real estate success Archives - Page 6 of 9 - Wade Webb Real Estate Coaching

How To Finish 2017 Strong. The Final Countdown!

Wade Webb on November 1, 2017

Why is it so easy to get apathetic, complacent or take the foot off the gas in the final quarter of the year. The seasons are changing and the days are getting shorter and the sense of urgency with our real estate market and our business seems to be settling down for a long winter’s nap. For a lot of us this is not good nor can we afford to let this happen?!

Do you want to finish the year with a whimper or finish it with a bang? Do you want to have to snap out of a funk to start 2018… Or steamroll into it full of momentum? With that in mind, here are some actions steps to dominate and finish 2017 strong!

1. What Is It You Want? Personally? Professionally?

When I ask agents “so what do you want”? It amazes me how many don’t have any idea what it is they want out of their personal or professional lives and that my friend is the root of why many don’t finish the year or start next year the way they should. A clear vision of what it is you want drives you to take action and moves your emotional meter.

As a Realtor what do you want your business to look like when January 1, 2018 arrives? What do you want your personal life to look like come January 1? How many sales do you want? How many active listings do you want? How big do you want your pipeline of leads to be? Where do you want to be physically, mentally and what do you want to experience come January 1? You know the people who want to put things off over the holidays but come January 1 will be serious. The moment you finalize these decisions, you need to align your behaviors with those goals to make them happen.

2. What & Who Gives Me Joy?

This past few weeks I can’t believe how many of my coaching clients have one thing in common right now and that one thing is they have no “Joy”. They have been going at such a ferocious pace and can’t even remember when they did the activities or spent time with the people that give them “Joy”. The best way to ensure a productive AND enjoyable holiday season is to open your calendar today and mark off all of the time you’re taking off. The vacation time. The snowboarding trip. The holiday time with family. The “I’m taking this day off just because” time. The dance class or spin class. Etc. Etc. Make those commitments and schedule it. Remember: If it’s not in your calendar, it doesn’t exist. Once you’ve marked all of the time you’re taking off and the activities that give you “Joy” then take stock of what’s left. This is the number of days you have remaining to achieve the results you desire. Seeing that concentrated schedule will be a great motivator to make things happen and get stuff done.

3. Set Some Key Goals

To finish 2017 with a bang, make sure these three goals are up and visual in your office. 1. How many appointments I want to book before the end of the year, how many listings I want to take before the end of the year and how many sales I want to make between now and the end of the year. 2. Schedule time to plan my 2018 and build that business plan for next year based on what you learned from this past year. 3. Schedule time to see all the people prior to the holiday season. Ken Blanchard wrote in the book “The Generosity Factor.” That the greatest gift we can give others is our time, talent, touch and treasure. Create that sense of urgency and finish strong!

4. Develop An End Of The Year Sales and Marketing Plan

You set those goals in the previous step, but how are you going to achieve them? Map out your marketing activities that will reach those goals. How are you going to touch your past clients? What are you going to deliver to your geographic farm? What special event — a holiday party, Mega Open House, movie theater promotion, etc. — are you going to hold in the final weeks of 2017?

5. Implementation and Execution Creates Momentum

Why is it important to close the year strong? To get some results and things done and accomplished the final days of the year? These results, accomplishments and successes impact how you start 2018. You want momentum. You want energy. You want to wake up January 1 feeling ready to run through a brick wall to make 2018 your best year ever. So let me ask you this: Has there been a New Year’s Day (or two, or three, or 10 or 20?) where you woke up not exactly feeling your best? Is that how you want to start your pursuit of your best year ever? By feeling like crap for Day 1 of 365? Do the things that will allow you to wake up on January 1 full of energy, ambition and confidence in your plan.

Implement one or more of these ideas and finish 2017 strong…

Strength and courage,
Wade

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Facebook Reviews: What REALTORSⓇ Need To Know

kelowna on October 25, 2017

As of June 30, 2017, Facebook has over 1 Billion daily active users, with 400 new users signing up every minute. Facebook is the largest social network around and it’s fairly safe to say that the majority of your clients are on it frequently.

