Strategic Home Marketing & Money Saving Real Estate Negotiation by AMBER NOBLE-GARLAND, CDPE

I'm sure you've heard that expression..."the early bird gets the worm"...right? What about "time waits for no one?"

Well both sayings are the truth and nothing but the truth. 

When we step up to the plate early(be it in business or in our personal lives) not only do we free up our time to pursue other goals but we also give ourselves a chance to take advantage of great opportunities that may be right in front of us.  

Since time keeps moving even when we don't, it's critical to devise a plan of action to help us accomplish our goals in a timely fashion. 

Here are my Top 5 tips to help you clear off your plate early in the game, so you can seize the moment and move forward in life and business with momentum:  

1.  Write it down! Create a "To Do" list. Research shows that when you write something down, your chances of actually following through on the goal are increased dramatically.    

2.  Schedule it! When you know you have a task that must be completed, be sure to put it on a wall calendar or schedule it in your Blackberry or phone calendar.  

3.  Tackle the hardest or longest tasks first!  If you focus on getting the biggest challenges out of the way first, doing the easiest things later will be a piece of cake.  

4.  Learn how to delegate! If you find yourself getting stuck on the minor things you need to get accomplished, learn how to delegate that task to someone else who can help lighten your load. Whether it's an assistant, intern, friend or relative...don't be afraid to ask for help.  

5.  Like NIKE Just Do It! The hardest part of doing anything is taking the first step. Don't worry about doing it "right"... Just do it. If you make a mistake, you can always go back and re-do it.    

Stay positive & motivated,

Amber

______________________________________________________________________________________________________

As I began my day today, I turned on one of my favorite national news channels, and watched the various broadcasts about the presidential inaugural activities, as well as the many community service initiatives surrounding Dr. Martin Luther King. It got me about how much this country has evolved, and how it truly IS the land of opportunity. Sure, we still have a ways to go, but we must give credit where credit is due...America, we've come a long way baby! 

As I sat at my computer and thought about what "Monday Motivation" I'd write today, the quote below intrigued me. It has an inspirational quality that anyone could relate to, and the words "bricks and mortar" gave it somewhat of a real estate-esque quality. It goes...

"Your own words are the bricks and mortar of the dreams you want to realize. Your words are the greatest power you have. The words you choose and the use establish the life you experience."
by Sonia Croquette

• As Realtors the words that we communicate to buyers and sellers are like the poured concrete foundation or bricks and mortar of the dreams consumers want to see come to fruition. With this responsibility, it is important that we choose our words carefully. We have people who are trusting us to show them the way to financial stability via home ownership. We must always be upfront with our clients by telling them the truth about the state of the real estate market (whether good or bad). However, as the ambassadors of home ownership and the gatekeepers of the American Dream, we must also be the pillars of optimism and enthusiasm for the opportunities that are available in real estate. Consumer confidence in the housing market starts with US!

 The words the media uses to tell the story of the state of the housing market is like the roof or covering of the buyers and sellers dreams. If the words of conscientious and forthright real estate professionals lays a solid foundation for consumers, it's all in vain if at the sight of rain or mighty winds the powerful words of the "media" come crashing down like loose shingles on a damaged roof.

It doesn't matter how sturdy the brick & mortor or concrete founddation are; if the house has no roof, it's not inhabitable. Of course the media has an obligation to tell viewers, readers and listeners about the serious challenges our country faces. However, the information disseminated needs to be accurate.

"Fair & balanced" isn't something you see on a t-shirt or just some tagline from a major network; it should be a standard that WE all should be held to.

Scaring responsible, credit-worthy people and making them afraid to purchase based on the mistakes or setbacks of some, is not only unfair, it's irresponsible. 

Information should be crafted to fit each particular area of the country. Sales of real estate in Freehold, NJ, Manalapan, NJ and Marlboro, NJ, may not be the same as home sales in Manalapan, FL or Marlboro County SC. We are not a one-size-fits-all country and that goes for real estate as well.

Amplified by the enormous reach of TV, radio and the Internet, our words can start and end wars, change the housing market, the economy and have a profound effect on our world at large.

Never forget...WE THE PEOPLE harness the power and resources to realize the dream of FREEDOM from our country's current economic strife. Getting America back on track will take ALL hands on deck. We can fully maximize on the platforms we've been empowered with (blogging, authoring, publishing, podcasting, broadcasting) by choosing our words carefully and establishing the realities we want to see and experience!

Stay positive & motivated,

Amber

Weichert, Realtors (Marlboro office) 

455 Route 9 South

Manalapan, NJ  07726

917-723-5645 - cell

732-536-4400, ext 199 - office 

www.AmberLovesRealEstate.com 

Recently I received one of those dreaded calls that none of us as Realtors ever want to get;  "Uh Amber, I don't know how to say this but um..."

