Goals and Simplicity

A goal is really nothing more than an appointment you make for yourself. The key is not over-complicating the message. Keep it simple. Simplicity helps with clarity which leads to a higher percentage of success. As you train your mind to handle simple goals and experience more successful outcomes you can start incorporating more complex goals. Just don’t start that way.

It’s like exercise. If you are not a runner, would your first experience be the Boston Marathon? Obviously not. You start slow, develop, learn, grow, and THEN expand. Everyone wants immediate results and immediate growth, which most often leads to no action and no growth.

Get the thought of immediate satisfaction off of your mind. It is lazy thinking. It is entitlement thinking and it’s counterproductive to actual growth. Set yourself up for the best opportunity for success. Simple doesn’t mean easy. Simple just means clear. It means you have definitized the specific steps to take to obtain a specific result.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and REALTOR with Atrium Realty Group in North Texas.

When is the best time to buy a house?

Truthfully, the best time to buy a house is when you are in need of something different. Your need doesn’t always mesh with interest rates, housing costs or other market conditions. While it is nice to receive perks such as an $8,000 dollar tax credit or a sub 5.00% interest rate that is not the major factor in a purchase decision.

Buying decisions are truly made based on emotion rather than facts and numbers. This is the reason people are not currently buying homes in droves. As far as interest rates, prices and perks, there truly has not been a better time to buy in recent memory. Home builders and Realtors alike are all pounding the same general message. They say,”don’t wait, buy now” and take advantage of all these great financial benefits.

I personally think our customers can see through the fog. People understand that with fewer homes being built and purchased, home builders and Realtors are pushing the over obvious message in an effort to create income and revenue. What this constant message preaching actually tells the customer is that you don’t care about their needs. They feel you are more concerned about making a buck, which actually makes people cynical of your motives.

What consumers really want has not changed just because there are different market conditions. Our customers still want to feel appreciated. They want to feel that you are helping them for selfless not selfish reasons. The truth is that our clients will always be willing to purchase a home when their true needs match up with your ability to help. When this happens with more frequency, consumers will once again enter the market in greater numbers.

My advice is to stop preaching the same message as everyone else about interest rates and tax credits. Be different. Focus on the client and center your questions and statements on your clients’ desires and changing needs. A Realtor becomes successful when they figure out how to help their client resolve the problems they have in their current situation. Forget about the market and all the other nonsense.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and REALTOR with Atrium Realty Group in North Texas.

8 Great Reasons the Hand Written Thank You Note is Better

I have been involved in Real Estate selling for the last five years. In that time, I have met countless people for the "first" time. To ensure I met as many as possible a "second" time, I knew I needed a better approach then my competition.

Among other things, I knew I needed a strong immediate and genuine follow-up method.

The hand-written thank you note.

This is such a strong tool that is vastly misused and underused in virtually every "service" oriented business.

Over the years I have compiled this list of outstanding benefits of the hand written thank you.

1. It is pure. The hand written thank you is the purest, oldest, and most understood form of appreciation.


2. It is conscientious and caring. The implied message from the recipient is that you sat down and took time to write and think only about them at that moment. It is subliminal, but understood. Most people personally dislike the act of writing thank you notes, so when they get one, they appreciate the time dedication you took for them.


3. It helps you learn and pay more attention on your first encounter. If you know that you are going to write a hand written thank you note after you meet someone, you pay more attention during the visit.


4. It's better then what your competition is doing. Most people send out an automated email or standard generic letter. This is boring, easy, and average....so is the received perception of your prospect when they get this type of letter.


5. It is personal. In the thank you note do not list your credentials or boast about your company. Recount a detail from your encounter. Jog their memory to create a visualization that only you and that prospect shared.


6. It will actually be read. Most generic forms of follow-up are easily identifiable and discarded into the trash without being opened. When people receive a handwritten thank you note with a handwritten address on the envelope, they open it.


7. It demonstrates confidence. By taking time and writing about a detail during your encounter displays a level of confidence that you feel the meeting went well. It affirms to the prospect that you believe in your product and yourself. And it subtly relays that the prospect also enjoyed the encounter. If you thought it went poorly, would you be writing to remind them about it?


8. It's a Reminder. People often visit many different locations before making a purchase, so they may not actually remember you. The thank you note is a reminder that they did come visit you and the experience was a good one. Many times, they may still not remember you specifically, but the thank you makes them "think" they enjoyed what you had so they will come out a 2nd time.

Remember that follow-up isn't about you and what is the fastest and easiest way to complete it. It is about an individual customer that took their time to come and talk to you. If you want to have better results with the people you meet, try a personal hand written thank you note. You won't be disappointed.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Incentives: Part One - Real Estate

Incentives are little carrots dangled in front of another person in hopes of getting a quicker decision. They are "the bonus" on top of the normal transaction.

In the Real Estate world today, the term incentive has become the norm, which really means it no longer has much value. An incentive is supposed to be unexpected. It is supposed to carry enough "juice" to create a buzz thus encouraging a purchase to take place.

These days, just about every single home buyer asks the question, "What is your incentive?" Most times, prospective home buyers ask this question in the first 5 minutes of the conversation. That is before they know if you even offer a home that fits their needs or before they know the price.

Seems like a totally ridiculous time to ask the incentive question, but virtually everyone does it. The worst part about this is that this single question throws sales people off their game more then anything else.

That should never happen.

If you have been in Real Estate for only one day or even one hour, you should be well aware that the incentive question is coming early and often.

How to deflect the "incentive" Question in a normal situation:

• "Before we discuss incentives, help me understand what is important to you in a new home."


• "I would be happy to go over my incentives, we will get there soon. First, lets discuss how I can help you find the home you desire, does that sound okay."

