The Art Of Trust – Top 4 Steps for REALTORS©

Wade Webb on June 24, 2020

Building client trust realtorThis week we are looking at the timeless fundamentals of real estate sales professionals and their ability to be able to create trust, likability and connection with others. One of the single most important skills to have in our industry and yet very difficult for so many to be able to perform effectively. These are four of my favorite strategies I love to share with agents I coach and equip them with the knowledge, confidence and skills to be able to create trust within minutes with others:

1. Safe Island – this Floyd Wickman classic technique is the beginning to all meetings with people for their very first time. The anxiety, fear and uncertainty of meeting someone for the first time always feels strange and awkward for them and for us. Everyone loves to know what is going to happen, what is going to be talked about and how things will play out before it actually does. It is a simple way to calm the room and the meeting by taking them out on a “safe island”

“Mr. and Mrs. Buyer, before we discuss the details of buying a home. I’d like to take some time to tell you how I work and the services my company ABC REALTY offer to help bring about a satisfactory purchase. May I do that?   Thank you. The first thing we learn at ABC REALTY is if I have to show you more than a few homes physically, I am probably not doing my job properly and as a result I am wasting your time. So to help us find the right home, at the right price, in the shortest period of time I want to share a simple process with you.

Here is how it works.

Step One: I will ask you a series of questions to help me determine your needs and wants. Taking the time to listen to your responses will give me a better insight of what you really want in a home.

Step Two: Is our One Stop Shopping service. You see right here in our office we have every listing available in the Central Okanagan area. We are going to look at all the houses listed for sale. Not physically, but by the process of elimination. The reason for that is if we find you a home today you won’t have to procrastinate wondering if there is another home out there for you. We have eliminated all other possibilities. How does that sound?

Step Three: When we find the home you feel good about and before I ask you to make a decision. I will give you an estimate of all your costs. It is important you know exactly what you will need to purchase your home.

Step Four: We at ABC REALTY have developed a plan to professionally supervise each step in the buying process. We will handle the entire sale for you from the beginning to the end. Absolutely nothing will be left to chance.

Step Five: I subscribe all my clients to an after sale follow up service. For years after the sale, I will regularly contact my clients like yourself,  to handle any needs you might have regarding real estate in the future. I’m sure you’d want and expect this kind of service from the Realtor and Company you choose to represent you, wouldn’t you?”

2. F.O.R.D. – Family, Occupation, Recreation, Dreams These questions work well because they stimulate the Reticular Activating System (RAS).  The RAS works as a filter, screening out information that is not of value to you right now and letting through anything that is important.  When you ask someone to focus on a goal or an image (as these questions do), the person puts themselves in that place mentally.  Awareness around this goal or image is heightened and the RAS lets in more information around the topic. The discovery process allows you to discover connections with them and yourself and makes them feel like they are heard and you truly care about them and who they are. This is a great technique for those of us that just don’t enjoy small talk and don’t know what to say to someone when we first meet them and needing to break the awkward silence.

3. Diamond Salesmanship – The classic Dale Carnegie technique that again builds trust, likability and comfort with the agent. Carnegie reminds us of the power of these 4 simple strategies.

              A. Names – use people’s names a lot. They like to hear their names and make them feel important and heard and feel like we are present with them.

              B. Smile, Pay a Compliment – It actually takes more muscles to frown than to smile and who doesn’t want a smile? The lost art of sincerely paying someone a compliment is a real game changer indeed.

              C. Visuals – The biggest habit for most agents is “telling” vs. “show and selling”. Half of us are visual and half of us auditory so the most powerful tool is a blank note pad and pen while you are meeting.

              D. Tone, Voice Inflection, Eye Contact, Body Language – 86% of effective communication is non verbal which is voice tone, inflection. Eye contact and body language makes all the difference.

4. Mirroring – The Larry King, Barbara Walters and Oprah Winfry had a secret weapon of being able to get their guest to open right up and share with everyone on national television their deeper story. Being able to repeat what someone is saying and adding a word or two so you don’t mimic. Physically mirroring their body language like when they cross their legs, you cross your legs and then fold your arms. The art is in the Plus 1 and adding the few words or the extra physical movement so they feel you are mirroring them and not mimicking them is key with this one. Amazing how they just relax and open up and share more than you sometimes want to know.

So there you have some of my personal favorite strategies of being able to build instant trust with someone and getting them to feel comfortable sooner than later when you work to truly make the first impression on them. Feel free to share in the comments below what are some of your best strategies too.

Strength and courage,
Wade

COVID-19 – Agents Missed Opportunities Part 2

Wade Webb on May 13, 2020

A continuation from last week’s content …. more “Agents missed opportunities“

11. Schedule Your Social Media A Month In Advance

Scheduling your social media posts in advance is a great way to remove busywork from your day-to-day schedule while still providing value and an opportunity for interaction for your audience. Social media platforms like Facebook and Twitter allow real estate agents with business accounts to schedule unlimited posts right in app. Instagram doesn’t have a native post scheduler, but you can schedule up to 10 posts for free with tools like Buffer (more if you pay for the premium plan), and the free version of Hootsuite even lets you schedule on LinkedIn. Not sure exactly what to post? Here are some ideas:

Take a picture of your workspace and say something about your projects for the day

Share your favorite afternoon snack (with a picture of course!)

Share a quote that inspires you

Share some home projects that can be done in a day

Share a list of larger home renovations that can up a property’s resale value

Go live to discuss the best part of your day

Share your best advice for people looking for things to do with kids at home

A quick note about scheduling your posts: This is great for news or articles you want to share, links to your blog or website, or properties you want to promote. But, it doesn’t replace the necessary daily interaction with other users these platforms require in order to be successful. Remember, this is SOCIAL media. If you aren’t being social (liking, sharing, commenting, interacting) with other users, you’re not going to get very good results.

