success: IS IT JUST ME? - 05/18/09 04:16 AM
Dear Top Performer:
Is it just me or is there an amazing amount of pure drivel posted on Active Rain? I went through the Featured Blogs the other day. I don't think there was one original thought or idea shared. I would love to know who decides to these blogs should be featured. Even worse than the articles are the comments. An article truly stinks and then 50 people line up to say how great the information is. Somehow the bar must be raised in real estate. The top left corner of my screen reads 146,830 members. I wonder what people … (9 comments)

success: NO GUTS.... NO GLORY!! - 05/12/09 02:13 AM
Dear Top Performer:
Tomorrow I am giving a talk to a group of Realtors in our local area.
I thought you might enjoy the notes from my talk. Hopefully they will inspire you to reach a little higher today!!
DO YOU WANT TO BE GOOD OR GREAT?
Do you want to endure the frustration of not producing at the level you want and know you are capable of….OR….Do you want to take the risk of being successful?Taking the risk of being successful involves many things including:1.    Taking the time to get really clear about what you want.2.    Building a strong connection … (3 comments)

success: ARE YOU TAKING THE RISK OF BEING SUCCESSFUL IN YOUR REAL ESTATE BUSINESS? - 05/05/09 03:28 PM
Dear Top Performer:
You have taken the risk to get into this business....ARE YOU TAKING THE RISK OF BEING SUCCESSFUL IN THIS BUSINESS?They are two very distinct risks.Let's start with why you got into real estate in the first place. If you are like most agents the following three factors entered into your decision:1. You wanted to make money.2. You wanted to be your own boss.3. You wanted to enjoy a sense of freedom in the work you do.So far.....How are you doing with each of these 3 goals?If I look at our local board of Realtors on the Westside of … (1 comments)

success: BEST EFFORT OR RESULTS - WHICH DO YOU CHOOSE? - 04/20/09 08:06 PM
Dear Top Performer:
 
The legendary runner Steve Prefontaine felt the purpose of every race was to test the limits of the human heart. He was more interested in seeing how far he could push himself then he was in winning. He knew he could win some races without giving his best effort. For him a victory without giving your best effort was no victory at all.This past week the UConn Women's basketball team ended a perfect season. They went 39-0 and won the Women's NCAA Division 1 Basketball Tttle. There were some great thoughts in Sports Illustrated describing this accomplishment.First...Do … (0 comments)

success: HOW WOULD YOU DO IN THE FOLLOWING 10 SITUATIONS? - 03/25/09 12:41 AM
Dear Top Performer:
Here are 10 important situations you are facing in your real estate business. In many ways your skill at handling each of these situations will determine how much money you are going to make this year.
How would you do in each???
1. Talking to any person, anytime, anywhere... about real estate..... without feel pushy!! 2. Figuring out which prospects are real and which aren't so you know where to spend your time and energy. 3. Being able to go deep and wide with people to find out what they will and won't do. 4. Vending Opportunity™ on … (0 comments)

success: VERY IMPORTANT ECONOMIC NEWS RELATING TO REAL ESTATE.... - 03/23/09 02:11 AM
Economic Notice
Due to recent budget cuts and the cost of electricity, gas and oil, as well as current market conditions and the continued decline of the U.S. economy, the Light at the End of the Tunnel has been turned off.
We apologize for the inconvenience.
As soon as we have a better time frame for resolving this issue…
We will get back to you.
Sincerely,
Management
(0 comments)

success: DO YOU WANT TO DO A DEAL TODAY OR TOMORROW? - 03/18/09 03:06 AM
Dear World Class Performer:Which of these two approaches best describes what you do in your real estate business?Approach #1 - You get a lead and you do everything in your power to try and convert that lead into an actual deal.Approach #2 - You look for the one's who will and let go and/ or avoid the one's who won't.I think most agents feel if they can do the "right thing" or say the "right thing" in a given situation they can get someone to do a deal. Personally, I think this attitude is pervasive in this business. Look at your … (0 comments)

