• Interest rates are down
• Consumer confidence is rising
• First time buyers are increasing
• Unemployment is down
• Cash investors are up
• Shadow inventory is decreasing
• Delinquencies are shrinking
• Home prices are increasing
• Housing starts are up
• Processing time is shrinking
• Companies are investing more
• Supply of homes is shrinking

It’s been 4-5 years since we’ve seen all of these positive signs come together and we are excited. But now is not the time to sit back and let it all come to you. Opportunity best serves those who are prepared, so I’m giving you a head start.  As I’ve always said, when the going gets tough, the tough get back to the basics, so there are a few things you need to do right now to put yourself light years ahead of the crowd.

Make sure you have your sales goals set for 2012 and know exactly what you need to do to achieve them. Schedule your activities every week and stay on track. If you need 6 appointments to make 3 transactions, make sure you get 6 appointments. If you need to make 36 calls to get 6 appointments, make 36 calls. Don’t stop until you reach your goals.

Work a system that works. Everything that you do each week is repeatable. If you’re a good agent and you want to be great, keep doing what got you to good. Nail down a system that works for you and get into a rhythm. Manage your days and block out your personal time and time off. Working a proven system and giving yourself time off takes all the stress and aggravation out of your career, and puts on the path to success.

Listings have always been the name of the game, so use your system and your precious time and your valuable energy to increase your inventory. Business will always come to you if you have listings in play.

Give yourself the powerful tool of confidence. Make sure you have an effective sales presentation that you can deliver with power, confidence, and authority. Sellers don’t list with wimps. Every time you give a presentation, you get better, so go out and do it again and again. Be able to do it in your sleep. Your ability to deliver with confidence will get you the business and you know what? All of the top producers started out the same way—nervous and unsure. They just kept at it until they got it right, and that’s what gave them all the confidence in the world.

To hear my FORUM presentation, This is the Year, click here.

Love ya!

With Valentine’s Day fast approaching I got to thinking about that old song that goes, “What the world needs now is love sweet love…”  Has that ever been truer?

In Og Mandino’s book The Greatest Salesman in the World, the scroll marked V states ‘love is the greatest secret of success in all mankind.’  It goes on to say ‘only the unseen power of love can open the hearts of men and women.’  Wouldn’t you agree the world could certainly use a few more open hearts?

In the bible, Saint Paul says to the Corinthians, “If I have not love — I am nothing.”  He goes on to say, “Love is patient, love is kind.  It does not envy, it does not boast.  It always protects, always trusts, always hopes, always perseveres.”  Aren’t those the things we need now more than ever?

Read the story of the University of Michigan football team and their amazing turn-of- the-century turn-around.   You will learn how the new coach Fielding Yost implanted one word into the minds of each of his players, explaining to them that when they could understand how that word applied to winning football games they could play on his team.    He went on to predict in a press release that his team would be undefeated and win the Rose Bowl.  Astounding as it sounds, U of M did just that.   That word was LOVE.  Has there ever been a time when we need to ‘turn around’ more than right now?

Take a lesson from our team.  Each quarterly trainer meeting begins with a prayer.  Hugging each other is normal.  We seldom leave each other, in person or on the phone, without the words, “love you.”   These things carry over into our homes.  I’m proud to say we know what’s important, and who to thank for our opportunities.  Can you think of anyone in your life you should tell, “I love you?”  How about offering a hug or a prayer of thanks?  How important do you think these things are in our society?

Webster has two different definitions of love:  “The unselfish loyal and benevolent concern for the good of another” and “holding ones opponent scoreless.” Which definition of love is most needed today?

My favorite song during church services has words that say, “Let there be peace on earth and let it begin with me.”  If love is what we need today, I can only hope this message starts to tip the scales so that we all might do our part.  Pass it on.

Love you,

One of the Best Lessons I Ever Learned…

By Floyd Wickman

Some of you know my story.  My first boss when I entered real estate – was a NICE guy.  Truly, full of the best intentions – but under his management style I failed for almost a full year before it dawned on me, “Wickman, this ain’t working!”  That’s when fate stepped in personified in my second boss – not so nice – but without a doubt a man who taught me one of the best lessons I ever learned.

Instead of pleasantries he said, “Wickman, if you want to work here, you will be productive to this level right away. And to make sure you are, you will do this, this and this.” And he proceeded to give me a task list like you’ve never seen to be accomplished or I was OUT.  In other words — He REMOVED THE OPTION to fail.

