Real Estate is a Team Sport

1. REAL ESTATE IS A TEAM SPORT EvanFuchs.com@evanfuchs
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10. “The less you associate with some people, the more your life will improve.” Colin Powell EvanFuchs.com
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12. WHO YOU SURROUND YOURSELF WITH MATTERS. WHO YOU SURROUND YOURSELF WITH MATTERS. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
13. Photo: "Money Cash" by Jericho / Creative Commons EvanFuchs.com
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16. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. SOMETIMES YOU ARE CAPTAIN OF THE TEAM. EvanFuchs.com REAL ESTATE IS A TEAM SPORT
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18. EvanFuchs.com Work ON your business. Not just IN your business.
19. EvanFuchs.com Technician, Entrepreneur, and Manager are separate skill sets.
20. EvanFuchs.com Systematize your business
21. EvanFuchs.comEvanFuchs.com
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23. EvanFuchs.com “Get the right people on the bus, the wrong people off the bus, and the right people in the right seats.”
24. Ralph Waldo Emerson “Shallow men believe in luck. Strong men believe in cause and effect.” EvanFuchs.com
25. EvanFuchs.comJan|Feb|Mar|Apr|May|Jun|Jul|Aug|Sep|Oct|Nov|Dec| Typical year for a REALTOR®
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27. EvanFuchs.com IF YOU DID IT ON ACCIDENT YOU CAN’T REPEAT IT ON PURPOSE. IF YOU DID IT ON ACCIDENT YOU CAN’T REPEAT IT ON PURPOSE. REAL ESTATE IS A TEAM SPORT
28. EvanFuchs.com Be proactive.
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30. realtor.org/safety EvanFuchs.com
31. EvanFuchs.com Begin with the end in mind.
32. Stephen R. Covey “If you don't make a conscious effort to visualize who you are and what you want in life, then you empower other people and circumstances to shape you and your life by default.” EvanFuchs.com
33. EvanFuchs.com C. I. T. O.
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36. Find the Right Home Other Stuff ? What Buyers Want Most from Real Estate Agents EvanFuchs.com NAR 2014 Profile of Home Buyers and Sellers
37. NAR 2014 Profile of Home Buyers and Sellers EvanFuchs.com
38. EvanFuchs.com Principled Negotiation.
39. “proactive communication” “wanted an agent with a team” “appreciated referrals to services like handyman and inspector” EvanFuchs.com
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42. EvanFuchs.com REAL ESTATE IS A TEAM SPORT WHAT ARE YOU DOING ON PURPOSE? WHAT ARE YOU DOING ON PURPOSE?
43. Louis Pasteur “Fortune favors the prepared mind.” EvanFuchs.com
44. REAL ESTATE IS A TEAM SPORT EvanFuchs.com@evanfuchs

