Obviously there were many “take away’s”  from studying with John C. Maxwell for months and then for three days with him in Florida.   One of his teachings is something I am working hard on…everyday.

As a leader of my company I am more aware now, more than ever, what a Follower looks for in a Leader……and John Maxwell made this point:

1)  A follower needs to know…..Do You Care For Me?

2.) A follower needs to know…..Can You Help Me?

3.)  And finally, a follower needs to know…..Can I Trust You?

It struck home with me last August as I sat with John Maxwell in his study where he has written more than 60 books, many of them Best Sellers,  including  The 21 Irrefutable Laws of Leadership and The 21 Indispensable Qualities of a Leader.

Do I show my real estate agents that I sincerely care for them?  I do….. but do I really demonstrate to them that I do?  Do I exhibit passion in my work with them? Do I provide a nurturing environment for each one of them?  Am I caring?

Do I do my best to help each one of my brokers?  Can they say, “I am better off now then I was before I met Jim Mazziotti and joined his company?”  Am I working as hard as I can to help them achieve success?  Do I provide a path for them to take their business to a new level?

And, do I give them reason to know they can trust me?

It is a work in progress, isn’t it?

If you are a leader perhaps you too could do better by looking closely at yourself and asking, “From a followers perspective, am I a leader that I would follow?”

As I continue to build my company, Exit Realty Bend, I will do my best to show I care. I will be here to help and I will work to be trustworthy, always.

Rich Fountain, Julie Fountain, Jeromy Cockrell, Jack Cornell, Juana Beede and Katella Bahr are all excellent with people. But as Carnegie pointed out,  communicating effectively requires much more that just being an excellent communicator.

In the event you are not familiar with Carnegie, he was instrumental in the development of self-improvement and  salesmanship tools. Tens of thousands of men and women have studied his principles and read his numerous books, the most famous being “How To Win Friends and Influence People,” published in 1936.  Today, more than 70 years after his book was published, his principals are still taught and used by business leaders across the world.

Let’s briefly look at his 6 Principals. as pointed out in John Maxwell’s book, Winning With People.

1.)  Become Genuinely Interested In Other People
People don’t care how much you until they know how much you care.

2.)  Smile
        A smile is inviting.  People are often drawn to people who have a smile on their face,  Try it.

3.)  Remember That A Persons Name Is To Him or Her The Sweetest And Most Important Sound
Those who take and study the Carnegie course learn quickly the importance of remembering names.

4.)  Be A Good Listener And Encourage Others To Talk About Themselves
To do so, be a good listener first, always.  Ask questions that focus on their achievements and goals.

5.)  Talk In Terms Of The Other Persons Interests
         To win in relationships , a person needs to learn to talk in terms of the other persons interests. That’s true
when talking to someone for the first time and it’s as true when your building a marriage.
6.)  Make The Other Person Feel Important And Do It Sincerely
Find a quality you admire in every person you meet.  Learn to appreciate them for what they have
done and who they are.

Maxwell says that by simply adopting these  6 principles…….. by smiling,  getting outside yourself, changing your focus and becoming interested in others will change your relationships and your life.

Knowing this, I hope to win 1400 new friends and perhaps influence them as well.   Gosh,  I’ll put a special emphasis on remembering their names, something that I have often found difficult. Let me now how I am doing.