12. Complete Your Google My Business Profile

Have you ever Googled your favorite restaurant in order to get their phone number, or maybe to hear if they’re doing takeout? If your favorite restaurant has a Google My Business profile, the information you’re looking for appears right in the Google search results; you don’t even have to click to the restaurant’s website. Google is attempting to answer many questions without users having to actually leave the Google infrastructure, and Google My Business is a tool to get this done. Completing your Google My Business profile allows your contact info to appear right in the Google search result, it also places you on Google Maps, and puts you in a list of area professionals when people do more general searches (instead of searching your name specifically, they search something like “Realtors near me.”) Google My Business is a free service and opens up a lot of doors; definitely worth your time.

13. Better Your Business By Trying a Real Estate Course

Real estate agents have a lot of options when it comes to professional development. If you’re feeling like your state-mandated continuing education isn’t doing enough to build your knowledge base and expand your horizon as a real estate professional, it might be time to consider a paid course from a reputable coach or trainer. There are lots of course options out there, but we think you should start by checking out

14. Do an Audit of Your Website

Your website is the most important part of your real estate marketing plan. It is where you capture leads, where your social media points to, where you market your listings, and the best place for prospects to contact you and start their journey toward becoming a client. Open up an incognito browser and head to your website. Put yourself in your prospect’s shoes. What is the experience like? What exists on your website that is helpful? Does it look and work just as well on mobile as it does on desktop? What would a client expect to find there that isn’t there? What is the search experience like? There are a lot of moving parts to a real estate website, getting them all working together is important. Once you’ve identified where your website could improve, work with your brokerage IT department to start solving those problems. If you’re not finding the solutions you’re looking for or are ready for a fresh start with a newly designed website, we suggest checking out the options from Placester. Placester offers real estate-specific website templates designed to capture leads and offer a fantastic user experience.

15. Have at Least One Video Conference A Day With A Client

Now is not the time to be a secret agent. The further you get from top-of-mind for your clients, the harder you’ll have to work to get back there when the clouds break and things start getting back to normal.

You can help mitigate this concern by having at least one video conference a day with a client. Call them up just to chat and check in with them, share with them their As Soon As This Passes plan from Tip #1, or talk about what the real estate market is likely to look like soon and how you can use that to your client’s advantage. If you aren’t a video conferencing pro, don’t worry, there are a ton of good options. FaceTime works great, so does Google Hangouts, Facebook Messenger, Skype, or Zoom. All of these tools are easy to use, have free options, and will provide you with a way to make that personal connection with your clients even when you’re stuck at home.

16. Listen to Real Estate Podcasts

If you find yourself needing a break from screen-time but want to keep your work mindset, consider switching to a real estate podcast. It’s easy to sit in one place and forget to get up and move around when you’re at home (how many episodes of The Office have you watched in a row from your comfy chair?), so having a change of pace is a good idea. Throw some clothes on, grab your phone and a pair of headphones, and spend some time walking outside while still leveling up your business. Start by checking out my new favorite podcast: Keeping It Real. Host DJ Paris is based in Chicago and interviews top agents from his (and other) markets, grabbing their best advice on how to get ahead.

17. Try Your Hand at Phone Prospecting

For those of you who thrive on the face-to-face interactions you get from door-knocking or handing out business cards at your local networking events, social distancing probably has you itchy to chat about real estate and the market with anyone who will listen. Even if this isn’t your style, a lot of the traditional lead generation channels are going to slow down for a while, so taking control of your lead volume with prospecting strategies is a great idea. If you’re new to prospecting or want a new tool to get it done, try starting with REDX. REDX connects directly to your local MLS, compiling a daily list of newly expired properties as well as contact information for the owners, sourced from all across the web. You also can get FSBO listings, and even use its Geoleads tool to get contact information for particular neighborhoods (an awesome perk if you’re also operating a real estate farm too). It has an optional built-in dialer for those of you who want to supercharge your efforts, making your call rates up to four times more efficient. Not sure what to say? We get it, cold calling doesn’t come natural to everyone. Start by just checking in. Ask if everyone in the house is doing OK, how everybody is handling the “new normal.” Once you’re ready to start expanding your repertoire, check out the comprehensive list of cold calling scripts we put together, perfect for any scenario.

18. Trick Out Your Zillow Premier Agent Profile

As if Zillow traffic numbers weren’t impressive already (approximately 36 million people visit its site every month), with most people stuck at home and not attending open houses or scheduling property showings, there will be an unprecedented number of virtual home shoppers. Since we know that most homebuyers spend at least some time on Zillow as a part of their shopping process, make sure that your profile there is impressive. Spend some time getting your real estate bio just right, get your headshot in there, make sure to claim all your past sales, add some video, and of course, get some fantastic reviews.

If you’re not a Zillow Premier Agent, you can still have a profile, but upgrading is definitely worth it. You get preferential placement in the Agent Finder Tool, and your profile and contact information appear next to listings in the areas that are most important to your potential clients. Zillow is currently offering its Premier Agent services for 50% on new business through at least April 22, 2020, so if you’ve been considering trying Zillow out, now is a great time to do so.

