Life Is Like a Box Of Chocolates...

Reasons Why We Move
Agents often think about switching companies when there is pain hitting them in the face.  The pain could be that their broker is taking too big a cut on their commissions and can't be moved to take less.  Or it could be that their broker picked up or dropped a franchise.  Or the agent wants to hire an assistant and the broker is going to make it difficult for them to do it.  Or, it could just be that the market is stale and the agent is looking for something to make a change.

Learn From My Experience
I've moved for many of these reasons and more.  I moved twice to partner up with someone too.  All in all, over the last almost 20 years (can it really be that long - oh, I'm getting old), I've worked for almost all of the major franchises.  I've moved companies five times and been party to the moves my friends have made.  I learned a lot about what to look for, what to ask, and where you can get bitten in the butt if you're not really careful.

Interview With Justin Zimmerman
I was speaking with my bud, Justin Zimmerman (Good Morning Real Estate), the other day and we were discussing all of the things that I learned over the years.  He suggested that we do an audio interview/teleconference about it.  I thought it was a great idea!  So we're doing it tomorrow (7/1/09) at noon (ET).  It's called "How to Avoid Losing $20,000 when Switching Brokerages".  I had so much to talk about, that I told Jason that we would have to have a MINIMUM of 60 minutes to cover the topic.  I'm warning you now - we may go over.

Two Ways To Attend
You can either purchase the event alone for $50 (and it's SUPER cheap at that price for the information you'll receive).  Or, you can subscribe to Jason's Breaking Grounds training program for only $29 per month (one month minimum - you can cancel at any time) or $197 for the whole year and get a whole host of new training programs every month. 

Can't Make Noon Tomorrow?
Don't worry if you can't make it to the call at noon, we'll be recording it, so you'll be able to review it at your leisure.  And those who are on the call can get a copy too (you'll want it unless you take really good notes because I'll be covering a lot of ground here).

If you want something more personalized - I also offer one-on-one coaching sessions to help those in the process of deciding to move to make a good decision.

Listings are the name of the game – but only if they sell!

This market has changed dramatically, and because of this, agents find themselves with several challenges, including those sellers who still want more for their house then what it’s currently worth.

This free, 30-minute webinar from top trainer Darryl Davis is the answer to helping agents service their sellers and get their listings sold as quickly as possible.

Learning Objectives

In this market it is more important than ever to make sure you price your properties to sell. By attending this free, 30-minute session, attendees will learn the following:

• How to explain to the seller how the market has changed
• How important it is to price their house correctly
• How to properly present price
• How to get price reductions on current listings that are not selling

Agenda

Advantages Of This Market

• Why sellers need us
• How to generate listing appointments with FSBOs and Expireds
• Additional ways to generate listing leads

How to Educate the Seller on Pricing It Properly

• Powerful visuals to show the seller how the market has changed
• How to use MLS statistics to show a seller new pricing trends
• Using the Appraisal Technique and other dialogue

Bonus Material: Specific Tips & Techniques to Getting Listings Sold

• Creating a system for staying in communication with the seller
• Using the Guaranteed Ad to generate more showings
• How to motivate more agents to focus on your listings

About The Presenter

A top producer himself, Darryl Davis has taught thousands of real estate agents how to improve their careers. A trainer for almost 20 years, Darryl speaks with a commitment to the success of others.

Sign Up For This Event Here:
http://www.retrainingcenter.com/showWCDetails.asp?TCID=1006050&st=

Cannot Attend The Live Presentation?
This presentation is also available on podcast after the initial broadcast.  Follow the link above for more information.

The “paperless” listing presentation allows YOU to close listings on the first—and only—visit!

Verl Workman, master motivator, speaker, and sales guru, will take you step by step through the paperless listing presentation and show you how you can Master the Art of the One-call Close. Mr. Workman, who is a seasoned agent himself, has been doing “paperless” listing presentations for more than seven years and can’t imagine going back to a paper CMA!

“Can I have a copy of that?”
“We need to think it over.”
“I’d like to sleep on it before I make a decision.”

All great objections to not signing your listing agreement on the first appointment. Stop being an order taker and start taking control of every listing appointment!

What’s In It For You?

