Real Estate Marketing Tips Archives - Page 2 of 6 - Wade Webb Real Estate Coaching

The Power Of Leverage for REALTORS©

Wade Webb on October 28, 2020

Do you own a job or do you own a business? When you stop does your income stop? Then you own a job.

If you are generating business and income while you are away from real estate, then you own a business. One of the greatest challenges for most agents is leverage, automation, systemization and delegation.

This week we look at the question that all agents are seeking the answer to, “When and how do I hire a real estate assistant?” Some even go years contemplating whether or not it is the right time. Many people ask the same questions such as, “should I hire someone now?” and “can I even afford to hire someone?”

Now we know it can be scary to let someone into your business like that but in actuality, it needs to be done sooner than later. If you are constantly asking yourself if you should hire an assistant, then that alone should tell you that you need to hire someone. When it comes to affording one, if they are really doing their job, they will be making you a significant amount of money. Here we are going to break down when and how to hire an assistant through 3 different phases. Each phase comes with 4-5 questions and steps into ensuring you are using the right solution.

PHASE 1

In Phase 1 begin to ask yourself, “How do I know it is time to hire an assistant?” Like mentioned earlier, if you are asking this question, then it probably is necessary. You are clearly starting to become overwhelmed once you start even thinking about having someone to help.

Question 2, Do you stay up late doing non best use of time tasks, also known as “BUT’s”? These include very simple tasks that are more tedious than they are difficult. After a long day of meetings, going to open houses and meeting new clients, the last thing you are going to want to do is work yourself up on those simple everyday tasks you had to keep pushing aside because they weren’t a priority at the time.

Question 3, Do you have aspirations to grow beyond where you are now? If you have aspirations to grow financially or even from a team standpoint, you are never going to get there alone. The only way you are going to grow and get the most out of your potential is to have help. Asking for help can sometimes seem as a belittling standpoint but it shouldn’t be. Everyone at some point or another asks for a helping hand and so should you.

Question 4, Do you live in the clouds? Meaning, are you not able to implement in the way you need to? People who are in real estate, especially self-starters and entrepreneurs live in the clouds and you need to take this in account for needing the help with your brain storming.

Question 5, Do you know that you are losing business? The more you wait for help, the more projects you are going to have to shy away from because of how busy your schedule is. The longer you wait, the more money you are going to lose, period. Their job is not just to do the tedious and hard work, it is also to make you money. As they say, you don’t remember what you’ve forgotten.

PHASE 2

Now that you have finally agreed to yourself you need an assistant, it is time for phase 2. What are you supposed to look for when you start looking to hire?

The first thing you should be looking for is if they are detail and system oriented. In order to find someone who is, the best way is to make them follow multiple steps in the hiring process on the application. These can include: using a specific font size, only sending the application through a PDF, use a specific format, include this header and more. Now if they don’t follow the steps correctly you instantly know they are not good with following directions and are not detail oriented. In all, you are looking for a person who can get annoyed with a lack of order rather than too much detail or instruction.

The second thing you should be looking for is a naturally positive person. Now, this can be a little more difficult because in actuality, everyone is “nice” during their first interview. This is why you need to take it further and have multiple interviews in multiple settings. It is known miserable people can only act happy for so long until it takes one thing to take them over the edge. You need to be able to see how they act with more than one or two interactions with them to get their full personality and potential.

The third thing you should be looking for in a potential candidate is if they are self-driven. This person should be looking for ways to make your life easier. You want someone to anticipate everything so they can adapt to what is needed and what isn’t.

The fourth and final thing you should be looking for is someone that must be tech savvy and able to type. Now we’ve all seen how our grandparents and even sometimes our parents use a computer which is funny to us of course, but when it comes to hiring an assistant, it won’t be funny down the line when you are on a time crunch and they are still working on that first email. There are plenty of people in the world, especially nowadays with technology being as advanced as it is, that know how to use specific software and can adapt fast to new software.

PHASE 3

Moving on to the 3rd and final phase, you should now have hired someone but you don’t exactly know what to do next…

The first thing you should do is either take the time to properly train them or take the time to redo their work. You need to set aside time to be able to train them respectively because the quicker you train them, the quicker you will improve your business and make money.