19. Pre-Write Educational Articles for Your Blog

The way people contact you is by phone, email, or even by stopping in and visiting you in your office (when we have offices again). But, the reason people contact you is because you’ve demonstrated that you’re an expert in an area they care about; an area that matters to them in the context of their next real estate decision. Blog content is a great way to demonstrate that expertise. Your blog is your chance to write about topics that matter to you, and also provide value to your readers. Right now, you’ve got a captive audience (no pun intended) who will be hungry for home improvement projects, spring cleaning tips, suggestions for kiddo activities, and even curb appeal ideas to improve a property’s market value. If you want to get ahead and pre-write some content for after things get back to normal, try topics like market updates, lists of the best places to eat in drink in your hometown, best practices for buyers and sellers, or anything else that is going to provide value to your reader. Every article you write there is a chance for buyers and sellers to identify you as the expert they need for their next real estate transaction.

20. Clear Your Computer Desktop, Organize All Your Files

If you’re at all like me, your computer desktop quickly collects things. Files I save for quick access, email attachments, real estate memes, ya know, all the important stuff. But, even with a multiple monitor setup, there comes a point when all those files turn into clutter and makes it hard to get business done. Try setting up a calendar reminder for yourself once a week (I set mine for Friday afternoons) to clear off my computer desktop, get the important files saved in the right place, and toss the ones you don’t need. Ending (and starting) the week with a clean slate can make a major difference in your productivity.

21. Focus on Staying Positive

It’s easy to feel down in the dumps about the market and the state of things right now, but remember, this will pass. You are going to make it through this, people are still going to need to buy and sell homes, and they’re going to need a trusted professional like you to help them. As a real estate agent, you’re a leader in your community. Decide right now that you’re going to be a source of answers. A source of calm, of best practice, of strategy, and of comfort. People trust you. Use that influence to create hope.

Strength and courage,
Wade

COVID-19 – Agents Missed Opportunities Part 1

Wade Webb on May 6, 2020

covid-19 real estate agent opportuntiesThe spread of the novel coronavirus and COVID-19 has rocked everyone back on their heels. For many small business owners, but especially those of us who work as Real Estate Agents, it’s done more than that; it has knocked them clear to the ground. With most real estate offices across the country closed and agents told to work from home, many Realtors are scrambling to cope with a new work environment as well as figure out just what they should do with themselves. If you’re sitting on the couch right now in your underwear wondering what you should do today, get up, get dressed, and get going. This is NOT the time to hide. There are actually many hidden opportunities for you to build your business stronger even while we’re dealing with this crisis. Here are some things you can do right now to keep your business moving:

1. Make an “As Soon As This Passes” Plan With Every Client

Let’s be totally clear about something: This season of anxiety and social distancing will pass. We’re going to figure this thing out, and life (and your real estate business) are going to start making moves back to normal. Sometimes it’s hard for your clients to see past their current fears, so help them do that with a personalized “as soon as this passes” plan. Take some time to think about each of your clients individually and what unique needs they have. What is going to help them weather this storm? Consider what actions and strategies are going to create solutions for their real estate goals. Use our As Soon As This Passes Plan Template and write these ideas down so they’re easily shareable with your clients. Then, reach out to your clients one at a time and request a video conference with them. Once you finish presenting your plan or if you can’t reach them, send them your plan and make sure to mention that this is a unique, personalized plan that you developed just for them. Every agent is sending out a “what next” email. Yours are going to be personalized so your clients know you are still working hard for them as individuals, not “clients.”

2. Sort Through Your CRM Contacts One by One; Filling in the Gaps

In the same way that your website is the hub of your customer-facing real estate operation, your CRM is the hub of your agent-facing operation. If used properly, your CRM tracks every client interaction, helps you identify lead opportunities, and gives you the tools to manage your lead funnel so that the most important clients get the attention they need at the time they need it. A CRM’s effectiveness is magnified when your clients’ profiles are filled out with as much information as possible. A name, phone number, and email address are great, but imagine the sort of personalized, timely communication you could plan for your clients if you had birthdays, anniversaries, closing dates, and social media profiles there? Go through each of your contacts one by one, find and fill in as much information as you can. If you don’t have a CRM and are leery of making big purchases now, Freshsales will get the job done well, and it’s very, very affordable at only $12 per month. Plus, they have a free 21-day trial you can start without even entering your credit card, so you literally have nothing to lose.

3. Request a Review From Every Past Client

Since your clients are probably sitting home watching Netflix anyway, now is a great time to ask them for reviews. You know most people are going to be sitting at home anyway, why not give them something to do? If you’re a little nervous about asking for a review and aren’t sure exactly what to say, don’t worry, we’ve got just the thing. Check out this handy set of templates to guide your communication; all you’ve got to do is fill in your client’s details.

4. Use Your Existing Property Photos to Create Video Slideshows For Listings

We’ve known for a long time that video content rules the internet, but now that most of us are unable to host open houses or conduct showings, property videos and virtual tours are even more important. If you didn’t manage to get video content for a property made before social distancing started, you can do the next best thing by creating a video from the still photos you already have. If you don’t have the video skills to get this done, try a freelance marketplace like Fiverr. There are literally thousands of service providers there offering real estate video content work, starting at just five bucks.

5. Make Five Calls, Send Five Texts, Send Five Emails, Write Five Thank You Cards Every Day

Want to know a secret? The real estate business is not about selling houses. It’s about building and maintaining relationships. Yes, we facilitate the buying and selling of houses, but without the human interaction, none of that happens. Don’t let this time of social distancing be a time of community isolation. Set aside some time each day to make five phone calls to your sphere. These can be clients, friends, family members, ANYONE. Talk to them about what’s going on in their lives, tell them about your new normal, and of course, chat about the real estate market. If they’ve been considering some sort of real estate transaction, it will surely come up. Likewise, shoot off five emails and text messages to people you know, letting them know that you’re thinking of them and that you hope they’re well. This sort of empathetic outreach spurs conversation and creates a connection that you can build on. Finally, find five people that you can thank, and thank them with a personalized, hand-written card. Even three sentences written on paper can make a world of difference for someone, and in this challenging time, a little encouragement is a great idea.

