real estate business more productive Archives - Page 3 of 9

Realtors©… Are You Living The Life You Deserve?

Wade Webb on September 9, 2020

When you’ve spent almost 3 decades of your life in the real estate profession like I have, you tend to identify some disturbing patterns of human behavior. Like the little (or big) hurdles people place in their own path. One of the biggest challenges I see time and time again might surprise you… Many, many people in this world don’t believe they deserve success. Am I talking to you? Let’s have a look at this… With everything going on in the world, you might be feeling down lately. But that doesn’t discount your self-worth. You’ve been given an amazing opportunity to live life on the planet Earth here in the 21st century.

You deserve a life filled with wealth, prosperity, happiness, freedom and whatever else you desire. The question is “Do you believe that?” Because here’s what I see when people don’t believe they deserve greatness… They develop a personal narrative that says they are “less than” and undeserving of life’s gifts. The trouble is telling yourself negative thoughts like that creates a dangerous cycle: You adopt this negative narrative. You project it to those around you. The more you do so, the more others reinforce it. Before you know it, it becomes “real” because you and everyone else acts like it is.

Again… am I talking to you here? Does this sound familiar? I hope not, but if it does, be sure to keep reading. Here are five steps that likely won’t give you every answer you seek, but they will provide a fantastic framework on which you can build the life you desire.

Step 1: You Must Know What You Want. Do you want to earn as much money as possible, working 100-hour weeks? Do you want to earn a comfortable living and have time to devote to your family and personal pursuits? Do you want to specialize in some unique property type that is your passion? What do you want from life? Gaining clarity on this question is the first step toward achieving it.

Step 2: You Need To Know WHY You Want It. If you didn’t catch last week’s blog, I shared a fantastic exercise to define your “Why.” Doing so is a critical step toward the necessary drive and initiative required to achieve whatever you determined in Step 1. Without a compelling “Why,” you will not be able to maintain momentum and motivation. Because… what’s the point? Figure yours out and thank me later.

Step 3: Develop and Act On A Plan. Think of your business plan as the road map that leads you where you want to go in life. Without a plan, you’re wandering. You’re guessing. You’re experimenting. The more your plan can break down your actions into small, actionable steps like your daily number, the more effective you and your plan will be. The last step of creating a plan? Follow it! Too many people create their business plan and then stick in a a drawer or in a filing cabinet, never to be seen again. Which brings us to…

Step 4: Find Some Accountability. Be honest… Left to your own devices, how well would you follow your plan? I’m not saying it can’t be done. But it takes A LOT of discipline. That’s why having someone to hold you accountable is a key step in your journey to greatness. A coach. Your broker. A colleague. A family member. As a solo entrepreneur, you need someone in your life who you answer to. Until you find the right accountability partner, you’ll never know exactly what you’re capable of in life. It’s that simple.

Step 5: Celebrate. Honor Yourself. Repeat. Look at what you have done and stop looking at what you have not done yet. When you achieve a goal, make sure to celebrate it. Then adjust your sights and establish new, loftier goals. Then get to work and start the whole process over again. You DO Deserve It. Now Go Make It Happen. To reiterate: None of these five steps will work without a strong belief that you deserve success. I believe in you. I believe you have something special inside you to share with the world, and by doing so, you’ll earn everything you want from life. Find what that thing is, believe in yourself, and go get it!

Strength and courage,
Wade

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

Wade Webb on September 2, 2020

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

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

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

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

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

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

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

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

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

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

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

Strength and courage,
Wade

Handle The Seller Listing Objections In A Low Inventory Market

Wade Webb on August 26, 2020

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

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

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

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

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

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

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

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

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

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

Strength and courage,
Wade

How To Compete For The Listing

Wade Webb on April 29, 2020

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

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

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

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

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

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

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

Phase 4 Seller Process ( First few days…)

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

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

Strength and courage,
Wade

Negotiating Strategies For Agents In This New World

Wade Webb on April 29, 2020

This week I am sharing from a wonderful negotiation instructor and friend of mine Suze Cummings some great strategy for us all in this unprecedented time. Stay home and stay safe but if you have a client that needs to buy or needs to sell or you have a deal that is in jeopardy of not closing, your negotiation skills are going to matter more than ever. I thought I’d take an opportunity to review the negotiation fundamentals and talk about how they might be beneficial for the next few weeks as we go through the peak of the health crisis and how they might be beneficial in the months after that when the market is sure to be unsettled, uncertain and difficult to predict. Many of you are CNE or MCNE grads and this will be a review for you but let’s sharpen those skills so you can serve your clients well.

Collaborative versus Competitive Negotiators.

