Welcome to RealClues The Weekly Newsletter for Real Estate Professionals www.RealEstateCoach.com–The Place You Go to Make Real Estate Dough(tm) ™ Monday, December 22, 2008 No. 355

Copyright (c) 1996-2008 www.RealEstateCoach.com and Teleclass4U.com, LLC. All rights in all media reserved. We have a no SPAM policy. If you received this newsletter and did not subscribe to it, visit www.RealEstateCoach.com to unsubscribe.

Want THE #1 best selling book at this year’s NAR Convention–if so, get your copy of Real Estate Dough(tm), Your Recipe for Real Estate Success today to start making more bread tomorrow! (www.RealEstateDough.com)

New for December 2008, at www.ListenandLearnRealEstate.com (See New at ListenandLearnRealEstate.com for full descriptions)

Table of Contents

1. CoachingClues: Why I’m Optimistic about 2009 2. Welcome Notes: Holiday Greetings 3. Reprise: Lessons from America’s Most Famous Open House 4. Create a Better Life: The Christmas Scout 5. Positive News for Positive Realtors(reg): Good News from Hardest Hit Markets plus much more! 6. This Week at www.LuxuryClues.com: *Secrets of Hitting Your Real Estate Sales Goals in 2009 *Free Legal Advice from licensed attorneys about foreclosure & other topics *Mystery Santa–a Tale of Disbelief and Belief 7. Featured Products: Give Yourself the Gift of More Business in 2009 8. New at www.ListenandLearnRealEstate.com for December 2008 9. Increase Your Production with Personal Coaching 10. Give Us Your Feedback on this Newsletter 11. How to Subscribe/Unsubscribe

1. CoachingClues: Why I’m Optimistic about the 2009 Real Estate Market Polyanna! “Inman should fire you!” “You give the business a bad name!” What have I done to merit these comments? I’ve had the audacity to say that the real estate market might actually be better in 2009 than many people anticipate.

In 2008, I’ve seen many good friends lose their jobs, their offices, and/or their companies. Everyone has scaled back. Companies are scrambling to weather the storm. Many agents are being forced out of the business or into second jobs to make ends meet. Our clients are scared to buy or unable to sell. The stock market is in a shambles. There’s no reason for optimism–right?

As I have traveled across the country and spoken to real estate professionals in all aspects of the business, I keep hearing comments like these:

“Last year at this time, my office only had 10 closed transactions. This month we closed 40. Sure, they’re mostly REOs and foreclosures, but those inventories are shrinking rapidly.”

“I know most people are struggling right now, but I’m having a terrific year. I’m going to ride the REO/ foreclosure train as far as it will carry me.”

“My son bought a house that he paid $300,000 for and then the market crashed. He did everything he could to keep it, including depleting all of his savings. He fell behind 45 days and was contacted by his lender. The lender told him that they would reappraise his property (it’s worth $200,000) and give him an 80 percent loan in exchange for a 50 percent equity share when he sells the property. He is thrilled to be able to keep his home!”

“I actually funded a zero down loan last week–I didn’t think it was possible, but we did it!”

And the ultimate surprise in a recent “New York Times” article, “Maybe It’s Time to Buy that First House:” (http://www.nytimes.com/2008/12/06/business/yourmo ney/06money.html?_r&em)

“Five or 10 years from now, when the financial crisis has ended and housing prices are up smartly once more, we will look in the rearview mirror and realize that we missed a golden age for first-time home buyers. Then, everyone who sat on their down payment savings accounts for a few years too long will kick themselves for not taking advantage of what may turn out to be the buying opportunity of a lifetime for those who can qualify for a mortgage.”

Each of these statements represent hope for 2009–the best “buying opportunity of a lifetime,” a declining REO/foreclosure inventory, an increase in the availability of credit making it easier for people to purchase, and families getting loan workouts that not only let them stay in their homes, but preserve their neighborhoods as well.

No matter what the market does, there are always opportunities. People still relocate, get married, have children, etc. It saddens me to see so many people becoming “victims” of the market. Our clients do not want to work with someone who is angry or depressed. Instead, they want someone who has the professional skills and a take-charge-and-get-it-done attitude.

