motivation: Networking Works!! - 02/27/08 09:28 PM
I've long been an advocate of Networking and expanding your knowledge of others and others knowledge of you.  That's the main reason I write on-line articles, joined Active Rain, LinkedIn, and numerous other blogging sites.
My recently published book "How To Sell More Homes and Increase Your Income" has been a full time marketing effort. Between this and still being an active and high producing Home Seller and Training Others, time has been slim.
...how about that for blatant self-promotion!
In any case, over the course of the last month, all these efforts have started to reap some benefits.
In January, my book was featured in Realtor On-Line … (5 comments)

motivation: Do people REALLY want to imrove or Justify current actions? - 02/14/08 12:13 PM
Do people inherently want to improve themselves or do people seek confirmation for their actions and views?
Being somewhat of an idealist, I like to tell myself that all people want to better themselves, but the things that I see with my eyes and hear with my ears tell me that people simply seek comfort from others that their actions and beliefs are correct.
This is a question that I think of often especially when I am engaged in training programs or offering tips of advice.
Is it the fear of trying something new and not succeeding, the stubbornness of changing a habit or … (8 comments)

motivation: Who wants to play...Lets Make A Deal! - 01/17/08 02:11 PM
These days we are all bombarded with the "experts" saying less than flattering things about OUR Business.  Comments like, "don't buy", or "make sure you get a good deal" are everywhere. 
Even many people in OUR own profession, imply to their clients you can and should get a "deal."
"THE DEAL" is EVERYWHERE!!
Now, all of our clients and potential clients have been trained to think "deal" first, "Home" second. 
TIME TO CHANGE!
Get back to the HOME!  Get back to the REAL Buying Motives! 
Unless you are an investor, you are not going to buy a home, just to have one.  You are … (8 comments)

motivation: Are YOU Boring your clients with stats and numbers? STOP! - 01/15/08 09:26 PM
A few days ago, a guy walked into my office with his wife and a friend.  I didn't have the opportunity to spend much time with him as I was writing another contract at the time.  However, I did politely excuse myself from the contract to introduce myself, as I went to leave my office to greet them, my assistant had already been speaking with them and was on her way to show them some homes.
As I walked out into the lobby area..before I could say a word, the guy said, "Did you used to work for (insert home builder name) … (19 comments)

motivation: Why People Buy Homes...or Anything Part 4!! - 01/14/08 09:08 PM
Finally, here is the 4th part of the 4 part series of WHY people buy homes!!  The Real Reasons!!
Read Part One Here!
Read Part Two Here!
Read Part Three Here!
REMEMBER!!!  People Buy on Emotion, NOT Logic!!
Buying Emotion 10
Finance: 
Ex:  What is the Short-Term price / cost situation of the home?  What is the down payment?  What is the earnest Money?  What does it take to get into the home?
The key here to remember this.  If the buyer mentions the need for certain items, don't discard them.  Ask them, "Why is that important?"
The answer you get will tell you everything you need to … (3 comments)

motivation: Why People Buy Homes...or Anything Part 3 - 01/10/08 11:31 AM
Okay, here is the 3rd part of the 4 part series of WHY people buy homes!!  The Real Reasons!!
Read Part One Here!
Read Part Two Here!
REMEMBER!!!  People Buy on Emotion, NOT Logic!!
Buying Emotion 7
Privacy: 
Ex:  Is there a gated entrance to the community?  Do the buyers need a corner homesite or one that does not back up to another home?  Is the community away from the city?  Is the Master Bedroom away from the secondary bedrooms?
The key here to remember this.  If the buyer mentions the need for certain items, don't discard them.  Ask them, "Why is that important?"
The answer you … (5 comments)

