A recent 20/20 revealed that Deal or No Deal star, comic, and actor Howie Mandel suffers from obsessive compulsive disease (OCD.)  For years he hid his fear of touching, while managing to have a successful career.  On occasions where someone succeeded in shaking his hand or otherwise invaded his boundaries, he receded into a frenzy of hand washing to make himself feel clean. 

For most people, simple touching does not provoke such an extreme reaction, yet we all feel irritated with our boundaries are invaded.  It can be physical invasion when people stand too close or make themselves too much at home in our office, missing appointments, or wasting our time when we have made it clear we were in a hurry.  Sometimes, the boundary invasion is very clear. Other forms are subtle enough that we may not recognize them for what they are and wonder why we feel irritated when they occur, or if we even have the right to feel irritated. All of the seemingly harmless activities that are listed in the PDF document involve boundary invasion, if they happen habitually.

 For additional information and guidance on this topic we have posted an article on our website entitled "Ways That People Invade Your Boundaries" for you to review. Incidentally, you may want to use this list to check on yourself, too. Many boundary invaders are quite unaware of what they are doing.

A few months ago, an unknown dowdy Scottish woman named Susan Boyle was received with a lot of eye rolling on the United Kingdom's Britain's Got Talent until she opened her mouth.  Her beautiful rendition of "I Dreamed A Dream," stunned the judges and audience, and though she did not win the competition, she got a record deal.

It is easy to jump on this part of the Susan Boyle story to lead into a pep talk about how appearances are deceiving or about how it's never too late to pursue a dream.  Either of those tangents would be true.  She went from a life of obscurity taking care of her ailing mother to a chart-topping album in the UK that has also topped Amazon.com's list of pre-orders.

Along her rise to fame, Susan Boyle has been continuously scrutinized as if people are looking for proof that a person who is not a raving beauty is "unstable" and maybe even "retarded."  The public may love her as the record sales attest, but the press is quick to apply labels every time she gets emotional after a performance.  She is reportedly getting annoyed by the press but when asked about the past six months, her response "Bloody fantastic!"

There are a few obvious parallels to real estate here.  Regardless of how the market has fared over the past couple years, certain segments of it could emerge "bloody fantastic" due to the dynamic combination of lower housing prices, low interest rates, and the tax credit.

Every year, real estate falls off when kids go back to school.  Families prefer to keep their children in the same school all year.  With the onset of the holidays, people get busy.  When it gets colder and then snowier in some parts of the country, people prefer not to move until it gets warmer.  The majority of people who move in the fall and winter are those who are transferred or have some financial or other pressure to brave the elements or the upset involved with having the kids change schools mid year. 

This year, things are different, as the tax credit is expected to liven things up and keep sales brisk and Realtors® busy.  Since the credit will last till spring, when sales traditionally pick up, this means that agents may have a more constant flow of business than usual.  To take advantage of a credit up to $8,000 for first time homeowners or $6,500 for repeaters, people will brave the elements and decide their kids will live if they change schools.

A month after the tax credit extension was announced, it has been written about continuously, to the extent you may be sick of hearing about it.  It's true that the credit will not be a gift to current or future generations of taxpayers who will pick up an approximate $11 billion from the extension. For many agents, however, this is a wonderful gift after a couple lean years that will benefit many agents.  Let's hope it helps many agents get stable as it help many Americans either realize their dream of  homeownership or come closer to their dream homes.

Recently, a Canadian woman who was on disability due to depression lost her disability when an insurance adjuster noticed pictures of her on vacation and out with friends on Facebook.  He noticed she looked so happy that he cut off her check.  She protested that the pictures did not reflect her usual state of mind and is suing the company, but not before she lost her house.

This story points out the need to careful about you post or say on social networks, a familiar warning that many people ignore.  Facebook posts or Tweets may quickly move out of view from the wall but they can be found in a search.  Photos on the wall stay there until they are removed.

In the Canadian case, the insurance company said they wouldn't make a decision based just on Facebook, but the case brings up an interesting question for clients who post their personal and business news on one page.   Will clients note when you're on Facebook and then wonder if you are working hard enough for them?

