Real Estate is the only passion I’ve ever had. My background is in New Home Sales, and things were fabulous there for a few years. I was lucky enough to catch the ride through that insane and wonderful rollercoaster we experienced. But then the market shifted and I wanted more opportunities. I wanted to be a part of the 60K + listings in Phoenix instead of selling one builder and being at their mercy.  I knew how to be an order taker though, and things are much different these days than lining people up and drawing names out of hat. (Gosh I miss that!) So, what was a girl to do?

My theory has always been “Go Big or Go Home”  I wanted to work for the number one company so my only obvious choice was Realty Executives. I was lucky enough to have someone recommend launch to me, and I was completely inspired by her success.

Having the support system behind me was comforting and enabled me to start my career with confidence. But my biggest question was where do I start? Ok, so I want go after FSBO’s, I want to farm, I want to market to my sphere of influence. That’s a good strong start but really how do I start?

Do you really know how to sit down and set you goals? I didn’t ! How about marketing yourself? I am still trying to find my tag line!! I wanted to learn how to tap back into my past homeowners and market to them and reintroduce myself.

Launch gives you the structure you need to start, the directions and the road map. If you ask nicely they might even fill your tank! They truly have so much to offer. It’s not just the 30 day class, its the on going support, panel discussions, transaction coordinators, coaching…etc.

They will teach you how to be unique, go the extra mile and be a top producer. I decided that I wanted to excel at my customer service. I want to do all the fluff behind the scenes to wow a customer and keep them for life. Some of the simple things other Realtors may not do to set myself apart. I can not tell you how many times I have heard “Thank You! You didn’t have to do that”. But I did, and they remember.

I love what I do. For the first time in my life.The most important thing I learned from Launch is to set goals, put systems in place to achieve your goals, lead generate, and convert to clients.  I am only a few months out of launch and already well on my way to a fantastic 1^st year in real estate.

Thank You Dale, Barbara and Scott!

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We have said that this is one of the most unbelievable times in real estate history with exciting opportunities as professionals in our industry to grow as we help people that need our services.

Many of the changes that we were told were necessary for our market to rebound are happening now!  As of April 30, 2009 active listings were down to 40,164; pended escrows were up to 17,731 and closed sales in the last 30 days were over 15,000.  We hope that you are all part of these positive statistics.

We have the privilege of talking with many agents on a daily basis.  In talking with several of our Launch trained Executives last week, we were told by one agent that he is selling one home a week; another is looking for help to refer business to as she is overwhelmed with the amount of business she is working and another agent assured us that she would be receiving Realty Executives’ Diamond level award for production in 2009 as she was well on her way to that production level.

Exciting times, but not without persistent hard work, time invested and a plan while having to “think outside of the box” at times.  You possess the tools to make a difference in your clients’ real estate transactions that no one else can.  Are your 1 year, 2 year and 5 year business and personal goals written down?  Do you plan monthly, weekly and daily to accomplish these goals?  Structure in your plan will ensure your path to success.  

- Dale Clayton & Barbara Lang, Executive Launch Training Directors

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After 15 years of selling commercial real estate in the valley, I found myself interested in the residential market. My career in the commercial world was highly focussed as I specialized in apartments and concentrated my efforts on being a listing agent. As a listing agent, I had control over the real estate, would be paid if the property sold and identified Buyers as they surfaced due to my listings.

During my transition into the residential market, my greatest concern was how to create structure, prepare a business plan and identify clients in this new arena. The Executive Launch program quickly became my solution. Dale and Barbara offer years of successful sales experience and Scott brings tremendous technical support. Their leadership and coaching was just what I was looking for!

Executive Launch covers residential brokerage from all angles. Contracts, marketing, web sites, mls, role playing and negotiating practices. I learned so much in such a short period of time.

As a newer residential agent I became quickly equipped to work with others that have been in the business for years.

However, the greatest benefit has been the continued guidance I have received after the classroom sessions have ended. At any time, Dale, Barbara and Scott have been available to discuss challenges as they surface.

My goal initially is to generate listings. Within less than 3 months, I have already signed 3 listings with others to soon follow. I know that the Buyers and closings are on the way!

Thank you to Executive Launch and best of luck to everyone in 2009!

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I graduated from Executive Launch, two years ago this month-in March of 2007. I have reached my two year anniversary, excited about real estate and the opportunities in our current market. The tools and systems I learned in Executive Launch helped greatly and continue to help me in my real estate career.

