Why Winter Is The Best Time To Buy Or Sell a House

buy sell home winterKnowing 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.

Here Are The 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

#12 – 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

#13 – 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!

#14 – 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

#15 – 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

 

Here Are 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

Sure Fire Ways To Get Real Estate Listings

proven ways to get real estate listingsAs a Realtor© what’s your goal? More buyer leads, more listing appointments, better brand recognition and market share? No matter which of these you’ve set your sights on, there’s one sure-fire way to help with each of these: listings.

In addition to generating new real estate buyer and seller leads, listings also offer the opportunity to showcase your brand and expertise with valuable, relevant content. So if you believe More Listings = More Leads and you want more of both, you’re in the right place. Read on for 10 strategies to generate listings from your past clients, sphere of influence, cold leads, and more.

     1. Call your past clients and sphere to share some good news. Let’s start with a big one: this tip can help you with every single person in your database (and ones who aren’t even in there yet). Bring value to the table right away with an interesting stat about the housing market. Here’s a great one to start, with a great angle built into it: The value of the North American Housing Market increased by $1.9 trillion in 2018. That’s a 6.2% increase! Want to know how much your house’s value went up as part of it? You know your market better than we do, so if you’ve got a more interesting or relevant stat about your area, lead with that. Regardless, find an appropriate angle to pair with your stat and you’ll start having better conversations that lead to more listings.

     2. Send this email. Here’s another stat for you to share with your past clients, sphere, and seller leads, and it’s a doozy. It’s been a huge hit and has generated a ton of interested replies and appointments. For the subject line: Zillow was WAY off! Here’s the message we wrote: Did you know the CEO of Zillow sold his home for 40% less than the “Zestimate”? They actually have a disclaimer on their website where you can see exactly how INACCURATE they are. They just make it hard to find. With that in mind, if you are considering the sale of your home, (or the address of a home you want to buy), reply to this email right now with your home’s address and I would be happy to send you a “Zactimate.”

      3. Post A Social Media Poll. This might be the easiest tip to act on – you can open your phone and do it right now. Add to your story: “Are you planning to move this year?” Obviously you’ll get more “No”s than “Yes”es but any Yes or more in-depth answer provides an easy opportunity to follow up via DM.

      4. Start Each day prospecting for sellers. Use the 5-5-4 routine and it’s easy to duplicate. Every day, you should have: 5 conversations with people you don’t know, new potential prospects 5 conversations with your hottest prospects 4 conversations with your sphere of influence. What do you say on the phone with your sphere? Try “Have you had any thoughts of selling?” and “Do you know anybody that’s had thoughts of selling?” Tim’s sphere is so used to answering that now they start thinking about who might be selling any time Tim pauses in the conversation.

      5. Refresh your listing presentation. It’s a valuable lesson in what sales really boils down to: human communication. Have you ever bought or sold a home with a realtor before? How long do you think it will take to sell your house? What do you think the difference will be between the asking price and the initial offer?

      6. Sell your services. If you ask the average real estate agent what’s more important between buyers and sellers, they’ll typically say sellers. But when you look at their websites, the first thing highlighted is a home search. Stop sending the wrong signal, start selling your services. Every real estate website should have a page that sells its services to potential home sellers. Selling your home is a daunting process, so give your prospective clients the peace of mind that you have a tried and true plan to list, market, and sell their home.

       7. Establish a Seller Success Series. When you’ve used all the tips on this list, you’re going to have a lot of happy sellers. You can turn those into even more listings, by turning the corner on a common business practice and making something truly compelling. He’s leveled up his reviews by turning his wildly positive customer experiences into evergreen content that sells every new person who comes to his website. The stories are interesting, unique and are an authentic representation of his brand. The best part? People help support what they create. Feature your clients in a positive light and turn them into your brand ambassadors! We believe that if you tell more stories, you’ll sell more homes. Create a landing page to display on like www.wadesoldit.com

      8. Update your referral network. This is actually a two-step tip: first up, it’s time to update your list of approved and recommended vendors. Finding reputable people that you trust is the hard part, so take this question to your email database and your followers on Facebook. “We’re updating our list of approved vendors. Who do you love and recommend?” Be sure to let them know you’ll be publishing your list publicly.

      9. Re-earn their business. One of the biggest mistakes we see people make is mistaking delivering a great experience for earning a customer’s business for life. For some, sure, a job well done means you’ll go back to the same agent the next time you have a real estate need. But some consumers treat transactions like exactly that: You do a service for them, they pay you for that service, end of transaction. That’s why it’s important to stay on your past clients’ minds, but not be intrusive or obnoxious about it. We’ve crafted an email for you to send that can help achieve both. Subject Line: What’s your plan? Here’s the message we wrote: Hi [name], It’s sometimes hard to imagine a day when you’re going to want to sel l your home, but that day eventually comes. 1 year, 3 years, 5 years? It’s hard to say because life has a way about being unpredictable. I wanted to make sure you knew I was here for you when that moment came. My job is to help develop a plan: There are things we can be doing now and in the future to help maximize your profit when you sell. This includes your mortgage payment schedule, what home improvements to make or avoid, and, of course, timing. All of these factors (and many more) have a dramatic impact on what you should do between now and when the time comes to sell.

