real estate business Archives - Page 7 of 8 - Wade Webb Real Estate Coaching

What Are The Best Agent Transaction Tools?

kelowna on October 12, 2016

The transaction tools available for agents today have changed the way the real estate transaction gets done: “There’s no more signing deals on the hood of the car. Now you see a home, and the agent writes the offer on the spot, it gets sent to the client’s phone, who signs it, and it’s emailed to the other side. It can be close to immediate if you have your tools properly set up. And no more carbon copies or faxes.” Agents have no doubt that transaction tools have made their lives more efficient and technology has enabled them to do more deals.

However, agents still have a long wish list of how the transaction process could be improved, and they would like to see their chosen software interact better with the software preferences of others. Of those currently on offer, the most commonly used transaction tools are:

DocuSign – “DocuSign is convenient, easy to use, provides date and time stamps and is easy to forward to all parties involved in the transaction,” said one high-performing agent. Added another: “DocuSign is the only one I couldn’t live without; I could replace the others easily.”

dotloop – Dotloop, meanwhile, makes it easy to connect to everyone, said one agent: “In the office, at the listing, with a buyer at the chosen home, on the road or home at the lake. With the clients, the other agent, the attorney, the bank, the admin and the broker.” Added another broker: “Dotloop is absolutely the best tool out there. It saves me time daily, has a mobile version, is easy for clients, easy to manipulate, add, change, edit, initiate, it’s simple, effective and just overall the best tool of my business.”

zipLogix – zipForm®, by zipLogix, is a powerful easy-to-use real estate forms software program that has been helping real estate offices across the country.

Top Producer – Give your clients a complete, end-to-end buying and selling experience by adding Reesio transaction management to your systems.

TransactionDesk – A secure online forms platform and document storage system. The service includes online … hich includes InstanetForms, Authentisign and DocBox, among others.

SkySlope – SkySlope is a simple cloud based Real Estate Transaction Management software.

Also mentioned BackAgent, Nekst, appFiles, HelloSign, Realvolve, BoomTown, Brivity, Todoist, Referralmaker by Buffini and eEdge as part of their software solution.

For many real estate professionals, the challenge is finding the right suite of tools that will integrate well. “ZipLogix and DocuSign are just tools of the transaction, but managing it requires communications with client and date tracking, which Realvolve does.”

AppFiles was rated highly by some as it will do the job of all other systems for a large team. AppFiles is an extremely robust paperless office system that allows for all the features provided by the other platforms and more things they don’t provide. It is perfect for true real-time collaboration and support of a dispersed sales force. Basically, it is a one-stop-shop.

AOSdates is the go-to for one well-organized and successful agent. AOSdates creates a complete timeline of the transaction that gets emailed out to all the parties involved in the transaction. It also keeps both my clients and myself informed on the progression of the transaction with automatic email reminders so nothing slips through the cracks.”

For e-signature software, HelloSign is the easiest, most user-friendly, intuitive e-signature software out there. I never get frustrated, it always works. Some consumers way prefer it to DocuSign or DigiSign.

Agents are still looking for the magic combination. A large number of successful agents in the industry are using Form Simplicity, but wants to bring in more. Agents are still in the search for an end-to-end CRM solution. They all have bits and pieces but nothing that integrates my contacts, calendars, phone calls, texts and so on. We have to kind of manually enter everything.

So there you have it. I would love to hear what all of you are using and find that all in one solution for our readers and followers.

Strength and courage,
Wade

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Are You In Control Of Your Money Or Is Money In Control Of You?

kelowna on October 5, 2016

I will never forget the time I was sitting in a seminar presented by T. Harv Eker on the Secrets Of The Millionaire Mind and the crowd of nearly a thousand people were all asked to bring with them a $100 cash bill to the evening session of the seminar for an exercise to teach us about our mindset and blueprint we all have about money. We are all asked to hold up our $100 bill and if you were unable to bring that bill with you then you were politely asked to leave this part of the seminar and demonstration.

We then watched a few of the seminar staff line up in front of the stage with burning candles for the crowd to begin to line up and prepare to burn your $100 cash bill to prove to yourself you are in control of your money and money is not in control of you. As I sat there I saw a wave of emotion come over the crowd as some people are getting angry and others are starting to cry and others are really showing no sign of emotion of what they have been asked to do.

Personally I am sitting there saying to myself I can do this but honestly I wish I could give it to someone in need or it go to better use but if I need to do this to prove to myself money is not in control of me then so be it. They slowly have the crowd stand and begin to line up in front of each of the staff members holding the open burning flame and let the emotions and energy build and build in the room. Then at the very last second they say “ok, everyone sit down and put your $100 bill away and start journaling what you experienced and what you felt through that exercise.”

So how would you feel about doing that? Would the money control you or would you be in control of the money? Would it make you mad, sad or feel nothing? Here are seven powerful tips I used myself from Clason’s novel “The Richest Man In Bablyon” and strategies for you to implement and be in control of your money in real estate and not the money in control of you.

