Author Archive

If You Want To Change Your Life, You Must Change Your Expectations.

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Twenty percent of all sales people earn eighty percent of the income. Why? The biggest difference between being successful in sales and struggling to earn a living is how you decide to spend your time. The top twenty percent spend their time working on what they need to do to become the person who is a top wage earner. Who do you need to be to produce the sales results you desire?

The real estate environment continues to change, as it has for the past 10 years, and in order to succeed you must be aware of the current and future needs of the market that must be met through the services you provide your clients. We have gone from an industrial revolution to a technological revolution to an informational revolution. Everyone has access to the same information that real estate brokerages once held exclusively. However, information is not knowledge or the power to make the best decisions. Your ability to deliver useful results better than any other brokerage or agent to your homebuying and selling clients  will determine your success. While the method in which people gather information has changed, the one aspect that has never changed in the sale of non-commodity assets, such as real estate, is that consumers still have to interact with people. The real estate brokerage community will always need people who possess certain traditional characteristics and skills of personal self-led leadership.

Success has always left clues. Business leaders, corporate boards and human resource directors in every field have discovered a need for people with not only technical expertise but also self-management skills.

While real estate agents need to change their technical approach on how they will better assist their clients, they also must manage a newly developed set of emotions that stem from the uncertainty of the current market and the potential of not easily finding their clients’ first home or next home. Agents who excel in all market conditions do so because they have developed habits that are built on a successful foundation of how they approach each day. They refuse to let the market, changing technology or competition dictate their outcome. They have not only a Why to succeed but also a recognition of Who they need to be to reach meaningful goals. Our latest United training, Amplified Selling, will teach who you need to be as the preferred local agent of homebuyers and sellers.

If you justify your current lifestyle, then you will earn the same in sales year after year. Learn how to amplify your thoughts about your future in order to change your expectations and results!

Upcoming Amplified Selling Dates: June 20 in Richmond and June 22 in Fredericksburg, Virginia.

To your success,

Peter Giese

President

United Real Estate

The Limit on Your Dreams Does Not Exist, but the Number of Homes For Sale Does.

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As we enter the summer months, the busiest time for purchasing a home, a common problem across the United States is facing the next generation of potential homebuyers. Although many Millennials have delayed marriage and children, they are reaching the age where it is “getting real” and they are wanting to purchase their first home.

We should all have an image of our dream house but then acknowledge the actual home we are able to afford. While many in Generation X may have missed the opportunity to purchase their top choice during their search for their first home, they knew there was always going to be another home to purchase. Historically, the housing market has had a 6-month availability of housing inventory that was actively available for sale on the market at any given time. Today, with less than 60 days of housing inventory available and multi-bid situations becoming the norm, if first-time homebuyers miss an opportunity to purchase a home they like and are able to afford, they may be waiting a very long time before they can be in a position to submit the winning offer on a home they want.

What does 10 years of record lows in new home construction look like? What does it mean for the future of first-time homebuyers?  Take a look at the chart below from the Commerce Department.

As a nation we are building too few single family homes. The nation has not seen an extended timeframe with a low level of new home sales activity per adult population like this since prior to 1965. A generation of 4 million people are continuing to turn 31 every year across the nation and we are only building around 800K new homes annually. The cycle we are in of historic low levels of new construction is not bent, it’s broken. Correcting this long-term challenge will require alignment of local and national government agencies and private equity to target a solution that requires all of them to be involved in solving this problem.

How is this going to affect your real estate business and your income? Goal orientated individuals realize that it’s not only the market that determines their future, but how they approach the market. For instance, 30% of homes in Southern California markets sold in Q1 without being entered into the MLS system. The amount of pocket listings held out of the MLS by brokerages and agents are growing and will be coming to your market.

My plan is to help you develop the mindset you need and the activities to perform in order to succeed as a top-performing real estate agent in this market. Homebuyers and sellers need local market expertise, and to be a successful real estate agent you must own that position in the mind of your consumers.

Join me at Amplified Selling in Richmond and Fredericksburg, Virginia June 20 and 22 and learn how to tune up your activity to amplify your results.

To your success,

Peter Giese

President

United Real Estate

Am I Supposed To Take This On Myself?

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Part of the American dream, and who we are as a culture of diverse people, is our desire to enjoy freedom and have the ability to express that freedom by owning our own home. We live in a very fortunate time in history. The idea of liberty, that founded our country, was defined as individuals being free from oppressive restrictions. As we have grown as a nation, we have broadened our idea of liberty by relating it towards freedom. Today, we seldom speak of liberty but daily speak of freedom.

