grow your real estate business Archives - Page 8 of 10

Visibility Trumps Ability – Dominate Your Market.

Wade Webb on February 14, 2018

A good friend of mine recently spoke to our brokerage and really brought home how anyone could go into any market place and dominate within a certain period of time. The amazing fact that 52% of all internet and online traffic is completely related to social media now and if you think social media is a fad and it is going away you really need to think again. The other statement that really resonated with me was “We need to act like a consumer with our marketing and follow the game changing way we are exploring on the internet and that is social media and not surfing the web anymore folks!”

So what is my point?

Well I have two points this week I really want to drive home. Let’s start with the powerful concept of “Visibility Trumps Ability” and anyone has the power to dominate in any market place thanks to the way the consumer is acting now.

So how do I do that Wade? Here it is….

1. You first need to make sure you have a business Facebook page and not a personal Facebook page. The business Facebook page is the only page that will allow you to really strategically gain visibility in your market area.

2. Once you have your business Facebook page then we begin marketing campaigns on your Facebook business page. This allows you to strategically place content you place in your campaign in front of residents living in your market area for a very low investment using the promote/boost content tool on Facebook.

3. I recommend one of three campaign investments which are the minimum $5, $10 or $30 a day to get things rolling.

4. So what do we promote/boost within our Facebook ad campaigns? Here is the list…..

A) Once a month a video, yes video of you talking about the market conditions and trends in your market area.

B) Coming soon listing

C) Just listed

D) Just Sold

E) Best buy

F) Invite to open house

G) I Have A Buyer

H) Price Reduced

5. Simple important rules for lead conversion when using the promote/boost Facebook tool….

A) Max 3 photos

B) Lead photo NOT the front of the property

C) No address

D) No Price….

6. Call To Action: Always say “for more information comment below”, “call/text me @ _______” , “email me @________” Look forward to hearing from you!

My closing point is this… ”We need to be acting like marketers the same way we or others are acting as consumers.” This is game changer marketing time and how we market has changed because of the way we consume. We are spending 52% of our time online now and that stats is climbing every year so we need to be visible and present on social whether we like it or not. I trust you take this nugget of information and take action and become visible in your marketplace and begin to generate more top of mind in your marketplace and generate more business while doing that!

Strength and courage,
Wade

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32 No Cost Or Low Cost Marketing Ideas For Agents 2018

Wade Webb on January 24, 2018

Often 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.

2018 Low and No Cost Marketing Ideas for Agents…

1. Pick up the phone and talk to 5 current or past clients a day.
2. Ask for the business just by adding to your email signature “The greatest compliment you can give me is a referral to your family, friends and colleagues.”
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
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.
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).
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 snapshot or 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 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. Logo your vehicle if you are not a bad driver.
27. Video interview local business owners, service providers and professionals in your community.
28. Create an agent to agent referral business with agents from other cities sending you their buyer and seller referrals.
29. Connect with solicitors that represent family, estate or financial institution law for referral business.
30. Visit face to face a for sale by owner and offer to provide them tips and ideas on how to sell their home themselves in exchange for referral business in the future.
31. Create a referral network with trades people, contractors, renovators and handyman professionals.
32. 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!

So there you have it an in depth list of ideas for agents with smaller or no marketing budgets in 2018. Feel free to add more ideas and suggestions to this year’s list in the comment section below!

Strength and courage,
Wade

PS… Click Here to grab your free copy of the Business Plan Workbook for 2018 available from our Homepage

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The 12 Days Of Real Estate (Christmas)

Wade Webb on December 13, 2017

On the first day of real estate my true love gave to me… Spend some focused time on your real estate database prior to 2018. 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 2018 making specific activities each month to add value and deepen your relationships with your database. This “give to get” activity is the best way to increase repeat and referral business in 2018.

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 real estate leads 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… 2 daily hours of power prospecting and lead generation. 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, 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 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.

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 2018. “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

PS… Click Here to grab your free copy of the Business Plan Workbook for 2018 available from our Homepage

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The Top Reasons Why You Should Buy & Sell Over The Winter 2018

Wade Webb on December 6, 2017

Knowing what the biggest objection you face over the next few months allows you the edge to be prepared when it strikes. We all know the #1 objection all agents are going to get from real estate buyers and sellers is “We want to wait until the spring.” So having the ability to change how the buyer and seller feels about waiting to buy or sell until the spring is imperative to your winter real estate success!!

