Agent Stress & Distress In Their Business

Wade Webb on June 26, 2024

When we talk about your health and the enjoyment of your life weighed against the stress required to run your own business, what we’re really talking about is eustress vs. distress.

They’re two different forms of stress, and stress is what today’s blog is all about. Because particularly in a market like this one, stress is a major issue for real estate agents. But here’s the main thing you need to take away from this blog: as a real estate agent (or a human being in general), stress is unavoidable, but the type of stress you feel is what makes all the difference.

Thanks, Wade, but that doesn’t really explain what eustress is… Don’t worry! Because we’re going to explore what it is, why it’s important, the negative effects of its counterpart, and what you can do to shift distress into eustress. But first, let’s start by establishing the full scope of what we’re dealing with here…

What is a Stressor?

At the most basic level, a stressor is something that causes a state of strain or tension. But you knew that right? As a real estate agent, you probably have a million different stressors in your life right now. So why is this so important? Because of what strain and tension mean when comparing distress and eustress.

Do you realize how powerful strain and tension are? They’re what you’re putting your body through when you exercise, making yourself happier, healthier, and stronger. But they’re also what happens to your body when you’re in a car accident or come down with a virus. The difference is the level and the type of stress.

It’s important to recognize that stress isn’t a one-size-fits-all thing. It’s a spectrum. You need stress to get things done and live a happy, purposeful life – you just need the right type and the right amount, or everything goes wrong.

What is Distress?

Distress is a destructive version of stress that’s become unmanageable and frankly unproductive. All the way on the right side of the spectrum you have distress – an emotion that was once reserved for helping us escape predators in the wild but has now worked its way into just about every situation in our lives.

Our bodies and minds are not meant to feel this kind of distress constantly. Do any of these sound like you?

  • Full of anxiety and worry.
  • Tired in the morning and sleepless at night
  • Don’t feel motivated to make your calls or meet new people.
  • Craving junk food
  • Constant brain fog
  • The pressure is too much.

If you said yes to one or more, you’re likely living in a state of distress. If left unchecked, this could have serious consequences down the road and even lower your life expectancy. But if stress is a spectrum, there must be a better option…

What is eustress?

Simply put, eustress is the positive version of stress that motivates you and fills you with energy instead of tearing you apart.

Eustress doesn’t have any negative health consequences. In fact, it fills you with more energy and often encourages behaviors that make you live longer.

People who live in a constant state of eustress almost always exercise more and even eat better – because they’re MOTIVATED to do so!

It forces you to step out of your comfort zone in an exciting way and become the best version of yourself. It lifts you up instead of crushing you, and gives you dreams of a great future instead of nightmares of potential failure. People don’t succeed without stress, but what separates high achievers from everyone else is that they’ve found a way to tap into eustress to eliminate their anxiety and keep pushing forward.

So, if it’s always a battle of eustress vs. distress, how can you tap into eustress more often? I have a few ways…

Tapping into Eustress…

Tip 1: Learn Something New.  Sounds ridiculous to add that on top of everything else, right? Now is the perfect time, because the first step of moving from distress to eustress is to keep your mind in a state of receptive learning.

In Zen Buddhism, they call this “Beginner’s Mind.” But I’m not saying you need to learn a language… Learning something new related to your business is even better. And lucky for you, this website is absolutely PACKED full of resources for that… What’s something you’ve always wanted to try but didn’t know where to start? Hosting better Open Houses? Geo farming? Direct mail? Click those links to get free guides that show you how top agents are making big money using these lead gen systems.

Tip 2: Get Out of Your Comfort Zone. But Wade, if I’m already distressed, wouldn’t going farther out of my comfort zone just make it worse? It depends on what you’re going out of your comfort zone for… If it’s for chasing the same old thing without thinking it through then yes, it might. But if it’s to gain inspiration, support, and experience, then that’s the fast track to eustress.

Tip 3: Take Your MEDSS. If you follow my content, you’ve probably heard this one before, but it needs to be repeated over and repeatedly. It all comes down to the fundamentals – your MEDSS:

  • Mediation
  • Exercise
  • Diet
  • Sleep
  • Supplements

At its core, stress is a result of either dopamine or cortisol. Eustress is triggered by mostly dopamine and a little cortisol. Distress is the symptom of too much cortisol and not enough dopamine.

A lot of people think that dopamine is a “feel-good” neurochemical, but that’s not true. Dopamine is about motivation because it’s the reward your brain gives you for doing something good. But there’s a difference between good dopamine and bad dopamine.

Good dopamine comes from completing a task and producing creative solutions. Bad dopamine comes from junk food, TV, and dangerous prescriptions.

Incorporating meditation, exercise, a healthy diet, and at least eight hours of sleep into your schedule is the most proven way to reduce cortisol in the brain and heal your dopaminergic system. Robert Butler of the National Institute on Aging has said: “If exercise could be packaged in a pill, it would be the single most widely prescribed and beneficial medicine in the nation.”

Rutgers University conducted a study that found that people who frequently meditated experienced a 50% reduction in cortisol levels. So, if you’re looking to transmute your distress into eustress, you need to take the time to take your MEDSS.

Eustress vs. Distress: It’s a Choice. Just like anything else in life, the type of stress you feel and its effects on your health are the results of your behaviors. What you do is often what you get.

If you have anxiety but you’re not seeking help, meditating, or expanding your mind, then I don’t know what to do for you.

Normally on lists like this, I’d tell you to choose one of the above and run with it, but in this case, I don’t think just one is enough. You need all three – this perfect trifecta – to free yourself from distress and light the fire in your belly that propels you forward (and if you need help, you know where to find me).

Strength and Courage,

Wade

Agents Knowing What To Say & How To Say It

Wade Webb on June 19, 2024

Why are real estate scripts so important? Real estate scripts are misunderstood. They aren’t about making you sound like a cookie-cutter robot or not allowing you to be yourself. It’s exactly the opposite. They’re about giving you a framework for communication so that you can break the ice and get your message across clearly.

Scripts give you the freedom to be yourself without fumbling for what to say next. If you came here looking for some effective Tom Ferry scripts, you’ll get them. But this blog is also about how to use real estate agent scripts more effectively. Once you have a great script and know how to use it, that’s where your greatness begins to shine.

What are real estate scripts? Real estate scripts are pre-planned, practiced conversations or text communication with specific phrasing meant to gain a reaction or form a connection with a buyer or seller. Emails and texts are also scripts.

There is an art to creating good realtor scripts and an art to modifying them. Bad scripts either lock you into a corner or give you too much freedom in the wrong areas so that the conversation flows in unnatural ways.

Here’s a bad script:

“Hey Dave, it’s Wade Webb ABC Realty. How are you doing today?”

