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Billy Parker-MCE Providers of North Texas

You can’t just sit in one of Billy’s ethics classes at MCE-Providers of North Texas.  You are challenged, you are prodded, you ask questions and have questions asked of you.  It is full real estate contact.  When the class is over Billy’s goal is for you to have useful and legal information at your fingertips and feel confident.

“Attitude is everything,’ Billy explains, and he goes on to share the importance of setting the bar high so that all your transactions are ethical, legal and completed on time, every time. Take a couple of minutes and audit his description of his classes.

Fresh Beginnings [Larry Lawfer]

I have always loved September. It is a month of beginnings. All those years we started out all bright and shiny, through all those schools moving through the beginning days of that academic year  with hope and trepidation. As a professional, September is a time when actively marketing and promoting your personal brand is a must. This is a month when people are open and fresh. Remember they are just off vacations and lazier, more relaxed days. The freshness helps the openness to new ideas. It is a time when your message has more of a chance. When it is not seen here, it is harder to be seen at the other critical times in the year.

Minimum touches into your farm area in a year needs to be six. Postcards lead to calls, leads to email and a building of the subscription base that then become clients and evangelists for your brand. You have to be in front of people at this point. Postcards are a good starter. You can deliver them through the mail, but I think there is great value in personally delivering at least one of your four postcard mailings. You have to be connected to this house to know where it fits in with all the other houses. This is your area; you need to be the expert. You can’t be the expert of a property unless you stand on that ground and look at it. As the weather cools it is a good time to walk your neighborhoods.

I think you should call each homeowner at least once during the year. You let them know who you are, what you offer and ask if you can deliver some information to them with no obligation. Offer them the e-newsletter. Make sure your e-newsletter has information they value. We will discuss what questions you want to ask in your yearly call to the homeowner and what value you want to share in a later blog. We are talking about September being the month of fresh beginnings that define your year.

Put on your new clothes, grab your backpack and make you a good year.

Tic, tock [Larry Lawfer]

The time from the first day of school to the Christmas break seemed like an eternity to me when I was young. We had 2 semesters to go through, Thanksgiving and both football and then basketball season. Now it all seems a blur of reaching yearly goals and closing lingering deals. It is official, there are now just 4 months left in this year to achieve the goals you have set for yourself at the beginning of the year. I am new to real estate this year and set some pretty lofty goals. I came into a new market, one that is 1800 miles away from my home of 30 years, hoping to use the new school techniques to provide better communication to my prospects and clients. In this regard I have already achieved my goals. The more significant goal of houses sold and commissions pocketed has not been so easy to lasso.

The office I came in to was not set up for any training whatsoever. I thought, no big deal, I would just grab a real estate guru DVD series and have at it myself. The first 90 days in Dallas I waded through the daily exercises that Walter Sanford suggests in his book Starting Over… I started farming my neighborhood, talking to top producers, going to meetings and getting involved in community events. I worked, with other agents in my office, on some REO work that was delivered to us from agent in another state who had connections to Asset Managers with REO properties in our area.

Through that process I learned both good and bad. The agents in my office were seasoned REO agents having done a variety of them in the old school manner. I didn’t so quickly learn that it is a whole new world in the REO world until our ratings came in as very bad because we were not completing our tasks in a timely fashion. The old school agent, who was the listing agent, on the first two REO’s we received was adamant about her skills, she knew how to close these deals and the bank would be satisfied that they got the most for their house. She was wrong, and it took me almost 5 months to fully understand how wrong. As a result our office lost over 40 potential listings because of this.

We were given one more REO to handle and I was made the listing agent. At this point, the other two agents in my office were disgusted by the process and wanted nothing to do with it. Right now, today, I have my REO under contract and moving towards a closing. My own personal rating with the banks is the highest rating there is. I pay attention to the tasks that are assigned and get them done. It is really that simple. I lost time by listening to agents who were not paying attention to the changes in the industry. This lesson will save me years of wasted time as I move on. I will never get so comfortable with the way I conduct my real estate career that I am not paying attention to the changes that are happening around me. I will continue to study and learn. I will continue to ask questions and get better. To me that is what a profession is all about.