I began my real estate career in Washington State over ten years ago-when moving to Arizona I took several years off to take care of my small children. When choosing to go back to work, and to work in real estate, the market was slowing-and many naysayers were saying how tough this business was. I am a very hard worker and driven to succeed in my chosen career-so the naysayers didn’t stop me. What could of stopped me was jumping in with both feet back into real estate without a plan of action.

This is where the Launch program comes in. Like most newly licensed realtors, I had big dreams of success, and even with my prior real estate experience I wasn’t exactly sure how to achieve it. When interviewing real estate companies to go to work for , I was looking for important things that Realty Executives provides-independence to run my own business, tools to succeed, innovative ideas to continue to help our clients, integrity as a company, successful professional realtors, and a strong culture that I was proud to be part of. What absolutely tipped the scales in Realty Executives favor-since they met all the prior criteria-was the Executive Launch Program.

The Launch program helped me put together a business plan, plan for a reasonable budget, gave me many different ideas on lead generation-so I could explore which options worked for me, helped me get started using technology in my business, helped the students to roleplay realistic situations in which you may be placed with a client, and much more! The Launch Program gave me the foundation to run my business like a business, and to evaluate often the things I am doing that work and don’t work to help make my yearly goals.

None of what I learned though would have helped me if I didn’t use those tools and build on them daily. I am a very optimistic person that gives 110% to everything I do. I am consistently lead generating, and am a strong believer in the Buffini program and working by referral. I work VERY hard, and have made sacrifices in time with my family to help make my business a success. Real estate is NOT easy-as a career it can be very stressful-but with hard work, determination, a honest desire to help your clients, I believe we can all achieve our dreams of success!

Don’t listen to the naysayers in your own lives-there are buyers out there-and they ARE taking advantage of this market. Listings priced realistically can sell. My professional goals yearly are to double my sales year over year. I am happy to say I am well on my way this year with three closings since the first of the year, 3 more homes in escrow, and 4 prequalified Buyers I’m working with.

All of our professional goals are different, and I wish all my fellow Launch Trained Executives success in 2009!

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Having been a Senior Loan Officer for over 25 years, I never thought I would do anything else. I licensed as a real estate agent about 10 years ago. I had plans of pursuing the opportunity of working with both sellers and buyers, but primarily I wanted to work with sellers. It was a fit for me and I knew it for many years. As the market shifted, I recognized that now is my opportunity to do what I know is my calling. I always recognized the opportunity that real estate offered, but it wasn’t until now that I realized it was an option for me to take control and make it happen. 

I have to say that if it weren’t for the opportunity that Realty Executives offers through their Executive Launch program that I might not have made the change that I am now making. I know that I am in the right place at the right time. I have the support and assistance of an extremely dedicated team, a team that provides every tool you need to succeed. From the smallest detail to the largest detail, the Executive Launch program team offers support and guidance. 

Not only does Realty Executives offer an amazing “launch” program, but they also offer many other avenues of support. I am currently partaking in a blitz program that is certain to produce results! I am excited about the possibilities! I am taking the steps as outlined daily for success and I expect to gain a lot of business through the through and proven steps. In the very first day, I got a commitment for a listing! As I continue to work the program, I am confident it will lead to the success that I am counting on obtaining!

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 I joined the Executive Launch Program based on the level of training and business plan that were made available. Without knowing anyone that could be a mentor, aligning my business with the Realty Executives name and Executive Launch Program was the perfect way to “launch” my new business!

Coming from 30 years in real estate, (I started when I was 6 years old) most of which was selling for home builders in the Valley, I realized I needed and required the basic tools for my tool box, which the Launch Program has provided. Selling for homebuilders is employment with a corporate firm. You have set hours, rules, guidelines to follow, their selling techniques and products. Being self employed in real estate I realized I needed a plan of action.

Being a native of Arizona, a real estate career was a natural progression for me, and that’s exactly how I’ve managed it, as a career. Taking your career and your business seriously is essential to success, but the most important asset you can maintain, nurture, and cultivate is your attitude. I believe and have proven many times over that if believe you can succeed, if you believe you can do it, if you believe in yourself, you can achieve the “unbelievable”!

Navigating the cycles of the real estate market requires looking at every situation, every market, every transaction through a “new lens”, and often a new paradigm. If there is one thing I have learned in real estate it is that everything is always changing! Being a “rookie” at Realty Executives in the Launch Program had given me a new lens, and has often been an asset for many things, because you don’t know how things were, you conduct business as they are in the moment, and I believe that gives you an edge.

