3D Home Tours Have Impacted Real Estate Seller’s Markets

kelowna on July 12, 2017

When buying in a tight market, 3-D home tours give buyers a unique perspective on potential homes and provide critical online information. The 360 degree home tour helps the buyer gain an advantage on their fellow buyer competitor. As a creative traditionalist, I’ve always believed a good photographer can capture a home’s depth and amenities as well as any virtual tour.

In a matter of hours buyers learn in a tight market any offer less than full price was at an immediate disadvantage, and you have to place your offer as soon as — or before — the home hits the market if you want to stand a chance. In many cases, you won’t have time to see properties in person. I now know a smooth, immersive 3-D walking tour helps the anxious buyer prepare to make a confident offer without seeing the property in person. You get a much better idea of how your furniture will match a room’s layout.

They’ve also brought life to listing agent notes like, “Great mountain views from the rear deck.” This technology lets you walk through a garage, go upstairs and into bathrooms. It lets you see where you’ll be putting your groceries down as you hold the door open with your foot. It allows you to be there without being there. Room-to-room flow, finishes and space are all much more accurately conveyed via 3-D tours. It’s a very tough time to be a buyer. We need every tool out there to enable us to move fast and make smart offer decisions.

The more we learn about a home online, the better equipped we’ll be to work with an agent. Relative to that, I’m finding in today’s marketplace — or at least the one most buyers are shopping in — the agent’s role as information provider is shrinking. The web moves much faster than they can, and I don’t hold that against them. Most importantly, the role of transaction manager — and therapist — has become more critical than ever. The value we’ve been provided to date is well beyond 3 percent of the transaction. 3-D tours, whether they’re done with iGuide, Matterport, Immoviewer, Virtual reality or any of the others, are vital to capturing a buyer’s Interest.

iGuide : 

Virtual Reality :

Immoviewer :

Matterport : 

Check some of these examples then strongly consider implementing this strategy if you don’t already.

Strength and courage,
Wade

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So Why Do Agents Fail?

kelowna on July 5, 2017

why real estate agents failI know, I know… what is up with the Agentsboost motivational topic about failure this week Wade? The market is really good and things seem to be going well economically and we should all be grateful for the business we have and maintain a positive mindset.

I get it!

I want to address the elephant in the closet in our industry and that’s the failure rates of agents. “N.A.R. states that 87% of all agents fail and get out of the business within the first five years of their career”. What is more important to us is why agents fail in this business within their first five years?

Top Five Ways Agents Fail in Real Estate

1) No Planning & No Strategies

My good friend Joe Niego said “So many agents aim for nothing and hit it with amazing accuracy!” I can’t tell you how many agents we see that don’t have a simple business plan and marketing strategies on how much, of what and by when the activities they need to accomplish their goal personally and professionally. Know and commit to the right activities!

2) Fail To Attract Enough Leads

Having enough buyer and seller leads simply comes out of having enough lead generation funnels. Agents try one funnel a little bit and it doesn’t work and dump it. Try another a bit and dump that. In order to have enough buyer and seller leads agents need a minimum of 4 lead generation funnels in their business at a time. So what are the better funnels Wade? The Core Four in our business:

a) Database touches 28-36 touches a year to your database
b) Open house where they come to you and meet you and tell if they like and trust you.
c ) Geographic farm where it is better to be an expert and niche at something rather than average at everything in real estate.
d ) Online leads are the quick and easy way to get you started and top you and your business up regularly.

3) Poor Conversion

LGT “Let’s Get Together” is the single most important activity and knowing what to say and how to say it starts the conversion. Get the consumers attention by asking about their challenges and fears in today’s market place and then invite them to meet with you and hear your solutions to their challenges in today’s market place. Don’t just give them what they want so easily so they are like a fish that you bring right to the boat and they wink and spit the hook out and just swim away!

4) No or Poor Service

Follow up, Follow up, Follow up. If they are a hot lead follow up every 2-3 days, a warm lead follow up every 2-3 weeks. Always do more so you will under promise and over deliver every time! As agents we want to be “insisted” and not recommended and we get insisted by delivering the unexpected and wowing and awing the customer every time! Serve, follow up, wow and awe them and create raving lunatic fans of you and your business.

5) Run Out Of Money

Income must exceed the expenses and the key to real estate success is Profit! We need to spend money to make money but more important we need to track and measure our return on investment with every dollar we spend. It amazes me how many agents don’t even know what the minimum amount of money they need to survive at home monthly or at work monthly is? What your life costs plus what your business costs plus profit equals your annual income goal! Profitability is not a bad word.

