Get the Business Breakthrough You Need In 2013 and beyond…

Hi, Reg Gupton here.

If you’ve been working to

grow your business for a while

now and things aren’t happening

as fast as you want, then I’d like

to help you create a MAJOR

business BREAKTHROUGH for

2013.

Here’s the scoop…

I’ve heard from a lot of

businesses that are having an

especially difficult time getting their

business to grow fast these days.

After hearing about so many people’s

struggles, I decided to do something

about it…

I’d like to invite you to take

advantage of a special, New Year’s

“Business Breakthrough” coaching session

where we’ll work together to…

Create a crystal clear vision

for your ‘ultimate business success’

in 2013 and beyond, and the “perfect lifestyle”

you’d like your business to provide

Uncover hidden challenges

that may be sabotaging the

growth of your business and

keeping you working too

many hours

Leave this session renewed,

re-energized, and inspired to

turn your business into a

highly profitable, revenue-generating

machine that practically runs itself…

If you’d like to take advantage

of this very special, very limited,

and totally FREE 30 minute

“2013 Business Breakthrough” coaching

session, create an email today and send it

to: gupton@growthseminars.com and answer

these questions…

1. How long have you had your

business?

2. What kind of product/service do

you provide?

3. What are your revenue goals for

the next 12 months?

4. What was your business revenue

over the last 12 months? (ballpark)

5. What do you see as the major

challenges holding you and your

business back from growing at the

pace you want?

6. On a scale of 0-10, how important

is it for you to overcome your challenges

and achieve your goals today?

7. Full Name

8. Email Address

9. Phone #

10. Time Zone

Check off the areas you’d most like

to work on…

__ Marketing

__ Sales Process

__ Turning Your Team Into High Performers

__ Cash Flow Strategies

__ Customer Service

__ Systematizing; Streamlining Processes

__ Leadership; Delegation

__ Other

Since we’re making this offer

for the first time right now and we

don’t know how intense the response

will be, we can’t guarantee a

coaching session for everyone.

We’ll take as many people

as we can and then start a waiting

list. You can expect to get contacted

by our team to schedule your

session within the next 3 business

days.

If you don’t hear from us, it

means we’ve received more requests

than we can handle right now and

if something opens up we’ll get

in touch with you at a later time.

Again, to take advantage of

this offer, Create an email today

and send it to: gupton@growthseminars.com

and answer questions above

Warmest Regards,

Reg Gupton

PS: The sooner you send us your

answers, the more likely you are to

get a session. Create an email today 

and send it to: gupton@growthseminars.com

and answer the questions included above

How to use your new assistant

Hi, Folks,

Reg Gupton, here.

My friend, Evie Cohen caught me on a hike we took this fall. We were talking about how to use an assistant in her real estate business.

This is a short video which answers this question. There are only three things which your assistant should to for you. Here they are:

http://youtu.be/pvXIuMiCKn0

To your success,

Reg Gupton

Lemons into Lemonade or where have all the buyers gone

Hi,

Reg Gupton here.

Yesterday while on a group coaching session with my clients, more than one person complained that their pipeline was empty or near empty. They were freaking out.

I explored the obvious action or should I say inaction when the market gets tough. In my 30 years in the housing as an agent, CRS instructor and now coach, I have observed that agents withdraw into themselves when things get hard like a turtle or ostrich putting its head in the sand hoping that things will get better if I just wait.

They retreat rather than look at what is working for a colleague, what has worked in other down markets or, where the opportunities are now.

One of my hiking/outdoor friends is actively investing in the stock market. On a hike recently, were talking about what she was doing as the market move up one day and down the next. She told me that the investor with the right attitude and skills could make money in any market. She is doing fine, thank you very much.

I asked my clients yesterday: "Who is this the right market for? Who should be buying is this market?"

This is a short list of those who should take advantage of this market.

• Those who can put 20+% down.
• Those who have great credit.
• Those who have a good, stable income. And more importantly believe it is going to last.
• Those who believe that rental and non-rental properties might go down slightly before they go back up as they always have in the past.
• Those investors who plan to hold their property for 5-10 years.
• Those who want to take advantage of the lowest interest rates in 40-50 years (depending on who you listen to).
• First-time buyers who plan to stay for 5 plus years.
• Those who would like to take advantage of a huge listing inventory.
• Those who would like to work with motivated sellers.

After we created this list of the characteristics of the target audience, I asked them: "now what?"

They decided that crafting two emails, one for investors and one for everyone else would be the thing to do.

These emails will be sent to their lists several times with different subject lines as between 65 and 80% will not have opened and read them the first time they are sent.

I hope you will do the same.

If you are looking for a book to help you these tough times, look no further. It is here:



To your continued success,

Reg Gupton

Reg Gupton offers a way to build Top of Mind Awareness.

Reg,

I just wanted to share with you my thoughts on the 8x8 system you encouraged me to set up. Prior to the 8 x 8 when I'd meet a new person or potential client I had no consistent way of reinforcing who I am and what I do with them. It was hit or miss. If we were looking at property then we'd speak often and they'd get lots of email but if it was someone I met say, at an event, I might remember to send them a letter or two and then they'd get lost in my database.

