Why Not

Why Not? By: Rick Guthrie Today Rick the Team Leader at the Keller Williams Fairfax Gateway office discusses the difference between the why and why not agents out there.  Are you looking around at what others are doing and thinking “Why should I do that?” or are you thinking “Why not do that?”  When you […]

Why Not?

By: Rick Guthrie

Today Rick the Team Leader at the Keller Williams Fairfax Gateway office discusses the difference between the why and why not agents out there.  Are you looking around at what others are doing and thinking “Why should I do that?” or are you thinking “Why not do that?”  When you find yourself with a task that causes you to think why should I do this, you should think about the pros and cons of  the possible outcome of completing that task.  More often than not your going to get some sort of a reward from the task.  So don’t waste your time asking why and go straight to why not.

 

 

Mapping Your Plane…Drop The "E" and You Have a PLAN

Mapping Your Plane …. Drop The ”E” and You Have a PLAN  By: Rick Guthrie So continuing on from my last blog, “It’s Just Plane Thinking”, I sometimes realize my visions of the future are clear but not really organized. So in this vast infinite area of possibilities, or our plane, I feel that it’s […]

Mapping Your Plane …. Drop The ”E” and You Have a PLAN 

By: Rick Guthrie

So continuing on from my last blog, “It’s Just Plane Thinking”, I sometimes realize my visions of the future are clear but not really organized. So in this vast infinite area of possibilities, or our plane, I feel that it’s important to organize our plane thinking.

Compass

If you remember from geometry, a plane or a coordinate plane can be set up with a grid reference. The grid reference is based off a “X” axis and a “Y” axis that makes up a set of coordinates where the lines meet. I really don’t want to open up the wounds of math class and bore you to death so I won’t. However, it’s interesting that military maps use a similar system. You can point to any place on a military map and it will be represented by a set of intersecting lines which are your grid coordinates. A route can be determined by a series of grid coordinates then you just follow that path from one coordinate to the next to get to where you want to go. But, to establish that route you need to determine where you are now before you are able to figure out where you want to go. Sometimes figuring out where you are now, or in other words your point of origin, is difficult.

When I was stationed at Fort Campbell Kentucky, they used to love to take a squad of us out and drop us off in the middle of nowhere. Then, we as soldiers, would have to figure out where exactly we were. Once we did, it was pretty easy to figure out the path to where we needed to be. I know I’m really dating myself. Now you’d just need an iPhone I guess. But back then we would take our compass and orient the map in the right direction. Then we would look around us for terrain features or manmade objects, like buildings, roads or water towers and try to locate them on the map. Once we had done that, we could pretty much determine where our location was. Sometimes it was a group effort and usually the senior soldier was the best at helping everyone figure out where we were. A lot of times that senior soldier had just simply been there before.

In your Plane, do you know where you are? If you want the dream career or business you have to know where you are now. That’s the only way to determine where you’re going in the future. You have to have a point of origin on any plane before you can even start. If you’re not clear, look around in your life and see what you recognize. Or better yet, find that senior advisor that can help you. Maybe that person has been down that same path before. Does that make sense? You may want to get a coach or a mentor that could give you some perspective.

I really like to draw things out. When I put my visions, plan or my route on paper I get to sit back and look at it. Then my dream becomes tangible and fluid.

I can move things around and look at different perspectives and scenarios. Gary Keller talks about the best way to build an empire is to develop a Vision Chart and then an Organizational Chart. So really if you wanted to think of your Plane on a simpler level, just drop the “e” from plane and now you have a plan.

But within your plan, you have to have a built-in structure of checks and balances. Going back to the route in the military; we would stop and check our compass every 1000 feet to make sure we hadn’t gotten off of our azimuth. If you got off track just a small percentage of a degree you could get into trouble. If you do that for a mile you could easily find yourself an eighth of a mile off course. Imagine what would happen if you didn’t follow your compass properly for 10 miles. It could be devastating. So in your plan, make sure you develop a system that is always checking your progress.