A Part of all you earn is yours to keep.
The most powerful and most important message you read and hear from all experts in financial prosperity. “PAY YOURSELF FIRST.” Clason refers to this as “Starting thy purse to fattening” He uses the story of the humble egg merchant. If the egg merchant put ten eggs in his basket each morning and take out only nine by evening. Eventually what will happen? It will in time become overflowing. Or how about every ten coins you place in your purse you take out and use only nine. Your purse will fatten and soon will build increasing weight and bring you great satisfaction. Create a second account that is difficult to access and take that one egg, take that one coin and let it build and overflow over time. Just like this merchant you too create an account at a different bank and set up automated withdraw into this account, that can’t be readily accessed to build up your purse.
Control your expenditures.
“BUDGETING” – All men are burdened with more desires than they can gratify. We have this false idea we can gratify our every desire. Clason states there are limits to your strength, limits to the distance you may travel, limits to what you may eat and limits to the zest you may enjoy. The key to controlling your expenses is taking the time to really identify your fixed expenses and eliminate or minimize your non fixed expenses. Discipline yourself to live lean and mean. Pay yourself your fixed expense amount at beginning of the month. Review Constantly – identify habits; implement cost savings i.e. basic cable or even no cable. Apply the same principle to your business accounts.
Make your gold multiply.
“INVEST” – The greatest opportunity and wealth building strategy we all have is buying what we know… Stocks, Bonds, Mutual, Commodities, Mortgages, Rentals, Loans etc. Clason states a man’s wealth is not the coins he carries in his purse but it is the income he buildeth, the golden stream that continually flows into his purse and keeping it bulging. Amortization in wealth building is key… Example: Only $5,000 per year or $416 / month Invested. Over 10 years – at 5% becomes 66K at 15% becomes 116K… Over 20 years at 5% becomes 173K at 15% becomes 589K.
Guard your treasures from loss.
“INVEST WISELY, CONSERVATIVELY” – Start by investing small amounts and learn to protect and grow those first. Clason said every man is tempted by opportunities where it would seem he could make large sums by its investment in the most plausible projects. So often we are urged by friends or family to eagerly enter these high return investments. Remember the risk or penalty is probable loss. TIP – borrowing to invest. Ask your advisor for their personal net worth statement. WORDS OF WISDOM – Invest only where the principal is safe and where the principle may be reclaimed if needed and where you will not fail to collect a fair return. Consult with wise men. Secure their advice and let their wisdom protect your treasures.
Make of Thy Dwelling a Profitable Investment
“OWN A HOME” – To a man’s heart it brings gladness to eat the figs from his own trees and the grapes of his own vines. To own his own domicile and to have a place he is proud to care of and put confidence in his heart and reward behind his endeavors. Discipline yourself to pay this home off. Blessings to the man who owneth his own home. Greatly reduces his cost of living and making available more of his earnings to build his wealth.
Insure a Future Income
“SAVINGS” – It behooves a man to make preparation for a suitable income in the days to come, when he is no longer young and to make preparations for his family should he be no longer with them to comfort and support them. It is important you maintain savings and have funds put away for many different reasons. Health, emergency expenses, major financial setbacks or economic down turn. You will get old. You may get sick. You will die one day and you should be prepared. TIP – wills, insurance life & disability
Cultivate, Study & Learn
“BECOME A STUDENT” – Constantly improve yourself and become more skillful. Act on these principles and have the discipline to learn and implement them. Then begin to teach them to others including your own children. Clason reminds us “There is more gold in Babylon my students than you could dream of. There is abundance for us all.”

So there you have it, 7 powerful financial laws that made a difference with my control over money vs. the money having control over me. I challenge you to implement these strategies into your personal and professional lives and take control over the finances and win the money game.

Strength and courage,
Wade

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How Do I Schedule More Real Estate Appointments?

kelowna on September 21, 2016

We all know in real estate communication is everything and how we feel on the inside is what is coming out to people on the outside through your words, tone and energy. We all want the client to feel good when we communicate with them so it starts by us feeling good ourselves! You can’t be a lean mean appointment setting machine if you are someone who is sad, angry, depressed or totally stressed out on the inside because that is coming out in some way on the outside to the people you are communicating with.

So get right on the inside so you can be right on the outside and really attract, engage and make people feel good and feel like you are someone they really need to get together with! Let’s give you some more tips on becoming that appointment setting machine.

1. Know your customers pain and know their problems.

Examples: market conditions, past purchasing experiences. There are only two things in our lives that “move” people to take action and that is the avoidance of pain and the desire of pleasure. What are the buyers and sellers challenges? Fears? Frustrations? When you begin to share with the client about their pain they feel you really understand them and feel like you are in tune with them and want to connect with you and hear the solutions you can offer them.

2. Know your dialogues.

If you want to be good then you have to practice! The most in demand type of training in our industry today is role playing but it is the kind of training that is avoided the most and not practiced at all in our industry. I hear so many agents say “I hate scripts” “I don’t want to sound canned” Sorry but these are the same agents who don’t do high volume and are not great communicators in the industry and this just makes it easier on the rest of us. When you know what to say and how to say it, you can be more in tune to your customers’ needs.

3. Get to the point!

Example “I’m calling today to schedule an appointment…” I love the line “Why sell with blah blah blah when you can sell with blah?” or “If you don’t ask and get to the point then you don’t get!” So many times we find ourselves talking too much about “nothing” and actually forget to ask for the order or get to the point of the conversation. Have the courage to ask for the appointment and get to the point sooner than later. My favorite technique is the alternate choice close when you give the client two options for setting a time. “Would tomorrow at 2 pm be good or Friday at 1pm be better for you?”

