The Relationship Revolution

Super Bowl Winner!

No, you're not imagining things - the Super Bowl is still on Feb. 3 and the winner still a mystery, but I wanted to be sure you had time to apply this great idea from Scott Baumgartner to your own market! He's selling the house in Minnesota that was once Jesse Ventura's and decided to make a party out of it. Tailgate Party, that is. Scott has scheduled an Open House at the property on - you guessed it - Sunday February 3rd from 12 to 4pm.

He used the "Friendly Reminder" e-Greeting (in the "Buyers" category) and customized his message for this unique Open House. Here's part of his text:  "Come see a great million dollar property for sale and former Gov. Ventura's home in Maple Grove ... and enjoy free pizza and beverages. Hang out with the market experts, see great sports memorabilia, and relax before your Super Bowl party that night."

Very creative! When I called to ask him if we could share his idea with you, he said, "Ya sure." In fact, he says the Party's for everybody, and if any agents or their contacts in the metro area want to come, they're welcome. "We want to sell this house!" Scott said.

A few hours later, just in case his clients and contacts had forgotten what a great time it is to buy, Scott sent the "Rates Are Dropping" (also in "Buyers") e-Greeting to the same group. Nothing wrong with delivering two important messages in one day! Both are "flash" animation, as many of the cards are, and hard to ignore. Wish we were closer, Scott! We'd be there!

P.S. in case you want to drop by, the address is 9978 Walnut Grove Lane.

More examples of the power of giving

Carrie Garrett is one of our Masters who attends Webinars regularly, and dropped in on a session recently. We were giving a brief description of the Realtors & Lenders Reach Out Giving Program, and how that concept works in the Referral Challenge. In a comment (one of her favorite things about the Webinars is the live Q&A feature), she told us, "I think these cards made a huge impact! I'll bet those folks will remember that and the American Cancer Society donation for months to come."

Also actively engaged with her Systems Coach, Carrie faxed us some of her clients' comments after they received her cards with the donation message. As with many of us, she knew that some of her customers' families have been touched by cancer, and added that note in with her card when appropriate. That moment of kindness meant a great deal to this client, who wrote her back: 

"Your card and donation in memory of Richard touched me more than you know....It comforts me to know how much he was loved by others. Thank you, Carrie, for your thoughtfulness. Blessings to you and yours."

Another client also took the time to write: 

"Thank you! Thank you! Thank you! Your thoughtful deed of giving a donation to the American Cancer Society in our honor is the most wonderful and heartfelt gift ... We are very honored and appreciative of your act of kindness. Of course, I also can't forget the wonderful peanut brittle!"

Thanks, Carrie, for sharing those tips and stories with us. Now, about that peanut brittle ...

Masters Are Ready!

When we schedule our Training Webinars, we usually send out a notice with an invitation, then another email within a few days of the online session. This time, I got busy and left the "reminder" about tomorrow until late. Just sent it a few hours ago and I wasn't prepared for the response. Another 48 agents had signed on almost before I turned around!

This is great, not only because it makes visible the readiness of our Relationship Masters to jump on any opportunity to get information that will help them build business, but also because it validates our thinking that online training is the way to go! As one of our members put it last spring, "Live training may be more fun, but these Webinars are more time efficient!"  (Thanks, Marcia; how's it going in Lincoln?)

We hold a series of these sessions almost every month, some of them ("JumpStart") for new Masters or those who want to get the latest on how to maximize a particular tool or feature. These are usually an hour in length, and packed with details. (On GoToWebinar, there's this handy little tool that I can see while I'm talking that shows me whether the attention of the viewers is strong or wavering - during JumpStart I-IV, they're usually glued!) We also have regular Referral Challenge Rally Webinars for Masters who are participating in that great program. One of the really fun parts of this one is that we usually have a Panelist from our membership, an agent who has winning information to share. They end up having a great time, too!

Then we have to have something for the agents who want to know what we're about, right? So we do "Kick-Off" Webinars most every month as well. If you're not a Member, you may want to check back in the PropertySource University section of this Blog during the first week of the month. That's when we post the schedules.

By now, agents from every single Broker we work with - and the Masters among our Independents - have and do attend these sessions regularly to keep their thinking sharp! We're working on a Certification Program, and this Webinar participation will be part of the qualification. We promise it will still be fun.

