"You've Caught the NET!"

Hey, everyone -

Our Team in Chicago is just BLOWN AWAY by the volume of comments on this very hot topic of how the car you drive affects the perceptions of your clients, and those on your staff.  (See our original Blog article here.) 

Our earlier post was answered with much thought and deliberation - THANKS AGAIN, to everyone!

BTW - I'm creating a new blog post, in addition to a responding comment, to make sure more folks review these further thoughts - no "point hogging" intended, everyone!

I've always bought a car that I am comfortable with, but in a casual sort of way.  A Mercedes or a top-end BMW - I agree, many may think we make too much money, and perception can be negative.  Even if you work with exclusively-upscale clients, this could be a turn off.

But, like the clothes you wear - you want to be clean, neat, presentable - with just a touch of memorability. 

I have owned Acura cars for many years because they are incredibly reliable, generally reasonable to maintain (but now that gas is up so high, costs for Premium Fuel have become a business concern), have excellent trade-in values (after all, they are still really Hondas!), and create a memorable "What kind of car is this?" impression, without flaunting.

If my car was an extension of my personality, I might say it speaks about me as someone who is successful, but not seeking to impress others.  That he is confident in his business, but has a bit of flair.  That he is not afraid to get his hands dirty, but won't dirty his hands looking under his own hood while he is taking us to view properties.

I really don't take buyers out much anymore - our Buyer's Specialist Kathleen Weaver-Zech does - she drives a Saturn SUV.  She loves it, BTW!  Further, I don't feel I constantly have to convince myself how good I am.

In 2008, we have some serious issues.  We have to capture business in a tougher market, effectively promote our listings, and, with uncertainty as to housing demand in the first part of the year especially, not have a lot of fat in our budgets.

It is no longer fashionable, even in the more affluent sectors, I believe, to be driving some gas-guzzling hog with a trophy nameplate just for status.  I think most clients would rather me spend our not-unlimited budget on things that will get their house sold, not to stroke the Listing Agent's ego.  Those that don't, I'd be concerned about how shallow, and potentially toxic, they might be.

Based on your gracious input, I feel I can downsize somewhat, to an Acura TL or Honda Accord EX-L, without negatively impacting my business.   I would use any savings toward building systems and methods for better marketing our clients' properties, as well as promoting the way we work.  Make sense?

Always welcome your further thoughts!

DEAN & DEAN'S TEAM CHICAGO

Hey, gang - we're stockpiling Champagne for the big celebration Monday night!

The news isn't all bad for highly-leveraged borrowers in today's housing market - in Chicago and elsewhere.  Congress this week extended, through 2010, the Income Tax Deduction for Private Mortgage Insurance.  This will help out many middle-income borrowers who originated their loans beginning in 2007.

Realtors, spread the word to your buyers - and you might even get a New Year's kiss from them!

Here in Chicago, our Team has several buyers that would be impacted by this deduction extension.  One has monthly PMI payments approaching $150.  Although many borrowers, beginning a few years ago, decided against the PMI option, favoring high-leverage loans piggy-backed with a, higher-rate, usually interest-only second mortgage, many closing the second half of 2007 elected for the more-traditional Mortgage-Plus-PMI.

The Deduction Extension affects families who earn less than $100,000 annually (Adjusted Gross Income).  Those earning less than $109,000 each year may be eligible for a partial deduction.

Check out our post today on BlogChicagoHomes.com, as well as Real Estate Columnist Mary Umberger's Column in today's Sunday Chicago Tribune.  Umberger's column also has a comparatively optimistic housing projection and some updated statistics affecting the Chicago new home market from David Seiders, Economist from The National Association of Home Builders.

HAPPY NEW YEAR FOLKS - BE SAFE ON "AMATEUR NIGHT"!

DEAN & DEAN'S TEAM CHICAGO

P.S.  How 'bout them New England Pats?

