Friday, September 05, 2008
Half A Lunch And One Great Conversation Later . . .
Just back from lunch.
Writers also like to eat!
I usually prefer to eat alone (low "yellow" in the personality) because it gives me an opportunity to read and reflect and possibly have a great conversation with myself about any number of things.
Lately, though, I'd prefer not to eat alone because it's harder to eat only half. A couple of years ago I read a book passage from a British author who said that Americans eat twice as much as we should. (Those Brits have their nerve, don't they?).
I knew she was right--at least about me--so I started eating half and, voila!, lost some weight.
During the last couple of years people have asked me about my weight loss and I've eagerly explained that I eat half of what I used to eat. I say eagerly because it's a reminder to me that if I want to keep the weight off I must continue to eat half of what I used to eat, and maybe less (especially when I'm adverse to exercise).
But it's more difficult to eat only half when I'm alone because if the food is good, why not just eat it all? Even if the food isn't all that good (and it rarely is), if my conversation isn't going well then it's all the more reason to eat it all!
But if I'm with someone, especially someone who knows (or heard me state) that I lost weight by eating only half--then there's a good chance they are going to check and see if I really walk the talk. They may not say anything, but they're looking to see if I really do eat only half.
Today I was alone. The food was good. The conversation was terrific--I'm mentally preparing to write the next chapter in GET IT (it'll be a good one!)--and thankfully I didn't have to work too hard to leave half.
I also couldn't help but notice the cute elderly couple sitting across from me. Elderly as in their 80s. I noticed they also only ate half! Of course, she weighed maybe 80 pounds. He was a little chunky and wasn't quite so eager to give up half his sandwich for the To Go box, but he had also just consumed a bowl of oatmeal, so she slapped his hand and made him give up the sandwich.
I couldn't help but laugh.
She looked my way and said, "He's had plenty and he can eat the rest for dinner!"
So now I have a fall back plan. If I'm still struggling to eat half in my 80s, I'll be sure to take my wife along to lunch and let her slap my hand.
On the other hand, if you're in your 80s shouldn't you just eat what you want and as much as you want? And if I'm going to get slapped when I'm in my 80s shouldn't it be for reaching for something better than food?
Enough now. I'm going to write.
Unless you send me an email!
Friday, September 05, 2008
If You're Not Buying Or Selling A House, I Hope You're At Least Getting Ready To Do One Or The Other
Supposedly I'm at home writing the book GET IT about successful HomeVestors franchisees.
Well, at least I'm at home.
It's now occurred to me that writers are a lot like real estate investors when they are getting ready to buy or sell a house. You know, they check the comps, they look at the neighborhood, they look up the rents, they think about it, they talk to people, they talk to mortgage companies, they place ads in the newspaper, they do a dozen other things while they're getting ready and all of it, I suppose, is necessary to successfully buy or sell a house.
It works that way for writers, too. I have yet to write the first word for the book today and here it is 1 p.m.
But I've done a lot of writing since I got started early this morning.
This is my second blog article for the day. I've written several dozen emails, some of them lengthy. I've done some rewriting on a chapter that I completed yesterday--that's sorta like admiring the house you bought yesterday, which gets you ready to buy another one today. I've done some of the script writing that I'll need for Sunday's Real Estate Investors Hour (you listen, don't you? Every Sunday at 8 a.m. CST at HomeVestors.com).
And somewhere about 3 or 4 p.m. I'll actually start writing a chapter. The real writing always gets done after 5 p.m. when the world shuts down. There are no emails. No phone calls. Just the keyboard, the blank computer screen, my notes, and me. Nothing left to do but write into the night and sometimes into the blessed morning hours.
How sweet it is! I hope buying and/or selling are just as sweet for you today.
Friday, September 05, 2008
It Pays In More Ways Than One To Be An Implementer . . . And So Few Are!
Received an email from a franchisee whose name I'll keep confidential for the moment . . . again, it's a situation where the personality is not the key, the message is.
He wrote:
"(Partner) and I were talking today about how when he goes into a room he assumes he’s the dumbest guy there, and when I go into the room I assume I am among the smartest. But both notions focus on the wrong thing: perceived intellectual abundance or lack. I theoretically might be the smartest guy in the room, but how I stack up against everyone else is irrelevant. What is relevant is what one piece of information the speaker/convener/teacher has that I don’t have, that if I would grasp and take home and implement would accelerate my success."
My comments:
Franchisee: Can't help but think how much alike we are . . . it's the red personality profile. Fortunately we're both smart enough to know that the point is to grasp new information and use it!
He continued:
"When I go to a meeting--one of our HVA events or another--I take a notebook and I write down ideas and concepts; some presented, and some that just occurred to me as I sat and listened. I then go home, filter through the information and begin issuing emails to my team instructing changes and adaptations of how we operate; or on the bigger things schedule discussion. The point is--I don’t just listen and then discard, I gather and implement."
