A Scary Trend In The Real Estate Industry

Wade Webb on June 23, 2021

scary trend real estate industryThe way our industry is progressing today we can expect a large portion of sales possibly 40-50% generated by agents in the business will have been paid for either by a fee for service, subscription or referral fee % charged to the agents’ commissions.

Why?

How can that be possible Wade? Because everywhere you look, people and companies are trying to wedge their way into our industry… to become that “go to” resource as the first step in the buying or selling process – all so they can sell you a lead… …A lead that should have come directly to you in the first place! A lead that they used your inventory that they scraped and placed on their own platform and charged back their fee for you to have it.

When you’re suddenly paying 25-42 percent on a transaction, that will mean just one thing – you’ll need to work much harder to maintain the same income you’re earning now.

Sound good to you? No, it doesn’t. Of course not.

So let’s do something about it. Here’s the thing – this isn’t a simple fix. Those Big Tech entities pursuing your pocketbook already have deep pockets of their own. They’ll out-fox you, out-spend you and out-market you – if you let them. This dilemma requires you to get really serious about your business and do the work. I don’t say that to imply you’re not serious or you’re not doing the work already. Some agents are. Some aren’t.

The strong will emerge victorious from this battle because they built their moat and protected their castle by doing the right things. The way I see it, it boils down to three big-picture actions you need to take. Let’s look at those action steps.

Step One: Establish Trust Through a Powerful Personal Brand – Who do you want to work with? People you know, like, and trust. Right? Now ask yourself… does your current marketing allow people to know you, like you and trust you? If not, it’s time to finally build your own brand. If you don’t have the creativity or inclination to do it yourself, hire a professional marketer or an agency to do it for you. Without a strong brand, you simply can’t compete with the Zillows and Redfins of the world, even in your local market. Which means you’d better get used to paying those referral fees and working extra hard to make the same money.

Step Two: Proactively Educate and Inform Consumers – How do I? How can I? Should I? Answer the consumers questions. Once you’ve established a brand identity, one of the quickest ways to elevate it is by consistently providing consumers in your market with relevant, useful real estate information. Whether it’s a direct mail campaign, email/BombBomb campaign, social media – you need to establish yourself as the definitive source of real estate information inside your marketplace. (Think “video first” to accelerate your ascent.) Send them an unsolicited CMA. Keep them informed of local sales, market trends, tips and tricks. Don’t be afraid to have some fun, too, to inject some of your personality. Be the knowledge broker for these people so when that day comes, YOU are top of mind.

Step Three: Make Your Calls and Stay in Touch – Branding and education will protect you from Big Tech to an extent, but to completely encircle your business with a protective moat…You’ve got to pick up the phone and make your calls! Put simply, you can’t rely on the consumer to make the call – unless you love the sight of competitors’ yard signs sprinkled throughout the neighborhoods you (supposedly) serve. Call them, build rapport, get to know these people. They’re your lifeblood. You don’t have to be “salesy.” You can be yourself, reach out, ask how they’re doing, see if they have any real estate questions, and move on. But you’ve got to make the effort. This is a full contact sport and a relationship business and keeping in touch and checking in on people is key to our relationship with our clients. Now that you know these three “big picture” steps, the question becomes – Are you willing to do the work? Protecting your business from Big Tech will be a big part of your future. I hope you’re as concerned about this trend as I am and let’s reverse the trend!

Strength and courage,
Wade

Hitting A Wall & Avoiding Real Estate Fatigue

Wade Webb on June 16, 2021

hitting wall avoiding real estate fatigueLast week for the first time in way too long, I was able to unplug and literally get off the grid and completely get out of cell phone reception for a good 4 days and I didn’t realize how badly I needed that time away from the business and the toll it has taken not only on me but on so many others as well in the real estate industry. They say, “Strike while the iron is hot.” In real estate, the iron has most certainly been hot for some time. At a certain point, you’ve got to ask: How many times can you keep striking until you strike out? For the last nine months or so, many agents have been operating at warp speed, and when you’re moving that quickly, hitting a wall isn’t pretty.

So how do you keep your energy up to maximize this market without burning yourself out? I’ve got some strategies this week for you.

1: Delegate, Automate, Systemize & Outsource. We’ve talked about this before… There’s no reason why you should be doing everything yourself in this business. Leverage is so important to a business owner like ourselves. Even if you’re relatively new and not quite ready to bring on an assistant, you can outsource tasks to Virtual Assistants, your company’s transaction coordinator or others. Put simply, you’ve got to be willing to trade some dollars to buy back your freedom. Why? Because digging yourself out of burnout mode is much more difficult than simply avoiding it in the first place. If you’re doing it all yourself and feel that wall approaching quickly, act now to delegate or outsource tasks.

2: Earners Are Learners. I’m a firm believer that new ideas create inspiration. So if you’re always learning something new, it keeps you on your toes and keeps your business fresh. When you’re knee deep in transactions, it might seem difficult to find the time to learn new things. But the impact it will have on your mindset – the promise of working toward better days – is worth devoting 20-30 minutes a day to that effort. Remember, small steps taken repeatedly will get you where you want to go. Learn a little every day, and I bet you’ll feel a difference in your energy.

