The following is a summary of a blog written by Nick Schlekeway

Realtors (particularly at this time of the year) blame the market for not reaching their goals last year and are watching it hoping it will allow them to hit their goals this year.

Very few are fixing the thing that actually determines whether they win or lose.

• The market is not the variable that determines your outcome, your internal discipline is.
• Habits, mindset, environment and leverage decisions decide whether you survive volatility.
• Most failures are internal, not external.

People watch interest rates, obsess over inventory, talk about corrections, cycles, and timing. They treat the market like it's the risk. It's not. 

The real risk is internal. 

• Your habits. 
• Your mindset. 
• Your environment. 
• Your decisions.

Markets move. That's what they do. Rates change. Inventory fluctuates. Confidence expands and contracts. None of that is new. None of that is controllable. And none of it is why most people fail.

The Habits Problem

• Your daily actions are either building something durable or slowly dismantling it. 
• People confuse activity with progress. They stay busy while avoiding the work that actually produces results. CRM cleanup instead of conversations. Research instead of follow-up. Planning instead of execution. Comfort disguised as productivity.
• Top performers don't wait for motivation. They execute fundamentals regardless of how they feel. They've created habits that sustain them.
• The market doesn't care about your habits. Your results do.

The Mindset Problem

• Habits are downstream of mindset.
• The most common failure pattern? Victim thinking. Waiting for conditions to improve. Blaming the market. Treating success like something that happens to you instead of something you create. Ownership thinking adapts. Victim thinking explains.
• When things slow down, do you complain or recalibrate? When deals fall apart, do you blame or examine?
• The moment you externalize control, you've already lost.

The Environment Problem

You will calibrate to your surroundings whether you want to or not. Excuse-tolerant cultures create excuse-makers. Low expectations quietly lower output.

High performers are ruthless about environment because they understand reality.

• Are the people around you pushing you forward or keeping you comfortable?
• Are you in rooms where you're learning, or explaining?
• Is what you consume sharpening you, or numbing you?

There is no neutral environment. It's either accelerating you or slowing you down.

Clarity = Action

Audit yourself honestly:

1.Habits – Are your daily actions producing outcomes or just movement?

2.Mindset – Where are you externalizing control instead of taking ownership?

3.Environment – Who and what is shaping your standards right now?

4.Leverage – Where are you exposed to fragility instead of durability?

• Time: Are you building systems that work without you, or are you the bottleneck on everything that matters?
• Relationship: Is your business dependent on one client, one referral source, one partnership? Or have you diversified so no single relationship can kill you?
• Skill: Are you specialized to the point where you're only valuable in very specific conditions? Or have you built transferable capabilities that remain relevant when markets shift?

Fix internal discipline first. External conditions will always follow.

"I am not a product of my circumstances. I am a product of my decisions." - Stephen Covey

"The signature of mediocrity is chronic inconsistency." - Jim Collins

"You have power over your mind, not outside events. Realize this, and you will find strength." - Marcus Aurelius

January isn't about predicting better. 

It's about minimizing the real risk. You.

Be sure to get out of your own way.

Here's the full blog: https://nickschlekeway.com/the-real-risk-isnt-the-market-its-you/

I recommend everyone read this, more than once! Share it with the people you care about it.

Do you know why 80% -88% of New Years Resolutions Fail?

No commitment!

Will you be committed to your business in 2026? Your 2026 business success depends on your commitment to relationships!

Check out this easy commitment to your business in 2026.

"This year, I will build relationships by committing to add value for my clients and sphere every week."

• Relationships are the connections between people that involve interaction to influence, support, depend on or interact with each other over time.
• Relationships require commitment!
• Relationships provide value!
• Relationships provide transactions!
• Relationships are not only essential to your business, but they are also essential for your client.
• Relationships do not happen overnight! They take time with commitment to communication.

Relationships…

• Make the transaction more effective. – VALUE!
• Reduce stress – VALUE!
• Provide easier communication – VALUE!
• Build trust and credibility – VALUE!
• Help your business grow – Referrals = VALUE!
• Create a healthier vibe for your clients – VALUE!
• Protect your reputation – VALUE!

Relationships work because Real Estate is a marathon without a finish line. With every relationship, there is always a transaction in your future!

Relationships with commitment will always be key to the success of your business.

Be committed in 2026!

Agents - we run fast. We juggle contracts, showings, clients, deadlines. Your time is valuable, so let's get right to it. 

Today's mindset: Generosity.

Not just money. Not gifts. Not grand gestures. Generosity is a posture of abundance. It says: I have enough inside me to notice others. To lift them. To celebrate them. It's how you speak, how you share, how you think. It's time, talent, skill, heart. 

If relationships feel hard to maintain, look inward - no in self-criticism, but in curiosity. Am I present? Am I open? Do I get stuck in my own head? You don't need to diminish yourself - but you may need to step aside just enough to truly see people. Because generosity is the lifeblood of a real estate business. People remember how you treat them far longer than how fast you closed. 

I'm not here to mark your paper; I'm here to help you get the "A" you're striving for. Be coachable. Be aware. Lead with grace. Let generosity become a defining trait of who you are.

Here are 3 practical ways to live it out this week:

• Give one thoughtful compliment a day. Notice effort, growth, kindness, problem-solving - say it out loud or text it. Generosity starts with seeing people.
• Share what you know. If you learn something useful - scripts, marketing ideas, vendor contacts - don't keep it locked away.
• Check-in with three people weekly. No agenda. Just, "Thinking of you - how can I support you this week?" Pure connection builds trust and trust builds business.

Simple habits. Subtle shifts. Big impact.

Go out there today, lead from abundance, give freely and # bmore.

I often break down our job as Realtors like this - We are:

1. Guides (through an uncommon process)
2. Resources (assist in finding answers)
3. 3rd Parties (non-emotional participant)

I also often say we are primarily in two businesses:

1. Personal Marketing (meeting as many people as possible)
2. Deflecting Liability (protecting ourselves)

Deflecting liability simply means to stay in your lane and allow others, who expect the liability, to take that liability. We do not need to try to be all to everyone.

The Law says licensees (us) are obligated to:

1. Provide brokerage services to all parties to the transaction honestly and in good faith.
2. Exercise reasonable skill and care in providing brokerage services to all parties.

They are telling us to focus on our expertise - Brokerage Services.

RECAD lays out the obligations all licensees owe "the public" regardless of whether the consumer is a client or customer. This includes:

1. Honesty & Good Faith
2. Reasonable Skill & Care
3. Confidentiality
4. Prompt Presentation of Offers
5. Accurate & Complete Answers
6. Disclosure of Personal Interest
7. Disclosure of Relationship (RECAD)
8. Accounting for Funds

While it is very important to know these 8 things, it is also important to note the things left out. It is not our job to give our clients our opinion on everything. Our job is to provide information not opinions.

It can be a struggle to put up and maintain a mental wall between helping people with "real estate" and what we are authorized to help people with. Helping people and keeping people informed does not mean you can step out of your area of expertise. Answering questions about things that are not related to your specific part of the process of buying or selling a home is beyond your area of expertise.

Lenders have their part. Inspectors have their part. Appraisers have their part. And there are specialists for everything: HVAC people, stucco people, etc. We may know more than our clients about these things but that is only due to the frequency of contact with the issue, not actual expertise with the issue that has arisen.

Brokers are not protected by caveat emptor. We are not protected from liability. It is our DUTY to always stress to the client the importance of doing his/her own due diligence to inspect every aspect/get every question they have answered. And it is our duty to point them in the direction of the right person to answer their question; not to answer a question outside of our expertise.

So, what is our duty?

We are here to help. When clients do ask for a recommendation, real estate professionals should have something more to offer than just for them to Google it. Clients should be able to take advantage of an agent's experience, and their search should, at a minimum, be given some reasonable direction.

It is possible for agents to be of great assistance to their clients and still stop short of making the kind of specific recommendation that might incur liability. Take inspectors for example: Obviously, buyers who are looking for a property inspector want to hire the best inspector that can be found.

Evaluating potential inspectors is an important process. Not all inspectors are created equal. As in any profession, there are those individuals whose level of skill and professionalism sets them above (and sometimes, below) the crowd.

So, when they ask us, we should provide clients with multiple options (if they don't have one picked out already) so they can make their own choice. But what about when they ask us our opinion?

We are not experts in home inspections, mortgages, insurance, title work or legal issues. We are responsible for plenty already.

Here are some examples of scenarios to deflect liability:

Client asks: "Hey, do you think that spot on the ceiling is an active leak, or an old one?"

Wrong answer: "It looks old to me; it's probably not an issue."

Right answer: "I don't know, that's not my area of expertise. If that's important to you, I'll help you remember to ask the inspector about it."

Client asks: "This lot I want to buy is landlocked. It's not hard to fix that is it?"

Wrong answer: "Nah man, after closing you can get that fixed easy."

Right answer: "You know, I don't have any experience with being granted an easement. But I have had clients who needed the same question answered. I'll send you the number of a few title people you can ask."

Client asks: "Is this pool pump under warranty? It looks old."

Wrong answer: "I agree, it looks old as hell. I'd ask the Seller to replace it."

Right answer: "If that is important to you, we can find out. Make sure to ask your inspector of choice if he/she inspects pool pumps. And we can always ask the Seller for a home warranty that includes pool coverage."

If you focus on deflecting liability to where it belongs, if something goes wrong, it's not your fault, you are not responsible. You are simply the conduit, the messenger, the interpreter for the client. Inspectors, lenders, appraisers, title agents, builders are all licensed and bonded for a reason. They are experts in their field. We don't want them to start talking about market price with our clients and listing homes, do we?

No single transaction is worth a potential lawsuit. Deflecting the liability of going out of our area of expertise must be done. Do not let your guard down. We need to think about this every day.

A holiday mindset for REALTORS® is all about balancing gratitude, connection and opportunity, while trying to recharge, refocus and reconnect - all without letting your business lose momentum.

The holiday season isn't a time to go silent… it's a time to shift your energy. This time of year "should" be when real connections deepen, reflection sharpens your focus and gratitude becomes your most powerful lead generation.

Gratitude over grind: Shift your mindset - instead of worrying about lost momentum, celebrate what you have already accomplished. Gratitude will always grow business!

• Write down 5 things you're proud of from this year.
• Reach out to 5 people who supported your business just to say thank you! (F.O.R.D. call)
• Remember: The more appreciation you have/show, the more opportunities follow.

Reflect Before Your Reset - Your 2026 goals should be based on:

• What did I love doing this year?
• What drained my energy?
• Where did I make the biggest impact?
• Your answers to these three questions should guide how you want to show up next year.

Clarity creates confidence!

Protect Your Peace - the best professionals in any business know when to reset. Your energy is your most valuable tool. Rest is my reset.

• Set clear work hours and SHOW UP consistently!
• Protect your personal time without any guilt.
• Spend time with people and experiences that keep you energized.
• Treat rest as an investment for the next day!

Connect Without Selling - F.O.R.D. calls!! During the holiday season, try nurturing - not negotiating. Relationships are my year-round business plan.

• Send genuine holiday wishes… NO salesmanship needed.
• Share community events, local charities or family-friendly happenings on social media.
• Offer Value… Winter maintenance checklist for their property.

Prepare for the January Jump - while others are taking the next two months off, set yourself up for success. I'm resting and preparing.

• Make F.O.R.D. calls!
• Update your CRM, organize your office, get your 2026 calendar ready.
• Revisit your database and reach out early in 2026.
• Schedule your first 2026 touches NOW.

Reconnect with your "Why" - Why are you in real estate? Holiday Mindset for REALTORS®.

• Was it freedom? Family? Helping others make the biggest purchase of their lives
• Write your "Why" somewhere visible so you see it every day.
• Let your "Why" guide your 2026 goals…Not just numbers but meaning.

The holidays are not the end of the year…they are the start of next year.

Slow down to reconnect, refocus and jump start your "Why" for real estate!

In today's competitive real estate industry, long-term success isn't just about generating leads or closing deals - it's about building meaningful relationships. The most successful agents don't focus on selling; they focus on connecting.

That's where FORD calls come in. No, not the car company - FORD stands for Family, Occupation, Recreation and Dreams. This simple yet powerful communication framework helps real estate professionals strengthen relationships, stay top of mind and uncover opportunities that often lead to new business. This coupled with the auto-flow tools that Bellator offers IS the way to thrive, long-term, in this business.

What are FORD Calls?

A FORD call is a genuine, relationship-centered conversation built around four key topics:

• F- Family: Ask about their loved ones, children, parents or pets. Example: "How's your daughter enjoying college this year?"

• O- Occupation: Check in on their job or business. Example: "How's work been treating you lately?"

• R - Recreation: Talk about hobbies, travel or how they spend their free time. Example: "Did you get a chance to take that beach trip you mentioned?"

• D - Dreams: Ask about their goals or future plans. Example: "Do you guys have plans to travel anytime soon?"

The goal isn't to talk about real estate - it's to listen, connect and show that you genuinely care. Conversations about real estate naturally follow when trust is built. They will know that you're an expert in the field by the 3-4 auto-flow emails and texts they receive from you monthly.

Why FORD Calls are so Effective

Top agents understand that connection creates opportunity. Here's why FORD calls are one of the most valuable tools in your real estate business:

• They build genuine relationships. People want to work with professionals they know, like and trust.

• They uncover life changes early. Promotions, new family members or lifestyle shifts often signal a future move.

• They create emotional equity. People remember who checked-in and listened - not who tried to sell them something.

• They keep your database active. Regular, personal communication keeps you top of mind in an authentic way.

In a changing market, strong relationships are the foundation of consistent success. FORD calls keep those connections strong year round.

How to Make FORD Calls a Daily Habit

Consistency is the key to success with FORD calls. Here's how to make them a natural part of your daily routine:

1. Set aside 20 minutes to an hour each day. Call five people from your database. If they don't answer, leave a message and send a text. Make a note and set a task to follow-up.

2. Lead with curiosity. Ask open-ended questions that invite conversation.

3. Take notes. Record details in your CRM - birthdays, kids' names, interests, future plans.

4. Follow-up thoughtfully. Bellator offers many auto-flow tools to make sure your contact knows you're a top-notch real estate professional.

5. Be consistent. A few intentional calls each day build a powerful network over time.

The Power of Listening

When you ask a FORD question, pause and truly listen. Give people space to share, typically give them at least 70% of the talk time. The more they open up, the deeper the connection becomes and the more likely they are to think of you when a real estate need arises.

The Bottom Line

Real Estate is, at its core, a relationship business. Success doesn't come from the number of transactions you close - it comes from the quality of the connections you maintain.

By making FORD calls part of your regular routine, you'll strengthen relationships, increase referrals and build a business that thrives through trust and genuine communication.

In the end, it's simple: focus on people first and the business will always follow.

I'm sitting at my desk and my left knee hurts, my right foot is throbbing, and my reading vision took a turn for the worse after my recent cataract surgery. But there is good news. My people, the Baby Boomers, are leading the nation in home buying and selling! Today the Baby Boomers are between 60 - 78 years old, born from 1946 – 1964 (I'm 1963). 

According to the National Association of Realtors' 2025 Home Buyers and Sellers Generational Trends Report, Found Here, Boomers have recently represented 53% of the Sellers and 42% of the Buyers, outpacing the 2^nd place GenXer Sellers by a wide margin (only 22%) and the 2^nd place Millennial Buyers (only 29%). The large share of real estate purchases by Boomers has brought multi-generational home buying to a record level.  28% of Boomer purchases and 17% of all purchases were multi-generational in 2024.

This NAR report has 131 pages of comprehensive real estate information and trends taken from surveys of transactions from July 2023 through June 2024. There are 7 chapters in the survey covering all aspects of real estate transactions, age groups, marketing, types of homes, why they sold, why they bought, how they found their agent, etc. 

Chapter 3 of the report is entitled "The Home Search Process". It probably doesn't surprise you but looking online as the first step taken by buyers in 2024 lead the pack at 43%, vs. 21% who contacted a real estate agent first. Tied for 3rd place as the first step were both about gathering information about the home buying process, either looking online or talking with a friend or relative. As far as information sources used in the home search, 86% of buyers relied upon information from a real estate agent (YAY!!). Where do you think most buyers found the home they purchased? You guessed it…51% found it on the internet and 29% of the homes were found by a real estate agent. I found the following statistic fascinating…only 4% found the home they ultimately purchased by seeing a yard or open house sign. 55% of buyers stated that the hardest step of the process was finding the right property.

Do you need any reassurance that good pictures and detailed information need to be in your MLS listings?  83% of all buyers stated that photos were very useful, and 79% stated that detailed information was very useful. These categories were way ahead of the 3^rd place floor plans. Good news, 47% of buyers said that real estate agent contact information was very useful.

We should all read Chapter 4, "Home Buying and Real Estate Professionals". 40% of buyers found their real estate agent referred by a friend, neighbor or relative, while only 17% used the agent previously to buy or sell a home. Answer your phone…it leads the way in first contact with the agent…and 75% only interviewed 1 agent. And do a good job, 20% of buyers recommended their agent 4 or more times!

Chapter 6 shows that 90% of home sellers used an agent or broker and 88% were very satisfied with the selling process. 

Chapter 7 says that 38% of home sellers were referred to the agent by a friend, neighbor, or relative, and 28% used the agent previously to buy or sell. That means that 66% of the listed homes chose agents because of their previous performance. 3% visited an open house and met the agent, 2% saw agent information on a sign or open house, and 4% found the agent through a website. There are other categories as well, but most was from previous business or a referral.  Stay in touch with your sphere!!! And I should add that only 4% of sellers chose their agent because of the commission.

