CKGTV.com Blog

This Weeks Free Call is a Live Streamining Webinar with One of the Top Experts in the Real Estate Technology field Brad Carroll of Dakno Marketing

In order to increase awareness of the new program, we have decided for
the next 2 weeks to open up the CKGTV Coaching Club calls for FREE.

ckgtvcoachingclub.com was created for the REALTORS
that are out there looking to receive tons of great information from some
of the top Agents, Brokers and industry experts in the field.

Friday, March 6, 2009 11:00am EST

If you are interested in getting on this call, simply email calls@ckgtv.com and we will send you all the login information.

You won't want to miss out on this call

Yesterday,  we announced the official launch of the CKGTV Coaching Club. ckgtvcoachingclub.com was created for the realtors that are out there looking to receive tons of great information from some of the top realtors, Brokers and industry experts in the field.

To Help Spread the word of this new one of a kind program, we are giving the first call away for Free.  No-Obligation what so ever!

Friday February 20, 2009 @  2:30pm EST

Coach Ken Goodfellow “The Millionaire Maker” and the coach to Real Estates most elite agents.  Ken will talk candidly about what the top producers have done to bridge the gap from being a good producer to a “Mega Agent”

If you are interested in getting on this call, simply email us at calls@ckgtv.com and we will send you all the login information.

You won’t want to miss out on this one time offer! Only 25 Spots Left

To your success,

CKGTV.com

Most realtors don't understand the importance of business planning. "Coach" Ken Goodfellow of CKG International has become one of the top business planning coach's in North America teaching top realtors and brokers how to help grow their business as a business so they can make more money and work less hours.

Watch this video on Business planning for 2009 you can also download all the questions that Coach Ken asks on CKGTV.com under the free tools section I hope you enjoy

CKGTV.com your resource for free online real estate agent and broker training

Sure. We’ve all studied some NLP and its precursor “body language” but the truth is that we get busy. We don’t apply what we know and we miss opportunities to be better communicators.

This is a good time to review some of these skills. Body language never lies. It can tell you a lot if you know what to look for. Just be careful not to use this information to fuel your assumptions. So the first tip is - always test your observations of body language to confirm that what you think is really what is going on. If people appear bored, angry, or frustrated, then they probably are! But always check this out with them first just to be sure. You might say, "It looks like you are slouching or fidgeting. Would you mind sharing what you're experiencing right now?" If you sense that a body is telling you something, check in with the person to find out what it is.

Examine the congruence between body language and verbal language. For example, laughing while describing a very painful experience is incongruent behavior and should be checked out. This incongruence indicates that something is amiss.

The "movements" of Body Language can provide clues about how people conduct other aspects of their lives. These are patterns of behavior that they might not even be consciously aware of.

Be attuned to cultural differences in body language. These could also affect your observations. So as always, check out your perceptions. Finally, - be conscious of the power of your own body language to affect others. For instance, use open friendly posture. When you move, move deliberately and for a purpose. Use gestures to strengthen or enhance your communication. Make regular eye contact with everyone. Be expressive, amplifying what you are feeling and saying with your facial expressions and your body gestures.

Look for these cues and check them out. Practice observing body language. Use them to improve your daily interactions.

1. Positive Body Language / Negative Body Language

2. Direct eye contact (no staring)

3. Warm, open smile (teeth revealed)

4. Nodding

5. Head tilted

6. Open, inclusive gestures (palms showing)

7. Fully facing others

8. Leaning forward

9. Upright but relaxed posture

10. Firm handshake

11. Double hand clasp handshake

12. Feet firmly planted

13. Chin up

14. Sitting forward

15. Eyebrow flash upon greeting

16. Eye contact not met

17. Tight or no smile

18. Down and away or dropped glances

19. Not fully facing, at an angle

20. Leaning away

21. Hunched shoulders

22. Too-stiff posture

23. Weak handshake

24. Chin into chest

25. Arms crossed or Legs crossed

26. Body sagging

27. Legs outstretched while seated

28. Absentminded gazes

29. Staring

30. Fidgeting

For more great tips like this and hundreds of free real estate training videos go to CKGTV.com your resource for FREE online real estate agent and broker training.

