Author: Jeff Brown (page 2 of 15)

Real Estate Investments Broker

January 29, 2011

It’s pretty much become the mantra in real estate, that agents, most of ’em anyway, never stop searching for the Holy Grail — which is of course the MagicButton (MB). Just keep pressin’ it and business overwhelms them. They’re idiots of course. I can say that with a straight face cuz when it comes to MB hunts, I qualified for ExpertGuide status decades ago.

In point of fact, there are plenty of MBs around. They’re free or at least relatively cheap. Problem is, one of the key factors agents demand is that their effort is kept to a bare minimum. What I’m here to tell ya, as a charter member of MBA — MagicButtons Anonymous — is that there are two hard and fast ‘laws’ involved in any MB in the real estate brokerage business.

1. Seriously focused and slavishly consistent effort.

Don’t wanna burst anyone’s bubble with that one, but even a sit-down El Toro lawnmower must be running, in forward gear, and at least steered by a human operator to cut more grass than is directly under it when turned on.

2. If there are no results — defined as ever increasing bank deposits — then the only magic involved was the almost seamless transfer of money from the agent’s pockets to the marketer hawkin’ the MB.

What are some of the free MBS?

The one with the bestest cliché value is the leveraging of your sphere of influence. Though I’ve not liked the whole ‘sphere of influence’ approach much, it’s mainly due to how brokers use it to make a few bucks off their hopeless rookies before givin’ them the boot. In reality, most agents simply don’t have a sphere containing viable buyers/sellers. Still, if worked well and consistently it should, and probably will produce some results. Since you already know these people, the fear of rejection shouldn’t be a factor — or so the thinking goes.

Another one is farming. I’ve literally seen an idiot 23 year old succeed at this one. He had two cheap suits and a coupla sports coats, while driving a truly crappy lookin’ ’59 Ford Read more

January 17, 2011

Sharks – Pilot Fish – Dinosaurs – And Wishful Thinking

by Jeff Brown

Real Estate Investments Broker

Don’t ya love it when a new way to call something old catches on? Smallish independent real estate brokerages are now often referred to as ‘indies’. Due to lower operating expenses, more agents working at home, and a perceived technology gap the size of the Grand Canyon, they’ll be an important factor in the death of the so-called BigBox (BB) mega-brokerages. In essence, by being meaner, leaner, and effectively leveraging their edge in all things hi-tech — the dinosaurs die the death of a thousand cuts.

And Al Gore invented the internet.

Been hearin’ this for so long I was shocked earlier this month when the phone at the 250 agent Keller Williams office was answered when I called. 🙂 I consider the lead recruiter of that office, a longtime friend, a legit superstar. Also, I’ve known their new Designated Broker since the late 90s or so. When I spoke with ‘Jane’ the recruiter, she laughed at the thought of indies sending her company to the boneyard.

In fact, in her firm’s experience, they’re the ones who’ve not only ended several indie firms’ existence, but absorbed them into the cavernous BigBox operation — often swallowing them whole. Indie owners don’t like hearing that, but it’s a fact about which I no longer become amazed, as it happens too often these days.

Much of the discussion on this topic is skewed by, what are in my opinion, false premises, wishful thinking, and putting the emphasis on the wrong syl-LA-ble much of the time. GM didn’t go off the rails cuz they’re too big, or that other, smaller, more tech-savvy carmakers beat them. They simply didn’t make cars as well as most of their competition.

The false premises used for arguing the imminent demise of the BBs is their ponderous nature, hiring practices, low tech approach, basic inefficiency, and out of control operating expenses. Paradoxically, those are merely the result of the real reason some BBs won’t be with us soon, if they don’t change their ways.

It’s the business model, not the size.

Those who insist on hiring newbies by the gross, while paying so-called Read more

December 30, 2010

Is THIS The Year You Grow A Pair And Finally Walk Your Talk?

by Jeff Brown

Real Estate Investments Broker

If that title harshed your mellow in any way, you’re the target audience. Does it sound unfair? Make you feel like you’re being picked on? Poor baby. Compared to much of what’s published on these pages, I’m a relative Mr. Rogers. But the dark cloud messin’ up the mostly silver lining that was my 2010, was the talk/walk ratio with which I constantly was forced to deal. Isn’t shame possible any longer? Does nobody know how to blush? Has there been some sorta immunity from embarrassment pill on which I missed out?

