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There’s nothing worse than being a non-profit organization when that was not your intention!

The first issue to address is that profit is a good thing. Companies don’t survive without it. Jobs do not endure without company profit. Yes, profit is a necessary component of your business plan, and we should be proud when we make a profit. It shows that we had the initiative to figure out how to make our revenues exceed our expenses.

With profit, we can retain some of the earnings for capital expenditures so that we can expand and produce more products or render more services over time. With profit, we can return some of it to the shareholders who enabled the entity to exist in the first place. With profit, we can entertain the idea of giving our personnel raises in pay and can hire more people to grow even more. With profit, we can expand our territory and broaden our product line to serve more people.

To make a profit we must focus on increasing revenues and decreasing expenses as best we can.

Rule number one in this entire process is for everyone in the company to be conscientious in their attempt to contribute to the organization’s profitability. In essence, the boss is buying the services of each employee at wholesale so that the fruits of their labor can be sold at retail. Everyone should have pride in the profitability of their company and the noble goal of making a profit. If we are to take advantage of the opportunity to thrive in our environment of free-market capitalism, we must believe that we are all participating in a good cause to help people (our customers) solve problems and satisfy needs. 

I agree with Sr. Winston Churchill who said that “Socialism is the philosophy of failure, the creed of ignorance, the gospel of envy, and its only inherent virtue is the equal sharing of misery”. It can’t be said any better! 

So, if we’re going to attempt to make a profit, we must be focused on margin. Margin is the difference between gross sales and the cost of goods sold. Factor in all the other expenses and you come up with your net margin.

All employees need to be concerned about margin so that profit can be assured. That’s the reason that salespeople should be training on how to sell value rather than cut price! And all employees need to be reminded that a dollar wasted is another dollar off the profit column.

Let’s say a company sells a $1,000 item and has a 40% gross profit ($400). If a salesperson sells the item for $900, that’s only decreasing the sale price by $100 or 10%, but it reduces the gross margin from $400 to $300 representing a 25% cut in the margin! Margin should be sacrosanct. When you give away margin you are putting into question the viability of your enterprise!

What if in a similar scenario a company’s gross margin is, say, 30%, but after all other expenses, their net margin is only 6%? If that same salesperson discounted a product by 10%, it would wipe out all profit and impose a 4% loss on the company. These are simple lessons, but salespeople need to be reminded periodically of how the math works. 

I’ve known some salespeople who have worked harder to sell their sales manager on a discounted transaction than they did to sell the prospect on the value of the product offered at the quoted price! Once again remedial training is in order. 

Respect your company’s ability to make a profit, contribute to the continuing effort to do so, and take great pride in the fact that your company is enduring because you have the courage and initiative to sell value rather than cut price.

Posted On Friday, 19 February 2021 00:00 Written by

Part 3 in a series. 
Part 2: Would You Get a C Score on Your Relationship Report Card? Want to Kick Your Score From a C to an A+? Author Greg Godek Shares How a Relationship Report Card Boosts Love & Romance
Part 1: Need a Little Romance Tip for Valentine's Day? Get the Scoop From Mr. Romance Himself, Greg Godek, Author of 1001 Ways to Be Romantic


Photo Greg JugglingBooks copyGreg Godek

Sure, you could buy some roses.
Yes, you could cook an elegant romantic dinner.
Of course, you could give a heart-shaped box of chocolates.

But sometimes you want to do more than that. Sometimes you want to show just how much you really care, how much passion you really feel, and how much more your partner means to you than absolutely anything else.

Packed with unique suggestions, easy gestures, and thoughtful gift ideas, 1001 Ways to Be Romantic is a romance kit “worth memorizing” (Boston Herald). It’s a must-have for anyone, in any relationship (whether dating, engaged, or married for 50+ years!) who wants to spark some more love in their lives.

Posted On Friday, 19 February 2021 00:00 Written by
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Posted On Wednesday, 17 February 2021 13:35 Written by


Heidi Kuhn As the Shelby County Criminal Court Clerk, I understand that public service has never faced as stern a test as it does today. People are watching our government, and with this challenge comes opportunity. They want to be reminded of that distinctly American feeling that theirs is a government of the people, by the people and for the people, a government that works for them and it is my goal to serve the public by standing up for them and making the Criminal Court Clerk’s Office stand out by being effective and efficient in our service.”

