The Fantastic Four Of Real Estate

kelowna on September 23, 2015

fantastic four real estateMy kids and I are huge Marvel fans so I thought I would dedicate this week’s post to what I call my Fantastic Four for real estate. Now let’s hope this content doesn’t bomb like the last movie did this summer!

I was coaching an agent this past week who’s stress and frustration was just mounting as nothing seemed to be working for him and he felt completely overwhelmed. I sat and quietly listened and then asked him this very important question.

“If it were a matter of life or death and you needed to make some money in real estate today, what would you do? “

I believe their is literally only 4 things an agent can do to get paid today. I mean right here, right now get paid and make a sale today, there is only 4 things. We are bombarded by so many different things in our industry and need to get back to the simple basics and focus on
the Fantastic Four in real estate every day. So here they are…..

The Fantastic Four in Real Estate

1) Take a saleable listing – Where do we go and who do we talk to in order to find a saleable listing that would help me get paid today? Think of the listing strategies that would have the highest chance of taking a listing and tackle those first. I would suggest an expired listing, for sale by owner or a personal referral through my sphere of influence would be my top 3.

2) Take a price reduction – Repositioning a property and its price would be a powerful way of creating a sale for any agent today. We have these clients already wanting to sell and under contract with us, but are we counselling them and using our skills to reposition their price and create a sale?

3) Create a buying opportunity – It amazes me how many agents don’t know the hottest buys in all the different areas. The Best Buy for a first time buyer, move up buyer, investor and more. Find the buying opportunities in your market and then tell the world!!! Text, email, call or post on social media the best buying opportunities in your market place and create vs. wait for a sale today!

4) Touch your centre of influence – Contact the people who know, like and trust you and focus on creating a real estate referral for a buyer and seller today. People love to help people they like, trust and know. “Of all the people you know, who do you think will be buying or selling next?”

So there you have it. The simplest most powerful ways to get paid today in real estate today. I trust you focus on the Fantastic Four every day in real estate and don’t be swayed and bombarded by all the other things agents do in real estate, just keep it simple and get paid today!

Strength and Courage,

Wade

Please pass this post on using the sharing options below…


Real Estate Sales Is Like A Full Contact Sport

kelowna on September 16, 2015

real estate full contact sportMany real estate agents, business owners and companies have less and less face to face interaction with their clients and telephone conversations have declined as well because of the Internet and online marketing and sales.

We are also seeing more time, effort and spending money on marketing to existing and past clients and not nearly enough on selling to them and the balance is wrong and needs to be more in favour of sales.

I know many of you are saying that people hate “to be sold” and I agree but the other important part of sales vs. marketing is “if you don’t ask, then you won’t get.”

The trouble is many real estate agents, companies and business owners have forgotten how to sell or have got rusty through lack of practice. The unintended consequence of online commerce is the reduction of opportunity for sales training that used to take part “on the job” – and it’s time to put this right.

10 Sales Habits to Get Your Selling MOJO Back

 1. Prospecting – Start every business day with a 45 minute prospecting session.2. Time Limit – The session should be for 45 minutes maximum.3. Focus – During the session all cell phones should be diverted and emails switched off.4. Prepare – Print out the names and contact details for 20 of your prospects.5. Prepare II – Print out 10 appointment slots you can offer.6. Script the Call – Have prepared questions and dialogues.7. Make the Calls – Make them from a mobile as answer rate dramatically improves.8. Stick to the Script – Just ask the key questions9. Keep Focused – No distractions, make calls for 45 minutes, no breaks, no chitchat, no coffee break just keep making the calls10. Wahoo!! – Now see how the rest of you day looks having “eaten the frog” and you’ve made 2,3,4 or more appointments.

 

Nearly all great sports people, actors and musicians practice every day. The best do so with a top coach knowing this will enable them to consistently deliver their best performance. For some crazy reason many salespeople believe that they don’t need to practice, that they know it all. The reality is you get less opportunity to practice in the normal course of business, thereby increasing the need to time block for sales and contact opportunities like this!

