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Lessons on Leadership From The Brian Buffini Show

John Quincy Adams once said, “If your actions inspire others to dream more, learn more, do more and become more, you are a leader.”

As the host of The Brian Buffini Show podcast, I’ve had the pleasure of interviewing leaders across many industries to hear their stories and get their best advice. Once a month, Dermot Buffini, CEO of Buffini & Company, sits in to interview business leaders in the real estate industry. Between the two of us, we’ve interviewed several legends who have inspired people to dream, learn, do and become more. Here are a few standout leadership lessons:

Take control of your time. According to Dave Liniger, co-CEO, chairman and co-founder of RE/MAX, work will expand to fill the time, regardless of whether you work eight hours or 18 hours. In fact, he says, “If you’re going to work 18 hours a day, you will end up a failure.” Instead, focus on two or three areas where you see major results for your business and use the rest of your time to recharge and enjoy other interests that will allow you to learn things you can apply to your business.

Strive to be above average. Although it’s not difficult to sell homes in a hot market, an agent’s skill is tested when the market slows. “In order to make it big, you have to do more than the average agent,” says leading real estate trainer Rick DeLuca. He follows the advice his father gave him when he was struggling in real estate: 1) target your activities; and 2) write down what the average agent does, then do more than that to be above-average.

Lead by example. Walter Schneider, president and co-founder of RE/MAX Integra, the largest brokerage within RE/MAX, says, “If you’re going to be a leader, behave like a leader.” It’s up to the leader to set the tone of the business by exemplifying the ideal habits, attitude and skills he or she wants to see in their agents. Additionally, become well-versed in the tasks and responsibilities of the company. “Don’t hand down to other people the things you’re not prepared to do,” he says.

Provide value. Whether you’re connecting with clients or networking with others, provide ongoing value to help build your relationships. According to Dr. Ivan Misner, networking expert and founder and chief visionary officer of BNI, “Networking is more about farming than it is about hunting.”

Cultivate a positive attitude. Fill your mind with the good stuff, set goals and plan how you will handle challenges ahead of time. Tom Ziglar, son of motivational speaking legend Zig Ziglar and CEO of Ziglar, Inc., says, “A positive attitude will outperform a negative attitude every time. When you look at the upside and downside of taking the right approach, there’s no justification for taking the wrong approach.”

Never stop learning. According to leadership expert Brian Tracy, research shows that most people feel their life is fixed. By investing in yourself through books, seminars, podcasts, etc., your life becomes more fluid. “If you don’t invest in yourself, you’ve subconsciously decided that you personally have no future.” The more you attend seminars and grow, the more you will transform your life.

Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story. After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches more than 25,000 business people across North America. Today, Brian’s a New York Times best-selling author and reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast.

For more information, pick up a copy of his latest book “The Emigrant Edge,” or visit www.buffiniandcompany.com.

For the latest real estate news and trends, bookmark RISMedia.com.

The post Lessons on Leadership From The Brian Buffini Show appeared first on RISMedia.

Are You a Proactive or Reactive Thinker?

As we learn to better build for the future, our minds often shift to what we need to do today to pay our bills next week or even next month. The difference between the proactive thinker and the reactive thinker is simple. The reactive thinker responds to urgent needs and is constantly focused on the very next transaction. The proactive thinker realizes that to have real success, real growth and a sustainable business, they must plan and execute their strategic plan with a high level of precision 90, 120, 180 and even 365 days in advance.

In helping multiple teams grow to exceed seven-figure incomes, it’s become clear that the difference between these exceptional performers and those who seem to be stuck is their ability to think, plan and execute today on the activities that will generate the desired results a year from now.

The key to success is found by using the following tools or systems to execute at a higher level:

