OKLAHOMA 10-28-19

OKLAHOMA EDITION

8 THINGS SUCCESSFUL PEOPLE NEVER DO

1 Billion-Plus Reasons Why You Should be Active on Facebook

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

COVER STORY

DEBORAH ALLISON FEATURING LENDER GINA STARR

OAKLAHOMA EDITION

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DEBORAH ALLISON FEATURING LENDER GINA STARR

CONTENTS 4) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 6) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

15) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK 20) ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

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DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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DEBORAH ALLISON FEATURING LENDER GINA STARR

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DEBORAH ALLISON & GINA STARR Deborah doesn’t strive to be a super star in home sales. She doesn’t chase the ‘upscale neighborhoods’ that might offer a higher sales commission.

Instead she focuses on the needs of customers in her hometown of Washington, a small farming community in rural McClain County, just a mere 8 miles from Norman, Oklahoma which is the 3rd largest city in the state. Deborah doesn’t buy leads like many of her competition, yet she relies on repeat customers and word-of-mouth referrals. “That’s the best compliment a Realtor can get,” Deborah quotes. And when your name is on the line, you work in overdrive to make sure you get every detail right for your customers.

“There’s a lot of details in a real estate transaction!” Deborah exclaimed.

When you work locally, business gets personal.

Deborah gets requests for Medicaid Letters to provide values of home and land for those owners 10 Copyright Top Agent Magazine

unable to pay for long term care. Sometimes, she gets requests for estate values from heirs of undivided interest of ownership, with questions about how they as a family can accomplish this.

A Realtor can’t practice law, nor advise in these estate matters, but when it comes to value of their Real Estate, Deborah is able to provide a broker’s price opinion letter, at the direction of their attorneys and estate planners.

“I do sell about 6 homes a year, but primarily I list and sell land,” Deborah quotes. Land is truly unique in its terrain to build on and resource availability like utilities for rural electric coops, private water wells, rural water districts, the use of private septic systems or lagoons and propane or gas availability - unlike homeowners in town who take utilities for granted. Road frontage can vary from being a city asphalted street, to a county-maintained gravel road. A Top Agent Magazine

private road that is shared by several homeowners would cause an experienced Realtor to be looking for a road maintenance agreement filed at the county courthouse. Real Estate is very different when you work in a rural community, and you’d best be served by an experienced Realtor that deals with these types of listings or purchases. Deborah has the RLI, (Realtor Land Institute designation), which compliments her knowledge of the rural and agricultural areas.

Licensed in 2001, and earning her GRI designation in 2003, Deborah chose to license under Musgrave Real Estate, an independent Real Estate company in Purcell, Oklahoma. That small company allowed her to work directly with her mentor Bobby Musgrave, who was always available for questions and problem solving. “I’m so thankful to Bobby for the daily lessons and guidance through the integral parts Top Agent Magazine

of contracts and negotiation skills,” she explains.

She also tested for her broker’s license in 2004, but stayed as a broker associate with Musgrave Real Estate until she opened her own independent office, Deborah Allison Real Estate, in 2006.

While at Musgrave Real Estate, her listings were residential homes in town, or a farm with land out in the country. The mix of residential homes in the original township was the occasional listing of a beautiful and historically persevered home, and many unpreserved homes as well (being sarcastic). And about the same amount of un-experienced buyers that wanted to purchase those old run-down homes to flip.

So, the experience she received was priceless and each transaction had its own unique facets to work through. Not only did she realize she needed to know what it took to build a new home, but she needed to know how to repair 11 Copyright Top Agent Magazine

the old homes. She followed home inspectors around the attics and crawled under the floor space with them. “I could see my direct contact with the inspectors, helped my customers with their questions, and that allowed me to assist in directing them to the right contractor or professional for the repairs. I threw myself into every situation possible. And, I’m a better Realtor for it!”