     10. Speak to their pain points. People have a hard time believing you can solve their problems if you haven’t made it clear you understand what those problems are. Many avoid writing, discussing the potential pitfalls, not wanting to appear to be a fearmonger. But there’s a lot of space between “everything is awesome” and being a Negative Nelly – space that real people occupy and need guidance through. So don’t be afraid to acknowledge those pain points in your ads and emails. Speak to issues like not knowing whether it’s the right time to list, whether they’ll be able to afford a new home, the complications of the home selling process, and more. Then point them to the Seller Services page we recommended you build.

I trust you were able to find a nugget or two that will rev up your listing inventory for the fall and help finish the year on a high. Please share in the comments with our readers some of your sure fire listing ideas, we would love to hear from you. To your success.

Strength and courage,
Wade

Real Estate Golden Opportunity – Creating A Succession Plan

real estate retireAt some point, we all want to retire. One day we decide to move on to other passions or pursuits in life. There is a way to retire from real estate with relaxation and free time, to maintain an income stream and ensure our clients are well taken care of. This week we look at the method of adopting an agent and the retiring agent clients needs are attended to by the adopting agent. The most critical part of this whole plan is how you transfer and maintain client relationships and the trust the retiring agent has spent years to build. These relationships are the baton in the relay race that gets passed from the retiring agent to the adopting agent. If done well the retiring and adopting agents will win the race for them and their clients.

Let’s start by looking at the 3 steps to building your relay team. 1. Having a good plan 2. Execute the plan well 3. Everyone is replaceable, but you must choose wisely who will replace you. We have to assume the retiring agent has already compiled a solid database of relationships and detailed information about the clients so we then jump to choosing the adopting agent process which is the most critical choice you will make in the process.

Here is your adopting agent checklist:

     1. Experience – First and foremost, experience should but what you look for. By experience, I mean not only experience in helping clients but also in running a business, marketing and sales skills.

     2. Relationship Building – For every business, the process of working with clients will be different. A retiring agent may rely on mailings, phone calls and client parties. Make sure the adopting agent is open to continuing to communicate and build relationships in the same ways that have worked for the retiring agent.

     3. Resources – Another critical component to look at is the possible successor has the resources. Do they have the resources to see the plan through to completion? Depending on the size of the business, the minimum requirement will be the financial ability to fund the marketing efforts to the database of clients.

     4. Ethics – In a perfect world, it would not be important to include ethics into the equation but sadly some people are just in it for the quick buck and not the full relay race. Choose someone of high character and who will take care of your clients best interest every time.

     5. Energy – Although it might seem like energy and resources are the same thing, there are not at all. Energy is the spark in the adopting agents eyes, their sense of humor or sometimes described as their “vibe”. When you are around them do they make you feel good?

     6. Who Not To Hire – Considering adopting your office friend, assistant, the new agent or the agent who is desperate for business you should re consider. Friends take their friends for granted. Assistants know the back end of the business and not the front end of the business. The new agent has the spark but just not the experience and resources. As for the desperate agent they are thinking about the money and nothing else.

Tips For Adopting Agents

  • Do you have the systems and resources to add the retiring agents business?
  • Take the time to review the retiring agents business and how they market and care for their clients.
  • Prove how dedicated you are to handling the retiring agents business like sharing Testimonials, systems, processes, resources and your plan.

Tips For Retiring Agents

  • Make a short list of candidates to consider.
  • Ask your clients what they appreciate the most about you and want to see continue with the successor.
  • Interview more than one agent and get testimonials from their clients.

This is an exciting opportunity for both the retiring and adopting agents and trust that the content we shared will spark a fire in you and your business to find the adopting agent out there or adopting agents find those retiring agents that never consider the possibility of residual income into retirement.

Strength and courage,
Wade

Realtors© – This Will Make You Rich

realtors this will make you richI’m nervous posting this.

This message is so important, I worry my fumbling writing efforts won’t do it justice. You see, I want you to be rich. Ouch!….sounds like get-rich-quick hyperbole, right? ….let me explain.

I want you to feel wealthy – free to make decisions you need and want to make. And I want you to be free of the dark blanket of worry that I see burdens so many and drags them into playing it small. Just to be clear: this isn’t about possessions or cash in your wallet—it’s about the experience of abundance.

