grow your real estate business Archives - Page 4 of 10

REALTORS© It’s Time To Finish 2020 Strong….

Wade Webb on September 2, 2020

I don’t know about you but the first few months of Covid19 seemed to just slowly drag on for me and then my summer seemed to just fly by and I cannot believe it is September 2020 already. We are beginning the last quarter of the year and for real estate sales professionals there are only two outcomes for us all. Will you finish in the red, or finish in the black? Will you finish strong or will you miss your targets and goals? Winning near the end of a game, final quarter or the year is a trait of all the best sales people I’ve ever met. Closing out strong is primarily the effect of a consistent quarter, there are still a handful of things you can do to strike off checkboxes in the win column to finish Q4 and your 2020 strong.

1. Be Active – There’s no substitute for being pleasantly persistent and respectfully blunt. Get out there and be straightforward. Taking action and getting after it is a choice and work on the high quality leads and not the low quality leads. Ask yourself “If you were me, would you forecast this listing or buyer prospect to buy or sell this month or in the next 90 days?” Remember, the shortest distance between two points is a straight line. Being direct will help you get real with your buying and selling customers and align yourself with the true sales cycle. It might also enable you to pull out a quick win.

2. Be Relational – For more than two decades now I have heard from thousands of top producing agents and almost 60% of their business comes from repeat and referral business. Focusing first on the people we already know, like and trust is working effectively and efficiently in this business. If you don’t have enough people that know, like and trust you then get out there and “S.T.P. – See The People” If you have a list of relationships in place that have not “felt the love” then get out there and see them and find ways to add value to them. Give them a call, email, text, handwritten note, small gift or even a coffee and just watch and see what happens with your last quarter.

3. Be Face to Face – Sales is a contact sport and we need to be belly to belly. Anyone of us making a large buying decision needs to know the person we deal with is someone we like and can trust. The only way we can sense if we like or trust someone is meeting them in person. Commit to the final quarter on sales activities that are primarily face to face and belly to belly activities like Open house, door to door, kiosk, networking, office duty, coffee, lunch, pop by, volunteer, client appreciation event or convention. This is a relationships business so get out there to create and deepen those relationships.

4. Stack-Rank Your Leads – We will never be able to manufacture more time, but we can manufacture more focus. I recommend looking at your pipeline and grading each opportunity on a scale of 1-4 with 4 being “highly closeable by the end of the quarter.” Then, focus your closing efforts on the 3’s and 4’s ONLY. You don’t have time to waste. If you don’t have enough 3 and 4 prospects in the funnel then take action and increase your marketing plan and daily prospecting, lead generation with planned marketing, activities that bring the level 3 and 4 prospects into your pipeline to finish Q3 strong.

5. Purge Your People – Almost every sales pro has them. They’re those big opportunities in the pipeline you’ve been working for months. The one deal that constantly disrupts your focus or the need to take action. The buyer or seller who is the time and energy vampire but you let them suck the life out of you because you don’t have anyone else to work with. Every time you think about punting them, you get a glimmer of hope from them. It’s time……Remove them!! They don’t deserve to be on your radar right now. Coming clean with yourself will open new vistas and invigorate you to add more productive opportunities to your pipeline.

6. Start Planning for 2021 – How much revenue do you plan to book in Q1 2021? Exactly how many new deals do you need to earn that amount? Knowing exactly what you plan to earn acts like a magnet to attract business your way. Having this exact number also allows you to project your required activities into month one of the new quarter. If you’re accurately measuring your deal metrics, you’ll be able to predict with some certainty how many calls, emails, appointments, presentations or opportunities you’ll need to make it rain. Ask for a review by management. Knowing your numbers is one thing, but to positively affect the business, it’s equally vital to understand your “why”, purpose and goals and have someone hold you accountable to them.

Bonus Tips: What NOT to Do in the last Quarter Of 2020

1. Don’t Work With Any Clients Just to Make your Numbers – Any client outside of your ideal customer profile will complicate servicing, produce a higher likelihood of churn or failure, and ultimately cost you more time and resources than it will be worth. Instead, focus on filling the pipeline with high quality leads for next quarter. It’s never too early to start filling the funnel.

