Tapped Resources?

CAUTION THE VIDEO LINK BELOW CONTAINS EXPLICIT LANGUAGE. IF YOU ARE SITTING AT A CUBICLE OR NEAR THE FAMILY TURN DOWN THE VOLUME ON THE COMPUTER. THE POWER OF THIS MESSAGE FAR OUTWEIGHS THE SINGLE EXPLICIT WORD FOUND IN THE VIDEO PLEASE ENJOY AT YOUR OWN RISK. 4 Minutes 30 Seconds to 4 Minutes 38 Seconds is CAUTION ZONE PLEASE ENJOY THE REST OF THE CLIP!

 

Contacts Made: 8 (tue) 16 (wed)

New Apts Set: 1

New Apts Had: 1

2^nd Apts. Had: 0

(transition apts)

Yes to KW: 0

In Transition: 0

Joined: 0

No: 0

Undecided: 1

 

 

Needs Delivery?: Buyer Urgency & Leverage

Handwritten Notes: 0

 

Personal Education: Shift – Aha’s there is ½ the units available per agent in todays market compared to 3 years ago…. From roughly 14 to roughly 7.

 

Aha’s/Blurb: Dissecting Life Long Learning

 

I had a conversation yesterday about leadership and life long learning. It was said in this conversation that a resource for growth was tapped. What does that mean? At what point do you tap a resource for education? I’ve been struggling with this statement… we master a model then add creativity to improve upon it. If that truly is the path to success can we tap a resource or is it our responsibility to build on the concepts? I guess a great analogy is when the student becomes the teacher right? The reason I struggle with this is I am teaching CAMP 443 (18 sessions of foundational sales/customer service concepts) in November and most objections to enrolling in the course will come from “That resource has been tapped!” meaning that the prospective student has taken the class at least once before. Now, “How good am I at that?” becomes the first question that we have to ask ourselves to open ourselves up to learning.

 

So let’s say that I mastered every piece of the resource… the model. What do I do? Look at the resource in a different way to start. Take CAMP 443 and pretend you are a buyer sitting in the course hearing what an agent is going to do for you. From the buyers perspective what would you like, what wouldn’t you like? Now take it again as a Seller and ask yourself the same questions. Another technique is ask yourself how can I take that concept to the next level? Who can help me see this in another light? Let’s pretend that you are washing a car and mastered the task of washing a car. Clearly you are the master, and what if the thought of mastery is a limiting belief itself. I get the soap, the sponge, the towel to dry and the hose….my technique is perfect so how do I improve? What if I found a way to keep the car clean? The problem with my perfection is that I’m still doing the task….who could I get to do it for me? Can I figure out a way to get my soap for free?

 

In real estate we master pricing objections to obtain a reasonable list price. I have mastered these scripts, there isn’t a list price objection that I can’t handle. Then one day I thought what if the seller didn’t care what price I listed the home at? I found that solution and now I don’t need any proper pricing scripts that I mastered. It truly is up to us to remove our limiting beliefs, we cannot tap a resource only master it’s content and add our own creativity.

 

Yours in lifelong learning,

Brett Boettge – KWTL MADISON CROSSROADS

Learn “Shift”!

Good evening-

I’m so excited to be able to share with you the greatest opportunity in real estate since the MLS. Keller Williams Realty is poised for the greatest period of growth in it’s history, and our strategy is simple. We provide the highest level of support for the least amount of money. I write tonight to give you the opportunity for 45 minutes of my time in the format of a business consultation. I want to show you what your business would look like applying the tools and systems of Keller Williams Realty including the “Shift” strategies. I trust that if in 45 minutes I can provide value to you, you would consider our company when you do outgrow your current business model. If you truly believe that we have no value to provide to you, it makes sense to stay where you are at and I will be the first to tell you that. It is a high honor to be invited to be part of the KW Team and once you see the value we provide and commit to our high standards of professionalism, educational requirements and value system we can pursue further a business relationship. Bold isn’t it, a blog invitation to a real estate company with HIGH standards.

This is what we are looking for: Aggressive and social agents, you see it is my experience that you have 2 options for success in this market. The first is to dial for dollars by being aggressive and run a prospecting based, marketing enhanced business. This would be a business focused on FSBO’s, Expireds and other NON-MET lead sources. The second is to be so well connected that you can purposefully implement a strategy of succeeding through people. Your relationships are strong enough to sustain a referral & repeat business in this market. If that describes you or you have that potential I would love to show you how to take your unequal share of the market! Now there is also a third kind and this is a combination of the two. You are well connected and aggressive… that is the natural sales person with charisma and a certain level of style and perceived “luck”.