As we grow as individuals, how we look at liberty/freedom has shifted to focus on the ability to pursue our own interests and preferences. Freedom for the growing population is not about owning only a home, but also includes operating their own business. This ability to dream big is reinforced by the abundant stories of entrepreneurial success. As more individuals look at expanding their freedom through self-employment, they enter the business world with abundant hope. In doing so, they move from being an employee where their wages are determined by someone else and have someone tell them where to be and what to do, to having the opportunity to coordinate all aspects of their business, including income.

Everyone who has started their own business took a leap. However, most who took that leap either failed or were disappointed by the results of their new venture. According to the Small Business Administration over 50% of businesses fail during the first five years. Most fail not because they don’t have a business plan, they fail because they cannot execute the number one component of that plan – acquiring customers. That success ratio can be daunting, but you do not have to take that leap by yourself.

In all industries, acquiring enough customers to become a successful entity long-term requires a focus on sales. You must effectively sell your product, your service and yourself. Selling is a difficult venture because it is accompanied with a lot of no’s. Hearing no every day can be very discouraging. Of all the details that you have to master to develop your business, selling is the most important task but also the loneliest one.

If you work in commission-based sales, such as real estate, where customers don’t frequently transact, you have to work daily on attracting new customers who will be in the market to sell or buy a home sooner rather than later. To be successful to the point where you are making more money than you would in an employee/employer arrangement, you must have a plan you will work toward each day to prospect for new clients. In real estate, the ability to earn a large income is tremendous. The daily activity you have to accomplish to achieve that success can also be overwhelming. If you are doing it alone or are frustrated with your results, there are reasons. Those reasons are real to you, but they can be overcome if you have a foundation of success to rely upon.

Individuals who have huge positive breakthroughs in their lives did so by taking massive action. Life or career changing results take place from either inspiration or desperation. In Amplified Selling, I will be teaching you how to obtain a new level of success from inspiration. Individuals who achieve a high-levels of success long-term do it in two parts — 80% having compelling reasons to succeed, 20% tactically knowing how to perform client building activities. The latest training we are offering, Amplified Selling, will cover both the compelling and the tactical components of becoming a successful entrepreneur with an ever-increasing customer base. Taking a big leap forward requires getting big help. That process and help is available to you.

The first sessions will be held May 16 in Louisville, KY followed by May 17 in Lexington, KY with more locations to be announced.

To your success,

Peter Giese

President

United Real Estate

Leadership Is Action – Not Position

  • Leadership Is Action

    Leadership Is Action

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For anyone who is self-employed or is aspiring to be an entrepreneur, and is willing to do the work, I will continually coach you on the great opportunity ahead. When a business idea or the opportunity to go into a sales career matches a market opportunity along with your genuine enthusiasm, you have the unique ability not to just create a thriving business, but also to create the lifestyle you desire.

Combining work with a great lifestyle would seem to be a desire in life everyone would want.  However, along the path to change comes the realization that change is difficult and the business world is much more competitive than you first imagined. Newly anointed entrepreneurs will typically begin to focus on what they want, only to find the prolonged wait of receiving that prize takes longer than they expected, and thus soon quit. Others may start off on a better track by knowing the reason they want to reach an end economic result, but knowing why you want something doesn’t necessarily translate into what you need to do or how to develop yourself to reach your goal.

A better method is to add another step to your development process. Absolutely discover your why, know what you specifically want and need to achieve, realize your goal and purpose, but then add the next step to help guarantee your success. It is not enough to know what and why you want to accomplish a goal, you must also answer the question who do you want to be? 

Every success story is backed by an individual taking appropriate daily actions to improve their results. This is true for businesses, individual sales professionals and those who want to improve their personal relationships or health. They learned to develop the right habits that became a part of their success routine in business and in life. From how they start their day, to how they present themselves, to what they read and who they associate with. They learned to eliminate the tricks our minds attempt to play on us to get us to accept or justify why we haven’t reached a goal. They received help learning how to develop accountability, and you can as well!

Accountability. How did such a great concept get such a negative reputation? Inefficient leaders, managers, and excuse makers have wrapped it into a veil of negativity and used it as the enforcer of responsibility. When you decide to create your own success, accountability becomes a central part of the equation. In order to master the component of accountability, you need first a system to hold yourself accountable but also a confidant, coach, mentor or someone you trust who has interest in your success.

I believe in coaching and accountability so much that at United Real Estate we offer 12 months of coaching through our JumpStart training program. It is a part of our franchise ownership culture that allows us to exponentially grow each year as our operators commit to bi-annual conferences, bi-weekly accountability and coaching sessions known as our Broker Amplified series.