Jim Mazziotti is a Certified Trainer, Speaker & Coach With The JOHN MAXWELL TEAM 

F

I think I was the kid who was a friend to everybody.  Not a close friend, mind you.  Just a run-of-the-mill kid that knew everyone, tried to be kind to everyone and was often good for a joke or two to liven up a party.  So, my only chance to be be the student body president was to find a way…outside the box!  Two of my friends were destined for the position.  Kenny Ohl was a superior athlete. A bit undersized as a running back, Ken had a desire and head for the game of football.  Maybe 5’6″ tall, but a strong sculptured strong and powerful physic.  He often broke tackles against all odds and at the same time was smart as a wip.  Add in that all the girls loved him.  Surely, if he would run for student body president he would win.  Then there was Bob Ruse.  Good looking, smart, funny…you know….the whole package.  I could easily see that I would be not match for either Bob or Kenny. Then it came to me.  If they ran against one another only one of them would win.  Ah ha!
If I remember correctly, the student council adviser, Jack Frost (I’m not kidding…yes, his name was Jack Frost)  was in charge of gathering candidates for the position.  The rumors were running wild throughout the halls of our high school on who would be seeking the highest elected position available to any student in high school  Student Body President!  I was right. Both Kenny and Bob had announced their intention to seek the presidency.  Rats!  Then it came to me!  A magical “outside the box” moment that would change history at Oelwein High School. If these two ran against each other only one could win, right?  So at lunch I first approached Kenny and then Bob.  My suggestion; we run as a coalition, all three of us for the same position on the same ticket!  We checked policy and found that there was nothing saying thta three people could not run for the same position and on the same ticket!  It was then that “ORM “(Ohl, Ruse & Mazziotti) was formed. Needless to say, we won in a landslide!
It is that kind of thinking that has often gotten’ me in trouble….and the thinking that some fantastic marketing ideas have come to me!  My latest is my goal to personally meet with 1400 real estate agents in the Central Oregon marketplace in the next 12 months.  I call it CONNECT 1400. That is, a meeting one on one and face to face, over a cup of coffee to simply network.  That’s it.   Each appointment will last from 45 minutes to 1 hour.  I want to learn who they are, why they are in the business, what works and what doesn’t work for them. I want to know their dogs name and where their kids go to school. I want to hear about their hobbies. I want to learn and to share so that when it comes to doing business together that we actually know each other.  I believe that it is much easier to work with those we know and understand. At EXIT Realty Corporation a full time trainer, Angel Tucker, is available to present and teach personality styles.  Exit understands the importance in working closely with our clients and customers.  I feel it is as important to work with fellow agents!

So, over the next 12 months, six agents and myself begin the journey to meet 1400 agents to share our story.

Novel approach?

Stand by.

I have spent the week here in Palm Beach taking part in completing the course work in attaining the John Maxwell Certification Program as one of his team’s founding members, speakers, coaches and trainers.
It has been a week full of wonderful teaching and lasting memories, meeting people with a like mindset and experiencing all that is positive.  Negative simply isn’t allowed in the room!  I like that.

However, in learning to be a good leader of my organization and to teach the Maxwell methodologies, I must recognize ”MY” weaknesses and work to become a better leader. Obviously this doesn’t happen by spending 6 months in studying and by flying a few thousand miles from home, attending 4 days of training and going back home. It is a long journey….for me at least.

A leadership position is usually given to people because the have leadership potential. Perhaps for me it has been because I simply was willing to step up to the plate to serve others and to welcome the opportunity to learn. Frankly, I know that often in my life I have been more of a volunteer than the one “selected” to lead the troops. Let’s be honest here folks.  I have often joked that in organizations of which I have volunteered, that I was elected their leader because I owned a sound system that could be used for FREE for all the organizations functions.  In fact, perhaps it less of a joke than I make it out to be.

Maxwell points out that a leadership position is an invitation to GROW as a leader. That speaks to me, for sure.  As the president of my own real estate company I continue to grow….and it is said, when leaders are asked what the one thing they would change to improve the effectiveness of their organization, that they often refer to the “P’s. “  You know, products, promotions, policies, processes and procedures.  Seldom does anyone say the most important change needed to improve the effectiveness of their company is, “ME.” 

So as I complete the certification process I will begin to look  more inward.  I will begin to think about how I, “ME,” can improve my organization, EXIT Realty Bend, for the better.  While I need those around me to help shape and define our company, it really is about MY taking responsibility….. and continuing to GROW as a leader.