Begin today with these 10 Steps and I promise you will be amazed at how it stimulates business for you.

Strength and Courage,

Wade

Please share this post with a friend or colleague using the buttons below…


10 No Inventory – No Problem Strategies For Buyer Agents

kelowna on September 9, 2015

buyer agent listing inventoryResilient buyer agents can almost always find homes for their buyers even in market areas where the listing inventory is as scarce as the Arizona water supply. Agents are wise to hone their skills because the housing inventory shortage will continue to hamper many market areas for a few more years. So here are some the of seller hunting secrets that you as a buyer agent can implement and hone in the balance of 2015.

10 Seller Hunting Secrets for Buyer Agents

1) Knock On Doors – Specifically knock on doors in neighborhoods and areas where your qualified buyer would seriously consider buying and ask the seller to help you help these people find a home. If they are not home then leave a letter describing who the buyers are and humanize them and ask them again to help you help these really nice people find their new dream home.

2) Direct Mail – Specifically find homes or properties where your qualified buyer would consider buying if the seller would sell and do a search on the property and write a formal professional business letter to the registered owners on title describing your buyers and asking if they considered selling now or in the near future.

3) Back Ups – Search pending sale listings and approach the listing agents to consider taking a back-up offer from your qualified buyers. You just never know if a buyer gets cold feet or issues arise that may open the door for you and your buyer to slide in from behind. I always as a strategy write my back up offer asking the seller and listing agent not to disclose to the first buyer they have a back-up offer, grant the first buyer no extensions on their condition removal times or renegotiation of their price allowing our offer to slide in from behind if they did.

4) Real Story, Real Situation – Telling and writing to the sellers all about your buyers with their first names, where they are originally from, what they do for a living, if they have kids or pets really helps with the process. Let the sellers know why they want to live where they do and try to capture the real true story of your buyer and their reasons for wanting to buy where they do.

5) Build Your Own Off Market MLS – Using seller “What’s My Home Worth?” landing pages (a one page website that offers to provide the seller an evaluation in exchange for their name, email and property address) is a great opportunity to create an inventory of potential off market seller leads which in turn allows you to take a list of bona fide and highly qualified buyers to approach these seller leads and try to bridge the gap between the potential seller and the eager buyer.

6) For Sale By Owner – Always look at the for sale by owner ads online and offline for potential homes for your qualified buyers and approach the “by owner” on behalf of your buyer to generate a sale. We always hear the seller say “well if you have a buyer, we could talk.”

7) Expired Listings – You should always be checking the inventory that did not sell in the past and be looking to see if any of this inventory could potentially work for your bona fide buyers. Some of you may have laws about approaching the sellers directly so make sure you approach the previous listing agent if this rule applies to your trading area.

8) Sleeve Listings – Attending office meetings, emailing and flyer your fellow agents or find some way to get your message out to your colleagues about the qualified buyers you are representing and ask if they have a home up their sleeve that just might fit the needs of your buyers.

9) Database – Always take the time to communicate with your own database about the potential qualified buyers you represent and ask if they know of someone or have they considered selling. Describe to them your buyers, what they are looking for and ask your own clientele to help you help them find their new dream home. It’s a great excuse for making contact with an old client.

10) Show Sellers The Money – Instead of you writing the letter, I get the buyers to write and sign the letter about themselves and what they are looking for and include an official looking document proving they are pre-approved for their financing.

I trust these strategies will assist you in the balance of 2015; don’t let the low inventory market conditions slow you down any longer. Implement these strategies and stop waiting for the business and start creating the business in the balance of 2015.

Strength and Courage,

Wade

Please pass this post on using the sharing options below…


Summer Vacation From Real Estate or You Worked Remotely?

kelowna on September 2, 2015

realtor working on vacationSummer 2015 is quickly coming to an end, can you believe we are back to school and back to fall work season once again? It seems like it flew by so fast!