In closing, let’s take all of those dreams and visions of a better career or business and start mapping your Plane. Remember you have to have a point of origin. In other words figure out where you’re at now. Then you have to determine where you want to go. Then take your Plane and drop the “E” and start to PLAN.

Blog you soon.

 

 

The Real Estate Seesaw Effect

The Real Estate Seesaw Effect By: Rick Guthrie The seesaw effect is when something goes from one extreme to the other and back again.  The real estate seesaw effect describes the number of listing clients and buying clients over the last two months.  If you make sure that you are always balancing your time between […]

The Real Estate Seesaw Effect

By: Rick Guthrie

The seesaw effect is when something goes from one extreme to the other and back again.  The real estate seesaw effect describes the number of listing clients and buying clients over the last two months.  If you make sure that you are always balancing your time between the homes you have under contract and continuing to generate more listings that will create the best use of your time financially.  This week get off the seesaw and take a look at your business and see how you can improve!

Seesaw Effect

For more information about starting a career in real estate, continuing education classes, or if you would like to learn more about Keller Williams Fairfax Gateway office please contact me by clicking here.

 

 

It's Just Plane thinking…Let Your Mind Play

It’s Just Plane thinking…. Let Your Mind Play By: Rick Guthrie Hey thanks for all the great feedback on my blog, “Plane, Space and Time”. I’ve had a couple of you say, “I want to hear more about that”, which is cool because I want to blog more about that. So I’ve decided I’m going […]

It’s Just Plane thinking…. Let Your Mind Play

By: Rick Guthrie

Hey thanks for all the great feedback on my blog, “Plane, Space and Time”. I’ve had a couple of you say, “I want to hear more about that”, which is cool because I want to blog more about that. So I’ve decided I’m going to break it down or “blog it down” so to speak and talk more about Plane, Space and Time. I’m not trying to change the world I just love sharing my thoughts.

Let’s talk more about Plane:

Remember, by definition, Plane is a level of existence, thought, or development. It really has no boundaries. I know it’s kind of heavy, but I think if we look at this on simpler terms, the question from me to you is, do you let your mind play?

Do you just sit and dream about the “What Ifs”? Do you put yourself in that landscape of this beautiful picture you’ve been painting in your mind? Do you dream about successes that benefit yourself, your family, your lifestyle or your business? Can you create a fantasy that places you and your family right smack dab in the middle? If you don’t do that now, you did when you were a kid. If you can’t remember, go to the park and watch children play. They create a world that they get to be in that’s so magical and fantastic. Where things changed are when we got older with more responsibilities, we let the world create us instead of us creating our world. We just don’t let our mind play as much anymore.

Like everyone else, at a certain point, I stopped allowing my mind to play. I stopped using those colorful brush stokes that defined the canvas of my perfect life. I guess it’s the brush strokes of innocence that are the most vibrant. Do you remember how colorful that world was? Endless possibilities! Now it seems different. But does it have to be?

Did I, or we, lose that plane of endless possibilities completely? No, I don’t think so. For some of us we have learned to use that plane to problem solve. This is great but, for me, not as fun. I’ll find an obstacle in my life or business and enter my plane and dream about a solution to fix it. When I get a possible solution in my plane I move into my space and then that solution becomes real and tangible. Now I’m on the clock and it’s time to plan and implement strategy. We’ll talk more on that later.

I guess the difference between the plane I was in as a child, versus the plane I’m in now is the difference between proactive and reactive. The plane I find myself in now is more of a plane of conflict. As a child I never lost the battle? My fantasy world never crumbled around me. Come to think about it, on the playground, I never had a problem balancing my checkbook. Wait a minute; I didn’t know what a checkbook was. Wow what freedom! Can we get that play time back? I think that we can and probably do only with other outlets

Why do people play the lottery? Have you ever asked yourself that? The odds of winning are millions to one but yet people play knowing that, most likely, they won’t win. Could it be that they’re paying for an outlet that allows them, for a moment, to be able to dream? Dream about the outrageous possibilities if they won? They could buy a 2nd and 3rd house and a yacht or maybe pay of all of their parents and kids bills. Suddenly all of that seems possible.

swing

Hey how about video games? What a great plane. They’re not for kids anymore. Almost all of them are designed around adult themes and content. They’re addictive! It gives the adult mind exactly what it’s been craving, playtime.