Hope you're enjoying your last weekend of 2007, everyone!

Got a crazy question for you, and need your most honest opinion here.

How important is it to impress your clients, your staff, and other Realtors you work with, with the car you drive?

Now, we all know your car is an extension of your office.  It has to be comfortable, for you and your clients.  It has to be clean.  It has to be reliable.  But do clients and your peers judge you on the MODEL and MAKE of what you drive, even if they won't admit it to you?

Back in the day, it was your CLOTHING that made the biggest statement on you.  Your suit, your tie, your shoes.  Although neatness and presentation with what you wear still counts a helluva lot, there seems less urgency to spend tons of money on expensive suits today, especially for men.

But,  the vehicle the agent drives up in.  If he or she drives up in a Lexus, do you, subtly, have more respect for them than if they drove up in a Toyota Avalon?  If the car is a bit older, but clean, does that affect your perception of his or her status, confidence, or level of success?  The guy that has an $80,000 Mercedes, or an expensive BMW.  Does he get more traction than somebody that drives up in a nice, but "non-trophy" car?

I know, I know - it's all the in the person.  We have to stop being materialistic these days.  But often times, especially with high-end properties, your first impression is CRITICAL, especially if you are in competition with others.  What do CLIENTS think, but DON'T TELL YOU?

What about your STAFF and TEAM MEMBERS.  Does your car give them a message about how you are as a successful leader?  Can they become concerned if you don't have a visual cue, parking in the office parking lot each day, as to your success and confidence?

Need your candid reaction here, and here's why.

I have driven an Acura for many years - love the brand, the reliability, and the features.  My latest Acura is a top-of-the-line RL - a three year old model, that I bought new.  Lovely car - but very expensive to maintain, and not good on gas, especially in the city.   I purchased this car during the stronger market of early 2005, when gas was still a respectable $2.25/gallon - for PREMIUM!

Now, the lease on this car is coming due.   I'm considering downgrading to a less expensive, but nice and smaller, Acura TL, or even a classy, but $10M less expensive, Honda Accord EX.  Both of these options offer similar features to the RL, are roomy and well designed for clients - but will cost about 20% less to operate, due to better gas mileage, and a far lower lease payment.  Any option here will have built-in Navi System, as I have become quite used to this feature, nice seats, etc. - no stripped down model car.

The market here is Chicago is a Buyer's Market, and this is projected to continue, although we are confident our Team has the right business model in place to grow in 2008.  I am looking at vehicle expense as something I can trim, perhaps considerably, and am leaning to going with a less expensive vehicle here.

But will it hurt me?

Be honest, folks, and think before you answer.  Thanks!

DEAN & DEAN'S TEAM CHICAGO

Just checking our records, folks - December 29th is our One Year Anniversary at KW.  It's been a full year since Dean's Team Chicago joined Keller Williams Fox Realty, in the Lincoln Square Neighborhood on the North Side of Chicago, and the KW System.

SMARTEST MOVE WE COULD HAVE MADE!

Had to think a bit before I committed to take the plunge.  Here in cold Chicago, there still a number of people saying "Keller, WHO?"  A few others think that Keller Williams is an independently-owned office of Century 21, or Coldwell Banker.  Every day, more and more are beginning to realize that we are one of the largest real estate companies in North America, with over 77,000 agents right now, and growing every day.

However, people, this is not meant to be a commercial or plug for KW - although I would strongly suggest you consider the concept, either as affiliated agents, Team Leaders (Managing Brokers), Operating Principals (Market Center or Office/Regional Owners) - or, of course, as clients of a Keller Williams Professional.

Now that we have settled in here at KW in Chicago, I just wanted to recap some of the positive things that made the move a year ago our best option, and address some of the comments and criticism leveled from others not yet part of KW.

No disrespect intended for those with other companies - just our observations here, from our experiences, for your review and consideration.

First, the GOOD - the reasons why we made the move.