Are you like me and tired of never really taking a vacation from real estate or more importantly, is your family and friends tired of going on vacation with you because your working remotely? Now be honest, did you take a vacation this summer and sit on your phone or tablet, texting or emailing while the rest of your family sat by the pool and enjoyed the waves crashing on the beach while you were working remotely the whole time?

Is that what a vacation for real estate agents is supposed to look like?

Is there something very wrong with our mindset and business set up that can’t allow us to vacation 3 or 4 weeks a year and not have to work remotely? What would a vacation be like with no mobile devices, no internet connection and cell phone reception completely unplugged and off the real estate grid? What about to be in the moment and present with the most important people in your life? I need you to believe this is possible and here are some strategies that can make this type of vacation as a real estate agent a reality!!

• Have a business plan with 3-4 weeks a year vacation planned in advance.
• Have a licensed real estate professional covering your vacation times for you.
• Emails forwarded to a licensed real estate professional who responds to them on your behalf
• Auto Email responder set up explaining you are not available and who to contact if important.
• Voice message on mobile explaining you are not available and who to contact if important.
• Give your mobile device to the agent covering to answer and respond to your calls, texts, voice messages and pages on your behalf.
• Partner with another agent and cover for them and their business for 3-4 weeks a year.
• Choose to unplug and not bring your smart phone, tablet or laptop computers on your vacation and leave them to the covering agent.
• Compensate the covering agent in some way whether it’s a gift, thank you dinner or a referral fee. I believe we all need to show appreciation and feel appreciated.
• Leave detailed notes of all your listings, names, phone numbers, emails, sales, leads, etc. for the covering agent to manage your business better for you.

If it is meant to be then it is up to me!

Choose to be on vacation and enjoy it, especially when you are spending your hard earned money to create those moments, experiences and memories with the most important people in your life that will last a lifetime. Be present in the moment and really relax and enjoy your time away and reload and re energize to be able to come back and do amazing things in your business.

Strength and Courage,

Wade

Please pass this post on using the sharing options below…


How to Get Your First 10,000 Real Estate Website Visitors

kelowna on August 26, 2015

Back by popular demand my good friend Tyler Zey at easyagentpro.com who has another fantastic infographic and content to really help with the expensive, ongoing challenge for agents being able to drive traffic to their website and not break the bank!

Did you know that more than 90% of people use the internet in searching for homes and real estate? In fact this figure is expected to rise drastically as people become more conversant with new technologies and the use of internet. It is estimated that more than 69% of these people actually end up buying the property they search for.

Absolutely, this is the main reason why some big online companies such as Trulio and Zillow spend millions of dollars annually on marketing campaigns. As these huge companies enjoy greater influence on the market, you just might be wondering how to increase the leads and traffic to your new website.

So to help you get started with making your impact on the web, here’s a helpful infographic about how to get your first 10,000 real estate website visitors:

Made by Easy Agent Pro Real Estate Websites

Made by Easy Agent Pro Real Estate Websites

The good news is that, there are three simple steps that I am going to present to you shortly in order to hit more than 10,000 visitors within a very short period of time. For a second, just imagine what such a great number can translate to your sales! Besides remarkably achieving high sales, this will also make your website the “bull’s eye” that everyone will want to aim for in their home search. However, I cannot guarantee that achieving such targets will be easy as a pie; in actual fact, this could be the hardest task ever on your website. Without further ado, let us look at these three important steps.

  1. You need to start Blogging

You may have heard that blogging is essentially the most popular way of advertising your website; actually, the big companies in the industry publish up to 6 blogs daily. You always need to make sure that the content on your website is relevant and suitable to your visitors. The information should guide visitors through common question, issues and tips related to what they are looking for, i.e. real estate.

  1. You need to get social

Social Medias are absolutely among the most popular things today. This is where you find different people with diverse needs. Therefore, its highly advisable to post your blogs on these social medias, not only to capture as many people as possible, also to address the diverse needs of people that relates to real estate. Undoubtedly, if you are consistent enough, you won’t fail hitting close to your mark if not achieving your target.

