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Step #1 – Remove the words CAN’T, TRY and BUT from your vocabulary.  (Catch yourself when you say them and restate yourself)  

Step #2 – Determine one key goal at a time. 

• The brain has difficulty focusing on more them one thing at a time. What goal is most important / urgent to you?    
• You will move towards what you focus on
• You can trigger your brain utilizing questions 

Step #3 – Schedule Theta Thought Time. This is when you give yourself free time to think.   

• Alpha – Relax Mode
• Delta – Sleeping
• Beta – Going 90 miles an hour during your day
• Theta – Free Time to Think  – minimum 2 hrs per week   

Step #4 – Ask yourself 5 important questions –   

• What skills, information and knowledge do I need to achieve this goal?  
• What resources, help, assistance, and/or collaboration do I need to achieve this goal?  
• What assumptions and obstacles can block my progress of achieving goal?  
• How and where do I start? What are the first 5 things I think I need to do?  
• When I achieve this goal, what is my prize?

I was sent an excerpt from an author John Scherer – It was titled — Facing your Tiger!

I started doing some research on the concept of FEAR and here is what I concluded:

 1.       We all have fears – we are all afraid of something or something’s   

2.       Fear disguises itself — as anger, avoidance, frustration, excuses, procrastination and many, many others.   Recognize it is fear.  

3.       Fear gets it strength –  from people’s perception of the unknown.    

4.       Fear can be a very powerful blockade in your life.

 5.       Fear can be controlled and defeated.

 Solutions —

 1.       Ask yourself direct and open ended questions – do not worry that you do not have the answers.

• In regards to “X” situation what am I truly afraid of?  And why?  What is my perception of this issue?

 2.       Be willing to hear the truth – do not justify your position.

 3.       Pick a modest goal and move towards it.

4.       Do a Ben Franklin – Make a list of all your concerns and a list of all the amazing gifts you will receive when you attain your goal.   

 5.       Commit yourself to your goal and face your tiger!

 6.       Summon your courage – defined by moving myself into the unknown 

 7.       Continually think and talk about your goal and the gifts it will bring you when you achieve it.  

 8.       Never give up I promise you the Tiger will tire eventually or you will tweak your attack and out smart the Tiger .

1. Create efficiencies in your business and let one task promote you in more then one way.

2. Create a goal and time frame for the number of people you would like to add to your sphere.  (E.G. 500 people in 6 months)

3. Our tool of choice will be Open Houses.  You will need to commit to 1 to 5 open houses per week. Open Houses will be your excuse to be in the neighborhood.

4. The goal is to meet a minimum of 25 people face to face per OH by walking and canvassing the neighborhood.

5. To correctly envision the opportunity we first need to agree on the true upside of the open house process.   We are focusing on the 2 weeks prior to the open house as the key opportunity.   The 4 hours you spend actually holding the Open House is simply following through on your commitment and promise.

6. Feel free to canvas a neighborhood even if you are not going to be the actual agent who holds the house open.

7. Pick a quality house and make sure it is salable, easy to find and within the price range you desire.

8. The hook of choice will be OSA.  You must be signed up to utilize the system. Remember it is FREE to you.

9. Materials to carry:   An Open House flyer on one side and an example of an OSA report on the other side. Your picture will be on the flyer regardless if you will be the agent sitting the open house.  That is your prize for making the effort to work the area.

10. Your verbiage will be:  I would like to invite you to an Open House we are doing on “X property” on “X date”.   Also to let you know that Prudential offers a FREE listing and sales update for your specific neighborhood.   I do not mind setting it up for you I do it for all the people I meet that wish to receive a real time real estate update on their neighborhood.   The report comes by e-mail and will keep you informed on exactly what is happening to the value of your home including a report on who is searching for like properties.   By the way we also offer this service free for any properties you may have through-out the country.  Do you own any other houses in NV or in other states?

11. Do the math — 25 people per OH for 3 days per week = 75 p/week for 24 weeks (6 months) = 1,800 new people in your sphere all getting an e-mail from you on all the real estate they own.

12. You now have all their correct contact info as well as their key e-mail of choice.

13. Due to your efforts each one of these individuals are ready to be placed into your 1 Park Place web solution.   One effort numerous upsides.

14. Extra Tip – Every face to face person you meet you should be offering OSA.

What do you do when you feel overwhelmed?  You Choose!  

• Do you tend to work harder?
• Do you want to work smarter?
• Do you tend to focus better under perceived pressure?
• Do you tend to fold and shut down?
• Do you tend to loose it or feel perceived stress very easy? Wayne Dyer – Stress only exists if we let it exist in our mind.
• Do you set a time to evaluate your present situation and systems and plan for the future?
• Do you constantly repeat your same challenges and have an excuse for everything?
• Do you feel you need to slow down or even stop doing new business so you can play catch up? Not a solution a tragedy
• Do you have or hire help where and when you need it?
• Are you clear on what your job should be and what your job should not be? 
• Do you feel you must do everything yourself or “X” will happen?  

Are you asking all the correct questions?  

• Do you want to stop feeling overwhelmed?
• What is a long-term successful solution?  
  • Step #1 – Stop feeling it – it is always your choice.  Consider working stress less, without anxiety and without worry? 
  • Adjust where and when needed. You have the power to affect and change all things in your business and life. Are you choosing to move towards or away from your goals? 
  • Problems, challenges and issues are a normal course of business that happens to all people
  • Go out and create new opportunities, business and relationships. Focus on the go forward positives.  
  • The simply test is — if I am not getting the results I want then I need to change things until I do.    

