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Cleve Gaddis is a Master Coach, speaker, and trainer with Workman Success Systems who works with some of America's most-profitable teams. He specializes in helping family-owned brokerages and teams navigate the challenges unique to family businesses. Cleve hosts "Your Move Atlanta," a weekly radio show on 640 AM, a Fox News station on iHeartRadio. He learned to sales the hard way, by selling vacuum cleaners door to door. To have Cleve speak live to your company, team, or group, connect with him at This email address is being protected from spambots. You need JavaScript enabled to view it..
I’ve been looking for a really powerful theme for the month of December, and the word “RELEVANCE” came to mind.
It’s been a heck of a year, hasn’t it? As we roll into the final month of 2020, I note that the one singular need that continues to show up is the need for authentic “connection”.
In my conversations with friends, many people are yearning to go beyond superficial “chit-chat” and seek a deeper level of connection. There are wistful, quick comments that emerges from these conversations that note a quiet depression, even from those we perceive as the “rocks” of our circle of influence.
The uncertainty most people are feeling is real. Month-to-month, the world as we know it has changed, and along with it, how we interact with others. From shelter-in-place, work from home, online classrooms for our kids, to cautiously re-opening our economy, every month has brought us a new challenge to navigate. As we wrap up 2020, there is the ambiguity of what’s next. How long will social distancing continue? What impacts will this have long-term on our lives, our kids, our social interactions, and our economy? It’s natural that many people are feeling isolated, concerned, and worn out by the constant barrage of worry that is dragging us down.
Even though we have an enormously comfortable quality of life, for which we should be endlessly grateful, this theme recently creeped into conversation at a very posh, small gathering I attended.
At this intimate birthday dinner, , I was stunned to hear this person (who is beyond wealthy) admit that they felt this “new normal caused them to suffer from ‘depression’.” While the lavishly poured, exquisitely fine wines may have impacted the discussion to some degree, I think in the safety of that small gathering, this person felt brave enough to admit they were struggling.
Feeling a sense of depression from social isolation is easy to understand. From our very birth, we are socially connected. In fact, it has been proven that babies who are ignored and deprived of touch suffer and die without physical connection.
We’ve been denied this “social” component in our lives since early in 2020. Even the universal sign of friendliness in the form of a smile has been concealed. Times of joy, as people celebrate new births or weddings, and sadness, as people mourn those who have departed, are being shared via technology. Times when only a hug or a tender touch can convey the depth of your feelings are being replaced using platforms like Zoom, Facetime and video.
It is wonderful that we live in a time where we do have these technologies available to allow us to stay in “touch” virtually, but in the end, we crave real physical togetherness, like hugs and handshakes that engage real energy, with eye-to-eye, face-to-face, in the same room kind of contact.
This distancing has made us aware that in the absence of face-to-face connection, we seek deeper emotional connection. It is apparent that intentional RELEVANT connection has become a prominent key to real emotional exchange.
So, let’s start with us. I want to call this a START Over instead of a Do-Over. This experience with the pandemic and the resulting social distancing has given us an opportunity to reboot. We now so clearly see just how precious, and sometimes fleeting, our human connections really are. These are challenging times. When you think about it, people do the best they can at the moment, and we all need some grace right now.
Tami Bonnell posts such great finds, and today she posted a quote from Yung Pueblo:
“…Be gentle with your words because hearts are fragile”.
As you head into the New Year, vow to be kinder, gentler and more accepting of yourself. That will allow you to be gentler, more accepting of others who may be silently struggling with depression or inner conflict that is wearing them done.
As the saying goes:
“Be Kind. For everyone you meet is fighting a battle you know nothing about. “
2020 has presented more than its share of challenges for our industry, our country, and our families. While we in the mortgage and real estate industries have had recorded setting years, many people that surround us have set the kinds of records nobody wanted to achieve. Unemployment, business closings, and shutdowns have taken a serious toll.
None of the volume or unit records in mortgage and real estate stands alone. The markets led the way with declining rates the desire for homeownership pressured the entry level market, the virus made us all take a look at our housing situation in a completely different light. For the first time the housing market wasn’t all about “Location, Location, Location!” The market has become all about “Function, Function, Function!”
We need to be sure we are aware of the things we can do to help as well as prepare ourselves for the coming year.
• We should look locally to support food banks and other areas to assist those in need.
• My wife and I always work through our Vet to pay for a procedure for someone who can’t afford medical care for a cherished pet.
• Support local hospitals or first responder unit in your area with a lunch.
• My favorite is to find children who are in need of a hand and fill their Christmas list.
• Find a way to support those who have challenges you can help with.
