Friday, December 14, 2007

Reg Gupton offers information on trust and respect in selling

Hi Folks


For some time I have been interested in a concept called High Probability Selling. You can find more information here.

In the newsletter that arrived today, there appeared the article below. It contains valuable research on what buyers are looking for.

Read and learn.

To your continued success,

Reg Gupton


Trust and Respect: The
Ultimate Competitive Advantage

By Jacques Werth, President
Time to Read: 4 Minutes
Word Count: 644

Dear Reg,

Does your selling style address the most fundamental needs
of your prospects? What are the most important factors to
someone making an important buying decision?

Universities and market research firms have conducted
numerous studies to determine the most important buying
decision factors for people who make significant
purchases. We gathered as many of those studies as we
could find, and did simple correlation analyses to
average out the results. Here are the results, in order
of importance.

Weighted Values* of Buying Decision Factors(c)

1. Level of Trust in the Salesperson: 87
2. Level of Respect for the Salesperson: 82
3. Reputation of the Company or Product: 76
4. Features of the Product or Service: 71
5. Quality and Service: 58
6. Price (non-commodity): 16
12. Like the Salesperson (rapport): 3

* (Weight = percentage of people listing each factor
in their top 5)

The average salesperson knows how to effectively present
four of the seven factors cited above: Reputation (#3),
Features (#4), Quality and Service (#5), and Rapport (#12).
Most salespeople try to handle the two most important
buying decision factors, Trust (#1) and Respect (#2),
by establishing Rapport (#12).

Building "Rapport" is an inherently manipulative tactic.
Ironically, typical salespeople attempt to establish Trust
and Respect, non-manipulative factors, by manipulating
people. Building rapport doesn't establish trust and
respect, it diminishes trust and respect. That's why only
3% of all buyers surveyed rate 'Like the Salesperson' as
an important buying decision factor.

If Trust and Respect are so important, why don't most
salespeople learn how to establish relationships of trust
and respect with their prospects and customers? We've come
to the conclusion that there are three reasons:

1. Most salespeople don't know that it can be done.

2. If they learn a process that develops that kind of
relationship, they feel uncomfortable using it
because it's very unconventional.

3. Trust and Respect are very personal emotions,
and sharing emotions is commonly regarded as
only suitable for intimate relationships. Most
salespeople have a fear of intimacy. Yet, we've
found that less than 1/2 of 1 percent of prospects
and customers have a fear of intimacy.


Let's suppose you're faced with a very important buying
decision. Let's say you have decided to relocate thirty
miles away from where you live now, so that you and your
spouse will both have shorter commutes to work. So, you
need to sell your current home and buy a new one. To whom
would you entrust the sale of your most valued possession?
Are you going to entrust the sale of your house to a charming
and friendly Realtor who tells you that they have the best
marketing system, the best skills, the best negotiating
ability, and affiliation with the biggest real estate firm?
Or, will you hire the Realtor whom you trust and respect
the most to sell your most valued possession?

Regardless of whether you sell to consumers or B-2-B, all
sales are made to people. When the sales are significant,
most people want to buy from someone they trust and
respect. Why? Fear of loss is the most important buying
motivation. You could lose tens of thousands in the hands
of an untrustworthy Realtor. At work, choosing an unreliable
vendor could cost you a raise, a promotion, or your job.

If you learn a process that establishes relationships of
mutual trust and respect with prospects during your first
conversation with them, you will have the ultimate
competitive advantage. If not, hope to be the most
persuasive salesperson your prospects meet- and hope that
someone who practices High Probability Selling isn't your
competitor!

Friday, December 07, 2007

Reg Gupton offers Action Steps for REALTORS to take for the New Year

Hi Folks,

As the year ends some of us start thinking about new beginnings. I am not a big fan of New Year's Resolutions as they lack often lack thought and/or action to back them up.

If you run a health club, you market like crazy at the end and beginning of the year. You know you will get people to sign up, pay you money and never show up to the Club. Lots of cash and no use of your facility.

Below is a great article on a number of actions not resolutions you should take. I love the context and content both. Especially the last one about review. Take a look and tell me what you think.

Just make them actions backed with your intention and a clear commitment on your part to carry them out. Often an accountability partner or coach can help you make progress.

Sales Coach: New Year’s Resolutions You Should Make

To your continued success,

Reg Gupton
qupton@growthseminars.com

Friday, November 30, 2007

Reg Gupton offers new information on encouragement and affirmations

For quite some time I have been receiving daily emails from Tut in the Universe.

Here is what came today.

I am loving it. IMHO it really about affirmations.

Click on this link to sign up.
Daily Encouragement I think you will enjoy them.

Reg Gupton
gupton@growthseminars.com

Here are 3 sure-fire steps that will take you from wishing upon a star to being one:

Imagine your dreams as if they already exist.

Speak as if they already exist.

And act as if they already exist.

And before long, you'll be hearing pretty much the same thing from virtually all of your old friends, "Wow, Reg, I dig your airplane... How did that happen so fast? You have to write a book! Must be nice..."




Thursday, November 29, 2007

Reg Gupton offers a new Top Producer 7i Training Resource

Hi there,

While on hold with Top Producer tech support the hold message that I heard let me know that they have a new training resource called Top Producer Campus:

Their write up follows. Use it and let me know that you think.

Reg Gupton
gupton@growthseminars.com


"Welcome To Top Producer Campus

We’re excited to introduce our online community and support center for Top Producer 7i customers. Whether you need step-by-step instructions or a conversation with an expert - you’ve come to the right place. Top Producer Campus is your personal learning assistant. If you’re a new customer, check out our Online Training classes and Getting Started section.

For more established customers, check out our Hot Topics or guide your own learning on our Products page and discussion Forums. As we grow, we want to be sure we’re meeting all your product needs. Send us your feedback.

Reg Gupton offers a way to for REALTORS to grow their business easily

Folks,

I spoke to a REALTOR friend today about an email that he sent to me on direct response marketing in the commercial arena. Send me an email about that if you would like more information.

He described a tactic that he used for working with residential folks on his "A" list. See below.

IMHO, this is a very, very powerful idea for a select group of folks in your database.

To your continued success,

Reg Gupton
gupton@growthseminars.com

Reg,

Here's what I do for CMA lunches. We have lunch, talk and save real estate for the end. At the conclusion of lunch I give them an updated CMA on their home. They take it with them to the office always. People around them see it and ask what they are looking at . As they tell them that their realtor gives them this once a year the most common comment they get is" gee, my realtor hasn't even checked on us or we never hear from our realtor. We always get business from this.
We try to do it twice a week but it probably is only twice a month. My target for this is what I call my "A" team of clients. Those that love us and have done several transactions with us
.
Best to you


Bruce Dunning
Pinnacle Properties Group
10390 W Bradford Rd, #100
Littleton, CO 80127

303-904-2450 (Mobile)
303-948-5845 (Fax)
bdunn10425@aol.com

Thursday, November 22, 2007

Reg Gupton says answer these 12 powerful questions and move your business forward.

This exercise is a powerful way to
liberate your authentic conviction. It comes from the wonderful
book,Brag!: The Art of Tooting Your Own Horn without Blowing It

1. What are your biggest strengths or positive characteristics?
(According to you and others)

2. List the ten most interesting things you have done or have
experienced in your life.

3. How did you get into the business you're in now?

4. What are you passionate and excited about in your business?

5. How does your business best take advantage of your
greatest skills and talents, and how are you utilizing them
right now?

6. What business or work success are you most proud of having
accomplished? (Current or past)

7. What new business skills have you learned in the past year?

8. What obstacles have you overcome to get where you are
today, (both professionally and personally), and what essential
lessons have you learned from some of your mistakes?

