As 2009 draws to a close, we are preparing for the “tax credit frenzy” that is to be upon us when the clock strikes midnight on New Year’s Eve.  With the upcoming busy season in mind, I’d like to discuss the one task that will skyrocket your business in 2010.

In a word, consistency.

The true key to success in real estate is consistency in everything you do—in your marketing, your scheduling, your client care, and in your advertising.  If you make this one change in your business, you can’t help but make money.

When you analyze the most successful agents—as I do as part of my job—the one thing they all have in common is a strict adherence to a code of consistency.  I see it all the time in the offices of the most successful agents.

Many aren’t even aware how much consistency has been their guiding force for years.  I ask them, “What are you doing that’s helped you to become so successful?”

They often respond, “I don’t know.  I guess I’ve just been persistent.”

While persistence is a good quality to have, I usually find a pattern of consistency in their business.  When I point it out to them, they say, “Actually, you’re right.  I have been doing those tasks consistently for years.  That must be it.”

It’s not just one thing.  It’s everything in their businesses.  There is never a moment that successful agents don’t know where they’re going or what they’re doing—because they have consistent plans in place for every contingency.

When I work with an agent, I like to focus in on an area in which they have struggled.  A common example of such an area is follow-up.  If I discover that an agent’s follow-up could be improved, I have them put together a plan.  But not just a simple plan—a plan that they can implement on a consistent basis.  This is the only way to bring about guaranteed results.

Months later, I usually hear from the agent, “Denise, you were right.  I had the tools all along but I wasn’t implementing them consistently.  Now I’m seeing results!”

Consistency never fails to amaze me in its power to transform.  It has always paid off for me.  It is my silver bullet.  It is my magic potion.  It is the key for me being able to help real estate agents to realize success—in some cases for the very first time in their careers.

Want a great example of consistency?  I’m sure you’ve seen (or at least heard of) the television series The Biggest Loser.  Over a period of weeks, overweight contestants are put through a consistent program of exercise and diet.  There is no stopping and re-starting.  From Day One, they have a regular regimen to which they must adhere.

It works!  I’m always amazed at how the power of consistency helps these people melt the pounds away.  They make drastic changes in their bodies and their self-esteem.

So, ask yourself, “In what area of my business do I need to be more consistent?”  If you’re not making enough money, it’s because you’re not consistently doing lead generation.  If you don’t have enough past clients, it’s because you’re not consistently following up with them.  If you don’t have success at your Open Houses, it’s because you’re not consistently doing the things that you need to do.

In 2010, get consistent and get successful.

By Denise Lones CSP, M.I.R.M., CDEI

This year, there is one question agents have asked me more than in any other year:

“Denise, I’m thinking about leaving my brokerage for a different one.  Should I make the move?”

It’s understandable that you may be thinking about moving to a different office.  Granted, this year has been a challenge.

But before you take the big leap, I want you to ask yourself why you’re thinking about moving.  Is it for the right reasons or for the wrong reasons?  Do you really think the grass will be greener on the other side?

Let’s talk about some of the most common reasons you may consider switching brokerages:

1.  You think you’re paying too much.

True, maybe you are.  But, maybe paying less at another brokerage would be a step backwards.

Case in point: One of my clients was recently offered what appeared to be an amazing deal to go to a brokerage down the street.  He was all set to go when I told him to think about it some more.

The brokerage down the street was on a recruiting drive.  They were making the same offer to any agent who walked in the door.  I asked him, “Is that how you want to be treated after all the years you’ve put in?  Just like everyone else?”

This burst his balloon a little bit—which he needed.  He had become all gung-ho based on nothing but paying less.  But paying less isn’t necessarily the solution to all problems.  You have to look deeper into the brokerage and determine if it fits with your own current success level and goals for the future.

Many agents who think about leaving find out after their research that a move would actually cost them money.  In fact agents should think carefully before moving as every move comes with a price.   You have to carefully analyze the pros and cons of moving vs. not moving.  Many agents don’t realize that while some brokerages appear to be able to offer a better deal but in actuality if you are moving to increase business and become more productive you may actually end up paying more in the long run because of that increase in production.   In fact another client of mine recently created a wonderful excel spreadsheet clearly outlining the total fees another brokerage would charge if he were to change offices.  This spreadsheet proved that if he continued to do business the way he was doing business then he would end up paying more.

In fact in his own words he told me, “Denise,  moving to this office is a great deal for someone who is not very productive and isn’t going to make a lot of money.”  So he decided to stay put.

Paying too much is really the last reason to consider switching brokerages.  If everything else in the brokerage is okay and it’s just about the money you’re paying, that’s usually a recipe for disappointment if you switch.

2.  They’re not happy with something their broker did.

You may be surprised at my response to this.  I say, “Good!  I’m glad you’re not happy with everything your broker does.”

What I mean by that is that if a broker spends all of his time running a business based on trying to make everyone in the office happy, then he’s not a very effective broker.

