Are You Willing To Take A Beating?

Wade Webb on June 12, 2019

realtor take beatingIf you’ve been to a tourist hotspot like Venice Beach or Downtown Las Vegas in the last couple years, among all the sunglass vendors and street performers, you might have witnessed a weird new phenomenon: People who are willing to be punched or kicked in exchange for money. Yep, you give a complete stranger $20 or so, and he grants you the right to hit him. Sound crazy? Of course it does. But here’s an even crazier thought: I’d contend you – as a real estate salesperson – have more in common with these people than you might expect. You might not subject your body to physical punishment in exchange for money, but let there be no doubt about it… …If you want the monetary rewards associated with a successful career in real estate, you need to be willing to get punched in the face. Repeatedly.

All the Money is In Follow Up. So in your case, I’m not talking about literally getting punched in the face. But figuratively? Yes, most definitely. The statistics show only 5.6 percent of conversions happen upon first contact with a lead. That basically means for every 20 calls you make, one will achieve your desired outcome and 19 others will feel like a right hook landing squarely on your jawline. So here’s the big question for you: Can you handle that type of rejection? Can your psyche deal with that kind of punishment day in and day out? If not, you basically have two choices: Find a foolproof lead generation source that brings business to you automatically (Marketing Edge will help you there), or ask yourself if you’re in the right line of work. Or… you can adapt to accept the rejection and roll with it. Here’s how…

Remove the Emotion. Follow the Data. Here’s some more fun research based on numbers from our coaching members: 68 percent of conversions came after 8-12 conversations with a prospect.

Not one call. Not two. Not three. Not four. Not five. Not six. Not seven. EIGHT or more!

Are you following up with every one of your leads eight times? How about twelve times? (If not, you’re leaving money on the table. Piles of it.) Becoming relentless in your follow up is a matter of expecting to be punched in the face and knowing that each time you get “hit,” you’re one step closer to that next “Yes.” Conversion is purely a numbers game. The more you understand that and the more you look at it from that vantage point, the more you can eliminate the emotion from it and accept it as a reality of doing business.

3 Steps to Highly Effective Follow Up. To dramatically improve your conversion skills, follow these three steps:

Select and commit to a follow-up platform/CRM. Don’t get hung up on which one it is. Just get a tool in place that will help you set up your follow-up cadence and remind you when it needs to happen.

Create your formula. This really has two elements to it: Deciding the tools you’ll use to touch base with people: Phone call, text, email, in person, social media, etc. and the schedule you’ll follow with each of those methods.

DAY 1 A.M.

When a lead comes in, send automated email

Call within 5 minutes!

Send a text if you don’t reach them

DAY 1 P.M.

Call again

Send an email

DAY 2 A.M.

Call again

Send a text

DAY 2 P.M.

Call again

Send Market Snapshot

DAY 3-28

Call every 5 days via Mojo dialer

Send a text after the 5th attempt/28th day

DAY 29+

Call every 30 days until they “buy or die”

Track and measure your own numbers!

Don’t rely on the 8-12 calls statistic mentioned above when your own business is at stake. The better you track and measure your own results, the more predictability you can bring to your business.

So, what’s your verdict? Are you willing to (figuratively) get punched in the face? Let me know your thoughts in the comments below…

Strength and courage,
Wade

5 Steps To Converting The Incoming Calls

Wade Webb on June 5, 2019

convert incoming calls real estate agentI would estimate the average real estate agent loses between $20,000 and $80,000 a year because they don’t know how to handle sign calls, ad calls, or any other inquiries from buyers or sellers.  And chances are, YOU are losing money too.  Even many veteran agents, who think they knew how to work a call, are making costly mistakes. If you simply master the art of handling inquiry calls, you will see a strong increase in your income…and you’ll stop letting money run through your hands when you prepare correctly and know what you’ll say even before someone picks up the phone to call you.

5-Step Process for Realtors© to Convert Incoming Calls

STEP 1 – Understand Your Primary GOAL.  Most agents think when they receive a call, their job is to sell real estate.  It’s not, and this could be the very first mistake you’re making.  People don’t buy real estate from a stranger over the phone.  The primary goal of your conversation over the phone is to…

Get A Name, Phone Number, And Face-To-Face Meeting!

STEP 2 –  Be Prepared Beforehand!  Your success will be related to how well you prepare for the calls you’ll get. PEOPLE WILL TELL YOU WHAT THEY WANT IF YOU’LL JUST ASK. You need to think through the questions you’ll get from prospect calls, and have a prepared, straight-forward answer for them in a way that sells your services.

For example: If you have a listing in a resort subdivision, you better know about dues for joining the club, complete market values, EVERYTHING about the home you’ve listed, and other benefits of living in the area (schools, shopping, transportation, community services, etc.).