Burnout Avoidance Tip No.

3: Train Something New. Instead of learning something new, teaching others something new can have the same energizing effect. Maybe you’ve recently hired a new team member who you can transfer some of your skills to… This is a powerful way to keep yourself engaged while also freeing yourself up in the future. The more you teach others to do things you handled previously, the more you can focus on your HABU – highest and best use of your time.

4: Reflect On Your Successes. When you’re super busy, it’s all too easy to slip into “grind” mode where you complete one transaction and move directly into the next one. But if that’s what you’re doing, you’re missing a crucial element in the process…

Celebrating your wins! There’s huge value in stopping for a bit to recognize your hard work and how it paid off. Maybe it’s a nice dinner out. Maybe it’s “treating yourself” to something you’ve wanted. Maybe it’s an impromptu “happy hour” celebration with your team. Or maybe it’s contributing to a cause that’s meaningful to you. Whatever you do, take the time to reflect and recognize your achievements. Because if you don’t, you’re depriving yourself of the joy you work so hard for – and headed toward eventual burnout.

No. 5: Live a Life Outside Your Work. If you read this tip and it stings a little, you probably need to work on this. There’s a tendency among some real estate agents to almost take pride in working 24/7. But you and I both know that’s not a recipe for long-term success. If all you do and think about is real estate from the moment you wake up to when your head hits the pillow, your days in this industry are numbered. And you’re likely not living a truly fulfilling life. Instead, maybe you start your day with a meditation. Or exercising. Doing something like that – anything other than diving head-first into more real estate – will actually bring you greater clarity and energy as you proceed through your day. (While we’re at it, don’t forget the other two elements of taking your M.E.D.S. – Meditate, Exercise, Diet and Sleep – to avoid burnout.) Also, make sure you’re scheduling your life before your business. Whether it’s your kid’s soccer game or dance recital or just a few hours of quality time at home, block out that time on your calendar to make sure it happens. Then get your work done in the time remaining. Remember, work expands to fill the time we allow for its completion, so you can get the same amount done in less time as long as you establish the right boundaries.

No. 6: Attitude Of Gratitude. You probably know I’m a huge fan of practicing gratitude as part of my morning routine. The simple act of writing down the things and people you’re thankful for is transformative. If you struggle to identify what you’re grateful for, here are some great questions to ask yourself:

What do I love about my job?

What do I love about the people I help on a daily basis?

What do I love about my colleagues I work with?

Who do I love?

Who loves me?

Ask yourself these and other similar questions every day. Then watch the impact it has on your mindset.

No. 7: Time For A Holiday! I miss travel so much the past 15 months and cannot wait to book the next experience. For many people, 2020 was a year of crazy ups and downs. It started strong, then the pandemic hit and agents all wondered if they’d ever sell another house, and then the market came roaring back and hasn’t slowed down since. And here’s what I suspect happened to a lot of people… They now find themselves in late May early June 2021, and they haven’t taken any time off since they returned from that initial lockdown. As a result, you’ve been working for months on end with no break. With life returning to normal, it’s time for you to take a vacation. Simply scheduling something will get you excited and help prevent burnout. And we all know how productive you get when you’re in those final few days before departure. So here’s my advice to you: Book your trip, buy your tickets, and make it happen!

If you’re on the cusp of burnout, choose a few of these tips and implement them immediately! Like I said above, it’s a lot easier to avoid burnout altogether than it is to pull yourself out of it once it’s too late. Make the wise choice, honor your work-life balance, and give yourself the fulfilling life you deserve!

Strength and courage,
Wade

Agents! Stop Making Excuses

Wade Webb on June 2, 2021

realtors stop making excusesIn the book “The OZ Principle” they have an image that shows this invisible line in the world and where some of us live above that line and the rest live below that line. Above the line is the people that take ownership, action, responsibility and learn and grow. Below the line is the people that live in blame, denial and excuses. Making excuses is a natural human response – we are social animals, and we care what others think about us and we want to fit in. Rather than face uncomfortable conversations and feelings, we make excuses and avoid responsibility. People who make excuses may feel happy in the moment, because they’ve avoided a bit of pain. In the long-term however they will be less fulfilled and can feel anxious or depressed. So why do people make excuses? And how can you stop making excuses and start going after your dreams instead? Making excuses can almost always be traced back to one of three reasons: fear, uncertainty or lack of purpose. To stop making excuses, first determine which one(s) applies to you.

FEAR

Making excuses can almost always be traced back to one emotion: fear. Fear can come in many forms. Perhaps you make excuses about going after your dreams as a REALTOR© because you’re afraid of failure. You may make excuses about your weight or your health because of self-doubt and lack of confidence. Some may be surprised by this but many people are afraid of success… in this case they feel they aren’t good enough or deserve success. It isn’t easy to stop making excuses and face your fears – but it can be done.

