So What Are The Fab Five in Real Estate?

kelowna on August 16, 2017

I am a huge believer of tracking and measuring everything we do in real estate so we can tell what is working, what is not working and what we are doing well and more importantly what we frankly should just do more of. The second half of the year is about doing more of what works and if you do more of that you obviously like your chances of finishing the year strong. I coach, train and speak to hundreds of agents a year and this is the top five activities that work with all the most successful agents I work with.

Fab 5 Activities in Real Estate

1) Database – All the most successful agents have at least 28 to 36 organized, planned and systemized activities a year that add value to their past and existing clients. They personally mail them, e mail them e reports, provide complimentary annual reviews of their real estate holdings, host client party events, hand written personal notes, birthday and “houseaversary cards, pop by gifts like ketchup, relish and mustard packs with a tag that says “Thought I would catch up and let you know I relish your real estate referrals and not all agents cut the mustard.” and more. They have a blend and balance of top of mind and give to get activities that continue to propel their repeat and referral business year after year!

2) Open House – There are literally very few activities an agent can do where the clients actually come to them and the agent doesn’t need to go find the client. Agents get to use their strengths as they get to meet the client face to face and engage their audience and the clients determine whether the agent is likeable and someone they can trust. Think about it open house is the rare place agents can use the interpersonal skills to get a client to engage and connect and feel they want to do business with them and why it is always in our fabulous five activity list year after year.

3) Door Knocking – 86% of communication is non-verbal meaning that eye contact, voice inflection, voice tone and body language make up a large portion of non-verbal communication which we are able to utilize going door to door and meeting face to face with the clients. Now don’t get me wrong I am not telling you to go bang on doors and ask everyone “Hi you want to sell your house?” the cold call approach is dead and gone, I am afraid. What I am telling you to do and I know for a fact works very well is warm call approaches using a Bona Fide buyer, New listing, Recent sale or invitation to your open house approaches. Think about it, what person wouldn’t want to help you find something for a buyer, hear about the latest asking or sale price on their street or be asked to snoop at the neighbors upcoming open house?

4) Geographic Farm – Almost every top agent stands out from the crowd and the way they stand out is being an expert or have a niche at something. Every agent is good at every type of real estate and very few make themselves experts, niched and stand out from the crowd! Being an expert at an area, neighborhood, property type or even a certain demographic will get you further and more recognized as an expert than just being like all the other agents. Top producers strategically pick, work and add value to their geographic farm and within 8-12 months it pays back in spades and if done correctly it always hits the top producers activity success list year after year.

5) Online Leads – This is not the silver bullet but something for a new agent to kick start their career, a veteran to top up their business and keep a bit more consistent and something a top producer uses to feed leads to their associates and increase their volume and leverage. Before anyone even turns this type of activity on I always make them buy, read and study Chris Smith’s book “The Conversion Code” it’s easy to buy and turn the lead machines on but converting the leads is where the money is at! Start at chapter 8 and learn the art of conversion before embarking on the online lead machine.

So there you have it, the top five activities that are consistently showing up as the most successful dollar producing activities of hundreds and thousands of agents I have had the pleasure of working with. Track, measure and see what your top five are and spend the second half of 2017 doing more of what it is your doing right and is making you money. Finish the year strong and don’t reinvent the wheel and take you and your business off course!

Strength and courage,
Wade

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Why My Listing Just Isn’t Selling?

kelowna on July 19, 2017

We are past the end of our spring market and have entered the summer market. Let me ask you this question. Do you have a listing that just isn’t selling? Or even worse, sellers are dominating the conversation because of what is happening in the media? This week I’ve got solutions for both of those scenarios so you can sell your properties faster and get your customers what they want. So why isn’t the listing selling? Write this down….. If it isn’t compelling, it isn’t selling!

Action Steps to Help Sell Your Real Estate Listings

#1 Face-to-Face Meetings

Start by making sure you are meeting with all the decision makers involved in a face-to-face meeting. When you meet face to face ask them again “Why do you want to sell?” Help remind them of their “why”, what they are avoiding (Pain) or what they are moving towards (Pleasure).

#2 Understand Their Point of View

If you don’t start by understanding your customers’ point of view, you’ll instantly be out of rapport with their perspective. Think of the things they are reading like the WSJ, Globe & Mail, Fortune Magazine, CNN Financial, and similar publications. All those media sources are saying there is no inventory! Most people only see the news story of millions of people wanting to buy homes and there are no homes for sale!

