Floyd Wickman

IT'S NEVER TOO LATE

I just set a new 5 year goal for myself.  Some may think it silly to be setting a 5 year goal at age 69.  What might be even sillier is that I have no doubt but that I will achieve it. 

On one hand I am humbled and blessed to think of all that I have achieved, and overcome, throughout my life. On the other hand, I believe there are some very specific ingredients that worked for me and will continue to work as I strive to achieve my next goal.  I share them with the hope that someone reading this can use these ingredients to achieve his or her goal, regardless of age.

1.  WORK HARD.  Nothing will ever replace hard work as a major force in taking one toward the goal.  Asking ones self "what can I accomplish during my workday?" rather than "what can I get out of doing during my workday?" is one noticeable difference between an achiever and a wanna-be.  Remember, if you wish to leave your footprints on the sands of time...wear work-shoes!

2. STRONG CORE VALUES.  Those traits that best describe a person and his or her ethics, guidelines or promises can often predict the outcome of ones efforts toward achieving the goal can be reduced to concise and clear core values.  A person needs only to look back upon a successful period of his life to discover his core values.  What traits obviously contributed to the successful outcome?  How would others describe the 'work ethics' or conspicuous characteristics he demonstrated. 

To help the reader understand what I mean by Core Values, I give you mine.  To Always...

...Live by the Get-by-Giving Philosophy.

...Make my clients number one goal, my number one goal.

...Live up to my standards despite temptations to lower them.

...Be willing to work toward a common good.

...Do what I say I will do.  Sometimes more, just never less.

Each person should ask themselves this question.  "Are my core values such that, if I adhere to them, I have the best chance to achieve my goal?

3. HOME-COURT ADVANTAGE.  This is a term my 'big brother' Zig has reminded me often of throughout the years.  Simply put, he says we cannot succeed to our full potential without the people in our life rooting for us.  Encouraging us to be our best.  Whether its our spouses, sons and daughters, mothers and fathers or just our closest friends, our odds of success soar when they are cheering us on and giving us our space to grow.  How do you get this?  You get by giving.  By encouraging the people closest to us; giving to our families the love and attention they want and need; and, putting their needs high on our 'to do' lists, we dramatically increase our odds of having that 'home court advantage". 

 Linda and I have been married for 46 years and I can tell you,  beyond the shadow of a doubt, without her encouragement, belief and support, I could never have achieved the success I have.  No one does it alone.  In my book "letters to Linda" www.floydwickman.com we share the 15 principles that has given each of us the 'Home Court Advantage'.

4.  TRUST GOD.  Believe that God wants the best for you.  Believe that He has a purpose for you to fulfill.  Believe that He is there in the toughest of times.  Believe that He wouldn't have given you the dreams you have if you weren't able to accomplish them.

Hope this helps.  Oh, by the way, my 5 year goal is to Speak to 100 separate 'general' audiences (other than real estate groups) on or before October 20th 2015.  Wish me success.

Love,

Floyd

heading off to speak tomorrow moring to a few hundred of my favorite realtors in chicago land. Specifically at the Shaumburg conference center offered by one of my favorite clients...5th 3rd Bank and FreddieMac. Hope to see you there.

Wanna close the sale of this house?

Are you the seller or are you the buyer.  Or, are you the buyers agent or the agent of the seller?  No matter your role, isn't it true you all have the same objective?  To close the sale, right?  Well, here's the secret.  Work together! 

If everyone would understand the value of unity, and how it can work in favor of all, more sales would close a lot sooner and for sure a lot more smoothly.  A buyers agent and a sellers agent, working closely, caring-ly and with mutual respect, may not be the trend but it sure beats what happening now.  Wouldn't you agree there is currently an almost adversarial relationship with a tone of distrust while two agents are working together?  So how's that been working for you?

I can see it all now.  Sitting at the sellers kitchen table is the sellers agent, Gary and the buyers agent Dawn, along with Paul and Carolyn, the sellers.  I can hear the sellers agent saying to the sellers,

 "Paul, Carolyn before we present to you what the buyer is proposing I want you to know that Dawn and I met earlier and had a discussion about yourselves and the buyers and what your motivation and concerns might be in making a move.  We, of course, did not discuss anything confidential but felt it would be best for all concerned for Dawn to be presenting the buyers proposal.  Would that be alright?"