I speak from painful experience. Many of the early years in the business my talk/walk ratio was maybe 8:2 or so. Talkin’ big time while walkin’ in clown shoes is something with which I’m no stranger. I know, cuz I’ve watched me do it.

Hey! I has an idear.

Do most of your talkin’ to yourself. Do most of your walkin’ makin’ things happen — quietly. Most of my mentors were lifetime members of Brutal Mentors Я Us. There were countless times I was ‘gang mentored’ in the truest modern sense of the phrase. They weren’t interested in why things couldn’t or didn’t get done. If you can’t walk your talk, maybe Von’s is hiring they’d say. Actually, they said a lotta stuff a whole lot different than that, but those gems won’t be repeated here. 🙂

Ever get tired of hearing your own empty words?

We all have more or less talent than the next agent. Same with experience and knowledge. Experience doesn’t happen a day at a time. It happens a transaction at a time. Every time you sit down and prospect. Each time you follow up. Every belly-to-belly with a potential client. Etc., etc. Knowledge increases cuz we seek it out, not cuz it gives a damn about us.

Whether or not you have more or less talent than the guy a desk over is literally not worth talkin’ about. Who’s working harder? Who’s learnin’ how to work smarter? Who’s grindin’ it out day after day after day? If the title pissed you off, you haven’t done that yet Read more

December 22, 2010

Want Unvarnished Truth? See Who You Are Through The Telescope Of Decades

by Jeff Brown

Real Estate Investments Broker

I bet you look back at the end of each year to review, tally wins/losses, etc., measuring results vs first of the year expectations. That’s no doubt a universal experience. Did we lose the weight? Do the business? Learn the new language? Master that new skill? Become a better whatever?

This year you may wanna try something different — something that may provide insight more useful than a year’s review. Liken it to comparing stargazing to seeing the night sky through a powerful telescope. Instead of scrutinizing the last 12 months, critically examine the last decade. In fact, begin with the first decade of your adult life, examining each succeeding 10 year period. You have the perspective of having lived it, which will help.

Dad did this on the advice of his father-in-law, back in the late 50’s or very early 60’s. He told me of the life changing realization that hit him like a shotgun blast at pointblank range.

(Paraphrased) “I suddenly realized, with almost terrifying lucidity and coherence, that I could literally accomplish anything I wanted. It had a paralyzing affect on me for days. Not long after, I sat down with pen and paper to set long term goals, and I’ve never looked back.”

You may have more than a few epiphanic moments. I know I sure have. 2010 completes the fourth decade for me, so I can crank up my mental telescope to full power, while conducting postmortems on each successive decade. Like the galaxy, we all have a mental picture of the paths our lives have taken — by choice or otherwise. Yet much as the night sky is orders of magnitude different through the lens of a powerful telescope, so is looking at galaxy-sized blocks of our lives.

It shows how we’ve grown — or haven’t. What lessons we’ve yet to learn, and wisdom we’ve successfully adopted. But most of all you’ll see the truth — in big picture form. Forensically dissecting a decade of your life, or better yet, more than one decade, is a potential goldmine of information about the most important person in the world Read more

December 16, 2010

Why Don’t Most New Or Struggling Real Estate Agents Want To Be Mentored?

by Jeff Brown

Real Estate Investments Broker

From time to time many of the contributors here have written about the concept of mentoring from one viewpoint or another. You may be a mentor, or have been well mentored, or both. Maybe neither. In fact, probably neither. My experience has been somewhat anomalous in that I was blessed, early on, with an abundance of first-rate, exceptionally successful mentors, who literally didn’t give a damn about my feelings. Tough? One of ’em was a Marine, a survivor of the Battle of Guadalcanal. When he talked, you listened, then said, “Yes sir, thank you sir, may I please have another?” The guy was funny, but brutal. And boy, was he ‘colorful’. Many years later, after Jim had passed away, Dad told me that Jim bet him he could make me cry.