So there you have it the top five reasons why agents fail 87% of the time within the first five years in the business. I dare you to take each of these items and sit down and build a strategy and plan to ensure your success and defy the real estate success odds!

Strength and courage,
Wade

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How To Build Your Personal Real Estate Brand

kelowna on June 28, 2017

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

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

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

1. Be visible and accessible.

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

2. Show the real you on social media.

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

3. Understand your industry inside and out.

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

4. Practice 2-way networking.

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

5. Maintain a detailed database of contacts.

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

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

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

7. Develop a strong value proposition.

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

8. Give back.

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

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

Strength and courage,
Wade

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Real Estate Teams Unplugged

kelowna on June 21, 2017

real estate team buildingThe real estate market is always changing and there is one trend that continues to be getting stronger every year. As you already know the power of a real estate team can always outperform an individual just by sheer numbers. Here’s your all in one guide to teams in real estate. Let’s begin by looking at the different team models in real estate first. Teams are an amazing way to leverage time and resources. In my nearly 24 years of experience and coaching super star agents like you, I’ve noticed there are four different types of teams in real estate.

1. The Accidental Team – The accidental team isn’t really a team in the traditional sense… This is just a group of people in the same office that all do the same thing and started selling together. Think of this as more like a bunch of sales people without anyone to run the operational side of the business. They do this for comradery, accountability and maybe even sharing in costs and work load with one another.

2. The Real Estate Family Team – You’ve probably seen a family team and they are very popular. Although everyone is related, roles aren’t clearly defined across as to who is doing what… Also, family teams usually have to put the business on hold when they all go on vacation. Not an easy task to work with your spouse, in law, parent or relative in the real estate world especially when things get crazy and the pressure and stress is rising.

3. The Guru and The Minion Team – I’m sure you’ve met the “guru” agent leading the team of minions. The guru agent is great at what they do, but they are huge control freaks! Have a fairly large ego and opinion of themselves. These are the types of teams where burn out is common and people are always coming and going. The guru can be tough to work with and they are usually the kind of person that doesn’t play well with others.

4. The Business Builder Team – There are some super star agents out there who know their stuff and hire a team to help support them in the other areas of their business. They realize with a team they can grow the potential of the business exponentially. Leverage, systems, processes and multi-talented team members equal mega success. This is because the business builder knows the team is the vehicle to maximize everyone’s strengths to even better serve the customer and take the business to the next level.

So Why a team? You can build something repeatable, scalable and something tangible business you can sell! Whether you are looking to start your team with just an assistant or take on five or six people to build your team, you need to remember one thing… Have you ever seen one of those Russian nesting dolls? It is a big doll that splits in half and there is another doll inside that is a little bit smaller.

This keeps going several more times with the dolls getting smaller in size. I bring this doll up because this is what most people think hiring a team is… The ego and desire to feel important causes many agents to hire someone smaller than them. If you want to achieve massive success in your business you’ve got to add super stars to your team who are committed to doing big things. This means not hiring based on ego, but instead finding the people who think and perform big and are dedicated to growing the business.

I believe you have to take risks and building a team is taking a risk. Starting a team begins with hiring that executive assistant so click here to download your free e-book on hiring a real estate assistant, take the risk and start your team.

Strength and courage,
Wade

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Why You? Why Your Company? Why now?

kelowna on June 14, 2017

realtor rising above competitionIs there any competition in your marketplace? You and I both know there are a ton of real estate agents out there! There is this myth that all agents and all companies are the same and do all the same things.

The challenge is how to separate yourself from the competition…

Here’s the truth… If you’re not unique, then you’re weak! Be committed to creating a better experience for your customers because you know your unique factors! What unique factors do you have that create a better experience for your clients? What is your value proposition and how are you communicating it, Fast?!

It is amazing to me how so many agents struggle responding to the questions so Why you? Why your company? Why now?

Let’s talk about Your Super Bowl Commercial. Imagine if you invested $5,000,000 in a Super Bowl commercial! It would be 30-60 seconds long and be seen by 114,000,000 people. What would your pitch be? What would you say about yourself and why should the customer want to work with you? On a smaller scale you are advertising yourself every day… When someone says “you are in real estate?”, what do you say? Is it unique? Remember if I am not unique, then I am weak!

How Do I Create My Powerful Pitch?

