Mark Leader Courses is looking for a select group of highly motivated, energetic & dynamic individuals to become a part of Leader’s Choice, one of North America’s top real estate training and coaching companies.

Due to the overwhelming popularity of the Leader’s Choice training program, Mark Leader Courses will be holding trainer auditions with the opportunity for a select few to join Leader’s choice as some of North America’s top real estate trainers and coaches.

Do you have what it takes?

Location - Toronto Airport Marriott
When - Friday November 30, 2007
Details - 3 Hour presentation by Mark Leader in the morning (Ask Mark what you should write about this) - Auditions start at 1:00pm (15 on a topic of their choice)
How - Call our office today to book your appointment to speak with Mark? (Ask Mark what he wants to have there)

Dear Marylyn,

You shared your soul, spirit and zest for life! You made our time together a blast!
You bombarded us with information, education, new techniques and good old-fashioned homework.

Now, rather than saying, “I miss you”, I wish to let you know I wear the armor of Marylyn Schwartz to guide me through real estate transactions. Data from the class will back up my statements relative to the business. The tapes are tangible refreshers to revitalize the processes.

Thank you.

Jacqueline Harper
Licensed Real Estate Salesperson
Century 21 Anita Ferri Realty
Po0ughkeepsie, NY

Early on in Shakespeare’s Julius Caesar, the protagonist is warned to, “Beware the Ides of March.” Too dramatic a warning, you say, to ever apply to one’s real estate career? Perhaps, but the Ides of March would be the near end of the first quarter of the year. If you are not on track, then there may be pending doom.

No one ever failed to reach his or her goals through vigilance. Failure has everything to do with benign neglect. Everyone slips behind now and again, or jumps ahead. The key is to keep as much level balance as one can and avoid the “hills and valleys.”

Some of you may not have put together a business plan yet. Others made the plan but stuck it in a drawer somewhere. In either case you’ve set yourself up for failure by placing the outcome of your future in the hands of fate.

Let there be light…if there is no plan in place, make one immediately. Ask yourself what you want, then insist upon getting it. If a plan exists, start working it. Yes, you can catch up if you are off track. March is three months into the year. That leaves a bunch of opportunitiesahead.

Take a good look at where you are, and where you want to be on 12/31/05. Now, plot the course to get there and stay the course for the duration!

By Marylyn Schwartz

Marylyn B. Schwartz, CSP, is an expert in real estate and corporate sales training.

Dear Friend,

Everywhere you go shopping this month (even on the cable shopping networks) they are doing some kind of Christmas in July sales. As if we don’t rush our lives as it is, we have to be lambasted with holiday music, bouncing elves and ho ho hoes. Bah, humbug to that. Let’s all make a pact to start our holiday shopping like normal people… on the eve of the holiday.

However, having said that, there is an upside to all of this holiday pre-sell frenzy. It reminds us that Christmas and Hanukkah are a mere four months from now roughly…Wake up and smell the opportunities.

Yes, take time and off this summer and enjoy the season with friends and family. Then, when you’ve had you two weeks, get back to work. If you even care about having a great first quarter in 2008, you’d have to have a great last quarter of 2007. That means get going early in September to prospect, contact your fence sitters who are foolish enough to want to wait for next year, call your loyal, devoted SOI, ask every person you meet with a pulse over 18 who they know who may have a real estate need now or in the near future. Do it today, tomorrow and for the rest of your career.

If you are daunted by all of the agents who entered real estate over the past few years, take heart. We are at a pivotal time when the “newbees” who have never learned to really “hunt” for those all important leads will give up. After all, it may have been somewhat of a walk in the park listing and selling over the past three years. That, like all things, will change. The change is already on the way.