For most of us (myself included) we grew up with a poverty mindset – there’s only so much to go around, so be careful not to lose. Oh, we might talk a big talk about income, wealth, savings and growth. That’s all great. But a poverty mindset isn’t obvious—like software. It’s there, running your programming, twisting each decision, clouding your thinking and you assume it’s the way it is – as if it’s permanent.

When I was a kid, clothes were handed down, we bought old cars (“You know you lose a quarter of a new car’s value as soon as you drive it off the lot!”) and a restaurant dinner was what we saw other people do. We weren’t poor, but we certainly weren’t learning about abundance, or what it feels like to be rich. In a binary sort of way, I used to think being rich was only about bank accounts and how many days you can call “vacation.” It’s not that simple. “A person’s relationship with money,” says behavioral economist Sarah Newcomb, “is almost never about the numbers. It is about the stories we tell ourselves because of those numbers.” To tackle those stories we need to understand there is enough to go around.

It’s easy to compare ourselves to people who are more successful: taller, richer or have better abs. Get into almost any group and somebody has something or is doing something better than you. The real harm is when we somehow believe we don’t deserve better, as if what we want is in limited supply. This scarcity thinking can even lead to being “…resistant to taking care of ourselves as fully as we can.” says clinical psychologist Suzanne Lachmann. So we don’t attempt to save, get in shape, eat better, or invest in education. After all, if you don’t deserve it, what’s the point?

The truth is you do deserve it and there is enough to go around. There’s enough money, opportunities, business, deals, triple Venti half-sweet non-fat caramel Macchiato’s and clients. And there’s certainly enough for you. If I was to make of list of lessons that changed the course of my life, this would be first on the list: you can change your programming. A bit at a time, you can trim away the edges of years of programming to install the version you want for the next 5, 10 or 50 years. I started with 3 rituals. Call them habits, mantras, observations, or – Oh, I know – upgrades. Practicing these rituals won’t miraculously pay off your credit card debt, give you six-pack or get you a raise. You won’t be taller, smarter, or more attractive either (sorry.) But, you will be doing something 90% of people never think of doing: choosing how to live. Here they are – 3 deceptively simple rituals that could quite simply change your life and make you rich.

RITUAL #1: Notice abundance. Walk in nature, appreciate people who have something you want (don’t dismiss or envy them) and reward yourself (like with a special cup of coffee, a book you’ve been wanting to read, or an overdue yoga class). Your goal is to become comfortable with having wealth in your life. You may be living with a debilitating disorder – it’s call the “psychology of scarcity” (Daniel Kahneman)—the belief there isn’t enough to go around. This can have short-term impacts, like relying on usury lending rates at payday lender outlets (there are now more of these outlets in the United States than McDonald’s and Starbucks outlets, combined). It can also impact your decisions, by playing it safe or not asking for what you want. Again, I’m not fixating on money – this is about abundance in nature, having enough to eat and being able to walk without fear in your neighborhood. This is the growth mindset coined by Stanford psychologist Carol Dweck that can lead to better decisions and even a longer life. The only difference between people who have more of what you want and you comes down to what you focus on. Abundance is all around you. The only difference between people who have more of what you want and you comes down to what you focus on. Abundance is all around you.

RITUAL #2: Take 2 minutes at the end of every day for gratitude. As simple, hackneyed, and cliché as it might seem, there is science to back-up the practice of gratitude. In one experiment, writing letters (even if you don’t send them) or phoning to express gratitude to someone influential in your life resulted in a measured happiness increasing by as much as 400%. And when you express gratitude (even just thinking how grateful you are) has lasting effects on your brain and wellbeing that can be measured days and weeks later. In one series of studies, using fMRI scans, researchers found that expressing gratitude (thinking, writing, or calling the person) showed greater neural sensitivity in the medial prefrontal cortex, a brain area associated with learning and decision making. “Simply expressing gratitude may have lasting effects on the brain.” reported researchers Joel Wong and Joshua Brown, “While not conclusive, this finding suggests that practicing gratitude may help train the brain to be more sensitive to the experience of gratitude down the line, and this could contribute to improved mental health over time.”

RITUAL #3: Ask for what you want. The more you ask, the easier it becomes. Go for simple asks, like to go ahead in a line because you’re in a hurry, or have interest fees charges waived from a missed a credit card payment (which I just did this week!) When you ask for what you want, resistance lets go of the steering wheel and opportunity can move into the driver’s seat of life. My experience has been that when I speak up and ask for what I want more often than not I get what I need. As Mick and the boys put it, “You can’t always get what you want, but if you try sometimes, you might find, you’ll get what you need.”

On more than one occasion, my client hasn’t had the budget to hire me at my fee. I could thank them and walk away. But, if I want the opportunity I need to ask for want I want. When asked if instead of paying my speaking fee they would buy a copy of my book for all their delegates (close to the equivalent of paying my fee) they wrote a cheque. If we are going to do good on this planet we need to know we can make a difference. Call it power, abundance, karma or confidence…I want you to be rich. “If you really believe abundance is available to all,” says Michelle Rose Gilman, founder of Fusion Academy middle schools, “you’ll end up attracting your own abundance.”