Don’t try changing their minds and building their defense mechanism up but educate them and change how they think and then they change how they feel about buying over the winter instead of spring. The fact of the matter is, the reasons and myths are endless so it’s our job as REALTORS® to be equipped with facts and a strong reality check to combat these reasons we hear every day. To help you educate the consumers through the winter season I put together some of my top reasons a client would want to choose this time of year to buy, sell and list a home.

Top Reasons to Sell Real Estate Over The Winter

#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.

BONUS…..

#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

My Top 10 Reasons to Buy Over The Winter

#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.

Bonus

#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.

Now that you’re equipped with ammo to overcome any objection, educate the consumers and debunk the myths and go out there and list and sell some real estate this winter season!!

Strength and courage,
Wade

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Power Planning For Success In 2018

Wade Webb on November 15, 2017

When the year begins to wind down you should not wait until the very end to start planning for next year. This means having a crystal clear understanding of the successes and challenges of your current year, how it impacts your upcoming year, and developing a vision of what you want to accomplish, and how.

I believe you should always start working on your next year strategy months in advance of the new year. This awards you enough time to make an impact on your final quarter, and lay the groundwork for making sure your next fiscal year starts off on a solid footing.

For agents who want to achieve greatness, push the envelope, and grow their business through market share, market penetration, paying down debt, increasing sales, profits and cash flow, I urge you to get going now! The way I see things is, if your business isn’t growing, pushing the envelope, thriving, and maximizing profit, then all you’re really doing is suffering a slow death. Believe me, your competition is fighting the fight every day, and they didn’t wake up in the morning and say “Gosh, golly, I hope I stay even in 2018.” They want to eat your lunch, take your business, absorb your market share and steal your customers away.

Some people might ask me if they should start planning by looking at their competition, and I say NO. Why focus on the competition, instead of focusing on yourself? When it comes to my business, I don’t care what others do. I care about what I do. Recognize your competition for what and who they are, and then put your best foot forward by pushing the envelope in your business. You should approach the new year as if you are going to battle, and for that you should develop a strategic plan.

Business Plan – a written document that describes in detail how a business, usually a new one, is going to achieve its goals. A business plan lays out a written plan from a marketing, financial and operational viewpoint.

FACT: LESS THAN 3% OF REAL ESTATE AGENTS HAVE A BUSINESS PLAN

FACT: ESTIMATED 3% OF REAL ESTATE AGENTS IN NORTH AMERICA DOING 97% OF BUSINESS

“If you fail to plan, you plan to fail.” Writing a business plan may seem a daunting task as there are so many moving parts and concepts to address. Take it one step at a time and be sure to schedule regular review (quarterly, semi-annually, or annually) of your plan to be sure you are on track to meet your goals. It is that time of year again when we begin to build our plan for 2018 so let’s look at the key areas of the agent’s solid business plan.

Business Plan for the Successful REALTOR©

Step 1) “Success and history always leaves us clues.” I began by looking back to identify the clues that have been left for us and the business. I would look at the real estate market first and search for the following clues.
What have the number of sales been doing the last year? 2-5 years? Up? Down?
What have the number of listings been doing the last year? 2-5 years? Up? Down?
What have the average and median prices been doing?
What price ranges are experiencing more activity? Less activity?
What neighborhoods or areas are experiencing more activity? Less Activity?
What property types are selling more? Less?
What buyer types are buying more?
Where are the buyers coming from? Local? Next state or province? Over Seas?

Imagine the targeted and strategic plan you would be able to build for you and your real estate business with this kind of information?
Now you are not just winging it. You really know where and what to focus on.

Step 2) Looking At The Present State of Your Real Estate Business
What have my sales been doing? Up? Down?
What have my listings been doing? Up? Down?
What is my average price? Can I raise my average selling price?
What is my Gross Commission Income doing?
What is my average deal worth?
Where are my listings and sales coming from? Sources of business?
What types of buyers do I represent?
Where are the buyers coming from? Local? Out of area?
What are my pending sales?
What do I have for potential buyers and sellers?