After all, I am part of Exit Realty, corporate home of Mr. Bill Nasby, perhaps the #1 Real Estate Door Knocker that has ever lived.

So it shouldn’t be too peculiar that I am assembling a course for the agents in my office at EXIT Realty Bend that demonstrates to them the POWER of an extraordinary EXPIRED presentation that will get them, not just to, but through the threshold of every EXPIRED door they knock.

My best guess is that 95% or more of all real estate agents, who actually have an EXPIRED plan, don’t do much more than prepare a script, pick up the phone and fish for appointments.  You know….I’m the greatest, I work for the greatest company, I sell more homes than anyone, my signs are the prettiest….and on and on!  I believe there is a better way.  I believe it because before I was the managing broker of my office, I did it.

The fact is, I didn’t develop anything new. Come on, man…..there is little in real estate that is new and hasn’t been done before by someone.  But I have been smart enough to take bits and pieces from the masters in our business over my 17 years in the business to pick and choose, to experiment, to fail and to….from time to time….succeed.

The biggest challenge I will have with showing my agents the path to working EXPIRED listings is their “fear of rejection.”  Isn’t that the biggest obstruction for anyone in sales?  I believe the only way to remove the fear is to prepare so well that it is impossible for the prospect to say no.  It really is that simple.  It is easy to develop fearlessness when you know your stuff and when you have a clear benefit to offer.  Plain and simple. Isn’t it?

My agents will learn that experts in our business estimate that 95% of all success with EXPIRED listings happens after the fifth attempt to make contact with the EXPIRED home owner.  They will also learn that only 5% of all real estate agents are willing to make five attempts to contact the EXPIRED home owner.  With that said, and knowing that the 5% of those willing to make five attempts will MOST LIKELY be making contact by phone…. and by mail…. AND NOT in person, I believe this leaves the door open for a POWERFUL, PROFESSIONAL and EXTRAORDINARY presentation AT THE DOOR of an EXPIRED!

During our “20 Minute EXPIRED Power Presentation Class” we will talk about developing a solid system, strategy and plan for each participant to soar!  Teaching them to take action now in the face of fear (which they all have) with a strategy that is so easy…so phenominal….and so Powerful,  will allow each agent to shake the fear and experience success.

We will discuss how they can “put into practice” this system in just one week!  That is, one week of hard work!  Nothing less!

The foundation of the method will be developing initial questions that will lead to the agent, once at the door of the EXPIRED listing, to show enough initial value and benefit, that they will be asked to cross the threshold for the 20 minute consultation.  I believe that if an agent is able, in just 20 minutes, to demonstrate to the EXPIRED prospect that they have something FAR DIFFERENT (with value and benefit)  than what the prospect has ever seen and/or experienced, that the opportunity to list the property is 90% assured.  Yes, 90%

Remember, we will work on how to pack this POWERFUL consultation into just 20 minutes…expecting to leave with the listing.  The key is to ask the EXPIRED prospect questions that lead to the agents & companies strength.  For example, we might ask, “so, Mr. and Mrs. expired, would you mind sharing the former listing agents marketing plan?”  We know that it is unlikely that any such written marketing plan was ever provided to the seller, right?  This allows the presenting agent the opportunity to show the prospect a well-thought-out sample marketing plan.  Impressive?  You bet? 

Of course, at EXIT Realty we have phenomenal franchise tools like the “Digital Marketing Strategy (http://exitrealty.com/dms)”  that simply BLOWS AWAY the competition.  So using the power of our franchise will also be a huge part of our 20 minute presentation…along with another franchise tool called “Promo Shop.” 

The presentation will incorporate tools from numerous trainers and real estate experts like Joe Stumpt.  One of my favorite disarming tools that Joe has taught for years is the “1-2-3-or me” option.  I love it.  You can see and feel how prospects love it too!  And part of what Joe teaches is to uncover the truth through thought-provoking questions.  We will work to discover the right questions to ask.

