says: “Motivation is like bathing. You have to do it on a daily basis!” 

3. In Need of Direction 

Once you get things moving and gain some momentum you actually need more direction than you did when you were just starting out. This is borne out by countless people who work their whole life and have nothing to show for it. 

4. Isolation 

All you have to do is watch the “Animal Planet” documentary on predators in the wild to know how detrimental isolation can be: Predators never attack the pack; they always look for the isolated, hurt, wounded, and lost, the ones who’ve stopped moving forward. Self-employed people are more predisposed to this isolation than anyone else. 

5. Drift 

While “isolation” is a predator, “drift” is a killer; it’s the “silent assassin” because we don’t know how far and how fast we’ve drifted until something catastrophic happens. 

As you can see, the “Five Detours” are things we all face and it can be easy to get off track in both business and our personal lives. But let’s examine the solution side of things. If there are detours, then rest assured there are also rules of the road to get you back on track. 

Stay on Track with These Rules of the Road 

1. Stay Accountable 

While it may not be natural to seek out accountability, let’s just have a look at what happens in its absence. Tiger Woods – the greatest golfer in the world – recently missed the cut at the British Open. Just so happens it was the first time in five years he didn’t bring his coach to a tournament. 

2. Brainstorm and Network with Others 

We humans do much better when we mastermind together, which is why we facilitate networking at our events, as well as in our Coaching programs and Small Groups. Surround yourself with positive, resourceful, successful people, because they’ll lift you up rather than drag you down. 

3. Plan Daily Doses of Motivation 

Just think of your daily motivation like an essential vitamin, with nothing but positive, good-for-you side effects. Plan daily doses by listening to affirming CDs in your car or by reading good books – just a few lines here or there will go a long way. 

4. Follow the System 

You know you’re in need of direction – everybody is. And we’ve developed a system that works. Now, I know that few people ever follow the system 100%, but what if that means you’re missing out on a 30% jump in your income?! Would that be worth increasing your commitment to the lead-generation activities by just 10%? The Referral Systems work; but only if you do! 

5. Work with a Coach 

A Coach has the expertise, tools and strategies to help you get your business cranking. That accountability and direction will help you avoid drift – the deadly killer. 

This much I do know…there’s a reason our Coaching Members averaged $192,000 in income in one of the worst markets we’ve seen… 

The fact that you’re still in business means you have weathered the storm and, as I’ve said before, a recession is a terrible thing to waste. Follow the rules of the road and you’ll be launching a great new year. Buffini & Company will be here to help. 

Brian Buffini is CEO and Founder of Buffini & Company. 

For more information, visit www.buffiniandcompany.com. 

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com. 

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In ASTD’s most recent study, State of Sales Training 2009, Dr. Lambert took aim at answering some crucial questions about the state of sales training and the effectiveness of delivery methods being employed by companies today. (Full survey may be ordered at: http://store.astd.org or by calling 800.628.2783; ASTD Product Code: 190903.)

Those of us in the real estate industry have seen the number of classroom-delivered training sessions drop significantly over the past three years and be replaced by on-line programs and webinars. One need only speak with real estate Boards of Education directors to know that they struggle to fill seats in scheduled classes. It costs far less to deliver a sales training program on line than it does to hire skilled sales training professionals to conduct in classroom education.

What Dr. Lambert’s research concludes is that what we are losing by foregoing predominately hands-on classroom education far outweighs the nominal upfront savings realized by delivering primarily on-line programs. The old adage, you get what you pay for, has never been more apropos.

MBS: Dr. Lambert, I’ve read your study and found it to be very enlightening. As an educator, it was my contention that there were topics that could easily and effectively be delivered using on-line methodologies. However, there seemed to be no replacement for human interaction and learning where sales skills were concerned. Who were your respondents and how did you correlate what was learned?

Dr. Lambert: The study was comprised of responses from managers, field sales professionals, training and development experts and financial services workers. In order to break down what we learned, we realized that we had to compartmentalize the data into several ‘buckets’ of content mix. The five categories we created were: selling skills, product training, industry knowledge, company-specific knowledge and management issues. What we found, in a nutshell, is that knowledge transfer on the web was effective, skills transfer was not. Knowledge transfer is the practical problem of transferring knowledge from one part of an organization to another as well as transferring good ideas, research results and skills between organizations, businesses and the wider community in order to enable innovative and/or more effective products and services to be developed.

MBS: For example, one company creates a better ‘mousetrap.’ That information may be made available to other companies (patents and ownership issues appropriately dealt with), and said information may be shared through a clear step-by-step on line seminar/webinar. Unlike need-to-know knowledge which is immediate and necessary for doing one’s job well… the so called sales skills.

Dr. Lambert: Knowledge transfer, sometimes known as best practices should be learned first. Once the person understands the ins and outs of the organization, they are ready to absorb practical selling skills. It is difficult for sales persons to bring product to market (in the case of real estate, product is the property) without a clear understanding of the resources available to them to integrate throughout the sales process. In other words, what the broad overall services of the organization bring to bear on the entire sales cycle. Sales training becomes more effective when training content and delivery are fully integrated into a firm’s wider base of learning and development activities.

MBS: There is a good deal of discussion about the value of the so-called Sales 2.0 as a sales component of Web 2.0. Tell us what they are and what impact they are having on education.

Dr. Lambert: Web 2.0, referred to as ‘on-demand’ technologies integrates technology with proven sales learning techniques in order to increase sales effectiveness and velocity. The sales team and the consumer are linked through the Internet, thus allowing the sales professional to react immediately to clients’ interests and needs. Sales 2.0 is seen by many as enhancing the quality of communication and collaboration between sellers and buyers and members of the selling team and stimulating a more proactive and visible integration of sales knowledge and the customer’s buying cycle. Of great interest is the finding that Sales 2.0 and Web 2.0 paradigms have, as yet, had little or no impact on generalized sales training approaches. Our research suggests that individuals are actually better able to learn selling skills by sharing knowledge within formal or informal mentoring/coaching/training relationships, engaging in “trial and error” learning and observing other highly skilled sales professionals as well as their peers.