2. Never Give Away More Than You Should – It’s just not worth it. You only have one reputation for your brand and offering, treat it respectfully. Concessions can quickly become a crutch that hides other issues. Sell on value, not on price. Don’t cut your commissions, offer cash backs or any other silly incentives just to get something before the year is done.

The key to closing out your quarter strong is to keep up the momentum that got you to where you are now. If you’re struggling to meet your numbers, it’s a time to embrace new sales insights and start building effective rhythm. Take the last minute shots on goal listed above, but remember to always be thinking about the bigger picture: Your reputation is the product of your past actions. Sales that allow you to produce predictable revenue are the future. Finish the last quarter and your year strong. I dare you!!

Strength and courage,
Wade

Handle The Seller Listing Objections In A Low Inventory Market

Wade Webb on August 26, 2020

This week we have one specific objective in mind: Overcoming THIS objection: “If it’s such a seller’s market and there is no inventory, where would we go?” You know you can help people find the perfect home for them, but there are a lot of homeowners who fear if they sell their home, they’ll have nowhere to turn to. So let’s overcome their fears and get them “un-frozen” to generate more listings!

Here are Four Ways to Overcome the No. 1 Listing Objection. The biggest idea you want to convey to a homeowner is that ultimately, they are in control.

No. 1: Tell them they can extend the closing to meet their needs. Lots of people don’t realize they don’t have to stick to a “one size fits all” contract. They can put whatever terms in it they choose.

Make sure homeowners are aware they can stipulate the closing doesn’t happen until a date that’s suitable for them.

No. 2: Sell now, rent back. Many buyers are happy to get any offer accepted right now, so they’re making concessions on their move-in date. We’ve talked to lots of agents who say it’s not uncommon to include a 45-day “rent back” clause into a sales contract to ensure the homeowner has plenty of time to find and close on their new property.

No. 3: Make the sale contingent on finding a new home. If homeowners are still uneasy, take it a step further and make the sale contingent upon them finding their new home. Keep reiterating they are in charge here!

No. 4: The ultimate control: Saying ‘no’ is always an option. Remind the homeowner if things don’t work out to their satisfaction, they can always turn down any offers they get. Meanwhile, you’ll be doing your work to find them the perfect new home to ensure they won’t need to take that step.

Try these scripts and dialogs on for size with your sellers…… “It’s a valid concern. A lot of past clients have felt the same way. This question demonstrates the importance of us getting together, so I can show you how our team wins bidding wars, identifies off-market properties and make sure we look at options for you. That’s what you want, right?” When you get together, be sure to show them what you do to help them find the perfect next home while working on the sale.

“That’s exactly why buyers hire me to find them a home. You see, our team doesn’t just wait for a home to show up on the MLS. We proactively call. We mail letters and we make targeted social media posts to homeowners letting them know we have a buyer that might be interested in their home. And if we were to find you the perfect home, instead of waiting for the perfect home, would that work for you?” Bottom line: Let these homeowners know they have options, make them feel comfortable, and get them off the fence!

I have included a visual tool that always seems to help in this very situation. The power in a visual tool versus just saying things to a seller is game changer, I call it the “Home Seller Protection Plan”. The idea is that you the agent sign this form and date it yourself and then hand this to the seller putting your promise in writing to protect them from being homeless and making sure they don’t have the problem of “no-where to go”! What’s your next move? Win the low inventory seller objection game and keep the listings and business moving in this resourceful thinking outside the box time. Let me know how you plan to implement these approaches in the comments below!

Strength and courage,
Wade

How To Compete For The Listing

Wade Webb on April 29, 2020

Back in the early 90’s Colliers Encyclopedia sales training taught me the power of a process and presentation in sales will give you that competitive edge every time. If you wing it then you get “wing it” results! If you are planned, intentional and know what to say and how to say it then you are there to decide whether you like the client, their home and their motivation because you have their listing if you follow these steps. This week we follow step by step the competitive edge and winning the listing every time.