I can’t wait to see which agents are really ready to take control with a proven plan.  But I also know I must take some responsibility here.  Admittingly, action I have seldom committed to.  I was reminded just yesterday of this when reading an article published on Wednesday, July 13, 2011 and featured in an article in a major real estate publication by Jon Cheplak (http://www.facebook.com/joncheplak), the mind behind The Real Recruiter (http://www.therealrecruiter.com/).  As a matter of fact, I printed the article and highlighted a few sentences to post on my vision board and in my “20 Minute EXPIRED Power Presentation Class“  outline.  In referring to broker owner/trainers, Jon says, ” What percentage of your agents actually have taken the action implemented the last 3 initiatives you have rolled out to them? ”  He goes on to say, “ I was taught that every outcome in my office, region or company is my responsibility and ONLY MY RESPONSIBILITY!”   So, I will ask the “tough questions” of each participant in the class. I will demonstrate the willingness he speaks of…. to, “go back and “check-in” and “measure” the activity of my agents based on what I have delivered to them.”  I will ask those who see value in the “20 Minute EXPIRED Power Presentation System” to commit….recommit…..and I will continually measure.

I look forward to arming those agents willing with an extraordinary plan.

MAZZ

I was reminded of a section in the book today when I was growing inpatient  with a task at home.  So much so, that I stopped in my tracks, went upstairs to the book rack next to my bed and pulled the book out.   I found the section that I was looking for easily.  I keep a bookmark there on page 112.

I found the paragraph in Chapter 9.  It says:

” Martin Luther King recognized that we can’t have everything we want overnight. There is no rushing the harvest. You can make Instant Cream Of Wheat , but there is no such thing as instant wheat crops. In order to create wheat crops, the earth must be tilled, the seed must be planted, the soil must be fertilized, the seed must be watered , it must germinate, and it must receive plenty of sunlight. The sun must rise and set.  The farmer must wait patiently. There is no rushing the process. This is the only way to see and enjoy the fruits of your labor. hard work NOW pays off later – after a sufficient amount of time has passed. There is no way around daily hard work applied consistently over a long period of time.”

Being a kid from Iowa I should be well aware of the time it takes to take a seed to harvest.

Daniel Castros words help ground me from time to time…..I hope they have helped you too!

Colby Sambrotto (left)

Colby Sambrotto, the founder of ForSaleByOwner.com recently jumped ship!  Maybe not how you might think, however.

According to the Wall Street Journal, Sambrotto worked his own personal property as a ForSaleByOwner.com listing for more than 6 months!  He little condo shack was located in the trendy Chelsea area at the Lion’s Head Building near Sixth Avenue in New York City.   Oh yea, it is a 2000sf condo listed at $2.15 million big ones!  Sambrotto had purchased the joint for $2 million smackers in 2007, a year after he sold his ForSaleByOwner.com website at the height of the real estate boom.

After little luck with the ForSaleOwner.com marketing plan he hired Jesse Buckler, a professional real estate agent.  Buckler took a look and suggested that Sambrotto price the property $150,000 higher than it has been listed for the past six months!   Mr. Buckler told him that he simply wasn’t attracting the right buyers by having the property priced too low.  At first Sambrotto didn’t agree with the strategy….but Buckler told him he knew what he was doing!

News of the day: Sambrotto’s condo is now under contract!  That’s right!  Guess the method of using online listings and classified ad’s just didn’t do the trick folks!  Sambrotto even paid the standard 6% commission to Buckler!  That is a cool $129,000 big ones according to my calculator….but remember…..he increased the price Sambrotto was asking by $150,000! 

Do properties listed by places like ForSaleByOwner.com ever work?  Well, of course.  But according to the National Association of Realtors, homes listed and sold by a Realtors actually cost the seller LESS than trying to sell themselves or having listed with a for sale by owner firm!

Congrats to Broker JESSE BUCKLER for a job well done!

Tonight my show will be LESS about real estate and MORE about SUCCESS!