I was looking at some recent statistics about Facebook regarding users’ habits and brand social media strategy. Two statistics that stood out for me were:

42% of Customer service responses are attended to within 60 minutes. People relate quick response to good customer service! (Source: SproutSocial)
71% of people who have a good social media experience are likely to recommend it to others (Source: Ambassador)

With that in mind, when looking at your brand as a REALTORⓇ, one way to give you the edge over your competitors is with Facebook Reviews. Facebook Reviews give REALTORSⓇ an opportunity to increase credibility and transparency with their past, current and potential clients. It is also one of the most overlooked aspects of online marketing.

Turning a Negative into a Positive

Why don’t we start with the elephant in the room. From time to time, you may receive a negative review. Facebook only gives you one option, you can show all reviews or turn off all reviews. You aren’t able to delete or hide individual ones and you can’t organize them by having the best showing at the top. Only the person that left the review can edit or remove it. Not to worry though, if you are actively building your positive review base, they will far outweigh any negative ones you may receive. It’s important you respond immediately, apologize politely and inform them you would like to speak privately to resolve the matter. This will show others you’re professional and caring and it goes a long ways towards reversing the negativity.

Building a Positive Real Estate Brand

The most efficient way to receive positive reviews and increase your online credibility with your clients, is by regularly asking satisfied customers if they will leave a Facebook review for you. Make this a standard part of your marketing plan and provide them with directions on how to do this. Most people who enjoyed working with you, will be more than happy to help you out and spread the word – just ask!

Simple instructions are as follows:

Go to the Facebook Page you are reviewing
Click on the Review Tab
Enter a Star Rating and comment
Mark audience as Public
Click on Done

Setting Up the Review Tab

Turning on the reviews section in Facebook, lets anyone logged into Facebook leave a review on your Page, see your Page’s star rating and see reviews shared with the public.

To turn reviews on for your Page:

Click Settings at the top of your Page
Click Edit Page in the left column
Scroll down to the Reviews section and click on the settings button
Toggle to On

**If you don’t see a Review section

- Click Add a Tab
- Click Add Tab next to Reviews

To turn reviews off for your Page, follow the same steps, but toggle the Reviews section to off. If you do decide to turn them on again, remember, all previous reviews will still be there.

How To Share Your Page Within Facebook

Social Media is all about word-of-mouth. The more people talking about you and sharing the experiences they have had with you, the more others will want to work with you. Make it easy for your clients to get the word out.

From inside Facebook, share your page by using a private message.

On a Desktop or Laptop

Click the Share Button underneath your cover image
Click on the down triangle beside Share on Your Timeline for more options
Select Share in a Private Message

Another box will now pop up which will have your page automatically linked in the message. Type in the name of the person you are wanting to send the message to, ask for a review and give brief instructions on how to do that. When they next log into Facebook it will be in their notifications.

On a Mobile Device

If you are on a mobile device, you will need to share using Messenger.

Go to your Facebook page
Click the 3 dots on the top right side
Select Share in Messenger

You may also want to publish a post on to your Facebook Page, pointing out the review tab and asking clients to spare a minute or 2 giving you a review.

Outside of Facebook, email or give them a printout of directions along with screenshots and telling them how much you would appreciate them sharing their experience working with you. Include a link in your email signature that takes them directly to your Facebook Page Review Tab.

The direct link to a Pages Review Tab is www.facebook.com/YourFacebookUsername/reviews/.

Respond to Reviews

When you do receive a review, make sure you reply with either a Like or posting a Thank You comment to the client. Show them you appreciate the time they took to leave one for you and show others you care and this is an important part of your business.

Click here for the bonus item: Daily Facebook Activity checklist

Strength and courage,
Wade

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Lesson’s For Agent’s From Toys R Us

kelowna on October 4, 2017

This year continues to present a challenging retail environment, which has now been further disrupted by the Toys “R” Us Chapter 11 filing. Toys R Us did two things over the past few decades that were not the best business decisions for them. The first decision was in about 2001 – 2002 when they chose to use Amazon for their fulfillment and make them the main fulfillment for their toys instead of believing in the internet.

This basically made buying toys off the internet from Amazon something we became very comfortable doing instead of us buying from Toys R Us and fulfilling their own toy orders to their customers on the internet. The second decision and most important decision was to not innovate themselves as a company and began to die from their lack of change and the toy world began to pass them buy. They didn’t change their stores to a place where you could have an experience with the toys. Why couldn’t they make video gaming stations, Lego building areas, slime centers, skate and bike park areas and millions of other toy experience ideas in their retail spaces and would still be alive and well today?

