Fishnets or Crystal...I think I'll take the fishnets.

It's a MAJOR AWARD!

We are well familiar with the trend to provide the young participants on recreational sports teams with a trophy.  EVERYONE is recognized!   The entire team gets an award.  Not just the All Star Team or All Star Player, every player on every team.  Their little psyche must be protected.  All that blah blah blah.

What is the long term result of this kind of pandering?  Well, we see it in our buyers, they think they deserve a house in spite of their credit history, must have this, must have that,  ya ya ya.  But what about REALTORS?  Fortunately the majority of us are a tad older and have been beat up enough we know not to expect much of anything at all.  We KNOW we gotta earn our award, they are never given lightly.

Lets talk about those awards, shall we?

After politicians and the entertainment industry I can't think of a field of more sensitive, ego-centric individuals than real estate agents.  Yes, I know, I speak of myself.  Therefore, I know of what I speak.

We do soooo love our awards!   Any award.  Just give me a speck of recognition!

Everyone knows about the TOP PRODUCER award!  Buyers and sellers clamor to work with them, they are special someones who have proven their worth.  Top Producers rule the roost when office policy is questioned. If they don't like it, it gets changed.  If the Top Producers want it, the rest of us suck it up and go on.   Deference is awarded for office selection, parking spaces, holiday parties are organized to suit their schedules.  When a Top Producer desires to see the removal of a staff person who doesn't dress how they like, doesn't think they hung the moon, eventually you may rest assured, they WILL be gone.  It is the nature of the beast.  The law of the jungle and the pecking  order in the world of real estate.  Never be deceived by the whole 'team' concept or the happy smiling photos promoting partnerships.  The bottom line is always the almighty dollar.  It's business.

There is something about receiving an award that has the ability to lift your day, rebuilt your confidence and validate your work. The Century 21 franchise offers an opportunity for buyers and sellers to grade their agent.  A Quality Service Survey is emailed immediately after closing with a 1-10 scoring. 10 being the highest, bestest!  A RATE  YOUR REALTOR so to speak.

I'm not a Top Producer, haven't reached even the bottom rung on the GEMSTONE hierarchy of Ruby, Emerald and Diamonds award that identifies our company elite money maker$  So, I work to grow my

Ain't so purty anymore

business based on the quality of the work provided to the clients I DO have.

In 2013 it worked!  See that shiny crystal award on the right?  I received that less than a week ago.  Excellent scores from my buyers and sellers for 2013. Oh the JOY!  Today my email contains a scathing survey from the client on my last closing.  I had the seller.  A full priced offer, brought to close in under 6 months.   I had the property cleaned when it was listed, coordinated repairs, and  had three offers during the listing period.  What happened?  The seller agreed to pay a set dollar amount of closing costs for the buyer, then here comes a HUD with LESS allotted to the buyer.  Mr. So and So Seller sees more $ to his pocket. Yippie Skippie!!   We ask why and  are told the lender will not allow the buyer the full contracted amount.  So, Mr. So and So Seller is happy happy joy joy.  Then, another HUD is emailed.  The loan amount has been changed...buyer is granted full amount of contracted closing costs.  Mr. So and So Seller no longer happy happy joy joy.  It matters not one whit that he had agreed to pay the full amount initially. Mr. So and So Seller was given candy and it was snatched away.

There is now an 'appearance of evil'...and someone must answer for it.

I'm no Bo Derek but geez

That someone is me.  The home was sold, everyone was paid, business moves forward.  Everyone gets what they wanted.  Except me.  This client was given my name by a former client.  Assured that I was all that and a slice of bread.  People like evil more than good.  Gossip and nasty are what greases the excitement of the media and real estate business.  Real estate is played out as a win/lose game, agents literally study The Art of War by Sun Tzu.

I have been reading the book of Proverbs.  I lost.  

You are only as good as the POLLS, your LAST MOVIE, or the LAST IMPRESSION your client has of your work.

That lovely Leg Lamp in the Christmas Story movie has more appeal right now than my Major Award.

