kelowna, Author at Wade Webb Real Estate Coaching

Facebook Reviews: What REALTORSⓇ Need To Know

kelowna on October 25, 2017

As of June 30, 2017, Facebook has over 1 Billion daily active users, with 400 new users signing up every minute. Facebook is the largest social network around and it’s fairly safe to say that the majority of your clients are on it frequently.

I was looking at some recent statistics about Facebook regarding users’ habits and brand social media strategy. Two statistics that stood out for me were:

42% of Customer service responses are attended to within 60 minutes. People relate quick response to good customer service! (Source: SproutSocial)
71% of people who have a good social media experience are likely to recommend it to others (Source: Ambassador)

With that in mind, when looking at your brand as a REALTORⓇ, one way to give you the edge over your competitors is with Facebook Reviews. Facebook Reviews give REALTORSⓇ an opportunity to increase credibility and transparency with their past, current and potential clients. It is also one of the most overlooked aspects of online marketing.

Turning a Negative into a Positive

Why don’t we start with the elephant in the room. From time to time, you may receive a negative review. Facebook only gives you one option, you can show all reviews or turn off all reviews. You aren’t able to delete or hide individual ones and you can’t organize them by having the best showing at the top. Only the person that left the review can edit or remove it. Not to worry though, if you are actively building your positive review base, they will far outweigh any negative ones you may receive. It’s important you respond immediately, apologize politely and inform them you would like to speak privately to resolve the matter. This will show others you’re professional and caring and it goes a long ways towards reversing the negativity.

Building a Positive Real Estate Brand

The most efficient way to receive positive reviews and increase your online credibility with your clients, is by regularly asking satisfied customers if they will leave a Facebook review for you. Make this a standard part of your marketing plan and provide them with directions on how to do this. Most people who enjoyed working with you, will be more than happy to help you out and spread the word – just ask!

Simple instructions are as follows:

Go to the Facebook Page you are reviewing
Click on the Review Tab
Enter a Star Rating and comment
Mark audience as Public
Click on Done

Setting Up the Review Tab

Turning on the reviews section in Facebook, lets anyone logged into Facebook leave a review on your Page, see your Page’s star rating and see reviews shared with the public.

To turn reviews on for your Page:

Click Settings at the top of your Page
Click Edit Page in the left column
Scroll down to the Reviews section and click on the settings button
Toggle to On

**If you don’t see a Review section

- Click Add a Tab
- Click Add Tab next to Reviews

To turn reviews off for your Page, follow the same steps, but toggle the Reviews section to off. If you do decide to turn them on again, remember, all previous reviews will still be there.

How To Share Your Page Within Facebook

Social Media is all about word-of-mouth. The more people talking about you and sharing the experiences they have had with you, the more others will want to work with you. Make it easy for your clients to get the word out.

From inside Facebook, share your page by using a private message.

On a Desktop or Laptop

Click the Share Button underneath your cover image
Click on the down triangle beside Share on Your Timeline for more options
Select Share in a Private Message

Another box will now pop up which will have your page automatically linked in the message. Type in the name of the person you are wanting to send the message to, ask for a review and give brief instructions on how to do that. When they next log into Facebook it will be in their notifications.

On a Mobile Device

If you are on a mobile device, you will need to share using Messenger.

Go to your Facebook page
Click the 3 dots on the top right side
Select Share in Messenger

You may also want to publish a post on to your Facebook Page, pointing out the review tab and asking clients to spare a minute or 2 giving you a review.

Outside of Facebook, email or give them a printout of directions along with screenshots and telling them how much you would appreciate them sharing their experience working with you. Include a link in your email signature that takes them directly to your Facebook Page Review Tab.

The direct link to a Pages Review Tab is www.facebook.com/YourFacebookUsername/reviews/.

Respond to Reviews

When you do receive a review, make sure you reply with either a Like or posting a Thank You comment to the client. Show them you appreciate the time they took to leave one for you and show others you care and this is an important part of your business.

Click here for the bonus item: Daily Facebook Activity checklist

Strength and courage,
Wade

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The Art Of Negotiation

kelowna on October 18, 2017

It is amazing how little negotiation training most real estate agents have and most of the training they do have comes from battle scars and previous negotiations. When it comes to negotiation in all sales there are two schools of thought.