Even better than the referrals from buyers, 25% of sellers recommended their agent 4 or more times.

I only covered a fraction of the information in the report. I'm posting the link for you again here: National Association of Realtors' 2025 Home Buyers and Sellers Generational Trends Report. This report will help you focus on all aspects of your business and what the consumer is looking for. Just because some marketing seems flashy or unique, doesn't mean that it is important to the consumer. The consumer wants us to do our job, and do it well. And they will reward you with referrals!

The famous sculptor, Michelangelo, said, "I saw the angel in the marble and carved until I set him free."

It's a metaphor for how he saw art – as potential that already existed within the stone and his job was to chisel away the excess until it was revealed. That idea translates far beyond art and scultping to your every day life and mine.

Michelangelo said, "he didn't create the angel — he just chipped away everything that wasn't the angel." That's what vision does. It shows you who you are becoming, and then it forces everything else to fall away. If you have a vision, you will willingly restrain your options to capture it.

VISION is what allows you to see potential and keep chipping away despite every hindrance and distraction. You know you're not just chiseling rock; you're freeing an angel. And vision gives pain a purpose.

In our business, vision will either make or break you...

• Vision will cause you to block out your sales meetings; nothing will keep you from them.
• Vision will find you making calls every day; it is non-negotiable.
• Vision will lead you to work to the very end of 4th quarter.

We play from the snap to the whistle. And this year isn't over yet. This is the quiet part of success. The unglamorous part. The part nobody claps for. The part that literally builds you into the kind of professional who can handle the success you want but maybe aren't completely confident you can achieve or deserve.

My advice?

Intentionally spend time with game-changers, not energy-drainers.

FREE THE ANGEL.

Chip away everything from your calendar that doesn't look like your vision.

FREE THE ANGEL.

Hang with producers; don't let a lack of confidence keep you from it.

FREE THE ANGEL.

Grow with people who are actively rewriting their future instead of commenting on everyone else's.

FREE THE ANGEL.

Show up. Shut out the noise. Pick up your chisel. Do the work.

Your vision is waiting to be carved out of today's grind. Michelangelo was called Il Divino (the Divine One) because he could see the angel before anyone else and just kept chipping. Your "chisel" is a phone, a CRM, and a spine.

Keep chipping. You might not feel divine, but to the people whose move you make possible… you're pretty close.

The more I read and the more I learn, the clearer it becomes that long-term sustainability in this business requires one thing: you must become THE source for real estate information for everyone you know.

It really is that simple.

This isn't about instant gratification or getting likes on a single post. This is about a long-term, sustained message that communicates your skills and the care you provide. It's about branding yourself as the go-to expert. While it is the easiest and lowest-cost marketing you can do, it's often the hardest to get agents to do consistently.

If you are not constantly reinforcing your value, how can you expect people to use you over the other agents they know? The truth is, if you are visible and consistent, you won't have to convince them—they will convince themselves.

The Power of Perception: The Story of "Jim"

I have a friend—let's call him Jim—who went to high school with me. He asked me one day, "Have you seen how great Jim is doing in real estate? I think he only started this year."

I had seen Jim's posts all over social media. It seemed like he was constantly posting videos of houses, interviews with lenders, photos of community events, and promoting open houses. The perception was that he was absolutely crushing it.

Out of curiosity, I looked up his stats. Jim had indeed started about 12 months prior but had only closed one transaction in his first 8 months. His reality was very different from his perception.

But here's the lesson: that perception eventually became his reality. I later saw that Jim closed 9 transactions in his next 18 months. When I asked him about it, he 100% credited his success to doggedly branding himself as someone who knows real estate.

The Three Critical Lessons

1. Public perception is your reality. Your sphere doesn't see your sales numbers; they see what you share. The clients Jim eventually worked with were impressed, and every single one of them knew other Realtors. They chose Jim because his consistent presence created the undeniable perception of an active, knowledgeable expert.
2. If you are not visible, you are leaving money on the table. Everyone with a pulse knows 2 to 10 Realtors. I can't explain the psychology of why someone you know, and trust might call a "Jim" instead of you, but it happens every day. If you aren't actively branding yourself, people in your own sphere will use—and recommend—the agent who is.
3. You Don't Need a Closing to Have Content. The biggest mental hurdle for many agents is the belief that they need a recent sale to have something to say. Jim's story proves this is a myth. For his first eight months, he wasn't posting about his own deals—he didn't have any. He was posting about the market, the community, and the process. He interviewed lenders, showcased local businesses, and shared valuable real estate knowledge. He understood that his value to the public wasn't his sales record; it was his expertise. By consistently sharing that expertise, he built the trust that led to the sales. Don't wait for the business to create your content; create the content that will build your business.

What People Actually Remember

No one remembers the one-off post from two months ago that said, "Call me for your buying and selling needs." What they do remember is consistency. They will remember how much you communicated, not always what you communicated. In the world of social media, this frequency creates a powerful correlation in their minds: activity equals expertise.

I see it constantly. Someone posts, "Need a Realtor, who do you recommend? Go!" And the agents who get tagged are always the "Jims", the ones who are relentlessly visible.

This is the game. Use it to your advantage. Stop leaving free opportunities on the table and start using the company-provided content your Marketing Department creates for you every week. These are leads and future deals waiting for you, without a fee paid to Zillow or anyone else.

They are yours for the taking. Become THE source. Start today.

If you have not had to deal with a difficult buyer or seller, consider yourself fortunate! Dealing with a difficult buyer or seller in real estate requires a mix of emotional calmness, professionalism, but more importantly, strategy, all of which can be extremely challenging at times.

What is emotional calmness? NOT getting emotional! You just cannot allow yourself to get emotional regardless of the circumstances. As soon as you do, you and the deal will start circling the drain.

How do you remain professional with a difficult buyer or seller? Refer back to emotional calmness!

This leaves us with the strategy of dealing with a difficult buyer or seller. Here are a few things I have learned over the years:

1. Stay calm - Do not mirror their emotions. Do not have a reaction! Always maintain your composure even if they become irrational or aggressive. This is NOT easy to do, but, in most cases, once they have expressed their unhappiness and time passes, they will calm down and even apologize. If you mirror their emotion, it will not end well.
2. Set clear expectations - Define timelines, boundaries and responsibilities early.
3. Document everything - Keep detailed notes! Keep all emails and texts! Use addendums for all changes to prevent disputes.
4. Be a problem solver - Shift focus from confrontation to collaboration. Use phrases such as, "let's work on a solution", or "Here's an idea", or "Tell me how you would solve this situation".
5. Know when to walk away - If someone becomes abusive, unrealistic or an obvious time hog, it's okay to end the relationship professionally.

Difficult Buyers - Common types and how to manage them:

• The Lowballer
  • What to do: Educate them on the market and simply explain why their offer might be rejected. Use data, NOT emotion. Show the risk of losing the deal to another buyer.
• The Buyer That Cannot Pull The Trigger
  • What to do: Use the KISS method! Keep It Stupid Simple! Narrow their choices based on their needs and wants. Create urgency by not showing them too many properties.
• The Know It All
  • What to do: Acknowledge their research or that they were in real estate 20 years ago, then provide your insight based on facts (data). Avoid arguing (remember your emotional calmness). Present yourself as a helpful partner, not a challenger.
• The Unrealistic Buyer
  • What to do: Educate them on what their budget can realistically buy in the current market. Use the facts (data) to set realistic expectations.

Difficult Sellers - Common Types and how to manage them:

• The Overpricer
  • What to do: Provide the facts (data). Give them a detailed comparative market analysis (CMA) to support a realistic price. Days-on-market is a great tool to show overpriced properties vs. accurately priced properties.
• The Emotionally Attached Seller
  • What to do: In your emotional calmness personality, remind them they are selling a product, not memories. Get them excited about their new property to disrupt their emotions.
• The Micromanager
  • What to do: These sellers are very difficult. You need to set boundaries for communication. Create a schedule to update them at consistent specific times to avoid constant interruptions.
• The Blamer
  • What to do: Stay factual! If the property isn't selling, revisit the market data you provided them earlier in the process. Data is factual! Never take blame that isn't yours. Politely show them your notes that you have been taking (because you knew they were going to be difficult when the process started).

Dealing with difficult buyers and sellers are always easier when you use a strategy with emotional calmness!

For those of you in South Baldwin, BBB is a common acronym for Big Beach Brewery, I think it's the only brewery in Baldwin County east of Fish River. It is a fun local haunt where you can frequently hear people yell, "Norm!!!" when a familiar face walks in.   (For you youngsters, you ought to look up the sitcom "Cheers", you'll thank me.)

BBB also stands for Building Business Basics, which I have never heard before, but it's probably used out there somewhere. The BBB of real estate, as you know, begins with connections with people. We recently had the opportunity, or challenge, to increase our LoLo database to take advantage of a pricing discount. It had me thinking of ways we could increase our database.

This week, I looked over at my Ninja Installation handbook and noticed that it was opened to page 77, entitled "150 Ways To Build A Database". So I grabbed the book and took it home. I wasn't thinking that a simple google search would have taken me to this web page: 150-Ways-to-Build-Your-Database.pdf. That was easy!

Every once in a while, you should browse through this list. Some notables from the list:

• Who services your car?

• Who owes you money?

• Who is your pharmacist?

• Who prepares your taxes?

• Who do you play golf with?  (I have a good friend who plays a lot of golf, and it is his main source of real estate income)

• Who is your insurance agent?

The reason I have been buying Fords the past 12 years is because I listed and sold the home of the owner of the Foley Ford dealership. This type of business partnership is good for everyone.

Another BBB is sharing good content with your contacts. In addition to the Bellator weekly, "What To Post" email,  you probably run across an interesting article every day that would be worthy of sharing. These days, anything about the predicted course of interest rates grabs my attention.  

Don't you think that many in your sphere are interested as well? If you pay attention, it seems like Friday is the day that many mortgage brokers email their most recent rates. The week before last, a local bank shared some rates that caught my attention: 5.125% on a 15-year fixed, or 5% on a 15-year fixed loan above $400,000. I shared that information with many people, and I made sure that I told that to the broker that sent it out. Who knows, maybe that will lead to something.

Regarding content, my favorite topic to share with people is information about local capital improvement projects, either planned or in progress in our area. I find that most everyone is interested in projects happening in their area. Because I am very interested in this topic, I tend to share the information with most everyone I know. 

Several times a week, I'll get a call from someone asking me: "When is XYZ going to be completed?" or "What is going on at XYZ?". When I don't know the answer, it gives me the opportunity to find out and share. If you are interested in this topic, you can easily gather information from most city websites regarding their capital improvements or the items on the planning commission or city council agenda.  

For example, in Gulf Shores, you can go to:

City Projects | Gulf Shores, AL - Official Website

Agenda Center • Gulf Shores, AL • CivicEngage  (City Council Agendas)

Agenda Center • Gulf Shores, AL • CivicEngage (Planning Commission Agendas)

Orange Beach:

Council Agendas | Orange Beach, AL   (City Council Agendas)

You get the picture.  As easy as it is to find interesting information to share, I find that people would rather be told what is going on than find out for themselves. You can easily become the expert of what is going on around you. Make it a part of your routine to look this stuff up and share it. Your sphere would probably rather hear about this than Trending Paint Colors or Moving & Packing Tips.

Get to work on your BBB.  And if I happen to see you at the other BBB, I'll buy you a B.

As the air gets crisper and football season kicks off, it's the perfect time to pause, reset, and make a plan for finishing the year strong. Fall is a season of gathering - gathering with family, friends, and clients. And for REALTORS®, it's also the season to gather momentum.

Consistency Builds Connections

The agents who finish the year ahead of their goals aren't necessarily the ones who work the hardest in the last quarter - they're the ones who work with consistency. Small, steady touches keep you top of mind and show your clients and sphere that you care. Every coffee, call, card, and check-in adds up.

Your Fall REALTOR® Checklist

Here are a few action steps to get your fall plan rolling:

• Prioritize Family & Friends: A healthy work-life balance isn't just nice to have - it's essential. Carve out time on your calendar now for family dinners, football Saturdays, or quick catch-ups with friends.
• Client Property Reviews: Schedule time to reach out to your database for quick property check-ins. A personalized property review is an easy way to provide value and open the door to new business.
• Holiday Cards: Order and schedule your Thanksgiving or Christmas cards early. A handwritten note in the mailbox is a classic touch that never goes out of style.
• LoLo Touches: Don't just send your LoLo gifts - make them personal! A quick text or call beforehand ("Keep an eye out for a treat from a local favorite!") turns a digital gift into a real connection.

Plan Ahead, Don't Scramble Later

Block off time on your calendar now. If you set aside a couple of hours each week for touches and planning, you'll arrive at December not just having met your goals - but having built deeper connections with your clients and community.

A Final Thought…

We can't talk about fall in Alabama without a nod to football season. Whether your heart beats crimson or your blood runs orange and blue, let's agree on one thing: planning ahead beats playing catch-up every time. (And if you're still undecided, there's always "Go Jags!")

After the summer, real estate "typically" cools down as families settle into the school year, football season, hunting season and upcoming holidays.

This mindset change can present unique opportunities for strategic buyers and sellers.

My thoughts after Summer...

For sellers after the summer:

• Fewer buyers, but serious ones: With the market intensity decreasing, you will likely encounter fewer buyers. However, those who are still actively looking in the fall are often more serious and motivated.
• Be prepared to negotiate: Sellers who failed to attract buyers during the peak summer months may be more flexible on pricing and concessions. Sellers should be prepared to adjust their expectations to meet buyer demand.
• The condo market works a little differently. Sellers have just finished the peak rental season, so they're cash-flush from the income they've earned. However, they also know that as we move into the slower months and into 2026, they'll be facing more expenses to maintain these properties. That's why now is the time for them to be more aggressive and sell.

For buyers after the summer:

• Increased negotiating power: The post-summer market often favors buyers. With less competition and motivated sellers, buyers may have more leverage to negotiate on price, closing timelines, or inspection credits.
• Less competition: Fewer buyers are active after the summer, so they will face less chance of buyer competition. This allows for a more strategic and less rushed property search.
• More inventory options: With listings left over from the summer and new ones coming on the market, buyers will have more options to choose from. Buyers should be looking for properties with price reductions, as motivated sellers are more likely to have adjusted their asking price. 
• The condo market is a little different here too based on the seller's mindset.  Some may not be as eager to sell because they just made the rental income for the year and have some carrying funds for the off seasons ahead, while others will be eager to sell because they have this extra cash in hand.

My thoughts for the Fall…

The fall real estate market "typically" presents benefits for both buyers and sellers due to reduced competition compared to the busy spring and summer months, potentially leading to more motivated sellers and better negotiation opportunities. 

Buyers can find less stressful buying opportunities and more choices from properties that will come on the market after the summer, while sellers benefit from more serious, time-sensitive buyers.

For Sellers:

• Less Competition: With a lower inventory of homes for sale in the fall, their property is more likely to stand out and attract serious buyers. 
• Motivated Buyers: Many fall buyers have a specific reason to move, such as a job relocation or the desire to be settled before the holidays, leading to more serious and quicker sales. 
• The condo market in the fall and towards the end of the year my provide sellers with buyers that may want/need to spend some money before the year end, and a condo is a great income producing alternative to the stock market.

For Buyers:

• Less Competition: Fewer buyers are looking in the fall, meaning less pressure and more room for negotiations.
• Motivated Sellers: Property owners who listed in the spring or summer but haven't sold, may be more motivated to sell by the end of the year for tax or relocation reasons, potentially leading to price reductions or concessions. 
• More Inventory: Property that didn't sell during peak season remain on the market with more motivated sellers, while new properties enter the market  offering buyers more options. 
• The condo market is a great alternative to place money elsewhere before the end of the year for tax purposes or to fulfill a long time desire to own property at the beach before the 2026 rental season.

Time to focus on your Fall business and start thinking about your 2026 business plan!

September is Realtor Safety Month, a crucial time to focus on the unique risks and safety concerns that come with being a real estate professional. While the job is generally safe, it's vital to be prepared for the unexpected. Developing and practicing a personal safety plan isn't about being paranoid; it's about being proactive and ensuring you're ready to protect yourself in any situation.

According to a 2020 NAR Realtor Safety Report, a significant number of agents have experienced situations that made them fear for their personal safety. These facts underscore the importance of having a plan and a mindset of constant awareness.

A Comprehensive Safety Checklist

Here is a comprehensive guide to help you stay safe, combining best practices for various scenarios.

Before You Leave the Office

• Create a Danger Code: Establish a specific word or phrase with a colleague, friend, or family member to use if you are in a dangerous situation. This could be a text or a call that signals you need help without alerting a potential threat.

• Vet New Clients: Whenever possible, meet new clients at your office or another public place before heading to a property. This allows you to verify their identity and get a sense of whether you feel comfortable with them. Make a copy of their driver's license and leave it with someone you trust.

• Share Your Schedule: Always let someone know where you are going, who you are meeting, and when you expect to return. This is your most important safety net.

• Insist on Separate Vehicles: Never get into a client's car, and don't allow them to ride with you, especially if you're meeting for the first time.

• Carry Your Essentials: Keep your cell phone fully charged and in your hand. Bring any personal safety equipment you own, such as mace or a personal alarm.

During Showings and Meetings

• Survey the Property: Arrive early at the property to ensure you have a cell phone signal. Unlock all doors, especially exits, so you can make a quick escape if needed.