UNCERTAINTY

As human beings we all have Six Human Needs that drive our decisions. One of our most powerful needs is certainty: we are driven to avoid pain and seek out things we know will bring us pleasure. That’s why it’s so tempting to stay in your comfort zone or pick up bad habits. When we face a situation we’re not certain about, our brains prefer making excuses over dealing with uncertainty. But you can override these natural impulses and stop making excuses.

LACK OF PURPOSE

People who make excuses also often come across as lazy, uninspired and apathetic. Yet it’s more likely they haven’t yet discovered their purpose. As Tony says, “People are not lazy. They simply have goals that do not inspire them.” Focus on finding your passion and living a life of meaning, and you’ll naturally stop making excuses.

HOW TO STOP MAKING EXCUSES

Making excuses is normal from time to time – we’re all human after all. But if it’s starting to interfere with your life and prevent you from reaching your goals, it’s time to learn how to stop making excuses.

1. TAKE RESPONSIBILITY –  The first step to stop making excuses is always to realize you alone control your destiny. As Tony puts it, “The past does not equal the future unless you live there.” No matter what has happened to you in the past, your future is up to you.

2. SHIFT YOUR PERSPECTIVE –  When you take responsibility, you begin to see problems are opportunities, not obstacles. Life is happening for you, not to you. Everything that has happened in your life brought you to this moment – and you can either transform your life or keep making excuses.

3. UNCOVER YOUR LIMITING BELIEFS –  People who make excuses likely have certain limiting beliefs that are holding them back. These are the stories we tell ourselves about who we are. If you believe deep down you’re not deserving of success or you don’t have the inner strength to overcome failure, you’ll continue making excuses to avoid going after what you really want.

4. CHANGE YOUR STORY – Once you’ve identified your limiting beliefs, you can change your story and stop making excuses for good. Do this by identifying negative self-talk and replacing any limiting beliefs with empowering ones. When you change your words – and your story – you change your life.

5. FIND THE LESSON – People who make excuses don’t bother to look closely at their mistakes and determine what went wrong. They blame others and never learn the valuable lessons  failure can provide. Successful people always look for the lesson and apply it to future decisions.

6. STOP OVERTHINKING – The path to success is to take massive, determined action. The ability to make tough decisions is a top trait of great leaders and an essential skill for everyday life, but many people who make excuses suffer from “analysis paralysis.” To stop making excuses, you must stop overthinking, let go of the past and take massive action.

7. DEFINE YOUR VISION – Do you jump out of bed each day with excitement and vitality? If you’re wondering how to stop making excuses, the answer is likely “no.” So how can you start? Go back to the drawing board and examine your blueprint for your life. What do you really want? Create a powerful vision you’ll be proud to follow, and you’ll never make an excuse again.

8. SET GOALS – Discovering your purpose is valuable, but setting goals is the first step in turning the invisible into the visible. Working toward actionable goals force you to stop making excuses and start creating a compelling future. Start small and set achievable SMART goals. As you build confidence, set bigger and bigger goals.

9. GET SUPPORT – The key to stop making excuses is to hold yourself accountable for your actions – but this isn’t always easy. Get support from a trusted friend or your significant other. Better yet, find a mentor, join a mastermind group or connect with a coach. They’ll have the experience and training needed to keep you accountable and productive.

 

Strength and courage,
Wade

Taking Control Of Our Thoughts

Wade Webb on May 19, 2021

realtor taking control thoughtsThe human mind cannot tell the difference between what is real and what is not real. Think about the fact that Fear starts within your own mind, which means that your mind can help you overcome them if you give it a chance. If you want to move beyond your fear, you have to learn to discipline your mind. Whether in your personal life or in your real estate business your mind can be your biggest enemy or your biggest asset—it’s truly up to you. If you want your mind to be your friend, you’ll have to take control of the way you think. Many people aren’t intentional with their thinking; they allow whatever thoughts bubble up into their minds to have priority, as if they have no control over what they think about. I fully believe that your mind is something you must protect and take charge of; in the Bible, the apostle Paul wrote in his letter to the Philippian church that we must take control over what we think.

 

Paul put it this way: “Finally, brothers and sisters, whatever is true, whatever is noble, whatever is right, whatever is pure, whatever is lovely, whatever is admirable—if anything is excellent or praiseworthy— think about such things” (Phil. 4:8).

 

Notice what Paul says we should think about: things that are good, noble, right, pure, lovely— it’s essentially the original call to the power of positive thinking! The content we think about has the power to transform our minds, something that Paul wrote about in his letter to the Romans when he said, “be transformed by the renewing of your mind” (Rom. 12:2). If you’re tired of thinking negative, self- defeating thoughts that are darkened by fear, then you have to turn your thoughts to good, noble, and right things in order to renew your mind. It’s a challenge, because for some people, the power of positive thinking is really just the power of denial of negative thoughts. But denial doesn’t help you grow; denial doesn’t renew your mind. Only turning your thoughts to things that are good and healthy can do that.

