The Real Estate Lead Conversion Code

kelowna on December 2, 2015

The past decade in real estate the primary focus has been for agents to generate leads, “make it rain”. If you aren’t making enough money in real estate then you’re not generating enough leads. We now can buy leads from companies or generate our own leads from squeeze pages or landing pages and the challenge of creating enough leads is no longer the problem. The problem today for agents is understanding the secret to converting leads. So this week I want to share some of the key steps to cracking the online conversion code and stop burning those leads. Start taking the 4-6% industry average conversion rate to a 20% conversion rate or higher today!

Increase Your Lead Conversion to 20+%

Step 1 Understand the Consumer – We need to respect the online consumer and their anonymity and let them maintain control as this is the main reason for them using the Internet to search for real estate. They don’t want to put up their hand and reach out to you until they are ready and definitely not when “we” are ready. This average length of time is normally around 10 months from initial contact to completion of purchase.

Step 2 Be Patient but Persistent– If we are going to convert the lead then we need a system that can maintain contact and communication for the duration of “10 months” and not just one follow up and that is it. It makes sense to have the majority of the communication systemized, automated or delegated to save you time, effort and not forgetting to follow up when you are too busy.

Step 3 Strong Follow Up – I always tell my coaching clients they must follow up a minimum of 6-10 separate and unique touches until they will receive their first response from the prospect and it doesn’t surprise me when most of my clients say “Wade we hear nothing and then bang they respond to us on the tenth touch”. We must communicate back in email, text, video email, phone call or Facebook message them and mix it up. At least 6-10 times in the first week or so until they actually respond to your initial follow up. Responding a minimum of 6 times will increase conversion by 94%!!

Step 4 Speed to Lead – It is proven that the first agent to respond tends to be the agent that the lead generally chooses to work with. If you are not mobile and ready to follow up in under 5 minutes or less to your leads then I am afraid you are out of the game. Chances are very high that another agent has already responded to that same lead.

Step 5 Be Compelling – What are you going to say in your follow up that compels me to want to work with you? What do you have that they want or need? Why you? Why your company? Why now? What is in it for me to do business with you? If your follow up and communication doesn’t connect with these questions the chances of converting are slim.

Step 6 Add Value – Reciprocity and “giving to get” are some of the most powerful lead conversion strategies today. What will you be able to provide for them to save them time, money and stress? How can you add value to their real estate experience over the rest? Give – Ask – Receive formula works most of the time.

Step 7 Your Timing is Everything – My recommendation for pace and follow up for online lead conversion would be the 8-8-8 formula. This is once a day for 8 days, once a week for 8 weeks and once a month for 8 months. Don’t just try once or just once in a while but have a system and be consistent.

I trust you found this content helpful and you are beginning to understand the conversion code strategy. If you implement some or all of these tips, you will start converting leads and generating appointments for listing and sales in your business. Don’t just generate leads but convert those leads and take your business to the next level.

Strength and Courage,

Wade

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Top Reasons to List – Buy/ Sell Over The Winter

kelowna on November 25, 2015

We’ve all heard many excuses why home owners or buyers want to wait till spring to make a move in real estate.

The fact of the matter is, the excuses are endless so it’s our job as REALTORS® to be equipped with facts and a strong reality check to combat these reasons we hear everyday.

To help you through the winter season I put together some of the top reasons a client would want to choose this time of year to buy, sell or list a home.

Top Reasons to Sell Real Estate Over The Winter

#1 – Serious Buyers
• Yes there are fewer buyers, but those buyers are usually very SERIOUS about making a purchase or many HAVE to make a purchase.

#2 – Less Competition
• Most sellers wait until the spring or summer to list, so your home will have far less competition
• Spring = Greater supply = Same Demand = Less Money

#3 – January is the Biggest Transfer Month
• More corporate relocation moves happen during January than any other time of the year.
• Catch the corporate relocation buyers

#4 – High Attentive Efficient Service
• By putting the home on the market during the winter you experience better, personal and faster customer service from movers, lawyers, banks, insurance providers etc.