Needless to say, my breathing paused for a second and I felt like my heart dropped to the floor. 

The agent on the phone continued with something along the lines of "my sellers have decided to take a different offer."

So of course my next question was...

Is the other offer for the full price listing amount?"

He said it was not a full price offer but much better than our agreed to offer and it was an ALL cash deal.

There hadn't been any "action" on this home in the nearly 6 months it had been listed, so they did another price reduction.

Now that I brought in qualified buyers, with no contingencies, nothing to sell in order to get a mortgage in order to buy this home and a 30% down-payment, the home was finally going to sell but not to my buyers.

This should've been a piece of cake, right?  I mean it IS a "buyers market" right? WRONG!

At first I was really annoyed by it all; I mean think about it, this guy gets no traffic on a home he has listed for a long time, I bring him A+++ buyers, buyers & sellers agree and sign-off, paperwork goes to the attorneys and we're in New Jersey mandated 3-day attorney review period. After 3 days (or as soon as all parties agree), we'd officially be "under contract."

I have a great rapport with my buyers, and am confident I will sell them something else when the right property comes along. I was as worried about me losing a deal, as much as I was concerned about them losing out on their dream house. 

The feelings of frustration didn't last very long, because as much as I disagree with how things happen in the real estate biz at times, "business is business...never personal."                                                      

The greatest sense of disappointment I felt was having to call my buyers. It killed me to hear the sound of defeat in my client's voice when I told him he'd have to tell his wife that the dream house he promised to purchase for her was no longer within reach. They are such wonderful people, and I'd never want to let them down. The husband resigned to the belief that it must not have been meant to be, but I could still hear that he was bummed out about it; not with me, but with the idea that they lost out on the house. 

Here are four valuable lessons for ALL home buyers can learn from this:

1. Any true financial wiz will tell you the name of the game is to "buy low and sell high." So when your Realtor tells you that there are a lot of buyers in the market right now I stronly encourage you to give that some serious thought. Interest rates are at a nearly 40 year low and buyers are coming out in droves to purchase homes. Don't believe it? Checkout this story for proof. 

2. Please DO NOT assume that no one else is able to actually get a mortgage but you. There are tons of people with great credit scores over 740 and money in the bank looking at houses everyday in this current climate. Often times they are cash buyers. As we've all been told, CASH IS KING!

3. The one-size fits all generalized notion that it's a "buyers market" is FALSE. While there are plenty of "so-so" houses to go around in many areas across the country, in New Jersey where I specialize in selling homes(especially in towns like Manalapan, Marlboro, Freehold, Old Bridge) there ARE NOT enough drop-dead gorgeous, appropriately priced houses on the market right now to go around. This NOT a "put-on"...this is the truth!

Therefore when really HOT houses pop on the market (especially once the price gets reduced), you have a bunch of qualified buyers ALL vying to purchase the same house. It's like a bunch of people fighting over the last new video game in the height of the holiday shopping season at Target.

In fact we're seeing the reemergence of multiple contracts being presented. This means that it's not necessarily the buyers having the upper hand on the sellers anymore, but rather the "buyers" battling it out with "other buyers." 

 4. Never take anything for granted or assume you're the only one eyeing a particular house. If YOU really LOVE a house, chances are there may be other qualified buyers lurking who LOVE it too! Please don't get YOUR heart broken. If it feels like the right house, it probably is the right house. Have your agent write an offer ASAP before someone else does.

Stay positive & motivated,

Amber

455 Route 9 South

Manalapan, NJ  07726

917-723-5645 - cell

732-536-4400, ext 199 - office 

www.AmberLovesRealEstate.com

NYC Restaurant Week Winter 2009
Jan 18-23 | 25-30
Reservations Now Open.

Three-Course prix-fixe dining Sunday through Friday.
Lunch $24.07 | Dinner $35

Over 250 of the City's best restaurants
Beverages, gratuities and taxes are not included.

Plus, during NYC Restaurant Week when you use any American Express® Card to pay for your meal at any participating restaurant, American Express and NYC & Company will donate $.25 per transaction to City Harvest, up to $10,000.*

Tables go fast. Book yours today at nycgo.com

Information Courtesy of :

Weichert, Realtors (Marlboro office)

455 Route 9 South -  Manalapan, NJ  07726

917-723-5645 - cell

732-536-4400, ext 199 - office  

www.AmberLovesRealEstate.com

"Your Reliable Resource For Real Estate & More" 

Here's some some sound advice to save you money and potential headaches in the future. Enjoy!

Stay motivated,

Amber

"Destiny is not a matter of chance, it is a matter of choice; it is not a thing to be waited for, it is a thing to be achieved." - Winston Churchill

As I began my day this morning, the quote above struck me and got me thinking. I thought about my own destiny, as well as those who are close to me who've shared their goals & aspirations for the 2009.

