Selling Soulfully with Jennifer Allan

Especially for Rookie Agents (but everyone is welcome), this teleseminar show is about what happens (or SHOULD happen) between the time you get your listing under contract (woo hoo!) through the day of closing (an even bigger WOO HOOOO!). 

The thing is... getting a listing under contract is nice, but it's sometimes the easiest part of the whole process. Today, buyers are nervous, lenders are fussy and your seller might not be tickled with his selling price, so holding the transaction together will require you to be on top of the dates and deadlines, and prepared to ward off problems before they become deal-breakers.

On Thursday, January 12th, we'll discuss all these things a listing agent should be doing during the contract-to-closing phase, based off of the SWS Listing-Under-Contract Checklist.

During the show we'll cover topics such as:

• What you need to do immediately following contract execution
• What you need to make sure your seller does immediately following contract execution
• How, why, when and with whom to follow up throughout the process
• Your role during the inspection period
• Proactive steps to take to head off problems before they arise
• What your responsibilities are prior to, during and after the closing
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on January 12th!

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THE DETAILS
Date: Thursday, January 12th, 2012
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern  
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

REGISTER FOR THE SHOW HERE

Are You The Best Real Estate Agent You Know?

Perhaps that's a personal question, but it's one every real estate agent on the planet should ask themselves in the privacy of their own thoughts. ARE YOU an agent you could confidently and wholeheartedly refer to others with the assurance that they couldn't possibly do better than you? Not because you NEED the business, but because you are the Very Best Real Estate Agent You Know?

If you don't feel that way about yourself, why is that? A lack of experience? A lack of training? A lack of commitment? A lack of ... what? Again, very personal questions that might be difficult to answer, but if you don't have confidence in yourself and your abilities, I'm wondering if you might have a tough time exuding a confident, can-do attitude to the world around you. And that world around you IS where your business comes from.

(If you do consider yourself to be the best real estate agent you know - congratulations!! It's a great feeling, isn't it?)

The good news is that it's not all that hard to be a better real estate agent than most of the other agents you know. Many of those other agents are focused primarily on hunting down their next client and paying little-to-no attention to their current clients (don't get me started!). So, if ALL you bring to the table is a sincere desire to serve your current clients as your first priority, you may already be way ahead of the crowd.

But, of course, enthusiasm and a desire to be excellent isn't enough. It's a good start, but there's more, so much more!

And that's what we're going to talk about in the last SWS Teleseminar show of the 2011 season. What steps you can take and goals you can set so that you CAN and WILL be the very best real estate agent you know in 2012. And you know what? When you feel that way about yourself - that there's no one better than you are to help your clients through that emotional, complicated, sometimes painful process known as a real estate transaction - there'll be no stopping you on your way to the success you've always dreamed of!

Sound like a good use of an hour? If so, please mark your calendar and join us on December 15th!
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THE DETAILS
Date: Thursday, December 15th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register at the link below:

REGISTER HERE TO ATTEND THE FINAL SWS TELESEMINAR SHOW OF 2011!

RELATED BLOG: "I'm The Best Listing Agent I Know... Are You?" http://activerain.com/blogsview/575443/-i-m-the-best-listing-agent-i-know-are-you-

Live in the SWS Virtual Studio on Thursday!

Contrary to what you may have always believed, being an introvert is nothing to apologize for, overcome or make excuses for. No, not even if you're a real estate agent! In fact, around here, we believe that introverts actually make exceptional real estate agents, so if you lean toward the introverted side of the personality spectrum, you're among friends.

If you want to read more about why I think introverts are so special (aside from the fact that I AM one myself), just go here: www.TheReluctantProspector.com. Or check out my blog especially for introverts here: www.The-Reluctant-Prospector.com.

But as wonderful as I believe we are, there's one place we don't always shine. And that's in the social arena. Networking. Socializing. Partying. Making small-talk (ugh!). There's no place I'd rather NOT be than at a Chamber of Commerce after-hours cocktail party! If by some terrible mistake I find myself at such an event, I'm almost sure to be hiding in the corner, slinking as inconspicuously as possible toward the door.

However, the fact is, being a successful real estate agent requires a level of social interaction with the outside world. After all, PEOPLE buy and sell homes, so the more of those people who know us, like us and trust us, the more real estate we're likely to be hired to help buy and sell. And the best way for people to know us... so they can like us... and trust us... is to BE places where other people tend to be and to, yes, have conversations with them!

And you know what? Socializing doesn't have to be painful or scary, and it doesn't have to be expensive or time-consuming. It can actually be FUN (and profitable) as long as you stay true to your wonderful introverted self and don't put yourself in situations where you'll be uncomfortable (or when you do, have an exit strategy!).