6. Achieve Email Inbox Zero

There are two types of people in this world; the people who have no unread email messages, and the people whose Mail icon on their phone needs a comma to display the number of unread emails. We’re not here to judge you (who are we kidding, having 6,100 unread emails is INSANE), we just want to help. Getting your email inbox under control is a great project. Start by making sure you’ve got no unread messages. If an important email comes in, you want to know about it, not try and guess about whether or not you have 321 unread messages or 322. Then, start deleting what you don’t need, categorizing what you do need into folders, all with the goal of getting the number of emails in your general inbox down to zero. It sounds like a bit of a daunting task, but is a great way to spend 30 minutes here and there. Fast Company did a great step-by-step on this process a couple of years back, definitely worth a read.

7. Build Out Your Social Media Profiles

Using social media is a great way to stay connected to your family, friends, clients, and prospects. Since so many people are at home right now, think of this as an opportunity to reach more of your sphere on social media to show them you’re working on their behalf and keeping them educated. As a real estate agent, you can maximize the benefit of this traffic increase by making sure that each of your social media profiles is complete with a fantastic headshot, a short bio, and links to your website. If someone takes the time to visit your profile and see what you’re all about, don’t let that person digitally walk away uninformed about who you are and what you do.

8. Design a Real Estate Farming Strategy

Real estate farming is a prospecting strategy that allows real estate professionals to position themselves as neighborhood experts by focusing on consistent marketing and communication for a specific neighborhood or area. The goal is to create a relationship with the homeowners in that area so that when it comes time for someone to buy or sell a home, you are the first person that comes to mind.

Real estate farming is a simple enough concept, but there are a lot of moving parts, which is why we put together a comprehensive guide to get you started. Pro Tip: If you want to take your farming strategy to the next level, consider working with Parkbench to build a neighborhood-specific website that can act as the hub for all your farming efforts. Parkbench websites feature local news and events, highlight local businesses, and are a place where neighborhood members can learn more about real estate on their street and beyond.

9. Better Categorize Your CRM Contacts

We mentioned earlier how important it was to fill out your CRM contact profiles; this task takes that a step further by better bucketing them into specific classifications. The more specific a client category is, the more tailored the message can be to them. For instance, think for a second about all your past buyer clients. You’ve probably got a mix of first-time homebuyers, vacation homebuyers, luxury homebuyers, and maybe even some investment property buyers. Each of these client types is going to have different messaging that will provide value to them, so why would you send them all the same generic email or texts? By creating more specific buckets for your clients, you increase the value provided to each of them, thereby increasing your chance at repeat business or a referral from them.

10. Create the Email Drip Sequences You’ve Been Dreaming Of

OK, now that you’ve got those clients bucketed appropriately, it’s time to put together email drip sequences. You know all those ideas you’ve had for drip campaigns? Now is the time to write them and build them. You’ve got some time on your hands. Why not use it to think about exactly what messages your past and current clients will respond to, as well as the sort of thing you want new clients, Zillow Leads, website leads, and everyone in between to hear from you? Don’t know where to start with a drip sequence? Start with a personalized welcome series for new contacts based on how they enter your CRM. Leads that come in from downloading a home valuation from your website might be interested in:

A thank you email introducing you and the ways you can help sellers in your community

A deeper dive into more of the seller strategies that lead to higher sale prices and faster times on market

An invitation to a virtual listing presentation via video conferencing

So much of your email communication can be automated and still provide the maximum amount of value to your recipients, as long as you can set up the drip sequences thoughtfully and with great content.

It isn’t about knowing more in these times of opportunity but doing and acting on what we already know and should be doing. Don’t let this gift of time slip away. I challenge you to pick one idea and implement and execute on it. Cease the day.

Strength and courage,
Wade

REALTORS© What Can You Do In A Time Like This? Part 1

Wade Webb on April 1, 2020

covid-19 what can a realtor do?I am sure we are all asking ourselves the same question. “What Can I Do In A Time Like This?” Here is my list of activities without being insensitive and unsafe! Marketing as a real estate agent in today’s environment requires a whole new approach and must include empathy, sympathy for those you reach. Let me be very clear that this is a time to serve and not sell and a time for earning relationship share and not market share. Not socially distant but creative closeness. So here we go….

1. Self-Care – this is a time to be very focused on our own self-care and a reminder to all those that give to ask for help! We need to be good ourselves in order to be good for others. I love this great acronym M.E.D.S. – Mindset, Exercise, Diet, Sleep. PLEASE….Turn the news off. Stop watching negative social media content.

2. Database Calls – pick up the phone and call everyone in your relationships list. Please not a mass email, this is not the time to mass anything. We need to be communicating personally with 5-10 people in your database every day. Reach out with care and say, “I was just thinking about you. I wanted to reach out and say Are you OK? I just want to let you know I’m here for you.”

  • Existing Client Under Contract Or Wanting to Do Something – Tell them “I’m here for you. I have your back. What would you like to do?” keep all service providers in the loop until this deal gets registered and paid. If they want to pause, let them do so. Doing the right thing is always the right thing.
  • Leads – you Call, text, or send a personal video to EVERY LEAD! Reach out with care and say, “I was just thinking about you. I wanted to reach out and say Are you OK? I just want to let you know I’m here for you.”

3. Database Virtual Community Event  – Once a week or bi weekly invite your database to join you online using google hang outs, zoom or gotomeeting for a time of connecting, connecting others you know with each other, sharing, asking your advice, offering help or ask questions about anything and you can share about the market and what you know about their most valuable asset at this point.