• Stay Near the Exit: When showing a home, always let the client walk ahead of you. This prevents you from being trapped and keeps you closest to the exit.

• Don't Get Boxed In: Park your car in a spot that cannot be blocked by another vehicle, never in the driveway. Always drive your own car to and from appointments.

• Practice a Quick Exit: Have a ready-made excuse to leave, such as an "urgent call" you need to take or a family emergency.

• Have a Check-In System: Let your client know that you need to make a quick phone check-in with your office. Leave a message stating your current location and who you are with, even if no one answers.

• Be Mindful of Your Surroundings: Avoid showing homes after dark and keep all lights on. Consider bringing a colleague or lender with you, especially for open houses.

• Protect Your Possessions: Always keep your keys and phone in your hand. Leave your purse or laptop bag in your car trunk.

Setting Boundaries

• Trust Your Gut: If something feels wrong or a person's behavior makes you uncomfortable, trust your instincts. It is always better to be safe and walk away than to risk a dangerous situation. Your safety is more important than any potential sale.

• Limit Personal Information: While it's fine to be friendly, avoid sharing personal details about where you live, your family, or your relationship status. You can be friendly without being a friend.

• Research Clients: Utilize online tools like Forewarn and social media to research new clients before you meet them.

Leveraging Technology

• Download Safety Apps: Many apps like Forewarn and ShowingTime have built-in safety features that can provide an extra layer of protection.

• Know Your Devices: Familiarize yourself with the safety and panic button features on your smartphone and smartwatch. These can discreetly alert your emergency contacts or call 911 if you need help.

• NAR Resources: Visit the official NAR website for videos and a compiled list of recommended safety devices and apps.

Staying safe in real estate requires a conscious effort and a commitment to these practices. By being prepared, you can navigate your career with confidence and peace of mind.

*NAR has spent a lot of time and effort on Realtor Safety, do yourself (and your family) a favor and check this page out, https://www.nar.realtor/safety

We know Alabama runs on Caveat Emptor — Buyer Beware. For older homes, the seller doesn't owe a long list of disclosures like they do in other states.

The only time we have to speak up is if:

1. There's a health or safety issue
2. We've got a special trust or fiduciary relationship - or -
3. The buyer asks a specific question.

On top of that, RECAD tells us our job is to act honest, use good skill and care, and share material facts with our client they couldn't easily see for themselves.

That being said, we should never speculate or, in any way, present ourselves as expert home inspectors. A good rule of thumb is to provide three good options to the seller and ask them to interview them over the phone and to research and use any inspector they want. The inspector works for the client, and we should not interfere.

Why We Don't Attend Inspections

• It's Not our job. If you stand there while the inspector is working, it may be seen by your buyer that you took on the duty of inspecting the house yourself.
• Talk can turn into liability. One off-hand comment like, "Oh, that doesn't look too bad", can come back and bite you in court.
• Respect the roles. Inspectors are licensed for a reason. Let them do their job without us..
• Liability. If a lawsuit gets filed, the minute they hear you were in the room, your name is likely on it.

Smart move: Let the buyer meet the inspector. Facilitate entry to the home; if needed, get the report in writing; then handle repairs or negotiations the right way — on paper.

Why We Don't Coach Sellers or even be in the Room on Seller's Disclosures

Alabama doesn't require a seller's property condition form for used homes. A lot of brokerages, including Bellator, still use them to limit liability for our company, the agent and for the seller, but here's the trick:

It has to be the seller's words, not yours.

• Don't coach. If you suggest what they should or shouldn't write, that can look like you're helping to cover something up.
• Stay in your lane. Your duty is to your client — not to fill out their paperwork for them.
• Keep your protection. If you just pass along what the seller said, you're usually safe.

Best advice to a seller:

If you choose to fill it out it needs to be your honest answers. If you're unsure of a question, "I don't know" is a perfectly legitimate answer.

Be safe out there and have a great weekend!

Pete Perkins (Gulf Shores office) has been collecting condo sales data every 6 months for the past 20 years. You won't see similar statistics anywhere else because Pete only includes direct Gulf Front, 2 and 3 bedroom condo units in Gulf Shores and Orange Beach. Condos across the street, or complete side views, are not included in the data. This collection of data shows a more accurate picture of Gulf Front condominium values, keeping the non-Gulf Front from skewing the results.

A review of this 20 years of data tells a lot of stories:

• The highest average selling price per square foot was $575, which occurred in the second half of 2023.
• This peak average sales price was ONLY 9.5% higher than the average square foot price in the second half of 2005 – 19 years earlier.
• Prices fell all the way to $236 per SF in the 2^nd half of 2011; a drop of 55% in 6 years.

If your clients were smart enough to purchase in 2011, today they would be sitting on a 139% gain in value.

• The number of sales transactions was the highest in the first half of 2021 with 402 sales.
• The lowest number of sales transactions was in the second half of 2007 with only 89 closings.
• There were 4 periods of sales transactions under 100 from the second half of 2005 through 2007.
• Sales transactions fell to only 125 in the 2^nd half of 2024, which is the lowest number of sales since the second half of 2008.

Through April 27 of 2025, there were only 86 sales, so the first half of 2025 should be similar or lower than 2024.

A look at the days on the market (DOM) since 2005 shows that even with a slowing of transactions recently, our DOM today (for sold units only) is 96. From 2005 - 2017, a 12 year period, the DOM averaged 198 days! From 2018 - 2014 DOM remained lower than 100 days, however, the first part of 2025, it has averaged 103 DOM. 

Since 2005:

• Highest DOM was 601 in the second half of 2006, but that is an outlier…the next highest was 266 in the second half of 2008.
• Lowest DOM was 33 in the second half of 2021, and the first half of 2022.

All these data points show The Great Recession, The BP Oil Spill, subsequent slow market recovery after 2011, craziness after COVID, and then where we are today, trying to figure out where we will land. It is amazing to me how high prices went in the 2005 time frame, and it took 18 years to get back to that level. It just goes to show you how far the recession and oil spill knocked us down (57%) in value from our 2005 peak.  

Today, we have a perfect storm of high insurance costs, relatively high interest rates, and somewhat of a softening in rental performance. Combined, this should put some downward pressure on sales prices, but most owners are sitting on a lot of equity and not in the mood to reduce prices. The Gulf Front condos price per square foot has dropped less than 2% since the peak in 2022. Compare this with the Great Recession drops, in a two year period from 2005 to 2007, average pricing dropped almost 33%.

The graphs below of this data tell a visual story of the last 20 years.

Thank you Pete for putting all this data together over the years.  Many of us have been knee deep in this roller coaster condo market for 20 - 30 years, and we have survived. No telling what the next 20 years will tell us, but I'll be happy to write another Broker Bit about it in 2045!

Ever heard of the "6 Degrees of Kevin Bacon"? The theory goes that everyone is just six connections away from Kevin Bacon. Now, swap Hollywood for real estate and Kevin Bacon for your next client, and suddenly, you've got a powerful networking mindset with energy, kinetic momentum, and a whole lot of positivity. 

In real estate, it's not just who you know — it's how well you show up. Whether you're one handshake away or five, your personality is your brand. Here's how to put that six degrees theory to work for your real estate business: 

1. Get Hyper-Local 

• Attend community events, sponsor a school fundraiser, or support a local food truck night. Show your face, shake some hands, be that familiar name people remember when they think "real estate." 

2. Be Consistently Social 

• Show off your listings, but also show YOU. Share local highlights, happy closings, or the behind-the-scenes of your day. Your vibe attracts your tribe—so let your positivity and personality shine. 

3. Build Your Referral Web 

• Stay connected with past clients and industry pros. One client's cousin's co-worker could be your next listing. Follow up. Check in. Stay top of mind. 

4. Partner with Local Businesses 

• Co-market with a coffee shop, gym, or florist. It's a win-win—and it gets your name in front of fresh faces who trust those businesses already. Speaking of local businesses, add LoLo to your business plan today; reach out to marketing for all the details. 

5. Make Real Estate Kinetic; Show Up with Value 

• Share market tips, send property reviews consistently, send home prep guides seasonally and offer community insights. Be your clients' source for everything real estate! The more visible, the more valuable; YOU are a pro, giving consistent, solid info. 

So, maybe Kevin Bacon won't buy a bungalow tomorrow… but his hairdresser's cousin's college roommate might—and if you keep showing up with the right mix of value, energy, and heart, they'll think of you first.

I think one of the hardest things for most of us is dealing with objections from clients. The first key to successfully handling objections is to NEVER take the objection personally. Remember, an objection is really a request for more information or clarification, which is an opportunity for your help.

Here are some simple and easy steps for overcoming objections:

1. Acknowledge

2. Ask Questions

3. Confirm

4. Respond

5. Ask for Action

Acknowledge the Objection:

After someone poses an objection, it is important to immediately acknowledge their concern. People need reassurance they are being heard and taken seriously or they won't feel you are looking out for their best interests.

One method to quickly accomplish this is through the Three F's Method: Feel, Felt, Found.

For example, if the objection is, "I don't want to pay that much in closing costs," you might say, "Mr. Seller, I understand how you feel. Some of my past clients felt the same way, and after working together on the issue, here is what we found..."

Don't say you agree with the client's objection, simply confirm you are aware of their concern, or a need for clarification or more information. Acknowledge you are listening, you understand the client has a concern, and that you empathize with him/her.

ASK QUESTIONS:

Next, you want to make sure you know the true objection. Sometimes the client objects to one thing, but they are really objecting to something else. If the objection is not crystal clear, now is the time to demonstrate your expertise and ask clarifying questions to accurately assess the client's position.

Probing for information, is a good way to use open-ended questions that begin with words such as "why," "describe," "explain," "tell," or "share" to elicit a useful response.

For example, "Just out of curiosity, why do you feel that way about the buyer's request?"

CONFIRM:

After asking probing questions and effectively listening, the next step is to confirm if this is the only concern that needs to be addressed.

For example, "So, you feel the amount the seller is willing to offer for a carpet allowance IS too low. Is that the only thing that is holding us back from closing this deal?"

Keep in mind that more questions and concerns may surface as the process continues. Follow the same sequential steps discussed here for each until you move to the next step. Use your experience and expertise to proactively assist the client. There may be situations they are not aware of and your role is to educate the client on what they need to make an informed decision.

RESPOND TO THE OBJECTION:

Now, the next step is to respond to the objection. This is where we attempt to overcome the objection or concern.

It is important to be confident in your expertise and exercise control over the situation. You do not want to insult the client or come across as condescending, but you also do not want to wander away from their goal. Using real life examples, visuals, or everyday analogies are the most effective ways in helping respond to the objection.

For example, a seller wants to sell for $380,000 but the market analysis indicates comparable homes are selling at $370,000. Try this:

Licensee: So, Mr. Seller, according to the market analysis, your home is worth about $370,000, right?

Mr. Seller: Right.

Licensee: And you feel the best list price is $380,000?

Mr. Seller: Yes.

Licensee: OK, I understand. I have had many clients feel the same way. Can I ask you to consider this: do you think if we put your house on the market for $340,000, would it sell?

Mr. Seller: Of course, it would. But we would be giving it away.

Licensee: Right. Remember, the comparables are telling us $370,000 is a fair price to get the average number of potential buyers. I've found going above fair market to start is something my clients have universally regretted later. The higher you price over the fair value, the fewer potential buyers you will have (because you lose them to better homes) and the longer it takes to sell.

We all know what happens to items for sale when they are on the market too long. For example, what do grocery stores do with over-ripened, stale or not fresh items?

Mr. Seller: I guess they discount it heavily and eventually throw it away.

Licensee: Exactly, because it has gotten old and stale. When a house is on the market for a long time, it also becomes stale, and buyer requests for showings drop off accordingly. The best time to sell is as soon as you put it on the market, so we want to package it right up front--photos, curb appeal, marketing and initial listing price. After 30 days we may have to come down to the price the market analysis is giving us anyway, so we've found it is best to start there instead, when the house has its highest potential to sell and we can capitalize when it gets the most attention.

ASK FOR ACTION:

Now that you have acknowledged the objection, asked probing questions, confirmed, and responded to the objection to the client's satisfaction, the final step is to ask the client for action on his/her part to help overcome the objection.

For example, "Mr. Seller, now that everyone has agreed to each give up $250 to satisfy the buyer's request for a $500 window repair, are you now ready to close the deal?"

Here, you are strategically including the client in the process and soliciting buy-in from him/her that the objection or concern has been resolved, pending the completion of the tasks by all parties.

It's also important for us to remember- objections are coming. We should expect them, and we should not be emotional about it. It's not about us; it's about them. We are guides.

Keep this in mind and try to always be the calmest person in the room.

To be an "on-purpose REALTOR®" you must FOCUS on the vital few and stop wasting time on the trivial many!

The three things that make an "on-purpose REALTOR® are mindset, skill set and action. If you don't have the right mindset, are not willing to learn/do the skill set, and don't put the skill set into action… you will be an "on-accident agent."

The NINJA philosophy is focusing (give 100%) on the vital few that will give you the greatest results for the time/energy invested.

The vital few is the 20% of the 80/20 Principle. No, this does not mean you can just put forth a 20% effort. This means you need to focus on defining your 20% (the vital few) and give 100% on the vital few to maximize your time/energy for the best results.

The 80/20 Principle is a minority of causes or efforts that leads to a majority of the results. 80% of what you achieve in your life and work, comes from 20% of the time spent (the vital few). This means four-fifths of your effort is wasted. Determine the 20% (the vital few) that works for you, FOCUS on that 20% (the vital few) and stop wasting time.

Here are some interesting 80/20 principles:

• 80% of sales come from 20% of your clients. These clients are the vital few!
• 80% of your time is achieved with the first 20% of your effort.This effort is the vital few!
• 80% of your knowledge is used 20% of the time.This time is the vital few!
• 80% of results are caused by 20% of thinking and planning. This thinking and planning is the vital few!
• 80% of our income comes from 20% of your activities. These activities are the vital few!
• 80% of a seller's decision to list with you is based on 20% of what you say/do. What you say/do is the vital few!

Practicing 80/20 Thinking:

• Finding and doing the vital few! (What tools and effort work for you?)
• Simplicity! (Keep it simple and stress free)
• Leverage – do more of what works (the vital few); do less of what doesn't.
• Focus on what gives you the biggest return (the vital few) for your time and money?
• Focus on those you enjoy working with the most – buyers, sellers, investors
• Focus on the activity you enjoy the most – listing or selling.
• Focus on the highest income/hour activities (the vital few) and keep them in action!
• Eliminate waste – start a "STOP DOING" list. If there are tasks that are not producing for you, STOP doing them and focus on the vital few!

Trivial Many Examples That Will Waste Your Time:

• Unnecessary processing – Doing the same thing over and over expecting the same results. Just STOP!
• Taking a listing that you know will not sell because the seller is not taking your professional advice, especially related to price. Just STOP!
• Inventory (unsold homes) – There is a reason they have not sold! Someone could not put the reason into action. It must have been an "on-accident" listing agent thought process
• Unnecessary movement of people or professional lookers – Showing buyers more properties than necessary! There are a lot of reasons/excuses why this happens… just STOP!
• Unnecessary emails, calls or text about properties that are on the market now but most likely will not be when your client is "ready" six months from now. Just STOP!

Remember:

• Life has no rehearsals, only performances. (Focus on the vital few!)
• Time is life.
• Life is our most valuable asset. (Don't waste it!)

Be an "on-purpose REALTOR® and FOCUS on the vital few!

Hi guys. I hope everyone is having a great 2025. 

If you've seen any of my past posts, you know I live and preach establishing positive daily habits that will help you toward your goals in real estate (and in life) - basically, the Ninja Nine.  I do realize, however, that we have agents who are stuck and perhaps frustrated because the precursor to most of these habits is having a database of 50-200 people, who know and like you enough that you can have comfortable live flow with them regularly.

For those of you who do not have this established, you still need positive daily habits, but they may need to be adjusted to address your primary goal of creating a database that will feed you throughout your real estate career.  Here's an example of daily tasks that you need to make into habits if you're an agent who doesn't yet have a viable database.

1. Same as Ninja Nine - begin everyday with Mindset work.  Daily gratitudes, affirmations and positive readings. Do this before opening your emails, texts or social media.
2. Show Up! - come into the office. You may have asked yourself, "Show up and do what?"  Keep reading, there's plenty to do to help you reach your goals - not busy work, productive work. But the dirty word there is "Work" - without it, you will not succeed in this business.
3. Write 2 personal notes per day.  Not related to business - just putting positivity into the world.  

You'll do well to follow these first three habits for the rest of your life - working or retired.  These, along with an attitude of abundance and maintaining a player rather than victim mentality will help you focus on the positive in life, which in turn brings positivity into your life and allows you to have more joyful days. The business benefit is people are attracted to positive people;  if you focus on the negative, you will be negative and repel people and business.

I won't focus on habits four through nine in this article, but they become vital once you have started your database. One thing to remember, do not wait on perfection to get started - start TODAY.  Waiting for all conditions to be perfect equals never getting started - in which case, you'd make more money as a referral agent, which yields far less than your potential income - but doesn't really require work or discipline. Be honest with yourself about your work ethic and how coachable you are willing to be.

After #3 this becomes your morning routine - Finding and building relationships.

First, make sure to know this month's Vital Signs for your area. Then review the MLS for new listings - stay abreast of your market! Go back over the past six months in Paragon and read all Government Affairs reports for your area - read these monthly.

Then, block one to two hours a day TO BE SOCIAL. Find your spot(s) and hang out with your name tag on. Dress professionally. No work out attire, t-shirts, etc. Coffee shops are big here in Fairhope, but you'll need to find your spots near you or your office where folks congregate.