Strength and courage,
Wade

Realtor’s Secrets To Being Consistent

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

Realtors: How To Finish Your 2019 Strong

realtor finish 2019 strongThe summer is coming to an end and we just have one quarter left in the business year so let me ask you some questions? Are you on target for the year? Are you ahead of your target? Are you behind on your target? So what’s holding you back? What fears are weighing you down? What is making you overwhelmed? This week we are getting back to the fundamentals of our business and finishing your year in real estate strong. The past is the past. Time to just move forward!!! All we need is a little momentum and get that giant stone of business to start rolling with this action plan I believe you can…..

1.)    Low Lying Fruit – What would help me get paid today??

a) Get A Saleable Listing
b) Get A Price Reduction
c) Present A Reverse Offer To Interested Buyers. Seller and their agent make the offer to the buyers sitting on the fence. Start the process!
d) Find Something For My Hottest Buyers To Buy
e) Get A Buyer To Sign An Exlusive buyer agreement.
f) Get A Private Seller To Sign A Fee Agreement or Exclusive Listing and find them a buyer. Doesn’t have to be on the MLS to work a listing.

2.)    No More Getting Lucky – Time to work on our

a) Seller Counselling Skills
b) Buyer Conversion Skills
c) Questioning Skills
d) Presentation Skills
e) Pre Listing Packages
f) Pre Buyer Packages
g) Closing Skills
h) Advisor Skills

3.)    Full Contact Sport –

a) Present Offers Face To Face
b) Present Counters Face To Face
c) Get Signatures In Person
d) Take Clients Their Paperwork In Person
e) Meet Your Clients At The Office For Advisement Session

4.)    The Gift Of Time –

a) Coffee, Lunch, Breakfast
b) Pop By gifts just because
c) Phone Calls, Texts
d) Calendars, Christmas Cards, Birthday Cards, House anniversary cards.
e) Hand Written Personal Notes
f) Client Event
g) Complimentary CMA
h) Business Directory Book
i) Past client visits

5.)    Face To Face Activities –

a) Open House
b) Mall Kiosk
c) Door Knock ( Just Sold, Bona Fide Buyer )
d) Networking event
e) Volunteer

6.)    Planning 2019 – 2020

a) Business Plan
b) Marketing Plan
c) Budgeting
d) Track, Plan, Measure
e) Implementation Execution

7. Set 90 day goals and an activity plan for the next 90 days. Written out and commit on execution. No excuses!!

8.)    Make a list of activities that generated your business this year. Now go do what already has made you money and do more of it!

Let us recap…..Change Your Mindset ( Hunt or be hunted! ) Worry about the things you can control and not the things you cannot control. Get Face To Face, STP (see the people), Implement & Execute or your intentions are wasted. Do what you already know works. Back To Basics. Practice Your Skills vs. Being Lucky. Be Intentional, Strategic and Planned. Do More Of What Always Worked. Give Others Your Greatest Gifts ( Your Time, Touch, Talents and Treasures).

I dare you to think, act and be bigger than you have been this last quarter and finish strong!!!

Strength and courage,
Wade

Seven Secrets To Becoming Fearless

fearless realtorI can remember sitting in the audience waiting for my time to get up on stage to play my piano piece or sing my solo in front of an adjudicator at music festivals growing up as a young boy. My hands were sweating, my legs were shaking and kept thinking about playing in front of a crowd and what if I made a mistake? What if I didn’t place in the top 3 in my category?

It’s a lesson that holds true for all of life. What we want most will always require embracing discomfort and taking action despite our fear that we’ll fail or fall on our face.

In the end, there is no substitute for courage, no shortcut to bravery. To become the person you most need to be and create the life you most yearn to live, you must be willing to do the things that scare you. Again and again and again.

There is no magic formula to forever liberate you from fear. Nor would it serve you if there was. However, there are specific things you can decide to do that will, over time, help you to fear less and reclaim the power fear too often wields. This week we share the 7 steps I learned from music competitions to become fearless.

1. Own it: Bring your fears into the light.

Fear is wired into our psychological DNA to help us avoid situations that could cause us pain, injury, loss or death. The problem is that while fear exists to keep you safe, it can keep you too safe. It’s why you have to own your fears, lest they own you. The Swiss psychologist Carl Jung is noted for saying “whatever you resist will persist”. The things we fail to own and acknowledge about ourselves ultimately find ways of showing and sabotaging our success. By denying our fear or pushing it away, it buries itself deeper, and its shadow grows longer. So, confronting the truth about what scares you most is an essential first step towards reclaiming the power it has held over you.

