10%

Hello all,

“10%”

I am kind of a numbers geek so there might be a couple of % signs in this email… This is the time of year I take a hard look at our numbers, compare year over year and project out for next year. We did have a handful of agents who’s business went a little south this year, this is going to happen in any market. However we had three handfuls worth who’s business went up 20%-40%! Everyone else went down or up fractionally. If you put everyone in one big pot our numbers were about 10% better in 2011 then 2010. What is really cool about that is the overall market remained flat in terms of the number of transactions, so we were able to gain 10% in a stagnant market. We are also hearing that there will be a 10% rise in transactions (not price) next year. In my opinion and what is really really cool about that is the 10% increase in transaction will not be divided proportionally amongst the Realtor world. Those of us who have kept their nose to the grindstone through all of this should receive the lion’s share of the increased transactions. The agents that stopped executing their business plans over the last several years will be left behind, many of them will be gone over the winter… Everything being said I am forecasting a 15%-20% gain for our agents next year. Thanks for all of your hard work and let’s have a great 2012!

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

Today's true story is all the inspiration you will need!

Small World!
The brand new pastor and his wife, newly assigned to their first ministry to reopen a church in urban Brooklyn, arrived in early October excited about their opportunities. When they saw their church, it was very run down and needed much work. They set a goal to have everything done in time to have their first service on Christmas Eve.
They worked hard, repairing pews, plastering walls, painting, etc. and on Dec. 18 were ahead of schedule and just about finished. On Dec 19 a terrible tempest - a driving rainstorm - hit the area and lasted for two days. On the 21st, the pastor went over to the church.
His heart sunk when he saw that the roof had leaked, causing a large area of plaster about 6 feet by 8 feet to fall off the front wall of the sanctuary just behind the pulpit, beginning about head high.
The pastor cleaned up the mess on the floor, and not knowing what else to do but postpone the Christmas Eve service, headed home. On the way he noticed that a local business was having a flea market type sale for charity so he stopped in.
     
One of the items was a beautiful, hand-made, ivory colored, crochet table cloth with exquisite work, fine colors and a cross embroidered right in the center. It was just the right size to cover up the hole in the front wall.   He bought it and headed back to the church.
       
By this time it had started to snow. An older woman running from the opposite direction was trying to catch the bus. She missed it. The pastor invited her to wait in the warm church for the next bus 45 minutes later. She sat in a pew and paid no attention to the pastor while he got a ladder, hangers etc. to put up the tablecloth as a wall tapestry. The pastor could hardly believe how beautiful it looked and it covered up the entire problem area.
      
Then he noticed the woman walking down the center aisle.   Her face was like a sheet. "Pastor," she asked, "Where did you get that tablecloth?" The pastor explained. The woman asked him to check the lower right corner to see if the initials EBG were crocheted into it there. They were.  These were the initials of the woman, and she had made this tablecloth 35 years before, in Austria.
The woman could hardly believe it as the pastor told how he had just gotten the tablecloth. The woman explained that before the war she and her husband were well-to-do people in Austria. When the Nazis came, she was forced to leave.  Her husband was going to follow her the next week.  She was captured, sent to prison and never saw her husband or her home again.
The pastor wanted to give her the tablecloth; but she made the pastor keep it for the church. The pastor insisted on driving her home - that was the least he could do. She lived on the other side of Staten Island and was only in Brooklyn for the day for a housecleaning job.
What a wonderful service they had on Christmas Eve. The church was almost full. The music and the spirit were great. At the end of the service, the pastor and his wife greeted everyone at the door and many said that they would return. One older man, whom the pastor recognized from the neighborhood, continued to sit in one of the pews and stare, and the pastor wondered why he wasn't leaving. The man asked him where he got the tablecloth on the front wall because it was identical to the one that his wife had made years ago when they lived in Austria before the war and how could there be two tablecloths so much alike?
      
He told the pastor how the Nazis came, how he forced his wife to flee for her safety, and he was supposed to follow her, but he was arrested and put in a concentration camp. He never saw his wife or his home again for all the 35 years in between.
The pastor asked him if he would allow him to take him for a little ride. They drove to Staten Island to the same house where the pastor had taken the woman three days earlier. He helped the man climb the three flights of stairs to the woman's apartment, knocked on the door, and saw the greatest Christmas reunion he could ever imagine.
A true story

Something is Different

Hello all,

“Something is different”

Those of you who have been with me since I went into management have received my Monday Morning Coffee email entitled “Store Your Nuts” every year at this time since 2007. The email always pointed out that we could be in for a long winter without much business, so “Store Your Nuts”. Earlier in the fall one of my emails  suggested that may not be the case this year but I wanted to give it a little bit of time. I truly believe at this time we are set up for the best winter we have had in 5 years. December closings will be at an all time high, the activity in the office and on the street remain very strong. So I started thinking “Something is Different” but what is it? So I took a look back at previous years to see what hurt us going into the winter.

2007- I remember driving back from a managers meeting in August of that year thinking we were going to be ok. They had an economist from NAR talk to us about declining home values and he thought we were at or near the bottom. That night on the news it was announced that Alt-A Lenders Indymac and Greenpoint were shutting down or stopping all Lending. My new thought was “Uh Oh”. It ended up this was the beginning of the credit crisis, most lending virtually shut down and ALL Jumbo financing went bye bye… That winter consumers were scared and credit was hard to come by.

2008-Late summer and early fall the crisis hit the institutional level. Lehman Brothers, AIG, Morgan Stanley, Auto Companies... The stock market went from 13,000-8,000 in a 3 month period, TARP arrived. That winter consumers were scared, financing was still hard to get and they did not know where the bottom was.

2009- The first of the first time homebuyer credit came. However in order to receive the credit you needed to close by November 30^th. Mad rush in the late summer and early fall to get everything closed.  Business died after December 1 and there were not many transactions to go around that winter.

2010- Repeat of 2009, second first time homebuyer credit came. You needed to be under contract by June 30^th and close by August 30^th which was extended to September 30^th.  Transactions for that year were pulled forward again, not many transactions to go around last winter. 

2011- “Something is Different”   I believe it is a combination of 3 things that will make this winter season much better. We are no longer dealing with major financial crisis in the Country (few smaller ones), we did not have an artificial stimulus this year that adjusted seasonal buying trends and most important is that we are dealing with consumers who are now confident. Let’s take advantage of it and have a great winter!