No ear buds. It's okay to bring your laptop so you don't look like a stalker, but don't focus on it. Smile at folks, introduce yourself and ask leading questions that allow them to talk about themselves. Listen well and make notes as soon as the conversation is over. Give them a card and try to get their card. Again, be knowledgeable about the market because they may ask you about it. If it's something specific, get their contact information, find the information and call them back by the end of the day. Make your goal to create at least one relationship per day to load into your database. 

Eventually, you'll be spending most of your day working "IN" your business, but if that business isn't here yet, work on your Skillset - go to open houses, preview vacant listings, etc.  

At the beginning of the week, find an open house or two to hold open that coming weekend. Once secured, your job is to become an expert in that neighborhood or area. Create an Open House flyer (Bellator Design House) and walk the neighborhood. Knock on 20-50 doors in the neighborhood handing out flyers and inviting the neighbors - ask if they might know anyone who may want to live in the neighborhood and offer to send those people an invitation/flyer.

Finally, before the end of each workday, enter your new relationships into your CRM, make notes of your conversation, set up Autoflows in your CRM (MCFL, Bellator digital newsletter, Market Searches, Social….) and create a task to remind yourself to follow up. I'd suggest a coffee within that first week.

The key takeaway here is regardless of whether you have or don't yet have a database, it is vital you instill the discipline and work ethic to show up daily if you are to achieve your potential in this or any other business.

The work is there to be done. The question is simple - Are you willing to consistently do the work?  Stay in-flow with your broker and ask questions. This is why we're here. We want you to succeed.

Thanks for your time, my friends. I hope this is helpful to at least a few of you. Enjoy your weekend and be safe.

In my experience, the answer to the questions above are not black and white. Unfortunately, in practice, the answers depend upon location, property size, past activity, condition of the property, future use of the property, and sometimes it seems, the whims of the Federal or Local agencies that enforce the regulations.

I'm going to ramble a little here, and I am not an expert. Over the years, I have read numerous regulations, spoken to many city planning departments, corresponded with and represented multiple developers, and have worked with many professional consultants. The more I experience, the less I know. Actually, we do need to know enough about wetlands, beach mouse, and other environmental regulations to know that we need to recommend guidance from professionals that advise on these topics for a living. We should know enough to know that a property has the potential to be affected by certain regulations, and how to advise our clients to seek proper professional advice.

My desire to touch on this subject in a Broker Bit is because I am confused about the different interpretations of various environmental regulations.

• 7 years ago, I listed and sold a large acreage tract. The seller was willing to obtain a wetlands delineation. We hired one firm that came back with a result showing 40% of the property was potential wetlands. The seller did not like the results and hired a different firm. The new firm came back with about 10% wetlands. The large disparity was a disagreement about "Jurisdictional" vs. "Isolated" wetlands (See Sackett v. EPA).  The Corps of Engineers concurred with the 10%.
• A good client of ours purchased some commercial property in Fort Morgan. Prior to closing, she discussed the beach mouse situation directly with USF&W with no red lights.  A year later after closing, an adjacent property became available, which would provide even more property to develop, or make it more feasible. She went under contract on the property. In her due diligence, USF&W asked her to do residential instead of commercial, or she would be required to purchase a similar sized lot in the Fort Morgan area and convert it to habitat as part of her mitigation. This killed the deal, but did not kill her first acquisition for some reason. She did not hire a consultant.
• I have been involved with two, similar sized gulf-front properties, about 1 mile apart. One of the properties has historically been trampled upon, used as temporary storage, and has had multiple activities with heavy equipment on the lot. The other lot is almost pristine beach, dunes and sea oats. One was determined, without any testing, to be beach mouse habitat. The other one was determined, without any testing, not to be located in beach mouse habitat. Guess which one was which. Wrong!!

There are all kinds of these stories around, and I am pretty sure there is justification for each decision, but if we are not professionals in the environmental industry, we cannot rely on what appears to be common sense. To complicate matters further, the environmental regulations are under continuous change, either because of lawsuits or different administrations. For example:

• In Sackett v. EPA, the 2023 Supreme Court ruling narrowed federal protections for wetlands under the Clean Water Act, requiring a "continuous surface connection" to be federally protected, potentially exposing many wetlands to development.    (When I googled, this was an AI Overview, so forgive me, but it is interesting reading). 
• Wetlands Fight Teed Up for Arguments | Florida Realtors :  In 2020, the EPA shifted permitting authority to the State of Florida for projects that affect wetlands in the state. Conservation groups have sued to shift permitting authority back to Washington, D.C. Arguments are slated for May 2025, and in the meantime, there is confusion over who has authority to issue permits.
• Need a Beach Mouse Permit? Do you know what an Incidental Take Permit (ITP) is? To apply for an ITP, you need to fill out the necessary forms, pay a processing fee, and potentially perform a cultural resource survey.  And, you can start your process at the Fairhope US Fish & Wildlife Office. Oh, wait a minute, did you see this:  https://yellowhammernews.com/doge-terminates-fairhopes-u-s-fish-and-wildlife-service-lease/   A U.S. Fish and Wildlife Service office lease in Alabama was canceled earlier this month by the Department of Government Efficiency or DOGE.  The U.S. Fish and Wildlife Service office in Fairhope had its lease terminated on March 3, according to DOGE's website.

So, let's see, what is the answer to these questions:  What Should We Know About Wetlands? What Should We Know About The Beach Mouse?  In my opinion, it is not "what we should know", but "who should we know".  That "Who" is a professional that makes a living knowing the "What".

I've been taking long walks every evening after work. The weather has been exhilarating and I'm noticing all of nature as it begins to change. I started snapping a quick pic here and there about a month ago when trees and bushes were still brown and appeared to be dead, while in fact, they were simply in the season of winter. With the right conditions and spring being what it is, the green has started to peek through. The more consistent the warm temps and sunshine, the more flowers have begun to show and all those brown trees are putting out tiny bright green leaves. 

When Daylight Saving Time came around again, I realized in the early evening, while it's still daylight, I can see the moon! To say I'm in love with all of nature and this new season right now would be an understatement. It has been a refreshing reminder that all of life, including your business, runs in seasons. While I know I can enjoy what just pops up randomly, I also know, that since I especially enjoy Drift Roses, if I plant them, pay attention, and do a few things consistently, the results will be stunning. Your business is like that --- what you do consistently, in season, will produce REAL RESULTS, so seize the day. Take ACTION! 

• Reach back to sellers who were waiting until spring; they're ready for your call. If you delay, someone else's sign will appear in their yard. Pull the numbers, know the neighborhood and GO already! 
• Meet buyers for coffee and come prepared to discuss neighborhoods they love. Open up your laptop and show them the last few homes that have sold in those areas. Bring flyers or business cards for lenders and home inspectors whom you know will take great care of clients. Set boundaries and expectations for how you work so they have a comfort level and confidence in YOU from the beginning. 
• Schedule an Open House for THIS WEEKEND. Create a work plan and follow through with marketing, signage – everything that makes for a great event! You are hosting a party! Take the time and thought to get it right and remember that follow-through is the whole ballgame. Chat with your broker and colleagues if you need to up your game. 
• Make 5 phone calls every day or make excuses -- you can't do both. One choice will take you to the next level in your life and the other will keep you from every dream you said you had. Remember, those calls don't need to be real estate specific! It set me free to simply call people on my list once I got it that we were going to talk about everything from the weather to the next holiday. Literally!  

F.O.R.D. (family, occupation, recreation, dreams) calls are practical, so get out of your own head and DIAL. You'll be so proud of yourself! (and your broker will be doing the Happy Dance!)

• STOP right now and create your action plan for spring and summer. Time block. Use your calendar and set alerts. If you don't take action, you've wasted your time reading this far. YOU are Bellator; above and beyond. Live your action plan!

In 2024, we entered a "normal" market.

By normal, I mean the market was not being driven up or down. Buyers and sellers, through normal supply and demand, regained control of the market, price growth slowed, neither sellers nor buyers were overly disadvantaged, and days on the market were leveling out.

But we're so used to the Fed steering the ship, how do we adjust to a "normal" market?

Let's quickly look back again:

• 1985- 5 million homes sold, a 15-year high at the time, dipping to…
• 1990- 4.1 million and taking until…
• 1997- to get back above 5 million again.
• 2005- 7 million sold. The most ever! Cratering quickly until the low of…
• 2011- 4.75 million sold. The bottom of the "crash.
• 2021- 6 million sold. The post Covid push.
• 2023- 4 million sold (first time below 4.5 since 1993!)
• 2024- 4.5 million homes sold. This is an average year.  

Yep, 2024 was a historically average year. Hard to believe but true.  

Focus on recreating good habits:

In real estate, what's largely forgettable are normal markets. When we get a sugar high, a remarkable market, we remember it. We remember the big years. We tend to compare everything to those.

Yet, 71% of agents licensed did zero transactions in 2024. Nearly doubling 2023's 48%.

Why? Because habits are stronger knowledge. The agents who are market-proof are the agents who stick to basics and continually focus on habits. Their business is always good.

What habits were formed by the past markets (easier years) that need to be corrected?

• Agents became passive (consumers chased the Agent down).
• We were in a FOMO market. Had to move fast. Harder to stick to our plan.
• Buying leads instead of creating them.
• Most agents became buyer focused - 80% worked almost exclusively with buyers.
• Only 20% are seller centric today; focusing mostly with sellers.
• Spending too much on activities that do not produce income. 

Listings are the answer:

There's a reason one of the oldest sayings in Real Estate is, "You have to list to last."

Buyer sides are far harder to accrue as the competition is fierce. Take 1,000 agents and assume there were 1,000 possible transactions, and 500 were buyers and 500 were sellers last year. In 2024, 80% of the agents were going after the 500 buyers.

If you were buyer focused, by choice, you left 500 sellers to just 200 agents.

Let's say you need 13 listings to get 10 closed. You can get 6 buyers out of this because most sellers buy their next house with their listing agent. That's 16 closed transactions completed. With the right marketing and effort, you should be able to get 3 buyers out of these listings, just from inquiries and open houses. Boom, you are at 19 closings now.

In 2024:

• 90% of buyers and sellers worked with realtors last year (In 1997, it was 77%).
• 6% sold via FSBO last year. More tools available than ever, yet very few do it.
• 88% of FSBO listings listed with agents in 4 weeks or less.

Start on the list side. Always. It's a great way to also get buyers.

Sellers need us and they know it. And there is far less competition for them.

Why is the contract the most important document in Real Estate?

• Contracts serve as a record of commitments for both parties.
• Contracts mitigate risks; preventing conflicts and legal issues.
• Contracts help an entire organization maintain compliance.  Bellator & You vs.  Unhappy Clients and The Alabama Real Estate Commission.
• Contracts serve as collaboration and communication.
• Contracts contribute to revenue for client(s) and income to us.
• Contracts increase operational efficiency.
• Contracts reflect a company's brand and value. The more knowledgeable you are, the more brand awareness you provide for yourself and your business.

The second most important thing in Real Estate is our knowledge and the ability to manage the contract.
 
Do you manage the contract or does the contract manage you?
 
The contract can be overwhelming for both buyers and sellers. Contracts are packed with legal jargon and clauses that can be difficult to understand. As a result, it's crucial for us to be knowledgeable and have a clear understanding of the contract, so we can manage the contract for our client(s).
 
We all know how frustrating it is when we are working a deal with an agent from a competing brokerage, and we end up educating them on specific aspects of the contract during the transaction. Imagine how our client(s) would feel if we were not knowledgeable about the document that secures their desired property.
 
The contract is the "legally" binding agreement between a buyer and a seller. It outlines the terms and conditions of the property closing and it is our responsibility to know, understand and manage the contract for our client(s) by these terms and conditions. The communication of these terms and conditions is essential to ensure details are accurate, and your client is clear to avoid any disputes later in the process.
 
Knowing, Understanding and the Ability to Manage the Contract is our VALUE proposition as a REALTOR®.  Navigating a contract can be complicated. As REALTORS®, we are viewed as trained professionals, who not only maintain a thorough understanding of the buying and selling process, but are also expected to be experienced in negotiating. We should be aware of the legalities and responsibilities outlined in all aspects of the contract. Having you help guide your client through the process will not only save your client time and money, but also ensure they have a higher chance of having a fair and balanced contract - not to mention, this is how we get paid!
 
Before our client signs any contract, it is important that you review the contract with them regardless of how many real estate transactions they "claim" they have completed. The review process is the optimal time to amend, delete, or add new components. The review process also ensures your client(s) understands his/her responsibilities to the contract, which you also need to manage. We should always ensure that the terms are to their satisfaction, and they understand these terms and their responsibility to these terms.
 
The main knowledge of managing the contract comes with the contingencies. I have a saying, "it's not a problem, until it's a problem". The main meaning of this is ALL contingency deadlines matter, otherwise they would not be in the contract. We all see agents not managing the contract properly, contingency timelines pass and they say, "it's no big deal", or, "we are working on it".

If you have a buyer or seller that has the desire to get out of the contract, missed contingencies are now a potential "problem". If you do not manage the contract properly, you are not providing Value to your client(s) that they expect and deserve.
 
The most common errors made in a contract are:

• Missing contingency deadlines.
• Not ensuring all parties' names and contract details are accurately spelled and properly listed.
• Property details - the property address, lot number and legal description.
• Purchase price and specific financing terms.
• Due diligence and contingency timelines.
• Signatures and initials in all the designated areas.

 The most common timelines that are not managed correctly are:

• Response time to an offer or counteroffer.
• Earnest Money – Received time and deposited time.
• Inspection.
• Appraisal.
• Title work (clear title).
• Surveys.
• Financing.
• Another sale contingency.
• Back-up offer contingency.
• Closing costs.
• Closing date.

The Most Common Reasons for a Failed Real Estate Contract:

• Poor communication.
• Poor management of the contract.

The Most Common Consequences of a Failed Real Estate Contract:

• Lawsuit for Breach of Contract – The buyer or seller can sue for breach of contract if either party does not follow-through with the agreed-upon terms. 
• Lawsuit for Specific Performance – A court order may be issued requiring the buyer or seller to complete the sale.
• Earnest money dispute.   

Manage the contract!  Don't let the contract manage you!

Hello Everyone,

I trust you're all starting to experience a positive momentum in business this year. It's truly exciting to see growth, and I hope you're capitalizing on the opportunities that are presenting themselves. The key to thriving in an up market is preparation, and nothing is more vital than cultivating a robust CRM filled with strong relationships. These are the contacts who have received consistent touchpoints over the past months or even years — through 6-7 automated touches and regular phone conversations — positioning you as their trusted advisor and real estate expert.

If you haven't yet built this depth of connection with your CRM, and you're committed to a long-term career in this industry, I recommend making it your top priority. Start today, and make it your JOB ONE.

A highly effective way to begin populating your CRM with valuable prospects is through hosting open houses. But let me be clear — I'm not just talking about holding the open house itself (though that's certainly beneficial); the real value lies in the preparation beforehand. A day or two before the event, print 2-3 dozen invitations for your neighbors. The more, the better. In the invitation, mention that you're hosting an exclusive pre-open house event just for neighbors, with refreshments.

Then, hit the streets! Plan for 2-3 hours of door-knocking — if a resident isn't home, leave the invitation and your business card. If they are home, introduce yourself confidently and explain that you're holding their neighbor's property open for viewing on a specific date. Invite them to attend and share their opinions on the home. Emphasize that neighbors often have friends or family who are looking to move into the area, and you'd love for them to be part of the event.

While this strategy may bring some neighbors to your open house, the real benefit is that you've now met 25+ new homeowners who were previously unfamiliar to you. By keeping these interactions positive and professional, you'll likely connect with 5-6 or more individuals who will be eager to add to your CRM.

As highlighted in Ninja Selling, remember: for every $1,000 in income you aim to earn, you should have one person in your CRM receiving full treatment. So, if your goal is $100,000 in income, you need to be working with at least 100 people in your CRM.

Until you reach your target, I encourage you to follow the same strategy I did — and many successful agents still follow today: work weekends. Aim to hold 1-2 open houses per week for at least 3 weekends each month. And don't forget to door-knock before each one. Does this sound like hard work? It absolutely is. But laying the groundwork and building your business foundation is essential. The foundation of a thriving real estate career lies within your CRM.

I've been posting 6-9 open house opportunities each week, though the response has been limited. I'm incredibly proud of everyone who is surpassing their goals in production and income. However, if you're not quite there yet, now is the time to make the most of these opportunities. The market is buzzing with buyers, and we have an abundance of listings available. These open houses are valuable tools to fuel your business, and I encourage anyone who needs a boost to seize them.

If you're interested in hosting an open house this weekend, please reach out to me or any of the top listers in the office. Being part of a team with abundant listings can significantly support those who are willing to put in the effort to drive their own success.

This is the year. This is the season. If you don't take action now, there may not be another better time to roll up your sleeves and build your business. Let's make it happen!

TSW!

If you are fortunate enough to be on Terryl Reeves' CRM blasts, you are able to gather a lot of information about Baldwin County real estate statistics and Baldwin County municipality and county development approvals. Good reads for sure. Did you know that data comes directly from your Baldwin Realtor portal and it is updated frequently by BR? Of course, Terryl's blasts are meant for his Sphere of Influence, who do not have access to the BR portal like you do.