This year has been an eyeopener for me as it relates to mentoring. You’d think agents, especially the younger ones, would be eager to learn which way’s north on the map from someone who’s been there, done that, been knocked down, yet survived to thrive. As each year as gone by, fewer and fewer agents last longer than a week or so under a bona fide mentor. Most say they want to learn, but when push comes to shove, talk must be converted to walk, and they trip on their own BS. In the last month or so I’ve asked several experienced agents who, as policy, give of their time to mentor, if they’ve seen the same trend. Yes — it was unanimous.

Every single one of my mentors, and there were many, extracted a sacred promise from me to pay it forward. I’ll not live to be old enough to get free and clear of that obligation, though I try.

In the last decade or so, I’ve had several agents ask me to mentor them, as in, “Will you please mentor me?” Three of ’em walked their talk to the end. All three currently thrive. Just a guess, but in the last three years or so, there’ve been at least 15-20 come to me, initiating contact, wanting to be mentored. Read more

December 10, 2010

Knowing The Difference Between The Sizzle And The Steak

by Jeff Brown

Real Estate Investments Broker

Let’s begin by agreeing on the proposition saying those who try to live on sizzle, not steak, end up losing weight, till, in the end, they’re dead. Sizzle in many contexts can be fun, sexy, interesting, even impressive, but never substantive. In sports, sizzle is often lookin’ spectacular while seldom winning. The strikeout pitcher who barely wins more than he loses. The .300 hitter, 40 homer, 100+ RBI guy who hits below the Mendoza line with men in scoring position, with most of his homers and RBI coming when his team is eight runs ahead or hopelessly behind.

Sizzle ain’t results.

As a baseball purist and a lifetime member of the OldSchool in real estate, I appreciate sizzle, but get pretty damn agitated at those given more or less equal standing with big time producers, based upon a buncha glitter and multi-colored smoke.

As Exhibit A I offer Nolan Ryan

He’s a first ballot Hall of Famer. He threw the ball harder than Zeus threw lightning bolts. He struck out every third person on the planet earth. He threw eleventeen no-hitters. Then there were the stoopid number of 1-hitters. That’s what we purists call sizzle. I’ve done extensive research, and no-hitters still count as only one win. Strikeouts? Apparently they’re the same as all other outs. The winning team in any given game must get the other guys out 27 times in a nine inning game. The rules say an out’s an out. Go figure.

27 years in the major leagues, and he barely wins more games than he loses — 52.6%. He was the Dale Carnegie of pitchers, as he never met a hitter he didn’t walk. Try almost 5.25 every nine innings. If as a hitter you faced him more than five times, he walked you at least once.

His claim to fame from where I stand, is that his freak of nature body, combined with his superb work ethic and his luck with health and injuries, allowed him to pile up pretty much every stat but the one that mattered: Far more wins than losses.

Compare Ryan to Sandy Koufax. The Read more

December 2, 2010

Duh

by Jeff Brown

Real Estate Investments Broker

Early yesterday evening I was truly fortunate to be in a room with a buncha smart, highly successful, incredibly skilled people. There were bazillion$ sitting there, discussing what they do for a living, the real estate industry in general, marketing, and the normal stuff. I’m not gonna talk much about the whole syndication of listings comedy of horrors (my description), except as it relates to the difference between perception and reality.

How is it guys like me can sell a home in a matter of hours, 16% over the median price in the region? No syndication, at least none for which I paid. If some happened as a result of the listing hitting the local MLS, I can’t control that. In any case, it didn’t sell the home.

My efforts did. My experience did. My expertise did. And so does yours.

Let me make it even more irritating. Earlier this year a new client in another state had a small rental home, ripe for a tax deferred exchange. First step? Get it sold. He wanted to initially sell it himself, so I coached him. He did everything I asked of him, and did it well. Took about 30 days. Got his price. It closed. Completed his exchange. All he was interested in was results. I told him he didn’t need anything but his local MLS. Guess he must’ve been an M.I.T. grad, right? Sorry, couldn’t resist.

