What will matter in 2009…and beyond

By Maria Patterson, Stephanie Andre, and Paige Tepping

The close of the year often begs a retrospective approach to the events that took place-good, bad or otherwise. The sharp edges are often dulled in hindsight, motivated by the desire to put it all behind us and move on to the fresh promise of a new year. (more…)

By Dr. Maya Bailey

RISMEDIA, Dec. 1, 2008-Did you know that your thoughts and intentions play a big part (more…)

New Discount on Home Warranty for Your Home or Office

With the Home Warranty FlexPlan® from REALTOR Benefits® Program Partner, American Home Shield, you can get great coverage on your own home or office. Choose from comprehensive packages that include coverage on insufficiently maintained equipment, heating, air conditioning, ductwork and even undetectable pre-existing conditions. Plus as a member of NAR, you receive a $50 discount on the purchase of the AHS® Home Warranty FlexPlan® Protect your own home or office with this valuable member benefits program call 1-866-627-7253 or visit www.ahswarranty.com/nar.

Deadline Approaching 12/31/08 — Complete Your Code of Ethics Training Today!

REALTORS®, the deadline is approaching to complete your required quadrennial ethics training. Training must be completed by December 31, 2008, and must cover the REALTOR® Code of Ethics and professional standards enforcement. Local REALTOR® Associations may offer training on their own, or in conjunction with anther association. Other methods, including home study and Internet-based courses, can also be used to meet the required learning objectives. Available for members online are three, free ethics courses. Each meets the specific criteria and learning objectives for new or existing REALTORS®, and completing the course online automatically updates each member’s NRDS education record.

Buy 2 New Products and Get a 3rd FREE at REALTOR.org Store

Don’t miss the opportunity to buy any 2 of our newest brochures including “It Is a Great Time to Buy,” “Getting It Sold,” “Save Now with the Homebuyers Tax Credit,” and/or “Energy Savers,” you’ll get a third one FREE! Don’t miss this offer-buy now. Use promotional code Buy2NOW.

For more information, visit www.REALTOR.org.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

How long have you been in the real estate profession?

10 years

How long have you been with Allison James?

Four months

What is your territory coverage area and how is your market doing?

North San Diego County - We’ve seen the market this year drop off to no sales in real estate, but we’ve found some business in REO or bank owned properties. In order to accommodate those properties, I had to change my business model, and Allison James was a perfect fit and made perfect sense for the direction I was going professionally.

Why did you choose to join Allison James?

Nobody else offered their Internet presence, and their hands-off structure that permits me to run the business as I see it needing to be run. But their brand is well-positioned and the company has provided all the necessary support I’ve needed when issues arise.

What attracted you to an online-only company?

Having learned about them from their marketing, and their reaching out to me, I appreciate their highly competitive commission structure compared to their low related overhead.

What are the benefits to you and to your clients from working with Allison James?

Since we joined Allison James our profits have soared and are better positioned to run the business professionally. Our clients have expressed appreciation over the ease of closing the deals and the escrow process.

How does the company benefit you relating to today’s challenging economic times?

If we hadn’t made the switch, we wouldn’t have been able to remain in business. Affiliating with AJ has helped us survive, and we are now becoming profitable again in this diminishing market.

How does working online contribute to your success?

In-house systems, going paperless, have streamlined our business processes. We have several employees, and we expect to see greater efficiency, employee satisfaction and productivity as we go completely paperless and fully establish our new presence in the market.

How do you manage office expenses and meetings with clients?

Office expenses and the way we manage have been about the same as before, and we have clients meet us at our own private office, so in that respect the clients aren’t seeing much of a change.

What system do you have for attending company meetings?

We use webinars which work well for us. We never used this type of communications before. It really eliminates the kind of long meetings that tend to be unproductive. I find the business is direct and to the point, and always has some direct benefit to our franchise.

Is this approach to real estate for everyone?

It’s more conducive to an agent who is selling one to two units a month or more. If they are not doing any business, or just a few transactions a year, it might not be the right fit. Also not a good fit for new agents.

Since joining Allison James give us an example of one of your most successful completed home sales?

All of the dozen sales we’ve had since affiliating have been seamless and easy to handle with uniform client satisfaction from a $100,000 sale to a million-dollar-plus transaction.

What are you doing differently to win the business today?

The website is designed to bring in leads, and our use of their attractive new logo and look we find has potential clients really taking us seriously. Certainly as seriously as the more established brands and franchises.

To learn more about Rick Bright, visit www.rickbright.com.

To learn more about Allison James Estates and Homes, visit www.allisonjamesinc.com/.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Related business development topics on RISMedia.com:

• Real Estate Business Model - by Accident, Virtually Green
• Hardwired for Success

The most powerful form of marketing you can employ in real estate is word-of-mouth. For one thing it’s not ‘you’ speaking, but your clients. Word-of-mouth marketing extends beyond simply using testimonials because your clients transmit their feelings directly, without your serving as their intermediary. Of course, word-of-mouth marketing is much less expensive than any other form of marketing, and normally results in delivering more qualified prospects.