 

Learning to renew your mind this way is crucial because, in my experience, there are plenty of people who will go out of their way to challenge your thinking and make you doubt. This has happened to me before some of my walks. People always focus on the potential negative outcomes, the possibilities of my failing and falling. I understand why they ask—they simply cannot imagine doing what I do because they cannot imagine overcoming what I’ve overcome. Their minds go only to the dark and negative places, and that’s where they expect me to go when they ask questions. But negativity is a vacuum—it will suck you in and hold you there, a trap that will disengage you from your visions and goals. That’s why I always encourage people to remove anyone and anything negative from their lives. You can’t live in the negative realm and overcome your fears, which means you can’t be around people who live there. Negative people will always want you to be negative.

 

Disciplining your mind will require sacrifices, but it will give you freedom. Start by writing down your thoughts so you can examine them. Take an hour and write down everything that comes into your head, without filtering it. Then, after the hour is up, take a look at what you’ve written down. Is it mostly positive or mostly negative? Full of doubt or full of faith? Look at the pattern because you’ll either need to break it or encourage it, depending on whether or not it’s building you up toward what’s good.

 

When you discipline your thoughts and where you allow them to go, you begin to move in the direction of your dreams. This discipline is crucial because it is the foundation for your future, and when you have a firm foundation, even if you fall, you get back up that much quicker. Build a firm foundation by surrounding yourself with positive people and positive things. Fill your mind with positive music and messages, positive words and images. Avoid putting destructive or hurtful junk into your brain, because what you put in you’ll inevitably get out.

Strength and courage,
Wade

Money Setting Goals & Best Practices for Agents

Wade Webb on April 21, 2021

money setting goals agentsWhen I began my real estate career at only 21 years of age my father and partner at the time was an amazing mentor to me on money management early in my career. Those lessons I learned were so valuable for me and still guide me 29 years later. What are your money saving practices? What are you financial goals for 2021?  “I want to save more money this year.” “I want to become debt-free.” “I want to start saving for retirement.” These are all worthy goals, but that doesn’t mean they’re effective. Perhaps, like countless other people, you set goals like these year after year, but you make little or no progress. Strive to make 2021 the year you finally achieve your financial goals by keeping these do’s and don’ts in mind.

DO rely on systems, DON’T rely on willpower. – Many of us rely on willpower to bridge the gap between the goals we set and the things we want to accomplish. But this isn’t always effective. Instead of relying on your willpower alone, set up systems to help you actually achieve your financial goals. Instead of just “trying harder” to stay on top of your bill payments and set money aside for savings, for example, set up automatic bill pay and weekly automatic transfers from your checking account to your savings account. Systems like these help ensure your financially responsible intentions don’t become an afterthought.

DO focus on habits, DON’T focus on outcomes. – Refocusing your money goals on specific daily, weekly and monthly habits—rather than distant, vague outcomes—could help you follow through. For example, instead of setting a goal to save up for a family vacation this year, turn your focus to the habit that will help make it happen, like transferring $50 to a dedicated vacation savings account at the start of each week. Clearly defined habits are essential in helping us make real progress.

DO stay flexible, DON’T be rigid. – Another common pitfall is failing to update our goals as we experience changes to our circumstances throughout the year. Goals are dynamic, and therefore our approach to them must be flexible. It’s perfectly fine if some of your past goals are no longer relevant. And it’s normal for new goals to take precedence over previous priorities. But as that happens, it’s important to update your financial systems to reflect those changes. Schedule time on your calendar once a month to review your financial goals.

DO stay committed, DON’T try to be perfect. – Rather than giving up for failing to be perfect when you make money mistakes, give yourself credit for staying committed in spite of your missteps and the challenges you face. You don’t have to be perfect to achieve your money goals, but you do need to remain committed to the process. Recognizing the positive progress you have made can help you do just that.

Here are a few of my recommended reads for those looking to learn more with their money habits:

Richest Man In Babylon – George Clason

Rich Dad Poor Dad – Robert Kiyosaki

Total Money Makeover – Dave Ramsey

The Millionaire Next Door – Thomas Stanley

Strength and courage,
Wade

First Quarter Progress Reporting Time For Agents

Wade Webb on April 7, 2021

realtor first quarter reporting 2021Wow! Welcome to Q2. Three months of the new year have already flown by……And the next nine aren’t likely to slow down. So my question for you is… How are you doing? Have you achieved 25 percent of your 2021 goals yet? Are you on track? Or do you need to reevaluate your behaviors to catch up? Let’s examine these questions as a “progress report” and make sure you do what’s needed to achieve everything you set out to in 2021.

Appointments are the Lifeblood of Real Estate Success. Every real estate agent should know – and live by – this progression: Calls > Conversations > Appointments > Clients > Closings. Your 2021 business plan should have included how many of each of these you need to achieve your year-end goal. You also need to be tracking all these numbers on a daily basis. So get out your business plan, multiply your year-end target number by 0.25 and see where you’re at with your:

  • Calls made
  • Conversations
  • Appointments booked
  • Appointments won (turned the prospect into a client)
  • Closings (break it down to sellers/buyers)
  • Whether you like it or not, this business is all about prospecting and following up.