  1. Adopt the culture of using emails to get people back to the site

Emails sort of depict closer relationship and more concern. Clients are more likely to appreciate when you send them newsletters through their email. In any case, your goal is to boost the number of people that sign up for your esteemed newsletter.

If you accurately follow these three steps, then you are sure of getting in the right path toward striking very high traffic and consequently gaining a significant market share.

Strength and Courage,

Wade

Please pass this post on using the sharing options below…


The World’s Greatest Salesman’s Secret

kelowna on August 19, 2015

Ask The Right Questions in real estate

Dale Carnegie said “The world’s greatest conversationalist was someone who said little or nothing.” I believe the greatest skill as a salesman is the skill to ask questions and being able to be still, quiet and just listen.

One of the most difficult skills in sales, even for myself and for the salesman who can talk a dog off a meat wagon is asking questions and learning to shut up and listen. So many salespeople believe the person that speaks more, wins. This I believe is the furthest thing from the truth and a false belief for the sales profession. The best questions allow a salesperson to build trust, persuade people, open people up to share and really guide the sales experience with the client.

If you really want to become a master salesperson then you need to develop the skill of asking the right questions and asking them in the right context. The benefits to the right questions in sales are breaking down a person’s natural defensiveness and allow you to build rapport and trust. Questions really make the client think and invoke some insight in them to commit or take action. The questions allow the client to see you care and understand them and that you are actively engaged with them as we have all heard Zig Ziglar say “People don’t care what you know, until they know that you care.”

Why Ask More Questions in Real Estate Sales?

Questions allow you to uncover more information about the client’s needs, wants and desires and help you to achieve a better outcome with their buying or selling experience. You will become a more powerful salesperson with the art of questioning from having a mindset of curiosity, and thoughtfulness and commitment to finding the need in the client. In other words be curious, take your time to ask, listen, think about what they say and see things from the clients perspective and not your own.

Having the patience to let the silence hang while the client considers each question is a true art.

2 Main Types of Questions in Sales for a REALTOR

1. OPEN ENDED QUESTIONSThe open ended question which a person cannot answer with a yes or no. These are the who, what, where, when, why and how questions.

2. CLOSE ENDED QUESTIONSThe closed questions that simply bring them to the yes or no decision. “If I could show you that ______ would do ________ would you like to hear why?” So here are samples of my top buyer and seller questions that you can implement and grow your question asking skill.

*** Click on the links below to download a list of a wide array of killer buyer and seller questions to incorporate into your real estate business. ***

Agentsboost Buyer Counselling Power Questions

Agentsboost Seller Counselling Power Questions

So that is the greatest secret to what the world’s greatest salesman’s do and some ideas on how to master the art of asking the right questions, the right way at the right time. I trust this information allows you to become a better skilled salesperson and someone who masters the art of saying little or nothing and asks engaging, powerful game changing questions in their real estate business.

Strength and Courage,

Wade

Please pass this post on using the social options below…

 


Top 10 Behaviors Of Top Producing Agents

kelowna on August 5, 2015

top 10 real estate agent behaviorsIt is so important to understand the behaviors of top producers and what it is they are doing to propel their business to the next levels. Success is easy to achieve in real estate if you understand sales and the art of customer service. Why is it that so many agents don’t take the time to invest in the proper real estate behaviors?

Top 10 Real Estate Behaviors of a Top Producer

1) Daily Focus On Lead Generation & ProspectingTop producers are constantly communicating with people and they are looking for someone who is wanting to buy or sell. They understand the importance of filling their appointment funnel. This activity is blocked in their schedule every day to ensure that their business doesn’t experience the highs or lows of most real estate agents and their business. It is like a professional golfer they are at the range every day and hitting their share of golf balls to ensure their success.

