Experienced or Entry-Level

There is always a battle between those professionals that have been within an industry for years and years, and then there are those that are just getting started within an industry.  The experienced professional has built a career around a certian position, what ever that position may be, and has learned the ins and the outs.  The experienced professional has seen every type of client that their industry has to offer, and has experienced the positive and the negative side of each.  Perhaps though, that is where there is opportunity, and a chasm.

The you professional is often times, but not always, right out of school.  They have just graduated with their desired degree/s, and are ready to take on the world, often times with much naivety.  They are ambitious and eager to learn, but do not have the experience working with the customers, or the industry in which they are about to enter.  However, they have wonderful new ideas, text book understandings, and have an ear-to-the-ground for what is new and hip. Now this does not apply to everyone, but the majority seem to fall into the line of work that they will end up doing for years to come.  Therefore, many do not intern, or work within the industry during college to gain the exposure.  

It is this stark contrast between the experienced and entry-level that seem to compliment businesses, and help grow revenues.  However, there is always a quandary between hiring a recent graduate, and an experienced professional.  What are your thoughts?  Do you think that one is better than the other?  What are you, an experienced professional, or a recent graduate?  How do you decide between the two, especially when the job markets are tight, and revenues meager?


http://actvra.in/svS

Could Multi-Family Units Be the Next Buy

There was a recent article published by Corelogic within their new MarketPulse Newsletter., and republished by DS News Titled: Housing May Turn the Corner in 2012. Within both of these articles, the discussion is about the housing market and how the Spring buying season of real estate will signal either a positive or negative turn in the marketplace.  All predictions are that this Spring will be a hot buying season, and that the housing market will be trending upward thereafter.  What do you think?

After reading these articles, my mind was wandering...could this be the time to consider multi-family units?  The housing market is still depressed, and though single family residences may still be the right buy at the moment, I feel that as investors we should start considering multi-family units.  Let's think about this, as people begin to see the SFR marketplace heat up, they will want to sell their condos, or leave apartments and go into single family homes.  Therefore, the demand for housing will increase, and the demand for multi-family units will decrease, thereby lowing prices!  I will be looking into hot multi-family units, with the intent to purchase within the year, how about you?  Any thoughts?

Scott

How to Stay Positive and Keep Your Motivation

A Realty Times article recently came out and described some positive ways to keep and remain positive as the year progresses:

Real Estate Marketing Strategies: Stop Being so Hard on Yourself

by Dr. Maya Bailey

http://realtytimes.com/rtpages/20120118_marketing.htm

"Here are some tips on how to change your motivational strategy.

1. Awareness - Start becoming aware of the words you say to yourself every day in order to get up to speed. Do they have a positive or negative tone? Do they build you up or tear you down?
2. Observe – Observe your energy when you hear these words. Does your energy increase or decrease? If you have an inner tyrant, do you also have an inner rebel?
3. Intervene - when you become aware of how often and you are being hard on yourself, it's time to intervene. The best way to break into your own thoughts is to use the "Stop Technique."'

So how are you staying positive, and how are you staying on track to make 2012 a wonderful and productive year?

Scott

A Quick Land Update From Meyers

California Market Watch, January 17, 2012

Major Land Deals in Northern California

Through the second half of 2011, residential land transactions totaling $165M occurred in the Northern California region. The land transactions were primarily for paper lots, with the majority of activity taking place in Santa Clara County.  As was the case for much of the past year, homebuilders remain attracted to core markets in or around employment nodes.  With strong employment opportunities focused on high-tech jobs, Santa Clara County will continue to be one of the core markets of interest for developers and homebuilders in the near term.

                                                                                                                                                                                          

·         Homebuilders’ purchase of residential land focused on paper lots in Santa Clara County.  As finished lots become increasingly scarce throughout the region, paper lots will be the norm for land deals.  California remains one of the toughest places to get lots mapped and entitled, leading to a competitive bidding process for lots with any entitlements.  Even paper lots in core markets have been trading at prices as high as $350,000/lot.  One such transaction occurred in the third quarter of 2011 with Tri-Pointe’s $13.5M purchase of the Cadwallader project in San Jose. 

