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A Prospecting Parable
  A Parable About Prospecting:   Once upon a time there was a man who wanted to catch fish.  He read several books about how to fish.  He went to the sporting goods store and bought a fishing pole, tackle box and some lures.  While he was there he asked for advice from the sales people. They gave him lots of good advice and he wrote some of it down and bought some additional lures that they recommended.  When he got home he got out a map and planned his fishing trips for the year.  He talked to some friends who were fishermen and asked them for advice.  They had lots of good things for him to try.  He also looked on the Internet and Googled how to catch fish.  He couldn't believe how much good information there was out there about fishing.  He went to a pond by his house and practiced casting his lure, using one of the lures in this tackle box.  He didn't catch anything, but it was good practice.  He watched some reality fishing shows on cable TV.  They had lots of great advice and appeared to catch a lot of fish.     As time went on, he attended the local Boat, Sport and Travel show and talked to a number of fishing experts that were present at the show.  One time he drove out to a nearby lake and talked to some of the fishermen who were launching and retrieving their boats.  He added their advice to his plans of what he was going to do when he went fishing, based on their expert advice.  He spent a lot of time thinking about how he was going to catch fish and getting ready to go fishing.  He had lots of plans, and lures, and places to go and expert advice.  But so far he was discouraged because he wasn't catching any fish.     He finally decided that it was time that he actually go fishing.  He drove to the lake, launched his boat, drove out in the middle of the lake and started casting one of his lures.  The tried it for about an hour, but didn't catch anything.  He remembered some of the experts had talked about using different lures.  So he dug in his tackle box and got out another lure and tried it for another hour.  Still he didn't catch any fish, and by now he was hot, tired, thirsty and hungry.  He decided there were no fish in this lake and went home.     Later that week, he went to the sporting goods store and asked them about his experience.  He wondered if they knew some better lakes to fish in?  One of the fishing experts told him that he had been to the very same lake that the man had tried and caught a lot of fish there.  The man couldn't believe it.  They must have been lying to him.  Surely he would have caught some fish if they were there.  He decided that fishing was not for him.  Obviously he didn't have the knack for it and all this advice he had received over time was really worthless information.     He decided that maybe hunting was his thing, so he read several books about how to hunt.  He went to the sporting goods store and bought a gun and some ammo.  While he was there he talked to the hunting experts ...   So what can we learn from this story?   1)  Fish were the fish are.  They are not everywhere in the lake/river/stream. 2)  Use a variety of bait/lures based on what they are eating. 3)  Pay attention to the weather - the fish tend to bite when the barometer drops - when is the best time to market? 4)  Fish long enough to get results 5)  Don't scare the fish away - the big fish are especially wary and tend to hide - how can you entice them out of hiding? 6)  Don't over look fishing at the dock (your neighborhood) - sometimes the fish are hiding underneath. 7)  Fishing takes patience. 8)  Advice from the experts is useless unless it's followed. 9)  Reality TV ain't real - they fish for hours to record a 30 minute fishing show.  All is not how it seems. 10)To catch fish, you have to go fishing!  (same with getting prospects!) Bonus: 11)The more times you cast your lure in prospective places the more fish you will catch.  You can’t control the fish, but you can control where you fish and how many times you throw out your lure.    Jim Jordan is the Broker/Owner of Realty World Indy, with 20+ years of sales and marketing experience.  
Real Estate is a "Contact" Sport
Think about it.  Real estate is really a "contact" sport.  What do I mean by that?  I mean that the more people you have contact with in the course of a day, the more people you will be able to help with their real estate transactions.   Let's talk frankly for a minute.  You got into real estate because of the ability to make a lot of money and the flexibility and freedom of schedule that the real estate profession offers.  Would it surprise you to know that most Realtors® don't make a lot of money?  Why is that?  One reason is that they take the flexibility and freedom of schedule to an extreme and spend their time away from the very people that they could be helping.  How do they do that?   By spending too much time in their home office.  It's great to have the freedom and flexibility to work from home, but it can also be a huge time suck and take you away from meeting people.  Unless you have great discipline, it's very easy to get distracted at home and watch the news, fiddle with home projects and just hang out. By spending too much time in a real estate office.  I think in a lot of cases, real estate brokerages have made their offices too comfortable for their agents.  Nice work spaces, free coffee bars, high speed internet and copiers.  The problem is, that the people who hang out in real estate offices are Realtors®.  They don't need help with real estate transactions.  They aren't going to buy any real estate from you and they aren't going to give you any referrals! So what's the solution?  Get out there where people are that may need help with a real estate transaction.  Make "contacts"!  That's why I say that real estate is a "contact" sport.  When you get out where people are, you will naturally run into people who can use your help.  Your business will grow, you will make a lot of money and most important, you will be helping a lot of people.  At Realty World Indy, we teach agents relational skills to help them network and make contact with people who need help with real estate transactions.  By being out and about, Realty World Indy agents spend time with people who may buy from them or give them referrals.  You can still have a lot of flexibility and freedom in your schedule by going out to meet people.  But by making those all important "contacts" you will also make a lot more money! The next time you're tempted to hang out in your home office, or your broker's office - don't do it!  Instead, get out there a make some "contacts"!  And don't forget to followup with everyone of those contacts with a personal note and regular contact - which is a whole other subject!