9. What training/education have you completed and what did
you gain from those experiences?

10. What professional organizations are you associated with
and in what ways? - member, board member, treasurer, etc.

11. How do you spend your time outside of work, including
hobbies, interests, sports, family and volunteer activities?

12. In what way are you making a difference in people's lives?

Take some time to thoughtfully write the answers to these
questions and I promise you that you'll experience more authentic
conviction when you speak or write about your services.

By Robert Middleton of Action Plan Marketing. Please visit
Robert's web site at www.actionplan.com for additional
marketing articles and resources on marketing for professional
service businesses.

To your continued success,

Reg Gupton
gupton@growthseminars.com





Reg Gupton presents 6 Ways To Be More Productive

Follow the link below for a great article on ways to get more done.

What techniques do you use for increased effectiveness?

Reply or comment

YoungEntrepreneur.com Blog » 6 Ways To Be More Productive And Get More Done:

It got me thinking about the other ways I increase my productivity and I thought I would share some ideas with you today.

To your continued success,

Reg Gupton
gupton@growthseminars.com

Reg Gupton provides 7 marketing tips for anyone in the personal service business

I recently read the following by Robert Middleton and felt it was worth passing on.

Below you'll find the "Seven Areas of Marketing Fitness." Put your
mind on improving these and you'll build the foundation of a very
strong marketer with plenty of endurance.

"Seven Areas of Marketing Fitness"

1. Your Marketing Message: Is it 100% clear exactly what you are
selling, who it's for and what problem it's solving? Is what you
offer providing real solutions to vital issues your prospects are
struggling with?

"What is it you do again (and who do you do it for)?"

2. Your Web Site: Does it effectively communicate (not only the
message but the essence of) what you and your business are
about? Sketchy content and amateur design will have visitors
clicking off your site in a heartbeat.

"Do you have a website (with information I can understand)?"

3. Your Value. Are you clearly articulating the value and benefits
clients get when working with you? Can you express this in terms
of an "Ultimate Outcome" that your clients get from you? Do
prospects fully understand the impact of this?

"What can I really expect to get if I work with you?"

4. Your Differentiation: Do your services boldly stand out or do
they look like what everyone else in your field is offering? What's
a complaint no one else has addressed? What can you emphasize
that all your competitors have missed?

"What is it that makes you different from everyone else?"

5. Your Packaging: Are you just selling a process (consulting,
training), or instead are you providing services that will deliver
an outstanding outcome every time? This one change can
dramatically alter a prospects' perception of your value.

"What kind of long-term results can I expect?"

6. Your Credibility: Are you making a strong case for your
services? Are you proving that you can get the job done? Have you
built a portfolio of case studies and testimonials that prove you
produce consistent results for your clients?

"Can you help a company like mine (and where's your proof)?"

7. Your Service: Is it easy to reach you? Do you respond quickly?
Do you keep your word? Do you provide the information needed?
Do you answer the hard questions? Are you pleasant and fun to
deal with? Do you make the client a priority?

"Can I reach you when I need you (and will you treat me well)?"

By Robert Middleton of Action Plan Marketing. Please visit
Robert's web site at www.actionplan.com for additional
marketing articles and resources on marketing for professional
service businesses."

To your continued success,

Reg Gupton
gupton@growthseminars.com

Wednesday, November 21, 2007

Reg Gupton suggests Affirmations for Abundance

Hi All,

Another powerful site about affirmations. Follow the link below.

Affirmations for Abundance:

Abundance is defined as the property of a more than adequate quantity or supply. Have you have tried to attract abundance but it doesn’t seem like it’s working for you? Maybe you feel as though you are lacking, despite all your efforts to attract abundance."

Enjoy the read.

Reg Gupton
gupton@growtheseminars.com

Reg Gupton offers ideas on how to break out of bad habits using affirmations

Using the google alerts system (click here for more information) I found the following which IMHO is very valuable in learning and writing affirmations.

How To Break Out Of Bad Habits Using Affirmations: "Using intelligently crafted affirmations can be an extremely useful technique for breaking out of bad habits.

I have implemented several affirming statements over the last several years, and can personally attest to their effectiveness!

In this article I will drill down to the true source of ALL bad habits and explain why the mere uttering of well thought-out sentences can be the key to releasing you from hurtful patterns!"

Please send me your favorite, most successful affirmations.

To your continued success,

Reg Gupton
Gupton@growthseminars.com

Reg Gupton offers a way to use Top Producer 7i to secure leads

Follow the link below to learn how to secure leads combining Top Producer 7i and its web site feature. I found the article below. It sounds interesting.

Any of you have similar (or not) experience with the Top Producer web sites? I am curious.

Success Story | Top Producer News: "Success Story Within 6 hours prospects were responding because Top Producer Websites and Market Snapshot drew their attention to me as the local market expert.

My brother creates websites as a hobby and I recently approached him to talk about launching an agent website of my own. I decided to put off the expense when I heard that a web designer would charge about $10,000 to set me up with a professional site!

As a new Top Producer 7i user, I was attending the free Quickstart training class where I found out about Top Producer Websites and discovered that I could get everything I needed to start up my own site for $34.95 per month. And it was even cheaper when I bundled it up with my 7i and the Market Snapshot."

To your continued success,

Reg Gupton

Saturday, November 17, 2007

Reg Gupton suggests an easy way to secure training for Top Producer 7i

Almost every REALTOR coaching calls has some question about the robust features in their contact manager Top Producer.

Block out a few minutes every day whether during your work day or in the evening. You will be glad you did.

The more you know about your database program, the easier your day will be.

Click here for Top Producer training

To your continued success,

Reg Gupton
gupton@growthseminars.com

Wednesday, November 14, 2007

Reg Gupton suggests a way to have boundaries in your business and life

The other day on a coaching call, a client was complaining about intrusions into his personal life by his business. He had rec'd a call late one Friday evening about something that was not an emergency. It interrupted his time with his family. He was not happy.

In these days since cell phones have become ubiquitous we think that we must be always available to our clients and customers. Not so.

You can establish proper boundaries with a little thought about your business card.

We discussed the information which was included on his business card. I proposed the following:
1. Name and designations if appropriate
2. Company name and logo
3. Mailing address
4. Office phone
5. Office fax
6. Email address
7. Web site.

You will notice that there is no home phone nor cell number. Customers, clients and prospects are trainable. Unless you are an emergency room physician or a service person who needs to be on call 24/7, establish boundaries by only including the information above.

What are you comments about my suggestion? Comment below or send me an email directly.

I would love to hear from you about this or any other issue.

To your continued success,

Reg Gupton
gupton@growthseminars.com

REALTORS take note. A serious offer from the folks at CRS

This morning on a coaching call with a REALTOR on MT, we discussed her pursuing the CRS designation, the premier designation in residential real estate. She mentioned that she had visited CRS.com and found a special offer which you can locate by following the link below.

Here is part of what they had to day on their web site.

Steer your career in the right direction. Start on the road to success. There has never been a better time to join the Council of Residential Specialists. In today’s competitive marketplace, you need to differentiate yourself.

Membership in the Council of Residential Specialists gives you a distinct advantage over other residential REALTORS. For a limited time you can test drive CRS Membership for only $60*. That is half off the regular annual dues rate of $120. Your payment entitles you to twelve months of access to CRS member benefits including:"

Join now for 1/2 price. Here is the link. My CRS Advantage:

To your continued success,

Reg Gupton
gupton@growthseminars.com

Tuesday, November 13, 2007

Reg Gupton answers the Quicken vs Quickbooks question

Hi Folks,

My clients frequently ask the “Quicken vs. QuickBooks” question. Or restated, the question is, “Should I use Quicken or QuickBooks for my personal service business?”

