TOP PRODUCER TIPS
 
A Newsletter for Top Producing Real Estate Agents
Issue: # 13February 2010 
 

Welcome to Top Producer Tips, a newsletter created specifically for the needs of real estate sales professionals. Each issue contains helpful ideas, techniques and instruction to assist you in your quest to stay competitive and grow your business to the next level.
 

Although the name may be unfamiliar to some of us in North America, feng shui (pronounced fung schway) has actually been an important part of Chinese culture for over 3,000 years.

In essence, feng shui is the ancient art of placement and design that's used to balance and enhance the flow of energy in living environments. Feng shui experts believe that by creating harmony and balance in your physical environment, you'll attract good luck and prosperity in all areas of your life.

So what does this have to do with the office? By following this age-old practice, you could improve your productivity and career prospects as well as enhance your success, creativity and wealth.

If you Work at Home:
Energy enters from the front door, so you should set up your home office in the front of the house to take advantage of the energy flow.
 
Once energy enters the house, it always flows upwards. This means it's preferable to be on the entry level or higher instead of in the basement.
   
If your home office is in your bedroom, hide the office area with a screen at night so that you don't mix energies when you move from work to sleep.
   
If your home office doesn't have a window, brighten up the room with yellow paint, bright lights and pictures of the outdoors.
   
If your home office is in the basement, paint the walls and ceilings bright white. Create as much light as possible with bright lighting. Install a fan to get the energy flowing.
   
If you Work at the Office:
If possible, place your desk in a position that allows you to sit with your back to a wall or corner. This will create a sense of security. If you must sit with your back to a door, hang a mirror in front of you so you can see anyone coming into the room.
   
Avoid placing your desk so that your back is against a window. This position will make you feel as though nothing solid is backing you up.
   
Get rid of the clutter! Reducing clutter will begin to clear away unnecessary items in your life and make room for something new and desirable.
   
Place a medium-sized rug in the center of your office. A deep blue, black or other dark-color rug is like a deep pool of water upon which to rest the eyes and reflect.
   
If you don't have a view of outside from where you sit, hang a plant or a picture of a plant in your line of view to bring the outdoors inside for a calming effect.

Feng shui is more complex than the suggestions outlined above. However, you can use these tips as a simple introduction to this ancient science. Feng shui will help make your workspace more comfortable and even more enticing. If you feel relaxed and at ease in your workspace, creative energy can flow and your overall productivity will improve. If nothing else, you'll simply feel better or more positive while working and you'll reduce the amount of clutter in your workspace.

1. Kirsten M. Lagatree, Feng Shui at Work

 

12 Steps for Converting the Expired Listing Owner

There has never been a better time to have a successful expired listing program. With more properties entering the market and fewer selling there is a demand for an agent who specializes in helping these owners. Here are 12 proven techniques to help you succeed.
  • 1: Get to them first.
    There may be other agents who are working expired owners, don't give them a chance to get to the owners before you do.
  • 2. Discover if they know they are expired.
    Frequently the expired listing owner is not even aware their listing has expired with the current broker. Do they realize their property is no longer being offered for sale?
  • 3. Discover if they still want to sell.
    Are they a motivated seller with a need to sell? If you could help them get the property sold today would they be interested? 
  • 4. Get them screaming.
    Expired owners are feeling angry, frustrated and confused. Your job is to help them vent these feelings so they can feel better about their circumstances and focus on getting the property sold.
  • 5. Get an appointment to meet face to face.
    Unless it's an out of town seller no seller is going to list over the phone. Get an appointment to meet face to face as soon as possible.
  • 6. Why do they think it didn't sell?
    What are the reasons the seller feels the property didn't sell? It's important to discover what the seller thinks because these concerns need to be addressed before they will move forward.
  • 7. Have a great listing presentation.
    What are the 15 reasons the seller should choose you and the 50 reasons the seller would want to choose your company.
  • 8. What are 5 things that kept the property from getting sold?
    Find at least 5 things you feel were not done to maximize the sellers exposure. Was there a bad picture on the MLS? Were the comments not exciting enough? It is very important that you find at least 5 things that should have been done differently.
  • 9. ALWAYS ADJUST THE PRICE!
    There is no property on the market today that would not sell if it was priced right. The seller is in a competition with many other sellers, if they want to win that competition they must make their property price attractive in the marketplace.
  • 10. Guarantee your services.
    One of the seller's biggest concerns is wasting time with an agent who does not do what they say they are going to do. Offer the seller a guarantee of your services and put in writing what happens if you do not perform.
  • 11. Plan for staying in touch with owner.
    Most expired listing owners will list lack of communication with their agent for the reason they want to change agents when their listing expires. Explain to the seller your plan of when and how you will stay in touch during the listing period.
  • 12. Work yesterday's, 30, 60 and 90 day expireds. 
    Some expired listing owners need time to evaluate their plans and are not ready to relist for several months. Working previous expireds will help you pick up some of these owners.
Bill Fields Training Systems is one of America's leading real estate training, coaching and seminar companies. Focused on positive growth through inspired education and leadership. Our entire team is committed to helping individuals reach their maximum level of personal and professsional productivity and helping companies to achieve market dominance and profitability.

Bill Fields Training Systems
800-438-4579
In This Issue
Feng What? The Essentials of Feng Shui
12 Steps For Converting the Expired Listing Owner
12 Steps to Boost Your Self-Esteem
Quick Links
 
Bill's thought for the month.
 
If you want to do better you have to feel better. As adults, we can choose the messages we accept or reject. Here are 12 steps for helping you boost your self-esteem.
 
STEP #1
Stop putting yourself down. You can't develop high self-esteem if you repeat negative phrases about yourself and your abilities.
 
STEP #2
Don't compare yourself with other people. There will always be people who "have more." Measure yourself based on what you are capable of.
 
STEP #3
Don't hang out with a negative crowd. When you are surrounded by negative people who put you or your goals down, your self-esteem is lowered.
 
STEP #4
Use daily affirmations to raise your level of self-esteem. Write out some affirmations such as "I am the most valuable player in my life", and "If it's to be it's up to me." Carry these with you and repeat these statements throughout the day especially at night before you go to bed. 
 
STEP #5
Make a list of your past successes. Include major and minor victories that have made you feel good in the past. Read this list often.
 
STEP #6
Make a list of your positive qualities. Are you honest? Hardworking? Helpful? Write down at least 10 positive qualities you posses. Don't dwell on your percieved inadequacies review this list instead.
 
STEP #7
Accept all compliments with "thank you." When you reject a compliment, the message you send yourself is you are not worthy of praise.
 
STEP #8
Invest in self-help audio tapes, audio CD's and books that will dominate your mind with positive thoughts. Remember if you put garbage into your mind your mind can only put garbage out for you.
 
STEP #9
Take care of yourself. You can't have high self-esteem if you don't have enough respect to take time to take care of yourself by eating right, getting regular exercise and the proper amount of rest.
 
STEP #10
Get involved in doing things you love. Self-esteem flourishes when you are engaged in activites that you make you feel valuable.
 
STEP #11
Be true to yourself. You must live your own life not the life others or circumstances have decided is best for you.
 
STEP #12
Take ACTION! When you take action-regardless of the ensuing result-you feel better about yourself.
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