#5 – More Time to Get Top Dollar
• By starting to market your home early, you may be able to secure a higher price with more listing exposure time.

#6 – Time to Shop
• If your home sells quickly, you will be able to shop for your next home during the winter, a great time to find a bargain!
• More time to look and not pressure to shop and beat the other buyers.

#7 – More Advertising Punch
• Most REALTORS® and offices have less inventory during the winter, enabling your home to stand out even more.
• Less marketing noise out there for the buyers and they see your home with ease now.

#8 – The Inexpensive Money
• Today’s interest rates are still some of the lowest in history. This gives buyers more spending power and increases your buyer pool
• When shopping for your next home, you can benefit from the low interest on your new mortgage.

#9 – 20% of Homes Sold During the Winter
• Buyers and Sellers are usually quite motivated to get the transaction completed.
• This can mean less price haggling and fewer hassles during the process.

#10 – Non-Contingent Buying
• By selling now, you may have an opportunity to be a non-contingent buyer during the spring, when more houses are on the market!
• Less “subject to the sale” offers from buyers and you are not one of them when you are buying your next home.

#11 – No Yard Work
• Great time for a home that needs a yard make over to sell.
• No need to worry about your yard work. Snow makes it look fresh and white.

#12 – Buyers Are Searching
• Buyers begin the search and purchase for spring moves in January, February.
• Busy move times are March Spring Break, April Easter and May long weekend

#13 – No Pricing Games
• Less choice for buyers means less sellers to play pricing against each other
• Buyers will often make more concession in their buying decision with less choice

#14 – Show Time
• Property shows well, almost staged with holiday décor adding to the ambiance
• Tis the season for your home to shine!

#15 – Quality Showings
• Little chance of quick showings and not being prepared to show your home
• Easier time of year to make appointments and give sellers advance notice.
• Higher quality showings

#16 – Right Buyer, Right Time
• The odds are the same for the right buyer looking at your home regardless of the season.
• Right buyer, right time, right home

Top 10 Reasons to Buy Over The Winter

#1 – Competing Offers
• Little or no chance of multiple or competing offers for the buyer

#2 – Service
• Better service from all service providers like the agents, banks, insurers etc. Not as busy now.

#3 – Motivation
• Sellers motivated at this time of year if still trying to sell from summer or fall.

#4 – Negotiation
• Sellers willing to negotiate, been on the market for some time now. Give and take.

#5 – Expired
• Buyers can shop the expired listings market, which has the largest selection this time of the year.

#6 – Closing Options
• Good time of year to make an offer and do the due diligence, buyers can move quickly now or slower in the spring if not in a rush.

#7 – Housing Options
• Easier for sellers to find alternative housing, not as much pressure finding a rental vs. the really busy spring and summer season.

#8 – Subject to the Sale
• Great time for buyers to make contingent “Subject to the Sale” offers and get them accepted and movement on the price.

#9 – Moving Services
• Easier time for a buyer to move and find help and services like movers, cleaners, storage.

#10 – Completions
• Better timing for buyers on completions with lawyers, banks land registry. Not that busy and time to attend to you now.

#11 – Competition
• Less competition for the same property from other buyers on the deals that pop up this time of year.

Now that you’re equipped with ammo to overcome any objection, go out there and list and sell some real estate this winter season

Strength and Courage,

Wade

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2016 REALTOR Success Formula

kelowna on November 18, 2015

This is the season for all of us to take time to reflect where we have been, where we are at and where we are going with our real estate businesses. Success means different things for all of us and it is something we attract in our lives. Proper planning is key for our success as it does not just happen to us on its own. I was recently attending a session by Alicia Matheson an ex Disney institute expert and couldn’t help but share with you some of her great ideas. So what is the formula for success in real estate? Let’s look at this formula and then break down each piece to the success formula and how you can apply it not just to your professional life but to your personal life as well.

Success Formula for Your Real Estate Business in 2016

Right Attitude + Right Purpose + Right Plan = Real Estate Success.