2) Prospect & Lead Generate In The Early Part Of The Day We have all heard the term “the early bird gets the worm” or “eat the frog first” which means do the most important activity in real estate being prospecting early in the day because the longer we wait the higher the chance it doesn’t get done. We have all the distractions come at us as the day goes on and the chance of getting the prospecting done diminishes quickly. We have less distractions in the earlier part of all of our days in the office when almost no one is around and the phones have not started ringing.

3) Tough On Pricing Their Listings The top producer knows what to say and knows how to present the pricing with a seller and has the skill to take control and explain to the seller the importance of proper pricing. We have all heard the term “less is more” and with pricing the tougher we are on the price the more the seller will make if we are strategically able to create multiple offers from pricing their homes sharply. Don’t let the seller win the pricing debate and have the visuals and words to say when facing the pricing war with sellers.

4) Focus On The Appointment The mindset of a top producer when they are prospecting is not ever on the leads and the amount of leads they can generate but their focus on the number of bona fide and qualified buyer and seller appointments they make. It is about the quality and not their lead quantity and will the buyer or seller appointment be with someone who is having to buy or sell in the nest 7 or 10 days. Get the appointments and not the leads because the appointments lead to sales presentations and getting them to sign the contract.

5) Track & Measure Knowing their numbers for everything they do in real estate is critical to their success. They know what they do well and what they do not do well. They know the best sources of where their business comes from. Their prospecting numbers, closing ratios and conversion rates of everything. This shows where they are improving and where they need improvement and the gaps and hole in their business from tracking and measuring constantly.

6) Review Their Business PlanThey are always working with a business plan and reviewing their plan and constantly looking for ways to improve and tweak or fine tune the business plan. They are focused on their plan from their constant review of the plan and know what they need to be doing every day to accomplish their goals. Nothing is left to chance and there is never any guessing involved when you are following and reviewing a business plan for your real estate business.

7) Fanatical With Schedules If you do not take control of your time, someone else or something else will. Time to a top producer is like water of oxygen and it is so precious. Time is always blocked for lead generation, prospecting, lead follow up, appointments, sales presentations, preparing and negotiating contracts which are all high dollar productive activities. They are intentional and almost fanatical with every minute of their day and know that dollar productive activities trump all.

8) Scripts, Dialogs & Sales Presentations Top producers are effective communicators and understand better than anyone what to say and how to say it when it comes to any buyer or seller situation they encounter. They practice over and over the right words to say and the right ways to say it and have the confidence in themselves and earn the trust and respect of others quicker because they have put the time in practicing and preparing for every situation they may face in real estate.

9) Standards The minimum standards are set for everything they do in real estate. A minimum standard for number contacts they make. Minimum standard for number of sales and listings. They even have minimum standards for their buyer and seller sales presentations. This standards are set and never compromised they understand the how you do anything is how you do everything.

10) Don’t Get Emotionally Involved Last but not least we see that all top producers are so good at being charge neutral when it comes to any situation in real estate. They remind themselves that at the end of the day it is not their money and it is not their home and it is not their decision and don’t allow themselves to become emotionally involved in the transactions they are working on. Take it from a twenty plus year veteran this is so much easier said than done.

We have taken the time to look at the behaviors and habits of the top producer and I hope you can see what you are doing and what you are needing to do to take your real estate business to the next level.

Strength and Courage,

Wade

Please pass this post on using the sharing options below…


How To Hire The Right Real Estate Assistant

kelowna on July 29, 2015

Why Hire an Unlicensed Real Estate Assistant?

hire real estate assistant

8 Signs That It’s Time To Hire An Assistant

1. Income has plateaued
2. Consistently missing sales or listing goals
3. No free time or running too fast
4. Cracks in the system
5. Not enough lead gen sources
6. 9+ hours of work (working late every night)
7. Becoming tired or uninspired
8. Missing quality of life.

I have seen and heard so many real estate trainer, speaker coaches emphasize the importance of hiring an unlicensed assistant, and I agree with their encouragement. The difficulty is to find content and instructions to help an agent get past their mental road block of:

1. How and when to hire an assistant.
2. Where to find a qualified assistant.
3. What assistant is best for them to hire.

