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There’s always something to howl about.

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Reasons to be cheerful, Part 3.1.4: “Get me rewrite!” How to revise the script of your life — writing yourself a happy ending.

A friend said this on the phone: “I’m sorry this is taking me so long. I’m really bad at computers.”

My reply: “Why would you say it that way?”

“Huh?”

“I understand that you’re reporting on what you see as being a matter of fact. But why not say it this way: ‘Computers have been a challenge for me, but I find I’m getting better with experience.’ You’re telling the exact same truth, not misrepresenting anything. But by focusing on what you’re doing right, you’ll improve your future performance just by changing your attitude.”

I’m not talking about canned affirmations. I’m talking about the words you choose when you’re telling the unshaded truth about your life, your mind, your talents, your work, your relationships.

You can say: “I’m a lousy writer.” But you can be just as truthful by saying this instead: “It hasn’t been easy for me to improve my writing skills, but I’m finding that hard work is paying off for me.”

You can say: “I always get lost when I go someplace for the first time.” But it would be equally factual to say, “I find it beneficial to prepare carefully before I travel to an unfamiliar neighborhood.”

You can say: “I’ll probably lose.” But you would be no less honest to say, “I just might win.”

The statements you make about yourself might seem to you to be statements of fact at the time you are making them. But whatever truth there might be in those expressions right now, you are also writing the script for your future. Saying “I’ll probably lose” is functionally equivalent to saying “I’ll never win.” If you don’t mean to say that you can never, ever get anything right, then stop telling these brutal lies about yourself.

If you invert those expressions instead — concentrating on everything you get right, not everything you get wrong — by that one simple change of habit you will rewrite the script of your future. There’s no telling how high you can rise, once you stop putting yourself down, but, at a minimum, you will write yourself a much happier ending.

Here’s what I say: I’m Read more

Radical Chic – Oh Baby How I’ve Missed Ya

Radical chic is a term coined by journalist Tom Wolfe[citation needed] to describe the pretentious and fashionable adoption of radical political causes by celebrities, socialites, and high society. The concept has been described as “an exercise in double-tracking one’s public image: on the one hand, defining oneself through committed allegiance to a radical cause, but on the other, vitally, demonstrating this allegiance because it is the fashionable, au courant way to be seen in moneyed, name-conscious Society.”[1] Unlike dedicated activists, revolutionaries, or dissenters, those who engage in radical chic remain frivolous political agitators. They are ideologically invested in their cause of choice only so far as it advances their social standing. – From Wikipedia

On January 20, 2009, Barack Obama was inaugurated with much pomp and circumstance, and today, some year and a half later, remains (IMO) a polarizing figure in American politics. So, when I, as a member of the real estate community, read about the overt actions of the Federal Government under the leadership of Mr. Obama, and contemplate both the merits and missteps of his administration, I cannot but yearn for some few hours with the elite of American society who swept him into office with their own brand of ideological one-upsmanship.

Yesterday Brian Brady commented that he had not been invited to attend the reported meeting on August 17th of the Obama’s administration’s attempt to overhaul or repair Fannie Mae and Freddie Mac.

That got me thinking about an old essay by Tom Wolfe.

The essay, Radical Chic: That Party at Lenny’s “. . . It’s a tricky business, integrating new politics with tried and true social motifs . . .” from New York Magazine on June 8, 1970, got me wishing for a few hours of time with just about any of the elite of American society that ushered in and oversaw the coronation of their very own so chic, so hip, so nimble and enlightened leader. But the radical chic, those who helped elect this President, and with it the seemingly endless policy shifts away from accountability toward mediocrity and the continued Read more

The line for food stamps is over there. This is the line for deficit-funded mortgage bailouts.

James Pethokoukis at Reuters:

Main Street may be about to get its own gigantic bailout. Rumors are running wild from Washington to Wall Street that the Obama administration is about to order government-controlled lenders Fannie Mae and Freddie Mac to forgive a portion of the mortgage debt of millions of Americans who owe more than what their homes are worth. An estimated 15 million U.S. mortgages – one in five – are underwater with negative equity of some $800 billion. Recall that on Christmas Eve 2009, the Treasury Department waived a $400 billion limit on financial assistance to Fannie and Freddie, pledging unlimited help. The actual vehicle for the bailout could be the Bush-era Home Affordable Refinance Program, or HARP, a sister program to Obama’s loan modification effort. HARP was just extended through June 30, 2011.