All of my colleagues at the Desert Ridge office have been a huge support system and exceptional in their willingness to help and counsel. The “Launch Team”, Dale, Barbara, and Scott have provided immeasurable guidance and a practible set of skills to use in starting and maintaining my real estate business. My “hats off” to the Launch team and my colleagues at the Desert Ridge Office!

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I was born and raised in Arizona and have enjoyed watching our state grow all my life.  After completing my Bachelor’s Degree in Engineering at ASU, I enjoyed a 14 year career in the semi-conductor industry. I worked for a large bellwether company within that industry as a project manager before choosing to move to Realty Executives earlier this year.  I have always enjoyed working with companies that represent the pinnacle of their industry, as Realty Executives does in real estate.  Encompassing this is the real estate industry itself which has recently validated again that it is a bellwether of our nation’s economy.

When I was asked to write an Article for Executive Launch, my first thought was:  “Man, I am so busy! Between setting up my business and working on generating leads, training, and a dozen other things, where will I find the time?”  The next thing that popped into my mind was: “Gee, where should I even begin to describe this exciting new career experience?”  Then, after some thought, I realized what a great opportunity this was to address the questions 9 out of 10 people consistently ask me: “Why did you change careers?” “Why real estate, and of all times, why now???”

The answer is simple and has not changed since the time I started.  I’ve always wanted to make a positive difference in people’s lives.  I watched many economic cycles from the sidelines and determined that the right time to pursue real estate was when prices were coming down.  Often, the best time to start something new is when there has been a change in order of magnitude (like a bubble) that affects the typical way of doing business.  Let me explain.  It was inevitable. The Case-Shiller Home Price Index (HPI) for Maricopa County rose a firmly correlated, linear 4-5% year-on-year from the years 1995 to the end of 2003; it went from about 75HPI to 126HPI.  Then, at the beginning of 2004, we experienced a very non-linear (steeply upward curve) to the peak in mid 2006.  The HPI rose from 126 to 227 during that time.  It rose, in just that 2.5 year period, over twice as much as it had in the previous 8 years.  That’s like 16 years of growth in 2.5 years!  Something clearly had to give, and needless to say, we have had to adjust to the market, but that doesn’t make it a bad market.  Quite the contrary; this market is one full of opportunity.  Today, the HPI is much more near the original linear trend line than back in ’06, but predicting when the bottom hits is not what creating a career is about. It is more a combination of the market conditions and one’s personal motivators and conditions.

Abraham Lincoln once said “If I had 8 hours to chop down a tree, I’d spend 6 sharpening my ax.” – Starting when business is slower has been good for me because I’ve had more time to set up my infrastructure, prepare lead generation processes, and build business relationships.  I feel that my longer term sustainability, in terms of processes, infrastructure, and relationships, could have suffered if I had started in a faster-paced market because I wouldn’t have been able to forego the immediate opportunity of lost income.

In contrast, now is the time to work hard on refining longer term tools like business plans and business management processes and, be picky about where to spend precious money and time.  This way, there will be minimal time spent performing standard tasks, like setting up portals and creating CMA’s when you need those tasks to be second nature. For example, I have set up an Exchange Server for my email that allows my contacts, calendar, and emails to seamlessly sync between my laptop, desktop, handheld and any available internet computer terminal.

In my first few weeks, I spent 25% of my time on sales and 75% on infrastructure, including lead generation systems training, office computer network, contact management system, PLLC set up, branding, website, knowledge/process documentation management systems, finance and accounting; not to mention interviewing and establishing team relationships with title companies, lenders and inspection companies, taking classes from various sources like NAR/GRI, the Az School of Real Estate & Business and Executive Launch.  Let’s not also forget training on flexMLS!  My time has since flipped to about 75% sales and 25% infrastructure.  My website still needs work, and I need to finish it soon as I push to get to nearly 100% time on lead generation and serving my clients.

When I tell seasoned agents that I chose to start my career in RE at this time, the responses are usually limited to two types:  It’s either: “Wow! You’d better get out now!” or “This is a great time to get in!”   There is no middle ground response in this market.   I, however, have to agree with William Feather who said: “Success seems to be largely a matter of hanging on after others have let go.” Now is a good time to start because there are fewer agents affecting the industry and competing for business. Challenging times in any industry sift out those who are not as dedicated or who take an opportunity to pursue other fields.  Sometimes this can improve public perception of the industry. I have met many people who at first look at real estate agents and me with suspicion.  For no apparent reason, I find myself defending my integrity to folks who have just met me.  It is often shortly after, that they share the bad experiences that they had with certain previous agents.  This type of scenario often occurs in open houses, where I am able to recognize that it’s not personal and practice my response.