One way to protect yourself of by setting up a business page separate from your personal page.  Think twice about play the games some may people find addictive - the Mafia Wars, the Farmvilles, etc.  If you do play, don't bug your business associates for animals!  If you are serious about developing you business clientele, restrain the impulse to share every passing thought. 

It's not right that people make judgments based on a photo or an offhand comment, but it can happen.  If Facebook  and other social networks are part of your strategic plan, treat them like you would any other type of promotional material and make sure they show off your best side.

A recent NAR survey indicated only 6% of first time homebuyers took the plunge because of the credit, but claimed that interest rates and falling home prices were what made them buy.  Analyst Keith Gumbinger of HSH.com poo-pooed the credit indicating that we are rewarding people for doing what it take issue with they have done anyway. 

I take issue with this reaction.  Owning a home is an important part of fulfilling the American Dream for many people.  It's just a matter of time for those who see this in the best interest of themselves and their families. So, of course, they would have eventually bought!

Only a fool would buy a home he was not prepared to buy just to get $8,000.  This amount would mean little if home prices and interest rates were sky high.  A combination of factors whetted buyers' interested; I'm betting that the credit was the cherry on the icing on the cake that encouraged those who were waiting to become homebuyers.  That made them think of buying now and probably pushed up their time table.  The credit was not the sole reason they bought but when packaged together with the other things was too good to pass up.

As I have said many times, a responsible agent would not encourage an unqualified person to buy a home just because of the credit; in fact, I bet many agents have told those with credit problems, for example, to wait.  On the other hand, if the people were prepared to buy, a smart agent would stress the value of the credit and give a nudge where appropriate!

I recently got a survey from a cookie company that sells some delicious cookies and brownies by mail.  They are each individually wrapped so they are nice for business giving, plus are great portion controlled snacks that stay fresh.  I have been buying them regularly over the last couple years but in the last six months, I have noticed that the prices have gone up, the number of cookies in the assortments have decreased, and the number of items with free shipping have decreased too - a triple assault on my pocketbook.  This makes the cookies more expensive and has made me think twice if they are a good value except for occasional gifts.

The survey I got asked questions that made it sound like the company is trying to position itself as a more upscale gourmet food company.  There were no questions that asked about perceived value or whether recent changes might influence any future purchases.  In this economy, their survey was irrelevant.

As a matter of fact, I was annoyed that they didn't ask these questions, which to me where like elephants in cyberspace.  The company doesn't think a regular customer would notice a 25-35% increase?  Even if they want to reposition their company, wouldn't it be smart to ask if their company base would follow their new direction?

There‘s a lesson for everyone here.  We need to be in tune with our clients and what they want and need.  If we attempt to measure client perceptions of our service, we must measure the right things and ask the right things.  We can make changes to the niceties of our business, but if we don't satisfy what customers want, we are kidding ourselves about the outcome.

We can move to a new building, put in a new phone system, or send calendars at Christmas, but none of that will phase the client if we don't return calls or make him feel like we are his zealous advocate.  We can reinvent ourselves as "consultants" or develop new specialties, but if the client has concerns about us, our service, or the value we offer, our attempts to reinvent ourselves won't necessarily overcome these reservations.

If I don't order many more cookies, the cookie company won't crumble.  If many customers feel the same though, and start assessing whether they are a good value, there could be trouble ahead.  For those of us in business, the dynamics are the same.

Commitment:  I will examine my service approach to my clients.

Deadline:  _________________

The recent survey by move.com revealed some interesting results about how Americans view what's happening in housing.  As noted in a previous blog, Survey Says: Only 1 in 20 Respondents Say They Will Buy Next Year, at a time when the unemployment rate is over 10% nationwide, potential home buyers are concerned about the economy. 

•·   48% felt the government wasn't doing enough to help troubled homeowners avoid foreclosure, while 42% thought there was enough government action

•·   45% worry that they or someone they know will face foreclosure in the next year.

•·   38% had contacted their lender within the past year to reduce their payments.