1.Win/Lose
2.Win/Win

Real estate is a zero-sum business. There are a fixed number of transactions every year in every market. Personal marketing and prospecting is a hunting expedition for those buyers and sellers. Every listing taken and every home sold reduces the balance available. That is why it is impossible mathematically for every agent in every market to become a high producer. It is simply a consequence of supply and demand. This should be a reality check and a warning to every agent. Become great at the skills essential for your success.

The Win/lose negotiation is, by its very nature, adversarial. There rarely are any long-term winners. If you want your business to be referral-based then beware… there will be none here.

The goal of win/win negotiation, on the other hand, is to reach an agreement that satisfies both parties. This includes the buyer/seller and the listing agent/buyer agent. In other words, everybody is happy and each side feels the other was fair. This is the holy grail of negotiation. Negotiation gets messy when trust becomes diminished.

A lack of trust does not necessarily infer dishonesty. More often it can come from a lack of preparation and a thorough understanding of the needs of the other parties. There is always a loss of authenticity when one appears incompetent or lucidly incoherent. So how can you improve your chances of achieving a win/win outcome? The answer is by knowing the type of person you are negotiating with. Knowing, or at least considering, his or her personality type can give you an honorable edge in negotiating. Let’s look at the four personality types we face in negotiating and understand their natural tendencies in negotiations.

1.) THE DOMINANT OR DRIVER

These are extroverted people who need to direct traffic, need constant challenges and love to win. They believe winning isn’t everything, it’s the only thing. These people are direct and oriented toward the bottom line. They typically are win/lose style negotiators, but won’t usually acknowledge it. The best way to negotiate with this type of person is to go to the bottom line and work backward. Offer alternative choices and let them make their own decisions. Never attack their position, give facts in a logical flow and give them the perception of winning.

2.) THE SOCIAL BUTTERFLY OR EXPRESSIVE

These people love to talk and interact. They are personable, want to be liked and make quick, impulsive decisions. They usually have a great sense of humor and are good team players. Third-party endorsements work best with this type of person. Quick tips for negotiation: Don’t bother them with the bottom line or facts and figures. Keep negotiations good-natured and light-hearted.

3.) THE COMPLIANT OR AMIABLE

Keeping the peace and avoiding conflict is most important to these people. They are amiable, patient and relaxed. They usually are unemotional during negotiations, slow to decide and will look for a long-term relationship. The best negotiation approach here is to show genuine interest in them personally. Listen, be patient and take your time. Don’t do hard sells! COMPLIANTS need to know you will deliver on what you promise.

4.) THE ANALYST OR ANALYTICAL

These are the perfectionists of the world. They are cautious, detailed, accurate and analytical with high standards. They want proof, facts, data and more data. Follow the rules with these people and avoid too much creativity. Be prepared with data and be direct with that data. To be successful with this type of person, it’s important for you to be organized and provide lots of detail. Go to the point and avoid small talk. They will tend to get stuck on a single point (usually price) and will want to win on that one issue only.

HOW CAN WE SPOT EACH STYLE?

First, it is important you know what personality type you are. Then keep your eyes and ears open.

1. If you are dealing with an outgoing person with a neat freak aura then most likely he or she is a DOMINANT personality. Dominant personalities also tend to like cutting-edge technology and acquiring that technology.

2. Someone who is talkative with a relaxed, lived-in look and casual appearance will probably be a SOCIAL BUTTERFLY. They also like to be on the cutting edge of technology and like to buy things.

3. COMPLIANTS just want to do what’s right for everybody. They sometimes appear a little insecure. They are the clients who want to do the right thing and are generally slow to decide. But they are very loyal and will be a consistent referral resource.

4. ANALYSTS always will ask for more detail. They also will want to know how you arrived at your CMA for example. They are fact based.

WHAT ARE THE COMMON ELEMENTS TO NEGOTIATE SUCCESSFULLY WITH ALL FOUR TYPES?