What do we mean by the right attitude?

We know that having the right attitude without the purpose and plan does not alone bring us the success. I can have a super positive person with the most amazing attitude but if that person is an idiot then all we have is just a motivated idiot and not a successful agent, right? The essence of the right attitude is what is below the surface? What is at your core? What is your self talk like? What is the little voice inside saying to you all the time? Is it saying “I am enough… I am loved… I am more than ok because God doesn’t make junk?” Here are some great strategies for creating that right attitude. Having a morning ritual of proper breathing, gratitude, affirmations, prayer, meditation and 15 minutes of good reading content. Try creating your own ritual and choosing the right daily attitude for you.

What do we mean by having the right purpose?

Our values = our purpose. It is the reason why we do what we do. How it makes us feel. What is your legacy? What do you want them to say when your movie has ended and the credits are rolling? I get the greatest joy from impacting and improving others lives personally and professionally every day. Real estate is just the vehicle that allows me to do this. What gives you your greatest joy and how does your real estate business allow you to do express those things?

What do we mean by having the right plan?

Without implementation and execution do we really accomplish anything? What is your 2016 plan of action? What are you going to do different in the coming year? What will you stop? What will you start? What will you continue and then some? Create a 2016 Action Plan Using These Questions:

What one ritual will I implement in 2016?
What new knowledge will I acquire?
How will I grow my business?
What will I focus on?
What is my mission? Purpose?
How will I measure and celebrate my success?
How will I help others achieve their goals?

I trust this formula will help with your plan for 2016 and help you finish your year strong and begin your next year with passion and direction.

Strength and courage,
Wade

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Loyalty And Marketing Stats That Will Change Your Strategic Game Plan

kelowna on November 9, 2015

Companies, business owners and service providers are making a huge paradigm shift in the traditional sales and marketing strategies. Retention, loyalty and relationship sales is more important than ever.

How much time, money and energy as an agent do you spend on your past clients, centre of influence and existing relationships?

Check out these game changing statistics and facts we found that will have a huge impact on your game plan in real estate marketing in 2016. Are you planning your shift?

1) It costs FIVE TIMES more to acquire new customers than it does to keep current ones. [Forrester]

2) Client Retention – Reducing your customer defection rate by 5% can increase your profitability by 25% to 125%. [Destination CRM]

3) According to the Gartner Group, 80% of your future revenue comes from just 20% of your existing customers. [Gartner]

4) The probability of selling to an existing customer is 60–70%. The probability of selling to a new prospect is 5-20% [Marketing Metrics]

5) 58% of people buy from the businesses at least once a month, whose loyalty programs they belong to. [Daily Break Media]

6) Sales reportedly increase anywhere from 15-50% as a result of consistent customer communications. [Spot On]

7) 43% of consumers are more likely to buy or use a product or service when learning about it on social media. [Nielsen]

8) Customers are 77% more likely to buy a new product or use a service when learning about it from a family or friend. [Nielsen]

9) 92% percent of consumers around the world say they trust third party reviews, such as word-of-mouth or recommendations from friends and family, above all other forms of advertising. [Nielsen]

10) Peer Reviews or testimonials improve marketing and advertising effectiveness by up to 54%. [Market Share]

11) Referrals are 36x more valuable than a cold call, 10x more valuable than a trade show lead, and 4x more valuable than a web lead. [Inside Sales]

12) Referral marketing strategies generate a 3-5x higher conversion rate than any other marketing channel. [Incentive Fox]

13) Word of mouth for a product or service accounts for 20-50% of all consumer decisions. [McKinsey]

14) 72% of marketers including agents do not recognize and leverage client referrals. [Loyalty 360]

15) Only 38% of marketers including agents have and use a consistent referral marketing strategy. [Gigaom]

16) 45% of marketers and agents who use a consistent referral marketing strategy acquire more than 35% of their new customers with it. [Gigaom]

17) Most business owners and service providers lose 50% of their customers every 5 years for not keeping in touch. [The Loyalty Effect]

