Let’s talk dirty, shall we?  Are we presently targeting people who were going through or about to go through some type of significant change in their lives and profiting from those changes—realizing that a significant portion of the realty business is generated due to “change” in a person’s life, situation or circumstance???

You see, about few months ago I began a “free publicity” campaign for my real estate coaching practice. That is, using the same “model” and style of press release I advocate using in the Ultimate Publicity Kit, I mailed out 50 releases to various daily and weekly newspapers that I knew (via research at the public library) might be interested in running material addressed toward real estate agents and brokers. My total cost was $27 for postage and about $30 for printing my “free report”, envelopes, etc. $58 total investment.

The results?

My tiny little $58 dollar investment resulted in THREE front page feature articles in major metropolitan papers… a word-for-word placement in another weekly… and three other noteworthy blurbs.

Every placement included RPS contact information and my toll free phone number wherein the reader could contact me and request a copy of a free report titled: “No More Cold Calls. How to Get Buyers and Sellers to Call YOU for a Change."

As far as “placement” is concerned, it would be pretty hard to beat the results of this tiny campaign. You can’t buy front page coverage! So from a publicity standpoint, the campaign was a tremendous success.

However, my purpose in getting all this free press was, of course, to generate a number of “free” leads for Intervision Marketing Corp. Want to take a stab at how many “leads” were generated?

How many agents and brokers saw the articles and called in response?

Here’s a clue: One front page article was run in our local business paper… a huge daily “business” press.  Another in Memphis, in a “business” press with over 100,000 circulation. And another full page in a Knoxville “business” press.

What do ya think? Couple hundred? A thousand? Maybe a few thousand leads?

42! That’s right. Only 42!! Now, apart from the fact that this campaign wasn’t too wildly “successful” in generating leads (which, of course, was my goal), what is really disturbing here is the obvious conclusion one must reach…

MOST AGENTS AND BROKERS ARE NOT READING

THE “BUSINESS” PRESS WHICH IS ONE OF THE

GREATEST SOURCES OF LEADS OUT THERE

FOR YOU GUYS AND GALS!

I can live with the fact I didn’t make any money (well…I made some, that tiny $58 dollar investment eventually generated over $3,000 in business), but I have a very difficult time swallowing the fact that so few real estate professionals are taking advantage of the leads available in the local business press!

Somewhat disturbed (somewhat highly disturbed), I decided to conduct a little test… a little research. I went to the library and, using the microfiche records, copied the “People on the Move” section of the Nashville Business Journal all the way back into January of this year.

Then I began calling these “people on the move”—these lucky souls who have recently been promoted, transferred, or experienced some other significant “change” in their lives and/or careers—and I asked four simple questions:

• Did they receive a lot of calls upon having their “change” announced in the press?
• Were they ever contacted by any real estate agent or broker to either congratulate them, initiate a relationship, or to offer their professional services?
• Are they now or sometime in the near future looking to make a move in the real estate market as a direct result of their announced “change?”
• Had they, indeed, already made such a move or began the necessary steps to make such a move?

I called 15 individuals, whom I chose at random, for each month of six—for a total of 105 contacts. 87 of these folks said “yes” they received a lot of calls due the press announcement. Most of these calls were from friends and colleagues congratulating them. Of these 87… ONLY ONE received a call from a R/E agent!! Many had received calls from spa salespeople, financial planners, and insurance agents… but only one received a call from real estate.

Now get this. 92 of the 105 people I spoke with said “YES” they almost immediately had the urge to “upgrade” to fit their new image and position.

And of the 92… 26 had already sold and/or sold & purchased property as a direct result of their “change” and ALL the rest anticipated making a move within the next 6 to 12 months.

And only ONE received a call from a real estate agent!

Is there a window of opportunity here or what? In my neck of the woods, 26 legs equals to 5 million in volume on the low end of the scale! That’s at least a $150,000 in commissions… which nobody even ever asked for!!

So, being the sharp, capable, success-oriented marketing individuals we are, let’s “target” these folks and actively seek to establish a relationship with them.

Let’s create a simple little system of initial contact… follow up… follow up… and follow up some more until they either tell us to get lost or they eventually “upgrade” with our professional guidance and assistance.