Strategic Business Planning for Your Real Estate Business
What if you took the time to really track and measure and reflect on your business at a deeper level and see your strengths, weaknesses and opportunities?

Step 3) Activity Plans – Take the time to lay out your activity plan calendar a year in advance. Focus on the activities you know you are good at and you see a return on your invested time and money. I am guessing for most agents it would be your sphere of influence, referrals and face to face or voice to voice activities.

Step 4) Budgeting – Profit is the goal in business. Knowing what your personal life and your business world cost you monthly is so important. Expense management is just as important as your income and earnings. Have a clear picture of your expenses and measure all of them for their return on investment or if they can be reduced in any way.

Step 5) Goals – If your “Why” is big enough the “how” will take care of itself. What is your purpose? Vision? Values? Mission Statement? Taking the time to know what it is you want and why you want it is a game changer for us all. Nothing gives me more joy than impacting and improving people’s lives personally and professionally every day.

In my own real estate business, taking the time over the last 22 years to create a business plan has been so incredibly beneficial for me and I know it will for you as well.

In today’s post I have given you a brief business plan overview. To help you get going with your own plan I put together a step by step Business Plan Workbook you can download for free by clicking the link below.

Click here to download new business plan PDF….

Strength and courage,
Wade

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How To Finish 2017 Strong. The Final Countdown!

Wade Webb on November 1, 2017

Why is it so easy to get apathetic, complacent or take the foot off the gas in the final quarter of the year. The seasons are changing and the days are getting shorter and the sense of urgency with our real estate market and our business seems to be settling down for a long winter’s nap. For a lot of us this is not good nor can we afford to let this happen?!

Do you want to finish the year with a whimper or finish it with a bang? Do you want to have to snap out of a funk to start 2018… Or steamroll into it full of momentum? With that in mind, here are some actions steps to dominate and finish 2017 strong!

1. What Is It You Want? Personally? Professionally?

When I ask agents “so what do you want”? It amazes me how many don’t have any idea what it is they want out of their personal or professional lives and that my friend is the root of why many don’t finish the year or start next year the way they should. A clear vision of what it is you want drives you to take action and moves your emotional meter.

As a Realtor what do you want your business to look like when January 1, 2018 arrives? What do you want your personal life to look like come January 1? How many sales do you want? How many active listings do you want? How big do you want your pipeline of leads to be? Where do you want to be physically, mentally and what do you want to experience come January 1? You know the people who want to put things off over the holidays but come January 1 will be serious. The moment you finalize these decisions, you need to align your behaviors with those goals to make them happen.

2. What & Who Gives Me Joy?

This past few weeks I can’t believe how many of my coaching clients have one thing in common right now and that one thing is they have no “Joy”. They have been going at such a ferocious pace and can’t even remember when they did the activities or spent time with the people that give them “Joy”. The best way to ensure a productive AND enjoyable holiday season is to open your calendar today and mark off all of the time you’re taking off. The vacation time. The snowboarding trip. The holiday time with family. The “I’m taking this day off just because” time. The dance class or spin class. Etc. Etc. Make those commitments and schedule it. Remember: If it’s not in your calendar, it doesn’t exist. Once you’ve marked all of the time you’re taking off and the activities that give you “Joy” then take stock of what’s left. This is the number of days you have remaining to achieve the results you desire. Seeing that concentrated schedule will be a great motivator to make things happen and get stuff done.

3. Set Some Key Goals

To finish 2017 with a bang, make sure these three goals are up and visual in your office. 1. How many appointments I want to book before the end of the year, how many listings I want to take before the end of the year and how many sales I want to make between now and the end of the year. 2. Schedule time to plan my 2018 and build that business plan for next year based on what you learned from this past year. 3. Schedule time to see all the people prior to the holiday season. Ken Blanchard wrote in the book “The Generosity Factor.” That the greatest gift we can give others is our time, talent, touch and treasure. Create that sense of urgency and finish strong!

4. Develop An End Of The Year Sales and Marketing Plan

You set those goals in the previous step, but how are you going to achieve them? Map out your marketing activities that will reach those goals. How are you going to touch your past clients? What are you going to deliver to your geographic farm? What special event — a holiday party, Mega Open House, movie theater promotion, etc. — are you going to hold in the final weeks of 2017?