MBS: Many organizations employ some level of Internet based initiatives to assist their sales teams. What do the sales teams think of this approach? Is it well-used within the organization?

Dr. Lambert: People don’t want it. Further, when available, the take up rate (how often it is used) is terrible. By far, people prefer informal to formal learning coupled with trial and error. Think of it this way. Would you want your doctor trained this way? Good trainers/coaches understand that there are three crucial components necessary to facilitate sales training. The team needs feedback, motivation and observation. Learning isn’t learning unless behavior changes. There must be verifiable transfer of knowledge. When an organization replicates what happens in live training with a good on-line reinforcement program, the organization can fully correlate sales performance with the desired outcomes.

MBS: What skills should be measured when analyzing the effectiveness of a sales training initiative?

Dr. Lambert: Listening, adapting the sales process to the buying process, problem solving, creativity in the process, empathy and ethical decision making. As you can see, these are tried and true skills that can only be inculcated through experiential learning combined with hands-on training. There was a disconnect between what was assumed to be what sales professionals needed and what they actually wanted. A key reason for undertaking the research was to separate supposition from reality. Our biggest ‘ah ha’ was the need for re-defining sales training and placing the components into the aforementioned ‘buckets.’

MBS: Do new sales professionals have different needs from experienced ones?

Dr. Lambert: Years of experience do not equal expertise. Buyer trends and decision making processes morph over time. Are you operating in the 80’s while the buyer is shopping in the 21st century? The sales person who is keen on enhancing skills and staying current with trends is the one likely to succeed. It is time to start putting the ‘people’ back into sales people. Create better systems, processes and tools is all we hear. Technology does not help place the focus on the customer. Building relationships requires tools and company support, but it is the interpersonal skills of the sales pro that ultimately differentiates success and failure. The competitive advantage is not about pay scales and commissions. While money needs to be there, without the right kinds of support systems that couple hands-on training and peer-to-peer learning, people become dissatisfied and will not perform at optimum levels.

MBS: I am delighted to know that in most sales fields, instructor-lead classroom training leads as the most popular method for delivery. That coupled with on-the-job-training, coaching and mentoring makes for success. Let’s hope that those in the real estate industry take to heart the need to continue face-to-face interventions if we want to improve the state of the industry and skills of its practitioners. I never met a sales person who could learn how to handle a tough client or a difficult objection from a webinar. Your research supports that observation.

Dr. Lambert: While technology moves rapidly forward, the changes in effective training methodologies have not, as some might have anticipated, kept pace. The tried and true of people-to-people interactions still provides the best approach to effective learning and behavioral change.

MBS: Thank you, Dr. Lambert, for your enlightening research and all the great work done by ASTD over so many years. As a long-time member of the organization, I encourage our readers who are concerned about quality education to jump on board.

Marylyn B. Schwartz, CSP, is an expert in real estate and corporate sales training/management and team development. She is president of Teamweavers and a trainer for Leader?s Choice?. Contact her at: www.marylynbschwartz.com or e-mail: Teamweaver@aol.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Why is it that so many successful real estate agents have used coaching to get to the top?

There’s a saying that “7% of all the agents do 93% of all the business… and the rest don’t have coaches.” What do the top 7% know that the 93% don’t know? This article will answer this question and many more about why even the very best receive coaching.

What is coaching?

When coaching first became a profession about 15 years ago, people didn’t know what it meant to have a coach. If you told them you had a coach, they would ask, “What sport are you in?”

In 1995, Newsweek ran an article that predicted that coaching would become the fastest-growing profession. Not only that, but instead of people asking, “What’s coaching?” they would be asking, “Who is your coach?”

That prediction has come true. Coaching has become the fastest growing profession.
Why do real estate agents often work with business coaches?

Having been a real estate business coach for over 12 years, I have noticed the profound need that real estate agents have for a business coach. Why is this?

• Real estate agents, always need to be “on,” they are always selling to the public. If you are real estate agent, you know this to be true. Your level of confidence needs to be continually high to attract clients.

• You are aware of how easy it is to get distracted. There are always multiple demands on your time. Many agents come to me complaining that they are feeling scattered and they want my help to get focused and stay focused.

• Prospecting is a big part of your work, and unless you are a natural extrovert, it takes a lot to pick up the phone and start calling people. I am amazed at how many agents, when they first come to me, are even scared to call up their former clients or their sphere of influence.

• Using the right marketing strategies is imperative. If you are spending a lot of time and money on the wrong ones, you’re in big trouble and a coach can spot that mistake right away and help you make the right decisions.

• With the changing market, mindset has become more important than ever. A negative view of today’s current market will lower your confidence significantly, reducing your sales and overall income. Now more than ever, real estate agents need coaches to help them see the opportunities in every market.

• If you are a seasoned agent, you know how easy it is to fall into a slump or “hit the wall” as someone was telling me today. When you hit the wall, it’s somewhat like being in quicksand. Try as you might, you can’t pull yourself out.

• Last but not least, there is the issue of support. As a real estate agent, think of how many people you support on a daily basis. You are the support for all of your clients, all of your former clients, all of your prospects, and if you have kids, you are their support as well.

Who supports you? Who can you count on to lean on for yourself? This is where coaching fills a big need. When you have a coach, you have a committed ally, someone who is in your corner from week to week and is rooting for your success. How supportive do you think that feels? In addition, the coach can help you to see your “blind spots” and move past them.

Why do some people “resist” receiving coaching?