Enjoy the coffee,

Joe 

INSPIRATION FOR TODAY:

"The hottest places in hell are reserved for those who, in time of great moral crisis, maintain their neutrality."

-Dante

STAND UP AND BE COUNTED!

Think there's any "moral crisis" going on in our country right now? What about in our city? Our schools? Our neighborhood? Where did it come from, and why are we facing these challenges?

We are a country - city - neighborhood - blessed with peace and prosperity. Our daily choices range from which SUV we will drive, to where we will dine next, to how we will redecorate our home this year. Our concerns include our child's upcoming soccer match, whether or not to refinance the house, making "Salesperson of the Year," and taking more time for golf or tennis.

With all the choices complemented by our affluence, we have also become compliant, accepting, and politically correct. We strive to please everyone, avoid "rocking the boat," and prefer the status quo. It's so much easier that way, isn't it?

In doing so, however, we may also abdicate responsibility for teaching our children the value of principle-centered living. What principles should we be teaching - and practicing? Why not adopt and teach the value of courage, diligence, faithfulness, generosity, cleanliness, honesty, encouragement, frugality, humility, industry, justice, moderation, order, resolution, silence, honesty, sincerity, temperance, and tranquility?

Imagine how the world around us would change if we taught and participated in more of these time-honored values. Remember that our country IS our cities, our neighborhoods, and our homes. What begins at the grass roots level - literally in our own backyards - can be spread throughout the world. Abandon neutrality and you can change the world!

Monday Morning Coffee

Hello all,

“One on Ones”

It has been great to see many of you meet with Mark lately to review your business plans. What a wonderful opportunity for all of you to make sure your energy and focus is in the right place heading into the holidays. For those of you who are new the conversation about your commission plan for next year has already been discussed. For those of you who have been with us for a while this is a reminder that December is the time to make the choice for your 2012 commission plan. As you know the plans benefits those who are willing to pay out of pocket on a monthly basis. We have several different options, if you feel your business is heading in a direction that this might be good for you the time to act is now. However in order to do this you need to schedule a One on One with your office. The purpose of the get together is to review your current  business, your 2012 business plan, run different scenarios and see if there is a better plan for you. For those of you in Germantown you get the pleasure of sitting down with me, the lucky Potomac agents get Mark or Teri. Please contact us to schedule the appointment.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"The hottest places in hell are reserved for those who, in time of great moral crisis, maintain their neutrality."

-Dante

STAND UP AND BE COUNTED!

Think there's any "moral crisis" going on in our country right now? What about in our city? Our schools? Our neighborhood? Where did it come from, and why are we facing these challenges?

We are a country - city - neighborhood - blessed with peace and prosperity. Our daily choices range from which SUV we will drive, to where we will dine next, to how we will redecorate our home this year. Our concerns include our child's upcoming soccer match, whether or not to refinance the house, making "Salesperson of the Year," and taking more time for golf or tennis.

With all the choices complemented by our affluence, we have also become compliant, accepting, and politically correct. We strive to please everyone, avoid "rocking the boat," and prefer the status quo. It's so much easier that way, isn't it?

In doing so, however, we may also abdicate responsibility for teaching our children the value of principle-centered living. What principles should we be teaching - and practicing? Why not adopt and teach the value of courage, diligence, faithfulness, generosity, cleanliness, honesty, encouragement, frugality, humility, industry, justice, moderation, order, resolution, silence, honesty, sincerity, temperance, and tranquility?

Imagine how the world around us would change if we taught and participated in more of these time-honored values. Remember that our country IS our cities, our neighborhoods, and our homes. What begins at the grass roots level - literally in our own backyards - can be spread throughout the world. Abandon neutrality and you can change the world!

Monday Morning Coffee

Hello all,

“Shadow Inventory”

This has come up a couple of times in the office so I decided to look into a bit further to see where we stand. Shadow inventory are homes that the banks have already taken back plus homes where the mortgages are at least 90 days late. However they have not come to the market yet and are sitting in the shadows. The first lesson I learned is be careful what you read. I did a Google search on Shadow Inventory in Maryland, the first article I read made my mouth drop! My only thought was there was no way I could talk about this because it is SO depressing, then I looked at the date of the article and it was from October 2009, Phew. When I found more recent data the news got better but still not great. Seven states count for 60% of the shadow inventory in the country. Florida is the leader with 441,000 properties where Maryland has 44,000. Maryland was right in the middle of just about every category, the most discussed being the absorption rate of the shadow inventory. The rate is calculated by taking the number of properties considered to be shadow inventory divided by the number of distressed properties sold each month, short sales and foreclosures. In Maryland’s case we have 24 months of shadow inventory.  What does all this mean… Short sales and foreclosures count for around 30%-35% of our business (more in the winter months less in the spring) and the prediction is a 10% overall  increase in transactions next year. So while the transactions will increase the percentage of distressed properties will stay about the same. They are not going anywhere for a while so we need except it as part of the business.   

Enjoy the coffee,

Joe      

INSPIRATION FOR TODAY:

"We don't receive wisdom; we must discover it for ourselves after a journey that no one can take for us or spare us."

- Marcel Proust

ON MY HONOR . . . !

The Boy Scouts have long espoused the same set of principles. It goes like this: "A scout is trustworthy, loyal, helpful, friendly, courteous, kind, obedient, cheerful, thrifty, brave, clean and reverent." How simple life could be if we all practiced just that short list. Each in itself denotes a wonderful trait. When put into action, all can make the world a better place.

So, what happens between the age of scouting and age 30, 50, or 75? How is it that we turn from being a friendly 12-year-old to a suspicious, stand-offish adult? How do we turn the corner from being obedient to our elders to challenging the authority of our employers or government? Why won't we open the door for someone who can't? Did simple courtesy die with our youth?

Perhaps experience has taught us that others are not always friendly, courteous and kind. "Turn-about is fair play," we may respond. Why should we be thrifty, taking care to save for our future, when everyone around us has "maxed out" their credit cards? Reverence for all we know to be of value seems to have become the victim of political correctness. Why should we be any different?

The greatness of our country was built on the solid rock of "principles." The soft, easy life of an affluent society may be our undoing. Our forefathers had it tough. Most of us living today had a cake-walk, comparatively speaking. Our forbearers had to live their principles - or face the defeat of poverty, ill-health, and despair.

