2023 Mid Year Review For Real Estate Agents

Wade Webb on June 21, 2023

2023 mid year review real estate agentsI cannot believe how quickly time flies and the first half of 2023 has come and gone already. It’s an excellent time of year to do a mid year review on your real estate business and assess what you did well, what you can do better and more importantly what’s next for you and the second half of 2023. I strongly encourage you to set aside an hour or so – on a weekend or during your normal weekly planning time – and do a mid-year review on your real estate business. Use this time to reflect back on the first six months of the year and make adjustments to your real estate goals for the remainder of the year.

10 Questions to Ask During Your Mid-Year Performance Review:
Looking Back…

1. Key Accomplishments. What are all of the great things I got done over the past six months? What goals did I achieve? What things am I most proud of accomplishing? Which of my goals did I really miss the mark on?

2. Relationship Development. What new relationships did I develop? Which of my existing relationships did I significantly strengthen? Which relationships may I have overlooked or not given enough attention to?

3. Learning. What opportunities to learn new things did I take advantage of? What were the things I learned most about myself? What were the things I learned most about my business?

4. Mistakes. What mistakes did I make? What mistakes could I have avoided? What mistakes provided me with the most significant development and learning opportunities?

5. Time Management. How well did I manage my time? Have I been focusing my time on the most important things in my life? Are there any significant “time wasters” I need to reduce or eliminate from my life? When am I most productive? When am I least productive?

Looking Ahead…

6. Top 3 Work-Related Goals. What are my top three work-related goals for the remainder of the year? Why are those goals important to me? What habits and processes do I need to adopt to support those goals?

7. Top 3 Personal Goals. What are my top three personal goals for the remainder of the year? Why are those goals important to me? Who can I share these goals with to help hold me accountable to achieving them?

8. Relationship Development. Which relationships will I focus on strengthening and developing during the second half of the year? Who do I want to meet and get to know? Who can most help me achieve my work-related and personal goals?

9. Learning and Knowledge. What areas of learning do I most need to focus on? What new skills do I need to develop? What skills do I need to strengthen? What things do I need to “keep current” on? What one skill, if mastered, would have the greatest impact on the achievement of my goals?

10. Habits. What time management habits do I need to develop and strengthen? What three habits, if developed and sustained, would have the greatest positive impact on my work life and personal life? What habits do I know I need to drop or replace?

Set yourself up for ending your year strong and run through the above questions and review them regularly the balance of the year to remind yourself of what you want out of your life and what you want out of your business. Have you done too much and burned out? Am I out of balance? Am I out of motivation? Have I fallen short? The exciting news is that we have the choice when things weren’t what we hoped in the first half of the year to choose to make this the first day of the rest of the year of what you really want in business and life. I dare you!

Strength and courage,
Wade

Q1 2023 Review & Assessment Time For Agents.

Wade Webb on April 5, 2023

q1 2023 review assessment for real estate agentsIt’s Q1 2023 Review & Assessment Time For Agents.

I cannot believe it myself the first quarter of 2023 has come to an end. Time really does fly when you’re having fun! Now is the time as a real estate agent to review your Q1. Are you behind your goals? Ahead of your goals? Just right where you targeted for your start to the year? We are now entering into one of the typically best quarters of the year; Q2. My question to you is… is it time to change things up? This week we look at some critical steps to take today if you are not on track:

1. Take Some Time To Look At Your Status

What is your current situation? What are your biggest challenges or issues you are facing? What were your goals and why you wanted to accomplish those goals?

2. Measure Your Quarter

What were your numbers for the first quarter? How many calls? How many appointments? How many presentations? How many Listings? How many buyer agreements? Don’t measure your quarter success solely on results but even more important is measure your quarter on activities. You have to be faithful with your activities to receive the success you deserve.

3. Growth Checklist

Based on the first quarter and what the numbers are saying what do you need to do different? What do you need to do more of? More leads, appointments, follow up, conversion, presentations and contracts this quarter? What changes need to happen to achieve your goals and breakthrough this next quarter in Real Estate.

4. Working On Your Business

How does your operation, systems and automation look right now? Do you have systems and checklists for everything in place? Are you leveraging with someone or something else that is generating you business while you are busy being busy or getting some sleep? Time to schedule that hour of power a day and work on your business and not always in it.

