Wade Webb, Author at Wade Webb Real Estate Coaching

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.

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 $4 coffee and 30-minute conversation in the morning?
Coffee, Breakfast, Lunches – make a point to meet with your clients and give them the gift of your time and take the time to break bread with them. Easy to do but easier to not do day after day. Deepen that relationship with others and increase top of mind and make them feel truly important to you and your business.
Video email or text – 86% of communication is nonverbal. Tone, voice inflection, eye contact and body language and video delivers that punch! Why email and text when you can wow and awe your people with a video email or text. BombBomb ($) 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!!!
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.
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.
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!
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?
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?
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.
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.
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.

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

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?

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.
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?
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.
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

Getting Listings In A Low Inventory Market 2024

Wade Webb on April 17, 2024

getting listings low inventory market 2024

Most markets in North America are experiencing unprecedented low inventory levels and the supply is just not meeting the demands of buyers. The spring is quickly coming upon us and the key to our success as agents is the inventory game and having that listing inventory going into the spring and summer season. So, if there are little or no listings how can I buck the trend and create listings vs. wait for listings? Here are my top ideas for you to implement now and begin winning the inventory game!

1. Unsolicited Market Evaluations for Past Clients – Put together a snapshot market evaluation package for each one of your past clients ( Don’ give them your estimated selling price). We want to deliver or mail the package of comparable’s so the client can physically see and touch the information you are providing and see the “value add” you deliver. Let them know many of your clients are curious what their current property value is, and you took the liberty of preparing a snapshot for them to see where their property currently sits. This is a great tool for them to see their current property value for sufficient home insurance coverage. For income tax purposes regarding capital losses and gains and just where they stand financially. Three days after you have delivered the information call them and follow the package up. Ask if they got the package? Did they have any questions? They noticed for legal and insurance purposes you need to physically view their home to give them a specific value of their property. Would there be a good time for you to come over and view the property and give them a number? Ask them if they have other real estate holdings you could evaluate for them? Ask them if they know other friends, family or coworkers that would appreciate the same service?

2. Direct Mail – There are many reasons you could send out unaddressed ad mail to get new listings but remember direct mail is not as effective without follow up by a door knock or phone call. The top direct mail reasons that seem to get the best results are “We Just Sold” and implying there are more buyers still looking. The other is “We Have A Buyer” and looking for a home for them. Please don’t use either of these methods if you don’t have a bona fide buyer. Get in the door honestly. Other options are “Open House Invite” or “Just Listed” or the most over used option “Free Home Evaluation”.

3. Letter Tuck Reverse Door Knock – Letter tuck versus direct mail will get you the numbers that you need. 50-75 letter tucks (unbranded) will get you one call. Tuck all your 75 letters and then reverse door knock until your time has run out. The door knock is a warm approach now and not a cold door knock. Again, the most successful conversion is coming from a “We Have A Buyer” and “We Just Sold”. Many of my coaching clients say a 90-minute door knock set between 3pm and 6 pm is always a great time and something comes from it every time.

4. Open House. Floor Time/Kiosk – These are the only options agents have where the customer will come to you and the agent does not have to go to the customer. For those that are prospecting reluctant then these options are the only hope you must generate the listings.

5. Geographic Farm – Two options here for the geo farm. Option one is to mail the farm area every second week, door knock, Facebook page, you tube channel, etc. The second option is to find a specific area, building or complex with a 6% or higher annual turnover rate and pull title on every homeowner and personally mail them 4 times a year specifically about their area and the general market conditions and have a website specific to their property which creates the perception you are the resident expert and the only agent personally mailing to the homeowners.

6. Facebook, Google Ad Campaigns – Creating strategic ad campaigns specifically for home sellers and directing them to a landing page that allows them to get an evaluation of their property over the internet. Landing pages like Bold Leads or Prime Seller Leads are a great option.

7. Expired Listings – If your market area allows this you have a great resource of clients who already own a home, want to sell, worked with an agent and were willing to pay the commissions! How can you not love them.

8. FSBO – Again, you have a seller who owns a home, wants to sell but doesn’t want to pay. We help them sell for 7-10 weeks in exchange for them to buy with you or if they don’t sell, we hope they list with you!

9. Agent To Agent Referrals – Working the agents from other offices and communities that the buyers are relocating to your area from. Offering a referral fee for any listing or buyer referrals to the network of agents and be their point of contact in your area.

10. B2B – Network with all the business owners and service providers in your community. Find ways to co brand and co market each other’s businesses and services. They in turn feel they need to refer your listings and business for your help and support with what they do!