A good broker isn’t afraid of making tough decisions, even if it means ruffling a few feathers.  There are times he must implement things that agents don’t immediately like.

I’ll never forget the day I sat in on a meeting a broker had with his agents.  He announced that he was going to pay for websites and email for everybody.  (This was a few years ago.)

He almost had a revolt on his hands.  “He’s pushing technology down our throats!”, said one agent.  How times have changed!  Today’s agents would love that broker.

Now, there is an exception.  If your broker is doing something unethical or illegal, then yes you do have a valid reason to leave that brokerage.  This is a whole different ballgame and the number one reason in my book to leave.  If you’re working for somebody with low morals, then it only reflects badly on you.

3.  Someone else is enticing you with a better offer.

It’s fun to be wooed, isn’t it?  There’s nothing like the feeling of knowing that somebody out there admires and respects your work enough to make their intentions of hiring you known.

But beware.  Enticement can be a trick.  It may just be part of an ordinary recruitment campaign.  Make sure that if you’re being wooed, you’re being wooed for the special person you are.  This means that whatever they’re promising you should be more than what’s being offered in general.

The key in this situation is to talk to agents who have long experience with that broker.  Find out how they truly feel.  Dig deep and don’t decide based solely on how things look on the surface.

4.  Your production is down so you may feel you could make more money at another brokerage.

Production is a very big reason agents switch brokerages.  But don’t blame your location until you’re sure you’re doing everything you can do to make more money.

Don’t make the mistake of blaming the brokerage first.  Instead, look yourself in the eye and ask if there’s more you could be doing.  (Hint: There usually is.)

Don’t forget that when you leave your brokerage, it actually costs you money.  Why?  Because not all of your clients are going to happily make that move with you.

Many people stay loyal to a brand, even more than a person.  It’s not necessarily fair, since you’re the person who has done all the work for them, but it’s nonetheless true.  Be aware of this fact.

5.  You’re not happy with the people in your office.

This is irrelevant to you and your business.  So what if you don’t like them?  Simply polish up your communications skills and learn how to deal with conflict a little better.

I treat every person I meet with respect and dignity, but that doesn’t mean I love every one of them.  If I had switched brokerages every time somebody rubbed me the wrong way, I would have worked for many different brokerages.  It’s just plain silly to let people get to you like that.

In real estate, it’s critical to put yourself at a higher level.  You’re the professional.  Leaving an office over a situation like that is nothing but biting the hand that feeds you.

Now, what if you have a combination of all five of the above?  Then, I’d say yes, in that case you may want to consider an enticing offer.  But before you accept anything—don’t look to the other brokerage.

Before you actually decide to switch brokers, look to you instead.  What is it that you are responsible for that is keeping you from getting to the next level of your business?  Before you blame others or your current broker, look inward to see if there’s something you can fix right where you are.  And remember:  The grass is not always greener on the other side BUT the grass is ALWAYS greenest where you water it!!!!!

By Denise Lones CSP, M.I.R.M., CDEI

Do you know Superagent?  Superagent works 24 hours a day, 7 days a week.  Superagent sells more real estate than anyone.  Superagent never sleeps, always ready and on-call, tirelessly working on while her colleagues are falling behind.

Well, I have news for you: Superagent doesn’t exist.  And yet almost every agent I know is trying to become Superagent.

See, the true fact is that we are human.  Humans cannot operate continuously like a machine.  We need rest.  We crave diversion.  We must relax and enjoy our lives away from work every once in a while—just to keep our mental sanity intact.

But some of the smartest agents I know are still trying to ignore the fact that they are human.  One of the first things I tell stressed-out agents who can’t get to the next level of their business is “Take a week off”.

“What!?”, they say.  “You want me to lollygag around for a whole week?  I can’t do that!”

I tell them that if they don’t take a week off, then I can’t work with them.  And when I say a week off, I mean no telephone or email either.  I’m that serious about it.

A funny thing happens every time.  After taking a week off, that harried and frustrated agent is no longer harried and frustrated.  She’s lucid and clear, refreshed and ready with new ideas for her business.  Time off is one of the most important parts of a successful business—no matter what some agents try to tell me:

“Denise, agents aren’t vacation people.  We thrive on being on-the-go constantly.”

I used to be this way.  Back in the day, I was Miss Energy, completely unable to stop.  One day, I noticed that I just wasn’t getting to the level I wanted to get in my business—even though I had just put in an 80-hour week.

“Denise, you look awful!”, said my mentor.  “I want you to take a week off starting right now.  Go!”

I resisted, but it was one of the greatest things I ever did.  I too never believed that a vacation could be helpful.  In fact, I felt guilty about taking one.

Now, looking back, I’m so glad I did.  What an eye-opener!  I began to see things in my business that I had been blind to because I was too close to the work.  When I returned, I had a clear plan on how to get to the next level.

