or ABNORMAL

76 Pages·2014·52.92 MB·English

OCTOBER - DECEMBER 2014
10 Easy Steps
To Make The
Holidays Profitable

How ever you celebrate,
make this year merrier with
Mike’s year-end guide
New Agent
POV
Sell Like a Veteran
NORMAL
or
B O L,
A N RMA
Which is it?
09 18 14 MFSM - Cover - October 2014 - B.indd 1 9/19/14 9:14 AM
09 18 14 MFSM - IFC - Cole OCT - FP.indd 2 9/18/14 3:24 PM
You could SEELVHLEEINNLG PB EUMTSAT GMEAARZK.IEN E
WIN TAKET OOUDRA YS!URVEY
A PRODUCTION RETREAT TICKET!
($495 value)
Just for telling us what you
think of this issue of
We really want to hear from you. What do you like?
What would you change?

Take our fast and easy online survey and you’ll be
entered for a chance to WIN.
(Think of the production possibilities!)
VISIT
www.MikeFerry.com/sellingmagazine
TO GET STARTED
NO PURCHASE NECESSARY TO ENTER OR WIN. SPONSORED BY THE MIKE FERRY ORGANIZATION. BEGINNING OCTOBER 1, 2014 AT 12:01 AM (ET) THROUGH JANUARY 2,
2015 AT 11:59PM (ET). GO TO WWW.MIKEFERRY.COM/SELLINGMAGAZINE, COMPLETE AND SUBMIT THE ENTRY FORM PURSUANT TO THE ON-SCREEN INSTRUCTIONS. FIVE
(5) GRAND PRIZE WINNERS WILL RECEIVE ONE (1) PRODUCTION RETREAT ENTRY TICKET (VALUED AT $495.00 PER TICKET). AIRFARE, HOTEL AND INCIDENTALS ARE NOT
INCLUDED. ODDS OF WINNING DEPEND ON THE TOTAL NUMBER OF ELIGIBLE ENTRIES RECEIVED. SWEEPSTAKES SUBJECT TO COMPLETE OFFICIAL RULES AVAILABLE AT
WWW.MIKEFERRY.COM/SELLINGMAGAZINE. ALL SUBMITTED SURVEYS, COMMENTS AND TESTIMONIALS BECOME THE SOLE PROPERTY OF SELLING MAGAZINE, WHICH
CAN BE USED IN WHOLE OR IN PART AT OUR OWN DISCRETION.
09 02 14 MFSM - 01 - Tell Us Your Thoughts and Win - Oct2014.indd 1 9/19/14 8:49 AM
dear
Superstar
,
Summer’s over. Most of us have vacations behind us … and the last quarter of the year ahead of us.
How are your 2014 goals looking?

As we discuss in this issue of Selling in the series about “Normal or Abnormal” markets … your annual
performance should not rest on the shoulders of market conditions. Instead … Superstar agents
need to be able to adapt … to stay on task … to manage time in whatever way it takes to keep those
performance goals in sight.

Actually, the market is cooperating in a number of ways. Did you look at interest rates today? Are you
tracking them on behalf of your clients? How about the federal efforts that are encouraging post-
bankruptcy and foreclosure parties to jump back into the market?