2. Tame it: Reign in catastrophizing.

Our imagination is a wondrous thing. Without it, the most beautiful works of human kind would never have been brought into existence. Yet, when fueled by fear, our imagination can drive us to underestimate ourselves and overestimate the potential negative consequences of taking action. By turning shadows into monsters, our imagination can fool us into believing danger lurks around every corner and that we’re safer staying exactly where we are. Catastrophizing is the tendency to jump to the worst-case scenario as the most likely (or only) outcome in any situation. It is a terrible habit, but one you can break with this exercise.

When you balk at the prospect of doing something outside your comfort zone, try asking yourself, What’s the worst thing that could happen? and then sitting with any fear that arises. Own the fear. Then tame the fear by asking yourself, So, what would I do if that happened? Repeat this cycle for each worst-case scenario you can envision. In this way, you will come to know that even if the worst did happen, which is often highly unlikely, it would not kill you. Rather, it would introduce you to yourself on a whole new level: You’d learn, you’d grow and you’d emerge from it a wiser, braver and better version of yourself than you were before.

3. Name it: Call out your critic.

Who are you to do that? You don’t know what you’re doing. What will everyone think? You’ll make a fool of yourself. You don’t know what you’re doing. Stick to what you know. No one can escape the inner voice that is our own worst critic, who urges caution at every step and preaches pessimism at every opportunity. Yet everyone can learn to relate to it for what it is: the most primal part of our being, simply trying to keep us safe. It just has a rather primitive way of doing this.

When the voice of fear in your head (or in the pit of your stomach) is at its loudest, it’s because it’s feeling the most threatened. Giving your fear a name helps you to recognize it for what it is. It’s an emotion, but it’s not reality, and it’s not YOU. And it certainly doesn’t deserve to hold the power to keep you from taking center stage in your own life. It doesn’t matter what you call your inner voice of fear—Little Me/Doubting Debbie/Chicken Little/etc.—only that it helps you to realize you are not your fear, and your fear is not you. So, next time your fear starts reminding you of all the risks like an overprotective parent lecturing a child, acknowledge its concern, and then, with all the authority you can muster up, let it know who’s boss!

4. Flip it: Rethink risk.

Playing it safe can be a high-risk approach. We human beings excel at imagining how awful we’ll feel if we take a risk and we fail. Yet, we’re often lousy at imagining how we’ll feel a year from now if we choose to do nothing. We tend to focus only on what could go wrong if we exit our comfort zone. It’s only rarely we stop to consider what we put at risk if we stay put in our comfort zone, much less get really honest with ourselves about it!

You can “flip” your fear of risk by stepping into the shoes of your future self and imagining how you’ll feel in the years to come if you’ve let the fear that’s undermined your actions until now continue to pilot your life. Visualize yourself staring at your reflection in a mirror five, 10, even 25 years from now, after you’ve allowed your fear to call the shots. Ask your future self what your fear has cost you. At the end of life, most people regret the risks they didn’t take far more than those they did. So don’t discount the cost of inaction. Plus, things that aren’t working now generally don’t get better when left unattended; they get worse. Playing it safe can grow increasingly costly as it exacts a mounting toll on our health, wealth, career, relationships and life. “Flip” your fear, and your future self will thank you!

5. Embody it: Tap your inner Braveheart.

The capacity for greatness resides within every one of us. Without exception. It’s just some of us have been living inside a story about our own inadequacy for so long we’ve become strangers to the bravest part of ourselves. It doesn’t need to stay that way. Simply by shifting your physiology, you can loosen fear’s grip and reconnect to your inner Braveheart! How do you do that? Well, try this as a little experiment:

Stand (or sit) tall, as though there were a string pulling up through your head, so you are long and tall and strong. Bring your shoulders back. Wear a quiet smile on your face. Lift your chin and look gently upward. Hold in your stomach muscles. Place your feet shoulder-width apart, firmly rooted to the ground. Take three big, deep breaths and imagine a time you felt like you could take on the world. Strong. Capable. Confident. Purposeful. Unstoppable. Breathe into that feeling. Clench your fists for five seconds and store that feeling in them.

Now, connected to your bravest self, visualize yourself doing the very thing you know you need to do to move toward the life you most want, to do whatever has been tugging at your heart for too long. What is it you must do? Where are you? Who are you with? What are you doing? What are you saying? What are you creating? Picture yourself taking bold, self-assured action. Picture the people around you reacting to you as someone who knows their own worth and what they want, as someone to be admired, to be respected, to be reckoned with. Feel the power of that moment. Take hold of it. Remember it. Own it. Now get ready to use it.

6. Risk it: Take the leap.

I remember the first time I ever got up on stage to deliver a speech at a major conference, I was so nervous I felt nauseous. But then I took a deep breath, focused on the mission that had brought me to that point, and out I walked. Within moments, my fear had vanished, and by the time I finished, I was wondering why I’d ever doubted myself. We all come to moments throughout our lives where we have to let go of the safety of where we are now and venture into the uncertainty of the future. That moment requires courage. Lots of it.

