Friday, February 28, 2014

Just have to give a shout out to one of my best friends...

I recently found out I have been named one of Hour Media's Real Estate All-Stars and will be featured in Hour Magazine, DBusiness and Detroit Home as being in the Top 5% of Real Estate Agents in Metro Detroit for sales volume in 2013.

I am thankful to be recognized, grateful to have a career I love, and the satisfaction of meeting and helping some wonderful people out with their real estate needs over the past 10 years.

This is a great time to say thank you to my family, friends and clients for being such a terrific referral base and the cheering squad that keeps my business moving along. Always grateful for every referral you send my way. Keep em coming!

Lisa Ekanger Your Real Estate Trainer!

Wednesday, February 26, 2014

I will still CHEER you on! Promise!

Dear Friend,

I am so sorry it took so long to draft this letter to you.  We had a lot of back and forth dialog the other day about your intentions and how you feel about things and how others see you  I have thought about this for more than a day now...what I wanted to convey to you. 

Its really hard to open someone's mind and deliver the 'goods' that you want them to understand...the ideas and feelings you want them to absorb. I don't know you and you don't know me, but I am trusted by many as an advisor with both career and personal lives. 

Just a thread divides our lives...yours and mine.  You are a generous caregiver, a person who puts others first.  A person who ensures the happiness of many at the expense of their own.  There are a lot of us out there.  Part is caused by the socializing of girls in our society, part is our birth order, part is the DNA that dictates our personality.  We do and do and do for others and take great pride in that fact.  We feel whole by creating a loving home and that is 100% wonderful. 

The thing is that's all great if there are no money issues, but if there is financial stress, that's a signal that something is wrong.  Just like pain in your body signals something's wrong. Something's gotta give.  I told you my story...the very abridged version of my story...but there is a lot more to it and its the lemons that were tossed my way that caused me to take such dramatic steps to change the way I see things.  I was a homeless teen, I suffered from depression for a full decade of my life.  I gave my Mom my financial aid money to help her pay the bills when she was working 14 hours a day to support 2 teen children.  I stayed by my fathers side on more than one occasion while he lay under a noose he created for himself. 

I feel so lucky to have been thrown all of this stuff so early in my life.  It was a huge lesson for me to realize I must take control of my own life, my own attitude.  My parents were broken and needed to see that all of their efforts would be like a torch taken up by me.  They were bankrupt, exhausted, broken and homeless (Dad) - - - I spent a lot of days saying 'poor me'...then in my early 20's I had my first child and I realized that I had a mission to change the future story of my family.  I poured my heart and soul into motherhood and I always put him first.

I insisted on being a stay at home Mom even when we couldn't really afford it. I just knew in my heart that a strong family was the cornerstone of all good things.  We sacrificed and suffered and finally, when the time was right and the kids were older, I decided to walk along side my spouse to take the pressure off of his back.  I always worked part time and we pieced together the money and made it work, but it just wasn't enough. What I wanted you to understand is that I was overweight, broke, in terrible health and insecure when I started real estate.  I was so unsure of myself and I was teetering for the first 1.5 years before I was introduced to a coach/mentor who showed me tough love.  That's what I'm trying to do for you and the others there too.

My coach actually made me cry a few times.  Not intentionally of course.  I'll never forget when he said, "You say you're always working?" "Well I don't believe you because I could make more money as a paper boy than you did in all of your real estate transactions last year!" Wow.  That really hurt.  I slunk away and went to the bathroom at work and wiped away some tears.  He was right and the truth hurt.  He basically said go away and when you are telling the truth to yourself about your lead generating then I will be happy to coach you. It was at this time he pressured me to take the Floyd Wickman Program...I bucked and resisted like a wild horse! The thing is, he said, its numbers game and if you call 100 per week then you would score a minimum of 3 appts.