18) 2014 marked a dynamic shift where companies transitioned from spending the majority of there marketing budget on acquiring new customers to 86% of their budget on retention. [BIA Kelsey]

19) Email marketing is deemed as the most effective “digital or online” tactic for building awareness, acquisition, retention, and conversion. [Gigaom]

20) 48% of consumers say that the most critical time to gain their loyalty is when they make their “first” purchase or sale with you. [Click fox]

21) 67% of customers said surprise gifts are very important to customer loyalty. [Crowd Twist]

22) The response rate for text messages to clients is 98% compared to 22% for emails. [Venture Beat]

23) Businesses or service providers who send two to three communications per month see three times more referrals than businesses that do not send any communications. [Spot On]

So what did we learn? While it’s enticing to put all of your marketing efforts into obtaining new clients, these loyalty and marketing stats show that targeting your existing clients is the way to go. Not only can you significantly increase profits by bringing clients back more often, but they can be a great source of new customers as they bring their friends.

The statistics behind a communication based loyalty platform is overwhelming. Don’t let your customers go too long without communication and don’t worry about over communicating. Most business and service providers error on the side of under-communication rather than sending far too much. In the end, a dollar from an old customer is just as green as a dollar from a new customer, but it will be less costly to get that old dollar!

[ez_box title=”Action Steps” color=”red”]

Assemble your database – Listing and sales files, 150 database builder questions, mobile phone contacts, email contacts, social media contacts
Place your database into Outlook, Excel or a CRM
Commit to a 2 touch a month loyalty 2016 marketing plan
Watch your repeat and referral business grow!!

[/ez_box]

Database 24 Touch Plan 2016

[ez_box title=”January” color=”grey”]

1) Best Year In Real Estate – Video, Video Email, Letter
2) Tax Fighter Kit – Property assessments

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[ez_box title=”February” color=”grey”]

1) Complimentary CMA’s
2) Video – Update on market in 2015 and your forecast on 2016

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[ez_box title=”March” color=”grey”]

1) Spring Pop By
2) Personal Hand Written Note after Pop By

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[ez_box title=”April” color=”grey”]

1) Newsletter – Just Listed, Just Sold, Stats, Best Buys
2) Phone Calls

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[ez_box title=”May” color=”grey”]

1) Business – Service Directory RLP Rewards App
2) Coffee – Lunches (best clients)

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[ez_box title=”June” color=”grey”]

1) Summer Pop By
2) Personal Hand Written Note after Pop by

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[ez_box title=”July ” color=”grey”]

1) Video Mid-Year market report
2) Phone Calls

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[ez_box title=”August” color=”grey”]

1) Social Media – Facebook (Likes, Comments, Posts, Private message “How’s biz?”
2) Birthday and House a versary Cards

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[ez_box title=”September ” color=”grey”]

1) Client Event
2) E Report – Item Of Value

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[ez_box title=”October” color=”grey”]

1) Fall Pop By
2) Personal hand written note after pop by

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[ez_box title=”November” color=”grey”]

1) Seminar
2) Phone Calls, Texts

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[ez_box title=”December” color=”grey”]

1) Client visits 45 minutes – Year in review letter, Calendar, Gift, Xmas Card

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I hope these statistics shed some light on the importance of retention and relationship marketing in your real estate business.

Strength and Courage,

Wade

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How Do You Become a Million Dollar Agent?

kelowna on November 4, 2015

Hey there, my good friend Tyler Zey just interviewed me for his blog and I thought I’d share the video with my AgentsBoost gang as well.

See below…

Fun fact: Did you know you can touch a lead 13 times a month without being considered a “stalker” or creeping them out?

Just finished an interview with the coolest guy: Meet Wade Webb (Author of Lazy Realtor)

Wade is a million dollar agent coach and consultant… and he lives up to it!

Can you guess how many times a month the average agent touches people in their sphere?

Believe it or not… it’s not even ONCE per month.

Guess how many times the average agent touches people in their sphere each YEAR?