Today she calls herself a ‘one-man shop,’ where she loves showing homes and walking large acreages, while also handling receptionist duties, photography, marketing, negotiating, coordinating and accounting. “But, it’s my customers ‘Thank You Notes’ after a hard or easy transaction, that keep me energized to keep doing real estate. Because when some transactions do not close…and some customers are ‘swept away’ with the promise of listing at a higher price… the real pleasure is when they come back to me and say, ‘Deborah, you were right, the price was too high. Can you list it now?’

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As she became more knowledgeable of different types of financing for a newly constructed home vs a foreclosed home, she knew it would be beneficial to team up with a mortgage professional. That’s when she started working with Gina Starr.

Long-time friends and colleagues, Deborah Allison and Gina Starr work alternate ends of the real estate business as a dynamic duo. While Deborah built a career as an agent since 2001, Gina has worked in mortgages since 1978. In uniting their talents, they’ve created a legacy of homeownership for countless families. Along the way, they’ve also built respective reputations for communication, industry knowledge, and a personal touch.

Today, Deborah and Gina serve clients in their home state of Oklahoma. As a solo broker at Deborah Allison Real Estate, Deborah maintains a one-on-one level of attention when guiding clients through the transactional Top Agent Magazine

process. Meanwhile, Gina works in tandem with her husband, at Mid America Mortgage, which offers a wide range of loan types to meet most every financial goal. Each sings the others praises and cites their work as an indispensable team effort. “I couldn’t do it without her,” Deborah says of Gina. “My customers want ease and the ability to complete applications online, and it’s a two-fold business. I need a good lender and loan officer behind me.

I know I can call Gina day or night with any issue and trust that it’ll be resolved.” Likewise, Gina describes her working style as pro-active and communicative, as she keeps all parties informed every step of the way. “We’re completely hands-on with both the Realtor and the borrower,” Gina says. “We tell our Realtors: when you’re working, we’re working.”

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Both Deborah and Gina have built businesses driven exclusively by repeat and referral clientele who trust their track records and transparency. When Deborah’s clients turn to her for assistance in buying or selling a home, they benefit from a sense of calm and security, knowing they’re in good hands. “It’s handsoff for the customer, and hands on for us,” Deborah says, and Gina is on the same page.

“Everyone is involved and in communication,” Gina adds. “Everyone who plays a part in handing over a home from one owner to the next needs to operate as a team. We believe in keeping it local. Realtors can pop into our office in town, and throughout a transaction, I’m the same person they’ll be talking to, from cradle to grave.”

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Beyond the office, both Deborah and Gina are active in their communities. Gina and her husband participate in their local church, and Deborah was featured in The Daily Oklahoman for a project she undertook alongside her husband, building a concession stand for the community’s baseball league. In their free hours, both enjoy time spent with family and loved ones.

Now, after two extensive careers that have endured many decades, Deborah Allison and Gina Starr consider what they enjoy most about what they do. While she acknowledges that real

estate is not without its challenges, Deborah most enjoys the fun to be had in spotting new homes, working with new faces, and playing a part in a meaningful chapter of her clients’ lives.

As for Gina, she is most fond of her experiences with buyers who did not think a new loan was possible. “I attended a closing for a young family I was working with,” she remembers.

“They have an 11-month old baby, and they were juggling work, family, and finances. Then, at the closing, with his child in his arms, the father said to me, ‘You have changed our lives,’ and I’ll never forget it. That’s what we do, and that’s what it’s all about.”

To learn more about Deborah Allison: email deborah@deborahallisonrealestate.com, call/text 405-249-2810 or visit DeborahAllisonRealEstate.com www.

To learn more about Gina Starr: email g.starr@clicknclose.com, call 405-210–3900, or visit starrlend.com www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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Are Your Presentation Skills Costing You Money?

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ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title 20

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to Copyright Top Top Agent Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever 21

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your pres22

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all Top Agent Top Magazine Copyright Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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