It’s simple. This FREE seminar will teach you how to win every listing. Verl will share with you simple, proven techniques that are working for hundreds of his coaching clients worldwide. After listening to Verl, you will discover that you don’t need paper CMAs any more!

After Attending This Powerful Seminar, You Will Be Able To:

• Stop creating paper CMAs
• Meet with your clients once and win the listings
• Maintain full commission on every listing
• Learn how to avoid the “Be Back Bus”
• Price your listings right the first time
• Discover how to turn every listing into 1½ closed buyer transactions

To be successful in this high-tech world you can’t just be a master of technology, you have to know what to use and when to use it to make the greatest impact. It is not rocket science, but there is a listing system that you can follow step-by-step from pre-listing to closing to ensure you will close every listing. Now is the time to focus on your systems and really get them dialed in.

About the Presenter

As a long-time technology consultant, entrepreneur, and coach, Verl speaks from experience. A seasoned real estate professional, he has delivered more than 800 seminars and has helped thousands of agents worldwide reach their goals through his fun, empowering presentations, technology tips and tools, and personal coaching programs.

Sign Up For This Event Here:
http://www.retrainingcenter.com/showWCDetails.asp?TCID=1006123&st=

Cannot Attend The Live Presentation?
This presentation is also available on podcast after the initial broadcast.  Follow the link above for more information.

Want More Free Real Estate Training?

  Subscribe to the Free Real Estate Training Blog

There's FREE TRAINING TODAY!!! 
Here are the details and how to sign up.  Check it Out!

Real Estate Agents and Mortgage Professionals looking for a way to sell homes have a new tool for their arsenal: showing clients how to purchase real estate in an IRA.

Essentially, your clients and prospects use their exising IRA, 401(k), or other retirement funds to purchase real estate.

And what better time to buy real estate than today, where you can easily buy properties for 25% or less than their selling price of two years ago?

Perfect for people who are tired of stock market uncertainty or who understand the opportunity today’s real estate market represents – using retirement funds represents an excellent way for real estate agents to sell significantly more homes!

Learning Objectives

With the current stock market woes, most homeowners have seen the value of their stock market portfolios drop by 30% or more.

And since homeowners already understand the value of investing in a home – and are familiar with the process, it is an easy, receptive idea to pitch – and one that will help agents sell lots more homes.

By attending this free, 90-minute audio conference, you will learn:

• What is a Real Estate IRA
• How it benefits you and your clients
• How to “pitch” the concept to my clients and prospects
• Low and no-cost ideas on how to generate new business using an IRA LLC
• What opportunities today’s self-directed investors are capitalizing on

About Your Speaker 

David Nilssen, Founder, Guidant Financial

Guidant Financial Group is the leading provider of Self-Directed IRAs and helps thousands of people use their retirement funds to make investments outside of the stock market each year.

To Sign Up for the Event

http://www.retrainingcenter.com/showWCDetails.asp?TCID=1006103

More Information / Get FREE Marketing Materials
For more information, including free marketing materials, go to www.RETrainingCenter.com/Real-Estate-IRA.asp

Cannot Attend The Live Presentation?
This presentation is also available on podcast after the initial broadcast.  Follow the link abov for more info.

Overdone and Processing Heavily
I'm hearing a lot of people telling me that they are overdone.  They have tons of good things happening and they are running like mad, trying to say "yes" to everything while it's still there.  This is all well and fine for most times, you have to strike while the iron is hot after all.  But this time around, I'm also seeing people doing a LOT of personal growth work on a core level at the same time as they are running themselves ragged.

Rote Memory Dump
Did you know that when you are processing really core-level stuff (usually stuff from your childhood), that it can delete your short-term memory and mess with your routines?  Those things that you do so much by rote that you could do them in your sleep are suddenly disrupted for no apparent reason.  It's like you get lost on where you are in the process.  And don't even think that you're going to remember the time you settled on with your client for lunch or the location unless you write it down.  And make sure when you write it down, it's not on a random piece of paper or you'll forget where you put that too.

