So What Are The Fab Five in Real Estate?

kelowna on August 16, 2017

top 5 real estate activitiesI am a huge believer of tracking and measuring everything we do in real estate so we can tell what is working, what is not working and what we are doing well and more importantly what we frankly should just do more of. The second half of the year is about doing more of what works and if you do more of that you obviously like your chances of finishing the year strong. I coach, train and speak to hundreds of agents a year and this is the top five activities that work with all the most successful agents I work with.

Fab 5 Activities in Real Estate

1) Database – All the most successful agents have at least 28 to 36 organized, planned and systemized activities a year that add value to their past and existing clients. They personally mail them, e mail them e reports, provide complimentary annual reviews of their real estate holdings, host client party events, hand written personal notes, birthday and “houseaversary cards, pop by gifts like ketchup, relish and mustard packs with a tag that says “Thought I would catch up and let you know I relish your real estate referrals and not all agents cut the mustard.” and more. They have a blend and balance of top of mind and give to get activities that continue to propel their repeat and referral business year after year!

2) Open House – There are literally very few activities an agent can do where the clients actually come to them and the agent doesn’t need to go find the client. Agents get to use their strengths as they get to meet the client face to face and engage their audience and the clients determine whether the agent is likeable and someone they can trust. Think about it open house is the rare place agents can use the interpersonal skills to get a client to engage and connect and feel they want to do business with them and why it is always in our fabulous five activity list year after year.

3) Door Knocking – 86% of communication is non-verbal meaning that eye contact, voice inflection, voice tone and body language make up a large portion of non-verbal communication which we are able to utilize going door to door and meeting face to face with the clients. Now don’t get me wrong I am not telling you to go bang on doors and ask everyone “Hi you want to sell your house?” the cold call approach is dead and gone, I am afraid. What I am telling you to do and I know for a fact works very well is warm call approaches using a Bona Fide buyer, New listing, Recent sale or invitation to your open house approaches. Think about it, what person wouldn’t want to help you find something for a buyer, hear about the latest asking or sale price on their street or be asked to snoop at the neighbors upcoming open house?

4) Geographic Farm – Almost every top agent stands out from the crowd and the way they stand out is being an expert or have a niche at something. Every agent is good at every type of real estate and very few make themselves experts, niched and stand out from the crowd! Being an expert at an area, neighborhood, property type or even a certain demographic will get you further and more recognized as an expert than just being like all the other agents. Top producers strategically pick, work and add value to their geographic farm and within 8-12 months it pays back in spades and if done correctly it always hits the top producers activity success list year after year.

5) Online Leads – This is not the silver bullet but something for a new agent to kick start their career, a veteran to top up their business and keep a bit more consistent and something a top producer uses to feed leads to their associates and increase their volume and leverage. Before anyone even turns this type of activity on I always make them buy, read and study Chris Smith’s book “The Conversion Code” it’s easy to buy and turn the lead machines on but converting the leads is where the money is at! Start at chapter 8 and learn the art of conversion before embarking on the online lead machine.

So there you have it, the top five activities that are consistently showing up as the most successful dollar producing activities of hundreds and thousands of agents I have had the pleasure of working with. Track, measure and see what your top five are and spend the second half of 2017 doing more of what it is your doing right and is making you money. Finish the year strong and don’t reinvent the wheel and take you and your business off course!

Strength and courage,
Wade

Please share this post using the buttons below…

Door Knocking Strategies For Real Estate 2014

kelowna on August 27, 2014

Generate Leads and Build Your Real Estate Database with These Door Knocking Tips

Door Knocking Strategies For Real EstateDoor knocking can be a very good activity for lead generation for real estate agents that are really committed.

Many of my coaching clients are having tremendous success with face to face and door to door contact with potential buyer and sellers.

So many of us if asked would say “I am at my best when face to face with people” so door knocking is a natural for us all.

For new Realtors this is a fantastic way to build your database and sphere of influence and for experienced agents this is a great way to top up the funnel of leads and introduce new people to your business each year.

Door knocking is all about one thing “showing up” and being consistent with your schedule and blocking regular time for it. 20 minutes a month and 5 doors with nobody home does not make a career in real estate.