The main point to remember during negotiations is it’s about the client, and their wants and needs. Do your prep work, recognize the types of people you’re dealing with, and have these tips in mind to keep negotiations positive and smooth (win/win!):

•Ask a lot of questions
•Don’t become emotionally involved
•Be totally prepared with clear factual details
•Treat people with friendship just as you would want to be treated

Strength and courage,
Wade

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The Top Agents Daily Checklist

kelowna on October 11, 2017

We all know we have the same 365 days, 52 weeks, 12 months in our real estate year and begin with an even playing field, right?

So what is the secret to the top producing agents and what they do with that same time every other agent has? We know it boils down to implementation and execution of specific activities done over time with consistency that creates the long term massive success we all want.

This week we break down the daily checklist of the millionaire real estate agents and what it is they do every day no matter what that creates a massive end result all agents are looking for. So here we go!

Your Daily Top Real Estate Agent Checklist

#1 Every day they wake up at _______ a.m. daily. (Set your own time, but make it at least one hour earlier than normal.) Start adding up one hour a day earlier for 365 days and you have now added 365 hours to your business and life a year. You have now given yourself more than 15 days of time to do and be more personally and professionally. All millionaire agents get up earlier than the rest!

#2 Complete your morning routine. Here is an example of a millionaire agent I work with and their morning routine. Daily Gratitude exercise writing out 10 things they are grateful for. Show Up Early! Don’t open email for one hour. Positive reading or watching for 15 minutes. Daily affirmations and hand write 2 Personal Notes to their clients.

#3 Get to the office by _______ a.m. daily. The most productive hours are when there are little or no distractions from peers or staff in the office.

#4 Review the daily hot sheets. (Be informed. The market expert always wins.) Have the ability to switch the consumer inquiries by knowing the inventory.

#5 15 minutes of aggressive role playing/objection handling. Knowing what to say and how to say it is key to their skills and ability to persuade others!

#6 “Hour of Power” + follow-up and book appointments. One hour of focused lead generation time for buyer and seller appointments.

#7 Track your numbers. Measure everything you do to know if it works, if you are good at it or something you just need to dump.

#8 Check in on your pending sales and escrows and meet with their assistant for a daily update meeting.

#9 TWO social media posts daily, MINIMUM! Be top of mind and known for your expertise.

#10 Go on a “new opportunity” appointment (NOT a showing). Do you tour guide or do you sell homes? There is a difference!

#11 Conduct afternoon follow-up sessions. Sales is all about follow up, follow up, follow up!

#12 Provide massive value.

#13 Keep doing whatever makes you uncomfortable.

#14 If I don’t let go, I won’t grow.

#15 Put everything up and make your goals visual.

#16 Is your “why” bigger than your fear?

So there you have it. The daily checklist of the millionaire agent and the activities they consistently perform in order to know they will be able to experience the massive success they are wanting in their business and life. Don’t let another day go by without implementing and executing these daily activities and begin to change your life and business, NOW!!

Strength and courage,
Wade

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Lesson’s For Agent’s From Toys R Us

kelowna on October 4, 2017

This year continues to present a challenging retail environment, which has now been further disrupted by the Toys “R” Us Chapter 11 filing. Toys R Us did two things over the past few decades that were not the best business decisions for them. The first decision was in about 2001 – 2002 when they chose to use Amazon for their fulfillment and make them the main fulfillment for their toys instead of believing in the internet.

This basically made buying toys off the internet from Amazon something we became very comfortable doing instead of us buying from Toys R Us and fulfilling their own toy orders to their customers on the internet. The second decision and most important decision was to not innovate themselves as a company and began to die from their lack of change and the toy world began to pass them buy. They didn’t change their stores to a place where you could have an experience with the toys. Why couldn’t they make video gaming stations, Lego building areas, slime centers, skate and bike park areas and millions of other toy experience ideas in their retail spaces and would still be alive and well today?

They chose to just sell toys where no parent wanted to really go and besides could just buy it online and not even leave their own home or they just pick it up for cheaper at Walmart while they are buying some groceries or buy it from a YouTube marketer or Instagram or Facebook ad. Toys R Us was not selling an experience and literally died from their decisions and lack of any retail innovation. This is the best example today for anyone in business or any of you in real estate if we don’t change, grow and innovate ourselves and our business and just rest on your laurels and do real estate the same way you did it 20 years ago!!

