Get back to the basics by reading or reGet back to the basics by reading or reGet back to the basics by reading or reGet back to the basics by reading or re----reading SHIFT!!!reading SHIFT!!!reading SHIFT!!!reading SHIFT!!! IIIIffff yyyyoooouuuu ddddoooonnnn’’’’tttt hhhhaaaavvvveeee aaaa ccccooooppppyyyy,,,, sssseeeeeeee DDDDeeeebbbbbbbbiiiieeee....

when the market does..when the market does..when the market does..when the market does..

What you must do NOW to achieve your goals!

We know how to We know how to We know how to We know how to

» Become a Productivity Warrior—and a Market Maker

» Know that there is enough business in any market for you to

achieve your goals

» Become the local “Real Estate Economist of Choice”

» AND, do the following 12 things:

1. Focus on Seller Pricing Strategies

2. Master staging

3. Learn and use Creative Financing

4. Bulletproof the transaction

5. Master Lead Capture and Conversion

6. Be more proactive with internet leads

7. Get lean and mean with your expenses

8. Increase your people effectiveness

9. Get clear about your role

10. Create buyer urgency

11. Become an Expert in Short Sales (maybe)

12. Lead Generate, Lead Generate...AND...LEAD GENERATE!!

MAXimize your life and personal power! Quantum Leap Training with Dick Dillingham

The Mission of the Quantum Leap real estate program…

♦ Help you reinvent yourself

♦ Grow and experience new levels of achievements

♦ Personal Power Principles

♦ Small daily efforts to improve our lives add up to a very powerful force

♦ More abundant life Who should attend?

Every agent who wants to BREAK through their personal achievement ceiling and reach the next level!

Don’t wait...sign up TODAY!!! Call 771-7710 or see the front desk to register!

Scottish Rite Building 1101 70th Street Lubbock, TX

1.1.1.1. Stacey RogersStacey RogersStacey RogersStacey Rogers 2.2.2.2. Kyle RawlsKyle RawlsKyle RawlsKyle Rawls 3.3.3.3. Jean MossJean MossJean MossJean Moss 4.4.4.4. David BloodworthDavid BloodworthDavid BloodworthDavid Bloodworth 5.5.5.5. Tara NewtonTara NewtonTara NewtonTara Newton 6.6.6.6. Wendy JonesWendy JonesWendy JonesWendy Jones 7.7.7.7. Rachel TownsleyRachel TownsleyRachel TownsleyRachel Townsley 8.8.8.8. Rhonda BrownRhonda BrownRhonda BrownRhonda Brown 9.9.9.9. Mary & Randy McGuireMary & Randy McGuireMary & Randy McGuireMary & Randy McGuire 10.10.10.10.Stephanie GranthamStephanie GranthamStephanie GranthamStephanie Grantham

Top 10 Agents Based on Top 10 Agents Based on Top 10 Agents Based on Top 10 Agents Based on Closed ProductionClosed ProductionClosed ProductionClosed Production----Year to DateYear to DateYear to DateYear to Date

September 15th & 16th

Austin, TX

To learn about how Mega Camp can change your business and your

mindset, go to www.megacamp.kw.com Or contact Debbie Frapp

@ 771-7710. It’s not too late...register TODAY!

October 21, 2010 9:00am-5:00pm

MCA Minute: Don’t forget your statement will be emailed to you! Bills are due to Pam by

Friday, September 24th @ 5:00pm If you submit your payment after 5:00pm on the 25th be sure to add $25 for the late fee.

*Even though we’re paperless now, your paperwork must be submitted 5 days PRIOR to closing.

Since I taught my first training session 10 years ago, a lot has changed in real estate. But computers, smartphones, and new laws and regulations haven’t Altered the essential tools that are the foundation of any good real estate career. “Can I ask you a question?” Your job is to serve your clients, not to talk people into doing things. Agents who focus on getting people to buy or sell rather than on serving their needs won’t establish quality relationships with clients. Try this exercise: Pick a block of time that you’ll be with other people; try to make it at least three or four hours. During that time, only ask questions. That’s right. See how long you can go without giving advice or offering your opinions. You’ll find, if you do this exercise, that you develop the ability to ask questions in a deeper and more meaningful way. You’ll get to know the people you’re with faster, which means you’ll forge stronger relationships.

Three things to know …

Doing your job successfully requires Three Knowledges: client knowledge, product knowledge, and market knowledge. Studies prove that people buy goods and services from someone they feel good about and believe can do the job. What makes them feel good about you? Your ability to make them comfortable. You ask questions about them—the exercise from the previous section— and learn what they want from you. That’s client knowledge. Product knowledge is having numbers that show how effective you are at your job. You’ve found properties for many clients, gotten high prices for the homes you’ve listed, and created a long list of satisfied customers. For example, a potential seller-client asks you to lower your commission by 2% because another agent said he would. If you know that your list-price- to-sales-price ratio is

two or more percent higher than your competition, it’s easy to show why you and your company are the best, most logical choice and worth the higher commission. Market knowledge is your understanding of your area’s housing inventory, mortgage-loan availability, and housing-assistance programs. Sometimes, the difference between a deal that goes sour and one that goes to closing is the ability to find a loan program that works for your buyers.