If you’re behind pace, follow the 5-5-4 plan every day. Make your calls until you’ve achieved:

  • 5 conversations with people from your database
  • 5 conversations with new people you’ve never talked to before
  • 4 follow-up conversations

Here’s the thing: This stuff won’t happen if you just “hope” to get around to it. You’ve got to make it a priority. Schedule your prospecting block in your calendar and honor that time as sacred.

Now Let’s Talk Lead Generation. While we’re in the “review” mode, now it’s time to examine your lead generation efforts. Analyze each of your individual lead pillars to determine what’s working, what’s not, and what you can or should do about them.

  • Are any methods excelling so much that you should double down on them?
  • Can you identify pillars that are significantly underperforming or aren’t producing at all?
  • What new lead pillars might you consider adding to your mix?
  • How about social media: Are you sticking to a consistent posting schedule?
  • Are you generating engagement with your posts? If not, how are you going to shake things up to drive engagement?

Finally, Examine Your Bottom Line. Your business plan should include line items such as total number of closed transactions, your GCI, expenses and your expected profits. Are you 25 percent of the way toward these goals? If you’re falling short of your GCI goal and feel like you’re already maxed out on time, you may be in the “stuck” category I wrote about a few weeks ago. If that’s the case, it’s time to invest in yourself by hiring help or outsourcing some of the admin work that’s keeping you “busy” but not “productive.” Are your expenses higher than you expected? How about transaction volume – are you above or below your target? Bottom line… are you on course to reach your profit goal for 2021, or do you need to rethink your behaviors?

What Do You Need to Succeed? In closing, I hope you found this helpful. If this was difficult for you, I’d encourage you to stop sticking your head in the sand and start confronting whatever is preventing you from achieving your goals. Tracking and measuring your numbers is what will keep you on pace for greatness, so make it a habit or find someone who will hold you accountable. Go get it in Q2 – with so much existing activity on top of the regular Spring market, it’s probably going to be crazy! Now is the time to put your head down and make things happen.

Strength and courage,
Wade

The Magic Words Of Influence & Impact for Realtors©

Wade Webb on March 24, 2021

words influence power realtorsOne of my personal favorite books of all time is Phil M Jones’s book “Exactly What To Say” and he shares some of the most powerful words for agents to know and understand in their sales careers and this week we want to share some of these fantastic insights and phrases with all our readers and a shout out to Phil Jones and his book as well. The forgotten art of spoken communication and the power of choosing the right words at the right time and how to say them will mean you getting chosen between others in the industry. The agents that continue to get the business is purely based on their ability with their word choices. These magic words speak directly to the humans subconscious brain and the part of the brain that makes yes or no decisions and avoids the maybes.

 

1. I’m not sure this is for you, but ……

The customer hears I’m not sure this is for you and gets a sense that there’s no pressure and also increases their intrigue what it is that may not be for them and fires an internal decision needs to be made.

The real magic is in the 3 letter word BUT and should be avoided in all conversations. This magic word negates anything prior to it and is forgotten by the other persons. So when using these set of words be certain to speak in rejection free manner.

I am not sure this is for you but do you happen to know someone that would be?!
I am not sure this is for you but this property could generate a positive monthly cash flow of $450  (share the benefits to them)
I am not sure this is for you but this property will most likely not last long on the market.

Two things will happen… they will lean in and ask for more details or the will say they will give it some thoughts. Rejection to you averted! No negation on words that you spoke by them!

 

2. Open Minded. How Open Minded Are You…..

If you ask a large number of people if they are open minded I am sure they would say yes. The reason is nobody wants to seem themselves as closed minded.

When introducing a brand new idea to someone open with How Open Minded Are You and then follow up that with the scenario you want them to opt into. Odds increase from 50/50 to more like 90/10

Natural attracts people to the ideas you want them to buy into.

-How open minded would you be
Giving this a chance?

-Increasing your living space and having more room for the family?
Seeing if we could work together?

This set of words makes someone feel obligated to explore the opportunity or uncomfortable rejecting you. It seems like you are giving them a choice but your actually heavily weighting the one option to them. Everybody wants to be open minded.

 

3. What Do You Know About…

How often do we find ourselves speaking with someone that leads to a debate of someone that knows more than us. To be a person of influence we need to be able to move someone’s position of certainty to one of doubt. Don’t do this by challenging them…. not creating an argument or walk away. Just question their knowledge and allow them to save face.

What do you know about the Sales per square foot in the building?! Share what you know after you question their knowledge. Arguments always end with losers regardless who the loser is. Don’t go there.

 

4. How would you feel if ….

Motivation – a reason to move or a reason to do. Avoidance of pain or loss or to the move to pleasure or gain. People will work far harder to avoid pain or loss

People base decisions on emotion and logic. Decisions are made on emotion first therefore make their decision feel right first so it makes sense to them and then they will take action.