Let’s make some easy money, shall we?

Personally, I would immediately get out some back issues of my local “business” press and begin making phone calls… conduct a brief, informal survey. In other words, II’d immediately begin cold calling these folks and attempt to get something in the works RIGHT NOW!

However, I realize not everyone is a glutton for punishment so, while this is certainly not an idea unique to me, it certainly is worth looking into since it appears hardly anyone else is doing it (though every agent and broker worth their salt should be doing at least this much):

Clip the “press release” or article announcing the “change” and either slip it into an envelope unadorned with a brief little note of introduction and perhaps your calling card… and mail it. Your note might be something as simple as “Congratulations on your promotion! Who says ‘good guys finish last?’ I’m sending this clipping along just in case you missed it in all the hub-bub.”

Even better, have the clipping laminated or mounted in some nice, yet inexpensive fashion and mail in a large business envelope. Same simple note.

Another idea (which is what I used to do) is to have a simple quote printed up on parchment which relates somehow to the “change” — for instance, if the change you’ve targeted is a promotion, a “success” quote might be nice. Make it suitable for framing. Send that, the clipping, and your brief note. The idea, of course, is to stand out above everybody and anybody that is contacting them.

Second step, 4 to 5 days after mailing… call and introduce yourself. Let the prospect know that it occurred to you that this promotion of theirs might have sparked an interest in purchasing a new home — upgrading their lifestyle. If so, or even if there is the slightest of possibilities… propose getting together and creating a buyer’s profile for them or some other type of immediate action. If they don’t express such an interest… perhaps they know of someone else who might be interested in making a change. Perhaps they might consider moving into investment properties.

Third step… continue to follow-up, follow-up, follow-up. Add this prospect to your data base and mail to the consistently — your newsletter, brief clippings you believe might be of interest specifically to them, your updated professional “resume”, letters of testimonials from others you’ve worked with within their industry or occupation. CALL these folks at least once every 60 days ”just to say hi!” Christmas cards. Birthdays. Anniversaries. You get the idea.

The hardest part of this “system” is starting it. Make the decision to commit yourself to this type program and, I promise you, your prospecting efforts will pay off big time. It is certainly worth whatever effort and creative juices you have to expend up front because the backside payoff will result in many, many, many commissions, lifetime clients, and referrals.

How to save $3,000 to $30,000

when you purchase your next home!  FREE report reveals how anybody can save $3,000 to $30,000 when they purchase their next home. Learn the inside secrets most people never learn. Visit http://www.yoursite.com or email me at successtips@yoursecondaryemailaddress.com to receive your copy of this FREE report.

2. Using the autoresponder feature of your email account, write a brief message thanking the prospect for responding to your ad and, again, encourage them to pay a visit to your site to pick up their free report, ask questions, and peruse your listings. For example:

     "Thank you for requesting the FREE report: "How to save $3,000 to $30,000 when you purchase your next home." You can view, print or download the report absolutely free from my award winning site at http://www.mysite.com. Stop by. Hang around. And let me know how I can best serve you."

     Okay, do you see what we have done? We write and post a nice classified ad or listing and we use our secondary email address for the contact. Also, by using the autoresponder… ALL inquires (including the spammers) will receive your brief note of introduction and giving them further instruction on how and where to receive their free report. The beauty of this system is twofold:

1.      It eliminates any work on your part in answering the mail, and

2.      It protects your real email address from getting into the hands of spammers.

     Now here's the really neat part of this entire campaign: Simply set up the incoming filter on your email program to automatically delete any and all mail you receive from this secondary email address!

     Think about it. The only mail you should be receiving from this address would be from spammers. That's it! Because the message you established on your autoresponder points all inquires to your home page. So, REAL prospects would send you an email from off your home page, using the address they found there… not your secondary address.

     Make sense? Of course! So go for it! Drive that traffic to your site and don't worry about the junk mail…

This is a "MUST HEAR" interview!  Brandon delivers a power packed interview with Sales Superstar Tom Black! Tom is currently on the speaking circuit in 2008 with Mega Author Mark Victor Hansen, Art Linkletter and sports psychologist Dennis Waitley!  Tom brings home selling skills in this interview and what it will take to succeed in the future!