#3 Break Down The Information

Let them know the national, state, provincial and city stats versus what is happening locally in the community. Get them out of the global mindset and have them focus on what is happening in their backyard. That starts by meeting them at their perspective and world view.

Know Your Market – What makes a listing compelling in your market? It isn’t just price because most clients just hear that and assume you want to lower the price because you are an agent… Educate your client with some of the following tips.
Opportunity – Is it an opportunity problem? In my neighborhood, if a property was built in the 50’s or 60’s a builder is going to come in and scrape the whole thing and build something magnificent. Those properties are priced sometimes 3-5% above fair market value and still get 5-6 offers! This also goes for fixer uppers and residential lots too!
Exclusivity – You know those one of a kind properties! Kudos to Gary Gold and Mauricio Umansky for selling the Playboy Mansion. Other unique factors could be the designer, architect, or even the year the property was built.
Turn Key With No Competition – We all know turn-key properties are really compelling especially when there is no competition. What if there are 5 homes that are exactly the same on the inside and priced the same too? Something has to be compelling…
Want to try something different? Take your clients to see where the new homes are being built. Those companies are spending millions of dollars to win the minds and hearts of the sellers! That is the competition and they are creating compelling products for the market.
Price – Price trumps everything! Which brings us to the options for pricing your listings..3 Options For Pricing – The average agent shows the comps to the seller… Even though the seller has seen the median sales price and comps, they still want to see that bigger number! This is because they have this emotional attachment and hallucination about what the market really is… Remember if it is not compelling it isn’t selling! Show your customers these 3 pricing options…

Above Fair Market Value – Not Compelling. Talk about pricing above the fair market value, and how having a higher pricing strategy hasn’t worked so far… The data and the market have showed at their current price the home isn’t compelling.

Fair Market Value – Compelling Pricing at the fair market value is really just going off the comps. This will make the property more compelling, but there is an even better strategy…

Below Fair Market – Extremely Compelling What really makes property more compelling? When the price is extremely compelling, you create a bidding war and feeding frenzy around the property! Announce a price that is below fair market value to everyone!

The Challenge – I’m issuing you a challenge, if you have a listing that isn’t selling execute on this plan! Repackage and reposition with this strategy and let me know how it goes in the comments below!

Strength and courage,
Wade

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How To Build Your Personal Real Estate Brand

kelowna on June 28, 2017

Branding is such a crucial component of success. Think of some of the largest companies in the world — from Nike’s “swoosh” to Apple’s icon — everyone is familiar with the brands they created. I am a huge fan of agents taking the time to invest in themselves as a brand just like some of those big companies. It is important real estate agents have their brand within their corporate brands and build mindshare.

Today, building your personal brand is just as important as building your company’s brand — in fact, it might even be more important. Consumers want to hear the story behind the founders — the failures, struggles and the success. This means putting yourself out there and marketing yourself in addition to your company.

Here are some of the top ways to start building that personal brand.

1. Be visible and accessible.

You can’t hide in your office behind your computer and expect to build a personal brand. You need to get out and make yourself visible and accessible. Attend industry conferences, even if it’s just to network and socialize. Make your social media profiles open to the public and allow incoming messages. Hold live video Q&A sessions on social media and interact with your followers. The more visible and accessible you make yourself, the stronger your personal brand.

2. Show the real you on social media.

Don’t use social media as a 100 percent marketing channel. It’s fine to throw an offer out there or promote your company occasionally, but focus on showing the real you. If you come across as a robot or unauthentic you will push people away. Consumers love to see the other side — what you do on the weekends, where you eat, what your hobbies and interests are, etc. This makes you appear more human, which attracts more people to you.

3. Understand your industry inside and out.

Your business is only as good as the people running it, yourself included. It’s important you understand your industry inside and out — common sense. But, this also means staying up to date on latest trends, breaking news and your competition. When you do this, it helps to position yourself as a thought leader in your industry, elevating your personal brand to a higher level.

4. Practice 2-way networking.

A lot of people network the wrong way. They focus on their own needs and personal benefit, completely ignoring those needs and wants of the other person. Focus on 2-way beneficial networking, making sure to give the other person an opportunity to benefit from the relationship as well. This approach will help you secure more connections and opportunities, which will all contribute to strengthening your personal brand.