Our children can bring us back if only we will take the time to teach them those simple principles. More than teaching, we might help them practice those principles in their daily lives until habit makes them permanent. Begin while they are still playing in the sandbox. They will grow soon enough into men and women who live principle-centered lives!

Monday Morning Coffee

Hello all,

“Absorption Rates”

This is a timely subject that we need to visit every now and then. Absorption rates is a calculation to determine how much inventory is on the market and how many months of supply there are. A 6 month supply of inventory represents a equal balance between a buyers and sellers market. Mark mentioned that the spring market really starts in mid January, the main reasons is the buyers are getting geared up and the inventory is very low from the winter supply. Being able to calculate Adsorption rates will help you show your clients the need to get on the market before the spring rush. Normally you would calculate the rate for smaller areas but I will use two zip codes as an example.

20874:

Active listings = 260

Sold properties last 12 months = 709

Sold properties (709) divided by months (12) = 59

Take the active listings (260) divided by the number of sales per month (59) to get the months of inventory.

260 /59 = 4.4

So in this case if no further inventory came on the market we would be out of homes in 4.4 months, slight buyers market.

20854:

Active listings = 284

Sold Properties last 12 months = 512

Sales per month = 43

284/43 = 6.6

6.6 months of inventory, slight sellers market.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"A man's reputation is the opinion people have of him; his character is what he really is."

- Jack Miner, conservationist (1865-1944)

HOW'S YOUR CREDIT?

Ever hear someone say, "I have good credit"?  They are probably referring to their credit "rating" - a score bestowed upon them by creditors, banks or rating agencies.  Simply stating, "I have good credit" changes nothing, nor does the statement merit the attention of creditors.  Credit can only be given by others for service to them, i.e. paying them on time.

So, credit is the result of serving others - in many ways.  You cannot claim education, victory, experience, success, reputation, or a suave demeanor.  Each of these is a gift from others, as a result of your service to them.  Friends recognize your courage as a result of your being cool under pressure.  Your success is recognized by others only once you have served them well.  Knowledge of your career field is recognized by others only after it's been applied to situations in the form of more service.

In the accounting world of income and expense, a debit is something paid out, while a credit is something received.  Thus all credits are received from others - not by our own making.  The debits - what we pay out - are our efforts, persistence, and service.  How they are rated is not under our control, but is determined by those served.

Without service, there are few rewards.  Yet, you've seen those who insist on getting more attention than they deserve.  They feel they're being short-changed, that they are not appreciated, that they are always the victim.  If you look more closely at their contributions, you are also likely to see the dearth of service they are offering.

With service, credit follows.  It may be subtle or quite visible - but it always follows.  Concentrate on what you have to offer and forget the rewards.  Those who are served will pick up the tab!

Monday Morning Coffee

Hello all,

“Talk Tracks”

I really enjoy listening to experienced Real Estate agents who know what they are doing talk with their clients or other agents. There is an element of calmness and confidence they have developed throughout the years. They have learned “Talk Tracks” at seminars, trainings, from other real estate agents and experience over the years. Listing presentations, contract negotiations… they always know what to say at the right time. This is not a skill that they have achieved by accident, they pay attention, learn and practice. Earlier in the week I posted on the office Facebook page (if you do not follow it go to Facebook and search RE/MAX Town Center) an excerpt from RBI on the September local market stats. I have never heard a better way to describe why all Real Estate is local. Please click on the link below and give it a listen, then another listen, then one more, then practice… The winter cocktail party season is closing in fast, as the expert people will be approaching you with questions about the market. You ability to answer questions calmly and with confidence will put you ahead of the competition.

http://www.youtube.com/watch?feature=player_embedded&v=ksAzw-YGhTk

Doty will be in tomorrow instead of today to do the accounting.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"Only the educated are free."
 

- Epictetus

READY TO BEGIN AGAIN?

Have a child or grandchild who graduated this last year?  Whether it's high school or college, commencement exercises mark the end of a full curriculum of education - or do they?  In fact, why not ask the graduate?

After four or more years of study, homework, reports, science projects, and exams, many graduates would quickly answer that commencement marks the end of their education.  In fact, you can often hear students reinforce that line of thinking in their lament, "I'll never pick up another book as long as I live!"

The definition of "commencement" leads, however, in another direction.  It is the beginning, not the end, of a bright future.  It is the beginning of a life-long quest for knowledge, not the slamming shut of the books that opened so many new doors.

If it's been a few years since you graduated, perhaps you might also benefit from a renewed commencement - by opening some new doors to your own life-long learning curve.  When's the last time you attended a workshop, bought a recorded educational series, or thought about taking college courses or embarking on a new degree track?

No longer are books the only on-ramp to education. Distance learning over the Internet, tapes, videos, workshops, seminars, and many other educational resources are yours for the taking.  Why not let your graduating family member be the inspiration for your own commencement?  

Monday Morning Coffee

Hello all,

“Business Planning”

Have you seen Mark walking around the office with a gleam in his eye? It is not because of the new outfit or fancy new tie you just got, it’s because BUSINESS PLANNING season is here! I will let the man speak for himself, grab a cup of coffee, click on the link below and enjoy Mark explaining the importance of business planning.

http://s1180.photobucket.com/albums/x411/remaxtowncenter/?action=view&current=FocusOnSuccess.mp4

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"Only the educated are free."
 

- Epictetus

READY TO BEGIN AGAIN?

Have a child or grandchild who graduated this last year?  Whether it's high school or college, commencement exercises mark the end of a full curriculum of education - or do they?  In fact, why not ask the graduate?

After four or more years of study, homework, reports, science projects, and exams, many graduates would quickly answer that commencement marks the end of their education.  In fact, you can often hear students reinforce that line of thinking in their lament, "I'll never pick up another book as long as I live!"

The definition of "commencement" leads, however, in another direction.  It is the beginning, not the end, of a bright future.  It is the beginning of a life-long quest for knowledge, not the slamming shut of the books that opened so many new doors.

If it's been a few years since you graduated, perhaps you might also benefit from a renewed commencement - by opening some new doors to your own life-long learning curve.  When's the last time you attended a workshop, bought a recorded educational series, or thought about taking college courses or embarking on a new degree track?

No longer are books the only on-ramp to education. Distance learning over the Internet, tapes, videos, workshops, seminars, and many other educational resources are yours for the taking.  Why not let your graduating family member be the inspiration for your own commencement?  

