A member of any quadrant tends to feel most comfortable with another in the same quadrant.  Each style communicates most naturally with others of the same style.

Each style feels most uncomfortable with someone from the diametrically opposite quadrant.

A Driver thinks an Amiable is wussy and too focused on not upsetting people.

An Amiable sees a Driver as being hard nosed and unfeeling.

An Analytical sees Expressives as show-offs, always looking to steal the limelight.

The Expressive views the Analytical as a cold fish who is too concerned with rules and procedures.

Each style can relate to the two neighboring quadrants through the sharing of one characteristic.  An Analytical and a Driver are both controlled.  A Driver and an Expressive are both ‘tell’ oriented.  An Expressive and an Amiable both emote.  Amiables and Analyticals both ask rather than tell.

Flexibility

Nobody falls 100% into one style.  Everybody has some element of all four styles in their make-up.  Some people are extreme examples of a style while others are more moderate and harder to pigeonhole.  Some people seem stuck in one style, unable to ‘move’ into other styles even for short periods.  Some people can move freely between styles, seeming to be a driver at one moment and an analytical the next.  This chameleon-like flexibility can be a benefit and is worth developing.

<— back to part 2

The four styles – see graph below

Someone who is Control and Tell oriented (the upper right quadrant in the diagram) is said to be a Driver.

Someone who is Control and Ask oriented (upper left quadrant) is an Analytical.

Someone who is Emote and Tell oriented (lower right quadrant) is an Expressive.

Someone who is Emote and Ask oriented (lower left quadrant) is an Amiable.

Characteristics of each style

Drivers tend to be focused on results.  Drivers typically don’t particularly care about rules and regulations.  They often believe the end justifies the means.

Expressives are turned on by applause.  Expressives feel good when others show appreciation for something they have done.  An entrepreneur who is an Expressive may get more pleasure from receiving an award than from making a healthy profit.

Analyticals focus on process.  Many engineers and systems analysts are Analyticals.  Analyticals care about doing something right.

Amiables are turned on by consensus.  An entrepreneur who is an Amiable will be highly focused on building a happy team, even if the business results are less than they might be.

It not only guide you through the process of understanding your clients better, but will get your communication skills to a whole new level.

The system is predicated on the assumption that

people would be very good at forming accurate first impressions if they could remove the impact of preconceptions.

In other words, when we meet someone for the first time we often tend to misjudge them because we ‘filter’ our first impressions through our own prejudices and preconceptions.  The Social Styles system provides what some claim is an effective way of bypassing these. The system requires that, immediately after meeting someone for the first time, you ‘score’ them on two scales:

• A horizontal scale runs from “Ask” on the left to “Tell” on the right.
• A vertical scale runs from “Control” at the top to “Emote” at the bottom.

You can usually assess both these characteristics quite quickly after meeting someone new.

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It not only guide you through the process of understanding your clients better, but will get your communication skills to a whole new level.

The system is predicated on the assumption that

people would be very good at forming accurate first impressions if they could remove the impact of preconceptions. 

In other words, when we meet someone for the first time we often tend to misjudge them because we ‘filter’ our first impressions through our own prejudices and preconceptions.  The Social Styles system provides what some claim is an effective way of bypassing these.

The system requires that, immediately after meeting someone for the first time, you ‘score’ them on two scales

• A horizontal scale runs from “Ask” on the left to “Tell” on the right.
• A vertical scale runs from “Control” at the top to “Emote” at the bottom.

You can usually assess both these characteristics quite quickly after meeting someone new.

read part 1 here

5. Successful real estate agents are passionate. They love their company and they exude this pride when talking about their products and services. The more passionate you are about your career, the greater the chance you will succeed. The reason for this is simple—when you love what you do you are going to put more effort into your work. When you are passionate about the products or services you sell, your enthusiasm will shine brightly in every conversation. If you aren’t genuinely excited about selling your particular product or service, give serious consideration to making a change. You are not doing yourself, your company or your customers any favors by continuing to represent something you can’t get excited about.

6. Successful real estate agents are enthusiastic. They are always in a positive mood – even during difficult times – and their enthusiasm is contagious. They seldom talk poorly of the company or the business. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.

7. Successful real estate agents take responsibility for their results. They do not blame internal problems, the economy, tough competitors, or anything else if they fail to meet their sales quotas. They know that their actions alone will determine their results and they do what is necessary.