The move, if it happens, would be a stunning political and economic bombshell less than 100 days before a midterm election in which Democrats are currently expected to suffer massive, if not historic losses. The key date to watch is August 17 when the Treasury Department holds a much-hyped meeting on the future of Fannie and Freddie.

What would be the motive for doing something this dumb? To buy your vote, of course:

Keep in mind the political and economic context. The nascent recovery is already running out of steam. Wall Street economists just downgraded the government’s second-quarter GDP estimate of 2.4 percent to around 1.7 percent. And as even Treasury Secretary Timothy Geithner is warning, the unemployment rate may well begin to rise back toward the politically toxic 10 percent level given such sluggish growth. Many in the White House thought the unemployment rate would be dropping sharply by this point in the recovery.

But that is not happening. What is happening is that the president’s approval ratings are continuing to erode, as are Democratic election polls. Democrats are in real danger of losing the House and almost losing the Senate. The mortgage Hail Mary would be a last-gasp effort to prevent this from happening and to save the Obama agenda. The political calculation is that the number of Read more

Joe Ferrara, Real Estate Attorney & Founder of Sellsius Real Estate Passes

Joe Ferrara, Manhattan real estate attorney and founder of Sellsius Real Estate, passed away from an aggressive brain tumor yesterday.  Joe, often credited as one of the pioneers of the online real estate community, explained and lampooned our industry from his home site.  A ubiquitous presence, Joe offered advice to real estate agents, about online marketing, for Home Gain and Inman News.

Joe had a vision of an online marketplace; a Craig’s List of sorts for the real estate industry.  While the RE.bots expended their energy and capital to aggregate listings, Joe thought his site might provide transparency for the NYC rental market, mostly dominated by the two, closed-system real estate boards.  Ultimately, Joe thought Sellsius might encompass products and services for the dwelling and all that was in it.

Joe was an accomplished real estate attorney, practicing in Manhattan.  He had a creative eye towards marketing and was a fountain of new ideas.  His presentation of the inane, zany, and funny, real estate-related topics were addicting and his coverage of the technology sector, and how it might aid the real estate professional, was comprehensive.  Joe had the gift of detachment and could present ideas to the layman with the knowledge only an industry insider might have.

Joe had a sense of justice.  He willingly acted when he believed that the equilibrium of fair play had been imbalanced, regardless of the personal consequences.

Joe Ferrara had a paradoxical understanding that, amidst the rush to introduce technology to real estate solicitation, personal relationships would play an increased role in the industry.   Consumer introductions however, would be atypical with our past marketing efforts.  Joe believed that the broad reach and deep content, a real estate blog might have, would attract more quality customers to the best and brightest in the real estate industry.  He felt, like I feel, that real estate agents should develop a worldwide, professional referral network..  Joe acted on that belief with then partner, Rudy Bachraty (now of Trulia.com), to organize Blog Tour USA.  The “Sellsius Boys” set out to personally meet as many industry professionals as they could, in the summer of 2007.

The Read more

Are you using QR codes on your flyers or signs?

Vide:

That says: “Text HOUND9 to 88000.” If you snap a picture of it with a QR-code-reading client on your smart-phone, it should, in three steps or fewer, take you to a DriveBuy Technologies page for one of Cathleen’s short sale listings.

If you like good design, QR codes are plug ugly. But we’re going to start using them on our signs, commencing with the next listing. We often put the DriveBuy copy on a rider, so we’ll add the QR code there — on the order fo five inches square to make for an easy target.

Is anyone else playing with this technology?

The Holy Grail of Real Estate Marketing: What Actually Works?

The only thing this marketing ignoramus can say with unshakeable confidence, is that marketing ain’t sales. The rest I’m not all that sure about. Though to be fair, the more I read, the more I’m confused. So many of those who put bread on the table giving marketing advice, disagree vehemently with each other on so many aspects of their trade. But that’s true in most disciplines, right?

Anywho, the more I read, observe, and try to understand about real estate marketing, the more I wanna ask the one question I think is almost never asked.

Is your marketing, whether in-house or from outside, producing bottom line, as in ‘your banker is happy to see you’ kinda results?