You also need to think through the questions you’ll ask your buyers to do 2 things:
1) Qualify them as real buyers/sellers (their motivation), and
2) Motivate them to meet with you.

STEP 3 – Know Your Inventory So You Can Motivate A Phone Number and A Meeting.  If you have a listing in the $250,000 price range, you need to know at least 5 additional GREAT homes in that price range.  The chances of a caller buying your home can be thin, but the chances of selling them “A HOME” are good – if you know what you’re doing.  Here’s the approach you use to motivate a phone number and a meeting. No one will want to meet with you without a specific, irresistible, self-serving reason. No one  wants to get sold!  They simply want their problems solved. So, what will you DO for them?  For example, if you get a sign call, you know a lot about them because they called you regarding a listing or other property. You also know what they’re looking for because they answered your questions above.  What do you think will motivate a meeting?  The perfect HOME!

Mr./Ms. Prospect, I have  2 homes – and perhaps one more if it’s still on the market – that perfectly match what you’re looking for.  Let me pull out my information on them and I’ll call you back with details.  Are you going to be around in the next 15 minutes?  What’s your phone number?

You now have a lead…now it’s time to find the exact home they described to you from your questions above.  CALL THEM BACK EXACTLY WHEN YOU TOLD THEM…NO LATER THAN 15 MINUTES! When you call them back, you need to tease them with features and benefits of the homes – to perfectly match the ones they gave you earlier. Then you need to set-up a meeting to look at those homes.

STEP 4 – Take Detailed Notes.  Don’t rely on your memory.  I know this sounds simple, but you could get 20 calls a day, and you need to keep track of details.  So, go out and buy a set of 5 X 7 inch cards.  And on each card, get down as much information as possible on your prospect’s desires.  Also get as much personal information as possible.  And work your cards diligently, or put them into your online contact manager for regular follow-up.

STEP 5 – Get Your Head Straight. 90% of working prospect calls is YOUR mental state and preparedness.  Here’s what I suggest you do to close your calls to clients:

Get prepared mentally.  When your phone rings, tell yourself, “I’m going to meet with these callers.”  That’s your single goal.

Create a script of items or QUESTIONS you need to use during your prospect calls.  Don’t rely on your memory to come through during a tense situation.

ASK FOR THE APPOINTMENT.  “Ask and you shall receive.”  I can’t tell you how many agents I meet who simply don’t ask for the meeting…or the sale.  Many agents lack the confidence to ask for the business.  Don’t expect to be successful in real estate if you can’t ask for the business.

Strength and courage,
Wade

35 Free, No Cost Real Estate Lead Gen Ideas in 2019

Wade Webb on May 15, 2019

2019 realtor marketing tipsOften I hear realtors tell me how expensive it is to do effective marketing as a real estate agent and how they don’t have the budget for these costs. 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….

35 Free or Low Cost Lead Gen Ideas for Realtors©

  1. Pick up the phone and talk to 5 current or past clients a day. Give them your greatest gift, “your time.”
  2. Ask for the business ”Of all the people you know, who do you think will be moving next?”
  3. Record a new, upbeat and original message on your voicemail every day. Try a riddle, joke, tip, quote or short story.
  4. Create a “do it yourself” info graphic of your local market statistics for real estate and post it on social media or email it to your clients. A Market Snapshot.
  5. Check the local news or internet for a good news story and clip or print the story and send the person who the story is about a personal note saying “well done or congratulations” and include your business card.
  6. Create a video of your best buying or selling tips and post them to YouTube, Facebook, Linkedin, Twitter.
  7. Create a video of a past client testimonial sharing their experience doing business with you and post it to your website or social media. Get them to give you a google or yelp review.
  8. Create an instructional video on “How to” or “Step by Step” process.
  9. Constantly wear your company name badge. Don’t be a secret agent. Even add a company logo to your clothing.
  10. Join or start a networking group like Business Network International (BNI). So many business owners and service providers could use an agent like you.
  11. Write and post some of your best marketing, buying or selling ideas in Real Estate on your own blog like I have done with AgentsBoost!
  12. Submit press releases each week to local media sources like new innovative real estate marketing, using drones, videos, interactive floor plans, virtual reality, etc.
  13. Create joint ventures and partnerships with other businesses and services that fall in line with the real estate industry. Add them to your website!
  14. Complete a detailed profile of yourself in Google, Facebook, Linkedin and Twitter.
  15. Write a short market update each month and email it to your database.
  16. Post classified ads on free online websites like Craigslist, Kijiji, Oodle.
  17. Teach other business owners and service providers how to market with little or no money.
  18. Write and send a personal hand written note to 5 people every day.
  19. Door knock an area where you have or your company has a bona fide buyer, recent sold or recent new listing or invite them to your open house.
  20. Post on social media and email every month your local market “best bets” for buying opportunities. All categories like first time buy, move up buy, foreclosure or rental.
  21. Visit face to face an expired listing owner with a sold topper in hand and say “We have just been notified your home is no longer on the market and I am sure the last person you want to see at your door is another real estate agent. I just have 2 quick questions and will be on my way”. First “why do you think one of these “sold” signs did not get on your property” and second “why did you want to sell in the first place?”
  22. Hold an open house on a listing any day that only takes a customer no more than 2 open house signs to get to from the main traffic.
  23. Create a contest or a client referral rewards program.
  24. Volunteer for an event or at a local charity. Join a service club. Attend a networking event and exchange business cards.
  25. Host a buying, selling or investing real estate seminar. Co-present with other experts like lawyers, lenders, inspectors, etc.
  26. Video interview local business owners, service providers and professionals in your community.
  27. Create an agent to agent referral business with agents from other cities sending you their buyer and seller referrals.
  28. Connect with solicitors that represent family, estate or financial institution law for referral business.
  29. Work the referral network of other realtors in other cities and become their agent of choice for buyer and seller referrals in your marketplace.
  30. Create a referral network with trades people, contractors, renovators and handyman professionals.
  31. 97% response rate texting someone and asking them “How’s biz?” and in exchange you can expect them to text back the same question to you about the market!
  32. On FB show people you care by sharing and commenting on their posts. Message them and ask them “how they are doing?”
  33. Educate your clients on how to give you a referral. “Call me with their name and number and I will follow them up and give them excellent service and promise you not to pressure them in any way.”
  34. Help a For Sale By Owner in exchange for the opportunity to represent them when they are needing assistance to buy again. Help them enough they might give up and even list with you!
  35. Target and work a geographic farm area. Become the expert in one specific segment of the market. Video, blog, door knock, Facebook live video from a listing in your farm area, farm market area statistic updates.