So, there you have it. Ten powerful ways to generate listing inventory and really make a huge impact on your first quarter of 2024 and make the rest of the year that much easier. Please feel free to share any other listing activities you have found effective in the comments below!

Strength and courage,

Wade

Time For A Q2 Shift In Your Real Estate Business?

Wade Webb on April 11, 2024

The first quarter of 2024 has come and gone. The key to knowing how you are doing in business and life is to take time to reflect and see where you have been, where you are at and where you need to be heading.

So, let’s look at how to track and measure your real estate business for the first quarter. Look at the activities and not just the results. The results will come if the activities are in place.

How did the first quarter of your year go for you personally and in your real estate profession? Are you behind your goals? Ahead of your goals? Just right where you targeted for your start to the year?

We are now entering into one of the typically best quarters of the year; Q2.

My question to you is… is it time to change things up? This week we look at some critical steps to take today if you are not on track:

How to Track and Measure Your Real Estate Business.

#1. Take Some Time To Look At Your Status

What is your current situation? What are your biggest challenges or issues you are facing? What were your goals and why you wanted to accomplish those goals?

#2. Measure Your Quarter

What were your numbers for the first quarter? How many calls? How many appointments? How many presentations? How many Listings? How many buyer agreements? Don’t measure your quarter success solely on results but even more important is measure your quarter on activities. You have to be faithful with your activities to receive the success you deserve.

#3. Growth Checklist

Based on the first quarter and what the numbers are saying what do you need to do different? What do you need to do more of? More leads, appointments, follow up, conversion, presentations and contracts this quarter? What changes need to happen to achieve your goals and breakthrough this next quarter in Real Estate.

#4. Working On Your Business

How does your operation, systems and automation look right now? Do you have systems and checklists for everything in place? Are you leveraging with someone or something else that is generating you business while you are busy being busy or getting some sleep? Time to schedule that “hour of power” a day and work on your business and not always in it.

#5. Time For Help?

Is it time to delegate the low dollar productive activities and free up time for you to focus on the high dollar productive activities? Remember someone or something else doing the low dollar productive activities is better than you doing them, right?

#6. Sales and Marketing

Is what you’re spending and doing generating a return on your time and investment? How are you positioned in your marketplace? Is your unique value proposition to the customers being communicated in all your materials? Growing your business is no small task and there are many different moving parts.

#7. Income and Expenses

How much are you spending? How much should you spend to meet your goals? Are you profitable? Do you take time and measure your expenses and the R.O.I.? Remember we are in this to make a profit and not all about the gross income being less than the expenses.

#8. Technology

Is technology ruling you or are you ruling the technology? How much technology is enough? Am I relying solely on technology and not enough on old fashion full contact with people belly to belly? We all need to embrace technology because it isn’t something that will just go away. In the same breath we need to not just rely on technology because sales always has and always will be a full contact sport.

So, there you have it 8 solid points to help you track and measure your real estate business and turn your year around and really make Q2 the best quarter of your year. Take the time to look at your first quarter numbers and your goals and refuel your “why” for crushing it in the second quarter of this year. I dare you!

Strength and courage,

Wade

Where Is The Lesson?

Wade Webb on April 3, 2024

“Of course there is no formula for success except, perhaps, an unconditional acceptance of life and what it brings.” ~Arthur Rubinstein

Sometimes you’re an observer of other people’s lives and you think you’ll never experience what they’re living, whether it’s a positive or negative situation. You think, “That will never happen to me.” Part of the real beauty of life is that it’s unpredictable. Nothing is permanent, everything changes; and of course, a lot of things can happen that will transform who you are and have an impact on your life.

The problem is we need to cultivate the ability to truly accept whatever comes and embrace it. We need to develop the habit of looking at whatever happens through a positive mindset instead of a negative, defeatist one. Of course, life will bring many challenges, such as the death of someone we love, and it’s not easy to embrace them when we’re suffering and wishing those things would have never happened. But if we start cultivating acceptance in our lives right now, we’ll likely cope with future crises in a different way and view them from a different perspective. We will accept instead or resisting.

I am big fan of Deepak’s Chopra’s The 7 Laws of Spiritual Success. He dedicates one complete chapter (Law #4) to how we need to receive with open arms what happens to us, because if we fight and resist it, we are generating a lot of turbulence in our minds. He explains that we might want things to be different in the future, but in the present moment we need to accept things as they are. That’s the way you can make your life flow smoothly instead of roughly.

During the last year of my life, I have learned the true power of acceptance with so many personal and professional challenges coming at me. Yes, acceptance is a choice—a hard one most definitely, but a choice, nonetheless. There are two ways out of a problem: accept what’s happening, see the positive, and choose a peaceful state of mind; or fight against it, be miserable, and struggle against the universe.

