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Real Estate Agent Coaching & Training – Observe and Serve?

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Real estate agent coaching and training tip by real estate agent coach and mind set expert Danny Griffin

The Hill of Success

As I was listening to Napoleon Hill’s Law of Success, his 20 year seminal work on what makes people successful, I was struck by the reference he made to a book entitled, Observation: Every Man His Own University by Russell Conwell. By the title alone, I instantly understood Hill’s direction. If we would simply pay attention more often, our own keen observation might just reveal the pathway to success.

As I thought about the real estate agent business, not only did I think it was great advice, but more importantly, I realized it might just be the life preserver agents need. Why?

Well let’s look for answers in our own everyday behavior. Motivated to put these thoughts into blog form, I decided to head to Starbucks where these ideas are being etched in electronic pluses and minuses. I’m listening to classical music on Pandora to wash out the background noise of a pack of kids slamming down the latest frozen, high-octane, sugar mocha with a splash of this and that.

Like Starbucks

Half the place is dedicated to a loop of caffeine addicted coffee “experience” seekers, while the other half is filled with the pit stoppers like me who are connected to the web working and seeking. It’s like sitting in somebody’s house with different activities going on in separate spaces, but it’s all a new and cohesive public flow.

To some, I might look like I have a big old case of technology A.D.D. with my MacBook plugged into the wall and my Iphone next to that all while my Ipad sits close by in case I have the need for super high resolution video; because that’s how I keep up with the latest on Newsy.

Eventually, I’ll finish my green tea and my latest real estate agent tip post and I’ll drive home in my Prius V at 40 plus miles to the gallon…oh and yes, I even got a beep and a thumbs up from a fellow Prii driver on the way here, as we both work hard to lessen our carbon footprint not knowing if we’ll ever really get credit for it.

Just the Kids

At home, I’ll probably communicate with my social media friends on multiple platforms and I’ll actually reply to everyone of them that reaches out, even if it’s just an electronic thumbs up. I’ll probably finish the day by making some ridiculous and silly six second video on Vine and my kids will post it to their page and their friends will think it’s hilarious that somebody’s parent is in the game.

As I’ve morphed into this new form, I’ve gotten all sorts of strange looks. Has he flipped his wig? All that stuff is for kids. You can’t be serious or are you? You’re just being silly I hope!

Nope. Not at all. What I’m doing is learning from Napoleon Hill about what made the people he studied successful. I’m observing what’s happening. Most of my recent clients have been 55 to 75 years old. They have looked at thousands of homes online for weeks maybe even months. They have narrowed their search on my site. They have reached out when they have decided to emerge from the anonymity of their email address and have expected us to be their on demand like their television; and we’ve been ready.

We’ve given them all that they’ve asked for and not asked for or expected anything in return. We’ve been willing to work for free just to win the chance to meet. We’ve told them it’s okay when they haven’t seen something they’ve liked and given them hope that it will come their way; no pressure…for real. Not once have we questioned how much per hour we were making. We are more willing than ever to do much more than is expected, not because we have to, we want to and we’re having more fun than ever doing it.

Serve

You see, by observing the modern world, our university of life education has revealed the obvious new pathway to success and we’ve embraced it. The funny thing is, that although technology has certainly changed the modern world, the old school philosophy of working your tail off to really help somebody is ruling the day. Like always and forever, if you don’t pay attention to that and embrace it, you’ll be left behind.

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

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Real Estate Agent Coaching & Training – Are You Naked?

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Real estate agent coaching and training tip by real estate agent coach and mind set expert Danny Griffin

The Consumer Driven Business

Where would you be without the consumer? What if nobody wanted to buy a house? What if nobody wanted to sell a house? I guess you certainly wouldn’t be able to make a living in the real estate agent business; no food on the table! I bet maybe you’re wondering why I would start off with such a dramatic image. Simply put, we need to remember that without these ready, willing and able humans that we like to refer to as “consumers”, we’d be back to hunting and gathering. Oh and yes, we are those same human consumers for other businesses. Starting to see why connection is important? We are them, they are us.

So given that, how do we want to be treated? For a long time, the consumer has been left in the dark about the truth. Marketers have had their cake and certainly been able to eat it too. There have been organizations that have risen up to protect the consumer, but don’t they have marketing agendas as well? Who really knows what drives them?