KW embraces the TEAM CONCEPT.  The idea of a REAL ESTATE TEAM will be the future of this industry, as our seller and buyer clients will demand more and more from their real estate professionals.  While other larger franchises give lip service to Team - KW actually embraces and encourages Team building.  We were welcome and respected for the way we work here.  Other offices and franchises we spoke with, including our former Century 21 office, looked at us as a threat, as a financial liability.  Or, they had no concept of what the benefits of a Real Estate Team, under the umbrella of their own office and franchise banner, might be.

KW embraces PERSONAL AGENT BRANDING.  The overall company philosophy is one of having the AGENTS succeed, rather than having the agents work to make to CORPORATE BRAND succeed.  Agents and Teams here at Keller Williams are free to custom-design their own Team or Individual Logo, Corporate Identity and Mission Statement,  and Brand Strategy, and promote the KW name secondarily.  We feel more like the company is helping us build our own business, rather than us working as "employees" for them.

KW believes in TRAINING & SHARING.  Keller Williams annual Family Reunion Event, Masterminds, Mega Agent Camp, KW Connect Online Streaming Videos, 4/4/3 New Agent Training, Internet Marketing Systems, Technology Training, Dialogue Library, and new 36/12/3 Lead Generation System is state of the art, and low cost to agents and Team Leaders.  The culture here is one of SHARING - top producing agents here are expected to share with new agents, to train them, and to teach them.  "You Get By Giving," according to our mentor, Floyd Wickman, is alive and well here, everyday.  His thoughts are echoed by Keller Williams Founder Gary Keller (still very active in our business), and his management Team in Austin, TX.

KW has state-of-the-art TECHNOLOGY as well.  Every agent can have his own FREE, professionally-designed website, with his or her own branding and corporate identity.  Top-level online Goals Tracking.  Weekly telecalls from many of the top agents and trainers in the system.  More!  When I first came to KW a year ago, I had no idea about some of the Internet tools available to us - our Team changed our web presence quickly, and the resulting incremental income and lead generation has been phenomenal!

KW has a cooperative culture which will allow you to post your Team members AT OTHER OFFICES THROUGHOUT THE AREA.  This helps if you work a larger geographic area, where outlying offices would be more convenient for clients living or looking to live further away.  I treat other Keller Williams offices in the Chicago area as our "satellite offices," in the eyes of our clients.  They provide a natural, professional place to meet while operating away from your home office, and it sure beats writing contracts and earnest money checks, without privacy, in a Starbucks or a Kinkos, or on the hood of your car.

KW is an OPEN BOOKS COMPANY - and Profit and Loss Data is Openly Available for all agents within a market center and region.  Didn't have this at our previous, family-owned small Century 21 office.

KW has an AGENT LEADERSHIP COUNCIL in each office, comprised of volunteers from the Top 20% Producers in each office.  These ALC agents help steer the business side of the office, set agent policies, help form operating budgets, and provide iconic leadership for the entire office.  Here at the Lincoln Square Office on the North Side of Chicago, our ALC, of which I am a part, is planning an extensive office remodeling or relocation project, including financial analysis and considerations.

KW offers PROFIT SHARE.  Agents actually share in the profits of each local market center, and earn more as they build our system with other, like-minded agents.  This year, Dean's Team generated over $1,200 in profit share, in a slow market.  Not a million bucks, of course (although many agents have generated huge profit share contributions), but more than we would get anywhere else.

KW offers reasonable, region-wide OFFICE FEES/SPLIT, which are capped and accrued based on a 70/30 split with the company.  The caps range between $20,000 and $25,000 per year per agent, less for associate members on a Team.  These known caps provide better expense predictability for the agent or Team leader for busines planning purposes.  When the cap is paid off each year, the primary agent earns 100%, and an individual leader of a Team within an office has more flexibility and profitability when paying his staff and associated agents.   Assistants and Team Associates can be paid at a higher level, sooner, than with many other companies. 