The Best Agent May Be One You Have Never Heard Of
p.p1 {margin: 0.0px 0.0px 0.0px 0.0px; font: 11.0px Helvetica; color: #000000; -webkit-text-stroke: #000000} p.p2 {margin: 0.0px 0.0px 0.0px 0.0px; font: 11.0px Helvetica; color: #000000; -webkit-text-stroke: #000000; min-height: 13.0px} span.s1 {font-kerning: none}   Why the best real estate agent may be the one you’ve never heard of.   Let’s face it, most real estate agents approach real estate as a transactional business.  They work to close the sale and get the commission and then on to the next deal.  They spend their money on advertising and making a name for themselves.  You’re likely to see them on bill boards, in Facebook ads, in the newspaper advertising and maybe even on grocery carts.  Their focus is on getting more leads for more volume in transactions and more money in their bank account.  You’ll see their picture all over the internet - on Zillow, Trulia and other real estate sites.  They’re busy buying leads, closing those leads and building their business sales volume.  These are the agents that most brokerages want to hire.   But, are they the best agents?  Is their focus on closing transactions or helping their clients by providing them with valuable counseling and consultation?  Are they thinking more about the next transaction or helping their client in the transaction that they are in?  Do they spend their time and money on advertising and lead generation or on education about how to do a better job of helping their clients?   I can tell you as a real estate insider, that not all well known agents are good agents.  In fact, some of the most contentious and difficult transactions I’ve been involved with have been with the so called “well known, high volume producers”.     So what makes a good agent?  A good agent is first and foremost a counselor for their client, with their best interest in mind.  They are likely to be honest in pointing out flaws with a property and giving you the pros and cons of any given real estate situation.  They rely on doing an excellent job for their clients and getting business through word of mouth and referrals.  They are available when their clients need them, and are always ready to answer questions.  They study the contract forms that they use and how to negotiate to aid their client.  They look for the “win, win” in situations instead of trying to take advantage of the other buyer or seller.     Even though it may not be verbalized as such, good agents live according to the Rotary 4-Way test:  Of the things that they think, say and do they ask themselves - 1) Is it the truth?, 2) Is it fair to all concerned?  3)  Will it build goodwill and better friendships?, 4)  Will it be beneficial to all concerned?  They are more concerned about the other parties in the transaction than their own personal gain.  Good agents will help you think through things and make suggestions rather than trying to guide you to a decision that may not be the best for you.     So, how do you find a good agent?  You probably already know one.  They may be a friend or acquaintance who gives this kind of service.  You can find them by asking others about their real estate transactions.  You probably won’t find them spending a lot of money on advertising.  They will be more concerned about relationships rather than transactions and personal income.  They will always be ready to answer your questions about real estate and not pushing to close the sale or listing.     If you are a real estate agent, what is most important to you?  Where do you spend your money?  Building relationships or advertising and buying leads?  Do you value the commission you will be earning above the best interests of your client?  Do you study how to help your client have a better experience, or how to sell more real estate?   At Realty World Indy, we teach our team how to help their clients have a "World Class" real estate experience.  Our agents build a referral based business based upon their satisfied clients.  
How to Become a REALTOR Part 2
p.p1 {margin: 0.0px 0.0px 0.0px 0.0px; font: 11.0px Helvetica; color: #000000; -webkit-text-stroke: #000000} p.p2 {margin: 0.0px 0.0px 0.0px 0.0px; font: 11.0px Helvetica; color: #000000; -webkit-text-stroke: #000000; min-height: 13.0px} li.li1 {margin: 0.0px 0.0px 0.0px 0.0px; font: 11.0px Helvetica; color: #000000; -webkit-text-stroke: #000000} span.s1 {text-decoration: underline ; font-kerning: none} span.s2 {font-kerning: none} span.s3 {font: 11.0px 'Apple Color Emoji'; font-kerning: none} ul.ul1 {list-style-type: disc}   Now That You Have Your Real Estate License, Now What?   Once you have passed your test to obtain your real estate license, you now have a world of options open to you!  Here are some things to consider:   You have to find a brokerage to hold your license.  What kind of brokerage would you be most comfortable with and what kind of brokerage will help you grow your business the quickest? Do you want to be a large or small brokerage, want personal one-on-one attention or be one of many agents? Large national brokerage or a smaller independent brokerage? What kind of training is offered?  Management support?  Do they work for you, or do you work for them? Once you’ve decided on the best brokerage fit, it’s now time to join the local board of REALTORS.  