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June 2003 ISSUE |
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Joeann's
Musings : Taking
Risks
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Advantage Thinking: Prospecting!
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More
Advantage Thinking:What differentiates
you?
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Fossland's Free Forums
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Book of the
Month
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A Phenomenal
Resource
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SUMMER SALE!!!!!! |
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Learn from Top Speakers and Enjoy Alaska in July! |
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July 10-12, 2003
The
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Combine learning
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learn and network! For more information
click here :
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Savor
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Complete Schedule
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2003 Living On Purpose Business Planning
Retreats |
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Marilyn Urso doubled her business in the
two years after attending a Living On Purpose
Retreat!
You can too!
Three Fall Retreats
will give you the jump on planning
2004
Only 25 spots available in
each retreat. Save money by registering early.
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Early Bird
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October 3-5
Tucson
October 10-12 Long Island
November 10-12 San Francisco
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BORROWED WISDOM |
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'Courage is not the absence of fear, but
rather the judgment that something else is
more important than fear.' Ambrose
Redmoon
"I find it fascinating that most people
plan their vacations with better
care than they plan their lives.
Perhaps that is because escape is easier
than change."
Jim
Rohn ,
Author and Speaker
Elbert Hubbard defined self-discipline as,
"The ability to make yourself do what you
should do, when you should do it, whether you
feel like it or not."
"My father gave me the greatest gift
anyone could give another person, he believed
in me."
Jim Valvano
US
basketball coach
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Contact |
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Joeann Fossland, GRI,LTG,RECS Master
Certified Coach
Advantage Solutions Group
P O Box 133
Cortaro, AZ 85652
Phone: 520.744.8731
Fax: 800.597.4196
Email:
joeann@joeann.com
URL:
http://www.joeann.com |
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THE
SMALL PRINT |
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PRIVACY POLICY
Advantage Solutions E-News is a free, opt-in
monthly email newsletter published by Joeann
Fossland, Master Certified Coach
I will never, EVER, sell or rent
your name or email address to anyone!
SUBSCRIBE OR REMOVE:
Simply email your contact information
to
subscribe@joeann.com or
remove@joeann.com
Please send your comments, ideas and
suggestions to me at
Joeann@joeann.com
Copyright Joeann Fossland, 2002. All rights
reserved.
Permission is freely
granted to reproduce, copy or distribute
material from Advantage Solutions E-News
provided this copyright notice, my email
address:
mailto:joeann@joeann.com and a link to
my web page,
www.joeann.com
are included. |
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Joeann's Musings:Taking
Risks |
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How lucky I am to have my 19 month old
granddaughter, Lily, teaching me about life! She
is a little dare devil and loves to climb on a
table or chair and jump into my arms. Fear is
not something that she demonstrates yet. I am
now curious about how and when we start limited
for ourselves what is possible. Negative
consequences certainly begin to frame our
experiences and our internal computer's
reaction.
As I talk with my coaching clients, we often
will address whether their fears are grounded
ones in today's reality or something that was
reasonable at 3 or at 6 but not now. Do you stop
yourself from taking actions you know would be
good for business because you are afraid? If so,
next time that happens, instead of the automatic
reaction of avoidance of that kind of a
situation, examine if the fear is a reasonable
one. My mom used to tell me to ask "What is the
worst thing that can happen?" Most of the time,
when I ask that question and weigh what the best
thing that could happen would be, the choice is
much easier.
Several years ago, I participated in a ropes
course training that included jumping from a 350
ft cliff on a zip line. It was quite safe, but
as I stood looking over the edge with my arms
holding onto the ends of the bar that went over
the wire above my head, my internal
conversations were SCREAMING FEAR. The wonderful
coach standing beside me just said,"Put the fear
on your shoulder and take it with you." And I
did. And, lived through it, obviously...learning
that getting the fear to go away, was perhaps
impossible, but going forward including it, took
me to a place of accomplishment that I wouldn't
have attained if I had listened to my internal
voices.