They chose to just sell toys where no parent wanted to really go and besides could just buy it online and not even leave their own home or they just pick it up for cheaper at Walmart while they are buying some groceries or buy it from a YouTube marketer or Instagram or Facebook ad. Toys R Us was not selling an experience and literally died from their decisions and lack of any retail innovation. This is the best example today for anyone in business or any of you in real estate if we don’t change, grow and innovate ourselves and our business and just rest on your laurels and do real estate the same way you did it 20 years ago!!

Our customers don’t just want to buy or sell a house just like they didn’t just want to walk into a Toys R Us and buy a toy any more. They want to have an experience and are willing to go where they can find that experience when buying or selling a home. So let me ask you what kind of an experience do you create for your clients and who is telling your story of what they experienced buying or selling with you? Are you having buyers virtually tour homes on a huge flat screen TV while they choose their short list of homes to physically view? Do you leave time at the beginning of touring homes for a stop through at Starbucks drive thru to pick up their favorite coffee and a snack for their tour? Are you preloading a tablet for your buyers to search homes using Wi-Fi and they are able to make notes on the tablet with a stylus about each home they tour? Are they viewing their paperless purchase contracts on the tablet and then digitally signing their offers on the tablet using Authentisign? Do you present to home sellers on a large iPad or laptop showing them the 3D floor plans, drone videos or interactive virtual reality goggles that their home will be marketed with when for sale with you and your brokerage?

The list of innovative ideas for agents and creating that innovative game changing experience for their clients is endless! The truth is so few agents are choosing to change, innovate themselves and their business and sadly my friends face the similar demise as Toys R Us in the coming 5 years. I challenge you today to commit to making a change with the way you market yourself and your real estate business and become a game changer and market leader in your market place today!

Strength and courage,
Wade

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How To Determine Your WHY in Real Estate

kelowna on September 20, 2017

“When your WHY is big enough you will find your how.” Laith Wallace

It’s often one of the first things you ask someone when you meet them. “What do you do?” or “Where do you work?” Want to know a much more interesting question? Ask them this one. “So Why do you work?” I guarantee their answer will tell you a lot about them and YOUR answer will help you perform up to your potential in life.

I believe a crucial step to living a more fulfilling life is to know your “WHY” before you know your HOW. Lots of people ask me HOW to take their real estate business to the next level. I can tell them a million strategies, but if they haven’t answered their WHY first, they’re not going to put those strategies to the best use.

You see, knowing your WHY ultimately makes the HOW so much easier. Encouraging agents to determine their WHY is one of the foundational steps in real estate coaching. Think about it for a second — how effective are you in any project when you’re unsure of what you’re doing? When there’s no “end game” in mind, you feel like you’re floating and your focus, desire and confidence tend to fade away.

So it only makes sense that one of the first steps to success is determining your genuine motivation or drive. To answer the question of “Why do you work?” Of course, the simple answer is to keep a roof over your head, to keep yourself fed and to provide for your family. But let me tell you — that answer SUCKS.

Do you want to simply exist, or do you want to excel?

Looking inward, taking a deep dive and identifying your WHY becomes a much more powerful exercise when you look deeper in search of an answer that is emblematic of who you are and why you’re willing to work so hard every day. Here’s a list of questions to ask yourself, and don’t be afraid to add others that are meaningful to you:

•What motivates you?
•What are your dreams?
•How much money do you want to make?
•How many team members do you want to hire?
•When do you want to retire?
•What do you want for your spouse/significant other?
•What kind of future do you want to create and provide for your children?
•How much vacation time do you want?
•Where do you want to visit?
•How do you want to make a difference in the world?
•What does your ideal legacy look like?
•What do you want to contribute to outside of business?

Don’t answer these questions too quickly. Do some soul searching and provide vivid detail in your responses. Like any goal, the more specifically you define it, the more it’s going to resonate with you. Like any goal, you need to make your WHY visible and public. It might feel uncomfortable, but put it out there. When you share your WHY with others, you up your cadence of accountability.

The reason the “Why do you work?” question tells you a lot about someone is because the more thought they’ve given this topic, chances are the more driven they are and the more committed to their business they are. Those who truly know their WHY are people who align their behaviors with their goals and get their work done, day in and day out. To take it a step further, they’re the type of people who spend most of their time working ON their business, not IN it.

Your WHY is a very powerful thing. Do you know yours? If not, find it. Only then should you start thinking about your HOW.

