PRESIDENTS MESSAGE

Welcome to the new Executive Launch newsletter. One of our continuing goals is to keep you informed and give you the very best service possible. 2006 was a great year for many Launch Trained Executives. Talking with you I have learned that one of the best pieces of advice given is to not listen to the negative press and other agents who would rather complain about the market then do something about it. I talk about setting your business goals, writing them down, and then visualizing you achieving those goals. Visualization is best achieved through repetition. You must write your goals down and place them where you will read them daily, i.e. day planner, dressing table, desk, car……Don’t forget they must be SMART goals and fit into all areas of your life. Your number one task as a Realtor is prospecting and I would like to congratulate Sonja Graham, Class of January 2007, for seizing the opportunity while on her Caribbean cruse. Sonia called our staff from the cruise ship regarding an opportunity to list an East valley property for someone she met on the ship. Don’t be a secret agent; you never know where your next opportunity will come from. “Success is the progressive realization towards a worth while goal.” - Earl Nightingale

DIRECTOR’S MESSAGE

I am always excited to hear from so many of you that have been very successful in your new business by using some of the proven techniques that are taught in this program. There will be many challenges that come along with your success as you make your way through this survival stage of your new business and it is important that you understand that you only have to succeed 51% of the time for your business to grow. Here is a formula that I hope will help you: 1. Reflect on your past success so you do not lose faith in yourself if things are not going the way you would like them to. 2. Use any disappointments as an opportunity to grow and respond positively to life circumstances that do not fit into your plan. It is not possible for us to have it our way every time, but our decision on how we handle the challenge is completely within our control. You can almost always turn “lemons into lemonade” if you choose to. 3. Visualize the person you wish to become. If you take 15-20 minutes per day, at a quiet place, by yourself, and visualize the success that you wish to achieve; getting the listing you wanted, owning the car you always wanted, the house you always dreamed about, the extended vacation you wanted to go on, the charity where you wanted to make a difference through your contributions. Developing a positive self-image will be a very important link to future success in your life. 4. Set definite goals for every success you wish to achieve. Make sure they a Specific, Measurable, Attainable, Realistic, and Time specific. Then share them with someone that will make you accountable, “an accountability partner”. Remember, that you only have to win most of the time to grow and become successful and a setback can actually be an opportunity for you to grow! Dale Clayton, President, Executive Launch

DIRECTOR’S MESSAGE

The two most important actions you do as a Realtor are prospecting and lead follow-up. Once a client is ready to write a contract you need to know how to write it. Whether a listing or purchase contract it is important that you understand the paperwork and how it is applied to the listing or purchase, whichever you happen to be working on. Please read the contract so you understand it. If you have any questions please contact a transaction advisor for help. I would advise everyone to go to the contract classes more than once, provided by Executive Launch and taught by the transaction advisors. Also, do not forget to go to the Executive Launch web site in the student secure site and review the contracts that are already filled in. My goal is to give you the tools to become the very best you can. Please use your resources, then: Think about where you are right now and visualize the success you deserve and see yourself having. Plan by setting your goals in all areas of your life, write them down, and then act on them. Exercise your mind and body to prepare you for the journey. Read positive material, eat properly and exercise regularly. You are the president, CEO and chairman of the board of the company and you must take care of yourself. Grow by giving back to the industry that has given you your opportunity. Be grateful and humble as you grow through the stages of “survival, stability, success, to significance”. Dale Clayton, CRS, GRI Associate Broker President, Executive Launch

DO NOT BE AFRAID OF FAILURE

I believe that success is directly proportional to the lessons that we learn by trial and error. In other words, learning and sometimes through painful lessons our best plans are formulated. Unfortunately, many people see failure as a closed door instead of an opportunity to “think outside of the box” and learn how you can modify the experience to make it work the next time. Some find that it is emotionally too painful to fail and therefore seldom try again. Success to them is winning the lottery so they do not have to experience the pain of failure. The person that starts their own business does so because they have observed someone else that has the independence and financial security that comes with hard work and a commitment to succeed. Most people do not realize that experience and success of that entrepreneur came from their many failures and their ability to overcome the emotional pain that come with those experiences. Experience in the real estate business comes with the number of prospecting calls that you are willing to make, coupled with your attention to reactions from those prospects. The more reactions, good or bad, the more you learn about what works and what does not. Step out of your comfort zone, and if something does not work, make adjustments, then try again until you get the reaction you desire. It becomes a positive experience when you are paying attention to both positive and negative reactions from your prospects and clients, gaining valuable experience that will help you attain the independence and financial security that will make you a leader. Dale Clayton, CRS, GRI Associate Broker President, Executive Launch

Why are Listings Not Selling?