•·   25% of those who refinanced used the freed-up money for living expenses or debt reduction

•·   9% are putting the savings towards investments or retirement

The survey group was comprised of 2/3 homeowners and 1/3 renters.  Will the credit be enough to stir up the market and encourage people to by their first home or their move-up home? The new housing credit will undoubtedly awaken interest in some potential buyers who were not qualified to use the last credit.    

Many people like to consider themselves real estate consultants these days. Our job as agents is to help good candidates look past economic news and buy affordable homes if it makes sense. The next few months, we can expect to be busy with sales that close and with consultants with clients who need an assessment of their readiness, and if they're ready - a tiny push.  

Before the home buyers tax credit was extended through April, 2010 and expanded to include more buyers, a survey by move.com indicated that only 1 in 20 people surveyed said they would buy a house next year.  Why?  The top reason was that they felt that home prices had hit bottom.  This was more important than bargain priced foreclosures, concerns about interest rates, and the pool of available homes.

This revelation feeds into our ongoing discussion of glass half empty/glass half full approach to real estate.  Of course, the number of people who might say they are planning to buy might increase in view of the credit, the responses indicate people are concerned about economic stability in our recession-prone world.  It remains our challenge to seek out qualified buyers who might be in a position to buy in the right circumstances. 

Some people with credit problems might be interested but will not qualify for the best rates.  We can increase our sales among this group by encouraging them to clean up their credit report, directing them to an affordable home, and directing them to a lender who can help them.

Some of us focus more on the credit-stable buyer who can afford a pricey house, but millions of solid Americans with "issues" need our services too.

Commitment:  I will look for ways to beat the 1 in 20 statistic and increase my business.

Deadline: _________________

There may have been debate over whether homebuyers who wanted to take advantage of the tax credit could use it as a down payment but it is unquestionable that the credit will mean a payout for real estate agents everywhere.

Due to lobbying efforts by the National Association of Realtors (NAR) and other groups, lawmakers have extended the homebuyer tax credit to April 30, 2010. And they've sweetened the deal: the law increases the limit for couples to $225,000 in annual income, roughly $55,000 more than the existing law.

Plus, it adds a nice $6,500 carrot for those who've lived in their homes for five of the prior eight years to buy up or buy elsewhere. I believe this will move houses at both the lower and higher ends as well.

This news is a perfect opportunity for Realtors to capitalize on several levels:

1. Stand out from the crowd - Many Realtors take a break near the end of the year. If you choose to keep working, you'll not only stand out from the crowd, you'll be able to get the most out of the extension and improve your bottom line.

2. Enjoy a faster "slow season" - I have little doubt that the typical "slow season" between November and February will be much livelier than in years past because of the tax deduction being extended. It's beginning to sink in with home buyers that this incentive is something they can't afford to ignore. NAR says two million people benefitted from the first go-around of the tax credit.

3. Get busy with past customers - Pull up your database of past customers who've been in their homes for five years and send direct mail (followed up with the all-important phone calls) to them explaining this new $6,500 expansion of the deduction and how you can help them. 

4. Continue your online social networking - Remember, typical first-time home buyers are younger and participate in this online social beast that's taken over the way they get their news, communicate with friends and learn about goods and services they're interested in. 

5. Become the expert with seminars - Anytime change happens, consumers develop an appetite to learn about those changes. Develop short seminars for first-time buyers and current home owners for five years to position yourself as the authority.

6. Energize your buyer presentation - The name of the game is urgency, so give your buyer presentation more zip by adding a strong sense of urgency to it. Right now I'm giving my clients a buyer's guide and they use it to create their own customized buyer's presentation. It usually lasts between 30 and 45 minutes - just like a listing presentation, but scripted specifically to make buyers realize they need to act and act now to profit from this extension - and it's working great.

7. Unearth additional motivations to buy - Yes, this tax break is an obvious reason to buy now, but don't forget to ask questions to learn other factors that may be motivating them to buy. The more you know about your buyers, and specifically why they want to buy, the better you'll be at meeting their needs.