How do you leverage word-of-mouth marketing? In many cases, if you offer outstanding service to your clients, you don’t have to do a thing to launch your word-of-mouth campaign - your clients will do it for you. By “outstanding,” we mean service that not only sets you apart from other real estate professionals in the area, but that sets up a relationship “inequality.” You’ve done so much for the client that they feel they must do something to restore balance. One way they do that is sing your praises to anyone who will listen. If they can refer one of their friends, neighbors or relatives to you, they feel balance has been restored.

“Word-of-mouth marketing is normally at its most powerful in the period immediately following a real estate transaction. That’s when clients are most enthusiastic about the service you have provided. Since there probably won’t be a repeat transaction with a client for years, the way to extend the enthusiasm is by providing a smaller service or “good deed.”

“Closing gifts may help, but only if they have a long ‘shelf life,’” says Shipley. “A box of chocolates, for example, may be greatly appreciated upon receipt, but could be gone and forgotten in a week. You want to be associated with a gift that has lasting value, one that makes your client say “Hey, look what I got from my real estate agent.’ Of course, if the client was less than satisfied with your services, he or she will not mention the gift and will not sing your praises. The gift cannot create word-of-mouth marketing on its own; it merely extends word-of-mouth power.”

“There will be clients who think highly of you, but who are not necessarily motivated by a perceived relationship inequality to tout your services,” says Shipley. “A simple request on your part - “Would you kindly pass the word around to friends and relatives about my services?” - can help launch their word-of-mouth campaign.”

Rich Shipley and his team at Entertainment® help real estate professionals all over the country leverage word-of-mouth marketing. Entertainment® 2009, available to Realtors for use as gifts at a 50% discount from the retail price, provides consumers with a year’s worth of coupons they can use every day. According to the company, there are offers good for many types of eating establishments, clothing stores, groceries, hotels, car rental companies, airlines, dry cleaners, car washes, golf courses, and entertainment and sports venues. The handy business card holder attached to the front keeps agents’ names in front of clients all year long. It’s a great way to help recent clients get to know their new neighborhood, and an effective reminder to previous clients of the outstanding service you provided them.

For more information, call 800-672-3053 or visit http://www.entertainment.com/nar. The deadline for placing orders for holiday delivery is December 12th.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

RISMEDIA, Dec. 1, 2008-Real estate is changing from what many of us have known for a long time now. And it will be a long time before we see another market as we have in the past; an easy career choice where one can make a lot of money with little effort. Lazy agents are failing and experienced agents are happy that the bottom feeders are exiting the business. The revolving door is still moving but this time there are not a lot of incoming bodies.

Despite the media making doom and gloom, real estate is still a very viable career path. Unfortunately when business was good, real estate companies did not plan for the lean times by training their agents to survive this type of economy. No one planned for the famine; they only reaped the rewards of the feast and sadly, they squandered time, money and opportunity to put away for the lean times. How many brokers have trained their agents to run their business as a business? This is a whole other topic, maybe one for later.

What we do know is that no longer will real estate have an onslaught of newcomers who get in the business and make hundreds of thousands of dollars without working for what they earn. No longer will brokers be overrun with people wanting to get in the business. Now brokers will have to learn to “fish” and cast a wider net to help them recruit more agents to the business. They will have to position themselves as the broker of choice and help others understand their value proposition.

So here is my question, “If you want to recruit and retain more agents, what makes you so special?” Answering this question will help you understand your value proposition. No longer is it enough for a real estate company to boast about their training, their technology or size. Small is the new large, and a big army doesn’t always win the war.

If you cannot clearly communicate what makes you so special then maybe it’s time to reach out to someone for help. AlignMark has been helping companies for over 30 years with their human capital investments and has recently launched their latest recruiting technology - AccuRecruiter - to help brokers reach more passive job candidates. This new technology will help convert more leads into hires. If you want to learn how a click, connect, communicate and convert will help you reach a close, then contact AlignMark today for more details.

Maria Mull is VP of Business Development for AlignMark, Inc. Contact Maria at 1-919-372-9092, mMull@alignmark.com.

For more information, visit www.alignmark.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Under the terms of the stock purchase agreement, Chicago Title Insurance Company will acquire Commonwealth for $158.6 million and Fidelity National Title Insurance Company will acquire Lawyers and United for $139.4 million, for a total purchase price of $298.0 million. The transaction anticipates that LFG will file Chapter 11 proceedings and is subject to certain closing conditions and regulatory approvals, including the entry of final approved orders by the Chapter 11 court, Hart Scott Rodino approval and the receipt of Form A approvals from applicable state insurance regulators. Closing is expected to take place as early as late December 2008.