That's what we're going to talk about at the next SWS Teleseminar show. I'll have Susan Haughton with me who happens to be an introvert as well, and we'll both share our tips for socially staying connected with the people we already know, and for meeting new people to inspire to support our real estate businesses.

Even if you aren't sure you're an introvert, you might want to attend, if for no other reason than to better understand the introverts in your own life. And you never know - you might decide that you, too, have a bit of a wonderful introvert in you! 

Sound like fun? If so, please mark your calendar and join us on November 17th!

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THE DETAILS
Date: Thursday, November 17th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

Register For the Show Here

Especially for Rookie Agents (but everyone is welcome), this teleseminar show is about what happens (or SHOULD happen) between the time you get your new seller client's signature on the listing agreement and that glorious day you go under contract.

Contrary to what some seem to believe, there are a LOT of things that a listing agent can (and should) do once the sign goes in the yard, way above and beyond the 3P's (Put a sign in the yard, Put it in the MLS, Pray). Things like communicating with the seller every day during the first week and on a regular basis thereafter. Making sure the seller approves your MLS listing. Keeping up with market activity in the area and ensuring the seller knows you are. Checking in on your listing in person every week or so. Verifying with the HOA what the seller told you about it. Soliciting and communicating showing feedback. Updating your photos when the season changes. And so much more.

You do these things not only because they make your seller happy (which is certainly not an insignificant reason!) but also because the more in touch with your listings you are, the more likely they're going to sell, and when your listings sell, everyone wins. 

So, on November 10th, we'll discuss all these things a listing agent should be doing during the listing-to-contract phase, based off of Jennifer's New-Listing Checklist which you can review at the SWS VIP Lounge here: www.SellwithSoul.com/vip_lounge.html.  

During the show we'll cover topics such as:

• What you need to do right away once you have a signed listing agreement
• What you need to make sure your seller does prior to going on the market
• What you need to do one week, two weeks, three weeks (and beyond) after the list date
• What sorts of things (and when) to communicate to your seller throughout the process
• How to communicate feedback
• Proactive steps to take to head off problems before they arise
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on November 10th!

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THE DETAILS
Date: Thursday, November 10th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

REGISTER FOR THE SHOW HERE!

It was such a hit last year that we thought we'd do it again... A show about selling real estate without selling your soul!

This Thursday morning, I'll have two SellWithSoul-minded real estate agents who follow SWS principles and are - gasp - SUCCESSFUL! Even though they aren't selling their souls to make it happen!

My guests will join me in the SWS Virtual Studio and tell you how they run their businesses without resorting to icky, cheesy, intelligence-insulting tactics. How they've done it their way, using techniques and strategies that feel right to them, that don't make their skin crawl or reduce them to smiley-faced, cheesy real estate hucksters. How they've resisted the pressure of their brokers, trainers and associates to Suck it Up and Just Do It in the interest of generating business... if that "it" is something they don't feel comfortable doing.

Here are some of the topics my guests will address:

• Is it possible to be "soulful" from Day One, or is a certain level of Old School practice a necessary part of getting started?
• What prospecting activities have you been encouraged to do, but refused?
• Did you ever consider doing and/or implement any prospecting strategies that conflicted with your gut? If so, what was the outcome?
• Have you ever gotten flack from your broker for not being willing to implement prospecting techniques you were uncomfortable with?
• When things aren’t going well, do you ever question yourself as to whether or not you should continue doing things your way, or if maybe your gut instincts are leading you wrong?

Be assured, this is not a sales-pitch for any SWS program or product. Just an hour or so of intelligent, common sense discussion on ways to succeed selling real estate without becoming someone you don't recognize... or even much like.

Join us?

The DETAILS
Date: Thursday, October 27th, 2011
Time: 8am Pacific / 9am Mountain / 10am Central / 11am Eastern
Duration: 60-90 minutes
Equipment Needed: Computer with high-speed Internet access or a telephone.
Cost: Free to attend live, but you must register below:

REGISTER FOR THE SHOW HERE

REGISTER FOR THE SHOW HERE

It used to be that the inspection period of a real estate transaction was biggest hurdle to overcome once your buyer (or listing) were under contract. Get through the inspection and sigh with relief - you're heading for a closing!

Well, that may not be the case today, but it doesn't mean that inspections aren't still a painful process for everyone, and are responsible for their fair share of failed real estate transactions. And when a sale falls apart due to inspection issues, everyone loses - the buyer, the seller, the lender and of course, both agents involved.

Sure, there are some properties that are simply in such poor repair that unless your buyer is Joe Handy(wo)man or your seller is Mr(s). Cheerful Moneybags, the deal should crash & burn. But most of the time, inspections kill the sale not because the home is a money pit, but because emotions and egos get in the way... and down the proverbial toilet we go.