Why? That is the question that most are asking today isn’t it? The answer is I have no idea why you would look at another firm. For some it is to net more money, for others it is to provide greater service to their clients, the point is you have to answer that question. I can tell you this is that 1% of the population actually flourishes and they don’t ask why, they ask WHO. Who can help me get to the next level? Who can help me earn more income? Who can help me build into my life what I have been missing? Who can help me discover what I really want? Who will open doors I have always viewed as closed?

It starts with a date, a business consultation to see if we really are that solution for you. As a wise business person does it really make sense to limit your opportunity? Is your fear of change greater than you desire for more? Send an email to TheNextLevel@kw.com to receive a set of consulting questions, once complete we will meet, and decide where your business lays and where to go from there. Regardless of the outcome of the meeting your dedication to our industry will earn you a FREE “Shift” book from Gary Keller as featured in the above video. So if you ever wondered “What if….” now is the time to have that questioned answered. Email me today at TheNextLevel@kw.com to get the ball rolling!

Sincerely,

Brett Boettge
KWTL – Madison Crossroads
608.661.7000

The NEXT Level..

Good Evening & Happy Monday!

After a short break from the blog, I am back as promised! Here we are October 27th and I am READY to ROCK! You will find that my blog is systematized on a daily basis, you will see video more often and more market specific reports to keep you on your toes.

Also starting in November all those that comment on the blog will be entered to win a GIFT CERTIFICATE to Starbucks as a token of my appreciation for your support. The following is Monday’s blog entry templated in WORD and approved by my coach as the most important weekly numbers to track. You will also have the monthly numbers to track starting in November.

Contacts Made: 11

New Apts Set: 2

New Apts Had: 1

2^nd Apts. Had: 0

(transition apts)

Yes to KW: 1

In Transition: 1 (WI License 3 week transition plan)

Joined: 0

No: 0

Undecided: 0

 

 

Needs Delivery?: Overcoming Economic Objections

Handwritten Notes: 0

 

Personal Education: Coaching Skills Camp RE-CAP

 

Aha’s/Blurb: I have had so many Aha’s today it is almost disgusting, for a moment I let regret creep in as I look at the past. Has there ever been a time when you not just learn, but embrace something so powerful that you wonder how you have made it to this point in your life not without that nugget of wisdom? I’ve had one of those days! I had the opportunity to put the skills I learned in Flatiron, CO to work today. The way you can positively affect the lives of those around you by simply observing the following principles:

 

• You get what you tolerate
• Help people achieve their goals not your own
• Be mindful of your tone, the words are truly only 7% of the message
• “Should” is not an effective way to persuade
• We owe honesty to those around us regardless of their willingness to accept it.

 

By simply changing simple pieces of my speech patterns today and being very conscious of my tone I could not believe the positive effect I had on those around me. Jeffrey Gitomer refers to this as “harmonizing” it is really the white light of “The Force” sales force that is. You see the language of sales is in my opinion the most powerful language in the world. When you unlock the language, its power is AWESOME. In Spiderman, it is said that “With great power comes great responsibility.” When using the language of sales for good we can have a very positive affect on those around us, however so many sales people use these tactics to manipulate. My goal is to help as many people get what they want, by helping them understanding how to do it. I honestly believe by implementing and mastering the techniques of NLP I can harmonize not just a market, but an industry and slowly help those that abuse NLP self discover their way out of the business.

 

I look forward to touching your life in the future……

 

Sincerely,

Brett Boettge

BLOG UNDER CONSTRUCTION

Good Day-

Some of you know that I am in the process of a move, I have no internet at home etc… I talked with my coach yesterday about some new GOAL TRACKING and I’ll be in Denver, CO Tuesday – Friday next week, so this seems like a great time to RE-VAMP the “stale” Accountability Blog.

Mike Bastian my coach has given me the template to systematize the data on this blog. What you can expect to see is Daily #’s to Weekly Conversion Rates on appointments etc. You won’t see the Who’s for confidentiality purposes, but you will see the what, where, when and why’s of my day as well as my perscription for improvement.