KW offers reasonable, 6% ROYALTIES.  Lower than several of the other big franchises, the royalty is also capped each year, currently at $3,000.  When KW International is paid $3,000 out of an agent's 6% each year, there is NO MORE ROYALTY DUE for the balance of the year.  This fact alone has saved us over $9,000 versus Century 21.

There are intangibles as well.  The culture of INTERDEPENDENCE and MENTORSHIP.  Of SHARING and HELPING.  Of working in a POSITIVE ENVIRONMENT, especially in a sluggish Chicago Real Estate Market.

All have served us well!

Any NEGATIVES?  A few, some might say.

Our KW office, and the franchise as a whole, does not spend a lot of money on image advertising - this leaves the agents to spend money on what they need to promote their OWN businesses.  Newer agents may see this as a negative at first - there is no spoon-feeding of ad money here - until they realize when THEY take the initiative to make their business grow, they can grow farther and faster than if they simply rely on piggybacking on the broker's or corporation's image or lead generation programs for the company. 

ADDING TO THE TEAM, and Recruiting, is given priority here, and there is pressure to add others to each office.  But adding successful agents only adds to office profitability, and greater opportunity for KW Profit Share.

Finally, PROFITABILITY is key here, as it should be, for both the office and the agent.  Some of our offices don't spend tons on new computers, spiffy interior design, loads of "perks" - although we always have to keep an eye to the future.  We attempt to spend money wisely as an office, and counsel agents to "Lead With Revenue" in their own real estate businesses.

Our SUMMARY STATS for END OF YEAR, 2007 -

Our Team Gross Revenue (GCI) has increased by 4% this year.  But our NET INCOME has grown 9%- in a shifting, sluggish, "buyer's" market here in Chicago.  Although we earned more Gross Revenue, our Royalty Expense decreased over $7,400 in 2007, and our Office Fees/Split Expenses dropped by nearly $5,500.  Our personal marketing expenses increased about $4,500, since we had additional expense in promiting our move - but, overall, the earnings split was positive!  Good move, from a numbers perspective.

Feel free to visit kw.com for more information on the company, if you'd like - or call or write if you would like to discuss further with any of us on Dean's Team.

As always, we very much welcome and appreciate your thoughts, feedback, and comments.

AGAIN, KELLER WILLIAMS WAS THE SMARTEST MOVE WE COULD HAVE MADE! 

Happy New Year, 2008 - Let's all make it a successful, prosperous, and less stressful one!  Be safe!

DEAN & DEAN'S TEAM CHICAGO

NO SMOKING IN VIRTUALLY EVERY PUBLIC LOCATION EFFECTIVE TUESDAY, JANUARY 1

Being a confirmed non-smoker himself, Buddy Holly Moss applauds the coming smoking ban throughout Illinois and all across Chicago.  He told us, in an exclusive interview, he is tired coming home smelling like an ashtray after a heavy night of entertaining our clients out in the bars. (He's pictured here counting his Christmas Money - getting set, once again, for a night on the town with our A clients!)

Illinois is the 23rd state in the U.S. to ban smoking, so the concept is not new.  However, Smoke Free Illinois is far more stringent than many other state laws, and replaces all local and county-wide laws now in effect (unless these laws are even more restrictive).  See our post on BlogChicagoHomes.com for more detail, as well as yesterday's article and accompanying video in the Chicago Tribune by reporter Steve Schmadeke.

Effective New Year's Day, 2008, there will be no smoking in all bars, restaurants, public buildings and state vehicles, lobbies and hallways, banquet facilities, arenas, bowling centers, and more.  Smoking will still be allowed in private houses, of courses, nursing homes with private rooms, a small number of hotel rooms (no more than 25% of rooms in a given hotel can be designated smoking, and these rooms must all be on the same floor). 

