Coaching Corner: For real?????

By “Coach” Marilou Butcher Roth

Real estate is an industry where we are responsible for finding new business. There are countless methods out there and countless trainers touting their method as the best. And…maybe that is true. Here is the tricky part of finding new business — you must find a way that feels good to you. A way that allows you to feel genuine and on purpose. We all strive to feel valuable, and developing our business should fall into that category.

This is not to say that there is anything wrong with any of the methods out there. You have to decide for yourself what is right for you. If you are finding yourself uncomfortable with any one method, try something else. The key is to be consistent with this part of your business. Remember my formula: Commitment + Consistency + Confidence = Commission.

Deep down, it is crucial for most of us to feel that our interactions are authentic and when we feel other than that, chances are we will not participate consistently in the activities that will keep our pipeline full. Go back to the basics — WHO do you want to work with? This will be your niche or specialty. WHERE will you find them? And, most importantly, WHAT type of information, either verbal or written will generate true value for them while illustrating your expertise?

When you can make a plan that feels exciting to you, the first step has been taken! Now, go out there and be YOU!!!

 

Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.

Marilou is a member of the OAR Board of Directors and past chairman of the organization’s Communications Committee. Feel free to contact Marilou to see if coaching is right for you: Marilou@mbr-group.com

 

Tags: Coaching Corner, training

Ohio Safety Series: Be a buddy

think safety

Over the past 10-plus years hundreds of real estate professionals throughout the country have been murdered, violently assaulted, raped, beaten and robbed in the workplace. In fact, tragedy hit close to home four years ago when two of our own — Vivian Martin and Andrew VonStein — were killed in separate incidents on back-to-back days when showing vacant homes. More recently, the industry was shocked by the tragic, unfortunate murder of an Arkansas REALTOR who was similarly killed doing what a real estate professional does — simply showing a home. These incidents illustrate the importance of taking safety precautions in your daily activities. Our Ohio Safety Series is an ongoing effort to provide you with insights to ensure the safety of you and your clients. 

Know in advance who you are going to call when…

Your instincts tell you to get help

You’re just a little nervous

You need help at an open house

Claudia Perry-Vance, a 23-year veteran in the business, was the best of buddies for a co-worker in Columbus. Her buddy was a 26-year-old female agent who fell victim to a man who called himself Jack Martin and said he was a nuclear physicist from Tennessee. He was, in fact, Thomas H. Chappell, a local commercial cleaning service operator and a convicted rapist.

The salesperson met with Chappell several times at her office but didn’t ask for identification. He told her that he wanted a high-end residential property and would pay cash for it. After developing a casual rapport with the salesperson, Chappell called her to come take a look at a property.

Just before she left her office, she asked her buddy Claudia, to come along. “The only reason I went with her was that she felt a little nervous,” Perry-Vance told the REALTOR Magazine.

Chappell met both women at the house. During the tour, Chappell was able to separate them and attacked the younger agent with a stun gun. She didn’t lose consciousness and struggled with her attacker.

“She let out the most horrible scream I’ve ever heard,” said Perry-Vance, who was in another room hen the attack occurred. The scream sent Chappell running to his van, but the agents got his license number and called police.

When he was caught, police found an MLS book in the van with the young salesperson’s photo circled in ink.

“If she’d checked out his license number beforehand, she would have known he wasn’t using his name,” Perry-Vance said. “But she was new and fell for his line.”

Tags: Ohio Safety Series, safety

Why you should attend the OAR Legislative Conference — April 20-22

OAR’s Public Policy team of Paul Glass and Scott Williams provide an overview of the organization’s upcoming Legislative Conference, April 20-22, in Columbus. Among the highlights:

  • A keynote address by Richard Cordray, head of the Consumer Financial Protection Bureau — the nation’s consumer watchdog;
  • An overview of the 131st Ohio General Assembly with Senate President Keith Faber and Ohio Speaker Pro-Tempore Ron Amstutz;
  • The chairmen of the Ohio Democratic and Republican parties will share their vision of politics at the state and federal level;
  • A panel discussion of Ohio’s economic climate;
  • and much more!