Phase 1 ( Let’s assume the request to meet has already come in )

Initial request call comes in
Pull Title
Pull old listing info off MLS system
Pull assessment data
Pull the CMA data
Prepare all the listing documentation (Checklist for all documents required)
Pre Listing Package delivered to client and all listing documentation for their review (Courier, You or Assistant delivers your pre listing package to the clients home in advance.)
Follow up call (Re Confirming the initial meeting, date, time, confirming they received pre listing package, confirming they read and gather items you need in the package for our first meeting together)
Pre appointment interview questionnaire (when, why, how, who)

Phase 2 Seller Process (1st time face to face)

FORD – Family Occupation Recreation Dreams. Take notes…(talk long enough connection in common)
Tour time (Nobody knows the home better than you, show me the home the way you want me to show it to the buyers) Take notes, photos, measurements (point out flaws clean, smoke, pets, repairs) Should I Question?
Pre-planned seller questions (Click Here to Download), recap summarize pre listing apt questionnaire responses
Educate benefits to them of the two-stop process versus a one stop agent process
Educate them on your appraisal process. Never assume they know all that is involved coming up with their price
Ask to not make any decisions before we meet again
Confirm the second stop appointment
Leave them with “thank you” chocolate bar, note pad, pens (Gift Swag Bag)

Phase 3 Seller Process (all decision makers must be present or wait to meet)

Small talk first (not about real estate) Never rush into business show that you care
Recap summarize our first meeting, ask if they forgot to tell you anything about their home when we first met
Tour again (if they just love touring me around)
Sit them down at kitchen table and do Listing Presentation
Sell them on the benefits to them of your presentation
Debunk the myth – all realtors and companies do the same thing
Get to see behind the scenes and know what is happening when it feels like nothing is happening
Hold you accountable, make sure it gets done and done right
22 minutes max ( BIGNESS, RESULTS, MARKETING, OHT’S) 5 mins per section
Close – If we can agree on price, do you see any reason why you wouldn’t list with me and company today
Pricing Presentation Time
Close – Sign up listing, pack up and head out

Phase 4 Seller Process ( First few days…)

Bouquet of flowers delivered to their home day one of listing
Listing Marketing Checklist implemented
Sign, Photos, Feature sheet completed
Business cards with mini MLS listing Avery sticker label on back of your cards. (50 cards to seller and tell them to hand them out and help you help them to sell their home)
Deliver all copies of listing documentation (value in physical delivering)
Build Sellers homework book with the sellers (dining room table) survey plan, utilities, tax notice, neighbors, transit, schools (Bind up nicely, master copy sticker, place on dining room table)

So there we have it. The step by step process and the competitive edge for competing for a listing in a competitive low inventory marketplace. Love to have you share in comments some of the ways that you compete at a higher level for listings in today’s market place and feedback on this week’s topic!

Strength and courage,
Wade

Simple Ways To Hold Yourself Accountable

Wade Webb on March 18, 2020

Let me ask you a simple but very important question? “Do you find yourself consistently inconsistent in your real estate business and personal life?” How do we hold ourselves accountable and stop procrastinating? How do we break that consistently inconsistency trend in business and life? One simple answer is to get an accountability buddy.

Think back to school. What motivated you to finally finish a paper? Was it a love of learning? Knowing how valuable this skill was going to be in the future? No. It was probably a looming deadline and the threat of a failing grade for turning it in late.

During school, we have built-in accountability. For grown-up goals like starting a business, losing weight or writing a book, there’s typically no accountability for us to get it done. Accountability buddies can help us make meaningful progress. Surrounding ourselves with people invested in our success is the best way to make progress on our goals. Follow these steps to set up an accountability buddy.

1. Create a schedule and commit. – Decide how frequently you’ll meet. Once a week is a good starting point. You’ll have time to get things done in between your meetups (either in person or on the phone), but not so long that you start procrastinating or forgetting what you agreed to. Then set a time and commit. Put it on your calendar and don’t let anything get in the way.