The truth of the matter is, I would have done anything my first boss made me do until it became a habit. But too much was left up to me. Don’t get me wrong. I worked hard. But I wasn’t doing enough of the right things the right way at the right time.

Sometimes, I believe we are drowning in a sea of information, and yet most people are thirsting for direction. Whenever you bring new people into an organization, you owe it to them to give clear, step-by-step direction at the outset. Teach them how to do what they need to do, make sure they do it, and make sure they know that you follow up to make sure they do it.  It’s called the “tell” style of management. As in, my second boss “told” me what to do. Frankly, it was a relief. Until the right habits are formed, telling is the most effective style of managing.

Too often we hear people say, “Well if it doesn’t work out I’ll just quit.”  In business, relationships, and commitments.  There are options to fail everywhere – EASY options – and that’s a little sad.  I’m not saying there aren’t  times when getting OUT of a situation isn’t EXACTLY what you need to do.  Of course there are.  But in terms of succeeding in business – in sales – in tough markets and changing economies? There are more possibilities than obstacles when you really look.  And the smart professionals – the ones who will do more, achieve more, produce more and make more than ever before despite it all – they’ve burned the bridges of failure behind them.  No options.

Will it always be easy?  No, probably not.  But it will be worth it.  One of the ways our incredible family of students across North America keeps focused on this valuable lesson is through our R-Squared groups.  Accountability partnerships.  People to keep you focused on the present and the future.  On doing the TASKS you need to do to succeed in any market – any economy.

If you are truly ready to make this your best year ever…REMOVE  the OPTION to fail.  FIND an integrity partner.  PRACTICE great habits, great skills, great communication and great patience.  And when times are tough – remember this – TOGETHER, we can do anything.  Contact my team for R-Squared Group information in YOUR area.

Love ya!

All of the top producers gathered at the Master Sales Society Winter FORUM this month have one thing in common: They never stop learning and practicing their craft. And one technique they frequently use to sharpen their skills in areas such as objection handling, pricing, or protecting their commission, is the Circle of Eight.

Here’s the process:

• Step One: You’ll need eight people in the circle; seven is okay, but not less than six. Sit close together so shoulders are touching and everyone is facing somebody.
• Step Two: Pick a starter and have them role play their dialogue with the person across from them. Make sure everyone else can see and hear everything.
• Step Three: When finished, the person to the left provides a number from one to five to rate how they did, with five being the best. The numbers take the guesswork out of it.
• Step Four: The rater also gives a succinct critique stating what they liked the best and one area that can be improved. The recipient writes down both the number and the critique.
• Step Five: Complete the Circle of Eight with everyone role playing and receiving critiques. Keep them short and to the point. Avoid discussion between the participants.

This process is the ultimate practice for the dialogues and skills you’ll need to be a Master Salesperson. You’ll receive valuable feedback and pick up a ton of things as you listen to, and critique, the other presentations. You’ll find out what you do best and where you need improvement. One thing’s for sure, by the time you get through the Circle of Eight, you’ll never forget what you’ve learned. Perfect practice makes perfect indeed. For more information on the Master Sales Society, go to www.mastersalessociety.com.

Is to Attend the Floyd Wickman Speaker’s Academy

If you could learn how to inspire your audiences in a Powerful, Entertaining and Inspirational way by spending three days in Las Vegas would you do it?

We’re excited to announce the next Floyd Wickman Speakers Academy – where you will learn with someone who has personally trained many of the top people in the business world today – will be in session March 7 – 9, 2012 in LAS VEGAS.

We’re thrilled to be bringing a West Coast version of this game-changing and life-changing experience to our industry friends out there who have been asking for it!  (Plus…it’s a lot WARMER in Vegas than it is in Michigan in the winter- you’ve got to love that!)

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Who should attend? 

• Salespeople: Make your presentations so powerful, the sale is a foregone conclusion
• Managers and Brokers: Captivate your staff and turn them into top producers
• CEO’s and Presidents: Elevate your stature among your colleagues and peers
• Speakers and Trainers: Learn the three powerful E-words to Empower, Enthrall and Entertain your audiences

If you (or someone you know) want to harness the power of professional speaking, then don’t miss this event! 

WHERE?  Las Vegas Marriott, 325 Convention Center Drive, Las Vegas, Nevada 89109 USA, 1-702-650-2000

ROOM RESERVATIONS:  Your hotel reservations will be made through our block and your reservation number will be forwarded to you.

