Wednesday, January 22, 2014

"Being Purple"

Factor Number 3:  Be unique!

Everyone has their own set of fingerprints, and so do you. Put your own handprint on everything you do and make your business practices and style unique! If you take the time to really think about your strengths and how they tie in with the responsibilities of your job, you can take those characteristics and build on them to personalize your business.

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One of the things I love about travelling outside the area to conferences, annual meetings, certification courses and continuing education is the info and ideas I get from people outside my area.  These ideas may come from instructors or attendees, or they may come from recommended reading material. It is great to learn and get ideas from others, but don't try to be an exact copy of them. You are unique---find out what it is that makes you stand out and develop it with your own ideas and special touch!

This point is made perfectly clear in Seth Godin’s book, “Purple Cow: Transform Your Business be Being Remarkable.”  It is a short read, and one I highly recommend.  The main idea is that there are probably hundreds of thousands of people in your industry, but in order for you to stand out, you have to find a way to be different, but in a useful way.  I put this idea to work for me in my business almost two years ago, and it changed my business at least 360 degrees!  I evaluated, assessed, planned, created and implemented changes that have made me absolutely love what I do for a living!  My attitude changed almost immediately, and my work was something I was excited about, every single day.  (And of course, I still am!)  The wheels are ALWAYS turning in my mind, and I can’t wait to implement and try new ideas.  Keeping things creative and fresh is so much more fun than getting stuck in a day-to-day rut, where everything stays the same.

So what are you going to do to stand out in your industry?  Start by thinking “purple”, and you will be off to a good start!

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Friday, January 17, 2014

"It's What I Like About You!"

Factor Number 2:   Have you ever had someone ask you, “Why should I work with you and not someone else?”

I can't tell you how important it is to have a genuine, solid answer to this question, and to actually instill these unique characteristics into your business. Whether you are in health care, law, sales, management, finance, real estate, fitness, retail....whatever your industry, there are probably hundreds of thousands who do what you do, and consumers have choices.   So why would they choose you?


Give this some serious thought and be prepared to elaborate what makes you different.  If you really, truly stand out, your market presence and reputation should be enough, and they shouldn't even have to ask! But if you meet someone that is unfamiliar with you and/or your services, give them the highlights!  You don't have to share EVERYTHING you do...let them experience the special, less obvious perks of working with you, once they have committed to you.  What special services do you offer? What are the benefits to working with you vs. someone else?
Here is an example that comes to mind:  Years ago, before we moved to Warner Robins, I had bronchitis, and needed to get a prescription filled. A couple days later, I got a phone call from someone who was just calling to see if I was feeling better. Guess who it was? The pharmacist that filled my prescription! Nowadays, with all the healthcare privacy guidelines, they may not be allowed to make those follow up calls.  But my point is, I knew the reputation and basic expectations for the pharmacy and I am sure they had filled dozens of prescriptions that day. But because the pharmacist took the time to follow up with a phone call to check on me made me feel like I was the only customer they had that day, and they secured my business from then on!
Repeat and referred business is so important in any industry. Ask your clients to share their experience working with you by giving you a testimonial and/or sending you referrals!  You can use testimonials and written recommendations in a variety of ways.  Treat each and every client you work with like they are the only client you have.  No one wants to hear apologies and excuses for being late, not returning calls or coming through for them. If you are too busy to take care of them, they will find someone who has the time.  So as I mentioned in my post Wednesday, spend quality time with them and really listen to what they want and need, and follow up appropriately.