Focusing on the Baldwin Real Estate Statistics that are updated monthly by BR, they are super-summarized and provide general information about trends and comparative periods of transactions. For example, The Baldwin County's 2024 Year-over-Year Housing Report (LINK) shows the following statistics:

Alrighty then. Comparing 2024 to 2023, it looks like a lot of sales throughout the county, small decrease in transactions, steady prices, and a 17% uptick in days on the market. Mixing North Baldwin prices with the Coast and Eastern Shore transactions with the beach, lands us in a Baldwin-wide hodgepodge. This is great information from a bird's eye view, but not necessarily if you are focusing on one specific geographic area.

Fortunately, Baldwin Realtors creates separate individual area data for us in 5 categories:  Coastal Condos, Central Baldwin Homes, Coastal Homes, Eastern Shore, and North Baldwin. However, the areas (as far as I can find) are not tabulated into a period-over-period comparison so you can drill down to find specific trends in each area.

I took a little time to break down each area here comparing 2022 – 2024, and used statistics from 2021 for the 2022 performance.

If you are gathering statistics for condos, you won't see a 7.4% decrease in transactions between 2023 and 2024 like the Baldwin average. You will see a 19.9% decrease! Oh, and by the way, if you are working the Eastern Shore, over the same period, you will see a, wait for it… 5.1% increase! North Baldwin joins the Eastern Shore with a 4.3% increase.

Buried within the Baldwin 2.2% increase in Sales Volume (2023 to 2024) is a 6.9% increase for Coastal Homes and a paltry 0.8% increase for Central Baldwin. 

Throughout Baldwin there was a 16.9% increase in days on the market. What area do you think had the highest increase in days on the market? You guessed it…Coastal Condo DOM increased 35.3%. As a matter of fact, since 2022, Coastal Condo DOM has increased 262% (from 35 DOM in 2022 to 92 DOM in 2024). North Baldwin had the lowest increase in DOM of only 10%.

Which region had the most transactions in 2024? The Eastern Shore runs away with it with 2,272 residential sale transactions in 2024. That is more than the Coastal Condos (993) and Coastal Homes (995) combined. But wait, did you know that in 2023 Coastal Condos and Homes killed the Eastern Shore by a score of 2,475 – 2,162? Ouch - that means the Coastal properties in 2024 went from 2,475 to only 1,988; a whopping 19.7% decrease – a 487 unit reduction.

Feeling a similar pain, Central Baldwin went from 2,996 home sales in 2022 to only 1,966 in 2024 – A 34% decrease over the 2 year period! But during the same period, Central Baldwin average sales price increased 19% and days on market have remained fairly steady in the three years – 61, 56, 62.

We can play with statistics all we wish. If you are an Eastern Shore professional speaking to Eastern Shore buyers and sellers, it is probably better to find the Eastern Shore statistics in the BR portal when providing useful data. Same when listing a North Baldwin Home. I would not use the $493,753 Baldwin average sales price for 2024. Perhaps the $292,879 North Baldwin average is more useful. Alternatively, as you know, the neighborhood comps beat any bird's eye view.

Feel free to use the statistics in the pdf document if you would like to provide Baldwin regional statistics to your sphere.

I know. You thought you were alone as that thought ran through your mind when things weren't going right in your #realtorlife. "I should quit. Seriously...I could do other things..." And, you're right. You could. But I have to wonder if you should. 

I watch you work. You work long hours and you're smart. You find creative and sound solutions when a transaction is in trouble. You connect to good lenders, find home inspectors who know their stuff, and your list of other professionals in various crafts is gold; it took you years to build it. You care when your client or customer has a problem, whether or not it's real estate related. When there is no property in the market that fits what your people need, somehow you find it anyway. There's a sparkle, a magic, in what you do (or at least it seems that way to those fortunate enough to work with you.)  You listen to your colleagues, offering empathy or a kick in the pants – whatever your friend needs that day. You give back to your community and you honor your family. You answer your phone and return your text messages. You are efficient, and beyond that, you're kind. It's why I pray today you won't quit. Here are a few ideas you might consider instead... 

• If you need to vent, vent to your broker. (Heck, we'll even listen to you whine once in a while and we won't see you as any less. I promise.) 
• If you need to quit, quit listening to the critic in your head who says, "you're not very good at this anyway..." I'm not a psychiatrist (and I did not stay at a Holiday Inn Express last night) so I don't know why that voice lies to you occasionally but flick it away like the irritation it is and move on. #youbelonghere  Settle it once and for all. 
• If you tend to react, decide to respond instead. Give yourself time to gather your thoughts, figure out your part in the conundrum, quiet your heart and then choose your response. I hate regrets, so I work at having fewer of them. (Nobody gets it right all the time and grace goes a long, long way. Remember to give it to yourself as you give it to others.) 
• If you want to be great for your clients & customers, be kind to yourself. I promise, it is the way forward and will lead you to a long, beautiful career – the one you dream of. Winston Churchill said, "History will be kind to me, for I intend to write it." 

This real estate community needs you. What you bring  -- we haven't found that in anyone else. Your value goes far beyond what you do to how you do it and to who you are.  

• Take a break. 
• Take a nap.  
• Walk on the beach.  
• Watch the sunset.  
• Revisit your WHY. (Read that twice.)  
• Breathe.  

You've got this. 
#MoreThanRealEstate

What's that one thing you know you could be doing to boost your business but haven't tackled yet? We've all been there: "I'd love a pre-listing packet, but I'm just too busy" or, "I always mean to block time for marketing, but..." Have you actually turned these "shoulds" into goals? And if so, have these goals just become background noise?

I know we all have the time to focus on one key improvement per week or every two weeks – whatever pace works best for you. The crucial element is laser focus: dedicate yourself to one item until it's complete. It doesn't matter how long it takes. The willpower you need is simply to resist starting anything else until that first task is done. This is how you conquer those "big" projects, like creating a killer Buyer Packet or developing a rock-solid Marketing Plan for your listing presentations.

The trouble with traditional goal setting is we often post them somewhere (a whiteboard, the bathroom mirror) and they eventually fade into the scenery. They become something we see occasionally or even stop noticing altogether. When we do remember them, it's often with a sense of guilt or overwhelm. They seem so distant, and so big, we feel like we can never catch up.

Goals can sometimes give us the illusion of control where we have none. We can't predict the future.  Yet, every time we set a goal, we're trying to do just that – planning out exactly where we'll be and when we'll get there. We try to predict our progress, even though we know unforeseen circumstances will inevitably arise. We focus on the "where", not the how. Big, chunky goals simply don't work unless you break them down into the "what and how" – the specific actions you'll take to reach them.

You need a plan, a system of smaller, daily tasks that will eventually become habits, guiding you toward your goal. Working toward a goal without a system is like telling yourself, "I'm not good enough yet, but I will be when I reach my goal." When we set lofty goals without a plan, what happens to our motivation when we inevitably fall short? It plummets. And it's tough to recover.

Goals provide direction; systems drive progress. Daily tasks and actions are where your focus needs to be.

What's the difference between goals and systems?

• Writer:
  • Goal = Write a book.
  • System = Weekly writing schedule.
• Runner:
  • Goal = Run a marathon.
  • System = Monthly training schedule.
• Coach:
  • Goal = Win a championship.
  • System = Daily practice plan.
• Entrepreneur:
  • Goal = Build a lucrative business.
  • System = Sales and marketing process.

Goals can provide short-term motivation, but your system of daily and weekly tasks is what ultimately delivers results.

Here's a practical example:

Goal: Increase Gross Commission Income by $75,000 in 2025.

Tasks & Actions:

Improve Social Media Presence:

·      Add 25 people to my audience daily.

·      Schedule and share engaging content weekly.

·      Post two "call to action" posts per week.

Expand Sphere of Influence:

·      Identify five new potential contacts weekly.

·      Use data tools to fill in missing contact information daily.

·      Leverage social media to connect with potential clients.

Automate CRM: Part of your Bellator CRM Marketing Tools 

·      Set up automated Market Watch emails & posts.

·      Utilize Social Connector automation tools.

·      Implement automated My Customer For Life (MCFL) automated article posts.

Developing a consistent pattern is key.  Commitment to the process is what makes the difference. 

No commitment, no system, no plan = no change.

If creating a system of new, positive habits is part of your goal, then when you achieve your financial targets, you simply maintain those habits. You keep going, day after day, because you're focused on your activities, not just the end goal.  

This is how you truly exceed your financial goals – by concentrating on the daily and weekly actions that will get you there.

There are plenty of weeks left in 2025. You have time. Today is always the best day to start.  Whatever it is for you, let's get it done!

First, I want to thank Terryl for providing an excellent gratitude reminder in last week's Broker Bit! We have control of our income without increasing our effort. All we must do is be confident in our value proposition and our worth as a REALTOR®.

Gratitude is not just a feel – good practice to help you get through the day! There is real power of Gratitude in Real Estate. The power of gratitude is tied to personal and business development. Gratitude is a mindset to feel grounded, mindful, in control and more at peace. It is a strategic tool that can elevate your relationships and build trust in ways that truly impact your business. Terryl's example is an excellent illustration of being in control and truly elevating and impacting our business.

Gratitude strengthens client relationships:
The best relationships provide the best business. I bet some of your best clients are those that you like, and they like you! Referrals will come from people that like you! Focus on the relationship and the sale will take care of itself. If you focus on the sale, you will not have the sale or the relationship.

Our clients are the foundation of our business and showing genuine appreciation goes a long way in maintaining those relationships. A simple thank-you note (NINJA), a thankful closing gift, or even a check-in call, email or text months after a deal has closed can turn clients into lifelong advocates for us and our business.

Why it Works: Not because NINJA tells us it does, but these small thoughtful gestures cultivate meaningful conversations and even generate new referrals. These examples prove that gratitude isn't just kind – it's effective! We always need gratitude time to write notes, send an email or make a relationship call to nurture our relationships that lead to repeat business and referrals.

Gratitude improves your mindset:
Real estate is a demanding business. It is easy to focus on the negatives between unpredictable clients, tough negotiations and long hours. Gratitude offers a powerful mindset in the darkest of times. Reflect on the wins, no matter how small! Be grateful you have a client, not upset that they are difficult to manage. The right mindset will keep you motivated, challenged and focused on the bigger picture.

Why it works: When you focus on what's working, it boosts our energy and helps us approach challenges with more confidence. I have read that having a gratitude journal is an excellent way to help identify things we are grateful for in our business and over time this journal will help our outlook (mindset) and keep us inspired in our business. Do you need a gratitude journal?

Gratitude builds trust:
We know that real estate is all about relationships. What is the foundation of all relationships? TRUST! When our clients feel valued, not just for the transaction, but as people/friends, they are more likely to trust us and provide repeat and referral business. Trust will also provide confidence to us to not be so willing to reduce our commission as Terryl pointed out.

Why it works: Gratitude bridges the gap between business and personal connections.

Gratitude is great for business:
Gratitude has a ripple effect. It strengthens our relationships and shows we are someone who genuinely cares and wants to make a difference. This also works for your vendors from transaction to transaction. Always follow up with your home inspector, lender, etc. to show them your gratitude. A simple note, email, text thanking them for helping you have a successful closing will go a long way the next time you are doing business with them! They might even refer some business your way!

Using Gratitude in Real Estate
1. Prospect - Communicate with the right people.
2. Build Trust – Communicate effectively.
3. Ask Questions – Identify their needs accurately.
4. Show Product - Provide a presentation of the product.
5. Answer objections – Continues to build trust.
6. Close the sale – Builds confidence.
7. Get re-sales and referrals. Provides more relationships.

Gratitude In Real Estate Is Real!

I hope the year is off to a fantastic start for each of you. Last week, we had a great opportunity to reconnect with our clients, which should lead to more appointments and, ultimately, increased business and referrals throughout the year. As we all know, the first call after a period of inactivity can be the most challenging. So, when these opportunities arise—like last week—it's crucial that we act swiftly and follow-up consistently to keep momentum going.

Today, I'd like to discuss how we can increase our earnings this year without additional effort. After reviewing our performance over the past year, I've observed a common trend: many of us are preemptively discounting our services. I'll admit that I've fallen into this trap myself in the past, but that stops now.

One percent or even a fraction of a percent may not seem significant in isolation. However, when you examine how these discounts accumulate over the course of a year—or even an entire career—the impact is substantial. In fact, based on my calculations, many agents would have earned an additional $30,000 to $50,000 last year alone with the same number of transactions if they had not discounted their commission. In some cases, the difference exceeded $100,000. This is real, tangible money that affects not only our personal finances but also our families, retirement, and overall quality of life.

We may fear that our clients will take offense to the fees we charge, but the reality is that if you are providing exceptional service, your fees are more than justified. As agents with Bellator Real Estate, you have the tools, resources, and support to offer a level of service far superior to your competition. 

You have the ability to save your clients money, maximize their returns, and protect them from the risks and pitfalls that can arise during a real estate transaction. When you provide that kind of value, your fee is more than earned. Be confident in this.

If you're not yet confident in your worth, I encourage you to dedicate yourself to becoming an expert—whether in market knowledge, marketing, negotiation, or client relations. The better you become, the easier it will be to command the compensation you deserve.

Practically speaking, when working with sellers, pre-type your fee on the listing agreement and emphasize the value you bring: marketing, presenting the home in its best light, securing showings, pre-qualifying buyers, negotiating expertly, and ensuring the highest sale price and best terms. You're also offering your expertise to mitigate potential legal risks and complications, which can easily derail a transaction when handled by a less experienced agent. 

For the buyer's broker compensation, leave that field open for discussion and advise the seller on what's in their best interest.

If a seller expresses concern about your fee, there's always room for negotiation. However, if you don't start with the higher number, you'll never get it. This principle extends to working with buyers as well. In my experience, fewer than half of my clients have ever questioned my fee—they understand the value I provide and are more than happy to pay for it. We need to have confidence in ourselves and stop projecting insecurities onto our clients. Give them the opportunity to compensate you appropriately for your expertise. Negotiation is always possible, but we should never negotiate against ourselves.

In short, let's work smarter this year. With more transactions expected this year, and by securing the full value of our services per deal, we should all see a significant increase in our income.

You've chosen a truly rewarding career, and with the best team at Bellator Real Estate behind you, there's nothing stopping you from reaching your full potential. Here's to a fantastic year ahead—I look forward to celebrating many successful closings with you all!

Not to get sappy here, but I have certainly been grateful the last few days for a warm home. Shelter is something we use daily and we can become complacent about. Shelter is normal for us. Taking my first steps outside early yesterday morning with a reading of 18°F woke me up to how fortunate I am to have a warm and safe home. Sometimes it takes extreme events to wake-up grateful!

Coming back into the house yesterday morning, I remembered a real estate sale we made in Foley about eight years ago. It was a brand-new starter home. On the first reasonably cold day following the sale, we received a call from the young buyers. They said they had tried to find how to turn the heat on but couldn't figure it out. Come to find out, the HVAC system that was installed only had a cooling function, no heat. I had never come across a situation like that before. I do not recall the exact resolution of the issue, but it made me appreciate the heat function on a thermostat.

Like everything we do every day, life can get mundane as we trudge through our daily grind. We can easily take for granted the blessings we have, some blessings that much of the world population do not have…good roads, an abundance of food, a job, good schools, participation in local governance, a beautiful environment, and a nice Shelter!  

Yesterday, Troy sent out a Yapmo post entitled, The BEST things to do TODAY. It was a quick list of reasons to contact your sphere, along with a list of questions you could ask regarding our weather event. I hope some of you made the calls. Most of the questions had something to do with Shelter. This is the Shelter you probably sold to them during your daily grind. But what an important sale! You provided a family with a safe and warm home, their Shelter. And boy did it come in handy the last few days.

Ultimately, our work is The Business of Shelter. When the process gets annoying, the home inspection negotiation is getting difficult, the financing is blowing up, the seller left the property filthy, etc., reflect on the big picture - providing a safe and warm home for your client; providing their Shelter. That is our business. Be grateful.

Did you use the connectivity app, "If This Then That" (IFTTT) when it came out a few years ago? Full disclosure: I never did but I love the name and the idea behind it. Using IFTTT, I could arrange my settings so IF I post to Instagram, THEN it would auto-post to my X account, etc. You get the idea. Using a tool, I could have gotten to my goals more quickly.

I remember talking about IFTTT in 2017 with colleagues. I remember I did not actually use it, though it was available to me and recommended. Let me connect the dots for you. IF you follow the advice of people you trust, and IF you ask good questions of them, and IF you do what they say, THEN might you win more? Is it possible THEN you might blow past every goal you've ever set?

I'd propose the answer is a resounding YES.

I love watching successful people. I look for patterns and mindsets. I ask lots of questions of people I admire. Recently, I conducted a simple interview with your Bellator brokers and executive team – 6 people I admire and whose lives and businesses I appreciate. I asked 5 key questions:

1.        What are you reading right now?

2.        What podcasts are you listening to?

3.        What is one thing that gives you joy?

4.        What is one thing you want to do less this year?

5.        What is one thing you want to do more this year?

We are more than real estate. Read on! You'll see what I mean. (Add some of these books, podcasts and mindsets to your life!)

What We're Reading:

• Good to Great by Jim Collins
• Sapiens: A Brief History of Mankind by Yuval Noah Harrari
• My Southern Journey by Rick Bragg
• Wool by Hugh Howey
• A Supposedly Fun Thing I Will Never Do Again by David Foster Wallace
• Grow Through What You Go Through by Sam Glenn
• Elon Musk by Walter Isaacson
• Daily devotional from Joel Osteen.