The only way to get a deal done right now is to be highly collaborative. You’ll need to work closely with the other agent on every aspect of the transaction from virtual viewing, arranging inspections, crafting offers, overcoming both parties’ unique challenges and finding the common ground or win-win outcome that they can both agree to. I’ve been working closely with my clients on some pretty complicated deals these past couple of weeks and in each situation, I am 100% sure that the only reason those deals went together was because both agents were deeply committed to working together to overcome all of the challenges. The creative problem solving that was required took the input from both agents (and outside help as well)

By definition, a competitive negotiator is looking to win and have the other side lose. It’s a zero-sum game and they don’t care about trust, relationships, emotions or anything else except winning. While a degree of competitive behavior can be beneficial in some cases where you have a strong power advantage, it will destroy any chance of crafting a deal in this environment.

While it’s impossible to predict what the market will do when we get through the peak of the health crisis, we are likely to see some competitive negotiators come back into the market representing buyers who want to take advantage of desperate sellers. We will cover this in much more detail as those days unfold but know that having a clear understanding of the benefits of collaboration and not being emotionally upset by an aggressive competitive negotiator are the first steps to being able to get deals done. We are likely to have the opportunity to learn a lot about the aggressive low-ball offer – a classic competitive negotiation tactic that is very common in buyers’ markets.

Stands, Positions and the SAM Model

I won’t sell my house for a penny less than $x. This is a classic stand and our business is full of them. It could be about price, or commission, or timing, or marketing. In the CNE courses, we use the SAM model to go below the stand to understand more about what is going on the client and help them make good decisions. The stands will often be firmer during times of duress when people are afraid. It’s a natural bit of human nature and now more than ever, you need to see past the stand, ask questions to understand what is truly going on and tap into the emotions so you can help them make the best decisions. This takes time, patience, empathy and skill. You need to build a high level of trust so that they will be open to sharing the important details of their situation with you. As we pass through the peak of the pandemic, and we see some trades start to happen, it’s likely that pricing will be lower than the peak that occurred in February. It’s possible that we could see prices declining for some time. Your ability to see stands and be able to get below them to the stuff that matters will be critical. The SAM model is a great tool but also sharpen up on your questioning skills, trust building and communications.

Communication Principle

I’ve talked in the past about how much more effective you can be in a negotiation when you are face to face; and now, we can’t be face to face. It’s tempting to flip an email off to someone but think carefully about your best means of communication. Research says that when we communicate by written word only, our chances of persuading someone is about 15%. When we more to spoken words as in the phone, there is more information and immediate response and the rate increases to 35%. Face to face it jumps to 60%. In my experience these numbers are about right except if you are a highly skilled negotiator in which case each number might be 10-20 basis points higher. When negotiations get more complicated, communication matters more. This is why zoom and other video conferencing platforms are so popular now. I would suggest that whenever possible in any negotiations, you try to meet with your counterparts on Video and if that isn’t possible, use the phone. Leave email for sending information and following up. High level negotiation skills are going to be a critical part of your return to productivity when transactions start to occur again. Take the time now to sharpen them up. Take an online CNE or MCNE course or if you are financially vulnerable, don’t spend the money and read some books. Here are a few recommendations. Getting to Yes is the number one recommendation.

Strength and courage,
Wade

Putting The “Real” In Real Estate

Wade Webb on April 22, 2020

The last six weeks has been a roller coaster of emotions for us all. I personally have laughed, cried, been afraid, sad and have had times of anger and all these emotions are normal and allow us to know we are human. For some of us it has driven us to press on or for others it has stopped us and that is normal too. For those that are stopped and hit a wall let us ask ourselves a few important questions.

What is causing me to hit a wall?
What is really stopping me right now?
What are my behavior patterns?
What am I thinking about most of the time?
What are my activities?

For a lot of us including myself we need to take some time to think about our thoughts right now. “It’s time to take stock of our thoughts about our thoughts.” Think about our actions right now. Think about our behaviors right now. Think about what is really holding me back right now. Ask ourselves a few more important questions.

Why am I not doing what I know I need to do?
What I am listening to in my head?
Why am I not open or aware of what is happening to me?
Why am I choosing to not take action?
What do I need to choice differently?

So we all have a choice today. We can choose to move or we can choose to stop. The choice is ours today. In order to have a breakthrough we need two things. 1. Commitment – the commitment and self-desire to move and shift our behavior, thoughts and activities. 2. Accountability – we are not alone and need to ask someone for help and walk over and tip our chin up when it drops down and support us when we just can’t find what we need to move. I trust that this message this week gives you hope and know that you are not alone and myself and the agentsboost family is holding your chin up for you today and you got this!

Strength and courage,
Wade

Missing Out On This? Agent to Agent Referrals

Wade Webb on February 19, 2020

One of the most un tapped opportunities in real estate is effectively working the massive income generation in agent to agent referrals. It is not enough to be managing one database but agents should be managing four separate databases. Sphere of influence ( P2P ), Business owners, service providers ( B2B ), Suspects and prospects (Leads) and the fourth being agent to agent database. This week I want to share how so many of my coaching clients are crushing the agent to agent database and generating six figure income streams annually from just this one opportunity. The benefits of mastering this opportunity are endless. People are relocating all the time, they are higher quality referral leads, easier personal client to deal with and you become the go to person for agent referrals in your market area if it is worked right! So let’s get started….

