Successfully reported this slideshow.
Your SlideShare is downloading. ×

Real Estate is a Team Sport

Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Loading in …3
×

Check these out next

1 of 44 Ad

Real Estate is a Team Sport

Download to read offline

The object of the game is to cross the finish line and close the transaction. But there are lots of players on the team, and it takes a good coach to get them all pushing in the same direction.

The object of the game is to cross the finish line and close the transaction. But there are lots of players on the team, and it takes a good coach to get them all pushing in the same direction.

Advertisement
Advertisement

More Related Content

Viewers also liked (20)

Advertisement

Real Estate is a Team Sport

  1. 1. REAL ESTATE IS A TEAM SPORT EvanFuchs.com@evanfuchs
  2. 2. EvanFuchs.com
  3. 3. EvanFuchs.com
  4. 4. EvanFuchs.com
  5. 5. EvanFuchs.com
  6. 6. EvanFuchs.com
  7. 7. EvanFuchs.com
  8. 8. EvanFuchs.com
  9. 9. EvanFuchs.comEvanFuchs.com
  10. 10. “The less you associate with some people, the more your life will improve.” Colin Powell EvanFuchs.com
  11. 11. EvanFuchs.com
  12. 12. WHO YOU SURROUND YOURSELF WITH MATTERS. WHO YOU SURROUND YOURSELF WITH MATTERS. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
  13. 13. Photo: "Money Cash" by Jericho / Creative Commons EvanFuchs.com
  14. 14. EvanFuchs.com &
  15. 15. EvanFuchs.com
  16. 16. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
  17. 17. EvanFuchs.com
  18. 18. EvanFuchs.com Work ON your business. Not just IN your business.
  19. 19. EvanFuchs.com Technician, Entrepreneur, and Manager are separate skill sets.
  20. 20. EvanFuchs.com Systematize your business
  21. 21. EvanFuchs.comEvanFuchs.com
  22. 22. EvanFuchs.com
  23. 23. EvanFuchs.com “Get the right people on the bus, the wrong people off the bus, and the right people in the right seats.”
  24. 24. Ralph Waldo Emerson “Shallow men believe in luck. Strong men believe in cause and effect.” EvanFuchs.com
  25. 25. EvanFuchs.comJan|Feb|Mar|Apr|May|Jun|Jul|Aug|Sep|Oct|Nov|Dec| Typical year for a REALTOR®
  26. 26. EvanFuchs.com
  27. 27. EvanFuchs.com IF YOU DID IT ON ACCIDENT YOU CAN’T REPEAT IT ON PURPOSE. IF YOU DID IT ON ACCIDENT YOU CAN’T REPEAT IT ON PURPOSE. REAL ESTATE IS A TEAM SPORT
  28. 28. EvanFuchs.com Be proactive.
  29. 29. EvanFuchs.com
  30. 30. realtor.org/safety EvanFuchs.com
  31. 31. EvanFuchs.com Begin with the end in mind.
  32. 32. Stephen R. Covey “If you don't make a conscious effort to visualize who you are and what you want in life, then you empower other people and circumstances to shape you and your life by default.” EvanFuchs.com
  33. 33. EvanFuchs.com C. I. T. O.
  34. 34. EvanFuchs.com
  35. 35. EvanFuchs.com
  36. 36. Find the Right Home Other Stuff ? What Buyers Want Most from Real Estate Agents EvanFuchs.com NAR 2014 Profile of Home Buyers and Sellers
  37. 37. NAR 2014 Profile of Home Buyers and Sellers EvanFuchs.com
  38. 38. EvanFuchs.com Principled Negotiation.
  39. 39. “proactive communication” “wanted an agent with a team” “appreciated referrals to services like handyman and inspector” EvanFuchs.com
  40. 40. EvanFuchs.com
  41. 41. EvanFuchs.com
  42. 42. EvanFuchs.com REAL ESTATE IS A TEAM SPORT WHAT ARE YOU DOING ON PURPOSE? WHAT ARE YOU DOING ON PURPOSE?
  43. 43. Louis Pasteur “Fortune favors the prepared mind.” EvanFuchs.com
  44. 44. REAL ESTATE IS A TEAM SPORT EvanFuchs.com@evanfuchs