Why is vacation so important? Stepping back and getting out of the daily frenzy allows you to “zoom out” and see the big picture of your business.  While on vacation, you will get sudden flashes of insight—little “A-ha” moments that don’t show up if you’re not rested.

“But Denise, I can’t afford a vacation”, some agents tell me.

I say you can’t afford NOT to take a vacation.  And when I say vacation, I don’t necessarily mean an expensive trip to Europe.  I define vacation as a set amount of time away from work where you get to focus on nothing but you, your family, your hobbies, your interests—or on nothing at all.

You can stay home if you want.  You don’t need to leave the house if that’s your wish.  That’s the essence of a true vacation—it’s whatever you want it to be.

“But Denise, I have so much to do.”

I know you do, but the truth is you’re not doing it effectively by putting in 80-hour weeks.  80 hours is worthless if you’re only working at 50% energy.  When you work too many hours, your productivity level drops.  It takes twice as long to get the same amount of work done.  If you’re stuck at a 50% productivity level with only 50% of your energy, you literally have to work double the amount of hours just to get the same amount of work done.

This pattern begins to become dire as your energy and productivity levels drop down to 40%.  Your solution?  More hours!  Which leads to even lower productivity.  Which leads to even more hours.  It’s a downward spiral that spins out of control and leads to burnout.

One of the first signs of burnout I commonly see is an agent who is working 6-7 days a week.  When I ask them why, the answer is “Because I have to.”

No you don’t.

The most successful agents I know take time off—a lot of time off.  They’ve learned their lesson after having burned themselves out several times in their careers.

You can learn from them.  Don’t fall victim to burnout.  If you sense that you have to work more and more hours to get the same amount of work done, then something is very wrong.  Time for a vacation.  Time to step back and let the answers come to you as you relax and enjoy life.

Every engine needs a time to stop and to refuel.  You are no different.  The magic that will happen is that you return to your business excited and with a clear head.  You will have more energy and you will know exactly what needs to be done right away.

No business owner can reach his or her peak without time off.  Now, don’t get me wrong.  There are a handful of “workaholics” out there who reach a pretty high level—but at what cost?  If you can’t enjoy your life and time with the people for whom you care, then it’s just not worth it.

So, stop trying to be the mythical Superagent.  If you really want to reach your personal best, take regular time off.  You will see how amazing your performance becomes when you are rested and re-energized.

By Denise Lones CSP, M.I.R.M., CDEI

It’s that time of year again.  As 2009 heads toward its close, it’s time to put together your 2010 business plan.

Not so fast.

First, let’s talk about what makes a successful business plan.  I’ve identified three essential keys that are absolutely necessary to write and implement a plan that works.  I came up with these three keys because I had seen too many business plans that looked great on paper but just didn’t work in the real world.

Most agents make the same mistake.  They sit down with last year’s business plan.  They analyze what they did this year.  Then, they rewrite the same business plan with a little more flowery language.  They make elaborate (but empty) New Year’s resolutions to “try harder”, to “work longer” and “put in more effort”.

That’s not the way to do it.  A business plan is not simply a document you work on once at the beginning of the year.  It’s a living and breathing plan of action that stays with you every day of the year.

Let’s talk about the three keys to a successful business plan:

Key #1: Fully describe your exact vision of what your business should be.

Before writing your actual business plan, you need a clear mental snapshot of what you want for your business.  The only way to craft this vision into a crystal-clear picture is to ask yourself some critical questions.  Here’s some of what I ask agents when we sit down together to write a plan:

• What is your vision for your business?
• What do you want your business to look like?
• What systems do you want in your business?
• What kind of time off do you want?
• What do you want your collateral to look like?
• Is there someone else’s business you’re inspired by and would like to emulate?
• What do you want to be known for?
• What kind of client care do you want to give?
• What sets you apart from everyone else?

Only by answering these questions in depth will you discover what your true vision for your business is.  Without a clear-cut vision, a business plan means nothing.

Key #2: Identify what’s currently missing from your business.

This is imperative.  It’s a very different task than creating your vision.  It requires you to get face-to-face with your weaknesses.  You need to confront what’s lacking in your business head on.  Without doing so, you won’t even be able to see what you need to change.

Here are some of the questions I ask agents about the current negatives of their business:

• What’s missing from your business?
• What are you not satisfied with?
• What bogs you down?
• What frustrates you?
• What is your biggest time-losing activity?
• What do you struggle with the most?

This can be a very difficult task, but it’s necessary.  Before you can get to what’s right about your business, you have to face down what’s wrong.

Once you start, though, it becomes liberating.  Agents get really honest with their faults and frailties once we begin.  Once they let loose, then we can address these issues by creating new action tasks for each of them.

Key #3: Break your business plan down into specific action tasks and put them on a year-long calendar.

This is the most important step.  Once you’ve painted a clear picture of your vision for your business AND you’ve addressed what’s missing from your business, it’s time to create actionable tasks and put them on your calendar.