5. Implementation and Execution Creates Momentum

Why is it important to close the year strong? To get some results and things done and accomplished the final days of the year? These results, accomplishments and successes impact how you start 2018. You want momentum. You want energy. You want to wake up January 1 feeling ready to run through a brick wall to make 2018 your best year ever. So let me ask you this: Has there been a New Year’s Day (or two, or three, or 10 or 20?) where you woke up not exactly feeling your best? Is that how you want to start your pursuit of your best year ever? By feeling like crap for Day 1 of 365? Do the things that will allow you to wake up on January 1 full of energy, ambition and confidence in your plan.

Implement one or more of these ideas and finish 2017 strong…

Strength and courage,
Wade

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The Art Of Negotiation

kelowna on October 18, 2017

It is amazing how little negotiation training most real estate agents have and most of the training they do have comes from battle scars and previous negotiations. When it comes to negotiation in all sales there are two schools of thought.

1.Win/Lose
2.Win/Win

Real estate is a zero-sum business. There are a fixed number of transactions every year in every market. Personal marketing and prospecting is a hunting expedition for those buyers and sellers. Every listing taken and every home sold reduces the balance available. That is why it is impossible mathematically for every agent in every market to become a high producer. It is simply a consequence of supply and demand. This should be a reality check and a warning to every agent. Become great at the skills essential for your success.

The Win/lose negotiation is, by its very nature, adversarial. There rarely are any long-term winners. If you want your business to be referral-based then beware… there will be none here.

The goal of win/win negotiation, on the other hand, is to reach an agreement that satisfies both parties. This includes the buyer/seller and the listing agent/buyer agent. In other words, everybody is happy and each side feels the other was fair. This is the holy grail of negotiation. Negotiation gets messy when trust becomes diminished.

A lack of trust does not necessarily infer dishonesty. More often it can come from a lack of preparation and a thorough understanding of the needs of the other parties. There is always a loss of authenticity when one appears incompetent or lucidly incoherent. So how can you improve your chances of achieving a win/win outcome? The answer is by knowing the type of person you are negotiating with. Knowing, or at least considering, his or her personality type can give you an honorable edge in negotiating. Let’s look at the four personality types we face in negotiating and understand their natural tendencies in negotiations.

1.) THE DOMINANT OR DRIVER

These are extroverted people who need to direct traffic, need constant challenges and love to win. They believe winning isn’t everything, it’s the only thing. These people are direct and oriented toward the bottom line. They typically are win/lose style negotiators, but won’t usually acknowledge it. The best way to negotiate with this type of person is to go to the bottom line and work backward. Offer alternative choices and let them make their own decisions. Never attack their position, give facts in a logical flow and give them the perception of winning.

2.) THE SOCIAL BUTTERFLY OR EXPRESSIVE

These people love to talk and interact. They are personable, want to be liked and make quick, impulsive decisions. They usually have a great sense of humor and are good team players. Third-party endorsements work best with this type of person. Quick tips for negotiation: Don’t bother them with the bottom line or facts and figures. Keep negotiations good-natured and light-hearted.

3.) THE COMPLIANT OR AMIABLE

Keeping the peace and avoiding conflict is most important to these people. They are amiable, patient and relaxed. They usually are unemotional during negotiations, slow to decide and will look for a long-term relationship. The best negotiation approach here is to show genuine interest in them personally. Listen, be patient and take your time. Don’t do hard sells! COMPLIANTS need to know you will deliver on what you promise.

4.) THE ANALYST OR ANALYTICAL

These are the perfectionists of the world. They are cautious, detailed, accurate and analytical with high standards. They want proof, facts, data and more data. Follow the rules with these people and avoid too much creativity. Be prepared with data and be direct with that data. To be successful with this type of person, it’s important for you to be organized and provide lots of detail. Go to the point and avoid small talk. They will tend to get stuck on a single point (usually price) and will want to win on that one issue only.

HOW CAN WE SPOT EACH STYLE?

First, it is important you know what personality type you are. Then keep your eyes and ears open.

1. If you are dealing with an outgoing person with a neat freak aura then most likely he or she is a DOMINANT personality. Dominant personalities also tend to like cutting-edge technology and acquiring that technology.