“The acquisition of these established title insurance franchises is an exciting opportunity for FNF,” said Chairman William P. Foley, II. “We have always had great respect for the Commonwealth, Lawyers and United commercial and residential operations and all three underwriters will emerge from the LFG bankruptcy proceedings as much stronger, stable and more valuable companies. To the extent that it is legally permissible, we expect to immediately begin meeting with the Commonwealth, Lawyers and United managers, employees, agents and customers throughout the country to ensure a smooth transition after closing, as we welcome these underwriters and their employees, agents and customers into the FNF title insurance family.”

For more information, visit www.fnf.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

All donations will assist the Atlantic City Rescue Mission in its efforts to care for the poor and homeless in southern New Jersey. Located across the street from the Atlantic City Convention Center where Triple Play is being held, the ACRM has been serving the homeless since 1964. They serve approximately 647 meals per day, house 194 men, 39 women and nine mothers with 13 children each night and provide clothing for the working poor and homeless. The Mission also provides an average of 124 emergency food baskets each month to local families in crisis. More than 3,000 people are assisted by ACRM each year.

During the convention, a drop-off box will be located at the Messages & Information Desk at the Trade Expo entrance (Level 2, Hall B).

The Mission needs the following items:

- Non-perishable food items
- Canned goods
- Peanut butter and jelly
- Sugar
- Coffee
- Diapers ( medium and large)
- Handi-Wipes
- Facial tissue
- Tylenol, aspirin or ibuprofen, cough, cold and flu medications (for adults and children)
- Cash donations are always appreciated

For more information, visit www.realtorstripleplay.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

“Statewide sales increased significantly in October to 552,750 homes on an annualized basis, the highest sales level since late 2005,” said C.A.R. President James Liptak. “The record gain stemmed primarily from extremely large increases in regions with a high concentration of distressed sales.

“Most October sales likely opened escrow prior to the beginning of the ongoing freeze in the financial markets. We won’t have a clear picture of the full impact of the fallout until November and December sales are reported,” Liptak added.

Closed escrow sales of existing, single-family detached homes in California totaled 552,750 in October at a seasonally adjusted annualized rate, according to information collected by C.A.R. from more than 90 local REALTOR® associations statewide. Statewide home resale activity increased 117.1% from the revised 254,650 sales pace recorded in October 2007. Sales in October 2008 increased 9.5% compared with the previous month.

The statewide sales figure represents what the total number of homes sold during 2008 would be if sales maintained the October pace throughout the year. It is adjusted to account for seasonal factors that typically influence home sales.

The median price of an existing, single-family detached home in California during October 2008 was $311,060, a 39.9% decrease from the revised $517,240 median for October 2007, C.A.R. reported. The October 2008 median price fell 1.9% compared with September’s revised $316,960 median price.

“The year-to-year decline in the statewide median home price was smaller in October than the previous month for the first time in 11 months,” said C.A.R Vice President and Chief Economist Leslie Appleton-Young. “However, there is still no conclusive indication that prices have begun to stabilize.”

Highlights of C.A.R.’s resale housing figures for October 2008:

- C.A.R.’s Unsold Inventory Index for existing, single-family detached homes in October 2008 was 5.9 months, compared with 15.2 months (revised) for the same period a year ago. The index indicates the number of months needed to deplete the supply of homes on the market at the current sales rate.
- Thirty-year fixed-mortgage interest rates averaged 6.20% during October 2008, compared with 6.38% in October 2007, according to Freddie Mac. Adjustable-mortgage interest rates averaged 5.21% in October 2008, compared with 5.68% in October 2007.
- The median number of days it took to sell a single-family home was 45 days in October 2008, compared with 58.8 days (revised) for the same period a year ago.
- Regional MLS sales and price information are contained in the tables that accompany this press release. Regional sales data are not adjusted to account for seasonal factors that can influence home sales. The MLS median price and sales data for detached homes are generated from a survey of more than 90 associations of REALTORS® throughout the state. MLS median price and sales data for condominiums are based on a survey of more than 60 associations. The median price for both detached homes and condominiums represents closed escrow sales.

In a separate report covering more localized statistics generated by C.A.R. and DataQuick Information Systems, 1.6%, or 6 out of 378 cities and communities, showed an increase in their respective median home prices from a year ago. DataQuick statistics are based on county records data rather than MLS information. DataQuick Information Systems is a subsidiary of Vancouver-based MacDonald Dettwiler and Associates. (The top 10 lists are generated for incorporated cities with a minimum of 30 recorded sales in the month.)