A Day In My Life
For example, after spending a week with my mother after her hip surgery, I've had some revelations about my upbringing and it's putting my life into a whole different perspective.  I'm questioning how I deal with some of life's most basic issues.  As a result, I'm finding that some of my basic habits are being disrupted.  I have done my shower routine exactly the same way for 30 years and yet, for the last two days straight, I've completely forgotten the conditioner until I try to rinse it out of my hair and realize it's not there.  Basic stuff, right?  But this is how it is.

Why Does This Happen?
I don't know the scientific theory on this, but I will tell you from years of personal experience and as a coach working with countless clients, what I have found is it seems that the brain only has so much RAM (Random Access Memory - like a computer).  This is the stuff that we can hold in active contemplation - both consciously and subconsciously.  Usually, our conscious RAM is taken up by what we're doing for the day, keeping lists of who we've talked to and appointments we have.  Our subconscious RAM is used by our rote systems for things like our shower routine, or how to get to work everyday, or how to make coffee in the morning.  I've seen people stare at a computer screen trying to spell the word "what" and having typed "wat" and not being able to figure out why it looked wrong.  Their subconscious mind was busy processing the latest revelations and had no room left to engage their basic spelling routines. 

What Happens When We Really Change
Many people will tell you that they're going to change something in their lives, but few actually follow through.  When you do actually make a change in your life, something inside you shifts too.  Some changes, like giving up soda or giving up your car in favor pf public transport will have superficial effects and will cause some distress in the conscious mind as you have to constantly shift your thinking when dealing with these issues.  Temporary change comes when you change your choices.  True change isn't achieved until the new choices become thought habits. 

Deeper, Core Level Change
Some changes are faily benign, others run deeper.  Changing your entire perspective on your life or yourself can mean a fundamental shift.  In these cases, it's as though your brain needs to go through a rebooting process.  For some people it's a hard-core reboot where the system has to shut down entirely and rest before being brought back up.  (This is what happens when people have breakdowns.)  Many others, however, can find relief in periodic disc defragmentations. 

Defragging Your Brain
For those not fabmiliar with basic PC maintenance, a disk defragmentation is when the computer takes all of the fragmented files and moves them to a larger space on the disc and puts them back together again.  It then compresses all of the used space into the same area so that the free space is continuous so that new files don't get fragmented.  The end result is that the system works faster and more efficiently.  The more disc memory you have, the longer the process takes and the rest of the computer really shouldn't be used while it's happening.  What I mean by a disc defrag in the case of your brain is that the brain shuts down certain functions to allow space for the maintentance cycle to do its work. 

What Happens When It Happens
For example, let's say that you've suddenly realized that events in your life that you had allowed others to categorize as failures for you were, in fact, just things that you had never actually commited to doing - you had just humored others in doing them.  You had succeeded in everything you had ever wanted to do, but others had minimized those successes because the items weren't on their agenda for you.  If this were true, you would have spent your entire life believing that you were an abject failure at anything important.  But if someone came along when you were open to the idea of reassessing your past and pointed out that you had been extremely successful at the things you wanted to do and not at the things you didn't and that you seemed to be a complete and utter success to them, that might cause a brain defrag moment.  In that moment of revelation, you would sit back and nothing else would exist as your brain went back in time and reindexed all of the events of your life to put them into the new context.  Now imagine how different your life would look once this reorganization of your memories took place.  Do you think life looks different for someone who believes themselves to be a failure than it does to someone who believes themselves to be an unparalleled success?  You bet it does.  (For the record, this experience happened to a friend of mine at the dinner table one night.  He checked out entirely for the remainder of the main course and we sat in silence through dessert as his brain reindexed his entire life.  He would start to speak and get a word or two out and then stop as the next memory came up to be reindexed.) 

Awareness Is Key
This is fun to think about in theory, but in practice it can be quite disorienting.  Imagine, for example, that your brain is rebooting on a core level and instead of not getting your shower routine right, you forget how to drive by rote.  Suddenly, you have to pay incredible attention to the road, like you did when you were just learning to drive.  (Ideally in this scenario, you'd let someone else drive until your brain was done with the reboot.)  But these are things that we do unconsciously - how do we notice when they are off-kilter?  Trust me, you'll notice.  I mean, it's disconcerting to find yourself trying to rinse out conditioner that isn't there.  The challenge is in whether you pay attention enough to realize that the change in your rote patterns is a symptom of a deeper issue.  That's where the awareness becomes more important.  After all, it's easy to just say "oh, I was distracted"' and move on.  But you're distracted all the time while doing rote functions - that's the definition of what makes them rote - you can do them without having to pay attention to them.  It's important to notice when they go awry.