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Wednesday, January 15, 2014

“Resolutions” or “Goals”? The Revolution of the Business Plan

 
In preparing for the first sales meeting of the New Year, agents in my office at Golden Key Realty were asked to think about what worked and what didn't work in the success of their individual real estate businesses this year.  With a giant calendar in front of me for planning purposes, I took notes as I reflected on the year by looking through the various forms of documentation, some of which were new to my business in 2013.  I reviewed:   Facebook posts on my business pages, blogs, pictures, videos on my YouTube channel, my calendar/planner…I evaluated my closed transactions, current listings and active clients.  By the time I was finished with my review, I realized I had the rough draft of my 2014 Business Plan!  I also realized that this was actually looking like a much more realistic set of resolutions than the traditional, “Lose weight and exercise more”.  These were goals (AKA: Resolutions) I was excited about, and would definitely incorporate into my business for the year.
I came up with over a dozen key factors while preparing my business plan. As I looked over the list, I realized these are things that don't just apply to the real estate business, but to ANY business.  So over the next couple weeks (in order to keep the posts brief), I will post these factors as a series of blog posts.  So if you want to join me in changing the way you work in 2014, let’s go!
Factor Number 1:  Stop thinking about your career as a TITLE, and look at it as an opportunity to build relationships with everyone you encounter.  Now, I am not talking about giving a 60 second infomercial on what YOU can do for THEM.  I am talking about getting to know someone and most importantly: “What can we do for each other?” 
Here is an example:  I had a client that was 93 years old when he passed away a year ago, just before Christmas.  I had met him at an Open House I was hosting when I first moved to Warner Robins.  He didn't do any business with me for several years, but I followed up with him after that afternoon and stayed in constant contact with him over the years.  Little did I know, this was someone that would make a tremendous impact on how I would conduct my business!  After meeting him 7 years ago, we had many long conversations, either in my office, over lunch, or while driving him to the hospital when he was ill and didn't have any family close by that could take him.  We didn't just talk about business; we talked about our families, the Depression, World War II, politics, finance, vacations, the economy, poker (!), etc. Although we did eventually close on several transactions together, the most important thing about this gentleman is what we did for each other:  We took the time to visit, and genuinely LISTENED to one another.  He shared wisdom from when he was a young boy, and how the work ethic and determination he developed over the years helped him go from a young orphan to one of the most successful salesmen in the company he worked for:  Nabisco.  This was DECADES ago, but the ethic and determination are still supremely superior business practices required in today's markets. 
So by me “doing” for him (i.e., listening and spending time with him), he did even more for me, without even realizing it:  He motivated me to maintain a firm work ethic and determination, to always do my best, and to not think of myself first---take care of others first and you will always be taken care of.  There are so many memories and lessons learned that I still remember and laugh about when talking with his son, who lives in Texas, and with whom I still do business.  These are life-long clients that I now consider friends, and almost feel like part of their extended family.  Had I not taken the time to develop a relationship with that sweet man, I would have missed out on some wonderful memories and unforgettable wisdom.  I still get a little teary-eyed, knowing that I will never have an opportunity to have lunch with him, and laugh about lessons learned as a young, up and coming professional "back in the day." 
Those you encounter daily may not be in the market for the product or service you provide right now, but by listening and building relationships, you just might need each other someday! 
 
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Friday, January 10, 2014

Plan B: Let's Get Excited!

 
I had the privilege of hearing our new Warner Robins Mayor, Randy Toms, speak at the Central Georgia Board of Realtors yesterday.  He is a bundle of energy and enthusiasm that is simply contagious!  I was so pleased to hear that he is on the same page I am, with regards to our community.  Like me and other Realtors across the country, he knows how important real estate sales are to economic growth.  But real estate growth depends on so many other factors-many are out of our control.  But by getting actively involved in our community, we can make a difference!  And it all starts with positive, enthusiastic ideas and attitudes!

As we have all heard for as many years as many of us can remember, there has always been the potential that the base will realign and close, or that jobs will be lost.  We are so dependent on the base for sustaining employment, that we are terrified at the thought of what will happen if it really DOES happen?  Have we put most of our eggs in one basket?  This is a scary thought!

Relocating from a major metropolitan area 7 years ago, this has always been such a foreign concept to me.  When you are in a large city, one company closing may not have a tremendous affect on everyone in town, but in a town the size of Warner Robins, it can be devastating.  So why DO we put so many eggs in one basket?  We have to be planning and preparing a Plan B, should that actually happen, and I am confident that Mayor Toms has that Plan B in the works.  I see that there is so much potential in this town for growth and development, and I really think Mayor Toms is ready to get this town moving!  We need new businesses and corporations to come see what we have to offer.  For example, just take a look at our schools:  We have some of the highest rated schools in the state, right here in Houston County!  I was talking to a customer the other day that is a teacher.  She recently relocated from another GA school district, and she has noticed the difference in teachers was night and day----She said the attitude and drive of the Houston County teachers is that they take PRIDE in the success of their students, and they take it personally when they don't.  This is one of the reasons, after an very short time being here, she has fallen in love with Warner Robins! Her excitement and enthusiasm as she talked about the school where she teaches was refreshing!  This is the attitude we all need to have when we talk about Houston County and all it has to offer!

Let's get excited about this community!  We have folks that live and relocate here that have come from all over the world (hence, the nickname "International City").  Let's embrace, learn and enjoy what these different cultures bring to our area!  Let's get excited about new businesses opening their doors, and support them with our local dollars!  Let's share with people from outside the area what Houston County is all about, and get them to come visit, and maybe they will want to come back on a more permanent basis.

On New Year's Eve, downtown Perry was THE place to be, and there were thousands of folks that will agree.  We had lots of locals, but we had loads of people that came from out of the area to enjoy a fun and festive celebration, attending the first annual Buzzard Drop!  Yes, I said BUZZARD!  The merchants were slammed with customers, food and beverages were sold out at the local restaurants, the New Perry Hotel had NO rooms left at the inn, and everyone had a wonderful time celebrating what is sure to be an amazing year.....One that I personally think is going to be one of the best ever!  And they all came to watch and celebrate with a BUZZARD descending from the sky at midnight.  What was the draw?  Was it the bird?  Heck, no!  It was the excitement and enthusiasm generated by the locals that caught the attention of thousands!  Many of those attending commented they didn't even know about Carroll Street before that night, and fell in love with all the wonderful shoppes, restaurants, hotels and businesses that line the quaint, downtown street.