A reason that people often give is “I can’t afford it.” This actually turns out to be bogus, for the simple reason that coaching pays for itself. I ask my clients to think of how many transactions they need to close to pay for coaching. The answer is always the same. “The coaching pays for itself.” Why? Because one transaction will cover the cost of coaching many times over.

So if money is not the real reason, then why do people resist something that would help them?

In my 12 years of coaching, plus my 20 years before that of being a psychologist, I have noticed that the real reasons people resist coaching are issues that they are unaware of. Here’s what I have discovered:

• Most people have a hidden belief that goes like this, “I have to do it alone.” The idea of having someone help them does not fit in with their mindset. They think it means that they are not as good as they should be. I always remind these people that even Tiger Woods has a coach. Why? Because he has blind spots and we all have blind spots.

• Many people unknowingly have a block about “receiving.” Have you noticed that some people cannot even receive a compliment? These same people pride themselves in being givers. There’s nothing wrong with being a giver, but unless you can also receive, you are not in balance. Stephen Covey advises us, “Make sure that every interaction is a win/win.” In other words, you should be giving and receiving and being open to receiving guidance.

If your business is growing steadily, year after year, you probably don’t need a business Coach, unless you feel unbalanced between your personal and professional life.

On the other hand, if you’ve been struggling with getting more clients, getting more listings, and having a balanced lifestyle, then it’s time to let go of the belief that you can do it alone. It’s time to receive help from a coach or a mentor.

Be sure that whoever you choose, has plenty of experience, and specializes in the particular issues that are currently a challenge for you.

Dr. Maya Bailey, author of, Law of Attraction for Real Estate Professionals, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Her powerful work creates a success formula for real estate professionals ready to double and triple their incomes. Get Dr. Maya’s free report, 7 Simple Strategies For More Clients in 90 Days, by visiting www.90DaystoMoreClients.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com

What do I mean by that? I mean that any good coach will ask his or her clients to write in a journal every day as part of the coaching process. An even better coach will provide guidance as to what to focus on in the journal, and will arrange to have access to the journal for the duration of the coaching period.

Why is this so important? For the same reason that doctors use X-rays to help them treat broken bones. The X-ray allows them to pinpoint the problem and monitor the progress as the bone begins to heal. Without an X-ray, the doctor is using guess work.

How does journaling assist a coach in the same manner that an X-ray helps a doctor? Here is what a journal provides for a coach.

A journal allows the coach to see a client’s thinking patterns over time. They are easier to see when they are in writing and they enable a coach to go back to historical journal entries for reference.

Beliefs and their limitations become more readily apparent to clients when they can see it as evidence. Once the coach identifies the limiting beliefs, the journals supply the proof of those beliefs to the clients.

Coaches are able to probe, guide, and encourage their clients through the journal exchange. This means that clients are working on their personal growth consistently over time, rather than periodically as coaching calls occur.

Such frequent interaction between a coach and a client means that trust is established quickly and that clients are willing to be more candid earlier on in the process. At this pace, clients experience results at a dramatically higher speed.
Many coaches profess that the magic happens in between coaching calls. The problem with such a statement is that coaches are never there in between coaching calls. The daily journaling exchange allows coaches to participate in between coaching calls and to be part of the magic.

When coaching calls happen only once per week or only three times per month, there is often a loss of the momentum that has been established on calls. Journaling daily allows the momentum to be carried through and to grow until the next call.

An online journal allows a coach to ‘keep up’ with the progress of a client daily. Coaches are equipped with relevant, timely and vital information that helps them to guide the coaching process in a manner that is uniquely suitable to the client.

These seven points only just scratch the surface of the importance of journaling in a coach’s toolbox. The truth is that without a journal, a coach functions with only a small percentage of insight, compared to that which can be extracted with a journal. Why coach blindly?

Kim Ades, MBA is president of Frame of Mind Coaching.

For more information, visit www.frameofmindcoaching.com or e-mail
kim@frameofmindcoaching.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

The program will be held Aug. 4, the day before Inman’s Real Estate Connect in San Francisco at the Palace Hotel.

“This is a great opportunity for California Realtors to learn how to effectively support and educate consumers,” said C.A.R. President James Liptak. “The EDUTIZING concept takes the real estate marketing relationship in a new direction through a variety of different platforms. We’ve assembled a fantastic group of national real estate experts, including our own Leslie Appleton-Young, to share their ideas on this new method.”

Additional confirmed speakers include: Matthew Borland, ,managing broker and partner of Zephyr Realty in San Francisco; Chris Bartle, CEO of Green Key Real Estate in San Francisco; Allan Dalton, president of Top 5 in Real Estate Network®; Matt Dollinger, performance coach of @properties in Chicago; Peter Krause cofounder of Terradatum Inc.; Sean O’Toole, CEO of ForeclosureRadar.com^TM; Maria Marchetti, Realtor with Pacific Union/GMAC in San Francisco; Jeff Brooks, San Francisco Real Estate blogger; and Errol Samuelson, president of Realtor.com.

The purpose of “Gain the EDUTIZING Edge” is to give Realtors more effective ways to connect with today’s home buyers and at the same time, emphasize the value of their market expertise. Session topics include: Growing Your Business by Positioning Yourself as an Expert in Your Local Marketplace, Telling Your Online Story and Using Mobile to Position Yourself as an Expert. Attendees also can stay for the networking cocktail reception immediately following the classes.

Members of C.A.R. get a special registration rate of $59 for the EDUTIZING program only. A discounted $329 rate also is available for the entire Inman Conference. For more information and to register for “Gaining the EDUTIZING Edge” visit http://www.car.org/tools/330771/.

For more information, visit www.car.org.

