real estate success Archives - Page 8 of 9 - Wade Webb Real Estate Coaching

15 Top Success Principles Of Successful REALTORS©

kelowna on April 12, 2017

Let’s face it, the real estate industry is extremely competitive and has a very high turnover rate and we see new agents entering the market every day. It is so CRUCIAL for new and existing agents to have a road-map of what to do (and what NOT to do!). I’ve seen time and time again there are simple steps and success principles agents can follow to build and maintain a successful real estate business. So whether you’re a new agent or top producer here are 15 Success Principles (split into three top 5 lists) of what you NEED to know…

The 5 Commitments for All Agents

#1 Prospect daily: Stay in touch with your database. Follow up leads. Look for someone buying or selling in the next 60-90 days every day. Your daily hour of power!

#2 Provide “extraordinary” customer service. It is important to create an experience for them to insist “you” and tell your story and not just be recommended. There is a difference!

#3 Respond in a timely manner – “Speed to lead” is crucial. Respond to others the way, tone and speed you would want to be responded to!

#4 Keep your word – high trust relationships are key! Always do what you say and even a bit more. Over deliver and under promise every time!

#5 Get organized with proven systems and processes. Checklists, systems, delegation, help, automation and leverage win the real estate game!

5 Critical Steps For New Agents

#6 Create a Business Plan (and actually follow it). You fail to plan you, plan to fail. Don’t be like most agents and aim for nothing and hit it with amazing accuracy!

#7 Build your database from your Sphere of Influence … then CALL them! We are in the relationships business. 4 out of 5 people would but don’t use their same agent. Find them and keep them!

#8 Do as many Open Houses as possible – I can’t stress this enough! This is one of the few ways in this business where the client comes to you and where we are all at our best, face to face with people!

#9 Write and send hand written notes – the extra effort goes a LONG way. This is a lost art and never underestimate the impact on others of a hand written note!

#10 Preview homes – know your market and be the expert! Know your inventory and pricing and develop the skill of the “Switch” “Hey, I know of another home that might just work for you!”

Once you achieve top producer status your focus starts to lean towards stability and the next step towards achieving mastery is…

The 5 Key Focuses Of Top Producers

#11 Focus on Inventory – Know what is coming soon, just listed, expired, FSBO – know your farm. Have the skill of placing buyers with homes and sellers with buyers!

#12 Focus on Consistent Lead Generation – consistent is the key word here. Know where your leads are coming from and the ROI. Having enough leads only comes from consistent lead gen!

#13 Focus on building your Referral Business. Referrals from repeat and past clients, other real agents across the country and local business and service providers!

#14 Focus on Leverage – what sets you apart? What do I do different? Better? Differentiation is key!

#15 Focus on Customer Service – always provide exceptional service. Exceed their expectations. Wow and awe them all. Create the ultimate real estate experience!

So there you have the success principles for new and existing agents and what are the crucial activities to thriving vs. surviving in real estate today. I dare you to take this list and implement and execute some or all of these principles and see what happens to you personally and professionally in 2017!

Strength and courage,
Wade

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Q1 2017 Over – On Track?

kelowna on March 29, 2017

I cannot believe it myself the first quarter of 2017 has almost come to an end. Time really does fly when you’re having fun!

How did the first quarter of your year go for you personally and in your real estate profession? 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

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Top Ten Ways To Keep Your Motivation High

kelowna on March 8, 2017

Being a real estate agent is rough. Things never go as planned and take 10 times longer than intended. There are highs and lows, and many times it feels easier just to give up and throw in the towel. Here are the top ten ways you can keep your motivation levels up and never give up!

1. Know Your Purpose & Work On It

The secret of the most successful people I know is they can stay motivated, activated, inspired and moving no matter what happens around them. Motivation is that inner drive to move toward or away from something. To get and stay motivated, you must find your purpose. So many people are going to work doing something they don’t believe in. You don’t get burnt out from work. You burn out because you aren’t working on your purpose. Get motivated, get on purpose, and you won’t feel like giving up.

2. Don’t Ever Feel Sorry For Yourself.

All of my best successes came on the heels of a failure, so I’ve learned to look at each belly flop as the beginning of something good. If you just hang in there, you’ll find something is right around the corner. It’s that belief that keeps me motivated. I’ve learned not to feel sorry for myself, ever. Just five minutes of feeling sorry for yourself takes your power away and makes you unable to see the next opportunity.

3. Achieve Your Goals.

I always focus my mindset on achieving my goals no matter what’s going on around me. Every savvy entrepreneur understands we solve problems for a profit. If you can’t handle getting punched in the throat by market conditions, changes in consumer behavior, teammates quitting, losing clients or working 100 hours per week, get out.

4. Remember… It’s Supposed To Be Hard.

Understand if it were easy, everyone would be doing it. This keeps me going when I encounter struggles. It’s OK to fail, make mistakes and get frustrated, but it’s never OK to get discouraged. I accept my failures, learn from them and persevere with a positive attitude. But persevering with a maniacal Type-A drive is highly overrated. My first ambition is to enjoy the heck out of life. Business should never get in the way of that. If it does, then I’ve compromised my values for the sake of a buck.

5. Stop Viewing Problems As Accidents.

Fixing problems is part of your job as a business owner, so you should stop seeing problems as accidents to be afraid of. Problems don’t go away as you grow and make more money. They actually become bigger. Once I changed my perspective and stopped labeling problems as negative accidents, I developed a thicker skin and focused my energy on fixing them more effectively.