FOOTNOTE:
Immediately after receiving my sad report card another seller called - praised me up, down and sideways.  Within minutes my Broker In Charge told me I had earned the Agent of the Month award (based on highest closed sales $$$ - the coveted parking spot was MINE!!  Such is the nature of the real estate business, it can turn in an instant!  And that is why most of us keep going...

Everyone will NOT love you - but the ones who do, make it all worthwhile!

Monkey See, Monkey Do. Which monkey R U?

Pick or Choose Survey Monkey

Christmas is over, New Years Day is past. My final meeting acting as President of the Association was in November.  The new President begins their duties in December.

Throughout the year the membership murmured they would like to have more personal interaction socially (organized) with each other. The remember whens started.  Remember when we used to have a REAL Christmas Party?  Remember when we had cook-outs and wine & cheese mixers?  There was even mention of serving alcohol at our general membership meetings...GASP!  I found members lingering over coffee at the end of meetings, reluctant to wind down.  Actually enjoying each others company!  It had become common practice to wolf down their food while the speaker was doing their thing and rush out in under an hour while we are allotted a full two hours with our reservation!

I took it as a good sign.

In July I shared what I was hearing with my Board of Directors.  We were long overdue for a real PARRTAAAY!  The economy, unemployment, foreclosures and short sales had been beating on us for so long I didn't think we remembered HOW to have a good time anymore.

Cricket...cricket...

No one looked around.  They didn't meet my eyes.  So, I said it again.  OUR membership (those we represent) are asking for more social interaction.  Our budget doesn't allow for much beyond what we are

Nay sayers are sooo much fun!

doing but how about we have a real Christmas Party in lieu of our December luncheon meeting?  An evening event rather than our 'quick as a flash' Christmas Social luncheon!  It caught on...some smiles and chatter.  Of course there were a few nay sayers.  I never listen to nay sayers.

I was OFF and running.  Such excitement.  Such JOY!  We were going to end the year with a BASH!  Out went a survey (don't you just LOVE Survey Monkey).  68% were interested in an evening event and willing to PAY out of their own pockets. Given that we have right about that number attending the REALTOR Membership meetings we were going to be solid.

Then came the actual planning.  The hospitality committee coordinates the actual event, but we could not get ONE person to speak up when asked for feedback and input as to what/when/where.  The nay sayers were busy at work behind the scenes.

I never listen to nay sayers.

The hospitality committee consisted of exactly one person.  A man.  He insists he never signed up for the position.  I have the paperwork.  I know him too well.  He didn't pay attention to what he was checking off. But, we had it.  There was his name.  He gamely stepped up and organized the entire event.

Mr. Hospitality asked what he should do?  I told him, 'Do whatever YOU want!'  Since there were no suggestions from the membership - it's YOUR PARTY BABY!  We talked a little about it, would this restaurant work?  How about that for the menu?  But I pretty much left it up to him.  If no one else has interest, the willing gets to think for them.  I had ONE requirement.  A tacky sweater contest.  Typically the Christmas Social required the offices to donate a wrapped gift to be given away as door prizes.  Mr. Hospitality and I thought we would try something a little different. We asked those attending to bring a wrapped item to be auctioned.  Minimum value $10.  The proceeds would go to Meals on Wheels.  Since he was the only one planning, Mr. Hospitality got to select the charity and I thought it was the most worthy of causes.

We waited for reservations to be made.  And waited.  And waited.

I heard whispers in my office of 'No one is going, I'm not going.'  My own company announced their sign up for a Christmas Luncheon with Dirty Santa gift grab (minimum $20 value).  Everyone signed up!  YIPEE! The holidays are extremely busy, for everyone.  We have to pick and choose our parties.  I get that.

And we waited.

People began to say they weren't going if only a handful went. Some made excuses, most didn't, they simply avoided Mr. Hospitality (he is also in my office).  I began to hear Mr. Hospitality making phone calls to other offices.  He would come around the corner smiling with every YES!  They came in one, two at a time.  Many were affiliate members, none were from our office.  We had a point to prove then.  And I was starting to get pissed. Okay, obviously, I am still pissed.

Mr. Hospitality!

