Floyd Wickman

MY BROTHER ZIG: LESSON 3

Continuing on with the lessons given to me over the years by my friend Zig Ziglar I want to deal this time with a challenge many people in many industries are facing every day.  That is:  "Should I keep doing what I'm doing or, is there a better way?"

The economy has been kicking our butt.  What we are doing isn't working the way it used to.  We'd better lower our prices, fees, commissions.  Maybe I'm just not suited for this job.  I'm going to try this or that.

Sound familiar?  I have found myself in the same quandary several times over the years and have discovered some solutions that I would share with anyone in the same situation.

There is a country song I believe is entitled "Looking for Love in all the wrong places."  In this day and age it should be changed to "Looking for Solutions in all the wrong places."

You have the solution.  Just do these four things:

1.  Settle In.  I was at a meeting with other professional speakers.  Tom Winneger made an interesting observation.  He said that every single time he has gone from under his business 'umbrella' he's had to make a u-turn back to his core business.  Always, he said, it ended up costing him time, money and energy that he could never seem to recover.  So settle in to what you do and you will find that the moment you quit looking you'll discover everything you want is right where you are at.

2.  Re-engineer your life.  Take a look at want.  Do you really need it?  Take a look at what you spend.  Can you cut that down a little?  Take a look at the gifts your are going to purchase.  How much happier are your children or grandchildren going to be with 4 presents instead of 3?  Take a look at your time spent working to earn a living.  Do you really need to be at every game or family function or can you make it up at some later date when it is more affordable?  You get the point.  Simply stated:  Do a better job at budgeting your time, money and energy.

3.  Add a little more to what you do.  I've noticed recently that the formulas for success have never changed, no matter what one does for a living.  What does change, however, are the ratios.  The numbers.  The degrees.  Today you have to work a little harder,  you have to work a little smarter, you have to be a little more skillful than you've been.  It might take more contacts to find the same number of prospects.  More prospects to make the same number of sales.  More sales to earn the same amount of income.  More skill to convince the prospect of the benefits of you and your company.  Nothing changes but the numbers.

4.  Give your worries to God.  When a person is worried about paying bills he cannot be at his best.  He will try to hard to produce.  The harder you try to do something the further you push it away.  Zig has said many times over the years how, since he's turned his 'life over to Christ' he has never worried again.  So in keeping with the theme of the 16 lessons I've been given by Zig, here is Zigs Lesson Number 3:  WHY WORRY, THATS GOD'S JOB.

Watch for Lesson number 4 next week.

Love.

Floyd

 

 

 

 

MY BROTHER ZIG...LESSON TWO

In my blog dated Oct 23 I talked about the when, why and where of the time 34 years ago when my friend (like a big brother) Zig Ziglar began as my mentor sharing lessons with me and why I felt compelled  to share these lessons.  In that blog I shared lesson 1 of 16.

Lesson two is this:  A PERSON CANNOT ACHIEVE AT ONES FULL POTENTIAL WITHOUT HAVING THE HOME COURT ADVANTAGE.

Imagine you are at a sports game.  It is a home game for your team.  Each time they score, make a great play or prevent the opponent from scoring you and the rest of the home crowd break out in a loud and enthusiastic applause along with jumping up and roaring its approval of its team. 

Chances are the crowd is motivating the team to repeat their performance and I'm sure the players are feeling like winners at that moment.  They approach the next play already thinking like a winner and their chances of winning the game increase.   The odds are always in favor of the home team.  Why?  because the home crowd inspires them  

Even when a player makes a mistake we often respond with..."that's okay!  Good eye!  Nice try!  Or other words of encouragement.  That is the 'Home Team Advantage'

Lets look at it from the viewpoint of the other team.  Each time they score their achievement is met with silence rather than praise.  If they prevent your team from scoring what they hear is loud booing often followed by negative, even degrading, words aimed at them. 

How un-motivating is that?  To be put down each time one accomplishes something they should be proud of...booed just for doing ones job.  How can anyone be at their best under those conditions.

It's similar to being in the business world.  If we have a bad day, week or month and not getting the encouragement to keep going it becomes very difficult for us to achieve at our full potential.