I am proud to announce that I will be adding a new program for experienced agents entitled “Amplified Selling”. I will be personally conducting regional sessions across the United States sharing proven methods to help agents increase their incomes and show them how to build the lifestyle they desired when they made the decision to enter into real estate. Freedom is realized when you have the ability to do what you are supposed to do. Everyone who achieved great success had help. During Amplified Selling, I will review what you need to know to raise the level of your success, the energy in your daily life and how to enhance all of your relationships to develop a very productive real estate business.

The first sessions will be held May 16 in Louisville, KY followed by May 17 in Lexington, KY with more locations to be announced.

 

All the best,

Peter Giese

President

United Real Estate

April Is Autism Awareness Month – Here’s How You Can Help

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United Real Estate is proud to continue as an official corporate partner of Autism Speaks for the third year in a row. Our fundraising efforts are off to a great start in 2018 as we kicked off our annual convention with a charity golf outing that raised $15,000. This, combined with convention t-shirt sales which raised $5,000, allowed us to make a $20,000 contribution to Autism Speaks while in Miami!

In 2018, our goal is to double our monetary contribution from 2017 and reach the $100,000 threshold.  We have several ways for our agents to contribute and help the community of families that have relatives and friends on the autism spectrum. Through our own “Project Blue” we commit to support the effort of Autism Speaks to help increase the understanding and acceptance of people with autism. All United agents can easily participate in our automatic donation process where an amount as small as $10 can be taken out of each commission check to benefit Autism Speaks. These small donations come from our network of over 3,500 agents (and growing daily!) who will close over 20,000 transactions in 2018. When all of these efforts are combined, the impact is incredibly powerful. A small contribution from a large, united group will have a significant impact on many lives. Another easy way to get engaged is to take part in local Autism Speaks walks that are held in cities across the United States. I am proud of our local broker leaders who organize their staff and agents to participate in these significant walks. They not only meet other local community leaders and support local families with autistic children, they also have fun raising money along the way.

It was two years ago that I openly shared my family’s experience with having a child diagnosed with autism. Our family has seen firsthand the undeniable benefits of early intervention – including occupational therapy – that can change the course of someone’s life. That story is still the most shared blog in our company’s history. Please click here to learn more about what has become a very inspiring story to many.

If you have a family member who has autism, you can help others in understanding and accepting people with autism by sharing your story. Throughout the month of April, Autism Speaks will be collecting stories of individuals around the world who will share their journey of hope. To learn more, please follow their stories here.

In a world of differences, Autism Speaks amazingly unites individuals living in vastly different societies across the planet for one day – offering support towards those who are unique and diagnosed on the autism spectrum. Last year, over 11,000 buildings around the globe participated in Light It Up Blue to show support for the 70 million people affected by autism. The Light It Up Blue campaign begins on April 2nd and kicks off Autism Awareness month. I am grateful and proud of our organization’s continuous support of Autism Speaks.

A big thank you in advance to everyone at United Real Estate who will participate in Project Blue during 2018. Wear your blue on 4/2 and let’s keep moving forward in our careers, businesses, relationships and in our support of others that need our help!

All the best,

Peter

Message to All Affected by Hurricane Harvey

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To all of our United family of brokers and agents in Houston.  On behalf of myself, and our CEO Dan Duffy, I know we speak for everyone inside of our United Real Estate Corporate office and throughout our growing supportive network of offices and agents, that you have been in our thoughts and prayers these past few weeks. Our immediate concern is still for you and your loved ones continued safety.  I have been in communication consistently with Dianne Moore, our and your leader in the Houston market.  She has kept me up to date of what is still an ever-changing dynamic for many citizens of the greater Houston area. We recognize that this is not only an enormous disaster, but also the largest natural disaster in the history of our country.

We are a country filled with people of resolve, and the citizens of the state of Texas have as much spirit as any group of individuals I have ever met. I know the waters will recede and Houston will begin to assess the damage, repair and rebuild.  Houston and its citizens will continue to be an example of a great large American city! It won’t be immediate and some areas will take longer than others, but business and the continued growth of the greater Houston area will resume.

Recognizing this, the United Real Estate leadership team wants to help the 240 agents who work for United Real Estate | Houston how we can during this transition time. An immediate action we will take is to waive your monthly fees for October, November and December. At this time our Houston office has not been damaged and we will open back up when it is safe to do so. We will ensure you have no interruption to the full support services you receive from United Real Estate, while removing the monthly fee obligation.

You should also know that your United family from California to New Jersey to Florida, everywhere in between, and back to Texas have asked how they can help.  Many have already donated to different charitable organizations to help the citizens of Houston.  All of us at United are continuing to think of you and will be in touch again soon on how we can support you and the greater Houston area to slowly but steadily get your lives and business back on track. We are United!

God Bless!

Peter