We have pages of advice in this magazine provided by Top Producers nationwide, our best coaches,
and many of the people whose “blueprints” were shared on stage at the most recent Superstar retreat
in Las Vegas. How can you learn to be great if you don’t study greatness?
This magazine was designed to motivate you, to encourage you to challenge yourself … and
encourage you to be accountable to your coaches. 2015 is around the corner. What does your first
quarter hold in store?
Take what’s in here, tear it out, and tack it up. This is how you become great.
Mike Ferry
CEO
The Mike Ferry Organization
2 | SELLING | OCTOBER – DECEMBER 2014 | • • •
08 29 14 MFSM - 02 - Dear Superstar.indd 2 9/18/14 1:30 PM
Selling Inside: Mike interviewFsE DAaTniUel RPiInNkG, A:u Tthhoer oBf uSseilnlinegs Iss MHuamkeanover: Small Tips For a Big Change
dear
UpgrJUaLY - SEPTEdMBER 2014eAPRIL - JUNE 2014
BECOMING A MASTER
, REAL ESTATE SALES AGENT
magazine
Who you are
What you say
What you do
Plus: 10 StePplsu tso :c Ploitscihn gL iak ed ea aSl uap wereseta kUr p&Ing o r1at8hd-eiMnrg ign Yrueotuearst tSaoa oDlelsas!y anBdy YMouikre I nFceormrye
I love the magazine! I use the articles for training and sales meetings. I really look forward to receiving SELLING in the mail. So many
Great, valuable information to share with the agents. times, I find articles that are exactly what I need to hear or re-hear
–Jennifer based on what is going on in my business. I find it to be well written,
easily readable, and very relevant to our day-to-day business. Keep up
Selling Magazine is such an amazing source for inspiration, the good work!
guidance and insight from some of the most successful agents out there. –Kelly
I devour it on my 15-minute mindset breaks. Thanks Mike and keep the
issues coming. Every quarter, my favorite section to skip to is the “Blueprints”
–Lavert for other Superstars in the MFO Network. It is an excellent source of
inspiration and indeed a kick-start for the soul for anyone who's been
The magazine keeps me up to date with techniques and searching for 'that' answer. I never fail to learn something that improves
strategies that are currently being used by other top agents and Brokers. not only my business, but the very quality of my life as I strive to introduce
Reading the magazine helps me and my agents keep a strong mindset! better habits by associating myself with people who are better than me.
–Oscar –Brian