success: SAMPLE EXPIRED LETTER..... - 03/09/09 10:11 AM
Dear Homeowner:
THERE IS A SPECIFIC REASON EVERY HOME DOES NOT SELL AND….
THAT REASON IS NOT ALWAYS PRICE!!
There are many reasons a home doesn’t sell. Sometimes the reason is very obvious, other times not so obvious. Without question price is a very important factor however not the only reason a home sells or does not sell.  Other factors include staging, marketing, market conditions, agent skill and experience, communication, and timing. All of these elements are critical to any successful sale.
THERE IS A BIG DIFFFENCE BETWEEN LISTING A HOME FOR SALE AND…
 SELLING IT!!

At  _______________ we understand this difference. The key is knowing … (2 comments)

success: The Top 15 Questions to Ask Any Prospective Seller - 03/08/09 06:01 PM
Here are the Top 15 Questions For Prospective Sellers1. Do you absolutely have to sell?2. Are you looking to get a certain price for your home?3. What price are you hoping to get? 4. What happens if you cannot get that price?5. Do you understand that no matter where you price your home, Buyers may still offer less?6. Do you understand if you try and leave room to negotiate, there is a high likelihood you will not receive an offer?7. Do you understand that pricing your home is more focused on where the market is going vs. where the market has … (0 comments)

success: SOME NEW SELLER SCRIPTS.... - 03/05/09 07:55 PM
Here are two scripts for sellers....
Offer Negotiation...
The home is listed at $1.5mm. The buyer's final offer is $1.3mm. The seller owes $1,000,000. They are resisting taking the offer. Agent: "You have the option right now of having a check in your hand for $300,000 in 30 days OR.... Or you can wait to have a check in your hand for a much less amount at some point in the future. Which is a better choice for you?"
Pricing...
Agent: "If you want to attract real buyers.... you have to price your home like a real seller."
Check out http://www.100daychallenge.ning.com … (0 comments)

success: WHAT EVERY SELLER NEEDS TO CONSIDER PRIOR TO LISTING THEIR HOME... - 03/05/09 01:53 PM
Dear Mr. & Mrs. Seller: Here are some factors you must consider in making your decision to list your home for sale: 1. I only encourage people who absolutely have to sell to be on the market right now. 2. If you are looking to get a certain price for your home you are going to have a very difficult time selling your home. 3. In most circumstances you are NOT going to get what you are hoping to sell your home for. The suggested list price I am going to recommend will most likely make you sick to your stomach. … (1 comments)

success: STEP 3 IN GOING FROM GOOD TO GREAT - ASKING LOTS OF QUESTIONS!! - 07/24/08 08:58 PM
Dear World Class Performer:So far in our series of going from good to GREAT in your real estate business and diving into the five cornerstones of the Deal A Week Production Dynamic we have talked about URGENCY and INTERACTION. For more information on this program I invite you to visit www.100daychallenge.ning.com.Urgency means you make your career just this week. Imagine how different you would work if there was no such thing as next week or next month or next year? What if you truly only had this week to do a deal, the next 7 days and nothing more? Would you … (3 comments)

success: STEP 2 IN GOING FROM GOOD TO GREAT - TALKING TO LOTS OF PEOPLE!! - 07/22/08 09:56 AM
Dear World Class Performer: "Don't work... NETWORK!!" Fred Wilson In my blog yesterday we outlined the first step in going from good to GREAT.....URGENCY - Making your career just this week. The second cornerstone of the Deal-A-Week program is INTERACTION. Once you enter the day with the firm belief that you can talk to someone today..... that will lead you to a deal today.... it is time to start talking!! As a real estate professional... your job is to talk to people all day long about real estate. Opportunity is your calling card and your daily goal is to connect people … (3 comments)