“That’s good to hear. Have you thought about buying or selling real estate recently?”

“Well in that case, do you know anyone who may be interested?”

How do you use real estate scripts?

A good real estate script on the other hand makes it easy to pick up the phone. Good scripts usually work in two different ways simultaneously: As a direct script you can read off. Important for hooks and value points. As a template that can be adjusted as the conversation flows.

Here’s the framework of a great listing script.

Make sure your script checks off these boxes:

  • Gives you a sense of comfort and certainty when picking up the phone.
  • Interesting opening hook.
  • Sounds natural.
  • Adds value.
  • Objection handlers
  • Clear CTA and next steps.

Now, let’s dive into some tips on how to make the most out of your scripts.

Use Assumptive Language – Assumptive language is about making the person you’re talking to feel as if they’ve already taken the next step, such as “When we get together” or “After we sell your home for top dollar.” It paints a picture in their mind.

Keep it Simple Over Text – When it comes to email or text messages, you got to grab them fast. Here’s an awesome appointment setting script that does just that. Go to Zillow and take a screenshot of a past client’s home with the price included in it.

Next, put the picture in the body of an email (not as an attachment) that says: “Zillow says your home is worth $______. Do you agree with that price? I have my opinion. What do you think?” Simple, clean, and EXTREMELY effective.

Prepare for Objections – The entire point of having a script is to be prepared and always know what to say next. But the issue is, conversations aren’t a one-way street. Objection handlers are scripts in themselves. You can find objection handler scripts of their own or you can create your own to match any script you may be using. If you want to see objections handled masterfully, there’s no one better than Mr. Exactly What To Say himself, Phil Jones. Check out where he shows you how to handle objections. As you’ll see, it often comes down to leading the conversation through progressive questions.

Practice and Roleplay – The only way your scripts are going to sound natural and make your life easier is if they become second nature. That will only happen through practice and roleplay.

Top agents dedicate themselves to roleplaying and helping each other fine-tune their scripts through practice, feedback, and testing objections. Hundreds of Tom Ferry scripts are available to members through our online learning platform. Be sure to have scripts prepared for all these occasions:

  • Prospecting cold-calls
  • Database CRM and AER scripts
  • Expired listings scripts
  • Real estate referral scripts
  • Open house scripts
  • Real estate text message script

Stick to the Truth

Brian Boero, the co-founder of 1000Watt, one of the leaders in real estate data and brand building, has said that truth is always the best script. I fully believe in that. Realtor scripts are not meant to make embellishments sound like the truth.

Instead, they should make it easier to confront hard truths head-on without fear. Get the Prospecting Training You Need. If there’s one thing that can give you confidence in making your calls, having meaningful conversations, setting appointments, and closing deals, it’s training.

Strength & Courage,

Wade

Agents Top Tech For 2024

Wade Webb on June 12, 2024

When looking at the best tech for real estate agents to use in their businesses, it’s tough to make a definitive list. There are so many different uses, factors, nuances, and features that fit one agent better than another. That’s one of the reasons I wanted to stay away from software such as CRMs, which in most cases are anything but a one-size-fits-all. Still, there’s so much out there that agents need help finding what’s best. That’s why I created this list below – so you can stop digging for answers and start using the tools to increase your efficiency and effectiveness.

Real Estate Marketing. – To start off, we’re going to look at the best tech for realtors to help improve marketing. Marketing is essential to any business, especially a real estate business, as name recognition and brand identity are essential.

Prospective buyers and sellers want to see the work you do, which makes media like photos and video crucial to your success. By leveraging the power of real estate tech, you can improve your marketing efforts, grow your brand, and reach a broader audience.

Videoshop – Advanced feature-set video editing on the go, Videoshop allows you to add text and/or music, apply filters or slow-motion effects, and cut and edit videos directly on your phone. Videoshop is available in the Apple Store as well as Videoshop for Android.

Runway.ML – This AI is like an entire media studio all in one. It’s a superpower with so much to offer. Runway.ML will not only allow you to generate images, video, and more, but you can edit videos with AI. Let’s say you want to remove a person or an object from a video. Runway.ML makes it easy.

Canva – “Online design made easy” is the design app Canva’s claim to fame, allowing non-designers to create beautiful, Instagram-worthy photos, social media posts, marketing pieces, graphs and more!

Sprizzy – The more views your video receives, the higher YouTube’s algorithm rates it. Sprizzy for video exposure takes advantage of this phenomenon by charging a nominal fee to put your video in front of more eyeballs. And yes, they’re real people, not bots. If you need more exposure or are trying to “go viral” or increase your follower count, give it a try.

HomeBot – HomeBot is an AI tool that provides your clients with pertinent, personalized information about their home labeled with YOUR BRAND! It includes the current and historical value of their home, appreciation since they purchased, their equity, tips for saving on interest payments, and much more. These automated reports cement your status as your clients’ “knowledge broker” and keep them coming back to you with repeat business and referrals.

Real Estate Lead Generation. – You should be working on boosting your lead generation efforts every day as an agent. Finding leads can be challenging, especially if you’re in a highly competitive market where dozens or even hundreds of agents are competing for leads. To get a leg up on the competition, take advantage of the resources around you, such as apps for real estate agents designed for lead generation. Explore some of the best apps for realtors to attract more leads below.

PalmAgent – The calculator to end all calculators. This one could go under Marketing, Lead Gen, or Productivity, so I’m just putting it here. PalmAgent allows you to effortlessly run estimate sheets, build your brand, produce informative content that people care about, and more. There is a good reason it’s the most popular app for real estate agents.

Zapier – This one is hard to categorize because there are so many uses. Essentially it comes down to integration. Zapier allows you to integrate apps within one another. For example, you can hook ChatGPT up to your Google Business Profile so that any time someone leaves you a review, ChatGPT will automatically respond. This works for Facebook and other platforms as well.

EspressoAgent – The king of speed dialers. There’s a reason we include an Espresso Agent trial when you sign up for our bestselling training program, Prospecting Bootcamp. It allows you to easily find and dial listing leads for maximum efficiency and success.

ContactOut / SignalHire / Lusha – I’m grouping these three because they were all brought up together and they all perform essentially the same task: They find the additional contact info you need from people’s online profiles so you can call them, email them, engage with them and ultimately, work with them.

Camcard – This is probably my favorite one for Realtors. Camcard takes a picture of a business card and adds the details into your contacts, automatically. Very useful at/after conferences! Makes it easy to put all your new contacts into groups on Gmail.