Since I generally couldn’t market my way out of a wet paper bag, I tend to use what works, discarding the rest. I suspect some of what I have discarded, failed due to my poor execution rather than bad marketing advice. Though Lord knows, I’ve paid for some pretty worthless counsel. Here’s what’s on my new menu.

  • Direct mail
  • Warm calls following direct mail
  • Blogging
  • IDX on company website
  • Seminars directed at ‘house’ agents — i.e. Rainmaker concept
  • What’s the Holy Grail of real estate marketing?

    For my sake, let’s not make it too complicated. It’s marketing that predictably delivers wicked good bottom line results.

    Did I say results? I meant results measurable in terms of increased bank deposits, not mountains of ‘leads’. Man, if there’s a marketing term that’s pretty much lost any real meaning these days, it’s ‘lead’. I’m surprised there isn’t a statue somewhere in homage to the lead. If there was any justice, it’d be the statue sportin’ the most pigeons.

    Let’s really trash what seems to be the prevailing concept of leads while we’re at it.

    Have you noticed how most marketing people want you to base the success of any real estate marketing system they tout, upon the quantity of leads, instead of increasing sales? Don’t get me wrong, they tell us sales will go up, but for the most part they’re sellin’ ways to generate leads. To be fair, their logical retort is that Read more

    You Still Here? Good. Now Get Out!

    I was talking to a pretty large group of agents yesterday and during the break I asked my standard questions: “So, how’s business?”  “Are you keeping busy?”  Over and over I heard the same two answers.  One agent would say, “No, it’s been slow and it’s killin’ me.”  The next agent would say “Yeah, I’m real busy, but every transaction takes three times as much work and pays half what it did.  It’s killin’ me.”  Kind of reminded me of a classic Woody Allen joke about two old ladies sitting at a resort in the Catskills.  The first one complains, “The food here is terrible.” The second one replies, “Yes, and such small portions.”

    I know, I know – this space is normally reserved for big-brain posts and how-to tutorials all written to help you find your bigger, better, more passionate place in this bowl of cold porridge we call real estate.  Heck, just for writing this I might get drummed out of the “challenge them till they drop” school of bootcamp real esate training that cost me $19.99 and four cereal box tops.  But listen, if you’re making it right now – despite the poor food and small portions – then you are a success and when the tides eventually rise, you’re going to reap ever increasing rewards. (Unless, of course, those tides drown you, in which case your reward is in the mail… please don’t contact me.)  So give yourself a pat on the back.  Better still, take yourself out to dinner this weekend and make damn sure to show this post to your wife or husband.  They should spend the better part of that dinner telling you how impressed they are that you’re still making it.  (Wouldn’t hurt if they commented on your tremendous bouyancy either.)  Oh, and make sure you order dessert too – something decadent and fattening.  Just tell the waiter that no matter how bad the dessert is, you want a large portion.  It’ll be okay, I promise.  Besides, you deserve it.

    An Offer of Thanks and Some Encouragement – Fillin’ Barns

    As is likely true for most readers, though hard work, a constant learning curve, and a little luck have combined well for me, it was mentors selflessly adding new possibilities to my menu who made so many positive outcomes even possible. They showed me where the pockets of light were in the dark times — and, more importantly, where the light switches were. How to leverage new skill sets and knowledge into useful and productive results for clients. But most of all, to become a mentor whenever possible. I’ve done this, if only to honor the frequent detours of their valuable time on my behalf.

    All of them are gone now.

    When thinking of them, which is often and fondly, a feeling of tremendous gratitude and a bit of frustration wash over me. Though I routinely thanked them for their priceless gifts, there’s always that nagging frustration — somehow I could’ve shown more gratitude. The lessons imparted weren’t limited to the nuts ‘n bolts of being a real estate investment broker. One thing they shared was the core belief that regardless of the times, those who kept plowin’ the fields, day in, day out, would always have their barn filled with enough, if not a surplus, come harvest time.

    That one nugget of wisdom has kept me talkin’ to the mule, while plowin’ the field far past sundown more times than I can remember. I’ve not once been let down when it came time to bring in the harvest. That surely doesn’t mean there weren’t years when hamburger helper wasn’t a staple. It meant that I was still standing — ready to compete when the excrement stopped hittin’ the whirling blades. I learned as a young man that sometimes winning/success = survival. For many these days that’s surely the reality.