The truth was I didn't want him to be right. I wanted to be right.  I wanted to be in control ...and as a person who ran all of the details of the family, I didn't believe that if someone else took the wheel and steered, I would be OK.  It was only in the very scary moment of releasing my power that I experienced a break through.  Floyd told me, one tearful day, "Lisa sometimes you have to break down to break through." I never forgot that.  It wasn't easy. It was like pushing a boulder up a mountain.  But when I learned to control my attitude and my time, I became more and more empowered.  If you ask the people who knew me 5 years ago, they would say they are shocked by my success.  I didn't have to become a 'phony' person, or a different version of myself.  I just had to demand a few things like respect for my time and that made all of the difference in the world.  There are those who judged...the church ladies who worked me to death (I allowed it) who suddenly had to find another person to head all of their committees...I was judged by teachers when I backed off the responsibility and leveraged some of it. 

The thing is I just kept telling myself...would these people pay my house payment if I couldn't?  Would these people care about my days as a poor senior citizen who only eats generic spaghettios? I saw what happened to my one offered to pay their house payment...and in fact the only reprieve my Mom was ever offered was a case of wax beans.  That after 25 years of tithing to a church and sending their 4 kids to the private school!  Honestly, I don't care what people think of me now.  I used to.  I used to ask others what people said about me.  I don't do that any longer either.  My position is this: "It's none of my business what others think of me!"

I started with baby steps.  My spouse agreed 2 make dinner 2 x per wk.  That was the beginning of the whole shift...a shift where our careers now hold exactly equal importance but more importantly, the pressure to BE ALL in every way was also lifted off of my back.  The expectations are more balanced and it is how it should be.  Money doesn't represent anything to me but options.  I now have options I never had before and it is fantastic. The peace of mind is huge and the confidence is just as big.  Now I can take the time and energy I used to use towards worry and use it towards fun things like writing books, going to movies with my Mom and making big plans for our family!

Sorry for this LOOOOOONG email, but I just want to really underscore...whether I was paid or not, I would CHEER you on the pathway to your success~ whatever that looks like!  You can email me any time, 3 wks from now, 3 yrs from now and I will still CHEER you on!  Promise!
Lisa Ekanger !
All anyone ever really owns is what lies between their 2 ears...a belief in themselves that they offer a unique contribution in this world --Lisa E Your Preferred Trainer!

Monday, February 24, 2014

I will choose to accept everyone in my life.

"Today I affirm that there is nothing in me but love. This love comes from total acceptance of myself and the understanding that I am a perfectly imperfect human being.  I will walk through today and allow myself to fully express my perfection. I realize that all my "faults" are actually the Universe's unique way of expressing itself through me. I let go of self judgment and any projected judgments of others that I have chosen to believe and finally allow myself to just be what I truly am: infinite. As this is true for me, so it is true for all other beings on the planet. I will choose to accept everyone in my life with the same radical acceptance I have for myself knowing that we are all perfectly imperfect human beings simply doing the best we can. And so it is."
- Jackson Kiddard

Lisa Ekanger

Friday, February 21, 2014

The 50 Foot Woman Award goes to…



Stay Tuned!