2. Help your buddy (and yourself) set better goals. Then we have a broad goal like “get healthy,” the failure comes in not knowing where to start. What do we do this month, this week, today, to make that happen? If we can’t answer that simply, how are we supposed to act on it? Create SMART objectives that follow these guidelines:

Specific

Measurable

Attainable

Relevant

Time-oriented

3. Be honest with each other. – My friend recently told me about an event he attended. A group of women were brought in to give direct feedback about how they perceived a group of men’s clothing and demeanor. Try to imagine what happened. “The guys were crying,” my friend said. “Nobody had ever given us this kind of brutal feedback.” My friend realized he’d never before received brutally honest feedback on how he interacted with women. We should subject ourselves to uncomfortable situations where we take on the “beginner’s mind” and force ourselves to grow. An accountability buddy gives us the rare opportunity for brutal honesty.

4. Ask great questions. – Smart people ask questions because they know it’s the best way to get to the true heart of a matter. When you say you were too busy to work out this week, what are you really saying?

Chances are you had time to watch Netflix or go out for drinks, so what really held you back? Maybe you were nervous about walking into a new gym. By asking great questions, you and your accountability buddy can break through invisible barriers.

5. Gamify accountability with your friends. – I love bets. There are myriad psychological studies about public commitment, which is highly persuasive. If you tell a group of people you’re going to stop smoking, you’re highly motivated to hit that goal. You can do this with your accountability buddy, too. If you each set a goal, bet who will hit it first. Or you can keep score of who completes more of their weekly tasks. Make it fun!

If this was so easy we wouldn’t need to be held accountable and we all need to find that accountability. That consistently being inconsistent happens to us all. I challenge you to take one step towards accountability this coming week and in a few weeks text me 250-212-8220 what changes you have noticed from those steps you have taken!!

Strength and courage,
Wade

Are You Spinning and Winning?

Wade Webb on March 11, 2020

So many agents miss out on the opportunity of leveraging and spinning more business from the business they have already generated. This week we look at a simple and powerful process of how agents can be proactive vs. reactive and master this system to spin another 15 more pieces of business every time if done right! Every time an agent..

1. Takes a listing
2. Gets a sale ”
3. Has a bona fide buyer
4. Takes a price reduction… what do we do next to spin more business from these opportunities before they are gone?!

5. Host an open house.

Here’s 5 scripts showing what to say and how to say it for the following action steps:

“Help! My clients John and Susan would greatly appreciate your help with the sale of their property. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the move for John and Susan easier.”

“Help! My clients John and Susan would greatly appreciate your help with the purchase of their next property. Would you happen to have a friend, family member or co-worker that may be selling a 2 bedroom, 2 bath condo in the mission meadows area around the $400,000 price range? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the purchase for John and Susan easier.”

“Help! We just sold a home on 1234 Maple street and from our marketing efforts we have buyers for who that home didn’t work for, they missed out on and are still wanting this area. Would you happen to have a friend, family member or co-worker that may be living in this area and thinking of selling? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration. “

“Help! My clients John and Susan just repositioned their home on 1234 Maple street and would appreciate your help with the sale of their property. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the move for John and Susan easier.”

“Help! My clients John and Susan have allowed me to host an Open House at their home this Saturday from 1-2pm and would appreciate your help. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let them know about the open house this Saturday. Thanks for the help and consideration for making the move for John and Susan easier.”

Step 1 – Your Database

Email your database
Video email your database
Text or video text your database

Step 2 – Social Media

Static written post
Video post
Infographic post
FB live video post

Step 3 – Tel 20 – Door Knocking 20 Neighbors

Just Listed
Just Sold
Open house invite
Price Change
Leave a paper door hanger on their front door why you stopped by

Step 4 – Un Addressed Ad Mail

Flyer or postcard the area

Step 5 – Host The Open house

Meet more buyers and sellers

Step 6 – Video Post

Blog
FB or FB Live
Youtube
Email

Step 7 – Print

Add these requests to your monthly newsletter or e newsletter

Step 8 – Classifieds Online or Offline

Run these requests in classified ads

Step 9 – Targeted FB, Instagram or Google PPC Ads

Run these requests as paid targeted ads

Step 10 – Coming Soon campaign for listings and spin

Step 11 – Business Card MLS Sheets

Give your seller 50 of your business cards with their mini MLS listing information on the back of your business cards and ask them to hand them all out and help you help them to sell their home.