Yet the more often you put yourself “out there”—out on the limb where only the daring venture to go, out in front of the very people who can open new doors, buy your wares, test your talent, build your tribe or broaden your thinking—the sooner you’ll strike it “lucky.” Though of course, it won’t be luck at all. We fail far more from timidity than we ever do from over-daring. There will never be a “perfect” time to make the change, take the chance and step toward the future that is waiting for you. But the next best time will be now. and always will be, the singular most powerful antidote to fear.

By simply daring to take a single step in the direction that inspires you, you send a signal to yourself and to the universe you’re serious about creating a future that is different—bigger and better—from your past. Don’t wait to be discovered. Don’t wait until you’re a master. Don’t wait to be given permission. Don’t wait for the universe to send you a message in a bottle or for Mr. (or Ms.) Right to show up on your doorstep. Above all, don’t wait until you’re 100 percent sure you can’t fail before you take the first exhilarating and terrifying step toward the future waiting for you. Just get started. Right away. As in NOW. The universe will do its bit. But you have to do yours.

7. Build it: Train the brave.

If you haven’t lifted weights for a while (or ever), lifting 5 pounds may push your limits. But if you train every day, over time 5 pounds will start to feel pretty light, and soon you’ll be looking for the 10-pound weights. The same is true of bravery: It’s like a muscle. If you keep showing up, keep practicing, and don’t let discomfort deter you, over time those initial acts of courage become less daunting, and you find yourself doing bigger and braver things… with less effort than you expected.

That’s because courage is a skill, and like all skills, it can be learned and mastered. It just takes a committed effort. As you grow more comfortable with being uncomfortable, fewer things will scare you. It’s by acting as though you are fearless you start to actually fear less. Once you own them, tame them, flip them and take action, any lingering fears will be easily managed, until they shrink and fade away. I have left my comfort zone now thousands of times since leaving that small farm in rural Saskatchewan, and I’ve learned every time you take action in the presence of fear, you dilute its power and amplify your own. Even better, you come to realize how little you ever needed to doubt yourself to begin with! So, feel your fear, but be brave and take action, anyway. What you want most is riding on it.

 

Strength and courage,
Wade

Secrets To Attracting More Real Estate Listing Leads

real estate listing secretsHave you ever heard the saying, “List to Exist”? One of the very important lessons I have learned as an agent is that getting listing/seller leads is crucial to my success. Something to consider… When you lead generate and market to attract buyers, you typically get 1 sale. But when you go after listings/seller leads, you typically get 2 sales. Why 2 sales? Because the seller, a lot of the times, also buys once their home is sold. Or… You may get the 2nd (or even 3rd) sale from a sign call, internet lead, or open house lead as a result of having the listing. Pretty cool right? SO HOW DO YOU ATTRACT MORE LISTING LEADS?

1. UTILIZE YOUR SPHERE OF INFLUENCE

The first thing to do is reach out to your sphere of influence via email and offer your contacts a free CMA. The key here is to have an excellent script. For instance, you may like to say something like:

“Hey [first name], Did you know that the N. American housing market increased by $1.9 trillion last year? As your Real Estate consultant, my mission is to always make sure you know the value of your home. If you would like a free CMA to find out your property value, click the button below or give us a shout.”Yes! I would Like to know more about my home! The button included in the message should send your contacts to a landing page where they can submit their data without needing to call you. This makes it easier for prospects to reach out to you — therefore increasing your conversion rate. You’ll also find out who, in your sphere of influence, may be thinking about moving in the next 12 months. This strategy is even better if you send a follow up email to make sure your leads received the information.

2. MARKET TO YOUR VIPS

VIPs are people in your sphere of influence who have either done business with you before or have sent you a referral. I dedicate more time and funds to this category than any other, as it yields significant results. Whenever you need to increase your listing leads, focus on this category. You can market to your VIPs in a few different ways:

1) VIP EVENTS It’s a good idea to hold VIP events quarterly, or at least as often as possible. This will give you face-to-face time with the most important people to your business: those who already love what you do and send you referrals.

2) GIVE GIFTS I also like to give my VIPs gifts on a quarterly basis. This allows me to show my appreciation to them throughout the year.

3) START A FACEBOOK GROUP Invite all your VIPs to a private Facebook group. They’ll all be able to provide value to each other, especially those who have businesses of their own and could benefit from referrals. A Facebook group is also a great place to keep VIPs informed about upcoming events and to share photos after the event takes place.