Being an angry or pessimistic “victim” of today’s market has an even higher cost. Anger, pessimism, and negativity are dangerous to you both physically and emotionally. If you focus on negative events, your environment will support you to attract negative events. Psychologists call this self-fulfilling prophecy. What we expect will happen does happen. In fact, recent research in quantum physics supports the same conclusion. Researchers designed an experiment that was to settle the dispute about whether light was composed of waves or particles. What happened? The “objective” experiment yielded “waves” for those who expected “waves” and “particles” for those who expected particles. What the researchers expected, is what the experiment yielded.

Furthermore, Seligman’s research (1991, 1994) demonstrated our degree of optimism has a profound impact on not only the quality of our lives, but on our longevity as well. Up until age 40, our health is determined by how healthy we were at age 25. Being a pessimist has no effect. From ages 40-65, however, our level of optimism has a profound effect on our health and longevity. In other words, optimists stay well and pessimists become increasingly ill.

Daniel Amen’s (2007) research also vividly demonstrates the effects of negative thinking vs. optimistic thinking. Brain scans of normal people who focused on negative or angry thoughts had the same brain wave patterns as those who are schizophrenic.

What can you do to increase your level of optimism? First, there’s little we can do to control events outside of us, including terrorist attacks, the financial meltdown, natural disasters, loss of loved ones, etc. What we can do is to choose how we respond to the event. When we experience a loss, we can wallow in our anger, fear, or sadness. Seligman suggests that a better approach is to adopt the attitude that says, “When one door closes, another one opens.” In other words, look back at both the good and the bad in the situation, identify what you have learned, and then formulate at least one action step you can take now to move beyond the situation.

The other key factor in coping with tough times is to control our environment. According to Buckminster Fuller, “Environment is stronger than will.” In other words, attempting to control your thoughts or actions is not enough. You must also control your environment. For example, Daniel Ariely (2008) demonstrated that just hearing someone describe that they were having mobility problems was enough to cause college students to walk more slowly than those who did not hear the description. Another recent study that tracked 4800 individuals over a 37 year period demonstrated that happiness is contagious. The more happy friends you have, the happier you will be. Thus, a simple way to avoid being swallowed by the doom and gloom is to create an environment where you surround yourself with others who are also optimistic and positive.

The burning issue is what will you choose for yourself in 2009–anger, fear, pessimism, and schizophrenic brain waves? Or will you choose an attitude that searches for the opportunity in the challenges you face and is optimistic about better times ahead?

2. Welcome Notes Welcome to our new subscribers this week. Each week RealClues provides you with great strategies to improve both your business and your life. If you find this issue of RealClues helpful, take a moment to hit the “forward” button and send it to another friend in the business.

Byron and I would like to take this opportunity to personally thank you for being one of our valued customers. During the holidays, take some time to plan write down your goals, to recharge, and recommit for 2009. Evaluate what worked in 2008 and expand on it. If something didn’t work, drop it. Also, carve out time to pamper yourself. It’s been a tough year and taking time to laugh, have fun, and renew your being will allow you to hit the ground running in January.

May you and yours have a wonderful Holiday Season and a happy, prosperous, and healthy 2009!

Bernice Ross and Byron Van Arsdale, Chief Dough Makers www.RealEstateCoach.com, www.RealEstateDough.com, www.LuxuryClues.com, www.RossdalePress.com, www.ConferenceCallTraining.com, and www.TeleconferenceLine.com

3. Reprise: Lessons from America’s Most Famous Open House On the Friday before Christmas in 2004, we were fortunate enough to tour the most famous House in America–the White House. Visiting the rooms where hundreds of world leaders have sat and where the fate of millions has been determined was nothing less than awe-inspiring. Surprisingly, “America’s Most Famous House” has lessons from which we can all benefit.

http://www.realestatecoach.com/articles_ archive/art20040322.html

4. Create a Better Life: The Christmas Scout This is one of my favorite stories because it so vividly illustrates that happiness doesn’t come from the things we accumulate, but from what we give to others.