CLOSEST AIRPORT: McCarron International Airport  (The hotel is approximately 15 minutes north of the airport)

DRESS CODE:

Tues, March 6^th                 Casual Elegance

Wed, March 7th               Business Casual

Thurs, March 8^th               Business Casual

Fri, March 9^th                     Dress for Success (As you would dress to impress your most important  audience.)

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FLOYD WICKMAN SPEAKER ACADEMY AGENDA

Tues, March 6^th                 7:30 pm                                Meet and Greet (An opportunity to socialize with other attendees and trainers in a relaxed atmosphere)

Wed, March 7^th                 8:00 am – 4:30 pm            Classroom

6:00 pm – ?                          Rehearsals

Thurs, March 8th              8:00 am – 4:30 pm            Classroom

6:00 pm – ?                          Rehearsals

Fri, March 9^th                     8:00 am – 2:00 pm            Classroom, Testing and Graduation

Fri, March 9^th                     2:30 pm – 4:30 pm           ‘Going Forward’ Orientation

*For those selected and electing to go forward

Meals:

Wed, March 7th               Continental breakfast and lunch provided

Thurs, March 8th              Continental breakfast and lunch provided

Fri, March 9^th                     Continental breakfast and lunch provided

Please feel free to bring any audio recording device. We will provide you with a student workbook. All you need to bring is something to write with.

For any questions about the Speaker Academy, click here to contact us or call today at 734-213-7512. 

I know my plan sounds ambitious, and I don’t think any of us have been involved with anything with the word billions attached to it, but I just may be onto something really, really big.

Now, I know there’s going to be some soothsayers out there who think I’m crazy and wondering, “Who does Wickman think he is?” But no one ever built a monument to a critic and I don’t think we’ll ever know what kind of impact we can have in such important areas unless we try.

If you’re still in doubt, get a hold of me and I’ll try and explain how we can do this.

I’m calling 2012 The Year of the Sales Professional because I truly believe that with the right tools, training and motivation, salespeople will lead us out of the economic downturn.

I know we can make a difference. Won’t you join me?

Let’s connect and I’ll show you how you can make at least one additional sale per month. I know this will help your economy, and now, through the Recovery Plan, we can help the national economy.

Here’s how it will work:

I’ve reached out to the real estate associations in the 10 hardest hit states and offered my services for a full day of free training. If I show 500 agents in 10 states how to sell one additional home per month, that’s 5,000 agents selling 60,000 more homes.

Think of the commissions that will generate.

Here’s where the huge economic impact comes in: The National Association of REALTORS® says the national average for a home sale is $164,200. Let’s take just half of that, $82,100, and times it by the 60,000 homes sold. This would generate $4.9 billion in sales.

And now, multiply that by the amount NAR says a real estate transaction creates in economic activity, 1.34, and we’re talking about a $6.6 billion economic shot in the arm for our country!

As a Navy veteran who’s spent the last 40-plus years in real estate and sales training, I have great faith in my country and the power of America’s economic engine. That’s why I’m taking my Recovery Plan a step further.

As an additional stimulus, I’m donating 10% of all of my product sales nationally to the REALTORS® Political Action Committee to focus more attention on real estate as a key economic engine. Plus, I’m donating another 10% to the Military Housing Assistance Fund (link to www.usmhaf.org) to help returning veterans buy a home.

On top of that, I’m reducing the cost of all of my training products, videos, etc. by 10% as an incentive for agents to really jump start their careers at a time when our economy needs them the most.

I’m excited because I know we can make a difference, a huge difference in the lives of real estate agents, their clients, and our country. I hope you’ll say: “Count me in!”

Click here to visit the site and stay in touch with our project’s success! 

Keep Your Energy Level High and Your Expectations Low

By Floyd Wickman

If you’ve ever been part of a Floyd Wickman Program, you’ve probably heard me say, “Keep your energy level high and your expectations low and you’ll never be disappointed.” It is advice that’s taken me through some tough times, helped me manage chaotic times and is a good reminder (especially to those in commissioned sales) to keep things in perspective during trying times.

In this business it can be too easy to get caught up in great expectations, spending those commission checks before they’ve come in and feeling the rug pulled out from under you when a deal goes south.  Disappointment weighs you down and can keep you there if you’re not careful.  It can also certainly be the push you didn’t need when slipping into a rut.