Our customers don’t just want to buy or sell a house just like they didn’t just want to walk into a Toys R Us and buy a toy any more. They want to have an experience and are willing to go where they can find that experience when buying or selling a home. So let me ask you what kind of an experience do you create for your clients and who is telling your story of what they experienced buying or selling with you? Are you having buyers virtually tour homes on a huge flat screen TV while they choose their short list of homes to physically view? Do you leave time at the beginning of touring homes for a stop through at Starbucks drive thru to pick up their favorite coffee and a snack for their tour? Are you preloading a tablet for your buyers to search homes using Wi-Fi and they are able to make notes on the tablet with a stylus about each home they tour? Are they viewing their paperless purchase contracts on the tablet and then digitally signing their offers on the tablet using Authentisign? Do you present to home sellers on a large iPad or laptop showing them the 3D floor plans, drone videos or interactive virtual reality goggles that their home will be marketed with when for sale with you and your brokerage?

The list of innovative ideas for agents and creating that innovative game changing experience for their clients is endless! The truth is so few agents are choosing to change, innovate themselves and their business and sadly my friends face the similar demise as Toys R Us in the coming 5 years. I challenge you today to commit to making a change with the way you market yourself and your real estate business and become a game changer and market leader in your market place today!

Strength and courage,
Wade

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The Top Ten Thoughts Agents Need To Eliminate

kelowna on September 27, 2017

“We become what we think about most of the time, and that’s the strangest secret.”

To an extent, we were all just going to do what we’re all going to do, and isn’t that such an enormous relief? After all, most of the time, we work with what we have to work with, we gravitate towards the things that make us happy, we source ideas and inspiration that are wholly unique and individual to us, and most of those processes are not even necessarily conscious, let alone active. People emerge from the womb a blank slate and fill the space with the things they’re naturally interested in. However, to be successful with what you want takes something behind active measures: you have to know yourself, make a practice out of your dreams, angle yourself towards the You who has always dwelled in your mind, and work hard at being Your Best Self. But the rest? Just keep dreaming.

Earl Nightingale (1921-1989) | American author & radio personality

Top 10 Thoughts To Eliminate As a REALTOR and in Your Personal Life:

1. Defeatist – a person who is accepting, expecting, or being resigned to defeat. Often linked to pessimism in psychology. How many of us have thought about defeat before we have even began?

2. Cynical – a person who believes people are motivated by self-interest. They are distrustful of human nature and motives. How many of us question others sincerity and integrity.

3. Vindictive – a person who has or shows a strong and unreasoning desire for revenge. Have you ever met someone that is always out to get back at someone else?

4. Blame/Fault – a person who assigns responsibility to someone or something else. How many of us are the “who cares?” “what are we going to do now?” type of people.

5. Wishful – a person who expresses the desire or hope of something to happen even though it is not happening. They do what they can to influence the project, situation, deal and just keep moving.

6. Self-pity – an excessive, self-absorbed un happiness over your own troubles. Have you met someone that needs to get over themselves … stop making excuses … no more drama or complaints?

7. Worrisome – a person who is full of anxiety and concern. Worrying won’t help, costs you time, and can drag you and others down.

8. Jealous – a person feeling or showing envy of someone or their achievements and advantages. If you want that achievement, then earn it!

9. Pre-argumentative – a person who builds their own imaginary argument and prepares themselves for the argument that may never happen. Imagine the energy and time we waste doing this?

10. Procrastinate – a person who always delays or postpones action and puts off doing something. If you’re going to procrastinate, it makes sense to do something fun instead of thinking about how bad it is you’re procrastinating.

Eliminating these thoughts might be impossible but minimizing them (and their impact) is completely doable. Here is the approach to eliminating these wasteful thoughts…

• Recognize them when they come up.
• Remind yourself they’re a costly distraction.
• Redirect your thinking (and/or doing) to something positive.

Embrace the simplicity by staying inspired and remember these are not our own thoughts, we just have friends with these kinds of wasteful thoughts 😉

Strength and courage,
Wade

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How To Determine Your WHY in Real Estate

kelowna on September 20, 2017

“When your WHY is big enough you will find your how.” Laith Wallace

It’s often one of the first things you ask someone when you meet them. “What do you do?” or “Where do you work?” Want to know a much more interesting question? Ask them this one. “So Why do you work?” I guarantee their answer will tell you a lot about them and YOUR answer will help you perform up to your potential in life.