Our destiny is basically our destination for our life...it's the place where we intend to arrive after we put away the road map (figuratively speaking) or turn off the internal navigation GPS, once we finishing driving.

I recalled a conversation I had not too long ago with a recently former Realtor whom I relied on occasionally for my own accountability.

Each time we'd speak to one another he kept telling me about what he was "going to do" and "what he had been thinking about doing."  However, he rarely could give updates on what he actually had done.

When I questioned him about what had been holding him back, his explanation was always the same.

He seemed to believe that the reason he hadn't achieved the majority of his 2008 business goals was because it "just wasn't his destiny."

Did he really believe that he was less worthy, capable, deserving or destined for success than the next Realtor?

I could not believe my ears!

Our destiny is not by chance; on the contrary it is the result of our intentions and our deliberate actions that follow suit.

Destiny isn't accidental, and it doesn't come through osmosis; you've got to think it, believe it, commit to it, do it, be passionate about it and achieve it!

So what are you choosing your career destiny to be in 2009?

Stay motivated,

Amber 

www.AmberLovesRealEstate.com

Are you willing to be accountable in 2009?

It wasn't on a whim that media mogul, Oprah Winfrey, decided to share with the world her disappointment in allowing her weight loss goals to become sidetracked; it was definitely by design.

In fact, many articles have been written about the effectiveness of accountability. Many researchers agree that accountability can have a transformative effect on our lives.

We are expected to be accountable to a long list of people and entities.

1. The IRS - To avoid being penalized you try to pay your taxes on-time.

2. Your real estate broker/manager - To avoid being called into their office...lol!

3. Buyer & Seller clients - To keep them happy, as well earn their future business you honor your word.

4. Creditors - To avoid having bad credit you try to pay your bills on time.

5. Tax collectors - To avoid a lien on your property to pay your taxes in a timely fashion.

6. Banks - To avoid us overdrawing money that we don't actually have in our accounts.

7. Our family - To avoid letting them down, you try to be there when they need you the most.

Each of these groups have a system of checks & balances in place that expects us to do what we've committed ourselves to do, and holds us accountable.

Here's an idea for the 2009...Why not find accountability partners? These can be one person or a few people whom you trust and feel comfortable sharing your best & worst moments with.  They can either work in the same profession as you, or work in a different field.

If you're prefer to be accountable to someone who doesn't work in your same local area, then find an accountability partner(s) who works in the same industry but in a different part of the country.

The great benefits of having an accountability partner are:

1. You develop a support system and a trusted confidante.

2. You develop a give & take relationship with someone who wants to see you succeed, while getting satisfaction from helping them achieve their goals as well.

3. You have an objective source to share creative ideas, as well setbacks with.

4. You learn valuable tips that will help you grow your business.

5. You develop better listening, fidelity, leadership and communication skills which can help you in many areas of your life.

6. You gain a buddy who will hold you accountable so you do what you say you're going to do help propel your own career.

Accountability can be a catalyst to help your business flourish. Will you give it a try in 2009?

Stay positive & motivated,

Amber 

AMBER NOBLE-GARLAND
Weichert, Realtors
455 Route 9 South
Manalapan, NJ 07726
917-723-5645 - cell
732-536-4400, ext 199 - office

www.AmberLovesRealEstate.com

www.AmberNobleSellsHomes.com 

"Your Reliable Resource For Real Estate, Local Info & More" 

It is now 3:19am eastern standard time (literally as I began writing this), and I just got home from Macy's. Yep, you heard me right...Macy's at 3 in the AM!

Now I know you're probably thinking, "What in the world is Amber doing at Macy's that time of night?" Well last minute Christmas shopping of course...hello people! :)

But that's actually not the reason for this post.

So back to the story...

I actually went to the Macy's at the Freehold Raceway Mall first, but they closed at 12 midnight. I wasn't finished shopping, so I developed an instant headache at the thought of having to rush around the next day on Christmas Eve to find the final few items.

So as I'm leaving the store, I overhear one of the sales clerks telling a shopper that the Macy's at the Menlo Park Mall (Edison, NJ) is open 24 hours. Wow...This blew me away! My prayers had literally been answered.

Being the eternal night-owl that I am, I load all of my gifts to my SUV and head on over to the all night Macy's approximately 20+ miles up Route 9. Thank God my husband was home sleep, because if he knew that I was out in a mall parking lot by myself in the wee hours of the morning, he would've called the authorities on me...trust me, he's in law enforcement...he'd really do it!

Now once I arrived at the 2nd Macy's, I assumed I'd be the only person in the store doing last minute shopping so there would be no waiting in line. Boy was I wrong! Even at 12:30am up until the time I left at 2:47am (in the freezing rain nonetheless), there were a ton of people shopping in the store, as if it was 12 noon on a bright and sunny Saturday morning.

