Get Out Of Your Comfort Zone

     You don't grow in your comfort zone.  You go to restaurants where you are "comfortable".  You call on prospects that you are "comfortable" with.  Quit worrying about comfort.  This year, let's worry about growth.

Starting a new career at Climer School of Real Estate

     If you are earning a "comfortable" living, what would you have to do to earn an extraordinary living? If you relationships are "comfortable", what would you have to do to make them extraordinary?  The answer is grow.  You have to grow bigger, stronger, better.  You have to grow.  You have to be more before you can have more.  You are not going to make more money, have more responsibility, live in a better neighborhood until you grow.

     You are not going to grow in your comfort zone.  There is no fertilizer there.  Fear is the fertilizer.  Fear is what makes you grow.  Think of something you are good at.  Were you born good at it?    Can you remember the fear when you started?  Can you remember your lack of skill?  Every master was once a disaster.

     If you keep doing what is comfortable, you will be right there in your comfort zone in December.  Move up.  Step up.  If you are comfortable calling two prospects per day, what would happen if you started calling four prospects per day?  If you are comfortable calling no prospects per day, what would happen if you started calling two prospects per day?  One thing that would happen is fear.  When you get out of the comfort zone, fear is out there.  That is why most folks don't leave their comfort zone.

     I could go on for ten thousand words and give you many examples.  I won't.  Get out of your comfort zone.  Stay out .  No growth occurs in the comfort zone.

     If you want to get your whole team out of their collective comfort zone, contact Amy Climer at  www.climerconsulting.com                                                          www.climerrealestateschool.com

The Strongest Force In The Universe

      Is habit really the strongest force in the universe?  Maybe.

      Habit determines your success in life more than anything else.  Bad habits will destroy your chance of success.  Good habits enhance your chance of success.

     A bad habit, like being late or smoking cigarettes, will hamper your chances of success.  That is hardly open to debate.  Good habits like smiling or daily running will enhance your likeliness of success.

     If this is true, why don't people pay more attention to the habits they form?  I believe the answer to that is they don't understand how important habits are.  Once you understand that habits control your life , you know you want to control your habits.

       Let's start with something simple and easy.  What if you formed a habit of smiling all the time?  Would that enhance your chances of success.  Would that affect your income?  I think so.  What if you formed a habit of saving ten per cent of your income?  Would that influence your future?

     I think either of these habits would show up on the radar of success.

     How do we form a habit?  It starts with an action.  You take an action.  Often, this action is difficult  and laborious.  For instance, you set your clock for five AM.  The clock goes off.  You get up.  You put on your running shoes and go run for twenty minutes.

     Would that be difficult?  Yes sir.  Would that be laborious? Yes,yes,yes.  The first time, it would be difficult and laborious.  Probably  the second day it would be be tough.  I will bet the third day you could think of ten reasons why you should not get up and go run.  By the thirtieth day, this would start to feel normal.  By the 365th day, you probably would feel strange if you did not go run.  You probably could not sleep past five AM if you tried.  You would feel strange if you didn't run for thirty minutes.

     Good habits, bad habits They both start the same way.  You take an action.  It starts to feel normal.  Then it starts to feel strange if you don't do what habit dictates that you must.

     Pay attention to your habits.  Form good habits and become a slave to habit.  www.climerrealestateschool.com     www.climerconsulting.com  

Who Are For Sale By Owners?

    Now that you have your Florida real estate license, you need to start making money.
    In order to make money, you need prospects to talk to.  If you have done any research at all into the subject of making money in real estate sales, you have figured out  that listing is the most lucrative side of the transaction.  How can you meet some people to list? 
   
    This is a simple question.  Right now in your real estate career, life is simple.  You have few or no buying prospects.  You have few or no listing prospects. 

    What you need is prospects.  For Sale By Owners, are perfect prospects for you.  They advertise that they want to sale their house.  They put a sign in their yards.  They are easy to talk to. 

    For some reason, you are afraid to call them.  I believe if you understood them, your reluctance to dial the phone would go away.

    The first thing you need to know about Mr. Forsalebyowner is that he is just a "do it yourselfer".  Selling a house and laying tile looks so easy. Why would anyone pay a Realtor seven percent for something that looks so easy.  Why wouldn't someone at least "give it a shot". You can't be mad at someone for trying something that looks so easy.

    Mr. Forsalebyowner thinks he can handle this alone.

    Another thing you need to know about Mr. Forsalebyowner, he doesn't know nearly as much as you think he does.  Almost always Mr. Forsalebyowner's level of knowledge is dangerously low. 

    They usually don't know how to fill out a contract. They rarely know about legal matters that can get them sued like fair housing laws and lead base paint disclosures.  Don't take my word for this, go visit with a forsalebyowner with a house built before 1978 and ask them if they have a lead base paint brochure for their buyer.  Ninety nine out of a hundred will not.  They need you but they don't know it.

    Another misconception that you have about Mr. Forsalebyowner is that he does not like Realtors. This is not true. Most have no feeling one way or the other about Realtors.

    Another thing you need to know.  If they have been at it very long, they are frustrated.  As I mentioned, it looks easy.  After a few weeks, where is that buyer and who are these people with no money that keep walking through my house?

    Another thing you need to know is they are looking for a solution.  This is not a game. Mr. Forsalebyowner is not having fun.  This is important.  They need to get their house sold and they are looking for a solution to a big problem.  If you look like you have a solution, they are happy to talk with you.

    Be sure you understand this.  Ninety percent of forsalebyowners will list with a real estate agent.  They will list with you or they will list with your competitor.  When you finally come to understand this, how can you not believe these are wonderful prospects?  They need your product. They are easy to contact and they will buy your product from you or your competitor in the near future.  That is the definition of a HOT prospect.  If older agents tell you Mr. Forsalebyowner is not a good prospect, I think what he really means is he never learned how to work with these wonderful prospects.

    It is a learnable skill.  It is worth learning.
 
    Many forsalebyowners don't see the value of a 7% commission. You can't be mad at them for that.  You have never explained it to them. Many forsalebyowners have never thought about it.

    I have been to visit with thousands of forsalebyowners.  I am certain this is true.  You need to know this.  They are friendly and courteous.  After twenty four years, I can count on my fingers the number of forsalebyowners that have been rude or diccourteous to me.  Most of them treat me like a guest in their home.  That is what I am. That is how I act. That is how I have been treated by 99% of the forsalebyowners I have been to visit.  Where does this universal trepedation come from?  It is nonsense. Get rid of it.

    Because this is true, forsalebyowners are perfect practice for developing the skills to be a super lister.  You can't get good at answering objections and presenting your program without practice.  If you don't get face to face with some prospects, you will take a long time to learn vital skills.

    If you have plenty of other prospects, practice on them. If you have more time than you have prospects, then waste some time calling a few forsalebyowners. 

    If this seems like a good idea but you really don't know what to say or how to start, join me for my forty five hour post license class at Climer School of Real Estate ( http://www.climerrealestateschool.com/ ). I will teach you lots of essential skills and prospecting techniques. You have to take this class somewhere before you renew your intial Florida real estate license.

    Also, subscribe to this blog. My intent is to write for new Realtors that want to excell. If that is you, subscribe.