So there you have it, an in depth list of ideas for agents with smaller or no marketing budgets in 2019. Feel free to add more ideas and suggestions to this year’s list in the comment section below!

Strength and courage,
Wade

Fanatical Prospecting Effect

Wade Webb on May 1, 2019

realtor prospectingA major activity for a real estate agent is to prospect for, and convert leads. This seems to be the most avoided activity due to its unnatural, time consuming and difficulty to do for most agents in the business today. This week we look at some of the best practices of prospecting in real estate from the book “Fanatical Prospecting” by Jeb Blount. We help the agent to overcome call reluctance, structure your referral requests and leave a message that will increase your prospecting conversion.

Let’s begin by accepting the fact that prospecting requires you to interrupt people and it is not bothering people but you are interrupting people in a relevant way and that’s what we do in sales. I believe I am an excellent resource in real estate and the agent that they need for help. Stop asking people “Is this a good time to call?” The reflex response from anyone to this over used question is always “NO” but instead give them the reason for your call and get to the point. Be Brief! Be Bright! Be Gone! The 1,2,3 punch to prospecting.

Learn how to ask for the referral. Don’t overcomplicate it, simply ask “Of all the people you know who do think will be moving next?” Just pick up the phone today and call a few past clients and ask them this question and let me know what response you get?! It is important you not only know how to ask for the referral but also educate them on how to give you that referral. “Give me their name and number and I will follow them up and give them excellent service and I promise not to pressure them at all.”

Once you have got past the reluctance of prospecting and you get good at being brief, bright and be gone. You master the ability to ask for the referral and remember to educate them on how to give that referral, you then block time for prospecting daily. The key to changing your business is blocking the time to prospect. Like exercising, the best workouts are usually intense, small intervals. So block your prospecting time to an hour a day. Yes an hour a day. Then break the hour into three separate 20 minute chunks of prospecting time. I guarantee you will see better prospecting results for your business. Remember! One hour a day, split into 3 twenty minute chunks will have a greater impact.

The last prospecting tip is removing all distractions and stop the multi-tasking insanity now! Turn everything off. Be present and focused for that intense interval of twenty minutes of prospecting called your Golden Hour. Maximize that prospecting effort and see the results begin to change for you by being completely focused on the task at hand.

So there you have it. We have to interrupt people in real estate to make money and accepting that fact will make your life a lot easier. If you are polite and relevant your interruption will always be welcome to any prospect. As an exercise today take the time to create a weekly grid and start blocking your one hour of prospecting every day but remember to block it into three separate twenty minute blocks of focused uninterrupted prospecting.

Let me know your results in the next couple of weeks!

  1. Grid the time, block the time
  2. 3 twenty minute chunks a day
  3. Do it first thing in your day
  4. Remove all distractions
  5. Repeat!!

Strength and courage,
Wade

The Personal and Professional Power In Journaling

Wade Webb on April 17, 2019

realtor journalingFor the past 15 years I have a collection of black, hard cover books with pages and pages of personal and professional ideas, thoughts and insights I have captured along my own personal and professional journey.

