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Jerry Rossi describes himself as is a “Thought Artist, Edutainer, Humorist, Lifestyle Motivator, Bon Vivant & Coach. Known simply as Rossi, he holds the CRS, e-PRO, GRI and MMI designations. For more information on Rossi and his courses, go to http://www.rossispeaks.com
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Joeann Fossland is an energetic and passionate real estate professional whose mission for her clients to experience JOY, EXHILARATION and ABUNDANCE in their lives and careers. She holds the e-PRO, GRI, MCC, PMN and RECS designations. For more on Joeann, got to http://www.joeann.com
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Tony Martinez has been involved in the sales and marketing side of real estate since 1987. With a casual style, a little bit of humor and a straight-forward approach to showing others how to use the Internet to their advantage, Tony is a popular draw across the country. For more on Tony, go to http://www.REWebSolutions.com
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Are you a new agent looking for ways to jumpstart your career? Or maybe you’re a veteran real estate professional seeking advice on taking your career to the next level. In either case, finding the right advice is critical in achieving your goals. This site was created as a way to facilitate the exchange of ideas and secrets to success. After all: “No one is as smart as everyone.”
To submit a post, send an eMail to CoachingCorner@RealTownBlogs.com
To receive the Autoresponder, send an eMail to CoachingCornerAR@RealTownBlogs.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
I am using the free version of SPAMfighter for private users.
It has removed 2234 spam emails to date.
Paying users do not have this message in their emails.
Try SPAMfighter for free now!
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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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One of the REALLY powerful things I do with all of my Team, including my mum who has been licensed 33 years now, is a de-brief after every
encounter. In my business, an encounter is a pricing/listing appointment or an offer presentation or a showing appointment that I attend or at the closing of a transaction.
I give them a few sheets of paper with the following questions:
1 - What is the one most important thing you learned throughout this
encounter. Be specific.
2 - What are the next 3 most important things you learned throughout this encounter. Be specific.
3 - What one thing do you think you could have done better? Be specific.
4 - What one thing do you think you did best? Be specific.
5 - Any miscellaneous comments on your performance in this encounter?
6 - 10 only apply if Chris was there.
6 - What one thing did Chris do really excellently? Be specific.
7 - What were the next 3 best things Chris did? Be specific.
8 - What could Chris have done better? Be specific.
9 - What is the one most important thing you learned from observing Chris? Be specific.
10 - What is the one thing you will implement in your part of our business that you learned from this encounter that will have the most positive impact on our business? Be specific.
These are awesome questions that I have been asking for the last 18 months of my team members. Most common responses:
1 - On their performance - I need to shut up and actively listen,
repeating what people say to be clear on what they have said.
2 - On Chris's performance - He has a real mastery of communicating with people, knowing the words to say to steer them where he wants the
appointment to go. He also knows the value of silence and uses it very
well.
So, if you don't have a coach, or even if you do, give this approach a
try. Make an agreement with a friend in the office to go over your answers to this type of question, and make sure you answer them honestly.
Trust me, it won't be long before you see your business really soar!
Newell
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I suppose a coaching program would be worthwhile giving a student
confidence and communication skills. But, it doesn't give any real estate skill.
IMO, that's better gotten in continuing education and transaction after transaction after transaction.
A great communicator doesn't a better real estate agent make. One of the risks of
coaching programs for any sales job is that the student becomes a "fast talker". They are a real turn-off.
Lenn Harley
*****************************************************************
Uh oh Lenn - I find I have to disagree with you....
Everyone has strengths and weaknesses. Coaches help develop your strength and minimize your weaknesses.
We are a successful team - but we are adding a coach in the near future
(1-2 months). We need help on a few issues that we are not strengthening ourselves - that's why we are bringing in an objective third party (the coach) to learn about who we are, where we are now, where we want to be and to help us get there.
Accountability is paramount.
Top business people all over the world utilize a coach - so do successful businesses, sports personalities, actors, etc.
Coaches will specialize - Tiger Woods coach does the following: makes
sure that every single time TW swings, that he doesn't deviate from the swing he is supposed to do - no matter the weather, how tired he is, how down he might feel that day, etc. Yes, it's for a sports specific action, but it is easily transferable to other actions.
TW was at the top of his game - he then decided, with a COACH, to
completely change his swing. He dropped down while he was practicing, but his goal was to be even better - this coach knew what would help him be better than ever.
The coach helped him stay focused, kept him accountable to practice
practice practice. TW was very successful, he didn't NEED to change ANYTHING. But, TW felt he could be better - so he brought in this coach.
Lenn, you may think coaches are worthless - but they really aren't - the Realtors who have made the biggest strides in their businesses and lives probably made them with the assistance of an 'accountability partner' aka a COACH.
Your spouse/friend/business partner doesn't know how to guide you - only support you - and more often than not - these types of accountability partners do not work out.