If the reason is big enough then you can get anyone to do anything. Create a truth for them worth changing for.

How would you feel if…. helping them travelling into the future and get them excited. Greater the contrast the greater the response.

How would you feel if….

you had that $2,200 suite income helping with paying down your personal debt?

You were able you have the space to care for your struggling mother in your home?

 

5. Just Imagine…

Every decision that a human makes is made at least twice. First in your mind hypothetically then second in reality.

If you can’t see yourself doing something then it doesn’t get done. Being able to place pictures in peoples minds will all then to see them doing something first and then act on it. TELL STORIES!

When you hear the words Just Imagine….. sets the stage for them to picture and drive them to act

Just imagine how things will be in six months time when you are moved in here. The smiles on your mothers face.

 

6. When Would Be A Good Time?

Overcome the biggest challenge someone telling us they just don’t have the time……

These set of words also preps someone the preface that their will be a good time for them in the future now. That no is not an option and it is just confirming that point in time.

When would be a good time to take proper look at this?
When would be a good time to get this started?
When would be a good time to speak next?

 

7. I Am Guessing That You Haven’t Got Around To?

Perfect set of words for following up with people. When following up allow the other person to save face and prevent them from using any excuses they might have which these words already elude to and take it away from them. Prefacing the question

I am guessing you haven’t got around to speaking with your partner about listing your home?
I am guessing you haven’t got around to looking at the documents yet?
I am guessing your haven’t made a decision on this yet? Opens you up to the negotiation again.

By pushing them to the negative scenario your get them to rush to the positive scenario quickly or tell you how they are going to fix the thing they said they haven’t got around to yet.

 

8. Simple Swaps (swap what you say and how you say it)

Simple psychological technique turning an open question into a closed question. Swap the outcome out of your control to into your control.

Do you have any questions? versus

What questions do you have for me?

The biggest mistake where we suggest that they should have questions for us and making them feel stupid they don’t so to save face they ask for more time to think about it and move you away from the decision.

Easy for them to respond I don’t have any questions and avoid the dreaded response I need to think about it.

When we want to get a little more information from someone.

Can I have your phone number?

Stop using “can I have your?” Feels like an invasion of privacy and creates an awkward permission base response. Versus

“what’s the best number I can reach you at?” “What’s the best address I can send this to?”

Makes a huge difference.

 

9. The Way I See It you Have Three Options…

When someone wants to feel like they have the final decision and not be manipulated. Make it easy for them to pick and keep them empowered.

You are not sure what to do…. as I see it you have three options.

1.
2.
3.

of those three options what’s going to be easier for you?!

The only option is the easy one which is the one that you wanted them to choose.

 

10. Two Types Of People

Be decision catalysts and professional mind maker upper. The final moment to decide and take action is the hardest task. Help people to choose by removing options and making the decision easy. Make statement that gives them a choice. There are two types of people in this world….. Instantly wonder which one they’re are…… options are stacked in favor of what you want them to choose. Those who learn and do nothing and those that learn change and take action.

I trust you found these magic words as helpful and insightful as I did. Check out his book and learn the 14 more magical words he shares and then really take the time to internalize these words and see the impact on your business. Let me know which one’s you like the best. Would love to hear from you all!

 

Strength and courage,
Wade

Realtor© Secrets To Not Burning Out & Hitting The Wall

Wade Webb on February 3, 2021

realtor hit wall burn out2020 was an unprecedented year that challenged us all to be resourceful and work harder and smarter than we ever have before and some of you might be experiencing the dreaded “B word” – burnout and hit a wall? Or others have been so focused on keeping their real estate business afloat that they’ve ignored everything else – and are starting to pay the price. That’s why I thought it was a good time for a reminder that being successful means more than your income goals. It’s about the total picture, and your health plays a huge part in that. I for one can share that 2020 hit me with some covid cushion that I really don’t need. I am a huge believer that energy management is far more important than time management and without energy and vitality you cannot navigate any stormy sea like we had in 2020. Let me share with you some ideas on health and vitality so you can avoid burnout and kick start your 2021 full of the energy you need.

Health & Happiness Tip 1: Schedule Some “Phone Free” Time Off. There’s certainly the “grit” and “hustle” side of this business some people are attracted to. Some agents seem to relish it… touting how they’re available 24/7/365. I’d contend that’s not healthy (nor all that desirable), and you can’t keep it up forever. Sure… go hard while you’re working and give it all you’ve got. But make sure to take some breaks, too. One of the hardest things for any real estate professional to do is to turn off their phone, but it’s essential to your long-term success. The key is to plan some time off so you can inform the people you’re working with and delegate tasks that might need to be handled while you’re “off.” Reasonable clients will understand if your outgoing VM message explains that you’re taking a personal day and have a contingency plan in place for them. Will you do this? Can you put down your phone for a day? Let me know in the comments below.