Naked Business

However, we now live in a world where the walls have come tumbling down and like Warren Buffett said, “You never know who’s swimming naked until the tide goes out.” Although he was relating that to investors, he might as well have said it about businesses that are built upon flimsy promises. In this new age of instant information, the tide is roaring out proving Shakespeare right that “all that glitters is not gold.”

As a result of all this transparency, the consumer has been awakened and is downright mad and more skeptical than ever before. The real question is not whether or not the consumer will know like and trust you, rather it’s will the consumer ever trust again?

Exposed

Now this might sound like a dismal reality for all you real estate agents out there, but the fact is that this is the greatest opportunity ever for the honest and forthright to thrive. No longer does a real estate agent who plays by the rules and actually cares about their clients have to stand by frustrated while some choose to take the low road to win business. No longer will our real estate agent business have to continue to suffer the negative image heaped upon us as the less than honest are caught, exposed and run out…think social media!

However, honesty is just the entry ticket into the new world for real estate agents. What they really need to understand is what this has done to the consumer’s expectations. Simply put, they want and expect your best stuff for free and they want it when they want it. They want instant, free, no obligation access to homes for sale and homes that have sold. They expect you to provide them heaps of additional information to make a decision as to whether or not they will even leave the comfort and anonymity of their couch and smart computer gadget.

So you know what you better be doing; giving it all to them. Overwhelm them with help. They have all the cards and it’s better that way. It requires you to love helping them. They will know quickly whether you see dollar signs or humanity. They want a certain experience that’s tailored to their needs not yours.

So here’s the wake up call…the tide has gone out on the real estate agent…don’t get caught naked.

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

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Real Estate Agent Coaching & Training Tip – Your Gut Driven Business?

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Real estate agent coaching and training tip by real estate agent coach and mind set expert Danny Griffin

Real Estate Agent Seizure

After hundreds of hours of listening to real estate agents discuss their businesses, I’m beginning to wonder if many of them even trust themselves. In this modern world of education, there’s so much information available from a simple Internet search bar that agents have become overwhelmed with so many opinions that they’re losing their own. I empathize as I continue to evolve the technology side of my business and find myself in an entrepreneurial seizure as Michael Gerber predicted in his book The E-Myth.

A good friend of mine in the coaching business had it right when he said that, anybody with a computer and an opinion can gather an audience in short order. On the bright side, the right information is readily available and can be extremely useful and profitable. On the darker side, anybody that’s convincing enough and has a basic command over marketing can and will lead many down the prim rose path until the unsuspecting get stuck with the thorns.

Intuitive Questions

As a coach I’ve seen a lot of both, but what bothers me more than bad information packaged as a cure-all, is that the agents themselves seem to lose their own confidence in the process and lean too heavily on any advice that they’re receiving. So perhaps this is the smelling salts type of discussion that reminds all of us to question everything we learn. I’m not suggesting that we suddenly become overly skeptical and confrontational, rather we should start using and trusting our own intuition.

I remember interviewing with a great guy at a Wall Street firm when I was fresh out of college and as idealistic as they come. Nearing the end of the interview, he asked me if I believed in intuition, to which I replied, “Absolutely, it guides us through life.” He then said, “relax, you’re hired, let’s just talk now.” As I look back years later, I think I more clearly understand why it meant so much to him. I believe he was interested in independent thinkers, people that could lead the way. Or perhaps he was looking for somebody that could cut through the mess of information on Wall Street and make good “gut decisions.”

Stop or Go Business

Either way, I pass that message on to you today. Gurus, guides, coaches, teachers, prophets, they’re all part of life. For them, guiding and advising is a hard-wired life calling . However, at the end of the day, you don’t have to agree with any or all of them. It doesn’t make you wrong. Your ultimate personal guide is your intuition which finds its voice in your gut. You might even credit your subconscious as the incredible machine that sifts and sorts through all the noise and offers your gut a simple and quick solution. However, why are we so quick to dismiss it?

The simple conclusion is, that while advice is necessary, it’s your own mind that will tell your gut what signals to produce. You’ll hear them all. Stop. Go. Turn right. Turn left. More. Less. So stop interfering and rather than simply look for the corroborating that supports your current decisions, listen to your gut to tell you if your business is being driven in the right and profitable direction!

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

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Real Estate Agent Coaching & Training Tip – Permission Marketing?

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Real estate agent coaching and training tip by real estate agent coach and mind set expert Danny Griffin

Consumer Steps

There’s no doubt that today’s consumer is much more conservative than ever before and it’s critical that real estate agents understand this. It’s an all too obvious statement that the Internet has changed the consumer’s purchasing process but do real estate agents really know how and what to do about it?