Strength and courage,
Wade

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The Question People Ask Most Agents Don’t Know The Answer To

kelowna on September 13, 2017

If someone opened the door of opportunity for you, would you slam it shut? If you’re shaking your head no right now, are you sure? I see agents make this mistake every single day.

I mean every single day…

It happens every day because this opportunity is without a doubt the most-asked question agents receive all the time. It’s something you probably hear every time you’re out in public or around friends, family members or acquaintances. Yet most agents honestly don’t know how to answer this often-asked question correctly, and therefore effectively slam the door of opportunity door shut, right in front of the person who opened it for them.

Would you agree that’s not a very nice thing to do? Also it’s definitely not helping their reputation or business. So have you guessed the Question yet? Let me share with you the question people ask agents the most and agents don’t know the proper answer to.

Here’s that question:

“How’s the market?”

Sound familiar? Can you think of how many times you were asked or you heard others ask that question about the market and about real estate in your area. It’s almost a cliché — Somebody meets a real estate agent, and that’s the first thing that blurts out of their mouth. “How’s the market?” opening the greatest opportunity for you and your real estate business.

The problem is your response cannot be a cliché. In fact, your response to the question has to be anything but.

Far too many agents simply reply, “It’s great!” or “I’m busy” or “Well, the high end is slow” and leave it at that. What a monumental mistake! What a missed opportunity! It’s actually painful to watch this happen.

By far one of the best and most effective dialogs to this question is a straightforward reply that goes like this:

“How’s the market? Well, it really depends. Are you interested in buying, selling, investing, or renting? They’re all very different. Which part of the market are you curious about?”

It’s that simple. Suddenly, you’ve engaged the prospect. You’re already providing value by helping them narrow their focus and get more specific, so you can help them solve whatever specific real estate need they’re facing.

By opening them up to thinking about their own situation, you’ve begun a meaningful dialogue that can lead somewhere productive — for them and for you. Once you identify their needs, you know where to take the conversation from there.

“But Wade, What About…” I can already hear you. Some people will say, “Oh, I’m just curious.” You’re right. So what’s your plan then? Does that mean you don’t engage them? Of course not. The dialog for that scenario goes like this:

“Are you curious about the value of your home? Are you curious about property values in your community? Are you curious because someone you know needs to sell?”

By pressing the issue and getting them to identify exactly what they’re curious about, again you’re getting that prospect to open up and think about his or her specific needs.
This is what leads to productive conversations, and leaves the prospect thinking you’re a true expert who knows what you’re talking about.

So Let’s Recap…

As long as you’re in real estate, you’re going to be asked “How’s the market?” at least once a day for the rest of your life. You basically have two choices — stick with the same old’ “It’s good” cliché response and lose that opportunity or adopt these dialogs and spark those conversations and turn those questions into clients and sales for life.

Strength and courage,
Wade

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Why Video Is So Important To Our Marketing

kelowna on September 6, 2017

As you probably know, there is a big shift in video across social media for REALTORS. Agents typically fall into 3 categories when it comes to video…

They avoid it completely
They do it but not very well
They are crushing it!

What category are you and your real estate business in?

Video has become the normal way in which many people consume information online. Most agents are missing a big opportunity by not using video. Even from a listing point of view, listings with videos get 400x more inquiries! But videos are more than just a way to showcase a listing. They can also show the community, lifestyle, and even the agents selling the property! Most agents first professional video, let’s be honest, is not their best but they are like a fine wine and just get better with age! We all learn something valuable in the process. Even though we took some great pictures of the property, it wasn’t enough. We all start with some basic video, nothing at a professional level and then move to working with a hired professional, and the professional video is what sells the listing!

Generating New Business

Video is what has helped many agents stand out in the marketplace. Instead of just saying what they do differently, they can show potential customers how they are different. Besides listings, agents use video for testimonials, open houses, and client appreciation events. For testimonials, shoot the video at closing or at your client appreciation event. At your client appreciation event have a raffle, but those clients who do a testimonial video get an extra raffle ticket! At these events the clients are dressed up, having fun, and even have a few glasses of wine. Then take them to a private area for filming, so they don’t feel any stress on camera.