We have been receiving comments on how listings are just not selling. Have any of you heard this? How is the property priced? Almost always the answer is; a little high but I am not even getting any showings or offers. Well, welcome to a relatively normal market. If the house is not listed at what sold in the last 3-6 months (and closer to 1-3 months is better) then it is priced too high. Let us consider ourselves buyers in this market. Would you make an offer on anything that was not priced correctly when there is so much to choose from? I doubt it. It is important for you to give your sellers the facts so they can make the correct decision in pricing their property. Fact #1: There are over 50,000 properties on the market. Fact #2: If a property is priced correctly and staged well it will sell. Fact #3: Motivated sellers will listen if they feel they can trust you. Sellers need you more than ever and that is why this should be a time for you, as trained Executives in the real estate field, to thrive. It can be difficult to give sellers the truth about the value of their property. The information they receive, before they meet with you is usually far from accurate and they want to believe that their property is immune from what they have heard and read. The sequence in taking a salable listing is simple: First take time to get to know your sellers’ needs and wants. Understand their motivation to sell and why they are putting themselves through the process of moving. Ask a question and listen, then ask another question. This process would take me anywhere from 45 minutes to and hour, never trying to give any advice on what they need to do to sell. Just listen and take notes. When you feel that you understand their needs and wants, sit down with them and give them your 8 to 10 minute listing presentation which gives them an overview of the process. (if you do not have this process down please call me consultation.) Then move to your CMA with supporting documentation. If you do this correctly you will not only take a salable listing that will not be on the market long, but you will also make a “client for life”. This is a great time to be selling real estate if you have a system in place. Embrace your dreams. Write down what is important to you then set your goals to achieve those dreams. Nothing can stop you if you believe in yourself and the value you bring to your business. Dale Clayton, CRS, GRI Associate Broker President, Executive Launch

ATTITUDE IS EVERYTHING

I still hear a lot of Realtors say that this is a “bad market” and I just cannot believe the negativity. I will not bore you with statistics that can be used to confirm or reject this negativity. I can tell you that if you stay away from the people that are complaining and move forward with what you have been trained to do through Executive Launch, you will succeed. As a real estate sales professional, your day should be filled with the following activities: Prospecting and Lead follow-up( at least 4 hours per day) Giving listing presentations Working with qualified buyers Writing listing and purchase contracts Negotiating purchase contracts Market conditions follow-up with your buyers and sellers I feel that listing is the most important activity you can do to improve your business, and you must practice your listing presentation. Nothing happens in real estate until a property is listed for sale and the more signs you have out there the more buyers you will attract. Your job is to qualify them and to put them into contract. Further, you must continue to educate your sellers as to the market conditions so that they price their home competitively in this market. If a property is priced correctly it will sell and a professionally staged property will sell faster and at a higher price. If you are having problems with any of the above activities please do not hesitate to call me or just attend one of the core classes that can help. Barbara and I are also open for individual coaching along with all the other transaction advisors. We are here to help you become the most productive real estate agent you want to be. Suggested reading: Power of Positive Thinking, by Norman Vincent Peale Stinkin Thinkin, By Zig Zigler Dale Clayton, CRS, GRI Associate Broker President, Executive Launch

IT’S A GREAT MARKET!!!

You may be surprised to hear me make the statement “It’s a great market” … let me explain. Since the change of 2003-2005 real estate market, the stock market has improved dramatically. The average sale price of a home in Maricopa County has stayed relatively stable at about $250,000. There are major commercial construction projects going on all over the valley, and we are on a record pace of over 12,000 people “net” moving into the valley every month. I can go on about job growth and the attraction of new industry to the valley but I hope I have made my point. The number of listings on the market has skyrocketed to an all time high of over 54,000 and for the first time in many years the public has a definite need for good Realtors. It is an exciting time! With a two year supply of homes on the market there are still people buying homes. If you are a buyer it is a great market with a good selection of properties and prices that are realistic. If you are a seller, and the property is priced and staged correctly, the property will sell. If you are a real estate agent with a business plan and prospecting goals you will thrive in this market. I encourage you to give your sellers accurate information about what they need to do to get their homes sold and advise your buyers that TODAY is always the best time to buy because the market (and interest rates) can change quickly. No one has a crystal ball into the future. I have talked to all of you about your business plan and setting goals, then acting on those goals. If you’re not sure of what your plan is “please” come back to some of the classes and let us help you. Dale Clayton, CRS, GRI, Associate Broker, Realty Executives President, Executive Launch