#1 Start with a problem. This is a hook, and the reason a customer should be interested. The goal here is to articulate a problem that connects with the kind of customers you want to serve. When you speak to people through their problems, you are speaking life into them engaging with you.

#2 Amplify a problem. Use quick examples… Say something like “buying a home is easy…” Then list out some of the problems most of your customers might face. Remember to think about this from your customer’s perspective, and the types of questions they are asking… Questions like: So what? What’s in it for me? Can you prove it?

#3 Offer Your Solution. Talk about facts, data, proof, and credibility. You can even use a script. “Clients work with us because we have the experience, we sell homes faster, and get our customers more money. We pride ourselves on customer experience and relationships, and we have 7x times more five star reviews than any real estate agent in our marketplace. Our number one aim is to make sure you are our next five-star review and we want to deliver that experience to you. These are my competitive advantages (restate them) that you can hold me accountable to.” Remember even if you are a brand new agent you can still use the facts and data from your office (be honest and disclose that) to offer the solution to your customers.

#4 C.T.A. You’ve got to have some kind of call to action! It could be something like: visit our site, like our page, schedule an appointment, or sign the contract. Remember if you don’t close you can’t win!

The Most Persuasive Words. Have you heard of the 12 words that are considered to be the most persuasive? They are: You, Money, Save, New, Results, Easy, Health, Safety, Love, Discovery, Proven, and Guarantee. Think about your marketing presentation; are you using those words? The most engaging agent’s know the words to say and how to say them and get people’s attention and stand out!

You and the Competition. Listen, when you follow all of these steps you are creating a degree of separation between you and the competition. When you can articulate your uniqueness and how you can solve problems for your clients you are standing out from the competition! This makes it much easier for your clients to choose you over all those other agents in the marketplace. Take the time to really invest in your pitch and identify what it is that make you and your experience unique? What are the problems that buyers and sellers are facing today in your marketplace? What do you do to provide solutions to the buyer and seller? You only have seconds to engage, persuade and differentiate yourself from the competition. I challenge you to work on your power pitch and really stand out from your competitors.

Strength and courage,
Wade

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The Hour-By-Hour Plan For The Top Producers

kelowna on May 24, 2017

realtor hourly scheduleOne of the things we all love about real estate as a career is it is never the same day twice. The freedom and flexibility with our time is something that empowers us or THIS, however, can also be our recipe for disaster.

We are Sleeping ‘til 10am, a long lunch until 2 in the afternoon, then scrolling through Facebook until 5pm … before you know it, an entire day has slipped through the cracks and you have nothing to show for it. Can you relate?

You’ve heard me say it before, “Routine is the sign of an ambitious individual.”

Routine is what separates the average agent from the top producer.

Agents constantly know what the most important skills are in order to reach success, and to that, I always say, the ability to PLAN and EXECUTE.

That’s why today we are sharing an hour by hour plan for an ideal day for the top producer. It is up to you to implement and execute!! So here we go!

Hour by Hour Plan for a Top Producing REALTOR©

5:00 AM – 6:00 AM: Wake-up + Exercise + Nutrition

Use this time to fuel your body and energize yourself for the busy day ahead!

6:00 AM – 8:00 AM: Morning Routine + Getting Ready

Set yourself up to be in a peak mental state – this is crucial to reaching your goals. If you don’t have a morning routine then here are some ideas. My morning routine recommendations: prayer, meditation, visualization, audiobooks, gratitude, journaling, affirmations, inspiring videos etc.

8:00 AM – 9:00 AM: Prepare + Review

Connect with your assistant (or sit down with your calendar) and go over your objectives and outcomes for the day. Visualize your activities and purpose for the day.

9:00 AM – 10:30 AM: Appointment Setting Time

No distractions, just 90 minutes straight of prospecting and appointment setting (DO NOT SKIP THIS!). Get the most important activity out of the way in the morning. Follow up all your leads and make all your calls first thing in the day. Plant those seeds and set the buyer and seller appointments.

10:30 AM – 11:00 AM: Break

Take a brisk walk to mentally recharge before your next tasks. Clear your mind and get some air and reload.

11:00 AM – 12:00 PM: Lunch + Prep

Prepare your hot sheets by filling in all your buyer and seller lead details. Details like name, contact information, source of lead, type of lead, follow up dates and appointment set yes or no? After the hot sheets are done then plan for your afternoon appointments with buyer and sellers.