Already I can tell the goal is to be more purposeful, increasing contacts to appointments ratio to 35% then to 50% meaning my contacts are not meant to “engage” or build relationships but to strictly ask for an appointment, then ask for the business.

I will be tracking the following #’s on this blog….

• Total Agent Count
• Agents In
• Agents Out
• Capper Count
• Half Capper Count
• Increase/Decrease of Company $
• Contacts Made
• Appointments Set
• New Appointments Had
• Second Appointments Had
• Cappers In
• Cappers Out
• Half Cappers In
• Half Cappers Out
• Cappers Needed to Cover Expenses
• Cappers in Transition (30 days)
• Cappers In Transition (60-90 days)
• Yes to KW
• In Transition
• Joined
• No
• Undecided
• Needs Delivery

My coach doesn’t mess around, what will make this process manageable for a HIGH “D” is that I will just copy and paste from Microsoft Word into the blog Daily. The biggest change in this # tracking is going to be knowing the coversion rates for everything, even a sneeze.

If you enjoyed the daily rants or articles, you can still see those over the next 10 days at www.kwmadisonnews.wordpress.com and this site will go LIVE again when I return from Denver, CO Monday, October 27th 2008

Yours in taking accountability to yet a higher level,

Brett Boettge
KWTL – Madison Crossroads
608.661.7000

Monday’s Numbers

Good Afternoon-

Here are Mondays numbers quick….

• 12 Contacts
• 1 Appointment
• 3 Appointments Booked
• 4 Handwritten notes

$ Productive activites that is

Sincerely,

Brett Boettge

Helping people get what they want……

Good Evening-

I fell short of coming up with a catchy title for today’s post, it is what it is. I felt it necessary to follow up the last blog post about value with an expanded note about sales styles. Let’s clear up the myths first, why do we need to master sales styles? First and foremost, our competition may not have the best interests of our clients and customers (who more likely than not are our friends and family) are ARMED with these techniques. Seriously how great must they be to be our competition in our own sphere of influence? The truth, they are probably horrible with customer service, yet highly skilled at “sales styles”. The next reason is that we are paid to be a consultant, it’s time we started acting like it. When they see that home they love and want to wait for interest rates to go down before they write an offer, then lose the house…… shame on us! When that offer comes in on their home at market value and we let them counter and the buyer moves on…. shame on us! Now there could be 2 reasons for this, the first is we genuinely don’t know what we are doing and think that it is a good idea to let our clients tell us how to do our jobs. The second reason is that we know better than to let our client tell us how to do our job, but we can’t communicate our professional opinion effectively enough to gain agreement. Both of the above are your fault tiger and to be frank you shouldn’t be paid if you let either happen (and often you won’t be paid).

This ties back with a blog I remember writing on Madison’s Bottom Line, something to the effect of “Last Time I Checked We Were Salespeople”. We have objection handlers with great names like, “Feel, Felt, Found,” “Level Shifts,” “Has there ever been a time when?” “Alternate Choice,” “Tie Downs” etc….. and we need to know all of these to best serve our clients. Some people say that this type of language is manipulative, I disagree. If we as professionals have truly done a great needs analysis as well as their due diligence to come to a conclusion we are at that point obligated to guide a client to the right choice for them.

This is what they pay us for isn’t it? No really think about it, has their ever been a time when you wanted something really bad and because of your hesitation you lost whatever that was? Now if you paid a consultant you would point the finger at them wouldn’t you? So now you as THE consultant have a choice to make, either choose to master these skills by scripting alone daily, or find a role play partner to work with in the early morning or afternoons. I can truly understand how awkward scripts can feel, I felt the same way for quite some time, what I found was that really once I had really understood my value it became natural and very appropriate in most of my conversations….. it comes back to value, self worth and an undying belief that you are doing what is best for your customer or client.

Notice the above is a string of Neuro-Linguistic-Programming and objection handlers…. it seems to flow naturally doesn’t it! So here it is, the “new method” needs analysis-> needs delivery, this is an art form that won’t be mastered in a day or a week. This has 4 basic pieces to seal this masterful deal!

