Focus is everything
July 8, 2008 | 1 Comment
In the real estate business, there are a lot of different things that can demand our focus at any given time. There are clients to respond to, inquiries to answer, agents and vendors to speak with, and that list doesn’t even include the various aspects of the actual business that need attention (marketing, service, lead generation, etc.)
Even though knowing where to apply your focus will change from time-to-time, focusing in the right place at the right time can often spell the difference between success and failure. This is a lesson of which I was very vividly reminded during my recent time at officiating camp. . .
Learning About Focus the Hard Way
It was just after 8:30 am on Sunday, the last of the three full days of basketball games. The early morning time, coupled with the mental and physical fatigue of constant officiating was bound to take a toll at some point, and boy did it ever.
About 3 minutes into the game, my crew and I were a bit off. We just weren’t working together as smoothly was we would have liked. Fatigue will do that. One one trip down the floor, I missed a rotation, meaning that I was out of position. I noticed it, and then I broke a cardinal rule of officiating– I took my eye off the player with the ball, who was MY responsibility. I shifted my focus from where it should have been. Instead, I took a glance at my partners so that I could figure out what the heck I was doing and get myself where I was supposed to be.
In the instant I shifted my focus, it happened– the player who I should have been watching hit the floor, holding the ball.
THAT got my attention. I caught just the last instant of the play, and when he hit the floor, the whole place went silent. It went silent because everyone was waiting on my to blow my whistle.
I blew the whistle. I had NO idea what to call. None. Completely blank.
I did the only thing I could think of that quickly– I called a jump ball and went to the possession arrow. In that situation, it was the least of many potential evils.
The coach, who was standing right behind me and did see the whole thing (just my luck), almost went apoplectic. Had it not been 8:30 on a Sunday morning, he probably would have, and I would have deserved it.
I did the only thing I could with the coach. I went to him and said, “Coach, I missed that one. You saw it. I didn’t. I lost focus. My fault.” Luckily, my admission diffused him as much as I could hope for, and the game went on. It could have been much worse. My momentary lack of focus could have really messed up the game for myself and my entire crew.
Focus is Everything
Just as in officiating, focus can mean everything in business. Where you direct your time and attention can have a tremendous impact on how the rest of the game plays itself out. As business people, we have to carefully consider what activities require our focus at any given time and concentrate on those activities 100%.
Sometimes, our focus must be on improving our marketing, other times on improving our service or education, and other times on meeting the immediate needs of our clients and customers. It is a good idea to take stock of your business on a frequent basis so that you can help determine what area might need your focus at any given moment. If I would have done that on the basketball court, I would have realized that my focus needed to be on the play in front of me, and not on the position of my partners.
Taking stock might mean that you review and prioritize your tasks for the day. It might mean that you review your business plan quarterly or even monthly to track your goal progress. Try to get in the habit of self-evaluation so that you can easily determine where your focus needs to be at any given point. Once you have done that, all that’s left is to FOCUS. CONCENTRATE. Give it 100%. You’ll be surprised how much more motivated you feel when you know that the work you are doing is the most important work to be done.
My momentary lack of focus had ramifications that lasted only minutes. In a different situation, it might have determined the outcome of a game or a team’s entire season. Like I said, I got lucky.
You don’t want to rely on luck. Focus now. Develop the focus necessary to lead you to your goals. Learn to direct your focus appropriately. I know that basketball coaches appreciate it; and so will your bottom line.
If You Want to Learn More About Blogging, a Little Participation is Required
July 2, 2008 | Leave a Comment
One of the things I have heard from bloggers is that they wish they knew more about other blogs. They wish they knew if what they were doing was working, or if others are working better. There is little to no data about blogging as far as how they relate to each other.
Enter the first CREST Blogging Survey.
This survey is intended to gather data about real estate blogs so that hopefully, we can all learn something about blogging and use it to blog more efficiently. It’s only a few questions long, only takes a few minutes, and all of the data is completely confidential. What have you got to lose?
If you want more information about it, you can see the discussion generated at AgentGenius, or listen to an interview with Ben Martin by Mike Price of MLBroacast.
I took the survey, so what are you waiting for? In order to have good data, it is going to have to come from somewhere, right?
Be Movitated, but Be Thankful, too
June 25, 2008 | 2 Comments
I had a great time at my referee camp. I always come back with VERY tired legs and a head VERY full of new officiating info that I can use during the upcoming season. I told you before I left that I would give you a little glimpse of what it is like to go to officiating camp. I didn’t get to take as much video as I would have liked (at least 3 games per day will do that), but I did spend a few minutes one morning making this:
There has been quite a movement in officiating to hire not only good referees, but good people, too. One aspect of that is humility. Being a successful referee is one of the few things that I have ever done that simultaneously requires a huge ego and ultimate humility. It is a delicate balance that all refrees strive for. Some are able to do it. Some don’t.