Our market continues to change  

1.  Facts –

• Low Inventories
• Multiply offers on most all properties  
• Erratic marketplace – unpredictable, unreliable & inconsistent 
• Pricing is all over the board depending on location, seller’s motivation, size, amenities, floor plan, previous loan amount, if there is a 2^nd deed of trust, the homes current value, Etc.     

2.  Solutions –

• Stay away from the 3 Ugly R’s –
  • Resentment – Negative reactions/feelings then walls go up
  • Resistance – digging in your heels inhibiting solutions   
  • Revenge – I’ll show you! Moving you away from a productive course of action.
• Begin with a buyers interview – Communicate today’s environment
• Enjoy your buyers and sellers – Be their positive stabling force in a not so positive stable environment  
• Embrace short-sales and grow your inventory  
• Re-educate yourself and love it!
• Commit 150% to building and cultivating relationships with your sphere – OSA and E-cards
• Open Houses – Pick your houses with intent – use to grow your sphere   
• More proactive prospecting with the intent of creating more face to face appointments – telephone, door knocking, sphere contact, Etc.   
• Measure your day by face to face appointments NOT by the  hours you put in 

First Way – I’m Right your Right 

• Whatever you are saying I agree with which means you are right
• Recognize RyR – Lots of agreeing and head nodding yes
• Sometimes you feel there is not more to learn because you both have all the answers to this situation or discussion.

 Second Way – I’m Right your Wrong 

• Whatever you are saying I do not agree with which means you are wrong
• Recognize RyW – You are thinking of what you want to say next. You are never truly listening.
• When judgment starts –  learning stops 

 Third Way and where you want to be – Being With  

• No judgment or arguing
• Just being curious
• Your limiting beliefs are at rest
• You are asking questions
• You are real hearing the other person
• Learning and seeing another perspective
• You will make statements like “ I am having a hard time with that help me get from point “A” to point “B”

 This will be work in progress to stay in “Being With” I promise it will be worth your effort. Your prize will be better understanding of others, greater success in all things and less conflict in your life.     

Physically –

•  Are you willing to put in the time to be successful and achieve your goals? – whatever it takes!
• Do you have a written business plan?  
• Do you take good care of yourself? – exercise and eat right!
• Do you utilize your time effectively and efficiently to maximize and create more business? – work smart!
• Are you willing to work outside your comfort zone doing the activities that work best vs. doing what you have always done that may be more comfortable; however, not creating the desired results?   

 Mentally –  

• Do you come to work with a purpose or do you find yourself floundering often?
• Do you truly focus your thoughts on succeeding?  
• Do you challenge your FEARS – Technology, Listings, Telephones, Prospecting, People, Conflict, Sales Skills, Etc.    
• Do you spend time thinking & strategizing your next moves to take advantage of the opportunities that exist today?
• When “X” happens do you go into solution mode, complaint mode or excuse mode? – (Victory vs. Victim), (Winning vs. Whining)     

 Emotionally –  

• Are you a steadying force for your business or are you drama central? Would another agent come to you to help calm down a situation?
• Is your glass half full or half empty?
• Do you often find yourself constantly affected by the circumstances that you encounter on a daily basis?  (Problems, Challenges, Etc.)  You need to be cognizant of who is running your business and your life, you or the daily circumstances that you encounter.  

 Download or Listen to the he Audio File

Some of the questions you should be asking yourself - 

1. Are you on track with your goals?  Do not justify, let your results control any necessary changes/adjustments.
2. What is working BEST and what is NOT working? 
3. Are you and your team using your time effectively?  Are you focused on our CORE? ( Core = the 2 to 5 most important drivers of your business)
4. Are your goals and priorities aligned?  What you do each day are your priorities. 
5. Know your stats for the first ½ of the year
   • Your average sales price — do you want to increase it?
   • How many client leads were generated?
   • How many clients did you successfully serve and turn into a sale/closing?
   • What is my current average commission earned?
   • What % of my business are listings vs. buyers?
   • What % of listings sold vs. listing taken?
6. Where are my leads coming from?  How does my plan of attack need to adjust to increase my lead flow?
7. Ask other questions important to you and your business.  

When you ask the important & necessary questions regarding your current business results it will help you create a productive thought process that can increase your current results or adjust them in a desired direction.  

If you think you do not have time to do this????  I submit to you that you do not have time not too!!  I promise that you will save time & $$$ in the long run.

  Download to listen to conference call. 

• Listing Available in the MLS – 17,200
• Short Sales in MLS – 6,600
• REO’s Available in MLS – 4,488
• Pended Escrows in MLS – 11,000
• 25,000 + REO’s coming from bank back log
• Watch the mix of price ranges that hit market as there will be opportunity to sell higher priced properties as well as lower end. 
• Many of the present short sales will become REO’s
• Only 7 to 10% of short sales actually close escrow. However, they are 38% of today’s existing inventory. 
• It is imperative that you know about the expertise and ability of a listing agent to get a short sales closed.
• Below is a list of MLS agents who have successfully closed short sales. Prudential Americana Group agents are highlighted and appear first on the list in order of number of transactions closed. 
  • Be clear that they know what they are doing. 
  • They have a proven, strong and effective relationship with the banks they deal with.
  • They close their deals.
  • They communicate keeping you in the loop on the good and the bad news. 

List of Short Sale Agents