Boomerang for Gmail – How many times has this happened to you… You meet someone, connect with them, send them an initial email, don’t hear back, and then you get too busy and forget to follow up ever again? Boomerang for Gmail can help you overcome this dilemma because it allows you to pre-schedule follow-up emails. Write it now, send it later. You can even set it to send the follow-up email ONLY IF your initial email doesn’t get a response. Check it out!

Real Estate Apps for Productivity – Being a real estate agent isn’t just showing houses and talking to clients. When you’re not in the field, you’re in charge of mountains of back-end work, such as making calls to leads in your database, producing marketing materials, and collaborating with your team. It’s during these moments that productivity can slip, which can end up hurting your business. Fortunately, there are several real estate productivity apps that can keep you focused and hold you accountable. Learn more about our highly recommended real estate productivity apps below.

Keeping Current Matters Mobile – You know Keeping Current Matters – if you don’t, you’re already behind. They’re the most trusted source of real estate news and data points. But did you know they have a mobile app? You should be reading this every day, so might as well make it easy!

ShowingTime – With high buyer demand right now, it can be overwhelming to schedule all your showings. The Showing Time app makes it easier than ever and allows you to get feedback to provide to your seller, review active listing inventory, and much more!

Dropbox – The Dropbox storage app isn’t a real estate-specific app, but it makes it so incredibly easy to store all your important documents in one place, you might think it was designed with real estate professionals in mind. You can organize files and view them easily from your phone while out in the field. You can access and send them from anywhere, anytime. Dropbox is also compatible with DocuSign, making it easy to get those much-needed signatures no matter where you or your clients are.

Zite – This is a great app that gives you daily updates on just about whatever you can think of. If you have used Flipboard (Flipboard recently bought the newsfeed app Zite), then you know how cool apps like this can be. They are essentially digital newspapers that can be tailored to your liking. The best part is you can share directly to any social media platform, which I do daily, to increase SEO and my social media presence.

IFTTT – IF This Then That – This is one of those apps that at first seems a bit overwhelming, but if you really sit down and think about how to utilize it, it’s extremely powerful. For those of you familiar with computer programming, IFTTT is essentially an “if-then” statement for your phone apps to work together. For those of you not familiar, you create recipes for your phone that if an action happens, then do another action. It’s more of a personal app than a Real Estate app, but a few things I use it for: When I get to the office, turn my phone’s Wi-Fi on. When I leave my house, turn my Nest (thermostat) temperature down. When it’s going to rain outside, send me a text. Send my Facebook statuses automatically to Twitter. Congratulate my LinkedIn Contacts automatically, for their new jobs and work anniversaries. There are thousands of recipes you can create, check it out! And, let me know your favorite recipes by posting in the comment section here or on the Tom Ferry Facebook page HERE.

Tally Counter – This tech is almost so easy, it’s stupid, but it works! It’s a digital counter, where you literally just click the “+” or “-” to add or subtract a running total. I use it to keep track of how many people come through my open houses (for those of you in crazy markets like mine, you know how hard this is). There are a couple of different options of the Tally Counter App available in the Apple app store and the Google Play store. Try them out and find your favorite one!

Mightytext – This is not an app, but an extension on Google Chrome/Gmail. Mightytext is such a useful app for Gmail, that I could mention it. It allows you to send text messages through Gmail, for free (unless you purchase the paid version that gives you more features), and most importantly, it sends the texts through your phone! Use this to send texts to new leads, and it appears to the lead that we sent the text from our phone (it shows up in my text log, and from our phone number on the lead’s phone). You can create template texts for which responses, send mass texts, and schedule texts (paid version), which we use to automatically confirm our consultation appointments.

Real Estate Use Every Day – There are some apps for realtors that are used daily. These apps are used for a wide range of reasons, such as calculating finances, communicating with team members, and simply unwinding before a big meeting. Browse these real estate apps that you can use daily to become more efficient, effective, and less stressed.

LawyersAgent ONE – This handy app helps you figure out buyers’ and sellers’ cost and net sheets. After filling out a few fully customizable fields and hitting the “Compute” button, it will tell you everything: The exact expected payment with principal and interest. Not only is this helpful when working with a client but also in your marketing. Fully integrated with social media, it will allow you to create an example post to give people a detailed look at what it costs to buy a house.

InsightTimer – Have you ever made the mistake of heading into an important meeting frazzled and scatterbrained? InsightTimer allows high-energy, always-on-the-go professionals like yourself a minute to unwind, re-center, and re-focus. The coaching member who recommended this said he’s seen his conversion level dramatically increase since he started arriving early at his appointments and doing a “micro meditation” before going in. Could you benefit from this same approach?

Linktree – Ever get sick of updating your Instagram profile to change your “link in bio”? Or worse yet, you don’t bother with it because it’s too much of a pain? Linktree provides a way to provide post-specific links easily and seamlessly from your Instagram account. Post, update, and manage your links from one central spot, and never change your actual “link in bio” ever again!

Slack – One system every business need is a communication system that connects everyone in the organization. Slack centralizes communications among your team into one platform. It allows you to create separate channels for different projects, and it also integrates well with more than 1,500 other platforms including Google Drive, Asana, Salesforce, and Dropbox. It’s more instantaneous than email and as easy as sending an instant message.

There’s a wide range of apps for realtors that you can use to become a better agent. Above, we explored real estate apps for marketing, lead generation, and productivity, as well as a selection of apps that span various functions and needs. By taking the time to test each out, you’ll be able to improve your workflow, increase brand awareness, and close more deals to grow your business.

Strength and Courage,

Wade

Your Value Proposition For The Buyer & Having A Buyer Agreement.

Wade Webb on June 5, 2024

One of the greatest documents created for the real estate industry in the last ten years, must be the buyer agreement. Think about it… agents would never think of marketing and promoting a seller’s home without a listing contract but why do so many agents spend a ton of time and money working for a buyer without a buyer’s agreement?

Why did they create this document but forget to train the real estate professional how to present the value proposition to their buyer to want to sign it prior to buying their next home? Agents take the time to sit down with a seller and present… why them….why their company and… the benefits to selling their home before asking them to enter a listing contract.

Agents need to take the time to sit with a buyer prior to their home-buying search and present to the home buyer…

Why them…

Why their company…

Why Their Plan….

and the benefits of hiring an agent to represent them on their home purchase.

What would it mean to you to have your buyer under contract exclusively with you and your company instead of driving them around and showing them many homes, burning your own gas, buying coffees and lunches and then they call you to say “ we didn’t want to bother you on a Sunday and saw the perfect house at an open house and bought it.

We wanted to thank you for everything you did and hope this house plant will look good in your office as a token of our appreciation.” I know this happens because it has happened to me. To protect yourself from the “house plant” scenario I encourage you to sit your home buyers down and share with them the benefits they receive from entering into the Buyers agreement.