12:00 PM – 4:30 PM: Appointments + Listing Presentations

Use this 4.5 hour block to schedule in three 90-minute appointments or listing or buyer presentations. If you’re a new agent and don’t have 3 daily appointments or presentations booked, use this time for additional prospecting and appointment setting time.

Work your face off so you can go home at a decent hour and be present with your loved ones!

4:30 PM – 5:00 PM: Daily Wrap-Up

Close up the day and identify what you accomplished and what your goals are for tomorrow. Review your schedule for the next day and ensure the day is all set.

5:00 PM – 7:00 PM: Home + Dinner + Family Time

Work/Life balance is so important. If you want it to happen … you’ve got to schedule it in, just like everything else in your day! Stay present and enjoy a good meal with the ones you love. 6 pm is family dinner time, all of us at the table together with no electronic devices in our home.

7:00 PM – 9:00 PM: Personal Time/ Evening Appointments (if necessary)

Most top producers can get their clients to meet during daytime business hours, there are some exceptions where this isn’t possible so an odd evening appointment maybe necessary. Usually you will mostly use the final hours of your day to hang out with your significant other, read an enjoyable book, or focus on a favorite hobby.

9:00 PM – 5:00 AM: Sleep

Rest and recharge for an action-packed day tomorrow.

YOUR PERFECT BUSINESS STARTS WITH YOUR PERFECT DAY. 

Strength and courage,
Wade

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Shocking Real Estate Sales Stats That Will Change How You Do Business

kelowna on May 10, 2017

real estate sales statisticsIt’s so important to take the time to think and put ourselves in the shoes of our customers rather than thinking like a realtor and what we need and want all the time. This week we look and see the trends of our customers and how to model what they want and need from us. So let’s get started….

#1.) Follow up web leads and make contact with them in under five minutes (speed to lead). We know 50% of sales will go to the first person to make contact with them and the agent that makes at least 6 follow up contacts has a 90% higher chance of getting a response and chance of converting the online lead. (Source Insidesales.com )

#2.) The best time to make email contact with a customer is at 8:00 A.M. in the morning and 3:00 P.M. in the afternoon. ( Source GetResponse)

#3.) The best time to make follow up phone calls with a customer is between 4:00 P.M. and 5 P.M. in the afternoon. Second best time is between 8:00 A.M. and 10:00 A.M. and the worst times are 11:00 A.M. and 2:00 P.M. (Source InsideSales.com)

#4.) The following are the best days of the week to follow up with contacts. Thursdays are the best follow up and prospecting days. Wednesdays are the second best follow up and prospecting days and the worst day to follow up or prospect according to InsideSales are Tuesdays.

#5.) The owners of real estate and high probable home selling clients are using the social media site LinkedIn at least 6 hours a week. Are you? (Source Jill Konrath)

#6.) Back in 2007 it would take 3.68 cold call attempts until you found a client prospect and today it is taking at least 9 cold calling attempts to find a prospect and lead. (Source Ovation Sales Group)

#7.) The average real estate agent only makes 2 attempts and 45% only make one attempt to follow up a client lead and would increase their conversion rate by 9 times if they increased their follow up attempt to only 5 times. (Source Sirius Decisions)

#8.) Agents only have a 2% chance of converting a cold call to an appointment. Lesson is to stop making cold calls and make warm calls using new ways to reach the decision-makers. (Source Leap Job)

#9.) An average agent can make about 8 prospecting contacts per hour and prospects for 6.25 hours to set one buying or selling appointment. So remember the magic number for prospecting is 50 prospects to set one appointment. Are you making enough contact when you prospect? ( Source Ovation Sales Group)

#10.) The highest response rate of communication with consumers is a text and 97% chance of getting a response. Lesson is to make sure you have the customers cell phone number!! (Source GetResponse)

#11.) Nurtured leads have a 47% chance of making a large buying decision versus a non-nurtured lead. (Source Annuitus Group)

#12.) When communicating or making a sales presentation, Visuals are processed 60,000 times faster in the brain than text. Use visuals and don’t tell but show and sell! (Source Neo Mamallian Studios)

#13.) The most memorable part of all sales presentations for the customer is the last five minutes. So always end all your sales presentations with a bang!

#14.) 91% of our current and past customers say they would give a referral to an agent but only 11% of agents ever ask for a referral. (Source Dale Carnegie)

#15.) Each year agents lose 14% of their customers a year. The biggest reason is for not keeping in touch. Lesson is to keep in touch and always be prospecting. ( Source Businessbrief.com)

So there you have it. Some crazy statistics and trends all agents need to be aware of and take action and implement new strategies to buck the trend! I dare you to take a few of these tips and implement and execute them and let me know how they impact your business in 2017?!