So, if you need the Home Court Advantage, If you need to get more support and encouragement from those in your life and nothing you;ve tried is working, let me give you several things I know will help:

1.  Give them them some 'countables'.  Commit to them some times either weekly, daily or monthly that they can count on you being there no matter what.  It might be called date night; play time; conversation hour; day off, etc.  As long a they know they can count on you for that they are more apt to understand those times when you cant be there.

2.  Be happy.  The great gift we can give to those who love us is to be happy.  When asked how your day went try to reply with a happy, confident response rather than a negative, sour reply that can only make the people in your life feel worse.

3.  Turn off the cell phone, computer, etc. while with them.  Nothing can make one feel unimportant more-so than being told to 'hold on' while we take another call or check our text messages.  Do you honestly think you have to be that reachable at all hours?  How sad if you do.

4.  Pray together and Play together.  Either done as a family might add  strength to the relationship.  Both done as a family will guarantee it. 

Do these things and you will assuredly have that 'HOME COURT ADVANTAGE' you will need if you are to succeed at your full potential.  I'm sure there are others so if you have one you'd like to share let me know.  [email protected]

Coming up next week:  Lesson 3 of 16. 

Love,

Floyd

 

 

MY BROTHER ZIG: LESSON ONE

It was April of 1974 in the dining room of the Pontchartrain Hotel in downtown Detroit.  Just the two of us were having a wonderful breakfast.  At least I think it was wonderful.  I really can't remember eating .  I was probably too nervous.  It was just before a seminar for 1500 salespeople at Cobo Hall convention center and I was with the keynote speaker...Zig Ziglar. 

How I got there is a long story and not applicable to this article.  Suffice to say at that time I was great at selling and I was able to 'sell' my way to this rare opportunity.  I had a purpose for being there and it was to ask the advice of a man who, through his audio lessons, seminars and books had been a huge influence in my career.

Little did I know that, what began as a simple breakfast would be the beginning of decades of a mentor/protege relationship.  The lessons and advice he has given me over the years have been the foundation of my lifestyle and the reason for most, if not all, of my success.

This series is dedicated to a man who has become my 'Big Brother' , Zig Ziglar.   It will be the conduit I will use to share those lessons with you.

There are sixteen of them and this is the first.

Lesson number one - ANYTHING WORTH DOING IS WORTH DOING POORLY UNTIL YOU CAN DO IT RIGHT

How many people do you know who could accomplish so much more in their personal or professional life if they would only be willing to try new things.  Fear of failure or embarrassment can be a huge excuse when one does not learn and apply techniques, methods or ideas that are new to them.

Speaking is a normal fear for many people, including myself.  There is a huge fear of failure and embarrassment.  Especially at the beginning of my speaking career.  I can say emphatically to you that I have done poorly many, many times.   If you were to ask me me was it worth doing?   If you were to ask me if the fear kept me from doing it I can say proudly no.   

Now after more than 3000 engagement's if you were to ask me what it took to 'push' myself to do poorly something that eventually became worth it, I would give you this Little formula.   

First:  find that skill or task that you know will take you toward your success. Next: make a commitment to do it.    Then: prepare and practice. (take a course or listen to the lessons).    Finally: work at it until it works naturally for you.

"ANYTHING WORTH DOING IS WORTH DOING POORLY UNTIL YOU CAN DO IT RIGHT."

More lessons from 'my brother Zig' to follow.

Love,

Floyd

 

ARE YOU "INVITING" LOW OFFERS OR...?

A great question for all Realtors to ask themselves:  Am I "inviting" low offers or am I "selling" high offers. 

If I had to guess at the answer the majority of agents would give it would be,  "Inviting low offers."  Way too many agents are settling for writing-up very low offers.  This usually leads to one of several negatives, such as (1) encouraging the buyers to make ridiculously low offers; (2) helps drive down the sale prices; (3) upsets the sellers; and, (4) lost sales and commissions.

What's the cause of this?  Simply put agents either don't have the guts or don't know how to turn the situation into a higher offer.

In the Floyd Wickman Program my trainers teach how to get higher offers and through roleplaying the agents develop the confidence to make the attempt.  Let me give you a few ideas for getting those higher offers.  But be prepared to ask the tough questions.   Tough times call for tough agents asking the tough question and being tougher with the buyers just looking to "steal" a property.

1.  Always meet with the buyer in advance, prequalify them and prepare them for having to pay full price.  "If you find a home today that you like enough to live in are you looking to steal in a a ridiculously low price or are you willing to pay a fair price."