There will also be an exemption for businesses who generate 80% of their revenue from sales of tobacco and tobacco-related products (pipes, hookahs, etc.), but these retailers cannot also hold a food or liquor license for the same establishment.  A few businesses here in Chicago, previously non-tobacco sellers,  are re-configuring their stores to take advantage of this small loophole.

Smoking will be prohibited within 15 feet of the entrance or windows of affected locations.  No ashtrays can be placed on tables, counters, or desks where smoking is prohibited.  Fines will be stiff - up to $2,500 for repeat offending businesses, $250 for offending smokers.

Smoke Free Illinois comes after much wrangling here in the state, for many years.  Groups representing health concerns, especially the American Lung Association, pressed hard for the ban, while bar and restaurant owners group, including the Illinois Restaurant Association, vehemently opposed it.  In the end, the retailers put their support behind a statewide ban, rather than the patchwork of local ordinances and restrictions now in place.

The City of Chicago, in 2005, passed its own anti-smoking ordinance, prohibiting smoking in most businesses January, 2006.  Bars were to fall under the law next July, but the more stringent Illinois law will control locally.

As Realtors, we know how difficult it is to sell homes in which those who smoke live,  Now, all over Illinois and across Chicago and the suburbs, it will be a little easier to breathe virtually everywhere.

HAVE A COUGH-FREE, PROSPEROUS 2008, FOLKS - HAPPY NEW YEAR!

DEAN, BUDDY HOLLY MOSS, & DEAN'S TEAM CHICAGO

Spotted in article this morning in the Chicago Tribune, written by Susan Diesenhouse - while the U.S., as a whole, has suffered a 6.7% average decline in resale prices between October, 2006 and October, 2007, resale prices here in the Chicago Area have declined, but not as much - 3.1%, on average.

It's anybody's guess as to why, here, we typically are more stable during housing downturns nationwide.  Some say there is less specuation by outsiders here, and the old-catch all - "Solid Midwestern Values".  Still, the downturn is scary!

Here are a few of the numbers from the Standard & Poors/Case-Shiller Index, comparing home prices, year-over-year, between October, 2006 and October, 2007.  See our posting on BlogChicagoHomes.com for more info -

• Average sales price nationwide declined 6.7 percent in October - highest since index was created in 1988.  Last year-over-year price decline this high - 6.1% in April, 1991.
• Biggest Downturn in Midwest - Detroit MI Metro, which experienced a 11.3 percent price decline, October to October.
• The Standard & Poors Survey covers the Top 10 Metro Areas in the U.S.  When expanding to the Top 20 - 11 Metros experienced record average price declines. Miami and Tampa FL, Phoenix AZ, and San Diego CA had double-digit declines.  San Diego had the largest month-to-month average resale price decline - 2.6%.
• Three metro areas actually had INCREASES in their average sales price, year-over-year - Charlotte NC, Seattle WA, and Portland OR.  The average sales price in Charlotte actually increased 4.3% between October, 2006 and October, 2007, while Seattle and Portland posted more modest average price gains.

FYI

DEAN & DEAN'S TEAM CHICAGO

Geez - what day is it today?  Wednesday?  Thursday/  Man, these holidays really screw up us old-timers orientation!

Well, today is our Annual Goals Declaration Meeting for Dean's Team here on the North Side of Chicago!  Afterward, we all go out for a beer - perhaps, two!

As for me, my own Goal Summary follows.  Who wants to hold me to them - please let me know!  

One catch - I get to hold you accountable as well - so we have to share, in confidence, of course, our specific goals and objectives for 2008.  And I need your COMMITMENT that we can stick together throughout the whole year - make sure you will do this before you volunteer, or things won't work out!

Team Goals to be finalized after I meet with Buyer Specialist Kathleen Weaver-Zech and Listing Specialist Jeff Ardito this afternoon, and review their stats.