A “depressing” 2 times… 🙁

I put the pressure on Wade to share the BIGGEST differences between top agents and wannabe top agents – and it’s pretty surprising how small the differences actually are.

Like…

Million dollar agents build systems that pay dividends, and $30k agents tend to focus on distractions that lead to short term payoffs…. Hmmm, now we’re getting somewhere!

Best part? You don’t even have to take notes!

I turned Wade’s interview into a quick guide and video post…

Check out the full interview here! –>

Sincerely,

Tyler

Strength and Courage,

Wade

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Converting to the Sit Down….

kelowna on October 28, 2015

Our emphasis on lead generation for real estate agents the last decade has really created an epidemic for the industry. We can just buy leads now and make it rain if we want, so having the skills and the ability to convert the lead to an appointment isn’t that important any more because we just buy another lead!

Isn’t it time for our agents to develop their appointment conversion skills and get the client to want to sit down and meet with them and close for the appointment?

It is great that lead generation is readily available to agents, at a hefty price I might add but all those leads and no buyer and seller appointments still doesn’t pay the bills at home or create the lifestyle an agent is looking for. So, here is a strategy I feel helps an agent convert more appointments and create the desire for a client to want to sit down for the appointment.

4 Steps for Agents to Convert Leads to Appointments

1) Start by writing out the current challenges, problems and fears a buyer in your current market is having. Then do the same by writing out the challenges, problems and fears a seller is having in your current market.

2) Ask appointment engaging questions specifically addressing the buyer and sellers challenges and fears.

Out of curiosity are you folks having a difficult time finding what you are looking for?
Are you folks looking for a deal or a home? Their is a difference you know.
Do the homes you have found have offers on them or have sold already?
Have you tried to buy without having your existing home sold?
Have you been in a multiple offer situation or lost in a multiple offer?
Are you concerned you will list your home and it will sell and leave you homeless?
Are you relying on traditional sources for listings that all have a 24 to 72 hour delay getting to you?
Are you subscribed to an automatic listing alert system that notifies you when something like what your want hits the MLS system?

3) These questions help the buyer and seller discover their fears and challenges in today’s market.

This also makes them feel like you know what they are feeling and experiencing which will cause them to want to speak with you more! “This agent knows what we are facing and seems to get us… Not just asking me about my money and if I am preapproved!”

4) Close for the appointment! “I have a direct client program that offers solutions to these current market challenges… I would love to meet with you and share them all. Would today at 4 work or tomorrow at 2 be better?”

If people can feel like you really understand them, the market, their fears and the challenges they face and that you have a solution for them, why would they not want to meet with you? What’s the worse thing that could happen other than they learn something they didn’t know.

Try this appointment converting strategy and start converting more appointments. The appointments in real estate really are where the money is!!

Strength and Courage,

Wade

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The Art Of “The Close” In Real Estate

kelowna on October 21, 2015

One of the most important skills of sales in real estate is “The Close” It is about the actions you take to gain the agreement of the sale. My favorite line as a real estate coach has always been the line “they couldn’t close a jar of mayonnaise.”

There are many different closing techniques in sales, which are certain steps salespeople take to persuade the customer to make the necessary commitment. Closing should be easy and natural. Before the close you should probe with questions to uncover their challenges and fears to know what solutions you can offer. Here are some of the classic and best sales closes to take your skills to another level.