4. B2B – any of your clients of businesses that your frequent and ask “how you can help them? Are they ok?” promote anything they are still doing in this time of need like what they offer, when they are open, delivery, pick up etc. Even saw an agent create a hiring FB page in their community and is assisting that way. What an incredible opportunity to support the local business owners and service providers in your community. Call them and ask for an online interview with them using software that allows you to record this and then share it to your database. Be the straw that stirs the drink for this group that is in huge need.

5. Postal Mail – The time has never been better to mail out and send a personal hand written note. Reach out with care and say, “I was just thinking about you. I wanted to reach out and say Are you OK? I just want to let you know I’m here for you.” It is a lost art. Always opened, always read and always leaves a greater impression on others than we could ever know. Who doesn’t need encouragement right now?!

6. Skills – What an amazing time to sharpen your skills and self-improve on technology and how the online experience is the only option we have. Youtube is full of all kinds of free lessons on Video conferencing, virtual tours, video with your phone, digital documentations, working at home tips, sales skills, communication skills. We even have the time to learn another language, musical instrument, the list is endless. Check out www.coursera.org for a huge list of free courses from top universities.

7. Share Our Gifts and Talents – Loved the story about the DJ on Instagram last week DNICE and is offering a virtual dance party for those around the world every night and went from hundreds to millions of followers in days enjoying his gift and talent and imagine what that will do for him in the future? If you have a gift or talent then now is the time to share it online with all your clients, friends and family and share the love!

So that should get us all started this week and allow us the chance to serve others, build relationship share and encourage community and if the business comes from any of this then so be it. Give with no expectation and you will receive! Share any others with me that are working for you as well please!!!

Strength and courage,
Wade

Practice Gratitude In 2020

Wade Webb on January 15, 2020

practice gratitudePracticing gratitude can be a powerful way to strengthen your mental health while helping to amplify positive emotions. When you cultivate a sense of gratitude in your daily life personally and in your real estate business, anxiety and negative emotions can often soften over time, while stress resilience increases. Feelings of gratitude can be grounding, relaxing, and peace-promoting, and a gratitude practice can also help shift your mindset in positive ways during challenging times. If you’ve been musing over your goals for the coming year, note that creating a creative gratitude practice for 2020 can help you hone in on your next-year goals, while potentially boosting your mood in the process. According to Forbes, a simple gratitude practice can help you feel happier by increasing feelings of inner peace and tranquility. Psychology Today writes that the benefits of gratitude are backed by research, and include improved relationships, enhanced empathy, deeper sleep, and stronger mental and physical health. No matter what your goals for 2020 may be, if your aim is to practice more gratitude, you have options beyond your typical gratitude journal (which I’m definitely not knocking — gratitude journals rock).

Here are seven tips for cultivating a creative gratitude practice for 2020, so you can close out 2019 with a mindset reset on the horizon.

1. Perform A Daily Act Of Kindness

“Kindness means a behavioral response of compassion and actions that are selfless; or a mindset that places compassion for others before one’s own interests. In performing the selfless act, a person may undercut their own selfish interests,” writes Psychology Today. Helping a neighbor carry their groceries, taking takeout to a sick friend, or volunteering your time at your local animal shelter, are all simple ways to boost your well-being by adding to someone else’s quality of life, too. Basically, practicing acts of kindness every day just feels good — even as it brightens someone else’s day. So, everybody wins.

2. Express Daily Words Of Affirmation To Your Friends & Family

Expressing your love and appreciation to your crew is *major* when it comes to taking care of your relationships. And sometimes, telling your loved ones just how much you appreciate them might get lost in the daily hustle — but it can take surprisingly little to nourish your relationships. So, take the time to tell your loved ones how much you appreciate them and why. Words of affirmation and appreciation can make all the difference in someone else’s day, and can strengthen your relationships in some powerful ways, too.

3. Identify Something To Look Forward To Each Day

Most days present a mix of experiences — some stressful and some you enjoy. Tiny Buddha writes that “When we don’t look forward to something — when we don’t enjoy it — we aren’t very present in that current moment. It’s like life is just passing by, and we’re just waiting for it to pass so we can get on with the more fun or interesting parts of each day.” By finding something to look forward to each day, even if that thing seems small, you can bolster your ability to focus on the good in your life, which can amplify feelings of gratitude over time.

4. Write A Letter Of Appreciation

Old-school thank you notes and letters are underrated. By investing in some stationary you love, a sweet pen, and making it a practice to send thank you notes to your community, you’re reviving some extremely sweet old-timey etiquette, while adding to your ongoing gratitude practice. If there’s someone in your life whose really made a difference to you, write them a letter of appreciation. Tell them how they’ve added value to your life, and how grateful you are for their presence in your world. Or just (actually) get in the habit of writing a note of thanks for your holiday or birthday presents. You never know how that letter might make a difference for them, and the practice strengthens your capacity for gratitude, too.

5. Reach Out To A Writer Or Artist Who Touched Your Life

While I don’t recommend crossing any lines of privacy where public figures are concerned, if an artist has touched your life, let them know — a process that’s never been easier thanks to social media. Writing their publishing house’s public information email a letter, commenting on their blog, or even leaving some words of appreciation on their official social media page can help them know that they’ve made a difference, while reminding you of a positive influence that’s helped shaped your experience.

6. Identify 5 Things You’re Grateful For Every Day

OK, so while this sounds gratitude journal-ish, it’s still a great mental health muscle to flex. Whether you meditate and reflect on the things you’re grateful for, or take a moment to jot them down before bed, reflecting on five things that you’re grateful for each day is a pretty essential gratitude practice.