5. Maintain a detailed database of contacts.

As your personal brand grows, so will your list of contacts. It’s important you keep a detailed list of all your contacts. Who the person is, where you connected, potential opportunities and how you can help them are all things to keep track of. While it can be a great resource to search when you need something, it can also be referenced when you have an opportunity. Your relationships will become much stronger and beneficial when you approach a contact with an opportunity that helps them without asking for anything in return.

6. Become a trusted source of breaking news and relevant information.

You know your personal brand is strong when you become a source of information. Strive to be the person media outlets and journalists contact when they need expert advice or information on a popular topic or breaking news. Start by sharing news and information you feel is useful on social media and send it to your email list. This can also help to build your following, which leads to people viewing you as a trusted authority in your industry. Ultimately, this will attract more people to you.

7. Develop a strong value proposition.

Every major company has a value proposition and you should too. What makes you, as a person, attractive to potential customers or clients? What is it that makes you special? Why should someone work with you? Once you have this established, make sure your audience knows what it is.

8. Give back.

Aside from feeling good and giving your personal satisfaction, giving back can help you build your personal brand. Whether it’s donating money to a charity or volunteering your time to a cause that’s important to you, this type of deed can benefit your personal brand. You can highlight your charitable deeds on your website and even issue press releases to attract positive attention. People remember selfless acts.

So there you have it. How to build your personal brand within your corporate brand and really start to capture mindshare and a respected expert in your market area. Don’t be that secret agent. Be a household name in real estate in your market area!

Strength and courage,
Wade

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Real Estate 12 Days Before Christmas Must Do’s 2017

kelowna on December 14, 2016

Effective Real Estate Strategies Just Before Christmas

On the First Day of real estate my true love gave to me…

Spend some focused time on your real estate database prior to 2017. If you don’t have a database then assemble one. Take the time to build a monthly database touch system for 2017 making specific activities each month to add value and deepen your relationships with your database. This “give to get” activity is the best way to increase repeat and referral business in 2017.

On the Second Day of real estate my true love gave to me… Create a buyer or seller landing page. 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. A nice steady stream of buyer and seller leads from a good landing page keeps you from those peaks and valleys in your business. This is a great way to create more buyer and seller leads all year long while you are busy serving your active buyer and sellers and when you don’t have the time to prospect.

On the Third Day of real estate my true love gave to me… 2 daily hours of power. 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.

On the Fifth Day of real estate my true love gave to me… Face to Face activities and prospects who already want to sell. For real estate agents looking for immediate business, top agents know the quickest conversion ratios come from contacting FSBOs (for-sale-by-owners) and expired listings. They also 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 they don’t know, these are people who typically want to sell their home right now.

On the Sixth Day of real estate my true love gave to me… A realtor to realtor 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 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 that 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. 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!

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.

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 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 2017. “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

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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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The 12 Days Of Real Estate Christmas – Top 12 Real Estate Must Do’s

kelowna on December 9, 2015

On the First Day of real estate my true love gave to me… Spend some focused time on your real estate database prior to 2016. If you don’t have a database then assemble one. If you have an existing database take the time and purge the contacts you don’t really have a relationship with. Take some time and courage to contact your database and qualify by asking; “if they had a friend or family member buying and selling, who would they refer and recommend?” Stop feeling comfortable with a list of 300 names, addresses, phone numbers and emails of people that you don’t even know if they would even do business with you.

On the Second Day of real estate my true love gave to me... Create a multi touch system for your database that would deepen your value and relationship with them. Reaching out at least twice a month using a different method of communication (email, mail, text, video email, video, phone call, Facebook message, Facebook like or comment, lunch, coffee, client appreciation event, snap chat, Instagram) and mix it up with a different message and content every time.

On the Third Day of real estate my true love gave to me… Always be generating leads. 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 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… Focus on Listings. 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.

On the Fifth Day of real estate my true love gave to me… Don’t let prospecting scare you. For real estate agents looking for immediate business, top agents know that the quickest conversion ratios come from contacting FSBOs (for-sale-by-owners) and expired listings. Although many agents are reluctant to reach out to people they don’t know, these are people who typically want to sell their home right now.