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Top 5 President Allan Dalton will show agents the most effective solutions for working with Expireds, Short Sales, Price Reductions, Getting Buyers Off the Fence, Eliminating Your Listing Competition and Creating Your Own Real Estate Social Network. The program will also feature Networking, Membership, Participation and Implementation of the Top 5 in Real Estate Network(R).

When: Wednesday, July 15
Where: North San Diego Association of Realtors, 906 Sycamore Avenue, Suite 104, Vista, CA

And:

When: Thursday, July 16
Where: Ramada Inn & Conference Center, 5550 Kearny Mesa Road, San Diego, CA

Time for all events: Coffee: 9 a.m. Presentation 9:30-11 a.m.

Who should attend: Leading professional real estate agents with three or more years experience who are in the top 10% of production in their marketplace.

RSVP: The event is FREE, but seating is limited. To reserve your spot, visit http://events.top5inrealestate.com.

For more information contact events@Top5inRealEstate.com or call (203) 853-2167, ext. 140.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Answer: When the to-do list gets long, take a breather, get focused and use some organizational tools to get things under control.

Start by calming down and easing the adrenaline rush. Try whatever works for you – a quiet timeout, a walk or lunch with a friend. The time away from work will be more than made up for by the focus you gain.

Once you’ve settled down, pay attention to the state of mind that you’d like to create. Rather than harried, calm. Rather than frantic, serene. You get the idea. Do some quiet breathing and anchor the positive emotion so you’ll be able to recover it when things feel out of control. Link the feeling with a visual image of a place you love to go.

Bringing that image to mind will help you relax later.

Think about the big picture. The type of role that you’re in may not fit as well as something that is more structured and less volatile, so think about whether the current path is working for you.

Focus on the work that’s facing you. When details are escaping you, it helps a lot to do an inventory. Start project by project, using sticky notes, to-do lists or even making stacks of project documents. Then put all of them on a calendar with milestones and deadlines to plan your time. Also, note where you’re depending on other people – either items they need from you or you need from them – so no one gets off track.

Once you’ve gotten organized, you’ll need to maintain order. Don’t follow someone else’s “shoulds.” Instead, develop a system that works for you. You might prefer to plan your tasks first thing in the morning, or to do so before going home at the end of the day. Perhaps you have a weekly master schedule that you update, or use your timeline.

Update it as projects evolve and also as you meet your milestones. One tip: A whiteboard can be a dynamic and visual way to keep track.

Observe your progress as you go, checking in with yourself regularly – as often as a couple of times a day at first. Notice whether you’re staying on task, whether items are slipping, and especially how you’re feeling. If you see patterns, such as spinning your wheels instead of taking action, procrastinating or letting distractions get in your way, examine and address the root causes.

You don’t have to do it all on your own. Get help from people around you to reinforce positive habits and remind you when you’re slipping. Seek out resources for organization and time management tips, and learn from others’ experiences.

Getting control of what you do (your tasks) and how you do it (your focus) will help you keep on top of your work.

Liz Reyer is a credentialed coach with more than 20 years of business experience. Her company, Reyer Coaching & Consulting, offers services for organizations of all sizes.

©2009, Star Tribune (Minneapolis)
Distributed by McClatchy-Tribune Information Services.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Read more real estate tips and best practices on RISMedia.com, see:

4 Easy Ways to Cultivate First-Time Home Buyers 
5 Tips to Help You Create a Culture of Greatness Through the Recession 
Mapping, Google’s Local Business Center & Going Mobile

“We are excited to augment the already strong online educational offerings via REALTOR® University with quick, cutting-edge, affordable topics including sales, marketing, technology, listings, motivational training along with the proven skills that REALTORS® need.” says Sabine Steinbrecher, CEO Learning Library Inc., content and technology partner to the National Association.

“It was also extremely important to us all that the pricing fall in line with NAR’s Right Tools Right Now Program offering discounted resources to members.” says Ken Burlington, Vice President, Marketing and Sales, Product Management, and Education Services. “The Video Center Subscription has been specially discounted from $29.97 to just $9.97 per month! Webinars vary in price but again offer very affordable ‘live online’ training opportunities most in the range of $10 – $29 per webinar.”

“REALTOR® University’s Webinar and Video Centers create valuable new learning opportunities to help agents across North America. With exciting on-demand, short-format video tips from the nation’s leading speakers, downloadable proven checklists and forms, along with “live” and archived webinars, both agents and managers will find these tools extremely helpful in their business.” says Darlene Lyons, President of Broker Agent Speakers Bureau.

“Online webinar and video learning is what today’s REALTORS® want. Having access to the top real estate trainers, in one place, on demand and at extremely affordable pricing, is revolutionary,’ says Stephen Schweickart, Co-Founder of Realty Video USA.

NAR’s new Webinar and Video Centers launched officially on July 4th, 2009. The Webinar Center is launching with over 30 powerful webinars on topics from pricing to social media from leading industry trainers. The new Video Center is launching with 35 mini training videos, with a new video added every week. Visit today and try FREE video demos.

For more information, visit www.learninglibrary.com/ru/webinars and www.learninglibrary.com/ru/videos.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Don’t miss other real estate tips and topics on RISMedia.com:

Thinking Outside the Box – One Agent’s Unique Approach to Real Estate 
Sustainability Is the New Economy 
A Distinct Advantage – Now, More Than Ever

Here’s the key: Pick a goal that is manageable for you.

I was working with a client this morning named Steve who had been feeling stuck all week and unable to pick up the phone. We identified that he clearly had an avoidance pattern going on. I asked that part of him to tell us why it had been preventing my client from making his prospecting calls.

It very clearly answered, “30 contacts today seems like too much. Steve will fail, and then he will be criticizing himself. I don’t want him to go through that pain so I’m stopping him from making the calls altogether.”