success: STEP 1 IN GOING FROM GOOD TO GREAT - MAKING YOUR CAREER JUST THIS WEEK!! - 07/21/08 11:29 AM
Dear World Class Performer:
We define great in real estate as selling a home or more each week. We believe this is a very doable goal. To help each of you achieve that goal and more we have put together a program called The Deal-A-Week Production Dynamic. If you go look at my blog titled, The Second Half of the Year Officially Starts Today... you will see the entire program outlined.
The five cornerstone concepts of the Deal-A-Week Production Dynamicp are: 1. Urgency 2. Interaction 3. Inquiry 4. Veracity 5. Opportunity Today we are going to discuss Urgency. When you bring … (4 comments)

success: THE BEST THINGS IN LIFE ARE USUALLY SIMPLE. REFLECTIONS OF A MEGA PERFORMER!! - 07/19/08 12:45 PM
Dear World Class Performer:
Yesterday I sat down with one of my top clients. He has already closed over a million dollars in commissions this year and has over $200 million in active listings with several big sales pending. He was sharing with me some of his basic philosophies about business. I hope all of you take to heart these simple thoughts knowing the best things in life are usually very simple....
1. My job is to make sure my clients are happy.2. It is not my job to make decisions for my clients. Instead I must educate them so they can make the … (6 comments)

success: A MESSAGE FOR ALL TIMES... DON'T GIVE UP.... DON'T EVER GIVE UP!! - 07/17/08 12:48 AM
Dear World Class Performer: 15 years ago the sports world lost one of its true gentleman, Jimmy Valvano, to cancer. Jimmy V as he was known, coached in the college ranks for 19 years including winning a national championship in 1983 as the head coach of North Carolina State University. Right before he passed away he gave a speech at the 1993 ESPY awards to announce the creation of the Jimmy V Foundation for Cancer Research. Today on ESPN radio they had an auction to raise more money for this venture.I highly encourage everyone to check out the video of this speech … (1 comments)

success: CAN YOU REALLY BUY "MAGIC IN A BOTTLE" FOR YOUR BUSINESS? AND IS $1295 THE CORRECT PRICE? - 07/15/08 01:49 AM
Dear World Class Performer:I may take some heat for this but why not?? This blog is not an indictment of any person or any training program. It IS an indictment of the idea that magic exists in a bottle!! I played four years in the NFL and played in one Super Bowl and I can tell you without question that I did not get there without a lot of study, sweat, bumps and bruises, practice, great coaching, determination, and hard work. All the stuff you hear about and know about. All the stuff that begins to sound like a cliche over … (0 comments)

success: DO YOU KNOW YOUR NUMBERS?? - 07/11/08 09:50 AM
Dear World Class Performer: Part of your success in this market is being a "market" expert. So I want to give you a pop quiz. For the markets you cover... Can you answer the following questions? 1. What is the median sales price of homes sold in your market? What % up or down from a year ago? 2. What is average days on market for a listing sold? 3. What % of the listings that sell... sell within the first 30 days of being on the market? 4. How many active listings are on the market right now? 5. How … (0 comments)

success: WHAT NO WILL ONE WILL TELL YOU RIGHT NOW CONTINUED.... - 07/10/08 10:00 AM
Dear World Class Performer:
Picking up where we left off in my blog of July 9th....
If you are going to ssurvive and hopefully thrive in this new market....
I would share the following thoughts with you...
Realize today is the only day you have and today is the only day you can sell a home. You can’t sell one yesterday. It’s gone. You can’t sell one tomorrow because it isn’t here yet. You can only sell a home today. Stop waiting and hoping for your potential buyers and sellers to come to their senses. They are not going to…. YOU … (2 comments)

success: WHAT NO ONE IS TELLING YOU RIGHT NOW IN YOUR REAL ESTATE BUSINESS.... - 07/09/08 02:07 PM
Dear World Class Performer:At the risk of sounding too direct in this article…I want to start with the following background information….I want everyone to know that there is NEVER a lack of opportunity, only a lack of awareness and action. Opportunity is everywhere. This is a universal truth whether you believe it or not. My intention today is to wake you up to the realities of this market. “Getting to your truth opens you up to reality. And reality is the only place where anything can happen.” Fred WilsonAs a former linebacker in the NFL, I know what it means to … (1 comments)

 

Steve Shull

West Los Angeles, CA

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