"Often people attempt to live their lives backwards: they try to have more things, or more money, in order to do more of what they want to they will be happier. The way it actually works is the reverse. You must first be who you really are, then do what you need to do, in order to have what you want."
          by Margaret Young, quoted in The Artist's Way

It's human nature to focus on what we don't have, rather than what we do. This has probably served you well, in some respects, because it has given you a direction to grow and expand. But continual striving towards what we don't have, creates stress, struggle, frustration and a diminished ability to appreciate today. This month is an opportunity to notice what you already have that is being underutilized or not fully appreciated and nurtured. You have more than you think, I'll bet! Use this month's holiday, Valentine's Day, as a chance to expand your awareness and satisfaction. And, by the way, it's okay to use it to create more LOVE in your life !

     1. People first, things second. Take care of your relationships and they will take care of you! Are you maximizing the referral business with those who already know and love you? How about with those who are aware of you but don't yet love you? How could you let them know you care and strengthen the bond? This area is the most cost-effective and enjoyable prospecting you can do. Your holiday card may have gotten lost in the December shuffle, but a Valentine's card or mailing this month could distinguish you from others.

COACHES ACTION TIP> Let your entire database of past clients, sphere of influence & referral sources know you love them & you love their referrals. Use Valentine's Day as a theme, or if you don't have the birthdays of everyone, send birthday cards to them all! You'll be right on about 1/12 and the rest will be calling you (and then you can update your records for next year!) For a real jumpstart, call your ENTIRE database this month! I guarantee this will produce activity & give your 1st quarter a shot in the arm. Go for creating an abundance of business early this year! (If setting up that database is needed, use this month to do that!) Just GO FOR IT!!!!!!!!

2. Appreciate What You've Got! Learning new skills and keeping up with the changes in your business is important and should be part of your yearly plan (A minimum budget of 5% for education, learning, tapes & books is necessary). Instead of only focusing on new techniques or trying to master areas that are hard for you (understanding the database programs, for instance), examine how you can upgrade the areas that ARE working. What contacts are you grateful for? What skills do you already have? Who are the people you most enjoy spending time with?

COACHES ACTION TIP>Make a list of 25 things or people in your current life that you are grateful for. Now make a corresponding list of how you can leverage, upgrade or deepen these. Get to work on this and make the most of what you've already got!!!!!! Most of all, see how you can have more fun spending more time with people and things you like.

3. Expand Your Team The "lone ranger" approach will only get you to a certain level and then you'll hit the wall and face burn out and overload. Create a HUGE team to support what you are doing and to make it more fun and easier. The bigger your team and the more you will share with them, the more time you'll have to do what you do best. We often just think in terms of a full time assistant, but if you look around, there are many who could assist you on a per task or project basis. Is there a high school student or retiree who can help with telemarketing or mailings? Your affiliates probably offer also services that you are not fully maximizing. Take them to lunch and ask what ways they can.

COACHES ACTION TIP> Divide a sheet in 3 vertical columns. First, list of the people who are on your team. Include EVERYBODY that is part of your success. Include your spouse or children, the office secretary, and your affiliate partners.  In the 2nd column, list the skills or areas they can help (children might be able to stuff envelopes, distribute flyers to your farm area. Title company rep may be able to provide labels or mailing lists, etc.) In the 3rd column, list other ways you could include that person this year. Also, list tasks you SHOULD be delegating to a team member and if you don't currently have a team member that can help-your action plan should include finding one. Making the most of what you already have will make you feel good about what IS working. What you concentrate on and think about most expands. So by thinking of how much you have, you will attract more! "It is not how much we have, but how much we enjoy, that makes happiness."       -Charles Spurgeon

What is a teleclass? A 60 minute, interactive, telephone conference call in a workshop format covering a specific topic. Approximately 10-20 agents join in from around the country to interact with Joeann or other expert presenters on ideas that are important to you. Since each Teleclass is easily accessed by telephone, you can participate and experience this lively and informative exchange of ideas from the convenience of your office with no travel expense. You receive class resource information & a roster of participants. Free (except for the cost of the phone call: about $6 with a low-cost carrier). Classes are first-come, first-served up to 20 folks!

TO PARTICIPATE : COPY Here and return by email:

++++++++++++++++++++++++++++++++++++++++++

____ Positioning For Future Trends Wednesday, February 11, 11 AM EST

How are the changes in our industry providing new opportunities? What can

you do to be ahead of the trends?

____ Maximizing Marketing Dollars Friday, February 20,  9 AM or 9 PM (choose one) EST

Use technology to target market and reduce costs. Leverage your strengths. Concentrate on niching!

Your name:

Company:

City:

1. Great Newsletter: Karen Stefani is publishing an email newsletter for The Real Estate Industry called S O L D B Y D E S I G N . Contact her at soldbydesign@worldnet.att.net or 508.888.0707 or check out her Website at http://www.leading.com/sbd.

2. BOOKS for the Advantage! Visit my Website at www.joeann.com and check out the FUN page. Some great books to feed your mind! The links will allow you to order online through Amazon.com and receive your books within a couple of days.

3. WEBSITES EXTRAORDINAIRE Sandy Teller specializes in sites for real estate. She can be reached at 313 881-7509 or websites@programs.com, or check out her site: http://www.sizzlingstudios.com

4. COACHING can take you to your next level and create balance & increased satisfaction. Are you ready to soar? Call 888-484-9608 if you are considering using a coach for a free introductory Personal Coaching Call or participate in the upcoming SALES PROS Group.

5. SEMINARS & KEYNOTES I've updated my available programs for 1998, including marketing topics and how to be extraordinarily effective in business AND have a balanced life. Complete listings are available on my site. I'd appreciate any contacts you could pass along for your company, association or chapter speaker needs.

Weekly SALES PROS GROUP Begins ! Offered at half price Are you positioned for an AWESOME year? Could you use some support and fresh ideas to have it be your best ever? The upcoming Sales Pros Group gives you the easiest way to do this. It is simple to participate! A completely interactive & participative, teleconference call you participate in easily without going anywhere! All you need is a telephone! WHO IS IT FOR? Sales professionals who are ready to go to their next level fast! A willingness to think and act "outside the box" is essential. Limited to 10 participants.

WHEN:
One hour call every Tuesday 11 AM EST ( 3 calls per month)

WHAT'S THE COST?
Normally: $99 per month or prepay $300 for 4 months (12 weeks). Credit cards accepted.

SPECIAL FOR FEBRUARY & MARCH!
HALF PRICE: $49.50 per month or $150 prepaid

AGENDA for the Calls:

Week 1: Creating The Gap For the Next 90 Days

Week 2: How To Zap Your Tolerations, Create A Blitz for Quick Results  and Set up your SDA

Week 3: How To Pump Up Your Energy Reserves / Linking Values To Goals

Week 4: How To Align Your Vision, Goals & Habits To Attract Business

Week 5: Success How To Effectively Leverage Your Time: Delegation & Using Assistants

Week 6: How To Create Marketing That Attracts Business Cost-Effectively How To Use Mind-mapping

Week 7: How To Be Powerful With Breakdowns and Set Boundaries

Week 8: How To Use Technology To Increase Business

Week 9: How To Use Systems To Simplify

Week 10: How To Leverage Your Sphere of Influence So the Naturally Refer To You

Week 11: How To Expand Your Selfishness To Serve Everyone Better