2. Someone who is talkative with a relaxed, lived-in look and casual appearance will probably be a SOCIAL BUTTERFLY. They also like to be on the cutting edge of technology and like to buy things.

3. COMPLIANTS just want to do what’s right for everybody. They sometimes appear a little insecure. They are the clients who want to do the right thing and are generally slow to decide. But they are very loyal and will be a consistent referral resource.

4. ANALYSTS always will ask for more detail. They also will want to know how you arrived at your CMA for example. They are fact based.

WHAT ARE THE COMMON ELEMENTS TO NEGOTIATE SUCCESSFULLY WITH ALL FOUR TYPES?

The main point to remember during negotiations is it’s about the client, and their wants and needs. Do your prep work, recognize the types of people you’re dealing with, and have these tips in mind to keep negotiations positive and smooth (win/win!):

•Ask a lot of questions
•Don’t become emotionally involved
•Be totally prepared with clear factual details
•Treat people with friendship just as you would want to be treated

Strength and courage,
Wade

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The Top Agents Daily Checklist

kelowna on October 11, 2017

We all know we have the same 365 days, 52 weeks, 12 months in our real estate year and begin with an even playing field, right?

So what is the secret to the top producing agents and what they do with that same time every other agent has? We know it boils down to implementation and execution of specific activities done over time with consistency that creates the long term massive success we all want.

This week we break down the daily checklist of the millionaire real estate agents and what it is they do every day no matter what that creates a massive end result all agents are looking for. So here we go!

Your Daily Top Real Estate Agent Checklist

#1 Every day they wake up at _______ a.m. daily. (Set your own time, but make it at least one hour earlier than normal.) Start adding up one hour a day earlier for 365 days and you have now added 365 hours to your business and life a year. You have now given yourself more than 15 days of time to do and be more personally and professionally. All millionaire agents get up earlier than the rest!

#2 Complete your morning routine. Here is an example of a millionaire agent I work with and their morning routine. Daily Gratitude exercise writing out 10 things they are grateful for. Show Up Early! Don’t open email for one hour. Positive reading or watching for 15 minutes. Daily affirmations and hand write 2 Personal Notes to their clients.

#3 Get to the office by _______ a.m. daily. The most productive hours are when there are little or no distractions from peers or staff in the office.

#4 Review the daily hot sheets. (Be informed. The market expert always wins.) Have the ability to switch the consumer inquiries by knowing the inventory.

#5 15 minutes of aggressive role playing/objection handling. Knowing what to say and how to say it is key to their skills and ability to persuade others!

#6 “Hour of Power” + follow-up and book appointments. One hour of focused lead generation time for buyer and seller appointments.

#7 Track your numbers. Measure everything you do to know if it works, if you are good at it or something you just need to dump.

#8 Check in on your pending sales and escrows and meet with their assistant for a daily update meeting.

#9 TWO social media posts daily, MINIMUM! Be top of mind and known for your expertise.

#10 Go on a “new opportunity” appointment (NOT a showing). Do you tour guide or do you sell homes? There is a difference!

#11 Conduct afternoon follow-up sessions. Sales is all about follow up, follow up, follow up!

#12 Provide massive value.

#13 Keep doing whatever makes you uncomfortable.

#14 If I don’t let go, I won’t grow.

#15 Put everything up and make your goals visual.

#16 Is your “why” bigger than your fear?

So there you have it. The daily checklist of the millionaire agent and the activities they consistently perform in order to know they will be able to experience the massive success they are wanting in their business and life. Don’t let another day go by without implementing and executing these daily activities and begin to change your life and business, NOW!!

Strength and courage,
Wade

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How To Determine Your WHY in Real Estate

kelowna on September 20, 2017

“When your WHY is big enough you will find your how.” Laith Wallace

It’s often one of the first things you ask someone when you meet them. “What do you do?” or “Where do you work?” Want to know a much more interesting question? Ask them this one. “So Why do you work?” I guarantee their answer will tell you a lot about them and YOUR answer will help you perform up to your potential in life.

I believe a crucial step to living a more fulfilling life is to know your “WHY” before you know your HOW. Lots of people ask me HOW to take their real estate business to the next level. I can tell them a million strategies, but if they haven’t answered their WHY first, they’re not going to put those strategies to the best use.