Content Is King

You have to make videos that resonate with your audience. “About me” videos are a good choice and help your potential customers get to know you and your team. Community videos are great too; you can start by interviewing local businesses. Good news, these businesses will share your video interviews on their social channels too! Also, if you are looking for video topics, think about what questions you are constantly being asked as an agent. For example, the market is very competitive and buyers want to know what they can do to get their offers accepted.

Maximizing Your Videos

Use Google Adwords to generate traffic to your videos. Videos are posted on your personal website, company’s website, and landing pages too. Videos are uploaded natively to Facebook to get more views. The videos also go to blogs and are emailed to agents and customers in their database. If there is a place to share the video, then share it there! Most of your main videos are maximum 3 minutes long but create some 15-30 second teaser videos specifically for social media.

YouTube

Make sure your videos are lined up for organic views on YouTube… This means filling out the tags and descriptions, as well as making sure your video is public.
Facebook Live – There is so much traffic on Facebook, and your live videos will get a great organic reach. Facebook Live can be used for events, open houses, or even interviews.

Getting Started

I recommend having a dedicated website you can share with people to see your videos. That also means getting a YouTube channel to host the videos. I also recommend getting a simple kit that comes with a tripod, mic, and wide angle lens for an iPhone (usually less than $100). You don’t have to have a bunch of fancy equipment to make a video. Don’t over analyze it, and your videos don’t have to be perfect. Just create a video and share it with the world!

The Future of Video

Videos aren’t going away, and remember Google owns YouTube. Videos can be one of the tools customers use to find you online.
It will also give you a way to stand out once you start working with your leads to showcase all the work you’ve done. So what are you waiting for?
Get out there and share a video!

Strength and courage,
Wade

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Persuade Or Be Persuaded? That Is The Question.

kelowna on August 30, 2017

Eat or be eaten. Influence or be influenced. Somebody’s always selling or somebody is always buying, consciously or not. If you open up your medicine cabinet or your dresser drawers or your pantry or your garage or even just look around the room you are sitting in now. Each item you see is a war trophy representing somebodies victory or a companies victory. Where you traded your hard-earned cash for their product. How did they do it? What tools did they use?

It is the all important skill of influence and persuasion. Make no mistake there are armies of influence agents operating around us everywhere all day. Sometimes it is in the form of a TV commercial, or a phone solicitation or a grocery store announcement, bus bench, bill board or other times a request from one of your own children, spouse or employer.

A mentor of mine once tried to count the number of direct attempts to control his thoughts and behaviour he encountered in a single day. This included any moment during a regular work day where someone or something was using persuasion and didn’t even include media sources like newspapers, radio or TV. He gave up and lost count by about 10:30 am in the morning at around 500 incidents.

Research shows the average person receives more than 30,000 persuasion attempts every day. This isn’t just happening in commercial marketing but happening in almost every conversation you have. For instance it is estimated almost 80 percent of our time is spent in verbal communication trying to get you to do something. We are constantly having someone angle us for something they need. Really we could say society is just people requesting, demanding, persuading and influencing to further their own needs and agendas.

So let’s face it if you want to navigate the sea of society successfully. You need to become more positively influential and persuasive yourself. Logic, Emotions and Ethics are the three levels of persuasion. Convincing others using Logic and reason and help others come to their own conclusions. Emotions we trigger in others and emotionally get them to do what we want them to do like using fear, shame and passion.

Ethics is the way we act and what we do that people know we can be trusted and have integrity and will do what we want them to do because they feel comfort and trust in us. Having influence and mastering the three levels of influence will have a huge impact on your real estate business and life so take the time to develop your persuasion and influence and watch your life and business grow. I dare ya!!

Strength and courage,
Wade

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Just Show Up. Put In the Work!

kelowna on August 23, 2017

Every agent wants to separate themselves from the masses of agents in the business and stand out from the herd. I have accepted the fact that 80% of the agents I coach and who read my blog posts and take my training will be completely motivated, fired up and inspired but then do not a damn thing I share with them to change their business income and life. I think I might be generous with the 80% and maybe more like 98% of REALTORs.

I am not where I am today and achieved what I was able to achieve as a sales agent and a broker owner because I changed into a suit and a cape in a phone booth. It is amazing to me how so many agents can come up with so many different reasons why the other agents are so successful and why this agent is not successful and why they are not successful themselves. The reality is the only reason why I was fortunate enough to be successful and other agents you see that are so successful is we all did the one most important thing. “We all just showed up and did the work!” That is right, we all just showed up and did the work we were told to do and knew that the success would come from all the fruits of our labor.