YOUR GEOGRAPHIC AREA OF INFLUENCE

One of the areas of prospecting for new business is geographic farming. The real estate version of the definition is planting seeds for future growth in your business, but it can also be a great way to find new business right away. I encourage anyone that is ready to put a plan together for their business, to consider specializing in an area that they know better then any other real estate agent and therefore becoming the realtor of choice in that particular neighborhood. The core area should be no more then 500 homes (200-300 if you are just starting). Map out an approximate 5 mile radius from that core…now you have identified your area and that core will most likely expand in time. Every day you must “tend to your farm” by previewing new inventory (including unrepresented sellers or FSBOs), expired and canceled listings and hold houses open. In your core area communicate important information that is pertinent for the people that live there. That is why I suggest 200-300 home to begin with; otherwise the task can be overwhelming. I have agents asking all the time: What should I do to generate new business? Of course working within your sphere of influence and past clients to generate referrals is something that must be fit into your daily time management, but farming a geographic area can be just as important to the development of a referral based business and can also give you a sense of direction for your business. My last year of selling real estate full time, 2003, I generated 23 closed transactions from a core area that had grown to 1034 homes over 18 years, and that did not include the transactions I had from past clients and sphere which was sufficient for me to achieve my personal goals and passions. Have you written down your goals for all areas of your life and then put a plan together to achieve those goals? Until you do you will be like a sailing vessel without a chart, and a shipwreck is inevitable. Dale Clayton, CRS, GRI, Associate Broker, Realty Executives President, Executive Launch

Adapt to a Changing Market

One of our students representing a buyer (yes they are out there) contacted us recently as she was entering into a transaction represented by an agent with another firm. The offer was significantly lower then asking price and our E. L. agent was assured by the listing agent that the offer would be rejected if the buyer did not make a more realistic offer; the listing agent knew this because she had been in the business for 15 years. Our advice to her was to ask the selling agent to please present the offer and that it was not her decision to make but the sellers. The offer was accepted by the seller! The inspection was completed and the E. L. agent was told again by the self-proclaimed experience agent, if the buyer was not realistic on the BINSR the seller would surely cancel the contract. The E. L. agent presented the BINSR, it was negotiated, and the property in now getting ready to close. Just because someone has been in the business for 15 years does not make them an expert in a changing market. There is a lot of negativity going around right now and I am seeing it with many agents that have been in the real estate business for a long time. I call these people “Dinosaurs”. They cannot adapt so they die off, and it is a good thing because some of the up-and-coming stars in this business can be drained by these naysayers. I challenge you to be the new leaders of the real estate industry and keep a positive attitude. It may be slower than you would like, but there is great hope for the near future. If you have a plan and prospect daily and continue to learn the business, there can only be success in your future. The opportunities for you are abundant; make the best of these opportunities by preparing, adapting and implementing your plan. Please take advantage of the many opportunities available for the Executive Launch agents to excel. Hope to see you at one of our next month’s classes, coaches meetings, Realty Executives Synergy meetings and the October 17 Productivity Rally. Wow! There is a lot to look forward to. Dale Clayton, CRS, GRI, Associate Broker, Realty Executives President, Executive Launch

FROM THE DIRECTOR

I attended a success seminar at the USAirways center this week primarily to see two of my heroes; Colin Powell and Zig Ziglar. It was a wonderful surprise to also hear from another speaker that I did not know well by the name of Kirsh Dhanam who is an immigrant from South India. Kirsh shared seven steps he used to achieve the AMERICAN DREAM. Step 1. Identify your goal and be specific. Step 2. List the benefits that would come your way. Step 3. Identify the obstacles that would prevent you from achieving your goal. Step 4. Define the skill and knowledge needed. Step 5. Locate the people and organizations that can help you. Step 6. Detail a plan of action. Step 7. Set a completion date. Kirsh Dhanam thinks that many people try and fail and never try again because of F.E.A.R. (False Evidence Appearing Real). The market has changed and some of the things that we did before are not working so instead of changing and adapting we say: This must be a bad market. It is easy to say, and there is no fear of failure by trying something different. Thomas Edison said “Many of life’s failures are people who did not realize how close they were to success when they gave up.” Ignore the negatives, plan for your success and enjoy the privilege of living in a wonderful country and being able to achieve the “American Dream”. Dale Clayton, CRS, GRI Associate Broker President, Executive Launch

The road in real estate is continually changing!