3. DON’T NEGLECT “FOR SALE BY OWNERS”

The “for sale by owners” category has not always been my favorite. However, thanks to some newer technologies, it has become a whole lot easier and cheaper to market such prospects in your desired area. Plus, it’s valuable: only 13 percent sell within their desired timeline and just 18 percent receive the price they want. For these reasons, it’s important not to neglect this category. Plenty of companies will send a list of newly-expired or “for sale by owners” listings straight to your inbox. Better still, you can gain this information for free by searching on Zillow. This will also allow you to define your exact geographical area and price range. Plus, the seller phone numbers tend to be much more accurate than those on purchased lists.

4. HOW TO REACH OUT

When you reach out to “for sale by owners” prospects, be sure to follow up at least 12 times. That may seem like a lot, but you need to bear in mind that most “for sale by owners” leads don’t make a decision or move until after seven to 10 weeks. Another thing you should do is use video text rather than phone calls. This is because 80 percent of people would prefer to have a text conversation with businesses — and only two in 10 people even answer their phones. Furthermore, using video texts sets your apart from the competition. I’m not saying that all 12 touchpoints should be through video text — just a couple times is enough — but the first time you reach out should definitely be through video. This allows you to make an introduction where prospects can see your voice and hear your tone of voice. Many people are resistant to make video texts, often because they don’t like how they look or sound on video. However, I can assure you that you’ll see it’s the right decision when the leads start rolling in.

5. CONNECTING WITH NEW VENDORS

My method is quite old school: wear your name badge or branded gear when you’re out and about. When you’re running errands between appointments, strike up conversations, especially with other people in branded gear. For instance, you could say, “Oh, I see you’re in the roofing business. Could you benefit from more referrals?” The people you talk to will be blown away that you’re offering to help them in their business. Follow up with additional questions, such as “Who’s your ideal client?” and “What geographical area do you serve?” A great option is to send these new connections to a dedicated landing page. You can text them a link to the page and they can fill out the form on their phones. If you don’t have a landing page, an alternative is to simply take down their contact information in the moment. HOW TO USE THE INFORMATION Add the data you collect to a vendor sheet. When you’re helping your clients during real estate transactions, refer them to these vendors. But you also need to go a step further: add the vendors to your sphere-of-influence list and market to them on a regular basis. Then, they’ll be able to help you out, too — and it’ll be a win–win situation for everybody involved.

6. DEVELOP SOCIAL PROOF

You need to gain social proof on all your social media channels, but most of all on Facebook because consumers use the app between eight and 14 times a day. As prospects are already hanging out there, it’s a great place to gain social proof. This will help you appear as an expert in your area and keep you top of mind for listing referrals. Gaining social proof could be as simple as posting testimonials from clients you’ve worked with. Alternatively, you could run a Facebook ad to market yourself as an expert in your area to your sphere of influence.

Whatever you do, work on presenting yourself as a successful agent — and people will send you referrals. Let me know in the comments WHICH OF THESE IDEAS IS YOUR FAVORITE?

Strength and courage,
Wade

What Top Real Estate Agents Do To Build Their Business

realtor build businessFor more than 25 years we have helped thousands of agents and brokers find better, easier ways to grow their businesses into profitable real estate practices.

Below are FOUR strategies that will help you generate more clients, and build a long-term viable business.

1. Prioritize Your Marketing Time, Money and Effort According To the QUALITY Of The Prospect/Market

“Quality” is defined as how well the prospect already knows you and how predisposed they are to use you over any other agent. You never want to chase cold prospects at the expense of higher potential prospects. So here’s how I believe you should prioritize your marketing:

Track your business with a “Power List” and market to them on a monthly basis (this is your “market share,” where 70% or more of your business should come from – more on this later).

Market off “Transactional Leads” (from your listings for buyers) and other listings (once you have them).

Work hot leads – follow-up is essential.  At the very least, you know they’re in the market to buy/sell, and most agents hopelessly ignore follow-up.

Do your research to select market niches that have the most promise, and work them (i.e. fish in a stocked pond). This includes geographic markets (farms) and specialty markets (resort, golf, vacation, etc.).

Work FSBOs and Expireds – but notice the low quality of this group.  We both know the reason, and here’s a revealing fact. The National Association of REALTORS® produces an annual research report called Profile of Buyers and Sellers.  It’s filled with lots of facts and figures, but the most startling fact they’ve discovered is that over 70% of all real estate transactions occur because the client either 1) knew the agent already, or 2) was referred to the agent from a trusted source.  This means that 3/4 of all transactions happen because of a relationship. Yet only 4% of all agents have any “systems” to harvest deep relationships and build market share.  So about 4% get the lion’s share of business and 96% wrestle each other over the scraps.  THIS fact alone is why I told you (above) to create a “Power List” of friends, family, past clients, acquaintances, etc., and market to them first and foremost.  They already know you and will trust you to represent them when purchasing or selling a home.

 

2. When Starting Out, Spend 80% of Your Time Prospecting

Cold prospecting because it has a terrible return on investment if you value your time.  Not to mention makes you feel like a sleazy person, always begging for business.  There are much easier, more effective ways to generate new clients.