Tell your clients… “Just like my sellers hire me to sell their home by authorizing a listing contract, I also get my home buyers to hire me as their exclusive buyer’s agent and authorize this  buyer’s contract.” The worst thing they can say is “no thank you” and you still can choose to work with them or not, but this is a great qualifying tool for any buyer and should only take less than an hour for a buyer’s consultation and prevent the 3 days, 20 showings, 1 tank of gas and end up with an office plant as a token gift outcome.

Buyer Benefits Having An Agreement (For The Buyer!!)

  1. The Doctor/Patient Advantage  (Client Confidentiality)
    Let’s say your client is going from house to house and agent to agent, sharing their personal and financial information with everyone.  When they do put in an offer, how does it affect their bargaining power if the Seller’s agent already knows everything about them?   It is critical they share this information with only one agent, so it won’t work against them later.  Their Buyer Agent is on their side, not the Seller’s side… make sure they understand the importance of this.
  2. The Instant Information Advantage  (No Communication Delays)
    When your client is relying on the internet, newspapers, or magazines as their source for house listings it is important they remember these systems all have built-in delays. These delays can be from a few days to a week before the listing actually makes it to them. How many of the hottest real estate deals or best buys make it that far before they are sold?  Very few. Get your home buyer on the inside track with the most current and up to date information.
  3. The Insider Advantage  (Buyer, Meet Seller)
    A great many hot properties are sold exclusively by sleeve or pocket listings before they are even activated on MLS (Multiple Listing Service). These pocket listings are often sold well before the public even knows about them.  In these cases, the Sellers who wanted to sell and Buyers who wanted to buy were introduced and made their transaction through the Direct Client program. Emphasize to your home buyer the importance of them having access to these types of home listings.
  4. The Inbox Advantage  (Convenient Auto Email Updates)
    As an agent, I have the technology to be notified of a new listing on the MLS system by the minute, and then quickly notify my Direct Clients.  I can use my privileged access to this listing data to get you in to see your perfect home before most of the other potential Buyers even know about it. Be sure to show your buyers the power of this.
  5. The Invisible Listing Advantage  (Find the properties that aren’t for sale)
    As part of a large sales force, I am constantly in contact with other agents.  They may have Potential Sellers:  homeowners who would sell if they had a Buyer. We call this the “water cooler transaction”.  I mention I have someone looking for a special kind of property, and the other agent has a property that fits like a glove but isn’t even on the market! Yet another benefit for your buyer to enter into an Exclusive Buyers Agency Agreement.
  6. The Active Agent Advantage  (Buyer Agents are prospectors) Find it, not wait for it!
    Personally, I won’t just wait for listings in the Direct or VIP program:  I’ll go out and find my buyer’s perfect home!  I will prospect by telephone, direct mail or pound the pavement door-to-door, investing as much time as it takes to find their ideal property. Why wait weeks or months until it is listed for sale? Show them you are serious, if they will show you, they’re serious to work with you.
  7. The Accountability Advantage   (Contractual Obligations – For Me!)
    Direct Clients hire me under contract, just like Sellers hire me under a listing contract. This ensures my Direct Buyers receive benefits other prospective Buyers do not.  When we enter this contract, I am required to perform specific duties within a fixed time, or the agreement is null and void.
  8. The Easy Exit Advantage  (Fire Me Anytime!) Easy Exit
    If my buyers are unhappy with my services for any reason, I give them the opportunity to correct the situation. If the problem continues, then I promise them an unconditional release from our contractual agreement with no questions asked. This removes the risk factor from your client.
  9. The Guaranteed Communication Advantage (I Promise Not to Disappear)
    My home buyers can expect a regular delivery of prospective homes to consider and ongoing communication from me.  I’ll keep them up to date on the hottest new listings, so we can beat the rush and get them in to see these properties before other potential Buyers. This way they will see the best buys first! Give your buyers the sense they will be treated preferentially if they agree to sign the Exclusive Buyers Agency Contract.
  10. The Transaction Coordination Advantage  (I’ll find the property, then help them own it)
    There will be a large group of professionals involved in completing your buyer’s transaction:  bankers, insurance agents, inspectors, appraisers, utility workers, and lawyers just to name a few.  All these professionals do not have time to contact each other and facilitate your buyer’s purchase. It’s a huge benefit for your home buyer to have an agent they trust, who will coordinate all these services on their behalf. Sell this benefit then ask them to sign the agreement. I hope you see the advantages of having your home buyers enter into the Buyers agreement with you as well as the benefits the client receives as well. Try it out and measure the effectiveness of the response you receive.

Strength and courage,

Wade

Price Repositioning Strategies For Agents

Wade Webb on May 29, 2024

Now this isn’t about getting new business. It is not a prospecting script, but it may be the most important phone duty that anyone in your office does–asking for price reductions on listings.

Asking for price reductions can make or break a top real estate agent’s business. Not only will price reductions quicken the sale, and therefore, minimize overhead in a real estate agent’s business, but it will also prove to everyone your marketing systems work.

Remember, price is 90% of any marketing plan and the faster you achieve market value, the faster everybody’s needs are met.

The challenge with price reductions is not solved with a phone script, but a series of planned events. This system you are holding shows you the right questions to ask prior to a listing presentation so you can learn their true motivation and then find ways to meet their goals.

When the desire is to meet someone’s goals, they’re much more likely to listen to the plan that gets them there. As we all know, the correct price is the fastest road to the achievement of most goals that have to do with a sale.

Once the right questions are asked, the next step is an outstanding presentation with the correct verbiage during the CMA. We’ve all experienced the seller that no matter how much information is given them, including pre-listing sales packages that include pricing technologies and the right scientific research showing the exact value of their home–they still want more!

What are we to do? What to do while battling another agent’s high evaluation or how to obtain pre-agreed listing reductions during the term of the listing.

All I can do at this juncture is to assume the right questions were asked prior to and at the listing presentation, and they received information on how to price their property correctly. At the listing presentation this information was gone over, and the scientific information was discussed.

If after all of this has been done and the price is still too high your options are to not take the listing or to receive pre-agreed reductions based upon the success of marketing.

All this leads me to believe, if everything that should be done has been done, and you still have an overpriced listing, you (1) knew it was overpriced and took it anyway or (2) made a mistake based upon the fact you liked the property more than anyone else did.

There’s also a possible third problem and that is the seller was a better salesperson than you and sold you on the high price. All this is leading us to one conclusion, if you have been a victim of any of the previously mentioned three problems, you’re now going to have to consistently ask for price reductions, which may be the most embarrassing aspect of this business.

How do you ask for price reductions when you told the seller you could market the home at the agreed upon price? Sometimes, their responses are furious, such as, “Well anybody can sell this house at that price,” “The other agent said that they could get more,” “I can’t buy my new home if I get that price,” or “Do you expect me to lose money?”