PERSONAL FIRST (YOUR LIFE SHOULD ALWAYS COME FIRST)

1. Standard Work Hours - Monday - Thursday, 7:30AM to 5:30PM, Friday until 4:00PM, Saturday until Noon.  Sunday Off. 
2. CMA TIME Tuesday and Thursday evenings only, Saturday mornings.
3. One week-long Spring Vacation in a warm place, plus three extended weekends spread throughout the year.  Family time off - Christmas, 2008 through New Years Day, 2009
4. Systematically Exercise Daily
5. Complete Basement Finish/Rehab
6. Pay attention, weekly, to summer landscaping/garden maintenance
7. Put together finances for 2009 personal move closer in city - Lincoln Square or Ravenswood Neighborhoods
8. Build a REAL personal financial plan, stronger personal savings, retirement plan, will
9. Reduce debt by one-half - "smart spending" only
10. No more "month to month" thinking

BUSINESS GOALS - SO THAT THE PERSONAL GOALS ARE ACHIEVABLE!

1. GCI - $435,500, based on Average Sales Price of $316,680, Average Fee of $8,708.70, and increased Listing Fee (no word "Commission" here!).
2. Gross Volume - $15,834,000
3. Cost of Sales - 35%, after an average Team/KW split of 67%
4. Operating Cash in Accounts - $10,000
5. Call-to-Appointment Rate - Sphere/Referred: 100%; Prospected (FSBO/EXP/NEIGHBORS, etc.): 33%
6. Appointment to Conversion Rate - Sphere/Referred:  80%;  Prospected: 33%
7. Conversion to Sale Rate:  80%
8. Sale to Closing Rate: 95%
9. Contacts Required to Reach Goal:  2,880 per year; 240 per month; 60 per week - assumes 48 working weeks per year
10. CMA's or Exclusive Buyer Presentations per week - Sphere/Referred and Prospected - 144 per year, 12 per month, 3 per week.  1 CMA from Sphere, 2 from Prospected or Online Leads.

Key Verbal Commitments - BALANCE in Personal and Business Life.  NO MORE BABYSITTING!  No gratuitous activities for clients to merely placate them, (unnecessary advertising, public open houses, etc.), retire toxic clients quickly, increase listing fee by 20% in 2008, minimum monthly Team member accountability meetings - "Shape Up or Ship Out," Hire Talent - Screen New Team Member Candidates Thoroughly, Get Pre-Authorized Price Reductions, EZ Out for Us in Listing Agreement if  seller doesn't respect our counsel and advice, Interdependence and Training of others in our KW Office, Reduce Business Debt by two-thirds, and eliminate non-working cost items quickly ("lead with revenue," but don't be afraid to try new things).

Who wants to partner with me for 2008?   Let me know, via email or phone.

DEAN & DEAN'S TEAM CHICAGO

To those of you just waking up after a long Christmas celebration yesterday -

GOOD MORNING!

Green Alleys!  No, this is not another Chicago publicity thing to draw attention - we DO dye the Chicago River BRIGHT GREEN for St. Patrick's Day every year, you know!

This pilot program involves installing new permeable asphalt or concrete, or a more sophisticated drainage and heat abatement system, into the over 1,900 miles of public alleys that parallel Chicago residential and commercial streets.  (Apparently, Chicago has more miles of alleys than any other city in the world!)

Alleys, of course, do perform an important public function.  They provide convenient access for delivery trucks, so main streets aren't blocked (if you don't believe this important, try navigating NYC streets during a business day).  They also are the primary artery here for garbage trucks, as the refuse they pick up is discarded into waste containers, in the alleys (again, Manhattan has no alleys, and is often quite pungent during the evenings before the trash is collected).

Many of the older concrete alleys in Chicago, however, often don't properly divert water from even moderate rainstorms, and retain considerable heat in the summertime, resulting in more frequent pavement repairs.  One Chicago Northwest Side Resident complained that he had severe puddling in his back yard and attached garage every time it rained even moderately.  When new porous asphalt and a French Drain System were installed in the alley behind his house, the puddling stopped.