I am 100 percent positive that learning to accept things as they present themselves is a helpful tool in all aspects of life. Whether it’s a family loss, a missed opportunity, or a sudden change in your plans, being able to accept things that are out of your control will help you maintain inner peace and happiness. Acceptance, in my opinion, is the key to convert momentary happiness to enduring happiness. It helps you move from feeling happy to being happy. Practicing acceptance prepares you to live in this changing world, where you never know what’s going to happen next. Acceptance is like protecting yourself with your own shield. Let me clarify that acceptance is not at all related to weakness and is not a synonym of conformity or mediocrity.

We need to learn how to identify when it’s time to persist and when it’s time to accept. One thing that makes acceptance much easier is to list all the possible explanations for why you’re experiencing something. Finding the lesson or purpose behind every challenge will help you embrace it instead of fighting it. Choose not to judge what happens to you. Instead, believe that everything happens for a reason and that better things will always follow. That’s the beginning of true acceptance.

Somewhere recently I read the important thing is not to understand why something happened. Our understanding can wait, but our obedience cannot. I translate this to mean that when something unpredictable happens, instead of complaining and over-thinking it, we need to choose to live with it. I know it’s hard to practice acceptance when you deeply wish things were different. But the truth is, sometimes we can’t change our reality, even if we try. So instead of staring at the closed door in front of us or getting tired and bruised while we try to break it down, let’s turn around and see how many other windows we have open.

Strength and courage,

Wade

How To Create Steady Agent To Agent Referral Stream

Wade Webb on March 27, 2024

One of the most untapped opportunities in real estate is effectively working the massive income generation in agent-to-agent referrals. It is not enough to be managing one database, but agents should be managing four separate databases.

Sphere of influence ( P2P ), Business owners, service providers ( B2B ), Suspects and prospects (Leads) and the fourth being agent to agent database.

This week I want to share how so many of my coaching clients are crushing the agent-to-agent database and generating six figure income streams annually from just this one opportunity. The benefits of mastering this opportunity are endless.

People are relocating all the time, they are higher quality referral leads, easier personal client to deal with and you become the go to person for agent referrals in your market area if it is worked right! So, let’s get started….

Step 1. Research where they are coming from?

Take some time to look at the data and see where they are coming from when it comes to your market area. Here are some resources that will help the research and identify the sources for your specific trading area: Be strategic with your targeting of referral agents and find where they are coming from first.

www.moving.com

www.relocatecanada.ca

www.cbc.ca

www.move.org

www.unitedvanlines.com

Real estate board sites

State sites.

City sites

Managing brokers

Step 2. Find the agents and offices where they are coming from

Once you know the agents and offices where they’re coming from, assemble your database.

FACT the last 16 years we know 60% on average each year come within 60-mile radius that did business with our brokerage. Hence targeting the offices and agents first within that region makes the most sense. Find the agents, offices, brands that don’t have a relationship in your area, find their contact information ( name, email, mailing address, mobile), assemble a database. Great resource to get some excellent inexpensive help with all this work is using a virtual assistant www.fiverr.com.

Step 3. Place the database into a contact management system.

The best CRM is the one you will use!!! Don’t over think this please.

Outlook

Excel

Mail chimp.

Bomb Bomb

Step 4. Create an introduction to your agent-to-agent referral program.

Intro email.

Intro Video email.

Intro call.

Intro text.

Who I am….Introduction

Why am I contacting? Their area is a destination for people relocating to your area.

What’s In it for them? -Platinum Agent Referral Program

My Business Philosophy – Their destination agent of choice, permission to stay in contact.

25% Referral Fees

Step 5. Agent to agent referral program road trip vacation time annually.

Mini vacation as a business expense

Attend office meetings.

Collect cards at the door for a raffle.

Quick intro and market snapshot

Attend caravan if possible.

Take managers lunch, coffee.

Leave pop by (Deck of cards) “Don’t gamble with your referrals to ________, I will treat your clients like kings and queens.”

Handwritten notes to all the cards I collected once I get home.

Step 6. Add value to them and give to get.

Wow and awe and be engaging with pull don’t push marketing content.

Real estate tips

Self-help tips

Financial tips

Tech tips

Cost Saving tips

Something they would value and appreciate that would improve them personally or professionally. Minimum contact once a month

Step 7. Delivering the unexpected. Three times a year.