But the good news is that YOU, as the buyer or listing agent, have a whole lot more influence over the outcome of the inspection than you may have given yourself credit for. You CAN hold these sales together (if it's the right thing for your client, of course!) and do your part to help everyone happily continue the journey toward the closing table.

So, if inspections have been a deal-buster for you in the past, or if you're a new agent and aren't really sure what your role is during the inspection process, please join us for a frank discussion about Inspections and How to Survive Them. 

THE DETAILS
Date: Thursday, October 13th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register below!

REGISTER FOR THE SHOW HERE

Especially for Rookie Agents (but everyone is welcome)!

Our next SWS teleseminar show is about what happens during that mysterious period between writing an offer... and receiving your commission check. While rookie agents sometimes receive lots of training about how to SHOW houses and maybe even about how to write up offers, they are rarely given much guidance as to their duties and responsibilities once their buyer is under contract/in escrow heading for the closing table. And there's a lot going on behind the scenes!

But here's the thing. The process of getting from Contract-to-Closing varies significantly across markets. In some areas, attorney involvement is common, even required. In others, attorneys aren't involved at all except in very special circumstances. In some markets, the property officially changes hands at the closing table; in others, the new owner must wait for the paperwork to be filed and recorded. In some areas, the inspection period allows the buyer to terminate the contract for any reason whatsoever; in others, they must give the seller the opportunity to correct any deficiencies they find.

My point is that any non-market-specific class about how the period from Contract-to-Closing works will unfortunately be imperfect due to such variances. But that doesn't mean we won't do our best to help our new agents better understand the process!

On September 29th, we'll have three agents here in the SWS Virtual Studio, from three different geographic locations, describe the Contract-to-Closing process in their market. We'll have an agent from the Northeast, one from the Rocky Mountains and one from California. During the show we'll cover topics such as:

• What you need to do immediately following contract execution
• What you need to make sure your buyer does immediately following contract execution
• How, why, when and with whom to follow up throughout the process
• Your role during the inspection period
• Proactive steps to take to head off problems before they arise
• What your responsibilities are prior to, during and after the closing
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on September 29th!
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THE DETAILS
Date: Thursday, September 29th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register, below. 

REGISTER HERE

"Real estate consulting - sounds great, BUT..."

We hear this every time we talk about real estate consulting - "It sounds great, BUT..."

So, let's deal with the BUT's you may have about REal Estate Consulting in the REal World!

Do any of these questions or concerns sound familiar?

"My broker won't let me..."
"I don't want to discount my fees."
"How do I figure out what to charge?"
"Where do I find people who are willing to pay for consulting?"
"How do I market myself as a consultant?"
"No one else charges for a CMA; why would anyone pay me for one?"
"Buyers will never pay for representation since they get it free now."
"Do I have to split my consulting fees with my broker?"
"Buyer rebates? I don't want to work for free! Is that even legal?"
"What if a seller doesn't have the money to pay upfront?"

On Tuesday, September 13th, Mollie Wasserman, the queen of real estate consulting, will be in the studio with me to answer as many of these questions as we can for you.

Please note - This is NOT a program ABOUT consulting and why you'd want to do it, but rather a show telling more about HOW to do it in the real world! If you want to get yourself up to speed on what consulting is and why we think it's the future of real estate, here are a few resources for you to do that:

1-Hour SWS Teleseminar: "Real Estate Commissions - Answering the Tough Questions" 
3-Minute Video: "Beyond Fee for Service"
21-Minute Video: "Introduction to Real Estate Consulting"
Jennifer's Blog: "It All Evens Out and 50% of Something is Better than 100% of Nothing" (includes links to related blogs)

Hope to see you there! 

THE DETAILS
Date: Tuesday, September 13th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, HERE: www.SellwithSoul.com/re-consulting. 

NOTE TO KELLER WILLIAMS & RE/MAX AGENTS! Do not register for SWS Teleseminar programs using your @kw.com or @remax.net email address; your confirmation will be blocked and you will not receive access instructions. The Keller Williams and RE/MAX email servers do not allow emails from the program we use to confirm teleseminar registrations. Please use your personal email address to ensure access.

Dear Jennifer, 
 
I've wanted to be a real estate agent since I was 18 and your book made it sound so easy and wonderful! Although, I must admit that I also read in other books that you have to "have a thick skin," but I told myself - "I'll be fine because I'll only work with nice people!" The problem is, even "nice" people can be difficult and demanding.
 
I've finally acknowledged that I don't have the personality for this. I hate it when people are angry with me, and I have a temper myself. I have very little patience for constant interruptions. I hate confrontation and negotiation, and I dread the sound of the phone ringing because I know it's a problem on the other end that I have to solve.
 