For the ones whose ego gets a bit too large, it is important to remember that nothing is guaranteed. As quickly as the success came, it can be taken away. The most important game is always the next one, and be thankful that it is on your schedule.
Real estate is the same way. We are all independent contractors, running our own businesses. We are our own bosses. This does not, however, mean that we answer to no one. There are still responsibilities, to clients, to collegues, to family.
The one true path to success in this business requires that you remain motivated, but that you also remain thankful. Take nothing for granted, and remember that you are owed nothing.
It is a delicate balance, but one that I was reminded of this past weekend every time I put on the stripes.
On Becoming the Inman News Community Mangager
June 9, 2008 | 27 Comments
Today, I embark upon what I expect will be a very interesting, enriching, and exciting endeavor. Today, I begin in my position as Community Manager for Inman News.
What does this mean? Well first of all, it means that I will still be blogging and creating the best possible content I can right here (did you really think otherwise?); and I will still be doing the samefor Agent Genius, as well. I will, of course, still be selling real estate. So I guess, in some ways, things don’t really change all that much for me.
In other ways, things will never be the same. Now, all that social media and Web 2.0 research that I do will have an additional purpose. I will be able to direct my efforts towards building, enriching, and expanding the already strong community at Inman.com. The Inman.com Community site is up and running, and one of my responsibilities will be doing everything I can to make sure that community is a vibrant one.
I want to thank all of the folks at Inman, Joel and Don especially, for being willing to give me this opportunity, and I want to thank all of you here who have supported my efforts at RealEstateZebra.com. Without you, there would be no community. Together, I know that we can spread the word and grow the community to include everyone who could benefit from the knowledge and experience we have all gained.
I am excited to have this opportunity, I am excited to be able to share it with you. But right now, an opportunity is all it is. I want to grow this opportunity into an experience that the industry and its professionals will look upon not as a high point, but as a foundation for how the real estate industry can innovate and revolutionize the profession.
It’s gonna be an exciting and interesting ride, so come along!
My Brother Riffs About Online Reputation Management
June 7, 2008 | 3 Comments
As much as it pains me to say it, my brother, Bryan, is a pretty cool guy. 
He is currently a Senior at High Point University. When he’s not studying, he’s also a blogger. Right now, he is taking some summer classes, and preparing to spend next year as a Resident Assistant. I came across his latest post in my RSS reader, and wanted to share it with you all because I think he makes some very good points about online reputation management. Reputation management is a subject that all professionals involved in social media should pay attention to. The internet never forgets, and you should always think about what you are putting out there for the world to see. I could go on and on about it, but Bryan gives some very good real-life examples of what NOT to do, so you can just listen to him.
My brother is a pretty smart dude, especially for a 20-year old. He can see the importance of social media reputation management. If it is important to him, you can bet your reputation that it should be important to you.
So check out the advice from my brother (you can skip the first 30 seconds, unless you really want to know what is going on at High Point University):
Ricardo Bueno and Daniel Martin are Two Mortgage Professionals Delivering Value Through Blogging
May 31, 2008 | 2 Comments
There are A LOT of real estate blogs. I don’t know how many, but it is a pretty big number. There are a lot LESS mortgage professionals out there blogging. Why is this? I have no idea. I do know, however, that I have been very impressed with two mortgage bloggers that I met recently.
Ricardo Bueno and the Industry Report
The first is Ricardo Bueno. Ricardo is out in Los Angeles blogging his brains out about the mortgage industry. This is good stuff, so check it out. Ricardo was also kind enough to join into the conversation on a recent episode of ZebraTalk about REBarcamp ‘08. A few weeks ago, Ricardo compiled the talents and thoughts of some folks around the industry and put together a free e-book entitled, “How to Build a Community Around Your Blog.” Ricardo asked me to contribute, and I was happy to do so. You may want to check the book out. More importantly, I suggest that you print it, email it, share the link with anyone you know in the industry who you think could benefit from the information. I think your colleagues would appreciate it, and so would Ricardo.
Daniel Martin Lives in a Mad Mortgage World
Daniel Martin is a mortgage professional in the mile-high city. Daniel is working on a very cool web resource for the mortgage industry, MadMortgageWorld.com. It is a comprehensive free resource for mortgage professionals that is designed to help them in this Web 2.0 world. He has compiled some great podcasts, and a series of conference calls, one of which he did with yours truly. It was a lot of fun, so check it out, and take a look at all the other great content that is on the site as well. Like I said before, make sure you share the links, share the podcasts, and share the love with anyone you know who might be able to benefit from the information he has gathered and shared.