4. Stand up when you are making appointments and keep your hands free of objects including when you are on the phone (use a head set). Your body controls your tonality and your emotional state. It is amazing when you stand and your hands are free and open what it does for you and your energy levels. People are engaged by your energy, passion and excitement and want to connect with you when you have that kind of enthusiasm. Standing keeps your body, breathing and mental state at a peak level and has a huge impact on your conversion rate for appointments.

5. On the phone = 20% effective sensory communication. You need to remember when you talk you are only engaging in one sense out of five. It is critical you speak clearly and slowly and be on point throughout the discussion. This is so important because you don’t have the non-verbal communication components now which make up the majority of communicating. They can’t see your body language, facial expressions, eye contact and hand gestures over the phone. All you have is your voice, tone and inflections to get the message across when trying to convert the appointment.

6. Get the fear out of the way with these 3 questions: For a lot of us it is uncomfortable talking to someone we just met so knowing what to ask and let them do the majority of the talking makes this part so much easier. Here are three excellent and engaging more dialog questions to get you past the fear and awkwardness of converting sales appointments.

1) What’s the worst case scenario?
2) What’s the most likely scenario?
3) What’s the best case scenario?

In addition to getting better at sales appointment conversion you also have to make sure you have the best environment possible for making those appointment calls so here are some great tips for creating the right environment for converting more appointments.

1. Appointment Tracker – Visual. Make it visual; think big appointment calendar.

2. Appointment Setting Shrine. Use a foam presentation board. Put pictures of your family, how much money you want to make, and even a mirror.

3. Eliminate All Distractions. Things like the voicemail light, messy desk, or having the Internet open in front of you can be distracting.

4. Stand Up Vs. Sit. You sound more confident on the phone when you are standing up versus sitting down.

5. Music. I like Van Morrison, but find something that works best for you.

6. Plant. Having a plant in your office can help improve your mood.

7. Get a good headset! I use a wireless Plantronics headset.

When you put together all these steps you can’t help but get better on appointment setting and remember, by removing the client’s fear it is easier for them to take action and for you to set appointments.

Here are some action steps for you to put this into reality.

1. Review this content daily.
2. Get your environment set for making appointments.
3. Practice the communication tips above.
4. Set those appointments!

Are you ready to take your appointment setting to the next level?

Strength and courage,
Wade

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It’s Your Time

kelowna on August 31, 2016

I had the privilege of attending a mentor and friend Tom Ferry at his summit the past week and something just resonated from his event I just had to share. For more than two decades I have seen so much disbelief with agents about this industry. So many REALTORS are thinking and saying to themselves there has got to be some easier way to be more successful in the real estate business, but the reality is, if there was an easier way then myself or someone else would be selling it.

To put it bluntly, all this disbelief just creates a story in your head and all these stories end up creating fear and justify why you don’t as an agent exercise your greatness and get into your own greatness. So the question you need to ask ourselves is “can I commit to being the greatness I was created to be” and then commit to being all in with everything in your business and life?

Can I commit with no apology or not care about what other people think of me because what other people think of me does not pay my bills but what does pay my bills is me going out against me and being as ambitious as I can and exercising every day to getting into my greatness and swinging for the fences.

How many areas of your life are you stuck? How many big decisions are you sitting on that are causing you loss of quality time, greater income or freedom to be who you truly are, or go out and do the things you want to do? We get stuck in indecision and in that moment we are all trapped in fear. Being stuck in your head and when you are in your head you are dead and there is no power!

Try to remember a time in your career where you saw the fear but you acted anyway? We have all been there before when we said “I am going for it anyway” and acted. One of two things happen when we step out despite our fears…

We succeed. Remember these times often and spend some time reliving them and allowing yourself to enjoy the feelings of excitement, pride and accomplishment for your courage and power to take action. Recollecting these moments remind you that you have what it takes to once again step out through your fears in the here and now.
We don’t succeed or we get shut down or rejected. In these moments it’s important to see although our plan maybe didn’t carry out as hoped we still succeeded in overcoming our fear and stepping into our power which is a huge success regardless how the plan turned out. Keep telling yourself unconsciously “I did it” and put yourself out there, took a little risk and that compound effect of putting yourself out there over and over again will bring you to the place where you wake up one day and you’re fearless!

The decision starts now. In the moment you decide to be fearless is when everything really starts and you begin working that muscle by making small (yet powerful) adjustments to your life and to your business. That muscle begins to get stronger and you become more confident to the point where you say to yourself “wait a minute… had I known this I would have made this decision a long time ago.”

This is your life, this is your time, you need to decide if you are going to choose to continue living in fear and in your head or are am you going to step up and be fearless and make that life altering choice? The decision is yours!

Strength and courage,
Wade

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Secrets To Using Linkedin For Today’s Real Estate Agent

kelowna on June 24, 2015

Is LinkedIn a Waste of Time for a REALTOR?

We are all creatures of habit and have many routines we repeat daily. Part of my routine is checking my IPhone after getting up and having a healthy breakfast, reading the news and briefly scanning the social networks before I leave my home to the office for the day.

The ongoing debate in the real estate industry is the effectiveness of social media and in particular the use of LinkedIn and whether an agent can actually make any money from it.