 Tom Black - Selling Skills: Play Now | Play in Popup | Download

Here is a little system that anyone can implement very easily into their business. This little system accounted for 3 transactions for me last year for a total of $16,324 in commissions, not bad for just a few minutes of work. In addition to the commissions, I also generated several very good leads in the process.

I went to the owner of a full service car wash, one of those that have the guys with the towels at the very end hand drying every last drop of water off of your car. The kind you regularly see some of the nicest cars in the area pulling out of. Now, I went to the one in my market where I spend a lot of money and have met the owner on several occasions while my car was being washed, but you can do this with any car wash.

I asked the owner if he would be interested in doing a joint venture that would be a win-win for both of our businesses. If he would have his guys at the end of the car wash place my fliers on the dashboard as they were wiping it off, I would give away whatever he would like to my customers at closings, open houses, on website offers, etc. He quickly agreed to give me these wooden tokens for a free car wash, a whole bucket of them!

Not only did I hand them out, my customers and clients loved me for giving them a free car wash and my friend, the car wash owner loved me because he could see the influx of people choosing his car wash and a large percentage of them weren't taking the standard car wash but upgrading to a higher dollar wash for 3-6 more dollars.

And the icing on the cake, after doing this for less than 1 year, I have closed 3 transactions as a result for a total of $16,324 in commissions. Imagine if I had just 3 or 4 other car washes doing this as well which I am going to work on!!

Try it!!

I've had it…..no probably not, but I have this week.  I have to remember that when the student is ready, the teacher will appear.  I have a LONG time friend of thirty years……he is a good man.  My past teacher in high school….one of my coaches……left coaching….went into the mortgage business….owned his own mortgage company.  Over the past few years, his business has gotten worse.  We meet with each other all the time….pray together.  Over the past year, his business has suffered.  the things he has been able to do for his family that are MAJOR commitments are no longer able to be done.  Over the past months, I have asked him to go with me to functions that he can meet LOTS of real estate agents.  I invite him…he says he will go….I go, and he is not there…..things "come up".  His wife tells him to get with me to help him, but inevitably, "things get in the way".  He has asked me to take him to home builders meetings, but he does not show, although HIS company sponsors it…..last minute client care…..closings….things that cannot wait.  He asks me to meet him to help him with marketing, but looses his keys the morning of and cannot meet.  He comes into the office and wants to "meet in a few hours"…..he never comes to me during the day for advice.  We prayed together early this week for his business to turn.  I told him he was going with me to our home builders meeting….75 agents at the meeting and he can make contacts.  He asks to sit with me, and I told him I would save a seat……I thought things were turning for him.  Come Friday, I went to the meeting and ended up sitting by myself.  As I leave the meeting, he comes walking in the door….something came up.  I see him at the office, and he tells me a long time fiend who has cancer asked him to go to a biopsy with him the night before the meeting.  Says he should have called me.  I hate to sound hard on that one, but I am through…..It is not that I won't be his friend as I love the man, but as the old saying goes…..until the student is ready…then and ONLY then, the teacher will appear.  The strange thing is that at one time, he was MY teacher…..my math teacher in 9th grade.  I am now in my 40's.  I was never better than a C student in his class, and that was pushing it.  Now he is flunking MY class.  Mind you, my class is not that hard….just follow instructions and be coach able.  Where his life will go, I don't know.  I hope for the best, but I don't know.  I hope he and his family is OK.

NOW…here is the story behind this story:

DON'T LET CIRCUMSTANCES INTERFERE WITH SUCCESS!

There is always some reason why we cannot succeed today……always a circumstance.

I wanted to make those calls to my clients but my mother called, and it was important that I speak with her……I would have been there, but there was a last minute problem with a closing and I Had to miss a meeting……I lost my keys…..I am not worthy of that particular position or job……

Gang, there will always be things that come up.  The problem is that because you choose NOT to be at places, you miss out on business, and it is not only you that suffers, but it is your family that you cheat……Things will always come up.  Get over them. 