5. Time For Help?

Is it time to delegate the low dollar productive activities and free up time for you to focus on the high dollar productive activities? Remember someone or something else doing the low dollar productive activities as better than you doing them, right?

6. Sales and Marketing

Is what your spending and doing generating a return on your time and investment? How are you positioned in your marketplace? Is your unique value proposition to the customers being communicated in all your materials? Growing your business is no small task and there are many different moving parts.

7. Income and Expenses

How much are you spending? How much should you spend to meet your goals? Are you profitable? Do you take time and measure your expenses and the R.O.I.? Remember we are in this to make a profit and not all about the gross income being less than the expenses.

8. Technology

Is technology ruling you or are you ruling the technology? How much technology is enough? Am I relying solely on technology and not enough on old fashion full contact with people belly to belly? We all need to embrace technology because it isn’t something that will just go away. In the same breath we need to not just rely on technology because sales always has and always will be a full contact sport.

So there you have it 8 solid points to help you turn your year around and really make Q2 the best quarter of your year. Click to download your complimentary 2023 Agentsboost Business Plan!

Take the time to look at your first quarter numbers and your goals and refuel your “why” for crushing it in the second quarter of this year. I dare you!

Strength and courage,
Wade

Critical Year End Analysis For Real Estate Agents

Wade Webb on November 30, 2022

year end analysis for real estate agentsLearn the critical year end analysis for real estate agents you need to consider…

As we head into the final month of 2022, for most of us, there will be some “downtime”. Downtime driven by both the holiday season, as well as a general slowdown of activity, especially after the first two weeks of December. This is an ideal time to start planning for 2023. I have honed a process for preparing for the New Year. There are 3 reviews you need to complete before you can set a path for growth of your real estate biz in 2023. The three reviews include your transaction history, your prospecting efforts, and your personal marketing efforts.

Review Your Real Estate Business Transaction History

Where do we start? We start with the past, we start with the review of what you’ve done financially, the actual transactions that you’ve completed, and all the elements associated with those opportunities. Once you understand where you are, you can identify where you are going.

Ask yourself, what was your average deal size last year, the year before that, the year since then? What clients did you work with? Which clients were the most attractive to you, both now and in the future? What were the average size deal with those clients provided for you?

Where did you get those clients? What was the source? Was it a prospect call? Was it a website, off a lead, a company referral? Was it the same clients? Where were those clients and opportunities located? What market are you best to focus on moving forward? What product type have you really been successful for in the past and what product type is best for you moving forward?

Review Your Prospecting Efforts as a REALTOR

What was your financial goal for net income goal for 2022? Money that you take home for you and your family. That’s something we really care about. What did you achieve, and what was the goal? Hopefully, it was greater than your goal. If it was less than your goal, maybe you set too high of a goal. I love goals that push you but be careful, so they don’t demotivate. How many exclusives did you secure?

How many listings you got went to closings? You want to explore that. Make sure you understand some of the ratios financially of your meetings, to listings, listings, to close. Look at the numbers. Look back on your efforts last year and see where those are. Define your average gross commission income. What was your average net commission per closing? Of the listings/representations/assignments you secured, how many were unsuccessful?

When it comes to your clients, think about your top five clients. When I say top five, people go, “Okay so these five made the most money for me, they’re my top five.” Fine. That’s how you want to define top five, look at it that way. Some say, “No, top five really means those that provided me, and will provide me the greatest opportunities moving forward.” In 2022, this may have been one deal, but it’s going to lead to more deals down the road.

That’s going to be a top client for you, or a client that always gives you multiple opportunities. Same client opportunities or refers you. All they did is one or two deals with you maybe historically, yet they’re one of your raving fans. Therefore, they’re your top client. Identify your five top clients based on your parameters. Finally look at your prospecting efforts. Prospecting is a disciplined act of asking for business.

Think about what you did to specifically ask for business. Look back at some of the quantitative, and qualitative aspects of your prospecting. How many prospecting meetings did you hold in 2022? How many calls to you attempt vs. complete, and how many prospect letters (not emails) did you send?

Review Your Personal Marketing Efforts

Prospecting is hard enough when folks know you, or at least heard of your company. Prospecting without a personal presence is downright difficult. Your personal marketing efforts will reflect strongly on you prospecting results. I always focus on three elements of presence, or personal marketing.

Personal, Physical, and Digital. Upon your review of your personal marketing efforts in 2022, ask yourself how many personal meetings did you have from a marketing perspective? These are meetings to get to know people. These are not prospecting meetings. These are relationship building opportunities.