For great real estate sales professionals the fall is the best time of year to be working smart. By late October many agents have gone into hibernation for their long winter’s nap. You, on the other hand, are smart and know that when you put motivated sellers and buyers together (only motivated folks are out there after October,) …cha ching. So, placing your finger aside of your nose, get out there and close, close, close…

Dear Chris,
  
I took your course in West Palm Beach about two years ago.  I was a new agent with Coldwell Banker in the Delray Beach office.  You may remember the Fig Newton cookies I gave you, my nick name being “Fig Newton” of course.  I moved to Charlotte County, (Punta Gorda, to be exact), 6 months before Hurricane Charley hit over here.  We were lucky, not much damage to our personal home and property.  Office was blown away.  Since rebuilt and reopened.  We have continued to help people as much as we could, and build our business.

Wanted to let you know my success story!  In 2005 I had 64.5 closings.  A fantastic year considering the aftermath of Charley!  On June 1st 2006, my wife Nancy (she got her license July 2005), and myself was offered the Manager/Broker position for the three (3) Charlotte County offices!  We took the offer!  I now have been in the business three and a half years.
 
I am 58 years old, and had decided we would sell houses for another 5 years and retire.  We would never have dreamed what has happened, COULD HAVE HAPPENED!  I’ve always believed I could do anything I set my mind to, and your course helped me confirm that, at an age when a lot of people think their productive business life is about over.  I hope you tell this story to your older students of the class.  Now we are “figgering” 10 more years and maybe more, who knows!
Anyway, thanks again.
  
Be well,
Bob”FIG”Newton
Coldwell Banker Residential Real Estate – Punta Gorda, FL

Quite truthfully, this course was more than I had anticipated. I did not expect to cover so many different topics. As a fairly new agent, I really appreciated the role play, the techniques and the presentation process. I now have a better understanding as to how to approach buyers, sellers, FSBO’s and expireds.

Marylyn’s knowledge of the course material was impeccable. Her wit was genuine and quick. She was able to keep the sessions interesting by throwing in a dose of humor.

I would recommend this course to all agents, new and seasoned because the course content, if applied, will generate and increase sales.

Respectfully,

Shirley Felder
Real Estate Sales Associate
Century 21 Anita Ferri
Poughkeepsie, NY

Mark, 

Where do I begin, there is so much to thank you for in getting my business to a 180 degree turn for the better.

First off let me tell you where I was when I heard about your 9week course.

I was consistently producing on a level of 3 to 5 million in volume with a database I didn’t keep in contact with.

I was happy but I wanted to take my career to a different level and quite frankly I didn’t know how to do it without help.

I researched all of the trainers currently on the circuit and for one reason or another I didn’t find their styles quite fitting to my personality. I really was getting frustrated until I heard you at one of our training seminars. I immediately sensed a bond with your style, manor of selling and approaching the whole sales process.

I have to confess I have never been a listing agent for various reasons and wanted my career to move to be better rounded and balanced.
Your training program hit the nail on the head!
Your whole approach as a consultative realtor fit me perfectly.
So I took the plunge and paid for your 9week course and boy what a change it made in my business! I was so on fire I also hired a personal coach from your organization.
Let me tell you Mark, the value I got out of your program was worth every penny and more!

Let me give you the rundown.
My volume went from 5 million to over 10 million in 1 year.
I paid off 8 years of back taxes, and got myself totally out of debt.
Branded myself and got a logo for my business.
I took more listings than I ever have taken in my 10-year career.
I closed 58 transactions with a large amount of them being both sides.
I got a business plan along with weekly, monthly, and yearly goals that were achieved.
I created a marketing plan to cultivate my first farm area that produced 4 listings within 9 months and total recognition over at least 10 realtors farming in that area.
Got an assistant and team members and started a recruiting plan for more team members for year 2.
Overcame all of my fears contacting FSBO’s, expireds, and cancelled.
Put together contact systems for touching my entire database on a regular basis.

Between you and your coaches my business is more productive, more fun, more goal orientated, and more focused than it has ever been.
I’m a firm believer that you can “float” through a real estate career and be ok but if you want to truly succeed and have a rewarding career that you can profit off of when you decide to retire then going to your Leader’s Choice success training is a must.

I will continue to recommend and attend your success trainings whenever you’re in town.
Sincerely
Andy O’Boyle, ABR Realtor
The Keyes Company
Plantation, Florida

Are You Still Missing the Boat?