Active listening is a behavior. Poor listening creates tension, while active listening builds rapport and trust with a customer. There are three skills to remember in active listening:

1. Feeling: This is the ability to recognize silent messages that the customer is sending through vocal intonation, body language and facial expressions.

2. Acknowledging: This is the act of receiving and acknowledging the customer’s message and feelings. Accepting that message as true and valid, without judgment of content.

3. Responding: This is the process of giving and inviting feedback to determine the accuracy of the customer’s message and feelings. The active listener tries to understand the customer’s problem or concern.

Now that you know the skills involved with active listening, there are six rules to incorporate into your active listening skill set:

1. Limit Your Own Talking: Listening is just that: being quiet and allowing someone else to talk. In active listening, you will be limiting how much you say while letting the client have the floor to communicate his needs, issues, ideas, or concerns. By staying focused on what they are saying, you will have a better comprehension of what your customer needs or wants.

2. Don’t interrupt: It’s hard not to step in and interrupt, because a lot of the time we have something to say that will help make our point, but by doing so, we show a lack of courtesy and respect to the speaker. Customer’s who are interrupted don’t feel heard, which will only create greater challenges in your business relationship. Sometimes we think we know exactly what the customer is trying to convey so we interrupt by finishing their sentence or answering a question that hasn’t even been asked. (See point number 3.)

3. Watch for Non-verbal Communication: 7% of what the client is speaking is verbal, 38% can be heard through their tone, while 55% will be seen in their body language. Add that all up and you have 93% of a message that is conveyed entirely by body language and tone – not what they are actually saying. Look for body languages that indicate boredom (yawning, avoiding eye contact, etc.). Body language may also indicate that they don’t agree with you or they are getting upset (crossed arms, squinted eyes, etc.) Be very aware of what your customer is non-verbally saying to you.

4. Don’t Formulate a Response: As anyone talks to us, our mind is always ticking away with an automatic response. Almost anything someone says, we are formulating a plan on how to respond. When we do this, we aren’t actually paying attention to everything that is being said. Instead, listen carefully; you just may discover that your initial response wasn’t appropriate, because you didn’t hear the full details.

5. Talk in a Conducive Setting: It’s hard to communicate with anyone when there multiple distractions around you: phones ringing, people walking by or coming into your office, the office is cold or too hot, or you have distracting habits like clicking a pen, or jingling change in your pocket. These types of distractions makes anyone feel unheard.

6. Paraphrase: No, it’s not rude to rephrase what’s just been said to you, because this shows the client that you not only listened to what he had to say, but you also heard and understood what was said. Too many problems are unresolved, or too many mistakes are made because we didn’t understand what someone was telling us. By rephrasing what was said, the customer will either agree, or correct your interpretation. When someone asks, “Do you understand?” or “Does that make sense?”, rather than saying yes, a good way to respond is to say, “I want to make sure I understand you fully…” or “I think I understand, but let me just make sure…” and then paraphrase what the client communicated.

A good sales person knows exactly the right things to say to sell a product or service. But a successful sales person will gain valuable insight of what the customer wants by actively listening and then sells the customer-appropriate product or service.

For more great free training tools and tips and hundreds of free training videos go to CKGTV.com your resource for free online realestate agent and broker training.

We are half way through 2008 and soon we'll be concentrating on next year’s plan. Perhaps this is a good time for a memory jog!

Statistics show only 3% of us operate with a written business plan. If you are part of that elite group, you are probably reaping the rewards that come from knowing what you want, where you want to go and how you are going to get there. Van Gogh remarked, "Great things are not done by impulse, but by a series of small things brought together."

If you've been part of the 97%, but are ready to face the new year with a resolve to raise your standard of greatness, spending time creating the plan for next year will be the best time you spend all month. I am not, however, talking about a perfunctory plan that you quickly create by just looking at your numbers. You are more than your numbers. Author David Kekich says, "An hour of effective, precise, hard, disciplined - and integrated thinking can be worth a month of hard work. Thinking is the very essence of, and the most difficult thing to do in business and in life. Empire builders spend hour-after-hour on mental work... while others party. If you're not consciously aware of putting forth the effort to exert self-guided integrated thinking... if you don't act beyond your feelings and you take the path of least resistance, then you're giving in to laziness and no longer control your life."