I believe a crucial step to living a more fulfilling life is to know your “WHY” before you know your HOW. Lots of people ask me HOW to take their real estate business to the next level. I can tell them a million strategies, but if they haven’t answered their WHY first, they’re not going to put those strategies to the best use.

You see, knowing your WHY ultimately makes the HOW so much easier. Encouraging agents to determine their WHY is one of the foundational steps in real estate coaching. Think about it for a second — how effective are you in any project when you’re unsure of what you’re doing? When there’s no “end game” in mind, you feel like you’re floating and your focus, desire and confidence tend to fade away.

So it only makes sense that one of the first steps to success is determining your genuine motivation or drive. To answer the question of “Why do you work?” Of course, the simple answer is to keep a roof over your head, to keep yourself fed and to provide for your family. But let me tell you — that answer SUCKS.

Do you want to simply exist, or do you want to excel?

Looking inward, taking a deep dive and identifying your WHY becomes a much more powerful exercise when you look deeper in search of an answer that is emblematic of who you are and why you’re willing to work so hard every day. Here’s a list of questions to ask yourself, and don’t be afraid to add others that are meaningful to you:

•What motivates you?
•What are your dreams?
•How much money do you want to make?
•How many team members do you want to hire?
•When do you want to retire?
•What do you want for your spouse/significant other?
•What kind of future do you want to create and provide for your children?
•How much vacation time do you want?
•Where do you want to visit?
•How do you want to make a difference in the world?
•What does your ideal legacy look like?
•What do you want to contribute to outside of business?

Don’t answer these questions too quickly. Do some soul searching and provide vivid detail in your responses. Like any goal, the more specifically you define it, the more it’s going to resonate with you. Like any goal, you need to make your WHY visible and public. It might feel uncomfortable, but put it out there. When you share your WHY with others, you up your cadence of accountability.

The reason the “Why do you work?” question tells you a lot about someone is because the more thought they’ve given this topic, chances are the more driven they are and the more committed to their business they are. Those who truly know their WHY are people who align their behaviors with their goals and get their work done, day in and day out. To take it a step further, they’re the type of people who spend most of their time working ON their business, not IN it.

Your WHY is a very powerful thing. Do you know yours? If not, find it. Only then should you start thinking about your HOW.

Strength and courage,
Wade

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The Question People Ask Most Agents Don’t Know The Answer To

kelowna on September 13, 2017

If someone opened the door of opportunity for you, would you slam it shut? If you’re shaking your head no right now, are you sure? I see agents make this mistake every single day.

I mean every single day…

It happens every day because this opportunity is without a doubt the most-asked question agents receive all the time. It’s something you probably hear every time you’re out in public or around friends, family members or acquaintances. Yet most agents honestly don’t know how to answer this often-asked question correctly, and therefore effectively slam the door of opportunity door shut, right in front of the person who opened it for them.

Would you agree that’s not a very nice thing to do? Also it’s definitely not helping their reputation or business. So have you guessed the Question yet? Let me share with you the question people ask agents the most and agents don’t know the proper answer to.

Here’s that question:

“How’s the market?”

Sound familiar? Can you think of how many times you were asked or you heard others ask that question about the market and about real estate in your area. It’s almost a cliché — Somebody meets a real estate agent, and that’s the first thing that blurts out of their mouth. “How’s the market?” opening the greatest opportunity for you and your real estate business.

The problem is your response cannot be a cliché. In fact, your response to the question has to be anything but.

Far too many agents simply reply, “It’s great!” or “I’m busy” or “Well, the high end is slow” and leave it at that. What a monumental mistake! What a missed opportunity! It’s actually painful to watch this happen.

By far one of the best and most effective dialogs to this question is a straightforward reply that goes like this:

“How’s the market? Well, it really depends. Are you interested in buying, selling, investing, or renting? They’re all very different. Which part of the market are you curious about?”

It’s that simple. Suddenly, you’ve engaged the prospect. You’re already providing value by helping them narrow their focus and get more specific, so you can help them solve whatever specific real estate need they’re facing.