Health & Happiness Tip 2: Get Outta Town. A change in scenery can be extremely rejuvenating. And it doesn’t have to be a big vacation. If you work in a city, you might need a quick escape to get out in the country, or to the ocean or a lake. Maybe a day in the local mountains, if you’ve got that opportunity. Breathe some fresh air and let nature’s healing effect revitalize you.

Health & Happiness Tip 3: Schedule Mini Breaks Through 2021. Like I said above, working 24/7/365 is not a prescription for good health. But if you’re not careful, this industry will force you into a hectic schedule where you’re always flying by the seat of your pants. Work expands to fill the time we allow for its completion, so the key is to set boundaries for yourself. Schedule a half day off on your calendar and then honor that. Or maybe it’s just a couple hours. The key is to build those “breaks” into your calendar ahead of time, because if you wait until you’re all caught up and it finally feels like you can take a break, well… you know. It’ll never happen. So put some “mini breaks” in your calendar today!

Health & Happiness Tip 4: Commit to a More Disciplined Health Routine. Are you working out? Are you eating healthy? Are you even thinking of these things, or do they take a back seat because you’re “too busy” to deal with them? Good health doesn’t happen without planning, effort, and discipline. I know you’re busy. I know it’s hard to fit workouts and healthy meal prep into your crazy schedule. But those things are essential to your long-term wellbeing. Make the commitment. If you’re struggling with this and just can’t seem to figure it out ask someone to be your accountability partner.

Health & Happiness Tip 5: Get More Rest. I know, I know… you’re probably laughing at the idea of getting more sleep because you’re burning the candle at both ends and can still barely keep up. But that approach can only take you so far. Without eight hours of sleep per night, you’re eventually going to start breaking down. So maybe it takes more steps than just going to bed earlier… maybe it’s time to hire an assistant and delegate some tasks… because your future health depends on it! Or maybe it’s time to introduce more systems and automation to your business, so you’re not hand-crafting every last element of a transaction when you don’t need to be. Whatever the case, make a point of getting the sleep you need – or know that you’ll pay for it later.

Health & Happiness Tip 6: Avoid the Energy-Sucking Vampires. Putting yourself in a toxic environment isn’t healthy. You know this. But it’s difficult sometimes. We all have those things or people in our lives that seem to inject constant negativity. I believe it’s up to you to protect your energy and not subject yourself to the energy-sucking vampires. Minimize your time in these environments as much as possible, and you’ll not only be happier, but more productive, too. Brian Tracy once said “Change your income by just changing your friends.”

Health & Happiness Tip 7: Be Intentional. What are you watching? What are you reading? What are you listening to? What is going in and what are you focusing on the majority of the time? I don’t know who said this but “Garbage in you get garbage out. Good stuff in you get good stuff out.” Watch, read, listen to the good content and be intentional about it at least 15 minutes a day and best time of the day is right at the beginning to set the day off right! I found that my ability to cope with the 2020 pandemic is purely based on this practice and know it will do the same for you in 2021!!

So excited and grateful to put 2020 behind and move to a healthy and happy 2021 and for us all to have the lives that we desire to live. Feel free to reach out to me about the strategies that you find have an amazing impact on your health and happiness in 2021.

 

Strength and courage,
Wade

Sharing A Covid Miracle For Small Business

Wade Webb on January 13, 2021

Dave Portnoy For so many years now I have shared what I feel is such an untapped market for real estate agents, the small business owners and service providers in our communities. Almost every agent focuses the majority of their time on P2P ( person to person ) marketing and never seem to tap into the B2B ( business to business ) marketing and build relationships and become their communities real estate professional of choice. Since the pandemic hit the world the need for supporting and serving the small business owner and service provider has gone to a new level. Think about it real estate agents are independent business owners and could do what we can to help them survive and develop relationships that may lead to business in the future and gain new relationship share and save the business community in our trading areas. I am not saying it is about personal gain, I am talking about stepping up and helping fellow business owners in need and let the universal principle of reciprocity take care of the rest. For more than a year now I have been watching social media celebrity and founder of Barstool Sports, Dave Portnoy. This wild and crazy, outspoken guy does the most hilarious pizza review, sports talk show and political rants that you will ever listen too. I am not sharing this with you to get agents to start watching Dave and his offside content but to share a story that just hit home with me over the holidays and feel it needs to be told.

Dave Portnoy managed to build an empire worth 120 million over the last few years with his social media influences and has been calling out the government and their lack of ability to support the business community all over the N. America. On December 20, 2020 one of Portnoy’s good friends calls him out and says to him “Why doesn’t he put his money where his mouth is?” In true Portnoy competitive fashion he does exactly that and creates a legitimate charitable fund called Barstool Sports Fund with $500,000 of his own money. The fund will assist business owners across the nation. All the business owner needs to do is prove their were a viable business prior to Covid, must still be paying all their employees and why they need the money for assistance and email, video or send a letter to Portnoy to be considered for the assistance. Now the best part of the story is in only three weeks this fund has grown to more than 20 million dollars and climbing from more than 140,000 donors and has already provided more than a 100 businesses with the funds they need to make it in 2021!! Watching the Barstool Sports Facebook page video posts, being updated every day by the way, when Portnoy facetimes the business owners and lets them know they will be receiving the funding is something so inspiring it can’t help but warm your heart and restore your faith in humanity.