The other area you need to prepare for is that refinances and purchase business aren’t going anywhere anytime soon. Millions of loans in the market still above 4%! FHA loans with permanent MI that can be converted into a conventional product with either no, or less expensive and vanishing insurance. We haven’t even begun to talk about those who would benefit from selling their current home and buying their “Forever Home” now!
There is still much we can do before this year is done. We need to look both personally and professionally at what we can do to make a difference because we are all in a position to do just that!
Next Tuesday, 11/24/2020 will be the November coaching call. I will cover the Three Key Things you need to know to starting 2021 effectively. That will begin at 1pm eastern and will be up on the website www.IMTcoaching.com on Wednesday the 25th!
Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.
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Editor's Note from Terri Murphy:
Could not be happier to learn the news that Susan Yannaccone has been named CEO and President of the Realogy Franchise Group and the first female in that position!
With nearly two decades of leadership experience in franchise management and real estate brokerage operations, Sue Yannaccone assumed the role of Regional Executive Vice President of the Eastern Seaboard and Midwest regions of Realogy’s Coldwell Banker company-owned offices in March 2018.
Yannaccone oversees the sales operations of 239 Coldwell Banker offices in New Jersey, Long Island, Baltimore, Washington, D.C., Central Pennsylvania, Philadelphia, Ohio, Chicago, St. Louis and Minnesota.
In addition to being a mentor and advocate for women in the real estate industry, Yannaccone has been a key driver in Coldwell Banker’s recent brand re-invention in how the brokerage serves agents and in launching many enhanced agent services and programs.
Sue previously served as President & CEO of ERA Franchise Systems after joining ERA as its Chief Operating Officer in 2015. Prior to joining ERA Real Estate, Yannaccone served as SVP of network services for HSF Affiliates and was responsible for all affiliate-facing servicing for the real estate brokerage networks Berkshire Hathaway HomeServices, Prudential Real Estate and Real Living Real Estate.
Sue has been named to the
• Swanepoel 200, an annual ranking of the most powerful people in real estate for several years running.
• In 2016, she was named a Female Executive of the Year by the Stevie Awards for Women in Business and recognized as a “Woman Worth Watching” by the Profiles in Diversity Journal. Yannaccone was named a HousingWire “Woman of Influence” in 2015.
Editor's Note from Terri Murphy:
Could not be happier to learn the news that Susan Yannaccone has been named CEO and President of the Realogy Franchise Group and the first female in that position!
Realogy Holdings Corp has announced the appointment of Susan Yannaccone as president and chief executive officer of Realogy Franchise Group LLC, effective Nov. 30, 2020. Yannaccone will replace John W. Peyton, who was recently announced as the new chief executive officer of Dine Brands Global, Inc.
Yannaccone joined Realogy in 2015, and in her new role, she will oversee the franchise operations of Better Homes and Gardens® Real Estate, CENTURY 21® and ERA®, as well as the franchise and owned operations of Sotheby’s International Realty® and Corcoran®. Yannaccone will report to Ryan Schneider, Realogy’s chief executive officer and president.
“Sue is an exceptional leader who brings deep expertise running both franchise and brokerage businesses at Realogy and within the industry over the past 20 years,” said Schneider. “I am incredibly excited to work with Sue and our brand leaders to further grow our powerful brands for our franchise owners and affiliated agents.”
During her tenure at Realogy, Yannaccone has held senior franchise and owned brokerage leadership positions. Before joining the company, she had more than 15 years’ franchise experience in both commercial and residential real estate and has consistently been recognized as a leader within the industry. Yannaccone recently launched the “What Moves Her” campaign, focused on helping women in real estate develop their professional goals and leadership across the industry.
“Real estate, particularly helping entrepreneurs and small business owners grow their businesses, has been a passion of mine all my career,” said Yannaccone. “I am proud to take on the management of Realogy Franchise Group, particularly as the first woman to hold this role, and I look forward to working closely with our franchise leaders to further position our brands and owners for continued growth.”
“I am proud of Realogy’s talent development, which prepares leaders, like Sue and John, for what’s next in their careers,” Schneider concluded. “I am very much looking forward to working with Sue in her new role, and I greatly appreciate John’s leadership during his time at Realogy. I wish him well in this new opportunity as he returns to hospitality.”
For more information, please visit www.realogy.com.
The election last week has created a number of issues and challenges for the housing and mortgage market. The additional information about a vaccine that is 90%+ effective against COVID-19 has also created a good deal of activity. The important things about these developments are to remain focused on the facts at hand and not what may or may not happen.