Along the Way [Larry Lawfer]

As social beings, even you who aren’t so social, we run into people along the way.  Some are helpful, some are not, some will take advantage and some will lend a hand, some are friends and some just say they are, that is life.  What you want, to be successful, is have people around you who are great role models.  People with credibility proven by their actions.  You want friends and colleagues who are more willing to lend a hand and share an idea.  People who have been there and are willing to give you the map.  When you find people to be secretive my experience has taught me that these are the people to watch out for.  Granted some people are just shy, there is a difference between shy and retiscent and secretive.

I am lucky to be able to name a variety of people I have met along the way that are just wonderful human beings.  Liz Strauss of LizStrauss.com is one of these people. Liz is a social media and public relations marvel.  She speaks nationally on a variety of areas of her expertise and I am lucky enough to call her a person I truly trust.  She always has the other person in mind and she pays attention.

Craig and Laurie Claybrook are two people who really exemplify what so many Dallasites say they are, true christians.  I am priviledged to have met them and come to care for them as my family.

Chris Penn and Chris Brogan’s name don’t come up often together anymore. But when they started PodCamps back in 2004-2005 I got to know them both as impressive forces in the world of social media and marketing.  It is no surprise that both continue to provide everyone they come in contact with information and insight into marketing in today’s world.

Paige Arnof-Fenn of Maven’s & Moguls is that same rare breed of brilliant entrepreneur as Liz.  Paige is an incredibly accomplished business leader who always has time to help others.  Paige shares her vast experience and unique vision with others of like mind and spirit.

Steve Metague is the odd man out of this group.  He is a Director at Pacific Gas and Electric and his responsibilities have grown over the year.  Steve is straight ahead corporate business and can be depended on to let you know if you are off course or not on target (both can be a big problem of differing sorts)  All these folks I am luck to have in my life.

My wife Kathy has also been someone I always look to for her unique perspective.  Her vision may not be corporate trained but it is always academically based and compelling.  Andy Anderson, my first broker and good friend, has always given me good advice on a variety of subject.

I just wanted to take a moment and thank these people for all they add not only to my life but to countless others who come in contact with them.  I want to be just like them and give and share as part of my core values.

Brand Power vs Personal Brand? [Larry Lawfer]

How important is the brand your office represents to your career? How important is your personal brand within that office brand? Since all real estate is personal when it really gets down to it, how important is this brand you represent?  I am just asking here for discussions sake. It is clear a brand with a national name and a big national advertising budget is important for immediate recognition, but beyond that how important is that brand to the transaction. It is true that a national brand has systems in place that make transactions easier for their people. “Been there-done that” is a great place to be when going into the competition for a listing, or the signing of a prospect to an exclusive contract, but is it the reason you won the business? Honestly I hear all this anecdotal information about the importance of your brand name, but what is see is that it is the individual person at the point of the sale is the one making the difference.

Systems and structure make every business transaction repeatable. Being able to repeat a process and perfect that process goes a good long distance in making you successful long term. This is why national brands are so important. They have spent the time and money to develop systems that anyone can plug into and be successful with. When I look at the guru names in real estate, I don’t see any of them (those without their name on the name brand) talking about a brand, they talk about the process and procedures that make the individual better. The name brands work to develop good systems so that anyone plugged into them will be better and they do it very well, all of them.

So what makes the individual better? In my opinion it is less about drinking a national brand flavor of kool-aid and everything about learning all you can about the industry and all the brands so that you can make yourself the most successful agent in your area. I have nothing against a national brand, in fact, as I have gotten to know them all better through study and meetings, I am impressed with the depth of detail that each national brand (RE/MAX, Coldwell Banker, EXIT, Keller Williams, Century 21 and to a much lesser extent Ebby here in Dallas) puts into their training and systems. I think any agent is served well by being part of any of these organizations. I have drunk the EXIT kool-aid and believe it’s flavor provides me the kinds of benefits I was looking for when I started out. I also think that you can also read and study and reinvent your own wheel to use in your specific area and do well. Successful careers in real estate are built on individual efforts and attention to details. Do this well and you will do well.  Your attitude and approach makes the difference.