When you get down to it, the individuals that designed the lottery and video games developed them from their personal plane. They basically dreamt them up. However, they saw these dreams as a need that could fill a void for others. That my friend is what is called products and services. In their plane that product was their colorful brush stroke on their personal canvas to fulfill all of their dreams and ambitions. Because of this they get to move their thoughts and dreams into their space or environment and start a process of planning and development. The lottery player and the gamer do not get to do that because their play time doesn’t really contribute to anything or anyone.

So as I move forward in life I’ve started to appreciate playtime again. It’s just Plane thinking. I get to dream up the endless possibilities of thought that makes for a contribution or service. Can I provide the type of product or service that fills a need or a void for others? In short what would it take for me to contribute and from that how wonderfully would I, my family and others benefit. If I can give my mind permission to play again, something will come from that. Eventually that something will allow me to move that dream into my space. Then everything starts.

Blog you soon

How to Close Three Homes Every Week

How to Close Three Homes Every Week By: adminkwblog Jack Coden is no stranger to success. After a career as an international banker in New York City he made a big move – all the way to Miami, Fla. to take on a new challenge. As an agent, Coden was successful right out of the […]

How to Close Three Homes Every Week

By: adminkwblog

Jack Coden is no stranger to success. After a career as an international banker in New York City he made a big move – all the way to Miami, Fla. to take on a new challenge. As an agent, Coden was successful right out of the gate, earning $80,000 in gross commission income (GCI) his first year and double that in his second.

His business has grown every year since, which opened up new opportunities for ownership in the Miami Beach market center and solidified him as a multi-year leader in regional and nationwide sales. Today, he averages three closings each week. In 2013, he made $1.5 million in GCI and closed $52.1 in volume.

What’s fueling that success is his team’s focus on farming, which is geographic, demographic or niche-based marketing activities to plant the seeds with future business and nurture existing clients.

Farm Fast, Farm Often

Coden farms several communities, condos, neighborhoods, commercial properties and restaurants in the greater Miami area, which he says requires consistency and frequency. “One of the mistakes agents make when it comes to farming is sending one or two print pieces and then stopping,” he says. Residents of Coden’s targeted farms see something from him every week for eight weeks, then every three weeks after that. His farm postcards stand out. They’re oversized, have a picture of Coden and his team, and showcase a home in their neighborhood that he recently sold or just listed for sale. “I never send the kind of card that says, ‘I’m your neighborhood agent, give me a call.’ I want them to see that nearby properties are selling well and plant the seed to call me when they want to sell theirs too.”

Coden has developed ongoing relationships from farmed clients, building up a reliable database that he uses for most of his outreach. He’s an expert networker and heartfelt relationship builder, which is the crux of his success. Here he shares some of his proven networking techniques that can help you meet new people, nurture relationship, and grow your own million-dollar business.

Create Personal Curb Appeal

“Networking is often about displaying a genuine desire to help others progress. I make sure our clients sense that from the very beginning. I say, ‘I’m here to help you.’ Sometimes it’s to give emotional support, sometimes to give financial advice, and often it’s to connect them to people they can’t find on their own. Most of our listing appointments are a minimum of two hours. Half the time we’re not even talking about real estate, we’re just getting to know each other.”

Talk to Strangers

“My cell phone number is on every yard sign, postcard, magazine and marketing piece. When people call, it comes to me. I always answer their questions, but not right away. Instead I ask them questions, asking whether they have kids, where they work, what they know about different neighborhoods; we bond over questions. At some point the conversation shifts to the price of the property. If it’s not in their range, they’ll often ask me to help them house hunt anyways. If it’s a personality fit, I’ll work with them or match them up with one of the buyer agents in the Jack Coden Group.”