    None of us are immune, most of us have been there, done that. But to those who’re experiencing their first go-round in this kinda rodeo, I offer heartfelt encouragement.

    Grandma was right when she told you to keep your head down, and keep workin’ hard ‘n smart one day at a time. Read more

    Get them [not] to sign on the line that is dotted…

    Here are a few questions.

    We all know that there are clients who will cost us – either in the short or long runs – more than they’re worth in terms of value to us. What steps do you take to account for potentially needy/troublesome clients? Do you factor that into a price you charge? Do you refuse to take them? Do you take them on a contingency basis, meaning that they must do XYZ before you will be hired by them?

    I’ve recently turned away several clients who I knew could pay me, but who I suspected would be too much trouble in the long run. I think one of the benefits of running your own business is that you get to decide who you want to interact with.

    I’m trying to develop a graceful way to reject clients, since I don’t want to damage my reputation. And the sometimes the kind of people I reject are the kind of people who, if they had a mind to do it, could damage my reputation.

    An apology to Redfin.com CEO Glenn Kelman: “I bought my house on FreePhoenixMLSSearch.com!”

    I owe Glenn Kelman an apology. When Redfin.com was young — which is to say four long years ago — I swore that Glenn’s assertion that people would buy homes like books on Amazon.com was simply absurd. I have moved people into rental properties sight unseen, and quite a few of my investors let me pick out rental home investments for them. But I could not foresee a day when people would commit huge sums of money to purchase a residence they had seen only on the internet.

    Today I am obliged to eat my words — and I’m damn glad I don’t wear a hat!

    I had email this afternoon from a vistor to our Phoenix MLS search site, FreePhoenixMLSSearch.com. Writing to me from Florida, he had found a property on our site that he wanted to purchase. To his credit, the home is very aggressively priced to its competition, as well as being listed for several thousand dollars less than the lowest recent comparable sale. In other words, very far from being wrong about this offer, he is right on the money. Plus which, he’s an investor, so he’s not going to have to explain to his spouse that he bought her a mail-order homestead.

    But still…

    But: Still: Thanks to DocuSign, we had everything done 53 minutes later. I had Phoenix handyman Mark Deermer meet me at the property so we could take a look at it — this after the contracts were already executed — but there was no key in the lockbox so we weren’t able to go inside. But we have ten days from acceptance to look for red flags, so there’s no risk in the work we’ve done so far.

    But still…

    Took me by surprise, but it’s been utterly painless till now. We may end up killing the deal yet, but, if not, we’ll close in 30 days or fewer.

    So: Glenn Kelman: My hat — the one I don’t wear and won’t have to eat — is off to you. It’s a whole new world of real estate.

    On a Scale of 1 to 10…

    USC is cleaning house after the Reggie Bush debacle.  (For those of you with real lives, Reggies Bush is a running back for the Saints who, while attending USC, was lucky enough to receive – no strings attached – a big, beautiful new home for his family here in San Diego…  It reportedly had nothing to do with his prowess on the football field.)  According to a recent AP story reported in the San Diego Union Tribune, USC will be sending Mr. Bush’s Heisman Trophy back to the Heisman Committee as an expression of their shame.  Apparently, they are no longer proud to display it along side the trophies of Mike Garrett, Matt Leinart, Carson Palmer, Charles White, Marcus Allen and … OJ Simpson.
     
    I’m guessing the closed-door strategy session ended with something like this: “Yes, yes, he nearly severed two people’s heads… I mean he alledgedly nearly severed two people’s heads!  But Reggie cost us scholarships and bowl games.  Gentleman, I believe our course of action is clear.”

    Gettin’ Listings Sold – Playin’ Hide the Pea

    I’ve never really cared much about the infinite number of sites ‘marketing’ listings for real estate agents. It’s always struck me as oversold at best, and a con at worst. I’ll let you gentle readers gimme your experience in the comments section. I have done a kinda sorta poll in the last 10 days or so. The question was — How many sold listings do you attribute to any of the various sites that do that sorta thing? Mostly I was greeted with a whole buncha silence, though some immediately admitted not knowing.