·         Employment remains a key driver of land purchase decisions.  The Bay Area employment outlook is one of the best in California.  With Santa Clara County experiencing a sharp drop in unemployment over the past year, it will continue to attract a sizable portion of the land transaction market in the near term.  A variety of residential product types have transacted in the past couple of quarters, from mixed-use and attached products to traditional single family detached lots.

·         The multi-family market continues to be at the forefront of the real estate industry.  With homebuilders continuing to struggle against foreclosures and short sales, the multi-family segment now accounts for a larger portion of the market, representing about 60% of the permit activity in the region for 2011.  Renter demand continues to be fueled by the uneasy housing market conditions, tight homebuyer credit, as well as by the booming technology industry.  These factors, along with the preference of generation Y consumers to live in centrally-located areas, will continue to focus demand on the multi-family market.  As a result, existing rental properties and multi-family land will see competitive offers and high transaction values.

Further details on land transactions, as well as other economic and housing data, is available by subscribing to Real Estate Trends, a quarterly newsletter published by Meyers LLC and Elliot D. Pollack & Company covering Southern California, Bay Area and Phoenix.

Jeff Meyers, Principal

jmeyers@meyersllc.com

The New Year: 2012

The new year is officially underway and off to a great start.  It is common tradition to set new years' resolutions, but all to often they are broken by the first quarter, or earlier, into the new year!  So the challenge is always, how to maintain the promise that we make to ourselves.  So how will you keep your promise this year?

I find that having an accountability partner is one of the best ways.  The partner that you choose should have the following:

1). Similar goals to yourself,

2). Positive attitude,  &

3). Willingness to help.

Now, in order to find this type of accountability partner, and to retain them as well, You have to be the same.  So without further a-due, I am posting my new years resolution to increase my title insurance business.  I am asking for my followers to hold me accountable, because you are loyal, have a constant urge to better yourself, and you are reliable.

NEW YEARS RESOLUTION:  TO PERFORM AT MY FULL POTENTIAL

Here are 3 tips to help you be at the top of your game:

1. Cultivate a positive mindset, no matter what:

Did you know that your success depends on your mindset, not on the economy? Here are some things you can do that make sure that you are thinking positively.

Focus on all the positive things in your life. Was your house warm when you woke up? Did your car start? Appreciating even the small things can change your entire outlook. Search for motivational resources that keep you uplifted.

Don't overwhelm yourself with the news. Remember, your clients don't care if you are well-informed about world affairs or even national affairs, but they do want to know that you are well-informed about real estate in your community -- so focus on that.

Avoid toxic people. What does that mean? Be on guard for people who want to share their negativity with you. Avoid them like the plague. If you are caught in an elevator with a toxic person you could always set up in boundary and say to yourself "that may be true to you, but it's not true for me."

2. Pump up your lead generation. This is a two-step process.

One, you need to release old self-limiting beliefs that stop you from picking up the phone, such as:

• "If I call people, I'm bothering them"
• "If I call people I might appear too salesy"
• "If I call people I might be rejected"

Two, you need to install updated empowered beliefs such as:

• "I have a valuable service to offer people and people are happy to hear from me"
• "There is no such thing as a rejection; it's either a match for it's not a match"

3. Clear your self-limiting beliefs:

The latest brain research shows that what you say consciously only accounts for 2% of your brain activity.

The other 98% is run by your subconscious mind, by beliefs that were installed in you at a younger age and may or may not be helping you now.

Here's how you can check whether your mind is helping you or hurting you:

• Do you get caught up in unproductive patterns?
• Do you procrastinate?
• Is your income inconsistent?

If you answered "yes" to any of the above questions, then most likely you have counter intentions to your success.

Here are a few anti-success beliefs:

1. I have to be perfect to be okay.
2. I have to be hard on myself to succeed.
3. To succeed, I have to work long hard hours, struggle and sacrifice.

If any of these sound familiar to you, then you need to change them to pro-success beliefs, such as:

1. I am perfectly imperfect, just like everyone else.
2. I motivate myself in positive and encouraging way.
3. To succeed, I just need to work smarter not harder.

