For Real Estate Sales Professionals

October 7, 2002 E-zine


October 7, 2002
























More than 30,000 subscribers

Always be determined to become the
best real estate agent in your territory!

In this Issue:

1. How to Publish a Great Real Estate E-newsletter

2. The Curse of the Mediocre Agent

3. Laughing All the Way to a Listing

1. How to Publish a Great Real Estate E-Newsletter

Are you currently publishing an E-newsletter for your clients and prospects? If you're not you're missing out on a HUGE opportunity for developing great new business!

Recently I was interviewed by Jack Peckham, the Executive Director of the Real Estate Cyberspace Society, and during this audio interview I talked about the best ways for real estate agents to write and publish E-newsletters that make money. Normally any audio interviews that Jack does are only available to paid members of the Real Estate Cyberspace Society, but Jack has been kind enough to allow me to provide you with a link to listen to my interview with him for FREE.

The interview is approximately 28 minutes long and during the interview I cover everything you want to know about exploding your real estate business by sending out an "E-zine" to your territory. And as you'll hear during the interview, if you don't begin to publish an E-newsletter very, very soon in your territory you may quickly lose the opportunity to successfully publish one for the rest of your career.

I also discuss an amazing new technology that will literally put your real estate prospecting and follow-up on autopilot!

If you are an agent committed to transforming your business and you don't want to let your competition get ahead of you I highly recommend that you listen to this 28-minute interview!

Click Here to Listen to the Interview

2. The Curse of the Mediocre Agent

When I first began coaching real estate agents full-time about 4 1/2 years ago I thought that I would have an incredible opportunity to work with mediocre agents and transform them into top-producing agents. After all, we both know that there are many more mediocre agents out there than there are top-producing agents. But after I began marketing myself to real estate agents and companies I noticed something quite unexpected---it was the agents who were already the top producers who were hiring me to coach them!

After I began to recognize this I stepped aside and thought about it for a moment. Why, with so much opportunity out there for them to improve their business, were the mediocre real estate agents not interested in working with a coach and yet the top producers at the same time were extremely excited about the opportunity to do so? Then it finally hit me. For the top-producing agents to have become as successful as they are they have constantly been willing to embrace change, try new approaches, and continually reinvent themselves along their path to incredible success in their real estate sales careers. Mediocre agents, on the other hand, have fallen into a certain predictable routine in their real estate business and they are simply not very motivated to make changes to that routine. Yes, they would love to make big money---who wouldn't love to make big money? But in the end when all is said and done the mediocre agents would rather have the comfort of the day-to-day routine that they have established in their business than embrace change and try something new. That's why they continue to be mediocre.

In real estate sales the top-producing agents are where they are because they want it more. They are simply much hungrier than the mediocre agents are for success in their career. Now of course the mediocre agents would love to achieve the same success as the top-producing agents but they insist on doing so completely on their own terms. They don't need any help, guidance or new ideas. They'll figure it out on their own, thank you. And in their own mind they know exactly what they are doing and always think that they are just a few months away from turning their entire career around. What they don't recognize is that you can't turn your career around while working the same game plan that has always produced mediocre results. And trying to work harder at the same game plan is not going to do it either.

Whether you're a top-producing agent, a mediocre agent, or somewhere in-between recognize that the sum total of everything you know about success in real estate has gotten you to exactly where you are right now in your career. If you really knew what it took to become more successful  you'd have already done it by now. It takes new learning and a new game plan to achieve the next level of success that you want.

When you're truly ready to become more successful in your real estate career don't go it alone. This is one of the biggest traps that real estate agents fall into. When you're ready to take your production to the next level find someone who will guide you and show you the way to get there fast. 

Recently I heard business consultant and motivational speaker Brian Tracy say that the best way to achieve the success that you want is to find someone who knows how to get you there and follow their direction.

Anything other than this will be more aggravating, painstaking, and will definitely take you much more time.

3. Laughing All the Way to a Listing

Never underestimate the power of laughter. 

About 15 years ago I was working on obtaining a $2,000,000 listing along with Robert, another agent who was working in my office. Normally the two of us didn't partner-up on listings but this time we decided to see how we could do working together as a team.

Robert and I were very different from each other. I was much more conservative and always dressed in a suit while Robert was a sport coat, slacks, and tie kind of a guy. He also had a much wilder, off the wall personality, too.

We met with the owner of the building in his office in Downtown L.A. and proceeded with our listing presentation. When we were finished with the presentation we handed him the listing agreement we had prepared and asked him to sign it. He thought for a moment, paused, and then told us he needed some time to think it over. What happened next is something I will never, ever forget...

Robert was standing in front of the owner's desk looking at him. Robert then began to loosen his tie, change his body posture, and move his head to one side jiggling it around while saying, "I tell you I get no respect!" He had spontaneously gone into a full-blown impersonation of Rodney Dangerfield right in front of the owner--and he wasn't going to stop until the owner gave him what he wanted!

I just sat there in stunned silence. I couldn't believe that Robert would do something so unprofessional during a listing presentation. However, still sitting in his chair, the owner of the building was laughing hysterically! He loved what Robert was doing! In fact he immediately did an about face, signed the listing agreement we had given him while he was still laughing, and sent us on our way back to our office. I will never forget that moment as long as I live.

So what did I learn from my experience with Robert? I learned just how powerful laughter can be during real estate negotiations. What I had previously thought was uncalled for, unprofessional behavior turned out to be exactly what needed to happen in order for us to walk out the door in that exact same moment with the listing!

The truth is that people love to laugh. And in many business situations the tone can be very, very serious. So when you make people laugh you make them feel good about working with you which will only help your opportunities for success in your real estate career.

Now, with all things being equal, wouldn't you rather work with a salesperson who made you laugh?

Click here to visit my Web site. There you'll find many articles and previous editions of my E-zine to assist you in taking your real estate career to the next level.

Your subscription to my real estate E-zine entitles you to receive FREE online training. My training course is designed to take you to the next level in your real estate sales career regardless of where you are currently at in your career right now. To receive my FREE 7-Day Online Real Estate Training Course send a blank e-mail to the following E-mail address:

You will receive your first of seven lessons within minutes after sending your E-mail. You will then receive six additional lessons, one each day, for a total of seven lessons in seven days.

If you're curious about how quickly you will explode your real estate commissions to the sky through my one-on-one real estate coaching program, send me an E-mail or give me a call at (909) 694-6655.

"With Jim's coaching I landed $1.7 million in new business in my first 8 weeks!"

Mark Whitman
Dorin Realty

If you arrange for me to lead a seminar or training for your real estate company you qualify for FREE coaching! Call me or email me for more information.

Please forward this E-zine to anyone you know who is interested in becoming a better, more productive real estate agent.

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Jim Gillespie
Advanced Real Estate Sales Coaching
41890 Enterprise Circle South
Suite 135
Temecula, CA 92590
(909) 694-6655


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