The easiest way to bring clarity to the situation is perhaps to break down what’s different in steps.

1. Research: Today’s home buyer and seller can begin the education process as soon as they have a ‘seedling’ of thought in their mind that they might buy or sell, so they reach for their smart phone and Google it.

This all in contrast t a day gone by when they would have to reach for the newspaper, read a physical book and visit a real estate agency…all of which would slow down the process.

The important fact is that the fear of embarrassment that most people have in asking basic questions, while not completely eliminated, certainly becomes much less of an obstacle as the consumer feels more empowered by “knowing.” The result, an increase in buyer confidence.

2. Community Support: The modern age real estate consumer also has an endless ocean of opinions they can sort through to figure out the truth about any real estate agent or company.

This is a welcomed change for the upstanding, hard-working real estate agent to be pre-sold by the past clients they have served well, which serves as a launching pad for the opportunity to garner new business far beyond mere word of mouth referrals.

3. Gift Giving: Ultimately, the consumer has come to expect the best you can give them up front and free.

Far beyond some time in the office running through homes for sale or comparable solds, today’s home buyer and sellers want and expects that information online and they don’t wan to be harassed while reviewing that information.

After The Test

So if real estate agents expect to be effective in this new world they must first pass through these first tests and earn the right to begin the relationship.

Once the gift has been offered and accepted there becomes an implied or even explicit permission to begin information marketing. This is often where real estate agents forget patience and ask for the deal too soon.

Research shows that today’s consumer will often sort through as many as 21 pieces of information before making a buying decision.

Sounds like a lot of work and it is, but for those willing to organize their businesses to deliver information the right way…they will find their own equivalent of the Gold Rush.

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

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Real Estate Agent Coaching & Training Tip – 98% Honest?

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Real estate agent coaching and training tip by real estate agent coach and mind set expert Danny Griffin

Survey Says

Recently, I read a survey that said that 98% of Home Buyers and Home Sellers expected their agent to have honesty and integrity. So now I get it. When I ask agents what differentiates them from the competition or all of the other choices, most of them dive quickly into a discussion of their personal values. I’m honest. I have integrity. So there it is, perfect alignment; the consumer and real estate agent are saying the same thing. So then why is it that the consumer in many other surveys questions the true value of the agent?

Perhaps the obvious might be that the agent is not delivering, or maybe the consumer simply doesn’t understand and therefore appreciate what the real estate agent has to go through to find the great deal, negotiate the price and even get beaten up on the commission rate after doing a great job.

Real Estate Agent Work

Now in any business, of course there are emotions that throw the relationship between the consumer and their representative into chaos, but the sale of a residential home might just be the single largest financial and emotional transaction that most people go through in a life time. Also throw in the misconception that the agent runs to the bank with the big check and sails off into the sunset which angers the consumer who has no knowledge of that small issue of expenses, lost on most people who have never run their own business.

Okay, so what’s the point? Real estate agents have to stop talking in terms of touchy-feely values and stop beating around the bush. We’ve spent thousands of hours frustrating hours trying to coach real estate agents through the exercise of developing a truly Unique Selling Proposition. A USP is certainly not a list of the values they possess. Values are simply what almost all consumers expect from the outset.

1-2 Step

So if we start with the simple premise that a real estate agent should and must begin with honesty and integrity as values, then we can use those internal values as the foundation for unique consumer programs that are based on those values. In case we’ve lost you, let’s do it this way: Step 1. Grab a hold of the emotions you attach to your values. If you’re honest, then you’re willing to wear your heart on your sleeve. You’re willing to tell it like it is. You have no need to disparage your competition.

Step 2. Think through what you do to help buyers and sellers. When everything goes right, what specifically do you do well? Write it all down and then condense it into a simple sentence that you’d be willing to yell from the mountain tops. Your statement doesn’t need to be perfect, it just needs to be clear and based on integrity and honesty. The kind of statement that you can back up and stake your reputation on.

Clear and Different

Now guess what happens? You sound believable because you’re vulnerable in an honest way and the consumer loves that. Not sure about that? Well then you play the consumer. Don’t you want everybody you do business with to have honesty and integrity? Then once you’re through that hurdle, don’t you want them to tell you specifically how they’re going to help you get what you want?

At the end of the business day, 98% of grade honesty and integrity as most important; however, you must realize that’s simply the foundation that’s expected of all of us, not the major point of differentiation.

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!