Let’s start by listing the basic tasks that your accounting system should do for you:

Task 1: Your accounting software should provide timely information so that you can accurately report your profit or loss and your financial condition. You might use this feature to report to the IRS, your partners or your banker. The software should easily provide the information you need to manage your business on a daily, weekly or monthly business. The reports necessary for managing your business are often different than required for tax purposes.

Task 2: Your accounting software should produce the business forms—checks, invoices, customer statements and reports necessary to easily perform your accounting functions on a day to day basis. For example, once you create a master invoice form you will use it over and over again.

Task 3: Your small business accounting system should allow you to keep appropriately detailed records of the assets and liabilities of the business. In other words, your accounting system should be able to tell you with a mouse click how much money you have in the bank, which customers owe you money, and which marketing initiatives are producing revenue for you

Task 4: In addition, your accounting software should easily and simply communicate with your banking and other financial institutions electronically. You want to be able to download your bank transactions so that reconciling our accounts is simple.

For all practical purposes, Quicken produces only three business forms: checks, invoices statements. Quicken works really well for service businesses. If you have a personal service business with no inventory then Quicken is for you.

Note: Your tax preparer and/or bookkeeper may lobby (hard) for you to pick Quickbooks. This may be because they like it and think that Quicken is not sophisticated enough for you. Please remember that it is your business and your needs must be paramount in the selection of this critical piece of software.

And finally, you must be able to easily and frequently know whether you made or lost money. Knowing how you do profit-wise on a quarterly or annual basis is a recipe for disaster. You can go really, really broke over a quarter and certainly over a year. In this case more frequently is better.

And other reason to purchase Quicken over Quickbooks is that Quicken is available
here for only $73.99 and Quickbooks is available for here $139.99. Your choice.

Looking for more information on this vital subject, give me a call, leave a comment or send an email.

To your continued success,

Reg Gupton,

gupton@growthseminars.com

Saturday, November 10, 2007

Eisehower on (business?) plans

Hi Folks,

Found this quote today. I am loving it. Your comments?


Eisehower on (business?) plans: "Eisehower on (business?) plans In preparing for battle I have always found that plans are useless, but planning is indispensable. Dwight D. Eisenhower."

Reg Gupton
gupton@growthseminars.com

Friday, November 09, 2007

Reg Gupton tells you how a client found content for her 8x8 program

Hi All,

One of the strategies recommended in The Millionaire Real Estate Agent by Gary Keller and Dave Jenks. (follow this link for a review and to secure your personal copy)A current client describes below how she was able to get 250 copies of each of three brochures that she wanted to send to the new prospects for her practice.

Call me and we can quickly create an 8x8 program for you that will achieve Top of Mind Awareness with your prospects. I promise.

To your continued success,

Reg Gupton
800.418.0401


Reg,

In order to get my Mold, Radon and Lead Base Paint pamphlets to use in my 8x8 program, I had to go to two sources.

Lead Base Paint came form EPA #1-800-490-9198 and ask for pamphlet 402-K-06-093. They had very few pamphlets they could send out ( I got 2) but I did have permission to copy as many of them that I needed.

For the Mold and Radon I called NAR #1-800-874-6500 hit #2 and then 0. A gentleman took my order of 500 each. I did not have the order # for these pamphlets, however, I told him what I needed and he knew which ones to send.

About 1-2 weeks later a lady called to verify my order and ask what I was going to do with the pamphlets and I told her they were for mail outs. She informed me that they were short of pamphlets, however, she could send 250 of each. I received these about 5 days later.

Janice


Janice Cantrell
Keller Williams Realty of Chapel Hill
1516 E Franklin St, Suite 100
Chapel Hill, N.C. 27514
janice_cantrell@kw.com
www.janicecantrell.com
Cell 919-260-1798
office 919-951-1798
Fax 919-929-6792
e-fax 919-951-1898
"A PROMISE MADE IS A PROMISE KEPT"

Thursday, November 01, 2007

Reg Gupton says real estate commissions on the rise

Hi Folks,

Looks like fees are on the way up. There is hope out there yet. Follow this link for the full story.

Real estate commissions on the rise - Oct. 31, 2007:

During the housing boom, home sellers were in the driver's seat with real estate agents courting them - often at bargain commission rates. But now that the bubble has burst, the tables have turned. In 1991, the average commission rate was 6.1 percent, according Steve Murray, of Real Trends, which tracks the brokerage industry. The rate inched down to 5.4 percent by 2001 and by the end of 2005, it stood at 5.02 percent."

To your continued success,

Reg Gupton
www.growthseminars.com

Saturday, October 20, 2007

Reg Gupton offers an idea to learn faster

Hi All,

A few days before the Labor Day weekend, I left for a 3,000 mile road trip to Michigan for the wedding of the son of one of my best friends from college, then to the Dad's house for a few days of R & R, then to Nashville to attend to some family business and finally back to Boulder.

All this time alone in the car. I took the time to listen to about 40 hours of educational tapes/CDs that I had been meaning to get to for some time. Either listening the first time or re-listening to some that I thought would be instructive. I did not have any trouble staying awake and no boredom. None.

In addition, I took a small digital recorder with me to dictate ideas that I did not want to lose. I did not want to drive off the road nor lose the ideas (again)

It worked. I have dozens of small audio notes that are being acted upon daily. The idea worked very, very well.

This weekend, I began listening to the audio version of Millionaire Real Estate Agent: It's Not About the Moneyaudio book. (You can order it here) Those of you who know me or have heard me in a presentation know that I read 50+ books per year. I discovered this weekend that listening is a great way for me to have the material reinforced. It seems that hearing the same information even though I have read the book 3 times from cover to cover and have read sections of it many more time, adds lots of value for me.

Try it and let me know what you think.

You can order it Millionaire Real Estate Agent: It's Not About the Money

To your continued success,

Reg Gupton
www.growthseminars.com

Reg Gupton finds an Affirmation Class: Question and Answer Time

Hi all again,

While noodling around on bmindful com I found this interesting article.

Affirmation Class: Question and Answer Time - Articles and Interviews - bmindful - the positive affirmation and self help community:

Affirmation Class: Question and Answer Time article written on the 29th of May 2007 by Lee Nutter

A lot of the emails I get are related to affirmation usage. How to create an affirmation, how often to use them, the best ways to use them. This article is an attempt to answer a few of these questions for those that have wanted to ask but never got around to sending an email. It is an affirmation primer of sorts. Anyway, on with the questions.

to your continued success,

Reg Gupton
growthseminars.com

Reg Gupton finds a site dedicated to positive affirmations

Hi All,,

Found this site today and will be investigating it use and function. If you know and use it, please comment below.

bmindful - the positive affirmation and self help community: Sign up for free to...

* build a list of positive affirmations
* print them, sort them and add your own
* share them or keep them private
* be part of a supportive community

To your continued success,

Reg Gupton
www.growthseminars.com

Friday, October 19, 2007

Reg Gupton offers an idea on more effective promotion

As times change you need to change your promotion strategies.

Follow the link below to learn how.

CRS Online Update title: Redirect your Advertising Budget

Although I direct approximately 10 percent of my annual budget toward marketing, I spend almost no money on advertising designed to attract strangers. Instead, I funnel that money back toward my client marketing and communications efforts, which result in a strong ongoing referral business. I found that changing my business strategy has given me much more quality business, although my name may not be as visible as other agents who spend large sums on advertising. Sitting down to lunch a couple of times each week with a former client helps me maintain those relationships much more successfully than advertising ever could."