Strength and courage,
Wade

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The Coming Soon Listing Strategy

kelowna on May 3, 2017

listing agent coming soonA number of states and provinces are experiencing unprecedented low inventory levels. Nothing to buy and demand at an all-time high has caused a new and interesting challenge for the listing and buyer agents in the marketplace. Listing agents can’t get all the marketing they promised the seller they would do completed in time for it to hit the market and it is sold which is putting pressure on listing commissions and the listing agent losing the ability to spin more business off of their listing inventory.

The buyer agents are frustrated with the listing agent moving too quickly and taking an offer too soon and not allowing enough exposure to the market and allowing all buyer agents to write an offer on the new listing even if it is in a competing bid. With these new challenges in the marketplace, we have started to see the coming soon listing strategy being used by listing agents and their listings. So what are the benefits to a Coming Soon listing marketing strategy? It is important you consult with your local board and brokers to ensure you follow what is allowed in your local trading area.

Benefits to the Seller of a Coming Soon Marketing Strategy

1)      The marketing is getting done and in place with more pre-listing marketing time

2)      Allows more time for market exposure to buyers and buyers agents

3)      Increases the chance for a multiple offer bidding situation

4)      Allows everyone a chance to bring an offer to the table

5)      Saves the seller time with it selling faster

6)      Generates the seller more money

So how does this Coming Soon marketing strategy work you ask? So let’s say for example we meet with the seller on a Monday and agree to all the terms and conditions for listing their property. I recommend we take an exclusive listing for the pre-listing coming soon marketing period to ensure the neighbor or competing agents don’t just knock on the seller’s door and sell the home prior to the activation of the MLS listing contract. We place a sign on the property on Tuesday that states the property is coming soon to the market but does not have conflicting messages on the sign like “for sale” or “MLS” while it is being marketed as coming soon property. Then on Wednesday, we post a coming soon announcement to our database and agent peers via email, Facebook, and flyers.

On Thursday I flyer the neighbors and Friday I follow up the neighbors’ flyer with a door knock asking if they know of someone who may be interested. Saturday we host a public and agent open house and Monday morning the MLS listing contract is active and the property hits the MLS system and hope for multiple offers in the next few days. In a perfect world, the seller is patient and the property receives multiple bids and sells well above asking price. Sometimes we hear of buyer agents presenting “bully offers” which are offers that come in prior to the property hitting the market and the MLS system.

We are obligated to present these “bully offers” and the decision to accept or wait is completely up to your seller. My suggestion is if the seller chooses to take an offer prior to it hitting the market and the MLS system you get in writing they chose to accept an offer prior to protect us from it looking like we the listing agents forced the seller’s into an early decision. So the debate of whether the Coming Soon marketing strategy is good or bad is definitely up to you and your client to decide but being aware of how the game is being played slightly different than what we are used to is something we all should be aware of. Reach out and let me know some of your personal experiences with this type of marketing in your own marketplace, would love to hear from you!

Strength and courage,
Wade

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Are You the Agent The Leads Think Of First?

kelowna on April 26, 2017

be the first real estate agent your clients think ofAre you the first agent your leads think of when they want to buy or sell a home? I talk to agents ALL the time who are driving down the street and see a house they know sold by another agent or someone an agent knows bought a house from another agent. You CAN stand out among the competition when you follow the 4 Step Lead plan!

What is the 4 Step Lead plan?

It is a simple 4 step plan you can do to stay top of mind with all your leads…

The Top of Mind 4 Step Lead Plan for More Referrals is:

1. Call or Text

You want to connect with your clients every 90 days. Don’t just call to talk about real estate. Bring relevant news, check in, and have it be to the point your database expects your call! Stats say you get a 23% chance of response with email, 43% chance of contact with a call and 97% chance of response with a text! Do you have your leads and databases cell phone numbers?!

2. Weekly Email

Send weekly emails for open house invitations, events, and other updates. Emails need to contain value add and focus on content that offers insight to the challenges in today’s market or something every consumer has questions about. Email is not about spamming but enhancing, pulling and adding value to the leads and thinking that was really great and helpful content you sent.