For example, let’s say one of your lacking items is a really good follow-up program for past clients.  You would break it down into tiny tasks and put it on your year-long calendar, filling in the times you will work on your new follow-up program in segments from January through December.

Then, do the same for all your plans for the year.  Put follow-up for current and potential clients on the calendar.  Put lead generation on the calendar.  And definitely put time off on the calendar.

By being so detailed about your time, you will always know where you stand in your business.  Your business plan becomes much more than a list of New Year’s resolutions, and more of an action plan.

That’s what you need for your business—something that will be with you every day so that you always know what you need to work on.

By Denise Lones CSP, M.I.R.M., CDEI

Wow!  What a week.

Lots of changes have happened.  Unless you were hiding under a rock, you certainly heard that the government has extended the First-Time Home Buyer Tax Credit.  Not only is it extended, but it now includes a $6,500 credit for homeowners who have been in their homes for five of the last eight years.

I am excited.  This is amazing news for the real estate industry.  The $6,500 is going to give a huge boost to sales.  It will allow the middle part of the market to finally break apart.  This middle part is the segment of potential buyers that has been frozen and stagnant.  When it breaks apart from its frozen state, it will wash over us in a frenzy of sales.  This “frenzy period” should last until contracts are finalized on April 30, 2010.

Not only will we have first-time home buyers jumping into the marketplace, we will also see other new activity.  First move-up buyers and second move-up buyers will be galvanized into action.  Investors will be snapping up second homes.

I am confident that this “frenzy period” will be one of the most exciting times in real estate in the last fifty years.  I can’t wait to be a part of helping agents through this historic time.

With higher activity, though, comes a warning.  This frenzy is going to require to you change the way you’ve been doing business.

You’ve been in low gear for about two years now.  2008 and 2009 represented a very different market than the one into which we have just been catapulted.  This new market is going to move FAST.  It’s going to force you to stay sharp and be at the top of your game.  No more low gear.  It’s time for super high gear.

It’s time to get ready.  Get on the phone right now to every buyer you know and get them educated.  Let them know what this new tax credit extension means for them.  Most people aren’t aware of the program and it’s up to you to teach them how they can take advantage of the credit and put some cash in their pockets.

If a seller tells you that they want to wait until March to put their home on the market, tell them to forget it.  NOW is the time, not March.  You’ve got to make it clear to them that waiting means losing out.  Get them on the market now.

We are all used to the spring market beginning in March and lasting though May.  Well, here’s a newsflash: The spring market starts in January this year, meaning that you have to start TODAY to get into gear.  This year, winter will be our spring season.

It’s going to be intense.  It’s going to be exhausting.  But the best part—it’s going to be profitable.

While this is great news, there will be some challenges.

First and foremost, competition is going to get tough out there.  You’d better be giving your clients the most amazing five-star customer service and client care that makes their heads spin.  If you don’t, then you risk losing them to another agent who IS willing to go the extra mile for them.

Be prepared.  Now is the time to get your business in order.  Get all your tools ready.  Put all your systems in place.  Make sure any and all forms you need are right there at your fingertips.  During the frenzy, you don’t want to lose a minute looking for paperwork.

Make sure your follow-up is impeccable.  Don’t let anyone slip past you and into the welcoming arms of another agent.  Be on top of your emails and calls.  Send out relevant and informative real estate information like clockwork.

Also, be prepared for buyers who are out shopping deals.  They know the market is going to get fiercely competitive so they’re on the lookout for an agent who can negotiate aggressively for them.

If you’re not the best negotiator, now is the time to sharpen those skills.  You’re going to need them.  Being a powerful negotiator is a huge selling point for you and your services.

The holiday season is usually the time of year we kick back and relax a bit.  Not this year!  I can’t emphasize enough the importance of starting right now—as in TODAY—to get your business in order to prepare for the coming frenzy.

And I want to say—

I’m proud of you.

You have weathered this extreme two-year storm.  You’ve stood strong as times got tough.  You’ve been a rock in a sea of trouble.

Now is the time for you to be rewarded.  The next few months will remind you of why you love this business so much.  It’s going to be fun.

For so long, we were searching for the light at the end of the tunnel.  Well, it’s here.  And it’s bright.

So, buckle up.  It’s going to be a wild ride.

By Denise Lones CSP, M.I.R.M., CDEI

Finally, finally our voices have been heard.  Thank you to each and every one of you who has supported the extension and expansion of the first time home buyer tax credit.

Our voices have been heard and today we can celebrate what will prove to be a very historic time in real estate and a very important move forward for real estate.

Yesterday afternoon Senate unanimously voted 98-0 to extend the first time home buyer tax credit. It passed overwhelmingly in the House today 403-12, and the White House reports President Obama will sign the bill on Friday.  Not only was the first time home buyer tax credit extended, a NEW $6,500 tax credit for existing homeowners who have lived in their homes for at least five of the last eight years was added to the bill.