Other reasons not to succeed:

1. I don't want to find work until I loose 20 lbs.
2. Things cannot happen til I get my hair colored
3. I cannot do anything til I buy some new clothes
4. I am not college degreed
5. I'm not smart
6. I don't come from a privledged background
7. I cannot work because I have to watch my parents….kids…..grandparents….the neighbors……
8. I'm broke
9. you name it………

GET OVER IT!

Don't let circumstances get in your way!

Brandon Patrick

Dean of Students

Real Estate Toolbox University

So many real estate agents and small business owners, including myself now have their main office in their home. The days of having a traditional office at the company are pretty much slowing down and will probably soon be gone. As busy as the real estate business is, it just makes more sense to have your office at home if and this is a big if, if you can efficiently run your business from your home office.

I just finished reading a great book that sheds a lot of light on this subject and gives some great tips. The book was written by Jeffrey Landers and there is a nice forward from George Ross, Executive Vice President of The Trump Organization.

You can pick it up at any bookstore or online, the title is "The Home Office From Hell Cure"

About the Owner of Re/Max Elite and The Re/Max Broker of The Year … ROBB CAMPBELL

“Building a Family of Businesses”

Since Robb Campbell, owner/broker of RE/MAX Elite first arrived in Nashville in 1999, his company, affiliated businesses and the entire market has experienced incredible, even phenomenal growth. He says he recognized a great opportunity when he came to Middle Tennessee, but it can just as easily be said that many other agents, brokers and associates recognized an even greater opportunity to work with someone with endless energy and a real vision of where the industry is going.
Today, Robb is the head of a Middle Tennessee family of businesses including real estate, insurance, mortgage, title, appointment setting and sign and graphics. This comprehensive approach to all aspects of the industry has earned him the respect, and even better, the trust of hundreds of associates, partners and customers.

Robb’s start in business began when he was 12-years-old washing dishes at Campbell’s Restaurant in Smyrna, Georgia. His father had built up the family business over many years and Campbell’s was the place in town where business, political and community leaders would gather for breakfast, lunch, dinner or just a cup of coffee. Robb gradually moved from dishes to busing tables, to making sandwiches and up to the grill as head line cook. By 16, he was running the entire business when his father had to be away.
When the restaurant burnt down one evening, the Campbell family came together to weigh the pros and cons of rebuilding the establishment. They decided the family tradition and what it meant to the community should continue and reconstruction soon began. This experience provided an incredible opportunity for a teenage Robb Campbell whose father negotiated with the general contractor on the reconstruction to allow Robb to work on all phases of the job.
That summer was the hardest Robb can recall working, but the experience was priceless. He learned firsthand about construction from framing, to electrical, plumbing, sheetrock and floor tiling. “I learned what it takes to build something. The planning, the supplies, labor and putting the finishing touches on every job.”

Robb found his way into real estate after college while working his way up as a manager for Budget Rent-A-Car, in Atlanta. After advancing to distribution director, he decided it was time for a new challenge and went to work on his real estate license. Many of his associates, friends and even family members were quite surprised when he told them he was planning to leave his salaried position, with an attractive bonus and car allowance, for full-commissioned sales in real estate.

“People who knew me understood that I was very driven and wanted new challenges in my life, but many of them were scratching their heads over my decision,” he recalls. He had saved up six months living expenses by the time he attained his real estate license. His first sales position came about with RE/MAX Town Center as an on-site sales agent. During his interview for the sales position, the broker took a phone call just as some potential buyers walked in to the sales center and without hesitation, Robb jumped up to help them. Helping others comes natural to him.

“When he got off the phone he asked me why I had helped the customers when I didn’t even have a job, yet. I just said I saw some people who needed help and got to work.” His attitude got him the position and the assignment to sell two homes just down street. After selling the second home within the first week, the broker came to Robb to let him know those two homes had been a thorn in his side, sitting vacant with no activity for more then six months. He knew he had found a real salesperson in Robb.