Steer clear of disappointment by changing your focus instead to big dreams and big energy as you push forward towards big goals.  Ask yourself:  What can you do today to increase your energy levels?  Can you exercise more and eat less junk?  Can you fuel your mind with positive thoughts and great affirmations?  Can you block out important, focused time with your family and good friends?  Remember it’s the little stuff that makes the big difference and gives you the ability to generate the energy needed to think big and accomplish great things.

It’s why we spend so much time in our training programs teaching sales professionals how to strike that balance between business, personal and family time.  It’s also why we teach that working 7 days a week, 365 days  a year is not an option.  It’s impossible to keep burn out at bay and your energy levels high if you’re never taking the time to recharge your batteries.  Believe me when I tell you, life’s way too short for that.

So if you’re like me and you like to dream big and think big – you’d just rather do it without all that disappointment – then make it a goal every day to get those energy levels up and those expectations down.  You may just be pleasantly surprised at how better life can be.

Need us?  Contact us today – we’re here to help.  From self-study to seminars to spaced training – giving entrepreneurs the tools (and mindsets) they need to succeed has been my passion for more than 40 years.

Time to Stop Looking for “Love” in All the Wrong Places

By Floyd Wickman

As we leave this year behind and tie up loose ends it’s natural to put some energy and thought into what it is we want to accomplish in the new year.  Namely:  GOAL SETTING.

For goals to work – they have to have a few rules of thumb to follow.  Namely they must be specific, attainable, visualized and something we want (not something someone else wants us to want.)  We then make a list, spell them out, commit to the date at which time we will achieve them and, maybe even tack pictures of our goals on the wall or paste them to a page and carry them with us.

“All right!” we loudly exclaim to those close to us, “I’m going to accomplish a lot during this year!”  Now it’s time to start doing those things that get us the results we expect.  First of all let’s agree that it isn’t a matter of just working hard.  I have met too many over the years who are hard working, honest and sincere people who never seem to hit their goals.   Of course, there are some who just plain don’t work at it so let’s just admit that their goals are nothing more than fantasy.

My dear friend and colleague, Danielle Kennedy, once asked an audience of several hundred salespeople this question:   “How many of you set a goal at the beginning of this year?”  Almost the whole audience raised their hands.  “Now”, she then asked, “how many of you are on track toward hitting that goal?”  Amazingly just three months into the new year, almost every hand came down!   Is that normal?  Sadly, it is.

Before we go on, let’s establish a premise.  For every achievement there are usually a few “facts” and “success formulas” which we know for a fact, if adhered to – will almost always guarantee results.  Some examples:

1. Lose Weight:  Fact:  Lessen the calorie intake.  Formula:  Eat smarter and do aerobic exercises each day.
2. Get Rich:  Fact:  It’s not what you earn it’s what you keep.  Formula:  shop smart and save more.
3. Sales:  More presentations = more sales.  Formula:  Get face to face and close for a decision.
4. Succeed in Real Estate Sales:  Inventory level determines income level.  Formula:  Stay booked for listing appointments, separate lookers from buyers & sell in-house listings.

Pretty simple right?  So why don’t more people achieve their goals?  Let’s take a look at what they’re NOT doing and what you CAN be doing to get on track and stay there.

When the economy negatively affects one’s business it is human nature to want to find the ‘easier’ way to succeed.  So we begin the journey to find the ‘new’ way to achieve or as I like to say, we start looking for love in all the wrong places.

STOP IT!  I have made that mistake too many times only to find out that what made me successful to begin with is what will keep me successful.  I found that the formula never changes but the ratio does.  We might have to work longer, harder and smarter.  We might need 12 or more listings now to hit our goals where in the past – we may have only needed four.

Here are some wise words from some of the best of the best…

I was at a speaker’s hall of fame forum with about twelve other hall of famers and we were talking about change.   The great Tom Winneger said it this way:  “I’ve learned that every time I’ve gotten out from ‘under my umbrella’ I find I go backward and find myself having to try twice as hard to catch up and often never do.  It cost me time and money to find out I should’ve just kept doing what I do.”

Tom Hopkins and I had a conversation once about what makes the great ones great.  He said it’s because “they continue to do what got them to good”.

My friend Zig Ziglar reminds me now and again to “never change my message” (only my examples and terms) because it’s why people bring me back again and again…not to hear something new.