  1. A Business Plan
  2. Agile Project Manager
  3. My Perfect Week Scheduler
  4. Daily Success Habits Tracker
  1. The WSS Business Plan focuses on building out four specific pillars of income. Many agents and brokers focus on one pillar and put all of their eggs in that basket. If an agent tells me that 90 percent of their business comes from referrals, I high-five them and tell them that their business will quadruple when we add the remaining three pillars. It’s important to understand that no more than 25 percent of your income should come from one single pillar.
  1. The Agile Project Manager used by these high performers is the most amazing tool I’ve ever used to help me prioritize important projects and get clarity on what to focus on next. By using Agile, we have the ability to bring up new ideas while staying focused on our priorities. Agile is as much about tracking projects and tasks as it is about managing your business and your team.
  1. My Perfect Week Scheduler is our way of time-blocking as we lay out our perfect week. The thought process behind this tool is to schedule the things that are most important first, such as family activities, prospecting, role playing and time to work with clients. Once you’ve laid out your perfect week, schedule activities when you have set time aside to do them. This discipline of time-blocking will give you more free time and allow you to truly focus on what’s important in your day. Remember, schedule family activities first in order to intentionally create the life you desire.
  1. The Daily Success Habits Tracker (DSH) was created for those who desire personal accountability and a measuring tool to see how they’re actually doing in relation to what they had laid out in their perfect week. The goal of the DSH is to allow the client and their coach to see exactly what’s being done each day, as well as the results of those activities. Once we have the data created by using the DSH, we’re able to help the client refocus and spend time doing the activities that will generate the greatest return on their time investment.

To become a proactive thinker, start thinking in advance and learn to execute. Download these tools for free at WorkmanSuccess.com/Proactive

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com. To hire Verl to speak at your next event, email events@verlworkman.com.

For more information, please visit www.workmansuccesssystems.com.

For the latest real estate news and trends, bookmark RISMedia.com.

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Ask the Expert: What Are the Best Ways to Design Real Estate Postcards?

Today’s Ask the Expert column features Steve Bunker, president and CEO of RealEstateCalendars.com.

Q: What are your best tips for designing real estate postcards?

A: As any successful real estate professional can tell you, the fact that 95 percent of home shoppers start their journeys online is old news. These same real estate professionals can also tell you just how important it is to complement your online marketing efforts with successful offline marketing tactics.

Part of that involves postcards.

Are You Doing Postcards Right?
If you don’t have an eye for design, it pays to use a real estate postcard template that’s already proven successful. However, if you choose to design your own, make sure you’re including all the right elements.

What Does Every Real Estate Postcard Need?
Master marketer Ed Mayer says the 40/40/20 rule applies when you’re sending out real estate postcards. That is, 40 percent of the postcard’s success depends on getting the right audience; 40 percent depends on your offer; and the remaining 20 percent is all about your design.

That’s why it’s so important to get the design right the first time. At the very least, you need:

  • Your company logo
  • Your contact information
  • An attention-grabbing headline
  • Crisp, clear graphics
  • The right typography
  • Enough white space
  • The right colors
  • Information that’s beneficial to the recipient
  • A great call-to-action

The most common headlines you will see on real estate postcards include Just Listed and Just Sold. But you don’t have to limit yourself to these. Get creative and incorporate headlines that match the season or any upcoming holiday. Recipe postcards are another great idea.

You want a font that’s clear and easy to read while conveying your professionalism (yes, we’re looking at you, Comic Sans). That being said, studies have shown that harder-to-read fonts make things more difficult to learn, but easier to remember. Bodoni MT was one of the subjects of a Princeton University study, and information written in this font was more easily recalled than information written in a font such as Arial.

You still have to offer readers a reason for writing, and that’s where the information comes in. Convey what you need to say in a few short sentences (or less) so that you don’t bore your readers, but instead entice them to pick up the phone and call you or visit your website to learn more.

For more information, please visit www.realestatecalendars.com.

For the latest real estate news and trends, bookmark RISMedia.com.

The post Ask the Expert: What Are the Best Ways to Design Real Estate Postcards? appeared first on RISMedia.

The Social Success Formula: Inform, Engage…Repeat

Triple_Play_2017_session“Information and connectivity is needed more today than ever before,” said RISMedia President and CEO John Featherston while speaking at the TriplePlay REALTOR® Convention & Trade Expo in Atlantic City, N.J. last week. “Social media is a form of communication that allows you to reach your clients and prospects with information, and enables you to stay at the center of the transaction.”

Featherston’s comments opened the panel discussion, “How to Drive Better Results from Social Media,” held on Dec. 4 and attended by more than 300 members of the New Jersey, New York State and Pennsylvania Associations of REALTORS®. Featherston was joined by Co-Moderator Charlie Oppler, broker/owner, Prominent Properties Sotheby’s International Realty, and panelists: Ken Baris, president, Jordan Baris, Inc. REALTORS®; Scott Lauri, owner, ERA Central Levinson; and David Rickel, regional manager/senior vice president, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.