Back to the group in the room.

There were no newbies in the room, at least none I could identify by sight. 🙂 One was a fellow Bloodhound contributor. All agreed that what I didn’t realize is how the sellers themselves insist, before listing, that the broker agree to waste much of their marketing cash on worthless syndication, Zillow, Trulia, and the Usual Suspects. One even said many sellers insist she pay for freakin’ newspaper ads, money she knows might as well be thrown into a roaring fire. I was originally licensed in the Pliocene epoch of real estate, when Truman was still alive, McDonald’s hamburgers were 15¢, and offers to purchase were one page, 8X11, fill Read more

November 29, 2010

Plan B – The World Doesn’t Need To Know

by Jeff Brown

Real Estate Investments Broker

How many times have we given thought to a list of outcomes we’d love to make real in our lives? It frequently seems a never-ending process, almost against our will. Once an outcome morphs itself into a goal-worthy project, we apply our energy towards its attainment. Most goals people set aren’t met. Either they didn’t have sufficient desire, or if they did, the strategy invoked was ill equipped or mis-applied, the result being equally dissatisfying.

Assuming sufficient desire, and that the strategy itself was faulty, not its application, a new approach is required.

Plan B

This isn’t about what Plan B is or isn’t. It’s about us deciding whether or not to broadcast it to the world. There are some outcomes and/or strategies almost guaranteed to work better, or more bluntly put, work at all, when kept under the radar. It could simply be that you’d rather keep the desired outcome to yourself. Or, it could be the strategy you wish to keep undercover. The reasons don’t matter. You have your own. We all do, right?

A case in point.

In the early 80’s I knew a nice woman who was dangerously over weight. It’d been that way since early childhood. One day it dawned on me I hadn’t seen or heard from her in awhile. I called, but her number had been disconnected. Almost two years later I was dumbfounded, as there she was at a Christmas gathering. She’d lost well over 100 pounds. Nobody except her grandparents had known what she was up to or where she was. (She’d moved to live with them as part of her Plan B.)

We’d been relatively close, so she confided in me. Everyone insisted on making a huge deal of her weight, whether she was gaining or losing. It’d been emotionally debilitating. She’d resolved to lose the weight, but away from pryin’ eyes. Nobody could’ve interrupted her strategic process if they were unaware of its existence.

You can’t argue with success, though some insist on trying.

There are some outcomes, some strategies, for which public knowledge is counterproductive. That judgment is for each of us to make, not Read more

November 23, 2010

California’s Long Term Real Estate Outlook

by Jeff Brown

Real Estate Investments Broker

Even though we can’t be sure of what our income tax rate will be for 2011, we do have a kinda sorta idea of the high side, right? Lookin’ for more to be thankful for this Thursday? If you don’t live in California, trust me, be thankful as you anticipate tax day.

Those who’ve worked hard to produce, often employing breadwinners in the process, will be payin’ almost half of each dollar earned at the margin, if the current federal rates aren’t renewed. In my town you can add the constant irritation of a 9.5% sales tax. Is it really a mystery why so many people and businesses are puttin’ the Golden State in their rear view mirror?

The seeming paradox is that the population continues its upward trend. That trend has been more or less a net economic positive since the end of WWII. However, in my opinion, that is rapidly changing, and has been for quite awhile.

The producers are hittin’ the exits. New producers aren’t arriving in nearly large enough numbers to make up the shortfall. Smart folk don’t run into a tax chainsaw on purpose.

When whatever ya wanna call normal finally returns to the economic scene, CA will still be a tax tax tax state. And, lest we forget, history shows that those who love taxes also love spending — taxpayer’s money.

The price of a home will still be, relatively speaking, far more expensive, and much of the time older than their counterparts in other states. Lifestyle? Weather? The last few years has shown that those who have the financial option to leave, and many who simply can’t afford to remain, are hittin’ the road, Gettin’ Outa Dodge.