How To Know If It Is Happening To You

• Are you getting forgetful? 
  
• Are you feeling overdone? 
  
• Are you more tired than usual? 
  
• Are you finding that rote tasks aren't getting accomplished in the right order or at all?
• Is your brain turning into fuzzy mush?
• Are you looking at your life differently as the result of a change in perspective, a revelation about your present/past, or a choice to treat yourself and/or your world differently?

Any one of these symptoms can be attributed to any number of issues.  But the last one combined with any of the others is likely to indicate a defrag/reboot period in your life. 

What To Do If It Is Happening To You 

• Clear your plate as much as possible. 
  
• Put things off that can be put off. 
  
• Say "no" to other things. 
  
• Sleep more - a lot more - than usual.  Sleep is the best time for the brain to defrag - it's not trying to do anything else at the same time.  
• Be kind to yourself and don't plan to get too much accomplished on the outside - you're already doing a TON on the inside.
• Say "yes" to people who want to take care of you or do things for you.
• Give yourself quiet time, without the TV, the radio or the internet - time for your brain to not have to process new input.

Most of all, don't judge yourself - there is nothing else you should be doing.  This is temporary.  It will pass.  In the meantime, enjoy the cycle and the downtime.  And remember, if you're rebooting, you're growing.  And that, according to my definition, is the true level of success.

Stop Prospecting!
Everyone is out shaking the trees for more prospects.  We're looking high and low and we're desperate to find that next hot lead.  Some of us are even spending extra dollars we don't have on advertising and promotion.  What would you say if I told you that you probably don't have to prospect anymore than you already do? 

It's Not Your Prospecting That's Lacking - It's Your Conversion That Sucks
Look at your Google Analytics for your website.  You'll see how many people already come to your site.  Now look at how many leads you actually get from your site.  If you're like most people, it's a pathetically small number.  So isn't the better answer to increase the conversion on the hits you already have rather than to try to increase the hits? 

Make 'Em An Offer They Can't Refuse
So how do you get people to tell you who they are?  Give them something they want - something that solves a problem or addresses a pain point.  Free reports, educational tools, market analysis of their market - all of these things and more can bring you greater results.  If you're in a high-relocation area, then an offer of a free information and relocation package works wonders.  The key is to test your offers and see which one gets the best results.  But don't give it to them until they tell you who they are.  It's a give and take world and they don't get to take your free gift until they give you their contact info.

Deliver With An Autoresponder
Autoresponders are services you use to deliver whatever you're offering.  Why use these services instead of emailing the information when you get back to the computer?  Because we want instant gratification!  If it doesn't come instantly then we're upset.  And the last thing you want is your prospects' first experience of you to be upset.  I use GetResponse for my autoresponder program on selling by the stages of life.  I chose GetResponse because, unlike AWeber (their largest competitor), they will allow you to sign people up yourself.  So if you have people check a box at an open house or seminar asking to be put on the list, you can do that.  AWeber assumes that if you are manually entering people, you are spamming them.  Personally, I prefer the flexibility that GetResponse offers. They're also less expensive at $47/quarter.

How's Your Folllow-up?
Are you following up with the people who do identify themselves?  If not, well then stop prospecting altogether because you're totally wasting your time.  Get a system in place to do your follow-up now!

I'll be blogging more in the next day or two about how to grow your list and how to blog more effectively.  Keep your eyes open!

Parent-Care
I'm spending this week with my mother in Wisconsin taking care of her as she recovers from hip surgery.  This is her third hospitalization in four years and I'm really questioning whether her living alone is a good idea.  Don't get me wrong, I have no desire to live with my mother.  She smokes like a chimney for one thing and I'm allergic to cigarette smoke, so that's a deal-breaker right there.  But I would be happier if she were closer to me.  Perhaps in the next house over so I could check on her once or twice a day - just to keep an eye on things.
 