Step 1. Research where they are coming from?

Take some time to look at the data and see where they are coming from when it comes to your market area. Here are some resources that will help the research and identify the sources for your specific trading area: Be strategic with your targeting of referral agents and find where they are coming from first.

www.moving.com

www.relocatecanada.ca

www.cbc.ca

www.move.org

www.unitedvanlines.com

Real estate board sites

State sites

City sites

Managing brokers

Step 2. Find the agents and offices where they are coming from to your market area and assemble your database.

FACT the last 16 years we know 60% on average each year come within 60 mile radius that did business with our brokerage. Hence targeting the offices and agents first within that region makes the most sense. Find the agents, offices, brands that don’t have a relationship in your area, find their contact information ( name, email, mailing address, mobile), assemble a database. Great resource to get some excellent inexpensive help with all this work is using a virtual assistant www.fiverr.com

Step 3. Place the database into a contact management system. The best CRM is the one you will use!!! Don’t over think this please.

Outlook

Excel

Mail chimp

Bomb Bomb

Step 4. Create an introduction to your agent to agent referral program.

Intro email

Intro Video email

Intro call

Intro text

Who I am….Introduction

Why I am contacting? Their area is a destination for people relocating to your area

What’s In it for them? -Platinum Agent Referral Program

My Business Philosophy – Their destination agent of choice, permission to stay in contact

25% Referral Fees

Step 5. Agent to agent referral program road trip vacation time annually.

Mini vacation as a business expense

Attend office meetings

Collect cards at the door for a raffle

Quick intro and market snapshot

Attend caravan if possible

Take managers lunch, coffee

Leave pop by (Deck of cards) “Don’t gamble with your referrals to ________, I will treat your clients like kings and queens”

Handwritten notes to all the cards I collected once I get home

Step 6. Add value to them and give to get. Wow and awe and be engaging with pull don’t push marketing content.

Real estate tips

Self help tips

Financial tips

Tech tips

Cost Saving tips

Something they would value and appreciate that would improve them personally or professionally

Minimum contact once a month

Step 7. Delivering the unexpected. Three times a year.

Office Pop By Gifts ( Contact their office admin to help you place them into their mail slots and throw a gift card in it for the admin person. )

Personal Handwritten Notes

Office visits annually

Video tips

Blog tips

Good articles

Not my newsletter, stats, market reports!!!

Step 8. Be seen and top of mind every year. Attend events where the referring agents are.

Conventions

Sales Rallies

Meetings

Events

Add Value…

Top of mind…

Create Mastermind groups… share ideas

“Water boys of events..” hand out water bottles and your business card attached.

Step 9. Reward the behavior system. Do this every time!!!

Handwritten thank you card

Gift card amazon $20

Report on referral progress to the agent

Reward when referral completes 25%

Annual referrer grand prize contest ( video live draw )

Step 10. Build this and they will come!!!

A system for more revenue each and every year

Easier business

Fun business

Relational business

Be the area go to person

So there you have the 10 step plan to crush it with agent to agent referrals in the coming year. I dare you to take this and implement and execute and create another amazing and fun income stream for you and your business.

Strength and courage,
Wade

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

Wade Webb on December 18, 2019

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

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

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

3. Divorce attorneys. Bank foreclosure attorneys.

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

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

6. Mortgage lenders or bank loan managers.

7. Trades, contractors or small business owners.

8. Volunteer at charity, fundraiser or community events.

9. Estate attorney or notary.

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

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

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

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

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

15. Social media campaigns.

16. Video campaigns.

17. Blog – written or video.

18. Open house.

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

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

Bonus…

1. Seminars.

2. Public relations submitting articles to the editors.

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

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

Strength and courage,
Wade

The 12 Days Of Real Estate Christmas 2019

Wade Webb on December 4, 2019

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

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

Strength and courage,
Wade

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

Wade Webb on November 20, 2019

Knowing what the biggest objection you face over the next few months allows you the edge to be prepared when it strikes. We all know the #1 objection all agents are going to get from real estate buyers and sellers is “We want to wait until the spring.” So having the ability to change how the buyer and seller feels about waiting to buy or sell until the spring is imperative to your winter real estate success!! Don’t try changing their minds and building their defense mechanism up but educate them and change how they think and then they change how they feel about buying over the winter instead of spring. The fact of the matter is, the reasons and myths are endless so it’s our job as REALTORS® to be equipped with facts and a strong reality check to combat these reasons we hear every day. To help you educate the consumers through the winter season I put together some of my top reasons a client would want to choose this time of year to buy, sell and list a home.

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