However,  if you’re new to real estate or starting over, and have no money, you have to get the ball rolling. So, until you establish marketing systems and focus your time and energy on meeting new people and getting business. Remember to split your time prospecting into manageable simple 20 minute sections throughout your day rather than going longer and unfocused prospecting sessions. Who can’t put in a big day of powerful 20 minute prospecting session activities in their day? Don’t allow distractions (self-imposed or otherwise) to interfere with this task.  And remember, don’t neglect establishing other marketing systems so you can quickly stop manual prospecting.

 

3. Product-Ize Your Real Estate Services

The real estate industry is a mass-commodity of agents all screaming the same thing to prospects — professionalism, dedication, integrity, blah, blah, blah.  You need to be seen as DIFFERENT.   And in ways that are important to your target prospects.  So, create unique “products” out of your services.  For example: “Your Maximum Value Home Marketing Plan,” or “Preferred Buyer Program.” Another example: Rather than give CMAs, agents will offer a “Maximum Home Value Audit” to examine and determine ways to maximize the value of a home and sell in the least time.

The secret is to weave the greatest benefit for the client into the name.  Then, make a simple list of everything you do for the client as part of your program – even if other agents do it, it’s likely they don’t promote it, so you have the advantage.

 

4. Make Yourself A Self-Proclaimed “Specialist” in Your Market

Farming a resort area?  Make yourself a “resort property specialist” and title your product specifically to it: “Gold Canyon Golf Property Specialist” and “Gold Canyon Maximum Value Golf Property Program.” Use your creativity and match your services specifically to the market or type of property you sell. Your success requires intense focus on your highest priority activities.  This list will get you started down the right path of where to make changes to grow your real estate practice this year, and for the future. Be an expert at something rather than average at everything in real estate. People are attracted to the pros and experts of something first every time!

There you have four of the most impactful top producing strategies to put into action. I challenge you to take each one at a time and master them and let me know what happens to your business moving forward in 2019.

Strength and courage,
Wade

How To Avoid Or Get Out Of A Realtor Summer Slump

realtor summer slumpSummertime is an interesting time for real estate. Many agents refer to the time directly before the summer start as the “selling season”and year over year, this time of year tends to be one of the most profitable for those agents who fully embrace spring and watch their summer numbers fall off slightly.

Is there really a selling season in real estate?

Well, yes and no. Do many people transact real estate (or at least put their homes on the market) during the spring time? Yes, year over year we do see an uptick in this activity. However, what is interesting is why “summer” tends to be a time in most agents years when things slow down. As with any business, cycles happen and it can be expected cycles in real estate happen as well.

But why do these cycles tend to happen? Well, it comes down to the way most agents set up their businesses. You see, over the past few years we have seen an uptick in agents and brokers signing on “teams.” What this has translated to is the sheer fact it allows agents to continue to do business 52 weeks a year, without having to work ‘in’ their business, but instead work ‘on’ it.

Summertime is an excellent time to really add value to people and focus on deepening the relationship side of your business and tap into the other 150 to 250 people each of those people know as well. It amazes me agents feel they have added value to their clients by newsletters, market stats, email market reports, calendars and on and on and on. Clients expect this from us not something they feel like we did unexpectedly or make them feel special. Have any of us had a client tell another client about the newsletter you sent? The calendar you delivered in the fall? Let’s take the time to really make our relationships feel like they are really valued.

One of my favorite books is “The Generosity Factor” by Ken Blanchard. In this book you are taught the value of your “Four T’s”

1. Your Time 

2. Your Touch 

3. Your Talents 

4. Your Treasures

What do you think would happen to your business this summer and fall if you took time to implement the following action steps?

Summer Action Plan

* Phone call just checking in to let them know you appreciate them. Asking anything you could do for them?

* Breakfast, Coffee, Lunch. Take time to listen and appreciate them.

* Walk or a hike with a client.

* Drop off at a clients work place unexpected a Tri Pack of Ketchup, Mustard, Relish with a tag saying ” Just Ketching Up, Want you to know I relish your real estate referrals and let you know not all agents cut the mustard!”

* Host a client appreciation event. Like an open house at your home for wine and cheese. BBQ. Beach party picnic.

* Write them a personal hand written note of appreciation.

* Drop in and see them, giving them a hug, handshake or pat on the back letting them know you appreciate them.

So many agents underestimate the power of the simple. Wade it can’t be as simple as my time? Sharing my personality and strengths with others? Giving someone a hug, pat on the back or hand shake? Hosting them for a BBQ at my home? Dropping them a little BBQ toppings tri pack from Walmart?

We all have the time this time of year and you can only control what you are doing not what others are doing. So I challenge you to take up an item or all on the action plan and finish your summer strong and let me know what kind of momentum you created, I dare ya!

Strength and courage,
Wade