Monday Morning Coffee

Hello all,

“2011 = 2012”

I was talking with Mark about business planning for 2012 (more to come on that next week) and he was pointing out the time to start planning for next year is now. Traditionally Lisa and I would start looking at her business plan for the following year around the end of November or beginning of December. After hearing his reasoning for starting now I took his advice, Lisa and I sat down with a glass of wine over the weekend and got to work. After doing an initial review one thing stood out, (which is the point of the coffee this week) for two reasons it looks like a lot of the business she generated this year will be moving to 2012 closings which I imagine is a trend throughout the office. The first reason of course is short sales, between the 2 office we have 57 short sales under contract. This is business that we generated in 2011 and in a traditional market would have closed this year. However being short sales we do not know when they will close, it looks like they will move into the first quarter of next year. The second reason is consumer confidence, many clients have started the process but pulled back a bit because they are not sure of the economic future. The short term angst of course is closings will be down for the end of the year, however if we keep our eye on the big picture it sets up well for 2012. If we do all of things we are suppose to do now, business planning, marketing, hitting our sphere, taking the new Buffini course in February… Plus you add in the overflow business moving to the first quarter next year we could pick up a lot of momentum for the year. So let’s keep the foot on the peddle, finish the year strong and out work the competition.   

INSPIRATION FOR TODAY:

"If your riches are yours, why don't you take them to t'other world?"
 

- Benjamin Franklin

LEAVE A LEGACY!

In one of William Bennett's books, he tells a story about Ben Franklin's death. It seems that old Ben made a special gift in his will. In it, he left 1,000 pounds to the cities of Philadelphia and Boston with specific instructions. They were to set up a program of loans to young men under the age of 25, married, and who had successfully completed an apprenticeship, needing startup money for a trade or business. The money was to be loaned at 5% interest. The loan program was to continue for 200 years.

At the end of 100 years, the two cities were to withdraw $100,000 each for public projects, and continue lending the balance as stated above. At the end of 200 years, the fund was to be split between Philadelphia, Pennsylvania, Boston, and Massachusetts. In the year 1990 there was $6,500,000 in the fund. For 200 years, Ben Franklin helped young men get started in business by making those funds available, and had $6.5 million left over.

Just think of the many ways you and I could benefit our families, the community, or the lives of total strangers if we just took the initiative exhibited by Ben Franklin. By setting up a similar fund that earns just 5%, it would contain $17,292,581 at the end of 200 years. The purpose could be educational loans for family members.

Set aside $1,000 now and add just $100 per month to it for ten years, earning 5% on loans made from the account, and the fund would have $17,157. After the ten-year period of adding $100 per month, no more money is added and it continues to be loaned at 5% for the next 190 years. At the end of 200 years, the fund would contain $181,141,192. At that point, it could be converted to an outright "grant" program to which family members could apply for education funds.

Instead of focusing on just your immediate family, think about the legacy you could leave by planning much further into the future. Thanks to the "future value of money" concept, you could provide valuable support to many future generations. It's just a thought, but why couldn't we give it a try?

Monday Morning Coffee

“#1”

I was sitting in my Doctor’s office about a month ago when I noticed on the wall there was a framed picture of the cover of the March 2010 issue of Washingtonian magazine. The picture was touting one of their Doctor’s as one of the “2009 top Doctor’s in the Washington area”. Being me, my first thought of course was that was two years ago. What happened last year and should I trust him to my slightly high Blood pressure and cholesterol? Then I got to thinking about how RE/MAX is really bragging on the JD Powers award for 2010 and what if we don’t win it in 2011?(side note: no Real Estate Company has ever won it for both buyers and sellers in the same year until us). If we don’t win it next year are we no longer number one? Do we want to push it if there is a chance of this happening? Then I learned (and please don’t tell Lisa) that I was wrong! The new number one logo and the JD Powers awards are not related. It is a long story that we heard but in the end RE/MAX, because of its dominance in so many category’s has the right to call itself the number one Real Estate Company on the planet! Total volume, transactions, volume per agent, transactions per agents… the list was very long. So nobody sell more real estate then RE/MAX and the #1 logo is here to stay! I encourage all of you to go on RE/MAX.net and download the new logo’s and use them to your advantage. Your email signature would be a great place to start. See Below:

Don’t forget, 9:30 sales meeting tomorrow in Germantown.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"No matter where you go, there you are."
 

- Unknown

YOU CAN'T HIDE!

In an old "Peanuts" comic strip, Snoopy sits listening to Linus and Charlie Brown having a conversation. Linus asks Charlie, "Do you ever feel like running away?" Charlie answers, "Of course . . . sometimes I feel like I want to run away from everything." In the next panel, Snoopy is seen considering their conversation as he thinks to himself, "I remember having that feeling once when I was at the Daisy Hill Puppy Farm. I climbed over the fence, but I was still in the world."

If you've ever tried climbing "over the fence," a.k.a. getting away from it all, you undoubtedly also realized that you were "still in the world." It's actually quite difficult to get away from yourself, isn't it? The good news is - there's no need to.

The phrase "You have no problems, you only think you do," carries the solution. No matter what you consider a problem, it's really the way it affects you that is your concern. If someone has been short with you and you feel hurt, you might try running away from the hurt. If you do, you'll find that the feeling of hurt goes with you. Only when you stop, plant your feet, and say, "I'm not going to feel hurt," will the problem go away. In other words, it's not you that needs to go away, but the concern itself, and you are the one to send it packing.

Remember when Dorothy ran away to the Land of Oz? Her problems only multiplied. She was chased by a witch and strange flying monkeys. Her mind conjured up a Tin Man, a Scarecrow, and a Cowardly Lion to help her. Her imagination led her down a Yellow Brick Road in search of a Wizard who wasn't a wizard at all. Consider what great lengths she went to in order to solve her problems. Yet, only when she confronted the Wizard face-to-face did she realize there "was no place like home."

The next time you have the urge to run away, leave your "ruby slippers" behind. Just sit down face to face with your "Auntie Em." You'll be amazed at the outcome.