Heidi Kuhn started her career with Shelby County Government in January 2001 as the Executive Director of the Crime Victims Center, advocating for victims and fighting for their rights. She was then appointed as the Deputy Director of Community Services, where she was responsible for all victim and offender services, as well community support divisions, such as the Aging Commission, the Community Services Agency and Veterans Affairs. Ms. Kuhn then became the Director of Training where she developed a Training Center for the County from concept to fully operational status. Prior to being elected Criminal Court Clerk in August 2018, she served as the Special Assistant and Lead Strategist to Sheriff Bill Oldham, researching, strategizing and implementing innovative policies to enhance law enforcement and jail operations.

Ms. Kuhn believes in giving back to the community and thus has served and continues to serve on several boards and is active within the community. She is a member of Leadership Memphis, an Adjunct Professor for Christian Brothers University, she held a position on the Advisory Board for COMEC (Commission on Missing and Exploited Children), a Foundation Board Member for the Shelby County Drug Court, Past Vice-Chairman of the Lakeland City Economic Development Commission and the Lakeland City Design and Review Commission, Past President of the Domestic Violence Council, a Board Member of Greater Memphis Media, Inc., an active member of the County Officials Association of Tennessee (COAT), and a member of the International Association of Government Officials.

Ms. Kuhn holds a Master’s degree from Christian Brothers University Business School and a Bachelor’s degree in Education from the University of New Mexico. She also holds certifications in Leadership, Management and Ethics.

Clerk Kuhn is committed to serving the people of Shelby County to the best of her ability and she is dedicated to making sure the Criminal Court Clerk’s office strives towards effective and efficient government operations. 

Posted On Wednesday, 23 June 2021 00:00 Written by
Posted On Tuesday, 16 February 2021 14:45 Written by


Krisstina WiseKrisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies.

 

Posted On Wednesday, 28 April 2021 00:00 Written by

What do people say about you when you’re not there?

Are you the type of person who buys FIVE $1 Lottery Tickets every day and hands them out to random people who do their job well as you interact with them?

Keep reading to learn about this fascinating person who lives The Promise named Dr. Louis Sportelli!

The Promise to be uniquely you, and spreading your goodness, is how you will be thought of and remembered.

Do you make people laugh?

Do you make people think?

Do you do anything at all that is memorable?

I remember the first time I was trying to come up with a parody to the classic song, “Unforgettable” by Nat King Cole and daughter, Natalie Cole.

Eventually I decided to just sing it straight because I didn’t want to ruin this beautiful song for everyone forever – as I have with all the parodies I have created.

You’re welcome!

The story goes that I had just failed, for the umpteenth time, to remember a person’s name that I saw nearly every week but couldn’t capture it in my brain.

I absolutely could not associate anything to this person that could help me remember them (which sounds terrible to admit, but I speak the truth!).

The following words came to me in relation to the consistent incident, with the tune of the song humming in my mind:

“You’re forgettable…that’s what you are.  

Unforgettable, you never are.  

That’s why darling, it’s incredible, how someone so forgettable, makes me want to be unforgettable, too.”

Ok, well, it’s a brutal parody now as I re-type this, I hadn’t thought about this in years until this moment!  I mean that’s just downright mean…

But when I was in my early 20’s that was how I was thinking:

How can I be NOT like this guy?  How can I be UNFORGETTABLE?

~

The following newsletter story was sent to me from my Dad, John Hewlett, a story shared by his friend, the successful filmmaker, Jeff Hays.

I hope you enjoy this unforgettable story as much as I did regarding the legend of Dr. Louis Sportelli.

I have a mentor named Louis Sportelli who built a successful chiropractic practice in a very small town in Pennsylvania. He ended up serving as chairman of the American Chiropractic Association as well as the primary malpractice insurance company for chiropractors. Without a doubt, he was the single most powerful voice in the chiropractic profession.