Note: Large changes in local median home prices typically indicate both local home price appreciation, and often, large shifts in the composition of housing market activity. Some of the variations in median home prices for September may be exaggerated due to compositional changes in housing demand. The DataQuick tables listing median home prices in California cities and counties are accessible through C.A.R. Online at http://www.car.org/economics/historicalprices/2008medianprices/oct2008medianprices/.

Statewide, the 10 cities with the highest median home prices in California during October 2008 were: Newport Beach, $1,150,000; Danville $883,250; Mountain View, $860,000; Santa Barbara, $835,000; Los Gatos, $810,000; Cupertino, $804,500; Santa Monica, $744,500; San Mateo, $740,000; Redondo Beach, $727,500; and San Ramon, $710,500.

Statewide, the cities with the greatest median home price increases in October 2008 compared with the same period a year ago were: Mountain View, 18.6%; Alhambra 13.4%; Ridgecrest 6.2%; and Berkeley, 5.9%.

For more information, visit http://www.car.org/.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

RISMEDIA, Nov. 29, 2008-You’re just not making the money you should. Your revenue is plateauing, that raise you were expecting hasn’t come through, your multi-level/real estate/website/cash flow marketing “plan” is in the red. You’ve been looking hard for the levers that will take you to greater financial success, but so far-despite buying lots of books and CDs from the gurus-they’ve eluded you. How can you access and “turn on” the financial possibilities available to you?

While the concepts are unfamiliar to most, the universe has so much to teach us about amplifying our financial possibilities into real, tangible wealth. On a constant basis the universe is amplifying quantum possibility into this three-dimensional reality that we call home. The chair you’re sitting in and the walls around you are merely collections of energy that have been encouraged to hold their formations until such time as a more powerful suggestion comes along. Your financial situation is a collection of energy, possibilities and probabilities that are manifesting as tangible results in your life. How can you gain control of this energy and create additional abundance for yourself?

Science indicates that you have the power to choose and amplify your financial possibilities into reality using the same methodologies the universe uses; the only thing holding you back is a misalignment with your dreams and goals. Here are some tips from science to focus your efforts and turn on your amplification powers full force.

1. Observe & Choose. When scientists watch subatomic particles in quantum physics experiments, they behave differently than when no one is watching. Our conscious observation causes an unexplainable reaction, but one which definitely exists. In our every day world, observation alone modifies outcome. It has been demonstrated to improve patient care, training outcomes, customer service, and even the cleanliness of hotel rooms. So, the first step to amplifying your wealth is to observe the available possibilities and survey the possible wealth landscape. What will your life look like when your financial dreams have come true? Spend time exploring your options, and then select those possibilities that you will amplify into reality. It’s important to be specific because if you don’t know what you want, the universe won’t be able to provide support to your creative process.

For example, if you would like to generate more revenue in your business, determine how much more, by when. If you’d like to get that raise, determine the amount that you’ll take home in your paycheck every pay period, and the date of the first check showing the difference. Record your selections in writing. You might want to make a photocopy of your paycheck, modify the numbers, and pin it up on your desk as a reminder that this is what you are in the process of creating. The simple process of observing that symbolic check every day will create focus and attention.

2. Create a Belief Management System. The science of epigenetics is the study of environmental forces that can modify the way your genes express themselves. These forces include your diet, your surroundings, your relationships, and your beliefs. It’s your beliefs that determine whether you feel safe or threatened, and that determination sets up one of two conditions in your body: growth mode or protection mode. In growth mode, the body participates in creative processes required for life, such as building new cells and proteins. In protection mode, nothing new is built and all energy is funneled to the emergency systems. If you’re feeling stressed most of the time, you are primarily in protection mode. And if you’re stressed over creating wealth, you’re setting yourself up to be unable to support your wealth creation process. By aligning your beliefs with your goals, you can not only reduce stress, but reduce self-sabotaging behaviors as well.

So, what are your beliefs about money? You may believe, for example, that you don’t deserve it. You may believe that managing more money will be burdensome, and will require a lot of work. You may believe that having more money will cause you to lose friendships, or will take time from your kids. If you are struggling to create more wealth, it’s likely that you have some unexamined beliefs sabotaging your efforts. Regularly reviewing your beliefs, discarding those that don’t serve you and choosing new beliefs that support your vision will reduce friction on your wealth amplification efforts.

3. Leverage the Environment. The universe’s method for selecting which quantum possibilities will be amplified into reality is called de-coherence. The most robust and stable options available will be amplified. Robust possibilities are those that have lots of information about them in the environment, where as stable possibilities are those that are consistent over time. You can make your financial possibilities robust and stable, too. To create information in the environment about your vision of abundance, you can tell people about it, write about it, visualize it happening, and take actions that are in alignment with it.