Now this kind of event doesn't just happen without the hard work, dedication, creativity, and motivation to make a difference.  Perry Mayor Jimmy Faircloth is doing an amazing job leading the community in an upward direction, moving and shaking everyone into joining him to make Perry one up and coming, super-cool place to be!  Perry is ready for new businesses, they are ready to welcome newcomers to the area and in turn, we are ready to get the real estate industry, not just back on its feet, but up and RUNNING!!!!

It is going to take all of us having the enthusiasm and excitement these leaders have in our communities, and to go out and share the contagious spirit that will certainly spread.  It is going to require SYNERGY from everyone, and I can't WAIT to see the results!!!
 
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Saturday, December 14, 2013

Random Acts of Kindness: A Dedication to the Innocence Lost at Sandy Hook

The tragic event of the Sandy Hook Elementary School massacre on December 14, 2012 is still a haunting devastation to me. Whether you knew someone personally or not, it affected all of us. I still cry at the innocence lost that day. After the tragedy, I was angry. I was upset. I cried at the sight of the victims on the news. I wanted to cast blame. I wanted answers! As a mom, I, of course, thought, “I just can't imagine the pain those poor parents are experiencing.” But I was still able to do something those parents couldn't: I was able to hug my children a little tighter, look into their eyes a little longer, laugh at their childish antics, cheer at their ball games, smile at their triumphs....Things that were taken from those parents, one year ago today.

So last year, rather than try to make sense of it or search for answers that didn't exist, I put on my rose colored sun glasses and went in search of all that was precious and good. In a world that has a potential for so much hatred and evil, I knew that there was also a lot of kind and wonderful out there....I just had to look for it. So I went in search of “Random Acts of Kindness”. If I didn't witness someone else doing it, I did something myself. I shared these things on my Facebook pages last year, and I received so many sweet comments. It turned out to be a gift I gave myself last year that made a huge difference in how I kicked off the year 2013. It made such an impact, I decided to re-post them again this year. These posts will start tomorrow, and go for 26 days: One “Random Act of Kindness” in honor and memory of each life that was lost last year. I have read several posts over the year of my Facebook friends either being the “do-er” or “receiver” of a “Random Acts of Kindness” (or “Paying it Forward”), so please feel free to add your experience in the comments of these posts for everyone to enjoy!

This experience last year gave me more peace and motivation than I could have ever imagined. As I am usually exhausted, (and more than a little cranky) after the holidays, I had a sense of calm and hopefulness that I couldn't really explain. As is my usual business practice, the last week of the year I spend time planning the upcoming year. Last year, even though I had an extremely challenging year, I felt strangely peaceful, but excited with anticipation as I planned for 2013. This year, I changed my focus from what was wrong to what was right, and how could I make “it”, (whatever “it” might be) even better. I tried to treat people the way I thought THEY would want to be treated. I tried to be sympathetic and to understand that other people's behavior may be the reaction of something beyond their control. I tried to put myself in other peoples shoes----The guy that cut me off in traffic obviously had a much more important matter to take care of than I did.....The crabby lady in the drive-through that didn't say much more than an inaudible grunt as she handed me my bag of food was probably upset because she just got a phone call about an ill family member...The woman in the grocery store that was yelling at her kids in the middle of the store was probably stressed about paying for her groceries after learning her husband had just lost his job. Rather than being a jerk, rolling my eyes, or worse, I am humbled to realize, that could just as easily be me.

So as 2013 comes to an end, I reflect and realize how blessed I am. I live in an amazing community that makes me smile. Just yesterday, after I dropped my son off at school, I had to dash into the grocery store at the last minute. Now keep in mind, it is 7 am, and I had just thrown on a sweatshirt, yoga pants (that have NEVER been to a yoga class), and sneakers, thinking I could dash in and out and no one would pay much attention to me. Yet, as I am running back to jump into my car, a gentleman exits his car next to mine (which, at that hour, is the ONLY other one in the parking lot), throws his hand up, flashes a great big smile and shouts, “Merry Christmas, young lady!” How could you not smile and have a great day after that! I smile at how blessed I am that my son has amazing teachers youth leaders and baseball coaches that are molding and shaping him into the man he is going to be someday. I smile because my son has chosen the most amazing kids as friends, that any mama would be proud of! I smile because both our girls are hard-working college students. I smile when they come home for the holidays and want to experience the same old family traditions. I smile because I am blessed with an amazing, responsible husband that is a wonderful provider and also an awesome dad to our three kids.

I realize how blessed I am to work for a company that is a perfect fit for me. My broker is quite simply: amazing. My colleagues are like an extended family and all are simply wonderful. Our administrative staff just couldn't be any better. We are all blessed with a beautiful work environment at Golden Key Realty. And lastly, by finally taking a leap of faith, I have one more blessing: my newly hired assistant that has the same passion and enthusiasm for my business as I do!

I realize how blessed I am to have the most amazing clients. They entrust me to help them with one of the largest, most important purchases they will make in their lifetime. They share their families with me. They share their dreams with me. We share lots of laughs, and yes, sometimes tears.


So take a look around you and count your blessings. Then pass along some of the goodness in your heart by helping someone that could use a little kindness. Do it in memory of the precious babies and teachers that lost their lives last year. I will guarantee you this: The more kindness you give, the more you will receive!