Senator Johnny Isakson (a co-sponsor of the measure) said “this bill will help us boost what is the REAL problem in the U.S housing market today and that is what is called the move-up market.”  Johnny hit the nail right on the head.  The move-up market has been stalled and even though the first time home buyer market was helped along with the initial tax credit it was not enough to move the “middle” market.  This “middle” market desperately needed a jump start.  And, we got it today.

These tax credits will be available through June 30th of 2010; however, buyers who qualify for either of these credits MUST enter a binding contract before April 30, 2010.   The bill also increases the income cap to $125,000 for a single person and $250,000 for a couple.  And the credit is available for all homes purchased for $800,000 or less.  This is ideal, as it will break up the middle part of the market that is currently stalled.

Today is a VERY, VERY happy day for the real estate industry because this new and SUPER IMPROVED tax credit bill WILL boost the market.  Get ready agents – the buyers are coming!!!!

To make things even sweeter, the bill also provides the jobless with up to 20 weeks in additional unemployment benefits.  Thank goodness for the help, since the construction industry was hit very hard by this economic downturn.  Thanks really need to go to people like Judy Conti of the National Employment Law Project who blasted Senate and said it was “shameful” that the Senate procrastinated on the unemployment extension issue.  Conti said “this bill would provide a lifeline for those who are desperate, who are unemployed for no fault of their own”.  With a current unemployment rate of 9.8% this extension comes at the perfect time.

And it gets even better!!!  The 24 billion dollar bill will also provide help to struggling businesses that had losses in 2008 and 2009.  They would now be able to seek refunds for taxes paid on profits over the past 5 years.

So is it official yet?  Almost – we are in the home stretch. The bill is expected to be sent to President Barack Obama for his signature on Friday, November 6th.

I am excited for another reason – our 2010 EVOLVE group is almost completely sold out.  I am absolutely thrilled with the agents who have made the commitment to improve their business next year.  We have already started custom branding process for these agents.  They are going to begin their 2010 with a whole new “brand” and set of customized tools to help them stand apart in this business. I cannot wait to sit down with this group of agents in January, give them more tools, improve their business systems, and help them develop strategies that will bring them increased business for years to come.

How about you? Are you ready to greet this reenergized real estate market with tools, energy, and enthusiasm?  When the move-up buyers begin to poke their heads up next week after this bill passes, do you have the tools and research to wow them? Do you have a stack of Buyer Packages that clearly delineate what makes you a stand out agent? Do you have your Buyer Intake packages ready to go? Are you ready to wow buyers on tour? Are you ready with a pending-to-closing system and post-closing follow-up?

Are you ready to go talk to each one of your sellers (or would-be sellers) with information on how this new bill affects them and what they need to do RIGHT NOW to take advantage of it?

You need to be ready because the winter and spring of 2010 is going to be UN-BE-LIEVABLE!

NOW is the time, agents. Now is the time to get serious about your business. We need to STOP hiding out at home. We need to stop blaming the market for our woes.  We need to brush off our contracts and head into the office.

If you have been thinking of joining a coaching program to get your “mojo” back, you have to call me or email me NOW. We are providing our 2010 EVOLVE agents with tools and systems to help them take advantage of this exciting time, and I don’t want you to miss out. If the financial obligation of EVOLVE is holding you back, then you have to contact me – because I have some predictions for next year that will knock your socks off.

Don’t wait!  Give me a call at 360-527-8904 – or email me directly at denise@thelonesgroup.com.

By Denise Lones CSP, M.I.R.M., CDEI

Every successful business has one thing in common. Every failing business probably lacks the very same thing.

I’m talking about systems. Systems are standardized procedures and plans that run, for the most part, automatically. They free you from the tasks of your business so you can concentrate on providing five-star service.

Systems are the engine that powers a business. Without them, a business can run for a while. Eventually, however, the burden of starting from scratch with each transaction will slow things down to a crawl.

This is the situation in which most agents who don’t implement systems find themselves. The amount of business grows—which is a good thing—but it becomes overwhelming to take care of the minute details of each transaction. This can lead to burnout.

The surefire method of avoiding this trap is to put systems to use in every area of your business. The top areas to include are:

1. Lead generation systems.

Very few agents have learned how to implement a lead generation system. The ones who do tell me, “Denise, I wish I had done this sooner! I’m amazed at how this brings in a steady stream of clients.”A lead generation system is actually a “moneymaking system”. It’s there for you as a regular drip of business—whether it’s boom time or bust time.The problem most agents face with implementing lead generation systems is doing it when desperate. Lead generation done every once in a while can produce results, but when it’s done regularly—instead of desperately—it produces amazing results.

A desperate mode never feels good to your clients. If you feel everything hinging on one sale too heavily, the client will feel pressured. Not a good feeling.

But when you have a consistent lead generation system in place, you never have to worry about this happening because there’s always another prospect in the pipeline.