7. Take The Time To Appreciate What You Normally Take For Granted

Sometimes it helps to remember where you’re fortunate, even on the most fundamental level. Hot running water, nourishing foods, and a supportive community of friends and family are just a few things that not everyone can take for granted. So, next time you take a hot shower, really enjoy it, savor it, and remember how good simple things can be. Practicing gratitude can take so little to do, but yields a lot over time. By choosing a few ways to mindfully note and honor who and what you’re grateful for every day, not only can you strengthen your own capacity for appreciation and positive emotions, but you can add value to others’ lives, too. And that’s something to feel great about as you head into 2020, friends.

Strength and courage,
Wade

The Battle Staying Healthy and Happy In Real Estate

Wade Webb on November 27, 2019

real estate healthy lifestyleThe holiday season is approaching us soon and I thought this might be a good time to share this journey and story. All my life I have been referred to as the “Big Guy” and something I have had to work at pretty much all my life. I am certain I was born as a baby weighing in at 55 pounds ; )

The struggle for me and my health during my 27 year real estate career and my go to for stress, anger, sadness and any emotional challenge in my life is food and beverage. It literally fires off these feel good charges in my brain for that period of time while I enjoy some good food and drink and then I have to feel the shame and guilt from going to that dark side to medicate my feelings and thoughts.

I was selling real estate and making a lot of money in 2004 and thought things were better than ever personally and professionally for me. Then in the middle of the night I woke with a terrible pain in my chest and had to go to the hospital and in triage they thought I may be having a heart attack. At that same time my wife was sick and tired of my working all the time and was wanting out of our relationship.

Remembering thinking the night before I was a balanced, healthy and happy money making real estate agent, I realized this was the furthest thing from the truth. I decided to hire a personal trainer that would kick me in the butt to train 3 days a week and challenge me on my eating. That was my start to lose the weight I needed and get myself healthy and my marriage and family healthy again.

Why it took the heart attack and divorce scare to wake me up I will never know but I stand here today still battling my food and beverage medicating demons but healthier and happier than ever. Here are a few tips I want to share with you and how I turned this “Big Guy” around in real estate and life.

  1. Reach out to people for help and support
  2. Find someone to hold you accountable to get exercise
  3. Find someone to talk to about the stresses and problems in your life regularly
  4. Prepare your food and meals in advance or have someone make good food for you
  5. Isagenix meal replacement has been a huge help for me. Two shakes a day and one regular meal a day
  6. Intermittent fasting… let me explain

Intermittent fasting, or limiting your food intake to specific times, has taken North America by storm in recent years. Research has shown intermittent fasting can help you lose weight, lower your risk of cancer and improve both your blood pressure and blood sugar. Here are three common methods of intermittent fasting to get you started and it has worked for me!

  1. The 12-Hour Fast – With this method of intermittent fasting, you fast for 12 hours each day. Before you worry about skipping meals, remember: The fast can be done overnight. For example, you can fast from 8 p.m. to 8 a.m.
  2. The 16:8 Method – A 12-hour fast isn’t enough for some people to get a metabolism boost. That’s where the 16:8 method for intermittent fasting comes in. It involves fasting for 16 hours (14 hours for women).
  3. The 5:2 Diet – This strategy involves eating as you normally would five days a week, then fasting for two days. On those two fast days, experts recommend men consume 600 calories or less and women consume 500 calories or less.

I hope my personal story and some of my solutions to help me with my own struggles will help some of you with your journey as well. Please comment below and share some of your own stories and solutions with the rest of our readers, we would love to hear from you. Healthy life is a happy life and without our health we can’t really do much of anything we really want to do in life.

Strength and courage,
Wade

Realtor’s Secrets To Being Consistent

Wade Webb on October 2, 2019

reatlor consistencyOne of the most common challenges for real estate agents I coach is their ability to be consistent. Most are masters of being consistently inconsistent and just desire to find that even flow. Consistency is a great characteristic to build and implement in your life. The key to consistency is setting and achieving specific goals. Start by determining how you want to be more consistent in your life, and aim for these small goals. Over time, as you become more consistent, keep yourself motivated and accountable. This may require some change in thinking so you stay optimistic and productive throughout the process. Create specific and realistic goals. It’s hard to be consistent if you don’t have a strong idea of what you need to do. When starting your new path, create easy, simple goals with specific, measurable results.

     1. Start by defining what consistency means to you. Do you need to be consistent about your exercise habits? Are you aiming for a higher quality of work? Do you want to be more available and reliable in your relationships? Once you’ve identified your end goal, come up with smaller steps to reach it. For example, if you want to become more physically fit, you might set the goal to exercise for 5 days out of the week or to sign up for a class. Be specific. Instead of saying “I’m going to consistently appreciate my significant other,” you might say “I’m going to thank my significant other when they wash the dishes, make dinner, or help out around the house.”

     2. Create a schedule for yourself. It can be easy to pile on tasks and promises, but a calendar, planner, or schedule will keep you on track. A schedule will help you plan your day so you get everything done on time. It will also help you understand what commitments you do and do not have time for. Use a paper planner or a desk calendar. Alternatively, download a scheduling app on your phone, like Google Calendar or Outlook. Block off realistic amounts of time for each task. If you’re uncertain how long a task will take, give yourself extra time to complete it. For larger goals, like writing a book or losing weight, set small, daily tasks you can do to work towards this goal. For example, you might set a daily word count to achieve or plan specific meals to eat each day. Don’t forget to plan in breaks as well! Don’t schedule anything else for that day or time.