Agents who are not taking advantage of the technology opportunities their companies offer are losing out.

—

Q: I am a broker/owner in a large real estate office. One of the things my managers and I struggle with on a daily basis is getting the agents to take full advantage of technology. We’ve invested a great deal of money to make sure that our agents have the best advantages with which to compete in the marketplace. Do you have any suggestions for getting them “off the dime?”

A: Oh, how sadly common is that lament. As a busy speaker and trainer, I converse with hundreds of managers and brokers annually. Time and again I am told that many agents are missing the boat by not using technology effectively (or at all.)

Agents who are not taking advantage of the technology opportunities their companies offer are losing out. To me it is the same as passing up a $1,000 bill sitting on the sidewalk. There is not a prayer in the world that agents who are still in technology denial will make it in the long run.

If an agent does not want to learn the ins and outs of real estate technology by him or herself, they had better hire a computer wiz to cover their bases. No matter how the technology is accessed, it needs to be done.

The main reasons that agents resist technology are: Fear of not understanding, total lack of interest, disbelief it is important, lack of funds to get themselves going or time constraints. Here are a few ideas for overcoming these common stalls.

1. Fear can be an anchor or a booster rocket. There is an old expression that says, “Feel the fear, do it anyway.” When people fear airplanes, the experts get them into simulators for trial runs. When the fear is heights, they watch movies of climbers and experience the sensation of height while in the “comfort” of their chairs. Through desensitization and addressing the fear head on, the fear dissipates. That is how agents need to handle their fear of technology. Make the commitment and just do it.2. Lack of interest is another challenge. Regardless of one’s interest level, technology is a necessary tool to be used as a means to an end…more transactions. Let me share a couple of statistics that came out in the 2002 National Association of Realtors® Profile of Home Buyers and Sellers. Forty-one percent of home buyers/home sellers use the Internet as an informational source. Home buyers who searched the Internet were more likely to use a Realtor to complete the search and close the transaction. Agents who are Web savvy and use technology in various ways are viewed as more professional and in tune with the real estate market of today than are those who do not.3. The “Doubting Thomas” syndrome. If there is any doubt about the importance of the Internet as an agent’s friend and a tool to getting more transactions sold and closed, refer to number two above.4. “I just don’t have the time to learn.” That’s just silly. What someone does with their time is up to them. When agents struggle with time management issues, I find the biggest culprit is working low-priority activities and putting off the things they would rather not do. Make the time. Write it on your calendar; then stick to what you said that you would do. Hold yourself accountable to your commitments and you will find the time to learn.

   5. You are responsible to your agents and not for them. If there are people who refuse to come on board and do what it takes to maintain the reputation of the company and generate business for everyone involved, then perhaps they ought to reconsider their career choice. I believe with all my heart that we must do all in our power to help people succeed and not anything that contributes to their failure.
   By Marylyn B. Schwartz, CSP.

   Marylyn B. Schwartz, CSP, is a noted expert in real estate sales training, corporate sales training, team development and diversity.

Well, I got my listing presentation all done on my laptop, and I have been
using it for about 3 weeks now, and I have 4 new listings. Everyone that I
present it to rave about it.  It is so easy to follow and stay on track. 
Thanks for the challenge!!!

Janice Robertson,
ABR, MMDC, CPPS, e-PRO
Affiliate Broker

The Leader’s Choice Program directed by Marylyn Schwartz has been monumental!
Not only does Marylyn have a valuable source of information, she keeps the class on track and makes it fun.

I found the CD’s helpful to reference regarding different techniques to use and when to use them. Also the techniques to use regarding Expired’s and FSBO’s and the other resources that were available for purchase are great tools.

Personally I found the Objection Handling Techniques to be the most useful as well as the visual presentations. What to say, when to say it and how to say it….and to expand beyond your comfort zone.

The program has kept me focused on my Real Estate Career path and my goals to get there. I would recommend the class to both experienced and new Real Estate Agents as there is a surmountable source of information provided to you to build your career.

Cordially
Helen Chauvin
Licensed Salesperson
Century 21 Anita Ferri Realty
Hopewell Junction, NY