The panel shared strategies for maximizing social media to better connect with clients and prospects, as well as build and reinforce relationships with their firms’ agents. Recommendations ran the gamut from investing in programs to automate social media with engaging, relevant content to being sure to like and comment on agents’ posts.

Whatever system you choose to put in place, Oppler recommended that brokers and managers not attempt to tackle social media on their own, but bring in the necessary help. “Be willing to delegate,” he advised. “We hired a head of digital marketing, and an assistant. Agents are often embarrassed to ask questions, so we brought in three interns over the summer to have one-on-ones with agents on social media.”

Baris stressed that an effective social media effort must be multifaceted. “You can’t just post another listing—that gets stale. You have to say something unique about the listing—point out the incredible kitchen or say it comes with a pool for $5…you just have to buy the rest of the house for $850,000. This creates more interest and draws people in.”

“The idea,” added Baris, “is that you should be in people’s minds so that when they’re ready to buy or sell they’re already thinking about you.”

According to Baris, social media is also a great way to show your chops as a local expert. “Make yourself localized,” he said. “Instead of being the diner that sells everything and posting about the entire market, post ‘See the 21 homes for sale in my neighborhood where I rock.'”

Lauri agreed. “Social media needs to be tight local. Talking about the subdivision is better than talking about the town.”

Lauri also uses social media to promote his firm’s Open Houses by posting them as events on his business page. He also strongly suggested testing what you’re doing on social media. “Tweak it and run it again—try long descriptions, short descriptions. You have to constantly be reviewing what you’re doing.”

Rickel deploys social media to build relationships with not only his own agents, but agents at other firms, as well, congratulating them on their various “rock star” achievements. “This has given me a great relationship with agents both inside and outside the company—but it has to be sincere. If you don’t have a passion for it, you shouldn’t do it.”

Social Missteps
Almost as important as the suggested strategies were the social media mistakes shared by the panel. Be sure to stay away from the following:

  • Be wary of posting political or humorous (to you) content. As Baris said, “Every action has a reaction. For all the people who like what you post, there will probably be just as many who don’t.”
  • Don’t put your whole life out there. “Keep in mind who’s looking and watching,” said Oppler. “You might not want to post your Friday night party experience.”
  • “Be careful sharing articles from national media outlets,” said Featherston. “You may share an interesting article from the Washington Post or Fox News, but the article landing page might have advertisements for your competitors.”
  • Don’t replace personal relationships with social media relationships. Spend time with people, said Oppler, who visits his 12 offices every week.

Social Magic
While panelists shared a wealth of big picture approaches, they closed with some of their favorite, hands-on tips for succeeding with social media:

Charlie Oppler: Make sure you’re reading the comments people are making on your posts. “There may be someone you haven’t talked to in 2-3 years and this is a great chance to connect with them again.”

Scott Lauri: Follow up on leads. “Social media is one of the places where you can reach leads.”

Ken Baris: Share important and interesting content and make it fun. “Don’t just show a picture of the house you sold—show a picture with the people you sold it to standing in front of the house.”

David Rickel: Don’t waste money. “I bought an expensive Nikon camera—but my smartphone is as good as the best camera, and I can share the photos on social faster.”

John Featherston: Use social media to be in front of clients and consumers on critical issues. “It’s to your benefit to be the purveyor of great, accurate information.”

To learn more about RISMedia’s social media solution ACE (Automated Content Engagement), visit ace.rismedia.com.

Find more social media strategies, tips and trends in RISMedia’s Social Skills series.

Maria Patterson is RISMedia’s executive editor. Email her your real estate news ideas at maria@rismedia.com.

For the latest real estate news and trends, bookmark RISMedia.com.

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Reputation and Patience Key to Success in Luxury Market

Allie_Beth_AllmanIn the following interview, Allie Beth Allman, founder and president and CEO of Allie Beth Allman & Associates, a member of Leading Real Estate Companies of the World® (LeadingRE), in Dallas, Texas, discusses the advantages of LeadingRE, the luxury market, marketing and more.

Region Served: Dallas and North Texas
Company Founded: 2003
Number of Offices: 2
Number of Agents: 350
Best Advice for Agents Starting Out in the Luxury Market: Don’t expect anything instantly. If you’re not willing to give it your all, you will not make it.
Key to Real Estate Success: Being ethical. I don’t care if you lose money—but don’t lose your reputation. You only have it one time—if you ruin it, you can’t get it back.