     3. Place reminders around your home, workspace, and belongings. Sometimes, it is easy to forget our new goals, habits, commitments, or promises, especially when we make them to ourselves. To remind yourself throughout the day, put messages to yourself in visible areas. Write down your goals on post-it notes and place them on your mirror, computer, refrigerator, car dashboard, and planner. Slip a piece of paper with your goals into your wallet, desk drawer, or purse. If you are trying implement a daily practice, put a reminder on your phone. Set an alarm or use a reminder app to alert you when you need to do it.

     4. Make promises only if you can keep them. Consistency often involves making commitments and keeping them. It is easy to get overwhelmed, however, if you make too many promises. If you think a request may be difficult to do, say no. For example, if you tell your significant other you’re going to handle half of the chores, make sure you have time after work to actually do them. In some cases, you may be able to negotiate a promise you will be able to keep. For example, if someone asks you to help them move, you can say, “Well, I can’t make it before 3 PM, but I could swing by after. Does that work?” This includes making promises to yourself. If you know it is unrealistic for you to write 10 pages a day for your new novel, promise yourself you’ll just write at least a little bit each day.

     5. Reward yourself when you get something done. If you do complete your goals, give yourself a reward. Even small goals deserve small rewards to help keep you motivated throughout the process. For example, if you’ve managed to complete your work by 5 pm every day for a week, take an evening off. Go see a movie or treat yourself to a special dinner. If you’re training for a marathon and you’ve managed to hit your daily exercise goals, sign up for a 5k to give you a sense of your success. If you’ve managed to improve your relationships by being more consistent, your friendships may be the reward. If you’re proud of yourself, take your friends out or host a dinner.

So there you have it. Some powerful ways to ensure a consistent personal and professional life. I challenge you to take these ideas and implement and execute on them and let me know how your next month or two plays out for you. To your success.

Strength and courage,
Wade

It’s The Most Wonderful Time Of The Year

Wade Webb on November 21, 2018

realtor gift of timeWe are approaching the single most important time of year as it has been for each of my 25 years in the real estate business. As the listings and sales season start to temper we have the tendency to want to take it easy and relax but I am here to say… NOT JUST YET!!!

This was the time of year where I took full advantage of my time and made the most of the market season. This time of year can be for some a difficult time in real estate or a time where the market gives you the greatest gift which is TIME. The time for you to do the things you know are important but the year has just been too busy to do those really important activities. One of my most impactful and meaningful activities for my business is what I called my “Holiday 100” My holiday hundred is my goal to personally visit 100 of my best clients and see them during the holiday season. 3 clients a day for 33 days.

So in November, I would sit down and write out my year in review letter. I made a list of all the events and activities personally and professionally that happened to me and my family. I would write about my hobbies, my travels, my children and their activities, my wife and her year and all our successes and challenges in the past year. Find a favorite photo and place the photo and letter on holiday letterhead for my upcoming visits.

Think about it, we are in the relationship business and this letter invited my clients in to my personal and professional life. This helped deepen our relationship and find more items we have in common. They loved to read the letter every year. The next item was to have all my calendars delivered into the office by the middle of November to put my holiday letter and a calendar into large white envelopes. Then I would take my database and make a list of names and phone numbers of all my A and B clients. These are the people I would want to personally see from Mid-November until Mid-December… this was usually about 100 clients. Print their address labels out and place them on the envelopes with the holiday letter and their calendar.

If you prefer it also works well to write a Christmas Card or order a Day timer instead of a calendar with your year in review letter. Keep in mind the calendar is not the secret weapon to my success. Feel free to be creative too… it’s all about the relational contact and something to put in their hands to be Top of Mind. The final item was to find and purchase a hundred small holiday gifts. I chose Poinsettia flowers or homemade spiced apple cider mix, scented candle, bottle of mini bailey’s, holiday scratch and win ticket, homemade peanut brittle or Purdy’s chocolates… I tried to maintain about a $10 item budget. Now I have my Santa client pack ready and then came the most important part of all…

…Booking the appointments.

I would then take the time to personally call and set up a “pop by” holiday visit to their home in hour segments and I would stay for 45 minutes per client. I would let them know when I arrived that I had another visit within an hour so couldn’t stay too long. TIP – when booking appointments let them know why you are coming. If I called and left a message they wouldn’t call back?! When I called again I said I had a little something for them for the holiday season and they would say “oh, we thought you wanted to sell our house and were not interested so didn’t call you back”

The 33 day festive client visits were amazing. Clients were so surprised and would tell me they never thought they would see me again after our last real estate transaction. They were so pleased with the letter, calendar and small gift but most important was the gift of my time!! Ken Blanchard wrote in the book “The Generosity Factor” that we all have gifts to give. Our Time, Touch, Talents and Treasures. Never underestimate your greatest gift of “TIME”… your most precious commodity. Don’t just swing by and drop the items off. Stop and give the client your gift of time. This activity alone would set me up for a good month.

If you don’t think it’s worth the bother consider my February with 27 deals in 28 days and all of it from these appointments, leads and referrals for real estate from taking the time to share with my clients prior to the holiday season. I can’t tell you enough what this will do for your waist line, all those treats …..I mean you and your business but most important your relationship with your clients.

Strength and courage,
Wade

https://plus.google.com/u/0/113259707478722993209/posts/Qor6XcZruUq

6 Benefits Of Taking Time Off as a Realtor©

Wade Webb on July 25, 2018

realtor time offI am reminded once again the importance of taking time off as a Realtor© and being able to get perspective of what is really important in life and the urgency for us to disconnect from work and unplug and be present for ourselves and the most important people in our lives. I am guilty of going away and checking in once and a while on my social media, emails or texts instead of really being present and truly taking a vacation from work and the business and how that has a huge impact on me mentally, physically and emotionally. Here are the biggest benefits for you and truly disconnecting from your business this summer.