In spite of the fun and laughter, 13-year-old Frank Wilson was not happy. It was true that he had received all the presents he wanted. And he enjoyed these traditional Christmas Eve reunions of relatives - this year at Aunt Susan’s - for the purpose of exchanging gifts and good wishes. But Frank was not happy because this was his first Christmas without his brother, Steve, who, during the year, had been killed by a reckless driver. Frank missed his brother and the close companionship they had together. Frank said good-bye to his relatives and explained to his parents that he was leaving a little early to see a friend; from there he could walk home. Since it was cold outside, Frank put on his new plaid jacket. It was his favorite gift. The other presents he placed on his new sled. Then Frank headed out, hoping to find the patrol leader of his Boy Scout troop. Frank always felt understood by him. Though rich in wisdom, he lived in the Flats, the section of town where most of the poor lived, and his patrol leader did odd jobs to help support his family. To Frank’s disappointment, his friend was not at home. As Frank hiked down the street toward home, he caught glimpses of trees and decorations in many of the small houses. Then, through one front window, he glimpsed a shabby room with the limp stockings hanging over an empty fireplace. A woman was seated near them weeping. The stockings reminded him of the way he and his brother had always hung theirs side by side. The next morning, they would be bursting with presents. A sudden thought struck Frank. He had not done his “good turn” for the day. Before the impulse passed, he knocked on the door. “Yes?” the sad voice of the woman inquired. “May I come in?” “You are very welcome,” she said, seeing his sled full of gifts, and assuming he was making a collection, “but I have no food or gifts for you. I have nothing for my own children.” “That’s not why I am here,” Frank replied. “Please choose whatever presents you’d like for your children from this sled.” “Why, God bless you!” the amazed woman answered gratefully. She selected some candies, a game, the toy airplane, and a puzzle. When she took the new Scout flashlight, Frank almost cried out. Finally, the stockings were full. “Won’t you tell me your name?” she asked, as Frank was leaving. “Just call me the Christmas Scout,” he replied. The visit left the boy touched, and with an unexpected flicker of joy in his heart. He understood that his sorrow was not the only sorrow in the world. Before he left the Flats, he had given away the remainder of his gifts. The plaid jacket had gone to a shivering boy. But he trudged homeward, cold and uneasy. Having given his presents away, Frank now could think of no reasonable explanation to offer his parents. He wondered how he could make them understand. “Where are your presents, son?” asked his father as he entered the house. “I gave them away.” “The airplane from Aunt Susan? Your coat from Grandma? Your flashlight? We thought you were happy with your gifts.” “I was very happy,” the boy answered lamely. “But, Frank, how could you be so impulsive?” his mother asked. “How will we explain to the relatives who spent so much time and gave so much love shopping for you?” His father was firm. “You made your choice, Frank. We cannot afford any more presents.” His brother gone, his family disappointed in him. Frank suddenly felt dreadfully alone. He had not expected a reward for his generosity for he knew that a good deed always should be its own reward. It would be tarnished otherwise. So he did not want his gifts back, however, he wondered if he would ever again truly recapture joy in his life. He thought he had this evening, but it had been fleeting. Frank thought of his brother and sobbed himself to sleep. The next morning, he came downstairs to find his parents listening to Christmas music on the radio. Then the announcer spoke: “Merry Christmas, everybody! The nicest Christmas story we have this morning comes from the Flats. A crippled boy down there has a new sled this morning, another youngster has a fine plaid jacket, and several families report that their children were made happy last night by gifts from a teenage boy who simply referred to himself as the Christmas Scout. No one could identify him, but the children of the Flats claim that the Christmas Scout was a personal representative of old Santa Claus himself.” Frank felt his father’s arms go around his shoulders, and he saw his mother smiling through her tears. “Why didn’t you tell us? We didn’t understand. We are so proud of you, son.” The carols came over the air again filling the room with music: “…Praises sing to God the King, and peace to men on Earth.”

Reprinted with permission from Samuel D. Bogan. Originally appeared in the book, Chicken Soup for the Christian Soul, 1997.