At some point, even great weather and lifestyle become overpriced.

I speak as a CA native. The trends of the last 20 years or so have saddened me. To each their own, but my view of CA’s real estate future, especially investments, is not positive. I think many have allowed their micro view to override the macro realities. When a state transitions from producer friendly to a taker state, the Read more

November 15, 2010

One Lucky Son of a Bitch

by Jeff Brown

Real Estate Investments Broker

What I like so much about BloodhoundBlog, is that as a general rule all points of view are welcome. However, along with that welcome mat comes a price. Those harboring contrary beliefs tend to make themselves heard, and more in ways reminiscent of the streets of 1880’s Tombstone than Mayberry. 🙂 Frankly, I prefer the Mayberry approach. Others opt for the OK Corral.

To each their own, which is also a Bloodhound policy.

It’s always fascinated me the way some insist others who are successful with a capital ‘S’ are merely beneficiaries of more bountiful injections of luck than the next guy.

It was a hard life-lesson for me coming to terms with the reality that regardless of my best efforts, there were others who could produce superior results. Realizing I was never gonna be a Hall of Fame baseball player was traumatic. There’s always a faster runner, etc.

Does luck have a part in our lives? Of course. Is it the deciding factor? Sometimes. You just won $200 Million in the lottery? I’m thinkin’ talent wasn’t part of the equation, and luck was the only factor. You’re worth eight figures, and it wasn’t inherited? It’s my contention and core belief that you earned your wealth, and that luck wasn’t a huge component.

Yet there are many, albeit a minority who will ascribe the creation of that wealth to luck. Many will go further, believing that sans luck, those who’ve succeeded on a grand scale, (however they define that) not only wouldn’t have achieved that level of success, but literally couldn’t have.

Luck, as Grandma taught me, is often the last gasp excuse for some who’re unable or unwilling to acknowledge others’ superior results. They literally cannot allow the concept of superiority through merit to become reality. She followed this up by saying that even though Sandy Koufax will always be an infinitely better pitcher than even I could even dream of, it would never mean he was a better person.

Throughout my life I’ve been exceedingly blessed by having rubbed shoulders with, and/or having direct access to, some very successful men Read more

November 10, 2010

Things That Make Ya Go Hmmm

by Jeff Brown

Real Estate Investments Broker

I was born and raised in Southern California. Learned to swim in the ocean under the watchful eyes of local surfers we knew wouldn’t let us go permanently under. I’ve lived in the suburbs of L.A. and Orange County, and along its coast. Life in Manhattan Beach in the late 50’s to early 60’s is the closest thing to Heaven on earth we’ll ever know. From around eight years old or so, you could walk anywhere without adult supervision, sans fear of anything but not makin’ it home before Dark:30.

Just before turning 16 I opted to move from Orange County to San Diego to live with Dad. Mom wasn’t pleased, but understood the need for a boy of that age to be around his dad. It was only 100 miles down the 5, not exactly an intercontinental move. Just two months short of my 16th birthday, it wasn’t horrible timing.

A San Diegan for over 43 years now, I’ve seen it morph from a kind of citified, relatively hick free Mayberry, to what it is today, which is, I’m not sure what. If ya peer in closely, you might be able to see, as I certainly do, remnants of the barely surviving infrastructure of its Mayberry past. But honestly? It’s just for show — we can’t go back.

None of this is really the point though, as I’m taking advantage of the platform here to harken back to days when character mattered, and political correctness meant you voted.

Even a month ago, if you’d told me I’d be seriously entertaining the idea of putting 59 years of SoCal in my rearview mirror, I’d of been confused as to why you’d even think such a thing. But for the first time in my life, the thought of leaving California doesn’t seem abhorrent to me.

I’m now thinkin’ the unthinkable — moving to another state.