In three years of outside and onsite sales of new construction properties, Robb became one of the top-producing agents in the area. But ever-willing to take on a new challenge, he pulled together all of his savings and took out a second mortgage to buy into partnership of RE/MAX Town Center in Kennesaw, Georgia. The company had 16 agents and decent sales; yet three years after becoming a part owner of the business, Robb had grown the company to more than 150 agents and opened a mortgage company and in-house title company. He had also incorporated into the company’s operations a full-range of commission splits and offered full training which introduced agents with less experience than those who traditionally join RE/MAX. His success led to Robb being invited to conferences around the nation to talk about his comprehensive approach to business.

“We were definitely pushing the envelope as far as bringing together multiple companies under one roof. Many people I spoke with weren’t interested in shaking up their operations by bringing in new companies,” he says. “But others recognized that this is the future of our industry and offering one-stop solutions to our clients adds value and improves efficiencies. We had the RE/MAX brand behind us and the trust of thousands of customers, so I felt we couldn’t miss.”

Robb and his partners were looking to grow their business but competition, along with other factors, made expansion in the Atlanta area less than ideal. They sought out other opportunities and in 1998 settled in Memphis, Tennessee, becoming the largest RE/MAX office in Memphis in just over a year.

Still based out of Atlanta, Robb was looking for a permanent home and a company to grow on his own in Tennessee, and found what he was looking for in Nashville when, in 1999, he purchased the RE/MAX offices of Otey Walker. “I found everything I was looking for, and then some, here in Nashville,” he adds. “I just fell in love with everything Nashville and Middle Tennessee had to offer, from the people, to the beauty and the great business climate.”

His new RE/MAX endeavor started with 67 agents, two office and outstanding opportunity. He immediately put into place the training programs he had perfected at his previous companies, and asked Ora Fulton, a longtime RE/MAX agent with more than 25 years experience as a real estate professional, to lead the training for the company. As trainer and mentor, Ora takes newly licensed agents under her wing for six months or so as they learn the businesses and work with other agents on her team based out of the Brentwood office. She says the approach has been extremely successful in helping new agents get established in the industry. She credits Robb’s visionary approach to training and providing unrivaled support to agents for the strong growth RE/MAX Elite experienced since Robb purchased the company.

“Robb is a very positive person with boundless energy and a willingness to try new and innovative ideas. He has created an extremely positive atmosphere where agents want to work and grow their business,” Ora says. The proof of this successful atmosphere is evidenced by the growth the company has experienced since 1999. From 67 agents and two offices, RE/MAX Elite has grown more than 500% to more than 350 agents and 10 offices throughout greater Nashville. RE/MAX Elite offices can now be found in Brentwood, Nashville, Franklin, Murfreesboro, Nolensville, Antioch, Bellevue, Belle Meade, Spring Hill and Smyrna; with new satellite offices expected to join the company throughout this year.

After taking over the business, Robb also looked for opportunities to bring together affiliated businesses as he had done in the past. In surveying prospects for growth he met his future wife Kim, who was a leading agent and mortgage producer also looking for an opportunity to work with a progressive entrepreneur like herself. She is now president of Elite Home Loans and Robb’s closest business partner.

“Kim was just amazing. She had more energy than me, and that’s saying something. She was aggressively looking for ways to give her customers greater service combining real estate and mortgage lending. Our relationship grew from business partners to husband and wife. We have great respect for each other.”

Elite Home Loans was formed in 2004 and has grown into a major provided of mortgage lending for customers of RE/MAX Elite and other real estate companies throughout the area. “Elite Home Loans is an important component of our ability to offer customers comprehensive service. Our clients are able to purchase a home, obtain financing and insurance and close the transaction all in-house.”

Since 1999, Robb has added additional companies including Elite Title, Elite Commercial, Elite Insurance, Elite Home Services, The Appointment Desk, Elite Relocation and Elite Sign and Graphics to meets the needs of buyers, sellers and agents. In fact, the growth of his ancillary services is extending Robb’s business reach well outside the Nashville area. The Appointment Desk, which provides appointment scheduling for agents’ listings is already in the Indianapolis market and will soon be rolled out nationwide. Elite Home Loans is looking to establish offices in markets throughout the Southeast, and Elite Sign and Graphics provides services to a number of industries both locally and throughout the region. Many of the company’s customers are agents and brokers of other real estate companies.

