Attitude Counts!Make Your Market Attitude Count

Attitude Counts!Make Your Market Attitude Count

WEICHERT / WDC Customized and Ta r g e t e d Marketing *Prep for This Weeks Session* Print Copies of the Attitude Assessment to distribute for the activity on slide 13. Print copies of Tim the Negative Associate to distribute for the activity on slide 24. *Delete this slide before presenting * University 1

Attitude Counts! Make Your Market Attitude Count WEICHERT / WDC Customized and Ta r g e t e d Marketing Have you used these strategies when presenting an offer? Paint a picture of the market for the seller using recent past, current, and future data.

Then tell the seller about the buyer and make them come to life Then present the seller with the offer University 3 WEICHERT / WDC Customized and Ta r g e t e d Marketing Todays Session Today well focus on how a positive attitude can improve your personal and professional life.

Lets start with an introspective exercise. University 4 WEICHERT / WDC Customized and Ta r g e t e d Marketing Think about . . . 1. Think about the most positive person you know. 2. Now think about the most negative person you know. 3. Who is more successful (measure success

by any standard you choose makes most $$, is happier, lives a balanced life, University 5 WEICHERT / WDC Customized and Ta r g e t e d Marketing Debrief Peoples success is defined by a number of factors and these factors are different for everyone. In general, people who are more positive are

usually considered more successful. University 6 WEICHERT / WDC Customized and Ta r g e t e d Marketing Ability is what youre capable of doing. Motivation determines what you do. Attitude determines how well you do it.

University Lou Holtz, 7 WEICHERT / WDC Customized and Ta r g e t e d Marketing Positive or Negative? What does this picture tell you about this womans attitude and frame of mind? University

8 WEICHERT / WDC Customized and Ta r g e t e d Marketing Positive or Negative? What does this picture tell you about this womans attitude and frame of mind? University 9

WEICHERT / WDC Customized and Ta r g e t e d Marketing Who Are Most People Likely to Work With? Based solely on their perceived attitudes, which person would a buyer or seller be more likely to work with? or University 10

WEICHERT / WDC Customized and Ta r g e t e d Marketing Attitude Check Most people dont view themselves as negative. Just because many would view this girl to have a negative attitude, it doesnt mean she sees herself that way. University 11

WEICHERT / WDC Customized and Ta r g e t e d Marketing Attitude Check Although we may not always see ourselves as being negative, there are times when our attitude is perceived that way by others. This perception matters! If buyers or sellers see you as a positive person, they will be more inclined to want to work with you. University Lets take a look at our own attitudes.

12 WEICHERT / WDC Customized and Ta r g e t e d Marketing Attitude Assessment Heres a quick assessment to get a better understanding of our attitudes and the impact it has on our business. This self-assessment will help you reflect on whether or not you are being perceived as positive or

negative by buyers and sellers. University When youre finished, circle one statement where you have room for improvement. Keep that area in mind as we continue. 13 WEICHERT / WDC Customized University and Ta r g e t e d

Marketing 14 WEICHERT / WDC Customized and Ta r g e t e d Marketing Negative Attitudes Tell me how a negative attitude shows up in the office. Here are some more ways: Gossip and rumors are

started. People are less inclined to work University harder. 15 WEICHERT / WDC Customized and Ta r g e t e d Marketing Negative Attitudes Tell me how these negative attitudes affect your ability to do your job. Here are

some more ways: You buy into these attitudes and your work suffers. You begin to spread negative feelings to others. University 16 WEICHERT / WDC Customized and Ta r g e t e d

Marketing Positive Attitudes Tell me how a positive attitude shows up in the office. Here are some more ways: People share success stories about a recent transaction. People come in with an upbeat attitude and better mood. University 17 WEICHERT / WDC Customized

and Ta r g e t e d Marketing Positive Attitudes Tell me how these positive attitudes affect everyones ability to do their jobs. Here are some more ways: They create healthy competition where people try to keep up with other peoples success. They create a can-do attitude. University 18 WEICHERT / WDC

Customized and Ta r g e t e d Marketing Some people are always grumbling because roses have thorns; I am thankful that thorns have roses. Alphonse Karr French Philosopher University 19 WEICHERT / WDC

Customized and Ta r g e t e d Marketing Myth vs. Reality People who are always positive are not always realistic. This is a myth. Just because a person thinks positively doesnt mean they dont recognize whats happening around them. Many of these individuals use this positive outlook to create a more positive reality for themselves. University 20 WEICHERT /

WDC Customized and Ta r g e t e d Marketing Myth vs. Reality A person with a negative attitude is more likely to influence me to act negatively than he/she is to motivate me. This is a reality. Most people with a negative attitude tend to influence others to think along the same lines. Remaining upbeat is the best way to overcome this challenge. University 21 WEICHERT