I got everything I needed. Then with the help of a friendly employee named Carlos, we loaded my purchases in my vehicle, and I went about my way.

As I was driving home, I got to thinking, "Wow...Things are that rough with the economy that Macy's had to stay open for 24 hrs just to make ends meet...man that's terrible." 

All of a sudden, while sitting still at an extended traffic light on Route 1, a different perspective hit me like a ton of bricks.

My thoughts shifted from feeling sorry for Macy's, to giving the genius who runs Macy's an imaginary hi-five in my head.  Sure, they probably had the store open around-the-clock out of necessity, but to me the thought of it was brilliant.

I mean think about it this way...

1. While ALL the other stores were closed, the 24 hours Macy's had a huge leg up on the competition and was able to capitalize on those last-minute shoppers or nightowls like me.

2. If Macy's would have followed suit and closed at 11pm or 12 midnight like the rest of the stores, then they would not have offered any different appeal to those customers who had an urgent need for something "out of the norm."

I looked at this paradigm to see how I could relate to it on a personal level (like in terms of how I run my real estate business). What valuable lesson could I learn from this? That's when it all made sense.

The 24 hrs Macy's is a reminder that being "different" can be a good thing...In fact, it can be a VERY good thing when it's genuine and thought-out. 

When everyone else is going "right," there are times you've got to look both ways before crossing the street, and don't be afraid to turn "left."

Not every client is the same as Monica Walters reminded us; each one requires a different type of personality in order to handle them effectively.

By being our most individually authentic and unique selves, we have the potential to tap into a sea of under-served prospects whose needs may be different from the rest and "out of the norm."

In two-thousand & nine...DaRe to Be diFFerent...iT jUst mIghT pAy off!

Stay motivated,

Amber 

www.AmberLovesRealEstate.com

"You must take personal responsibility. You cannot change the circumstances, the seasons, or the wind, but you can change yourself" - Jim Rohn

Sometimes, you know what?

We can try to do everything to absolute perfection...be the best Realtor, Loan Officer, friend, neighbor, spouse, whatever and that still may not be enough.

Things may not always go the way we want, but that's just life.

There have been times when deals fell through and that commission check I was banking on became non-existent. 

Has this happened to you before at least once?

Or remember that listing that you just knew would be yours? You refused to be dishonest about the true current market value of the home so the sellers gave it to the agent who inflated the real numbers?

 Yep...Happened to me more than once.

We've all experienced disappointment at some point, and we constantly ask ourselves those two $64,000 questions..."Why me?" "Why now?"

Well I say, "Thank goodness it was me!" That sounds a little crazy and twisted, right? Not really.

With every problem or challenge I face, I grow an inch more.

If you've never experienced setbacks or defeat, can you really savor the sweet taste of triumph and victory?

So since we cannot change the circumstances, the seasons, or the wind, let's take control of what we can change...ourselves and how we "play the hand we've been dealt!"

It's time we reclaim our power, our profession and take back what's rightfully ours! 

Stay motivated,

Amber

www.AmberLovesRealEstate.com

Today, Larry & Judy Vardon got the foreclosure financial relief they had so desperately been praying for.

In 2004, the couple's Michigan home was refurbished by ABC Network's popular program, 'Extreme Makeover: Home Edition."

The Vardon who are both deaf, were selected because the financial challenges of caring for their now 16 year old blind and autistic son, Lance, were more than they could handle.

Following the rehab of the home, the Vardons refinanced their home. After the refi mortgage was sold to a different company, their new rate ballooned to 11% and their monthly payment nearly doubled from $1200 to a whopping $2300. Combine that with the fact that the husband, Larry, works at a Chrysler car plant where he's been laid off on more than one occasion and there you have a grave situation.

In addition to the mortgage hike, the Vardon's medical insurance refuses to cover the treatment for Lance's autism treatments.

Their home which was on the verge of foreclosure due to 4 months of past due payments has been rescued by the kindness of strangers.

Donations began pouring in after the couple (who has not solicited for any help) appeared on various national news programs lik this one.

The Vardon's story is so similar to thousands of stories we've all collectively heard. In fact, many real estate practioners are dealing with this sort of scenario on a personal level themselves.

Truth is we may not be able to help every single person going through this type of crisis, but there is 'power' in the media and in our own keyboards. This story is proof it exists. Yet what good is the power if we don't use it to benefit the greater good?

We constantly get bombarded with mass chain emails for all sorts of get-rich schemes. Often you'll see those emails forwarded around the world millions of times over...Even though they're most likely hoaxes.

If you know of someone who is in dire need of help (and doesn't mind being helped) please use the power of your keyboard and the reach of the "Rain" by telling as many people as you know!

