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Pat Zaby
Pat Zaby is the creator and founder of Seminars and Systems, its software and its courses. Pat has been in real estate since 1968. Being a REALTOR®, he understands the needs of today’s real estate agent better than any other product developer.
Seminars and Systems offers a comprehensive suite of products that transforms Microsoft Office into a powerful real estate specific contact management system. The Marketing Library CD Collection consists of Respond, The Marketing Library, Companions and Making it Make Sense. These programs transform MS Outlook, Word, Excel, and PowerPoint into dynamic, information laden systems that not only tell you what to do and when to do it but also give you the already created marketing pieces you need.
Seminars and Systems offers two excellent one day classes (good for CRS credit). The first, Marketing with Microsoft Office, unlocks the power of Microsoft Office to run your business. Create postcards, printed presentations, and flyers in Word, convincing presentations in PowerPoint, financial information in Excel, and manage your email and contacts through Outlook. The second, System Driven Sales, encourages the real estate professional to employ systems in their business that create steady production with increasing success.
For more information on Pat and his programs, go to http://PatZaby.InternetCrusade.com
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I, too, agree with Toastmasters and Dale Carnegie.
Often I am asked how I broke into speaking. My answer is, "By doing it for free." As Saul says, practice, practice, practice! I would get up at 4 a.m. and drive three hours to present to the "Benevolent Society of One-Eyed German Shepherds" for cold scrambled eggs, greasy potatoes, and not even expenses - practice, practice. Then after two years and more than 60 presentations, I got a call and I was in a pissy mood. So off the wall I said, "I would have to have $300 to do that," and they said, "OK." And my brain went - ding ding ding ding ding!
Now for pointers on how to become proficient:
1) Know your topic.
2) Know your audience. I missed this one once with 340 CPA's - My topic... Creativity, well that was painful. `,-0
3) Have an open. Comedy is the toughest open to do - and telling someone else's Joke is NOT a good idea.
4) Timing - not only how long, but when - nothing like teaching Marketing to an Association of Independent Carpet Cleaners - after dinner and open bar. OUCH!
I've spent 30 years learning about timing. I teach timing to other instructors, I've written on timing, I coach other speakers on timing, I practice it each time I go out, and yet, there are volumes to learn. Some of the best: Johnny Carson, Ellen DeGeneres, Charlie Rose, and Jack Benny.
5) Use your third eye - now that's a long email in itself, but bottom line, monitor yourself and others from outside of yourself.
6) Breathe - breathing and breath control demonstrates confidence, and smoothness. It creates a calming acceptance from the audience.
7) Dance - stationary speakers standing behind a podium are for funerals (not mine please), besides a moving target is harder to hit with a tomato.
8) Speak to the Room - not just those in the front row. As you dance, give everyone in the room (randomly) eye contact. Speak to both sides of the room and from both sides of the stage. Stage - anything at the front of the room before two or more people. Next time you are in an audience, watch for speakers who only talk to or from one side.
9) Have and use VISUALS! Words on a screen are not visuals. Rubber Duck is not a visual, a picture of a Yellow Duck Bath Toy is. There are hundreds of other lessons on Visual Presentations, most include the term, "Less is More".
10) NEVER turn your back to the audience and read the visual! In Hawaii this October, the room was set for 700 people and it was packed. It was set up with my computer at the back of the room, stage left. I could barley see it, let alone pick up clues as to what it said. I elected to leave it as to change it would delay the already time-filled program. I, therefore, had to turn my back to the audience to see which slide was up. BAD FORM (but good critiques).
So in New Orleans at NAR when I had the same unacceptable setup, I said, "STOP IT!" and made AV change the setup. Well, they did, but, the two screens were fuzzy and glitchy! (Critiques were generally good and it was the number one selling CD. However, there were lots of comments on the poor visuals even though the audience was aware of the situation.)=20
Lesson, when you have the choice of turning your back to the audience or glitchy screen, choose turning your back.
11) Repeat the Question! This accomplishes three things: One, it gives the person asking the question the ability to correct it if you heard it wrong or they said it wrong. Two, it gives you time to formulate an answer. Three, and most important, it lets the audience hear what was asked!
12) Have FUN! If you don't, they won't.
Keep Smiling,
Rossi, Certified e-PRO Trainer
Speak2Me@RossiSpeaks.com
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I was most fortunate to be able to attend one of Brian Buffini's workshops
last month in San Diego. Here is a guy who has great energy, and more
importantly, a proven method for generating real estate business. The fact
that he doesn't believe in cold calling sparked my interest. I'm sure there
are many of you, like me, who are not particularly fond of that activity.
His "business by referral" philosophy makes total sense to me, so much so
that I've started following his plan. Has anyone out there been using his
approach? Has it made significant improvements in you business?
Susan Willerth, Realtor
Susan.willerth@longandfoster.com
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Recently a client of mine was dealing with a sticky situation; she just sent me this follow-up email that I wanted to share with you.
“Persistence pays. We got the house for their original offer price and with the seller paying my commission! I even got a "good job" and 2 handshakes from the seller!”
Rich Levin
Rich Levin’s Success Corps inc
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You have to believe in yourself, too. If you look at our Hierarchy of Success you will note that Self Confidence and Self Esteem are the foundation for your entire business and life. Now I have clients who are extremely successful and although they portray an immense amount of self confidence, some of their behavior clearly indicates some levels of insecurity. This combination is rare. Usually low self esteem leads to low productivity.