As he takes out a lined pad to illustrate, he says "I would like you to thing of all of us as been part of the team who's only goal is to accomplish a sale that is most satisfactory to all parties concerned.  I of course representing your best interest and Dawn working with the buyer.

Before anyone can make a move there has to be three components in place at any given time.  First, we must have a home to sell, which we do.  Then a seller who has a desire to sell.  Which we do.  And finally, we need a buyer that is ready, willing and able to purchase this home.  At this point we have all three components."

"The job Dawn and I have tonight, as part of the team,  is to present all three components to you, answer any of your questions, and if you have any concerns or seeking advice you can express that and we can talk privately or openly at your discretion.  Then we can put our heads together and determine what we can do to make this sale work so we don't end up losing the buyer which is the third component. Neither of us will violate anything confidential, of course, but we feel that together we have the best odds of help you and the buyers go through with your plans."

Here are the question's that need answering:  If everyone is honest and open,  and yet no client fiduciary relationship is violated, isn't it better for all parties if the sale goes faster and smoother than they have been lately? 

As long as no confidential information is disclosed, wouldn't most sellers and buyers want their agents to work in harmony with each other so the sale goes faster and smoother?

Let's remember the words of the Promise Keepers:  "We have not come to compete with each other but to complete each other".

Or, Henry Ford:  "Coming together is a beginning, working together is progress, staying together is success".

Why can't we all just get along?  www.mastersalessociety.com

Love!

Floyd

Where am I getting all the energy? I'm flying out this morning on my way to a wonderful, busy week of speaking to salespeople. Tuesday Remax, Wednesday morning Century21, Wednesday afternoon Thomas Ryan & Associates, Saturday a general sales audience. Where is all this energy coming from? When you love what you do and give thanks to God...it's takes no energy at all.

TAKING THE STRESS AND 'DRAMA' OUT OF THE SALE

At The Summer Forum of the Masters Sales Society www.mastersalessociety.com one of our top agents asked me to help solve the number one problem faced by the real estate industry.  It’s something that no one is addressing, namely, the stress and drama of keeping a sale together.

Now, if you're a graduate of my program you already know how to sell a property.  You know how to get the listing, get the buyers, show the property and write up an offer.  That’s when the 'drama' and stress begins!

If I told you there was a way to take more of the drama and stress out of closing a real estate transaction would you at least consider it?  Would you practice it?   When it works, would you pass it on?  Would you be willing to answer just a few questions honestly?  You would? 

  If the buyer’s agent, the seller’s agent, the appraiser and the bank truly worked together, protecting confidentiality of course, but in the spirit of trust and harmony would you experience less drama and stress?   Might the sale close sooner?  Absolutely!  However, in today’s environment many sales are either lost or drag out too long only to create unnecessary anxiety and work because there is way too much infighting going on between the parties.  How sad when one thinks of the fact that all parties want the same end result. 

First of all, let's take a look at the working relationship of the cooperating brokers and agents by posing some questions.  In your experience, would you say that buyers’ agents and sellers’ agents work together harmoniously or as adversaries?   Are you doing and saying the things that contribute to a trusting and harmonious relationship?  Are you communicating to the co-broke in the spirit and tone of helping to work out the sale?  Or are you treating the co-broke as an adversary by using demanding words and tones? Are you presenting the offer as a team?

Now let's look at the communication between an agent and an appraiser, a person at the bank or an inspector.   Are you talking to them as you would a client by smiling, complimenting, trying to make their job easier or helping in some way?  Are you saying the things that best increase your odds of a successful outcome?

I can go on and one but here’s the bottom line.  If every person involved in the transaction would do the things and say the words that help to cause a spirit of trust and harmony, then all buyers and sellers and every person involved in this industry would be better off.

How do we do it?  Dialogue!  Someone once named me "The Duke of Dialogue".   That’s because I’ve spent years bringing into this industry the dialogues and skills to convince and persuade people to do things that will benefit them. 