So many of my coaching clients ask me about my journals and why do I journal all these years? The benefits of journaling are countless. People who journal every day experience better mental health, heightened productivity, lower stress, increased clarity and a greater sense of peace.

Strategic journaling leads to substantial happiness and fulfillment – a frame of mind that is worth striving for daily! As a Coach who has worked exclusively with entrepreneurs and professionals for well over a decade, I have used the process of journaling from the very beginning in order to help agents realize personal and professional transformation and achieve dramatic improvement in their relationships, their career, their health, and their overall well-being.

This week I have shared journaling strategies below to make your journaling efforts more effective. Keep in mind, however, journaling has no boundaries, no requirements and no rules. This is just a guideline to help point you in the right direction!

DUMP – Maybe you’ve just gotten into a fight with someone important. Maybe something bad has happened at work. Or maybe you’re just stressed out over a bunch of things. Something is going on in your life and you’re feeling it on an emotional level. Journaling invites you to write about the event, what happened and how you feel about it.

Dump #1– Express all of your thoughts and opinions.

Dump #2– When you think you’re done, keep going. Get it all out of your system and write even the stuff you would never, ever share with another soul.

Then when you’re completely done, unload it. Unload all your frustration, your anger, your fear, your anxiety, your pissed off-ness, whatever it is. When you’re done unloading, write the following line: “It’s time to turn myself around.” At that point, you want to stop dumping. You want to dump the dump. In other words: “I’m done dumping. I’m finished with that, and I’m ready to head in a new direction.” To head in a new direction, we can start answering questions like, “What do I want to do about this problem or situation? How do I want to view the world from this point forward? How can I move forward from here? What would I rather have?” Once you generate some answers to these questions, you’ll feel much clearer, more powerful and more at peace.

You are asking yourself. “How Can I Apply This Strategy?” Nicole Sachs journaling expert shared we ALL have so many incredible things we want to do with our lives. We seek to improve our businesses, our health, and our relationships with loved ones and with ourselves.

The bottle neck is we carry a whole host of narratives that do not fit or equate with the lives we would LOVE to lead. Use your journal to just unload, to dump it out and to write it down: “Here’s what’s going on, here’s why it creates this type of emotion, this is why I’m stressed or overwhelmed,” etc.

ASK, “WHY NOT?” – What’s stopping you from achieving a particular goal or living the life you desire? Write down every single reason why you believe you cannot have what you want. It could be you don’t think you have enough time, money, energy, experience etc. Then…write a challenge for every item on your list. Look at each individual item and ask yourself, “Is that true?” For example, do you really not have the resources necessary to get what you want, or are you simply expending too much time, money and energy on other things? Asking yourself questions like this allows you to identify your limiting beliefs and build the muscle necessary to overcome them.

BLUE SKY – Allow yourself to daydream. If anything were possible, what would you want your life to look like? Dream big and stretch the boundaries you tend to place on yourself, or eliminate them altogether if possible. Create the wildest, most crazy vision you possibility can. When you take the time to visualize yourself in that big, wild, expansive place, you experience a massive mood shift and begin to believe it’s possible to get there. Your dream becomes something you can actually contemplate instead of being something unattainable and/or designed for someone else more capable or deserving.

LISTS – Write down lists of things you want to do, people you want to network with, places you want to visit, characteristics you’d like in a partner, etc. If you find yourself crunched for time, you can even make a list of things you would like to journal about later on. This is a GREAT way to capture your thoughts and ideas in the moment, and you can refer back to these lists later to help guide you.

GRATITUDE – There are times in my life when I am feeling down about life and business. I worked with someone who suggested I write down a list of 10 things I was grateful for 10 times a day for a week. That’s 100 things, per day. I thought that was mildly excessive, but I did it anyway. This exercise changed my fundamental DNA. All of a sudden, I was only focusing on what was good and right in my world. I didn’t have any room left for what was getting me down − I flooded my system with gratitude. As a result, life and work became fun again! So, what are you grateful for? Write what you’re grateful for each day, or write every single awesome thing that comes to mind right now. If you’re stumped, consider this − do you have a place to sleep, clothes to wear and food to eat? Write it down!

DEVELOPING A PLAN – Do you have a great idea? Journal about it! What’s the idea? What are the steps involved in bringing the idea to fruition? What do you need to do? Who do you need to talk to? What are the action items? This could be in regards to anything − a business project, a party theme, a move to a new city, a weight loss regimen, etc. This kind of journaling invites you to write out your plan in regards to a goal.