So let's take a look at some of the pitfalls that could trip you up on the way. Here are the biggest mistakes that I see in my coaching practice.

1. Not planning time to think and create a plan.

To fully design and create your plan for 2009, I recommend at least a full day. Many agents will plan a retreat with their team, or just go away for a weekend without distractions to focus. Working on it piecemeal when the time shows up is a sure way to fail. Time-block NOW an appointment with yourself to work on this. The time you need will not show up -- you must carve it out.

2. Failing to gather ALL the data from this year.

The numbers from this year must include more than just the total production and number of units. What was the SOURCE of each transaction? What was the cost of each listing? What was your NET profit? What was your close ratio on listing appointments? Each piece of information will inform you about where your strengths are and what untapped business is waiting for you.

3. Incrementally increasing your goal based on last year's results.

The normal method employed by agents to set next year's goals involves choosing a number that is somewhat above last year and then using some formula to tell them what their monthly and weekly actions should be. This is rarely exciting and energizing and usually results in having to work more, work harder or work faster.

4. Not factoring in reserve.

Most agents do not take into consideration that crisis will occur and stuff will happen. By figuring what needs to be produced to hit the goal and not allowing for reserve, they are always falling short and feeling that it is not going to work, or frantically running on adrenaline at the last possible moment to pull it off. Always assume you need 20%-30% more.

5. Not knowing the why.

This should really be #1. What is the reason you want to produce what you want to produce next year? If you attained your financial goal, or the number of units you want to close, what would that give you? If you attained that financial goal, why would that be important? Are you working to accumulate more stuff or to have a certain quality to your life that is joyful? The why is the key to your motivation and your willingness to be in action. Keep asking yourself, "Why do I want this?" or "what will getting this give me?" until you get to the bottom of what is REALLY important to you. These reasons are your values. Miracles happen when we know our values and our work reflects them.

6. Not planning in the personal first.

Speaking of the why-.there is also the "who." Your personal foundation must be deep and strong to build mighty structures above the ground. Does your plan for the year include time for yourself, your growth, your family and your interests. One of the first pieces of your planning should involve how much time off you will take next year and how your perfect work week looks. If you did nothing else this year but worked on your own personal development, I know you would probably have the best year ever.

7. Not looking for the new opportunities.

What gave you success last year or this year is not the key to your future success. In fact, if you aren't radically shifting the way you deliver your services and reach people, you may not be in business much longer. What new ways of marketing do you need to employ? How can you partner with others who may be interested in the same target markets and may help create a win/win? What new market segments or niches are, as yet, unserved? Who do you have an affinity with that is a perfect new niche?

8. Not designing strategies to leverage what you already have.

Are you leveraging your best clients and customers into your referral engine? Have you thought about how you can increase their loyalty and increase the value you provide them? The cost of finding new prospects is much higher than creating more business from folks who already know and love you. Get creative here!

9. Not making it a big enough stretch to get the creative juices flowing.

Thinking small rarely inspires. It's those impossible dreams, realized, that are able to stimulate our thinking and actions. When our goals become a game to play, rather than a measure of whether we are good or bad, we can let go of the attachment to a result and just find some innovative and fun ways of expressing our commitment to excellently serving our clients. The money flows when we love what we do and we have a big enough game to play. Boredom results in playing too small a game.

10. Not creating a structure for fulfillment.

Even with a good plan, not having a way to stay focused will trip you up. Do you have a partner to keep you on track? A coach who can see the big picture? If left to our own accountability systems, we are prone to sell out on ourselves. A coach actually knows you can do more than you think and reminds you of who you really are, instead of buying into the excuses that seem reasonable. Accountability and focus are both critical for the implementation of your plan.

For more great free training tools and tips and hundreds of free training videos go to CKGTV.com your resource for free online realestate agent and broker training.

11 WAYS TO SUCCESSFULLY EXECUTE MARKETING PLANS

1.Be Clear On Your Message.  With lead generation it’s better to whet a prospect’s appetite than to try to feed the whole meal at once.  If you get one or two main messages about your service across clearly, and at a glance, in a marketing piece (ad, flyer, brochure, sign etc.) you’re doing well.