The Shark Principle [Larry Lawfer]

Mario Jannatpour, who I met on Active Rain recently, has written a talking book entitled, Must See Inside. This is his up close and personal approach to selling real estate based on his years of success in sales. Mario has been successful for many years in both up economies and down and wants to share some of the simple methods to insure your success. He put together his book as a response to all those overpriced coaches and systems that glut our market. His matter of fact discussion of how he is successful in real estate, provides the listener with a blue print on how to do the same in your market. The simplicity of his approach does not overlook the work that must be undertaken. Over the next couple of weeks I will share with you here my impressions of Mario’s book. Must See Inside is available through iTunes and I am sure through Mario himself. Mario is not an affiliate of mine in any way. When he reached out to me to review his book I was happy to give it a try. I am always looking for a bit more information on how best to tackle my own market and bring greater value to my clients.

The Shark Principle of sales. In Track 7, Chapter 6 Mario gets down to the basics of sales. The axiom of sales “always be closing” is really “always be moving towards the close”. As sharks need to continue to move forward towards the inevitable close not all movement is about the kill. You first have to understand what the client needs and wants. From my own perspective I can add if you haven’t asked you clients and prospects enough questions to fully understand their needs and wants then you will likely totally miss moving forward. You will not understand their motivations and what their calls to action are. In the absence of this information you are likely to move forward with your own agenda which may or may not suit your client. Get to know what your clients need. Get to know the community and the factors that are currently in that community that are affecting prices. Know before you show is always a good path to take. Thank you Mario for sharing your talking book with me. I look forward to sharing more of the chapters as I push through them.

Service and Relationships [Larry Lawfer]

The word service has lost meaning in a jumble of false promises.  A simple promise of service needs to be further defined to be understod.  For instance if I want information every day and you send it to me once a week, I am not feeling serviced.  Key point. Ask you client how they define service. Listen!  They will give you the blue print to satisfying them.  Keep in mind it is always about them.

“It’s all about you.” has been my service promise since I started in business.  YourStorys and YourStorys Realty are focused on you.  How I do that is determined by what you want done in what way. Again, you drive the outcome and along the way I provide the technical knowledge beyond the usual information and creative execution of the plan.

Relationship is built along the way.  It is built around the promises that you make and keep. This is also service.  Doing what you say you are going to do makes you easier to remember.  Under promise and over deliver is not always a sales person’s first inclination, but it is always the best way to deliver memorable results.  Relationship can be transferred through testimonial.  One client tells another of their work with you. (Again, it is all about them.) This is the best kind of referral.  Quite often the referred will look no further.

Why we really work. [Larry Lawfer]

I guess a better title is, “why I really work.”  I work for my family, I work for my community, I work to maintain standards (granted these standards fluxuate in a seasonal and year over year basis), I work because I like to work.  Studs Terkel a prize-winning author and radio broadcast personality was born Louis Terkel in New York on May 16, 1912.  Studs interviewed thousands of people and produced a book called Working that I read years ago.  He coined the word schmoozing which meant the talking to our fellow workers as part of one of the main reasons for going to work every day.  Schmoozing was listed above pay as the reason many people got up and go to work.  We in the real estate industry are lucky, we have to talk to people every day.  The more people we speak with the better our day from a numbers point of view.

Do you enjoy the phone calls?  Is it easy for you to make that many calls?  Do you have a database plan you work from and so you can be systematic with talking to people?  What do you talk to people about?  All of these are good questions.  I try to keep it simple.  Most people don’t mind you calling if you are short and sweet with the call. They want to know why you are calling, so have a reason.  Give it to them right away.  This way you can share your value moment and let them get on their way.

How are you with the whole card thing?  I have seen it written and heard it confirmed that handing out 25 cards a day every day will get you listings?  I think that is an awful lot of cards in a day.  How about social media, do you reach out there during your day?  Do you ask people if you can friend them? Do you have a ‘fan page’ so that your clients and prospects can connect with you in this passive and social way?