Follow up on your follow-up

You’d be surprised how many agents fail to send a simple, personal thank-you note to clients, especially after the closing. Most agents rely on their companies’ automatic follow-up system to send generic cards to their target lists. But these systems don’t notify you that a card or letter has been sent. If you’re interested in long-term relationships, you must follow up on a card or letter with a phone call. The combination of mail and phone calls is the most effective way to ensure that your clients, customers, and sphere of influence always remember you when they think of real estate. These elements of good business are easy for new and experienced agents to practice—they’re basic strategies that build relationships. When you fi nd yourself talking too much, sit back and listen. If you realize your presentation lacks punch, learn the Information that will enable you to speak like an expert. And after you’ve gone to all the trouble to close your clients’ transactions, don’t lose them … follow up.

Don’t forget the basicsDon’t forget the basicsDon’t forget the basicsDon’t forget the basics

Article taken from the August issue of Texas Realtor Magazine

Meet a Meet a Meet a Meet a agent!agent!agent!agent! Linda began her real estate career in 1987 and has been in the Keller

Williams family for three and a half years. She was born in Childress Texas and now resides here in Lubbock with her husband Danny. There relationship was 'love at first sight', they married after three months of dating and have just

celebrated their twenty-fifth wedding anniversary. Linda loves baking, gardening and Bible study. She would love to travel to the Holy Land and New Zealand. Did you know that Linda was at one time an aerobics instructor? Did you know she likes painting in watercolor? She is so great at encouraging others and a

pleasure to know! Linda is usually set up in the midway so be sure to say hi next time you see her! Linda Linda Linda Linda

ScottScottScottScott Connie and her husband, Herbie, have two children – a son, Randall and a daughter, Sandy. They also have four grandchildren- 3 grandsons and one granddaughter. Connie was born and raised in Lubbock and her church home is Broadview Baptist. Prior to her career in real estate, Connie was a claims adjustor with Traveler’s Insurance and an antique dealer. She and her husband own Hust Construction Company, Inc. and Connie fills the role of CFO. The construction company actually led Connie to her career in real estate six years ago. She originally was with Pat Ham Real Estate and joined the Keller Williams family just over two years ago. Connie has two specialties in her business – one being new home construction and the second is Caring Hearts where her focus is on seniors and helping them with the special opportunities that arise as they transition to the next phase of their life. Connie shared that her very first real estate transaction was a cash buyer for a $350,000 property and she very naively thought that was how all real estate business was done! Something that many people might not know about Connie is that she was the captain of a rifle team and was the New Mexico Junior Champion three years in a row. While she was on a VFW rifle team, she met Herbie who was the captain of the Texas Tech rifle team and the rest is history! In her spare time, Connie loves to read and one of her favorite authors is Frank Perriti. Connie also loves leading bible studies and she facilitated bible classes through Community Bible Study for 15 years. She currently leads the bi-weekly Bible study at Keller Williams. Connie’s favorite “getaway” spot is Ruidoso and to her, happiness means spending time with family.

Connie Connie Connie Connie HustHustHustHust

Stephanie Stephanie Stephanie Stephanie GranthamGranthamGranthamGrantham

Stephanie was born and raised in Lubbock. Her family moved to Louisiana in 1990 and lived there for about 10 years before moving back to West Texas. Lamesa became Stephanie’s new home town and that is where she met her future husband, Jason. They were married in 1999 and lived in Lamesa for a few years before moving back to Lubbock. The Granthams have three children, Kaleb, Keagen and Kerrigan. The boys love to play sports, especially baseball and football, and their daughter enjoys singing, dancing, and anything to be center of attention. Stephanie & Jason spend most of their spare time carrying their kids around, but wouldn’t change it for the world. Before Stephanie began her real estate career she was a sonographer at Covenant Medical Center, performing sonograms on high risk pregnant patients. She enjoyed her work however was ruined by the office dynamics of the company and in 2007 a business acquaintance of Jason’s offered to pay for her real estate license to help him manage, buy and sell rental property in Texas. The offer was too good to pass up so Stephanie began working on her license. She was introduced to the world of short sales through Michelle Craig, but she says the way it all happened was by the hand of God. Michelle offered her a job even before she had finished her real estate courses and after passing the exam she agreed to start part-time in September of 2008. She was scared to quit her well paying, full time, steady job, but Michelle needed her full time and working part time just wasn’t going to work. So after praying about it for several months, in March of 2009 it all fell into place. She quit her job without looking back and the rest is history!