People have different views of the real estate business, but I ask you this: An unwritten aspect of what we do on a daily basis in real estate as part of our business development is looking for links. I don’t mean a link in the literal URL sense, but we actively seek to meet someone, and we look for commonalities with them to build rapport and build toward the conversation of asking for their business. So it seems hypocritical to me that a group of individuals who often want to talk about their businesses (at times annoyingly) intensely avoid a platform such as LinkedIn.

The act of collecting business cards has been around for so many years. When we connect with another service provider or business owner we exchange business cards and store them in a Rolodex. The Rolodex is that small box that sat on our office desk with separate sections from A to Z to place the important service providers and business owners business card for quick access and reference. So LinkedIn is now become the perfect replacement for the old Rolodex.

How to Effectively Use LinkedIn as a REALTOR

1. Research: Meeting with someone new? Looking for a type of business or service? Take a look at their profile along with the other Google-sleuthing one might do. A simple, easy way to learn some facts and information to connect you with that person and build trust quicker.

2. Reconnecting: This works well with colleagues from a prior career or with alumni groups, as an example. Maintaining contact with agents, business owners and service providers and keep top of mind with them. It allows you to communicate with them and message with them while adding value in an unobtrusive way.

3. Recommendations: Few things are more powerful than what others have to say about you. Good reviews provide proof you are someone the writer recommends. I am a huge fan of “give to get”, to receive reviews from others and improve your online reputation take the time to write reviews first for others on Linkedin.

4. Referrals and Strategic Alliances: Agents in other markets, other professionals you might build relationships with and other alliances outside of real estate are all good examples of people you can find on LinkedIn. A simple powerful way of building a network of business owners and service providers to leverage with what you do and the people you know with what they do and the people they know.

5. Notifications: They let you know someone has changed jobs and having anniversaries at work — what a great reason to reach out and congratulate someone. A great reason to reach out to someone and deepen your relationship and make them feel important. They don’t care what you know until they know that you care!

6. Quality vs. Quantity: I am a huge believer in the quality of the connections vs. the quantity of the connections you have on LinkedIn. Take the time to communicate with the connection and determine the quality of their service, character and business before you just accept the connection.

7. Reciprocity: The ability to promote what others do with those you know is such a powerful tool. I try to creatively find a way I can promote other business owners and what they do with the business I own and the people I know. When I help others get what they need and want I always find that I get what I want and need in return.

Here’s the proof… These are some of my recent successful LinkedIn experiences from about the past six months:

1) A connection asked for a referral to buy in another area
2) A connection reached out with a fantastic tool we implemented in our brokerage
3) Someone asked for help with buying an investment property
4) We created a new strategic partnership with a business owner and service provider
5) Met with a business owner to strategize about buying land and building vs. renting

No matter the platform, providing value is key. LinkedIn is a great place where I can engage with people and speak about business, whether it’s knowledge of the upcoming pipeline of new developments or briefly sharing trends about business. It’s not a place I would go to to discuss my dog not wanting to take a walk. It provides a potential wealth of context so communications could be customized and targeted. For me, many of my clients are friends or become friends, and more often than not come via a referral. But many might not, and almost all will connect on LinkedIn.

It is a logical step to connect on a professional basis. Most are just not into being my Facebook friend. I would not want to miss an opportunity outside of my other communications (newsletters, notes, etc.) to remain top of mind. Understanding the platforms you choose to use and the audiences involved on each is key in learning how to maximize your return on using them.

I’m curious: What have your experiences (good or bad) been with LinkedIn as a REALTOR, if you use it? If you don’t, why not?

Strength and Courage,

Wade

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8 Most Common Mistakes Agents Make In Real Estate

kelowna on April 29, 2015

Are You Making These Mistakes in Your Real Estate Biz?

For more than two decades I have watched, read and heard all the different mistakes that are being made and what agents are doing to sabotage their careers and it amazes me the same top mistakes keep coming up year after year by REALTORS in the real estate industry.

You would think after more than twenty or even thirty years these mistakes would change but they are still the same top mistakes coming up after so many years.

Top 8 Mistakes REALTORS Are Making in Their Real Estate Business

1) Waiting For Their Past Clients & Centers Of Influence To Call Them – There are only three ways in which an agent can get real estate business and they are; waiting for the business, buying the business (for example purchasing leads) or they can create the business and go out and find it. I know this is common knowledge but the phone does make incoming and outgoing calls, correct? Who’s job is it to remind our past clients and centers of influence that we are still in business, what it is we do, ask for referrals and offer to help and add value?

Ours!

Right?!

So don’t believe it is ok not to bother your clients and take the initiative to call them at least 4 times a year.

2) Consistently Inconsistent With Prospecting & Lead Generation – Sales is a full contact sport and we need to be contacting as many prospects each and every day of our career to be able to stop the peaks and valleys in our listings, sales and income. Blocking a specific time every day in our schedule for lead generation and prospecting will keep the listing, sales and income funnel consistently full and avoid those peaks and valleys that are common in our industry.

3) Not Qualifying Our Buyers and Sellers – Are we asking the right questions to measure the clients motivation and timing and working smarter and not harder because the buyer and seller are pre-qualified in advance of the transaction?

So many agents are afraid, shy or not wanting to qualify their client in fear of offending them or being too forward but all top agents have taken the time and measured the motivation and timing of almost every buyer and seller they work with and made priority according to their response. Which really does save not only the agent but the client a ton of time and energy as well.