List of the Best Sales Closes in Real Estate

Affordable Close. Ensure people can afford what you are selling: “We’ve talked about the cost-benefit ratio, so let’s go ahead with the paperwork..”
1-2-3 Close. Close with the principle of three: “It comes in green, red, or black; which one would you like?”
Alternative Choice Close. Offer a limited set of choices: “Would you like the stand-alone model or the built-in system?”
Assumptive Close. Act as if the client is ready to decide: “I take it we can go ahead now?”
Balance-Sheet Close. Add up the pros and the cons: “We’ve weighed the pros and cons, and this will definitely improve your bottom line—when do you want it installed?”
Best-Time Close. Emphasize that now is the best time to buy: “This is an excellent time to use this system, so let’s get started with the paperwork.”
Bonus Close. Offer an incentive to clinch the deal: “And if you purchase today, you also get the additional guarantee; here are the forms.”
Middle Close. Make three offers—with the target in the middle: “We’ve got three choices—the larger one is most likely too much for your needs, and the smaller one doesn’t give you everything you asked for; the middle one, however, is exactly the right solution, so let’s go ahead with the paperwork.”
Calendar Close. Put it in the diary: “Okay we can get this installed early next week.”
Companion Close. Sell to the person with the client: “I know you’ve been paying close attention to the conversation; if you agree this is the right solution we can get the paperwork started today.”
Compliment Close. Flatter the client into submission: “I like the way you think and this seems the best solution for your needs; let’s get the paperwork handled.”
Concession Close. Give the client a concession in exchange for the close: “I really think this will work best for you, and we can reduce the delivery cost by 20 percent by putting the order in today.”
Conditional Close. Link closure to resolving objections: “It looks like we resolved all the issues you talked about; shall we get the paperwork handled now?”
Demonstration Close. Show the client the goods: “I’d like to show you how this works and then if you like it, we can go ahead with the agreement.”
Economic Close. Help the client pay less for your product or service: “I think if we put this order through today, we can still get the discounted rate.”
Emotion Close. Trigger identified emotions: “Sounds like this is something that will really help everyone feel more secure. Let’s go ahead with the paperwork.”
Golden Bridge Close. Make the only option attractive: “Everyone who has this system agrees with your analysis; it’s the best on the market. All we have to do is complete this form.”
Humor Close. Relax the client with humor: “I think you’ve come up with more benefits for the product than I have. Shall we go ahead and complete the paperwork?”
Hurry Close. Go fast to stop the client from thinking too much: “Looks like we’ve covered everything you need; all we have to do now is decide on delivery dates.”
No-Hassle Close. Make it as easy as possible: “We’ve done the hard part—making the decision; now all we have to do is complete the paperwork.”
Now-or-Never Close. Hurry things up: “We only have a few more in stock, so let’s get the paperwork started.”
Ownership Close. Act as if the client owns what you are selling: “When you take delivery, you’ll wonder how you survived without it.”
Quality Close. Sell on quality, not on price: “Everyone who has purchased this system says it’s the very best on the market.”
Repetition Close. Repeat a closing action several times: “To summarize, you’ve agreed on the style, the size, and the color, so let’s handle the paperwork.”
Retrial Close. Go back to square one: “I know you said you’re first objective was productivity and we agreed it will increase by up to 250 percent with this product, so let’s set some key installation dates.”
Selective-Deafness Close. Respond only to what youwant to hear: “From what I hear you saying, you want this delivered as soon as possible; how does next week sound?”
Standing-Room-Only Close. Show how others are queuing up to buy: “It’s been a real winner so let’s get you on the delivery schedule as soon as possible.”
Summary Close. Describe all the extras the client is going to receive: “With this you will also receive guarantees, warranties, and free installation; here’s the agreement we need to complete.”
Testimonial Close. Use a happy customer to convince the new customer: “You can talk to anyone in the industry and they’ll tell you it’s amazing. The only question left is deciding on a delivery date.”
Trial Close. See if the client is ready for a close:. “If we can guarantee all the figures we discussed, are you ready to go ahead today?”
Ultimatum Close. Show negative consequences of not buying: “I’d hate to see you miss this opportunity; shall we just get the agreement covered?”
Yes-Set Close. Get the client saying “yes” and the client will keep saying “yes”: “I know you said yes to the benefits and yes to the solution; all we need now is a yes on the terms.”

As you can see, the list of closing techniques is almost endless, and all it really takes is for you to ask for the order. Go into the call expecting to close on something. Commit the client to do something, to take some action.

There’s a saying that you sell on the tangibles and you close on the intangibles. In other words, when it comes to the close, if you have helped the customers feel they can trust you, if you have asked the right questions, then the only way to go is to buy from you. So use the oldies and goodies in terms of closing techniques and then remember when you sell from your heart, you are not really closing the sale, you are opening an amazing solution for your client.