1996 Time Magazine Man of the Year and former CEO of Intel Corporation, Andrew S. Grove is known to often repeat “Only the Paranoid Survive”.  So much so that he wrote a book of the same title on how organizations revitalize from dramatic, dissonant changes like the one we are in.  Sometimes fear causes us to stand still when we should be moving the fastest.  Yet when fear is higher, you stand to develop the work habits and respect for

tough environments that provide invaluable lead generating methods for sustaining business through both soft and solid times.

One of the questions that made me most anxious was when a potential client asked:  “So how long have you been selling real estate?”  I’ve learned not to beat around the bush and be direct and honest and simply tell them that this is my first year selling real estate, but that I’ve carefully chosen a broker and office where I can surround myself with the best Realtors® who possess a wealth of knowledge and freely provide guidance and support.  My potential clients appreciate the honesty.

I’m tracking reasonably well against my goals to close this year.  I represented the buyer on my first sold home, four and a half months after starting Executive Launch.  I have a few qualified buyers that are determined to close before the end of the year and a listing that will hit MLS in January after remodeling. 

I won a listing appointment on a 2005 high-end luxury property just this week (results pending) where I had to honestly and thoughtfully deliver a tough message.  On top of all this, I am actively serving new, more recent clients with their future home selections.  Yet, I have only started to explore all the tools from Executive Launch.  I’ve found that open houses are pretty successful for me so far.  I am meeting 2-3 new clients per week from holding at least 4 open houses per week.  It’s a lot of work, but a lot of fun too.

I am supremely blessed to have the support of my family and friends, Dale, Barbara, Scott, David Simkins and the full staff of Executive Launch as well as many great and experienced Realtors® in my Scottsdale Shea at 101 office.  These folks are making a real difference in my life and reinforcing the spirit of “I Believe.” Don’t let anyone tell you that you can’t do it.  With a healthy dose of determination, a friendly, knowledgeable, quality-results oriented Realtor® should be able to match up with clients and build a solid clientele.

To be bearish about the future of real estate in Maricopa County is tantamount to being bearish about the future of the USA, which is a truly risky proposition.  Frank Tyger is quoted as saying: “If at first you do succeed, it can give you a false sense of importance.”  So don’t be afraid to make mistakes.  Lord knows, I have had my share.  Like my barber says when he makes an unintended cut:  “Don’t worry.  It grows back.”  So who is telling you that you can’t do it?  Is fear telling you that it’s easier to give up than to learn from missteps and press forward?  Don’t listen to the naysayer; listen to the experts and people who have your best interest in mind and compare that with what motivates you.

Best Wishes in our coming year!  And remember, what you sow today will define your wealth in the near future and days to come.

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 “What a great time to launch a real estate career!” People look at us like we must have just flown in from Jupiter when we say that. But really, our timing, having completed Executive Launch June 1 of this year, couldn’t be better.

Right now, there are a lot of agents out there lamenting about how bad the real estate market is. And man, does that ever make our job easier! Why? Because it’s so much easier to compete with the typical agent when that agent is convinced that “now’s not a great time for real estate”. It’s really almost unfair, like playing against another team that doesn’t really have the will to win.

Here’s how it works. Wear your Realty Executives badges everywhere, but especially restaurants, grocery stores, etc. Then just have fun. Smile and engage folks in conversation. Not about real estate mind you. Ask about the enchiladas, or the weather, or whatever, and just wait for it. Sooner or later, about once per day, somebody will motion at your name tag, and throw out, “Pretty tough out there, idinit?” Or, “Are homes starting to sell yet?”

Little do they know what they’ve just unleashed! Remember, you are playing unopposed here…the other team didn’t even bother to show up. It’s time for you to be an agent of prosperity, a resource that this person can rely on to find a path to his real estate goals. And you know he has some kind of real estate goal…that’s why he threw you that softball straight over the plate! Batter up!