Find out more and specific ways to do this.

To your continued success,

Reg Gupton
gupton@growthseminars.com

Reg Gupton shares - 12 Reasons Why Agents Aren't Using Top Producer 7i Effectively

Hi Folks,

Found this article on reasons why agents are not using TP.

He is a a certified TP instructor. I hope he is not a coach too. Don't need the competition.

Real Estate Blog - 12 Reasons Why Agents Aren't Using Top Producer 7i Effectively:

"Use this list of reasons to make yourself aware of the obstacles, so you can take steps to overcome them. This list of '12 Reasons Why. . .' will remain obstacles only if you embrace them as your own excuses, or ignore them. On the other hand, if you use them as a checklist of issues to overcome, you'll be well on your way to 'getting with the program'."

Let me know what you think. Are you using TP?

If not, call, I can help. I guarantee it.

To your continued success,

Reg Gupton
www.growthseminars.com

800.418.0401

Thursday, October 18, 2007

Reg Gupton provides 4 Steps to More Referrals

Follow this link for more information on how to do more business.

Online Book Excerpt: 4 Steps to More Referrals:

Prospecting must be done continually, as results certainly don’t happen overnight. A 2004 research project commissioned by HouseValues, Inc. found that buyers began thinking that they should buy a home up to four years before actually doing so.

A motivating factor such as wanting/needing a larger home, financial advantages of buying instead of renting, family reasons, and job relocation had to happen before buyers began the homebuying process. HouseValues’ research found that on average, the homebuying process itself took 16.4 months, split into three phases:

1. Thinking about buying: 7.1 months
2. Researching a purchase: 5.3 months
3. Actively looking for a home: 4.1 months

If you don't have a system for capturing prospects contact information and staying in touch while they go thru this process, you loose. Big time.

Contact me for information on how to set up these systems.

To your continued success,

Reg Gupton
Gupton@growthseminars.com

Reg Gupton offers advice on how to play the real estate bounce-back

Follow the link below to learn about the hot cities in 2007 and beyond.

How to play the real estate bounce-back

New Rules of Real Estate 2007. How to play the real estate bounce-back.

The housing market may be melting down, but Business 2.0 worked with Moody's Economy.com to identify 10 cities that have just about hit rock bottom - and offer opportunities for savvy investors to get in while the getting's good.

Reg Gupton
gupton@growthsemininars.com

This Tax Law Can Affect You!

Realtors, Click on this link, read and pass it on.

The mortgage interest deduction is under attack again.

This Tax Law Can Affect You!:

"This Tax Law Can Affect You! By Rich Smith October 16, 2007

Fear members of Congress with good intentions. According to Saturday's Washington Post, there's a movement afoot on Capitol Hill to cut a sizeable stake from that most sacred of America's sacred cows -- the home mortgage interest deduction."

Reg Gupton, MBA
Coach, consultant, trainer
www.growthseminars.com

Monday, August 20, 2007

Reg Gupton says: there are even more reasons to begin (again) sending direct mail.

If you and I have spoken personally, you have probably heard me speak about Dan Kennedy, IMHO, a direct marketing genius. His web site is www.dankennedy.com. Go ahead and sign up for his email course it is worth it. And be ready for lots of valuable information from him. And a few offers to sell you something.

I am a member of his Glazer-Kennedy Inner Circle monthly newsletter/CD program. In the August, 2007 Gold Letter there is an article titled Out with the New and in with the Old. I loved it.

He includes research from the International Communications Research Study that provides evidence (again) that direct mail is a winner.

Some key findings are:

1. 73% prefer mail for receiving new product and service announcements, promotions, offers and other information from companies they do business with vs. only 18% who prefer receiving the same content by email.

2. 70% prefer mail for receiving information from companies they are not currently doing business with. The makes new customer acquisition by all other means tough. And for email, the preference is below 10%. Too tough for me.

In addition, only 31% of consumers say they frequently discard mail identified as ‘commercial in nature’ unopened, but 53% say they frequently delete email unread.

3. Consumers reasons for preferring mail: 45.3% - less intrusive, doesn’t interrupt other activities; 40.2% - more convenient, can easily be saved and considered at other time(s); 30.2% - less high-pressured, lets me decide intelligently; 22.7% - more descriptive, provides better information.


Looking for ideas on how to use direct mail in your business, contact me, I can help.

To your continued success,

Reg Gupton, MBA
Coach, consultant, trainer
Creative Growth Seminars
1900 13th Suite 302
Boulder, CO 80302

Take a look at my Blog everyday for proven success tips. It is located at http://regs-successtips.blogspot.com/

"Through my coaching with Reg, I've learned and implemented skills and practices which have helped me work smarter and grow my business dramatically in a very short time."

A satisfied coaching client in North Carolina.

Here are her numbers:
year 1-$2.1 million, (earnings = $52,500)
year 2-$5.0 million, (earnings = $125,000)
year 3-$9.0 million, (earnings = $190,000)
year 4-$11.0 million, (earnings = $239,000)

When you are ready for these results, call so we can accomplish the same for you.

www.growthseminars.com
800.418.0401 toll free
303.544.0340 office
303.544.0358 fax

Friday, June 15, 2007

Calls to your past clients and sphere of influence works best, period!!.

Hi folks,

During a recent coaching call with a REALTOR client, we spoke about the quickest way to build business if you have a sphere of influence (S of I) or a list of past clients. My client agreed to make calls to his S of I and past clients 8:30-10:30 5 days a week using a set of talking points (or script) that we developed for him. He was as you might expect a little nervous and agreed to do it.

I rec'd his email this morning.

Reg,

My 8:30 - 10:30 phone calling (m-f) began today and then from 10:30-11:30 I do the follow up stuff from the calls like thank you notes, mail out business cards etc. to 'clean up' after the calls.

I'm pausing here to give you the stats:

22 dial ups

10 contacts

6 leads: a sell and buy in the Fall, another potential buy and sell in July, firmed up a listing appt. for next week, a potential listing later this year for a divorce.

3 new people to put in 8x8

YES!

It works! And this is only one day's results!

Thank you again for keeping me pointed the right direction doing the right things!

Jerry

p.s. feel free to put this on your Blog if you like!

I am posting this as he suggested. I wonder what you think the return on investment is on this time spent? High I'm thinking.

If you would like help with these calls in your business, sign up on this Blog or call me for a free 1/2 hour coaching session when we will solve a problem you have been struggling with, guaranteed.

Hope to hear from you soon.

Reg Gupton
303.544.0340
800.418.0401

Thursday, May 31, 2007

4 Lifestyle commitments to transform your life

The Four Agreements
by Don Miguel Ruiz

Sometime ago a friend recommended that I read this book. If you are like me, you capture some of the books recommended by your friends and others slip thru the cracks in your book reading information system. My system usually is a mixture of my brain (pretty hit and miss), the back of envelopes, bar napkins and other random scraps of

paper. Somedays I am lucky and the suggestions end up in my hand when I am on Amazon.com, at a local bookstore or at the library. I am glad that this book made it to the forefront of my consciousness.

Ruiz suggests that these four commitments will change your everyday experience. I have only read the book once and plan to read it again. A commitment to live in this way intuitively seems helpful.