Enlist the Power of a Business Card

“I have a unique business card. It’s a little larger than the norm, with a silver foil border. It’s kind of flashy; people comment on it and seem to love it. I never offer my card upfront. I engage in conversation and I wait until people ask for it.”

Continue the Conversation

“Once I connect with a client, I tell them they are adopted now; they’re part of the Jack Coden family, to call me anytime. I mean it. And they do.”

If you liked this article you may also like Make the Phone Ring Again, a KW MAPS Coaching group program that will get you systematically working your database in 16 weeks. Want to learn more? Click here.

If you are looking at improving your career in real estate or if you are just starting out please contact me by clicking here.  I am the Team Leader at the Keller Williams Fairfax Gateway office in Fairfax, Virginia.

Have a Great Month Today!-Rick

 

Real Estate Trends for Fairfax County Virginia April 2014

Real-estate Trends for Fairfax County Virginia April 2014 By: Rick Guthrie I’d like to share the same information with you that I share with real-estate agents in career development here at Keller Williams Fairfax Gateway in Fairfax Virginia. The Sold Summary for April is incredible proving that home buyers are out in full force and properties […]

Real-estate Trends for Fairfax County Virginia April 2014

By: Rick Guthrie

I’d like to share the same information with you that I share with real-estate agents in career development here at Keller Williams Fairfax Gateway in Fairfax Virginia.

The Sold Summary for April is incredible proving that home buyers are out in full force and properties are moving. These statistics are comparing April of 2014 with April of 2013.

The sold residential real-estate dollar volume was $653,985,429 that’s up by 29.9% from April of last year.

The average sold price was $536,934 that’s up by 3.03% from April of 2013.

Fairfax County real estate units sold increased by 26.09% totaling 1,218.

The number of active Fairfax County real-estate listings in April 2014 was 2,387 that’s up by more than .76% with the average days on the market just at 38 days.

The top 4 methods of financing on sold properties this month were:

  1. Conventional loan formats
  2. Cash
  3. VA loan formats
  4. FHA formats

The average sold to listing price ratio was 98.2%

This data and the following data was provided by MRIS as of May 5th, 2014

The following is data for all of Northern Virginia real-estate which includes; Alexandria City, Arlington County, Fairfax City, Fairfax County, Falls Church City, Fauquier County, Loudoun County, Manassas City, Manassas Park City, Prince William County.

  1. Month on Month Volume up by 31.52%
  2. Month on Month Closed Sales up by 27.07%
  3. Month on Month Average Sold Price up by 3.5%
  4. Month on Month Average Days on the Market Better By 14%
  5. Month on Month Average Sold to Original List Ratio Better By 0.11%

So how’s the real-estate market in Northern Virginia Real-estate?

Rick Guthrie says, “It’s Unbelievable”
 

 

 

Open or Closed

Open or Closed By: Rick Guthrie Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway in Fairfax, Virginia.  Today he discusses Open or Closed at his team meeting and with you. With the real estate industry is seeing a rise in For Sale By Owners in our market it is important to know […]

Open or Closed

By: Rick Guthrie

Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway in Fairfax, Virginia.  Today he discusses Open or Closed at his team meeting and with you. With the real estate industry is seeing a rise in For Sale By Owners in our market it is important to know how to address these potential clients.  Do you know the difference between an objective and a concern?  Using open or closed questions makes a difference in how potential clients will give you helpful information.  In return the answers to your potential clients question will be key in getting the right knowledge to better know how to address your client’s concerts and/or objectives.

The key to  asking questions is to know what type of question to ask when. Then the next thing you need to do is listen and truly make sure you understand. Finally you need to know what your potential client is conveying concern or objection and knowing how to distinguish the two so that you can better help them.

For more information about becoming an agent, learning how to apply these techniques and tons more please contact me by clicking here.