Tags: Association news, politics

Legally speaking: Am I allowed to ‘cold call’ for business?

By Peg Ritenour, OAR Vice President of Legal Services/Administration

The OAR Legal Assistance Hotline receives an array of real estate-related legal questions — including license law issues, disclosure, contract law, ethics and commission problems, among others. In an effort to help you work within the law, our “Legally Speaking” series spotlights some of the timely questions that are being asked by REALTORS. This one involves rules pertaining to phone solicitation…

Q: I am thinking about having my licensed assistant “cold call” FSBOs and expired listings to try to either solicit the listing or to determine if I can represent the owner in the purchase of a property. Another agent told me that you aren’t allowed to do that anymore. Is that true?

A:  The reason why cold calling isn’t as common as it once was is due to the restrictions of the federal Do-Not-Call law. Before you do any cold calling it is important to determine if the person you are calling is on the Do-Not-Call list. If they are, there are limitations on your ability to contact them. Below is an excerpt from Q&A prepared by NAR on how the this law applies to calling FSBO’s and expired listings:

Do the rules apply to calls made to FSBO’s?

There are two instances when a real estate professional would call a FSBO seller. The first would be a real estate professional seeking of a FSBO listing, and the second would be a buyer’s representative who believes his/her client might be interested in a FSBO property. A buyer’s representative can contact a FSBO owner whose number is listed in the Do-Not-Call registry about a client’s potential interest in the property, as this call is not a telephone solicitation by the buyer’s representative. Note that the buyer’s representative can only discuss his/her client’s interest in the property and not use a purported client’s interest as a way to also discuss the possibility of the FSBO owner listing his/her property with the buyer’s representative.

However, a real estate professional would be prohibited from initiating a telephone call to a FSBO seller whose number is listed in the Do-Not-Call registry in an attempt to obtain a listing. The rules prohibit anyone from making telephone solicitations to telephone numbers that are registered in the database, and a call initiated to obtain the listing falls within that definition.

Can I still call expired listings?

The established business relationship exemption permits the listing agent as well as other agents from the same company to contact the seller for up to 18 months after the expiration date. For all other agents, the Registry must be consulted prior to calling. If the seller has placed their number in the Registry, you should refrain from calling them.

Click here for more information on the Do-Not-Call laws.

Tags: legal, Legally Speaking

Coaching Corner: Are you ready?

By “Coach” Marilou Butcher Roth

Many years ago, I was fortunate to cross paths with Jennifer White, an inspiring woman who owned a coaching company and wrote books and articles that totally resonated with me. She passed away much too early but I still refer to my favorite book of hers, “Work Less, Make More.” Today, I am tossing out some of her questions to help you develop your own vision of where you want to go and how you plan to get there. Take yourself out of the place of coasting and get clear! Here goes:

  1. How many hours do you want to work each day?
  2. How many hours do you want to work each week?
  3. How many free days do you want to take each week?
  4. How many vacations do you want to take each year?
  5. What will you do with your free time? Be specific.
  6. What do you need in your work in order to do your best? In other words, describe the ideal environment, people and resources you need to do your best work.
  7. How much money do you need to survive each month?
  8. How much more money on top of your basic expenses are needed to feel as if you have enough? Is there a certain amount of money you want in the bank to feel rich? Why that number?
  9. How much money do you want to make each month?
  10. How much money do you want to make each year?
  11. What will you do with this money? Be specific.
  12. What would be different about your life if you were working less and making more than how you live your life today?
  13. What does it look like when you are working less?
  14. What does it look like when you are making more?
  15. How does it feel when you are working less?
  16. How does it feel when you are making more?
  17. In what areas of your life do you want to be wealthy? Why?

Take a few minutes to answer these questions as clearly and authentically as possible. You are in charge. Stay away from “should” answers and stay keenly aware of how the questions and the answers make you feel. And as always, Enjoy!!

 

Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.

Marilou is a member of the OAR Board of Directors and past chairman of the organization’s Communications Committee. Feel free to contact Marilou to see if coaching is right for you: Marilou@mbr-group.com

 

Tags: Coaching Corner, training

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