The four agreements that you should make with yourself are (from the inside cover):
1. Be impeccable with your word.
Speak with integrity. Say only what you mean. Avoid using the word to speak against yourself or to gossip about others. Use the power of your work in the direction of truth and love.
2. Don't take anything personally.
Nothing others do is because of you. What others say and do is a projection of their own realty, their own dream. When you are immune to the opinions and actions of others, you will not be the victim of needless suffering.
3. Don't make assumptions.
Find the courage to ask questions and to express what you really want. Communicate with others as clearly as you can to avoid understandings, sadness, and drama. With just this one agreement, you can completely transform your life.
4. Always do your best.
Your best is going to change from moment to moment; it will be different when you are healthy as opposed to sick. Under any circumstances, simply do your best and you will avoid self-judgement, self-abuse, and regret.

Find a few hours during a snowstorm this winter and curl up with this book and a pot of your favorite tea. You will be glad you did. Click here to order


To your continued success,
Reg Gupton

Questions that great managers ask

First Break All the Rules
by Marcus Buckingham and Curt Coffman

Imagine a friend recommending a powerful and fun mystery book that they recently read and knowing you read mysteries, thought you might like it too.

You rush to your local or on-line bookseller and purchase the book. During some scheduled reading time you finally pick it up with much anticipation since you trust your friend’s recommendations.

You begin reading and find that on page 28 of the 270 page book the entire (or so you thought) plot is revealed.

This is exactly what happened to me with First Break All the Rules. When I reached the page mentioned the entire results of a major project on management were revealed. The Gallup organization surveyed hundreds of top performing managers and thousands of employees to create the keys to better management. What they found was that if employees are asked a specific series of powerful questions and managers are evaluated on the answers to this simple list of questions, amazing results are achieved.

The good news is that there are only 12 questions. The questions measure the most relevant information about how a workplace is run and what the employees feel about their jobs. I was stunned how few questions there were and by the differences in corporate performance between those firms that had employees that had higher scores and those that did not. Great information.

Much further in my reading I discovered that Gallup had interviewed over a billion (that is with a big B!) customers attempting to discover what customer service looks like in multiple industries from the customer’s perspective.

That is a strange strategy don’t you think? Ask customers what they want. Much to everyone’s surprise there are only 4 attributes that customers looked for and they must be satisfied in order. In addition, they are very similar across many, many different types of service providers from your physician to the bottler of your energy drink. They are accuracy, availability, partnership and advice. The section on these four attributes is a must read.

I am loving the material presented because it is based on research, not on someone’s opinion. Opinions are great but data driven decisions make more sense to me. You should have opinions and it is best if they are current and based on information that is drawn from those that are being impacted or served.

Opinions should not come from two or more people sitting around a table dreaming about what they want to be true or the way it has always been. The way we have always done things is no longer relevant in most situations in today’s customer driven information rich society.

Read First Break All the Rules. You won’t be disappointed if you wish to grow your business and increase your employee’s satisfaction and your profit.

Hurry and order this book: First, Break All the Rules: What the World's Greatest Managers Do Differently by Marcus Buckingham and Curt Coffman

To your continued success,
Reg Gupton

A Blueprint for Success

Slight Edge
Jeff Olson

Reviewed by Fred Pelon, Seagate Technology

The Slight Edge, by Jeff Olson has absolutely nothing new in it. In fact, Mr. Olson makes no bones about this. He mentions other famous and time-proven self-improvement books such as, Think and Grow Rich, and The Seven Habits of Highly Effective People, liberally throughout his book.

Given a seemingly self-deprecating approach to self-improvement can this book offer anything of value? It has a lot to offer. The primary theme that pervades this narrative is contrary to all things modern-American: slow and steady wins the race.

This book is peppered with familiar monetary parables and common sense throughout, but it never talks down to the reader. Repetition is the prevalent learning device used by Mr. Olson, but his timing is impeccable contrary to many other self-improvement books on the market. In short, buy this book and read it. Slowly.

Order a personal copy for your library: The Slight Edge by Jeff Olson

To your continued success,
Reg Gupton

Friday, May 04, 2007

If you think you are marketing, read this!

You may have heard me ranting about Dan Kennedy. He is a marketing genius who receives $35,000-65,000 for a sales letter written for his clients plus a percentage of the gross income.

I have subscribed to his almost daily email newsletters for quite some time. I read one this morning that I think demonstrates what marketing is all about. It is written about a guy who runs a very, very successful mens wear stores in a mid-western city. If you think you are marketing to your database, think again.


It follows:

How to Compete Against the Big Guys and Win

In your previous Success Marketing Strategy email I started talking about how Bill Glazer's retail business has continued to thrive because of how he competes with the BIG retail chains through marketing. I would like to share with you one of the examples of the smart things he does with marketing in fact, it's my favorite.

He very diligently makes certain that every customer that walks into one of his stores never leaves withOUT his sales associates asking them for their complete contact information (name, address, phone, email, etc.)

Now, depending on their spending, he communicates with them often. In fact, certain customers will receive from his store yearly:

18 mailings
4 personal calls from their sales associate
4 Voice Broadcasts
52 weekly emails

Now in marketing, this is what we call "marketplace dominance." It doesn't matter how many expensive TV spots the big box retailers buy, they canNOT compete or make the impression that Bill's store makes with his customers.

As most of you know, now Bill teaches his marketing savvy to thousands of retailers worldwide. What separated him from all others? It's because he understands the overall importance of marketing.

You maybe asking yourself how can we apply a marketing idea that works in his retail business that has never been used in my business, how can we do those kind of things?

We find that that's what successful people are doing today. They are out there looking for and implementing great new marketing ideas.


Hope this gives you a slightly different perspective about marketing campaigns.

To your continued success,


Reg Gupton, MBA
Coach, consultant, trainer
Creative Growth Seminars
1900 13th Suite 302
Boulder, CO 80302

Take a look at my Blog everyday for proven success tips. It is located at http://regs-successtips.blogspot.com/

"Through my coaching with Reg, I've learned and implemented skills and practices which have helped me work smarter and grow my business dramatically in a very short time."

A satisfied coaching client in North Carolina.

Here are her numbers:
year 1-$2.1 million, (earnings = $52,500)
year 2-$5.0 million, (earnings = $125,000)
year 3-$9.0 million, (earnings = $190,000)
year 4-$11.0 million, (earnings = $239,000)

When you are ready for these results, call so we can accomplish the same for you.

www.growthseminars.com
800.418.0401 toll free
303.544.0340 office
303.544.0358 fax

Monday, April 16, 2007

Book Recommendation

Purple Cow
by Seth Godin

When my monthly issue of FastCompany shows up one of the people whose contributions I look for to and enjoy is Seth Godin. He is a regular contributor to this cutting * edge publication and the author of 3 (now soon to be 4) best selling books about marketing. You could summarize his thinking and writing as clearly out of the box.

There was an offer in his article that allowed you to order and receive prior to general release his next book, Purple Cow. All one had to do was pay for shipping and handling. Being the information junky that I am, I figured that I had really enjoyed and benefited from his other books and his monthly contributions to FastCompany, I would invest under $10.00 to see what he had to say.

The link provided in the article took me to a brief (single page if memory serves) web site where I could enter my contact information (and credit card, of course). The page was simple, direct and uncomplicated. The web site managed my expectations by telling me when to expect the book to be delivered.

Two things to note here: 1) the investment of $10.00 covered his cost of printing and mailing, a Jay Abraham maxim. But that is another story. 2) You can bet that the date given for the delivery was very clearly achievable as the book had been written, printed and was ready for shipping.

So not to my surprise earlier than the expected date which I (like you) had forgotten, a purple and white 1/2 gallon milk carton showed up in my mail. And it contained the book. The book’s complete title is: “Purple Cow, Transform your business by being remarkable” Do you suppose that receiving a book in a milk carton not a brown cardboard shipping box would be considered “remarkable.” You bet.