Lisa Ekanger

5 Things You Can Do to Control Your Market!

A Moving Target

5 Things You Can Do to Control Your Market
By Master Real Estate Trainer and Coach Mike Pallin
“Like all financial markets, the real estate market has a history of going up and down, and up and down. It’s always been that way, and it’s always going to be that way, isn’t it?”
That is an observation I’ve heard Floyd make countless times near the beginning of almost every talk, followed by this connected thought: “Not only does the market go up and down, but so does the population of real estate agents who are actually working.”
People tend to leave the business when the going gets tough, when the economy is in crisis, or when interest rates soar, or when distressed properties destroy home values.
And people tend to get back into the business when things look rosy and robust – like now, for instance.
Almost all of the real estate industry pundits, bloggers and experts have been trying to convince us that things have finally turned around and everyone from the President to your local Chamber of Commerce will be singing, “Happy Days Are Here Again.”
But have things turned around? Are happy days really here again? Is this the “up” market we’ve been wishing, hoping, waiting and praying for?
The simple answer is no. But that’s not the worst part. May I tell you the worst part? It will never get here. Not ever. Not ever again.
Do not despair, because it doesn’t matter. There is a solution to whatever the market happens to be doing, but before we go there, I want to offer my take on why an “up” real estate market is a thing of the past forever.
Because the real estate market is such an integral part of the economy, neither one is insulated from global economic forces. They used to be, back in the good old days. But “global economic uncertainty” is now a permanent fact of life and we live in one big interconnected world economy.
As much as I’d like to think that what happens in a village in the Sudan doesn’t affect what happens to the market in the village of Ann Arbor–that would be naïve.
As much as I would like to believe that whatever the Central Bank of China decides next week won’t send shock waves through Wall Street and then to Main Street and then to your street, we all know better.
Real estate is a consumer market, and consumer confidence drives our financial markets. Feelings. Nothing more than feelings. And with the constant daily flood of market information, people feel unsettled and confused.
As much as I wish for a return to predictability and stability, the clear message of the mortgage meltdown was that unregulated capitalism simply does not work. We are facing a future of more meddling and manipulating which always creates artificial market conditions.
It’s up one minute and down the next.
In other words, up and down really don’t apply any more. It’s more like sideways. The market is now a moving target. So what’s a Realtor to do?
Hey, relax. Take a deep breath and mentally rise above the moment. Understand that the market just is what it is. There’s no point in complaining, panicking or wallowing in confusion.
Control the controllable instead. Listings are the name of the game. Even if they legislate dual agency out of existence, listings are still the name of the game.
You cannot control dollar volume. You cannot control prices. You cannot control buyer sales. But you can control listing appointments.
Maybe it’s just that simple. Even if it’s not always easy.
Here are 5 things you can do to control YOUR market.
1. Generate leads.
Talk to people every day. Have real estate conversations. Can you ask this question? “What are your real estate plans for 2014?” On the phone. In person. Everywhere. How about making a commitment to have at least 3 legitimate real estate conversations a day?
A recent Lending Tree survey of single-family, owner-occupied homes stated that 71% of homeowners are thinking of selling this year.
If that’s even anywhere close to true, that’s a lot of people who are thinking of selling. Seek them out. Talk to them. Having real estate conversations is something you can control.
2. Convert leads to gettable listing appointments.
This is done by the process of elimination. Go on the ones where the conditions are right for you to leave with a listing. Keep in touch with the ones where the conditions aren’t right yet, and keep in touch until they are.
Don’t go if your attitude is wrong. If your attitude is, “I need this listing,” don’t go.
If your attitude is, “I’m going over to see if I want this listing,” you have the right attitude for get-ability. You control that.
If all the decision makers aren’t going to be there, and willing to give you enough time, don’t go.
If they aren’t at least thinking of selling, don’t go.
If they won’t tell you in advance either how much they think it’s worth, or how much they owe and how much they need, don’t go.
If you don’t have enough information to do a ballpark market analysis in advance, don’t go.
If you haven’t been referred in, or validated in advance, don’t go.
Those are all factors you can control.
And by the way, if it’s a buyer lead, and they have a house that must be sold first before they can buy, don’t show houses. They are lookers who should be listers.

3. Present with skill.
Here’s a Wickman Rule of Thumb: Never talk price until they are sold on you and your company.
In other words, you can do the right thing at the wrong time. Before anyone will believe what you have to say about the price of their home, they have to believe you can get the job done. That takes skill.
What does it take to develop skill at presenting? Training. A history-proven track to run on. Practice until you are competent, confident and natural. And then do it. Live. In the field. At the kitchen table.
You are in control of that.

4. Price it to sell.
Most Sellers have an unrealistic idea of the value of their home. They are by and large misinformed or uninformed. But they have hopes. And they have very persuasive reasons why we should accept their price.
“In case we get an offer.”
“We want to at least try a higher price for a couple of weeks.”
“We need some wiggle room to negotiate.”
“That’s what the neighbors sold for.”
“That’s how much we have to net.”
We’ve heard it all, haven’t we? But the professional listing agent knows how to get them to agree to base their price on the market, not on their needs. Even if the market is a moving target, use the facts all the co-brokes will use to decide if your listing is worth showing. Use the facts the buyers will use to make an offer. Use the facts the appraisers will use. Use the facts the underwriters will use.
If they won’t agree to price it to sell, don’t take it. Or at least don’t take it without agreement in writing to adjust the price when there is no activity.
You can control that.