• Understand their goals, WHICH MEANS YOU HAVE TO ASK QUESTIONS
• Help them get very clear about what it means to them, more specifically how it feels to them if they don’t achieve their goals.
• Then it is so important that you feed back your value proposition as it pertains to their goals. For example, if the goal is to move fast, “My Simulated Auction Plan is created for the purpose of selling in the shortest amount of time possible.” If the goal is to sell at the highest price, “My Simulated Auction Plan is created for the purpose of selling at the highest price possible.” The KEY is that you must truly believe that you are the only one with a solution to their need in order for them to believe that.
• If you have done your job, now you finish by allowing them to author the solution. You will close this conversation just like it was opened….with questions. You may have to remind them of the pain one more time.. make sure you reference what they said, not what you percieve the pain to be.

This is conversational selling at it’s best, and I assure you once you master this style you will become wildly effective as a consultant. If you would like more information on Needs Analysis, Needs Delivery I will be teaching a class on this subject in October and November. Simply email TheNextLevel@kw.com

I’ll have numbers in the morning for you!

Sincerely,

Brett Boettge
KWTL – Madison Crossroads
6086617000

Are you your own advocate?

I promised a blog about value, and here it is! I had lunch with a phenomenal business person and loan officer yesterday, Jeff Statz from Mortgage Professionals. We talked in great length about sales, today’s tactics v.s. yesterday’s, value, and the fear based mindset most have adopted in this ”eggshell” economy. The value piece of that conversation is what I want to focus on in today’s blog. Jeff and I talked about value, and how “value selling” or “tell and sell” (meaning I tell you why my products are good and then immediately go for the close) is a style of the past, even consultative selling has been left behind in the ’90s. Today’s style becomes one of needs analysis -> needs delivery, Jeff has a great explanation of the fundamental differences between the two, the bottom line is that he is right. Needs Analysis -> Needs Delivery really focuses a conversation on your life, when done right you can’t imagine for even a second going on without my product. You see I didn’t sell them on my product or service, I sold them on a vision of their life goals (as they pertain to my product or service) with and without my product or service. Sorry this is turning into a sales style blog not a value blog. The style I just mentioned is great, but the VALUE piece is still a VITAL piece to selling, let me tell you why.

Self worth, Confidence, VALUE are in my latest opinion the single greatest roadblock to action. This Aha came to me after a sales meeting where I asked sales people to have their friends, family, and B2B aquaintances come into the office to build their professional image and they didn’t see the value of having a real estate conversation for their friend, family member etc.. “I don’t want to bother them!” After the meeting I needed 20 minutes just to think about what had just happened! Here comes the rant…….

This is an issue that plagues our industry because the overwhelming majority and our industry as a whole has such a low bar. In Wisconsin, it takes just 72 hours of training before we expect consumers to hand over their greatest asset to us. The housing industry is one of the most challenging and dynamic industries in the world, and we have taken this “as little as possible” approach from day one. Would an agent question their worth if they had to go through 8 years of higher education before they could sell someones greatest asset? Come on a Doctor has to do that before they can even get near me with a stethescope. The next time someone asks an agent to lunch “to pick their brain about real estate” the agent says sure and they are scared to death because the consumer probably knows more about their market than they do! Does this question of value and self worth finally explain my biggest pet peeve of all? WHY DO AGENTS SEND RECIPE CARDS, FOOTBALL SCHEDULES ETC…… ???????? It’s because they don’t understand the value proposition of what they do! Sure you can argue that they do it because of branding… yada yada yada. Well congratulations on branding yourself as the neighborhood expert in pies and sports! What you are telling me is that you have yet to figure out how to provide a piece of value in real estate that will stick around in someones home longer than a college football season? GIVE ME A BREAK! This is really what solves all, I won’t prospect because I don’t know what to say = LACK OF VALUE, I don’t want to prospect so someone 8 times in 8 weeks, I’ll be bothering them = LACK OF VALUE, Can I cut my commission? = LACK OF VALUE, That is when the buyer or seller wants to = LACK OF VALUE, We can’t have a 9-5 in real estate = LACK OF VALUE. Seriously if you think a FSBO should sell on their own, leave the business….. because honestly if don’t think you can do it better than they can THEY SHOULDN’T HIRE YOU! We can only talk sales style once we understand our value, because until then we won’t even have anyone to try a style on. I’ve identified the problem, now let’s talk solutions.

One of my biggest goals is to seriously help people understand their value. It starts with finally committing to this industry, understand the tools you have and really understand how that helps your customers and clients. Understand your personality and how that alone benefits a customer, get very clear on your life experience, work experience, etc.. and how that benefits your customer. Start with the simple, a Supra Key is not just a Supra Key. “Mr. and Mrs. Seller as your Real Estate Professional I have a Supra Key WHICH GIVES YOU ACCESS TO THOUSANDS OF HOUSES IN SOUTH CENTRAL WISCONSIN, ONE OF WHICH WILL BE YOUR DREAM HOME, ISN’T THAT GREAT?.” Make the ordinary sound extraordinary, this doesn’t just help your customer understand your value, it helps you understand your value.