In the past week I was reminded of this with two clients who are struggling. I picked up from their language that they had lost confidence in themselves. So, I told them the two basic affirmations that we teach as foundational to your confidence. They are:
“I like myself unconditionally.”
“I completely trust my own judgment.”
A quick note, repeat these last thing at night and first thing in the morning. Repeat each until you can say it clearly without any “buts”. In other words, no I like myself but I wish I were making more money. Or, I trust my own judgment even if I am not doing as much business. Keep repeating each affirmation until you can say it and there is no additional thought. It is just “I like myself unconditionally.” “I completely trust my own judgment.”
You will find that increased confidence seeps into every aspect of your life.
Rich Levin
Rich Levin’s Success Corps inc
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Damn I hate situations that are just tough. Check out this e-mail from a client of mine in the mid west.
Dear Rich,
Do you have any suggestions? I have been working with a family that has two handicapped children. They put in an offer on a FSBO with me.
The house is vacant. The seller renovated it and put about 190,000 in... it still needs work.
The house is listed for 599,000. We made an offer of 600,000 and closing in March. He had agreed previously to pay a 2.5% commission.
He claims to have another buyer although it doesn't sound like they have come back with a better offer. He countered our offer at 611,000 with a closing date of Early February and changed some other minor things.
We have come back with an offer of 600,000 but now he says his net is too low if he sells at 600,000. So we have given him until 1 pm tomorrow and I spoke to him today after I had faxed the offer to him two days ago and he said he hadn't looked at it yet!
I know he is playing games but I really don't want the buyers to lose the house because of my commission.
BTW, I sold him his current house. It was negotiation that almost killed me that time. These buyers are ready to walk away if he doesn't agree and he is so full of himself and his negotiating skills that he probably will walk away too, even without another buyer.
This is a very strong client of mine and a very strong Agent who sells over a hundred homes a year. I am sure she will put it together. I share it with you so you can see that even the strongest Agents have tough deals every year, deals that test their skills, test their patience, test their tempers, and more. You certainly understand.
Please know that you have the admiration and respect of this coach who is humbled by your commitment and your efforts to this career that provides you with more opportunity for success and more freedom than any career on earth.
Rich Levin
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Among the options Realtors have to spend money, are the myriad of 'how
to improve your business' seminars and mentoring services. Larry
Kendall's 'Ninja Selling' has had a strong influence. SSG has recently
been to town and given an inticing intro to their services. Has anyone
had experience of SSG's mentoring program?
Stuart Kuzminsky
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Just back from a four city tour, it seems obvious that there is a lot of need out there for good coaching and intelligence on all the topics around assistants, buyer specialists and teams.
There are a lot of Agents in the country who are doing really well, selling forty and fifty or more homes. On this tour in every city Agents came up to me and said some version of this. “Rich I am making good money. I am selling fifty homes a year. But I see Jim over there and Don and Sally and they are selling a hundred homes or more every year. I am generating leads like crazy. I have web marketing handled. I have a twelve lot subdivision I just listed last night. I know that with the right help I could be doing more than a hundred deals a year. I feel like the sky’s the limit if I could build the right team.”
The conversation usually goes on something like this.
“Rich, I have had two assistants and they just don’t work out. I have had people working with my buyers and they just waste most of the leads I give them.”
I would like to tell you in a few paragraphs within this Blog how to design the right job description for your best administrative person, then tell you how to find them and hire them, then how to compensate, motivate and supervise them. I’d like to tell you in a few paragraphs how to structure a winning relationship with a buyer specialist. As you might have already imagined and guessed, it is not that simple.
When I help someone build a successful team it takes understanding their business. Creating a job description that compliments the Agent’s strengths and weaknesses. Then we have to advertise and locate that assistant. We work with you on reviewing resume’s and conducting phone interviews. We do DISC behavior assessments on the final candidates before you do personal interviews. We help you structure checklists and teach you how to conduct regular accountability meetings to monitor progress and ensure success.
That all has do be done in coaching. Although, I am working on putting it all into a CD product, that will be available after the first of the year. If you are registered for the Success Club at RichLevin.com you will get information when it is available.
For now I just wanted to share with you either that what you are experiencing is being experienced by lots of others around the country. Or, what you can look forward to as your business builds. Or best of all, congratulations on solving these tough issues without our help.
Rich Levin
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 Rich Levin
Rich Levin is a dynamic nationally known speaker with an extensive background in Real Estate sales and management with over twenty-five years of experience in training and coaching.
Rich owned and operated the number one Real Estate office in Rochester, New York for well over a decade where he was honored with the Sales Master award. During this period Rich accumulated a wealth of information and knowledge in a broad spectrum of areas. He applied this information with his twenty five years of practical experience and talent for training and coaching thus establishing Rich Levin’s Success Corps.
Rich’s work is transforming the Real Estate Sales profession at core levels through his “whole business approach”. His methods change the way Agents conduct day to day business from planning, prospecting and presenting to marketing, quality service and building highly successful teams.
Rich has served on the Board of Directors for the New York State Association of REALTORS. He has been a feature speaker at annual conventions, including The National Association of REALTORS.
Rich wrote the curriculum for all new Agents for the Greater Rochester Association of Realtors. Rich’s clients include Agents and Brokers from Realty USA, GMAC, Coldwell Banker, Re\max, Keller-Williams, Century 21,ERA and large independent companies.
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