5. Keep in touch.
Keeping in touch begins with asking, “What is your preferred method of communicating?” Or, “May I keep in touch?”
There are lots of automated systems, apps and software programs that prompt you to keep in touch with prospects, clients, leads, referrals and pending transactions.
Find the follow up system that works for you and work it.
If you find yourself losing business by not keeping in touch, use Floyd’s 1-31 prospect follow up system. You don’t have to be high-tech to master it. It is easy to learn, simple to operate and it creates the follow up habit quicker than any app I’ve ever seen.
If you are asking yourself, “What is Floyd’s 1-31 prospect follow up system?” all you have to do is ask an agent who has already been ‘Wickmanized’ and I guarantee they will gladly take the time to share.
Don’t worry about keeping that moving target in your sights. Do the 5 things you can control, and your market will be everything you want it to be. 

Lisa Ekanger Your FW Trainer!


"Ask how you'd live your life differently if you knew you were going to die soon, then ask yourself who those people you admire are and why you admire them, and then ask yourself what was the most fun time in your life. The answers to these questions, when seen, heard, and felt, provide us with an open doorway into our mission, our destiny, our purpose."
- Thom Hartmann, from his book The Prophet's Way.

Lisa Ekanger

Thursday, February 20, 2014

Check it out!

      “Whether you think you can, or you think you can't--either way, you're right.”
Henry Ford 

Lisa Ekanger
 Your Preferred Trainer!

Wednesday, February 19, 2014

‘Trust me and we’ll make a life together that is beyond your wildest dreams.’

“Anything that looks like chaos and calamity in your life is just the Universe’s way of saying ‘Trust me and we’ll make a life together that is beyond your wildest dreams.’ The key is to trust. There’s a bigger vision and purpose inside you that your small brain or Ego can imagine. The Universe has bigger and better plans for you. It’s your job to be of service and not get in your own way. You can only receive what you believe. When you trust you open yourself up to greater possibilities outside of your control or imagination. So what’s it gunna be? Fear or trust?”

- Anon

Lisa Ekanger Your Preferred Trainer!

Tuesday, February 18, 2014

So whats it gonna be? Fear or trust?


A warrior’s life is not about imagined perfection or victory.

“The peaceful warrior’s way is not about invulnerability, but absolute vulnerability–to the world, to life, and to the Presence you felt. All along I’ve shown you by example that a warrior’s life is not about imagined perfection or victory; it is about love. Love is a warrior’s sword; wherever it cuts, it gives life, not death.”

- Dan Millman
Lisa Ekanger Your Hometown Realtor!

Friday, February 14, 2014

A Valentines Day Message from the Universe!

Lisa, you and I... we're older than the sun, wiser than the moon, and deeper than the depths of space. We've always been together, we'll always be together, and until thy Kingdom comes and we are known as One, nothing will ever change this. Whatever you can imagine, I can make happen. Whatever you want, I already have. And for as long as you have thoughts to think, dreams to weave, and seeds to sow, NOTHING, for us, will be impossible.


Your other half,
    The Universe

Lisa Ekanger Your Advice Coach!

Thursday, February 13, 2014

Whats Worse Than Having No Listings?