And of course, the financial insecurity has been more than I can stand. Sure, it's great to have those $10,000 months, but they always seem to be followed by several months of zilch - maybe because I spent all my energy working on those sales that led to the $10,000 month. I can't stand not knowing where my mortgage payment will come from or whether or not I can pay my health insurance premium next month.
 
This career has been devastating to my health, my peace of mind and, as you know, my marriage. Now that I'm back at work, 9:00 - 5:00, in a J O B that I can leave at the office, I'm so happy and relieved, I can't believe I didn't do this sooner.
 
I hope you aren't disappointed in me. I really gave this my best shot, but in the end, it wasn't for me. Do I feel like a failure? Yes, sometimes. But I tried and I'm glad I did!
 
Sharon

***

Last month I received this letter from one of my very first readers, and with her permission, I shared it with my mailing list.

Wow - the response back to me was overwhelming. Many sympathized with Sharon and quite a few confessed to having similar fantasies about leaving the business. But in the words of those who admitted to be considering a change in career, I heard a common tone of shame, of guilt, of apology - that they felt they had to defend themselves for even thinking about making a change -- even though their real estate business was clearly taking an enormous toll on them.

Well, I'm here to tell you that there is NO shame in changing something that isn't working. Quitting, even. Successful people do it all the time - in fact, Seth Godin wrote a whole book about it (The Dip)! There's nothing sacred about a real estate career and if the time has come to do something ELSE, have the courage (yes, the courage!) to throw in the towel and DO something else!

Of course, if you're just frustrated with your real estate career from time to time it doesn't mean it's the wrong career for you; that's just life -- the frustration will pass. Or maybe you're a little burned out and need a fresh start or even a break so you can rediscover your passion for the career you used to love. In this case, quitting probably is NOT the answer!

So, how can you know which it is? How can you know if you are truly ready to do something else (in which case, you most certainly should), or if you're just a little tired and frustrated?

I dunno ;-]

No, seriously, I think I can help. On August 25th, we'll convene in the SWS Virtual Studio for a frank discussion about, well, quitting. Be warned this is NOT a Rah-Rah show where we'll rev you up and encourage you to eat right, exercise more, think positive thoughts, chant daily and then, oh, yeah, try to sell you lots of our stuff to help get you back on your feet. Nope, our goal is to help you decide, for yourself, if you're on the right path. If you aren't, we'll encourage you to make a change. No guilt, no shame, no apology required!

THE DETAILS
Date: Thursday, August 25th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern  
Duration: 75 - 90 minutes
Cost: Free to attend live, but you must register, below. You may purchase a recording afterwards for $3.99 in the Sell with Soul Bookstore.

REGISTER FOR THE SHOW HERE

Excerpted from Chapter Ten of "If You're Not Having Fun Selling Real Estate..."

I used to be afraid of the word “negotiate.” I considered it, paradoxically, to be both beneath me and also over my head. My vision of a master negotiator was someone who was expertly manipulative, who had the attitude of one of my first clients: “It’s not a good negotiation until both sides feel some pain.” I pictured a cheesy salesperson in an expensive suit making his opponent feel inadequate and inexperienced so that she eventually gives in against her will.

I wanted no part of that!

On the other hand, I was also intimidated by the concept of becoming a good negotiator. I read books on the Art of Persuasion and Negotiation and found the methods to be interesting but not terribly practical. When I’m having a conversation with someone, I simply can’t intentionally steer the conversation in the direction I want it to go using rehearsed scripts. And, frankly, being a girl, it’s important to me that there is a mutual trust in any conversation I have—y’know, that whole feminine relationship-building thing.

So, for years, the idea of being a great negotiator wasn’t something I was interested in becoming.

But you know what? Somehow I became one without even trying. No, not by listening to subliminal sleep tapes, reading books or taking an expensive weekend course, but rather by trusting my own common sense and understanding of human nature.

***

I hear from agents all the time who say they "hate the negotiation part of real estate." Yikes! While negotiating may not be the most important skill we possess (although then again, it might be!), it's certainly something we should be reasonably competent at, and therefore, not hate the thought of!

And becoming a reasonably competent negotiator really isn't all that difficult - a lot of it is common sense and common courtesy.

So, if you find yourself dreading the negotiation process during your real estate transactions, let us help. On August 18th, I'll be joined in the studio by Blake Farley, an SWS'er who has discovered the joys of Negotiating with Soul. We'll each share our tips and strategies for getting your clients what they want -- without alienating the other side!  

THE DETAILS
Date: Thursday, August 18th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 75 - 90 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register, below. You may purchase a recording afterwards for $3.99 in the SWS Bookstore.

REGISTER HERE