Stop looking for that silver bullet, a shortcut or having such a lack of patience for your own success in real estate, I am sorry to say they do not exist! I see so many agents try something and don’t get the result they were looking for immediately and just stop doing it because they have decided in their own minds it doesn’t work. Why do agents turn on an online lead generation system and receive say 40 online buyer leads in the first week and don’t convert any of them in the first week and say to themselves well I tried and that doesn’t seem to work either and unsubscribe from the system? What else do you have that generates 40 buyer leads in a week and why turn it off, is my question? Let me ask you this….

Who do we really get to know as a buyer in the first week or two when the average buyer process is around three to eighteen months? But that is the agents mentality today and their expectation of lead generation, only looking for the quick fix and not the long tail in the world of real estate sales. One of my mentors said “You need to be faithful with the little to be given much.” Meaning you got to show up every day, make the calls, see the people, add value to others, find a need and meet it for buyer and sellers that need and deserve your help and just put in the work! Some of you may act on this message but most of you won’t.

If you want to be more in your business and life then start showing up starting today and put in the work and you will see the results and fruits of your labor!

Do, Act, Show Up, Implement and Execute on what you already know.

You all know enough already, stop looking to know more and start doing what you already know you are supposed to do. I don’t want my message today to come across as a little harsh but a message of hope for those that need a push to just start showing up!

Strength and courage,
Wade

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The Five Phrases Every Agent Needs To Use!

kelowna on August 9, 2017

Did you know real estate agents every day are costing themselves tens of thousands of dollars in business by what they are saying or even what they are not saying? What we say, and what we don’t say and how we say it changes everything for agents and their business. This week we want to share with you the five proven statements every agent needs to use in their real estate business to generate more productivity. In real estate all agents have gifts, talents and personalities they think is enough and tend to push away from scripts, dialogs and techniques.

Many things you do every day is scripted like “Hello”? How is it going? How was your day? So why the push back? Think about this, whenever we go to eat out we are always greeted a certain way, asked if we would like something to drink and maybe a snack or appetizer to start things off. Again this whole process is a script and something quite natural and in fact we all come to enjoy and expect when we dine out. Right? So we want to share with you the five phrases you must use to get a buyer and seller to do what you want them to do.

Agents are going through the same activities every day but we all need to have a pattern disrupt and have the awareness to change up our daily patterns.

Many REALTORs are now saying online leads are not the answer and they don’t convert. So, why do I have an agent from Brazil who moved to North America and has been licensed only 8 months and has made almost $150,000 G.C.I. already from online leads?

I believe the words he is using and the way he is saying them has made all the difference in the world so let’s have a look at some of these words this agent is using to convert and get buyers and sellers to do what he wants them to do!

#1 Would you be offended if …

Stop asking “can I come by” “is it ok tomorrow at 2?” Generally in sales most people naturally want to respond with the words “NO” so instead of asking the same old questions they respond with a “No” answer, try using the phrase “Would you be offended if I put in my day timer to call you Thursday at 10 AM?” their auto response NO actually means Yes to you and the appointment now. See the difference?

#2 Do you have anyone sending you the good deals?

Stop asking the question “are you working with another agent” to which they shut you down immediately. Instead start asking “Do you have anyone sending you the good deals?” to which they think to themselves “wait a minute, am I seeing all the good deals on the market?” Again see the difference?

#3 What would need to happen for …

By using this question we create different expectation for the clients and they now give you a list of actions they need to happen in order for them to do what you want them to do. For Example, “What would need to happen for you to buy a home today?” “What would need to happen for you to list with me today?” They in turn they share with you the things that would need to happen for them to do what you want them to do. See the power of this terminology?

#4 It’s funny you are contacting me about …

Someone is inquiring about one of your listings and you respond with “It’s funny you are contacting me about this listing.” This phrase automatically makes the client feel comfortable and feel like it was almost meant to be. The psychology of the phrase instills a feeling like it was supposed to happen.

#5 I’m going to be at this number for the next …

When you are responding to people and wanting them to respond to you, you need to create deadlines and scarcity which makes them value your time and contact you back quicker and the thought is in their head of urgency. For example, “I am going to be at this number for the next hour”.