We reached a really nice attendance. They rallied, put on silly sweaters and opened their wallets for the elderly in our community.  The broker in charge, a brand new agent,  Mr. Hospitality and I were the only ones from our company (the largest company in the market).  The smaller franchisees, independent companies and affiliate partners once again proved their commitment to our local REALTOR Association.  And I was both exalted and humbled by their support.  Above all by Mr. Hospitality, who I know, organized the entire PARRTAAAY because it was important to me.

There were a few rough spots, can't be helped.  Like the obnoxious agent (dressed in everyday clothes) who

And the winner is...!

lined up with the tacky Christmas sweater contestants.  Was he drunk?  Probably.  I avoid him like the plague since I had to block his number when he would not take NO I WILL NOT NOW NOT EVER go to dinner with you for an answer.  We gave him a prize and just sat his backside down.  What can you do?

Mr. Hospitality has enjoyed reporting on the attendance, fundraising and positive reactions from the Christmas PARRTAAAY!  More than one asked why we didn't do this more often. (uh huh) and I am quite certain they will expect nothing less in 2014!

Our choices define us.  I wonder if they get that?

They love their REALTOR Association

John 21:17 The third time he said to him, “Simon son of John, do you love me?”

Peter was hurt because Jesus asked him the third time, “Do you love me?” He said, “Lord, you know all things; you know that I love you.”

Jesus said, “Feed my sheep.

Taking Your Personal Fantasy To Personal Branding

The world of real estate offers the opportunity for real estate agents to 'recreate' themselves.  We can live out our fantasies, create an image of how we want the public to view us, market the crap out of it, call it personal branding and before you know it, you ARE it!

Goodwill 'Dorothy' Shoes

Want to work your life away in shorts and a T-shirt?  Sell ONE house on the lake.  Then identify yourself as the 'lake' man (or woman-though I think I would come up with something else if I went that route) put on some shorts, take a couple photos of your fine self smiling on a boat (a couple of nice fish on line)  - send out some post cards sporting a creative tag line.  Then USE IT, USE IT, USE IT.  Before you know it - THEY will be using it. Mr. & Mrs. John Q. Public will only know you as 'The Lake Guy'.  No one will raise an eyebrow when you show up at a closing smiling in shorts.  I promise.  Seen it all over Chapin, SC when I worked relocation in that market.   Just make certain there are enough properties ON the lake (or your chosen market) that are sell able so you can actually make a living doing that.  (and know HOW to fish)

I started about 7 years ago sending out monthly newsletters to my neighborhood.  Called myself 'Your Neighborhood REALTOR'.  But guess what?  I actually lived in the neighborhood.  Walked by their houses EVERY day, attended their yard sales, they saw me mowing my own lawn.  I don't market myself as the neighborhood REALTOR to the whole town for crying out loud.  That's just ridiculous, people know better. They know B.S. when they hear it, they don't have to smell it or taste it to know what it is.

When I emailed those newsletters I included a watermark so my 'work' couldn't be stolen easily. (by fellow agents)  I am flattered if they like it enough to copy certainly, but at least retype it or something.  Don't make a photo copy and keep as yours.  My watermark prevented such blatant theft.

My Yard Sale Pin

I found a cute pin at a yard sale, took a photo of it, and made it my trademark so to speak.  My website is www.JustCallTina.com and using those red shoes has been a cake walk to creative marketing!  Also allows me an excuse to purchase the much needed red shoes for myself as well.  Sparkly ones!

Friends are very thoughtful about finding 'Dorothy' items for me to use.  Some are helpful, some just make you roll your eyes but they ARE thinking of me and that is everything.

Creative marketing really isn't about the home.  It's about the agent.  Driving the business to YOU. Buyers

Dorothy In My Office

and sellers, so you can in turn make the deal.  Kind of like a matchmaker for real estate.  The days of one side against the other is soooo passe'. With financing and

FALL FESTIVAL Booth
Before NEW 'Dorothy' shoes

conditional issues as they are you will be dead in the water before you get started with that confrontational 'steal a house' attitude.

Personal branding keeps you geared up to a higher level when things are starting to stink, clients are a pain, lenders aren't getting it done and appraisers are begging for a beating.  You can regroup and focus on something positive, yourself.  Find your happy place and stay there for a few hours and before you know it, you no longer want to slam their face into the desk.  Trust me, it works.