Maybe it was going to a conference, or going for a drink with the guys, or whatever it might be. How many personal marketing meetings did you hold? Look back at your calendar. This is vital to growing in 2023. Physical marketing efforts consist of tangible items you have mailed, gifted, or sent. From the physical side, mailing side, how many times did you mail out? How many times did you send out post cards, or flyers.

How many gifts did you send, or articles you shared. Again, look at your calendar, look at your marketing efforts, look at your budget, look at your expenses. Lastly, think about the digital side. Yes, the tweeting, the blogging, the LinkedIn groups, Facebook interactions, that you participate in. Just because you’re a member of a LinkedIn group, and you never participate that does not count. That’s probably 95% of folks out there. Think about the digital efforts. What did you do digitally? Even e-mail blasts, and newsletters.

As noted, the first step in any process of change is always the biggest. Reviewing your transactional history, prospecting efforts and personal marketing activities will take you some time. Potentially several days. But don’t forget you will have several days of “downtime” in the weeks ahead.

You can either review and then implement change, or simply do what you have always done in the past. You know, and we know that positive change, and income growth, are not products of simply doing the same thing year after year.

Commit to making 2023 your best year as a REALTOR ever. I dare you!

Strength and courage,
Wade

Q1 Review & Assess Time For Real Estate Agents

Wade Webb on May 18, 2022

Q1 review assess real estate agentI cannot believe it myself the first quarter of 2022 has come to an end. Time really does fly when you’re having fun! Now is the time as a real estate agent to review your Q1.

Are you behind your goals? Ahead of your goals? Just right where you targeted for your start to the year? We are now entering into one of the typically best quarters of the year; Q2. My question to you is… is it time to change things up? This week we look at some critical steps to take today if you are not on track:

1. Take Some Time To Look At Your Status

What is your current situation? What are your biggest challenges or issues you are facing? What were your goals and why you wanted to accomplish those goals?

2. Measure Your Quarter

What were your numbers for the first quarter? How many calls? How many appointments? How many presentations? How many Listings? How many buyer agreements? Don’t measure your quarter success solely on results but even more important is measure your quarter on activities. You have to be faithful with your activities to receive the success you deserve.

3. Growth Checklist

Based on the first quarter and what the numbers are saying what do you need to do different? What do you need to do more of? More leads, appointments, follow up, conversion, presentations and contracts this quarter? What changes need to happen to achieve your goals and breakthrough this next quarter in Real Estate.

4. Working On Your Business

How does your operation, systems and automation look right now? Do you have systems and checklists for everything in place? Are you leveraging with someone or something else that is generating you business while you are busy being busy or getting some sleep? Time to schedule that hour of power a day and work on your business and not always in it.

5. Time For Help?

Is it time to delegate the low dollar productive activities and free up time for you to focus on the high dollar productive activities? Remember someone or something else doing the low dollar productive activities as better than you doing them, right?

6. Sales and Marketing

Is what your spending and doing generating a return on your time and investment? How are you positioned in your marketplace? Is your unique value proposition to the customers being communicated in all your materials? Growing your business is no small task and there are many different moving parts.

7. Income and Expenses

How much are you spending? How much should you spend to meet your goals? Are you profitable? Do you take time and measure your expenses and the R.O.I.? Remember we are in this to make a profit and not all about the gross income being less than the expenses.

8. Technology

Is technology ruling you or are you ruling the technology? How much technology is enough? Am I relying solely on technology and not enough on old fashion full contact with people belly to belly? We all need to embrace technology because it isn’t something that will just go away. In the same breath we need to not just rely on technology because sales always has and always will be a full contact sport.

So there you have it 8 solid points to help you turn your year around and really make Q2 the best quarter of your year. Take the time to look at your first quarter numbers and your goals and refuel your “why” for crushing it in the second quarter of this year. I dare you!

Strength and courage,
Wade

Realtors© Need More Reviews in 2022

Wade Webb on February 9, 2022

realtors more reviews 2022Google, Tripadvisor, Amazon, Expedia and on and on we see the massive use and impact in business and the importance of third party opinions of products and services around the world. 

Reviews are dominating consumer decisions. We are seeing that third party reviews, testimonials are having a huge impact on consumers ultimate decisions. We all want more reviews! But look around you. People are busy. They have jobs, and lives, and kids’ soccer practices, and hobbies, and favourite shows…Do you really think they want to take time out of their precious schedule to sit down and write a review about you?