Rick Tip: Plane, Space and Time

Rick Tip: Plane, Space and Time By Rick Guthrie Plane, Space and Time, that’s an interesting title isn’t it? You know I have had 3 adult occupations in my life. The United States Army, a Professional Musician and a Real estate professional. Out of those 3 being a Real estate professional in whatever capacity is […]

Rick Tip: Plane, Space and Time

By Rick Guthrie

Plane, Space and Time, that’s an interesting title isn’t it? You know I have had 3 adult occupations in my life. The United States Army, a Professional Musician and a Real estate professional. Out of those 3 being a Real estate professional in whatever capacity is the only one I would consider a career. All three of those occupations had successes, failures, conflicts, rewards and so on. Like most, I’ve had to deal with whatever circumstance came along whether they were good or bad and move forward.

I don’t know if this is a direct quote from Andy Andrews or if he was quoting someone else when he said, in a seminar I was attending, “Most people in life are either going into a crisis, in the middle of a crisis or coming out of one”. That’s seems to be my case. A lot of that was self-induced. Charles Swindoll said “I am convinced that life is 10% what happens to me and 90% how I react to it.” A Gary Keller quote from his book “The One Thing” is, “A life worth living might be measured in many ways, but the one way that stands above all others is living a life of no regrets.” The common theme all of these statements is life.

When I was in the Army I had several opportunities where I served on Honor Guard Burial duty. This is where a military team would have the Honor to show, to the family of a deceased veteran, the nation’s appreciation with a full military burial. As you can imagine, at the services, I heard about lives full of family and accomplishments. Sometimes I would hear very little. What I took away every time was that when the ceremony was over everyone went home and got on with their own lives. This was a very uncomfortable sense of finality. My point to all of this is that living to me is about the journey. Yes there are struggles and yes there are triumphs. So in some way I’ve always wanted to do something that contributed to someone. That’s what led me to real-estate.

First there was sales and then management, training and ownership. I really believe being able to contribute to a family’s home environment through educating them on their home sale or purchase is huge. Moreover, training agents at a high level to help their clients is extremely rewarding for me. So I’ve found my niche’ and God willing I’ll be able to help for a long time.
After all of this contemplation I had in my late 30’s I came up with this concept on living my life on Plane Space and Time. After that everything started falling into place. However, not everything has always been a bed of roses. I still get the thorns, more often than not, but I handle things better. So let’s get into it.

Plane definition: 2. a level of existence, thought, or development

Plane mathematically has no boundaries, no thickness, no mass, no start and no finish. It just is. Plane for me allows me to be as creative as I want to be. Develop at my own speed. Broaden or narrow my life to fit my immediate and future needs. I don’t have to be boxed in unless I want to be. It’s a feeling of freedom.

Space definition: 2. the dimensions of height, depth, and width within which all things exist and move.

Space for me means I get to create my own environment. After I have created it I can move freely within it dependent on what I’ve cluttered my space with. If I’ve kept my space free of obstacles I have more opportunity for movement and growth. If I crammed a bunch of stuff in my space my growth is more limited. It’s just a matter of physics isn’t it? Believe me I’ve intentionally and unintentionally altered my space. I haven’t decided yet whether or not your space is completely autonomous of outside influence. Are there certain circumstance that alter your space whether you like it or not or do you allow that circumstance in? I had brain surgery 3 years ago that kind of cluttered my space. I didn’t intentionally let that in or did I. The jury is still out on that one.

Time definition: 1. the indefinite continued progress of existence and events in the past, present, and future regarded as a whole.

Time just keeps moving forward and that seems to be the only boundary we have that we can’t control. I’m not talking about time management. One of the things I have really learned from Gary Keller is there is no way of managing time. Time goes on with or without you. What you do with your time is the issue. I know what happened in the past and I know what’s happening now but I have no idea on what’s going to happen in the future. But learning from past or present certainly helps me define my future. Back to the regrets. I think I know what Gary Keller meant, in spirit, by having no regrets. It’s certainly something that I want my children to look toward as they make their decisions. For me, my regrets have helped define where I’m going. Certain mistakes are mistakes that I do not want to repeat in the time span I have left.

Putting this all together;

So in your life or career your plane is your thought process. It can be as creative and as broad or narrow as you want it to be because it’s truly yours. You can plan, dream, create, contemplate and be proactive or reactive. It’s the wide end of the funnel.

