Your energy and innovation are unmatched. I love your fresh approach to real estate. It is always a treat to take your classes! Taking your courses and incorporating your tips and techniques have had a marked impact on the success of my business.   Mella Skow, New Mexico

Really enjoyed the negotiations class – I’ve been saying how I really think we are missing something by not presenting our offers in person. I was trained to do so 24 years ago and think it’s essential… we are salespeople… aren’t we? Glad to have someone back me up.  Rose Davidson, New Mexico

Great negotiations class today. My brain was exploding with ideas to implement. And… I can make a few quick changes for what I believe will be immediate results. Starting now!  Tracy Venturi, New Mexico

Thanks for the fantastic negotiations class today!  Attending one of Jackie’s workshops will recharge your business. Simple yet powerful tips to make you a better negotiator.  Deanna Dopslaf, New Mexico

Our team looks forward to Triple Play every year and ever since we saw you last year we make it a point to see every course you teach. Your energy and enthusiasm for your business and your insight has completely changed our business and we have had an amazing year because of what we learned at your seminars. Keep on teaching! The real estate industry needs people like you!  Susan DiPinto, New Jersey

Jackie, I took course 201 from you in St Paul it was the best pricing/listing course I’ve ever taken. I went back after taking the course repositioned 5 listing, picked up 8 showings we would have missed out on and got 1 sale, in 2 weeks. I’m now listening to your Negotiations CD’s, all I can say is Thank you!! Ron Hanger, Minnesota

Thanks again Jackie! This was the 2nd year I attended ALL of your classes, I love the way that you handle objections with a smile and never cause the other side to get on the defense, Truly A talent!   If you have even been lucky enough to take one of her classes I’m sure you can’t disagree that Jackie is a delight! I’ve never miss a class of hers when she is speaking at a conference I’m attending. She reminds us that in a world of technology communication is still key. Her DICS class has opened my eyes and changed more than my business, but my personal life. Her Listings By the Dozen Class thought me how to get my client to trust me by building a relationship. She shares her experiences and leaves you with new perspective as well as a beaming smile. After her class I’m eager to share what I’ve learned. Thank you Jackie!  Desiree Thornton, New York

Attended your sessions at Triple Play, you are inspiring! I’ve been in Real Estate since 1992 & a Broker/Owner since 1997. I’ve attended alot of motivational/training sessions, and Jackie is the best of the best! At my stage you usually find a statement that you don’t entirely agree with, not the case with Jackie. SHE KNOWS THE BUSINESS! Her viewpoints are relevant to today’s market and valuable in planning for the future.  Judith Hart, New York

Thank you for the awesome seminar, Selling with Style! You really expanded my understanding of the psychology behind people’s observable behaviors. Now I can read the clues they give, so I can communicate with them better, and develop a rapport even faster! Not only are you an engaging speaker, you are also an effective teacher. Thank you! Cheryl Craig, NJ

Loved the presentation at Triple Play. Heard you last year and you are why I came back!   Ingrid Weil, Pennsylvania

Loved your class at Triple Play.  Although I have been in the industry for 35 years it was just what I needed to jumpstart my year. Your enthusiasm is contagious. Keep up the good work!  Janet Brown, New Jersey

I was just at the Triple Play in Atlantic City. Although I have been in the business since 1986 I found the class quite refreshing and invigorating. The dialogue you exposed us to and the energy you created were tremendous. Go Jackie!   Jim Pappas, New York

In 2010, I attended your packed session at Triple Play I was impressed, 2011 I attended Listings by the Dozen and absolutely loved the session!  Can’t wait for 2012!  Cecelia Valentino, New York 

LOVED your energy! LOVED your class at TriplePlay this year. I’m a buyer’s specialist for our team, but our lead listing specialist was unable to attend, so I went to this class for him. I have SO much info to share. THANKS for your incredible ability to teach. It was great!  Kay Zittrer, Pennsylvania

I attended your class at Triple Play this year in Atlantic City and it was the best class ever. I loved your energy and you tell it like it is. I will use your words of wisdom in my future real estate business. Kimberly Frantz, New York

I took your “listings by the dozen” class in Atlantic City. It was great! I plan to use many of your tips and techniques in growing my business. Thanks for being such a great presenter. Laurel Sweeney, New York