Monday Morning Coffee

Hello all,

“Park Potomac”

I wanted to give everyone an update for the timetable on the new office. We will officially be open for business October 12^th, furniture is being delivered 10/7, Phones and internet installed 10/10 and the copier delivered 10/11. My schedule starting next week will be spending the late mornings (10:30-12:00) in Germantown then heading to the new office for the afternoon. Teri and I will have a lot of work to do to get everything in place so I expect this to be my schedule through the end of October, after that things will return to normal. I would like to ask the Germantown agents to hold off coming to the new office until the week of 10/17, things will be a little crazy at first and we need a couple of days to get our act together. However starting the week of 10/17 I would love to see you all make a trip (individually or a group) to the new office one afternoon, I can give you a tour, lay of the land…  We are very excited about everything and hope you are too.

Enjoy the Coffee,

Joe

INSPIRATION FOR TODAY:

"Learning is the fountain of youth.
No matter how old you are,
You mustn't stop growing."
 

- Taoist Meditation, Deng Ming-Dao

KEEP A YOUNG MIND!

Don't believe the phrase "You can't teach an old dog new tricks." Creativity isn't only for artists, writers, or musicians. Creativity isn't just what is represented by a canvas or a novel or a song. We can all be creative in our own way, and the most common way that we can all do this is through learning.

As long as we continue to learn and to try new things, we keep our minds fresh and young, and we engage in the act of "creating ourselves" continually. Today's world presents plenty of opportunities for learning, especially about the environment, other cultures, and technology. Technology itself provides ever-easier ways of accessing knowledge through computers and the Internet. And no one is too young or too old to start!

Look around you at the most vital and energetic seniors you know. What do they have in common? A continuing interest in learning and sharing their knowledge and experience with others - so they are engaged constantly in the process. They keep their minds challenged and young, and in so doing, feel younger in body and spirit. They are certainly different than in their youth, but they continue the learning that began there.

Each new phase of our lives brings us new challenges and opportunities for growth. Growing older necessarily means learning new things. We are constantly creating ourselves in this way, and we can adapt ourselves to any situation by that continuing act of creativity that keeps us young

Monday Morning Coffee

Hello all,

“Short Sales”

Everyone get their heads out of their hands, whether we want to or not we need to talk about it every so often. As we went through the spring short sales were about 20%-25% of the business in the office. Heading into the slower fall and winter months it looks like it will be around 50%. Not so much because the short sales are picking up but because the normal sales are slowing down, we currently have 47 short sale contracts in the office. We all need to eat during the winter so we need to embrace short sales one way or another. The somewhat good news is the short sale process of today is not the short sale process of two years ago, especially with the help of a company like ATC. I am going to use a recent example from Lisa’s pipeline. Referral call comes in from a client, friend of theirs is in trouble and would like Lisa to meet them. Lisa meets with prospective client and explains the process, puts client in touch with ATC. ATC (no charge to the client) goes through everything with the client and helps them to get the package together for the bank. Lisa meets with client again to get listing papers together, property is listed. Contract comes in and is ratified with the seller, contract sent to ATC. At this point Lisa is 95% done and free to work towards getting more business instead of trying to negotiate with the banks. ATC will send weekly updates to all parties involved and the deal should realistically settle in 60-90 days from contract. It just does not get any easier then that so if you get a lead from your pipeline please do not shy away. If you need any further help please do not hesitate to ask.

Enjoy the coffee,

Joe     

INSPIRATION FOR TODAY:

"Learning is the fountain of youth.
No matter how old you are,
You mustn't stop growing."
 

- Taoist Meditation, Deng Ming-Dao

KEEP A YOUNG MIND!

Don't believe the phrase "You can't teach an old dog new tricks." Creativity isn't only for artists, writers, or musicians. Creativity isn't just what is represented by a canvas or a novel or a song. We can all be creative in our own way, and the most common way that we can all do this is through learning.

As long as we continue to learn and to try new things, we keep our minds fresh and young, and we engage in the act of "creating ourselves" continually. Today's world presents plenty of opportunities for learning, especially about the environment, other cultures, and technology. Technology itself provides ever-easier ways of accessing knowledge through computers and the Internet. And no one is too young or too old to start!

Look around you at the most vital and energetic seniors you know. What do they have in common? A continuing interest in learning and sharing their knowledge and experience with others - so they are engaged constantly in the process. They keep their minds challenged and young, and in so doing, feel younger in body and spirit. They are certainly different than in their youth, but they continue the learning that began there.

Each new phase of our lives brings us new challenges and opportunities for growth. Growing older necessarily means learning new things. We are constantly creating ourselves in this way, and we can adapt ourselves to any situation by that continuing act of creativity that keeps us young.

Monday Morning Coffee

Hello all,

“Success Story”

Everyone knows  that 75%-80% of the top agents business comes from referrals. It is imperative that you are working your sphere in some form of referral system. Lisa hosts several client parties a year, one of them being a summer baseball game at the Frederick keys for the families in her data base. This year, taking a leap of faith Angela Lefevre decided to host the same party for her client base. The reason it was a leap of faith is that the total cost was going to be around $1,200 which can be a little difficult to stomach in this market. So about a month ago Angela hosted her party and 43 of her clients were able to attend, she and they had a great time. This past week Angela received a referral from one of her clients that can be directly accounted for from the party! it is a 500K listing… so on a $1,200 investment she will earn a $12,000 commission and there could/will be more referrals to come. Not everyone has $1,200 to spend but you can come up with less expensive alternatives. If you need some ideas there are plenty of people in the office that can help. The most important thing is that you do something. Remember Real Estate is a contact sport, if we are not reaching out to your people they will not be reaching out to you.

Please remember sales meeting tomorrow 9:30 at the Black Rock Center. We will be talking a bit about the market and where things might be heading, please feel free to share your thoughts.

Enjoy the coffee,

Joe  

INSPIRATION FOR TODAY:

"There is no reality except the one contained within us. That is why so many people live such an unreal life.
They take the images outside them for reality and never allow the world within to assert itself."

- Hermann Hesse

JUST ASK DOROTHY!

You've probably seen it a dozen times - "The Wizard of Oz." It's a delightful tale of fantasy, complete with munchkins, a scarecrow in need of a brain, a yellow brick road, a wicked witch and a mythical wizard with the imagined power to send Dorothy back to Kansas.

Regardless of the fantasy, the beautiful color, the unusual characters, and the whimsical plot, there is a powerful message that comes as one of Dorothy's last lines as she prepares to leave Oz. She says, "If ever again I go looking for my heart's desire, I won't look any further than my own backyard." It's such a simple statement, yet it carries a lesson for all of us.