Good To Know Guys Like Ricardo and Daniel
Lord knows I have had my share of trials and tribulations with the mortgage industry during my time in the profession. It is good to know that their are good folks like Ricardo and Daniel who are willing to take the lead and help improve their profession. My advice would be to take advantage of the information and insight that they offer, and if you get the opportunity, you might want to take advantage of their services as well.
Oh, I almost forgot, you can also follow both of them on Twitter (@RicardoBueno, and @MadMartin)
Will the Real Estate Industry Just Serve Up a Bunch of Meatball Sundaes?
May 29, 2008 | Leave a Comment
While I has some free time last week, I did something that I love to do, but hadn’t done in a while– I read an actual, real-life, hardbound BOOK. Amazing!
The book that I chose to read was “Meatball Sundae” by Seth Godin. I’m going to skip the Seth Godin introduction, and just assume that you know who he is. If you don’t– you should. You can start by reading his blog.
“Meatball Sundae” is one of those books that went straight to my core. It is one of those books with concepts and examples that are so relevant and easy to understand that I read the whole book twice in one week.
Read the book. Seriously.
What is a Meatball Sundae?
I’m not going to explicate the entire book, but you should understand the basic idea behind what a Meatball Sundae is, especially if you are going to get anything out of the rest of this post.
Seth describes the Meatball Sundae:
A meatball sundae is the unfortunate result of mixing two good ideas.
The meatballs are the foundation, the things we need (and sometimes want). These are the commodities that so many businesses are built on.
The sundae toppings (hot fudge and the like) are the New Marketing, the social networks, Google, blogs and fancy stuff that make people all excited.
The challenge most organizations face: they try to mix them. They attempt to slap new marketing onto old and end up with nothing but a failed website.
The Real Estate Industry is Built Upon Meatballs
The practice of real estate as a profession is pretty old. NAR turns 100 years old this year. That is a long time. While a lot of things have changed over that time, the foundations of the real estate industry really haven’t. I hear agents say all the time that the industry really hasn’t changed in the last 40-50 years, its just that now we do more stuff electronically than we did before.
This is especially true when it comes to the public-facing side of the real estate industry. If you look at any real estate publication today, the marketing in that publication is going to look exactly the same as it did 50 years ago. Granted, the paper quality has changed, and maybe the design is up to date, but the same old messages are being touted everywhere. One of the criticisms of NAR’s REALTOR awareness campaign has been that the ads (television, print, radio), all feel stale. They all seem to be saying the same types of things over and over and over again.
The real estate industry has become very good at churning out the same old meatballs year after year, decade after decade.
The Real Estate Industry Also Loves the Taste of Toppings
Right now, there is a whole lot of emphasis being placed on the sundae toppings throughout the real estate industry. There is buzz about video, social networks, blogging, you name it. All of the new marketing tools that make up the sundae toppings are receiving all kinds of attention. Hey, why not, right? All of this stuff tastes good, and all of it seems very promising. After all, this is what the consumer wants, isn’t it?
Every new thing that comes out is being touted as being able to revolutionize the industry. But is this really true? Or is the industry just preparing to serve consumers a big ol’ nasty meatball sundae?
The Real Estate Industry Needs Ice Cream
Just as Seth points out in his book, if an organization is wants to be able to make use of the sundae topping that is new marketing, that same organization had better have ice cream to put it on, and not meat bal
Latest ZebraTalk Updates REBarCamp ‘08
May 9, 2008 | 2 Comments
Yesterday’s episode of ZebraTalk was a lot of fun (click the link to listen). The show provides a lot of great information for anyone interested in what is going on with REBarCamp ‘08.
Joining me on the show were Andy Kaufman, Brad Coy, Todd Carpenter, and Ricardo Bueno. The fellas gave everyone an update on all of the planning for the event (Brad and Andy were successful in reserving an awesome space). Everyone also shared their expectations for the event, and some ideas about the content and participation.
If you have any interest in what is happening on the leading edge of the real estate profession, you are going to want to listen the show and then keep tabs on REBarCamp ‘08. Hopefully, I’ll get to say hello to you in San Francisco!
Celebrating Real Estate and RE BarCamp ‘08 on ZebraTalk This Thursday, High Noon EST
May 7, 2008 | 3 Comments
This Thursday’s edition of ZebraTalk is sure to be entertaining. Tune in at 12 noon, EST, to join in a celebration of all things real estate. I’ll be sharing with you the things that I love about practicing real estate. Hopefully, you’ll be there too and we can all share together as a way of inspiring the many REALTORS and agents out there who could probably use a little pick-me-up.