We did some negotiating with his “avoidance part” and it wasn’t long before a win-win agreement was reached.

The “avoidance part,” now called his ally, was very agreeable to Steve making the calls as long as he would lower the number to 20 contacts a day when he sat down to prospect.

Steve knew that he could do 20 contacts today. He had done it before and he felt very confident of his ability to do that.

Furthermore, a part of him that had been preventing him from picking up the phone was now agreeing to be his ally with a brand-new job description.

The deal was this: Steve’s part was to get on the phone and make 20 contacts a day. The ally’s part was to:

1. Nudge him to get on the phone

2. Praise him for his efforts

3. Protect him from self judgment and criticism

At the end of the session, Steve reported feeling energized and highly motivated. We worked out some action steps and accountability along with a set of empowered beliefs. With his new and more realistic goal of reaching 20 clients instead of 30, the procrastination stopped.

Here’s a Tip: Procrastination is just another word for fear.

Next time you are procrastinating ask yourself these questions:

· What am I afraid of?

· What self limiting belief is driving me?

· What is a manageable action step?

Pick something you know you can achieve, take action, feel successful, and use that as a springboard for your future action.

Dr. Maya Bailey, author of, Law of Attraction for Real Estate Professionals, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Her powerful work creates a success formula for real estate professionals ready to double and triple their incomes. Get Dr. Maya’s free report, 7 Simple Strategies For More Clients in 90 Days, by visiting www.90DaystoMoreClients.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

More real estate training and coaching articles on RISMedia.com:

11 Traits of the Best of the Best 
5 Tips to Help You Create a Culture of Greatness Through the Recession 
8 Ways to Stay Positive in Today’s Market

1. The best know what they truly want. At some point in their lives, the best have a “Eureka!” moment when their vision becomes clear. Suddenly they realize what they really, truly want to achieve. They find their passion. When that happens they are ready to strive for greatness. They are ready to pay the price.

2. The best want it more. We all want to be great. But only the best of the best are willing to do what it takes to be great. The best don’t just think about their desire for greatness; they act on it. They have a high capacity for work. They do the things that others won’t do, and they spend more time doing it. When everyone else is sleeping, the best are practicing and thinking and improving.

3. The best are always striving to get better. They are always looking for ways to learn, apply, improve, and grow. They stay humble and hungry. They are lifelong learners. They never think they have “arrived”-because they know that once they think that, they’ll start sliding back to the place from which they came.

4. The best do ordinary things better than everyone else. For all their greatness, the best aren’t that much better than the others. They are simply a little better at a lot of things. Everyone thinks that success is complicated, but it’s really simple. In fact, the best don’t do anything different. They just do the ordinary things better.

5. The best zoom focus. Success is all about the fundamentals, and the fundamentals are little and ordinary and often boring. It’s not just about practice, but focused practice. It’s not just about taking action, but taking zoom-focused action. It’s about practicing and perfecting the fundamentals.

6. The best are mentally stronger. Today’s world is no longer a sprint or a marathon. It’s a series of sprints combined with a boxing match. You’re not just running; you are getting hit along the way. The best are able to respond to and overcome all of this with mental and emotional toughness. They are able to tune out the distractions and stay calm, focused, and energized when it counts.

7. The best overcome their fear. Everyone has fears. The best of the best all have fear, but they overcome it. To beat your enemy, you must know your enemy. Average people shy away from their fears. They either ignore them or hide from them. However, the best seek them out and face them with the intent of conquering them.

8. The best seize the moment. When the best are in the middle of their performance, they are not thinking “What if I win?” or “What if I lose?” They are not thinking “What if I make a mistake or miss the shot?” They are not interested in what the moment produces but are concerned only with what they produce in the moment. When all eyes are watching, they rise to the occasion. As a result, the best define the moment rather than letting the moment define them.

9. The best tap into a power greater than themselves. The best are conductors, not resistors. They don’t generate their own power, but act as conduits for the greatest power source in the world. It’s not always politically correct, but you can’t talk about greatness without talking about God. It would be like talking about breathing without mentioning the importance of air.

10. The best leave a legacy. The best live and work with a bigger purpose. They leave a legacy by making their lives about more than them. This larger purpose is what inspires them to be the best and strive for greatness over the long term. It helps them move from success to significance.

11. The best make everyone around them better. They do this through their own pursuit of excellence and in the excellence they inspire in others. One person in pursuit of excellence raises the standards of everyone around them. And they do this in both their work and life. …The point is to strive to be your best and inspire others to be their best, because it’s in the striving where you find greatness, not in the outcome.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

More real estate training and coaching articles on RISMedia.com:

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· July 2: Blogging Strategies to Drive Business. Presented by Brad Hanks. This Webinar will reveal the exclusive components of how blogging can beat your Web site in driving traffic and leads, how and where to get started and easy blogging tips that will make the most efficient use of your time.

· July 6: Cultivating an Unshakeable Character. Presented by Mark Leader. In this presentation, Mark will share why it is always better to put the interest of others ahead of yourself and how the Laws of the Universe can be put to work to build a life of abundance. This presentation is open to all Leader’s Choice graduates and their guests.

· July 8: Lender Insights for Agents – Group Coaching Call. Presented by Coach Ron Alpert. Most lenders do not really talk – or listen – to REALTORS®. That’s OK, because now you will have access to inside information from a former lender who can pull back the curtain about what REALTORS® must do to be successful in this marketplace.

· July 15: Marketing Concepts Every Agent Needs to Know – My Personal Advantage. Presented by Lori Scott. This Webinar, available only to Leaders Elite members, will reveal how to get out of the deal-chasing business and start putting your marketing systems into place as well as how to get consumers to know you, choose you and call you.

Developed and led by Mark Leader, Leaders Elite’s virtual-based program offers monthly Webinars, coaching and communication templates as well as an effective activity planner developed by Leader.