Custom-Housing
But how often do we really have the opportunity to buy two houses side-by-side?  Not very often.  If you're not interested in a multi-family property, then you're stuck with either new construction or recently converted condos (and with my mother, it's only the former since she refuses to live in a condo). 

Common Issue
And I am not alone.  Many of my friends are going through the same issues that I am, and as the Baby Boomers age, this is going to become even more prevalent.  And currently, there are very few ready-made solutions to be had.  So here is my thought.
 
Re-Visioning Real Estate
Let's start thinking about real estate less as a nuclear family structure and more as an extended family formula.  This means that we should be looking at creating new construction complexes built around a central gathering space; and where the design of the land encourages walking within the neighborhood (parking around the edges only).  We should have larger houses built next to smaller, single-story, handicap-accessible houses.  Because, let's face it, I am not the only person who doesn't want to live with her mother. 
 
Market Niche Alert!
You want to get a lock on the market for the next 20 years or so?  Start buying up properties next to each other.  Renovate them so that they fit this scenario and then put them up for sale as a bundled purchase (but don't combine the deeds - you'll lose value if you do).  Or, even better, find a forward-thinking builder and start building communities of your own. 
 
For More Information About This Topic, Visit These Resources:
 
Cohousing: A Contemporary Approach to Housing Ourselves
 
Senior Cohousing: A Community Approach to Independent Living (Senior Cohousing Handbook: A Community Approach to Independent)
 
Reinventing Community: Stories from the Walkways of Cohousing
 
The Senior Solution: A Family Guide to Keeping Seniors Home For Life!
 
Aging In Place, Safely living in Your Home Until You're 100 Plus
 
www.Cohousing.org

I've been talking with some of the top trainers in the personal growth and development industry recently and I've been hearing about a lot of great programs out there.  This one is one that I wanted to pass along to you though.  I've been participating in the free teleseminar calls that Paul Scheele has been doing and I can tell you - this is the real deal.  He's awesome.  I know it's short notice, but if you can at all make it, you owe it to yourself to go.  The details are below.

The Ultimate U Retreat

Have you been searching for a way to accelerate your results in life?

What would you do if you could reclaim more of your mind’s ability?

Paul Scheele is one of the world’s leading experts on the power of your mind. When you experience his work, your ability to create the results you want can be exponential!

Paul began his work as a hypnotist at the age of 19 and went on to become one of the first individuals certified in NLP. Since then he co-founded a leading multi-million dollar company in personal development known around the world. In fact today, many of the top transformational leaders such as Jack Canfield, Marci Shimoff, Brian Tracy and many others work with Paul.

Why?

Because he knows how to access and leverage the power within your mind.

This June, Paul Scheele is offering a 3-day highly experiential retreat. In it participants will be freed from the limiting mental models that have kept them from their highest potential. Surrounded by gorgeous nature, engaged with like-minded people, immersed in emerging new human development technologies, he will personally guide how to become the "ultimate you."

Ultimate U Retreat
June 12 - 14, 2009 in Minneapolis, MN

A Deep Exploration of Transformational Leadership & Transformative Change

As you go through the 3-day process, you'll breakthrough beliefs, thoughts, and habits that limit your full potential. You'll also learn Himalayan Yoga Meditation, increase your vibration through Qi Gong, and play with techniques that prove beyond a shadow of a doubt that you are far more powerful than you've imagined.

All this will take place in an arboretum setting in which beautiful nature will feed your soul and delicious food will nourish your body. And the best part is that you'll have the tools to transform your personal and professional life in a meaningful and lasting way.

So come discover...

The Technology of Transformative Change: Using Genius Code techniques, Paraliminal learning principles, instant meditation and "presencing" practices

The Language of Transformative Change: Fostering effective brain/mind communication

The Structure of Transformative Change: Applying Natural Brilliance and Accelerated Learning processes in all areas of your life

And you'll gain the tools to:

Breakthrough limitations and past failures to achieve your full potential and abundance for life

Eliminate stress and disease so you can attain radiant energy and vibrant health

Avoid misunderstandings and conflict so you attract supportive relationships with clear communication

Overcome anxiety, shame, guilt and stuck states so you grow spiritually and experience your brilliance

Engage emerging complexity and lead from the emergent future in your daily life

Develop your internal resilience and gain an adaptive work ethic

Check It Out Now

On the first day, you'll learn to suspend the activity of the critical mind which references past experiences in order to understand your future. You will learn "sensing" as a means to transform perception, and begin truly seeing the interconnected whole rather than the individual parts.