LETTER WRITING – Pick important people in your life and write a letter to them saying what they mean to you, why they’re important, why you value them and what you love about them. Imagine you’re on your deathbed and you’re leaving behind your deepest, most intimate and kindest thoughts for this person. This may be a little morose, but it helps to envision the assignment. Don’t hold anything back! This exercise will immediately make you feel great, and even if you never share this letter with them, writing it actually increases your intimacy with them. It turns your attention to all the amazing characteristics of the key people in your life and leaves you with a wonderful sense of gratitude and appreciation

WHAT IS MY PRIORITY RIGHT NOW? – Sometimes we lose our way. We get distracted. We get pulled away from our goals, our desires and the things most important to us. We fall off the wagon. Answering this question helps us get back on track. It redirects our focus to what is most essential to us. You can ask yourself this question in terms of your physical health, emotional health, relationships, business goals, etc., and with any given timeline. For example, you could ask yourself, “What do I want to do in terms of exercise today? What exercises would I like to do every day? How fit would I like to be in a year from now?” This journaling activity recalibrates us.

I hope some of the benefits to Journaling this week have inspired you to take up this habit and apply it to your personal and professional life. I dare you to run out and buy yourself a journal and start journaling once a day for the next 21 days and let me know what that does for you. I am excited to hear all about it!

Strength and courage,
Wade

Your First Quarter Recap Time & How To Power Into Q2

Wade Webb on April 3, 2019

realtor first quarter recapI don’t know about you but the first quarter of 2019 really felt like it just flew by. Time really does fly when you’re having fun! It is important to take time out of your week to reflect on the first quarter and ask ourselves some reflecting questions…

– How did the first quarter of your year go for you personally? Professionally?
– Are you behind your Q1 goals? Annual Goal?
– Ahead of your goals?
– Just right where you targeted for your start to the year
– What has been working?
– What is not working?
– What has been holding me back in Q1?

We are now entering into one of the typically best quarters of the year for agents; Q2. My question to you is… is it time to change things up? This week we look at some critical steps to take today if you are not on track in your first quarter and not let this important Q2 slip by as well:

#1. Take Some Time To Look At Your Status

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

#2. Measure Your Quarter

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

#3. Growth Checklist

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

#4. Working On Your Business

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

#5. Time For Help?

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

#6. Sales and Marketing

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

#7. Income and Expenses

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

#8. Technology

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

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

Strength and courage,
Wade

Scripts Work! Get Over The Aversion!

Wade Webb on March 27, 2019

realtor using scriptWe’ve all had one of those experiences with a salesperson or customer service rep who is obviously reading from a script… and doing it poorly. Do you know why that’s a total bummer to me? Sure, it’s cringe-worthy and we feel embarrassed for the guy. But the real reason it bums me out is because good, capable salespeople will point to those examples to justify their opinion that scripts are bad. I’ve heard all the excuses/supposed reasons…

“Scripts are for newbies.”

“Scripts always sound fake.”

“Scripts are cheesy.”

“I don’t want to sound canned.”

“Using a script just isn’t me.”

But guess what?

When a great  real estate salesperson uses a script, you can’t even tell. It sounds like a normal conversation. If you’re looking to increase your conversion and book more appointments, it’s time to stop resisting and start taking advantage of what scripts have to offer. Today I’ve got three reasons and one important tip to convince you scripts are the quickest and best route to not only upping your conversion, but also creating more fulfilling personal interactions with your clients. If that sounds counter-intuitive to your perception of scripts, I urge you to keep reading…

What You Say Matters – How many times have you hung up the phone or left an appointment and started thinking about all the things you should have said instead of what you actually said? That feeling of regret really stings, especially when it costs you the listing. Using a script allows you to avoid that mistake and never commit it again. A good script is designed to lead the prospect to your desired outcome. Scripts can also help you overcome common objections with ease. Perhaps most importantly, having a script eliminates the excuse for not making your calls of “Well, I just don’t know what to say.” When you have the right scripts in your business toolbox, you’re more likely to pick up the phone, you’re more likely to engage with people you meet,  you’re more likely to know what to say and actually say the right things… And as a result, you’re highly likely to win more business.

How You Say It Matters – The art of persuasion is a complicated dance, and the words you say are just one element of the big picture. How you deliver your message also matters. Think about it… There’s no way a monotonous robot voice is as engaging or effective at communicating an idea as an energetic human being using the right tonality and body language. So if you’re not using scripts and you’re just “winging it” every time you speak with a prospect, it’s highly unlikely you’re maximizing your persuasion techniques. (I’ll touch on this more later, but the great thing about a script is that it allows you to practice it repeatedly – and master it – before you put it into action.)