Is a Listing That Doesn’t Sell
By Speaker, Trainer and Coach Mike Pallin
Remember those words of Wickman? Even in these times of short days on market, highest and best auctions, and multiple offers, not all of the listings are selling; and not all of the markets are robust.
When your focus is on building a listing inventory, servicing the ones you already have can take a back seat to building, and we end up with listings that aren’t selling.
If anything costs us money, time, energy, image, reputation and morale, it is unsold listings – crying out for a price reduction.
In the program, Floyd teaches us the “two forms” method of obtaining price reductions. In some ways, that particular method works best for listings we would rather not have if they won’t reduce. Call it a “reduce or release” campaign.
Here are a few reminders about other ways to get price reductions that may help those who have unsold listings.
1. At the time of listing, whether it is priced right or not, remember that the market has become a moving target. Nothing is a sure thing anymore, so before you leave, always ask, “How much time are you willing to let go by without getting an offer before we adjust the price?”
Let them set the timetable and they will cooperate more. Take out the Marketability Checklist and point out item 16. Post-dated price reduction. Take out a price reduction form, negotiate the amounts and times for automatic reductions, and get it in writing. The Agent/Broker Disclosure form also has a line for “Recommended action” for getting automatic and graduated price reductions.
2. If they suggest an unworkable timetable, use your hesitation handling track, with the right facial expression and voice inflection, “You probably have a good reason for suggesting we wait three months before adjusting the price. Do you mind if I ask what it is?”
Explain how critical the early weeks of exposure are to marketing. Explain how stale bread on the shelves is always discounted. Update your Trends Analysis to show how prices decline with time on market.
3. If you already have the listing and it isn’t selling, update the Sellers on all showings and feedback, but more importantly, update the Sellers when there aren’t showings. Use a lack of showings to suggest a CITO. Floyd says, “Negotiate money face-to-face whenever possible,” and “Choose your ground when negotiating.” You are in more control in the office.
Well, folks, another week has gone by without a showing on your home. Let’s get together and revisit our marketing strategy. Why don’t you come into the office and I can show you what’s been happening. We can put our heads together and decide the best course of action to get you sold and moved, fair enough?
4. Sometimes a price reduction isn’t the best way to stimulate showings and offers. Chances are only about 7% that you are going to sell that listing yourself. Which means 93% of the time it is a co-broke or colleague who will bring the buyer. A commission increase will incentivize more co-brokes and colleagues to revisit your unsold listing, and show it to their buyers.
CITO the Sellers and take out the Estimate of Net. A 1% commission increase will reduce their estimated net by 1% of the total price. For example, on a $300,000 sale with an originally estimated net of $98,000 – a 1% commission increase will reduce that estimated net by $3000 to $95,000.
Mr. and Mrs. Seller, chances are 93% of the time a colleague of mine is going to bring the buyer and sell your house. If you still want to sell, there’s a way we can get their attention and get them really excited about talking to their buyers and showing your house. Let me ask you, if the best you could do was to net $95,000, but it got your home sold and got you moved – I’m not asking would you be thrilled, but if it was the best you could do, would you take it?
A $5000 or $10,000 price reduction is sometimes nothing more than blip on the radar. But a $3000 increase in commission is a great attention getter.

Lisa Ekanger!

Tuesday, February 11, 2014

If you are not even keeping track, then get off the track because there’s a train coming!

by Master Trainer and Author Mike Pallin
We finally have the Super Bowl behind us. Finally. Can we please get 2014 started now?
Did you wake up this week and realize it’s already February? Then you probably won’t like this article one bit. But I think you need to read it anyway.
Do I sound cranky? It’s only because I want to help you avoid feeling disappointed and demoralized at the end of the year.
Look at January. How many listing appointments did you actually go on in January? No fudging, no excuses, no yeah-but’s. How many?
Is it at least 1/12th of the total number of listing appointments you need to go on to hit your goal this year? Are you 8 1/3% of the way? Ahead? Behind? Right on?
In other words, are you already off track?
Yeah, but the weather . . .
Yeah, but that flu that was going around . . .
Yeah, but my spouse . . . my kids . . . my parents . . . my family . . .
Yeah, but the Central Bank of China . . .
If you’re looking for an excuse, anything will do. Let’s look instead at January. Really look at it.
There will be weather all year. There will be colds and flu all year. There will be family all year. But there will only be one January this year.
Maybe an example would be helpful, OK? (There’s math involved, so take a deep breath first.)
In December I decided my income goal for 2014 has to be $120,000. I arrived at my income goal by adding up my expenses, cost of doing business, taxes, retirement, savings, profit and fun.
I divided my income goal by my average commission of $4000 to get 30 closings needed to hit my income goal.
Of the 30 closings, 60% (18) are sold listings and 40% (12) are buyer sales. (That’s a typical ratio for a Wickmanized listing agent.)
To get 18 sold listings I need to get 24 listings. (3 out of 4 of my listings sell.)
To get 24 listings I need to go on 72 listing appointments. (I get one listing out of every three listing appointments.)
72 listing appointments divided by 12 months is 6. That’s 6 listing appointments per month.
And in January I only managed to go on 2 listing appointments. Whoops!
That means in February I need to go on 10 to get back on track by the end of February.
Or I could get back on track by the end of March by going on 8 in February and 8 in March. That’s only 2 per week. That’s doable.
If you are only a little bit behind, it only takes a little bit of extra time and effort to catch up.
What happens to most people when they get WAY behind? They stop even trying to catch up, and just give up. It’s hopeless.
So, before you get WAY behind, look at January. Where are you?
If you are on track, keep it up. If you are a little bit off track, step it up.
If you are WAY behind, it’s time to change it up. Stop doing what you’ve been doing and recommit to doing what you need to do to go on listing appointments.
And finally, if you are not even keeping track, get off the track because there’s a train coming.
Need help?  Contact us today! That’s what we do best!