Soon after I met him, I got a thank you note in the mail, and then a month later a book with a sticker in it: from the library of Louis Sportelli, signed to Jeff Hays. He’d send a letter along with it saying why he thought it might be interesting to me. Over the next several years, I averaged a book from Louis once every two to three months with a handwritten note: “Hey, thinking of you. This book reminded me of you, thought you would like it.” 

I’m well known for never wearing a tie, but one year on my birthday, a package arrived with a Brioni tie inside, a very expensive Italian designer brand. Louis had pulled it out of the box and tied it, then put it back in the box with a note: “Jeff, I took this out and tied it because I know you don’t know how to tie one of these things.”

He doesn’t do this only with me. He does it with everyone. Every high school student who graduated in his town in Pennsylvania got a book from Louis called 1,001 Careers with a note made out to the graduate, saying, “Congratulations on graduating from high school. It proves you can finish something. You notice in the book I underlined chiropractic. I don’t want to steer you one direction or another, but if you’re ever interested in that career, call me and I’d be happy to tell you my experience. I wanted to send you this just to congratulate you for your accomplishment.” He did this for decades. 

Every day, Louis buys five $1 lottery tickets. When the guy at the car wash does a great job, when somebody smiles at the grocery store, he captures their name and sends them a note with a lottery ticket: “Hey, thank you for doing such a great job on my car. I hope you win a million bucks.” 

Can you imagine the effect? This is how you build a multi-million-dollar practice in a small town—one relationship at a time. The income he earns, that’s money. But the relationships? That’s wealth.

How are YOU unforgettable?

Even the simplest, smallest actions that seem insignificant can be HUGELY memorable moments for those you customize your connection with.

When you consistently connect with others due to your unforgettable commitment, the compounding effect will create countless celebrations of your character.

Today’s Promise Prompt:

What ONE ACTION do you utilize daily to be unforgettable, like Dr. Sportelli?

If nothing comes to mind, what do you Promise to Commit to today in order to become that person?

 

Source: JasonHewlett.com

Posted On Tuesday, 16 February 2021 00:00 Written by
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Posted On Monday, 15 February 2021 00:00 Written by

In 2018 I traveled the country sharing with real estate agents and mortgage professionals my concerns of pending troubles approaching our industries. I tried to share and warn people about the growing trend of buying leads and building teams of people to call and message those leads one after another in hopes of securing and potential transaction. This process was only further complicated by trainers and coaches in both professions sharing the belief that buy purchasing and chasing leads, and by building large groups of people dependent on those leads for their income, that the very skills needed to be self-reliant was in jeopardy. 

The matter only gets more complicated when those leads are largely purchased from companies who are not just in the lead selling business, but in the business of taking over the real estate and mortgage business. I also warned those people that once real estate agents, mortgage people, and the very companies they work for become addicted to buying leads and chasing deals, it wouldn’t be long before the prices of those leads would go higher and the very companies selling the leads would themselves become a competitor.

Well, it’s 2021 and look at the markets. More and more licensed people no longer have the ability to self-generate an opportunity as independent professionals and now work either for these companies in a call center, or for a company as part of a team that only funnel business up through a central person. It’s not hard to see right before our eyes it all happening. Those just a few years ago thought it never possible are now in direct competition with the same companies they are buying their leads from!

You only need to look and see these companies or subsidiaries of them are licensed real estate brokers in many if not all fifty states and DC. Partner companies are now originating mortgages as well. The lines are drawn and the battle is engaged but far too many still don’t see it. As I said in 2018, it would be less than five years before more than half of all licensed mortgage and real estate licenses were issued to those who DON’T work for themselves or work as part of someone else’s team or call center. I think that time may be coming even faster than that!

Just take a look around you and see the size and scope of the lead generation business. Look at the players who are buying up companies one by one and those who are the consumers of the leads as well as the ones paying for them. Then ask a simple question; “why would I be paying money to a company that has a mission to either put me out of business, or get me to work for them and earn less money for my work than if I did it myself?” What you see may surprise you; maybe even scare you! 

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.  

Posted On Monday, 15 February 2021 00:00 Written by
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