"The Silver Lining"

I was reading an article on 2008 Real Estate trends today (know we've all read plenty of them), and found some comments by speaker and trainer Walter Sanford that parallel what we've been telling our Masters who are quite understandably concerned about current market conditions.

These comments also struck me because the team here had just been talking about this and the silver linings that could emerge when the correction is over. The point he was making is that "buyers who qualify in today's market are more likely to be financially stable and to keep their homes for a longer period of time. This means they'll be more committed to staying in their new neighborhoods and making them a positive, vibrant place to live." (This is the article author, Emily Colin, writing about her conversation with Walter). "Also, today's real estate agents must take each of their clients more seriously than ever, discovering the clients' needs and then creating a marketing plan that addresses those needs on an individualized basis. The focus now is less on generating a high quantity of leads and more on cultivating the quality of individual leads generated. This is good news for the consumer, as it portends a more personal relationship with a dedicated Realtor or Lender."

We couldn't agree more! And it is the strength of those relationships that will bring the business to those agents who have built them, and paid consistent attention to them through it all.

Giving Program Grows Wings

Great news to report about our Realtors Reach Out program. To date, we've generated $14,750 for the American Cancer Society! In just over two months, we've seen real estate professionals from almost every Broker we do business with jump in to participate, as well as many of our independents.

Their clients have really been touched by the thoughtfulness of the campaign. One of our Relationship Masters in Florida told us about her customers running out to catch her on her morning run to thank her! (See the whole story here.) Another sent us copies of the cards her grateful clients sent. So many of us, or our families, have been touched by cancer, and the idea of contributing to a cure is a powerful thing.

News about the program continues to spread, and more agents want to be a part of it. The Reach Out Program is always active here at PropertySource, whether it appears in the foreground or not; due to the great enthusiasm of our members, we've decided to extend our American Cancer Society campaign until the spring or summer. At that time, we'll select another worthy cause, and invite our civic-minded members to participate again.

So, we thought, if we're extending the current program because it's really taken flight, then our new dedicated cards need to evoke the same spirit! (see below right) We're already distributing these to new and renewing Relationship Masters, and will do so for the next several months. The message on the cover is from poet and Renaissance Woman Maya Angelou: "I have found that among other benefits, giving liberates the soul of the giver." Yes it surely does.

The inside of the card carries the message about the Reach Out program, the donation made in their honor, and directs them to the agent's website for more information. If you want to read more detail about the program, check out our earlier blog entry.

This great response from agents across the country, and their customers and prospects, is a real inspiration to us. Fly on!

If you advertise it, they will come ...

Carrie Garrett has been in the real estate business since 1967, and has had some great ideas in her time! Recently, she decided to promote her PropertySource website in a home magazine ad, and included mention of the Home Sweet Home $50,000 Sweepstakes as an incentive to draw visitors: 

"Chance to win $50,000 when you visit my website!"

This idea can also be applied to your Listing e-Greetings, Print-on-Demand documents, email signature line ... all of your personal marketing! Take a look at the full ad by clicking the thumbnail.

Have your own great ideas?  Let us know how you've promoted the Home Sweet Home Sweepstakes.

Get a Life in 2008!

I've been reviewing the goals set by many of our Masters over the past few months and I've noticed a consistent trend.  Lots of great goals and resolutions for staying in touch, following the system and making more money. But an absence of goals related to personal care. 

Please remember, your success in business is dependent on your ability to schedule and enjoy recovery time.  To be at your best, you must take time to explore your personal interests, enjoy your friends and family and to have some good old-fashioned "down time" too.  And, don't forget, when it's YOU time, it's critical that you turn off the business phones and update your voicemail with a message letting clients know when you'll be available to serve them. They'll respect the boundaries you set if they know what they are.

Be sure your 2008 plan includes these critical areas, just for you:

• Plan some exercise every day.  You'll feel better, have more energy and give your self-esteem a shot in the arm.
• Take at least one day off every week.
• Schedule your vacation time now.
• Incorporate time for your children, grandchildren and family members.  Join your kid for lunch at school, surprise your spouse with an overnight escape, call your mother!

2008 is your breakthrough year!  Don't forget to take care of yourself as you take your business to new heights.