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LOVE LEARNING
RAINING COMMISSION
4TH LAW OF MOTION
GLOBAL RECESSION
TEAM SPORT
WHO IS ON A TEAM?
TEAM BUILDING?
PLAY VIDEO
As I said, I’m in my 20th year
Anyone else?
Let’s do quick quiz.
lockbox keys used to be keys!
foil
two uses
mls
instant flyer
phones for talking
millenials
natural habitat
born in 1982.
So this is called an MLS book.
lots changes/lots of shiny new object to chase
but sometimes thats pursuit of latest/greatest is excuse to not work
As my friend calie put it/we have a lot of brainage here
lets focus on what works
most horrible broker
Training started/ended/day 1
desk/phone/your own.
some of you familiar.
moved to az/broke
loved real estate/library
fix/flip deal
Hungry/not my leads/Sunday
fish where fish/tiger tail
real estate team sport
not all team players
Sold a listing/no check
no crying in real estate.
Colin Powell said it well
“The less you associate with some people, the more your life will improve.”
WHAT DO YOU DO?
Flick them out of your life.
WE DON’T HAVE TIME
Try it with buyers and sellers!
TEAM SPORT
WHO YOU SURROUND YOURSELF WITH MATTERS
Wised up
flicked THAT broker OUT/NEW ONE
I was no dummy.
So smart
money on the table
for what?
What paying broker/paperwork?
Stay alive/out prison/3 years/&day later/broker.
Scottsdale/travel lodge/broker’s license.
Opened doors/1999/busy/day 1.
Hired/receptionist/agents.
no idea what I was doing.
woke up/captain of team
Perspective changes/embrace
Could sell/horrible manager.
bulletin board FOR 10 years
over time/developed meaning
got further into leadership
difference/saying i am captain
being asked to be captain
doesn't say/I made me your chief
team sport
Whether/put yourself/not
sometimes you are captain of the team.
no idea/doing/broker/owner.
Don’t mind saying/shouldn’t surprise
1000’s brokers graduated 3&1 PLAN
then someone made/chief.
my case/WE successful
despite/incompetence/broker
short game/long game/work to do.
started/work on/business
realtoring is in business
listing/showing/paperwork/crisis mgt
on business is this
taking timeout to improve/think/plan
for me often
try apt w/ yourself
Just because/can sell doesn’t mean/manage.
A good salesperson ≠ good broker ≠ good business person.
franchise prototype
reproduce customer experience across the globe
policies/procedures/training
team sport/systems make team better/reliable
save time/make it easier/better experience
predictable results
example system we use
right info every time/brain dead
qualify/wants & needs/better help
RND = Ripoff ’n Duplicate.
Open-ended questions
onboarding
create/refine/working on biz
examines great companies/leaders.
Whose/team/critical/success.
right people/right places/self-motivate
Gave up motivating/need support/team sport.
Larry Kendall “I quit laying awake worrying”
wrong person/wrong seat/flick
It doesn't happen by accident.
Lender example
Client consultations
rely/luck/wrong person/wrong seat
costs us time/money/energy.
flick!
up downs Analogy/<reveal>
sit every set bus/less effective
Urgent/on fire/important/postponed/ignored.
So many hours/day/day off.
prioritize/delegate/managing/fire
dollar productive activities/Lead gen/listing/selling/negotiating
Set up on purpose/by design/Schedule/calendar.
if on roller coaster/hit income ceiling
what can we do?/work more? no thanks
THINK $/hr/look for leverage/(conversion rate)
if more apts➝closing/higher conversion/$/hr
systems/high leverage/control process
right people/right seat/high leverage
What do buyer leads tend to ask?
ask ourselves what we are doing on purpose in business
stephen covey calls this being proactive
First three/independence/personal victories.
First/be proactive/opposite of reactive
This is what I mean when I say on purpose.
Let me give you an example….
What is this?/pop tart
toaster/press button/ding/pops up/ready togo
pop tart REALTOR/phone rings/I want to see 123 Main st/pops up!
Pop tarts relinquish control of the process right out of the gate.
less effective, costs us time, and puts us at risk.
Articles
Presentations
Videos
Webinars
Resources for REALTORS, Associations & Brokerages
REALTOR® Safety Course
2 creations: first in your brain/then physically
Just like using a blueprint.
begin with end in mind/allows un design our biz on purpose
What are we doing on purpose?
substitute real estate Business
“If you don't make a conscious effort to visualize your real estate Business, then you empower other people and circumstances to shape your real estate Business by default.”
for example/we are not pop tarts
we control the process. they control the decisions.
we design our business/process/with a consultation.
We don’t meet strangers in private places.
by the way
controlling this process not only safer/smarter
keeps us in compliance with adre
agency disclosure
team sport/43k members/lets help each other/sharing this message
starting with a consultation means more sales/less time/fewer headaches
example of a system we use i share with my team
predictable results
controls process
sets expectations
<review through offer➝back, back, forward>
What do buyers say they want every year?
<review then go back
Effective Negotiating for Real Estate Professionals (The Performance Management Network Designation)
Also counts as an ABR elective.
"Separate the people from the problem."
"Focus on interests, not positions."
"Invent options for mutual gain."
"Insist on using objective criteria."
"Know your BATNA (Best Alternative To Negotiated Agreement)"
Proactive communication
clients disappointed when they had to initiate calls for information
Expected a “team” behind the agent
Staff, partners, referral network
Like receiving referrals to ancillary services
handyman, lender, inspector, attorney
Covey’s habits 4-6 deal with the interdependent nature of relationships.
interdependence requires people to first be independent.
in other words, i cant be a good team member until i have my own act together.
you know who those people are.
right people on the bus in the right seats
Pasteur said “Fortune favors the prepared mind”

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