Today’s consumers are more informed, better educated about the market and have a lot more choices. They are quick to notice whether or not their needs are being met, so the modern professional must learn to approach the business with a long-term, relational mindset rather than just a transactional, short-term sales approach. This is the surest way to enjoy the benefits of a growing business with an increasing quality of clientele that produces not just more economic success but more enjoyment and happiness in your daily life.

The core philosophy of working by referral is this – pour yourself into great clients, exceed their expectations, and build a long-term, win-win relationship where they consistently receive value from you and you consistently receive referrals from them.

To succeed and outperform the recovery, today’s professional agent who works by referral should be juggling two things: generating leads and putting transactions together. You must simultaneously cultivate long-term relationships and provide value so that you will receive referrals for years and years to come.

It’s a good life!

Brian

Today I have just a simple link to share. It'll bring you to a video of our Buffini Community friends, the Hoyts. Sometimes we need a little reminder of what the human spirit is capable of - a reminder of the power of perseverance:

The Incredible Story 

It's a good life!

Brian

Last week I met many of our Members in Texas and Chicago, and something I heard over and over about the Blitz program was how much you love having the activities laid out – having a simple plan to follow. And who doesn’t want to follow a simple plan? The results say it all because thousands of agents across North America enrolled in the Blitz are having a productive quarter:

• “We have 5 under contract with 1 closed this week. I am already up 8 transactions from this time last year. I know it is because of all the preparation, pipeline additions and client care we have been doing for the Blitz. Thanks for your help and encouragement!” - Debbie C.

• “I have 6 properties under contract. I've closed 3 this year…I am Blitzing like a maniac! I've received numerous referrals since the beginning of the Blitz and I've been listing more property then ever before, so I know more sales are coming. Thanks!” - Thomas N.

Need I say more? Let’s continue to outperform the recovery together.

It’s a good life!

Brian

Isn’t there a certain type of client you enjoy working with? The kind of client who inspires you to give your best and is a complete joy to serve? 

Working by referral doesn’t just provide a structured system to generate leads; it provides the framework to deliver the best quality leads. The great news is that it takes no more time, energy or resources to find this type of “A” client you love than it does to find the very opposite! The even better news is that it is less time consuming and far more enjoyable to serve an "A" than it is to serve a “D.” 

The characteristics of an "A" client are pretty typical: they’re usually someone who trusts you or there is some level of established trust there already. The reason being - someone they trust has referred them to you.

So if we all agree that there’s a certain type of client we want and a certain type we don’t want, the question is what are we waiting for? Our Members enrolled in the Blitz program are outperforming the recovery by getting out there and generating referred leads. So if you know of someone who needs a helping hand in his or her business, we’ll be happy to lend one!

It’s a good life!

Brian

Last week I did a conference call webinar titled How to Be a Winner. This is a topic I cover at the Turning Point and can be the difference between making it or breaking it in this business. Because of that very belief, I went into hibernation during the last quarter of 2009 and immersed myself in the good stuff: watching inspirational videos, reading motivational books and re-engaging with my mentors. My car was a 24/7 mobile university again.

So, what was the result? A noticeable shift in energy, an improved ability to handle the challenges life throws at me and a more positive outlook. In other words, the result was a winning attitude!

These are different times and they call for different actions. I consider myself upbeat and I work hard at pouring the positive stuff in, but let me tell you, 2009 doled out quite a beating. Like you, I faced some challenges and was worn down by the battle against negativity and the lack of momentum. But today is a new day. I’m firing on all cylinders and my attitude is charged and ready to go. I attack the day with a winning outlook and it makes all the difference. 

I don’t tell you all this to toot my own horn…I say it to encourage you. Perhaps you’ll take a few minutes from your day to listen to the call How to be a Winner. We all need a little help from our friends and that’s more true today than ever before, so turn off the talk radio, turn on the CD player and let’s get busy living.

It’s a good life!

Brian