All these questions ignore the main subject, and that is, market value is market value and none of the above questions have anything to do with or affect market value.

The following lead-ins can be used to ask for a price reduction, but it is very important you use new subjects as often as possible, so not to sound monotonous!

Remember, an agent who asks for price reductions soon after the listing presentation will have a weary seller, so therefore, mix your price reductions with new and exciting marketing concepts. Concepts such as a page promoted on your website from your lender showing five ways, which the home can be financed.

Adding a special home of the day button to your site or sending your evaluation surveys to all the agents who have seen the home– I’ve got a million of them. Remember, the seller likes the real estate agent who is ingenious in their marketing methods and, the seller will then listen more intently to the following reasons for a price reduction.

Lead-ins to Ask for a Real Estate Listing Price Reduction

  1. There’s been a new sale in the neighborhood that affects your value.
  2. Here are some of the responses we’ve received from other agents.
  3. Here are the responses I received from buyers I have shown.
  4. Here are responses I have heard from buyers shown by other agents.
  5. Here are the responses from the agents in my office.
  6. Here are the attitudes of the real estate agents who attended the Broker Open House.
  7. Here were the attitudes of the buyers who walked through your home on the open house.
  8. Here are the responses we have received from the ad that we’ve placed in . . .
  9. Here are some suggestions I would do if it were my home to make it more appealing to buyers. Oh, rather than just making these improvements why don’t we drop the price to compensate for some improvements the buyer may want to make?
  10. Why don’t we increase the selling office commission? If I sell it, I will stick to the original terms of the listing agreement.
  11. May we add a selling office bonus?
  12. May we add points, so financing becomes easier for a buyer?
  13. I know this offer was low and the buyer did not accept our counteroffer, however, may I lower the home to the amount we mentioned in the counteroffer to attract more interested buyers?
  14. May we ask for some concessions on the home you’re buying and then supply those same concessions to any potential buyers on their home?
  15. May we offer preferential owner financing and make the property more affordable to any potential buyers?
  16. We have an open house / new ad / new internet blast going out and I would certainly love to be able to market this home at a new and improved price.
  17. I’m going to be taking the property out of the MLS and resubmitting it as a new listing, therefore, acquiring a new look and new enthusiasm among the cooperating real estate agents here in town. I’d like to do that at a lower price.
  18. Is there anything we could throw in that would sweeten the pot, appliances, vehicles, maybe even a free vacation at a time share?
  19. Many times we have found emotions play a big role in the sale of a home. Therefore, can we make your home more emotional by having it professionally staged and decorated by a local design group?
  20. Cooperation among real estate agents is paramount to getting the property sold. Yes, I am the one agent that is handling the marketing, but I am marketing to more than 3,000 real estate agents who handle a large percentage of buyers. My job is to market to them so they can express their excitement of your home to their buyers. Let’s discuss what we can do to make this home more exciting to the real estate agents here in town.
  21. Real estate agents have many properties to show and sometimes the determining reason for showing is ease of access. Let’s do some items to improve the showing procedure to make it easily accessible to real estate agents at any time and at a moment’s notice.
  22. I would like to obtain a price reduction and do some things I have never done to market a home, such as advertising them in the Los Angeles Times and the Wall Street Journal. Spending money on an ad that would reach outside our geographical area is risky, but I would be willing to go ahead and give it a try if we had a more marketable price.
  23. I was looking at your holding cost and found if we drop your price and obtain a sale, we may eliminate many months of payments, taxes, insurance, and upkeep I believe would compensate for this price reduction. Let’s discuss how this might work.
  24. In all the years I’ve done business, one of the hardest things I must do is disappoint a client. The continued marketing of this property at the current price that I now find is too high only tends to disappoint you and therefore, I’d like to ask the following favor. Would you please consider a price reduction and if that’s impossible, would you allow me to discontinue my marketing efforts? It’s very difficult for me to express this to a seller that’s been fair with me and to a home I’d like nothing more than to market and sell; however, I truly believe unless we drop this price, the property will go unsold. I’m willing to give up my marketing effort and my listing to show you how clear I am we need to adjust our price today.

I hope you can use any one or all these reasons to obtain a price reduction or improvement in terms or value. The phone is the most effective way to do this. The use of your assistant calling for price reductions or doing it by mail has proven to be ineffective. There are times when the real estate agent must pick up the phone, and the price reduction is one of them.

Strength and courage,

Wade

The Time Management Struggle for Realtors ©

Wade Webb on May 22, 2024

Hands down one of the biggest challenges real estate agents have in their personal and professional life is using their time wisely. This week we look at a few strategies to help us manage our time better…. Run the day or it will run you – Part of the key to time management is just staying in charge. Here’s what usually happens: We start something and we’re in control, but as the day starts to unfold, we start losing it. It’s like running a business. If you don’t stay on top of things, the business will run you before long. You must stop occasionally, and say, “Wait! Who’s in charge here?” “Some will master, and some will serve.”

Here’s a good phrase to remember: “Some will master, and some will serve.” That’s the nature of life, and you must make sure you become the master. You must run the day. You must stay in charge. What is the key to staying in charge? You must always have your written set of goals with you. Prioritize your goals and decide which are important. Constantly review your goals, then make them a part of a good written game plan. With your game plan in hand, try to separate the majors from the minors, the important things from the things that you just must do. And prioritize. A little thought will save you a lot of time. Is this a major day or a minor day?

Adjust your time accordingly. Is this a major conversation or a minor conversation? A lot of people don’t do well in this area, and here’s why: They major in minor things. They spend too much time on things that don’t count and too little time on things that should count. Don’t mistake movement for achievement – You probably know some people around you who are just plain busy being busy. You’ve got to be busy being productive. Consider this: A man comes home at night and flops down on the couch. He says, “I’ve been going, going, going.” But the real question is, “Doing what?” Some people are going, going, going, but they’re doing figure eights. They’re not making much progress. Don’t mistake movement for achievement. Evaluate the hours in your days and see if there’s a lot of wasted time that you could manage better.

Concentrate on where you are – You’ve just got to zero in on the job at hand. Don’t start your business day until you get to the business. I used to start my business day in the shower. I’m trying to compose a letter in the shower. I’m not awake yet, and I’m trying to compose a letter. I found out that it doesn’t work that way. Wait to get to the office to start your work. Don’t start your business day at the breakfast table. It’s not good for the family, and it’s not very productive. So, here’s what you’ve got to do. On the way to work, concentrate on your driving. In the shower, concentrate on the shower. At the breakfast table, concentrate on the family. Wherever you are, be there. Don’t be somewhere else. Give whatever you’re doing the gift of attention. Give people the gift of attention. Concentrate on where you are.