The road in real estate is continually changing and every morning when you wake up you are presented with both challenges and opportunities to make those changes work towards your success. There are no short cuts, but no speed limits either. The only way to succeed is to know your destination, have the direction to get there, and discipline to stay on track. What is your goal? Where do you want to be in 1 year? Five years? 10 years? You have to know where you want to end up before you start your journey. Setting a measurable goal will give you a destination and something to strive for. Without a goal, you are wandering aimlessly and achievements will come only by accident. There are many different directions that all lead to a destination. Each individual has his/her own system and that is what makes the real estate world so fascinating. There are many ways to do business and many ways to make money. Use your imagination, hard work, and ingenuity to make your own path. This is your business, your journey; travel it with your style. Self-discipline – this is the hard one. You can destroy your own career far more quickly than anyone else can. No one is watching over you so you are free to do whatever you want. Stay disciplined, set high-quality work habits and standards and keep reaching for your destination. This is a fantastic market to be working in. There are plenty of opportunities to both make money and build strong foundations. It takes a great deal of time and nurturing, but when you arrive at the place you want to be, the journey will be well worth the effort. Nancy Villemez Launch Trained Executive

Lesson Learned!

As 2007 winds to a close, and I reflect on my first year in real estate, a valuable lesson comes to mind. The lesson is… yes, I work in real estate, but I am really in the lead generation business. After graduating from Executive Launch last December, I was fortunate to have a few transactions close from March through June. I immersed myself in those transactions, learning a great deal about contracts, inspections, the escrow process, etc. Great experience, but I forgot to keep marketing myself, and generating leads! When I wrapped up that last transaction in June, my pipeline was empty. That’s when I realized I wasn’t in a corporate job anymore. No more paychecks unless I made a sale - and without a pipeline of leads, that’s a tough realization! Furthermore, without a pipeline I would cling to any prospect (even if they were wasting my time). Successful Realtors work with quality clients – they’ve learned to “weed out” those clients who will not be loyal, and those who waste their time. It takes confidence to do that – confidence that only comes from a solid pipeline of prospects. We’ve all learned various marketing techniques from our Executive Launch training, so whether you like to farm, work FSBO’s, work expired listings, knock on doors, or work through referrals – just be sure to make your marketing an everyday habit – THAT’S your job, even when you get busy with transactions! This is a great time to build your pipeline. Many who got their real estate licenses to make easy money in the boom of ’04-’05 will drop out of the business. When the market turns, the serious, professional Realtors will be well-positioned to reap the benefits. Wishing you a joyous Holiday Season and a prosperous new year! Bob Beglin Launch Trained Executive

Lessons I Have Learned

I decided on a career in real estate for schedule flexibility, earning potential and to make a difference. My first lesson in real estate…your time is as flexible as your clients’ time. You have to LOVE what you do as the time involved can be much greater at times than the financial rewards. How to build a business without a sphere of influence? I needed to find creative ways to build my business so I began to collect business cards and emailing on a regular basis. I also began networking with out of state realtors and have so far received 8 referrals. Sending useful information is critical in getting responses. Open houses were part of my plan during the week and on weekends. I would look for homes that had high traffic and actually got my first buyer and listing from an open house. . Yet another lesson….don’t be afraid of being a little aggressive. I have lost buyers because I took their “Here is what I want, but I am not ready yet, I will let you know when” literally. Next thing I knew, they wanted me to deactivate their client gateway because they already bought a home. That lesson hurt when that prospect bought and sold properties worth more than $2 million. Final lesson……always find and focus on the positive. When asked how the market is or told the market is slow, my reply…. “it’s a great time to buy, are you or someone you know in the market?” Buyers and sellers want an upbeat, happy and positive person around them. There is no secret to immediate success, so far for me it’s all about relationships not only with clients and prospects but with fellow realtors. They are my coaches, cheerleaders and network. Deborah Mikita Launch Trained Executive