Stay motivated,

Amber

www.AmberLovesRealEstate.com

This is the 2nd installment of a three part recap of the seminars I attended along with my colleague(Monica Walters) during the recent the NJ-NY-PA "Triple Play" real estate confab in Atlantic City.

The 1st part of this series was the based on the featured post "The Top 5 Things I Took Away From The Millionaire Maker Potato Chip Marketing" Seminar.

Many of you may know about Darryl Davis, while others may not be as familiar with him. Darryl is a popular motivational speaker/real estate trainer/coach/author, who infuses humor with his authentic New York persona to create his unique, high-energy presentation. The two books he's written are "How To Become A Power Agent in Real Estate" and "How To Make $100,000 Your First Year As A Real Estate Agent."

At first I was kind of shocked to discover that Darryl is also a former actor and current stand-up comedian, who continues perform at NYC's legendary Caroline's Comedy Club. However, after watching him give his rapid-fire, animated seminar, it all made sense.

Darryl shared very personal stories during the 3 hrs we spent with him. He reflected on everything from reconnecting with his mother before she died of an incurable illness, to having an emergency medical moment that had him feeling like he was experiencing a heart attack, to running the the 26 mile ING Marathon in an effort to raise money for sick children (despite not being in the best of shape...his words, not mine...lolol). To hear him speak was inspiring, heart-breaking, invigorating and inspirational all at the same time.

Did I mention that Darryl Davis also is an ActiveRain member? Click here to read his profile.

Below are the 7 benefits from the seminar "Attitudes of a Top Producer."

Again, these are geared toward real estate practitioners like myself, but they can be used in other professions as well. The over-arching theme of this session was essentially how to take your career to the "Next Level" (a popular phrase that Darryl actually owns the trademark to). Are you surprised?

#1  -  Change your mindset, and you'll change your life.I touched on a similar topic in a recent featured post, "You Are A Living Magnet...So What Are You Attracting Into Your Life." What you think (good or bad) is what you attract into your life. Commit to a positive goal or something that is bigger than you. Remain enthusiastic, enlist the support of people who really care about you, and you'll become empowered to accomplish anything!

#2  -  Stay focused on your goals in a very disciplined fashion. This is VERY important, because it's one of the top reasons people "fall off the wagon." We say we're going to "get in shape," New Year's comes around, we develop a fitness routine, do it for a couple of months weeks and then things go right back to normal. Yet, we see that small number of people who set out to accomplish the very same goal, but some how they actually achieve it. Sound like the ole' 80/20 rule, eh? Is it because those who are successful at achieving the fitness target are smarter than us? NO! Are they're luckier than us? NO! The difference is that small group of people was far more focused and disciplined than the rest of us...period!

#3  -  Direct your attention on helping other people, and you will help yourself in the process. This concept isn't necessarily about generating leads by focusing on other people. I perceived it as being more about developing an attitude of humility, as well as learning to enjoy serving others people's needs, which will in turn heighten your sensitivity to serving the needs of your clients. Great client service will help your business soar!

• Clean up past relationships (both personal and professional).
• Do something unexpected for your family (i.e. take them on a vacation, out to dinner, surprise gift).
• Join a community service effort that may take you out of your "comfort zone." Perhaps you're afraid of needles but you decide to volunteer with the Red Cross or maybe you don't like cooking & doing dishes, but decide to donate a few hours to a local soup kitchen to feed the homeless.
• Help find a job for a friend who may be unemployed or dealing with a financial crisis. In fact AR member Cedric "Ced" Reynolds wrote an excellent post about this.

#4  -  Manage your business "like it's a business"....not a hobby or a job but like you are the CEO of your own company. In other words, place more emphasis on increasing your market-share (aka the number of listings you have) and increase your dollar volume & profit (aka getting more of your listings SOLD for the best price).

• Create a system of communication (i.e. letters, postcards, email blasts, etc.) where you directly solicit prospects to generate new leads. Checkout this great read from AR member Liz Ward Small entitled, "The A-List of Top 10 Lead Generation Tips For Greater Results."
• Focus on marketing your listings to agents (not just to buyers). Increasing the commission package and/or adding a bonus is not a bad idea. It gives agents an even greater incentive to show & sell your listings.
• Get your current sellers to lower their asking price to reflect the current market value, by using 3rd party validation, i.e. local news articles about current market conditions, housing & mortgage outlook reports, statistical data from your local real estate board.

#5  -  Make it clear and obvious that you believe in yourself when you attend listing appointments. That doesn't mean get all cocky, but rather aim to exude confidence. How are you going to convince sellers that you can do a phenomenal job for them, when you haven't even convinced yourself? Trust me, sellers can smell "fear." Using Darryl's R.E.A.L. approach below may help:

• R. - Rapport building is the key...If you don't establish good rapport, the listing presentation is going nowhere.
• E. - Engage the sellers with compelling information.
• A. - Advise them on how you will solve their problem
• L. - Listings will be YOURS!