My comments:
Again, we're frighteningly similar. I say frighteningly in an endearing way, by the way. Should there really be two of us? (More frightening: There are manny of us among Team HVA). . . . I am sure my team cringes when I go to a seminar knowing that I'm going to come back loaded with information, ideas, changes--all requiring lengthy emails and meetings for implementation. I once had an assistant who quit on me one Monday because she said she could not take my weekends. I worked through the weekends and piled paperwork on her desk and one Monday she just had enough of that. Hey, you win some, you lose some.
He concluded:
"You know well how most people go to the seminar, buy the book in the back of the room, and never open it nor do they actually 'do' what they were taught. I believe one of the key critical success components is to be an implementer. When you are taught to do something, take it home and implement it at once. Inspiration without application leads to frustration."
My comments:
Absolutely! And let me tell you how a "red/green" personality works a seminar or workshop as an attendee. I don't do this now, though recalling it has given me an idea. Here's what I used to do. I'd go to an event with my notebook (later my laptop) and I would record everything and number each point or idea. At the end of a seminar I'd have 128 or 315 or 610 brainstorming, revolutionary, cutting edge, must read ideas from whatever seminar it was. It was just my list, of course, with my commentary. I'd type it up, put a headline on it, and put a price of $197 or $1,097 (the 7 is significant in direct response) on the package and then promote it as the latest and greatest information to my clients and prospective clients! Rarely did I actually sell a report--that wasn't the point. Instead, I gave the "valued report" to my clients FREE (value-added), and I used the report as a "teaser" to attract prospective clients. Gave them the $1,097 report FREE if they gave me some information that I could then use to prepare a sales presentation for them. Worked beautifully. And in several different ways. I just told you the first two: it helped me keep my clients and it helped me find new clients. But it also helped reinforce what I learned at the seminar and in many cases I was able to implement the ideas as a result of the note taking. It also positioned me as a leader/thinker/activist in my industry.
In our real estate investment industry, the experts tell us that less than 3% of the people who attend real estate investment seminars and boot camps--less than 3%--ever buy a house! We're not an industry of implementers (truth is, I've yet to find an industry of implementers--hooray, hooray). That provides more opportunities to those of us who are indeed implementers. That's how houses are bought and sold and how businesses get built.
I hope you're an implementer!
Monday, September 01, 2008
Seniority And Steady Productivity Are Hallmarks Of Success At HomeVestors
When you have a high "blue" personality you've got a lot of ideas, and you enjoy looking at numbers and information and coming up with new ways to dissect current circumstances, such as the performance of franchisees in your network. That "blue" drives VP/Team Development Ken Channell to develop new reports and lists, such as one that he sent me a couple of days ago. "I am working on this and you might find this interesting," he said. It's a list of the top 25 franchisees based on buy closings since the beginning of HomeVestors.
I do find it interesting! In recent years we've had numerous franchise offices close more than 100 buys in a 12-month period, and we still frequently hear from franchisees who tell us that they plan to buy and close in excess of 100 houses annually. A few are working on that goal right now, in fact.
But in our 12-year history of house buying, who would you expect to lead the list of the Top 25 Closers of all time?
Maybe you'd expect, as I did, to see the name of a franchisee who routinely buys and closes more than 100 houses a year. But that's not the case. If you've got seniority and steady productivity on your side, you're going to top that list.
Which is why The Real Advantage, Cal and Robin Wilkins, lead the list. They bought the first HomeVestors franchise in 1996 and continue to operate it quite successfully a dozen years later. Right behind them: The second oldest franchise in our network, TRED Properties in Houston, Jeff Burrell, Jim Youngblood and Rich Drake.
Cal and Robin routinely set 100 buy closings as a goal each year, but they know better than to let a goal control common sense. I think they've hit the goal a time or two, but year in and year out they average 63 buy closings. TRED, after 11 years, averages 65.
Not surprisingly, in third place is Cal Mat Properties, Craig Calhoun, Kimberly and Mark Mattlage, coming up on 10 years in the network. In recent years they've closed on more than 100 properties annually, but their average is 70. Further down the list, just completing his 5th year, Bob DeClue at RMD Investments is averaging 85 buy closings annually.
In a few more years, one of these "younger" franchises might overcome The Real Advantage and TRED, but I wouldn't put money on that because the old-timers are consistently good at what they do and they don't like losing their top positions. It's good for them to feel a little threatened however--it'll help them buy a couple of extra houses this year.