Steve Morris, the founder and CEO of Exit Realty International, believes that we are all born to be exceptional and that it is a birthright given to all of us!  The key is, that while  we all have “it,”  few implement known proven tools to be successful!

Tonight I will talk about “MINDSET MODIFICATION.”  You will hear many snipits from Steve Morris’s book, “BORN TO BE EXCEPTIONAL”  and much more!  I will share with you some science-based secrets that will lead you to success.  But….it does take some effort….and best of all….it is FREE!  Yes….FREE!

The show will be LIVE on the Internet and available from any computer in the world!  Just go to http://www.ustream.tv/broadcaster/644565   Again, the show starts at 7PM Pacific time and will be a short one….perhaps just 1/2 hour….but I believe it could be a very valuable experience for you! 

The show is FREE.  JIM is NOT selling anything.  Come and enjoy!

SHOW NOTES:  When you come to the show LIVE at http://goo.gl/RtnJe you will find a brief interuption.  The folks hosting the Internet Platform (Ustream.TV)  will have a short 30 second commercial before you will be granted access to the show.  I hope you understand this slight inconvenience.

His book was written to show readers how to earn it, grow it, and keep it to become a TRUSTED ADVISOR in sales, business and in life. He approaches the book with his belief that TRUST is the basis for all relationships.  How could anyone disagree?

This is not your traditional “chapter book.”   It is divided into a discussion of principles, if you will….but it is one where you can pick it up, open it to any page and immediately take in what is on that page without reference to prior pages.

I reached for the book because of a major issue I am having with a copier company.  In February of this year I was approached by a copier company representative  asking me if I might consider changing from my current provider to them.  I mean, I had absolutely no reason to change. I was perfectly happy with my provider, Pacific Office Automation….and the sales representative, Doug Judish, is a great guy and has never NOT performed.  So, the only reasons for a change that would make sense is one that provided my company with a better quality machine, would be as affordable or less expensive than my current model and had better/quicker service. Have you ever been in this position?

Well, the salesman told me what HE would do to provide me with a proposition for his company to “buy out” my current lease and provide me with a payment schedule comparison.  Heck, I already knew the service guy for this company. I knew he was dependable and would do everything he could at any time to service the machine when it may need service.  So it was down to price and….TRUST.

Long story short, I TRUSTED the salesman from OCE/Northwest Business Systems.  I went with his company.  Sadly,  I had to tell Doug, from my current company  that I was changing companies. Ouch!  That hurt. I felt horrible.   Mr. New Copier Guy told me that he would handle all the paperwork for the buy out and return of the old copier and it would be seamless.   

Fast forward to today.  I still have the old copier (they have failed to return it), they lost my original paperwork,  they gave me a check weeks after they promised for the buy out…and it is short by over $1000 to close out my account with Doug’s company….and…..well the list goes on.  Yesterday I filed a complaint to the better business bureau.  If this is not handled by Monday I will contact an attorney. It is sure looking that way right now. Ugh!

Gittomer say’s,  ”If you look deep inside trust, you will find the truth.”   The point that hit home for me was that “trusted advisors concentrate on BUSINESS BUILDING, not just BUSINESS SEEKING, and they build on behalf of their customer.”   You see, Mr. New Copier Salesman Guy wasn’t concerned about business building, he was only concerned about BUSINESS SEEKING and “THE DEAL!”  Gawd! I hate the word “DEAL,” but that sums it up!  Honestly I never felt TRUST when he was talking to me….damn!

This ordeal gives me reason to look at myself and how I treat my prospects, clients and customers.  Gittomer says that, “trust  forms the foundation for everything you do in business, and everything you do in personal life.”   How true.

Near the end of his book Gittomer say this, “the secret is easy – do the right thing all the time, and respect will be yours. Say the right words, take the right actions, and believe in your heart that it’s the best you can do – for yourself first, and for others second.” 

I am always humbled when reading his book.