One page one of the book, Godin talks quickly and interestingly about the “P’s” of marketing. Over the last many years, the marketing practitioners have touted that there are 5 P’s that each business needs to pay attention to. Unfortunately for us mere mortals, each marketer has there own set of P’s. Some that are included:

* Product
* Pricing
* Promotion
* Positioning
* Publicity
* Packaging
* Permission
* Pass-along

Now Godin would have us believe that there is now another P, Purple Cow.

From the product description on Amazon.com:

“What do Starbucks and JetBlue and KrispyKreme and Apple and DutchBoy and Kensington and Zespri and Hard Candy have that you don't? How do they continue to confound critics and achieve spectacular growth, leaving behind former tried-and true brands to gasp their last?

Face it, the checklist of tired 'P's marketers have used for decades to get their product noticed -Pricing, Promotion, Publicity, to name a few-aren't working anymore. There's an exceptionally important 'P' that has to be added to the list. It's Purple Cow.

Cows, after you've seen one, or two, or ten, are boring. A Purple Cow, though...now that would be something. Purple Cow describes something phenomenal, something counterintuitive and exciting and flat out unbelievable. Every day, consumers come face to face with a lot of boring stuff-a lot of brown cows-but you can bet they won't forget a Purple Cow. And it's not a marketing function that you can slap on to your product or service. Purple Cow is inherent. It's built right in, or it's not there. Period.“

I read business books with a highlighter. Purple Cow by Seth Godin is full of turned down pages and many, many highlights. Your copy will be too. Order today: Purple Cow: Transform Your Business by Being Remarkable by Seth Godin.

Monday, March 19, 2007

Reg Gupton says sign it correctly

Every day I receive emails from folks without email signatures nor following accepted email etiquette. Look here for a post I wrote some time ago on the "rules of the email road"

That said, one of the biggest mistakes I see is not having a proper and complete email signature.

See below for a sample of one that meets CAN-SPAM and provides all your prospects and others the information they need to contact you.

This is especially true if you have an AOL, juno or yahoo acct which does not display your name in the "from" line of most email programs.

Reg Gupton, MBA
Coach, consultant, trainer
Creative Growth Seminars
1900 13th Suite 302
Boulder, CO 80302

Take a look at my Blog everyday for proven success tips. It is located at http://regs-successtips.blogspot.com/

"Through my coaching with Reg, I've learned and implemented skills and practices which have helped me work smarter and grow my business dramatically in a very short time."

A satisfied coaching client in North Carolina.

Here are her numbers:
year 1-$2.1 million, (earnings = $52,500)
year 2-$5.0 million, (earnings = $125,000)
year 3-$9.0 million, (earnings = $190,000)

When you are ready for these results, call so we can accomplish the same for you.

www.growthseminars.com
800.418.0401 toll free
303.544.0340 office
303.544.0358 fax

Reg Gupton's Top 10 direct mail campaign tips

An important element of most profitable marketing systems can be direct mail. In many businesses, it has the highest return on investment (ROI) of all the marketing dollars spent. If you have repeat purchases, direct mail is a powerful way to reach existing (and new) customers.

1. Select a narrow target audience.
Hopefully your electronic database is segmented so that you can send a card to just a part of the entire list.
I receive cards (and more expensive direct mail pieces) that make absolutely no sense to or for me.

The other day I received a very expensive four color, glossy 11X17 piece for spreaders and sprayers. I live in a condo and would not ever need a product like this. No lawn to take care of. No wonder the rate of return on cold, one time direct mail is low and dropping. Target, target and target again.

2. Decide the frequency of your campaign
Be aware that research tells us that we need to send about 12-18 messages to a specific target audience before they even notice you. Make sure that you can keep up the campaign without any sales for months and months.

Remember, send to the same target audience. Don't skip around.
Results that you receive in the first few months are low hanging fruit. Almost any contact with these individuals would have generated a sale. The real power comes after many, many contacts. The momentum builds and builds over time.

3. Select your offer
Your offer should be targeted to your audience and no one else. You can however, achieve top of mind awareness (TOMA) with cards. When your product or service comes to mind, you are the first or second person they think of. That is a great spot to be in.

4. Select a card vendor
.
I have been totally satisfied with the prices and services of Expresscopy. As have a large number of my coaching and consulting clients.

Visit them at www.expresscopy.com/partner/reg_gupton. Learn what they do. Can you imagine about $45.00 per 100 cards, printed, addressed, postage and mailing? You will be pleased, especially if you can export your address file. Most software programs make that very, very easy these days.

5. Learn what your competition is doing with direct mail
Find out what your competition is doing with direct mail. Nothing I bet. Visit their web site or store and sign up for their newsletter, or catalog. Understanding the offers of the competition will put you at a distinct advantage.

6. Make it abundantly clear how you want people to respond.
Call, e-mail, fax or bring the card by your place of business to redeem, order the free report. Don't make it confusing.

If your target audience is spread about the country, make sure that you have a toll free number and e mail. Your response rate will increase dramatically. These days they are surprisingly inexpensive.

7. Decide how you will measure success
What are you after? Sales, entry in a drawing, or order a catalog? Just make sure that you and the recipient are clear on what is expected and you measure the responses you receive.

8. Don't quit
One of the actions that I see most often with direct mail is quitting after one or two mail pieces. Realize that embarking on a new direct mail marketing campaign is extremely painful in the beginning. This is true especially if you have not done this kind of marketing before. Plan your campaign. Plan for a year in advance. Get the schedule on your calendar. And follow it.

9. Realize that you only have a few seconds with the mind of the reader
Your offer or request should be plainly visible and clear to the reader. It is important to understand that you only have 4-8 seconds with their brain. They will decide if what you have to say is what they want to hear. Today. Next month your offer might be in alignment with their need. It was not last month and it is now.

10. Test you offer on a small segment of your list.
If your list is large, test the offer on a part of it. If the ROI is not what you need, re-think your plan, graphic, and offer. You should see sales (if that is your goal) that makes direct mail a profit center for you. Don't lose money on your direct mail marketing.

To your continued success,
Reg Gupton, MBA
www.growthseminars.com

There is a proven, cost effective recipe for success

A few weeks back a client of mine sent his source of business numbers to me for 2006. He is very detailed and keeps great track of his business. He knows his numbers like all top producers who I know. This is a hint for you.

Well, here is the skinny. He has been using a direct mail plan advocated in The Millionaire Real Estate Agent. Click on this link to purchase your very own copy of this best-selling book.

He had been sending a direct mail program described on page 147.

Here are his numbers. He mailed 876 people over 24 times last year. He completed 45 transactions or 5.2 /100 people in his database who he mailed over the past year.

My personal number when I was still selling was 4.7/100. Another client achieved just under 7/100 mailed consistently.

What is the message to you. Pick a target audience, touch (mail, phone or email) them consistently and you can cook up a successful business.

What are you numbers? I would like to know. I will post them if you send them.

To your continued success.

Reg Gupton
www.growthseminars.com

Shuffle that deck of cards

Yesterday was a beautiful spring day here in Boulder CO. I went for a solo hike on some of the almost 100,000 acres of public open space near my home

While walking, I decided to recite my affirmations as I have a challenge doing this while sitting or most other activities. My attention span is too short. How about yours?

Some time back I decide to see if the following idea would work. And it does. It works beautifully.

I wrote out my affirmations on the back some old business cards. This weekend, I took them with me. As I walked along on the trail while sweating and breathing hard, I repeated each affirmation until I reached a landmark such as a tree or boulder. Having the cards with me, gives me the focus I need and beautiful scenery to boot.

I have to tell you that it works great.