My experience shows the 8x8 lends continuity. Each week I send out an informative brochure on some home ownership issue like carbon monoxide, asbestos, or how to reduce humidity in your home. I've received phone calls from recipients saying they like what I'm sending and find it helpful and informative. People who have gone through my 8x8 and are now on the 33 Touch program have come up to me in the grocery store or the mall to thank me for being different than the other agents out there.

I can't buy that kind of favorable opinion with anything else I've tried. Thanks for pushing me to "just do it".

Best regards,

Debra Berman
Accredited Buyer's Representative (ABR)
Seniors Real Estate Specialist (SRES)
Sales Representative
Royal LePage Partners Realty, Brokerage
169 Willowdale Avenue
Toronto, ON M2N 4Y7
T: 416-229-4454
C: 416-803-8712
deb@debworksforyou.com
www.debworksforyou.com

Reg Gupton asks: When did you last look at...

This week a new client mentioned that he was considering a new marketing idea that he had just learned about. He wanted to know if he should embark on it.

I asked if he had checked his Source of Business stats recently. No, was his answer.

Most Realtors have no idea where their business comes from. They remember the last deal, the smallest, the biggest and maybe the hardest. But never the easiest and certainly never the most fun.

In order to run your business you must understand where your business comes from really. If your business is like the data from NAR over 70% comes from repeat/referral. And most agents spend most of their time working cold leads rather than your warm business.

Send a request to gupton@growthseminars.com or comment here. I will be happy to share my Source of Business Transaction log. You will then understand what you are doing that really works in your real estate business. And where you should focus your energy, time and money.

To your continued success,

Reg Gupton

Reg Gupton says: Agents, stop telling yourself the big lie about lead generation

Hi

Reg Gupton here.

Am working a a new multi-day program on Lead Generation. Stay tuned for me.

A quick Google search turned up the following. This is a great statistically valid research study conducted by Baylor.

Read and take action as indicated.

To your continued success,

Reg Gupton

Reg Gupton offers ideas on your USP

Reg Gupton here. Hope you are well and enjoying spring if it has hit your part of the country. It sure is here now.

While enjoying the sun, I was reading the National Assoc of REALTORS Profile of Home Buyers and Sellers.

Purchase information is available here.

It is well worth your investment.

Over the next few days I will summarize some important points.

Here is something to think about. If you ask your clients/customers what they want and then deliver it to them what do you suppose happens? Are they likely to argue with you about the service level or are they more likely to flock to you? I bet the latter.

On page 59 there is information about what buyers want most from real estate agents.

Here is what they said.

49% help finding the right home to purchase
13% help buyer negotiate the terms of the sale.
11% help with price negotiations
9% help with the paperwork
8% determine what comparable homes were selling for.

If you add these 5 items together you get 90% of the buyers. This means that buyers are looking (hard) for agents who will deliver these items of service.

So here is an idea, in your marketing, in your buyer consultation, in your paperwork, how about telling the buyers (without being asked) that you will provide these services for them.

And 90% of the time they are going to be thrilled.

No more flailing around wondering what to say to gain the loyalty that you want.

Tell the buyers what they want to hear and they will gladly sign your buyer agency agreement.

To your continued success,

Reg Gupton
www.facebook.com/reggupton
www.facebook.com/reggupton

Reg Gupton offers delegation tips from a Google Search

Hi Folks,

Just finished a one-on-one coaching session with a client who has a growing business.

He had been a one-person business since he bought it some time back.

Now he is getting eaten up with low level work which prohibits him from working on his business rather in his business.

As a result of the call I did a quick search on Google.

The results are here. delegation tips - Google Search

If you are struggling with the same issue, too much time working in the daily tasks of your business, putting out too many fires and being waaaay overloaded, how about following the link, print some of the tips offered. Then go have a cup of coffee and read/study them.

Promise yourself that you will make this one step to learning to delegate if the lack of this one skill is holding you back.

To your continued success,

Reg Gupton,
www.growthseminars.com

Reg Gupton offers suggestion on desk clutter

A short, yet powerful suggestion on minimizing desk clutter.

A while back a client said that she had worked out a way to minimize the clutter on her desk. Do you have desk clutter at the end of the week. She did(and maybe you do to?). I certainly do.

She has a weekly alarm on her electronic calendar for first thing Monday morning to clean her 180. By this she meant that (figuratively) she would hold her arms straight out from her shoulders to the side. And clean everything in that area.

She told me that she did want me to look at the floor or behind her. That area was still a mess.

She had been liberated by what she saw. A clean desk. And more importantly what she did not see.

Try it and give me a call. I am restarting this tomorrow.

To your continued success,

Reg Gupton

Reg Gupton says: Practice make permanent, not perfect

Hi

Reg Gupton here.