Office Pop By Gifts ( Contact their office admin to help you place them into their mail slots and throw a gift card in it for the admin person. )

Personal Handwritten Notes

Office visits annually

Video tips

Blog tips

Good articles

Not my newsletter, stats, market reports!!!

Step 8. Be seen and top of mind every year.

Attend events where the referring agents are.

Conventions

Sales Rallies

Meetings

Events

Add Value…Top of mind…

Create Mastermind groups… share ideas.

“Water boys of events..” hand out water bottles and your business card attached.

Step 9. Reward the behavior system.

Do this every time!!!

Handwritten thank you card.

Gift card amazon $20

Report on referral progress to the agent.

Reward when referral completes 25%.

Annual referrer grand prize contest ( video live draw )

Step 10. Build this and they will come!!!

A system for more revenue each year. It’s Easier business, Fun business, Relational business. Be the area go to person.

So, there you have the 10-step plan to crush it with agent-to-agent referrals in the coming year. I dare you to take this and implement, execute, and create another amazing and fun income stream for you and your business.

Strength and courage,

Wade

Ways To Make More Decisions & Get Shit Done!

Wade Webb on March 20, 2024

Most people struggle when it comes to decision-making. They get paralyzed by fear or lack of certainty – or they just get overwhelmed and don’t know where to start and never get stuff done! Business owners make the decisions no one else can – or will – make. But the best ones use a system to ensure they are choosing the best possible option and reducing any potential downside.

I remember reading about General Schwartzkopf and mentors who have shaped our beliefs about life and decision-making. He spoke of one of the generals he had worked for before he was the “Stormin’ Norman” we know him as today. He recalled a situation in which the man was asked to make a decision that had been stagnant for almost 10 years. The general just looked at them and he said, “The answer is obvious, gentlemen.” And then he gave them the answer. He said, “That’s our decision. Move on it.”

After they left, Schwartzkopf went up to the general and said, “Permission to speak freely?” He replied, “Certainly.” He said, “General, I know you don’t have a clue what those guys were even talking about.” The general smiled at him, and he said, “You’re right. I didn’t understand all of it.” And he said, “But you know what? This has been a decision that no one’s been willing to make for 10 years.”

He said, “For 10 years they’ve talked about it, going back and forth. The best minds have been on it, and they can’t decide one way or the other, so you know what? We need to pick one and do it. So, I just did. Because I believe now all the best people are going to go to work on it, and they’ll either make it work or they won’t.

They’ll see it’s not working, and we’ll change directions, and we’ll do what’s right, but what’s happened right now is a logjam of nothingness. Decisions are power, and I’m here to make them. That’s what I’m in position for. That’s what I’m a leader for.”

Think about it. Trying to be perfect when it comes to decision-making is ridiculous. You’ve got to stop being fearful; you’ve got to stop worrying about failure. The only failure is failing to decide, putting off what inevitably you know you need to do. When I make tough decisions, I use a six-step process that not only helps me make the best possible decision, but also reduces the downside of any decision, because we all know decisions have power.

I should mention all of this should be done on paper, so you don’t get stuck “looping” through potential scenarios.

6 Steps to Making a Decision

Get clear on your outcomes. What is the result you are after? Why do you want to achieve from it? You must be clear about your outcome(s) and its (their) order of importance to you. Remember, reasons come first, answers come second.
Know your options. Write down all your options, including those that initially may sound far-fetched. Remember this principle: One option is no choice. Two options are a dilemma. Three options are a choice. Write down ALL options whether you like them or not.
What are the consequences? What are the upsides and downsides of each option? What do you gain by each option and what would it cost you?
Evaluate your options. Review each of their upsides and downsides (consequences). Ask yourself:
A) What outcomes are affected?
B) How important (on a scale of 0-10) is each upside/downside in terms of meeting your outcomes?
C) What is the probability (0-100%) the upside/downside will occur?
D) What is the emotional benefit or consequence if this option were to happen?
After completing this stage, you will be able to eliminate some options from your list.
Mitigate the damage. Review the downside consequences for each of your remaining options. Then, brainstorm alternative ways to eliminate or reduce those downsides.
Resolve. Based on the most probable consequences, select the option that provides the greatest certainty you will meet your desired outcomes and needs.

A) Select your best option and strengthen your resolve to make it work.
B) Resolve that, no matter what happens, this option will give you a win.
C) Design your plan for implementation and then take massive action.

Remember, it’s better to decide and monitor to see if you need to shift your approach than to remain paralyzed in indecision. So many of us don’t get done what we want to get done based on our inability to just decide. I challenge you to implement this 6-step process and start making decisions and stop the unrealistic expectation of perfection on yourself and get more done in 2024.

Strength and courage,

Wade