One of my mentors, Hall of Famer Bill Gove, said to me if I want to go to the top in my profession, “don’t forget what brung-ya.”

I could go on and on with examples to help convince you not to try to reinvent the wheel but let me give you some proof that the formula works.

Two years ago my company implemented a program call R-Squared Coaching.  Here are the results of having them work the formula.  Over 80% of the participants achieve their annual goal and they are averaging this year 1.4 transactions per person per week.

No matter what you do in the sales industry and if you’re serious about your success in 2012 let me leave you with these facts:

1.  You can’t control THE economy…but you can control YOUR economy.
2.  Nothing wrong with the economy that SELLING won’t cure.
3. Success is based not on WHO you are but rather by WHAT you do.
4. RATIOS may change but FORMULAS always remain the same.

Wishing you a prosperous year ahead!  Let’s go make it EXTRAORDINARY together! 

I wanted to take a few minutes to wish you an amazing holiday and let you know how very much I appreciate you!  One of my biggest philosophies is that one of the greatest gifts you can give to the people you love is to be happy.

Please listen in as I share a little more on that topic and a few powerful lessons to take into 2012 with you to help ensure a terrific start to the new year!

The happiest of holidays to you and yours!

Thank you for ‘sticking with me’ for so many years!

Love ya!

An excerpt from our December Newsletter…

In November, we talked about a Blue Print for your success which had four critical components to put in place before the New Year begins:

•    A Book of Business (BOB) to keep your pipeline full
•    A scheduling system to effectively manage your time
•    All the tools you need to conduct your business
•    Selling skills that you are confident enough to use to overcome objections and hesitations and convince people to do business with you

This month, let’s boil things down even further and focus on what you can do now to keep your pipeline filled to the brim in 2012.

Pick Up the Phone: Open your Book of Business and start making calls. This is a perfect time of the year to connect and reconnect with past clients, friends, family, and associates—even people you haven’t spoken to in a while. Don’t worry, they won’t bite. Trust me on this: They will all be glad to hear from you and if they have a referral to make—and if you ask for it the right way—they will make it.

Make a Commitment: One of the best New Year’s resolutions a salesperson can make is this: Resolve to prospect. Make the phone your best friend. Commit yourself to making the calls and building your Book of Business. It sounds so simple, but it’s such a huge key to success: Smile and dial your way to a prosperous New Year.

Review Your Numbers: One thing that Floyd Wickman Program graduates do better than their competition is tracking their numbers to see how they really did. How do we know our students average 1.07 transactions and 2.37 referral leads per person per week? Because we keep track. There’s great power in the numbers and no business can be a success without knowing where they stand.

December is the perfect time to look back on the year and analyze your efforts. The numbers will speak to you and show you what you did right and where you must improve. I’ve met many stressed agents, working hard, pulling their hair out, but not making much money. They say they are very “busy.” The question is though — busy doing what?

How many appointments did you go on in 2011? How many transactions did they result in? How many referral leads did you get? How many did you convert? Where did you spend your time most effectively? Where did you waste time? Like any profitable business, you need to analyze your performance. If you tighten up the areas where you were weak and focus on your strengths, you can’t help but improve.

Set Your Goals: Now that you’ve analyzed your performance, you can set goals for the coming year. If you went on 30 listing appointments this year and wrote 5, that’s a 1 in 6 success rate. Why not learn how to make it 1 in 3 and write 10? And while you’re at it, why not shoot for 52 appointments, 1 per week and write 17?

How many hours a week did you prospect? How many referral leads did you generate? How many of these did you covert to appointments? How much more would you have to prospect a month to generate six more leads? And if you converted these six to three appointments and of these three you wrote one additional listing, what would that mean to your bottom line?

I hope you now see clearly how important your numbers really are and how you can use them to increase your production. If you want to find out how to do your numbers more effectively and reach goals you never thought possible, please get in touch with us.

Handle the Holiday Hesitation: The good news is many agents shut it down for the holidays and leave the field open for those who know better because they’ve been “Wickmanized.” The fact is, there are many perfectly good reasons why sellers should list their homes during the holiday season and once you can explain them to your prospects, you’ll quickly fill your pipeline and hit the ground running in 2012.

Get your copy of Floyd’s HOLIDAY MARKETING ANALYSIS and read the rest of December’s news stories today — just click here:  December’s Connecting and Communicating

Enjoy and have a great week!