We are in the conversion and persuasion game and get paid accordingly to our conversion skills. We are looking for a thumbs up or a thumbs down from a client and nothing else. This comes from consistency, frequency and tenacity but more important the words you say and how you use them can be a game changer. If you are not converting then take the time to look at what you say and how you say it and implement the 5 phrases above and experience the difference! I dare you!

Strength and courage,
Wade

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An Agents Most Precious Commodity

kelowna on July 26, 2017

Once, a king and a lazy man named Haria were very good friends. One morning, the king said,
“Why don’t you do work to earn some money?” Haria said, “No one gives me job. My enemies told everyone that I never do any work in time.” The kind king said, “You can go into my treasury and collect as much wealth as you can, till sunset.” Haria rushed home to tell this to his wife. She said, “Go and get the gold coins and gems now.” “I cannot go now. Give me lunch first.” After lunch, he took a nap for an hour. Then in the late afternoon, he picked some bags and went to the palace. On the way, he felt hot so he sat under a tree to rest. Then, two hours later, he got up to go but saw a man showing some magic tricks. He stopped to watch for an hour again. When he reached the palace it was already time for sunset. The palace gates had been shut. So Haria had lost a golden chance because he had not learnt the value of time.

I see and hear so many real estate agents who are putting in long hours and long days but don’t seem to be reaping the benefits of their labor. How many of you are maximizing your time each day? Are you truly using each and every second to its fullest potential? Time is precious and the truth is we don’t have much of it.

Are You Wasting Time?

Most people in this economy are wasting time. But what happens when the market takes a turn? It’s not a matter of “if”, but “when”, because it always does. Will you be the one with all of the money? If you don’t start the working immediately in the real estate market we know that somebody else will.

4 popular agent workplace time-wasters, and tips to reign them in.

1. Interruptions. One study says people can waste up to two hours per day of productivity based on interruptions. One reason for this is it can take around 20 minutes to get back into a work groove after your flow is interrupted. Of course, sometimes distractions are welcome (admit it!)—whether it’s a team member asking for your input, to talking about a TV show. And while interruptions will happen, the trick is minimizing them so they don’t kill your work productivity. Tip: Put your head down for set periods of time—25, 50 or 75 minutes—whatever is a realistic stretch of time to accomplish a task. If you’re in an office, close your door. If you’re in an open space, wear headphones, or set up some kind of “Do Not Disturb” signage around your desk area. Other common tricks are to turn off email and instant messaging; close all the browsers, apps and docs you’re not using. Also, don’t think you have to drop everything when a co-worker asks for something. Try lines like, “Set up some time for us and I can give you my full attention” to a simple “Can you give me a minute, I’m in the middle of something.” This might change some of your team members’ interrupting habits as well.

2. Socializing with co-workers. This is a double-edged sword, as stated by different studies. The Salary.com survey says 43% of their respondents blamed interacting with coworkers as the main reason they missed doing work. However, there’s an upside to this social interaction. Other studies have found coffee room chats and serendipitous conversations can increase productivity through the exchange of information, ideas and problem solving strategies, and the quick emotional boost that comes with making meaningful connections. Tip: Think about socializing as you would managing a project. If you find yourself in an unplanned conversation, give yourself ten minutes to talk rather than letting the conversation go on too long. Sometimes, you just have to exercise discipline and walk away from a group conversation. Or, consolidate your social interactions.

3. Unclear priorities. It happens too often: Individuals find themselves working on tasks they discover aren’t the highest priority. When agents are disorganized—either because of poor communication or no prioritization. Tip: If you’re not sure what you should be working on, ask. Ask yourself if you are confident the activity you are working on is what matters most to the business today. Always remind yourself of the high dollar productive activities in real estate always get done first!

4. The Internet, social media and personal emails. There are a few dynamics going on here: Dropping in on Facebook and other social media during the day is the new water cooler break. Let’s be honest, we all check out something on the Internet that isn’t work related—from news articles to shopping. Do we even need to explain email? We have a personal life, folks! Tip: Instead of nickel-and-diming your time by browsing the Internet, checking your social media sites and responding to personal emails, set aside a designated time, say 10-15 minutes twice a day for these activities. You’ll save time from all the restart time that goes along with frequent quick interruptions (see No. 1). Plus, it’s a good discipline practice to increase your focus and overall productivity.

What’s your favorite or most plaguing time waster—and what do you do about it?

Tell us in Comments!

Strength and courage,
Wade

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