Then on day two, you'll learn to "let go and let come." When you take time to retreat from the hurried, harried pace of our day, you can go into the silence within and be present to the vision of your highest future possibility.

And on the final day, you'll crystallize the envisioned expression of your potential and transform your actions to facilitate the full realization of your goals. Synchronicity and magical results will become your modus operandi.

Plus, you'll participate in 6 coaching calls with Paul designed to empower your progress in reaching your goals and receive over $700 worth of products as part of your retreat package.

When you add up the value of the products, coaching, and retreat which is complete with morning and afternoon refreshments plus a sumptuous lunch, you'll be delighted with the special offers below.

The retreat package has a value of over $4600! Now, you can attend for only $1800.

Sign Up Now

I know you’ll gain a tremendous advantage towards attaining your goals. Sign up today and invite those you care about to register by forwarding them this email.

There's a big difference between thinking tactically and thinking strategically.  The former is "what am I going to do to get more business in the door today".  The latter is "how can I think about and approach my business from a new perspective that will feed me leads over the long haul". 

Thinking Strategically
Taking a strategic approach to your business requires a change in mindset.  You need to stop thinking about the details and start focusing on the bigger picture.  You also need to stop thinking small.  Don't look for someone to sponsor your next seminar, look for someone to sponsor a whole year's worth of seminars who can not only pay for the room, but can also fill it.  Stop worrying about how to bring in the next lead and think more about how you can get a steady stream of leads coming in the door and put systems in place to nurture them until they are ready to move.

It's WHO You Know
Think about what connections you can make that will put you into the next strata of business.  It's WHO you know, not how much you know that often makes the difference between just getting by and flying high.  Think also about how you can create and nurture new connections. 

Don't Be Afraid to Ask/Call
A few years ago, I called Chellie Campbell, the author of a book that I enjoyed, to encourage her to come to the east coast to teach her program.  I wanted to take it and I didn't want to fly back and forth every week to California to do it.  From that phone call and subsequent emails we've had over the intervening years, we've formed a friendship.  She never did come to the east coast, but next month when I'm in Los Angeles, we're going to try to make a connection for coffee so we can finally meet in person.  But the point is that I've called many authors over the years whose books I've enjoyed.  I've also called many business owners with potential joint venture or cross promotional opportunites.  Most of my calls have been greeted with a positive response.  A few ignored me.  That's fine.  I didn't care.  Because the ones I made a connection with have been the source of a lot of good business for me. 

Make The Call
The same can be true for you if you're not afraid to pick up the phone.  Come on.  What's the worst that can happen?  You say "I'd love to make you some money" or "I loved your book" or "I love where your company is going and I'd like to help you get there" and they say, "No thanks"?  For one, it's not likely they would say that.  For two, who cares?  If they say "No", move on to the next call.  SOMEONE will be very happy to hear from you.

This morning I'm hitting the floor at the NAR MId-Year Convention in Washington, D.C.  If you've never been to one of the big conventions, you will be stunned the first time you go.  I love conventions.  Why?  I'm glad you asked.  Here are my top reasons for loving to attend the big cenferences:

1. The BEST people show up there.  These are the top agents and brokers from around the country and those who want to be the top.  They are addicted to learning, networking, and being friendly and supportive of each other.  The cream of the crop comes out to play.  You will find virtually no whiners in this bunch.  After all - it takes a sense of optimism to spend over $1,000 to attend an event to learn more about your business.  Whiners are never optimistic enough to do that.
2. All the vendors are there.  I love new technology and I love to outsource.  Every year there are bright new ideas that are brought to the convention.  Some of them are awesome - sign me up!  Others, not so much.  But I get a chance to hear, from the people who designed them what is so amazing about their product and how I can put it to use in my business.  No wandering a website and hoping I can figure it out.  In one day, I can find out about 50 technologies.
3. Fabulous Speakers.  Every year, many speakers compete for the chance to speak at the conventions.  I doubt you know this, but those speakers are speaking for free.  They pay their own way to the event and their own expenses while they are there just to get the exposure.  That's someone who is either passionate about what they have to say, or really good at marketing and either way, I want to know what they know.
4. After-Hours Meetings - One of the best things about the convention is what you do after it closes for the day.  That's when you go out to dinner with the person you "clicked" with on the expo floor or in a breakout session.  You learn more about each other and you form friendships that can last a lifetime.  Oh, and you might get business out of it too,