Try this tip to combine exercise (which we all need) and spaced repetition of your affirmations. This weekend sealed it for me. This is the way for me.

Let me know how you repeat your affirmations. I will then pass your suggestions on too.

To your continued success,

Reg Gupton
www.growthseminars.com

Thursday, March 15, 2007

Reg Gupton posts a guest book review of What to say when you talk to yourself

What To Say When You Talk To Your Self
by Shad Helmstetter, Ph.D.

This book presents a fundamental understanding of how the mind is programmed, and it was a real eye opener for me. I especially liked Helmstetter's analogy of the mind as it operates much like a computer. The computer receives input, and the mind receives input. The computer does not care what the information is about; the computer simply accepts it, or deletes it if the save command is not given. The mind can choose the information that is good or not good; the mind can accept the information, or delete it. Helmstetter writes, "I choose my thoughts. No thought, at any time, can dwell in my mind without my permission." It makes a lot of sense.

My thoughts are under my control. I can re-program the information in my mind. I can delete limiting beliefs. Marcus Aurelius said, "Our life is what our thoughts make it." Shad Helmstetter tells us how to do it in "What To Say When You Talk To Yourself."

John Newby - REALTOR®

Click here for your own personal copy of What to Say When You Talk to Yourself, by Shad Helmstetter. Ph.D.

Reg Gupton

Your most powerful word

Today during a coaching session a discussion took place about keeping your prospect pipeline full and what attitude was required.

Sometime back, I wrote a post about hatching your leads like eggs. I encouraged you not to do it.

My client wrote after the call: “Next” is a powerful word. That really shifted my thinking to fill the pipeline and move on to the next prospect. “You don’t have to sit on the egg. Go on about your business.”

You get a lead. They are set-up on some type of systematic contact. They will call you when they are ready to move forward. You continue to get new leads.


Continue working for that next prospect. Make that next call, set that next coffee appointment or attend that next networking event. You can not make a person purchase before they are ready. And if you do. they will do everything in their power to get out of the transaction if it is not right for them, NOW. Move on to find that next ready will and able purchaser.

To your continued success,

Reg Gupton
www.growthseminars.com


Friday, March 09, 2007

Reg Gupton took his own advice

A while back, I wrote a post talking about attending an automobile university.

Recently I have been frustrated about the stack of books/CDs that are not getting covered. Learning is a repeating theme in my life. I gathered all the audio CDs thaat are fully or partially not listened to. It was embarrassing. Too many. Too many

After writing about this powerful concept, I decided to take my own advice and ramp up the time I spend in my car listening to audio CDs. In the last several days, I have gone thru over a dozen CDs that I wanted to listen to.

The only problem is that every once in a while I have to pull over or make hurried notes at a light to capture the ideas presented. I am rushing thru the material and feel much better.

Try it and let me know how you do.

To your continued success,

Reg Gupton
www.growthseminars.com

Monday, March 05, 2007

Another perspective

No B.S. Time Management for Entrepreneurs
by Dan Kennedy

I have noticed over my real estate career that most agents have a life change when they receive their license.

The change is that they lose control of their time. They give away control of this most important asset to others.

Hear me. Your time does not belong others. The successful agents that I have studied and work with are very aware of how they spend their time. It is critical to their success.

It is yours. Take control of it now.

The best book I have ever read on time management is:

No B.S. Time Management for Entrepreneurs (No B.S. Series), by Dan Kennedy

You can order it by clicking on the link above.

To your continued success,

Reg Gupton
www.growthseminars.com

This perspective will help

One of the continuing questions from my coaching clients no matter how successful or how long in their business is "When will I get caught up?"

The answer is never. Successful motivated people are never caught up. They live in a state of managed chaos. If you are caught up you are dead.

So get used to it. It is OK. Just remember the difference between urgent and important. More on that later.

To your continued success,

Reg Gupton
www.growthseminars.com

A new feature, Ask Reg

The other day, a client asked me a question by email between coaching sessions which I was happy to answer. She asked me if people were asking me questions from my blog.

The answer so far is no.

Feel free to ask me any question that you have about your business. Marketing, business planning and databases for starters. I will post your question and my answer on this blog.

Look to the left of this post and click on "view profile." To the left on that screen there is a link to send me email. Click there to enter your question.

I would be excited to hear from you and answer your questions.

To your continued success,

Reg Gupton
www.growthseminars.com

An easy way to grow your database

Looking for an easy way to grow your database? And you should use every way possible to grow it as it translates directly to money for you.

If you are in real estate, put the other party in your database, like Top Producer 7i. If you represent the buyer add the seller. If you represent the seller add the buyer.

I did this for years and only had one individual (not the buyer/seller) call me. It was the agent on the other side asking me to remove their party which I gladly did.

Most agents do not stay in touch with their party after the deal is done. Just ask your friends. Their agent if they did not use you mostly likely never hear from their agent again.

To growing your database.

Reg Gupton
www.growthseminars.com

Monday, February 26, 2007

There is a reason to do it right and the same way every time

More powerful research. During a recent conversation with a top agent, I learned that is pays to do it right.

Ever wonder why when you are working with buyers it works better than other times. There is current research that says the following:

When a buyer prospect is not met at a real estate office and there is no Exclusive Buyer Agreement (EBA) the close rate is 10%.

When the buyer prospect is met at a real estate office and there is no EBA, the close rate is 50%.

When the buyer prospect is met at a real estate office and there is an EBA, the close rate is 80%.

Take a look at the difference in close rate. If you meet at your office and get an EBA is signed, you will close 8 times more buyer deals.

There is no benefit in doing it the hard way.

To your continued success,

Reg Gupton
www.growthseminars.com

Tuesday, February 20, 2007

The first few seconds are critical

Last Saturday after teaching a class in a local real estate company, I was in the work room chatting with one of the attendees.

There was a page for a floor call. Someone had called on a sign or newspaper ad. The agent who took the call was not prepared. He scrambled to find the property information after placing the caller on hold.

I mentioned to him that he had 17 seconds to respond the person. He picked up the phone engaged the caller as he was doing the research.

There is much research that has been done on phone issues. The research says that a person will last 17 seconds and not much more before they are frustrated and less than pleasant when their call is finally answered.

The first few seconds are critical. Make sure that you are prepared and know what you are going to do and say when you get a call.

You spent the money to make the phone ring. Don't waste it.

To your continued success,

Reg Gupton
www.growthseminars.com

Tuesday, February 13, 2007

How to get the best out of your coach/mentor

For the past several weeks I have been thinking about the different levels of success that my coaching clients achieve. They are all bright, working to develop the necessary skills and have an appropriate level of motivation. Certainly not all are equal in all these and other areas of their lives.

And yet, some are doing brilliantly while others are not happy with their progress. What is the difference?

One attribute/quality that comes to mind is engagement. One of my most successful clients is fully engaged with me and the process. She regularly sends me emails between our sessions to run something by me, to test an idea and/or clarify her thinking. Don't misunderstand, she is not asking permission to do something. She is expanding the mental resources available to her. Outside observation is often missing from our work lives. We wrestle with our problems rather than expanding the mental horse-power we put on the problem. She is making dramatic progress.

She completes the pre-class and post-class paperwork in a timely manner. She reports that the forms help her focus on our call and more importantly focus on what she has agreed to to between our sessions. She also meets with me for 1/2 hour every week finding that the short session and short interval keep her focused and keep her from losing track of what should be accomplished.

How are you using your coach/mentor? Don't have one, call to set up a free 1/2 hour session to see if we can work together.

To your continued success,

Reg Gupton

Monday, February 12, 2007

A novel way to use a common technology

How many times do you talk to a service provider like a lender, title company rep, plumber or electrician about a transaction you are working on? Have the conversation, then call your client?