Saturday, August 30, 2008
First DAs and AFs About To Join HVA Network
Some 30 full-service HVA franchisees have completed a request for consideration for the Development Agent (DA) opportunity that we officially announced at the Leadership Invitational (LI) earlier this month. The first two of those applicants will be presented to HVA's Approval Committee next week. Most of the applications were submitted during the LI.
Meanwhile, almost as soon as we posted information on our Web site about the new Associate Franchise (AF) program, we attracted applicants! The first of those will be presented to the Approval Committee next week.
Just to be clear, both of these opportunities are available to existing franchisees, as well as former franchisees. The initial requirement is that the applicant must be in good standing with HVA.
We distributed a lengthly FAQ at the LI to explain both programs, as well as to emphasize that we are not moving away from our full-service franchise offering: We are continuing to recruit and sell full-service franchises at $49,500. The AF offering, with a $12,000 franchise fee, is only for individuals who want to work part-time and who do not want to open an office or build a team, but who would benefit from working with a DA. If you have questions about these programs, consult the FAQ on the Message Board.
There's no fee for the DA program, and existing franchisees who transition to an AF will not pay a fee.
If you have additional questions about these opportunities, talk to Jason Killough, VP/Franchise Development, at 972-532-8009.
Tuesday, August 26, 2008
Watch What You Say And How You Say It
For whatever reason--possibly because they are mostly volunteers--the folks who type the messages for Church Bulletins don't always do a thorough job of editing their words and saying what they really mean. But they sure do provide entertainment! Reading some of their messages is a good way to improve our own communication skills.
Watch what you say and how you say it!
Here are some examples:
The Fasting & Prayer Conference includes meals.
Ladies, don't forget the rummage sale. It's a chance to get rid of those things not worth keeping around the house. Bring your husbands.
Remember in prayer the many who are sick of our community. Smile at someone who is hard to love. Say "Hell" to someone who doesn't care much about you.
Don't let worry kill you off - let the Church help.
For those of you who have children and don't know it, we have a nursery downstairs.
Irving Benson and Jessie Carter were married on October 24 in the church. So ends a friendship that began in their school days.
A bean supper will be held on Tuesday evening in the church hall. Music will follow.
At the evening service tonight, the sermon topic will be "What Is Hell?" Come early and listen to our choir practice.
Scouts are saving aluminium cans, bottles and other items to be recycled. Proceeds will be used to cripple children.
Please place your donation in the envelope along with the deceased person you want remembered.
Potluck supper Sunday at 5:00 PM - prayer and medication to follow.
The ladies of the Church have cast off clothing of every kind. They may be seen in the basement on Friday afternoon.
This evening at 7 PM there will be a hymn singing in the park across from the Church. Bring a blanket and come prepared to sin.
Ladies Bible Study will be held Thursday morning at 10 AM. All ladies are invited to lunch in the Fellowship Hall after the B. S. is done.
The pastor would appreciate it if the ladies of the Congregation would lend him their electric girdles for the pancake breakfast next Sunday.
Low Self Esteem Support Group will meet Thursday at 7 PM. Please use the back door.
Weight Watchers will meet at 7 PM at the First Presbyterian Church. Please use large double door at the side entrance.
The Associate Minister unveiled the church's new campaign slogan last Sunday: "I Upped My Pledge - Up Yours."
Sunday, August 24, 2008
"Big Ideas" Shared At Leadership Invitational
"This business is an ever-changing target" said Phoenix franchisee Tim Risley and there's "constantly a need to get pumped up," said Tucson franchisee Fred Hubbard.
Some 50 franchisees and corporate members of Team HVA couldn't have agreed more with these sentiments, which were expressed in the closing moments of the 2008 Leadership Invitational at magnificent Lake Tahoe.
"The opportunity to sit and talk casually to so many people who know much more than I do is invaluable," commented New Jersey franchisee Jim Wiley. Atlanta franchisee Ian Mendelson added, "The side discussions and informal socializing is of real value to me."
Detroit franchisee Kim Drake commented that she's thankful to be "part of a network that is so dedicated to us (the franchisees). I'm more excited than I've been in years." Similarly, Georgia Junior Market franchisee Randy Perez said, "It's smart for HVA to put yourselves in our shoes and HomeVestors does that consistently."
Dallas franchisee Chas Carrier said he's amazed at "how well you (HVA Leadership Team) keep up your positive attitude" in spite of the tribulations of recent months. "There are big ideas in the system!" he added.
And indeed we unveiled numerous "big ideas" during the LI, an annual, invitation-only event that includes HVA's top performers in closings, sales and overall performance. Also invited: Ad Council Presidents and members of the Franchise Advisory Council.