3. Two Direct Mail Pieces

Send out two direct mail pieces every month. One of them should be a “just listed/just sold” or “we have a buyer”. If you’re new to real estate you can use your company’s stats, listings, sales, buyers (just be sure it says that on the mailer or get permission from the agents. Your other mailer can be: “Curious about the value of your home?” This makes you the expert they think of and you provide them with the information they are looking for.

4. Activate Your Base, the Secret Weapon

Do a Facebook Live video and your instantly connecting with your leads. I even had a client who did a live mention which lead to a listing! He got a response from an old friend who said his mom was looking to sell her house. Show your base you are the local market expert.

4.1 Know Your Unique Selling Factors

There are four things you should know to boost your confidence and swagger. You may not use all of these stats, but you should have them ready when you talk to customers.

1. We sell (x) times more…

2. We sell our homes (X) times faster…

3. We sell our homes for (X%) more on average…

4. We have (X) more five star reviews than any other agent in the marketplace.

When you use these unique selling points you can use a script like this….

“Clients work with us because we have the experience, we sell homes faster, and get our customers more money. We pride ourselves on customer experience and relationships, and we have 7x times more five star reviews than any agent in our marketplace. Our number one aim is to make sure you are our next five-star review and we want to deliver that experience to you. These are my competitive advantages (mention points above) that you can hold me accountable to.”

Remember if you are a new agent, you can use the stats from your office/team. You can leverage their numbers to support more customers.

Are you following the 4 Steps Lead plan? Or are you comfortable having $15 billion being spent from really large companies who want to take your clients and have them go somewhere else? Remember your strategy matters, and now more than ever, your ability to stay top of mind absolutely rules!

Strength and courage,
Wade

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The Biggest Reason Why We Fail Or Succeed

kelowna on April 19, 2017

successful realtor mindsetThere is one thing that has a huge potential to impact your failure or success personally and as a real estate agent… It’s your MINDSET, and if it isn’t in the right place, well, YOU probably won’t be either.

Why is mindset so important?

It shapes the way you see the world, and as the old Henry Ford quote says “Whether you think you can, or you think you can’t – you’re right.” I constantly tell the agents that are part of my coaching program, the first step to increased success in their business as a REALTOR© and life starts with their thoughts! We all know what you focus on and think about expands. Getting a handle on your mindset means you can fight back the fear, take action, and achieve the success you deserve. The enemy of success is Fear and Anger so here are some powerful tips to help you take on the mindset for success:

#1: Self Visualization

If you can dream it then you can create it. Are you using visualization techniques? Visualization is a tool used by top performers ranging from athletes to business people. Essentially, you are creating a vivid picture in your mind of what success looks like. For example, when you meet with a lead, visualize these three things:

1. What do you need to do to help them get what they want?

E.g. Find the perfect home, help them sell their current property, etc.

2. What does the best case scenario look like?

E.g. They commit to working with you today, you list their property, etc.

3. What objections will you hear?

E.g. “Now is not the right time…” “Will you take a lower commission rate?” “I’m thinking about working with my friend who is an agent…”

Having rehearsed these scenarios in your mind means you can mentally prepare for when they actually occur. Furthermore, having the right mindset in place allows you to take this one step further to develop a plan and solutions ahead of time.

#2: Avoid The Negative Self Talk

Your head can be a scary place to be. The mental chatter that goes on in all of our heads is negative by default. The good news? You CAN change it, and it makes all the difference for improving your mindset. Start by being aware of the negative self-talk and changing the pattern. I do this every day with affirmation statements. Your affirmation statement doesn’t have to be complicated and it could be as simple as saying, “I’m a lean mean appointment setting machine!” These affirmation statements will condition your mindset for success! Positive affirmations and words of gratitude are the defenders of anger and sadness because none of us can be sad or mad when we are grateful or thinking positively.

#3: Enhance Your Environment

In addition to visualization and affirmation statements, changing your physical environment is a fantastic way to reset your mindset. Like Tony Robbins says “Motion creates emotion.” Get up and move around! Breathe! If you’re making sales calls stand up. Move around and breathe deeply to create a state change and physical and mental energy in your sales calls. I’d even recommend keeping a small mirror at your desk. See yourself smiling in the mirror and I can tell you your mindset will change right away! You can also play music in your office. I’d recommend something that makes you happy and keeps you motivated.

So there you have it. It’s Up To YOU. Your mindset is everything. Just taking a few steps to improve your mindset can set off a chain reaction to improve your business, your personal life, and even how you feel on a daily basis!

What steps will YOU take to improve your mindset today?

Strength and courage,
Wade

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