Secondly, you need to give them clear expectations of what you want from them. You only have one chance to create expectation so think carefully. You want to set expectations such as what time they need to be there, the kinds of activities you expect them to do, what they should be able to do in a specific amount of time, etc. Be very clear in what you want out of them so then everyone is on the same page.

Next thing you want to do is teach them a marketing strategy to implement immediately. This is because it will shortly after bring your business making not only you feel good, but making them feel good as well. Try to teach them how to do things such as saving a search in a MLS, emailing listings, saving listings and similar tasks. All in all, they are adding to your business this way and it can only lead to great things.

Lastly, do NOT micromanage them! Many agents respond to this by saying, “but what if they don’t do it right?” Well, it is not that they won’t do it “right” it is that they won’t do it YOUR way. You need to let go of what you’ve been doing in the past to make room for the new because clearly something needs to change. Additionally, in most cases, they often do it better than you which may catch you off guard at first but you need to remember it is only making you and your business greater. You need to give them the freedom to be the person you hired them to be and let them do their thing.

If you haven’t already realized, there are only positive outcomes that will happen if you were to hire an assistant. After going through these 3 phases, you should see a massive positive change in not only the business but with you as a realtor. Now start looking for that assistant before all the good ones are taken!

Click to download your Free Guide To Hiring An Unlicensed Assistant –>> Agentsboost – Hiring An Unlicensed Assistant

Strength and courage,
Wade

REALTORS… Google Your Name. What Do You See?

Wade Webb on October 21, 2020

Imagine… A homeowner sees your signs in her neighborhood. Maybe she’s seen your ads in her mailbox on online. Then she decides to sell. If she doesn’t have an agent already in mind, what do you think is her next step? She’ll likely do her due diligence and conduct her own research about YOUR NAME she keeps seeing. And where does she go to do that? One place: Google. Now comes the scary part… What does she find when she Googles your name? Are you confident, or will she see a hodgepodge of half-baked marketing ideas you’ve used over the years that create no cohesive vision and make no strong impression?

Getting “Google Ready” Tip No. 1:

Control the First Impression – You need to buy Google keywords of your name so you can control the first impression and send these prospective clients exactly where you want to send them. Maybe it’s a landing page specifically built to introduce people to your unique way of doing business. Maybe it’s just the home page of your website, or your “About Me” page. Whatever the case, make sure you own those keywords so you can control the narrative… right from the start!

Getting “Google Ready” Tip No. 2:

Over-Index on “Google My Business” – You’ve probably searched for a business before, and alongside the results a box pops up with all sorts of pertinent information about their hours of operation, their phone number, website, reviews, etc. Right? That’s all controlled through “Google My Business,” and it’s something you should be paying attention to! This is a great opportunity to add all of your information AND ALSO add photos of yourself, your team, and recent “Just Sold” properties. PRO TIP: Create a standard for formatting your name, address, phone and domains so it’s easy for Google to recognize you’re the same person wherever they see that same information.

Getting “Google Ready” Tip No. 3:

Max Out Your Off-Page SEO – It’s likely you have profiles all over the Internet – from Facebook to Zillow to Realtor.com and beyond. Agree? Here’s the big question: Is there consistency among all of them? Would consumers instantly recognize you from one platform to the next? Or more importantly, does Google itself recognize you as the same person to make sure they know exactly who you are? Be sure to use the most accurate and appropriate keywords in all your profiles to make it happen.

Getting “Google Ready” Tip No. 4:

Get All Matchy-Matchy – Take that SEO concept we were just talking about, and now apply it to your brand. Does your profile look the same on all the different platforms? Would consumers instantly know that it’s you, or do you use different photos, typefaces and colors from one site to the next? Your job is to make it “dumb and easy” for someone to recognize you immediately. This is how you tap into the power of multi-channel marketing and gain top-of-mind awareness, where people start telling you, “I see your stuff everywhere!” PRO TIP: This includes usernames… always try to use the same usernames on all your social platforms.

Getting “Google Ready” Tip No. 5:

Tools, Apps & Gizmos – Here are three tools you should be aware of and use in your marketing: Whitespark.ca – This allows you to audit what shows up in your search results. Namechk.com – Type in your name, see all social profiles and domains that show up using your name. Google Search Console – This service from Google tells you what people searched that led them to your site. What did they click through to get there? Go find out!