Definitely helpful, as specific articles are used as subjects Not only do I find SELLING helpful, I distribute one to every
during our weekly meetings to discuss how they apply to our market single recruit (I had 161 interviews in 2013, and 109 through July this
and how to become the most successful agents. Additionally, the single year), showing them that the office funds the purchase of the magazine,
page items are frequently copied and emailed with comments to the and that it will appear quarterly at their home. My agents have, on
agents and addressed at the weekly “Lunch & Learn” sessions. numerous occasions, informed me that they appreciate hearing about the
–Ed tips and systems that other successful agents and coaches have used
throughout the country.
I love reading SELLING, it keeps my mindset strong and is –Hank
filled with great ideas, advice from real, hardworking and inspirational
top producers and packed with great action points. I start and end every This magazine has been motivational and has influenced me
day by reading and learning from the best! in continuing to be successful.
–Paula –Carlos
talk to us Email us at: [email protected]
Snail Mail us at: ATTN: SELLING Magazine Department • The Mike Ferry Organization • 7220 S. Cimarron Road, 3rd Floor • Las Vegas, NV 89113
• • • | OCTOBER – DECEMBER 2014 | SELLING | 3
08 27 14 MFSM - 03 - Dear Selling Magazine - Oct2014.indd 3 9/18/14 3:28 PM
CONTENTS
Volume: 2014
Issue: October - December
22 48
MINDSET PRODUCTION
8 Don't Limit Your Prospecting 37 15 Ways to Have a Highly Successful 2015
9 Tear-Out Tools: Top 10 Ways to make sure you Fail 40 It's About Service
10 My Health is as Important as a Good Listing 42 You Work the Mike Ferry Plan to Sell Real Estate,
12 Energizing Sales Through Exercise Now Work the Plan to Build Wealth
14 You Know You Are a Superstar When ... 44 Legendary Service: The Key is to Care
16 No Whining Allowed 48 New Agent Point of View: Sell Like a Veteran
18 Stars Were on Stage is Las Vegas. Will You be Next? 50 Leadership, Accountability and Coaching
20 Emotions & Negotiations 53 Truth in Pricing
SKILLS PROFITS
22 Normal or Abnormal Market, Which is it? 56 From the Stage to the Closing Table
25 You Make Your Own Market 60 Simplicity Builds Consistency
26 The Decision is Yours 62 Q&A With Mike Ferry
28 The Abnormal Market is the New Norm 66 From Bankruptcy to Benz
29 Is a Balanced Market Normal? 68 Get in Front of More People
30 It’s Your Attitude Man! 70 Yes, You Deserve It
31 Consistency is King 72 10 Easy Steps to Make the Holidays Profitable
32 Practicing Your Skills is Critical
34 Adapt or Die
4 | SELLING | OCTOBER – DECEMBER 2014 | • • •
08 29 14 MFSM Contents - Oct 2014 - Proof.indd 4 9/18/14 1:50 PM
08 25 14 MFSM - 05 - OCT2014 - Selling Magazine Subscription Ad.indd 5 9/18/14 9:07 AM
O D
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(J e o
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Upd st THE MIKEP FUEBRLRISYH OERDG BAYNIZATION
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VOLUME 2014 ISSUE October - December
FOUNDER & EDITORIAL DIRECTOR Mike Ferry
CO-FOUNDER Michelle Cronin
EDITOR IN CHIEF Michelle Cronin
EDITORIAL ASSISTANT Ashley Downing
CONTRIBUTING EDITOR Craig Rowe
CREATIVE DIRECTOR Christopher Mackey
CONTRIBUTING DESIGNER Tonia McIntosh
SUBSCRIPTIONS:
When you subscribe to Mike Ferry's SELLING
SALES
FIT Magazine, you get four issues a year filled with
articles that cover the full range of Real Estate
sales topics – Mindset, Skills, Production, and Profit
– bringing you the latest techniques, time-proven
methods, solutions from industry experts, and the
inspiration to move your business forward.
Don't wait! Subscribe today!
A New And Efficient Way
For your convenience subscribe online at:
www.MikeFerry.com/Selling or call us at
To Increase Your Production
800.448.0647
SUBMISSIONS:
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Download To Your iPhone Today! material, and we assume no responsibility for their return.
Article Proposals and unsolicited articles can be emailed
Visit iTunes App Store or www.MikeFerry.com
to: [email protected] or mailed to the SELLING
Magazine Department at:
7220 S. Cimarron Road, 3rd Floor, Las Vegas, NV 89113
©2014 Mike Ferry’s SELLING Magazine. All Rights
Reserved. Material may not be reproduced in whole or in
part in any form without prior written permission.
© 2014 The Mike Ferry Organization | All Rights Reserved | 800-448-0647 | www.MikeFerry.com
Printed in the U.S.A.
6 | SELLING | OCTOBER – DECEMBER 2014 | • • •
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“We couldn’t be happier with the beautiful rings that you designed for us.  You have made the
entire experience a richly rewarding one for both of us.  You have a knowledge and grace about you
that allows us to feel comfortable and special.”  - Dean Souza & Crystal Smith – San Ramon, CA
09 04 14 MFSM - 07 - Angela Patin - Signature Jewelry - FP - Final.indd 7 9/4/14 12:57 PM
MINDSET
Don't Limit Your Prospecting
Our next Superstar Retreat is going to cover this challenging … but 100% proven … skill.
By Mike Ferry
weeks ago I was sent a If you talk to 20 different speakers/coaches/trainers, everyone will
SEVERAL
compelling report published give you a very specific opinion as to which techniques will bring you
by Zillow.com titled, “10 Methods of Prospecting to Get a Listing.” listings the fastest. Naturally, my opinions revolve around contacting
I was immediately intrigued because … if you know me … I am a past clients and centers of influence … contacting Expired listings and
great believer in prospecting (meaning some type of human contact, For Sale By Owners … and promoting yourself and neighborhoods
whether face-to-face or on the phone with a person who can through Just Listed and Just Sold phone calls. We know that these
respond in a like manner). I’m not a great believer in ever buying bring the highest and fastest response, but they’ll also bring, in some
leads, whether from a telemarketing service or the internet. cases, high levels of rejection … and since most agents avoid rejection
… any other techniques for finding listings become better. Right?
When I saw the article, I started thinking about the various methods
of prospecting an agent could use to get a listing. As I started For example, farming a geographic area or holding an open house
writing down the different thoughts that I had, I made the decision is almost rejection proof. It’s rarely going to happen. However, these
to incorporate this material into our Superstar Retreat … both in will also slow down the process of taking listings in volume.
Las Vegas and in South Florida this October. Interestingly enough,
I came up with 62 different methods of prospecting for a listing So, what I want you to think about is your ability to handle rejection
and, most importantly, many of them are things that we preach, (which any of us can master very quickly if we choose to) and then
recommend and suggest … while many of them are ones that I would think about the commitment to becoming a great listing agent … and
never recommend that I know are out there being used (and in some the prospecting techniques you will employ to make that happen. Most
cases, being effective). agents have one or two techniques they use; as a result, their level of
productivity (which may be high) is very limited. Expand your methods
Thus, we have our topic … “Don’t Limit Your Prospecting.” And if you of prospecting and you’ll simultaneously expand your income.
want to hear any of those 62 methods … then you’ll have to attend
the event. Need a better reason? Give it some thought.
8 | SELLING | OCTOBER – DECEMBER 2014 | • • •
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