Have you ever had a crisis in your career? Maybe we should ask how many have you had today? Let’s face it, a great Client Care Coordinator is first and foremost a problem solver, and because of this, the front desk will often become a crisis management center. This center is where all problems arrive and are expected to be solved within a short period of time.

How can we become better at crisis management? Before we can begin to answer this question, we need to start by admitting that most of us deep down are cowards at heart. Yes, we may come across as confident and strong, but at our core, we fear like every one else. We fear that we may fail, or worse yet, that someone won’t like us. We often don’t face each crisis as quickly or as effectively as we could; and occasionally, we don’t face the crisis at all. Soon it is too late.

By accepting our natural aversion to crisis, we can then begin to unravel the simple techniques all of us can use to be better crisis managers. There is an old saying, “It is not what happens to us that matters, it’s what we do about it.” This is one piece of sage wisdom that definitely applies to crisis management.

For additional information and guidance on this topic we have posted an article on our website entitled “Crisis Management 101” for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will implement the five simple strategies for every person to deal more effectively with their next crisis.
Deadline: _________

Bob Corcoran

Here’s the scenario - you’re checking the MLS hot sheet for expired listings…it’s a good day. There are more than 30 results showing up. You grab the phone and start dialing for dollars. It’s a scene in thousands of real estate offices every day. It’s also one of the biggest time wasters in an agent’s life. Yes, you read that right, it’s one of the biggest time wasters you can do.

I have nothing against expired listings. In fact, expired listings are a perfect target for agents because these are people who’ve proven that they want to sell and move. Actually, I believe if you approach expired listings the right way, you can make a darn good living on them and them alone.

The problem is timing. Take careful note here, most agents are picking the fruit before it’s ripe. Repeat after me, “I will pick no fruit before its time.” What happens when you join hundreds of your fellow agents all jumping at and reaching for the same apple? You get trampled. You get frustrated. You get lost in the crowd.

Here is a statistic for you to nibble on; a newly expired listing gets anywhere from 15 to 25 calls from agents a day when it first expires. A bunch of agents jumping, reaching and clawing for one apple that’s not ready to be picked or enjoyed…yet. Consider the homeowners whose listing has just expired. First, because their home didn’t sell, agents are likely not at the top of their “I love” list. They have that bad sour apple taste in their mouth. They’re upset. Most important, they didn’t get what they desperately wanted. It is a time when emotions run high. Here is the secret to making a living with expired listings, WAIT! Wait and let the fruit ripen before you start picking. Let homeowners get their bearings back. Let the wound heal.

For additional information and guidance on this topic we have posted an article on our website entitled “Picking the Ripe Apple” for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will be patient when following up with Expired listings.
Deadline: _________

Bob Corcoran

Nothing endures but change.”
Heraclitus Bubble, schmubble. There’s been a lot of gabbing about a real estate bubble. Yes, the market has cooled. Yes, interest rates have risen, but honestly, I don’t see a bubble. What I do see is a leveling in the market with a shift from a seller’s market to a buyer’s market. If we look at this change in context - the last two years have been scorching - a cooling is natural. Nevertheless, it is a change and to stay warm in a cooling market, you must adjust to keep revenue flowing. Here are some tips to do just that.

Yes, change can be tough. But if you stay focused, concentrate on the basics and stay informed on the market, you can weather the storm. Stay FOCUSED! Best of luck to you and stay warm!

For additional information and guidance on this topic we have posted an article on our website entitled “Staying Warm in a Cooling Market” for you to review.

Commitment for the Week:

Show us your comitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will stay focused, informed, and concentrate on the basics!
Deadline: _________

Bob Corcoran

A great way to make sure that your customers have an excellent experience working with your team is to develop an attitude within the office of “It is My Pleasure” to serve you. You need to establish a habit whereby everyone says “It is My Pleasure” at every opportunity; this will let your customers know that servicing their needs is of the utmost importance to you.

The “My Pleasure” attitude starts with the 1st impression. Most of the time the Client Care Coordinator is the 1st one who greets the clients. The only item needed to accomplish the goal of having an attitude of “It is My Pleasure” is a great attitude!

For additional information and guidance on this topic we have posted an article on our website entitled “Developing an “It’s My Pleasure Attitude”” for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will have a “My Pleasure” attitude!
Deadline: _________

Bob Corcoran

While this is a great time to do your business planning for next year, there are some other important ways you can tweak your personal operating system to bring success to you with less effort. Shift some attention from working on the “what” to working on the “whom” you are going to be next year and you will tap into a natural flow of attracting what you want!

For additional information and guidance on this topic we have posted an article on our website entitled “10 Tips to Create Your Best Year Ever” for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will plan my work and work my plan!
Deadline: _________

Bob Corcoran

Building and running a team that boosts your income

Here’s a picture for you - a baseball game where one team has the typical nine players, the other team - just one and he’s pitching. The batter wallops one to the wall. The pitcher becomes the right fielder and scurries out to grab the ball and then sprints to home plate in hopes of tagging out the runner - who crossed the plate about a minute earlier.

Sounds ridiculous doesn’t it?

Many agents do the exact same thing every day. They want to win the game of real estate by doing it all. It can’t be done. A team is essential, especially when you consider that agents only perform four tasks that are dollar-producing: list, prospect, sell and negotiate. The rest of the activities are non-dollar producing - in other words, chasing baseballs around a huge outfield.

Every time you choose to do a task beyond those four items, you’re squandering valuable time - time that could be spent scoring runs for your real estate business.

For additional information and guidance on this topic we have posted an article on our website entitled “Team Building 101“for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will decide where I want to be and write down my goals.
Deadline: _________

Bob Corcoran

No pessimist ever discovered the secret of the stars, or sailed to an uncharted land, or opened a new doorway for the human spirit.” -Helen Keller

Chances are good that if you’re reading this, given the title, you are not feeling positive about today’s real estate market. Well, let me relieve some stress. The market has been abnormally strong over the last four years, so the market is not a down market, it’s a traditional market. Anyone who’s been in real estate more than four years knows this. The market is doing what it does naturally; it’s adjusting itself.

Stop fretting about the market. If you are not as busy as you want to be, then go over to the phone and start making calls. Before you pick up that receiver, here are five things to do:

I’ll leave you with this thought - we are all given the same opportunities in this life, and what you do with them is entirely up to you. Ponder for a moment what you will do.

For additional information and guidance on this topic we have posted an article on our website entitled “Keeping Positive in a Slowing Market” for you to review.

Commitment for the Week:

Show us your comitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will stay positive and choose to be happy!
Deadline: _________

Bob Corcoran

Let’s start with a story. I had a client, an agent who had just moved to a new market, who wanted to make a fresh start with the profession. I worked with her to renew her approach to real estate, one that allowed her to see real estate as a business. A vital part of this plan was to get her to realize she couldn’t do it all. So before she started, we agreed that she would hire two employees: a buyer’s agent and an administrative assistant. It proved to be a powerful move. In one year, she was the number one agent in her market.

If you opened a restaurant you wouldn’t plan to be the cook, the waiter, the host and the manager. You shouldn’t do that it in real estate either. To be successful in this profession, you need the right people doing the right jobs.

How much time do you spend on non-dollar producing activities?

For additional information and guidance on this topic we have posted an article on our website entitled “Recruiting the Right People for the Right Job“for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make A Commitment: I will take a fresh look at my business and production levels right now!
Deadline: _________

Bob Corcoran