“We are very excited about the growth of RE/MAX Elite and our affiliated companies. It shows there is room in this industry and this economy for people and companies who work hard to fill a need and offer the very highest level of service. Even with all the growth we have seen in the past few years, I think we are just getting started. The sky is the limit.”

His positive attitude toward real estate and growing other businesses has earned Robb a reputation as one of the leading proponents of offering a one-stop solution. Bob Sutton, vice president and regional director for RE/MAX of Kentucky, Tennessee and Southern Ohio, considers Robb to be one of the company’s greatest assets. “Robb is one of the most progressive and aggressive brokers we have in the entire international RE/MAX system. He is a visionary leader of the idea of offering ancillary services. He is also one of the most energetic people I have ever met. I wish we could bottle his enthusiasm and give it to others throughout the company.”

In addition to growing his many companies, Robb has worked hard to bring his family to the Nashville area to join him and Kim in operating the new family business. In 2001 his brother Jayson moved to the area from Atlanta to be the managing broker for the Belle Meade office, and shortly after, his brother Jaymes relocated to serve as the Vice President and General Manager of Elite Sign and Graphics. And in 2005, Robb finally persuaded their mother to move to the area. Though retired, she serves as a support for the entire family. “Having my family not only close but involved in running the businesses is a blessing. I know I can trust them to do what is best for the business and for us as a family in every circumstance. That is maybe the very best thing about being in a family business.”

Each day brings a new opportunity for Robb Campbell. His success in business is a direct reflection of his willingness to take chances and put his faith in new ideas. Every days gives him the chance to look around him at his friends, family and associates and say without hesitation, “it is truly a family of businesses.”

Robb will be interviewed by long time industry leader Brandon Patrick live on Wednesday April 9th at 1:00 Central time. For complete details visit http://busyagentpro.com

There is only one Broker of the year selected each year in the Re/Max International System. Out of thousands of offices in arguably one of the most successful real estate franchises of all time, can you imagine how difficult it would be to choose a single broker that has accomplished enough to be honored with this reward?

The reigning champion for that honer is Robb Campbell, Owner of Re/Max Elite in Nashville. But not only is Robb extremely successful in the real estate business he also has a lot more going on in his business and his life. He is inspirational and motivational to his hundreds of agents in his offices and is also gaining national attention around the country in both the Re/Max system as well as outside of Re/Max and even outside of the real estate industry altogether for his powerful, inspiring and motivational messages.

I have personally met Robb on numerous occasions in his office in Nashville and I am here to tell you, he is walking the walk. He runs a well oiled machine and teaches some things that should be required material for anyone in the real estate business regardless of experience.

Getting an opportunity to listen to Robb speak and to learn from him is a once-in-a-lifetime opportunity and to miss it would be a huge mistake in your career. With that said, I have mad arrangements to have Robb on our weekly coaching series over at BusyAgentPro.com. Robb will be on the program this Wednesday at 1:00 Central time and will be interviewed by long time real estate broker, Brandon Patrick.

You can get all of the details for the interview over at http://busyagentpro.com

Don't Miss it! Below is a picture of Robb receiving his award for Re/Max Broker of the year!

Brian Rodgers, Co-Founder of BusyAgentPro.com discusses what is new, where we are at and we we are going with BusyAgentPro.com Real Estate Business Management Platform. If you haven't yet heard of BusyAgentPro.com be sure to watch this video and visit us, particularly if you are in the market for real estate coaching or real estate websites.

Here is a MAJOR interview with Chris Tabscott, the CEO of Titan Home Loans on the reasons why we as agents should find the HERE and NOW the time to be investing in real estate!  This is a can't miss talk with secrets that most agents have no clue!

 Chris Tabscott on Investing in Real Estate: Play Now | Play in Popup | Download

Today, I had a fabulous interview with Mortgage Success Coach, Tim Davis on the 5 Sandtraps of Real Estate!  Tim will take you through deadly traps that real estate agents get caught up in that keep their business from going to the top.  You will enjoy Tim's insight and vision for the world of real estate.  This info packed call will help bring your business to new levels!

Brandon Patrick

Dean of Students

Real Estate Toolbox University

 Tim Davis: Play Now | Play in Popup | Download