One of the things I love about real estate is the prospect of attending RE BarCamp ‘08 this July in San Francisco. Andy Kaufman is going to be on the show Thursday to give us the low-down on all the new developments for what is sure to be a stellar event.
So, don’t just think about it. . .JOIN US for ZebraTalk on Thursday, Noon eastern.
Want to Know What Someone Means? Ask!
April 30, 2008 | 11 Comments
You may remember when I introduced the concept of the Listing Conversation, as opposed to the traditional Listing Presentation. I hope that you have been conscientious about trying to engage your potential clients more, and not just talking at them.
You may be wondering, “Well, I want to have more conversation with my clients, but they just won’t talk to me. They won’t tell me what they really mean. If I could only get them to tell me what they really mean, then both our lives would be much better. How do I get them to tell me what they really mean?
I’m glad you asked. . .
Referees are Trained to Be Brief and Meaningful
As a basketball referee, interactions with coaches are entirely unavoidable. I know that, at some point during a game, I am going to have at least one interaction with each coach. Sometimes, these interactions are emotional (go figure).
When it comes to interaction with coaches, referees are trained to always keep two things in mind– Don’t initiate an exchange, and be brief when you do have to have one. As a basketball referee, the LAST thing I want to do is get into some sort of protracted conversation with a coach. The reasons for this are many, but most of them have to do with my own self-preservation.
I can almost hear you thinking, “So if referees are trained not to have conversations, how are you supposed to help me have more conversations with my clients?”
Glad you asked. While, on the one hand, referees are trained to be brief, they are also trained to be very meaningful. When you are forced to be brief, you don’t have time to waste trying to figure things out. You need to know what the coach means so that you can properly address it.
The Question is the Best Weapon in a Conversation
One the most valuable lessons I have ever learned in officiating is to use the question to my advantage. Here’s a very common example that has saved my butt on more than one occasion:
COACH: C’mon ref, the foul count is 6-1 against us. What’s going on?
(This is a very common exchange between referees and coaches. Coaches always notice the foul count when it is not in their favor, especially when the spread is 3 or more fouls. NO ANSWER IN THE WORLD is going to satisfy the coach. In fact, the coach usually doesn’t want a response to this question, he is really just trying to vent frustration. Here is where the question is powerful. . .)
REF: What do you mean, coach?
(The response to THIS question determines how I would handle the situation. Without the answer to this question, I have no idea what the coach is after, so I have no idea how to appropriately respond. The coach might say this:)
COACH: They are killing us on that end, and we aren’t getting any calls.
(Such a response is common, and it is merely a show of frustration at a perceived lack of officiating consistency. No problem, I can just say. . .)
REF: I hear you coach, we’ll make sure we watch that action.
(Short, sweet, and everyone goes on their merry way. He has vented, and I have acknowledged it. End of story. A different answer from the coach would require a different response on my behalf. . .)
COACH: You guys have been missing calls all night! You’re terrible!
(The response to this one is easy. . .)
REF: TWEEEEET! Technical foul.
Without asking the coach for that initial explanation, there is no way to know what his true motives are, so you run the risk of acting inappropriately to the situation. Acting inappropriately can cause a lot of problems that are completely unavoidable. Had I reacted with an immediate technical foul, the coach would have every right to be upset, and so would my supervisor.
The simple act of asking another question can make a world of difference.
Applying the Lessons from Roundball to Real Estate
So now you know how referees use one simple question to get meaning out of their interactions with coaches. Obviously, this same technique can be applied to your interactions with potential clients, buyers or sellers.
I’m going to share with you how I think this technique can be used in another post on Friday. I would like to be able to use your input and suggestions in that post; it would be more beneficial if we could all learn from the experiences of each other.
So let’s all help each other out. Leave a comment on this post on how you might use a question to find out how to better meet the needs of your potential clients. Better yet, if you have a story you can share as to how you have approached these situations, let us know! If you don’t want to leave a comment, you can even email your suggestions or stories to me at Daniel [at] StrongTeamRealtors.com. I would love to be able to share YOUR input and insight.
So. . .what would YOU do? What questions would YOU ask, and WHY?
-
Connect With Me
Proud Sponsor of RE Barcamp '08
Listen to ZebraTalk
Read the Zebra on AgentGenius
Disclaimer
My name is Daniel Rothamel. I am a licensed real estate agent in the Commonwealth of Virginia and a member of the National Association of REALTORS. As such, I adhere to a strict code of ethics and all laws with regard to equal housing, which is reflected in the content of this blog. My broker is Strong Team REALTORS, 86 Joshua Lane, Palmyra, VA 22963; (434) 589-5800. My VA Real Estate License number is 0225 077325. All of the opinions in this blog are mine, unless otherwise noted.