motivation: Why People Buy Homes...or Anything Part 2 - 01/09/08 10:22 AM
I've been so busy, my Blogging has lagged behind....
This is the 2nd part of a 4 part Blog series related to the REAL reason people BUY HOMES!!
Do you take what buyers tell you at face value?  Or do you Find the Real Emotional Buying Motive?
If you missed Part 1....CLICK HERE.
REMEMBER!!!  People Buy on Emotion, NOT Logic!!
Buying Emotion 4
Romance: 
Ex:  Do the buyers desire certain home features such as a fireplace in the master bedroom, jetted tub, etc..
Perhaps they desire a nice secluded location that is quiet and private.
The key here to remember this.  If the buyer mentions the need for certain … (11 comments)

motivation: Why People Buy Homes...or Anything Part 1 - 12/30/07 08:35 PM
As many of you know, there are many different reasons that people buy homes.  The key to gaining more sales is understanding and identifying these reasons early in the process.
During my time in Real Estate, reading books o' plenty, attending seminars, writing my own books, and basically just studying the way people react to different questions.  I have come to the conclusion that there are 12 basic buying motives.
This will be a 4 Part Post discussing THREE of the 12 Buying Motives in each.
ALL 12 of these reasons are Emotional!!  People Buy on Emotion NOT Logic!!
Buying Emotion 1
Convenience:  This is a … (8 comments)

motivation: What do you do at crunch time? - 12/17/07 09:48 PM
This blog entry is somewhat inspired by Elizabeth Nieves call to action to help another Active Rain member in their time of need.
Elizabeth's natural instinct upon hearing of the awful circumstances of Melissa's family was exactly that...Natural. 
No hesitation. 
No internal conflict.
No "I wonder if I should" thoughts.
So I pose this question.  What is your natural reaction in crunch time?
Do you hesitate? 
Do you step up and make the play (sorry for the football talk...for non sports fans)
Or do think, "someone else will do something."
I remember when I was in college.  I was driving home from school, when directly in front … (6 comments)

motivation: Do you believe the "Experts" about the market? Read the TRUTH! - 12/13/07 10:56 AM
For those that believe the 'Experts" (media) have any idea what they are talking about regarding the state of the Real Estate market, I have complied a list of quotes from the last 60 years...this is just a small sample.
Enjoy!
"The prices of houses seem to have reached a plateau, and there is reasonable expectancy that prices will decline."
-Time Magazine 1947
"Houses cost too much for the mass market.  Today's average price is out reach for two-thirds of all buyers."
-Science Digest 1948 (Average Price at the time: $8,000)
"The goal of owning a home seems to be getting beyond the reach of more and … (10 comments)

motivation: Curious.....How Many Homes do you Show? - 12/10/07 10:06 PM
When you have a client that is ready, willing, and able to buy a home, how many homes do you show?
Do you show 3....5......10......15.......20........?
While involved in New Home Sales, I would regularly see Realtors bring in their clients after long grueling days of looking.  While asking questions, I would typically find out that they had been looking for weeks, sometimes months to find a home...WOW!
After building rapport with them, I would go right into asking them what is important to them.  Not the cosmetic stuff, but the stuff that is actually important.  How do you use the home?  Where do you … (24 comments)

motivation: Be Different. Be Excited....It's Contagious!! - 12/10/07 08:42 AM
"You never achieve real success unless you like what you are doing."
-Dale Carnegie
I have sat down and talked to some of the most successful people in many different types of businesses and asked them all the same question.
If you could pinpoint one thing that has contributed the most to your success, what would it be? The resounding answer almost always comes back the same.
Enjoyment.
To be a true success, more often than not, you need to enjoy what you are doing. You have to actually like showing up at the office each day. We all refer to our sources of income … (14 comments)

motivation: FOCUS is the KEY to SUCCESS!! - 12/06/07 09:37 AM
 
Harnessing your creative thoughts is a very exciting process.  This is where you will take your new ideas and begin to shape and mold them into real possibilities. 
As new ideas begin to pop into your head, write them down as they occur.  Otherwise, you may lose the moment and forget the journey that your brain was taking you on.   Start to carry a small notepad with you wherever you go, at work, in your car, to a restaurant, you never know when a new idea may enter your mind.
Have you ever had those moments in life where you had a sudden … (16 comments)