Getting “Google Ready” Tip No. 6:

Be YouTube Ready – Google and YouTube are practically siblings, both owned by Alphabet. YouTube is the second-most utilized website and search engine on the planet, which means being “Google Ready” also means being YouTube ready. Step up your game with these tips: Thumbnails – Don’t underestimate the importance. This is what attracts people to click play on your video. Use Canva, or hire someone on Fiverr to create something eye-catching. Titles and keywords – When posting a video, you need to think in terms of SEO. What’s the keyword you want to rank against? Titles and keywords are not the place to be clever or cute. Keywords need to be based on how people search. Make it obvious what your video is about. Watch time – YouTube loves when people watch longer. Do whatever possible to keep people interested and engaged. Channel Subscribe-able? YouTube wants to keep people on the platform, so make sure you make your channel subscribe-able so they can recommend channels and videos to increase watch time.

Let us know in the comments where your business needs the most help becoming “Google Ready.”

Strength and courage,
Wade

Winning The Multiple Offer Game For Your Real Estate Buyer…..

Wade Webb on September 16, 2020

All over North America the demand for properties is a little crazy right now. Pocket listings, multiple offers, bidding wars in so many market areas. So even when you find that “dream house” for a buyer, there’s no guarantee they’ll get it. And losing out is painful – for everyone involved. That’s why I want to help make it more likely that you and your buyers emerge victorious and get your offers accepted. Because here’s the thing: When you master this, everything gets better… More money in your pocket. More time to work with other people. Better perception in the eye of your clients who you helped find and secure their dream house. More referrals. Let’s jump right in…

Tip No. 1: What makes a good Negotiator? They avoid over confidence; they understand, they don’t “know it all.” They are quick to identify and understand the concerns and position of others. They know that all negotiating parties have a strong desire to complete a negotiation and say, “I got a good deal!” They are constantly improving their skills and are very CREATIVE.

Tip No. 2: Make It Personal. Anything you can do to humanize or differentiate your offer from others is a step in the right direction. With that in mind, one of the first things you should do is reach out to the listing agent to try and find out if there’s anything special the seller is looking for or will respond to. Ask the question “What’s important to them?” Now, not every listing agent will respond, but some will, and at least you made that effort. You may also consider including a letter and/or photo providing some insight about your prospective buyers. All things being equal, sellers might be swayed by an emotional story or choosing someone who was at a similar stage in their lives to inhabit their cherished home. Tugging at the sellers’ heartstrings might just do the trick to get your buyers stand out.

Tip No. 3: Offer Unique Benefits. Sometimes it takes some outside-the-box thinking to get two sides to agree on a negotiation. Make sure you’re exploring all your options and including any unique benefits your buyers can offer. (Within all laws and local regulations, of course.) Such as: Paying the seller’s taxes, Free “rent back” to give the sellers time to move on, Cover the seller’s moving costs, Pay the title fees

With a little brainstorming, I’m sure you can come up with additional benefits that won’t increase your buyer’s monthly payment and will give them the advantage.

Tip No. 4: Maximize Your Buyer’s Price Ceiling. Getting offers accepted in today’s uber-competitive marketplace sometimes boils down to getting your buyers to increase their price more than they initially expected. I like the “ladder up” approach to see where the actual breaking point is, and that’s a discussion you need to have. Repeatedly ask this question to make that conversation easier: “Are you willing to lose this house at $XXX,XXX?” When they say no, ramp it up a little bit and ask it again. Taking those “baby steps” can get your buyers to stretch a little further than they might have originally indicated to you, and ultimately, will give you more leverage to make a compelling offer.

Tip No. 5: Back up Offer (When Possible). Confirm the collapse date of the first accepted offer prior to writing your back up offer. Make sure you put “Subject to the seller not being obligated to the previously accepted offer on or before (Date). For the sole benefit of the seller. Add the term “Seller and sellers agent agree not to grant any extensions to the first accepted offer.” Add the term “Seller and sellers agent agree not to notify the first party of the existence of the back-up offer.” Add the term “Seller and sellers agent agree not to disclose any details including price, terms and time of the back-up offer to the first party.” Add the term “If buyer finds another suitable property they will give written notice to seller and the back-up agreement will be null and void.”