So, if you want to get the most out of your experience, here's what I suggest you do for planning.  Before you ever leave your room, plan what you're going to do for the day.  If you let yourself float through, you'll miss out on a lot and you'll be sorry you did. Here is the order of operations for a successful day at the convention.

1. Pick the speakers you want to see and the events you want to attend.  They are only doing their talks once or twice in the course of the convention, make sure you get to see them when they are running.  Be sure to plan the entire convention out because sometimes you'll have  two speakers you want to see in the same time slot and if you plan ahead, you can see one of the speakers on another day instead. 
   
2. Wear a watch.  I don't care if you normally don't wear a watch, wear one.  You'll be checking it a lot to make sure you're on track. 
   
3. Bring an ENTIRE BOX OF CARDS.  It never fails, people tell me that they have run out of cards by the end of day one and now they have no way to get in touch with them.  The expo floor has many opportunities for you to hand out your cards to win free prizes, speakers collect cards for their mailing lists, you'll hand out cards like candy to other participants.  Bring a TON of cards - and you MIGHT have enough.
4. Schedue evening meetings in advance - but leave space open as well.  If there are people you absolutely know you'll want to spend time with, schedule an evening meeting with them BEFORE you ever get to the convention.  Otherwise, you may find yourself without a slot in the other person's agenda.  But don't schedule yourself solid because there will be people you meet at the event that you'll want to spend time with too. 
   
5. Don't spend time with people you traveled with.  You will see them when you get home and likely, you'll have a long plane ride to debrief from the day.  Get in there and meet new people - that's the point.
6. Schedule time on the expo floor.  Yes, schedule it.  The expo is HUGE and you will miss out on something if you don't give it a big chunk of your time.  I like to spend the early part of the convention working the expo floor hard.  Why?  Because the vendors are fresh and so am I.  I don't like to buy things when I'm tired - I don't give them enough time.  By the end of the second day, your legs will be sore, your back will hurt and you'll want to lie down for a while if you're not careful (see next point).  PLan the expo end early and the speaking at the end (where you can sit) if at a ll possible.
7. Stay in a hotel with a jacuzzi.  This is my saving grace each time.  If I can get in the hot tub before i got to bed and when I get up in the morning, I can move during the day - even when it's been a hard day.  There's no substitute for this.  Even Advil has its limitations.
8. Are you Gellin'?  Those wh work the expo as vendors will tell you that having the right shoes can mean the difference between a good show and the show from hell.  Put some good gel insoles in those shoes and bring a few different pairs so that your feet have a change of pace.  This is one time to put comfort over fashion.
9. Bring comfortable but nice clothes.  You will be making a first impression on the people you meet, dress with that in mind, but also realize that you need to be comfortable.  A pencil skirt and stiletto heels are as impractical here as they are on a construction site. 
   
10. Bring a rolling bag.  If you are going to work the expo floor, you'll need a bag (and a big one) to keep all of the papers in that you gather from the vendors.  You'll want something that rolls because that stuff gets heavy after a while.
11. Bring a notebook.  You're going to get overwhelmed.  Plan for success by bringing a notebook where you can keep your most important notes to follow-up on after the event.  I also like to put these notes into my schedule for the coming weeks so that I set aside time to deal with them.

Whew! That's a lot more than I had thought I was going to say, but it seems there is a lot to know.  I'm off to get ready for my first day on the expo floor.  Now where did I put those insoles...?