I have already had clients talk to me about questions they are getting about a $15,000 homebuyer credit or incentive to buy a house. Apparently Joe Biden made a statement about something along those lines and the internet has run with it. Unfortunately, the internet doesn’t do a great job reminding people that Joe Biden isn’t president; no such thing has been detailed out or approved, so there is nothing to talk about except it may or may not happen, if and when it does, the details will make a difference.
You must limit the conversation as best you can and deal from a factual base that requires the details so they can then be interpreted into reality. Remember the challenges with the last time there was a tax credit plan for first time homebuyers; it created a great deal of stress and in some cases, it burned a lot of relationships. So be careful until you know all the information and how your company will handle it and if it makes sense in your market.
Consumers are also asking if we have hit the bottom of the interest rate market and the only answer I think is worth sharing is that we only know where the bottom of any is long after we’ve hit it! If rates are good for you now, then pull the trigger on the deal. If refinancing is the issue, if you can save some money and its worth doing now, then do it. Rates may not go lower, but they certainly could. I have never had a crystal ball so all I can say is to watch and share information as it appears.
Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.
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Sheila Floyd serves alongside her husband Pastor Ricky Floyd as the Lead Pastors of Pursuit of God Transformation Center in Memphis, TN. She is the co-founder and vice-President of Salvation Revelation Ministries, Inc., a 501(c)3 not-for-profit outreach ministry. Pastor Sheila also serves the Memphis community as a board member of Families Matter, Inc., The Husband Institute, Inc., ReGroup Upscale Thrift Boutique Inc., and Eden Estates Apartments in the Frayser area of Memphis.
In 2013, Pastor Sheila Floyd was a recipient of the Tri-State Defender’s Top 50 Women of Excellence Award, The Kindle Award in 2015, the National Coalition of Women in Ministry - Esther Award in 2016, and the Church Girls Rock Award in 2017.
Pastor Sheila positively impacts the lives of men and women as she conducts her “Reasoning Sessions.” She has overcome severe depression, rejection, physical and emotional abuse. Pastor Sheila authored the book, “You’re Creative, Not Crazy!, The Art of Becoming Your Best Self”, written and designed to help men and women push away from the pains of their past so they can become who they were always designed to be.
In June 2005, Apostle Ricky and Pastor Sheila launched and continues to host the “School of Marriage Enhancement” nationally, drawing the attention of the Trinity Broadcast Network.
Pastor Sheila is a wife, a mother, a grandmother, an executive leader, an author, and a marriage counselor.
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Cleve Gaddis is a Master Coach, speaker, and trainer with Workman Success Systems who works with some of America's most-profitable teams. He specializes in helping family-owned brokerages and teams navigate the challenges unique to family businesses. Cleve hosts "Your Move Atlanta," a weekly radio show on 640 AM, a Fox News station on iHeartRadio. He learned to sales the hard way, by selling vacuum cleaners door to door. To have Cleve speak live to your company, team, or group, connect with him at This email address is being protected from spambots. You need JavaScript enabled to view it..
This is the last installment of this year’s business planning process. Looking back over these five posts in October and revisiting the Business Planning module on the IMT Coaching website should make it simple to create your plan, systems, and schedule to make it all happen.
The one special reminder of this year is to be sure you weigh out your numbers to match your business and your markets. Nationally speaking, purchase business is up more than 20% while refinances are up better than 80% over 2019. It’s important to look hard at your numbers AND your local market to see how that plays out. To be sure we are not likely to see a 1% drop in interest rates in 2021 that we saw in 2020. While I don’t see a dramatic rise in rates in the first part of 2021, I also don’t see rates rushing higher either. However, many of the refinances that were easy to identify and do, you are likely to have done, so that second wave of opportunity will likely be more work to identify.
Now purchases are a different story. It seems to me that the activity in the purchase arena will be just as strong in 2021, and in some markets you might expect better numbers than you have seen this year. While the purchase business is likely to replace the refinance opportunities you may see dissipating, repeating the total volume in 2021 will likely decline for you if you don’t have a plan to capture and retain those key new referral partners we have talked about in past blog posts.
So when you are weighing out your numbers; check the blend of your business and then see what those numbers look like if you grow purchases by 20% and see a decline of 40% to 50% in your refinances. If the new totals still work for your plan, you are fine; if not, you need to press into those new referral partners the balance of this year so you can gain the commitments you need to succeed! It’s very likely that you will find all the new referral partners you will need by pushing hard on the “Other Professionals” side of your triangle that will help you get what you need.
As always, if you have any questions or comments you can visit the www.IMTcoaching.com website or email me at This email address is being protected from spambots. You need JavaScript enabled to view it.
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