Just attended your session at Triple Play and as always, found you very informative.  Jackie is a wonderful speaker that has a ton of knowledge and experience to share as well as the ability to grab everyone’s attention and keep it.  Joseph Costello, New Jersey

Hi Jackie, just saw your seminar in AC today. You put on a great show with fantastic content.   Alex Baron, New York

What a pleasure it has been taking your classes the past few years. Thanks again for all your passion and energy you put into what you do Jackie.  Jamie Yaman, New York

You were sensational in Atlantic city. What a motivator!  Marlene Michael, New Jersey

I really enjoyed you class today, “Listings by the Dozen” at Triple Play. I look forward to using some of your suggestions in my future business! Tyler Wagner, Pennsylvania

Listings by the Dozen program during NAR conference was one of the best programs I have ever attended/heard in the last 15 years.   Fun – Insightful – Career Changing – Jackie is a true leader in bringing cutting edge real estate tools to agents!  David B., Texas

Coach Jackie was absolutely the best @NAR Anaheim 2011!
Rich K.,  St.Paul Minnesota

Loved your session at NAR and now I am raring to go!  Michele H., Canada

Thank you for your Listing by the Dozen and for leading the tech panel.  Coach Jackie’s scripts and dialogs are outstanding in their use of the right words and tone to really connect with clients and prospects.  Ken A., Nevada

Thanks for a great presentation at NAR! Helpful info and you fired me up as a manager/owner. Looking forward to taking your enthusiasm back to Skye Bruce Properties and sharing it with the team!  David B., Virginia

Hi Jackie! Loved you at the NAR class this morning. I could sit in your classes ALL day!  Heather W., Colorado

After seeing Jackie in Wichita in October 2011 I purchased her CDs. I have listened to them over and over. I know my office is tired of hearing me spout off, “this is what I learned at conference…” The lesson that I have had to use the most in our market in El Dorado, KS is “Is this a tragedy or an inconvenience?” Luckily so far we have had no tragedies and reminding myself and other Realtors of this has helped lower the stress on several transactions. I highly recommend Jackie not only for teaching us better ways to serve our clients but how to help lower stress in doing it.  Linda B., Kansas

Your CRS 201 course provided a wealth of information that I was able to implement immediately. I’m using your techniques to counsel agents and they are very receptive to this new approach.  Shirene H., Connecticut

Your CRS 201 class was amazing. You have completely changed my listing presentation. You have such great ideas and a fresh way to think about the real estate market! Thank you.  Joan D., Connecticut

Any agent wanting to make changes that will truly enhance their business needs to take instruction from Jackie. Outstanding!  Joel G., Connecticut

Jackie was great. Gave tons of new information on listing strategies. She is informative, warm, approachable and entertaining! It was a wonderful experience!  Deborah C., Connecticut

Fantastic ..time well spent in a course that is pertinent to today’s market. I had several “AH HA” moments that will help me be a more confident agent. You are a great value!  Kathy M., Connecticut

Hi Jackie: As a newer agent (1 1/2 yrs) I feel TRULY empowered by the many lessons learned in our 2 day class. Thank you for your enthusiastic approach to teaching real estate. It was worth my time and effort!!  Donna P., Connecticut

What can I say about “Coach Jackie”. When she speaks at our classes we can’t get enough of her. Loved and used already positioning rather than reducing the price! Can’t wait for you to return to CT.  Yolanda L., Connecticut

Thank you for a terrific class that gave me some amazing ideas. You also boosted 5 of my agents to the next level. Thanks so much. I can’t wait to take another class.  Sally B., Connecticut

Enjoyed every minute of the class….
Thanks so much.  I am a better empowered person to have attended and hopefully absorbed everything you covered.  Thanks again, Denise G., Connecticut

Author: Coach Jackie Leavenworth Published in the NJ REALTOR® Magazine…

I have been in real estate since 1984 and in the people business all of my adult life.  I thought I knew people, and I felt quite comfortable with my communication skills.  And then, I learned DISC, the behavioral model developed by Dr. William Moulton Marston.  I began learning about this profiling technique from Star Power, CRS and other real estate training venues.  But, it wasn’t until I spent a lot of time with an international trainer to become certified to teach DISC that I really understood the system and the power that it provides to enhance relationships.