So there you have it. Create opportunities from your business versus wait. Take the time to leverage and spin more business from your existing business as the time allows it. Let me know in the comments of other ways you spin more business from your existing business in the comments below.

Strength and courage,
Wade

How To Enhance Your Online Reputation

Wade Webb on March 4, 2020

Google search “Best realtor in ________ (your home town)” what do you see? Do you see yourself? Do you have an online presence? Reputation? Can you be found and recommended?

Fact: 90% of Consumers are influenced by third party online reviews.

Fact: 80% of Consumers trust online reviews as personal recommendations

Fact: Negative online reviews will make clients hit the back button & choose someone else. 43% of clients won’t choose a realtor with less than a 4 star Google rating. (source brightlocal)

Stats:

Zillow reviews 36 million views a month

Realtor.com reviews 18 million views a month

Yelp more than 26,000 reviews

Google 100 billion review searches every 30 days

Did you know? Millennials would rather find an agent with Good reviews. Referrals don’t mean much to them. The old model was we see and read, we present and they refer us and now they search online, read reviews and use us.

Step 1 – Listing and Buyer Presentations

Step 2 – The High Point In The Transaction

Step 3 – At The Closing Table

TIP – How to create your own 5 Star review link to send to your client.

* Sign into Google My Business.
If you have multiple locations, open the location you’d like to manage.
*In the menu on the left, click Home.
*In the “Get more reviews” card, you can copy your short URL to share with customers.

TIP – Check out www.reviewmenow.com simple and powerful way to boost your online reputation.

So there you have it. The importance of your online reputation and how to position yourself in the marketplace and establish a powerful third party reputation to the buyers and sellers looking online. Feel free to comment any other great tips you might have that you use to improve your online reputation we would love to hear from you!

Strength and courage,
Wade

Missing Out On This? Agent to Agent Referrals

Wade Webb on February 19, 2020

One of the most un tapped 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 to your market area and 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 I am 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 and every year

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 and execute and create another amazing and fun income stream for you and your business.

Strength and courage,
Wade

The Simple But Powerful Compound Effect For 2020

Wade Webb on February 12, 2020

How you ever thought how your real estate business is really just math? That’s right your business is numbers and formulas and equations if you really take the time to break it all down. There are only 4 simple activities that an agent can do each year to improve their business and make more money than previous years. Do you know what those activities are?

Increase your average sale price. Increase the average sale price you increase the average commission payable per sale, right?
Increase your average commission sales rate. Stop cutting your fee and fight for your value. Start asking for more at a listing 7% and making them feel like they got a concession if you have to and settling at 6%.
Increase the transaction activity with your clients. Get the repeat, referral business or start selling them investment properties over and above their personal residences.
Simply sell more properties each year than the previous years.

So let’s look at the math part of it. Take the goal for 2020 of 26% increase. Does 26% increase sound too high? Unattainable? Unrealistic to you? Let look at the math of our business using the goal 26%.

Look at this example below of an agent in their first year who earned $50,000 gross in 2019. Average commission income per sale was $5,000 and basically did 10 deals the past year. Now lets implement the 26% goal to their first year business and see what starts to happen…..

Year 1- 5 Agents Numbers ( Just adding 26% more sales ) not changing commission rate or frequency

Income Avg. $ Earned # Deals

$50,000 $5,000 10 Deals

$63,000 $5,000 12.6

$79,380 $5,000 15.87

$100,018 $5,000 20

$126,022 $5,000 25.2

Did you see the math and compound effect of 26% on number of sales and what happens every 3 years?

An agents income and number of deals doubles every four year setting an annual goal in just one activity!!

Years 6-10 Agents Numbers the same result every 3 years still. The math doesn’t lie!!