Because I so love this AgentsBoost community I have put together a 35 page comprehensive PDF Report on How to Hire and Unlicensed Real Estate Assistant you can download for FREE at the bottom of this post. Be sure to pick it up as it goes into far more detail on every aspect I touch on in this post… it leaves nothing out!!

We believe delivering the best real estate experience possible and helping and serving others is what drives us to do what we do. What are your core values? What is your mission statement? Your values, purpose and mission must be in line with the person you choose to have work with you as an assistant. Determine your values, purpose and mission! Whenever I hire and agent or coach a new agent it is so important that we have similar beliefs, ideas and philosophies personally and professionally to be able to work together.

Who is the Best Assistant for My Needs?

Knowing and identifying the right personality types is key to hiring an assistant for any agent especially when all agents want to hire the assistant that is just like them! Here is the breakdown and profiles of the 2 key personality types agents should seek when hiring the right person for an assistant position.

Amiable – they are good listeners, friendly, relational, warm and approachable. Open with their feelings, agreeable, dependable and rely on their feelings to make decisions.

Analytical – they are good planners and organizers, task oriented, time disciplined, like learning and detail oriented.

**I go into far more detail on this including Personality Tests and Assessment Surveys in the Free download you can grab at the bottom of the post.**

What Do You Hire an Assistant to Do?

The next step in the hiring an assistant journey is knowing exactly what they should be doing. So many agents have done too much for too long and really haven’t thought about all the things they can delegate and systemize and free their time up just being able to do the high dollar activities in real estate. Use this list to create your job description for your assistant’s position:

  • Prepare listing and buyer presentations
  • CMA’s
  • Confirm appointments
  • Act as a courier
  • Assist in due diligence
  • Place and remove signs
  • Take photos
  • Gather feedback on showings
  • Manage marketing
  • Track results
  • Coordinate transactions
  • Customer service
  • Order closing gift,
  • Manage phone calls and emails
  • Bookkeeping accounting
  • Personal errands.

Where to Find a Qualified REALTOR Assistant?

Once we have identified the right person and the right personality for the position. We have also created a job description and action plan for what they need to be doing in that position. Now we need to find them!! So here are suggestions for where to market and promote this assistant opportunity.

Employment agencies
www.linkedin.com
www.facebook.com

Print – newspaper, classified, coffee news, magazine
www.indeed.com
www.glassdoor.com
www.careerbuilder.com
www.simplyhired.com
www.aoljobs.com
www.jobdiagnosis.com
www.beyond.com
www.ziprecruiter.com
www.usajobs.com
www.craigslist.com
www.kijiji.com
www.monster.com
www.workopolis.com
www.jobbank.com

Consider the following when Hiring an Assistant

Be prepared to invest the next 30 days of your business with this process to ensure that you don’t make the mistake of hiring the wrong person for the job. Determine your expectations for the right candidate with their working hours, days and compensation?

Make sure you also have the following items covered.

  • Employment agreement (Sample included in Free Download below)
  • Dress code (Sample included in Free Download below)
  • Vacation time
  • Benefits (if applicable)
  • Income tax (Info included in Free Download below)
  • Workers compensation
  • Pay roll timing
  • Indemnity (Sample included in Free Download below)
  • Deductions
  • Employment standards (Info included in Free Download below)

Additional Action Steps When Hiring an Assistant

1) Write a precise, detailed ad for the job (Sample ad included in Free Download below)
2) Place the ad in the strategic places
3) Review all resumes
4) Create candidate short list from resumes
5) Begin interviews ( 5 maximum per day ) 30-60 minutes each
6) Use pre planned interview questions (Samples included in Free Download below)
7) Personality profile test your top choices
8) Choose final candidate
9) Offer them a job
10) Complete all the paperwork immediately

How to Implement the Your Assistant Into Your Real Estate Business?