#6  -  Become a "master rainmaker." The more leads you generate and follow-up on, the greater the likelihood you will turn those leads into appointments, then turn those appointments into writing contracts, those contracts turn into closings and those closings turn into CASH! Rainmakers get PAID despite the stormy real estate climate.

• Prospect, prospect, prospect....constantly work towards generating leads.
• Always look to schedule as many appointments scheduled as you can handle.
• Actually attend as many appointments as possible.
• Listings, listings, listings and more listings is the name of the game.

#7  -  Be sure to hang around positive people. We are often a reflection of our environment. When we hang around positive people, their positive attitude, optimistic outlook and good habits will rub off on us. Choose the company you keep carefully!

NOTE:  BY MONDAY I WILL CONCLUDE THIS 3-PART "TRIPLE PLAY RECAP SERIES" WITH A RUNDOWN OF THE 3RD INFORMATIVE SEMINAR I ATTENDED (LEAD BY UPSTATE NEW YORK BROKER/AGENT, JIM PUGILESE).

Stay motivated,

Amber

www.AmberLovesRealEstate.com

Below are the Top 5 things I took away from the seminar taught by marketing consultant, trainer, speaker, author (Jennifer Cummings) at the "Millionaire Maker Potato Chip Marketing" seminar at the NJ-NY-PA "Triple Play" regional real estate convention in Atlantic City this week. Perhaps you read the article she wrote in the recent Realtor Magazine.

I'm paraphrasing a lot of what she said in the session. Everything is broken down based on the notes I wrote feverishly, as I listened to her every word intently... 

1.  The #1 mistake most real estate professionals make is they confuse advertising with marketing.  Advertising is to generate attention and create awareness. Marketing is to position something to actually compel someone to buy it. Personally, I assumed that every real estate professional knew the difference, but looking around the room I got the sense that wasn't the case. It was an eye-opening revelation for many to learn that while the two are related, they also have very distinctly different functions.

2.  W.I.I.F.M. (what's in it for me) - Real estate professionals should focus their marketing on what they can do for the client, instead of totally centering the marketing around themselves. Find the answer to solve their problem, and you've earned a client for life. We should definitely tout our resume' and accomplishments, as these are these tools that help tell our uniquely individual stories.  However, we need to make sure everything leads back to the W.I.I.F.M. (what's in it for me) for the client. 

3.  Consistent follow-up is important, but being too persistent may come off to clients as desperate. Find a balance of being thorough but not over-bearing.

4. In addition to being a "general practitioner" finding a niche is also a great idea. Buyers & sellers often take comfort in knowing they're dealing with an "expert."  If luxury estates or waterfront homes or investment property or first time buyers or listings or commercial deals is your "thing" then become known as an expert. Whatever your special "thing" is, definitely try to develop a niche. The more focused you are, the more powerful your are.

5.  Realtors get paid in direct proportion to the value they give. You've got to give to get. Don't hoard information and force people to give you their "last born" in order to get insight from you, i.e. don't put a mandatory opt-in page on every single page of your website, in order for consumers to browse your site. The more value you "give" the more loyalty and business your clients will give you in return.

TOMORROW I WILL SHARE THE TOP 5 THINGS I TOOK AWAY FROM SEMINARS WITH TWO OTHER WELL-KNOWN MOTIVATIONAL SPEAKERS & TRAINERS.

Stay motivated,

Amber

www.AmberLovesRealEstate.com

"You are a living magnet. What you attract into your life is in harmony with your dominant thoughts."
- Brian Tracy

I believe that quote by master motivational speaker & sales trainer, Brian Tracy, is one of the truest things ever spoken. Some may call it the "law of attraction" and others call it "The Secret," but actually it's a slightly different concept. Why? Well, because Brian's statement subtly highlights the side of the "law of attraction" that many of those who focus on selling books, DVDs and audio cassettes may not really focus on. 

The focus of his statement zeroes in on our ability to attract that which is can be good, rewarding, financially satisfying and spiritually uplifting in our lives. However, if you look a little deeper it also points out that each of us harnesses the internal power to attract what we DO NOT want into our life as well.

The proof is in the pudding...

1.  If we say our credit, our relationship with a family member, friend or co-worker is damaged beyond repair, then we won't take the necessary steps to fix it and make it right again.

2.  If we focus our thoughts on the stock market is "bad" then our actions will be such that won't help the stock market get any better.

3.  If we are fixated on the real estate market slow down and we get discouraged, then fool ourselves into thinking we won't be able to make any decent $$$ in today's market, then we won't make any money.