$158,787 $5,000 31.75

$200,071 $5,000 40

$252,018 $5,000 50.4

$317,542 $5,000 63.5

$400,102 $5,000 80

Take the time to run these same numbers by increasing the sale price ( which will increase your commission number ) and see what the numbers do? What if you add an increase of repeat, referrals and start welling clients investment properties? Imagine what kind of a compounding effect 26% would have for you and your business? Focus on how I can increase my sale price in 2020? How can I increase my commission average per sale? How I can increase my referrals, investment sales? How I can increase my number of sales? Let the math and the compound effect work for you in the coming years!!

Strength and courage,
Wade

20 Ways To Generate Real Estate Leads In 2020 Under $20

Wade Webb on December 18, 2019

There is this myth in real estate that lead generation is expensive or it has to be expensive for it to be effective marketing in today’s world. Although I agree there are some very pricey marketing tactics in play right now, I assure you there are countless highly effective tactics that are “zero” cost or low cost to the agent and I know from the thousands of agents I have done work with these 20 lead generation activities work for any agent in any place in the world….

1. Agent to Agent referral system. It is who we know and who knows us to send us the referrals.

2. Always follow up and add value to any no sale or no appointment client lead. You just never know when they are ready.

3. Divorce attorneys. Bank foreclosure attorneys.

4. Sphere of influence. You need to be known, liked, trusted and seen. Top of mind.

5. Buyer house warming or Seller farewell parties that are financed by your professional service providers.

6. Mortgage lenders or bank loan managers.

7. Trades, contractors or small business owners.

8. Volunteer at charity, fundraiser or community events.

9. Estate attorney or notary.

10. Networking events like chamber, rotary or business after 5pm.

11. Attend community event calendar events where there are people to meet.

12. Find a club on www.join.me like a hiking or running club.

13. Attend garage sales or help people host their garage sale. Offer garage sale kits or hosting services for no cost.

14. Email marketing campaigns don’t cost a thing.

15. Social media campaigns.

16. Video campaigns.

17. Blog – written or video.

18. Open house.

19. Expired listing (if applicable) For Sale By Owners.

20. Career apparel – car logo, name tag, logo on clothing.

Bonus…

1. Seminars.

2. Public relations submitting articles to the editors.

3. Testimonials – google, yelp, written, video.

Don’t let the myth stop you from taking action and I challenge you to take action and implement and execute some of these lead generation ideas in 2020. Let me know how you make out and please share in the comments below any other fabulous low or no cost lead generation activities that work for you year in and year out.