I have always been intrigued by the “horse whisperer” concept and how well horses respond to trainers who are deemed horse whisperers.  It seems that the difference in those trainers and others is in the time spent learning the behavioral tendencies of that specific animal.  As a result, the whisperer works with the horse based on that horse’s behavioral preferences, not that of the trainer.

I liken DISC to the method of the horse whisperer.  After all, how many of us would love to have one of our more difficult clients become calm and easy to deal with?  We all learned the Golden Rule, which, as we know, is to treat others as you would like to be treated.  While the Golden Rule is a terrific concept, I would suggest that it doesn’t always work.  What does work is the “Platinum Rule:” to treat others as they would like to be treated.  The Platinum Rule is the basis for nearly all personality and behavioral profiling.

DISC is a universal tool used by many businesses and the US government.  The goal of this wonderful system is to increase self-knowledge first, and then to learn about others. That allows you to better adapt your own behavior to increase compatibility.  It also helps to, with fair accuracy, predict how a person might react or respond in certain situations.  Just think of the impact this could have on relationships with family, friends and clients.  It is amazing to me how much power we have to change relationships for the better.  Just as important, it allows us to realize that the people who drive us nuts aren’t broken; they are just wired differently.      

I distinctly remember a huge “aha” moment when I was learning about DISC.  There is a person I love dearly in my life. I am acutely aware that, for many years, my presence was less than exciting to this person even though I immensely enjoy being with her.  I had never been able to figure out why I had to walk on eggshells with her until I learned DISC from the pros.  Once I identified my own style and learned to read the style of my loved one, I recognized that her lowest behavioral tendency was my highest.  The last thing she wants is to be the center of attention or made to stand out in a crowd, or even be in a crowded place.  I, on the other hand am rather loud, I love crowds and I enjoy being the center of attention (yikes, there I said it, the stage is my happy spot).  We are exact opposites! That revelation taught me that if I want to enhance this relationship, I must learn to modify my behavior when we are together, so that she is more comfortable in my presence.

Many times in classes, I have been asked the question: “Jackie, aren’t you being less than authentic when you become someone else?  What about being true to yourself?”  My response: “I don’t think so. I have a choice to tone down my voice and not be the center of attention.  The question is: would I prefer to be my overly gregarious, effervescent self? OR, would I prefer to honor the other person’s comfort zone in an effort to enhance our relationship?”

You see, people who haven’t learned about DISC can’t be held responsible for understanding how to adapt to me. The responsibility for compatibility is mine, if I care about enhancing the relationship.  If I don’t care how they react or respond to me, I don’t need to worry about using DISC.

What does all of this have to do with real estate?  I believe that, armed with the DISC model, we can become “Real Estate Whisperers!”  This new “Real Estate Whisper” ability takes knowledge, skill and compassion.  We need to explore DISC’s 4 basic observable behavioral styles of dominance, influence, steadiness and caution that make up a person’s behavior.  We need to pay attention to what turns people on and what turns people off. 

This is the psychology of sales, not the business of sales.  We should not be learning how to “sell” people on anything other than ourselves.  Creating a relationship that is built on mutual respect and understanding will create a business model and success level that is second to none.

What if by simply listening to a person’s voice mail greeting, you could predict whether your listing presentation should be charts and graphs, or a simple “sign here” technique?

What if you were able to predict what type of information and correspondence will work best with your over-priced sellers? 

What if you were able to predict how your buyer might respond to getting involved in a multiple offer situation?

What if, when a person in your contact list calls you, you could know immediately whether to be fun-loving or caring and friendly or direct and to the point or accurate and in depth?

We are in the people business and our success depends upon people who enjoy being with us.  Join me in the “Selling with Style: DISCovering Your Client’s Needs” class at Triple Play this December.  If it doesn’t improve your business, it may save your marriage. 

See you there….Coach Jackie

Register at www.REALTOR.org/Conference with promo code SPK4493P and SAVE $30 on a one-day or full conference pass

2011 REALTORS® CONFERENCE & EXPO

Join me at the 2011 REALTORS^® Conference & Expo

ANAHEIM, CA, NOVEMBER 11-14

I’m teaching 2 courses that you can’t afford to miss! I’ll see you there!