So, this week, watch a small child and see the
joy they have in fully participating in life.
Take some risks this week, even if you have that
voice inside telling you to be careful or stop.
Just look to your shoulder and tell that little
gremlin, "Thanks for sharing" and do it anyway!
The results will make it worthwhile and you'll
find you have more courage than you gave
yourself credit for!
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Advantage Thinking: Prospecting
21st Century Style |
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It's not just
a numbers game...it's
a Relationship Game!
Your prospecting activities should
generate the number of prospects needed to
meet your goals of production for the
year. From your business plan, you will
know how many transactions per month will
take you to your yearly goal.
Then your focus each month is to stay on
track. Successful prospecting includes
planting seeds consistently and
repetitively all year long with the people
most likely to refer or do business with
you.This would be your sphere of influence
and your past clients.
Even if you have all the business you need
right now, planting those seeds of future
business, or what I refer to as "stirring
up the cosmic dust" is critical to
avoiding the dry spells. Quarterly calls
to these people are important. The call
serves to connect, deepen the relationship
and remind them of you. The content of the
call can be simple:Ask about how everyone
is, what are their plans for the summer
and do they have any needs you could help
them with?: refinancing, 2nd home,
investment property, etc. A great
alternative way to do these calls is with
Voice Broadcasting available from
ART.
If you are not generating enough business
to achieve your goals and you are staying
in contact with and doing a good job of
marketing to your sphere and past clients,
then you must discover what other
prospecting means that fit your
personality style, strengths and strategy
will create more business.
As the real estate business evolves in the
21st Century, consumers often want
different services from us than
previously. Indications show that many
more consumers will be trying to sell
their homes " by owner" in the coming
years. Developing your own strategy to
connect, build relationship and offer a
menu of services and tools for these
people could be a very lucrative strategy
for the coming years.
So, connect with those who already know
and love you first. Then develop new
strategies to serve the new consumer
needs.
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What differentiates you? |
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How
do you differentiate with
FSBO's?
Here is a great idea :
Provide the seller with copies of some of the
addendums necessary for their sale. It may
show them how complicated things can become.
Or simply position you as the most helpful
agent. Either way, you are building more
relationship with them.
Question for this month:
How do YOU
differentiate with
FSBO's?
For sharing
a tip, you'll be entered into a drawing for
a free E-Class.
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Fossland's Free Forums: The
upcoming events |
"Using
Pat Zaby's Marketing Library"
June 18 8
AM Pacific
Time
Maximize your use of this great software! If you
have bought it or are thinking about it, this
class will give you an overview of how to use it
most effectively and increase your business . 12
Spaces Left!
"Prospecting
21st Century Style"
June
20 8
AM Pacific Time
A masterminding session. Come
ready to share what's working for you and to
hear ideas from others. We will discuss: How to
best prospect your sphere of influence, What
today's FSBO's need from you, Why expireds are a
good niche for an experienced agent and more!
Register by replying to this
email with Topic, your name, city, company,and
phone
Please note: times above are Pacific Daylight
(California) Time, please adjust for your
time zone or
at
http://www.joeann.com/classesregistration.htm
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Book of the MONTH:
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How
To Become A Power Agent
in Real Estate
by Darryl Davis
My friend Darryl Davis has written a book that
brings you the BEST from his year long, training
program, The POWER ProgramÒ
The book is full of Davis's surefire methods for
managing the sales process, including time
management for agents, prospecting for listings,
handling the seller's and buyer's concerns,
maintaining a winning attitude, and generating
more sales in less time. He also reveals how
clever use of the Web can provide a competitive
edge and how the top producers work smarter not
harder. Offering field-proven tools and
techniques, Davis shows agents how to progress
at their own pace to their own personal Next
Level and accelerate their entry into Top Agent
status.
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For other samples and more information:
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