2.  Be prepared to substantiate the list price.  Not all listings a listed prepared for an offer.  Many listings are already listed a bargain price.  Have plenty of stats and facts to support the fact that the price is already priced at a bargain. 

3.  Question the buyers who want to offer less than the list price.  Some examples:

"You probably have a good reason for feeling the price is too high, do you mind if I ask what that reason is"?

"If I could prove to you that when you buy this property at it's current price you will be making a terrific investment, would you be willing to pay this price."

"most experts would agree that if you like the home and can afford the home you should buy it while prices are still low rather than risk losing the home you like."

"Let me give you some reasons why it would not be in your best interest to offer too low a price."

4.  Prepare the low-offer buyers for having to pay more.  "I will present this offer but I truly believe you will have to pay more than this price if you really want the property, so please think about what your absolute highest price will be."

Get tougher.  Close more sales. You'll be proud of the results.

Love you all,

Floyd

RENEWING YOUR ENTHUSIASM! OR...

We all know it's difficult going to work everyday when our enthusiasm is lost.  It's easy to lose enthusiasm when we only hear the negatives around the office or on the news. Often even we can hear the negatives, even when they are non-existent, because of this conditioning. 

Our future depends, not on the opinion of the news commentator, but on our perspective of what they are saying.  On our attitude...not theirs!  A negative attitude can wipe out whatever enthusiasm we'd previously had.  So let's do an exercise to find that enthusiasm again:

See how many points or reasons you can come up with while answering the following questions

For an owner who is considering selling his home and buying up, why is this the perfect time to do so?  (List as many reasons as you possibly can, print it out and share it with everyone)

For an agent who is questioning why he or she should stay in real estate, what were the reasons you got into the business in the first place?  (take your time and write out clearly all of the reasons, print it out and read it often)

For the person that doubts they can succeed in today's market, why are you more than qualified to be successful now? (list the reasons and read often)

The last four letters of enthusiasm, IASM stand for I Am Sold Myself.  So if you're no sold yourself, if you can't come up with enough answers to the above questions...GET OUT OF REAL ESTATE!

If you're still unsure, read my book "Should I Quit Real Estate?"

WORDS TO BEGIN YOUR DAY WITH

Frank Outlaw said:

Watch your words, they become your thoughts.  Watch your thoughts, they become your actions.

Watch your actions, they become your habits  Watch your habits, for they become your destiny.

In this day and age how important is it for us to begin our day with positive words?  And,  if they will lead to positive results, are they not essential?   Members of the Master Sales Society are asked to begin each day with the following pledge and we would like to share it with you.  If you would like a FREE frame-able version just go to www.FloydWickman.com/Frameables

I am a Masters Salesperson.  As such I will always be guided to do and say the things that contribute to my success.

Today I will walk and talk like the Master Salesperson I am

Today my core values will direct my activity.

Today I will take the steps that lead me closer to my goals.

Today I will accept adversities as friendly foes and learn from them.

Today I will perform with an air of confidence yet I will show other that I care.

Today when asked the secret of my success I will gladly take the time to share.

From this moment on, anything that happens happens in my best interest because I am a Master Sales Person.

Add to this a prayer of gratitude and I guarantee you a more successful and satisfying day.

Love,

Floyd

Removing the option to fail

I was asked once what I thought was the number one reason why so many fail out of real estate.  My answer was and is:  "Real estate is too easy to get in...to easy to get out...and too optional while you're in, and, if you give people the option to fail 70% will take that option every time".   What is the number one way to insure one's success?  When a person makes a real and true commitment to succeed the option to fail is removed.  What are some ways we can solidify our commitment.

1.  Burn your bridges.  A great story to illustrate this point is of the Admiral who, after all of his battle forces were landed on the shore at the site of a major battle, burned all of his ships.  He than announced to the to his armies that they must win this battle or they could not return home.   not having any choice, they won.  go forward as if there was not an option.

2. Say "I'm in" often.  Make an announcement that you are in this for the duration.  Let everyone know that you are going to succeed no matter what comes your way.   Get away from 'giving it a try'.  Just like you can't 'try' to stand up.  you are either standing or you're not.  Imagine there is no such thing as trying.  You are either doing it or you're not.

