If you are like me, you came into the real estate industry from another industry with a unique background, set of skills and talent and personality that you thought would work well in the exciting world of home sales! Over the past couple of years, I have learned that my strengths do not seamlessly translate into the skills needed for sales and marketing. I am learning a whole new set of competencies. Hence the term ' Apprentice!

As I move into year 3, let's take a look at what I have learned about the important components of an effective sales operation:

1.""""' Operations

"? a.""""Communication systems: phone system

'B. """" Information Technology: website, email, printers, faxes, hand helds

'C.' Closing Coordination: Contracts and Transaction management

"? D. "?Scheduling

'E. "?Back office functions

"?F. "?Broker relations ' policies and legal compliance

2.""""' Sales and Marketing

a.' Business plan: vision, 1 year, 3 year, 5 years+

B. ' Marketing plan: direct mail, e-farming, print advertising, radio

C."? Lead Generation, Lead Management and Lead Follow-Up

D."? Customer service and quality management

E.' Listings

F."? Buyers

G."? Signs, flyers

H."? Networking and sales meetings

3.""""' Finance and Accounting

a.' budget

B."? expenses, taxes, payroll

4.""""' Continuing Education and training

a.' licensure

B."? skills

C."? designations

5.""""' Recruitment and Retention

a.""""' Team building

In "The E-Myth Revisited", Michael Gerber describes the need for the Entrepreneur, the Manager, and the Technician. The three components are all necessary for the function and growth of the organization. In a new small business, the agent may be all three at once! Soon, you are so tired, you can't juggle all of the balls and things start falling apart.

I am learning that if we are going to make it, I am going to have to be true to myself. For me, that is always going to be the operations/management role. That is where I am a
"natural", where I function best, and where I feel fulfilled. The DISC analysis tells me I am analytical and a driver ' one who designs! However, in order for that to happen, it is imperative that I learn the true skills of a great sales agent. Learning can be painful, it is not always easy. I think that is why a lot of people give up on this business: you have to wear a lot of hats, work very hard, and do things that you are not necessarily good at or that you even like! It just has to be done to grow the business.

Also, for a new agent, identifying your niche market is a very important step in developing your long term marketing plan and competitive edge in the real estate market. You will quickly learn that you cannot be all things to all people, and more than likely, your budget is limited!

So, as I have been comtemplating on these issues, a wonderful story started circulating on the internet. I learned today that I am like the bamboo, growing strong roots, yet surrounded by many beautiful ferns.

It is not easy to keep from becoming jealous of someone's success ' some people make it look so easy and so natural. But in reality, we are all going to face the same issues in order to grow a long term successful business. All of the components are necessary to thrive and each person will be faced with their own strengths and weaknesses. That is why a team is so important! Our culture at Keller Williams celebrates each person and their successes, no matter how small. Be true to yourself and the gifts you were given. Don't resist the training that has to happen to turn you into a megaagent!

Read on and see if you are a fern or a bamboo!

Have a great week!

Kendra

The Fern and The Bamboo:

One day I decided to quit...I quit my job, my relationship, my spirituality... I wanted to quit my life."? I went to the woods to have one last talk with God. "God", I said. "Can you give me one good reason not to quit?"

His answer surprised me... "Look around", He said. "Do you see the fern and the bamboo?" "Yes", I replied.

"When I planted the fern and the bamboo seeds, I took very good care of them. I gave them light. I gave them water. The fern quickly grew from the earth. Its brilliant green covered the floor. Yet nothing came from the bamboo seed. But I did not quit on the bamboo. In the second year the Fern grew more vibrant and plentiful. And again, nothing came from the bamboo seed. But I did not quit on the bamboo." He said, "In year three there was still nothing from the bamboo seed. But I would not quit. In year four, again, there was nothing from the bamboo seed. I would not quit."

"Then in the fifth year a tiny sprout emerged from the earth. Compared to the fern it was seemingly small and insignificant...But just 6 months later the bamboo rose to over 100 feet tall. It had spent the five years growing roots. Those roots made it strong and gave it what it needed to survive. I would not give any of my creations a challenge it could not handle." He said to me.

"Did you know, my child, that all this time you have been struggling, you have actually been growing roots?" "I would not quit on the bamboo. I will never quit on you."

"Don't compare yourself to others." He said. "The bamboo had a different purpose than the fern. Yet they both make the forest beautiful."

"Your time will come", God said to me. "You will rise high"

"How high should I rise?" I asked. "How high will the bamboo rise?" He asked in return.

"As high as it can?" I questioned "Yes." He said, "Give me glory by rising as high as you can."

I left the forest and brought back this story. I hope these words can help you see that God will never give up on you.