Highlights of the LI:
1. The DA Model, which provides an opportunity for full-service franchisees to become Development Agents and recruit and support their own network of Associate Franchisees (AF). The roll out of this program is perhaps the most eagerly anticipated event in HVA's history. Before we left Lake Tahoe, 15 franchisees had already completed applications to be considered for a DA. Some of them said they had already recruited AFs! We anticipate appointing our first DAs by mid-September and signing our first AFs by early October.
2. RESULTS. Our long-awaited CRM program, which has been developed with the help of several franchisees and championed by former franchisee (now a consultant to HVA) John Holman, received enthusiastic support. Fort Worth franchisee Wes English is already using the program and Atlanta franchisee Todd Reid will be trained to use it in the next few days. Then, Holman will conduct regional training for RESULTS, the first to occur in New Jersey. Watch the HVA Web site and The Vestor's Voice for details. Talk to your Ad Council President for information about when training might occur in your area. Training is on a first-come, first-served basis and New Jersey was selected as the first training locale because 3 NJ franchisees requested the training during the LI. Training will also occur in Dallas. Eventually, every HVA franchisee including AFs, will use RESULTS.
3. The Wealthbuilder Investor Network was further advanced with the input of our LI participants. HVA's Marketing Department is working on the roll out of this program before year's end. The network provides opportunity for franchisees to recruit investors who will pay a monthly fee in exchange for information from HVA, and a relationship with HVA franchisees. More details will be forthcoming.
4. Lobbyists for National REIA conducted an intense workshop to better prepare our franchisees for grassroots lobbying . . . and guest speaker, Andrew Waite, publisher of Personal Real Estate Investor Magazine delivered a timely "big idea" presentation that further substantiated HVA's leadership role in the indusry and our market dominance.
Of course, there were many other topics discussed as well, but perhaps nothing was more important than the opportunity for a small group of top-producing franchisees to network, socialize, exchange ideas and get re-energized for the final quarter+ of 2008.
Next up: The 2008 Annual Convention in Las Vegas!
. . . You want to attend the 2009 Leadership Invitational? Now's the time to start working for that privilege. It will be held in August at a new and exciting location to be announced in the next several days! Why not make it your goal to qualify for 2009?
Friday, August 22, 2008
"Why Don't They Use Common Sense?"
Ever hear someone lament: Why don't they use common sense?
Ever think that about your staff . . . your spouse . . . your kids?
Come on now, we've all done it, heard it, said it.
Problem is, that's usually not what we really mean. We say, "Why don't they use common sense?" when we mean, "Why don't they do it the way I would do it? . . . Why don't they use my common sense?"
Chances are they don't, or didn't, because you never told them or showed them how.
Think about it.
Thursday, August 21, 2008
Take A Moment For This Reflection
Are you as good at managing as you are at buying and selling?
If the answer is No, then let me ask you another question: Why don't you just buy and sell?
In my experience advising franchisors and franchisees, I've often noticed that my client was really good at A and not so good at B. But for whatever reason my client insisted on doing B!
Why?
Why is it that entrepreneurs believe they must or can do it all?
What's really sad is when you know a business could thrive if only the entrepreneur would get out of the way and do what he/she does best.
It's usually not managing!
Managing is every bit as much of a skill as are buying and selling.
Yet most franchise companies do not train franchisees to manage. For one thing, it's hard to do! By nature, franchisees don't want to sit still long enough to learn how to manage. And it's not what they do! They'd rather buy and sell . . . but for whatever reason, they often insist that they manage the place.
Why?
Oh, because they own it. They don't trust anyone else to do it. No one will do it the way they want to do it. They don't want to pay someone to do what shouldn't be all that complex (in their mind) if everyone would just do what they were told to do!
It makes no sense, really, but entrepreneurs aren't always about making sense -- they're about making money. And yet, more of them could make much more money if they'd get out of the way and make sense when it comes to doing what they do best and letting someone else do what they don't do well.
Believe me, in our franchise system there's more money to be made by the franchisee getting out of management.
. . . By the way, one of the best forums for teaching you how to manage and how to turn over the reins of your business to others is the Strategic Coach Program. The "Coach" program teaches that we each have a unique ability and if we learn what it is and then focus our attention on fulfilling it we can become extraordinarily successful and perhaps even wealthy. It's not a perfect program and it lacks what Gerber provides in his mentoring program, but it's a good fit for many entrepreneurs.
Wednesday, August 20, 2008
Who Will Prosper In The Upturn? Those Who Prosper In The Downturn!
Picked up this gem during a Strategic Coach meeting . . .
The best people in any industry will always be busy even in a downturn for that industry. If you were "made to do this"--whatever "this" is--then you will not only endure but excel in a downturn and you are setting yourself up beautifully for the upturn that's to come in the future.
So if you're doing well right now, in this downturn, pat yourself on the back and get ready for the good things to come!
Because they're coming!
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