Learn to say no – Boy, it’s easy in a society like ours to just say yes too much to over-obligate yourself. Then it takes all that time to back out of it. Don’t say yes too quickly. It’s better to say, “I don’t know if I can make it, but I’ll give you a call.” It’s nicer to say that than to back out later. Being too eager to please can be dangerous. You need to appreciate yourself, your time, your limits. One of my colleagues has a good saying: “Don’t let your mouth overload your back.” Being too eager to please can be dangerous. You need to appreciate yourself, your time, your limits. Know when your commitment to someone else will end up taking time away from yourself and your family. Appreciate your special time alone. And appreciate your time with those you love and those who love you. This is especially important when it comes to charity work. A group of entrepreneurs I know have been very successful in their own business. They get a lot of press. And they’ve been swamped with requests to do pro bono work. They must get a couple offers a month to sit on one charity board or another. Here’s how they handle it: They take all requests, weigh them for time commitments and evaluate them for opportunities. Then they take a collective vote on which two they’ll accept during the next year. You can’t immediately say yes to offers that sound prestigious. You can’t immediately say yes to social functions, even if they sound like a lot of fun. You’ve got to say maybe and take time to evaluate what’s truly important to you and what will just take time away from your ambitions and your family. Be eager to please yourself and your family. Don’t be so eager to please everybody else. Appreciate your own limits. You don’t have to fill up every second of the day; take time to appreciate what you’ve accomplished. Take time to enjoy the fruits of your labor.

Appreciate the little details – Your success should be a pleasure. Appreciating what you’ve acquired and what you’ve done and who you’ve become is important. It’s an important component in fueling your future achievements. Just knowing that you finished all you started out to do that day… that’s encouraging! It’s these little daily gains that continue to fuel your achievement. Let’s say you’re figuring out tomorrow’s game plan tonight, and tomorrow looks light. So, all you write down for tomorrow is “cleanup day.” Clean up all the little notes on your desk. Write all the thank-you note you haven’t gotten around to writing all week. Take care of a few phone calls that keep getting shuffled from one day to the next. It’s just minor stuff. Nonetheless, it’s the little stuff that keeps weighing you down until you get it done. So, you spend your day in cleanup mode. You file the notes, write the thank-you cards, make the phone calls. It’s not a major day. But at the end of the day, you feel you’ve accomplished so much. Why? Because you’ve taken care of so many little details. It’s the little details that can make a major difference. You feel like you’ve really achieved something during a day that started out to be so minor. Little achievements are just as important as big achievements.

Success is the constant process of working toward your goals, little achievement by little achievement. Little achievements produce big results. Anything is possible in those 24 hours we’re given each day.

Strength and courage,

Wade

Agents That Are Out Of Sight Are Out Of Mind

Wade Webb on May 15, 2024

For almost three decades I have been in real estate, and you always hear about the people needing to know you, like you and trust you. In 2024 this is not enough to thrive in the real estate industry any longer. We are now in a time where it is imperative to an agent’s success the people know, like and trust you but now they also must see you!! Every agent needs to up their game in 2024 and find ways to be known, liked, trusted, and seen. Gone are the days you can get away from showing up and being seen by people. We are inundated with information, visuals, messages, and we are getting more and more guarded with our time, space, and attention…Out of sight, out of mind!! So how can we focus more on being seen in 2024 and capture their attention and be more top of mind? Here are my top ideas to be seen in 2024.

  1. Morning Coffee Routine – every morning for the last 30 years I go to a coffee shop and enjoy hanging with the regulars. It never fails we end up talking about real estate and business comes from that time year after year after year. The secret is to be social and interact and talk to people. Not sit on your phone or in a book or on your laptop. The owners of the local coffee shop just last week asked me about a development land piece they just put an option on and what to build and need a proposal for marketing what we feel they should build. Not bad conversation for a $4 coffee and 30-minute conversation in the morning?
  2. Coffee, Breakfast, Lunches – make a point to meet with your clients and give them the gift of your time and take the time to break bread with them. Easy to do but easier to not do day after day. Deepen that relationship with others and increase top of mind and make them feel truly important to you and your business.
  3. Video email or text – 86% of communication is nonverbal. Tone, voice inflection, eye contact and body language and video delivers that punch! Why email and text when you can wow and awe your people with a video email or text. BombBomb ($) or Loom (Free) are great tools to use for this. Just a little secret your phone does video email and text too and its free!!!
  4. Call – Are you ready for this crazy little secret? Your phone makes incoming and outgoing calls!!! Take the time to just call and say hi. Stop underestimating the power of the simple. Remember the old ad that said, “Reach out and touch someone”? Take the time and do it and make them feel important and cared for.
  5. Handwritten Notes – The power of a personal handwritten note with your business card attached. Always gets opened, always gets read, show you took time and care and always leaves people feeling better than they did before. Sadly, this is a lost art and something that never dies.
  6. Personal Mail – We never get mail anymore and if we do it is a bill. Mail that is personal like the handwritten note gets opened, read and if it contains something valuable to the receiver and not to you then it makes an impact in them, I guarantee it!
  7. Social Media – It is not about looking what everyone else is doing and what you are posting. Dale Carnegie said, “people don’t care what I know unless they know that I care” Be seen and show them you care. Like, comment, message, and make them feel important to you. What would a quick Facebook message to someone asking them how they are doing? How’s their family? Anything I can do to help? How would that make them feel and how would you show up to people if you took the time to do it? PS in two years 100% of content feed on Facebook will be video. Do you post video content?
  8. Client Events – Hosting annual client events like seminars, appreciation parties or my personal favorite, hosting their housewarming parties always makes an impact on others and a fantastic way to show up and be seen in 2024. Do you see them? Appreciate them? Add value to them? Make them feel like a rock star and host their housewarming party?
  9. Deliver the Unexpected – every spring, summer and fall find an item and a funny tag to add to the item and drop by your clients place of work and let them feel the love! Every summer I love delivering everyone at their work place the BBQ triple packs of Ketchup, Relish and Mustard with a tag on them saying “Just ketching up and relish your referrals and not all agents cut the mustard” People at work ask who I was, what that was for and look at the tag and laugh out loud every time.
  10. Give Back – The amount of people you get to meet and interact with when you are part of an event as a volunteer and the joy and sense of purpose you get from giving back is the perfect one two punch! I always end up connecting with someone new and someone old and such a great way to show up and be seen and make a difference.
  11. B2B – I started my own business networking group and CEO mastermind groups to meet monthly and idea share and connect professionals in the community with one another. Such a powerful way to be seen and add value and be seen in the community and be the straw that stirs the drink in your community.

