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...

Just call Tina didn't mean YOU!

Real estate is not a service industry.

So many try to make it into one.  Granted we ARE expected to deliver service.  We do enjoy helping people when we can, but there is a GOAL in place with that.  It's business. We are working or growing our business.     You will find real estate identified as a business or industry on most pull-downs for surveys etc.  

As you may have read last week I was the duty agent for 1/2 a day or so.  Now that is a complex role, task, assignment whatever you want to call it.  Answering calls about listings, financing, buying and selling is what we do, with a GOAL in mind!  To identify people who are buying or selling - or thinking about buying or selling real estate.   We like talking about real estate, not always with future clients, often it's just with friends, family or colleagues.  It's all good.

I had someone call in asking about commercial properties (remember?) the two that couldn't be found in MLS.   She was a fast talker, knew what she was looking for - very specific.  Gave me her cell, direct line and email address.   I took all of that, it was a contact - no biggie.  It might, might not lead to something.  I did some small work - figured I'd ask around and if it produced - fine.  I wouldn't kill myself on it - if the listings were available I would call her back.  From there we would go to financing and time lines etc.

Well HELLO!  She actually called back later that afternoon.  Did you find anything? - (no sorry).  She threw some other maybes at me - do you have anything like so and so...time for me to look a bit deeper for something that will fit.  I asked her, are you a REALTOR? Oh noooooo, she is not a REALTOR!!  She is a consultant for a developer.  She is finding commercial property for a developer.  uh huh.   I am thinking perhaps she is a wife or girlfriend?  Deliberately vague as to what she is actually doing.

I did a bit of research, emailed her some details on a potential opportunity, 'Would this work...'?  Oh yes, it might at that! (I did not send her the property address or MLS #)  She was responding nicely, just so appreciative.   Would I have some time so she and I get together and preview it on Monday, go over things so she could tell her developer about it?

hmmm...

Time to really nail this one down.   Lets try this again... are you a real estate agent?

Dead silence.  For two days.

First thing Monday morning she emails 'I am not a REALTOR, but I am working the developer as a client'.   Who is the listing agent so I can call him?  

I see.

Google the words real estate consultant.  They sure look like licensed real estate agents to me.  

So, I checked.  She is not licensed in the state of SC.  But she is consulting/offering advice as to the purchase of commercial property to a someone she calls CLIENT.  Someone actually hired her?

I GET IT NOW (see below) ...she is #1  Consulting a REALTOR and then advising her developer client (how silly of me).  I wonder how SHE gets paid?

con·sult

 [kuh n-suhlt; kon-suhlt, kuh n-suhlt]verb (used with object)

1.

to seek advice or information from; ask guidance from: Consult your lawyer before signing the contract.

2.

to refer to for information: Consult your dictionary for the spelling of the word.

3.

to have regard for (a person's interest, convenience, etc.) in making plans.

4.

Obsolete . to meditate, plan, or contrive.

verb (used without object)

5.

to consider or deliberate; take counsel; confer (usually followed by with  ): He consulted with hisdoctor.

6.

to give professional or expert advice; serve as consultant.

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!