Create a Stronger Connection with Your Clients – When agents are averse to using scripts, they normally say it’s because they want to be genuine with their clients and they feel using a script steers them away from that objective. I sort of see where they’re coming from, but I respectfully disagree. Think about what really happens if you’re in a sales situation and you don’t know what to say next… Are you actually paying attention to what the other person is saying? Or are you “in your head” scrambling for your next response and how you’ll make yourself sound good? When you’re distracted and searching for answers during a conversation, guess what? You’re NOT engaged. You’re NOT coming across as genuine. You’re NOT creating that crucial emotional bond with the other person. That’s why I contend those who truly master their scripts are able to be the most engaged and “in the moment” with their clients. There’s one big catch, though, and it goes back to the very beginning of this blog with the obvious script user…

You MUST Practice! – Do you know why that person I mentioned earlier wasn’t effective with his script? Because he used it way too soon. The key to using scripts effectively is simple: Practice is mandatory! The more you practice and role play your scripts, the more you can internalize it and make it your own. Practice is what separates great salespeople from the embarrassing others who give scripts a bad name. When you’ve mastered a script, you’ll naturally know how and where to lead a conversation, without being “in your head” and trying to figure out what to say next. You’ll become a better listener, come across more authentic and provide more authoritative answers.

And in the process, you’ll win more business and enjoy what you do even more. But you got to practice. And that practice has to be with the right people in the right environment. The Cardinal Sin is to “practice” on your clients. Stop the resistance, find yourself some good scripts, and put in the work (PRACTICE!) to make them your own.

I’d love to hear about your personal journey with scripts. Please… Share your tips, stories, and any feedback on this blog in the comments below!

To get you started here are 5 proven scripts for you to practice with…

Agentsboost – Asking For The Order Scripts
Agentsboost – Appointment Confirmation Scripts
Agentsboost – Objection Handling Scripts
Agentsboost Door Knocking Scripts
Agentsboost Open House Dialogs

Strength and courage,
Wade

Why Winter Is The Best Time To Buy & Sell Real Estate

Wade Webb on February 6, 2019

Buy or sell real estate in the winterThe real estate consumer has been buying and selling more during the spring and summer months for years now. If you think about it, buying and selling when everyone else does doesn’t help the real estate consumer but hinder them. We understand it is cold, wet and not the ideal conditions to be looking to buy a home or be moving from one home to another. This week we share with REALTORS® and their clients the benefits of buying and selling during the winter versus waiting to buy and sell when everyone does. This we hope will equip you with facts and a strong reality check to combat the need to wait until spring.

 

Why Sell Your Home Now?

#1 – Only The Serious Buyers Are Looking Over The Winter

  • Yes there are fewer buyers, but those buyers are usually very SERIOUS about making a purchase or many HAVE to make a purchase. Who else would want to look at buying during the winter?

#2 – Fewer Winter Listings Means Less Listing Competition

  • Most sellers wait until the spring or summer to list, so your home will have far less competition
  • Spring = Greater supply = Same Demand = Less Money

#3 – January Is The Biggest Corporate Transfer Month

  • More corporate relocation moves happen during January than any other time of the year.
  • Catch the corporate relocation buyers while you can.

#4 – Better Personal Prompt Customer Service

  • By putting the home on the market during the winter you experience better, personal and faster customer service from movers, lawyers, banks, insurance providers etc. Listing realtors have more time to better serve their sellers and get all the marketing strategies in place.

#5 – More Bargaining Time to Get More Money

  • By starting to market your home early, you may be able to secure a higher price with more listing exposure time. This season allows a seller to not be in a rush to sell and allow for more market exposure time and ultimately generate a higher price than in the spring.

#6 – Timing Is Everything. So Sell Now & Buy In The Spring

  • If your home sells quickly, you will be able to shop for your next home during the winter, a great time to find a bargain!
  • More time to look and not pressure to shop and beat the other buyers. Sell first and then buy in the spring when the inventory and selection begins to rise for you when you are the buyer.

#7 – Standing Out In A Smaller Crowd

  • Most REALTORS® and offices have less inventory during the winter, enabling your home to stand out even more.
  • Less marketing noise out there for the buyers and they see your home with ease now.

#8 – 20% Of Sales Still Happen During the Winter

  • Buyers and Sellers are usually quite motivated to get the transaction completed. We still have 20% of the business in the year occurring during the winter.
  • This can mean less price haggling and fewer hassles during the process.

#9 – Buying Without Having Something To Sell First

  • By selling now you may have an opportunity to be a non-contingent buyer during the spring, when more houses are on the market!
  • Less “subject to the sale” offers from buyers and you are not one of them when you are buying your next home.

#10 – No Yard Work When It’s Freshly Covered In Snow

  • Great time for a home that needs a yard make over to sell.
  • No need to worry about your yard work. Snow makes it look fresh and white

#11 – Buyers Time Everything Too

  • Buyers begin the search and purchase for spring moves in January, February.
  • Busy move times are March Spring Break, April Easter, May long weekend and July long weekends

#13 – No Pricing Wars With Others Sellers

  • Less choice for buyers means less sellers to play pricing against each other
  • Buyers will often make more concession in their buying decision with less choice

#14 – A Holiday Magic Feel To Your Home

  • Property shows well, almost staged with holiday décor adding to the ambiance
  • Tis the season for your home to shine!