At first I thought it was a transitory mood, melancholy brought on by California’s childish, mostly entitled electorate. Please don’t think I’m being unkind, as my words are being chosen carefully. But after a week of Read more

November 5, 2010

Swallow Hard — Make It Happen — Or Get Out

by Jeff Brown

Real Estate Investments Broker

For the most part, it’s human nature to have a love/hate relationship with the results that have our name attached to them. I’ve failed far more often than I’ve succeeded. It’s not even close. Name a category in which I’ve endured the ignominy of defeat, and my hand is more likely than not be in the air.

Baseball is useful here, as it’s a game based on failure. Hall of Famers are players who failed somewhat less than their peers. Major leaguer hitters as a group, fail at a rate of roughly 75%. Those who fail a ‘mere’ 65-70% of the time often end up earning $1 Mil a month or so. Think that’s a thin margin separating average from excellent? Try this — The difference between a .250 and a .300 hitter? One measly hit a week. Really.

Ponder this.

In San Diego’s market, one extra skinned cat monthly at the median price, about $375,000 or so, would create additional GCI of — wait for it — $135,000. Median price in your market is $150,000? That’s an additional $54,000 or so. One more deal a month. Would that make the difference for your family? Would those results keep you in the business? Would you then stop making pathetic excuses for your failure to do what produces spendable results?

If you can honestly say that’s within your reach by quietly tweakin’ your effort a bit, super. Do it now. I’ll expect a Christmas card next year.

However, if you’re already killin’ yourself 25 hours a day, eight days a week, you may wanna consider doin’ something different so as to generate better results. How’s that for an original thought? Explaining an anemic bank account to those counting on you at home is not a Kodak moment, a truth to which I can effectively testify.

It was one of those moments when the phrase, ‘Winners don’t make excuses, they make it happen’ became real to me.

Adapting is really code tellin’ us to stop doin’ what ain’t workin’ and start doin’ things that do. Again — there are those who tell us Read more

October 31, 2010

Core Beliefs and The Middle of the Road

by Jeff Brown

Real Estate Investments Broker

When it comes to core beliefs, it’s difficult to take someone seriously, who claims to hold a ‘middle of the road’ position. This isn’t about where you or I stand politically, spiritually, or any other way. Furthermore, I don’t much care where you are on those subjects. I hope you and I would stand together, if necessary, to defend each other’s right to our own beliefs. We’ll both be voting Tuesday, and the belief system garnering the most votes will win any given election — as it should be.

Let’s limit ourselves here to core beliefs and the concept of those who insist on the middle of the road.

For instance, I believe in the death penalty. You may not. We can cuss and discuss it over a friendly beer. But please tell me — what’s the moderate position? Where’s the middle of the road?

What about rape? All you moderates out there, enlighten me. What’s your ‘middle of the road’ take on that one? I’ll wager it’s not anywhere near the middle of the road. Wonder if that makes you that dreaded of all creatures, an ideologue?

Lately it seems an ideologue is defined as one who believes in gravity, and stubbornly refuses to be talked out of it. The evil bastard. But I digress.

Of course, the death penalty and rape are extreme core belief examples. That said, the essence of any core belief you hold, is that it’s deeply rooted, and will brook no violation on your part. Virtually all sane people we know are either for or against the death penalty, and unambiguously against rape in any form. But what about other core beliefs?

What about the Rule of Law?

What’s the moderate, middle of the road position on that one? Surely you had the same upbringing as I, in that you were taught, in no uncertain terms, that breaking the law has consequences. Do we, as fellow Americans, believe in the rule of law, or don’t we? Are we also not in agreement that our nation was founded upon the rule of law? Do we also not believe Read more

October 30, 2010

THE Epiphany – Solomon Was Right

by Jeff Brown

Real Estate Investments Broker

I’ve had times in my career, the first one at 19, a whopping year of part time experience under my belt, when I was given a slightly unfocused glimpse at what was possible, in terms of that elusive concept, success. In a company filthy with studs and studdettes, (a word I just now made up) I somehow Gumped my way into finishing in second place in a 90 day in-house listing contest. I won an 11″ black ‘n white portable TV — a prize I’ve always been convinced my sainted step-mom was behind. The distance between me and the winner could only be measured in terms of light years. When basking in the shocked applause at the awards meeting, I thought I was a budding gift to real estate brokerage.