• Listings By the Dozen: Control the Process, Control the Inventory, on Saturday, November 12 from 9:00am-10:30am
  
• Selling With Style: DISCovering your Client’s Needs, on Sunday, November 13 from 1:30pm-3:00pm
• Plus 100 more education sessions
• 18,000 real estate pros
• 400 exhibitors
• General Session with Michael Eisner
• Celebrity Concert with Diana Ross

The REALTORS^® Conference & Expo is four days of intense education, motivating events, networking opportunities and the largest industry expo.

Register at www.REALTOR.org/Conference with promo code SPK4493P and SAVE $30 on a one-day or full conference pass

As I look back over my life, one of the most  profound lessons I’ve learned was to not “catastrophize.”  The president of our company, L. B. McKelvey, one day told me that I “catastrophize.” I asked him if that was a word.  OOPS!  He said: “It doesn’t matter! What matters is that you begin to recognize when you make mountains out of mole hills.”

After that talk, I began spending time in an “out of body experience.”  I tried to watch my own reactions from an outside perspective.  Well, it didn’t take more than a day to recognize that he was absolutely right!  I did make a bigger deal out of things than was necessary. It’s almost as if I liked sharing “drama” with others.

So, I began to calm down and take things for what they were, and no more. 

Then I heard someone, somewhere say: “Whenever something happens to you that you didn’t want, didn’t expect or don’t appreciate, stop and ask yourself this question: Is this an inconvenience or a tragedy?  And then, respond (not react) appropriately.”

In the big scheme of things, 9/11 was a tragedy, a terminally ill child is a tragedy, but a driveway easement that was signed incorrectly and will hold up closing for 3 days is an inconvenience. 

That, my friends, has changed my life and the lives of many around me as I share that message in my teaching.

We should stop reacting and begin responding appropriately to the situation.  And, I would suggest, we need to STOP THE DRAMA.  We can actually destroy our own deals and relationships by reacting emotionally and creating drama.

I wish I could give credit to the giver of “Is this an inconvenience or a tragedy?” because it has changed my life.  I don’t know whether it was a CD, a tape, a book or a speaker.  But whatever it was, it was profound.

“It’s a Price War to the Door is my most renowned and sought-after course.  This program contains new words, dialogues, scripts and methods to separate even the most seasoned agents from the crowd.  Agents around the country have increased their listing inventory, decreased their days on market and increased their income after attending this powerful, fun and enlightening course.  Join me…I’m coming to a city near you!”   Coach Jackie

Find your location below then view my Schedule of Events for more information by clicking here.

Or click right on the location for information and registration

A new study by Deutsche Bank measures affordability in two ways: first, the share of income Americans are paying to own a home. And second, the cost of owning vs. renting. On the first metric, the analysis finds that homeowners now pay just 9.8% of their income in after-tax mortgage, tax, and insurance payments. That’s down from 17.2% at the bubble’s peak in 2007, and by far the lowest number in the Deutsche Bank database, going back to 1999. The second measure, the cost of owning compared with renting, should also inspire potential buyers. In 28 out of 54 major markets, it’s now cheaper to pay a mortgage and other major costs than to rent the same house. What’s most compelling is that in all of the distressed markets, owning now wins by a wide margin — a stunning reversal from four years ago. It now costs 34% less than renting in Atlanta. In Miami the average rent is now $1,031 a month, vs. the $856 it costs to carry a ranch house or stucco cottage as an owner. (For more, see The top 10 cities for home buyers)

Come see me in Dallas, TX on Monday March 21 for “Who’s Driving the Bus? Lead the Way to Success.

10:45 AM – 12:15 PM
Lone Star Ballroom A1 & A2, Conference Center Second Floor

www.mountainsofhopefoundation.org

Why go along with the crowd when you can enjoy finding your individual points of difference and pathways to excellence that will create a great life, not just a living!  Let’s make it a great 2011 together!  Join me in Orlando on Saturday, February 19th for two sessions that you “can’t afford to miss!”

Register today and I’ll see you there!    Coach Jackie

I would like to extend an invitation for you to join me in Honolulu, Hawaii on February 19th and 20th for my Sales and Negotiations (CRS 202) course!  Here’s why…

Top sales associates enjoy a competitive advantage because they understand what motivates and influences their customers.  Sales Strategies give you the inside track to win over prospective buyers by teaching you the necessary strategies that will help make your sales quick and efficient.  I will teach you how to work with today’s new buyer through counseling, salesmanship and negotiation.  These effective strategies will give you customers for life.

Course sponsored by: Hawaii Aloha Chapter of CRS