How to Create Business Out of Nothing

I know the tales.  Everyone is crying that buyers are skittish, the market is down, and no one has any money.  Wouldn’t it be nice if you could find a buyer who was looking longer term than the next five years?  Wouldn’t it be nice if you could find a bunch of buyers who could see that the market is the best market for investing that has existed in 20 years?  And, if you could find these elusive, imaginary creatures – wouldn’t it just be amazing if they had money – and lots of it?  Guess what?  You can!

The Baby Boomers Have It

Many agents are focusing on the first time buyer market right now.  They are seeing low prices and low interest rates and figuring that first time buyers are where it’s at.  The problem with this idea is that first time buyers are always skittish and afraid.  And in this market, their inherent fears about becoming homeowners are compounded by the market decline and economic woes.  It’s enough to put many first time buyers into a tailspin.  And they will never buy in that state.  It’s the Baby Boomers you should be looking at.  But, you may say, the Baby Boomers have just lost a good portion of their wealth in the stock market crash, they have no money!  Not entirely true.  They have less money than they once did, and they are more conservative about how they are spending it, but they have it – it’s just not liquid. 

IRAs and 401Ks Hold Billions in Untapped Dollars

Individually, people in the Baby Boomer category hold tens of thousands of dollars in their IRAs and 401K plans.  Many of these funds can be tapped for use in real estate investing.  There are some rules and restrictions that come into play depending on the type and nature of the investment plan.  For IRAs, if they are not currently Self-Directed IRA programs, they can be converted into a self-directed program.  401Ks are a little trickier if the person is still employed by the company directing the 401K plan.  A financial advisor with knowledge in this market can help you get the details ironed out.

Self-Directed IRAs

A self-directed IRA means simply that you get to decide where the money is invested.  Unlike most IRAs where your investments are typically stocks and bonds, a self-directed IRA allows you to invest in real estate and business ventures as well.  If you’ve never heard of this before, you’re not alone.  Most financial companies don’t talk about this instrument to their clients because they only make a commission once or twice rather than every time they buy or sell stocks and bonds.  It’s been around since 1974 though and it’s a time-tested way of creating real estate investors.

401K Dollars from Layoffs

I spoke with Adam M. Wood of Baystate Financial Services in Boston when I was doing the research for this article; and one of the things he mentioned to me was a beneficial side-effect of people being laid off.  When someone gets laid off from work, they can take their company 401K and turn it into an IRA.  This is the perfect time to approach people about buying real estate as investment property.  The downside is that they can’t take any of the profits out without paying an early withdrawal penalty.  But if they are laid off and looking for work, they might have the time to do a fix and flip or two on the side. 

Over $100K Earners

Anyone earning over one hundred thousand dollars each year is likely to have the extra cash in their IRA to start purchasing property with a self-directed IRA.  (They also might have funds to purchase investment property in general – especially when you tell them about the great tax benefits of owning investment property.)  Here’s the key – the person to educate them is the person most likely to get their business.  That means you need to learn enough of this stuff to get their attention and then have the right people to pass them off to for getting all the details handled. 

Partner with Professionals and Run a Seminar

One of the best ways to identify these buyers in bulk is to offer a seminar or two.  You could do one seminar specifically for people who have been laid off.  Another for high net worth individuals looking for high-return investment opportunities (and there aren’t many of those around right now).  Get your financial planner and your CPA involved.  Do a joint seminar with them on the benefits of investing in the real estate market today, both using their IRAs and just in general.  Be prepared with statistics about the market in your area, historical appreciation rates, and current rental prices and vacancy rates.  Have a mortgage officer on hand to talk about investment mortgage products.

You Don’t Have to Know Everything – You Just Need to Know People Who Do

Agents often look at me and say that they don’t want to have to learn about the financial end of things – that numbers just aren’t their strong suit.  Here’s the deal.  You don’t have to know all of the numbers and how they work together.  You just need to have enough knowledge to speak intelligently about the issue and then refer the client to a professional for the rest.  If you can open the door, there are many professionals out there waiting to shepherd the client through the process from there. 

Get a free copy of a white paper “Buying Real Estate In Your IRA” and a banner ad that you can post on your website to educate your prospects.  This white paper also includes links to several brokerage companies that specialize in creating and managing self-directed IRAs.  Information is courtesy of The Real Estate Training Center.