NASA still hasn’t developed the instrument capable of measuring how completely fulla crap I was back then. Lookin’ back, (I blush with shame whenever I do this) I would’ve had to climb up three rungs on the ‘Have a Clue’ ladder to have been Mr. Clueless.

Goals, plans, hard work, even talent, aren’t the most powerful weapon we have in life. Ask yourself, what precedes all of that? When we lump 1,000 highly successful real estate agents together, what’s the common denominator? Some had goals, some didn’t. There are massively successful people, for whom the next goal they set will be the first. The same goes for all the factors mentioned above. So, what’s the common denominator shared by virtually all of ’em?

They made a decision.

If ya see yourself here, raise your hand, but I’ll only speak for myself. Success in anything just ain’t that complicated, nor is the road leading to it labyrinthian. There are those who do, and those who can tell ya every way known to Man how something can’t be done — at least not by them.

We all realize the truth of profound principles of life at different speeds. I was a slow learner. You’d think as a PK I’d of understood the pure gold flowing from Solomon’s wisdom (paraphrased) — As a man thinks in Read more

October 15, 2010

The $100,000 a Year Agent – How That Can Be You

by Jeff Brown

Real Estate Investments Broker

My company’s checks have a typo on them. I’ve left it uncorrected for years, in order to remind me of my lean beginnings. The company name is on the first line, followed by what should be Jeff Brown — Broker on the second line. Instead, it says, Jeff Brown — Broke. No, really, it does. Hardly anyone notices. In fact, we’re in the year’s last quarter and nobody has said anything this year. I think a couple people told me about it last year.

Every time I write a check it’s the first thing I notice. Much like muscle memory, the first picture that pops up is me, grabbin’ a commission check, (with much blonde hair blowin’ in the wind) and runnin’ down to deposit it in the bank. Back in those days, if it wasn’t for the backbone of the real estate industry, the working wife, I wouldn’t be where I am today.

Real estate is, as I was told before California informed me I’d passed my first license test, the highest paid hard work, and the lowest paid easy work around. I’ve found that to be true, but not all-inclusive. As I’ve said a few times recently, .150 hitters can work as hard as they want, but if it’s not at the right things, nothing changes.

Here’s a thought to ponder. In real estate there are no minor leagues. In baseball kids learn their craft there. In real estate? Gimme a break.

There was a seven year period in which I worked for one of the biggest real estate firms in all of CA. The office sported 150 agents. They had a mentor program that graduated newbies as experts in protecting the company’s ass. Their career life expectancy was almost measurable. The office manager aspired to have that program bat .150 someday. The worst kept secret ever was the real reason that program was not axed. The newbies weren’t allowed in the ‘main office population’ ’till they closed three transactions — and their split was 50%.

24 trainees X 3 deals a year, at $500,000 median price, X 3% Read more

Author: Jeff Brown (page 2 of 15)

Thoughts Worth Pondering?

by Jeff Brown

Sharks – Pilot Fish – Dinosaurs – And Wishful Thinking

by Jeff Brown

Is THIS The Year You Grow A Pair And Finally Walk Your Talk?

by Jeff Brown

Want Unvarnished Truth? See Who You Are Through The Telescope Of Decades

by Jeff Brown

Why Don’t Most New Or Struggling Real Estate Agents Want To Be Mentored?

by Jeff Brown

Knowing The Difference Between The Sizzle And The Steak

by Jeff Brown

Duh

by Jeff Brown

Plan B – The World Doesn’t Need To Know

by Jeff Brown

California’s Long Term Real Estate Outlook

by Jeff Brown

One Lucky Son of a Bitch

by Jeff Brown

Things That Make Ya Go Hmmm

by Jeff Brown

Swallow Hard — Make It Happen — Or Get Out

by Jeff Brown

Core Beliefs and The Middle of the Road

by Jeff Brown

THE Epiphany – Solomon Was Right

by Jeff Brown

The $100,000 a Year Agent – How That Can Be You

by Jeff Brown

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