Non-members may sign-up for a free 30-day membership to Leaders Elite. For more information, visit http://www.leaderselite.com/.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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5 Tips to Help You Create a Culture of Greatness Through the Recession 
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“Any company can create a culture of greatness,” says Gordon, author of the new book Training Camp: What the Best Do Better Than Everyone Else (Wiley, 2009, ISBN: 978-0-470-46208-9, $22.95). “Why don’t they? Probably because they don’t know how. People tend to think there’s some kind of magic bullet or secret formula to being the best, but it’s just not true.

“For an individual, greatness is all about the fundamentals,” he adds. “It’s about getting the basics right, over and over again, every day of the week. For a company, it’s about every employee doing that. It’s not that complicated, really-and if we’ve learned anything from the recession it’s that the companies that focus on the basics are the ones that survive when times get tough.”

There are eleven traits and habits that separate “the best” from “the rest,” says Gordon, and he reveals them in his new book. Get every employee in your company to absorb and practice them and soon you’ll have a team that’s unstoppable-yes, even in a stalled economy.

Gordon rode his first book, The Energy Bus, to international bestsellerdom, and achieved similar results with its follow-up, The No Complaining Rule. His latest offering, written in the same easy-to-digest fable formula that characterizes his others, maintains that anyone can become successful if they possess the focus, initiative, dedication, and positive energy required to do so.

Gordon offers the following tips for getting back to basics:

1. Be willing to outwork everyone else. You might think being the best is an accident of birth, that certain people are endowed with superior genes or happen to be born to parents who live in the right zip code. Not true, says Gordon. You become the best through hard work and “zoom focusing” on the (often little and ordinary and boring) fundamentals of your particular job until you master them.

“I read a great story about Will Smith where he attributed his success as an actor to his strong work ethic,” says Gordon. “He told an interviewer, ‘I’m not afraid to die on a treadmill. I will not be outworked. You may be more talented than me. You might be smarter than me. And you may be better looking than me. But if we get on a treadmill together, you are going to get off first, or I’m going to die. It’s really that simple. I’m not going to be outworked.’

“I love that quote!” he adds. “And I think the lesson for companies is two-fold. One, make sure your employees are hard workers, willing to hone their individual job skills until they master them. Talent matters, sure, but perseverance matters more. Two, make sure your company stays the course long enough to become the best at what you do. If you keep shifting your strategies or your market focus, that can’t happen.”

2. Get the little things right. Remember, there is no secret recipe for being the best. The art is in putting the recipe’s ingredients together. The best take action every day and do the common tasks-returning phone calls, filling out reports, capturing customer information, preparing for meetings-with uncommon focus, dedication, and a commitment to excellence.

“To offer an example, great salespeople do the same things mediocre salespeople do,” notes Gordon. “They just do so with more focus and consistency. And great companies are made up of employees who do what they’re supposed to do, every day of the week.”

3. Don’t lower your standards when no one’s looking. Gordon likes to tell the story of a CEO who insisted that his company’s mailroom, which no customer ever visited, be kept neat and tidy at all times. His point? The best do the right thing even when no one can see them, and the mailroom is a symbol of that. The same might be said for behaviors like surfing the web when the boss is at a meeting or badmouthing clients behind their backs.

“Remember, being the best is all about forming good habits,” notes Gordon. “If employees do the right thing all the time, the right thing will be second nature when it counts.”

4. Don’t focus on outcomes. Instead, focus on the process that gets you there. You know how motivational gurus are always telling you to “visualize your goal”? Gordon disagrees with this philosophy. In the same way that great athletes stay in the moment rather than obsessing about the outcome of the game, great companies keep their collective nose to the grindstone, zoom focusing on the day-to-day tasks that made them great in the first place.

“A great example is Organic Valley, a provider of organic dairy products, produce, meats, and other natural foods,” says Gordon. “Each year they continue to grow dramatically and yet they don’t have an ‘outcome’ goal in mind. Rather, they focus on their purpose and process, and this fuels their growth.”

5. Whatever you do, don’t rest on your proverbial laurels. Despite popular misconception, success doesn’t really breed success. It breeds complacency. Gordon says coaches and business leaders often dread success far more than they dread failure. “Too often a team will have a successful season or a player will have a great year and when they come back the following season they think all they have to do is show up and they’ll enjoy the same results, forgetting it was the hard work, focus, and process that helped them create their success,” Gordon says.

“Well, that happens in business, too,” he adds. “The moment you think you have arrived at the door of greatness is the moment it gets slammed in your face. The key is to always be innovating, offering new products and services, improving customer service, and staying one step ahead of your competition. The solution is to stay humble and hungry.”

Perhaps you’re worried that times are so tough and the competition is so fierce that becoming the best company in your industry is far out of your grasp. That’s a misconception, says Gordon. The truth is, the gap between “the best” and “the rest” is very, very small.

“In baseball, consider the difference between a .250 batter and a .350 batter,” he says. “If you calculate 162 games a year, 4 or 5 bats a game, the difference between a .250 batter and a .350 batter is only 1.7 hits a week. It’s the little things that separate the best from the rest. If you can do those important little things just 10% better than the competition, you can rise to the top of your field.

“But it’s the kind of thing that can’t happen by decree. It has to come from within the employees themselves,” adds Gordon. “They have to know what the drills are and they have to want to do the training. Once those conditions are met, the sky is the limit.”

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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1. Avoid toxic people. What does this mean? Who are the toxic people? Toxic people can be well-meaning people but when they talk to you, they are coming from a negative attitude about money, finances, and especially about the current real estate situation.

They may be fellow real estate professionals who want to gather around the water cooler, they may be relatives who are just trying to protect you; they may even be friends and family.