There you have a couple of higher level multiple and back up strategies to help you compete at a higher level. I have also attached an Multiple Offers Strategies Visual Tool for you to download and use as a great visual when advising with your buyers and educate them to really help you both in understanding what it takes to get a in demand property in a crazy market time. I trust this will be a helpful tool for you and your business today!

Strength and courage,
Wade

Handle The Seller Listing Objections In A Low Inventory Market

Wade Webb on August 26, 2020

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

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

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

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

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

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

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

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

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

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

Strength and courage,
Wade

How To Compete For The Listing

Wade Webb on April 29, 2020

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

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

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

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

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

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

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

Phase 4 Seller Process ( First few days…)

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

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

Strength and courage,
Wade

Negotiating Strategies For Agents In This New World

Wade Webb on April 29, 2020

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

Collaborative versus Competitive Negotiators.

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

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

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

Stands, Positions and the SAM Model

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

Communication Principle

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

Strength and courage,
Wade

Are You Spinning and Winning?

Wade Webb on March 11, 2020

So many agents miss out on the opportunity of leveraging and spinning more business from the business they have already generated. This week we look at a simple and powerful process of how agents can be proactive vs. reactive and master this system to spin another 15 more pieces of business every time if done right! Every time an agent..

1. Takes a listing
2. Gets a sale ”
3. Has a bona fide buyer
4. Takes a price reduction… what do we do next to spin more business from these opportunities before they are gone?!

5. Host an open house.

Here’s 5 scripts showing what to say and how to say it for the following action steps:

“Help! My clients John and Susan would greatly appreciate your help with the sale of their property. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the move for John and Susan easier.”

“Help! My clients John and Susan would greatly appreciate your help with the purchase of their next property. Would you happen to have a friend, family member or co-worker that may be selling a 2 bedroom, 2 bath condo in the mission meadows area around the $400,000 price range? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the purchase for John and Susan easier.”

“Help! We just sold a home on 1234 Maple street and from our marketing efforts we have buyers for who that home didn’t work for, they missed out on and are still wanting this area. Would you happen to have a friend, family member or co-worker that may be living in this area and thinking of selling? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration. “

“Help! My clients John and Susan just repositioned their home on 1234 Maple street and would appreciate your help with the sale of their property. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let me know their name and number and I will follow them up and give them excellent service and promise not to pressure them in any way. Thanks for the help and consideration and making the move for John and Susan easier.”

“Help! My clients John and Susan have allowed me to host an Open House at their home this Saturday from 1-2pm and would appreciate your help. Would you have a friend, family member or co-worker that may be interested in this home? If so, please let them know about the open house this Saturday. Thanks for the help and consideration for making the move for John and Susan easier.”

Step 1 – Your Database

Email your database
Video email your database
Text or video text your database

Step 2 – Social Media

Static written post
Video post
Infographic post
FB live video post

Step 3 – Tel 20 – Door Knocking 20 Neighbors

Just Listed
Just Sold
Open house invite
Price Change
Leave a paper door hanger on their front door why you stopped by

Step 4 – Un Addressed Ad Mail

Flyer or postcard the area

Step 5 – Host The Open house

Meet more buyers and sellers

Step 6 – Video Post

Blog
FB or FB Live
Youtube
Email

Step 7 – Print

Add these requests to your monthly newsletter or e newsletter

Step 8 – Classifieds Online or Offline

Run these requests in classified ads

Step 9 – Targeted FB, Instagram or Google PPC Ads

Run these requests as paid targeted ads

Step 10 – Coming Soon campaign for listings and spin

Step 11 – Business Card MLS Sheets

Give your seller 50 of your business cards with their mini MLS listing information on the back of your business cards and ask them to hand them all out and help you help them to sell their home.

So there you have it. Create opportunities from your business versus wait. Take the time to leverage and spin more business from your existing business as the time allows it. Let me know in the comments of other ways you spin more business from your existing business in the comments below.

Strength and courage,
Wade

Missing Out On This? Agent to Agent Referrals

Wade Webb on February 19, 2020

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

Step 1. Research where they are coming from?