6 Benefits of Taking Time Off as a Realtor©

1. Reset Yourself Mentally – Nothing can lead to an anxiety attack faster than working a million days all in a row. So taking even one day off can help reset yourself mentally, and make it easier to have a clear head once back at work. According to Minda Zetlin on INC.com, “A growing body of scientific evidence explains what many of us have learned from unpleasant experience: Push yourself through too many hours or days of work and your brain starts to push back. Ideas that once flowed easily dry up, and tasks that you should be able to perform quickly become excruciatingly difficult … you need to give your brain, and yourself, some rest.” Amen to that.

2. Feel Way More Productive When You Return – You know the refreshed feeling you get when you take a few minutes away from your desk? Well imagine what a whole day, or week, could do for your productivity. In fact, it works like such a charm that more companies are starting to realize the importance of time off — especially time off to pursue your own creative pursuits. As Timi Gustafson, R.D., noted on the Huffington Post, “Forward-thinking companies like Google are well known for their efforts to enhance creativity by giving employees time off to pursue ideas of their own, regardless the outcome. Some of their most successful innovations have come out of that policy.” So basically, take time off, and invent the Android phone? Right?

3. Gain A Better Work/Life Balance – Taking time off helps remind you that you are, in fact, a person. And probably a person who has interests and hobbies. So take the time to remember what they are, and make sure you schedule them into your weekly routine.

4. Realize You Need To Stop Taking Work Home -People are finding it more difficult than ever to leave work at work. After all, you get emails all day on your phone, so it seems normal to continue the day even after you’ve left the office. As Jen Uscher notes on WebMD.com, “If you’re finding it more challenging than ever to juggle the demands of your job and the rest of your life, you’re not alone. Many people are putting in extra hours, or using their smartphones to be on call when they’re not physically at work.” Take a day off and break yourself of this habit. Once you get a taste of sweet, sweet freedom, you’ll want to help preserve the benefits of your time off.

5. Rekindle Your Relationships – Are you the type to push off dates with your SO, or a girls’ night with friends in favor of time at the office? If this is the case, you need a reality check. While work is incredibly important, and it’s wonderful to focus on your career, it’s also imperative to your mental health to work on your relationships. Allow yourself to take the occasional Friday off to spend on the couch with your partner, or take a week to hit up Cancun (or wherever) with friends. You’ll be glad you did.

6. Reset Your Focus – Are you even happy at work, or do you just trudge there out of pure habit? Having some alone time can help you refocus your goals, and gain perspective. You may find a day off gets your gears turning, and sends you in a completely opposite career direction. Or, at the very least, it may inspire you to make changes at your current job so it better fits your desires. It’s worth a try!

Taking time off from work may sound like a totally impossible prospect, but it’s not! You deserve a break, and probably have some vacation days racking up. So cash them in, and give yourself some much needed time off. I dare you!!

Strength and courage,
Wade

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Game Changing Money Habits for Realtors©

Wade Webb on June 6, 2018

realtor game changing money habitsOver the years I have been taught by my father, T. Harv Ecker, Napolean Hill, Jim Rohn and so many others the habits of money. Here is an exciting thought! Why not work full time on your job and part time on your fortune? How would you feel if you could honestly say, you are working to become wealthy and not just to pay my bills? When you have a plan you will be motivated and this week I want to share a simple formula for creating wealth. Here’s my thought on how money should be allocated.

The 70/30 Rule
After you pay your fair share of taxes, learn to live on 70 percent of your after-tax income. These are the necessities and luxuries you spend money on. Then, it’s important to look at how you allocate your remaining 30 percent. Let’s allocate it in the following ways:

Charity
Of the 30 percent not spent, one-third should go to charity. Charity is the act of giving back to the community and helping those who need assistance. I believe contributing 10 percent of your after-tax income is a good amount to strive for.

The act of giving should be taught early, when the amounts are small. It’s pretty easy to take a dime out of a dollar. But it’s considerably harder to give away a $100,000 out of $1 million. You say, “Oh, if I had $1 million, I’d have no trouble giving $100,000.” I’m not so sure. $100,000 is a lot of money. Start early so you’ll develop the habit before the big money comes your way.

Capital Investment
With the next 10 percent of your after-tax income, you’re going to create wealth. This is money you’ll use to buy, fix, manufacture or sell. The key is to engage in commerce, even if only on a part-time basis.

So how do you go about creating wealth? There are lots of ways. Let your imagination roam. Take a close look at those skills you developed at work or through your hobbies; you may be able to convert these into a profitable enterprise. You can also learn to buy a product at wholesale and sell it for retail. Or you can purchase a piece of property and improve it. Use this 10 percent to purchase your equipment, products or equity—and get started. There is no telling what genius is inside you waiting to be awakened by the spark of opportunity.

Savings
The last 10 percent should be put in savings. I consider this to be one of the most exciting parts of your wealth plan because it can offer you peace of mind by preparing you for the “winters” of life. Let me give you the definition of “rich” and “poor”: Poor people spend their money and save what’s left (if any). Rich people save their money and spend what’s left.

Twenty years ago, two people each earned a $1,000 a month and they each earned the same increases over the years. One had the philosophy of spending money and saving what’s left; the other had the philosophy of saving first and spending what’s left. Today, if you knew both, you’d call one poor and the other wealthy.

So, remember that giving, investing and saving, like any form of discipline, has a subtle effect. At the end of the day, the week, the month, the results are hardly noticeable. But let five years lapse and the differences become pronounced. At the end of 10 years, the differences are dramatic.

And it all starts with the same amount of money—just a different philosophy.

Strength and courage,
Wade

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