How often do we look outside our own world of home and family for "our heart's desire?" There are so many distractions that lure us out of our own backyard: careers, shopping, powerful people, sports, clubs, TV, committees, the Internet, and the list goes on. There's so much to do and so little time. Then one day we look and our own backyard no longer seems to exist.

We should take time to smell the roses in our own garden, rather than looking over the fence and down the yellow brick road to see the roses of others. We need to let go of the imagined - the tin man, lion, and scarecrow of our own making - and appreciate the real Auntie Em's in our lives. If we don't, we may wake up one day to realize we're "not in Kansas anymore."

Monday Morning Coffee

Hello all,

Quick coffee this morning, we are on our way to MAR to make sure none of our agents get in trouble…. I have a call in to the tech company to come out as early as they can this morning to fix the copiers. Carol will send an email out when everything is up and running.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:

"An invasion of armies can be resisted, but not an idea whose time has come."

- Victor Hugo

BE IMPULSIVE! 

There seems to be a lot of anger in the world today.  Forget the national and global squabbles, and just take a look closer to home - on your TV, in the schools, among fellow employees - right in your own backyard.  

There's another attitude issue that could stand some help - disrespect.  It seems like the days are gone when youngsters (even 20-somethings) value their elders, social customs, even the laws of the land.  Common courtesy and politeness, even among adults, seems non-existent at times.

Want to be a changing force in your personal world?  It's easy, costs nothing, and goes a long way towards making a meaningful contribution for the better.  It's accomplished with an electrical impulse.  Really.  Consider your brain.  Everything you think of, each idea you have, each action you take begins with an electrical impulse - a single thought.  The thought required to cause change is called an "expectation."

Teachers use this thought daily in their classrooms.  They EXPECT students to listen, to observe silence, to walk single-file, to not cut in line, and to learn.  They EXPECT not to be challenged, disrespected, or ignored when they speak.  The best among them EXPECT nothing less than excellence.  Know what?  Their students respond positively to those expectations.

The electrical impulse called "expectation" is simple to enact, yet more difficult to enforce.  You have to really mean it.  As a country, a people, even families, we've grown soft on expectations - and it shows.  Fear of offending someone seems the rule.   Why not be "impulsive" for the next 30 days with those you love by setting a new, higher standard of expectations.  The results will both amaze and delight!

Monday Morning Coffee

Hello all,

“Coaching”

Having Mark & Teri around is a luxury to us all in many ways. However I believe one of their best attributes is their ability to work with agents, or “Coach” them. Coaching is an interesting notion in our business, you go to a seminar, buy into the system then end up in coaching. Buffini, Proctor, Ferry… all good systems with proven success and coaching. What usually happens is you stay in the coaching for 6-8 months then drop it because you have the “system” figured out, so why pay the money. What you lose at this point is probably the most important part of coaching, “accountability”. Accountability can be a scary word, it forces us to commit to someone, open up to our plans, do the work then show that the work has been done. If you can get over the fear of having a coach/accountability partner your business will be certain to reach another level. In Mark & Teri we have two skilled technicians who having been coaching agents for many years and they cost, well, hmmm, Nothing for you! This is a benefit for us that other Brokerages simply do not have. I strongly encourage each of you to have a heart to heart with yourselves and make the commitment to work with them. Once a month, once a quarter, twice a year… make it part of your business plan to sit down with them so you can elevate your business.  

Enjoy the coffee,

Joe          

INSPIRATION FOR TODAY:

"The greatest pleasure I have known is to do a good action by stealth, and to have it found out by accident."

- Charles Lamb (1775-1834)

GIVE IT AWAY!

Here's a "feel good" idea that pays big dividends to both giver and receiver: "Give something away every day!"

We all get caught up in our day-to-day routines and responsibilities. Between family and home, work and leisure, our daily schedules are usually packed with the things we do for ourselves. Managing to squeeze in a little time for others is often out of the question.

In the big picture, however, it is not what we do for ourselves but for others that really matters in life. We're not just talking about those who are "less fortunate" in this context. The world of "others" includes family members, associates, the elderly, those experiencing illness, those in our geographical, social, or church community, or the less fortunate.

So . . . what do you give away? Are we talking big money to charities or an endowment to the local university? Nope! What you give away is up to you. It might just be your time - something as simple as taking your grandchild for a walk, offering to take an aging neighbor grocery shopping, or donating a Saturday to Habitat for Humanity. On days when you lack ideas, just give away a smile, a compliment, or some encouragement.

Maybe you give away some of your material possessions. That might include a piece of furniture, an antique, a piece of family heirloom jewelry, or the like-new clothing in your closet that never fit right. Why not donate some of the kids' toys to a day-care center?

Whatever you decide to give away, do it quietly - and anonymously when possible. Make it a habit. It will bring you the special joy of knowing you've made a difference.

Monday Morning Coffee

Hello all,

“Back to School”

This is an annual Monday Morning Coffee that I send out to congratulate all of the parents in the office. The balance between work, family and personal needs can be very difficult in our business. Having the children home all summer (even though we love them) can throw a big wrench into the balance. So to all of you parents who made it through the summer and are delivering your children back to the school system today, congratulations! I found out this summer that this goes to another level as they get older… I delivered our oldest to Towson University yesterday. There comes a time in their lives where you are ready for them to go and THEY are ready to go. Personal note- Starting with our oldest we will have a kid in college each of the next 10 years, 4 of the years 3 will be in at the same time, 2 of the years 2 will be in and the other 4 just one. Below is the famous Staples back to school commercial to get you in the mood.

http://www.youtube.com/watch?v=fwcYbo7pjto

Enjoy the coffee,
Joe

INSPIRATION FOR TODAY:

"Learn to let go. That is the key to happiness."

- The Buddha

PLEASE RELEASE ME!

Remember the song "Please release me, let me go"? If you've ever felt that someone or something had a hold on you and wouldn't let go, perhaps you needed an "attitude adjustment."

Why? Unless you are literally chained to a wall, people and things don't have a "hold" on you. It is you who have taken hold of them, and refuse to let go. It's so easy to latch on to the situations, relationships, and baggage of others - believing it possible to have some control over their outcome.

The result is never-ending worry, sleeplessness, feelings of helplessness, and other symptoms of being "out-of-control." Anger is another matter - there seems to be so much of it today. TV shows are full of it. Anger is directed at family, the boss, the spouse, or anyone else in sight. Yet anger results from feeling that things or people are not doing what you think should be done. Anger is felt when you can't control the outcome.