If your vision is to grow your company’s revenues 20% by year’s end, for example, hold a staff meeting and tell your employees. Plan for the tax implications. Break the annual goal down into monthly goals, and chart your progress against those goals daily or weekly. Tell associates about your intention, and ask for their support via referrals or leads. Tell customers that you’re growing, and that you want them to be a part of that growth. Write a sales plan. Modify sales compensation to line up with your vision. To bring stability to your vision, do these sorts of things consistently over time. Live every day as if your vision has already come true, and the universe will know you’re serious.

4. Measure Yourself Correctly. Quantum physicists have discovered that they can slow down or speed up subatomic processes just by measuring them. The way they measure and what they measure will determine whether they impede or accelerate the process. You measure yourself every day, and you’re probably much better at catching yourself when you mess up, fail or fall short than when you’ve done something wonderful. Do you think those negative measurements slow down your progress toward your dreams, or speed it up? If you said “slow down,” you’d be right. By constantly recording, mentally or otherwise, that you are not yet where you intend to be creates a drag on your wealth amplification process that will slow you down. Instead, take the time each day to recognize and record the positive steps you’ve taken toward to creating the abundant life of your dreams. Even the smallest steps count, such as five minutes visualizing, or one phone call to an inactive client or putting even $1 into your savings account. Take these positive measurements regularly, and you will accelerate the creation of wealth in your life.

Throughout history, humans have amplified their possibilities into reality. We are so good at it, in fact, that we can even make the impossible come true. Your dreams for abundance are valuable and uniquely yours, and you are worthy of experiencing them in reality. Stay true to your vision, apply this science and watch your financial situation blossom.

Kim Marcille is an expert on the science of amplifying possibility into reality. A renowned speaker and consultant, Marcille’s 25-year background in business leadership ranges from Fortune 500 experience to small business ownership. She’s founder of Possibilities Amplified, Inc., and author of the forthcoming, “Amp It Up! Secrets from Science for Creating the Life of Your Dreams.” Marcille is formerly vice president of new initiatives for the Miami Herald Media Company, and former CEO of Catalyst.

For more information, visit www.PossibilitiesAmplified.com or e-mail Kim@possibilitiesamplified.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Read more real estate best practices on RISMedia.com, see:

• Tackling Communication Problems with Peers
  Negotiating at its Best - Top Communication Tips to Ease the Process
  Stop Being a Slave to Your Cell Phone

Lyndon Burrell
Senior Marketing Manager, Professional Services Vertical Markets
Research In Motion (RIM)
www.blackberry.com/smartagent

Is the integration of print and online marketing still important? Absolutely. While the Internet and mobile access to information have had an incredible impact on the real estate industry, there will always be an audience for print marketing. While online marketing may offer a bigger draw, print still has, and will always have, its place.

In fact, print and online marketing have merged and now support each other. When was the last time you saw a real estate ad, billboard, TV ad or business card that didn’t contain a Web or e-mail address?

It’s now very commonplace for print ads to not only include a phone number, but also website and e-mail addresses for access to more information, more properties and more opportunities to connect with listing agents. Real estate professionals are trying to do everything possible to connect with new clients.

Whatever method, whether by phone, by e-mail, through a website or even walk-ins off the street, the speed and quality of the response by an agent will make the difference that determines whether an agent wins or loses an opportunity to land a new client.

An interesting statistic from the National Association of Realtors says that 85% of property searches start online. I’m willing to bet that the catalyst for a large number of these searches came through print ads bearing website and e-mail contact information.

It’s also important to note that another study from the California Association of Realtors said that people will wait up to 30 minutes for a response from an agent that they have sent an inquiry to (either online or via phone). After that 30 minutes is up, they will go in search of another agent. Being slow to respond is a recipe for lost opportunity and lost revenue.

Today, the desk in the office of the real estate professional is only a “pit stop” and not “command central” like it used to be. Nowadays, the road and the mobile office is where business is won and lost. The most crucial component of the mobile office is now a smartphone, and not just any smartphone with the latest “bells and whistles,” but one that has demonstrated a history of being able to stand up to real business use and expectation for immediate e-mail delivery and notification, usability, battery endurance, Web browsing capabilities for MLS access, contact and schedule management, to name a few important features.

Print and online advertising for real estate agents offer advantages that are one and the same and deliver value to agents who want to continue to build their client lists and link buyers and sellers. The key to making them work together is making sure that all marketing activity links back to an agent, allowing clients to reach them by whatever means they choose and allowing agents to be quick to respond and demonstrate that they want the business more than anyone else.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Read this month’s entire Viewpoints series:

• Part I
  Part II

RISMEDIA, Nov. 29, 2008-(MCT)-Q. I work with someone who agrees with action items in meetings, but she consistently sabotages them later. What can I do?

A. Clarity, assertiveness and alliances will help you confront this situation. For starters, check out your feelings about the situation. “Sabotage” is a strong word; you may be angry, frustrated or suspicious. Consider the impact of holding on to these feelings. Be realistic, but don’t let your emotions interfere with working on the issues involved.