I rec'd the following message from a friend and client. Ian summarizes the reason to listen to an audio program over and over again. And read books over and over. The power of repetition. I know, the audio program or the book is the same. Why would you listen/read it again? Because you have changed. And will listen/see with different/new ears or eyes.

Yesterday morning I was driving back to my office after helping REALTORS in in Longmont CO write their first Business Plans. I was on my 3rd time thru an audio program in the car.. I heard something for the first time. I know it was there on the first two times. I just did not hear it. This time I heard it loud and clear. It will be acted upon before the end of the week.

Read Ian's message and enjoy.

Reg,

This morning while rubbing the sleep out of my eyes and yawing (5:30 am), peddling a spin bike at the gym, and listening to Business by the book with Brad Korn. I had an AHA (NO not the band from Norway), repetition that's it!!! That's it, it finally dawned on me, after listening to this exact audio program twice before, teaching classes on the subject, and having numerous conversations with my business coach about the subject. Repetition is the answer.

During the audio Brad Korn talks about the Millionaire Real Estate Agent 8 X 8 and 33 touch programs and how influential they were and still are in his business. Yes, I know this is old news, but it all made since for me at that moment. I have been working the exact system that Brad was talking about, with great results. But what I had stopped doing was adding NEW names to my MET list (MET list = people who know you, like you, trust you and know what you do)

As you know I am an avid outdoors person and have a strange addiction to Brazilian Jiu Jitsu. Well, in the first year of my training, I learned if I wrote down every thing I learned from my instructor, each class, step by step. The next day in class I could teach it to others. And when I could teach to others, I had mastered it. For what ever reason I did not put the two and two together in regards to my business.

Now I have written down all the steps to my 8 X 8 and my 33 Touch system. Every step including, to keep filling the database. A wise man once told me: 'Think of your database as a large bag, like what you use when you grocery shop. Hold that bag in one hand. With the other hand, pick up the ping pong balls (euphemism for leads or METS). Keep putting the ping pong balls into the bag. Keep pushing them in. The bag get fuller and fuller and finally... one of the ping pong balls pops out. That is your next deal!! Now keep stuffing'

I guess the underlying point is, with repetition of the correct systems (and hearing the message) you will have success. I hope you have a great day.

Now Reg, KEEP STUFFING

Cheers,

Ian R Bennett

Mortgage Banker

Mutual Security Mortgage

2019 Tenth Street - Boulder, CO 80302

303.443.2050

Ian@mutualsecurity.com

Reg Gupton posts two tips about selling stuff.

Hi Reg Gupton here.

A few days back one of the members on my Mastermind Group, Scott Birkhead, sent the message below. He rec'd it from a direct response marketing genius, Dan Kennedy. You can learn more about Dan here.

Here is what I rec'd from Scott.

"THE TWO MOST IMPORTANT SALES YOU'LL EVER MAKE:

I believe the most important sale you'll ever make in your life is selling yourself on selling. You must decide to master selling, to enjoy selling, and to sell.

The day you commit to a life of selling can be the day that turns your life around. When you start viewing your activities in the context of making sales, you'll get much more done, much faster, and much more effectively.

The second most important sale is selling you on you. Do you really believe you have what it takes to succeed as an entrepreneur? How you feel about yourself and how you see yourself (self-image) combine to regulate what you permit yourself to do and be, much like the thermostat on the wall regulates temperature. No one can outperform his or her own self-esteem or self-image.

HOW TO BRIDGE THE CONFIDENCE CHASM

For new entrepreneurs, and sometimes for experienced entrepreneurs, there can be a wide gap between the capabilities a person thinks he or she has and the capabilities he or she perceives necessary for the tasks ahead. Facing that chasm can be as intimidating as standing at the edge of the Grand Canyon and contemplating Evel Knievel's motorcycle leap.

It has consistently been my experience that people underestimate themselves and overestimate what's necessary for the success they seek. The millionaire entrepreneurs that I know are not much smarter or more knowledgeable than the average person on the street, nor are they gifted or somehow pre-ordained for exceptional achievement. In many cases, they're not as smart as most people - believe me, I've met some pretty dumb rich people. Just about anybody could do what they do, it's just that few will do what they do."

I'm starting to understand that the real work of the entreprenuer is belief. Not forced, hyped-up, smiling ""fake it til you make it' belief in myself or some idea. I tried that and it's pretty cheesy, and frankly you can't build anything substantial on it.

But a critical foundational piece for any entreprenuer is a genuine belief that somewhere there is a market that needs exactly what they are and what they have to offer. And that when they find that market, they have the right (the duty even) to sell well. While excellence and effort and consistency are all required for success, being confident about yourself and committing to a life of selling is more foundational than any other process or skill.

I hope your week is full of confidence in who you are and what you're all about...and successful selling.

Cheers,

Scott Birkhead
www.SensibleHire.com
www.In-Control-Job-Coach.com
scottb@sensiblehire.com
6306 Holman Street
Arvada, CO 80004
(303) 887-3679

Enjoy your read.

Reg Gupton

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

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

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

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

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

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

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

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