Now is the time to act because we don't know if Congress will extend the deduction a third time. My guess is no. I believe lawmakers and economists expect natural market forces to take over in the busy season in the spring of 2010 without the incentives.

So get moving. Shoot me an e-mail for more ways to continue to make this extension work for you -- Bob@CorcoranCoaching.com.

As you read this, I am busily packing for National Association of Realtors (NAR) Conference in San Diego.  On Friday, November 13, I'll be speaking at 2:30, so please look me up.  My topic will focus on Becoming The CEO of your Real Estate Company, a timely topic for anyone on the move in real estate.  Once you discover the functions of a Real Estate CEO are and how you can implement these into your existing practice, you will notice your business take off if you put them into play.  Becoming a CEO is more a state of mind than a title on your door.  It is akin to mastering your destiny, taking  charge of your life - plus doing some things differently in how you organize you time  and approach your job.

I love going to NAR as speaker, since as a coach, I am on a mission to help agents unleash the power within themselves to be better managers, more confident sales people, and more efficient time planners.  More than that, I love meeting fellow travelers on this real estate road.  Even if you can't make my talk, please stop by Booth 2809 to get acquainted.

For those of you who have shied away from Facebook and other social media because you don't see the connection between spending time chatting and ringing up sales on the real estate cash register, be forewarned:  it may be Facebook that delivers your website traffic, not Google searches.  According to a recent article in Copyblogger, Facebook is on the road to becoming a major source of information that may eliminate the need to be concerned with SEO. 

Rather that people searching Google to find information, they may ask a question on Facebook and get recommendations of people that their friends or others in the Facebook community have used.  In other words, rather than searching for real estate agents in Omaha, someone may ask the Facebook community if anyone knows a good agent there. They are likely to get comments on their wall (and perhaps some private messages) that say "Use Dick Whitman, he sold my home in 2 weeks!" or "Avoid Tom Cruiser, he is a fast talker who didn't do anything for us."

I am not saying you should lessen your efforts to pull up your Google ranking but there is big shift coming as to what's the best way to connect with people.  Now is the time to see what Facebook and other social media is all about.

Commitment: I will take the plunge and start learning about social media.

Deadline:______________

Have you seen the Bud Light commercials?  They are all along the theme of not too heavy/ not to light, which, of course, the taste that beer is supposed to embody. Realtors should take heed of the message.

Scenario One:  Girl breaking up with her boyfriend

Too light:  She tries to sugar coat the break, he misses the point

Too heavy:  She tells him the news and then pushes him out of her speeding car. He stil doesn't' get it and hope they'll still be Facebook friend

Scenario Two:  Man is trying to show off his amazing wonder dog

Too light:  The dog barks, after some prodding

Too heavy:  The man lets the dog drive a few blocks, with a few lawns fortunately the only casualties

Scenario Three:  Woman tries to get waiter's attention in a restaurant

Too light:   "Excuse me, when you get a minute," politely uttered

Too heavy:  "Excuse me, when you get a minute," woman trips the waiter who flies through a plate galss window

Scenario Four:  Woman tries to pin a boutonniere on her husband

Too light:  She sticks it trough the buttonhole; it falls out

Too heavy:  Woman attaches boutonniere to husband's chest with a nail gun, then offers to fix his zipper. He passes.

Real estate agents have to pay close attention to their client's needs and wants when responding to internet marketing forms.  A lead may sign up to receive information about a listing.  We may get a phone number as well as an email address, so we may make a phone call and certainly will put the lead on a drip mail campaign. 

Our quick response may impress the lead, but if he says he does not want to buy for six months or he's just looking, we want to find that happy medium between stalking him and ignoring him during that time.  If you don't call him for six months, that response is too light.  Frequent calls and daily emails would definitely be a response that is too heavy. 

If he says "just looking, you don't need to call me," anything more than an occasional call and monthly emails are responses that are too heavy.  If he says "DO NOT CALL me, I am on the DO NOT CALL list," we'd better listen as our zeal could get us into trouble. 