Christina Ethridge
christina.ethridge@nidt.com
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I was a poster-boy for Craig's stuff, and I think I went to 9 of his
conferences. Last time I went, he had just started doing a split
conference so that the 2nd and 3rd day repeat attendees could go to a
more advanced level of the presentations.
As with any conference, I found it was a case of what you put in is what
you get out. Some of the ancilliary service providers were somewhat
costly, but they all integrated seamlessly with Craig's stuff.
I remember meeting Dave Huey from SOAR MLS at one of the first
conferences. I was the second Canadian customer for them, after Craig,
and yes, it was expensive ($1250 US a month for SOAR, IIRC), but they
were the only option.
I would definitely go to a couple of them if I had bought the initial
system, as it takes the whole system to another level.
The coaching was $1500 a month when I took it, and it was an excelent
investment. 6 or so years later, I still refer back to those notes and
session audio's.
Chris Newell
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Sandi Holmquist said, "Read your note and just wanted to add yet another
fantastic coaching company. Brian Buffini and Company - awesome coaching
and accountability system!! There right with you for continued support and
success in your business - whatever it is!"
AND, you will not believe the assembly of coaches who have donated
products and services for the Web Women Giving Circle "Take An Agent To The Top"
REALTOR Raffle: Joeann Fossland, Bernice Ross, Karin Hanna, Stuart
Kaufman, Darryl Davis, Kelle Sparta, Patti Kouri, Molly Gordon, Jim Casey, Matt
Ferrara, Dave Beson, Robert Siciliano and more!!!
http://caremoregivingcircle.realtownblogs.com/coaching/
There are coaches to make you more productive, coaches to help you with
your business planning, coaching to Get Your Sphere in Gear, coaching to help
you find balance in life, coaching for safety, tech coaching, and even
nutritional and wellness coaching!
I don't think it gets better than that! And imagine that raffle tickets
are only $20!!!
http://www.joeann.com/wwcgprizes.htm
Frances Flynn Thorsen e-PRO, RECS, REBS
Fran@TheREALTYgram.com
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Marti Ridriguez said: "I found Darryl Davis Power Agent coaching program very effective. For starters, they team you up with a Coach who works in and is well versed in a similar market as you. This was awe some because you don't get stuck with someone who doesn't understand your market and may try to give you advise that just doesn't work where you are. They kept me focused and accountable to my goals."
Darryl Davis is an excellent trainer. He is also a generous sponsor of the Web Women Giving Circle "Take An Agent To The Top" Raffle. Darryl has donated $777 worth of prizes!!
http://caremoregivingcircle.realtownblogs.com/wwgc-sponsor-spotlight/darryldavis10152006
Frances Flynn Thorsen e-PRO, RECS, REBS
Fran@TheREALTYgram.com
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I'm about to enroll in Brian Buffini's Clubnet Coaching system for about
$400 per month. However, I am feeling sceptical. If anyone on the network
is using a coach or used one, could you provide a testimony of your
coaching experience or give a referral?
Marcus Bruno
MBruno@HousingPG.com
Marcus,
I've been coached in the Buffini system and just recently quit. In the
interests of full disclosure, I've also trained as a coach and so believe
in the overall process.
I believe that coaching, at its heart, is about someone holding you
accountable for the things you say you want to achieve. Some people are
great at holding themselves accountable. Some people have partners,
spouses, friends, etc. who can do that for them. But for many people an
outside coach with no hidden agenda is a great way to go.
I'm not sure of the necessity for a one year commitment and have mixed
feelings about that. The Buffini organization is great and I've never had
an interaction with them that didn't impress me. But for a lot of people
who are looking for specific focus in one area, if you're really motivated and
focused, a year may be more than you need.
Just my two cents!
Julie Emery
http://www.JulieEmery.com
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The Web Women Giving Circle, founded by Coach Joeann Fossland, is a group of
real estate (and other) professionals that is raising $100,000 for CARE this
year. CARE is a humanitarian relief organization that does a remarkable job
across the world.
We are sponsoring a raffle, "Take an Agent to the TOP" featuring several
prizes with a combined value over $40,000. The Grand prize includes a
Community Publisher Web and Blogging platform from Blogging Systems valued
at $8,500, a full year of coaching with Master Coach Joeann Fossland, lots
of training CDs, virtual assistant services, and more. The Grand Prize value
alone exceeds $22,000.
There are also valuable premiums for ALL TICKET PURCHASERS!!
The drawing will be held November 18 in Tucson, AZ.
Tickets for the Raffle are $20 each. You can check the premiums and prizes
here and buy tickets online:
www.joeann.com/wwcgprizes.htm
Only 6,000 tickets were printed. You can buy them online or contact me off
list for tickets.
Have a great day!!