I like to play it cool. Usually I blurt out something like “Oh man, I gotta tell you! Things are really coming to a boil out there. Did you know that we’ve had an increase in total homes sold every month, month over month, since January, except one? And the months supply of homes has dropped from over 20 months of supply to 15 to 12 to 10 to 9, and then in September into the 8’s! When we hit 6, oh my God, lookout!” It really helps if you have a kind of glazed look in your eye as you say this, and perhaps begin to shake like a Chihuahua from the sheer joy of it. Ok, not always. Sometimes this forces Yvonne to step up and be the voice of reason. She’ll say something soothing, and confidence inspiring. Something like “please don’t call the police”. Or “oh, that’s right, we need to get your prescription refilled don’t we dear?”

Here’s another approach that I like to take. “Now is the best time to sell your home!” It’s a provocative statement, but for most, it’s true. If your seller is looking to move up, then you can point out the advantage of the difference price. That is, what is the difference between his home’s current value, and a “move up” home? Right now, the difference is compressed by the market, which means that your seller can move into another home of higher value with less difference money than ever before. It’s a great opportunity! Point out that if they had sold their home in 2005 or 2005 at the peak of the market, they would now be buried in their move-up home. How lucky for them that they waited until now! And even luckier for them that you happen to have a card on you. Take it out, write on the back “More home, less difference $” and hand it to them with a smile.

With 5 months under our belts, Yvonne and I are still just finding our way. We have two homes closed, and our third in escrow, totaling $1.4 million in sales so far. Pretty much everything we learned in Executive Launch gets used daily. But it’s the people, starting with Dale and Barbara, and our classmates who we still keep in contact with, that have really helped keep us on track. What a great time to be in real estate!

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 Larry & I are originally from Massachusetts but due to Larry’s career opportunities we and our family have relocated 6 times which finally landed us in Arizona! Larry comes from a 26 year career in sales management in corporate America.  I was a Pediatric ICU nurse then a stay at home mom with our 2 kids for the last 12 years. Larry took an early retirement so we could pursue a new career path without all the traveling & moving he experienced in his previous career.  We both had interest in Real Estate & decided to go for it and have never looked back. We interviewed several companies and was most impressed with Realty Executives and all the Launch program offered us. We knew we needed the tools this program focused on for us to start a successful business and to survive. They did not let us down, they exceeded our expectations!! We went through the program the fall of 2006. Some would say a tough time to enter Real Estate…… we didn’t listen. We set our goals & went forward with a positive attitude & surrounded ourselves with others with positive attitudes.

What works for us are 3 main areas:

1. We farm our neighborhood & after a year we get monthly calls on those mailings
2. Open Houses, we do them weekly and yes, we get listings & buyers
3. Referrals: the best compliment we can get. We write personal notes weekly. We contact all buyers & sellers weekly, We preview homes, we know our market well. We evaluate our goals monthly & we track where our clients are coming from. One of our 2008 goals was to make the 100% club and we will achieve that goal! We are grateful everyday for all the people who have come into our lives & help us to be more successful each month. It all started with the Launch program… thank you! They were there, and still are, for every question, concern and sometimes just support.

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I graduated Executive Launch in May ‘06.

Right out of the gate I encountered transactions and situations that at the time seemed extremely challenging and horrifically overwhelming. I wrestled with thoughts of inadequacy and incompetence as I am sure many of the Executive Launch student body before me have. Good grief, I thought … how in the world do I answer THAT question? Or when do I use this form? Where is that line in the contract? What in the world do I do now? Such frequent thoughts for me yes, but not nearly as much as the ever repetitive… remind me again why I changed careers?

To be successful in any endeavor one needs a strong foundation. You certainly can’t hang pictures on a wall of a home, until the foundation of the house is poured, footers are set, framework erected, etc. The Executive Launch training program helped me build my foundation. The training and guidance I received in the program established the basis for the strength of my business. With Dale and Barbara’s careful direction, never-ending patience and limitless encouragement for growth, every student’s foundation is strong and ultimately… there can be no other outcome but success.

Changing careers after 25 years in Culinary Arts or any other field for that matter may seem quite daunting. But as I and other Executive Launch Students navigate the unfamiliar terrain of real estate transactions, we feel a sense of peace and quiet confidence in all the help and support that surrounds us. Because of Executive Launch’s established high standards and expectations for success, I have continued to challenge myself by acquiring more knowledge, more training and numerous certifications.

Since those first few frenzied situations, many days have passed and many successful transactions have long been tallied. Through it all my skill level and ultimately knowledge grows. I no longer worry about not knowing the answers because through experience, many times I now do. Best of all, I am comforted knowing that when the tough questions20arise, I know to whom I can still turn.

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