2. Follow-up.

Another neglected area for most agents, this is something you need to do regularly. You should be following up consistently with your past clients, present clients, and potential clients.Ask yourself, “What do each of these databases get from me consistently that a) reminds them that I’m still their local real estate expert and b) provides them with helpful information?”You need to remind people that you’re still out there. By providing timely and relevant information, you’re doing so in a non-threatening manner that keeps you in the back of their minds for the day they need you.

If you’re not in contact with your databases an absolute minimum of once per month, then you simply will not remain in their minds. It is critical that you keep this system running like clockwork.

3. Client care systems.

Do you have a system for when you list a home? I mean a series of 18-20 steps that you do automatically each and every time you list a property.

How about when you pend a property? Do you send out a letter congratulating your client? Do you send out a pending-to-close calendar so they know everything that’s going to happen every step of the way?

By having client care systems in place all ready to go, you show your clients that you are a true professional. There’s no “winging it”. You let them know that you’ve got the entire plan covered in detail. Plus, little touches like the congratulation letter make a powerful impact in their minds.

4. Paper management systems.

Many—if not most—agents are good with people but not-so-good with paper. Quite often I visit an agent’s office to find paperwork strewn everywhere. Files in disarray. Everything out of order.

What system do you have in your business to keep paperwork as simple as possible? It’s so important to keep this area under control because I guarantee that eventually something will fall through the cracks. Legally, this could present problems for a real estate agent.

You don’t want this to happen to you. Paperwork is a pain, but it’s something for which we all need a system.

These are just the tip of the iceberg. I coach agents to implement 12 different systems in their businesses. Would you like to learn more about systems?

If so, then I highly recommend you contact me about becoming a member of my EVOLVE group for 2010. EVOLVE is my elite training program in which I take 20 agents and work with them for ONE FULL YEAR to completely overhaul their businesses from top to bottom.

Together, we implement every system you could ever need in your business. At the end of the year, you’ll be equipped with tools to guarantee a lifetime of success.

The best part about EVOLVE is the one-on-one time you get with me and the other agents. I will be honest and truthful with you. Throughout the year, I will personally show you how to take your business to a level you may have never imagined before.

If you think you’d like to be a part of this powerful program, then email me personally at denise@thelonesgroup.com. We’ll set up a one-on-one call to see if you have what it takes to get into the EVOLVE program.

Truth is, not everyone is cut out to be an EVOLVE agent. You need to:

1. Have a strong desire to take your business to a level you haven’t been able to reach on your own.
2. Be 100% committed to doing the work to get you there.
3. Be willing to work with a group of 19 other people on an ongoing basis because part of becoming successful is sharing problems and solutions with others. You will learn from each other.

EVOLVE is not only business-changing, it’s life-changing. But you have to hurry. It’s already half sold out for 2010, so now is your opportunity to get in on this amazing experience.

Email me today at denise@thelonesgroup.com and let’s talk about getting started.

By Denise Lones CSP, M.I.R.M.

Have you ever been “wowed?” When was the last time you had a business experience that made you want to get on the phone and call everyone you know to tell them about it?

I had such an experience recently. I had just finished teaching a class in Yakima. My associate and I faced a long trek home. We were tired and hungry.

We decided to find a place to eat in Ellensburg, which was on the way home. Both of us had a hankering for Thai food, but figured there probably wasn’t a Thai restaurant in Ellensburg.

With curiosity, I took out my trusty iPhone and typed in “Thai Food Ellensburg” into Google.

Indeed, there was a place listed as “Sugar Thai Food” in Ellensburg. We pulled off the highway and found it.

Truth is, I wasn’t expecting much. My hopes were not high. If we had found mildly satisfactory Thai food that didn’t taste like it came from a mall food court, I would have been happy.

But was I ever in for a surprise!

From the outside, Sugar Thai looked like nothing special. Just an average restaurant in its exterior appearance.

But from the moment we stepped in the door, we felt magically transported to Thailand itself. The décor brought to life the sense of another part of the world in vivid detail—without overdoing it.

A young lady greeted us at the door. She was wearing a traditional Thai off-the-shoulder gown, shimmering in beautiful gold metallic fabric.

I immediately thought of how I am constantly telling agents to create a memorable experience right from the first interaction with a client. So far, this tiny and unpretentious Thai restaurant had done the very same thing with me. I was “wowed” from the first step through the door.

But that was just the beginning…

As we sat down and glanced over the menu, we were amazed at the number of choices. The options were endless, as if it would take a year to eat one’s way through the entire menu. As an added bonus, there was a mouthwatering picture of each dish next to its description. Visually stunning, they made us very hungry. Another point scored.

We ordered an appetizer and entrees. When the appetizer arrived, I could have sworn I was on one of those Food Network shows where people react to a gorgeous dish. I looked around for a camera, but couldn’t find one.