By opening them up to thinking about their own situation, you’ve begun a meaningful dialogue that can lead somewhere productive — for them and for you. Once you identify their needs, you know where to take the conversation from there.

“But Wade, What About…” I can already hear you. Some people will say, “Oh, I’m just curious.” You’re right. So what’s your plan then? Does that mean you don’t engage them? Of course not. The dialog for that scenario goes like this:

“Are you curious about the value of your home? Are you curious about property values in your community? Are you curious because someone you know needs to sell?”

By pressing the issue and getting them to identify exactly what they’re curious about, again you’re getting that prospect to open up and think about his or her specific needs.
This is what leads to productive conversations, and leaves the prospect thinking you’re a true expert who knows what you’re talking about.

So Let’s Recap…

As long as you’re in real estate, you’re going to be asked “How’s the market?” at least once a day for the rest of your life. You basically have two choices — stick with the same old’ “It’s good” cliché response and lose that opportunity or adopt these dialogs and spark those conversations and turn those questions into clients and sales for life.

Strength and courage,
Wade

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Why Video Is So Important To Our Marketing

kelowna on September 6, 2017

As you probably know, there is a big shift in video across social media for REALTORS. Agents typically fall into 3 categories when it comes to video…

They avoid it completely
They do it but not very well
They are crushing it!

What category are you and your real estate business in?

Video has become the normal way in which many people consume information online. Most agents are missing a big opportunity by not using video. Even from a listing point of view, listings with videos get 400x more inquiries! But videos are more than just a way to showcase a listing. They can also show the community, lifestyle, and even the agents selling the property! Most agents first professional video, let’s be honest, is not their best but they are like a fine wine and just get better with age! We all learn something valuable in the process. Even though we took some great pictures of the property, it wasn’t enough. We all start with some basic video, nothing at a professional level and then move to working with a hired professional, and the professional video is what sells the listing!

Generating New Business

Video is what has helped many agents stand out in the marketplace. Instead of just saying what they do differently, they can show potential customers how they are different. Besides listings, agents use video for testimonials, open houses, and client appreciation events. For testimonials, shoot the video at closing or at your client appreciation event. At your client appreciation event have a raffle, but those clients who do a testimonial video get an extra raffle ticket! At these events the clients are dressed up, having fun, and even have a few glasses of wine. Then take them to a private area for filming, so they don’t feel any stress on camera.

Content Is King

You have to make videos that resonate with your audience. “About me” videos are a good choice and help your potential customers get to know you and your team. Community videos are great too; you can start by interviewing local businesses. Good news, these businesses will share your video interviews on their social channels too! Also, if you are looking for video topics, think about what questions you are constantly being asked as an agent. For example, the market is very competitive and buyers want to know what they can do to get their offers accepted.

Maximizing Your Videos

Use Google Adwords to generate traffic to your videos. Videos are posted on your personal website, company’s website, and landing pages too. Videos are uploaded natively to Facebook to get more views. The videos also go to blogs and are emailed to agents and customers in their database. If there is a place to share the video, then share it there! Most of your main videos are maximum 3 minutes long but create some 15-30 second teaser videos specifically for social media.

YouTube

Make sure your videos are lined up for organic views on YouTube… This means filling out the tags and descriptions, as well as making sure your video is public.
Facebook Live – There is so much traffic on Facebook, and your live videos will get a great organic reach. Facebook Live can be used for events, open houses, or even interviews.

Getting Started

I recommend having a dedicated website you can share with people to see your videos. That also means getting a YouTube channel to host the videos. I also recommend getting a simple kit that comes with a tripod, mic, and wide angle lens for an iPhone (usually less than $100). You don’t have to have a bunch of fancy equipment to make a video. Don’t over analyze it, and your videos don’t have to be perfect. Just create a video and share it with the world!

The Future of Video

Videos aren’t going away, and remember Google owns YouTube. Videos can be one of the tools customers use to find you online.
It will also give you a way to stand out once you start working with your leads to showcase all the work you’ve done. So what are you waiting for?
Get out there and share a video!