A friend offered me the opportunity to set up a booth last Halloween and hand out candy at her daughters school.  That's me, in my Dorothy costume - purchased from Goodwill!   (I have since made some more fitting shoes) but it got the job done.  I gained a listing off that stint.  If you look closely you will see I am wearing the actual pin from my 'logo'.

As luck (?) would have it, our REALTOR Association performed a skit at our April Membership Luncheon for Fair Housing Month. Filmed and produced by our members and posted to YouTube.  Can you guess the theme?
See what has happened here?  I AM Dorothy.  A tad older to be sure, can't sing for squat...but DOROTHY nonetheless!

I think next year I would like to be Mrs. Nicholas Cage...

Engineer Stew

Assigner of Referrals
also known as 'Pretty Marsha'

I don't mind work.  Truly, I don't.  I just like for it to be rewarding.  It doesn't have to be monetary.  Just give me SOMETHING I can use.  So many avenues to generate clients.  You have read of a few in previous posts.

Today, lets talk about referrals.  See that smiling Ms. So and So Relocation Director to the left?  She is our BELOVED!  Tracks the real money in this office.  Referrals and relocation business.  Assigns, places, monitors, updates, and writes the checks.  We do so love to see her coming, usually.

You can imagine my delight yesterday when she brought me a buyer referral!!
Referrals (in particular of the Relocation kind) are the life's blood of any REALTOR worth her weight in chocolate and french fries.  And this girl has surely consumed her share of chocolate and fries!  (me not Ms. So and So Relocation Director).

The transferee (known as Buyer), called me this morning.  Time to gather the details of his wants and needs, time frame, community tour.  I was pretty psyched - now I am just pretty pissed.  He is looking for a RENTAL.  Now, that's fine.  We get that people don't always buy.  But he came in with a 37.5% price tag attached to his name, a must contact immediately, and 6 pages of disclosures.  Ms. So and So Relocation Director spent three days working this placement.  Screening agents, calling the client coordinator in Chicago to confirm dates, paperwork.  For a 'referral' that should not have been placed.  We actually have a rental department.  What we have here is a greedy Relocation Company that didn't bother to screen their client one iota but placed it just in case, one day, somewhere down the road there was a penny to be made.  

I struggled not to transform Ms. So and So Relocation Director from 'Pretty Marsha' into 'Bad Marsha'.  We have a relationship to maintain too.  Everything is not just about THEM!  I know, I sound mean.  But this is my business we are talking about. Mr. So and So RENTER now thinks I WORK for him.  For nothing.  'Bring me a phone book and map, now', he says.  I suggested gently he come by the office on his lunch break and pick it up.  'No, come now, I am not busy and we can meet.'

Whatever.  I went.  Nope.  Not buying. Not now, not EVER.   Would I get a list of rentals together - set them up and when his wife can get 4-5 days off she will come to town and we will take that time to look at them.  uh huh.   

I understand and accept that every contact doesn't lead to results - sometimes it leads to absolutely ZIP, NADDA, NOT A PRAYER OR A SCRAP.  But my intent is to work towards a paycheck.  Or to build a relationship that will lead to a paycheck.  To be fair, this man has NO CLUE what is going on here.  But I have been put in a very awkward position.  I have to inform him that his RELOCATION COMPANY sucks.  That they shoved him off using the guise of a buyer referral to find him housing.  He thinks they told me he was looking for a rental.  I informed him NOT, but he still didn't understand the issue.  :-/

FREE FOOD

I have gone from Happy Dance to Chin Drag in mere minutes.  There will be no raising of the wine glass this week.  No run to Bi-Lo for special treats.  Certainly no paying of the bills for awhile.

Fortunately, the 'free' table in the office kitchen has been replenished.  I ran out in a mad dash this morning to follow up on my 'referral' and forgot my meager lunch at home.  I shall feast on the benevolence of my wealthier counterparts today!  Add it on top of the chocolates and french fries.