If you can focus on the positive, make lead generation a regular habit and clear away the beliefs that are holding you back, then nothing can stop you. Implement each of these tips into action and watch this year become your best year yet.

Realty Times
Published: January 12, 2012
by Dr. Maya Bailey

The ABC's of Selling

November 29, 2011 By Harvey Mackay

Over the years I have learned (and keep learning) a lot about sales. I am hoping that my first hand experience can give you an edge and a head start to success. Here are some quick and easy ideas that can and will help you nail down your sales.

A – Availability for your customers is essential, so they can reach you with questions, concerns or reorders.
B – Believe in yourself and your company, or find something else to sell.
C – Customers aren’t always right, but if you want to keep them as your customers, find a way to make them right.
D – Deliver more than you promise.
E – Educations is for life – never stop learning.
F - Follow up and follow through. Never leave a customer hanging.
G – Goals give you a reason to go to work every day. When you reach your goals, set higher ones!
H – Humanize your selling strategy by learning everything you can about your customers.
I – I is the least important letter in selling.
J – Join trade organizations and community groups that will help you both professionally and personally, such as Toastmasters, Chamber of Commerce or Junior Achievement.
K – Know your competitors and their products as well as you know your own.
L – Listen to your customers or they’ll start talking to someone else.
M – Maybe is the worst answer a customer can give. No is better than maybe. Find out what you can do to turn it into a yes.
N – Networking is among the most important skills a salesperson can develop. Someone you know knows someone you need to know.
O – Opportunities are everywhere. Keep your antennae up.
P – Price is not the only reason customers buy your product, but it’s a good reason.
Q – Quality can never be sacrificed if you want to keep your customers satisfied.
R – Relationships are precious: They take time to develop and are worth every minute you invest in them.
S – Service is spelled “serve us” in companies that want to stay in business for a long time.
T – Trust is central to doing business with anyone. Without it, you have another word that begins with T:Trouble.
U – Unlimited potential is possible whether you sell computers or candy. You are the only one who can limit your potential.
V – Volunteer: It’s always good to give back. You’ll probably find that you get more than you give, and there is no shortage of organizations that need your help.
W – Winning doesn’t necessarily mean beating everyone else. A win-win situation is the best of both worlds.
X – X-ray and catscan your customers so that you know everything about them – so you can serve them better.
Y – You is a word your customers need to hear often, as in “What can I do for you?”
Z – Zeal is a critical element in your presentations, service and life in general. Let your enthusiasm shine!


Hope you enjoyed the ABC'S. But remember what the other ABCD'S are (A)lways,(B)e(C)losing(D)eals!

Trust: The Name of the Game

Trust has many forms, it can be a handshake, it can be a logo, it can be a name, it can be a color, it can be a person, and so much more.  The trouble seems to be that trust has deteriorated over the last couple of decades.  For example, a handshake does not mean the same thing today as it did 20 years ago.  So how can a person, or a company, develop trust?

I recently came across some information presented by Stephen Covey.  Mr. Covey presented on the thirteen (13) behaviors of High Trust, in no particular order (i.e. the best 13 behaviors to build trust):

1. Talk straight
2. Demonstrate respect
3. Create transparency
4. Right wrongs
5. Show loyalty
6. Deliver results
7. Get better
8. Confront reality
9. Clarify expectations
10. Practice accountability
11. Listen first
12. Keep Commitments
13. Extend trust

Taking a quick look at the thirteen (13) behaviors above, we can quickly see where trust has deteriorated over the years.  A recent example can be found in our US government and local legislations (no disrespect), where transparency and lack of honoring commitments has become normal practice.  Mr. Covey describes the benefits of High Trust, and the Trust Dividend in an economic sense verses the Trust Tax:

Trust Dividend is when Trust(+) is positive, this translates to Quicker Operations(+), and Lower Costs(-).

Trust Tax is when Trust(-) is negative, which results in Slower Operations(-), and Higher Costs(+).

I hope that you can use these tools that I shared with you from Mr. Covey to build high trust relationships with your friends, family, colleagues, acquaintances, business partners, customers, and all of the relationships that you encounter through your life.  I hope that you can continually build your trust dividends.

Scott