Ask yourself… “Am I being a tour guide to buyers and a CMA professional to sellers?”

4) Not Qualifying Our Appointments – Knowing that the buyer is ready to buy or top agents have the courage to say good bye. The top agent knows the seller is motivated to sell and their timing is right before putting so much time, money and energy into the client and the marketing of their property. Have you pre-qualified your buyer and seller appointments or are you just filling in time and meeting them blindly? We have nobody to blame but ourselves for attending appointments not knowing a buyer or sellers motivation and timing.

Ask yourself… “Am I being a counsellor, visitor and socializer vs. a professional who is serious about appointments with clients who are truly buying and selling?”

5) Overpricing Listings – I know this isn’t anything new but we see so many agents listing properties at any price and we know this is true because nationally 24% of all listings expire because of over pricing. A Large number of agents are not able to control the seller and their feelings about pricing their home. Are you using a pricing presentation? Do you know what to say to change what the seller is feeling about pricing their home? Do you wing it? Are you in control during the pricing debate or is the seller?

6) Majority Of Time Is Spent On Marketing vs. Prospecting – Agents are choosing to spend the majority of their time and effort on doing their own marketing and the prospecting is not done day after day after day. Top producers implement what I call the 3D test with their marketing which is…

1) Do I Do It?
2) Do I Delegate It?
3) Do I Dump it?

By implementing this strategy they know their daily time for prospecting is not put off day after day and soon they find they have no leads, appointments, listings or sales and no money.

7) We Don’t Track, Measure & Know Our Numbers – Do you know where your business is coming from? Do you know what you are good at and what you are not good at? How many contacts do you talk to until you get an appointment? How many appointments do you need until you get a contract? How many contracts do you take that close and pay you? How many listings do you need? How many listings do you take to sell? How long does it take to sell your listings? How many homes do you show a buyer until they write an offer? I could go on and on and on but I think we get the point but without knowing you numbers we cannot see the holes in our business and the opportunities to improve on it.

8) Lack Of Accountability – Why do professional athletes have a coach? Why do we have mentors? Why is eating and exercising so difficult for so many? Who do we have holding us accountable every day in business and in life? Fine tuning our business and looking at it from 30,000 feet and seeing if we are getting better or worse? The most difficult part of being an independent contractor is we really don’t have someone to answer to and nobody to keep us from all the distractions we have each and every day in our business and life and help us stay focused. Do you have a real estate coach that provides you with direction, insight and accountability?

I hope revealing these mistakes may have shed some light in your own real estate business and will open your mind to changing your behavior to stop the habits so many agents in our industry are doing year after year.

Strength and Courage,

Wade

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How I Sold 27 Homes In 28 Days

kelowna on November 19, 2014

Position Your Real Estate Business for Success in 2015 Starting Now

As the year begins to wind down and the temptation to let the foot off your real estate business gas pedal I always smile thinking about my success in February 2004 when I was fortunate enough to sell 27 homes in 28 days.

What most people don’t realize is it was what I did in November and December of 2003 that allowed me that success.

Right now is a great time of year for us all to finally do what we are really meant to do in real estate and that is deepen and foster our relationships. Unfortunately we are all so busy being too busy and the market never seems to allow us the freedom to do just that.

Steps to Take Now for Success in 2015

So what did I do in the months of November and December that made a huge impact in my business and opened the sales gates for 27 sales in 28 days you ask?

I began by sitting down and looking at my business and making a list of every person that had an impact on my real estate business that year both directly and indirectly.

I collected all their names and contact information and planned to make a point of letting them know how much I appreciate them and what they do for my family and business.

I would order a calendar or a day timer in advance for each of them and take the time to write a letter of my year in review. The letter invited them into my family and my years events from all the things my wife and I did, my children were doing, the places we visited and all the years highlights and included a photo in the letter of my favorite moment of the year.

I then would arrange a large order of Poinsettias (beautiful red holiday plant) to accompany my calendar or day timer and my year in review letter that I printed out on a nice holiday season themed letterhead stuffed into a large envelope.

I would call each of them and set up a time for me to come by their home and deliver my holiday season package and spend some time with them and see how they were doing and see how they were settling into their new homes.

IT”S IMPORTANT when you call to setup a time to let them know you just want to drop off a “little something” for the holiday season.

With my first few calls I didn’t make that distinction and later found out people thought I was trying to sell them another property or wanting to list their home they just bought and as a result weren’t returning my call.

My plan was to visit between 65 and 85 people in that 5 week period and for at least 45 minute visits. I would ask if their place of work would be better than at their home and give them the choice of what was best for them. Personally I loved the work place visits as all the people around would be wondering what they got for a gift and who I was… can’t beat that type of social buzz.

So I filled up my schedule for a few consecutive weeks and met with as many people as I could delivering them a little token of my appreciation but more importantly sharing the greatest gift I had and that was “my time”.

Sow Your Time – Reap a Harvest in Your Real Estate Business

I cannot tell you how many times I heard we can’t believe you came by, we thought we would never see you again, it is so great to see you and thank you so much for taking the time to come by and for the nice gift.

The reaction I have to admit, was surprising and reminded me how impacting the gift of our time is to people.