Amy S. Plotts

Coming from another real estate company in the valley and being in the real estate business only a short time, I had little to no experience and certainly no training in real estate. I was relieved when I joined Realty Executives in September 2007 to find out about the Executive Launch program. I wanted to “get serious” about my real estate career and take it to the next level. Even after the first class with Dale, my eyes were opened to a whole new world on how to conduct myself as a real estate agent and operate my real estate business. There really is a difference between being an “agent” and being an “executive”. My first order of business was to organize and sort my database. I never realized what an untapped resource I already had at my fingertips. I learned through the Executive Launch class that your client database should be thought of as a fish tank- if you do not add water or circulate it, it will stagnate. Now, I am constantly on the lookout for new clients to add to my database and have taken a proactive approach with my existing clients. My sphere of influence acts as an extension of my own business, my own personal sales force. My goal is that everyone in my database knows that I am now at Realty Executives and when they think of a real estate agent, they think of me. Call me crazy, but the best investment I have made is buying “Thank you” cards. Hand-written personal notes are the most powerful and least expensive way to deepen a relationship. I had no idea that a hand-written personal note would have the impact that it does. I have received more calls from people, who received a personal note from me thanking them, for coming to an open house, talking with me at Starbucks or just people I speak with at the car wash. If you are able to get an address, treat it like gold. People don’t save emails, text messages or voicemail, however they do save personal hand-written notes. Lastly, I have all learned various marketing strategies in Executive Launch training, but I think at the core of everything is “confidence.” Confidence is not necessarily something you are born with, but is developed over time with practice. When working with one of my clients, I kept thinking about the possible failure of the transaction. When I changed my perspective and focused on the transaction closing, my anxiety feelings changed into hope and my confidence was restored. All of the marketing techniques we learned in class are great, but you must have the confidence to implement them. Remember you are your business. Your most important asset is you!

Nancy Parana

This is a Great Market... This is a great market…believe it, ‘cause it is true! We are swimming in a sea of opportunity. What we believe becomes our reality, and boy do I believe…now! Well, I am here to tell you…one day it pops! It just does. I am living proof that you are just chugging along, wondering if and when it is ever going to happen, then BANG!…it all starts to pay off. Wow, what a whirl-wind of activity since I got out of Launch! At first I did not know what to do. I felt like a fish out of water. Could I ever do all that Dale and Barbara were asking? Pass out 15 business cards, hand-write “thank you” notes, do “pop-bys”, wear my name badge all the time, do open houses…Geez…where is my life in all of that! Since I completed Launch, I have implemented into my daily routine and life all of those things that we have learned. Here are some other things that I would love to share. Find Support: I have teamed up with Tiffany Rennick, who herself has just completed Launch. We check in all the time and hold each other accountable. Stay positive and stay away from those “Nellie Negatives.” Be a maverick, if you will. If someone is kicking sand in your eyes…find your own sandbox! Eventually, others will come to play with you in yours. Surround yourself with other professionals: If this is your full- time career…treat it as such. Your Buyers and Sellers are counting on it. Integrity: Honor your word. When you don’t, clean it up, make new promises and keep them. Be Free: Give up always having to “Be Right…” Be Powerful: Be straight with your communication and take what you get. Be Courageous: Acknowledge your fear, and ACT anyway! Be Peaceful: Give up the interpretation that “something is wrong.” You are where you are. Be Charismatic: Give up “In order to,” and “Always trying to get somewhere.” You ARE somewhere. Be present. Be Enrolling: Share yourselves with others. Leave them touched, moved, and inspired.