In contract, your space is the environment you create. If you’re able to move freely in your environment it means you’ve limited obstacles and clutter. This is like the middle of the funnel. If it’s clogged not a lot of anything comes out.

Finally there’s time. That’s where you experience the yield from plane and space. It’s the smallest part of the funnel. However, if you don’t point it in the direction you want you have a mess.

Sorry for getting deep on you today but maybe you can use some of this thought process in your business.

Plane, Space and Time.

Blog you soon

 

 

 

 

 

 

 

Get Paid for Referrals

https://www.youtube.com/watch?v=KG2_lD9Y8y0 Get Paid for Referals By: Rick Guthrie Today Rick Guthrie discusses how to get paid for referrals that take you no time at all.  In 2013, 70% to 80% of all clients were referred to an agent by someone who knew them or were a past client.  Clients don’t just mean the people who […]

https://www.youtube.com/watch?v=KG2_lD9Y8y0

Get Paid for Referals

By: Rick Guthrie

Today Rick Guthrie discusses how to get paid for referrals that take you no time at all.  In 2013, 70% to 80% of all clients were referred to an agent by someone who knew them or were a past client.  Clients don’t just mean the people who live in your town or state where you conduct your business, clients could be people you went to high school or college with, military members that have traveled abroad.  Referrals cross state lines and allow you to get paid for helping a potential buyer or seller find an agent in that area. Not only could these people that are looking for an agent be out of state, but they also could know of someone who is looking for an agent in your state, and you want to be that person.

If you are interested in getting more information about Keller Williams, Real Estate, or the Keller Williams Fairfax Gateway Office please contact me by clicking here.  I would love to speak with you and answer any questions you might have.

Keller Williams Tops 100,000 in Associate Count

Keller Williams Tops 100,000 in Associate Count By adminkwblog Keller Williams, the largest real estate franchise in North America by associate count, announced today that as of the end of April, its worldwide associate count has broken the 100,000 mark at 100,575. “One hundred thousand is such an important milestone for us because it signals […]

Keller Williams Tops 100,000 in Associate Count

By adminkwblog

Keller Williams, the largest real estate franchise in North America by associate count, announced today that as of the end of April, its worldwide associate count has broken the 100,000 mark at 100,575.

“One hundred thousand is such an important milestone for us because it signals that we are on the verge of becoming the largest real estate company in the world!” said  Vice President of Growth John Davis. “Of all the numbers we track, associate count is by far the most important to our model, and we can clearly see that our growth trajectory far surpasses the industry and what any other company in our industry is doing. It’s this growth that has driven our offices to record-breaking profitability and massive productivity gains for our agents.”

During the first quarter of 2014, Keller Williams has already grown by 2.8 percent while membership in the National Association of REALTORS® has shrunk by 2.4 percent. The company’s growth has now outpaced the growth of NAR for 21 consecutive months (every month since July 2012), according to membership numbers on NAR’s Website.

In 2013, NAR as a whole grew by 5 percent. According to public filings by the other major franchises in the industry, RE/MAX grew by 4.7 percent, Century 21 by 3.5 percent and Coldwell Banker by 3.3 percent. During the same time period, Keller Williams experienced 18 percent associate growth.

“Our leadership team and our entire associate base are fired up right now,” said Keller Williams CEO Mark Willis. “Our continued growth over the last few years proves that our models, systems and people are unmatched in the industry. Our leaders are proving that if you believe in a goal and work relentlessly toward it – you can make it happen!”

Last year, Keller Williams announced that it had become the largest real estate franchise by associate count in North America, as well as its intention to grow to No. 1 in the world by associate count, followed by closed units, and then by closed sales volume.

At the end of 2013, KW also announced:

Transactions were up nearly 20 percent to 644,000 units
Sales volume was up almost 30 percent to $158 billion
Commissions earned increased by 30 percent to $4.2 billion
95 percent of KW offices were profitable at the end of the year
Being named the No. 2 training organization across all industries by Training magazine.