2.Don’t Overwhelm Your Prospects. Too much information is as bad as not enough.  Send information to let them know whom you are, what you can do for them, and why you are different from your competitors.  Prospects are inundated with marketing materials.  They do not have time to read and respond to everything that comes to them.  Do you? (Sometimes timing dictates how much information goes out. If more is needed divide it into bite sized chunks.)

3.Timing Is Everything.  Be careful when you send out your communication. Make sure you reach the target while there is a need for your service.  Don’t market to customers when they’ve finished their buying. Unless you know when they will buy again.

4.    Follow Through. Be prepared to follow through on the program.  Don’t lose the momentum of your supplier, your staff or yourself.  If you go to the expense of marketing (actual dollars as well as your time), don’t quit half way.  Many good marketing programs have ended up on the back room floor because the Agent forgot about his commitment to marketing.  "I don’t have time to send it out" is a popular reason for marketing not working. 

5.     Make Staff Aware. Educate your staff about the marketing program. Make sure they know who is getting the information, what the key message is and how to answer questions. The “staff/sales force wasn’t properly trained” to understand the program, use the material, or just follow through is another great excuse for a program not working.

6.     Follow-up.  If you are running a direct marketing program don’t sit back and wait for the calls to come in follow-up by telephone immediately.. Pro-activity is key.

7.     Go Out And Get Feedback. Talk to your customers, prospects, suppliers and competitors. Find out what worked and more importantly what did not work.

8. Test Your Marketing. Test your marketing materials in small numbers. Adjust, massage, refine, and improve them as you learn.  See what works and repeat it, see what doesn’t work and delete it. Modern technology has made it affordable for small business marketers to produce short runs economically.  This means you have the opportunity to put out a marketing piece, monitor it, and refine it to increase results and then send out the new version.

9.     Plan Ahead. Know what your next marketing program is before you finish the first one. There are efficiencies in producing materials all at one time.

10.  Have Buyers. Make sure you have sufficient buyers in your database. There is nothing worse than making a sale (getting the listing) and not being able to deliver. Not only do you risk losing this sale but likely, future sales will be more difficult.

11.  Above All, Have Fun.  Prospects and customers want to do business with Agents that are successful, happy, productive and positive.  Find your own marketing suppliers who meet these criteria.

The Above Blog was powered by CKGTV.com you resource for free real estate agent and broker training

Every agent has a reluctance to prospect, and everyone has their own set of reasons why they don’t like this critical part of the business. Most people fear rejection or take the rejection personally, or they don’t know what to say. Some even feel that making these calls is beneath them or makes them appear “slimy”. Here are some other top reasons for the reluctance of prospecting:

* Don’t want to be considered a pesky telemarketer,

* Have a hard time picking up the phone or starting the conversation,

* Don’t know what to say, or don’t have a sales pitch,

* Don’t want to interrupt anyone,

* Don’t know who to call,

* Feel it’s a waste of time because no one ever answers the phone, and

* Fear of failure.

Prospecting is a mindset. If you tell yourself that this part of the job is going to be horrible, then it will be horrible, but if you change the way you view prospecting in positive way, it won’t be as difficult. Prospecting should be viewed as a way of “getting the gold”, which would be your opportunity to get a lead, client, listing or a sale. Instead, agents tend to look at prospecting in a completely opposite and negative way. Prospecting won’t be so hard and frustrating if you can follow these simple and basic tips on how to prospect effectively:

* Know your values: First things first: it’s critical to remind yourself why you are doing what you’re doing. Remember what your driving force is, whether it’s spending more time with your family, a vacation, or even the mortgage payment.

* Start slow: Don’t force yourself to make a hundred calls a day. Set aside a certain amount of time that will be dedicated to prospecting, or determine how many calls you want to make daily.

* Make it a daily appointment: Set a scheduled time every day for making these calls as if it were an appointment you can’t miss. Scheduling calls in the morning is a good way to get it out of the way.

* Have a purpose: Most people talk too long on calls because they don’t have a purpose or a motivation for the call. Know the purpose of the call before you make the call.

* Know your audience: It’s important to know who you are calling and how you will present your sales pitch. You wouldn’t use the same phrases for an “expired listing” client as you would for a “for sale by owner” client.