If's he interested, a whole new set of rules about what's too heavy/what's too light come into play.  By listening to the client, we will know how to find the balance.

If you're a New Yorker, there's joy in Mudville, so to speak, as the Yankees win another World Series. If you're a Realtor, you are rejoicing that the home buyer's credit was extended and expanded.  Now, even current homeowners have incentives to buy up or buy elsewhere.  This should help move housing stock not only at the lower end of the spectrum but higher price ranges as well.

If you follow me, you know that I maintain that good Realtors always find ways to sell houses even without a credit.  However, if NAR statistics are correct, 2 million people were helped by the current credit, while the economy has been stimulated to the tune of $22 million.  Extending the credit can only continue to  help general economic recovery, as well as that in housing.

There is definitely joy in Mudville for Americans on the move and those who'd like to be.

http://activerain.com/blogsview/1315882/t

There are a lot of sayings that come to mind when thinking about the people around us.

A man is known by the company he keeps...

Birds of a feather flock together...

One bad apple spoils the bunch...

We are not bound in our life by proverbs, but it is easy to pick up the attitudes od those around you.

Take a look at who is around you in your daily life. Are they positive or negative? Helpful or hurtful? Toxic or healthy? It's been said - via another  proverb - that you should fear an evil friend more than a beast because a beast can wound your body, but an evil friend can wound your mind.  Keep positive people near you at all times and purge the rest.

This does not mean that all your friends are Pollyannas or that you block out the bad news.  There is a lot of bad news in real estate today; if you don't see if, you will miss the opportunity to react and respond to it.  What you must to be successful in this market is turn any challenges you see in the news and turn them into opportunities and surround yourself with people willing to do the same. 

Imagine the impact of a group of positive people collectively working together. The synergy that comes from that group can change the world - or a least the real estate market in your neck of the woods.

Make A Commitment: I will stay positive and choose to be happy!

Deadline:   _________

I've been in the real estate consulting game now for 15 years and it still amazes me that many agents simply don't operate like a business.  I often see starry-eyed agents who set grandiose goals only to trip on them and fall into a big pile of discouragement.

Many people have only a vague idea of what their goals are and have even less clue about how to reach them.   Few people stumble unto success; man who do are often "flash in the pan" successes because they don't really know what made then successful and, therefore, can't replicate it.

I offer four suggestions to make your business a success:

1.       Write your personal goals -  Even if you are  still formulating your goals, it is easier to figure out how to operationalize them if you have a starting point.

2.    Get a plan - The first item every business should have is a business plan. Without one, you're sailing rudderless.

3.    Set small goals - No doubt, part of your business plan will have goals. Make sure they're realistic and small enough so that you can actually make headway with them.

4.    Get an accountability partner - This may be a neighbor, a coworker, a broker or a personal coach. No matter whom it is, this person is charged with making sure you're striving for and reaching your goals. An outside perspective is essential.

 Commitment:  I will gormulate my goals todya.

Deadline:  _____

Treasury Secretary Tim Geithner recently said that he is optimistic about the state of the U.S. economy, though recovery has been uneven.  Of course, the same page of the MSN homepage featured a story about why the U.S. is in decline.  Read both stories and you'll realize you have to make a choice.  You can accept things going on in our society as "proof" things are on the downslide or you can accentuate the positive.

You may be thinking, "Oh, that's what Bob always says."  If so, you are right. You choose how you feel.  I have built my coaching career on this premise.  A traditional market doesn't make you feel any way; you make yourself feel the way you do.  No one else, no event, nothing makes you feel that way. It is all your doing, period.

This is not saying that things in our economy (or any segment of life) are perfect.  If you dwell on the imperfect, you can fall not thinking that things are hopeless and opportunities are limited.

If you like books, grab a copy of The Traveler's Gift by Andy Andrews. He is a big fan of personal responsibility and is as motivating as they come. You can also visit my website for a document I wrote titled, "Fear or Confidence: Which Are You Choosing?" that may help you discover bad choices you might be making.

Commitment: I will train myself to see life in a more positive manner.

Deadline:  ________