Build your resolve. You’ll need to be direct, which could lead to confrontation. If this creates some anxiety, plan ways to manage it.

Consider your colleague’s perspective. Look for explanations that make her behavior understandable. Is she motivated by power? Perhaps she’s holding a grudge. She may be oblivious to her pattern or have fears that cause her to backpedal.

Find out if others have the same problems. If you’re the only one, get feedback about your interactions with her. If it’s more widespread, ask others how they deal with it. Build on these conversations to form alliances that will help you deal with her behavior.

Chart the web of relationships. Whom does she involve when sabotaging plans, and what is the effect on you? If she’s consistently going over or around you, prepare to protect your reputation. Also, take a broader look, assessing whether she has connections that enable her to get away with bad behavior.

Understand the entire system so that you can balance any power differentials with the positive relationships you have in place.

You can address the situation, and maybe even prevent it.

Talk with her about the pattern. Take a nonconfrontational tone, and hold the meeting at a time when there have been no recent incidents. Focus on understanding her perspective.

If she’s just overwhelmed, you can talk about solving that. If you believe it’s more of a political issue, you’ll put her on notice that she’ll be called on it.

Document your meetings. In all meetings with her, be specific about decisions, actions and timetables. Create a habit of prompt and thorough documentation. This may seem like a burden, but it can be useful for helping people stay on track. It’s particularly valuable when people challenge plans that were made, especially if you’re lower in the hierarchy than she is.

If she undermines the work plan, hold her accountable. Meet with her and other key team members to discuss the situation and get her perspective. If there are valid work reasons for her concerns, you can adjust the work effort. However, if the reasons seem less benign, take a more defensive approach to prevent damage to the project and to the people involved in it. If needed, go to people at higher levels. Provide the documented action plan and seek their help in managing the dynamic. And keep your boss up to date. It’s important that any steps you take will be supported, especially if your colleague is well-connected.

It may be your word against hers, so document agreements, use the relationships you have and show the leadership courage to hold her accountable.

Liz Reyer is a credentialed coach with more than 20 years of business experience. Her company, Reyer Coaching & Consulting, offers services for organizations of all sizes.

© 2008, Star Tribune (Minneapolis)
Distributed by McClatchy-Tribune Information Services.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

Don’t miss other real estate coaching articles by Liz Reyer on RISMedia.com, see:

• To Tame Your Tasks, Envision the ‘Big Picture’
  Taming the Multitask Dilemma - 3 Ways to Improve Life and Work
  Receive Disappointing Feedback? How to Bounce Back

RISMEDIA, Nov. 29, 2008-”Being in the real estate industry, we are constant students of our craft and we are always learning,” says Jim Bass, associate broker/owner, Jim Bass Real Estate Group. So, in order to keep his team just shy of 200 agents motivated, his strategy is to make sure that there is constant communication between them. Here, meet Bass, and learn other ways he’s operating in the Mid-Atlantic region.

Jim Bass
Associate Broker/Owner
Jim Bass Real Estate Group
Frederick, Maryland

Region served: Mid-Atlantic
Years in real estate: 15
Number of offices: 3
Number of agents: 187
Average sales price: $319,000
Average time on market: 96 days
Key to staying profitable: True accounting. We are a joint-venture co-op, and so we share the cost of operations as well.
One tech tool you can’t live without: Our intranet

How do you determine your marketing spend?
We started our own ad committee in 2003, and at that time, we were focusing 80% of our marketing in print and 20% on the Web. Since then, our numbers have changed; we now focus 20% on print ads and 80% on the Web.

How do you keep your agents motivated?
In order to keep my agents motivated, I make sure that there is constant communication between myself and them. Being in the real estate industry, we are constant students of our craft and we are always learning. I speak at national conferences so I always bring back ideas and new and different ways to do things. I believe in sharing these tips with my agents. There are a lot of great things going on in the industry that are working for real estate professionals, so there is no need to reinvent the wheel.

What are two fundamentals essential to your company’s continued success?
The spirit of cooperation that is found within our company is one of our keys to success. We are a company of companies with over 40 senior teams that are always working together and sharing business best practices and ideas with one another. The management team that we have in place is another way in which we continue to remain successful within our real estate market.