* Have a script: If you don’t have a script you will talk forever. Following a script helps you to state your purpose effectively, but once you’re off the script you may find yourself in never-never land. A good script (50 words or less) will help you to stay on track and say what you need to say to create a long term relationship.

* Make a written script your own: There are many prospecting scripts available, but you want to make your script your own. Practice your written script until it becomes your own, trying to use your own verbiage or dialogue.

* Memorize a script: Once you have made the script your own, memorize it so it doesn’t sound canned, but don’t forget to answer any questions that the client may have during the process.

* Smile: When you speak, smile! This sets the tone for your call and people can tell by your voice if you are smiling.

* Speak slowly and clearly: Make sure to pronounce your words fully and correctly. If you speak too fast, the message may get lost.

* Be assertive: Too many times, real estate agents are frowned upon because they come off like used car salesmen who are aggressive and pushy. There are effective ways to make a sale that don’t involve being arrogant and overzealous. Being assertive means saying or doing something in a polite and considerate manner.

* State your purpose: People want you to be straight and to the point. Begin your conversation with, “The reason I’m calling is…” This will allow you the opportunity to have a more direct conversation; otherwise you may come across as misleading.

* Pay attention: Be aware of your own tone and set the right atmosphere for your call by understanding where the prospective client is coming from. Some agents have even suggested “matching the client’s tone,” even if they are mad. You will then appear empathic to their resistance.

* Listen carefully: Now pay attention to the first words spoken from the prospective client. Do they sound irritated, or are they chewing food? This will be a good indicator if you are calling at an inappropriate time. If they are busy, ask them when would be a good time to call back, and then make sure to do so.

* Know how to answer questions: If you have a call that is going well, it’s likely that the client will have some questions to ask. Prepare yourself with a list of potential questions that could be asked, along with your answers.

* Don’t initiate major business: Try not to go into details about your marketing plan, commission, etc. Those details are better left for your face-to-face presentation.

* Avoid confrontation: Don’t take the bait if a prospective client is angry with real estate agents in general. Avoid any conversations that will place you in an unwanted battle.

* Tape your calls: Tape yourself and listen to your pitch. Be aware of what you’re saying and how you’re saying it. This is a highly effective tool in seeing where you may have missed opportunities or gotten off track. By listening to your tapes, you may also realize that you ignored questions.

* Make the appointment: Ask open-ended questions that will lead you in the direction of getting an appointment.

Who Should You Call?

There isn’t one business in the world that hasn’t been successful without making sales calls, and as great as the internet may be, you can’t wait for things to happen off of those types of leads. Prospecting doesn’t have to equate to cold calling. Good places to start if you think you have no one to call are: past clients, friends, expired or withdrawn listings, just listed, for sale by owners, just sold, or rentals. One agent has a monthly phone blitz where her entire staff makes prospecting calls. She makes it a festive day with prizes for those who set up an appointment. The staff doesn’t mind making the calls because they know everyone else is doing it, too.

Overcoming the Fear

If after all this you are still feeling reluctant, try to visualize your success. See it, think it, and believe it. Always set result and activity goals, and don’t forget to reward yourself. Remember to concentrate on the client and to be prepared for any obstacles. And lastly, realize that prospecting leads to money in the bank. One agent hates to prospect and instead she claims, “I don’t prospect, I’m just on the phone all day.”

To Read more articles like this and to see hundreds of free training video go to CKGTV.com your resource for free online real estate agent and broker training

Life has ups and downs that can wear you down. You work hard to succeed in your career, you try to be the best parent or spouse you can be, and all the while there never seems to be enough time in the day to find peace within yourself. The proverbial “life is a rat race,” catches up with us and we feel drained and overwhelmed. But there are simple and effective techniques that can help you feel a balance in your life and acquire serenity in the chaos. Some of these steps require action, while others are simply a state of mind, but all of them will surely help you find the serenity you need in life.