Sean Bonini

Relationships are the key... Who do I know?  This is probably the most important question to ask yourself in real estate - ask it every morning!  I can guarantee in the next week, someone you know or someone related to them is going to make a real estate decision that could put money in your pocket and create future referrals - assuming you do something about it today!  Don't take for granted the fact that you are in real estate and assume that your associates will contact you.  You need to constantly let people know  that you are expert in the business, you are there to help them with all of their real estate questions and that you are happy to help them and their associates buy, sell, or invest in real estate. When I first moved here I knew absolutely nobody.  Armed with my real estate license, 30 days of intense Executive Training, and a personal resolution to never quit or fail, I embarked on what has become a mistake-filled, educational, and profitable adventure in the world of real estate.   The beginning of my career was a lot of trial-and-error as I searched for the "secret" formula to gather business as not only a newbie to the Valley but also new to the world of real estate sales.  What I found from my first deal that closed (and from all the deals that I have done as well) was that the success of my business was directly related to the relationships that I had with my clients.  A client relationship doesn't have to be years of knowing someone.  It can be as simple as another individual who trusts you because of the honesty & integrity that you have shown them without being overbearing or ultra-aggressive.  Real estate sales should be seen as a life-time commitment not a one time event.  Showing your client that you are interested in a long term relationship with them and not viewing them simply as a "quick sale" will result in not only that client's future business but referrals from that client as well.  We've all experienced the "hard-sale" whether it be a car salesperson, furniture salespeople (a personal pet peeve!), or maybe even your previous realtor!   Would you refer that person to your best friend, associate, or relative?  I know I certainly wouldn't.  Be helpful, kind, honest, and treat everyone like a million dollar client whether they buy something from you or not.  Let people know your name, give them your 30 second commercial about your business, then spend the next 15 minutes asking them questions about their lives.  They'll walk away remembering not only what you do but that you sincerely took an interest in them.  Be sure to get a business card or at least an email address - and don't forget to send them a quick note thanking them for the opportunity to speak with them.  Check in again with them in a few days, maybe meet them for a quick cup of coffee, or tell them that you are putting together a really nice newsletter about the community and you'd like to get their opinion on it.  Anything to keep them in your loop, remembering your name, and some slight association to your business without being aggressive.  Please, whatever you do, don't invite yourself over to "comp" their house unless they ask...nothing says pushy annoying Realtor more than some family being stalked by an overzealous salesperson who looked their address and has been doing hourly drive-bys with their picture plastered all over the side of their car hoping to "catch" their new friend outside on their lawn and enter the "I was just driving by and what a surprise that you live here!" spiel....   Sincerely take an interest in people. People naturally want to know other people. It's important to have a huge contact list and who doesn't love to go to a party and be able to comfortably wander the room, acknowledging associates and meeting new people?    Treat people well and not only will you be rewarded with a happier, exciting life but a career that is full of fun, education, and tons of referrals.

Jardin Ratzken

You’ve Got to Believe! I moved to Arizona not knowing a single sole and at the age of 25 and within 6 months I decided go to into the one of the worst turn around markets that real estate had seen in quite a while. In the beginning I lost deals with clients…other agents disappointed me and to be honest, getting started in real estate was by far the most difficult undertaking that I could have ever imagined. My only source of income was my real estate business; months and months passed with no income …. I used my credit cards to survive. People thought I was crazy and actually so did I sometimes. I was working 60 hours a week and not getting paid. To me it felt like a war zone, but I knew that others had made it so I was going to survive. I feel the harder it is in the beginning the stronger you become. I have many stories to share; my message to you is to brush off the bad, feel good about the situation and move on. When disappointing things happen you have to take a few days off; clear your mind and make sure you come back even stronger. I always knew that I was so very close to finalizing deals and that they would close if I worked it hard enough. In starting in your business you have to try all different activities to generate business to see what works. This worked for me and now I do the following: Internet marketing Monthly mailings Farms areas (my trifold piece works like magic) Give out business cards to everyone I meet Get involved with something. I chose hockey/softball I found a company to set up a information booth on a monthly basis Consistently do open houses Set up and updating my database LEAD FOLLOWUP is key Always tell everyone that the market is a GREAT time to sell or buy, study different aspects of the market and knew it better than anyone else and everyone I do business with knows everything I do to make things happen. After making the 100% CLUB my second year in the business I feel I made a great accomplishment. I am planning on making it again year after year. Someday I will be a top agent in our company. That’s a preview of my story. Thanks Dale, Barbara and Scott for helping me create a great career.