You see, knowing your WHY ultimately makes the HOW so much easier. Encouraging agents to determine their WHY is one of the foundational steps in real estate coaching. Think about it for a second — how effective are you in any project when you’re unsure of what you’re doing? When there’s no “end game” in mind, you feel like you’re floating and your focus, desire and confidence tend to fade away.

So it only makes sense that one of the first steps to success is determining your genuine motivation or drive. To answer the question of “Why do you work?” Of course, the simple answer is to keep a roof over your head, to keep yourself fed and to provide for your family. But let me tell you — that answer SUCKS.

Do you want to simply exist, or do you want to excel?

Looking inward, taking a deep dive and identifying your WHY becomes a much more powerful exercise when you look deeper in search of an answer that is emblematic of who you are and why you’re willing to work so hard every day. Here’s a list of questions to ask yourself, and don’t be afraid to add others that are meaningful to you:

•What motivates you?
•What are your dreams?
•How much money do you want to make?
•How many team members do you want to hire?
•When do you want to retire?
•What do you want for your spouse/significant other?
•What kind of future do you want to create and provide for your children?
•How much vacation time do you want?
•Where do you want to visit?
•How do you want to make a difference in the world?
•What does your ideal legacy look like?
•What do you want to contribute to outside of business?

Don’t answer these questions too quickly. Do some soul searching and provide vivid detail in your responses. Like any goal, the more specifically you define it, the more it’s going to resonate with you. Like any goal, you need to make your WHY visible and public. It might feel uncomfortable, but put it out there. When you share your WHY with others, you up your cadence of accountability.

The reason the “Why do you work?” question tells you a lot about someone is because the more thought they’ve given this topic, chances are the more driven they are and the more committed to their business they are. Those who truly know their WHY are people who align their behaviors with their goals and get their work done, day in and day out. To take it a step further, they’re the type of people who spend most of their time working ON their business, not IN it.

Your WHY is a very powerful thing. Do you know yours? If not, find it. Only then should you start thinking about your HOW.

Strength and courage,
Wade

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Just Show Up. Put In the Work!

kelowna on August 23, 2017

Every agent wants to separate themselves from the masses of agents in the business and stand out from the herd. I have accepted the fact that 80% of the agents I coach and who read my blog posts and take my training will be completely motivated, fired up and inspired but then do not a damn thing I share with them to change their business income and life. I think I might be generous with the 80% and maybe more like 98% of REALTORs.

I am not where I am today and achieved what I was able to achieve as a sales agent and a broker owner because I changed into a suit and a cape in a phone booth. It is amazing to me how so many agents can come up with so many different reasons why the other agents are so successful and why this agent is not successful and why they are not successful themselves. The reality is the only reason why I was fortunate enough to be successful and other agents you see that are so successful is we all did the one most important thing. “We all just showed up and did the work!” That is right, we all just showed up and did the work we were told to do and knew that the success would come from all the fruits of our labor.

Stop looking for that silver bullet, a shortcut or having such a lack of patience for your own success in real estate, I am sorry to say they do not exist! I see so many agents try something and don’t get the result they were looking for immediately and just stop doing it because they have decided in their own minds it doesn’t work. Why do agents turn on an online lead generation system and receive say 40 online buyer leads in the first week and don’t convert any of them in the first week and say to themselves well I tried and that doesn’t seem to work either and unsubscribe from the system? What else do you have that generates 40 buyer leads in a week and why turn it off, is my question? Let me ask you this….

Who do we really get to know as a buyer in the first week or two when the average buyer process is around three to eighteen months? But that is the agents mentality today and their expectation of lead generation, only looking for the quick fix and not the long tail in the world of real estate sales. One of my mentors said “You need to be faithful with the little to be given much.” Meaning you got to show up every day, make the calls, see the people, add value to others, find a need and meet it for buyer and sellers that need and deserve your help and just put in the work! Some of you may act on this message but most of you won’t.

If you want to be more in your business and life then start showing up starting today and put in the work and you will see the results and fruits of your labor!

Do, Act, Show Up, Implement and Execute on what you already know.

You all know enough already, stop looking to know more and start doing what you already know you are supposed to do. I don’t want my message today to come across as a little harsh but a message of hope for those that need a push to just start showing up!

Strength and courage,
Wade

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