I don’t share this story to ask you to dig into your own pockets and start a fund like Portnoy has. I wanted to give you all hope and encouragement to start 2021 and hope that you will find some way to make a difference in your business communities and grow your relationship share in your business in an untouched market for real estate agents and give yourself the greatest gift of making a difference in others lives when they are in the greatest need of their lives.

 

Strength and courage,
Wade

What’s Your Money Mindset?

Wade Webb on November 11, 2020

realtor money mindset“Identity is this incredible invisible force that controls your whole life. It’s invisible, like gravity is invisible, but it controls your whole life.” —Tony Robbins

One of the most powerful forces over us is our identity. Identify as someone who is fit and healthy? You’ll prove it by working out daily. Believe that you’re great at math? Then you ace those tests. And when you identify as someone who is “just not good with money,” you will prove that to yourself over and again by quitting a good job, spending recklessly or losing your wallet every few months. Humans are incapable of acting out of line with our identity and our subconscious works tirelessly to make us consistent—for better or worse. If you want to get rich, then, the solution is to change your identity. And THAT starts with changing your thinking.

 

Here are some questions you can ask that will do the trick.

1. What negative beliefs do you have about money? Dig deep for your own greatest hits. What do you believe about money that’s preventing you from having it? Do you have a rich uncle with horrifying political views and think all wealthy people must be like that? Money is only a tool, and wealth is not correlated to a person’s character or political views. How can you discover your beliefs about money? Pay close attention to the language you use. “I can’t afford it” is a mantra that shuts off your brain. Yes, you can afford it in some future state—you just need to get creative. A healthier replacement belief might be, “How can I afford it?”

2. Why do you deserve money? The most common block about making money is the feeling that we don’t deserve it. We tell ourselves in myriad ways that we’re not smart, kind, attractive, capable, experienced or fill-in-the-blank enough. Challenge that thinking. Make a list right now (yes, right now!) of all the reasons you deserve money. You might write down, like I did, that I deserve money because I’m a kind, ethical man with an abundance of integrity and that the money will be put to use for humanity’s good. Maybe you deserve it because you work especially hard, or take care of a sick loved one, are incredibly intelligent and capable, because you’ve paid your dues—or, because everyone deserves wealth and abundance, including you.

3. Who could I become with money? I’ve had the pleasure of experiencing that formative life lesson that is being broke. I’m grateful for the lessons it taught me, but I’d never want to go back there. As a broke person I was always stressed, which erased my sense of humor. I stopped seeing friends. I stopped buying new clothes and having a beer on a patio in the summer, which made me happy. I lost my self-confidence and self-esteem, and because of that, couldn’t possibly do great work. Learning how to create and grow wealth changed all of that and helped me become a more vibrant, generous, less uptight person—my real self. I like myself much more as a prosperous person. Who would you become without the guillotine of poverty hanging over your head?

4. Who could I help with money? A sole focus on yourself is a good recipe for ending up alone and miserable. The secret to a happy life is to constantly be contributing. We all want to be useful and that happens because of what we give, not what we get. If you had all the money you want now, who could you help? Could you pay off your parents’ mortgage? Send your daughter to the best school in the world? Be less stressed and a better partner at home? Give to charity? Find a reason outside of yourself for creating wealth, and the dollars will flow.

5. What has money already given you? There’s a psychological effect called “disqualifying the positive,” and it happens when we ignore good experiences and focus only on the bad. People do this often with money: We forget how much that money already does and has done for us and see only what’s lacking. We can combat this by literally counting our blessings. On a piece of paper, write down the amazing things you have or had in your life because of money—your home, car, education, lifesaving surgery or medication, vacations, toys, food, or gym membership. Thanks, money! When we remind ourselves of what money is capable of giving us, we appreciate it. And when money feels appreciated? Well it comes to visit more often. There Is Plenty to Go Around “The truth is that there’s more than enough good to go around.” —Michael Beckwith

There’s one specific money belief that’s probably more important than all the others, and it’s the complete opposite of what most people believe: There is plenty of wealth to go around. No, we’re not talking about printing money, we’re still on the subject of beliefs. If you think that wealth creation is a zero-sum game, i.e. that someone has to lose for you to gain, then you will always struggle with money. That’s the scarcity mindset. The truth is, wealth can be created out of nothing—just put an industrious pioneer in the middle of a forest and you’ll see. The economy grows not because of clever tricks by central banks, but because real people are creating real value for other people through a product or service. The pie is constantly growing, and when one person gets a slice, they don’t deprive someone else of theirs. Adopt this belief with full faith, and you’ll stop competing for wealth and start creating it.

 

Strength and courage,
Wade