The truth is we are only in control of our own lives and actions - nothing more. Buddha had it right when he said, "Learn to let go." Martin Luther said, "Let go and let God." Regardless of who said it, or how it was said, letting go will open many doors of happiness in your future.

Monday Morning Coffee

Hello all,

“New Stuff”

First of all a big thank you goes out to Colleen & Danny for sponsoring our outing Saturday night. Also, to Carol of course for putting everything together. The weather Gods treated us well and everyone had a great time. For those of you who were unable to attend you were missed.

We have a couple of new things coming to the office in September so I wanted to give you a preview.

New website and back office intranet- We will be upgrading the website, the biggest thing here is agents will be able to get customized personal websites with a full IDX solution for $20 a month. Currently everyone gets a free micro site from RE/MAX but it really does not do much. The new site will give you more options and the IDX solution, it is similar to Homes Database capabilities through MRIS. The $20 per month is a pass through cost which can be added to your bill. The back office intranet (no cost to agents) will allow agents to log in to your statement to check on upcoming settlements, print commission reports, we will have a storage solution where we can put all of the important documents you need, schedule events, reserve conference rooms… It will take us a little time to learn how to stear the ship so we will be doing a full unveiling at the September sales meeting.

Small Buffini Group- Lisa and Sharleen will be starting a small Buffini group, the group will meet once a month for about an hour. This is a great energy builder and accountability session for all that attend. However to attend you must be in the Buffini system getting your blue box every month J

Enjoy the coffee,

Joe 

INSPIRATION FOR TODAY:

"A candle loses none of its light by lighting another candle."

- Unknown

SHARE AND SHARE ALIKE!

Ever notice how those around you sometimes keep their best ideas to themselves? Perhaps it's you who calls for information from a supplier about a hot new prospecting idea . . . and asks that the information be mailed to your home so others in the office won't see it. Even if the shoe fits, you're not alone and won't be condemned for not sharing.

On the other hand, have you noticed how those who are most successful rarely mind sharing and teaching others their best moves? It's like lighting a candle. Those who are comfortable with their own success rarely feel threatened if they light someone else's candle. They know they will lose none of their own shining light by igniting the candle of opportunity for someone else.

How is candle-lighting best accomplished? First, it takes an understanding of your own strengths. Perhaps you're blessed with a beautiful smile and a never-ending supply of good attitude. If so, the candle you light for others may be words of hope and encouragement. Maybe time management and efficiency in your work ethic are your forte. If so, be a teacher and mentor to those who are not so focused.

The list of possibilities is long, but you probably get the point. Give your strength to others with no thought of reward. Do it every day. The simple candle you carry, when shared, may turn another's life into a multi-colored roman candle of health, happiness . . . and success.

Monday Morning Coffee

Hello all,

“Store Your Nuts?”

I have been at this Manager/Broker thing now for 5 years which has included my Monday Morning Coffee email. Each of the first four years I have sent my annual “Store Your Nuts” email about this time of year. Being in it every day it is easy to pick up the correlation between activity and closings. When general activity is strong you know your closings will be strong 60-90 days out because of the time it takes to get to contract, then the table. When activity is slow obviously you can forecast the opposite. Sometimes we get lulled into confidence because we are having a strong closing period but if the activity is down we need to budget for the future. Coming out of the spring market each of the last four years the activity in the office came to a screeching halt. July & August continued to be strong closing months but the road ahead looked a little gloomy, so I sent my “Store Your Nuts “ email for the fall and winter. I am not quite ready to send up the warning flag just yet for this year. Activity in the office the last 30 days has been as strong as I have ever seen, so the fall is looking good for closings. This is a bigger picture of how I look at the office however I encourage you to take the same approach with your business. Is the phone still ringing, do you have buyers in your car, going on listing appointments… These are all signs that the pipeline will stay full and the cash will keep flowing. I am not saying we are out of the woods and it could be a cold winter but for now the fall is looking good. Let’s keep working hard and keep this rolling as long as we can.

Enjoy the coffee,

Joe      

INSPIRATION FOR TODAY:

"A single thorn of experience is worth a whole wilderness of warning."

- Unknown

THESE SHOES ARE MADE FOR WALKING!!

Remember one of the ancient sayings from your first-grade teacher? It went something like this: "We learn to do by doing." So . . . from "Chicken Soup" comes this story by John Holt:

"Not many years ago I began playing the cello. Most people would say that what I am doing is 'learning to play' the cello. But these words carry into our minds the strange idea that there exist two very different processes: 1) learning to play the cello; and 2) playing the cello. They imply that I will do the first until I have completed it, at which point I will stop the first process and begin the second. In short, I will go on 'learning to play' until I have 'learned to play' and then I will begin to play. Of course, this is nonsense. There are not two processes, but one. We learn to do something by doing it. There is no other way."

How do we learn to swim? Do we get the basics in a classroom, taught to us on a chalkboard, and then hit the pool like Mark Spitz or Esther Williams? How about riding a bike? Do we study the laws of physics, the effects of gravitational pull, or other Einstein-like theories, and then launch ourselves into the top spot in the "Tour de France?" No - we just fall down and scrape our knees a lot.

Want to add new direction to your life? Begin walking in that direction. Put one foot in front of the other. In other words, "Just do it!" It all begins with your imagination harnessing the power of your mind and the energy of your body. Once you choose a new role for your life, don't learn the part - act the part. One other thing - don't let that "single thorn of experience" deter you!

Monday Morning Coffee

Hello all,

“Sales Meeting”

Quick coffee this morning. I wanted to remind everyone about the sales meeting tomorrow, 9:30 at the Black Rock center. We have had several exciting additions to our organization over the summer, this will be a great opportunity for everyone to meet each other. We will also have a brief presentation from ATC which is a short sale negotiating company which has really figured out the process, they will also be staying after for Q&A. We only have 10 meetings a year and we were off last month so I would like to see as many of your smiling faces as possible.

Enjoy the coffee,

Joe

INSPIRATION FOR TODAY:"Between stimulus and response, there is a space. In that space lies our freedom and power to choose our response. In our response lies our growth and our freedom."
- Stephen Covey

WHEN THE WIND BLOWS!

From the book "Wellsprings of Wisdom" comes this story:

A sturdy but diffident young man asked a farmer for a job as a farm hand. "What can you do?" inquired the farmer. "I can do whatever needs to be done, and I can sleep when the wind blows," replied the applicant. Although mystified by the phrase "sleep when the wind blows," the farmer did not press the question but hired the young man.