On the Sixth Day of real estate my true love gave to me… Build an agent to agent referral system with agents working the areas where the people are coming from to buy real estate in your market. Contact them once a month and stay top of mind and be that referral agent of choice in your market area. Help them with their business with tips and ideas and leverage that “Give to Get” strategy for referrals.

On the Seventh Day of real estate my true love gave to me… Know what to say and how to say it. Scripts and dialogs are important. Successful real estate agents understand that whether they use someone else’s scripts, dilaogs 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.

On the Eighth Day of real estate my true love gave to me… Have powerful sales presentations and visuals. 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!

On the Ninth Day of Christmas my true love gave to me… Know your why and have a purpose. 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!!

On the Tenth Day of real estate my true love gave to me… Be of service 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.

On the Eleventh Day of real estate my true love gave to me… Be a lean mean appointment setting machine. The lead generation is great but not having the skill to convert to the 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. No appointments means no presentations, no contracts and ultimately no income for your business.

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.

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

Strength and Courage,

Wade

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[Podcast #6] Agents Boost How to Get a 22 Percent Return on Investment from Real Estate Database

kelowna on November 3, 2014

Click Here to Hear Audio Podcast Agents Boost How to Get a 22 Percent Return on Investment from Real Estate Database

Hi everybody, it’s Wade Webb, the author of “The Lazy Realtor” and founder of Agents Boost.

So many times agents are focused on finding that next customer and finding that next deal and we forget about the value of the existing clients that we’ve already done business with. All those people that we have in our relationships list in our database of the people that are already no less like us, love us, and trust us and are we really taking enough time and are we really digging deeper to be able to get a higher return on investment?

So, one of the strategies I want to share with you is just a simple strategy on how to get a 22 percent return on your existing database. So one of my coaching clients, a guy with the name of Keith Hawkin, has a business in the city where he is only a few years in the business and he has a database of 180 clients. He minimally touches this people at least 33 times a year. So, he is touching 180 people in his database about 33 times a year and he is getting a 22 percent return on his investment which means 40 transactions at an average of 8 thousand dollars and a 320 thousand gross commission income return on his investment.

So how does he do that? Simple, Wade, I can’t touch people 33 times… that’s where you’re wrong, you can. So just imagine if you implemented a simple strategy like a monthly hardcopy newsletter. Each newsletter goes out once a month, that’s twelve touches rate there. Imagine if you implemented on the 15th of each month an e-report, you email all data report on statistics, articles, things like that, and on the 15th of every month, that’s 12 times a year, that’s 24 touches. Imagine of you have a client appreciation event, like a barbecue or a movie theatre night, or something like that, there is another touch. Imagine if you had a pick up the phone and just call them and touch base for them 4 times a year, there is four more touches.

Imagine if you implemented a simple system like sending them a personal handwritten note. After each time you’ve talked to them you write them a personal handwritten note how nice it was to talk to them put your card in there there’s our more touches after your phone call. You’re getting more and more ways of finding ways to be able to build value, deepen relationships with your clientele.

Here’s a reality, each and every one of those 180 people, know another 200 to 250 people. Are we tapping in to those other 200-250 people that each of those people know? How do we do that? by adding value, by giving, by touching, by keeping top-of-mind. Keith is only spending $150 a year on each of his clients, on each of those items, on each of those articles. So, I’m not asking you to invest a whole lot of money, that total is $27,000 a year, that’s about $12.50 a month for each of his customers but it’s in return of $320,000 gross return on his investment. That’s like 1058% return on your activities on that, so think about how you can deepen your impact on your existing database, how you can create more referrals, and how you can get more with less.

Touching them and deepening with them, stop chasing for new people and strangers and people that you don’t know, and start working on how you can tap in to those people that already know you, like, and trust you and invite you in to those other people. This is Wade Webb and this is your Agents Boost.

Want to Know How to Get a 1085% Return On Your Real Estate Database?

kelowna on June 18, 2014

Harness the Power of Relationship Marketing as a REALTOR

Before we dive into the power of your real estate database and how to extract said power into building your business, I want to give credit for this post’s inspiration to Vancouver, B.C. agent Keith Roy and his presentation I attended this June.

Keith wanted to remind us of the importance of our database, sphere of influence and show us how much business is sitting there waiting to be tapped into by taking action.

Not just “any action” but specific… intentional… consistent action

The point is to really deepen our relationship and value with each person in our database.