3.  Belong to a group.   Have a group of people you will be responsible to and for.  Schedule regular meetings, either group phone call or face to face.  Have a rule there is no negative allowed...hold each other accountable for producing...share the best techniques with each other...verbalize your commitment to activity or production between meetings. 
Whatever you can do to help the others succeed you will be doing for yourself.

4.  Get a coach.  Have a long term commitment with a financial loss if you quit early.   This can help with taking away the option in two ways.  One of course is the money lost if you don't apply yourself.  The other is that you are growing and developing yourself at a higher level.  At a higher level you can than handle those problems that would ordinarily cause us to want to quit.

There are plenty of ways to take away the option...do something as opposed to nothing.

LOVE

FLOYD

Don't be disappointed

The saddest feeling I know of is disappointment.  It drags us down.  Often sends us into a slump.  causes us to lose sight of our dreams.  True?  How many times have you really really counted on a sale or closing that you put all your energies into yet it died?  Want to eliminate most disappointments?  I am seldom disappointed because of a philosophy of mine which is to keep your dreams and energies high, your expectations low and you'll never be disappointed.     Whoever says otherwise has never been in commission sales.  Now don't get me wrong.  If your dreams are low...if your energy output is low than go ahead and have high expectations.  You have nothing to lose.  Only when we dream big and pour out maximum energies is it important to control our expectations.   So,  If you're like me and dream big dreams, pour out substantial energies toward realizing those dreams and you never want to let yourself down, remember to "KEEP YOUR DREAMS AND ENERGIES HIGH AND YOUR EXPECTATIONS LOW AND YOU WILL NEVER BE DISAPPOINTED."  Print out your FREE frameable wall hanger   at  www.FloydWickman.com/Frameables

LOVE,  FLOYD

A GREAT CLOSING TECHNIQUE FOR A BUYER

The past several weeks I have had the honor of being a keynote speaker at several functions presented by FreddieMac and 5th3rd Bank.  How wonderful to see so many of my Floyd WickmanSMART Program student graduates in the audience.  On the program with me was Amy Crews-Cutt who is the Chief Deputy Economist for Freddie Mac.  She shared many statistics both past and present and some wonderful projections that all Realtors need to hear.  She brought much hope to the hundreds in attendance.  I just had to share a statement she made that I heard as a possible closing  dialogue.   All agents could use with buyers who want to procrastinate making a decision on a particular house of interest thinking prices or rates might go down if they wait a while.   I will paraphrase this for all the agents out there:

"Mr. & Mrs. buyer I know it might be better for you to wait if it is to your advantage to do so.  But let me ask you this.  If an unbiased, 3rd party expert advised you to buy now would you consider taking her advice?  If so, let me share with you the words of Ms. Cutt who is the chief deputy economist with the Federal Home Loan Mortage Corporation.  'mr. buyer if you like the home and you can afford the mortgage I recommend you buy NOW'. 

I would be very comfortable using this quote in a simular situation.  I just might help you move the buyer to say yes.

Get in touch with your local 5th/3rd Bank mortgage department and ask when the event will be in your area.  My part of the program deals with MIND, TIME AND PASSION...THE KEYS TO SUCCESS.

SEE YOU THERE,

FLOYD WICKMAN

Practice your ABC's

Well, I am now officially a Blogger.  What a great opportunity for me to throw out those tips and techniques designed to help salespeople close more sales and Managers motivate their people.

Lets start with some questions.  The last time you met with a prospective buyer or attended a listing appointment did you ask your closing questions?    I'm finding out when I ask one of my coaching students that question I often get a 'deer in the headlights' response. Like,  Huh?  Or even worse..." I didn't have an opportunity to close."

My question is not, " did you close it?   It was "did you ask closing questions"?  If you didn't, you are losing business.  How sad considering it takes very little skill to do so and just a little more guts.  Maybe you don't know any closing questions.  Just in case, I am going to list a number of them so you can know your ABC's and insure you will Always Be Closing.

If we find you the right house today would you be ready to buy today?  Do you like this home enough to live in it?  Would there be any reason why you wouldn't be able to purchase today?  If you weren't able to decide today what would be the reason?  What would I have to show you today to convince you to list with me?  If we could agree on price today would you let me handle the listing today?  Would just the two of you be making the decisions today?  If I could overcome that concern today would you decide today?

If you are a student of mine you know there is magic in 3's.  So, pick any 3...use them...watch the production grow. Remember your ABC's.

Stay motivated,

Floyd