Over the five week period I had more coffee, wine, tea and sweets than you can imagine and had the best time sharing great conversation with so many wonderful people and being able to connect, catch up and greatly deepened my relationship with each of them individually.

I never imagined I would have the opportunity to receive referrals for buyers and sellers during the visits. Clients were setting up appointments with me to list their homes in the new year and for me to meet with them to buy or they were passing on their friends and family members who were wanting to meet with me in the new year as well.

The more time I spent along with the small token of my appreciation began to set me up for an incredible start to the year which led to the sale of 27 properties in 28 days in February which would be a good year for any agent in just one month.

I don’t share this story to impress you but to impress upon you to make it a priority to share the gift of your time this November and December and see what kind of response you get to you and your business in the start of 2015.

What do you have to lose?

It is so much fun playing Santa Claus and spending time with people you know and like and enjoy showing them you do care and aren’t just in it for the pay check.

Please take the time to let me know some of your experiences with this little idea of mine.

Strength and Courage,

Wade

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Top 8 Real Estate Productivity Boosters

kelowna on June 25, 2014

Learn the Steps to Maximize Your Time and Effort as a REALTOR

Anyone interested in learning how to effectively increase their real estate business productivity?

…thought so!

I recently spent 2 days with a mentor, friend and coach Rich Robbins and was reminded how quickly we can begin to slide back to the way we used to do things (or not do things) and the power of people being creatures of habit.

This time with my friend reminded of the importance of energy management and how it is even more important than our time management.

Do you realize how important it is to be intentional with your energy level, passion level and your positive mindset? Or, how much is needed to maintain a peak state in your real estate business, a sport, relationships and on and on.

This week I want to share the eight important activities you as an agent can implement in your real estate business to keep your production at a high peak or at least give it a boost we all need on a regular basis.

Not sure about you but I find for myself that without accountability, my real estate mentors, books, tapes and small groups it is almost impossible for me to maintain a peak state of high energy, passion, enthusiasm and work ethic for long periods of time without all of these 8 key activities plugged into my business.

Top 8 Real Estate Productivity Boosters

[step_graphics style=”5″ color=”#3f20c3″][step style=”5″ text=”1″ headline=”Take Control of Your Time Off”]

Book your TIME OFF before your time on. I learned early in my real estate career from the likes of Jim Rohn that time blocking is key. Book your holidays, time off, family functions, date night, conferences, special events and anything for your personal growth, your marriage, your children, your family and friends, vacations and rest and relaxation first.

Personally I like to have these events booked a minimum 1 year in advance. This gives me energy and something to work towards and look forward to.

If you don’t take control of your time off then something or someone else will take control of it for you.

Even in my busiest time of my career I knew I had a week off booked to get away from it all every six weeks.

[/step][step style=”5″ text=”2″ headline=”Single Task Vs. Multi-Task”]

In Gary Keller’s new book “The One Thing.” Keller shares the importance of single tasking and the damage multi-tasking has on our personal and professional lives.

Scientists now know our brains are incapable of thinking of two things at the same time. Multi-tasking is a myth and can reduce productivity and increase error by 50%.

Did you know the average person changes windows (screens) on their computer on average 37 times a day?

Distracted driving now accounts for 16% of accidents in motor vehicles and climbing fast.

If you do anything this year develop the habit of single tasking and watch your productivity and effectiveness skyrocket both personally and professionally.

[/step][step style=”5″ text=”3″ headline=”Reduce Distractions”]

Researchers found that people are interrupted every 11 minutes and spend one third of their day recovering from distractions. It is so important to control your environment and turn off the cell phone, close the door and put up the do not disturb sign.

“Concentrate all your thoughts on the work at hand. The sun’s rays do not burn until brought to a focus.” ~ Alexander Graham Bell.

I never allowed a client to directly get a hold of me unless I allowed it to happen. The cell phone is forwarded with real time voice mail or ringing at my assistants desk. The email was set with real time auto responders to let them know their email was received and I would return their email between “this time and this time” during the day. Now I even have my personal office tucked away in a private little corner to be able to control my environment and time more than ever.

[/step][step style=”5″ text=”4″ headline=”Fly On Auto Pilot Whenever Possible”]

The human brain makes up 2% of the body but consumes 20% of the body’s energy. Take as much “thinking” out of your life as possible and automate, systematize and delegate whenever you can.

Schedule your important activities and put urgencies on a daily to-do list.

I love the “3-D” test as I call it. Ask yourself…

Do I do it?
Do I delegate it?
Do I dump it?

The greater your ability to constantly 3-D test all the activities of your day to day business will directly impact the increase of your productivity. The skill of automation, delegation and prioritization is key to all top producers in this business success. Don’t get me wrong, I am a huge control freak. I have just come to realize that anything that is done by someone else 85% as good as I would have done it, is fantastic!

[/step][step style=”5″ text=”5″ headline=”Replace Bad Habits With Good Habits”]

When tying your shoes, do you stop and think about whether you should do the right shoe or left shoe first? No, it is a Habit. Do you think about whether to brush your teeth before you shower or after you shower? No, it is habit.

A study at Duke University found that more than 40% of what people do every day is not deliberate but a habit.

Identify some of your counter productive habits and really focus on what you can do to replace and create stronger, better and more effective habits in your personal and professional lives.

The definition of Insanity? Doing the same thing over and over and expecting different results. Stop the insanity! One simple example would be; watch T.V or read a book instead, just try it!