You will know if you’ve been around a toxic person, because you will begin to feel deflated.

Here’s your job: either change the subject or walk away. Better yet, speak up for yourself and mention that you want to think positively about yourself and about your business.

If you see one of them coming your way find a way to avoid the interaction because it does not serve your highest good (or theirs).

2. Set an internal boundary. If you’ve tried everything and exhausted ways to avoid toxic people, then you may have to set an internal boundary. You can do this very simply by having your own inner conversation if someone is saying something negative to you on the outside.

A great example of an inner conversation when someone is complaining about their business or about the marketplace is to say to yourself, “that may be true for you but it’s not true for me.” This can become your inner mantra.

3. Avoid the media. Why? Remember that the intention of the media is to sell newspapers and magazines. The more they can paint a negative and fearful picture, the more their sales go up. Why subject yourself to negative spins on the economy when you can find just as much information to point to the positive?

4. Successful real estate professionals do well in any market. Were you aware of that? Knowing that fact, none of us can continue to use the excuse about the market being bad. In fact, I am coaching several clients right now who in the last six months have doubled and tripled their incomes. In addition to the right marketing strategies and regular lead generation activities, you could help yourself with this empowered belief:

“I now draw clients to me who are ready, willing and able to make a transaction in the next 30 days.”

5. Look for the opportunity in today’s marketplace. There are many opportunities in today’s market and successful real estate professionals are taking advantage of them.

Did you know that Donald Trump is buying up as much property as he can? Why do you think that is? He is a smart businessman, to say the least, and knows that this is the best time to buy.

Let your prospective clients know this and then say to them, “Let’s get you a deal.” Few could resist this invitation.

6. Remember that your success depends on your mindset, not on the outer conditions of the market. “If you believe you can or you can’t, either way you are right,” Henry Ford.

What mindset do you choose to nurture inside yourself? Do you want to believe, “I can “or “I can’t”. Your beliefs create your reality so whatever you choose to believe will become true for you.

7. Remember to engage the Law of Attraction as one of your most powerful tools. The law of attraction states that you get what you focus your attention on. Furthermore, your beliefs create your reality so choose your beliefs carefully.
Here’s a tip: instead of saying “I can’t possibly succeed in today’s market,” choose instead to focus one of these beliefs:

- “I achieve whatever I set my mind to”
- “I am a money magnet in any situation”
- “I attract clients who appreciate and respect my expertise”
- “My success depends on my attitude, not on any outer circumstances”

8. Be proactive. In any marketplace there are always people wanting to buy and sell homes. They need your help and they need your expertise. Your job is to become visible to them. In today’s market, they are not likely to fall in your lap.
However with a good system of lead generation, you can contact them and use your intention to attract your ideal clients.

Clear out any self-limiting beliefs that stop you from picking up the phone. Follow the suggestions mentioned above and you’ll be happy to notice that are only are you staying more positive, but also your income is increasing as well.

Dr. Maya Bailey, author of Law of Attraction for Real Estate Professionals, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Get Bailey’s free report, 7 Simple Strategies For More Clients in 90 Days, by visiting www.90DaystoMoreClients.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Don’t miss other real estate coaching and training articles on RISMedia.com, see:

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I must say, though, that I do think there is tremendous value, especially personal value, in writing in a journal.

It’s the place where I can let it all hang out! If you are like me and think that your own advice is your best source, then consider journaling as a way of talking to yourself. I do. The truth is that when I see my thoughts, ideas, challenges and issues in writing, I can look at them in a whole new light. With the process of writing I am more apt to disclose my innermost feelings. I am unguarded, and tend to allow my emotions to flow more easily. I am often surprised by what I have written, and how the issues change and develop as I lay it all out in a journal.

Also, I write online. I have stacks of black books with thoughts and ideas that I have collected on road trips, vacations, and notable significant moments. But, I have crossed the technological barrier! I am now better at tapping on the keys than writing in long hand. I find that I am actually able to write more fluidly when I am at my computer than when I am scrawling across the page. The Frame of Mind online journal makes it really easy for me. All I do is log in and write away!

When I journal I am actually taking a journey with my thoughts. It’s an adventure that takes me and my thoughts along paths, through alleys, along tributaries and up or downstream in unexpected ways. I find that journaling offers me a very interesting perspective on my situation. It affords me a chance to look at my thoughts differently and to make decisions from an objective rather than subjective angle.

Journaling allows me to step out of myself and become an observer of my thoughts rather than a participant. And from this perspective, I can navigate my conclusions much better.

It provides a stepping stone or a springboard to the next steps. It’s an extremely important and useful tool in moving my life forward. It helps me to get ‘unstuck’ when I find myself groping for answers and trying to determine my next move, or when I have trouble understanding what I should or should not be doing.

I use journaling to help me sort out the issues that present themselves in my life. It gives me clarity, and more often than not, I find that the act of writing down what I’m experiencing allows me to delve much deeper into the nooks and crannies of my thoughts. I discover and uncover information that becomes extremely helpful in making my decisions and navigating my life. So often, the words and ideas that I write trigger me to think in alternate ways, and to consider the situations from a fresh lens.

What’s the big deal about journaling? I invite you to find out.

You can join our online journaling community for free! Visit www.frameofmindcoaching.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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This webinar series will include webinars on all product lines and aspects of the real estate securities industry including REITs, notes, funds, debenture programs, tenant-in-common (TIC) and Delaware statutory trust (DST) structures and oil and gas programs. REISA strives to provide education and tools to help real estate securities professionals navigate the challenges of today’s economy and marketplace.

“REISA’s webinar series gives members and industry professionals educational tools and resources to improve their businesses without ever leaving the office,” said Katherine M. Finley, REISA executive director.