The Chicago Green Alley Program started in 2006, and only a handful of alleys have been re-constructed to date.  But there could be quite a demand for this technology as it expands to other Chicago Neighborhoods.

Chicago Mayor Richard Daley prides himself on eco-friendly, green city improvement projects.  It's great to see his progressive approach here.

Check out our posting at BlogChicagoHomes.com for more info, as well as reporter Andrew Schneider's article in the Edison-Norwood Times Review, dated December 20, 2007.

We'll keep you posted with further details!

DEAN & DEAN'S TEAM CHICAGO

What an incredible Christmas, although I ate way too much Prime Rib yesterday!  As a fish-and-fowl guy most of the time, yesterday's meal is still digesting!  Hopefully, by the New Year!

When I was a little kid, growing up in the West Rogers Park Neighborhood on the North Side of Chicago, every once in a while, I would watch the 10 O'Clock News with my parents.  At the end of the news - 10:30PM - the announcer would come on and say, "It's curfew time in Chicago.  Do you know where your children are?"

My folks didn't have to worry - most of the time my brother, Randy, and I, were right there at home.

Now, as we fast forward to today, the question becomes relevant once again, but with a different tone, and a renewed urgency -

"Do You Know Where Your GOALS Are - for 2008?"

Statistics from several sources say that fewer than 3% of adults have ACTUAL, WRITTEN GOALS.  The vast majority, however, have "goals" that are UNWRITTEN.  You know, New Year Resolutions!  Dreams!

Years ago, when I was introduced to the idea of Goal Planning by an early boss BRE (Before Real Estate), I introduced the concept to my mom.  "I set private goals," she said at the time.  "That way, no one looks at me funny when I don't reach them!"

I love my mother very much.  But - these were not goals, and were never really attained.  Monetary Goals,  Personal Goals.  Nothing came to be.

Funny, however, that when I review my own last year's WRITTEN goals at the beginning of each New Year - most have come to pass.  Why?

In my opinion, they have these three qualities -

1.  The goals are SPECIFIC.  Number of Units Sold.  Specific GCI.  Number of prospecting calls each business day.  Number of days off, vacation days, "date nights", etc.  "More" is not a real goal!

2.  The goals are ATTAINABLE.  Yes, I would like to hit 50 home runs next year for the Chicago Cubs, but it's not going to happen.  I would like the Cubs to win the World Series next year, too, but . . .   Be REALISTIC with your goals - but don't fail to challenge yourself, think out of the box, push the envelope. 

3.  The goals are MEASURABLE.  Measure progress in small increments.  Daily, even hourly, and summarize and review progress on a weekly or monthly basis.  Ten months into the year, it is impossible to course correct, if you are off track.  Put your goals in front of you, in Page Protectors. post on your wall - review, review, review, and make course corrections as necessary.

Now comes a very important ingredient - the glue that holds your goals together.

ACCOUNTABILITY!

Share your goals with multiple "Police Officers" that will hold you to them.  Your business partner.  Your broker.  Your Team Members beneath you.  Your kids, and your spouse.  Consider penalties for non-compliance.

But don't work in secret.  Secret agents might have less embarassment, but they are seldom, if ever, truly successful.

Hope this helps!

Let's All Rock in '08!

DEAN & DEAN'S TEAM CHICAGO

All of us at Dean's Team wish you a Most Blessed Christmas! 

May you receive what you wished for, spend all the loving time with your family and friends that you've waited for, and return safely from your journey to be with them. 

Remember, it will be those little details from today - the light in the eyes of your children, the warmth of the love from your parents, your spouse or partner - that you, and they, will remember all your lives.

Pay Close Attention - and Cherish Every Single Moment!

IWONA, DEAN, SUE, KATHY, JEFF - DEAN'S TEAM CHICAGO