/ WDC Customized and Ta r g e t e d Marketing Myth vs. Reality People who are positive all the time havent gone through enough negative experiences in their lives. This is a myth. People who are positive could have had the same general experiences as anyone else. Their choice to see the positive in a situation over the negative, not their experience, is what makes them different. University

22 WEICHERT / WDC Customized and Ta r g e t e d Marketing If you dont like something, change it. If you cant change it, change the way you think about it. Mary Engelbreight University Artist 23

WEICHERT / WDC Customized and Ta r g e t e d Marketing The Impact of Attitude Lets look at a scenario involving Tim, a Sales Associate in the Middleville office for the past six years. Ill give you a handout in a moment: 1. Read the handout. 2. Underline examples where Tim exhibits a negative attitude. University

3. For each example, write down at the bottom of the 24 WEICHERT / WDC Customized and Ta r g e t e d Marketing Examples From Tim How many examples of a negative attitude did you find in Tims story? What were they? Lets see if we covered all three examples: 1. Blames the media

2. Tells new associates not to expect to do much business 3. Thinks no one can get a mortgage now so he doesnt bother working with buyers University 25 WEICHERT / WDC Customized and Ta r g e t e d Marketing Negative Attitude # 1 Negative Attitude: Blames the media and believes nothing will change until the media stops painting a

bleak picture. How could Tim look at this more positively? University 26 WEICHERT / WDC Customized and Ta r g e t e d Marketing Turning Negative into Positive Positive Attitude: Focus on what is selling in the local market,

not nationally Promote to buyers that with low prices and historically low interest rates its a great time to buy Promote the opportunity to trade up to sellers University 27 WEICHERT / WDC Customized and Ta r g e t e d Marketing Negative Attitude # 2 Negative Attitude: He tells new

Associates they should not expect to sell much right away in this market. How could Tim look at this more positively? University 28 WEICHERT / WDC Customized and Ta r g e t e d Marketing Turning Negative into Positive Ask successful new associates about their recent success to change his own view of what can be

achieved, then share those stories with new associates Participate in Open Houses, prospecting calls/mailings and other activities that will change his perception so he understands there are active buyers and sellers right now University 29 WEICHERT / WDC Customized and Ta r g e t e d Marketing Negative Attitude # 3

Negative Attitude: Will not work with buyers since he thinks no one can get a mortgage. How can Tim look at this more positively? University 30 WEICHERT / WDC Customized and Ta r g e t e d Marketing Turning Negative into Positive Talk to his Manager to learn whether

buyers of recently closed properties were able to secure a mortgage Talk to his GSM to gain a true understanding of the current mortgage conditions rather than relying on hearsay University 31 WEICHERT / WDC Customized and Ta r g e t e d Marketing Positive thoughts bring positive results.

Jim Weichert University 32 WEICHERT / WDC Customized and Ta r g e t e d Marketing Keeping a Positive Attitude Here are some ways to achieve and maintain a positive attitude: 1. Recognize Your Attitude

2. Learn How to Think Positively 3. Set Realistic Expectations 4. Observe How a Positive Attitude Affects Results University 33 WEICHERT / WDC Customized and Ta r g e t e d Marketing 1. Recognize Your Attitude Understanding how you think and act can go a

long way towards maintaining a positive attitude. Use the self-assessment quiz from this session and talk to close friends and family about your attitude to better understand yourself. University 34 WEICHERT / WDC Customized and Ta r g e t e d Marketing 2. Learn How to Think Positively Thinking positively can take time and discipline.

Talk to other people who have a positive attitude and ask them what keeps them upbeat. Read books and articles about how to remain positive. Challenge yourself to find something positive in every piece of negative information you read or hear. University 35 WEICHERT / WDC Customized and Ta r g e t e d Marketing

3. Set Realistic Expectations Set achievable goals for yourself based on your abilities and on what you can control. Expecting too little creates boredom, but setting too high can result in disappointment, causing frustration and thus an inevitably negative attitude. University 36 WEICHERT / WDC Customized and Ta r g e t e d

Marketing 4. Observe How a Positive Attitud Affects Results Becoming a more positive person breeds success. Be conscious of your positive attitude and take note of how that attitude correlated to success. Apply that positive attitude to future situations. University 37 WEICHERT / WDC Customized and Ta r g e t e d Marketing

If you think you can do something or think you cant do something, youre right. Henry Ford University 38 WEICHERT / WDC Customized and Ta r g e t e d Marketing Making Your Market is About Your Attitude

With the right sales tools and a positive attitude we can make an impact on our business. Prices University Rates 39 WEICHERT / WDC Customized and Ta r g e t e d Marketing

Positive Attitude Remember your attitude, and how your clients perceive your attitude, will directly impact your level of success. University 40 WEICHERT / WDC Customized and Ta r g e t e d Marketing

Making Your Market is About Your Attitude When you need an extra kick or attitude adjustment, here are some things you can do: Listen to upbeat music. Think of a positive role model and channel their spirit. Exercise go for a walk, visit the gym or play a sport. University 41 Thank You!

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