The next webinar will be today, June 25, 2009 on the life cycle of a REIT. This webinar will address all aspects of REIT offerings including how REITs are formed, how they will benefit investors and how to utilize different REIT options.

Each webinar is free for REISA members and $79 for nonmembers. The entire webinar schedule can be found at http://www.reisa.org/sections/education.schedule.php.

For more information, contact Jill Delaney at 317.663.4175 or jdelaney@reisa.org.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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The one-on-one coaching program focuses on integrating business with life plans and implementing the fundamental systems of business every successful agent or broker truly needs and wants – finance, marketing, accounting, human resources, lead generation and time management – in order to take real estate businesses to the next level while still keeping life balanced.

“I believe Leaders 1 On 1 will be a great addition to the Mark Leader Courses real estate sales training offerings,” Leader said. “Also, Ron is a strong real estate coach and has a lot to offer those who invest in Leaders 1 On 1. He deserves many accolades and I look forward to a long relationship with him.”

According to the company, new program leader and coach Ron Alpert brings almost a decade of business coaching experience to the team and is also a practicing real estate agent and lender.

Prior to launching Leaders 1 On 1 with Leader, Alpert coached for By Referral Only^TM and Corcoran Consulting and Coaching, where he was instrumental in helping clients achieve significant returns on investment for their coaching dollar. In addition, Alpert provided life coaching work while completing his ‘Curriculum for Living’ program at Landmark Education.

A native of Colorado, Alpert began his real estate and lending career in 1979 and residential business in 2001, serving clients in California and Colorado. He has been an adjunct professor at National University, University of Phoenix and Redlands, instructing graduate and undergraduate students in Business, International Business and Marketing. He earned an M.B.A. from Thunderbird/American Graduate School of International Management and has a B.A. in Fine Arts from Evergreen State College.

For more information, visit http://www.markleadercourses.com/.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

For more real estate tips and topics on RISMedia.com, see:

5 Tips to Beat the Competition, Sell Your Home 
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Date: Tuesday, June 23th
Time: 10 a.m. PST /1 p.m. EST
Location: Your computer – Online webinar
COST: FREE
Register: https://www2.gotomeeting.com/register/389109258

What is “High Value Time”? (HVT) High Value Time is the time you spend during the day on activities that are designed to bring you in maximum income. We only have a limited amount of time each day to meet and exceed our goals, so the key to bringing in more revenue in less time is knowing what activities provide the best return on “time” investment (ROI). This way we can earn to our maximum potential and still have a quality life with our family friends.

How valuable is your time? If you feel there is any room for improvement in maximizing the value of your time, then don’t wait another moment and sign up for this exclusive webinar. Register: https://www2.gotomeeting.com/register/389109258

During this event, 1parkplace CEO, Steve Hundley will be interviewing Tom Ferry one on one, while Tom shares his real world experience with our audience. Tom’s background and track record of being one of America’s top coaches makes him uniquely qualified to present this very powerful information session. This is an absolutely “must-see” event if you have any aspirations to crush your competition and get yourself to a whole, new level.

What you will learn from this event:

- Learn strategic planning techniques that keep you focused on your prize
- What activities produce the best results and what are time wasters.
- Words to use in prospecting to get you that appointment every time
- How to avoid time traps that will kill your progress
- Learn when and HOW to delegate those tasks that produce little or no ROI
- Simple and effective tips for prospecting online – let the Internet work for you!
- Learn what activities are critical for Luxury agents, those selling REO’s or niche properties
- At least 5 methods to generate more leads than you ever have before… for free!

During this exciting educational session, participants will uncover key strategies and techniques that are currently being utilized by the most productive agents in America. The webinar will actually go behind the scenes of a few agents who are currently conducting over 200 transactions a year in this market (even without any REO’s).

About Tom Ferry:

As founder of TomFerry-yourcoach in 2003, Tom has rapidly built a new powerhouse in the coaching industry. According to his company bio, his charisma, discipline and flexibility, along with his ability to train coaches to teach powerful activity-based marketing techniques, has made him a sell-out draw at conferences and seminars across the nation.

And Tom’s clients’ growth is not measured by increased income alone. Tom is committed to helping his clients work less, eliminate stress, and have more fun, ease, passion and joy in their businesses and lives. As far as Tom is concerned, he succeeds when his clients generate results in their businesses, relationships, and personal well being that exceed what they ever thought possible.

According to one of his early supporters and top clients, Steve Games, former CEO of California Prudential and one of the top five brokers in the nation, “Tom is opening a new era in real estate education. He knows all the solutions and fits them to each individual client. His knowledge is enormous and he knows how and when to relate it to your business.”

Prior to taking the helm at TomFerry-yourcoach Tom served as President of the Mike Ferry Organization for five years, raising the company’s revenues from $8 million to $40 million.

Space is limited for this online webinar. To register, click here.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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1parkplace Launches 1parkplace University, Providing Free Educational Webinars for Realtors
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The university recently featured Gregg Neuman, consistently one of the top-10-producing agents from Prudential California Realty, who shared his strategies on how to still close 200 deals in this current market. Coming next week is an exclusive interview with Tom Ferry on “11 Secrets to Maximizing Your High-Value Time.”

These events are free for real estate industry participants, however there is limited Internet attendance. Reservations will be on a first come, first served basis. To register, click here. 

According to 1parkplace CEO, Steve Hundley: “In the 15 years that 1parkprlace has been in business we have learned that an educated real estate industry is a more productive real estate industry and we are happy to do our part to provide leadership and strategic training to the top performing real estate professionals in the industry. We look forward to bringing future topics on luxury real estate selling, SEO techniques as well as other highly effective topics that are used by real world professionals.”

Visit 1parkplace.com and sign up for the event with Tom Ferry; follow us on twitter at twitter.com/1parkplace.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.