How do you remain ahead of your competition?
When I go on a listing presentation, I tell the seller that if they list their home with us, we will include it in our advertising and specifically in the local Real Estate Book magazine and their associated online sites. The promise to advertise has been a great motivating tool for many of my sellers and I’ve used the print deadline to get them to make a decision. Basically, professional marketing wins listings.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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RISMEDIA, Nov. 29, 2008-(MCT)-If you’ll be traveling during the upcoming winter holidays, we’ve got some tips for you. If you’ve procrastinated on booking flights, you may be in luck. We are seeing decent fares with no advance purchase required. You’ll want to avoid flying on Sunday, Nov. 30, because fares (more…)

By Jack Chang

RISMEDIA, Nov. 28, 2008-(MCT)-Since the U.S. economy went into freefall in September, the federal government has announced hundreds of billions of dollars in bailouts and economic stimulus (more…)

RISMEDIA, Nov. 28, 2008-Communication skills are at the crosshairs of success. Whether your communication is done verbally or virtually, your ability to do it effectively, and with influence, will determine your success or failure. Research shows that 80% of people feel that they could achieve better results if they were able to communicate better. Millions of companies, small and large, experience communication problems on a regular basis, but in most cases, a simple shift in focus does the trick.

If you find that your communication is no longer influential, and it’s often missing its intended target, the solution is simple: It’s called the LASER model, which is unique because its focus is internal. The starting point for effective communication is within us. What happens if you initially focus externally rather than internally? Well, it’s like operating your business without a business plan; achieving anything - even nothing - is acceptable. In order to truly achieve influential communication, you must focus internally first, pointing the LASER at yourself … here’s how:

Listen - Listen to the environment you are in and listen to your own thoughts. Is it so noisy that you can’t hear yourself think? The key to successful internal communication starts with peace and quiet. Shut your office door, find an empty cubicle, take that walk around the building, and locate a place where you can hear yourself think. You want to be able to hear your best thoughts!

Ask Questions - Ask yourself the questions that count for the conversation you are going to have: What do you want the end result to be? What will it look like? How will you feel when you accomplish it? These are the easy questions to ask and answer. However, in order to be truly influential, you need to ask the difficult ones by aiming dead center! What will it look like if my communication is ineffective and we don’t realize the end result? Where might we come up short of our goal? What will it look like then? How will you feel when you don’t accomplish it? Get uncomfortable when you ask these tough questions. The more uncomfortable you feel, the better the results will be.

Silence - Yeah, that’s right! The third step is to sit in silence and listen to the answers that come to you. Don’t interject your opinions on the results you receive. This will be difficult! Instead, just be quiet and listen to the results as they flow forth from asking those difficult questions. Make certain that you write them down; they’ll come to you fast and furious so keep track of them. Use shorthand if necessary. You need to be able to recall them when you are done.

Erase the Past - There is a reason why the rear-view mirror is smaller than the windshield in a car; it’s crucial that you see more of where you’re going than where you’ve been! We steer toward where we look, or aim, our focus. Unfortunately with communication, we let our thoughts of how things went in the past dictate how things will go in the future. If we are always focusing on where we’ve been, rather than where we are going, we’re liable to encounter some obstacles head on, making future successful communication either unlikely or impossible. The past has a way of “clouding” our vision, making our current communications not the best that they could be. Instead, we need to future-focus on what we want to occur!

Realize the Future - You have yourself in position to listen without the noise and clutter that usually surrounds each of us. You’ve made yourself uncomfortable by asking questions that dug deep into what you are trying to accomplish. You’ve moved out of your own way and answered those uncomfortable questions. You’re future-focused on the target ahead. Lastly, determine who needs to hear what it is you have to say and layout how you will say it! The time, place or medium you choose to communicate in may change, but the message will not. In order to realize the future, you must be strategic not only with what you say, but also with whom you say it to!

What results will you achieve when you use the influential communication LASER model? You’ll have an influential edge in becoming the best leader you can be, making your best decisions and achieving your best results. However, implementing only the internal communication habits will still cause you to miss your target. Why? The influential leader combines these internal communication habits with the external communication discipline necessary in order to achieve truly influential communication.

So the next time you communicate, remember to first focus internally before communicating externally. As a result, you will achieve success!

Got Influence? You’re either an “InfluencerR” or you’re being “InfluenceD”! Take the “Influential Leader Inventory” at www.GotInfluence.com and see where you rank against other leaders who have the “Influential Edge!” Sam Palazzolo is the author of “The Influential Leader: 10 Critical Skills You MUST Possess For Success.” As President and Chief Influence Officer at Pathos Leadership Group LLC, Sam conducts Influential Keynotes, Workshops, Webinars, and one-on-one Coaching.

For more information, visit www.PathosLeadershipGroup.com, e-mail sp@pathosleadershipgroup.com or call 817-605-1942.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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Echoing past surveys, most boomers (79%) say they would like to stay in their current home for as long as possible. Some - less than 10% — said they would like to stay in their current home but don’t think they will be able to do so.

Many of those who expect to move said they will be looking for a better house, a better climate or a home that is closer to family and friends. More than half of those boomers (age 45-64) planning to move expect to look for a home that’s all on one level (59%). About half said they will look for a newer home (50%) or a smaller home (49%).