Editor's Notes

  • LOVE LEARNING
    RAINING COMMISSION
    4TH LAW OF MOTION
    GLOBAL RECESSION
    TEAM SPORT
    WHO IS ON A TEAM?
    TEAM BUILDING?
    PLAY VIDEO
  • As I said, I’m in my 20th year
    Anyone else?
    Let’s do quick quiz.
  • lockbox keys used to be keys!
    foil
  • two uses
    mls
    instant flyer
  • phones for talking
    millenials
    natural habitat
  • born in 1982.
    So this is called an MLS book.
    lots changes/lots of shiny new object to chase
    but sometimes thats pursuit of latest/greatest is excuse to not work
    As my friend calie put it/we have a lot of brainage here
    lets focus on what works
  • most horrible broker
    Training started/ended/day 1
    desk/phone/your own.
    some of you familiar.
    moved to az/broke
    loved real estate/library
    fix/flip deal
    Hungry/not my leads/Sunday
    fish where fish/tiger tail
  • real estate team sport
    not all team players
    Sold a listing/no check
    no crying in real estate.
  • Colin Powell said it well
    “The less you associate with some people, the more your life will improve.”
  • WHAT DO YOU DO?
    Flick them out of your life.
    WE DON’T HAVE TIME
    Try it with buyers and sellers!
  • TEAM SPORT
    WHO YOU SURROUND YOURSELF WITH MATTERS
  • Wised up
    flicked THAT broker OUT/NEW ONE
    I was no dummy.
    So smart
    money on the table
    for what?
    What paying broker/paperwork?
  • Stay alive/out prison/3 years/&day later/broker.
    Scottsdale/travel lodge/broker’s license.
    Opened doors/1999/busy/day 1.
    Hired/receptionist/agents.
    no idea what I was doing.
    woke up/captain of team
    Perspective changes/embrace
    Could sell/horrible manager.
  • bulletin board FOR 10 years
    over time/developed meaning
    got further into leadership
    difference/saying i am captain
    being asked to be captain
    doesn't say/I made me your chief
  • team sport
    Whether/put yourself/not
    sometimes you are captain of the team.
  • no idea/doing/broker/owner.
    Don’t mind saying/shouldn’t surprise
    1000’s brokers graduated 3&1 PLAN
    then someone made/chief.
    my case/WE successful
    despite/incompetence/broker
    short game/long game/work to do.
  • started/work on/business
    realtoring is in business
    listing/showing/paperwork/crisis mgt
    on business is this
    taking timeout to improve/think/plan
    for me often
    try apt w/ yourself
  • Just because/can sell doesn’t mean/manage.
    A good salesperson ≠ good broker ≠ good business person.
  • franchise prototype
    reproduce customer experience across the globe
    policies/procedures/training
    team sport/systems make team better/reliable
    save time/make it easier/better experience
    predictable results
  • example system we use
    right info every time/brain dead
    qualify/wants & needs/better help
    RND = Ripoff ’n Duplicate.
    Open-ended questions
    onboarding
    create/refine/working on biz
  • examines great companies/leaders.
    Whose/team/critical/success.
    right people/right places/self-motivate
    Gave up motivating/need support/team sport.
    Larry Kendall “I quit laying awake worrying”
    wrong person/wrong seat/flick
  • It doesn't happen by accident.
    Lender example
    Client consultations
    rely/luck/wrong person/wrong seat
    costs us time/money/energy.
    flick!
  • up downs Analogy/<reveal>
    sit every set bus/less effective
    Urgent/on fire/important/postponed/ignored.
    So many hours/day/day off.
    prioritize/delegate/managing/fire
    dollar productive activities/Lead gen/listing/selling/negotiating
    Set up on purpose/by design/Schedule/calendar.
  • if on roller coaster/hit income ceiling
    what can we do?/work more? no thanks
    THINK $/hr/look for leverage/(conversion rate)
    if more apts➝closing/higher conversion/$/hr
    systems/high leverage/control process
    right people/right seat/high leverage
    What do buyer leads tend to ask?
  • ask ourselves what we are doing on purpose in business
  • stephen covey calls this being proactive
    First three/independence/personal victories.
    First/be proactive/opposite of reactive
    This is what I mean when I say on purpose.
    Let me give you an example….
  • What is this?/pop tart
    toaster/press button/ding/pops up/ready togo
    pop tart REALTOR/phone rings/I want to see 123 Main st/pops up!
    Pop tarts relinquish control of the process right out of the gate.
    less effective, costs us time, and puts us at risk.
  • Articles
    Presentations
    Videos
    Webinars
    Resources for REALTORS, Associations & Brokerages
    REALTOR® Safety Course
  • 2 creations: first in your brain/then physically
    Just like using a blueprint.
    begin with end in mind/allows un design our biz on purpose
    What are we doing on purpose?
  • substitute real estate Business
    “If you don't make a conscious effort to visualize your real estate Business, then you empower other people and circumstances to shape your real estate Business by default.”
  • for example/we are not pop tarts
    we control the process. they control the decisions.
    we design our business/process/with a consultation.
    We don’t meet strangers in private places.
  • by the way
    controlling this process not only safer/smarter
    keeps us in compliance with adre
    agency disclosure
    team sport/43k members/lets help each other/sharing this message
    starting with a consultation means more sales/less time/fewer headaches
  • example of a system we use i share with my team
    predictable results
    controls process
    sets expectations
    <review through offer➝back, back, forward>
  • What do buyers say they want every year?
    <review then go back

  • Effective Negotiating for Real Estate Professionals (The Performance Management Network Designation)
    Also counts as an ABR elective.
  • "Separate the people from the problem."
    "Focus on interests, not positions."
    "Invent options for mutual gain."
    "Insist on using objective criteria."
    "Know your BATNA (Best Alternative To Negotiated Agreement)"
  • Proactive communication
    clients disappointed when they had to initiate calls for information
    Expected a “team” behind the agent
    Staff, partners, referral network
    Like receiving referrals to ancillary services
    handyman, lender, inspector, attorney
  • Covey’s habits 4-6 deal with the interdependent nature of relationships.
    interdependence requires people to first be independent.
    in other words, i cant be a good team member until i have my own act together.
  • you know who those people are.
    right people on the bus in the right seats
  • Pasteur said “Fortune favors the prepared mind”

×