How would you describe current market conditions?
The million-dollar-and-under market is very active, and up to $3 million it’s active. Over that, people are resistant.

What are the biggest challenges in serving the luxury market?
The biggest challenge is finding the buyer. You must have patience, and you have to hang in there a long time, sometimes a couple of years. The stakes are high, and you really have to make the seller understand what’s happening in the marketplace.

What are some of the most unique things you’ve done in terms of marketing?
We have a good rapport with the person at the Dallas Morning News who does all the real estate stories. They call and ask for all sorts of information since they know we cover all the high-end properties. Since January, our firm has been responsible for selling the majority of high-end properties in the area.

How does being part of Leading Real Estate Companies of the World® benefit your firm?
One really wonderful benefit of being part of the network is that they’re international. Even though we don’t get many international buyers, everyone wants to know that their house has been advertised internationally. Another thing I really enjoy about LeadingRE is the cooperation with other brokers. Everybody is very generous in sharing their ideas, and I feel honored to be a part of it.

How would you describe your firm’s culture?
We’re really family-oriented. People will leave the company and then come back to us because they didn’t experience the same caring attitude elsewhere. We really support the community and are very involved. We always emphasize that you have to give back. We had one agent whose house burned down, and the team immediately started a campaign online, raising $24,000 overnight.

How do you maintain balance in your busy life?
Real estate is my hobby! I’m not a golfer or tennis player, but I do love what I do. And what I love most is the amazing and wonderful people I’ve met over the years who have become friends. That’s the biggest reward you can have in any business.

For more information, please visit www.leadingre.com.

Maria Patterson is RISMedia’s executive editor. Email her your real estate news ideas at maria@rismedia.com.

For the latest real estate news and trends, bookmark RISMedia.com.

The post Reputation and Patience Key to Success in Luxury Market appeared first on RISMedia.

For Your Holiday List: 4 Great Ways to Treat Yourself

‘Tis the season! A time of reflection, thanksgiving, connecting with family—and refreshing after a busy year.

For real estate professionals, the holidays are an ideal time to thank buyers and sellers for their business and support. It’s also important to reward yourself for a job well done— and here are four great ways to do it.

  1. A Big Event
    I have long encouraged real estate professionals to attend some sort of industry event—at least once, if not regularly. You truly don’t know what you’re missing until you experience an energized real estate gathering for yourself.

Take the RE/MAX R4 Convention, for example. There’s something for everyone, no matter your niche or interests. You can find education on virtually any aspect of real estate, discover your motivation and network to your heart’s content. More than anything, there’s an undeniable energy to events like this that can add a new spark and recharge your career.

And to think…just one idea, one connection or one lead could set you on a completely different course in your career—or, at the very least, cover the cost of attending.

  1. A Breather
    Taking a time-out is something that comes naturally to some more than others. The stress of what’s often a seven-day-a-week profession can take its toll on one’s health, relationships and business. It’s important not to burn out. Simply stepping back and fully unplugging for a few days (or more) can work wonders.

Whether it’s a full-on vacation or a few days at home, turn off the computer, ditch the phone and engage in activities with people outside your work sphere. Doing this enables you to rediscover your passions, appreciate loved ones and friends, and enjoy a fresh perspective on your business when you return.

  1. Something New
    In the law of life, one thing’s for certain: Repeating the same routine day after day yields the same results. Whether you’re a top producer or striving to become one, breaking into the next production level requires breaking habits and trying something different.

In need of ideas? Here are a few to get you started: Explore a new area of business (new construction, luxury, commercial or global properties), join a team, start a blog, commit to more engaging and meaningful social media posts, record a series of podcasts, join a local real estate board, create and post a video highlighting your business, or up your PR game by reaching out to news outlets with story ideas or your industry expertise.

The trick with any new idea is to stick with it. The greater the commitment, the greater the impact.

  1. A Nice Upgrade
    Treat yourself. It is the holidays, after all. What is that one thing you’ve always had your heart set on? Maybe a new iPhone. An office renovation. Additional support staff. A wardrobe upgrade. New computer, perhaps? Go for it! Just remember to keep it realistic and in your budget.

On behalf of the RE/MAX network, happy holidays and all the best in 2018.

Geoff Lewis is president of RE/MAX, LLC.

For more information, please visit www.remax.com.

For the latest real estate news and trends, bookmark RISMedia.com.

The post For Your Holiday List: 4 Great Ways to Treat Yourself appeared first on RISMedia.

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