This appetizer looked like a sculpture—a true work of art. Even the carrots that decorated the edges of the plate were carved into tiny little flowers—many of them. Culinary beauty at its finest.

Then, we dug in. Unbelievable taste. With each bite, we fell more and more in love with the food and the restaurant. The experience was duplicated with the entrees when they arrived.

On top of all this, the manager personally visited our table to make sure everything was perfect. He was gracious and genuinely concerned. I watched him as he walked around his tiny little kingdom with an obsessive determination to make all his guests happy. Now that’s what I call a restaurant manager!

Overall, I was blown away. So much so that I highly recommend you visit Sugar Thai Food in Ellensburg whenever you’re in the area. They are located at 306 North Pine Street. Their phone number is (509) 933-4224.

Now… on to business. What does all this have to do with real estate?

Everything!

What I experienced from walking in the door of Sugar Thai Food to getting in my car to drive home is the same feeling you should be generating with your clients.

The power of a “Wow Experience” will keep clients running back to you—as well as get them to tell everyone they know about you. Whether it’s the service you give or the marketing you present, everything you do comes back to what kind of experience you are creating for your clients.

With the artful Thai appetizer in mind, think about your buyers and sellers packages. Do they stun with their beauty and detail? Do they shout professionalism? Do they answer all the most common questions that buyers and sellers ask? They should cover all these bases and more.

How about when you take a client out in your car? Do you have beverages and snacks with you to offer them? Such a tiny (and inexpensive) little detail often creates a “Wow moment” that can truly cement the relationship between you and your client.

What kind of experience are you providing for your buyers? For your sellers? Is it five-star concierge-class service? If it’s not, then this should be your starting point for change as of today. It is only by looking at your business through the eyes and ears of your clients that you will be able to see what you need to do.

Just like Sugar Thai Food restaurant did with me, create a “Wow Experience” for your clients and they will wow you with repeat business and referrals.

By Denise Lones CSP, M.I.R.M.

It’s October. The leaves are falling. Before you know it, the holiday season will be here.

That’s why now is the time you should be thinking about your December client appreciation event.

Don’t underestimate the power of client appreciation events. When done right, this one tool can be a huge shot in the arm for your business—and a great dose of good will for your clients.

The idea behind a client appreciation event is to create a short but fun time for your clients. You can invite past clients, present clients, and even new clients. Ultimately, this is one of the best ways to stay in front of their faces.

However, there are some very important things you need to know to have a successful client appreciation event.

Here are some tips to make yours one to remember:

1. Choose the right type of event.

First, events that involve children are fantastic. Clients love to bring their kids to events like a Breakfast with Santa.

In fact, I recommend the Breakfast with Santa variation of the client appreciation event over anything else you can do. I can tell you from experience that I have never once heard of any of my clients having an unsuccessful Breakfast with Santa.

Summer barbecue events are another great idea. Wide open spaces with lots of outdoor fun and games for kids can be a big hit. The only problem may be that the summertime is so busy that you find it more difficult to plan the event.

Another successful event is a stop by open house client appreciation event. Clients like this because they can drop by and say hi but are not compelled to stay for a luncheon or dinner. How do you spice up your drop by open house to make it an event? Be creative. For example, one client of mine once did a “Cakes of the World” party inside at her open house. She had cakes from Greece, Italy, France, Asia, Mexico, and Hawaii. It was very interesting and unique. She had people try the cakes and vote on their favorite. This gave her a great excuse to contact them after the open house to let them know which cake won.

Besides being amazingly inventive, the event didn’t cost her hardly anything at all. She had mortgage companies and title companies sponsor a cake from each of the countries. Simply brilliant.

Some client appreciation events look great on paper, but don’t work when made real. A good example of this is a dinner cruise. Sounds like a good idea, right? A fun night on the water.

More often than not, however, the dinner cruise backfires. There is so much complication getting on and off a boat—not to mention ensuring that you’ve thought of everything before you set sail. Then, if the weather doesn’t cooperate it can ruin the event.

2. Get people to your event.

It’s extremely important to pack your event with people. There’s nothing worse than a client appreciation event where nobody shows up.

To make sure this happens, send out a “Save the Date” card approximately 60-90 days before the event. Then, 60 days before the event, send out an invitation asking for RSVP’s. Then, 30 days before the event, call people to confirm that they will attend. Then, 2 weeks before the event send out a notice that reminds them that there are only 14 days left before the event. Include driving directions.

This type of diligence is critical in order to fill your event with people. When people first get an invitation, they may not be thinking that far in advance so they put it off to one side. Then, they may forget about it. It’s your responsibility to provide them with timely reminders so that your event becomes a reality that they can plan for.

3. Free yourself up.

During the event, you need to be freed up to be the “social butterfly” of the event. You shouldn’t be worried about where people are going to be sitting, handing out name tags, etc.

Get the help of title or mortgage companies to help you do that. Have somebody there specifically to handle the administrative tasks of the event so that you can be the social star.