Some nights later a violent storm awoke the farmer. He got up and tried unsuccessfully to arouse the farm hand, then with considerable annoyance went out himself to see if all was well. He found the barn locked, the chicken coop properly closed up, a wagonload of hay covered with a tarpaulin that was securely battened down, and all else in a condition of safety from the elements. Then the farmer realized what his new farm hand meant when he said, "I can sleep when the wind blows."

Think how often the storms of life give us a wakeup call. How many times have those storms caught us with our guard down and our barn unlocked? The hired hand knew that simple precautions practiced on a daily basis could render impotent the howling winds of uncertainty in life.

Stephen Covey, in his "Seven Habits," talks about being proactive - heading off problems before they arise. While the hired hand never read the book, he understood the practice of closing up the chicken coop every evening. So, how are YOU sleeping when the wind blows?

Monday Morning Coffee

Hello all,

“ROI”

What if I told you that if you spent $4,000 a year plus 2 hours a week on something, in 2-3 years you could have an ROI (return on investment) of $40,000-$60,000 a year or even higher? I imagine most of you would write the check pretty quickly. Most top agents work their sphere of influence but also have an area or geographical farm that they work through marketing and community involvement. For this example I picked Fountain Hills in Germantown. When you pull the tax record, then remove the absentee owners there are 624 properties in the geographical farm. So if I wanted to farm there this is what I would do:

Step 1- I would contact a mailing company like Marketing Matters to set up a regular mailing. In this case you could send a nice 5.5 X 8.5 2 sided color post card with your pretty face plus a slick marketing piece on it every 2 months. The cost would be about $400 per mailing or $2,400 for the year.

Step 2- Pick 2 community events that you would sponsor a year in the community, yard sale or family pool party are good ideas. The cost would be around $800 each which gets us to the total of $4,000.

Step 3- Create a Facebook page for the community. “Fountain Hills Community page” would be nice. You would then start following what is going on in the community and post it on the page. You would also need to have creative ideas on how to get people to sign up for the page. This is the 2 hours a week part.

Individually these steps might not get you there but collectively and through repetition you should be landing 4-6 listings a year, in 2-3 years. That’s the $40,000-$60,000 a year part. Next Monday I am going to talk about ”market share” which takes this to another level. For today I would like to conclude with I understand this is a leap of faith. But the only things stopping you from doing this in your community is fear and lack of confidence. Two things you must to overcome if you want to be in sales.

Enjoy the coffee,
Joe

 

INSPIRATION FOR TODAY:"Strength of numbers is the delight of the timid.
The Valiant in spirit glory in fighting alone."
- Ghandi

COMMITTEE COMFORT!

It has been said that "a camel is a horse created by a committee." You've probably witnessed the process yourself. You put any twelve decision-makers in a room together, and they can't seem to make a decision at all. Worse yet, they create something that is comfortable to all members - a camel of their own making.

Ghandi says numbers are the "delight of the timid." At some time or another, we all want the comfort of being surrounded by others with interests common to us. Maybe it's on sales meeting day when the discussion turns into a gripe session. Maybe it's in the break room, around the proverbial "water cooler," or in a training class we've just taken. Wherever the group meets, the results are often the same - a lack of action backed up by all the reasons that justify the inaction.

Ghandi also says the glory is "in fighting alone." Look around. Do you see one or two individuals who spend little of their time with the group? Sometimes called "loners," these are usually also the over-achievers, the top producers in life and business. They know where they're going and they don't need your approval to do it. The committee says they aren't "team players."

Being human, it is certainly normal to seek the comfort of others. In the case of those few individuals described as "the Valiant in spirit," however, their strength comes from their accomplishments. In each of us, there is also that "Valiant" spirit - the part of us that wants to strike out on our own. You can do that by resigning from the committees of your life. Elect yourself President and Chairman of the Board of your own future - and make it unanimous!

Monday Morning Coffee

Hello all,

“Full House”

This week we warmly welcome 4 new agents to our RE/MAX Town Center Family! Dave Goldberg, Joyce Fekkak & Margaret Plumly comprise to make the Goldberg Group, Donna Pheiffer will be joining Lisa on the Sabelhaus Team. All wonderful additions and we are very pleased to have them. In addition to selling Real Estate the Goldberg Group comes from a strong Property Management background. They have formed and will operate Goldberg Property Management out of the office, more to come on this down the road. So if everyone takes a minute to look around the office we have a wonderful little problem on our hands “Full House”. There are no immediate plans for expansion however we are exploring several options. In the meantime if agents come along that need office space I have an agreement with Pinnacle Apartments (Our Landlord) for a short term apartment rental to put them in. If anyone has any thoughts or ideas about expansion feel free to pull me aside in the office to share.

Happy Mother’s Day to all of the Mom’s in the office. Hoped you enjoyed your Day!

Enjoy the Coffee,

Joe

INSPIRATION FOR TODAY:"Infinite patience produces immediate results."

- Unknown

TIRED OF WAITING?

Have you ever wanted something special to happen in your life or desired to attract a person or outcome into your life? Maybe you laid specific plans that should have produced the desired results. Maybe you prayed that the results would occur. Perhaps you focused on the desired outcome with great intensity over an extended period of time.

What was your response when nothing happened, when there occurred not the slightest apparent movement towards your desired objective? If you became impatient, chances are good that you were too attached to the outcome. Perhaps, while you were waiting, you were also skeptical or allowed friends and associates to dampen your belief that the desired outcome would occur

Today's quotation at first glance appears to be at odds with itself. After all, there's a great chasm between "infinite" and "immediate." Yet, when you exercise infinite patience, the desired results often appear immediately, or so it seems. Patience means not being so attached to the outcome that you sit waiting minute-by-minute for the results. When you take action to achieve or strongly believe in your objective, it cannot NOT occur.

When you are detached from the outcome, you do not sit idly by waiting for the result. You continue doing other things, moving towards other outcomes. As you do, the results you sought earlier come to you of their own accord and at the appropriate time. You cannot rush them, and they often come disguised as other outcomes.

The next time you desire a specific objective, keep it to yourself. Avoid putting it out on the line for all to see and criticize. Exercise infinite patience, and know that what you desire is already on its way to you. Then, recognize its arrival with gratitude!