Here's an example of dialogue:  "Hi Jamie, this is Jim Byrnes.  I understand you have a buyer interested enough in my Happy Hollow listing to make an offer, is that correct?   Well, first of all, let me compliment you.  In today’s market, getting the buyer to make a commitment is a true sign of great salesmanship.  I want to do whatever I can to help you put this sale together, of course, so let's get together and talk about how we can best work together to make this happen.  How about 2:00 or would 3:00 be better”?

If you agree, as I do, that it is possible to create a true spirit of trust and harmony between cooperating agents without violating your fiduciary relationship with your client then stay tuned.  Each week I will feature dialogue you can use to eliminate much of the stress and drama.  If you have a dialogue you would like to share, send it to me at [email protected] .  If I post it, I will use your name unless asked not to do so.

Let's start putting real cooperation back into our cooperative sales.  Remember... 'WE DON'T HAVE IT ALL TOGETHER BUT TOGETHER WE HAVE IT ALL".

Love,

Floyd

GIVE EM WHAT THEY WANT

This weekend is a holiday for those of us in the U.S. and Canada.  Maybe some hot dogs, hamburgers or steaks.  Perhaps bottles of beer, soda pop or water. Possibly campfires, parks or water fronts. Just might be some games, stories and plenty of laughter.

Mostly, though, it's being with people who who we love and love us.

What can you give them?  Remember, "The greatest gift we can give to those who love us is to be happy".

So, put on a smile and talk about the happy things.

Happy Holiday,

Love,  Floyd

FOR THOSE WHO NEED IT. WHAT IF...?

  

 Need to pull yourself out of a rut?  Have a strong desire to achieve more?  Are you hurting financially? 

 Here's something to think about.  No!  Better yet, here's a question that needs answering.  What if, for the next six months, you did everything you knew you should be doing do be successful?  What would be the end result in just six months?

If you thought the right thoughts, did the right activities, used every talent God gave you, said the right words, responded positively to all negative situations and applied just the success principles you already know, what would be the end result?

Simple.  You'd be happier, feel more secure, have a better self image, build your self confidence, you'd earn more, the people in your life will be drawn to you and, well on and on and on...

Most people will do what they need to do only after they hit bottom.  The losers will stay there.  The winners are the ones that realize they must begin doing those things they already know how to do.

You realize, "when you're down to nothing, God's up to something".  Is it possible He is testing you to see if you are going to do what you already know to do?  

All the books you've read, seminars you attended, recordings you listened to and coaching you received have prepared you with all you need to work your way up.  Or, back up, as the case may be.  All you need to do is do it.

As "my brother Zig" would say, "When one finger is pointing at the problem, three times as many are point to the solution".

 

If I could do it over again...

 

I hate to admit it but there are times when I give someone advice and later, after having more time to think about it, I wish I would have said it differently.

This is the story of one of those times.

Yesterday I kicked off a program with over 300 network marketing people.  It was the beginning of 6 weekly sessions of my Selling Skills program.  The attendees wanted to learn to sell more effectively.

As I was wrapping up to leave, a young woman approached me and asked if she could talk with me for a moment.  I never say no to a student, so we sat and talked.

As tears filled her eyes, our conversation began.

“I don’t know if I can do it”, she said. 

“Do what?”  I asked.

Showing discomfort, she answered, “Make the calls that I’m supposed to make”.   I noticed her hand visibly shaking as she wiped a tear from her cheek. 

“What is it about calling that frightens you so?”

“Just the thought that they think I’m trying to sell them something.”

“What bothers you about that?”

“I feel like I’m pressuring them.”   She answered as if she suddenly discovered the real problem.

“Are you?”  I asked, trying to understand her fear enough so I could give her the best lesson.

She looked at me with surprise and replied with a definite, “No!”, as if to question my sanity to even ask such a foolish question.

I gave her my standard advice and I’m sure it will be of help.  But…

…the more I thought about it, the more I wish I would have offered her the following advice:

“You will learn to control your fear when you complete the following steps.”

One – Understand the fear.  We are always 5 why’s or what’s to the true reason.  Why do you feel this fear of calling?  Why is that bothering you? And why is that a concern?  Why are you letting those reasons stop you from doing what you know you need to do?  What are you going to do about it?