Strength and courage,
Wade

The 12 Days Of Real Estate Christmas 2019

Wade Webb on December 4, 2019

On the first day of real estate my true love gave to me… Spend some focused time on your real estate database prior to 2019. If you don’t have a database then assemble one. Input names from your phone, emails, social media and client files. Take the time to build a monthly database touch system for 2020 making specific activities each month to add value and deepen your relationships with your database. Treat your clients like they are first class passengers on your own airline and not like their sitting in the back of your plane tossing them a bag of peanuts and charging them for luggage. The “give to get” activity is the best way to increase repeat and referral business in 2020.
On the Second Day of real estate my true love gave to me… Create an online lead generation system. These landing pages capture a seller who is curious what their current property value is or a buyer who wants to be notified of hot new listings and beat other buyers to them. Check out Prime Seller Leads, Bold leads, Zillow or Agentlocator real estate leads for this. A nice steady stream of buyer and seller leads from a good landing page keeps you from those peaks and valleys in your business. This is a great way to create more buyer and seller leads all year long while you are busy serving your active buyer and sellers and when you don’t have the time to prospect.
On the Third Day of real estate my true love gave to me… 3 – 6 seperate twenty minute sessions daily prospecting and lead generation. Who doesn’t have 20 minutes? High-volume agents don’t just service existing business and then start lead generating once they have closed the majority of their transactions. Instead, they block time (usually in the morning so it gets done) to do something each business day that gets them closer to earning a new client. In a nutshell, there are two ways to be successful in real estate: By Default: live in the same area for years where everyone knows you and eventually sends you business; or By Design: time-block a relatively small portion of each business day to proactively generate for new leads.
On the Fourth Day of real estate my true love gave to me… Listings is the name of the game. The power of the spin is where a listing can generate up to 15 other pieces of business, if done right! If a real estate agent is working more than 65 hours a week and not closing more than 45 transactions annually, the agent either has a time management problem and/or is working with far more buyers than sellers. You can handle four times as many listing sides than buyer sides at the same time. So, top producing real estate agents always focus their lead generation activities on the listing side. Top listing sources are your sphere (complimentary equity analysis unsolicited every year), open house, FSBO, expired or door knock looking for a bona fide buyer.
On the Fifth Day of real estate my true love gave to me… Face to Face and belly to belly activities like coffee, lunch, door knock, open house, kiosk, floor duty, networking, volunteering and a “pop by” are all great. We know conversion is higher when you are face to face and the prospect can tell if they like or trust you quickly and want to do business with you. Although many agents are reluctant to reach out to people. This is a full contact sport.
On the Sixth Day of real estate my true love gave to me… An Agent to Agent referral system with other agents working the areas where the people and business is coming from to buy real estate in your market. Contact them once a month and stay top of mind and be that referral agent source of choice in your market area. Share tips and ideas with other agents to keep top of mind and make them feel like they want to refer you their clients moving to your area. This is a lucrative business opportunity if done consistently.
On the Seventh Day of real estate my true love gave to me… The power of words. Scripts and dialogs are important. Successful real estate agents understand whether they use someone else’s scripts, dialogs or their own, they’ll eventually start saying the same things they know will work. Using tested real estate scripts created by others simply eliminates the trial and error process and enables agents to start seeing desired results more quickly. Sound like your planned and engage and attract the clients to want to work with you with your powerful words of persuasion.
On the Eighth Day of real estate my true love gave to me… Have powerful sales presentations and visuals. Pre seller and buyer packages. Don’t tell them but show and sell them. Have a visually powerful presentation for listings, buyers and pricing. Don’t just wing it and leave things to chance but engage people to want to do business with you, your company and NOW! Talk alone is cheap. The most powerful visual sales tool is a pad and pen and being able to show prospects and tell them has greater impact than words alone. Remember some of us are visual and some of us are auditory but we don’t know which one they are.
On the Ninth Day of Christmas my true love gave to me… Know your “why”, purpose and vision. My goal that drives me every day is to impact and improve people’s lives personally and professionally every day. Real estate is the vehicle that makes this happen. We all need to be part of something bigger than ourselves. If your why is big enough then the how takes care of itself!! I love having a vision board with images of the things that drive me, move me, I want and need to experience each and every year. Never underestimate the power of a vision, purpose or why! Create that vision board and place it on your screen saver.
On the Tenth Day of real estate my true love gave to me… Be a servant and focus on helping others get what they want and you in turn get what you want. Listen for the need and be aware of others fears, challenges and offer to help. So as to not “bother” the general public when prospecting for new business, top real estate agents always tie the reason they’re contacting people in with providing some type of value at the same time. Always come from a mindset of contribution. Helping you is what we do. Listen for the need. Take care of people and the cash takes care of itself.
On the Eleventh Day of real estate my true love gave to me… Be a lean mean appointment setting machine. The money in sales is in the conversion to the appointments. No appointments then no presentations. No presentations means no contracts or agreements. The lead generation is great but not having the skill to convert to the face to face appointment is a real estate killer. Know what you have and what you can offer for them and engage them to want to sit down and meet with you. What is your value proposition for a buyer and seller? Why you? Why now?
On the Twelfth Day of real estate my true love gave to me… Leverage by systemization and delegation. When real estate agents consistently do not have time to prospect for new business because they are too busy servicing their existing business it’s time to hire someone to help out. The first hire should be an administrative assistant, not a buyer’s agent. Administrative assistants help agents make more money by freeing up time for agents to perform more important revenue-generating activities. 3D test everything in 2020. “Do I do it? Do I delegate it? Do I just dump it?”

I trust your holiday season is full of love, happiness and joy.

Strength and courage,
Wade