Thankfully, a former buyer called the other day.  The are being RELOCATED!  It's a listing referral.  Still have to wait on a buyer to get paid on it - but work is work.  Opportunity knocks.  Again.  And if he is moving out - someone must be moving in!  My precious ALBEMARLE will be shifting their engineers around again.

I do so LOVE engineers...

Engineers are meticulous clients.  Mini-home inspectors in their own right.  Well qualified to purchase, we spend some fun hours talking all sorts of cool stuff as we drive from listing to listing.  I like to eat their brains, gain all their knowledge.   I also know I will get paid...
So, here I sit....broken hearted...waiting on Ms. So and So Relocation Director to appear in the guise of 'Pretty Marsha' and bring me a qualified buyer referral so I may once a gain go from famine to FEAST!

The 3 R's: Real Estate & Relationships = Referrals

The three R's, fundamental in early childhood education  is easily adapted to the world of real estate.  Real estate builds on relationships and grows into referrals.

An instructor at the real estate school where I received my licensing is still my mentor and dear friend.  He has said more times than I can count and often at times when I would prefer a pity party because of some meanie rather than advice that "real estate is a relationship business".  In other words, suck it up and move on.

There will always be obnoxious real estate agents to bang heads with during a deal.  They make their listings difficult to show, lack the ability to educate their clients, cannot work through a difficult home inspection - whatever.   I try to play nice in the sandbox but it doesn't always work.  Sand is thrown at one another, toys are stolen, and sometimes they run home and cry to mommy (their Broker in Charge). I just KNOW that one day I will face them again on another deal and that old baggage cannot follow me into future dealings.  Some relationships are just plain nasty.  Not an easy way to earn $.  Agents have been known to shy away from difficult contemporaries.  They know from experience their clients don't have a prayer of getting the contract to close.

Agents leave the business, the economy has had a impact on our local board of REALTORS.  While we have leveled off a bit, we are down a good 20% .  Doesn't really break my heart, more for those of us left.  Where do their past clients go?  If I have maintained a decent, workable relationship with one or two - they may send  them to me as a referral!  Or, say perhaps I know an agent in another market - they don't want to travel all this way - or they are WAAAAY far away - Egypt or something, and they know someone in my market who wants to buy or sell a home.   They refer them!  Easy money for them - good money for me too.  A nice relationship.  The tour below is a referral from an out of market agent - GREAT home too!

Imagine $2,000,000 sales price

Personal relationships can provide referral IN-come too through outgoing referral placement.   An excellent source for me has been my ex-husband.  While he relocated from our home, he still remains a source of business for me!  If he can find a way for me to place a referral - he DOES IT!   A friend in Ohio wants to sell - he persuades them to let me refer them to a listing agent in that market.  He wants to buy a garage to store his vintage autos, he calls me and I place him as a buyer referral.

Now, see that little gem on the right (that's his current home).  Say it sells for 2 mil.  I have no clue what it will list at - he has done lots of renovations etc...but just suppose it does.  This lovely little pie chart will demonstrate what kind of fee can be gained.  Keeping in mind the company takes (GASP) 1/2 of the incoming check.  I always appreciate his help - even if the buyer or seller end up not actually doing anything it's kinda fun to say I got the business from my ex.  And when they do close - it's an excellent source of additional income.   Taking that a step further - Mr. Ex-Husband has me place him as a buyer after the sale of current referred listing, in TWO markets.  Things being as they are the income from a sale in Cali will still enable him to purchase a retirement property as well as a primary residence.  That's THREE referrals from one source.   I never left my desk.   He gets to feel good for helping me out - I get to feel gooder as my bank account grows.   The kids don't have to feel their parents are at war.

Why wouldn't I beat my children, family, church members, FACEBOOK friends, past clients, REALTOR pals, absofreakinglutely every person I KNOW for leads?   The income gap between closings for personal clients must be filled.   When it comes to the well known and oft worked 'Who do you know who is interested in buying or selling a home?'  I mean ANYWHERE on this planet.

Lastly, lets revisit that first paragraph and my personal rant about real estate is a relationship business.  While I often have had to 'suck it up' from irresponsible agents, intolerable, demanding buyers or sellers, eventually even they learn sometimes the relationship is with TINA!