Strength and courage,
Wade

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Persuade Or Be Persuaded? That Is The Question.

kelowna on August 30, 2017

Eat or be eaten. Influence or be influenced. Somebody’s always selling or somebody is always buying, consciously or not. If you open up your medicine cabinet or your dresser drawers or your pantry or your garage or even just look around the room you are sitting in now. Each item you see is a war trophy representing somebodies victory or a companies victory. Where you traded your hard-earned cash for their product. How did they do it? What tools did they use?

It is the all important skill of influence and persuasion. Make no mistake there are armies of influence agents operating around us everywhere all day. Sometimes it is in the form of a TV commercial, or a phone solicitation or a grocery store announcement, bus bench, bill board or other times a request from one of your own children, spouse or employer.

A mentor of mine once tried to count the number of direct attempts to control his thoughts and behaviour he encountered in a single day. This included any moment during a regular work day where someone or something was using persuasion and didn’t even include media sources like newspapers, radio or TV. He gave up and lost count by about 10:30 am in the morning at around 500 incidents.

Research shows the average person receives more than 30,000 persuasion attempts every day. This isn’t just happening in commercial marketing but happening in almost every conversation you have. For instance it is estimated almost 80 percent of our time is spent in verbal communication trying to get you to do something. We are constantly having someone angle us for something they need. Really we could say society is just people requesting, demanding, persuading and influencing to further their own needs and agendas.

So let’s face it if you want to navigate the sea of society successfully. You need to become more positively influential and persuasive yourself. Logic, Emotions and Ethics are the three levels of persuasion. Convincing others using Logic and reason and help others come to their own conclusions. Emotions we trigger in others and emotionally get them to do what we want them to do like using fear, shame and passion.

Ethics is the way we act and what we do that people know we can be trusted and have integrity and will do what we want them to do because they feel comfort and trust in us. Having influence and mastering the three levels of influence will have a huge impact on your real estate business and life so take the time to develop your persuasion and influence and watch your life and business grow. I dare ya!!

Strength and courage,
Wade

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Just Show Up. Put In the Work!

kelowna on August 23, 2017

Every agent wants to separate themselves from the masses of agents in the business and stand out from the herd. I have accepted the fact that 80% of the agents I coach and who read my blog posts and take my training will be completely motivated, fired up and inspired but then do not a damn thing I share with them to change their business income and life. I think I might be generous with the 80% and maybe more like 98% of REALTORs.

I am not where I am today and achieved what I was able to achieve as a sales agent and a broker owner because I changed into a suit and a cape in a phone booth. It is amazing to me how so many agents can come up with so many different reasons why the other agents are so successful and why this agent is not successful and why they are not successful themselves. The reality is the only reason why I was fortunate enough to be successful and other agents you see that are so successful is we all did the one most important thing. “We all just showed up and did the work!” That is right, we all just showed up and did the work we were told to do and knew that the success would come from all the fruits of our labor.

Stop looking for that silver bullet, a shortcut or having such a lack of patience for your own success in real estate, I am sorry to say they do not exist! I see so many agents try something and don’t get the result they were looking for immediately and just stop doing it because they have decided in their own minds it doesn’t work. Why do agents turn on an online lead generation system and receive say 40 online buyer leads in the first week and don’t convert any of them in the first week and say to themselves well I tried and that doesn’t seem to work either and unsubscribe from the system? What else do you have that generates 40 buyer leads in a week and why turn it off, is my question? Let me ask you this….

Who do we really get to know as a buyer in the first week or two when the average buyer process is around three to eighteen months? But that is the agents mentality today and their expectation of lead generation, only looking for the quick fix and not the long tail in the world of real estate sales. One of my mentors said “You need to be faithful with the little to be given much.” Meaning you got to show up every day, make the calls, see the people, add value to others, find a need and meet it for buyer and sellers that need and deserve your help and just put in the work! Some of you may act on this message but most of you won’t.

If you want to be more in your business and life then start showing up starting today and put in the work and you will see the results and fruits of your labor!

Do, Act, Show Up, Implement and Execute on what you already know.

You all know enough already, stop looking to know more and start doing what you already know you are supposed to do. I don’t want my message today to come across as a little harsh but a message of hope for those that need a push to just start showing up!

Strength and courage,
Wade

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