So, there you have it, ways to be seen in 2024. Show up and be seen and not just known, liked, and trusted in the coming year. I dare you to just try one of these ideas and let me know how it worked.

Feel free to add more comments on how you show up and be seen that works and adds values. Love to hear from you all!

Strength and courage,

Wade

What’s Your Mindset For Your Market?

Wade Webb on May 8, 2024

Mindset is a powerful force that shapes our thoughts, attitudes, and responses to the world around us. For real estate agents, cultivating a positive and empowered mindset is crucial for success in a competitive market. In this blog, we’ll explore this concept and discuss practical strategies to enhance it, focusing on the unique challenges and opportunities agents face.

mindset for your market

Understanding Mindset – At its core, mindset refers to a person’s way of thinking, opinions, and mental attitude. It encompasses beliefs and thoughts influencing our interpretations and responses to events, circumstances, and situations. It shapes our attitudes and habits, critically determining how we navigate the world.

Controlling Your Mindset – As agents, it’s imperative to take control of our mindset. External influences can sway our thinking, so it’s essential to intentionally shape our beliefs and attitudes, especially in the context of our profession. As the saying goes, “Who is controlling your mindset? Because if you’re not controlling your mind, someone, or something else is.”

Physiology Controls Psychology – One effective way to manage mindset is through our physical condition. The connection between physiology and psychology is undeniable – our body language, posture, and facial expressions impact our mental state. Tony Robbins emphasizes the link between motion and emotion, advocating for the conscious control of our physical state to influence our emotional well-being. As agents, maintaining a positive physical presence can significantly impact us, even in challenging situations.

Dress the Part – Embracing the role of a real estate agent involves more than just professional expertise; it also requires a mindset aligned with the market. Dressing the part is a tangible way to reinforce this mindset. When working in our capacity as professional agents, our attire should reflect the seriousness and professionalism of our job. This influences how clients perceive us and reinforces our commitment to the role.

Keep Your Workspace Impeccable – While we may not all drive luxury cars, maintaining a clean and organized vehicle is a simple yet impactful way to enhance our mindset. A cluttered and unkempt vehicle can create a negative impression and affect our market presence. By ensuring our workspace, including our car, is tidy and presentable, we project an image of professionalism and attention to detail.

Continuous Market Knowledge – Confidence and competence go hand in hand, and one effective way to build both is by staying informed about the market. Agents should invest time in continuously growing their market knowledge. This includes understanding statistics, staying updated on inventory, and familiarizing themselves with the latest listings. MLS tours, company tours, and independent property visits can contribute to a thorough understanding of the marketplace, bolstering confidence and competence.

“Whether you believe you can or believe you can’t, you’re right.” -Henry Ford. Telling yourself that the reason you’re not hitting your real estate goals is because of a lack of leads, no inventory, or the market in general, is really just a lack of confidence in yourself and your abilities.

They are false ideas and perceptions with regards to what it means to do lead generation, make phone calls, and close sales. If you adopt the idea there are always enough leads and always enough business, then it becomes more about the method of finding and converting than it does about career life or death.

If prospecting, follow-up, lead generation, and your calls have positive connotations in your head, then you will be unstoppable. If you have negative stories in your head about these activities and what they mean about you as a salesperson, then you won’t be successful.

Being productive and creative, making that next call, and even getting rejected are not things to dread. Cultivating the right real estate mindset means seeing these activities for what they are: stepping stones for producing value for your own life and for your clients. They are getting you closer to the life you want to live.

The success you want to have. In the competitive world of real estate, mastering your mindset is a critical factor in achieving success. By consciously shaping your beliefs, maintaining a positive physical presence, dressing the part, keeping your workspace impeccable, and continuously expanding your market knowledge, you can position yourself for excellence as an agent. Remember, a strong mindset not only influences your success but also contributes to the positive experiences of your clients in the real estate market.

Strength and Courage,

Wade

Communicating Your Value Proposition in Real Estate

Wade Webb on May 1, 2024

what is your unique value proposition

Is there any competition in your marketplace? You and I both know there are a ton of real estate agents out there! There is this myth that all agents and all companies are the same and do all the same things. The challenge is how to separate yourself from the competition…

Here’s the truth… If you’re not unique, then you’re weak! Be committed to creating a better experience for your customers because you know your unique factors! What unique factors do you have that create a better experience for your clients? What is your value proposition, and how are you communicating it fast?! It is amazing to me how so many agents struggle responding to the questions, so why you? Why your company? Why now?

Let’s talk about Your Super Bowl Commercial. Imagine if you invested $5,000,000 in a Super Bowl commercial! It would be 30-60 seconds long and be seen by 114,000,000 people. What would your pitch be? What would you say about yourself and why should the customer want to work with you? On a smaller scale you are advertising yourself every day… When someone says, “you are in real estate?”, what do you say? Is it unique? Remember if I am not unique, then I am weak!

How Do I Create My Powerful Pitch?

  1. Start with a problem. This is a hook, and the reason a customer should be interested. The goal here is to articulate a problem that connects with the kind of customers you want to serve. When you speak to people through their problems, you are speaking life into them engaging with you.
  2. Amplify a problem. Use quick examples… Say something like “buying a home is easy…” Then list out some of the problems most of your customers might face. Remember to think about this from your customer’s perspective and the types of questions they are asking… Questions like: So, what? What’s in it for me? Can you prove it?
  3. Offer Your Solution. Talk about facts, data, proof, and credibility. You can even use a script. “Clients work with us because we have the experience, we sell homes faster, and get our customers more money. We pride ourselves on customer experience and relationships, and we have 7x times more five-star reviews than any real estate agent in our marketplace. Our number one aim is to make sure you are our next five-star review, and we want to deliver that experience to you. These are my competitive advantages (restate them) that you can hold me accountable to.” Remember, even if you are a brand-new agent, you can still use the facts and data from your office (be honest and disclose that) to offer the solution to your customers.
  4. C.T.A. You’ve got to have some kind of call to action! It could be something like visit our site, like our page, schedule an appointment, or sign the contract. Remember if you don’t close you can’t win!

    The Most Persuasive Words. Have you heard of the 12 words that are the most persuasive? They are: You, Money, Save, New, Results, Easy, Health, Safety, Love, Discovery, Proven, and Guarantee.

    Think about your marketing presentation; are you using those words? The most engaging agents know the words to say and how to say them, get people’s attention, and stand out!
    – “Marketing Plan Sell’s Homes For More.”
    – “I Create Buying Opportunities for my Buyer, Not Wait For Buying Opportunities.”