motivation: Creating Creativity to Increase Your Success!!! - 12/05/07 09:23 PM
 
Throughout our hectic and busy lives we have many thoughts and ideas that pop into our heads.  You are an information source for other people much like a computer is.  We all have valuable knowledge that we need to share with others.  How do you tap into it? 
Think about how many conversations and signs and just general information is thrown at you throughout your day.  For most of this, you have your filter in high gear, meaning if the stuff you are hearing is not of interest to you or does not concern you, it remains low on the radar … (15 comments)

motivation: Now That Is WOW Service!! - 12/04/07 08:44 PM
 
This was one of the Articles I sent out this month for my Monthly Newsletter.  I thought I would share it with you.  If you would like view the rest of this months articles, you can sign up here.
If you would like the Magical Secret of Success, today is your lucky day.  If you spend any amount of time racking your brain trying to figure out how to....
Sell More of Anything....Including YourselfGain Referrals!Get a Pay RaiseIncrease your prospect trafficImprove your Sales Conversion RateHave More FriendsEnjoy a Happy MarriageMake a Positive Impact on someone else's lifeGuess what?
GIVE WOW SERVICE!
Not okay service or "satisfied" service.  Not … (16 comments)

motivation: Time is Ticking, it's Decision Time!! - 12/03/07 09:04 AM
If you were told from the time of your birth that you had one goal to accomplish in your life and everyday from that moment you were constantly reinforced of this goal and every action taken was in direct relation to getting closer and closer to this goal, would that make an impact in your life?
Let's say that your parents decided that you were going to be an Engineer.  So from the day they brought you home from the hospital, you were told about being en engineer.  As you grew older, you were given models to put together and puzzles to … (8 comments)

motivation: How Committed Are You? - 11/28/07 03:01 PM
As I think about the different choices we make and how we decide what fork to take on the road of life, 'The Road Less Traveled" keeps popping up in my mind.  I can't seem to shake this title.  As I thought about the meaning behind these words, I began to reflect on my life. 
I thought of how life is full of so many choices and opportunities and how we hold the key to each door that we choose to open.  I thought back to the decisions that I made, and those that I didn't.  As I write this, I think … (43 comments)

motivation: I'm in the Rejection Business........and Loving it! - 11/26/07 08:37 PM
 
I just noticed a similar type post about being in the Rejection Business as I was typing this up.  Kind of funny!
I just took the below excerpt from my book.  I started doing this early in my career for motivation to keep making the calls.  Hope this helps!!
Allow yourself a block of time each day to make all of your prospect phone calls. Don't schedule anything else during this time frame. You will need to be focused and energetic during your phone calls. If you are smiling while you are talking, your prospects will feel the energy.
Conversely, if you are fatigued … (20 comments)

motivation: Want More Referrals..............Take Care of Your Current Buyers - 11/25/07 08:52 PM
 
Take advantage of your happy customers.
Allow them to help you gain more sales.
Do you keep in contact with your buyers after they move into their home? Average producers have no more contact with their buyers after they close. They receive their commission check, heave a sigh of relief that they closed, and are content to move to the next prospect.
What a waste of time.
After investing anywhere from two weeks to eight months with a happy buyer, to let them simply disappear into the sunset is wasting a valuable resource. It is basically like flushing money down the toilet.
Have you … (10 comments)

motivation: What would you be doing if................... - 11/24/07 10:19 AM
 
What would you be doing if you were told this was your last year to live?
Would you continue to wake up as you do now and go about your daily business in hopes that the outcome would change?
Would you go into a shell and hide?
Or would you start doing today what you have always dreamed of?
Do you have a Dream or a Goal that you keep tucked in the back of your mind.  A goal that scares you just a little bit when you think about it for too long.  Something that you want so bad that you can visualize yourself … (24 comments)

 

Curt Fletcher

aka "The Likeability Guy"

Fort Worth, TX

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