    This question began to bug me about 18 months ago as I was headin’ towards the return of my firm to our local San Diego market. I’m gonna be a lister for the most part — can’t help it, it’s in my DNA. My dad always said it was one of the ways to keep my ManCard. 🙂 Actually, those who know me assume I won’t be showing houses, as my son will be representing buyers who can’t get started in investment property, but can own as cheaply as they can rent — another post altogether. I’m more than happy for him to be on the road. 🙂

    As I was sayin’, in January of 2009 I was wondering how effective these sites really are when the Firestones kissed the pavement. The answers most agents finally gave me were exactly what I’d expected — they use them to get listings. Potential sellers are impressed like Little Leaguers at their first big league game when they see that Larry Lister from TopProducer Real Estate will be putting their home on 3,058 different sites — and by Saturday to boot. Boy, does that guy know how to market, or what?!

    Um, I opt for ‘what’. This declaration of implied marketing savvy, also implies the agent is a techie of the first degree. Geez, does he leap tall buildings in a single bound too?

    Wanting to find out for myself, I did a little experiment with the first local listing I’d taken in about six years. No sign — no fancy stand-alone websites Read more

    Reasons to be cheerful, Part 3.1.3: Praising Cain: Change the world forever by learning to love your life the way you actually live it.

    Imagine this: You are the High Priest of a nomadic tribe following a herd of foraging sheep. When the tribe needs food, a beast is slain and the meat is shared equally. The political structure is hierarchical, but even the Chieftain is governed by the unchanging traditions of the tribe.

    One year the herd wanders toward the seacoast. You encamp a short walk away from a trading post built by a sea-faring civilization.

    For the first time in their lives, your tribesmen discover a way of life different from their own. The traders live indoors, sleeping on beds! Their diet consists of more than meat and foraged nuts. They eat grain, fruit and fish, flavoring their water with delectable nectars.

    Wealth is not shared. Villagers trade with each other to get what they need — and each family owns its own land! Disputes are resolved by reasoned conciliation, not by fiat. Even so, each family seems to own more weapons than your whole tribe combined.

    Anyone can introduce a new tool, technique or idea at any time — upending the whole civilization if it comes to that — and not only is this not forbidden, it is avidly sought!

    This is horrifying to you as High Priest, but your horror is nothing compared to the apoplexy of the Chieftain. As he watches tribesmen disappearing into the village one by one, he turns to you for a solution.

    Now you understand the story of Cain and Abel.

    Cain made a sacrifice of grain, Abel of meat, and the meat — the wealth of the herders — was pleasing to the god of the tribe. Why does Cain slay Abel in the story? To scare the tribesmen back into the herd.

    The Greeks found a better way to live, spreading it with capitalistic abandon. Those who abhorred the Greek way of life crafted their mythologies to portray Hellenism as evil.

    Would you like to change the world, forever, for the good, one mind at a time? Here’s how:

    If you live in Cain’s world, stop pretending to live in Abel’s.

    If your life depends on capitalism, private property and free trade, stop pretending to Read more

    Where Would David Gibbons Go?

    Home, of course.

    Anybody who followed his World Cup trip to South Africa saw the glow on his face, in his Facebook pictures, and the longing in his heart, on his Facebook status updates.  Social media are interesting platforms.  They have the power to bring you much closer to people you’ve met or allow you to learn more about those you’ve yet to meet.   I “met” David on Active Rain, was drawn to the Zillow brand because of him (and Drew Meyers), and am grateful to him for supporting  the inaugural real estate social media marketing conference.

    I’ve battled with, yelled at, drank beer with, collaborated with, and tried to support David Gibbons for a number of reasons but, in the end, it’s all about mentschkeit.  David G from Zillow is the type of guy you want on your team….and you want to play on his team, too.

    I”m not going to cry about his departure because between  Skype and Facebook, Seattle is not much farther than Jo-Berg.  My goal today is to remind you of the single most important lesson we learned, from David G:  What Would David Gibbons Do?

    The WWDGD lesson is to represent yourself  positively online and always sell your brand.  The trick is in the delivery.  David G. never skulked and pounced, like a sleazy corporate pitchman.  David G. was always part of the conversation, offering ideas, debating, and developing best practices.  If there was ever a spokesman for the ” RE.net“, Davig G would be that guy.  Why?  He lives in our world.

    So I’ll just say “Hamba Kahle” to David G.  I’d say I’ll miss him but I doubt I’ll notice he’s moved.