Your clients want to buy or sell a home at the best possible price and terms with the least amount of hassle. Take an entire day and write down how each tool, your experience and your track record will help them accomplish this, then and only then can you be your own advocate. Go back to the example of the Supra and apply that same style to every weapon in your arsenal. Then dedicate an hour every day to research on your market, your industry and FINALLY  earn the right to the business of your friends, family, and their spheres of influence as well.

Sincerely,
Brett Boettge

It’s 5:00 o’clock somewhere….

Good Happy Hour and TGIF,

Look for a blog article that will promise to be enlightening later today or tomorrow morning, the topic will be value and how much we put on ourselves. Until then here are some numbers to chew on.

THIS WEEK

• 1 Hire
• 75 Contacts
• 6 appts.
• 2 Cancelled
• 8 Booked
• 2 networking events
• 3 trainings
• 24 Notes

Let’s all hope for a strong showing by WI sports this weekend!

Sincerely,

Brett Boettge

Whursday

Good evening-

Welcome to my blog entry for Whursday. The thought for today’s blog is really a question inspired by one of our Top Agents, Bill Baker. Why doesn’t the President of the United States have an accountability blog? What would be his/hers top 20% and $ productive activities to track?

A big  congratulations to Rick Kilian and Valerie Wersland for masterfully creating a marketing plan for the sale of Sugar River Crossing. For mor information visit www.SellWithKW.com or www.ISellManyHomes.com great job guys!!

Here are the #’s over the last 2 days….

• 37 contacts
• 3 Appointments Held
• 4 Appointments Booked
• 11 HW Notes
• 0 Recipes written : ( that’s for you Laura : )
• 1 Training Executed
• Market Disruption 1-10 (11)
• 0 Hires
• An overwhelming number of No’s

Thanks for your continued support!

Sincerely,

Brett Boettge

Thanks for the comments…

Good Evening-

Thanks for the comments on the “Never neverland” post from last night. That created some stir, some thought it to simplistic, while others really GET IT. Whatever side of that fence you happen to be standing on, I think we all agree that affordability is the governing issue in the housing market. I’m a student of my industry and one of my teachers is Gary Keller what did you think I was going to say caused the housing crisis. That was then and this is now…. Tonight’s Aha’s involve vegetables, actually broccoli, broccoli, broccoli. This is what I was told in a training by a VERY animated John Davis earlier this year. What did he mean? It was a way for him to address his students had shut off the learning valve. As a trainer, I see the value in this and I catch myself turning that valve off as a student as well. I recently blogged about Jeffrey Gitomer and one way a student can rob themselves from an education  opportunity, and that was by saying for even thinking, “I already know that!” The solution to that was asking yourself…. “How good am I at that?” There is another way to turn your back on eduction opportunities is that is by saying or thinking, “That will never work!” “That just can’t be done!” I can hear John now yelling Broccoli, Broccoli, Broccoli to address that we just shut our learning valves off. You see I think we sometimes forget that people have succeeded before us, and when they are willing to document and share their methods of success, there are those of us who instantly look for “Why it won’t” and a second more enlightened group who are in curiosity and say, “How it can.” Now the question becomes why do the “Why it won’t” team members lead with that mind set? How do we help them keep that valve of learning open? This is a question that is surrounded by a sense of urgency, if I cannot answer it then I will be failing so many because the ability to learn and adapt is really the ability that will keep one in the game.

Today’s Numbers

• Contacts 7
• Appointments 1
• Booked 1
• Handwritten Notes 0
• Team Meeting 1
• Consulting 1
• Accountability Meeting 1

Also, I had a chance to see Appaloosa tonight which is why I’m up so late talking to you. Boy if I could go back and stumle into the theater 2 doors down… what a waste. The acting was shotty at best, the plot was… wait I forgot already and Renee Z. was as over enthusiastically annoying. If I had to give waffles, stars or anything to this experience they would go to the young lady who mixed my Icee 1/2 Grape, 1/2 Fruit Punch because that was my highlight!

Sincerely,

Brett Boettge