Relationships that have soured can be sweetened. Stocks that have dropped will rise and regain their value. A real estate market that initially slowed will show signs of a resurgence again...(in my area of New Jersey in many cases it's already showing positive signs). 

The bottom-line is, our outer reality is a direct reflection of our inner reality. If we think it, believe it and do it, it becomes real...whether good or bad.

Today you have the power to decide what thoughts will dominate how you think. You are the Director of your very own reality show.

You are in the driver's seat. Today your internal GPS is going to show you how to get to where you want to be in your life & career.

You have the keys...Are you ready to drive?

Stay motivated,

Amber

 www.AmberLovesRealEstate.com

Ok, here goes... 

1.  Written at least one blog and 10 comments everyday this week on AR. Now my point total is approaching 18,000 and my phone has been ringing from the added exposure...Cha-Ching!

2.  Had 4 confirmed buyers appointments. Two of the appointments were my buyers, to whom I showed my own listings!

3.  I took 1 new AMAZING waterfront listing and have at least 1 new listings in the pipeline for this week.Also just got a call from a seller who's finally getting off the fence and listing their home with me (now that the mortgage interest rates have dropped significantly).

4.  Updated info on my website 4x's this week, and my website traffic increased tremendously.

5.  Got much needed price reductions (totalling $45,000) on 4 of my listings located in Marlboro, Freehold, Howell Township and South Amboy, NJ. As soon as the price reductions hit the computer, showing requests on those four listings jumped dramatically...Hallelujah!

• So what 5 things are you glad you accomplished to boost your business this week?

By recycling inspiration, we'll create a continuum for ideas that may teach us something new, be reminded of important things we need reinforced, and ultimately help our businesses grow!

Stay motivated,

Amber

Why is the fear of loss a greater motivator than the possibility of winning?

Yes, it's really true; far more people will act out of fear that they are "missing out" on something vs. the potential upside of gaining something.

 Think about that hot pair of shoes with the purse that compliments them perfectly you saw at your favorite department store. The items were staring at you from a 50% sale rack across the crowded room. That dress had your name written all over it, it's your exact size, and it's the last one.

You tried the shoes on and they fit perfectly. Yet for some reason, you just wouldn't make the commitment to buy them, and you gave the box back to the salesperson. As you walk away another shopper who was scoping things out from distance, approaches the clerk and trys "your" shoes on.

All of a sudden you now want to purchase the shoes and the purse. You plead with the salesperson to find you an identical pair of shoes in your size...even if you have to drive to a different mall 15 miles away to pick them up...you want THOSE shoes NOW! Or should I say... NOW you want THOSE shoes!

WANT MORE?

Let's think about from a real estate perspective. How many times have you encountered any of the following scenarios:                                                                                                                      

a.  How about the buyer whom you encouraged to write an offer or else they were going to miss out on a house they really love with the water view they would die for, but they didn't believe you because they think we're in a "buyers market?" They hesitated and now that GREAT HOUSE is in attorney review or under contract with a different buy, and they now are motivated to write a contract on everything toilet and a kitchen sink.

 b.  What about the seller whom you beg and plead with to agree to a price reduction, because your Marlboro, NJ listing is now 120 days on the market and it's the most expensive one out of all the comps and the competition is now going under contract, but they still refuse to take heed to your professional advice? Yet, the moment you tell them you spoke to an agent whose client was going to write a contract on their home, but decided not to, because their buyers felt there wouldn't be enough negotiating room, your seller panics and demands an immediate price reduction.  

c.  How about fellow Realtors whom you've encouraged to embrace utilizing the web or suggested they purchase a Blackberry, iPhone or other gadget or better you've impressed the importance of joining ActiveRain? Some (not all) but some, literally cringe at the thought of it, because they just feel they're too seasoned and don't need to do it. The thought of computers and technology may seem overwhelming to some of them as well. Yet, the moment they hear an agent actually made a sale from an Internet lead or better yet a sale courtesy of ActiveRain, things don't seem so scary or out of reach any longer. 

THE COMMON THREAD:

Notice the pattern in any of the scenarios above? 

This proves my point....People are often motivated to take action when they feel like they are "losing out" on something. I suppose it's just human nature, and we've all been guilty of it at some point in life.

The truth is that the shoes at the mall looks no different whether I buy them or the next shopper purchases them. The house looks no different either, it's still the same house. The deal you close from the ActiveRain referral is still the same deal in essence on paper.

HERE'S WHERE THE DIFFERENCE COMES IN:

When we don't learn to "go with our gutt, we'll always be chasing things we really love, desire and want the most vs. deliberately attracting prosperity & happiness into our lives.

1. We'll be following the latest fashion trends vs. setting the fashion trends.
2. Buyers will be chasing the real estate market and paying top dollar vs. taking advantage of a good deal when their Realtor presents it.
3. Sellers will lose out on securing premium buyers, because they didn't take the advice of the real estate agent they've retained to market and sell their home.