In the Indianapolis area, that’s MIBOR (Metropolitan Indianapolis Board Of Realtors).  You will also join the IAR (Indiana Association of Realtors) and NAR (The National Association of Realtors which gives you the permission to call yourself a REALTOR®?). Now, it’s time to think about how you will get business.  Some brokerages will offer you Internet leads.  Be careful here - Internet leads are notoriously time consuming, require endless followup and often don’t lead to any business.  Your best source for real estate business in a timely fashion is to focus on your Sphere of Influence (SOI).  These are people who you know … and who know you.  These people are the most likely to hire you to help with  a real estate transaction, or refer someone to you. By the way, you will find that 30 to 40% of your SOI will already have a relationship with a REALTOR®?.  So plan on your initial list to shrink at first. Studies show that it will take 7 to 10 contacts with your SOI before they even remember that you are in the real estate business.  They will tend to still think of you in your prior profession.  So plan to make numerous contacts before you see business from this source. Plan to budget an amount (1% to 10% ) of your expected income to support your outreach to your SOI, including post card mailings, newsletters, hand written notes and etc. You will need a good, lead generating website.  Not just a page on your broker’s site.  Don’t count on achieving Google first page placement.  You can drive traffic to your website in other ways.  It helps if your website is capable of allowing an IDX search of your local MLS. A good CRM (Client Relationship Manager) is indispensable.  It should be simple to use, have a way of grouping your prospects and making notes.  And it should have a way of sending drip email programs and email newsletters. In today’s hi-tech, fast paced real estate world, you will also need a good “Smart Phone”, a tablet computer or iPad, and a good notebook or laptop computer.   Stay tuned for part 3!    Feel free to contact us:  317-324-8331 or visit our website:  CLICK HERE   We’d love to help you start your career in real estate.
How to Become a REALTOR Part 1
  p.p1 {margin: 0.0px 0.0px 8.0px 0.0px; text-align: center; font: 23.0px 'Trebuchet MS'; color: #000000; -webkit-text-stroke: #000000} p.p2 {margin: 0.0px 0.0px 8.0px 0.0px; font: 10.0px 'Century Gothic'; color: #000000; -webkit-text-stroke: #000000} p.p6 {margin: 0.0px 0.0px 0.0px 0.0px; line-height: 13.5px; font: 10.0px 'Century Gothic'; color: #333333; -webkit-text-stroke: #333333; min-height: 12.0px} p.p7 {margin: 0.0px 0.0px 0.0px 36.0px; line-height: 13.2px; font: 10.0px 'Century Gothic'; color: #1b3f94; -webkit-text-stroke: #1b3f94} p.p8 {margin: 0.0px 0.0px 0.0px 36.0px; line-height: 18.0px; font: 10.0px 'Century Gothic'; color: #333333; -webkit-text-stroke: #333333} li.li3 {margin: 0.0px 0.0px 8.0px 0.0px; font: 10.0px 'Trebuchet MS'; color: #000000; -webkit-text-stroke: #000000} li.li4 {margin: 0.0px 0.0px 8.0px 0.0px; font: 10.0px 'Trebuchet MS'; color: #333333; -webkit-text-stroke: #333333} li.li5 {margin: 0.0px 0.0px 0.0px 0.0px; line-height: 13.5px; font: 10.0px 'Century Gothic'; color: #333333; -webkit-text-stroke: #333333} span.s1 {font-kerning: none} span.s2 {font: 11.0px 'Trebuchet MS'; text-decoration: underline ; font-kerning: none; color: #0563c1; -webkit-text-stroke: 0px #0563c1} span.s3 {font: 12.0px Helvetica; color: #000000} span.s4 {font: 12.0px Helvetica; color: #000000; -webkit-text-stroke: 0px #000000} ol.ol1 {list-style-type: decimal} STARTING YOUR REAL ESTATE CAREER To become a REALTOR in Indiana the process is actually quite simple. You may start by contacting the Real Estate Certification Program or another pre-licensing training company. Follow these steps to become licensed: Take the pre-licensing Broker Course. Earn your certificate by passing 3 included tests.  Pass the state licensing exam and apply for your license.   The Real Estate Certification Program (RECP) is the starting point and they have helpful staff ready to help you understand the time & cost involved. Below is the contact info: Real Estate Certification Program Tel: 1-800-742-4067 Email: info@recp.org You can pass all of the above in only a few months if you hustle and pass everything quickly. Have you wondered how much you can make? I guess that’s why a lot of people look into real estate because of the opportunity. Below is a chart showing number of deals on the left & average GCI (Gross Commission Income). Pick the number of deals and average commission to see what you could make in a year. The average commission depends on the type of property (luxury Vs. condos, Residential Vs Commercial, City Vs Rural, etc). The number of deals depends on luck, drive, your network & business approach. I can better explain the potential of real estate and how the business works if we sit for a quick chat.  This will lead me into pointing you in the right direction.  Also we may be able to arrange tuition reimbursement for the right candidate. Do you know the differences of the local brokerages? Would you want to work on a team before going out on your own? I’d really like to talk. Just give me a call at: Jim Jordan Broker/Owner - (317) 509-3688 (call or text) Realty World Indy Stay tuned for Part 2 - Now that you have your license, then what?