This high touch approach has generated 40 deals a year and from a list of only 180 people… you got to like a consistent 22% conversion rate.

We all have heard the comment that clients never hear from their real estate agent after they buy or sell. N.A.R. the National Association Of Realtors reports around 4 out of 5 clients would use their real estate agent again but don’t because the agent has never kept in touch and never really had a relationship with them.

It amazes me the amount of time, money and effort we all spend in finding buyers and sellers but the more amazing part is the lack of time, money and effort we spend to keep them as clients and deepen our relationships with them and build them into advocates of our real estate business.

Your Goal for Your Real Estate Database – Be Insisted… Not Just Recommended

Insisted? Recommended? There is a difference!

Would you rather have a client tell a friend “Hey you should give “Jack Realtor” a call, I recommend him” OR

“Listen you absolutely have to call “Jack Realtor”, he is the best… bar none. In fact I insist… here’s his number, give him a call”

The former is typical. The latter is more than possible but not usual because most REALTORS don’t do the work to build that loyalty.

Want to know how? Thought you’d never ask…

Introducing the 96 Touch System for a 1085% Return on Your Real Estate Database

The system starts with a plan and a calendar. Jim Rohn said “finish your week before it begins.” For this type of system to be effective and have the return you are looking for, start by taking out your calendar and let’s begin planning the balance of your 2014 and building for a boost in your business for 2015!

Schedule in your calendar…

Once a month Newsletter (Snail Mail)

Once a month Real Estate Newsletter plus Statistics Update

Once a Month Email Touches

Once a month Facebook Business Page Update
Bi Weekly – E Reports
Bi Weekly – Motivational Quote Post Cards

Quarterly Phone Call Touch

Schedule a quarterly phone call to touch base, say “hi” and ask if they need anything.

Personal Touch Contacts (Physical Card in the Mail)

Annually – Birthday Cards
Annually – Home Anniversary Cards
Annually – New Baby Gifts
Annually – Wedding Anniversary Cards

Monthly “Top of Mind” Contact

January – “Property Tax Assessment Appeal Kit” and “My Best Year Ever Letter” (Click Here to Get a Free Copy of My Best Year Ever Letter and Property Tax Assessment Appeal Kit)
February – CMA’s and Calls
March – Spring Pop By Gifts (drop in on your clients with a small gift)
April – Client Appreciation Party Movie
May – Mother’s Day (flower voucher)
June – Father’s Day Card (donation)
July – Summer Pop By Gifts (drop in on your clients with a small gift)
August – Client Appreciation Party BBQ
September – CMA’s and Calls
October – Home Show Tickets with Referral Request Letter
November – Client Seminar Event (Guest Presenter)
December – Calendars and Poinsettia’s

Now before you panic about “how the heck you’ll ever have time to do all of this”, when you break it down most of this can be setup once using an autoresponder email scheduling feature. Many of the other “touches” can be mass produced and virtually all of it outside of the personal calls can be outsourced or passed onto an assistant.

Keith told me he invests about $150 per person per year which totals about $27,000 annually but this investment in his real estate database creates a return of $320,000 in gross commissions. Anyone here interested in investing 27k for a 320k return? There’s your 1085% ROI

Seeing these numbers… For the few hours it will take each year to personally reach out to everyone in your real estate database 96 times each year can you think of any other single activity that will give you a greater short and long term ROI on your business as a REALTOR?

Now this is just a template for you to set out a plan that would easily allow you to touch your database at least 96 times a year and add value to them and their lives. I know this has been a tremendous system for both Keith’s and my own business and it can be for you as well.

Thanks so much to Keith Roy for the inspiration and for sharing his actual plan and wish you all tremendous success with your relationship marketing strategy moving forward in 2014 and even 2015.

Wanted to close with this story… With my own business and multiple touch system for my database I always loved those magical telephone call moments when someone would call out of the blue and say “Hi Wade it is so and so calling.”…

“We just received your great newsletter, like you’ve always sent for so many years and we have decided it is time to sell and would love it if you would come over and list our home, would you be able to do that?”

I would then smile and give a little fist pump and think how glad I was for implementing a system with my database.

Do you think this type of call from your clients would ever get old no matter how many years you have been in the business?

Click here to check out Keith’s site and see a bit more of what he’s up to… while you’re there drop him a “Thank-you” for sharing his killer system with us.

Strength and Courage,

Wade

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