The poll conducted by Opinion Research Corporation for AARP was released to coincide with the announcement of the 2008 Livable Communities Awards from AARP and the National Association of Home Builders (NAHB) honoring innovative thinking in the field of home and community design.

Older boomers are significantly more likely than younger boomers to think that they will move into a single level home (68% vs. 54% of those planning to move), but age is not the only factor that affects expectations. Boomer men are more likely than women to believe they will move into a newer home (61% vs. 42%) or move into a home in a warmer or better climate (41% vs. 25%) Boomer women are more likely than men to think they will move into a smaller home (54% v. 41%).

“While boomers will reflect the patterns of earlier generations and mostly age in place,” said Elinor Ginzler, senior vice president of AARP, “the sheer number of boomers will increase demand for a whole variety of home and community options. The 2008 Livable Communities Award winners offer some great examples of appealing, user-friendly design.” The number of persons age 65 and older is expected grow to 70 million by 2030.

“The winners of the 2008 Livable Communities Awards have clearly taken note of the increasing demand for more accessible, livable homes and communities, and are on the leading edge of change,” said Sandy Dunn, Chairman of the Board of NAHB and a home builder from Point Pleasant, W.Va. “The trend-setting homes and communities we honor with the 2008 Livable Communities Awards meet the demands of both today and tomorrow’s homeowners by combining easy living with inviting design.”

The 2008 AARP and NAHB Livable Communities awards recognize four companies in four categories whose projects enhance the daily comfort, ease and safety of the people who live in them:

Remodeler over $75,000

Interior Design Details (for the Rathbun Residence in Brea, CA). This remodeled home was designed for a woman who unexpectedly developed an illness that limited her mobility. Interior Design Details built archways and widened doorways in addition to installing automation and sensor units. The client’s desire for a comfortable and usable yet beautiful remodel was met through the use of slip-resistant interior floors, lever door handles, dimmer light switches, granite countertops, and other stylish touches.

Builder up to 2,500 Square Feet

New Millennial Homes (for The Freedom Home in Tampa, FL). Rather than creating another run-of-the-mill home adapted for a resident with special needs, New Millennial Homes met or exceeded all applicable accessibility standards with a beautiful home that provides freedom and ease of movement for the resident. The builder met the goal of keeping the home affordable by using Energy Star-rated appliances, state-of-the-art insulation and many other measures to reduce utility costs over time.

Developer up to 250 Units

The Winery LLC (for Vineyard Lane in Bainbridge Island, WA). This former vineyard turned innovative, livable forty-five condominium campus is located on a beautiful 4-acre heritage site just a stone’s throw from both the quaint downtown area of Bainbridge Island and the city of Seattle. The property’s rustic, well-lit cobblestone walkways, extensive elevator access, oversize windows, level front entrances, coffee house, and other numerous public patios provide for a classy, comfortable, and livable environment.

Developer over 250 Units

HallKeen, The Braverman Company and New Boston Fund (for Winooski Falls in Winooski, VT). This northwestern Vermont development provides residents with a real sense of small-town community and a strong identity with proximity to a riverfront walkway and many public transportation options, downtown Burlington, countless shops, restaurants, two college/university campuses and the largest hospital in the state. The community of Winooski prides itself on “smart growth” - building community while protecting the environment - offering energy-efficient, universally-designed and affordable units.

Established in 2007 by AARP and NAHB, the Livable Communities Awards are presented annually to builders, remodelers and developers for projects that enhance the daily lives of people of all ages and abilities by incorporating:

- design elements that accommodate the needs of all residents with all levels of physical ability from children through grandparents;

- easy access to community services and features such as retail, restaurants, medical, social and cultural activities, as well as viable transportation options;

- improved energy efficiency and enhanced site design; and

- better communication with key stakeholders

A panel of expert judges appointed by NAHB and AARP reviewed applications and selected the finalists. Judging criteria varied from category to category, but points were awarded based on: 1) Universal Design Features; 2) Ease of Maintenance and Energy Efficiency; 3) Exterior Design and Landscaping/Site Design; 4) Incorporation of Livable Community Design Features; and 5) Stakeholder Involvement.

Winners will be honored at a dinner in Washington, D.C. on December 10, 2008 and will also be featured in AARP The Magazine, the nation’s most widely circulated magazine. For more information, photos and video clips of the winning projects, visit www.aarp.org/homedesign.

The poll was conducted August 29–September 8th, 2008 by Opinion Research Corporation using CARAVAN®, a weekly national telephone survey. Interviews were conducted with 1,273 respondents age 45 to 64 using a stratified, random-digit dialing sample of U.S. telephone households. All responses were subsequently weighted by age, gender, ethnicity, and region to be nationally representative of the U.S. population 18+. The margin of error is +/- 6%.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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