How to deflect the "incentive" Question when the prospect is less friendly:

• "It sounds like incentives are very important to you and I can appreciate that, but what good is it to speak about incentives if I don't offer the right home for you? Don't you agree it would be better to come back to the incentive conversation after we discover that I offer a home that will work for you?"


• Would you be willing to make the purchase today on a home sight unseen and design unknown if I can offer what sounds like a good deal?"--the answer will most always be no to this. After you get the "no"go into discovery mode and find you what is important.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Likeability is all in the SMILE!

Have you ever worked with one of those people that just always seemed to have a scowl tattooed on their face? A person that no matter what is happening around them, they just look miserable.

They don’t seem very Likeable do they? I mean seriously, would you ever consider approaching the “mean scowl guy” for a problem?

I would be willing to bet that they have been stuck in the same job, doing the same task day after day after day with no satisfaction. They probably have received the minimum salary increase each year out of obligation rather then anything else.

Is this you? Do you want to end up like this?

Heck No!!

A nice friendly smile serves many benefits to both you and others around you.

Here are the Top 4 benefits of smiling:

1) It makes you feel better.
2) It relaxes others around you, creating a more approachable and comfortable feel. You are perceived as more friendly.
3) It gives off a great vibe that says, “I’m happy to be here, I’m confidant, and I love my job”.
4) Emotions are contagious. It you smile, so will somebody else.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Come decision time, Likeability is often the deciding factor!

Likeability is a learned skill that will allow you to obtain all of your dreams, goals, and exceed your wildest expectations. It is the ability to be known and selected over others with similar or greater skills. Being Likeable leads to greater opportunity that turns to leadership and creates significance.

10 TIPS to improving Likeability

1. Smile More-More Smiling instantly lightens your appearance making you more likeable and more approachable.
2. Introduce yourself to the "new guy" first-This simple action makes people feel welcome and also places you in a position to be a leader.
3. Offer Assistance without being asked-This action alone will make you stand out and increase your Likeability by leaps and bounds. It is a fleeting practice.
4. Open doors for people-People notice the little subtle acts such as opening doors. You never know who is walking behind you. If you can just pay attention for 2 seconds while you walk through a door to glance around, you may just make someones day a little better.
5. Get better at self-deprecating humor-This shows confidence, humor and makes you more human. Poke fun at yourself and your Likeability Rating will soar! Use a bit of sense here though, too much of this shows low confidence which will have the opposite effect.
6. Understand that you don't actually now all the answers-The know it all soon becomes very lonely in just about any setting. The first thing that leaders understand is that they don't know all the answers.
7. Be open to the possibility that you are not right....all the time-This differs from #6 in that people that always have to be correct also come across as combative and argumentative. These people are always arguing their point without the slightest awareness that someone else may also have a point.
8. Be Positive-Positivity is infectious. More Positive=More Likeable
9. Speak with Enthusiasm--Buehler...Buehler...Buehler...Not so much. Monotone is boring. The average attention span is not long enough to fight through a boring and monotone voice. Enthusiasm is contagious. Enthusiasm = Passion.
10. Be Proactive-Be a go-getter. Being Proactive serves as motivation for others. They will notice your progress, respect your ability, and want to help you achieve your goal.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker

The TRUTH about the Housing Market!

It seems day after day, I read story after story that promotes the downfall of the housing market. I see where homes are losing value and mortgages are more difficult to obtain.

There is only one problem with stories like these. They are NOT an actual representation of the housing market!!

For some reason it has become acceptable and almost expected to tell false blanket stories that project a very negative and false picture of the housing economy.

Is it true that housing has lost value in parts of California?....YES!
Is it true that home values have decreased over parts of the East and West Coast?....YES!
Is it true that the Economic conditions for job growth in Detroit are difficult?....YES!

As a Real Estate Expert in Texas I can tell you that these issues that are being faced in other parts of the country have little to no effect in the Texas market.

These are the FACTS!

• 262,000 NEW Jobs created from April of 07' to April of 08'!
• 11,000 NEW People move to the Dallas / Fort Worth Metroplex EVERY Month!
• Homes are NOT Losing Value on a wide scale.

So then why is it acceptable to issue Negative Blanket Statements for the Housing Industry to the Public?

In any other aspect of life, accepting blanket statements and stereotypes is considered the lowest form of journalism, is unethical, and is for the most part ignorant.

If Housing is down in Miami, does that mean it is also down in Dallas?.....NO! That makes NO sense!

If crime is high in Washington DC, does that mean crime is also high in Trophy Club, TX?....NO! That makes NO Sense!

The Media Needs to stop trying to Localize a National Issue. It is both inaccurate and Dangerous. The negative news flow is hindering the housing market across the nation by fear mongering and scaring the public.

THE TRUTH ABOUT what the media is doing is this:
In Texas and other very solid markets around the country, people are waiting to purchase homes because they HEAR the market is bad. They are waiting to purchase because the NEWS tells them prices will keep falling.

Only one problem....IT'S WRONG!

The TRUTH in TEXAS

• Prices WILL begin to rise very soon. With higher gas prices come higher building costs--just like anything else you purchase.
• Interest Rates will be going back UP to their normal range. 5% and 6% Mortgage Rates are NOT the norm.
• The LONGER you are told to wait...the HIGHER the cost to you.

The TRUTH about Interest Rates

• 20-Year Average is 7.3%
• 30-Year Average is 8.8%
• Pre 9/11 Average back to 1990 is 7.67%
• POST 9/11 Average is 6.23%
• *9/11 Shocked the world. Rates were lowered to stimulate buying to spur the economy and lower consumer fear.

The time has come to end the False Stories and the Negative Information Exchange. It is doing nothing except promote a poor economy, costing Americans more of their future money (the cost of waiting), and perpetuate a growing feeling of insecurity.