Now it is time to take the list of all the activities you have for your assistant and slowly begin to implement them one by one. I suggest you make checklists as you build each activity you implement together. This is so helpful to have in the event your assistant leaves, gets sick or needs to be replaced you have a step by step checklist of action steps for everything you do. I also love this because you the agent don’t need to micro manage your assistant, they just follow the checklists and systems each day.

So there you have it!

The plan for hiring an assistant for real estate. In 23 years I have never not had an assistant. The ability to leverage, delegate and do more with the right person on your time will change your life personally and professionally! I trust that you will find the courage to make the leap in your business and life and hire that assistant!

Click here to download your free e-book on hiring a real estate assistant

Strength and Courage,

Wade

Please pass this post on using the social options below…


5 Secrets to Being A Lean Mean Appointment Setting Machine

kelowna on July 22, 2015

Learn How to Stop Wasting Leads by Converting Them

realtor appointments leadsOver the last 2 decades we have found so many different ways to generate leads in real estate from our database, open houses, door to door, online leads and more. Our industry focus has been very focused on making it rain with leads and we have agents with so many leads that they honestly can’t follow them all up and just let them die a slow death.

The game changer in our industry now is converting those real estate leads to appointments and knowing how to convert more leads into more appointments which lead to more sales presentations, contracts and closings!

So let me ask you this question. Are you converting your leads into listing and buyer appointments or do you struggle with the appointment conversion where all the money is in real estate? Do you have a conversion rate of 1%? 5%? 25%? when it comes to lead conversion to listing and buyer appointment and getting what I call, to the “sit down”?

How to Effectively Convert Real Estate Leads into Appointments

Let me share with you some great strategies to converting more leads to the sit down and appointment.

1. Set the Target

We start by using the strategy of “Setting The Target” and then deciding you want to have “so many” buyer appointments and so many listing appointments. Be laser focused on the goal and the prize at the end of your lead follow up session and believe you will hit the target prior to when your lead conversion session is over. I always set my mindset that someone is going to list or buy today, they just didn’t know it yet. Somebody needs my expertise and help!

2. Find the Need

My next strategy is looking for the “need” and finding for the “opportunity” to help with the leads challenges. Take the time to think what the big challenges, fears and concerns are that the buyer and seller are facing in the market today. I love getting the appointment by asking prospects about certain challenges that buyers and sellers are having in the market and they respond with “ya, how did you know?” and then letting them know “I have a solution and would they like to get together and see there is a better way”?

3. Practice Presentation Flow

Another great strategy is to make sure you watch your tempo, speed, tone and volume when following up on leads and be sure to match the prospects tempo, speed and tone and really connect and engage the lead and not turn them off from your volume, speed and language. It doesn’t matter how you do it but use email, call, text or video. When emailing you need to be aware of the language you are using and how you are saying it and mixing up the modeality of how you communicate with leads for follow up and the appointment.

4. Pinpoint Communication

I feel the next strategy is the most important strategy and that is asking the right questions and Qualifying the appointment. Are we visiting or are we doing business? Their is a huge difference. Asking the right qualifying questions prior to the appointment and knowing without a shadow of doubt their motivation and their timing. Let me ask you this question? Do you have a follow up system for leads and converting leads to appointments, or are you just winging it? It is all about the follow up. If you know the lead is wanting to do something in the next 30 days I will set a time each day, if they want to do something in the next 90 -120 days then contact them twice a week and if they want to do something in the next 6 – 12 months then contact them twice a month. Contact them and follow up in different ways like phone, mail, text, email, facebook message, etc. and have some information of value to them each time I contact them and be tenacious, consistant and systematic with your follow up and stay top of mind and not burn the lead and lose the appointment.

5. Get a “No” or the Appointment

The final strategy that I recommend with getting to the appointment is from the legend himself Floyd Wickman it is better to get a flat out “No” instead of a maybe or we will think about it and stay with the lead until you get the No or the appointment.

I trust these strategies will help with your appointment converting strategies and remember the money is in the real estate appointments.

Strength and Courage,

Wade

Please pass on this post using the social buttons below