8. Successful real estate agents work hard. Most brokers want to be successful but they aren’t prepared to work hard to achieve it. Real Estate superstars don’t wait for business to come to them; they go after it. They usually start work earlier than their coworkers and stay later than everyone else. They make more calls, prospect more consistently, talk to more people, and give more sales presentations than their coworkers.

9. Successful real estate agents keep in touch with their clients. They know that constant contact helps keep clients so they use a variety of approaches to accomplish this. They send thank-you, birthday, and anniversary cards. They make phone calls and schedule regular ‘keep in touch’ breakfast and lunch meetings. They send articles of value to their customers and send an email newsletter. They are constantly on the lookout for new and creative ways to keep their name in their customers’ minds.

10. Successful real estate agents show value. Today’s real estate world is more competitive than ever before and most brokers think that price is the only motivating buying factor. Successful agents recognize that price is a factor in every sale but it is seldom the primary reason someone chooses a particular product or supplier. They know that a well-informed buyer will usually base much of her decision on the value proposition presented by the sales person. They know how to create this value with each customer, prospect, or buyer they encounter.

Still it is well known that hand-delivered mail have a powerful impact on your sales rate. And many real estate people still rely on that to advertise.

But… for a successful direct real estate marketing campaign you need to have in place all the following components:

*Direct marketing is delivering your sales message directly to the end user. There is so many ways and techniques you can use to reach the potential buyers directly. Here is a list of some you can find useful and helpful:

• Sales letters
• Classified ads
• Display ads
• Magazine ads
• Newspaper ads
• Radio ads
• Television ads
• Postcard inserts
• Inserts in papers
• Card packs
• Yellow Pages ads
• Newsletter reports
• Telemarketing scripts
• Brochures
• Websites
• Banner ads
• Email campaigns

Actually as you can see from the list, direct marketing can be offline as well as online.

So… why don’t you have both?

In the previous post we have seen how we can calculate our Gross Potential Income (GPI). Based on GPI, we can then calculate what our GIO (Gross Operation Income) will be.

In the previous post we have calculated that our GPI = $19,320

In order to calculate what our GOI will be we take under consideration a coefficient called LOSSES.

Based on experience, the current market and rental occupancies, we estimate that our losses due to vacancies and non-payment will be 5%.

GOI = GPI * Losses = $19,320 * (1-5/100) = $18,354

If you

As an example let assume you have 4 properties you rent out.

2 x Property #1= $ 500 per month

Property #2= $600 per month

Property #3=$700 per month

1. Calculating how much you will earn for each property per month.

2 units * $500/month = $1,000

1 unit * $600/month = $600

1 unit * $700/month = $700

2. Calculating the total income per month

$1,000 + $600 + $700 = $2,300

3. Calculating the GPI /your annual income/

$2,300 /total month income/ x 12 /months/ = $27,600 /Annual income/

*Remember that we are assuming full occupancy and all payments made.

If you don’t have full occupancy then you should take step 4.

4. Let’s assume you will have 70% occupancy

$27,600 /Annual income 100% occupancy/ * 0.7 /70% occupancy/ = $19,320 /GPI/

1. Successful Real Estate Agents are persistent.

Selling or running a real estate business for a living requires a tremendous amount of persistence. Obstacles loom in front of us on a regular basis. But it’s what you do when faced with these barriers that will determine your level of success. A person will face the most challenging obstacle just before they achieve their goal. The most successful people in real estate have learned to face the obstacles that get in their way. They look for new solutions. They are tenacious. They refuse to give up.

2. Successful real estate agents are avid goal setters.

They know what they want to accomplish and they plan their approach. They make sure their goals are specific, motivational, achievable yet challenging, relevant to their personal situation, and time-framed. They visualize their target, determine how they will achieve their goal, and take action on a daily basis.

3. Great Real Estate Agents ask quality questions.

The best brokers ask their clients and prospects plenty of quality questions to fully determine their situation and buying needs. They know that the most effective way to present their product or service is to uncover their customer‘s goals, objectives, concerns and hesitations. This allows them to effectively discuss the features and benefits of their product and service that most relate to each customer.

4. Successful Real Estate Agents listen.

Most brokers will ask a question then give their customer the answer, or continue to talk afterwards instead of waiting for their response. Great real estate agents know that customers will tell them everything they need to know if given the right opportunity. They ask questions and listen carefully to the responses, often taking notes and summarizing their understanding of the customers’ comments. They have learned that silence is golden.

Read more on part 2 /coming soon/