Top Real Estate Tips and Strategies for Door Knocking in 2014

  • Door knock at least one hour a time – Commit to being out for a minimum of one hour and make a goal of knocking on a minimum of 25 doors before you are finished for the day. I remember over 20 years ago the company I worked for made us do what they called “Tell 20” which was knocking on 20 doors minimum and telling the neighbors about your new listing or your recent sale. It always led to some kind of business for me.
  • Set appointments with potential leads for another time – Maintain your focus and commit to getting through the one hour and 25 doors. Don’t just stop and lose all momentum and try to take care of the prospect immediately. Let them know you would love to meet and ask if tomorrow at 2pm is good or the next day at 7pm is better for you? Keep it moving!
  • Don’t get discouraged – Know the numbers… the odds are estimated at an appointment for every 50 doors you knock on. That is doors you knocked on and people that you spoke with… not 50 doors where 27 of them didn’t answer or were not home!
  • Add value to them – WIIFM? When you are knocking on a door and possibly invading someone’s personal domain or space you better add value and not take away from their space and time when door knocking. So how do we add value? We add value by coming with valuable data, information that the prospect would love to hear about and would see value in knowing about.
  • Value Add #1 – Recent listing on the street or in the neighborhood. Who wouldn’t want to know the latest asking price on the street or in their neighborhood? Nothing better than to introduce yourself and let them know that you or your company just recently listed a home and what it looks like. I know I would be curious! “Hi Mr. and Mrs. Seller my name is Wade Webb from Agentsboost realty and I am in the area to let people know about a new listing we just took on your street. Nobody knows the neighborhood better than you do and you may know a friend or family member that might be interested. It is a 2 storey, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000. Here are some details on the home and if you think of someone just call me with their name and number and I would be happy to follow up and give them excellent service.”
  • Value Add #2 – Recent sale on the street or in the neighborhood. Who wouldn’t want to know the latest sale price on the street or in their neighborhood? Nothing better than to introduce yourself and let them know that you or your company just recently sold a home, what it looks like, what it offered and how much it sold for. I know I would be curious! “Hi Mr. and Mrs. Seller my name is Wade Webb from Agentsboost realty and I am in the area to let people know about the recent sale on your street. From our marketing efforts we have buyers that missed out on this home and are still interested in your neighborhood so we are asking if you had considered selling now or in the near future? The home was a 2 storey, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000 and sold for $587,000. Here are some details on the home and if you think of someone interested in selling to one of these buyers just call me with their name and number and I would be happy to follow up and give them excellent service.”
  • Value Add #3 – Bona Fide Buyer in the area or neighborhood. You are in the area to find someone who may want to sell a home that would work for your ready, willing and able buyer. You let them know a little about your buyer so they know that you are not just making it up. You promised them you would go out and find a home for them because nothing on the market currently works for them and you would love the residents in the area to help you find the right home for your buyer. Who wouldn’t mind helping you help those buyers. I know I would! “Hi Mr. and Mrs. Seller my name is Wade Webb from Agentsboost Realty and I am in the area to ask for your help. I am currently working with a buyer and nothing currently listed on the market in your area fits their needs. I have made a promise to them that I would walk the area and find a home that would fit their needs for them to buy. Bob and Betty Buyer have 2 young children and are relocating from another area and have fallen in love with the area and heard many great things about the school. I was wondering if you were considering selling or knew of someone in your neighborhood considering selling now or in the near future and maybe help this young family find their new home? Here are some details of what they are looking for and if you consider selling yourself or think of someone interested in selling just call me with their name and number and I would be happy to follow up and give them excellent service.”
  • Value Add #4- Invite for a neighborhood VIP open house you are hosting the coming up weekend. You are inviting the neighbors who know their area best to come and preview your open house in case they have a friend, family member of co-worker that may want to move into their neighborhood and consider your open house listing and an opportunity to pick their new neighbors. I know I may come by and look or let someone I know, know about the listing! “Hi Mr. and Mrs. Seller my name is Wade Webb from Agentsboost realty and I am in the area to let people know about a new listing we just took on your street and invite you to a neighborhood VIP viewing of this home coming up this Sunday from 1-2pm. Nobody knows the neighborhood better than you do and you may know a friend or family member that might be interested and would love them to join you. It is a 2 storey, 4 bed, 3 bath, 3,600 square foot home with a double garage and the asking price is $595,000. Here are some details on the home and if you think of someone just call me with their name and number and I would be happy to follow up and give them excellent service. I hope to see you at the VIP neighborhood viewing this Sunday from 1-2 p.m.”
  • Value Add #5 – Offer to subscribe them to your VIP Direct Buyer program that provides them with lists and email alerts of distress sale properties, foreclosures, fixer uppers, estate sales, short sales, sleeve and pocket listings that are for sale but not currently on the MLS system. Properties that are potentially hot buys in today’s market. Would that be of interest to you?
  • Always provide value – The key is providing the value when door knocking but then make sure you collect the GOLD which is adding the prospect to your database and collecting their name, address, email and phone number and get permission to establish a relationship with them for real estate services in the future. The best way to do this is my mentor and friend Joe Neigo’s mayor campaign script. “Out of curiosity if you had a friend or family member buying or selling who do you refer or recommend your real estate business to? The reason I ask is I would like to be that person. From time to time I provide my clients with valuable information like market statistics, best buys, just listed and just sold’s, articles on home improvement ideas and more. Would that information be of interest to you? What would the best place I could send that to? In case I needed to get a hold of you about a hot deal or tip what would be the best number I could reach you at?” Such a great way to collect and add an addition to your database without being unprofessional or pushy.
  • Give a gift – The last tip is to leave anyone that subscribes to your database a thank-you gift like a pen, grocery list pad or N.A.R. says a magnet with some valuable content or information as being one of the more engaging or appreciated items to leave behind with prospects when door knocking. It is nice to show your appreciation and give them something for their valuable time.

Gone are the days of calling over the phone and knocking on the door and asking prospects “Hi you wanna sell your house?” Yes I know a blind squirrel finds a nut once in a while but things need to change and our focus needs to be clear.

The goal is to build and add to your database and collect the contact information but it is also to add value to the residents in the area and provide information that is beneficial and helpful to them and leave them feeling that they were even glad that you stopped by.

I hope that your door knocking strategies improve and that you start building and freshening up that real estate database and even finding some buyers, sellers and generating some listings and sales from your face to face door knocking strategies in the last quarter of 2014 and finish the year strong!

Strength and Courage!

Wade

Please pass on these door knocking tips using the social buttons below…