5. Positive News for Positive Realtors(reg) Lowest interest rates of our lifetimes, good news on sales activity in many hard hit areas–get the good news about the real estate market:

http://listenandlearnrealestate.com/news .html

6. LuxuryClues.com

Secrets to Obtaining Your Real Estate Sales Goals in 2009

http://blross.typepad.com/luxury_clues/2 008/12/secrets-to-obtaining-your-real-estate-sales -goals-in-2009.html#trackback (SHANE–BUD URLs please)

Free Legal Advice from Attorneys about Real Estate, General Litigation Issues, and Our Chance to Rate Them!

http://blross.typepad.com/luxury_clues/2 008/12/free-legal-advice-from-attorneys-about-real -estate-general-litigations-issues-our-chance-to-r ate-the.html

Mystery Santa–a brief tale of belief and disbelief

http://blross.typepad.com/luxury_clues/2 008/12/mystery-santaa-tale-of-belief-and-disbelief .html

7. Featured Products: Give Yourself the Gift of More Business in 2009 Would you like the listing presentation that beat out 1200 agents for two multi-million dollar houses in Beverly Hills? If so, my new book, Real Estate Dough reveals the secret of converting over 90 percent of the appointments that you go on into signed business. Jack Douglas was going to give those two listings to the two top agents in his company. After he saw my marketing plan, he hired me and eventually made me the trainer for all 4,000 agents in 60 offices throughout California. This listing presentation gave us 50 to 70 percent market share in the most competitive market in the country–Beverly Hills, Brentwood, Bel Air, Pacific Palisades, and Santa Monica. If you want to convert both more seller AND buyer business, order Real Estate Dough, this is the one book you need to jump start your business in 2009. Order our Real Estate Dough Negotiation game, improve your negotiation skills even more, and save with our special package price.

http://budurl.com/vtzt

8. What’s New at ListenandLearnRealEstate.com WHAT’S NEW AT www.ListenandLearnRealEstate.com for DECEMBER 2008. ($29.95 per month for eight new audio broadcasts every month) Our library now has over 120 titles–check out all of them by purchasing a one month membership for only $29.95 or stay for eight more titles every single month.)

*Ten Ways to Get Your Real Estate Listings Sold Now If you’re struggling with getting your listings sold, this session has 10 proven strategies that will help you go from listed to closed in any real estate market.

*Going the distance–Hitting Your Real Estate Sales Goals for 2009 Lots of people set goals and yet, less than five percent achieve them. This session provides the seven steps you need to take to make your goals a sweet reality.

*Make Your Real Estate Business Profitable Now! If you’re ready to get profitable now, this session unlocks the secrets of how to do it.

*Manage the Fear The constant barrage of bad news can block your real estate sales success. Often times there is no way to eliminate fear. The secret is in managing it. This session shows you how.

9. Increase Your Production with Personal Coaching Looking for a well-trained coach who knows the real estate business? Our coaching team can help you increase your production and make your dreams come true. Send an e-mail to Shane@RealEstateCoach.com and we’ll help find the right coach for you.

10. Give Us Your Feedback On This Newsletter We want your feedback-to share your thoughts and suggestions, please e-mail us at Shane@RealEstateCoach.com.

11. How to Subscribe/Unsubscribe Visit our Web site, http://www.RealEstateCoach.com to subscribe/unsubscribe to RealClues.

Copyright (c) 1996-2008, RealEstateCoach.com and Teleclass4U.com, LLC. All rights reserved. Permission is granted to reproduce, copy, or distribute RealClues as long as this copyright notice and full information about contacting the contributors to this newsletter is attached.

Contributors to this newsletter: Bernice Ross, MCC, and Byron Van Arsdale, MCC, Owners, www.RealEstateCoach.com, www.LuxuryClues.com, www.ConferenceCallTraining.com; www.RossdalePress.com; and www.TeleconferenceLine.com Shane Bowlin, REC General Manager

Give a Gift to a Friend: Please forward RealClues to your friends and colleagues, since your recommendation is how we grow. Anyone can subscribe to RealClues by visiting http://www.RealEstateCoach.com and signing up. To cancel, visit the Web site and simply cancel your subscription.