Podcasts We're Listening to:

• College Football
• The Better Man
• The Mindset Mentor
• The White House 1600 Sessions
• The Chris Voss Show
• Tom Ferry (Youtube)
• Stuff You Should Know
• Ed Mylett
• Youversion – The One Year Chronological Bible

What Gives Us Joy:

• The peace that overcomes me when I am in a very spiritual moment or situation.
• Watching my daughter compete in high school volleyball.
• Helping others succeed and achieve their goals.
• A hot cup of tea and being friends with my children as adults; they are living good lives.
• Finding a solution.
• My family, my friend and work family, my home, a sunny day - so MANY things bring me joy.
• My joy trifecta: cooking for others & listening to my Spotify playlists with a glass of Cabernet Sauvignon.

One Thing We Want to Do Less of This Year:

• Sit.
• Complain.
• Waste time – Time is the only currency you spend without knowing your balance. Use it wisely.
• Overthink.
• Non-productive things.
• Read the news.
• Worry – Most of the things we waste emotional energy worrying about never happen.

One Thing We Want to Do More of This Year:

• STOP and take time to absorb & enjoy special moments regardless of how brief they are.
• A one-on-one moment or conversation with all of my girls.
• Listening to songs that remind me of a special moment or person that has had an impact on my life.
• Watch my pennies and my health.
• Praise.
• Live intentionally.
• Plan and take time off with family and friends.
• Say, "YES".
• Replace the time I would spend reading the news with Speed of Processing Brain Training exercises.
• Spend time focused on the vital few priority goals
• I want to increase my face-to-face meetings with my SOI; shooting for at least one lunch and one coffee per week, on top of FORD calls..

IF This THEN That...

IF you follow the advice of leaders you trust, THEN you just might get the results they've already gotten. What do you have to lose? Read a book! Listen to a podcast! Craft daily habits that will take you where you want to go. Ask yourself those last 3 questions; write your answers, Live the life you want. Start today!

Many of you have heard this:

"In the beginning was the Word, and the Word was with God, and the Word was God."

John 1 tells us that words are divine, eternal, powerful, and real, tangible things.

How about this?

"Words have the power to both destroy and heal. When words are both true and kind, they can change our world."

Attributed to Buddha, this quote reminds us that we can have a good and/or bad effect on our world with the words we speak.

Everything starts with a word. Words are powerful. Words are our most important tool. They can encourage or discourage, and they shape our realities. Without words, our thoughts can never actually become reality. We decide which words we use.

The power of language extends far beyond mere communication. Words mold our thoughts, emotions, and perspectives, ultimately shaping the world in which we live. Our thoughts influence what we create in our lives. Don't believe me? Well, we all know this to be true on some base, subconscious level.

One small example (of many): if you are a parent, think of the times you worry about what your kids are thinking, reading, writing, and who they are hanging around with. Why do we do this? Because we know how much thoughts are influenced by outside sources. We also know our thoughts influence what we do and what we become. That's why parents worry about these things.

The words we use create our inner thoughts and express how we perceive others, our lives, and ourselves to the world. When we readily share our misfortunes and problems (using negative words), we are essentially giving voice to our perceptions of events, people, and ourselves, which brings those perceptions into existence. When we complain about our lives to others, we're essentially using negative words to shape our reality. We are creating a negative world for ourselves.

When you repeatedly verbalize something, those words become your truth and the truth in the minds of those who hear them. Considering this, ask yourself: Do you truly want to affirm to yourself and to everyone around you that you are unlucky, miserable, or bored—or whatever else it may be? The words you use determine how others perceive you and how you perceive yourself.

Your words are the colors with which you paint your reality. They mold your life. Choose them wisely and optimistically to craft a reality that aligns with your aspirations. Practice avoiding words like can't, shouldn't, need, and won't. When you catch yourself using them, focus and reframe. Instead of saying, "I'm unhealthy and overweight," rephrase it positively: "I am in the process of becoming healthier, and each day I move closer to my ideal weight."

Affirmations are a simple but very effective tool for harnessing the power of words to manifest positive change in our lives. By consciously choosing to speak words of encouragement and self-belief, we can reshape our attitudes and behaviors, ultimately leading to a more fulfilling life. Affirm who you are, your dreams, your hopes, and your successes with two of the most powerful words a person can ever utter: I am.

These two small but incredibly powerful words should be considered the most precious words in your vocabulary. How we end the sentence, "I am…" defines who we are to ourselves and everybody around us. So, when you say, "I am fat, lazy, shy," or "I am beautiful, confident, successful, happy," this is the exact truth you are creating for yourself. It doesn't even matter if there is any truth at all in the words you are saying.

How you finish those two little words is how you define your reality. So why not choose a higher expression for yourself? Remind yourself of what you are and what you wish to be by starting each morning with an affirmation that begins with those magical words: I am. It works!

Take a moment, take a deep breath, and finish this sentence:
"I am . . ."

*Note: These are from my notes and thoughts based on a podcast or video I listened to about a year ago. For the life of me, I cannot find it again to cite the source.

I hope you had a great and safe Holiday Season and are ready for the New Year because it is HERE!

A new year is like a new chapter of your business. It feels like a brand-new start, a chance to reset, refocus and take control of what's ahead in your business. A new year is not just about setting new goals or having resolutions; it's about changing how you think and approach your business.

Your mindset is the only thing you control 100% of the time. Your mindset has the power to shape everything… how you handle your business, your clients, your money, your confidence and even how you handle challenges. When you start a new year with a positive mindset, you lay the foundation for new and exciting growth personally and professionally.

This year, instead of hoping things will get better, why not believe YOU can make them better? Stay open and positive to new opportunities and be confident that you have what it takes to be better in 2025.

Your mindset shapes your success…

Your mindset works like a filter. It tells you what to believe, how to act, and more importantly the results you get. If you constantly think, "this will not work" or "I can't do this", you will block opportunities without even realizing it or giving yourself the chance. But with thoughts like "this will work" or "I can do this", doors of opportunity will open.

A negative mindset can hold you back… believing you will not be successful, cannot make enough money, or unable to improve your business can stop progress before it even starts. Negative thoughts can unconsciously produce negative results. 

A positive mindset shifts your focus. It encourages growth, helps you see opportunities and reminds you that you have the power to create change.  A positive mindset gives you potential and the confidence to believe in yourself. 

Have you ever heard of a Confidence Mindset? A confidence mindset means trusting yourself and your abilities to handle challenges and to obtain your goals. It's the belief that you are capable, strong, and ready to take on whatever comes your way.  Are there failures in a confidence mindset? Of course there are, but a confidence mindset will use a failure to learn and move forward to the next challenge.

Obtain a confidence mindset by celebrating small wins, no matter how small, because a win is a win! ALWAYS reward yourself!

Here are some affirmations to build a confidence mindset:

• I am capable of achieving whatever I set my mind to.
• Each step I take is progress.
• I trust myself to make wise decisions and to learn from the ones I don't.
• Challenges are opportunities.
• My talents and abilities contribute to meaningful change.
• I am resilient, strong, and capable.
• Success is defined by my perseverance, dedication and mindset.
• I accept every part of my journey, even the unexpected turns.

A positive and confidence mindset is the foundation for success personally and professionally in 2025.

Faith | Effort | Gratitude

I've gotta be honest; when I first heard that line a few months ago, I wanted to disagree strongly. "No one is coming." It was in an Ed Mylett podcast. He was discussing winning in life past a certain level of success. As I quietly pondered what he'd said, I knew in my heart that he was right. I'm a nurturer. I like helping people and things grow. Hearing that "no one is coming" rubs right up against everything I hold dear; however, I also know that there are people I can't help because they're not ready. I know that, past a certain point, growth and success only happens because an individual decides to take action. One day you'll wake up and realize it's true: NO ONE IS COMING. If you want to win, in life and in business, you'll have to show up and do what it takes. It's on you. Period. 

Do you need more balance? 

You'll have to build it into your day. It might mean you get out of bed earlier than your friends and family Monday through Friday and establish strong morning routines. One of my family members asked recently why I start my day at 4:30am when I don't have to be in the office until 8:00am. It's simple: I have goals and priorities that move me. Literally.  

Do you need encouragement?  

You'll have to go get it. Podcasts and books (I love Audible) are the #1 way I'm motivated & growing, and they are a steady part of my morning routine. Equally important are the people with whom I surround myself. Some of you encourage me to live healthy, some make me laugh and some to think deeper. If I didn't intentionally spend time every week with you, think of the wealth of encouragement I'd miss! Go get your happiness, wellness, business advice & wisdom.  

Do you need coaching? 

Here's a better question: are you coachable? The game is won or lost in your head so decide how you want to play it. A lot of people are talented and smart and many of them never really succeed. Your charisma will only take you so far and then you'll need to learn so you can continue to grow. What are you waiting for? A philosopher said, "When the student is ready, the teacher will appear." Go find your coach. Connect to a mentor. It's time.  

Recharge. 

Reboot. 

Don't quit. 

Fix what's broken so you can build what's possible.  

In my experience, NO ONE IS COMING until you're ready to make a move and then resources will surround you. The energy of your life will create your reality. Go get what you need in the coming year. Build what's possible.

What's standing in your way of finishing 2024 and starting 2025 strong? A mindset to take action TODAY!

It may sound cliché when you hear the phrase "finish strong," and it might not seem very practical. This is because our natural tendency is to settle for the status quo or accept fate. When you face challenges, you may also face the temptation to quit or compromise your standards.

The only thing keeping you from finishing strong in 2024 and building momentum into 2025 is your commitment to take action.

We have 5 weeks remaining in 2024. If you devote ONLY 4 hours a day/20 hours a week for the next 5 weeks = 100 hours to TAKE ACTION, you can build your business and achieve your goals!

STOP TALKING ABOUT DOING IT TOMORROW AND DO IT TODAY.

9 Simple Ways to Commit to Finishing Strong:

1. Set Realistic Goals – Make your goals specific and measurable!
2. Write Down Your Goals – Writing them down makes them real and achievable!
3. Make a Plan of Action – Already done for you… Contact to Contract!
4. Set a Deadline – Already done for you… Orange Beach is 12/31/24, but ask your own Broker for yours!
5. Find an Accountability Partner – Choose someone who gives honest feedback without hesitation.
6. Remove Temptation from Your Environment – Need I say more? NO EXCUSES!
7. Set Up Consequences and Rewards – Positive and negative motivators can be powerful.
8. Give Yourself Grace – Don't beat yourself up for setbacks, but stay committed to your goals.
9. Celebrate Progress – Celebrate every win, no matter how small—but don't let celebrations derail you. Stay committed!

Just Do It! This iconic phrase has worked for 36 years (since 1988). Ever wonder what NIKE means by it?

"Aimed to inspire people to become more active and engaged, and pursue their goals in life, regardless of obstacles. Through its straightforward and commanding tone, the slogan is a call to action."

At times, you must define a path to achieve your goals. These are the moments to decide how you'll push through and finish strong. I'm calling you to action—Just Do It and Finish Strong! You won't regret it in 2025.

Two Steps to Finish Strong in 2024 and Prepare for 2025:

1. Contact to Contract – Terryl shared excellent steps in last week's Broker Bit. If you're unsure, ask your Broker! In Orange Beach, we've challenged ourselves to make 25 "relationship calls" weekly—aiming for 200 by year-end. Your goal can be anything… just make it happen!

2. Have a Business Plan for 2025 – NINJA offers an easy business plan model, but feel free to use what works best for you. Every successful business has a plan. Adjust it as needed—monthly, quarterly, or anytime. No excuses! Just Do It!

Success Comes from 3 Key Things:

1. Commitment – Stay faithful and committed to your goals.
2. Hard Work – Give 100% effort daily.
3. Strong Finishes – Show gratitude to those who hold you accountable to your goals.

The only person who holds the power to achieve these three things is YOU.

I hope this short video inspires you to have the right mindset to finish strong.

Be Committed to Yourself.
Finish Strong in 2024!

If you're new to Bellator, this may be news, but if you've been here more than a month, you know that the strongest tool we have to grow our business is the telephone. Once you have a database to support your income goals (typically one person for every $1,000 you want to make per year) and meet with Marketing to ensure all your Bellator-provided auto-flow programs are active, your job is to stay in touch with your sphere of influence. Some type of CRM is essential to do this consistently—and it must be done consistently.

As outgoing as we tend to be as realtors, many of us, for some reason, get shy when calling our SOI (sphere of influence). I often hear from agents, "What am I supposed to talk about?" First and foremost, don't bring up business unless the person is WARM or HOT based on prior conversations. Always start with FORD: Family (how are the kids, spouse?), Occupation (are you still working at ABC? How's that going?), Recreation (have you taken any fun trips lately?), and Dreams (do you have any vacation plans or upcoming goals?).

The key here is to genuinely care about the person. If you find it difficult to care, this may not be the right job for you. The more conversations you have, the more notes you'll add to your Bellator CRM, allowing future conversations to be more personalized. Secondly, ask questions and listen. Aim to give the client at least 70% of the talk time. I tend to be a talker; my mind races at a thousand miles per hour, so I have to work on really listening. If listening doesn't come naturally, know that it's a skill you can master with practice. People like being heard. If you dominate the conversation, people are less likely to pick up next time—and less likely to like you, which is critical in this business.

Now, let's talk about having something relevant to say. If the person isn't HOT or WARM, don't overwhelm them with calls, but aim to reach out every 2–3 months. Here are some seasonal topics to make calls easier. Please feel free to add ideas to this post to keep a running list.

• Fall (Now): If storms are threatening, remind clients to check their generators—offer help if they're out of town (especially relevant in summer). Daylight savings, holiday travel (offer to drive by their house if they'll be away). Holidays make great FORD conversation starters.

• Winter: Before a freeze, remind clients to protect their pipes; if they're away, offer to run their outdoor faucets. In late winter, conduct RERs and help them compare with their upcoming tax valuations. Send a link to the county site to contest tax valuations (this can save them 10% or more); remind clients about the Strengthen AL Home roof grant (Jan 8 for Baldwin Co.).

• Spring: Continue with RERs; time change (remind about smoke detectors); recommend an HVAC company for pre-summer servicing; remind clients about the Strengthen AL Home roof grant (April 3 for Baldwin Co.).

• Summer: Provide hurricane season prep tips (offer to help put away lawn/porch furniture if they're away); remind clients of the Strengthen AL Home roof grant (July 9 for Baldwin Co.); check equity to see if PMI can be canceled.

Always have your Lolo tool screen up and ask clients about their gifts (if you do not know what LoLo is, get with the Marketing Department and learn!). Offer these to them or anyone they know who owns a local business. Mention any new developments near their home—this dovetails nicely with your auto-flows. Also, read YAPMO posts, Broker Bits, Baldwin Realtors info, etc., for timely information that could benefit your clients.

I'm sure you all have other pertinent ideas, but remember: the main reason for the call is to maintain and strengthen the relationship. These people are the lifeblood of your business. You are the CEO/CFO of your business, and for it to succeed, you must work at it. Calls are the most productive business activity.

If you haven't already, join Bellator's challenge to call everyone in your SOI by the end of the year (Contact to Contract). Sending Christmas cards is also essential. If you're reading this, I'm probably preaching to the choir, but this activity alone will help you end 2024 strong and set you up to optimize 2025.

"I'm going to wait until after the election."

If I had a dollar for every time I've heard that since 2009, I would retire early!

Listen to me, yes, sales slow a little in November in Presidential Election years. But they quickly go back up. Anxiety is the only reason for the November slowdown, because history shows us (without a doubt), there is no other reason. Sales do not slump, and prices do not go up or down based on who wins.

It's simply not true!

The below info from Keeping Current Matters, tells you everything you need to help someone if you hear them say they are waiting. Because one of the truest things in real estate is: waiting very rarely has a positive outcome.
___________________________________________________________________________________

Keeping Current Matters article-

During the month of November, in years when the Presidential election takes place, there's typically a slight slowdown in home sales. As Ali Wolf, Chief Economist at Zonda, explains:

"Usually, home sales are unchanged compared to a non-election year with the exception being November. In an election year, November is slower than normal."

This is mostly because some people feel uncertain and hesitant about making big decisions during such a pivotal time. However, it's important to know this slowdown is temporary. Historically, home sales bounce back in December and continue to rise the following year.

In fact, data from the Department of Housing and Urban Development (HUD) and the National Association of Realtors (NAR) shows after nine of the last 11 Presidential elections, home sales went up the next year (see graph below):



The graph shows annual home sales going back to 1978. Each year with a Presidential election is noted in blue. The year immediately after each election is green if existing home sales rose that year. The two orange bars represent the only years when home sales decreased after an election.

Home Prices
What about home prices? Do they drop during election years? Not typically. As residential appraiser and housing analyst Ryan Lundquist puts it:

"An election year doesn't alter the price trend that is already happening in the market."
Home prices are pretty resilient. They generally rise year-over-year, regardless of elections. The latest data from NAR shows after seven of the last eight Presidential elections, home prices increased the following year (see graph below): 



____________________________________________________________________________________

This one down year, 2009, had absolutely nothing to do with the 2008 election. As you can see, the trend was going down prior to the 2008 election, beginning in 2007. Due to the Subprime Mortgage Crisis and the US entering a recession in 2007 causing the worst global financial crisis since the Great Depression. Very unique circumstances.

Rates will come down a little more, we just don't know when. But we do know that more buyers are entering the market, and we still have a tremendous inventory issue. More demand and less supply always drives prices up!

Waiting to see what happens will cost your clients money.

