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*Goal Setting Articles* 
*Skill Building Articles*
*Business Building Articles*
*Motivation Articles*

    
Goal Setting Articles


Seven Principles to Successful Real Estate Goal Setting
Your ability to plan, set goals, and create action plans to accomplish your goals is the mark of someone who is truly successful.

What is Your Business Philosophy?
Do you know the answer? You should be able to write it out and articulate it clearly. Whether you know it or not you do have an answer.

Business Clarity
One of the most difficult tasks in life is defining your purpose. The pay-off of having clarity of purpose is enormous. There is a direct correlation between clarity of purpose and success.

Creating Daily Success in Real Estate
The journey to a successful life should be enjoyed. True success comes from accomplishing the activities daily that will lead you to your ultimate goals in life.

Five Disciplines to Guarantee Annual Increase
Real Estate sales are changing and growing at an alarming rate. Even with all the mergers, sales, and consolidations of the industry, there is one constant. The agents who learn to be better business and sales people will be more successful in this industry.

Skill Building


How Top Producers Get Price Reductions
Getting clients to reduce their price is not a mystical happening. It must be done methodically. Top-gun agents have a set system to get price reductions.

Closing a Client
Too often I see agents turn uncertain when it comes to getting a client to sign an agreement. It is that moment of indecision that causes agents to lose sales and listings. Here are a few thoughts that can take you over the threshold to more listings and sales.

Five Steps Towards a Successful Presentation
A successful seller's interview or listing presentation starts before you show up at the house. Top-producers have a specific routine they go through before they arrive to obtain a listing. Before you even begin your presentation, follow the five steps below to insure that you will also obtain more of the listings you seek.

Understanding the Process
To be a "top gun" salesperson you have to understand and study sales. The first step is to understand the sales process.

How Good Are Your Sales Skills?
Do you have the skills that will make you massively successful? The people who are compensated the best in life are highly skilled and highly specialized. They perform few functions, but the ones they do are performed exceedingly well, and they are paid handsomely for performing them.

Four Rules of Real Estate
How many times have we gone to show a property, list a home, go to work, spend time with our family, and we weren´t really there? "Where ever you go3;there you are." But are we really there? We are certainly there in physical body, but are we mentally there?

Why Do They Do It?
There are many things that agents do regularly that puzzle me. In this article, we are going to look at two practices, standard for many agents, that don´t make sense.

Two Parts of Objections
Objections can be broken down into two parts. Part one is the concern of the client or prospect; part two is the solving of that concern.

Develop the Skill of Qualifying
The most important skill in sales is qualifying. It is the ability to separate the non-motivated buyers and sellers from the motivated ones who want to do something now.

Five Disciplines to Guaranteed Annual Increases
The agents who learn to be better business and sales people will be more successful in this industry. Agents who learn the five disciplines of increasing production will have a thriving business.

Sales Scripts and Dialogues
The quality of sales skills can dramatically influence income. Once we all had tremendous sales skills, and we did not even know it.

Creating Referrals
We all want an office in which the phone rings continually with offers of referral business. Does having this type of office sound like a dream?


Business Building Articles


When Should I Hire an Assistant?
When should I hire an assistant? How should I train them? What should they do for me? These are questions I get asked every time I coach a new client or speak before a group of realtors. Assistants can be an important addition to a realtor´s business. Hiring an assistant can also be one of the most frustrating experiences and financially challenging times in business.

Creating a Team
Because of the increase in required disclosures, inspections, and documents, it is becoming more difficult for an agent to do all the functions of real estate on his own. The need to create a team of specialists is becoming more necessary for success in the real estate field. The three main reasons to create a team are better quality service for your clients, increase in production, and increase in quality of life.

Help Your Staff to Climb the Learning Curve
Assistants have become more of the norm rather than the exception for agents heading into the new millenium. The question is are they truly a profit center for the agent?

Determining the Pay Structure for Buyers' Agents
Check your pay and profit structure for your buyer´s assistants. Make sure they are the profit center that you think they are. You may be surprised by the results.

There's Gold in Them Leads!
Creating an effective lead follow-up system can be the backbone to a consistent real estate sales business. The more effectively you handle the leads you generate, the more production you will achieve.

Power Recruiting
A broker who successfully recruits provides an exciting work environment for agents. Existing agents are stimulated by meeting and working with new people. New agents create new competition within the "pecking order" for listings and sales.

Creating a Dynamic Listing Presentation
The listing presentation is one of the most misunderstood areas of real estate sales. There are as many theories about this presentation as there are licensed agents in North America.


Motivation Articles


Three Characteristics of Top Sales Producers
Being a successful producer in any aspect of life is more than having high production. Production or money or wealth is only one measuring stick.

Seven Steps To Success
Success is an elusive concept to many people. It has as many different definitions as there are people on earth. To truly achieve success one has to create their own vision of exactly what it is they want and desire.

The True Magic Answer to Sales Success
Being true to your philosophy leads to less stress and to more income, happier clients, more referrals, and ultimately less time spent working.

Ten Steps to Increased Wealth in Your Business and Your Life
The power to decide and understand that you will have to do something is one of the most powerful decisions in the universe.

Take Action or Accept The Results
In all areas of life, taking action is the key to success. Most people, who fail to achieve what they want, fail for lack of action. The ability to take action is the skill that ultimately separates the winners from the losers in the game of life.

The Seven Steps To Becoming A Champion
The goal of our company is to create Champion performers. The other day I was working on the thought, what is a Champion? What does it take for someone to become a Champion? What makes some people Champions and other people not?

Six Key Rules
I recently read about Jack Welch´s six key rules in Forbes magazine. Jack Welch is the CEO of General Electric. He has been instrumental in leading General Electric into a higher level of dominance in the marketplace. Let me share with you the real estate application to these six rules.

Persistence
I was asked recently what the one skill is that a REALTOR® needs in order to be successful. That was a tough question. The one skill3;I thought about it over and over. There are so many skills Agents need to be successful.

Sailing Towards Objectives
I recently read a statement from Oliver Wendell Holmes. He said, "To reach the port of success, we must sail; sometimes with the wind, and sometimes against it, but we must sail, not drift or lie anchor.

The Start That Stops Most People
Lao-Tzu said, "A journey of a thousand miles begins with a single step." John Maxwell said, "Success is a journey not a destination." You combine the two and create the success journey begins with a single step.

Diligent Salespeople
Many people in real estate sales think being called a salesperson is like being called an axe murderer. Being a salesperson is an honorable profession. It is a highly skilled and professional avocation.

Daily Deposits In Yourself
What is the most important asset you own? Is it that wonderful home you own? Is it the beautiful car that you drive to and from those listing appointments? Is it your investment account of stocks that in the last twelve months has taken a beating?