#15 – Higher Quality No Looky Loo Showings

  • Little chance of quick showings and not being prepared to show your home
  • Easier time of year to make appointments and give sellers advance notice.
  • Higher quality showings

#16 – Right Buyer, Right Time Odds

  • The odds are the same for the right buyer looking at your home regardless of the season.
  • Right buyer, right time, right home

 

Why Buy a House Now?

#1 – Fewer Or No Multiple Offers

  • Little or no chance of multiple or competing offers for the buyer during this time of year

#2 – Better Personal Prompt Customer Service

  • Better service from all service providers like the agents, banks, insurers etc. Not as busy now.

#3 – Sellers Are Motivated

  • Sellers motivated at this time of year if still trying to sell from summer or fall.
  • Sellers willing to negotiate, been on the market for some time now. Give and take.

#4 – Expired Listing Inventory

  • Buyers can shop the expired listings market, which has the largest selection this time of the year.

#5 – Better Closing Options

  • Good time of year to make an offer and do the due diligence, buyers can move quickly now or slower in the spring if not in a rush.

#6 – More Alternative Housing Options

  • Easier for sellers to find alternative housing, not as much pressure finding a rental vs. the really busy spring and summer season.

#7 – Contingencies and Subject to the Sale Of Acceptable

  • Great time for buyers to make contingent “Subject to the Sale” offers and get them accepted and movement on the price.

#8 – Better Available Moving & Service Providers

  • Easier time for a buyer to move and find help and services like movers, cleaners, storage.

#9 – Smoother Mistake Free Completions

  • Better timing for buyers on completions with lawyers, banks land registry. Not that busy and time to attend to you now.

#10 – Buyer Competition Lower

  • Less competition for the same property from other buyers on the deals that pop up this time of year.

#11 – Having More Time

  • Having time to make a decision and not be pressured in to offers or pressured into removing conditions or speeding up your due diligence time.

So there you have some compelling facts that will help you make a buying and selling decision earlier this year and avoid some of the common pitfalls of waiting until spring like all your real estate buying and selling competitors will be doing.

Strength and courage,
Wade

Top 10 Activities Top Agents Do To Kick Start 2019

Wade Webb on January 16, 2019

top 10 realtor activities for 2019It is that time of year when you feel a little holiday hangover and the motivation levels are not what they should be. It is the time of year when an agent cannot control what the market or their client is doing but it is essential an agent control what it is they are doing in January to kick start their year off right! This week I want to share the top things an agent can do at the start off the year with a bang to ensure you got a good jump to 2019.

Top 10 Activities for Realtors© To Kickstart 2019

1. Happy New Year / Gratitude Message – create a message for everyone expressing your gratitude for their support for you and your business in 2018 and wish them all the best in 2019. Let them know none of your success would be possible without them and you appreciate them all. Create a video, letter, email, Facebook social media post and share the happy new year – gratitude message to everyone you know!

2. Rebranding Launch 2019 – time to reinvent and relaunch your brand with a new photo, new logo and a new slogan and rebrand your old real estate self and create a fresh new look and start for 2019 and your business. Ask for your clients for input and poll their feedback on your new photo, new logo and new slogan over social media and build up the hype for your new branding launch in 2019.

3. 2018 Market Review and 2019 Predictions – create a message for everyone reviewing the past year and what the real estate market did in 2018. What did price do? Inventory? Sales? List to sale ratios? Recap and summarize the past years market and let them know what is trending and share your bold predictions for the market in 2019. Create a video, letter, email, Facebook social media post and share this with everyone in your community!

4. Pop by gift – always a great time of year to pop by and say hello to everyone you know with a jug of window washer fluid with a tag message “I’m happy to provide great clients like you with a clearer view of our local market.” Courtesy of Buffini and Company. (See attached)

5. Checklists / Procedures – time to get the systems, checklists and procedures created or upgraded. Do you have a process in writing for every activity you perform in real estate? The greatest challenge for all agents in their business is they are consistently inconsistent. Having written checklists, processes and procedures for each activity in your business will make a huge difference for implementation and execution in 2019.

6. Database Touches – the highest R.O.I. source of any top producing agent is repeat and referral business. Having an intentional value added process to engage and deepen your advocacy with people that already know, like an trust you is absolutely key to any agents success in 2019. Spend more time money and effort keeping them than we did getting them! (See attached)

7. Lead Generation Funnels – the top reason for agents not doing well enough is due to the lack of leads. Without enough leads we are forced to work with anyone and everyone. Without enough leads we can’t generate enough appointments and then enough listings and sales in 2019. Focus on the “FAB 5” lead generation funnels of the industry in 2019. 1. Database 2. Geographic Farm 3. Expired or FSBO 4. Open House 5. Online Leads

8. Tools In Your Tool kit – do you have a pre appointment package for buyers or sellers. Do you have a marketing tool you can deliver to the clients in advance that sets you apart from all your competitors before you even meet them? Pre listing and Pre Buyer packages deliver that punch in 2019.

