Real Estate is a Team Sport
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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.
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Real Estate is a Team Sport
- 1. REAL ESTATE IS A TEAM SPORT EvanFuchs.com@evanfuchs
- 10. “The less you associate with some people, the more your life will improve.” Colin Powell EvanFuchs.com
- 11. EvanFuchs.com
- 12. WHO YOU SURROUND YOURSELF WITH MATTERS. WHO YOU SURROUND YOURSELF WITH MATTERS. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
- 13. Photo: "Money Cash" by Jericho / Creative Commons EvanFuchs.com
- 14. EvanFuchs.com &
- 15. EvanFuchs.com
- 16. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
- 17. EvanFuchs.com
- 18. EvanFuchs.com Work ON your business. Not just IN your business.
- 22. EvanFuchs.com
- 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. Ralph Waldo Emerson “Shallow men believe in luck. Strong men believe in cause and effect.” EvanFuchs.com
- 26. EvanFuchs.com
- 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
- 29. EvanFuchs.com
- 31. EvanFuchs.com Begin with the end in mind.
- 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. EvanFuchs.com C. I. T. O.
- 34. EvanFuchs.com
- 35. EvanFuchs.com
- 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. NAR 2014 Profile of Home Buyers and Sellers EvanFuchs.com
- 39. “proactive communication” “wanted an agent with a team” “appreciated referrals to services like handyman and inspector” EvanFuchs.com
- 40. EvanFuchs.com
- 41. EvanFuchs.com
- 42. EvanFuchs.com REAL ESTATE IS A TEAM SPORT WHAT ARE YOU DOING ON PURPOSE? WHAT ARE YOU DOING ON PURPOSE?
- 43. Louis Pasteur “Fortune favors the prepared mind.” EvanFuchs.com
- 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”