Lisa Ekanger Your Preferred Trainer!

Sunday, February 9, 2014

All the power and intelligence of the Universe is already within.

"The gardener goes forth in faith to sow his seeds. He has learned that as he sows, so shall he reap... If we can conceive only a little good, that is as much as we can experience. We must instill into the mind the fundamental proposition that good is without bounds. Let us realize and work with this sound knowledge and perfect faith: That as high as we shall make our mark in Mind and Spirit, so high shall be Its outward manifestation in our material world."
"You have a strength of your own that is great enough to do all that is necessary. The Almighty has implanted genius within the soul of everyone and what we need to do is to unearth that inner genius and cause it to shine forth...  All the power and intelligence of the Universe is already within, waiting to be utilized. Self-reliance is the word to dwell on. Listen to your own voice; it will speak in terms that are unmistakable. Trust in your own self more than in all else."
- Ernest Holmes
Lisa Ekanger Floyd Wickman Trainer

Wednesday, February 5, 2014

Love is not something we give or get.

“We cultivate love when we allow our most vulnerable and powerful selves to be deeply seen and known, and when we honor the spiritual connection that grows from that offering with trust, respect, kindness and affection. Love is not something we give or get; it is something that we nurture and grow, a connection that can only be cultivated between two people when it exists within each one of them – we can only love others as much as we love ourselves. Shame, blame, disrespect, betrayal, and the withholding of affection damage the roots from which love grows. Love can only survive these injuries if they are acknowledged, healed and rare.” 
- Brené Brown

Lisa Ekanger Your Preferred Trainer!

Monday, February 3, 2014

Everything you take for granted is a blessing.

“Everything you take for granted is a blessing. Everything you fear is a friend in disguise. Everything you want is a part of you. Everything you hate you hate about yourself. Everything you own does not define you. Everything you feel is the only Truth there is to know.

Everything you wish for is already on its way to you. Everything you think creates your life. Everything you seek for you will find. Everything you resist will stick around.
Everything you let go of stays if it’s supposed to. Everything you need is right where you are.

Every time you bless another you bless yourself. Every time you blame another you lose your power. Every time you think you can, you can. Every time you fall you must get up and try again. Every time you cry you’re one tear closer to joy. Every time you ask for forgiveness, all you have to do is forgive yourself.

Everyone you see is your reflection. Everyone you know mirrors you. Everyone wants to be happy. Everyone wants to live in joy. Everyone seeks a higher purpose. Everyone breathes the same breath. Everyone needs love to survive. Everyone has a purpose to fulfill.

Everyone’s the same as everyone else. We just get caught up in labels, names, skin color and religion. Everyone’s the same as everyone else. No one wants to feel the pain. Everyone’s the same as everyone else. Everyone is dying for love to remain.”

- Jackson Kiddard

Lisa Ekanger Your Preferred Trainer!