9. Presentations and Process – do you use professional dynamic presentations with your buyers and sellers? Presentations that share with them the benefits of doing business with you vs. the rest? Does your process set you apart from the competition? Do you show them why they should sign with you a listing contract? Buyer agreement? Price their home properly the first time? Or do you just wing it?

10. Complimentary Market Analysis – provide a package of listings, sales and expired comps for the last year to every client and person you have a relationship with. Provide them with enough information they can get an idea themselves of the value of their property. 3 days later follow up and ask them if they have any questions? Ask if they have other real estate properties you could evaluate for them? Ask if they know anyone else you could provide them with this complimentary service as well. This usually leads to listing appointments for agents in the new year and a great jump on spring listing inventory!

So there you have my top activities for kick starting 2019 off on the right foot! Feel free to comment on some of the things you do to get your business year started off right below. Don’t sit around and wait for real estate to happen. Take steps to create real estate in January 2019!

 

Strength and courage,
Wade

https://plus.google.com/u/1/113259707478722993209/posts/56mu5Xx849q

Secrets To 11% Online Real Estate Lead Conversion

Wade Webb on January 9, 2019

increase real estate online lead conversion rateWe all know online leads are supposed to be the latest and greatest thing in real estate but they can be fairly expensive and the national average conversion rate is only about 1.5% but what if you could convert your online leads at a rate of 11%?

Would you do what it takes and start crushing it online as an agent? Sadly most agents would say “it is too much work, online leads suck and real estate sucks and I am sure there is something out there better than an 11% conversion rate for me thanks very much!”

This week I want to share some of the ways you can increase online lead conversion and reach a double digit conversion rate… so let’s do this!

We all know the most important rule to online lead conversion is speed to lead (under 5 minutes response time)! The first agent is usually the agent that wins the leads business when they are ready to raise their hand to do business. Just as important as the speed to lead rule is your ability to personalize and show your own personality in your online lead responses so they can begin to feel like you’re an agent they can trust, like and do business with and not just a salesperson!

So how do you show your personality and personal touch in lead response?

Video is now the online lead conversion secret weapon. 86% of communication is non-verbal ( tone, eye contact, body language, voice inflection ) video allows us to communicate all of that! Your initial contacts are now 30 second video texts, 30 second video emails and a personal phone call, all three in under five minutes.

  1. Make the message personal by holding a small white board with the clients name written on it in your hand in the video first.
  2. Then the next contact hold the small white board with the name of the area they are looking for property written on it.
  3. Then the next contact have your website domain name written on it and tell them what they will find on your website that is unique to other sites.
  4. Quick follow up message to make sure they are getting all your messages. Plans changed?
  5. Send a list of your top picks of homes based on their initial search enquiry.
  6. Send them recent new listings and sales in what they told you they are searching for.
  7. Let them know about your informed home buyer plan and how they can save time, money and stress.
  8. Let them know how you have access to homes for sale that are not on the MLS
  9. Let them know how you can beat other buyers to new listings
  10. Let them know you have solutions for their common buyer challenges
  11. Let them know what you have they cannot get online (service providers, schools, trades, local amenities etc.)
  12. Let them see other photos of the listing they enquire on that are not on the listing
  13. Let them know your value proposition like finding a home vs. waiting for it to come on market, new listing e-lerts, saved searches, transaction coordinator.
  14. Send them market Snap shot stats

One of my favorite tips is using the app Calendly. https://calendly.com/ Whenever you get an enquiry about a listing you can respond using Calendly which will pop up and allow the prospect to book a viewing appointment with you for the listing they enquired on. Calendly syncs with your own calendar and knows to only offer times for viewings to the online lead when your own calendar is open. So Cool!!

Another great tool is using bit.ly to convert an email into a bit.ly link https://bitly.com/ and then be able to embed that email using bit.ly into a text back to your online lead prospect. It wows the prospect, makes the text pop, allows you to track their activity and saves your texting thumbs from cramping up on you!

Follow the universal online lead conversion script LPMAMA. Take the time to keep the prospect on the line as long as possible to build rapport and trust with this script!

L – Location, all the areas they are considering and you might suggest

P – Price, being able to determine their floor, ceiling and comfort zone prices

M – Motivation, Why? Pain or pleasure? When?

A – Assume you don’t have an agent because you are out doing this on your own?

M – Mortgage, All cash or will you be requiring financing? With who?

A – Appointment, L.G.T. Let’s get together

I hope some of these tips and tricks will help with your ongoing battle with online lead generation and help you take your conversion to the double digit level and create a boost in your business this first quarter of 2019!

Strength and courage,
Wade

https://plus.google.com/u/1/113259707478722993209/posts/7JYAuf6Tqhu