That’s not a slam on you or your service. It’s the reality of people’s priorities. I’m sure they’d love to write you a glowing review, but chances are slim they’ll get around to it… IF left to their own devices. Here’s the key: You’ve gotta make it EASY!

So, how do you as a Realtor© get more reviews in 2022?

An example is how Tom Tool created a URL at ReviewToole.com that takes people directly to his Google Business Profile (formerly Google My Business) page so they can write a quick review. It’s brilliant and it’s simple.

A potentially one-up idea is to create a simple yet robust solution to make it easy for people to review you is to buy  a custom domain name and have a basic, no-frills web page created with a little bit of branding and direct links to your Google, Facebook, Zillow and Realtor.com pages.

The whole thing should cost under $200 to get it all set up and running. For that amount, you can buy the domain name/URL and have a page built and print a 100 high-quality postcards to send to your past clients to encourage them to use the new site. To make things even easier, you include  a QR code on the postcard that takes people directly to your custom page. (Lots of agents use Flowcode but there are many different QR code generators out there. Just Google it.)

The point today is simple…If you want to get more reviews, if you want more clients, if you want greater fulfillment, then you’ve got to go the extra mile to make things easy on people! Reduce the friction. Create that Amazon-like experience.

Ask yourself how you can your evolve in all aspects of your business. Both of these solutions are proof that innovation doesn’t need to be cutting edge or expensive. It just takes empathy and respect for people’s situation. Here’s to more reviews and more business in 2022!

Strength and courage,
Wade

2021 Agent Mid-Year Performance Reviews

Wade Webb on June 30, 2021

2021 agent mid year performance reviewsI cannot believe how quickly time flies and the first half of 2021 has come and gone already. It’s an excellent time of year to reflect and look back on the first half of the year and assess what we did well, what we can do better and more importantly what’s next for us and the second half of 2021. I strongly encourage you to set aside an hour or so – on a weekend or during your normal weekly planning time – and do a mid-year review on your real estate business. Use this time to reflect back on the first six months of the year and make adjustments to your real estate goals for the remainder of the year.

10 Questions to Ask During Your Mid-Year Performance Review:

Looking Back…

1. Key Accomplishments. What are all of the great things I got done over the past six months? What goals did I achieve? What things am I most proud of accomplishing? Which of my goals did I really miss the mark on?

2. Relationship Development. What new relationships did I develop? Which of my existing relationships did I significantly strengthen? Which relationships may I have overlooked or not given enough attention to?

3. Learning. What opportunities to learn new things did I take advantage of? What were the things I learned most about myself? What were the things I learned most about my business?

4. Mistakes. What mistakes did I make? What mistakes could I have avoided? What mistakes provided me with the most significant development and learning opportunities?

5. Time Management. How well did I manage my time? Have I been focusing my time on the most important things in my life? Are there any significant “time wasters” I need to reduce or eliminate from my life? When am I most productive? When am I least productive?

Looking Ahead…

6. Top 3 Work-Related Goals. What are my top three work-related goals for the remainder of the year? Why are those goals important to me? What habits and processes do I need to adopt to support those goals?

7. Top 3 Personal Goals. What are my top three personal goals for the remainder of the year? Why are those goals important to me? Who can I share these goals with to help hold me accountable to achieving them?

8. Relationship Development. Which relationships will I focus on strengthening and developing during the second half of the year? Who do I want to meet and get to know? Who can most help me achieve my work-related and personal goals?

9. Learning and Knowledge. What areas of learning do I most need to focus on? What new skills do I need to develop? What skills do I need to strengthen? What things do I need to “keep current” on? What one skill, if mastered, would have the greatest impact on the achievement of my goals?

10. Habits. What time management habits do I need to develop and strengthen? What three habits, if developed and sustained, would have the greatest positive impact on my work life and personal life? What habits do I know I need to drop or replace?

Set yourself up for ending your year strong and run through the above questions and review them regularly the balance of the year to remind yourself of what you want out of your life and what you want out of your business. Have you done too much and burned out? Am I out of balance? Am I out of motivation? Have I fallen short? The exciting news is that we have the choice when things weren’t what we hoped in the first half of the year to choose to make this the first day of the rest of the year of what you really want in business and life. I dare you!

Strength and courage,
Wade