Strength and Courage,

Wade

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Secrets To Agents Sales & Marketing Plans

kelowna on October 14, 2015

For more than two decades I have really underestimated the importance of having an actual plan for agents and their sales and marketing. I was always trying one thing or another to generate leads for my business with no actual plan or focus.

How many agents actually have a formal, written, systemized and scheduled plan for lead generation? Are you just winging it?

First we need to understand the difference between a Lead and a what I call a Hit. So many of us confuse ourselves with leads and that we have so many leads but the reality is we have so many hits and not that many leads. A Lead in my opinion is someone who has expressed interest in buying or selling now or in the near future, say 60-90 to 120 days. A Hit is someone who has filled out an online form, randomly emailed you about a property or is just plain curious and maybe one day would consider buying or selling some real estate.

Having the ability to qualify hits on their timing and motivation determines whether they are a lead or really just a hit. Now that we have determined the difference between a lead and a hit let’s look at the next step to a strong sales and marketing plan. We need to determine what strategies we want to implement and choose the strategies that are right for our personalities, strengths and what we believe that we would be good at. We have so many options as agents to generate leads with our sales and marketing but what ones do you enjoy? Would do without hesitation? Would suit your strengths? Here is a list to choose from.

Click Here >> Agentsboost – Prospecting Activities Chart

The next step to your strategy is to choose enough sales and marketing strategies to ensure enough leads for you and your business. You can’t be just a one trick pony and rely on maybe one or two strategies. The key to a strong sales and marketing plan is a minimum of six sales and marketing funnels. In fact most top producers have at least ten to twenty funnels of sales and marketing strategies generating leads for their business.

After you have chosen your minimum of six then you build your sales and marketing plan. Actually write out a plan for a ninety day period of the activity you are doing like when you are doing it, how you are performing it and all the pertinent details of each funnel. Clearly create the plan and visual so you can see the plan for the next ninety days in advance. Here is a sample of a three month sales and marketing plan to help you build your own.

Click Here >> Sample Marketing Plan

So there you have it. A sales and marketing plan for lead generation with a minimum of six funnels and a system to create consistent leads to keep your business at a smooth steady pace and not peaks and valleys of leads and then no leads. I trust you build a plan for your next ninety days and finish 2015 strong!

Strength and Courage,

Wade

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Real Estate Success Comes From Energy Management and Not Time Management

kelowna on October 7, 2015

The past ten months has been a reminder for me and my family how important our health is and how our health is the foundation for everything else in our personal and professional lives.

For almost a year now my 12 year old daughter Goldie has been struggling with her own health and it has really impacted our family and a is huge reminder how fragile anyone, including my own health really is. We have seen so many doctors and had so many tests done and seems to be road block after road block and no answers of what is wrong. So many of us including myself take our health for granted and don’t realize the impact on our lives when our health or loved ones health is being affected in a negative way.

I remember in the spring of 2004 when I was still actively selling and having my best year ever in real estate and woke up in the middle of the night with pain in my chest. I was working long hours, not eating properly and not getting rest or controlling my stress. I am in triage weighing on my way to almost 400 pounds and hooked up to all kinds of monitors and devices and thinking this could be it for me. The irony was, I thought the day before that, I was one of the most successful agents I knew and boy was I wrong. The real estate business just sucked me in and I thought if I made more money that life would just be that much better.

I was so disciplined in so many areas of my life but just couldn’t take care of myself physically. I have always been a comfort eater and dealt with stress, anger and frustration with food and drink that gave me a short relief but it just added to my long term health demise. I finally chose to surrender and find some help. I found a personal trainer in my life that now trains me three days a week and holds me accountable and reminds me not to diet but to always be careful not to eat or put anything in my mouth I cannot pick or I cannot kill. I am stronger than I was in my twenties and thirties and have so much more energy than ever before. I have just begun training for my second power lifting competition in 2016.