    Sellers want to hire an agent who sells homes, not just list homes; there is a difference. The agent that nets them more money and sell them faster than everyone else in their marketplace. Buyers are looking for the agent who finds and creates their buying opportunity for them, not the agent who sits and waits and watches the hot sheets every day. Buyers want to know that you negotiate more off the asking price than everyone else in their marketplace. Now that is VALUE!!

You and the Competition.

Listen, when you follow all these steps you are creating a degree of separation between you and the competition. When you can articulate your uniqueness and how you can solve problems for your clients you are standing out from the competition! This makes it much easier for your clients to choose you over all those other agents in the marketplace. Take the time to really invest in your pitch and identify what it is that makes you and your experience unique. What are the problems that buyers and sellers are facing today in your marketplace? What do you do to provide solutions to the buyer and seller? You only have seconds to engage, persuade, and differentiate yourself from the competition. I challenge you to work on your power pitch and really stand out from your competitors.

Strength and courage,

Wade

Social Media Hacks For Agents

Wade Webb on April 24, 2024

Every Real Estate professional should be on just about every social media platform available. One of the fastest growing social media sites to use in real estate is Instagram. What many agents don’t realize is that Instagram can be one of the most useful tools to grow their business…when used correctly.

social media hacks for real estate agents

Let’s boil down the best Instagram tips for real estate agents. Real estate is a visual industry. The old adage “a picture is worth a thousand words” is particularly true in the realm of selling properties. In the age of social media, no platform provides more potential for engagement through imagery than Instagram. But giving Instagram tips for real estate agents can be tricky, because a surprising number don’t even know where to start. This week I’m going to share with you some essential real estate Instagram tips covering everything from setting up your account to scaling your brand. But first, let’s start off by answering a question too many agents are still asking…

Is Instagram Good for Real Estate Agents?

The short answer is yes, but with specific strategies in mind. Instagram’s visual-first approach allows real estate agents to make properties memorable. The platform’s heavy use of location tagging, hashtags, and sharing features make it simple for an agent to gain exposure for their listings, as well as their personal brand. Because real estate is inherently local, using Instagram in a community setting can connect agents with potential buyers and sellers in their area.

How to Create a Real Estate Instagram.

Creating an Instagram account is so easy a child could do it, but don’t rush into it blindly, because you want to make sure that you set up a business account. This will allow you to track analytics, promote posts, and create a more professional appearance. If you already have a profile, you can convert it to a business account. Include a clear profile picture, preferably your professional headshot, and ensure your bio succinctly tells who you are, what you do, and how you can help potential clients. Add a link to your website or a landing page designed for Instagram traffic.

How to Advertise Real Estate on Instagram.

The key to advertising real estate on Instagram is to not look at it as an isolated thing; it’s about marketing your marketing and yourself as well as the property. The cohesiveness of your Instagram page (your brand) will help you far more than any single post. These are the things you want people to advertise on your page:

Your Listings on Instagram.

The quality of your marketing, your authentic personality, your knowledge must all be there. It’s not all about the homes! People want to work with a professional who knows their stuff and is going to get the job done, but they’re also FAR more likely to work with someone who they like and trust. Know/Like/Trust – that’s the name of the game. Strike that balance and you’re golden. I read a Placeter article not too long ago which had some awesome real estate Instagram dos and don’ts and I want to share a few of them with you, as well as add a couple of my own.

Do: Post your own photos & videos.

Your audience follows you to keep up on your listings, hear your thoughts, and see what your clients have to say about your business. By posting your own photos and videos, you emphasize your authenticity and show users that a real person is behind the account, not a corporate firm. Through original photos and videos, you can build trust and rapport with your clients and leads that can help you close more deals.

Don’t: Use or Alter Stock Photos.

If you’re not using beautiful photography and professional video clips then Instagram is not the place for you – and real estate might not be the right business. This is a marketing game, and what you post is not just advertising the home itself but your professional marketing services. Snap a few shots of your listings here and there to stockpile visual marketing collateral. However, stay away from using stock photos. Your followers can spot a stock photo from a mile away, which can easily deter them from engaging with your content, as it isn’t seen as original.

Don’t: Edit the Authenticity Out of Your Listing Videos.

Fixing bad lighting is one thing but avoid using various filters. The point is to show off the home as it is. The last thing you want is for a potential buyer to show up to your listing and not recognize the home because it’s drastically different from the one they viewed online. As always, stay honest, especially with the pictures you post. But with that said…

Do: Use AI to Enhance Your Content.

AI is the tool of the future. This is a time as monumental as the rise of social media or even the internet. You want to be on the cutting edge of it, and AI can help you do so many things such as creating video thumbnails, editing videos, stabilizing shots, fixing audio, adding voice overs, and so much more.

Don’t: Rely on AI Generated Content.

Remember, authenticity is everything. Why would you show off something that isn’t real at all?

Do: Get Past Clients to Participate in Testimonial Videos.

A great way to use Instagram for real estate is by showing your followers how you’ve helped people in similar situations. Getting previous clients to give a testimonial is an excellent strategy to build trust and show professionalism. Most clients will be happy to give a short 15-second blurb on what they loved about your business. Don’t be shy to ask them!

Don’t: Use a Million Hashtags or Inapplicable Ones.

Keep it classy. Using too many hashtags is one of the top social media mistakes. A long list of hashtags can come across as spammy and they take away from the focus of the post. Yes, you may get a few more followers but you run the risk of losing the ones you want and replacing them with randoms. Stick to a few relevant and popular hashtags. Instagram built in a 30-hashtag limit to prevent you from going too crazy.

Do: Automatically Share Most Photos to Facebook & Twitter.

Not every picture or video needs to be shared across every platform, but for most of them, why not? You can easily select which other social media sites you want to share pictures and videos on each time you post.

Do: Show Off Your Personal Side.

It’s okay to show off your fun side – the trick is moderation and knowing when to post such content. Posting a picture of your agency’s annual summer BBQ or a selfie with old clients can do wonders for your image. Just make sure these pictures tie into your day-to-day life!

Don’t: Give Up on Your Account! It Takes Time.

It takes time to build an audience on Instagram. Don’t get discouraged if it’s taking a while to gain followers. Having said that, if momentum is really stalled, it may be time to switch up your strategy and apply the tips we have given you. In time, you will find the kind of posts, hashtags, and post frequency that appeals to the audience you want.

Do: Get Serious About Your Social Media Marketing

Here is the big one… If you want to use your real estate Instagram to drive more business, then you have to get serious about it. One blog post isn’t going to make you the agent influencer in your market. Serious results come from serious plans and those require serious dedication. That said, it doesn’t have to take long… You could get everything you need in just one day. But you do need to step outside of your comfort zone and actually seek out help from those who know the way.

Strength and Courage,

Wade