Our profession will always experience change, as we have seen in the past several months. It is our duty to adapt to these changes as we continually work to master our craft. One thing I don't ever see changing is the fiduciary duties we owe to our clients. A client can be a seller or a buyer and has a contractual agreement with us (agency), which is also called a fiduciary duty.

Fiduciary duties are the highest duties known to law. Common examples of fiduciaries outside our profession include trustees, executors, and guardians. Our fiduciary duties are governed by law, requiring us to uphold specific duties to our clients, in addition to any obligations set forth in a listing agreement or other contractual agreements.
 
Our fiduciary duties include:

1. Loyalty
This duty obliges us to act at all times solely in the best interest to our client to the exclusion of all other interests, including our own self-interest.

2. Confidentiality
We are obligated to our client's confidence and secrets. We must keep any information confidential that might weaken our clients' bargaining position. The only caveat to this duty is to withhold any information as known material facts concerning the condition of a property or to misrepresent the condition of a property. To do so would constitute misrepresentation and would impose liability on you and the seller.

3. Disclosure
We are obliged to disclose to our clients all relevant and material information that we know that pertains to the scope of agency.

Disclosure to our sellers:

• Present all offers.
• The identity of all potential purchasers.
• Any facts affecting the value of the property.
• Any information concerning the buyer's inability to complete the sale.
• Our relationship to, or interest in, a prospective buyer.
• Buyer's intention to subdivide or resell the property for profit.
• Any other information that might affect the seller's ability to obtain the highest price and best terms in the sale of his/her property.

Disclosure to our buyers:

• The willingness of the seller to accept a lower offer.
• Any urgency of the seller's needs to sell the property.
• Our relationship to, or interest in, the seller of the property.
• Any facts affecting the value of the property.
• Days On Market, any other offers or counter offers that have been made relating to the property.
• Any other information that would affect the buyer's ability to purchase the property at the lowest price and on the most favorable terms.

4. Obedience
We are obligated to obey all lawful instructions of our client.

5. Reasonable Care & Diligence
We are obligated to use reasonable care and diligence in pursuing our client's goal. Our real estate license deems us to have more skill and expertise in real estate superior to the average person. This duty includes an obligation to discover facts related to the transaction that a person who is not licensed would be expected to know.Simply put, we have the same duty any "professional", such as a doctor, lawyer owes to his/her patient or client.

6. Accounting
We are obliged to account for all money or property belonging to our client. This duty makes us safeguard any money, deeds, or other documents entrusted to us that are related to our clients' transactions.

I hope everyone is enjoying this nice weather and enjoying it with family and friends. I also hope that you're busy with real estate. For most of us, it's not been a banner year, but I'm optimistic that our last quarter of 2024 and 2025 will see an increase in the number of real estate transactions. This Broker Bit is a re-boot from October 2023. Q4 in 2024 IS the time to plant the seeds for a productive Q1 in 2025.

Real quick, our job as Realtors® is very straightforward:
1) Become excellent at your job and maintain that excellence, so that you can exceed your clients' and customers' expectations when they call upon you to help them with what is often the largest investment of their lives. (Take this obligation very seriously or consider referring to another agent who takes the time and effort to be excellent).

2) Create and maintain relationships with your sphere of influence (SOI) with consistent FLOW, thus consistently feeding your business. We call this "top of funnel" processes. The key to feeding the top of the funnel is FLOW with your sphere. Be social in order to continually add to your SOI.

My guess is 90% of licensed agents fail at both of these aspects of the business, making them "accidental" rather than "on purpose" agents. These agents have very inconsistent incomes and typically make very little per hour. They have NO PLAN. With Bellator, you have all of the tools that you need to excel at each of these aspects of your business.

Today, I want to focus on #2 of our job. This post assumes that you have a personal CRM loaded with your SOI, you understand your company-provided autoflow tools, you know how to use Bellator's Pitch tool (or another CMA tool), and you have a good working knowledge of your personal MLS.

The truth for me is that I've never put together the perfect year, but each year I learn more and improve my process. This past year I started using Pitch to create and send Real Estate reviews. If this doesn't work for you, the MLS (I know at least in Paragon) has some great tools as well. Time blocking has always been my weakness, juggling broker responsibilities with agent ones makes it tough - but that's just an excuse. This weakness has meant that, throughout the year, I've failed at getting all of my customers (my SOI) the Real Estate Review's (RER) that I owed them.

I have 187 people in my SOI/CRM. I'm late starting this year, so starting today, I have 40 working days (I travel for Thanksgiving) to complete the process by 12/15, which is my goal date to complete. So, I need to do 5 RER's per day.  

After emailing the report or presentation, I call the prospect for a FORD call and to go over the report. If I can't get them on the phone, I leave a voicemail and text.  I make note of it in my CRM about the call and text, then write a personal note on that prospect's Christmas card. I go ahead and address the envelope and put it in a stack.

With this process, you will finish the year by providing everyone in your sphere an item of value (the RER), a conversation on the phone or a text, and a personal note on their Christmas card. This should produce some more business for 2024, and my hopes are that I'll be top of mind come 2025. On January 2nd, start the list over with FORD calls.

I hope this Broker Bit is helpful to you, and I wish you all a great week!

There are a lot of numbers and statistics that can tell us where we are in the real estate world today. Trying to find out where we are headed is another thing. In this article, Inflation Gauge Eases, Raising Chance of Rate Cut by Christopher Rugaber, he states:

"Prices rose just 0.1% from July to August, the Commerce Department said, down from the previous month's 0.2% increase. Compared with a year earlier, inflation fell to 2.2%, down from 2.5% the previous month and barely above the Fed's 2% inflation target . . . Compared with 12 months earlier, core prices rose 2.7% in August, slightly higher than in July. With inflation having tumbled from its 2022 peak to barely above the Fed's 2% target, the central bank last week cut its benchmark interest rate by an unusually large half-point, a dramatic shift after more than two years of high rates. The policymakers also signaled that they expect to reduce their key rate by an additional half-point in November and in December. And they envision four more rate cuts in 2025 and two in 2026."

This is the news that we've been wanting to hear for the last few years, that policymakers are signaling approximately 8 more rate reductions between now and the end of 2026. Let's assume that these 8 cuts are small, say .25%. That would mean that we may see an additional drop of 2 full percentage points with the Federal Funds rate in the next 1 ½ years.  

As you know by definition, "The federal funds rate is the interest rate at which banks lend money to each other overnight. It's a key benchmark rate that affects other interest rates, like those for mortgages, credit cards, and auto loans." The current Federal Funds rate is 4.75% - 5.0%.  If we actually see the predicted 2% drop over the next 1 ½ years, the rate range would drop to 2.75% - 3.0%. Unfortunately, mortgage rates do not follow the Federal Funds rate directly. "My best guess is that the average 30-year fixed mortgage rate will be around 5.5% a year from now," said Ted Rossman, senior industry analyst for CreditCards.com and Bankrate.com"  from This USA Today Article.  If the Federal Funds rate trend prediction above is accurate, a year from now the rate range would be about 3.5% - 3.75%.  But, an average of 5.5% for mortgage rates may move the consumer discussions away from "high rates" (please remember, in Fall 2023 a 7.5% mortgage rate was not unheard of).

So regarding mortgage rates, our market should be optimistic the next few years, although we still have other headwinds. The unprecedented low rates of 2011 – 2020 were great, but they contributed to pushing real estate prices up considerably.  This was good news for owners of real estate, but actually bad news for younger consumers trying to participate in the American Dream. 10 years ago, according to our Baldwin MLS, the average sale price of a Residential Detached home in 2014 was $204,637. Year to date in 2024, the average sale price of a Residential Detached home is $429,820 – a 110% increase! I don't think wages have increased 110% in the past 10 years, challenging our real estate affordability.

The good news is that consumers are still showing strength and able to keep purchasing, even though at a slower pace than we have experienced in the last few years. According to BR MLS, year to date, there were 5097 residential sales in 2024 vs. 3111 YTD 2014 – a 64% increase in the number of residential transactions compared to 10 years ago . . . and this is in what we are calling a slow market. A lot of these consumers have come from other areas, as the Baldwin County population in 2014 was 199,306 versus an estimate in 2024 of 260,483 according to the most recent United States census data – a 31% population increase in 10 years.   Compare that to the population growth of the US – 318.4 million in 2014 vs 345.9 million in 2024 = 8.6% growth. 31% vs 8.6% - even if the national economy is not robust, one would think that the Baldwin County population growth would continue to keep our local economies performing better than the nation.

As I write this, I cannot help but feel the Insurance Albatross on my back. This may be the biggest drag on our coastal real estate economy going forward. I could not find any statistics that made any comparative sense, but we all know that insurance cost is WAY UP! We hear nightmare stories about condominium assessments as a result of condo hazard insurance doubling and tripling since Hurricane Sally came to visit. Pile on top of that the structural improvement requirements that are catching up to our older condo buildings, and the cost of ownership of these investments is wreaking havoc on the ROI. I remember about 20 years back when rental rates were not very high, and buyers would enter the market thinking they could find a condo that would cashflow even with a 75% mortgage . . . and it was virtually impossible to find one. We were trained to tell these buyers to consider the rental income as just a "dividend", that the condo would not "pay for itself". The condo market got spoiled with the appreciation we have had since then, and even though the rentals would still not "pay for itself", the appreciation sure made it worthwhile to be a condo owner.  Who knows where condo pricing is headed today, but with 1057 condos on the market in Gulf Shores and Orange Beach (as of this first week in October), my feeling is that we have peaked for a while.

Want to see some other interesting numbers? How about this:

Dang - Foley retail sales are almost equal to Gulf Shores and Orange Beach combined!! I guess you may have figured that if you have driven through there recently.

So, there you have it.  What does all this rambling mean? Hell, if I know!

I haven't always been consistent to make the calls necessary to stay in touch with my sphere. A few times I've neglected calling for long enough that it felt awkward to pick up the phone and get it done . . .
 
Notecards are easy, right? The goal is just T W O handwritten notecards a day, written and mailed to people in my CRM! I've got it! Most of the time . . . 
 
The recent changes in our industry took most of us a little off course but the dust is settling, and we have to get back on track. It's time to get back to business.
 
TWO MORNINGS A WEEK

• Spend one hour calling the people in your CRM.
• Get an accountability partner and make sure it's somebody who won't let you off the hook. Put some consequences in place if you don't follow through.
• Though you may feel awkward or uneasy to call people you haven't spoken to in a while, you'll find they're always glad to hear from you. You may even stir up some business!
• Revisit your WHY. It will stir up your motivation.

 
TWO NOTECARDS A DAY

• Don't overcomplicate it; simply work your way down your CRM writing notecards. Do it alphabetically or write to the clients you closed with last year. Whatever your system – just do it.
• Connect your note-writing to something you enjoy like having a cup of coffee as soon as you get to your desk in the morning with whatever music moves you playing in the background. Make it part of your morning ritual.
• Make your notes personal when you can, but don't make them long. Don't stress if you need to send a few that are a little more generic. You've thought about them; they'll get it.

 
TWO CONNECTIONS A MONTH

• Networking is important so make it count.
• Find a committee at the board and be an engaged part of it. Serve.
• Be an active, positive part of your church or your child's school or whatever makes sense for you. This should be an extension of your real life; be the go-to REALTOR® in your circles.

 
THE CHALLENGE
Wisdom recognizes we were designed to connect with people and to live in community. Some of us are asking what we should be doing and that's a huge part of our success but perhaps we should also be asking with whom we should be doing it. There's something about connecting in community that benefits you and those with whom you are connected. Sometimes it's easiest to skip being in rooms that could be pivotal to your business life and your internal life but let me encourage you: you can do things that feel hard in the beginning. (You'll eventually love it.) The people with whom you regularly associate will be a significant part of your success and you'll get there more quickly. #ticktock
 
At Bellator, we are flush with incredible, experienced people who are committed to helping you get to your goals. In this collaborative community of caring professionals, you can flourish and grow but it is up to you to show up. If you accept the challenge, it will be worth the effort. I promise.
 
Getting back to business isn't complicated but it will feel complicated if you procrastinate.  You'll find your anxieties lessen, your joys increase and the flow of business is more consistent when you create and work daily, weekly, and monthly plans in community.

Get back to business. Do it today.

Most Realtors struggle with time management. I struggle with this constantly. Constantly! It's hard to be your own boss and responsible for your own time management. We have no other choice but to learn the skills we need for effective time management.

The good news: There really are enough hours in the day if you manage your time wisely. And all of this has been done before. We can simply do what the most successful among us have done: use systems, schedules, trackers, and plans to work efficiently.

No matter the stage of your career, you can be more productive, get better results, do more transactions, serve more clients, and have more time for your life. You can stop scrambling to fit it all in, get off the treadmill, be more focused, and get more done in less time. But you must disrupt your routine to change it.

Tom Ferry (you need to know him) says, "Work expands to the time allotted." If it's not in your schedule, it does not exist. So don't do it if it's not in your calendar. If it matters, schedule it—family time, marketing time, showing houses, vacation . . . schedule your off-time first! Schedules free you from worrying about what you need to do and when. How many times have you just run in somewhere "really quick" and ended up staying for an hour?

Say you get a call in the evening (dinner time) and one of your clients wants to see a home right now, but it's 7:30 p.m. There's a simple way to handle this situation:

"Hey, I'm so excited you called. Unfortunately, I'm in an appointment right now. However, I do have time tomorrow at 11 a.m. to meet with you and see that home."

If a lead calls while you're working during blocked time, you can choose not to answer. What if you texted them immediately and said,

"I'm in an appointment, but don't worry, I'll call you back at 11:00"?

Then, get back to work on your scheduled task. You're not lying. You're protecting your time; this is how businesses are run! Stores, restaurants—everything has a closing time, and they still have clients and customers. They still thrive.

Three quick pointers for making the most out of your calendar:

1. Block your time. Allocate chunks of time and fill them.
2. Prioritize around Dollar-Producing Activities. You can book whatever you want, just not during the times when you should be making calls, going on appointments, or spending time with family.
3. Track and measure. Otherwise, you'll never know how well you're doing. Ever. You'll never be perfect, but if you can run at 90% efficiency on your schedule, you'll be wealthy.

It's worth saying again:

• "Work expands to the time allotted to it." Always.
• If it's not in your schedule, it shouldn't exist. Don't do it if it's not there already.
• If it matters, schedule it.
• Schedules give you freedom. They will change your life.

Time blocking will give you the freedom to stay on track. These blocks of time are appointments. Don't feel guilty—appointments are simply spaces in your calendar. Not only does this teach others to respect your time, but it reminds people trying to reach you that you're a busy and successful Realtor. In fact, they're likely to respect you for it.

A good guide is:

• Recovery Time: Unplug/unwind. Schedule it first.
• Business Generation/Marketing: 2-3 hours a day (5 days a week), preferably in the morning. CRM work, posting on social media (not browsing), FORD calls, etc.
• Servicing your Business: 1 hour in the morning, 1 hour in the afternoon (5 days a week). Responding, checking emails, checking in with clients and service providers.
• Lead Conversion/Follow-up: 1-3 hours in the afternoon. Reaching out to "not yet your client" folks.
• Appointment Time: The rest of the day is for appointments, meetings, and showings. Don't have any? Get out anyway. Take a client out for coffee. Do something away from your laptop.
• Getting Ready Time: It's important to account for routine tasks too (turning everything on, getting coffee, weekend reviews with co-workers). This is the easiest place to fall off track!
• Schedule breaks—quick ones.

Start the day the same way every day. Start the morning by checking your email—but don't respond to it. Delete junk, respond to urgent matters only. Then you'll have less to do later, and your attention will be streamlined.

Be capable of adjusting. You will get off track—just get back on. One way to allow for flexibility is to only allow it on certain days of the week. Maybe on Mondays, Wednesdays, and Fridays, your evenings are protected. On Tuesdays and Thursdays, you assume that you'll work late and make yourself available for those clients who need to meet at later hours.

Your calendar dictates what you will get done. You own your own business. No one is watching you day to day. No one can force you to become a schedule user. You must hold yourself accountable. If you feel like you're not the type who lives by a calendar, you may need to adjust some habits. You must have a structured business life! Business requires routine, structure, and discipline. There is a right and wrong way.

If you don't control your schedule, who does? Everyone else.

We work so hard staying in touch with our SOI - calling, keeping in touch with autoflow programs, real estate reviews, etc. Then one day the phone rings and one of your sphere is ready to sell their home - now what?  The fact that they called you means you have a much, much better shot of getting the listing, but you still need to be as professional as possible with your conversation and subsequent marketing presentation. This article is not a tutorial on preparing and presenting your presentation and more about what you can do once you've earned the listing.