I have been fortunate to learn the real estate industry in Dallas.  This area is one of the fastest growing in the country.  With jobs, affordable housing and family values North Texas is poised to be a player over the next ten years as a destination for growth.  Each community is stretching at the seems, and fortunately Texas is an area where “don’t fence me in” was a battle cry at one point.  DFW is growing and will continue to grow for some time.

My home and family are in the Boston area.  I miss my family when I am in Texas and now that I have developed the social media plan for this Dallas office I will begin to do the same for other offices.  I have endured the heat of the Texas summer and look forward to the beauty of a New England Fall.  I think where ever you are in this country you can find opportunity.  I think loving and caring for the land and communities makes the work all that much more fun.

Paul Peebles, Old Capital Residential Lending [Larry Lawfer]

Billy Parker, Loan Officer, Jet Pilot and Real Estate instructor met Paul Peebles of Old Capital Residential Lending many years ago. Integrity and Service are characteristics that define Paul, as well as Old Capital Residential Lending.
Paul was one of the original residential licensee’s in the State of Texas. Old Capital Residential Lending has completed more than 4000 loans. Paul and Billy provide their clients with true “check list mentality” and getting things done in a timely fashion.

Old Capital Residential Lending is a Texas Based Mortgage Company. Our Company has been lending in Texas for over 10 years and is licensed by the State of Texas Savings and Loans Department as Mortgage Broker # 108 (out of 5000+) in the State of Texas.

Old Capital controls the entire loan process from one location thereby ensuring full service to the borrower. We believe this system of complete and thorough “in-house processing”, expedites the loan approval procedure before it goes to the underwriter. We specialize in creative lending solutions for residential real estate needs. We work closely with over seventy different lenders that encompass many mortgage programs. This allows Old Capital to obtain the very best possible loan for your clients.

When we sit down with a client, we always try to establish their long term plans. This enables Old Capital to tailor the mortgage to their specific financial goals. We look at a mortgage as a tool that plays an important role in their overall financial strategy. Choosing the right loan scenario, will very often, free up vital cash. This increased cash flow can then be redirected towards other important investment opportunities.

Old Capital Residential Lending is all about service to our borrowers. We are in constant contact with our clients through out the entire loan process, and we are available 7 days a week.

Real Estate Today [Larry Lawfer]

From all that I have read about the real estate industry over the years, we are experiencing some very unique circumstances right now.  Record interest rates, record government programs with the tax credit being a highlight, the foreclosure and modification jumble, dipping prices all have had an impact and continue to impact the current performance.  How people look for homes and engage professionals to assist in the process is radically different today than it has ever been.  The median age for a homeowner is still in the 30’s while the age of the realtor remains in the 50’s.  In these two particular age groups you have widely different communications habits.  To a 30 something a text is a good as a call, the average 50 something is just finding out that they can reconnect with that old high school girlfriend on Facebook. 

Finding the house and getting information for the 30 some-thing’s on the net is easy and practical.  Building a way to capture leads and convert them for the average 50 something is a new task and skill.  I have said in other blogs that we are no longer paid for information, but we are paid for knowledge of the industry based on the statistics.  Using your website in a coordinated manner with your social media is a new set of skills for a realtor, but one that will guarantee being found by the bulk of the looking buyers and sellers.  This is not to say that ‘old school’ referrals are gone, they will never be gone.  A referral is still the best way to close a deal, but there are fewer referrals because there are fewer transactions that is just statistics again.

Using video is a rage, using good video correctly connected to other forms of useful content will get you an audience that will stick around.  It doesn’t all have to do with houses, but there needs to be enough house activity to communicate your action in the market.  Other content should be community and information based to your audience.  Timely, seasonal chatter and offers are always good.  The more your site is the place people check for information and humor, the better.  You may actually be thought of when the conversation of real estate comes up in their lives.  “Are you thinking of buying or selling a home in the next 60 to 90 days?  Is anyone you know, or related to thinking about buying or selling real estate in the next 60-90 days?”

All real estate is personal and emotional.  The Internet will never, ever change that. The only thing the Internet changes is the game, not how the game is won.  By providing better, more timely information and a better level of service you will gain an audience and some loyal clients.  Learn your tools as you hone your skills.

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