Frankly Speaking

As an industry, it seems that we have much to learn as it applies to the communication of our value proposition in the transaction. The ability to articulate that value proposition is in and of itself a success determiner. That being said, I recently took an abbreviated course built around the Ninja Selling System. And first, let me say that while I take a lot of trainings. And, find value in all of them. This was different. For the next two weeks, we will explore my takeaways from this event. As I mentioned, this week is all about the value that we bring to the seller side of our transactions. Our first responsibility to the seller is to make sure that they understand that we are not the determiner of value in the market place. Instead, market value is defined as the price a seller will sell for and, a buyer will agree to pay. Our role is to determine what price point will generate the most activity thereby, creating a competitive environment from which top value can be obtained...

Good Morning This past week, Gary Keller announced that he would be assuming the mantel of CEO as our company once again redefines itself and, the industry in which we serve. I thought that it was important to address this shift in leadership because I believe that once again, a great leader is leading by example. And, the message that you should be hearing cannot be ignored if you are to successfully reposition yourself and your business in this ever shifting market in wh ich we are now fully engulfed. In case you missed it, this is the message I believe he is sending each of us through his actions. Simply stated, it is time for all leaders to roll up their sleeves and get back to the business of running your business. Make sure that you are not only the author of your story. But also the messenger who delivers your story. History has shown us that when we leave it to our competitors to tell our story, it is rarely delivered in a manner that reflects well on us. In the book ...

About two and a half years ago, Eagles co-founder Glenn Frey died from complications from a variety of illnesses which culminated in a severe bout of pneumonia from which he would never recover. In the aftermath of his passing his fellow band mate and lifelong friend Don Henley, announced that this would be the end of the Eagles. He pondered how it would be possible for the band to continue after the loss of Frey, whom had been such an integral part of the band. This was not unfamiliar territory for this band. In 1975 just 4 years into their meteoric careers, lead guitarist Bernie Leadon left the group. At that time, the answer to the opportunity was a wonderfully successful guitarist named Joe Walsh. Walsh (born in 1947) had enjoyed great success prior to joining the Eagles. And, has been an anchor since joining the band in 75. Fast forward to January 2016. And, the passing of Frey. Henley’s assertion that the band could not continue was premature at best. You see, that in the w...

Hello: In 2007, the world ended and it was nearly impossible to sell real estate because buyers sensed a shift in the market and realized that if they waited, it was likely that they could get the property cheaper. In the years leading up to this time, buyers knew two things, if they were breathing they could get a loan. and, if they held the property for just a few short months, they could expect a substantial profit as their reward. Much the same as in the Great Depression of the 1930's, it was pure greed that fueled the runaway market and, drove its collapse. Realtors were not immune to the effects of this collapse. Many lost their families, their homes, and, their businesses. Many of those have yet to recover today. In our offices this past week we spent a great amount of time analyzing the lessons that we learned from the demise of this seemingly never-ending (we now know that they always end) real estate cycle. The following are the lessons ...

Good Morning, This past week I read (for the sixth time) one of my all time favorite books. It is by the famous author Napoleon Hill who wrote the book Think and Grow Rich. This book is a classic that should be on everyone’s “Must Read” list. However, today I want to take a moment to talk about his other book. One that I believe is far more relevant. Even if it is not as well known. The book is called Outwitting The Devil. And, it is about a (mythical) conversation between Hill and the devil. This book was written two years (1932) after Think and Grow Rich. But, because it was deemed to be too controversial for the times, it was locked in a vault not to be made public until 2011. And, I believe, that this book is as valid today as it was the day it was written. In 1932 the world was just beginning to recover from the Great Depression. In 2011 we were just starting to see the seeds of recovery from the worldwide financial collapse of 2007. In 1932, the world was brought down by ...