Fran
Frances Flynn Thorsen
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What is a reasonable price for a coach or mentor to charge. We have someone here charging $5,000.00 to join their coaching club. Is this normal nationwide or as I assume it is on the high side.
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Great question! Since anyone call call themselves a coach, what is really important is not what they charge but what you get (sounds a lot like an agent's job in demonstrating why they are worth their fee, doesn't it?)
First-there is a big difference between mentoring and coaching.
Mentoring is like consulting, where a more experienced (hopefully) agent shares their methods and actually does training with you.
Coaching is a co-partnership that is more about a personal approach to helping you use the skills and strengths you have to create the best business.
Since each person is unique, this is different for everyone. Many programs that are calling themselves coaching are really just training programs in the the methodology of the company that has created them. Nothing wrong with that, but it really is just training.
And, then for the cost question, you'll find lots of choices, but for coaching that is quality, personal coaching, the $350-$500 per month range is probably "average."
I would be cautious at signing up for something with a contract for a length of time that does not allow an "out" if you are not compatible with the coach. The fit with personalities and needs is one of the critical pieces. Make sure you can interview 1-3 different coaches before choosing the one who feels right to you.
Also, do some interviewing of people using the coaches of the company you are interested in or ask about the companies on the listservs.
The International Coach Federation ( www.coachfederation.org ) is the ethics and credential ing body (like NAR for us) for coaches. Membership or a designation ( PCC or MCC) would be an indicator of a trained coach with ethical standards.
Warm Regards,
Joeann Fossland ePRO,GRI, PMN,
ePRO Certified Trainer, Master Certified Coach
RELAXED Real Estate for MAGNIFICENT Agents!
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Aloha,
I am excited and honored to be sharing the stage with Linda Lingle, Governor of Great State of Hawaii, for the opening session of the Hawaii Association of REALTOR'S Pacific Rim Real Estate Conference "Discover A New Day". On October 11th at 9:30 a.m.! I'll be presenting "Stop It a Two Word Solution to Marketing.
This topic come from the pages of my new (first book) book, "DOG EAT DOG & Vice Versa: 9 secrets to Put the Bite into Your Marketing" that will debut at NAR. I've pre-sold 20,000 copies and I'm just a little thrilled! Wow, it's a magic carpet ride.
I hope to see all the Hawaii e-PRO's at the conference as Saul and John will also grace the Islands
with there presence. I can't wait to see everyone there...
Mahalo nui loa and Keep Smiling,
Rossi, Certified e-PRO Trainer
ROSSI Speaks, inc.
Edutainer, Humorist, Coach, & Bon Vivant
E Me mailto:Speak2Me@RossiSpeaks.com
See Me http://RossiSpeaks.com
Call Me 919-846-6333 / 800-722-7543
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I want to comment about the post about Brian Buffini. It is my understanding that Brian used to be a student of Joe Stumpf and his By Referral Only program (see http://www.byreferralonly.com) but then quit that program, liberally copied lots of it, and started his own thing. Since I don't attend Brian Buffini's program, I can't say that for sure, but I do know that he is a former student of Joe's.
I have just spent the last two days in intensive By Referral Only coaching (called the Main Event) and this guy is awesome. Many of the experienced people there said that By Referral Only changed their lives -- they have doubled their incomes and work only 35 -40 hour weeks with 8 weeks of vacation a year and NEVER WORK WEEKENDS! The program is extraordinary and is values and character based. The company has a complete web-based solution for CRM and goals tracking that they recently spent millions of dollars to develop-- I ditched Top Producer within a few minutes of seeing what By Referral Only's tools could do.
I'll keep everyone posted on my results with this program, but I am VERY pumped up -- this is what I've been looking for in a coaching program, and the price is reasonable compared to others I've checked out. Check it out yourselves!
Lauren Perreault
lauren.perreault@southbaybrokers.com
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Any pros/cons on Mike Ferry's Superstar Sales Retreat?
As always, thanks in advance!
Sally Hardman
**********************************************
Sally,
I spent about 5 years in and/or doing the Mike Ferry seminars and Superstar conferences. I learned a great deal and it helped me increase my business. This was before wonderful advances in technology, before websites, before RealTalk or e-Pro. I was in one of his original Mastermind groups of top producers. The best part of that group was traveling around to the other members locations and doing our own little weekend - learning how the other group members ran their business, what worked for them, etc. It was a fantastic sharing of information that was invaluable to me.
Mike has his own style. I tried doing things the "Mike" way. I decided that I had to make adaptations to his suggestions - ones that fit my personality and general character make-up.
In my opinion, attending or participating really just depends on you. Do you need a change? Are you new in the business? Do you want to learn how to potentially grow your business? Needless to say, there are tons of products available to buy. It is a great place to network and nothing beats
a face-to-face opportunity. I have no regrets. Good luck on your decision!
Sue Mazzucco
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