[/step][step style=”5″ text=”6″ headline=”Use Productivity Apps”]

We have all heard the sayings “Time is money” or “Work smarter not harder”. I am teaching my coaching clients and top producers to constantly be seeking ways, tools and devices to make their efficiency levels higher than ever.

Here are some of the Top 5 Real Estate productivity Apps you might want to test out for your own business. BombBomb. Snagit. Slide Shark. Docusign. Clear.

Feel free to comment below and let me know what some of your best Apps for productivity in your real estate business are!

[/step][step style=”5″ text=”7″ headline=”Maximize Your Energy”]

Are we getting enough sleep? Do you get up at the same time every day? Do you take time to be quiet and meditate? Do you block regular time to exercise? Are you drinking water all day to cleanse your body? Are you eating 4-5 small meals a day?

Personally I go to bed the same time every evening and wake up the same time every morning. I have hired a personal trainer to keep my exercise and strength regiment consistent as well my favorite new tool to maximize my energy is an App called MyFitnessPal which helps me make so many better choices when eating out or eating on the run, it is amazing!

[/step][step style=”5″ text=”8″ headline=”Stop the Highjackers”]

In today’s new world of google, social media, smartphones and 24/7 news media, it is not surprising many of us have become addicted to information and noise. Personally, I struggle as a people person to not react all the time to my smartphone and struggle every day to not be constantly reacting and responding to someone else.

I do my best to come home and try to just turn it off and remind myself, everything else on the list can wait till the morning. Easier said than done for me.

Identify the top 3 highjackers of your time, energy and attention that pull you off task, bring you down or hinder your ability to focus and be in the moment. Implement awareness and strategies to shut those highjackers down.

[/step][/step_graphics]

I trust these productivity boosters really resonate with you and that you will take action moving forward to maintain a peak state in your personal and professional lives.

I DARE YOU… Try taking one action step from each of these eight production boosters and see what happens to your real estate productivity in the next 30 days and feel free to let me know what kind of impact it has on you and your business. (I think I already know what the answer will be).

Strength and courage,

Wade

Be “productive” and pass this post on to someone today… Please!!!

Top Tips For Building A Real Estate Team in 2014

kelowna on April 30, 2014

We are seeing the future of our industry evolve and the concept of real estate teams has been trending strongly once again in the past decade.

The early concept of a real estate team was having an assistant but most top producers had no idea what their assistant’s role was, tasks were or how to
really leverage an assistant with their business.

The whole idea behind a real estate team and the team members is to provide value to you the leader, the public and to the team themselves.

How many of us wish we had systems and people in place to allow more quality time, more personal time and more profitable time in our real estate business?

Here are some top tips to help you on your way with a real estate team and to a better life and more organized and profitable business.

First Real Estate Team Hire : Administrator or Assistant

Once you feel the majority of your time is spent on “non-selling” activities and the load is getting too heavy to carry on your own, your first hire should be an administrator or assistant.

Most agents spend less than 25% of their time on “selling” activities.

This team member will free up your time to be in front of buyers and sellers and not being bogged down with the paperwork, flyers and so many other activities.

If you don’t want the commitment and responsibility of the In-house or full time assistant, why not try MyOutDesk.com for an assistant who can handle craigslist postings, flyers and many other tasks.

The key is to know what and how to delegate this team member and keep you in front of the people.

Here is a list of Activities for this position to help you get started –

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Filing (colors, storage, labeling)
Calls (greetings, messages, paging)
Emails (enquiries, follow up)
Contracts –(copies, delivery, filing, preparation)
Agent mobile files (create, update bi weekly)
Sphere (Monthly newsletter)
Tel 20 (Just Listed, Just Sold, Realtor Flyers)
Advertising
Feature sheets
Property boards
Kiosk
Signage
Photos
Locbox
Showings
Feedback
Website
Internet tools
Personal Notes and Accounting

[/ez_two]
[ez_two_last]

Showing appointments
Listing Files
Strata Documents
Title Searches
Sales Files
Prospect Files
CMA
Lawyers
Commission Checks
Conveyance
Escrow
Sales Record Sheet
After Sale Service
1 wk. 1 Day 1 Month
Client gifts
Keys
Subject Removals
Contract preparation
Pre listPkg.
Pre buy pkg.

[/ez_two_last]

Second Real Estate Team Hire: Buyer Specialist

N.A.R. reports that in a normal market the average home buyer requires about 32 hours of time invested with them to earn the same fee as a seller that only requires about 8 hours.

The buyer agent is where you refer and give the onslaught of buyer leads. For every 30 leads per month you receive, you can afford a buyer specialist.

A buyer specialist typically manages 2 to 4 transactions a month for your team. They strictly show property and convert buyer inquiries.

Once the buyer contract is accepted then they hand the transaction over to the assistant and continue working with their other buyers.

Third Real Estate Team Hire: Listing Specialist

Once you have enough buyer specialists for your lead generation and you begin to get too busy going on listing presentations, the next step is to hire a listing specialist who typically can handle a high volume of transactions and listing inventory.

An ideal compensation for this position is offering them a base salary plus a bonus for each transaction paid.

They will manage all the files from the generation of the listing lead through the time an offer is written.

Activities would include Correspondence, Pre List Packages, CMA’s, Follow up, Ads and Flyers and tasks between listing the property until sales agreement.