Two – Accept the fear.  Cowards have fear but so do heroes.  The difference is the hero does not let it stop him.

Three – Decide how important the success is to you.  How badly do you want to succeed at this?  Is the desire greater than the fear?

Four - Change the purpose of your calls.  Don’t make the calls to try to sell the prospect.  Take the attitude that you are calling simply to see if they have an interest in talking about what you’re offering.  This can take much of the pressure off both you and the prospect.

Five – Do it til you want to.  Just like exercising, you may hate it at the beginning but when you do it often enough and long enough you will eventually not hate doing it.  Maybe you won’t ever get over the hate or the fear but it does get easier and more comfortable as time goes by.

Remember the words of my brother Zig…”If you never take a chance you will never have a chance”.

Love,

Floyd

FEEL THE HURT AND survive

The common characteristics of my Master-Mind/Mentor Group are several. we four have been best buddies for years; all are successful entrepreneurs; all feel the financial and emotional impact of the economy; but, most surprisingly, in a recent conversation, we each admitted and discovered that we all feel the hurt and pain of our 'people' first...and foremost.  

Two questions:  I wonder how many 'people' really feel the hurt of their company owner when the economy is tough?  How likely would it be for a company to succeed during trying times if the 'people felt the pain of the company?

Speaking for leaders like myself, whether they are called employees, independent contractors, staff, partners or associates, if they are within our companies they are 'our people' and we feel a responsibility to make the right decisions.

Because of this, we are always looking for methods and ideas that can help make life and work easier, and more secure, for 'our people'.   We are likened to a general.  A general realizes that if a soldier makes a mistake the soldier the soldier could lose his or her life, the generals mistake could cost many lives and lose the war.  A leader that care also understands and accepts the same impactful responsibility and often anguishes over a decision.

We are likened to a parent.  Parents are never happier than the level of their unhappiest child and want to take the pain away.   Just like many leaders are never happier than the level of any of their unhappiest 'people' and want to take the pain away. 

I'm sure not all business owners are as emotionally attached to their people as the four of us are but I do know that many are.  Because like- minded people tend to be attracted to stick with their own. 

Conclusion:  When the 'company' can feel the pain of the 'people' and want to take the pain away and, when the 'people'  can feel the pain of the 'company' and want to take the pain away the road to success is almost always assured.

Now you know why the Floyd Wickman Team has been around for 35 years.

Love,  Floyd clickhere

LESSONS FROM MY BROTHER ZIG - LESSON 4

Going forward with those lessons I have learned from my friend and mentor Zig Ziglar I want to share his most recent lesson with you.  Namely, "ENCOURAGEMENT IS THE FUEL THAT DRIVES HOPE".

Hearing this motivated me to change my message for my keynote addresses.  Over the years, I have  mostly given my audiences the 'how-to's'.   I usually left the motivational messages up to the motivators.  Until lately!

If ever there was a time when my audiences need to feel up and encouraged it is now.  So I pulled out my one and only motivational message," Mind, Time and Passion...the keys to success."  and discovered the encouragement from this talk does give them hope.  Check out their comments www.mindtimeandpassion.com

So let's spread some encouragement to someone each and every day.  Here's how:

1.  Remind others how they have the potential for success or they wouldn't have accomplished some of the things they already have.

2.  Point out the good things people do and encourage them to continue on with their work because it is helping someone who needs it.

3.  Recognize someone who achieves a difficult goal and share the story with others.

4.  Send out your 'good news' reports on a daily basis.  Each time you accomplish something positive send an e mail to as many people as possible.  "I just made a sale today"  "Closed a tough one" etc.  This can give hope to those who doubt anyone is buying anything.

5.  Tell someone how you have a feeling they are going to be very successful because of one of their characteristics that you've noticed.

6.  Notify everyone of any good news your read or hear of. 

7.  Start an encouragement club...the only rule being to follow the above ideas.

I'll bet if you give it some thought you could come up with many wonderful ways to provide the "fuel of encouragement" to drive hope in all you meet.

Love,

Floyd