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

www.moving.com

www.relocatecanada.ca

www.cbc.ca

www.move.org

www.unitedvanlines.com

Real estate board sites

State sites

City sites

Managing brokers

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

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

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

Outlook

Excel

Mail chimp

Bomb Bomb

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

Intro email

Intro Video email

Intro call

Intro text

Who I am….Introduction

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

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

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

25% Referral Fees

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

Mini vacation as a business expense

Attend office meetings

Collect cards at the door for a raffle

Quick intro and market snapshot

Attend caravan if possible

Take managers lunch, coffee

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

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

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

Real estate tips

Self help tips

Financial tips

Tech tips

Cost Saving tips

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

Minimum contact once a month

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

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

Personal Handwritten Notes

Office visits annually

Video tips

Blog tips

Good articles

Not my newsletter, stats, market reports!!!

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

Conventions

Sales Rallies

Meetings

Events

Add Value…

Top of mind…

Create Mastermind groups… share ideas

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

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

Handwritten thank you card

Gift card amazon $20

Report on referral progress to the agent

Reward when referral completes 25%

Annual referrer grand prize contest ( video live draw )

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

A system for more revenue each and every year

Easier business

Fun business

Relational business

Be the area go to person

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

Strength and courage,
Wade

The Simple But Powerful Compound Effect For 2020

Wade Webb on February 12, 2020

How you ever thought how your real estate business is really just math? That’s right your business is numbers and formulas and equations if you really take the time to break it all down. There are only 4 simple activities that an agent can do each year to improve their business and make more money than previous years. Do you know what those activities are?

Increase your average sale price. Increase the average sale price you increase the average commission payable per sale, right?
Increase your average commission sales rate. Stop cutting your fee and fight for your value. Start asking for more at a listing 7% and making them feel like they got a concession if you have to and settling at 6%.
Increase the transaction activity with your clients. Get the repeat, referral business or start selling them investment properties over and above their personal residences.
Simply sell more properties each year than the previous years.

So let’s look at the math part of it. Take the goal for 2020 of 26% increase. Does 26% increase sound too high? Unattainable? Unrealistic to you? Let look at the math of our business using the goal 26%.

Look at this example below of an agent in their first year who earned $50,000 gross in 2019. Average commission income per sale was $5,000 and basically did 10 deals the past year. Now lets implement the 26% goal to their first year business and see what starts to happen…..

Year 1- 5 Agents Numbers ( Just adding 26% more sales ) not changing commission rate or frequency

Income Avg. $ Earned # Deals

$50,000 $5,000 10 Deals

$63,000 $5,000 12.6

$79,380 $5,000 15.87

$100,018 $5,000 20

$126,022 $5,000 25.2

Did you see the math and compound effect of 26% on number of sales and what happens every 3 years?

An agents income and number of deals doubles every four year setting an annual goal in just one activity!!

Years 6-10 Agents Numbers the same result every 3 years still. The math doesn’t lie!!

$158,787 $5,000 31.75

$200,071 $5,000 40

$252,018 $5,000 50.4

$317,542 $5,000 63.5

$400,102 $5,000 80

Take the time to run these same numbers by increasing the sale price ( which will increase your commission number ) and see what the numbers do? What if you add an increase of repeat, referrals and start welling clients investment properties? Imagine what kind of a compounding effect 26% would have for you and your business? Focus on how I can increase my sale price in 2020? How can I increase my commission average per sale? How I can increase my referrals, investment sales? How I can increase my number of sales? Let the math and the compound effect work for you in the coming years!!

Strength and courage,
Wade

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

Wade Webb on December 18, 2019

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

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

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

3. Divorce attorneys. Bank foreclosure attorneys.

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

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

6. Mortgage lenders or bank loan managers.

7. Trades, contractors or small business owners.

8. Volunteer at charity, fundraiser or community events.

9. Estate attorney or notary.

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

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

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

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

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

15. Social media campaigns.

16. Video campaigns.

17. Blog – written or video.

18. Open house.

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

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

Bonus…

1. Seminars.

2. Public relations submitting articles to the editors.

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

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

Strength and courage,
Wade