Last Real Estate Team Hire: Your Succession Plan

This hire is your replacement or successor to your business so you can really enjoy life.

If something “happens” to you and you don’t get paid… you have a “job”.

If you make money whether you are working or not you have a “business”.

This is the real reason for building a team. Just imagine working on your business and not working in your business.

Leading different team members and providing them all a greater opportunity in real estate just doesn’t get old, especially when it allows you to enjoy the lifestyle of your choice.

Alternate Real Estate Team Hires:

Escrow Coordinator – This team member takes the sales file from the listing or buyer specialists at the time the offer is made. They handle the inspections, monies, disclosures, due diligence, title etc. They are responsible for everything through closing or close of escrow.

Field Coordinator – This team member reports to the listing and escrow (or sales) specialists. They handle signage, locbox, flyers, documents, pre list and pre buyer packages.

Prospecting Agent – The person in this position is responsible for prospecting daily to find new listing leads by working… For Sale By Owners, Expired, Door to Door, Face To Face or on the phone voice to voice. Their whole role is to get the appointment for the listing specialist.

Your ability to set up systems, develop a solid structure and select your proper team members will ultimately determine the success of your team.

Statistics show that 95% of success is determined by the initial selection of the team members. Take the time to build your systems. Take the time to implement the right structure for your team but most important is to get the selection of your team members right the first time.

I trust this information will help those looking to start building their real estate team or those wanting to increase the effectiveness of their existing team.

Strength and Courage

Wade

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A Lost Art In Real Estate Sales – The Hand Written Note

kelowna on April 16, 2014

REALTORS! Discover the Impact of Personal Hand Written Notes.

In my real estate business I was reminded so many times the last week or two about the powerful impact a personal hand written note has on people.

My mentor Harvey Mackay says “Short handwritten notes yield long results”… Why has something that was effectively done consistently by generations before us become a forgotten art?

Personal gestures are meaningful and memorable and right at the top of personal gestures sit hand written notes.

Always send a card or note when you are reminded of a person. So many sales professionals including myself think right away well that sounds nice, but I am too busy.

“Why write a personal hand written note when I can send hundreds of emails and texts each day or better yet just tweet something on twitter or type up a Facebook post…

Personal handwritten notes are something my parents, grandparents and generations before would do. You want me to take the time to start writing personal hand written notes?”

You bet I do!

Highest Return and Least Expensive Real Estate Marketing Strategy

For years I’ve been asked what are some of the most inexpensive and highest ROI marketing strategies in real estate sales and I always place at the top of the list the personal hand written note.

A personal note deepens a relationship with a client every time.

They are always read.

Just try not opening one or try just tossing one into the garbage without reading it.

They gift someone your time, your most precious commodity.

Because they take time, they show people you care and leave a lingering impact or what I like to call “a sweet after taste” with your clients.

So many times I have had people call me and say something like “Wade I got your note today. Wow, you don’t have any idea how incredible your timing was with your note, I really needed that, thank you.”

Knowing I had that kind of impact on someone’s day never gets old!

This is one activity technology cannot replace because of the gesture, courtesy and professionalism a personal note has. In business we begin with an idea but we thrive in business from great relationships.

Here is a list of activities/events that can inspire you to write and send a personal hand written note. Build the habit by doing it daily and watch what it does for others but more important what it does for you, your personal and professional life.

Realtor Hand Written Note Triggers

Phone call
Meeting someone
Coffee, Breakfast, Lunch, Dinner
After receiving a gift
After receiving a referral
After receiving good service
Just because
Thinking of you
Prior to appointment
After an appointment
Get well
Sympathy
Event
Celebrations
Service providers (lender, inspector, etc.)
During a listing
During a buying experience
Subject removal
Opening escrow
Sale completion
Escrow
The other agent

Here are a few note dialogs to really get you started.

[feature_box style=”31″ title=”New Client To Your Database” alignment=”center”]

“Dear Client, Just wanted to say how much I enjoyed meeting you today. I am excited to have you part of my client community and looking forward to many years of serving you. All the best, Agent.”

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[feature_box style=”31″ title=”Referral” alignment=”center”]

“Dear Client, Thank you very much for the referral to John and Kathy. You can be certain I will give them excellent service. Your trust in me is greatly appreciated. All the best, Agent.”

[/feature_box]

[feature_box style=”31″ title=”Great Service” alignment=”center”]

“Dear Waitress, thanks for the amazing service and smile today. You made my day and must really love what you do. All the best, Agent.”

[/feature_box]

[feature_box style=”31″ title=”After Phone Call” alignment=”center”]

“Dear Client, it was great talking with you today. I am glad you found great value in the information that I provided. Please call if you have ay more questions or concerns. All the Best, Agent.”

[/feature_box]

Well there you have it. Something so special as your own handwriting is almost as unique as your own DNA.

It takes a little more effort to write a note rather than an email, text or tweet BUT…

Your clients never get notes like they get an email, text or social message.

Statistics say only about 3% of postal mail is ever personal and the rest is junk, business or bills.

The combination of your valuable time, effort, stamp and your thoughtful message all carry an incredible VALUE that is truly lost with technology.

I encourage you all this week to embrace the classic personal note and see what it will do for others and for you and your business.

Strength and Courage,

Wade

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