How about doing a 3-way call with the client and the service provider? The technology is widely available and costs almost nothing.

You will not have to take notes and/or remember what you were told, then call the client. Just get everyone on the call, have your conversation and be done with it, saving you time and reducing your risk.

Call your local land line and cell provider to learn about it. I am using it most weeks in a variety of ways. I love it!! And it is saving me a lot of time and hassle.

What do you think of this idea. Are any of you using it already?

To your continued success,

Reg Gupton

The best affirmation of all time

This may be the first and best affirmation ever
Every day, in every way, I am getting better and better.
It is by Emile Coue. He was a French psychotherapist (1857 - 1926)

What are your favorite affirmation? Post them below as a comment. We will then post them in this blog.

I check the web for a top rated book on affirmations and found a great book. It is available here for you:

Affirmations: Your Passport to Happiness

To your continued success,

Reg Gupton



Another affirmation

Here is are two affirmations that I use regularly for health and wellness.

I live in a perfect healthy body.

I choose to be healthy and whole

What are some of your favorites? Comment below. We can all benefit from those that you use.

To your continued success,

Reg Gupton


A great affirmation

As many of you know, the producer of The Secret, (you can purchase the movie here) a movie about the Law of Attraction and one that I have watched 4 times to date was on Oprah's show last Thursday. She was joined by several folk teaching The Secret including Jack Canfield. If you missed it you missed a very powerful show.

One of the messages from both the movie and the show is the power of affirmations. I thought I would begin to share some of mine that have made a significant difference for me.

One from the movie is: Money comes easily and frequently to me.

What are some of your favorites? Comment below. We can all benefit from those that you use.

To your continued success,

Reg Gupton

Monday, February 05, 2007

Make a lasting impact on other agents

Here is an idea to make a lasting impact on colleagues you meet at conferences and seminars.

How about getting a teabag put it with a business card into a small Ziplock bag and exchange it for a colleague's business card? I used to do this. I was memorable and I never had a situation where the new contact did not make the trade.

When you return home, send the new person a hand-written note referencing the meeting. Then add them to your direct-mail marketing plan and watch the referrals roll in.

Let me know how this works for you.

To your continued success,

Reg Gupton

Are you getting beat up on your fee??

If you are like more and more real estate agents the public is asking you to talk about your fee. If so some education is in order.

How about letting your sellers know how a dollar if fee is divided. Talk to them about how much goes to your company, the other agent's company and how much you will retain. A graph might be in order as many of us learn visually.

They will be shocked about how little you retain.

Let me know if you do this and how it works.

To your continued success,

Reg Gupton

A brief look at the future

Reading February, 2007 issue of FastCompany I found an article and a link you must take a look at. The video available here is 3:32 long. And worth your time.

The article is here, it is worth reading too.

Let me know what you think of this cool new technology.

To your continued success,

Reg Gupton

Sunday, February 04, 2007

Quit putting out fires

The 7 Habits of Highly Effective People
by Steven Covey

Most people involved on personal service whether in sales or delivering the service have a major struggle with priorities.

They spend day after day after day (getting a pattern here??) rushing from one crisis to another when there really aren't any. We just want there to be so we can feel important and/or needed.

An important distinction is between urgent and important. An excellent book on the subject is Steven Covey's book, The 7 Habits of Highly Effective People. I have often said to clients and friends that we should spend our time on fire prevention as compared to fire fighting. We should spend time working on our business rather than in our business.

Most of us are not emergency room physicians. We are involved in personal service. We can move smoothly from task to task without all the adrenalin. If you want adrenalin in your life consider jumping out of airplanes. It is less stressful on your body.

Give me your stories on how you spend time working on rather than in your business. And how you learned to make this important distinction.

Order now: The 7 Habits of Highly Effective People, by Steven Covey.

Reg Gupton

They don't have one even if they tell you they do

During a recent coaching call we discussed prospecting like we often do and the difference between marketing and prospecting for leads for REALTORS. In a previous post, I discuss the important distinction between marketing and prospecting.

Open Houses are a typical way for building business quickly. Some agents say that Open Houses are not worth the time. What do you say?

I recently learned that a major mid-western real estate brokerage conducted research and found that 58% of the folks who visit open houses are not affiliated with an agent. Are you as surprised as I am? Most tell you they are. To keep you from following them around like a puppy.

So what can you do to systematically gather names, addresses and full contact information? Comment below so we can all learn what is working given that a majority of those that you attract to your Open Houses are unattached.

There are numerous ways to have prospects volunteer their contact information. What is working for you and your team?

Reg Gupton

Tuesday, January 23, 2007

Reg Gupton reviews Who Are You Really And What Do You Want.

Who Are You Really And What Do You Want
by Shad Helmstetter

Ever wonder what you really need to do to get what you want in your life? I have and so have my coaching clients. A good friend recommended I read Who Are You Really Helmstetter says that his experience as a coaching and trainer tells him that there are three things needed to convincingly move you toward your goals and dreams.

First, one must modify your self-talk or mental programs. These are the conscious and sub-conscious tapes that run all the time in your head You are probably saying to yourself, “what tapes?" That is the voice that he is talking about. We have dozens, maybe hundreds of others running around in our heads. He offers powerful and proven ways to re-set these often harmful messages.

Second, you need an effective goal setting strategy. You and I have taken numerous goal setting classes. Most often they have not been successful Helmstetter offers an interesting twist on the process of developing and documenting your goals. I love it

Finally, he discusses coaching offering benefits and ways of selecting and working with a coach. Coaching is often about encouragement, creativity and accountability. Most of us receive little to no encouragement in our lives. What we hear from most of the people that we are around daily is disparaging comments. These seem to be the standard today. We all need someone telling us we can do it or that it will be OK.

All of us work better in our lives with some accountability. The need for this powerful motivator is not about getting beat up when we do not accomplish what we said we would. It is about having another brain/person help remove the obstacles that get in the way. Often we have blind spots in our behaviors and can not see what is blocking our progress. A coach can help.

You can order your own personal copy of this powerful book, Who Are You Really, and What Do You Want?, by Shad Helmstetter.

Reg Gupton

Monday, January 22, 2007

Empower yourself when prospecting

Several years ago while developing my real estate business, I like many of you struggled with prospecting and talking to people.

I would talk with individuals, worked with them, spend time with them and then nothing. I had major attitude problems. I thought every one should like, trust and want to work with me.

I can not give credit to to the following aphorism. I don't recall where it heard it first. I have used it for years and years. When I first heard it I was doubting. I had difficulty in believing that something this simple could make a difference in my life.

In order to effect a change in my behavior, I wrote it on a 4x6 index card and put on my credenza for years and years. And read it over and over and over and over, and over. Getting a pattern here? It worked at a very fundamental level.

Here it is. SW, SW, SW, N. Some Will, Some Won't, So What, NEXT. The emotional power of this expression is in the word, NEXT. It frees you to move on and not get wrapped up in your nickers and hold on to the any single prospect.

Let me know how this works for you. It works for me to this day.

Reg Gupton

Know the difference, it can mean a lot

Over the years a major tip to effective communication is the difference between a feature and a benefit.

I recently found a great definition which explains it perfectly. It follows: a feature is what something is and a benefit is what something does. A feature is a thing; a benefit is a solution to problem or the fulfillment of a desire.

As a great friend of mine, David Peri, says, we only buy two things, fun and a solution to a problem.

When working on a presentation or practicing your scripts and dialogues, work on communicating effectively the benefits of your product/service not the features. You will sell more.

Reg Gupton