4. Diarize the event.

Make sure somebody is there to take pictures of the event. Once it’s over, post those photographs on a “Clients Only” area on your website. People love to see pictures of themselves. Send them a link so they can look at the photos (and add their own if they want!).

You should also create a “Thank You” that has a collage of photos from the event with a brief note telling them how their presence made the event special. For the people who didn’t attend, send them a photo collage as well. Include a note stating how much you missed them being there and how much you look forward to their coming next year. This gives them a visual of what the event looked and felt like.

So, start thinking about your event now. If you’re going to do a Breakfast with Santa, this is the time to find the venue and start making plans.

You won’t be sorry. A Client Appreciation Event pays off handsomely in the long term. Your image is strengthened. Your reputation is secured. Your business grows.

By Denise Lones CSP, M.I.R.M.

The clock is ticking. The time for homebuyers to take advantage of the 2009 First-Time Home Buyer Tax Credit has a shelf life that is getting ready to expire.

There is much speculation that the tax credit will be extended, but all indicators point to the fact that the end is near. If we’re surprised with an extension, then great. But we must toil on with the assumption that the credit will expire as originally planned.

Why would it not be extended? Because simply put, the economy is showing enough signs of improvement. Many government officials are skittish about continuing a program which was designed solely to help lift us out of last year’s economic collapse.

Even Federal Reserve Chairman Ben Bernanke recently said that the recession is “very likely over.” There is much debate over this viewpoint, but the very fact that it was said at all is a promising enough sign that may keep an extension for the tax credit off the table.

This means that the next 60 days is a huge opportunity for you. There is a market of people out there who can benefit from the 2009 First-Time Home Buyer Tax Credit who may not even know about it. This is your golden opportunity to educate them—and by doing so, put some numbers on the books before the winter season arrives.

Think about it. December 1, 2009 is the expiration date for taking advantage of the tax credit. That’s not a very long way away. Which is why it’s so important to get cracking right now so that the next 60 days are fruitful for both you and your clients. Heck, the looming expiration may actually motivate enough people that the next 60 days become the busiest 60 days of your entire year. It could happen.

But it’s up to you.

Here are some ideas to help you take advantage of this opportunity:

1. Send a letter to each and every client.

It is your duty as a real estate agent to keep your clients informed. Sending them information that is timely and relevant is a welcome piece of mail, not a nuisance. If anything, people are starved for information and all they get from agents are ads and flyers that have no relevance to what’s going on in the market right now.

Sending a well-crafted letter informing your clients that time is running out and they only have 60 days to save $8,000 will get you a few “thank-you”’s. I’m willing to bet there are quite a few people out there who aren’t aware of the 2009 First-Time Home Buyer Tax Credit. Not only that, but among those who do know about it, I’m willing to bet that some of that group don’t even know it has an expiration date.

Don’t worry about the fact that some of your clients aren’t first-time home buyers. They surely know people who are. Your letter may spark a dinner discussion with their children, grandchildren, friends, or other relatives. This, in turn, could lead to a phone call to you asking about how to get in on this deal before it’s over.

2. Locate a building full of potential first-time home buyers.

Find a building in your area full of renters who may be considering a property purchase. With a little digging, you will find buildings like this everywhere. There may be one right around the corner from you. You’re probably so accustomed to walking past it every day without thinking about who might be living there.

Send a postcard to every resident of that building informing them about the tax credit. Be short, sweet, and simple. Don’t oversell. Provide information and a way for them to contact you if they want more. That’s it.

Throw in a few advantages of owning over renting. Tie these into the current economy and highlight the fact that now is a fantastic time to make the leap to owning—especially in the next 60 days.

3. Hold a seminar for first-time home buyers.

Promote a seminar in your local newspaper. You can title it “$8,000 First-Time Home Buyer Tax Credit Is About To Expire—How To Get In On This Deal Before It’s Too Late” or something similar.

4. Hold a teleconference.

You can do this in place of a seminar or alongside it. Some people who would never show up at a seminar might like the anonymity of being on a teleconference call without being seen or having to shake hands with a group of people.

Whatever your clients’ preferences, make it easy for them to get the information.

5. Get to Open Houses and have information with you.

Open Houses are a great place to disseminate information, regardless of whether or not you make a sale from the Open House itself. Start thinking about Open Houses as a self-promotional tool rather than a deal closer. When you do, you will be seen as an informative expert rather than a pushy salesperson.

People will love the fact that you took the time to put together information on a way for them to save $8,000. Use the advantage of having them in your presence to remind them of the fact that this money could be theirs—but only if they act fast.

You need to be where buyers are right now. You need to be doing whatever you can do to get the word out that you are here to help people save as much money as possible in the purchase of a new home. You need to remind people that time is of the essence.

So, get out there and start making the next 60 days the most productive 60 days of your year!

By Denise Lones CSP, M.I.R.M.