You, as a Bellator agent, have a lot to offer to your clients, both buyers and sellers, but the marketing that we can offer our sellers is unparalleled in our area. Remember, when you're being excellent at marketing your client's property, a side effect is that you're being excellent at marketing YOUR business. Once the home is photo-ready and the listing agreement is signed:

1. Order your photography - It is vital that internet images of the home be outstanding. Personally, I hire a professional photographer to come out to take pictures, videos, drone footage and 3-D tours. It can be expensive, but it typically pays off in faster sales, higher prices and more business (remember: this listing is part of your resumé for future clients). If the home is vacant, you may consider virtual staging a few of the rooms, enhancing the sky (maybe a sunset or twilight shot) or greener grass. Know this: almost everyone starts their home search online these days, so if the images online don't peak their interests enough to schedule a tour, that buyer won't likely be offering to purchase that home. Great pics = more prospective buyers.
2. Gather detailed information. From room dimensions, appliances, utility companies, wood types for doors and cabinets, counters, floors - the more detail the better. When entering the listing into the MLS, take time to create a great description that paints a picture of what the buyer's lifestyle could be in this new home. AI technology can also help with this.
3. Time is of the essence in getting the property online, but it's vital to get it right the first time. Once you've done your very best, send a link of the partial listing to the seller to proof (I know this can be done in Baldwin County's MLS - not sure about Mobile). Once the seller approves, download a .pdf of the listing and send it to them via your Bellator DotLoop to sign and keep for your records. Once this is done, make the listing "live". More prospective buyers will see the listing within the first 24 hours of listing than at any other time; that's why it needs to be as good as it can be out of the gate.
4. Get your sign and lockbox on the property ASAP.
5. Immediately create a post in YAPMO promoting the listing. Use several photos and video links in the post. This gets it out to the strongest sales force in the region - each of whom are financially incentivized by Bellator to sell your listing. If you've priced the listing right, you're likely to have some showings just from this step. Fast and easy.
6. Promote the listing on Social Media - use the media that you've just produced with photos and links. Use your business page to stay compliant and share that page. Ask friends and your clients to share with as many people as possible. (Even your Bellator CRM has an auto tool to post these listening from your website!)
7. Through YOUR marketing platform, Bellator Design House, create media for your marketing team to send out to local agents via Marketing's MLS EBlast service. I like to use the HTML Newsletter format in BDH that allows multiple links and can accommodate the full description (talk with Marketing about your options).
8. Adwerx company provided Just Listed Ad - Once the listing auto-populates Adwerx (usually less than 48 hours), go in and edit it. You have a free 7-days on this, but make sure the best photo is being used. Also, adjust the words a bit on the ad (many that auto-populate aren't very useful). This is an incredible tool that sets us apart from any of our competition. I recommend paying to keep this ad running throughout the listing if you can afford to. Add your client's email address so they'll receive daily updates and update the ad periodically. If you have a sphere campaign as an autoflow touch with your sphere, consider editing it to market the listing. Maybe one of your sphere will bring a buyer, and even if they don't, they'll be impressed to see that you market on Forbes.com , CNN.com, Fox.com, and other legit websites.
9. Just Listed Flyers - if you're not familiar with your tools for this, make an appointment with your marketing team to teach you. Old school flyers can still be a strong component of your marketing. Send to the listings' neighborhood.
10. Print out flyers to keep in the house and put out in your office.
11. Hold a public open house quickly. When possible, do this on the first weekend (and as often as possible thereafter). Key to this is to create a neighborhood invitation and go door to door inviting the neighbors the day or morning before the open house. Have the first hour dedicated to them and prepare snacks and beverages. Often times, neighbors know people who would like to live in their neighborhood. This puts them to work for you and give them a chance to pick their own neighbor - now, you've just met 50 people! Some of whom may become friends or clients, and now members of your SOI. It's a win-win-win!
12. Update your seller with your activities and the market on a weekly basis - at minimum. If the home hasn't sold within a week or two, I'd suggest hosting a Broker/Agent Open House on a weekday. Lenders are often willing to help with the expense in exchange for being able to meet a bunch of Realtors. Ask for feedback from the agents - and very often, agents who attend these will end up bringing the buyer. Once we've experienced a home in person, it seems we're more likely to think of that home when a prospective buyer comes around. I know I've done it and have had happen to me many times.
13. Re-Market on Social Media and Bellator YAPMO weekly. Adjust photos in the MLS from time to time (changing the main pic) and tweaking the description. Bring it up in sales meetings and send out your property flyer once a month with marketing (you can every 30 days). If you have a price change, redo all marketing.

I hope it's helpful and please post comments with other ideas. You are the best of the best and I always learn from you, so don't be shy with comments! 

Interest rates are dropping and the market's getting stronger. Let's get out there and be excellent for our clients. They'll thank you with future business and referrals!

After showing his two sons two purses, one with $1million in cash and the other with a penny, the father told them, "I offer the same choice to you both. This million dollars; or this single penny. Whichever you choose, you must leave it in your purse under my butler's care for one full month to give you time to think about how you will use it . . . One more thing . . . if you choose the million, you may, if you wish, draw against it as credit with my bank in town. If you choose the penny, you can also draw against it (the million), but every day you choose to leave the penny's line of credit untouched, my butler has instructions to double the contents of your purse, for as long as it is under his care."   
 

You probably know where this story is going. One boy used the million dollar line of credit to try and make more money, hired staff, and invested for a quick flip, trying to grow the money in the allotted 31 days. The other brother decided to take the penny "doubling offer" and stayed away from the line of credit. And so it continues . . . 

Towards the end of the month, the boy that hired staff and paid salaries grew the funds to $1.5 million before his debts were due. When the debts were calculated, they were reported to be $1.75M . . . he was $250,000 in the RED!  He hustled over to see his brother on day 28 and . . . "the first boy's purse of pennies had passed the million-dollar mark, and on day 29, the two-and-a-half-million mark. Then on day 30, it had exceeded five million, and now today, when the butler handed his purse over from his own care, it had topped out at $10,737,418…and twenty-four cents." …"The boy who chose to wait for the penny had discovered the extraordinary power that some call "the eighth wonder of the world", the remarkable creative force of compound interest…"
 

These excerpts are from the book The Slight Edge, by Jeff Olson. Many of you have heard about or read the book, especially those of you that have participated in Ninja Selling. This book is a fantastic life lesson about "Turning Simple Disciplines Into Massive Success & Happiness" as the cover of the book states.
 

The essence of the book is an emphasis on doing the little things the right way, and doing them consistently. I'm sure that Nick Saban has read this book, and he would call it "The Process".  Whatever you want to call it, it is clear that the compounding of small disciplines, over time, creates enormous success. 
 

What are the small disciplines? There are too many to mention. But, how about starting with the physical - how do you get in shape? Well, you go for a walk for 5 minutes. The next day you walk for 6 minutes. On day six, you are walking for 10 minutes. On day sixteen, you are walking for 20 minutes. Day 26 you are walking for 30 minutes. (It's getting easy.) On day thirty, instead of walking for 34 minutes, jog slowly for 5 minutes, etc. and continue increasing daily. (You are slowly getting into shape.) In 30 days you have walked for 9 hours and 11 minutes, and now jogging for 5 minutes, and no day in the last 30 have you spent more than 34 minutes at one time. Wow! And, you are not sore; you are compounding.

Let's talk about your business. Because it is not physically taxing, the focus is on consistency.  

• 5 phone calls every day, Monday – Friday:   That equals 25 calls in a week.  For 50 weeks in a year, that is 1,250 calls.  
• 3 notes every day, Monday – Friday:  That equals 15 notes in a week.  For 50 weeks in a year, that is 750 notes.

Do you get the drift? The little things above can take an hour or two of your day (the long-winded client & customer may push you to the 2-hour gig occasionally).  But let's say this takes you 1.5 hours each day. That is:

• 1.5 hours x 5 days M-F = 7.5 hours per week, or 375 hours per year.  In only 375 hours in a FULL year, you have made 1,250 calls and written 750 notes.  That is pretty efficient.

If you haven't read The Slight Edge, I highly recommend you buy it. Actually, don't just buy one, buy several! After reading it, you will want to give it to special people in your life. Several people I have run into in the last month have told me that my dad had gifted them with the book and it had a profound impact on their work and personal life. It is also one of those books that you want to keep for yourself and read annually just to keep your own Slight Edge going. Keep compounding your efforts!

My Lexus is 3 years old, and I have loved this SUV more than any other vehicle I've ever driven. It became my primary focus to buy a 4-wheel drive or all-wheel drive that was a little higher off the ground than my previous car. The sedan I'd had previously was pretty, it was girly, it was easy to park; it was all the things. ALL of 'em. But one day I was on the island showing waterfront homes to out of state buyers and the sand was slightly damp from an early morning summer shower. My beautiful white (and sort of sparkly) car, with her beautiful leather seats and whatnot had the audacity to get stuck. I was mortified but, hey, I'm not trying to have a bad day so I let my clients know that it would be fine, and I would get help. The client-husband was having none of that; he wanted to save the day! So, there he was. A middle-aged gentleman from Arkansas, lying on his belly next to my car at the beach, digging wet sand away from my tires with his bare hands. It started to rain again . . . GOD HELP ME. I finally convinced my new friend that help was on the way, and it did indeed arrive about 4 minutes later. That jarring experience is what sent me into a full-on mission to buy a new car 3 years ago. (Don't worry! My client bought 2 homes on the island that week and we're still friends! #winning) Needless to say, on the drive home, my husband, John, got an earful. We've been married a very long time, and he knows the drill; now he had to be on mission, and he's never failed when it comes to that kind of support. Very shortly after that day, he found my lovely black (and still a little sparkly) vehicle and I became the happy owner of this beloved SUV and, of course, I have never been stuck in the sand again.

Fast forward to Monday of this week and my sweet ride was in the service department at Lexus for routine maintenance. The dealership has incredible customer service and always provides a loaner so that my workday is minimally interrupted. Before I arrived that day, I was already wondering if it might be time to think about a new one. On this visit, the loaner was brand new. DJ, my service adviser, proceeded to give me all the details of this model. With gorgeous interior and shiny new features, this SUV had every bell and whistle and that new car smell. As I drove away from the dealership, I was already thinking, "This vehicle doesn't know me, and I have no idea how to work any of the things…I don't love that…" In MY car, my seat settings are always right. My AC is set to the temperature I like. My radio stations are tuned. I know how to use every feature. In this brand-new car, the gear shift was weird. Even the "door handles" were some kind of odd new thing that needed "pressing" instead of "pulling". I was seriously "miffed" by the time I got back to my office, a short 20-minute drive away. When I returned to pick up my SUV from service, DJ asked, "What did you think? Ready for a new one?" NOPE. Absolutely NOT. I like my older model. I don't have to think about how to have a super great, comfortable day while I'm riding around all over creation. The lights start to glow when I get near it. I feel so understood and, dare I say, loved by my Lexus!

It's so easy to look at brand new things with critical eyes and evaluate based on what we've known and even loved in the past. It's easy to feel annoyed and underestimate our ability to learn new things. We can become so comfortable that we don't want to flex, change or grow. If I allow myself the indulgence of those kinds of thoughts and emotions, eventually, I will become irrelevant, outdated and out of touch. That's not my goal. Is it yours? If you started to answer that question, "No but…" let me stop you right there. Think more deeply. Turn the difficult, negative things you're thinking and feeling into positive statements of affirmation and watch your heart and life begin to change. Perhaps our greatest strength is in our ability to choose our thoughts and thereby, to choose our lives. How to do it? Start with this:

• Write positive statements about the changes you need to embrace. Literally, write them with pen and ink on physical paper or cards.
• Practice saying them aloud. Many people are auditory learners, needing to hear themselves say something to process and remember but most of us are kinesthetic learners. We need to do something to create new learning pathways.
• Place your positive statements where you can see them every day until they become your internal dialogue and the words you're speaking when in conversations.
• Spend time positively engaged with everything new (and sometimes annoying) in your life and decide to be happy about it!
• Actively look for what's good about it and what's right.
• Become the positive thought leader that's already inside you. #youcandoit

So, MAYBE I do want a new car? #possibilities

(John and I need to talk. )

August 16th, 2024

Are you excited today? I think we have reason to be excited. Now more than ever, people need "their Realtor" to be there for them. And now more than ever, most of our competitors are going to drop the ball!

I have never seen a better opportunity to win hearts and minds of people than today. It will never be this easy to stand out (amongst the negativity and confusion) and be seen as a trusted real estate resource by people in your sphere of influence. Don't forget, they know other Realtors, probably 5 or 6. This is your chance to become THE ONE they choose.

Here is what you should be focusing on right now:

1) Master the New

Obviously, we need to take extra time to make sure we understand and can explain all these changes and explain them well. (So, I'll basically skip this one!)

2) Learn From Others!

I cannot tell you to get into the office exactly, but… go to the office!

HOLD ON . . . I get it, all of you are independent contractors and most of you got into this glorious industry so you could control your own schedule, right? And no doubt, we are a company that celebrates your independence, and at our core we believe it is our job to earn your license. You don't work for us; we work for you.

I have had my license since early 2009 (that's right: during the crash) and I have never seen less agents in the office, and I've also never seen a more important time for you to be in the office! Honestly.

Look at this: the stay-at-home order was almost 5 years ago. You will not meet any clients sitting at your desk or at home. I say this with deep reverence for what you guys do - from the desk of someone who's head has been buried in these changes since last Fall:

· You cannot figure this out from afar.

· We owe it to clients to know, before they need to know.

I learned everything I know from someone else. And the best Realtors (the honest ones) will tell you the same thing. Get in the office, go to meetings and trainings (show up on time for them), immerse yourself. It's important.

3) Don't Miss Opportunities!

In this environment, we could lose a client that is afraid, misled or thinks they can't afford your service. You cannot afford to miss shots in a time when you probably need more of them.

Check this out:

A July, nationwide "secret shopper" operation of undercover researchers, led by Real estate tech strategist Mike DelPrete, found:

· 47% of inquiries made on agent websites never received a human response.

· More than 1 in 3 online inquiries never received any response at all from the agent.

· 42% of open-house attendees were never asked for their contact information.

"Now, in a period of time when everybody's worried about justifying their commission, what if I showed this to the Seller the agent was representing?" DelPrete asked. "That would, in effect, be like the agent saying to the homeowner (who they're paying to sell their home) '42 percent of the time, I'm not going to do my job.'"

(Would YOU hire this person to sell your home?)

"And it got worse from there," DelPrete said. "Even when the contact information was given, 62% of ALL shoppers had no follow-up. Zero. And the average response came more than eight hours after reaching out to the agent."

There is no other way to say it that this: the bar is set low, it's easy to be amazing. Be amazing.

4) Double Down on Relationships!

If there has ever been a more important time for you to focus on strengthening relationship bonds with everyone you know, it was before I was born.

There are buyers out there who think all we do is open doors. The public has no idea how we get paid. Don't think for a second that they have clarity now. We must put a lot of effort into explaining why we are worth our fee now.

If you want to be here for the long haul, you must focus on building, strengthening, and nurturing relationships and stop moving from one transaction to another. Agents with a "transactional" mindset are replaceable and easy to forget. Those with the "relationship" mindset are not. Focus on relationships first, then the transactions will come.

There is no better return on investment than that from your sphere of influence (SOI). There never will be, no matter what happens in our industry.

5) Highlight Skills, Knowledge and Experience!

People feel more comfortable when they understand the experience they will have before they work with you. Now is the time to put heavy emphasis on your experience, designations, and certifications. But you can't just say, "I have an ABR." No one knows what that means. Tell them what you learned and why it is important (or should be) to them. Show them you have the skills to support them by highlighting your areas of expertise and training you've had. I would also point out that you (if any of this applies to you) have successfully worked through the great crash, survived all the craziness of Covid, and I've been through 8% interest rates and 2% interest rates, and you are still here because you are flexible and adaptable.

If you are a newer agent, I admit this is a little harder to do. But, you brought skills from your previous work and life experiences with you. You know who the best negotiators are? Parents. Who's the best at juggling multiple clients' demands, maybe Teachers? Coaches? Use that experience and articulate it well.

You can do it; think outside the box a little. In the meantime, lean on your brokerage and broker's experience. Tell them you are not working alone. And tell them this, "I do not know everything. What I have learned is knowing everything isn't possible. I do have resources and experience at my fingertips. I will find the answer. The most important thing is finding someone you trust to doggedly hunt down whatever you need. That is me."

6) You Made Someone Happy, Tell the World!

If you have testimonials, is anyone seeing them? Share them! Make them accessible to prospective buyers and sellers (your company-provided Pitch tool and Bellator Design House tool can help you do this well – get with the Bellator Marketing team). When we see that others have had a great experience with something it puts us at ease. We trust it. You can't sit and around and hope your clients are going to tell someone to call you; put yourself in their shoes. Word of mouth is like pure gold. Reviews and testimonials are the best way.

If you have been in the business for more than five years, somewhere between 40-60% of your business should come from referrals from past clients and people you know. There will never be a freer way to do this than with testimonials.

Share these experiences!

7) Promote & Cultivate Your Brand!

"Branding", does not mean you need to create a logo, always wear black turtlenecks and jeans, or anything like that. Some people overthink their "brand" and maybe spend too much time on it. Think about it this way: your brand is something about you or the way you do business that you've chosen to highlight in your content. (Remember, too, your value proposition as a Bellator Agent: Expert Real Estate Advisors.)

This doesn't have to be expensive. It does have to be consistent to bolster your credibility. Ask yourself this: "What can I share about me that gives me credibility and helps people I know make the choice to pay me for a service?" Bellator has a strong brand, and by law it must be part of all your "advertising." So, you are already off to a great start.

Add a personal touch to your social media posts. You see a lot of, "Sold, in 10 days!" content. Try adding something that makes it more personal, and helps people connect to it emotionally. How about (keep Fair Housing in mind), "Sold! I just helped another dream come true. I love what I do. Hire an Expert Real Estate Advisor who loves what they do!" Content needs to be about how you want people to feel about what you can do for them. Logos, colors and pictures focus on you; shift the focus to them and what they will (and won't) feel working with you.

The best thing you could do in this area, is put a Post It note on your laptop that says, "Why use me?" This will help you focus on what promotion, branding and advertising needs to be about at its core.

8) Don't Blame Others

You are your own boss. You are the thermostat; you set the tone. Buckle down, we'll get through this together! On day, we'll all look back at this and laugh.