POSSIBLE SOLUTION? 

It's time to GET OFF THE FENCE!

9 times out of 10 our instincts are probably right! Yes, that was a HOT pair of shoes! That was the PERFECT house to buy! That was the IDEAL buyer to sell your home to! That lead you got an email from because they read your ActiveRain blog was a REAL and BONAFIED prospect!

Old habits are hard to break...no doubt about it. However, any behavior that has been learned, can be unlearned. It's all about reconditioning our minds. If each day we push ourselves a little more and learn to better "read the tea leaves" and trust our instincts we will discover that the key to our success and happiness often lies within US. 

The opportunities to create new business in real estate exists, despite market conditions. So is it possible that we can become motivated by the new listings we could gain or the new buyers we could sell to, instead of focusing on things we really can't control, such as the economy?

In 2009, let's make part of our business plan be to allow the promise of WINNING to be a greater MOTIVATOR than the FEAR of LOSING!

Stay motivated,

Amber

Today I received a call "out of the blue" from a fellow ActiveRain real estate agent, who works with a different brokerage.

We share a target territory in common and knew each other professionally prior to joining AR, not to mention we speak from time-to-time about real estate things in general. Whenever possible, we try to show one another's listings. He's a family man and a successful agent, who also has another profession that he works hard at everyday. Most importantly, he's always positive and pleasant whenever we encounter one another.

The purpose of his call today was 2-fold...

#1 He congratulated me on a new listing I just took; my biggest thus far $1,875,000. Here is the post about the listing and here is the virtual tour.

#2 He let me know that he has a townhouse /condo listing that is set to expire at the end of December. He feels pretty certain the seller won't re-list with him. He mentioned that he and the seller started off on the right foot initially, but some how along the way things started to go sour. 

This agent actually noted a particular time when the seller called him about something regarding the listing, and unfortunately he took longer than anticipated to call the seller back. 

In the agent's own words he knew he "dropped the ball" with the seller. Of course I'm thinking to myself, "That's not so bad...I mean, what agent hasn't 'dropped the ball' on an occasion or two or even three? Who hasn't gotten caughtup in the rigors of the day and returned calls later than they desired to?"

According to the agent, the seller has had a tendency to be a bit unreasonable in his expectations at times, but despite that he still said the seller "really is a nice guy." WOW!

Now let me get to the most incredible part of reason #2... 

The agent wanted to give me the heads-up first, because as he put it, he wants to see the seller:

1. Re-list with "an agent he likes and respects...one who will take good care of the seller" to finally get the listing SOLD if possible.
2. He said he doesn't want t a referral (despite me offering one 2x's).
3. He just wants the seller to be with a new agent who "shoot straight and be honest with him"
4. He wants the seller to be with a new agent who "get the home SOLD!"

Needless to say this quietly "BLEW ME AWAY!" This agent (whom I already had a lot of respect for anyway), thought so favorably of me to do something so incredibly gracious. I knew we always shared mutual respect for one another and we know one another casually, but I had no idea he held those sentiments. He could have called anybody in the world, and yet he chose to call me. How awesome is that?!?!?

The agent suggested that he should not be the one to refer the seller to me, since it might leave a sour taste in his mouth since they may not end on the best of terms over the next few weeks when the listing expires. However, he encouraged me to preview the listing, so that when the listing does expire, I may have a good shot at it.

Who knows...maybe this agent will get it SOLD before it expires. If he does, then 'more power to him, because he deserves it.'

I have deliberately left his name out of this post, because he specifically mentioned he doesn't want the attention- he was just doing what felt "right" to him. I also don't want it to cause any issues potentially for him within his office, because he is affiliated with Brand "X" and I'm with Weichert Realtors.

I can't express in words how much I appreciate the selflessness this agent displayed today. It had such a profound yet humbling effect on me, I just felt like I had to share it with you. I hope that you will "pay it forward" and share this with someone else, so that maybe they will be a blessing to someone else in a similar way.

Whether I get the listing or not (and I'm definitely going to try to earn it if by chance the agent doesn't sell it first), what this agent did today in one phonecall was one of the most inspiring and genuine acts of kindness & generosity I have ever experienced in real estate in life and I can't wait to return the favor.

For that, I thank him from the bottom of my heart!

With gratitude,

Amber

The local or regional "market absorption rate"in a given area is information that is as important to home-buyer and sellers, as it is to real estate professional.

To put it simply, "market absorption" is a fancy way of describing the "law of "supply and demand" aka How much real estate supply is available vs. how great of a demand there is for that supply. 

Market absorption is the key factor in determining the "right price" to buy or sell real estate for.

The message below further illustrates my point.

Enjoy,

Amber