Don’t think I am out of the woods and stopped having my days of eating and drinking what I shouldn’t but now I am able to get back on track and not let the eating badly and not exercising carry on for days, weeks and months at a time. If our health is good and our nutrition, hydration and exercise is on track the energy and the results at home and at work are better than one could ever imagine. I am so happy to report that my daughters health has improved recently and we are seeing some positive results from the proper nutrition, hydration and management of stress in her life and truly grateful for that improvement and have some hope after 10 very long months.

I cannot tell you how important our own health and our loved ones health is and the foundation of all of our lives personally and professionally is directly affected by our health. Real estate and the drive for success can easily create bad eating, drinking and exercise habits and I know this first hand. Success in business and in life is not about time management but about our energy management. I trust that you find someone or something to hold you accountable and to help you keep your health on track and begin to see that you working on “you” and your health has a direct impact on everything else.

Strength and Courage,

Wade

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Do You Have A Succession Plan for Your Real Estate Business?

kelowna on September 30, 2015

N.A.R. released in June 2015 their recent agent demographic statistic report and the average agent in North America is 57 years old in a member population of just over 1.2 million agents in the U.S. and Canada. I am sitting here thinking what will the 62 year old real estate professional be doing when the next market change comes along?

Some of you are thinking well they will just keep selling, or maybe they will retire or maybe they will be considering a succession plan involving a business model that allows them more time and freedom and still keep their hand in the real estate industry. It amazes me how many times I meet, speak or coach to agents that are senior in their career and they have no vision, plan or idea of what they will do in the next 1, 5 or ten years.

What would it mean to these agents to have a model, system or vehicle that could allow them more time, freedom and a business that they are just working on and working in?

Imagine seeing a residual income from your knowledge, clientele and years of hard work that allows you a successful succession plan into retirement?

Now for those of you on the building side of your career looking for a business opportunity, isn’t it time to plant some seeds and approach these agents and present a strategic lucrative exit strategy beneficial to both you the rising agent and them the departing agent?

This exit strategy does not just happen on its own and takes a plan and some effort and time on both the rising agent and exiting agent to get this strategy to work and be profitable!

Agents leaving the industry will not just be able to send a letter, email or call and say bon voyage and do all your buying and selling with this agent who you don’t know anything about! The first thing your clients will do is call a friend or family member and get another referral to another agent, I see it all the time in our business. Sadly without a system and plan we are all as good as our last listing or sale.

Key Points for A Successful Real Estate Succession Plan

Preliminary Planning

Collecting, organizing and entering database (CRM) name, address, phone number, email (Sources – cell phone, email, past client, prospect, friend and family address book)
Choosing CRM – Client Retention Management system – Top producer, I Xact, Referral Maker,
Property base, Microsoft Outlook.
Determine Timeline – 1 year, 3 year, and 5 year plan. Ideal timeline is 2 years working together prior till retirement and then 3 years of residual income after official retirement. If you do not have the 2 years until retirement then spend $6,000 to use the Retiring Agent’s name for the next 2 years.
Branding – for example… Agent – Webb & Associates transitioning to Webb – Agent & Associates
and then finally webb and Associates (Agent is part of brand as unlicensed consultant)

Plan

Introduction Letter co-branded
Introduction Email co-branded
Monthly newsletter co-branded.
Websites co-branded
Listings co-listed. Webb as secondary.
Client appreciation event.
Client coffee
Client lunch
Client pop-by
Client calendar/day timer.
Print co-branded
Un addressed ad mail co-branded
Sales tools co-branded

Compensation

Separate income and shared co-branding expenses. Pre-retirement.
Retirement – Income 60/40 year one, 70/30 year two, 75/25 year three.
Retirement – expenses all Webb.

I trust this week’s post has opened the rising agent and the exiting agent to the possibilities for a succession plan and exit strategy that can be very successful and beneficial to the agents and the brokerage. Send me an email if you are interested in diving into this topic on a much more in depth level, as a real estate coach I’d be happy to help.

Strength and Courage,

Wade

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