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» Reliable RenovationsReliable RenovationsReliable RenovationsReliable Renovations

Numbers to live by:Numbers to live by:Numbers to live by:Numbers to live by: The market is what it is: Are you failing in it, falling out of it, OR doing something about it? The only one who can answer the question is YOU! MLS recorded sold properties for 8/1/2009 through 8/25/2009 was 275 units for $37,601,551 MLS recorded sold properties for 8/1/2010 through 8/25/2010 was 213 units for $26,816,107. The total volume difference between last August 2009 and August 2010 is $10,785,444 down; HOWEVER

MLS recorded sold properties for 1/1/2009 through 8/25/2009 was 2367 units for $306,005,361 MLS recorded sold properties for 1/1/2010 through 8/25/2010 is 2211 units for $295,686,020. Yes, we are down 156 units from last year and down $10,319,341; HOWEVER this is only down 6.5% in units and not quite 3.5% down in volume. It is up to you to price the properties right and have those tough conversations with the seller about pricing their home to sell not sell the competition. No showings, no offer equals a price reduction no matter what! The market is changing and you or I can’t fix it; however what you can fix is pricing your listing right and your attitude to get on board and deal with the reality that the market is what it is. Tighten your belts because we are in for a roller coaster ride for the next year or so until the market, economy, and things change. Don’t let the competition drive your business, take charge and be the driver of your business. You control your future, Nancy

1.

2:30 Working w/ Buyers Part 1

6.

7.

9:00 Team Meeting & Office Tour

2:30 Greg w/ Title One-

Closing Statements 3:30 Working w/ Buyers

Part 2 WALK WITH PRIDE

5:00-7:30 pm

Payless shoes Quaker & Loop 289

8. 10:00 Core Services Committee

11:00 Growth Committee 1:30 Culture Committee

2:30 Education Committee 3:30 Finance Committee

WALK WITH PRIDE

5:00-7:30 pm

Payless shoes 4th & Frankford

13. 9:00 New Agent Coaching Call

w/ Nancy (only for new agents in coaching) 11:00 Debbie’s Breakthough

Coaching Call (go to westtexasrealestatecareers.com

home page for instructions on the call)

14.

9:00 Team Meeting &

Office Tour

15.

20.

9:00 New Agent Coaching Call w/ Nancy(only for new agents in coaching) 11:00 Debbie’s Coaching

Call

21.

9:00 Team Meeting &

Office Tour

3:30 Go for No Part 1

22. 11:00 ALC Meeting

12:30 New Agent Luncheon 1:30 New Agent Orientation

2:00 Bible Study w/ Connie H.

27. 9:00 New Agent Coaching

Call w/ Nancy(only for new agents in coaching) 11:00 Debbie’s Coaching Call

28.

9:00 Team Meeting &

Office Tour

3:30 Go for No Part 2

29.

10:30 Contracts Class w/ Pam

3:00 Time Management & 411

Jan 9/3

Margaret 9/4

Trina 9/12

Nancy 9/13

Rhonda 9/15

Chad 9/18

Karla C. 9/19

Jane 9/20

Bernell 9/21

Chris 9/26

Office closed for

Labor Day!

Have fun!

2.

No trainings today. Come to the Education Committee meeting and let us know what classes you would

like to see on the calendar!

3. 9:00 Life Too Group Meeting

1:30 Wealth Building Fridays

9.

10:30 Contracts Class w/ Pam 1:30 Thinking Outside the Box Panel

WALK WITH PRIDE 5:00-7:30 pm

Payless shoes 7th & Ave Q

10.

9:00 Life Too Group Meeting 1:30-3:30 Wealth Building Fridays

(Add 10 transactions by the end of the year by working with investors)

16.

17.

9:00 Life Too Group Meeting 1:30 Wealth Building Fridays

23.

1:30 Website Training-bring your computer!

24. Monthly Statements are

DUE TODAY!

9:00 Life Too Group Meeting 1:30 Wealth Building Fridays

30.

Office closed tomorrow for Labor Day!

Have you been

Lead Generating?

These agents

have!

To see our current listings,

view our listing catalog at

www.kwlubbocklistings.com.

Keali, Chad and Tanya’s baby girl, was born on June 2nd and weighed

8 lb 3 oz. Congrats, she’s beautiful!

Terri’s daughter, Morgan and husband, Brady having some

summer fun!

NOTE:

The office will be closed on September 4th

&

September 6th

For Labor Day! Have a good one!

Tom and Kay Hatton’s daughter, Amanda, is officially a doctor and

now has her own practice. Congrats on all your successes!

Welcome to KW:Welcome to KW:Welcome to KW:Welcome to KW: Bernell Wilson

Toni’s granddaughters: Kyndal (pre-K), Kaitlyn (3rd grade) and Kaylee (6th grade) on the first day of school. That’s a good looking group!

Toni’s other granddaughter Britni is the Bulldog for the Anton Bulldogs in her

first year of high school!

Send me your family pictures/

news by the 26th of each month if

you want it in the newsletter!

Mary B’s son Jon and

granddaughter Molly

enjoying some pool

time during their

Lubbock visit!