Phillip Baker

I was lucky to have my start with Executive Launch when the real estate market was in that wild and wonderful time when you could list a house and get an offer on it within a few days.  In fact, the biggest struggle I had at the time was getting to a home with buyers before the home had multiple offers. I was starting to believe that maybe the pundits were right and the bubble would not burst for a very long time. I took all the wonderful tools and lessons I learned from Executive Launch and jumped in head on into my area of specialty, the luxury home market. Then the market changed. With the change I had to rethink all of the business plans I had made earlier. That included not only my model for how to get new business, but how to control expenses and readjust my income projections. The basics I had learned in Executive Launch were still key to succeeding, but my mindset, education and business plan needed to change with the market. I found for one, that I needed to expand from my luxury home base and work harder to get more first time home buyers—buyers who do not need to sell a home before they purchase a new one. To help get through this market, I have concentrated on free and low cost action items that I can do to keep my business going and to keep me motivated.   Attending various panel discussions offered by Executive Launch. They have been topical and sensitive to the current market.   Taking part in the coaching offered by Realty Executives business coaches. I have some spare time (more than I would like!) and I think this is a great time to learn new selling skills.   Taking free classes offered by various title companies. These have taught me great information about creative and financing and short sales—valuable knowledge that is needed now to expand my business opportunities.   Taking advantage of downtime to start designation courses such as ABR®, GRI®and e-pro®. Develop relationships in my office. It is invaluable to me to have someone to turn to not only about a specific issue on a sale, but to see that others are going through this downturn and not only surviving-- but also seeing success.   Attending the Realty Executives quarterly meetings. John Foltz has a great way of putting a positive perspective on the current market conditions. I also find the sessions give me great sales data and information to pass on to my weary sellers.   Updating my website. There is so much information and useful tools that I had not taken the time to add to my site to increase its traffic. I now make changes weekly to keep it fresh. I also making sure that it is a lead generator. Superlatives, my web provider, offers free classes on how to get the best use of my site.   Getting my sphere of influence list up to date and adding additional information, such as birthdays, so I can sent out birthday cards. Something I never seemed to find time to do before.   Reading. There are so many articles, books and publications I had piled up waiting for the right time to read. I now keep all of these in my car, and any time I find I have downtime or waiting for someone, I have something with me to keep me informed. This is keeping me up to date not only technical aspects of the job, but helping me sharpen my sales skills as well.   I am convinced the market has hit bottom. Soon I hope to be so busy writing contracts and offers that I wish I had more time for the planning and education I am taking time for now!

Debra Fisher

For years I was  in the Corporate Management world really wanting a change.....and although without a good handle on how I would move forward, one day decided to give my notice without any other job in mind.  Yikes what have I done and what do I do now! Real estate had always intrigued me and I was doing research continually simply because I enjoyed it.  So with a strong determination to become in charge of my own destiny I decided to get my license and enter into a totally new career.  I ran into many naysayers who thought I was crazy and told me that I would never last; there is no money, the hours are long, etc. I am a very motivated person and it seemed that the more people that told me not to get involved in real estate the more I became determined to prove them wrong and exceed both their expectations and mine as well.  So , I enrolled in Real Estate school to begin my next career. I finished school and passed my tests came the next major decision .... where do I go....... who else to call but my long time REALTOR Ken Clark.  Ken referred me to Dale Clayton & the Launch program.  I was so excited to be part of the team and knew I had so much to learn and had so many questions.  My initial interview with Dale made it sound like it was so easy. Launch was never dull, just by implementing the tools that were taught helped me succeed.  I received my 1st contract while in the Launch program.  Thanks to Barbara & Gerry for making me look like an experienced professional during a listing contract, looking like I actually  knew what I was doing.  Then came my 1st FSBO, Dale encouraged us to get out & give it a try.. afraid to call, fear of rejection,,, yet Dale always mentioned we had nothing to lose just follow the book. I got the listing & sold it within 30 days...she is a great client & has sent referrals my way. Everything that was taught in Launch is still a big part of my routine.. I personally set goals high goals, have exceeded  my own expectations over the last 2 years! You have to be the best that you can be at all times...many times I have helped my clients clean their homes, stage & de-clutter.. and held their hand through the process of selling & buying.  There is so much satisfaction in helping people and then knowing that I have made clients for life.  Good people refer good people and my phone rings weekly with calls from my referral base.   My office at Center Pointe has been the best everyone is so helpful. Time and time again help and guidance have only been a call away.  Thanks Dale, Barb & Gerry... You are the best!

Jennifer Mraz

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.

Larry and Diane Bearse

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.

Byron & Yvonne Short

“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!