1.Ask yourself if you are being too hard on yourself? Are you constantly beating yourself up over little things? Are you putting too high of expectations on yourself?
2.Find out what you have in life that you can enjoy at this very moment and be thankful for it.
3.When faced with a problem or situation, ask yourself how important it is. Is it life threatening, or is it something silly and petty?
4.Trust your instincts! Listen to your gut reaction. It will never steer you wrong.
5. When setting goals and/or expectations, ask yourself if they are truly realistic. If not, you may need to modify or tweak them so they are attainable. If goals are unrealistic, you’ll find yourself frustrated that you were unable to reach that goal.
6. Consider all your options when having to make life-altering decisions, or even menial decisions.
7. Ask yourself: What can I do about this situation? Will it help or only make matters worse?
8. Turn to family members or friends for help. They love you. They are always there to help you however they are able.
9. Ask yourself: What about this situation can I actually manage? What can’t I manage?
10. Adjust your attitude and discover how doing so will help or change the situation.
11. A critical question to ask that is helpful in almost any situation is: Do I really want to do this?
12. When formulating your plan or goals, decide what needs to be done first.
13. Ask your friends and family for support and encouragement.
14. Believe that you know what’s best for you. It’s good to hear what other people have to say sometimes, but ultimately, you know what will be best for you.
15.  Make sure your thoughts, feelings and actions agree. Check your integrity. If it seems out of whack, figure out how to change that.
16. Forgive yourself. Everyone makes mistakes. It’s what we learn from that mistake that truly makes the difference. If you haven’t forgiven yourself, give yourself permission to be forgiven and evaluate what that mistake has done to you and how you will use it to better yourself.
17. Spoil yourself once in a while. It’s not weird to send yourself a nice card, or buy a bouquet of flowers for the most important person in your life: You!
18.  Now forgive someone else. If you’ve been hanging on to anger and resentment, you’re only making yourself upset. It takes up so much energy being mad at someone (including yourself). Don’t waste precious time or energy hanging on to old wounds.
19.  Enjoy what you have. Try not to think about what you don’t have, but focus on what it is you do have. Do you have a special pet who adores you? Do you have good health? A comfortable home? A good friend who is trustworthy? Take note of the little things you have. Life isn’t always about the big things.
20. Speak daily positive self-affirmations. “I am…”
21. Talk to a friend about what is bothering you. Don’t let it fester.
22. Call a friend or go out and do something you enjoy.
23. Pick up the phone and let someone know you’re thinking of him or her.
24. Go out to lunch, or coffee, or even a walk with a friend.
25. When you ready to blow: take 3 deep breaths. Hold it for 3 seconds. Exhale slowly. Do this 2 more times, or until you calm down.
26. Have fun and go to a movie, concert or play.
27. Call a friend for some extra support.
28. Find a quiet place and enjoy a good book.
29. Ah…it’s nice to indulge with a relaxing massage, manicure or pedicure.
30. Get connected through a club or organization, or volunteer for a charity you have a passion for.
31. Make a list of 10 things you’re tolerating and why.
32. Read something positive or that you’re interested in at least 30 minutes a day.
33. Make a list of the things you are grateful for, and then post it on your refrigerator.
34. It’s okay to say no. Learn how to say no without feeling guilty.
35. This is tricky but worthwhile: do absolutely nothing!
36. Sit still and listen to some enjoyable music with a cup/glass of your favorite beverage.
37. Rent a movie that will make you laugh.
38. Only you know if you need to slow down or speed up.
39. Getting the right amount of sleep is crucial to feeling good. And there’s nothing wrong with taking a cat nap.
40. Get up and exercise. Do what feels best for you: walking, dancing, jogging, bike riding, etc.
41. Indulge yourself for 30 minutes a day doing something you really love to do!
42. Purchase something you can afford that you’ve wanted for a long time.
43. Start a “To Do” list and mark something off each day. You’ll feel a great sense of accomplishment just by seeing that item crossed off your list.
44. Find a quiet place to relax and reflect – even if it’s the bathroom. Focus on something positive.
45. Do something special for someone and don’t tell them you did it!
46. Draw or color. Discover what it felt like as a kid to just sit back and create something.
47. Find time to meditate or pray, either by yourself or with a group.
48. Never forget what your purpose in life is.
49. Keep in mind that NO ONE is perfect…including you!
50. Saying “no” to others means saying “yes” to yourself.

If you would like to download these points go to the free tools tools tab on CKGTV.com and download the 50 Ways to Find Serenity .PDF

Posted by Ken Goodfellow CEO and Founder of CKG International