6. Look At The Obstacles Others Had To Face.

In my first business, it took me three months of getting kicked in the teeth every day to land my first paying client. In my latest venture, it took nine months to get my first signed contract. I always look to the backstories of successful entrepreneurs. I study their successful actions, but I get really motivated by the massive barriers they had to overcome. There are hundreds of examples of wildly successful people who had to go through worse problems than I have. This reminds me I can do it, too.

7. Remember Your “Why” and “Why Not”.

I remembered why I am doing this in the first place: To help people. Just as motivating was the “why not”: I did not want to work for someone else or be a person who couldn’t truly take care of himself. Every day I am able to impact people personally and professionally and provide a very nice lifestyle for myself and my family in return. Zig Ziglar “Help others get what they need in their life and they will help you get what you need in yours.”

8. Relentlessly Focus On Your Mission.

Entrepreneurs are extremely passionate about their company or current project. That passion is born out of the end-result desired, which is the “why” or mission of what you’re doing. We believe people will be better off with our product, solution or service than without it. For me, Helping you is what I do and I simply focus on that, and it provides massive motivation.

9. Keep Your Vision Clearly On The Top 1 Percent.

When your vision is clear, nothing can stop you from accomplishing your goal. If the feedback you receive is not as planned, then don’t waste time labeling it and allowing yourself to be distracted. Stay focused and persevere, because there is very little competition in the top 1 percent.

10. Take Time To Reset.

I believe true motivation only comes from within and passion is the best motivator. I love what I do, and it gets me through the days I don’t like. When things get tough, I remember my clients chose me to be their leader, mentor and coach. I take time away to meditate, train or travel to clear my mind and reset.

So there you have some of the top ways to keep yourself motivated and avoid throwing in the towel. I challenge you to implement and review these strategies daily, weekly and monthly and never give up!!

Strength and courage,
Wade

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The Biggest Challenge Today Is An Agents Most Valuable Asset

kelowna on February 22, 2017

There is one valuable asset I see agents wasting every day. It’s a HUGE drain on your business and your personal life. The good news? It’s easier to fix than you might imagine… I’m talking about your most valuable asset, your TIME!

We all have a limited amount of time to use every day and then it is gone. How you spend your time is vital to the success of your real estate business and your life outside of business too.

Here are a few powerful time management tips that will help you get the most out of every day…

Top Realtor Time Management Tips

1. Focus on H.D.P.A.

One of things I’ve used to help me make the most of my time is H.D.P.A.

That is a fun little acronym that stands for the Highest Dollar Productive Activities. You see, there are those big things you should be spending your time on. This is the time you spend calling your database, working on your deals, etc. Then those little tasks come along and steal away your focus. Maybe you’re great on the phone and not so good at graphic design. Do you think spending a few hours trying to make that perfect image for a Facebook ad is the highest and best use of your time?

Simply put, if you can outsource those little tasks to a third party company or someone else in your office you are freed up to work on the things you are good at and really matter most.

2. Eat The Frog

Within your H.D.P.A. will be a list of priorities you’ll need to get done. Write these priorities down somewhere you’ll see them (a paper notebook, Evernote, whiteboard, etc.). You’ve probably heard what legendary speaker and my mentor Brian Tracy had to say about this… He would tell you to eat the frog first! This means the one big priority you’re dreading is the one you need to get done first.

3. Schedule Your Time in Blocks

While you already know it is important to schedule out your day, what you might not know is you can make your schedule even more effective by scheduling out time in blocks. So for example, I’ve spoken with the top agents around the country and asked them how they spend their mornings. They put a block on their schedule every morning to do MRAS. That stands for Marketing, Role Playing and Appointment Setting.

Getting things done and maximizing your time is important, but remember there is a balance too.
When you are working, be sure to stay focused and use your time wisely. Those rules also apply outside of the office on your personal life too…

It can be easy to be constantly checking email and busy on your phone, but make it a point to not be stuck in that work mode when it is time to spend time with friends and family.

4. 3D Test Everything

Every time you are going to work on the next activity always ask yourself is this something I should do? Something I should delegate or something I should just dump because it really isn’t that important.

5. Real Time Voice Message, Auto email and text response.

Count how many times in your day you respond and react to emails, texts and calls? We are in constant react mode and not able to focus or ever get things done. I always get push back on this idea but record a message on your phone, set an auto email response and auto text response that you are serving clients and will get back to them and a certain time in the morning and a certain time in the afternoon. If it is time sensitive or urgent then have you paged or contact your administrative assistant. Imagine what happens to your focus and getting things done when you are in this kind of control.

So there you have it. Ask yourself how are YOU going to spend your time today? Take control of your time or I know this someone else or something else will take care of it for you.

Strength and courage,
Wade

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The Secret To Getting Listings In a Market With No Listings

kelowna on February 15, 2017

Most of your real estate markets across North America are experiencing historical low listing inventory levels. Other markets across North America have good inventory but the agents are struggling to get good saleable house listings in their pipeline. So what if I told you I finally found the secret to getting listings and getting good listings in any market condition in North America? I want to show you how to find those listings in your marketplace which is a really important topic, and one that some agents are scared of…

THE SECRET?…….EXPIREDS.

Some of you are already thinking about not reading the blog post, but I don’t want you to miss out on a lead source that many agents are simply too afraid to use because they don’t know how!

Why Agents Don’t Work Expired Listings…

1. Their fixed/ego mindset tells a story about expireds! Some agents even get mad and blame those agents who do work expireds!

2. Their fixed mindset stops them … Fear! Because they don’t know what to say, and the agent takes the rejection personally.

Remember these are clients who need to be served!

They already own a house.

They already want to work with an agent. They are willing to pay our fees. How could we not want to work with these clients?

When you call expireds you are calling someone who has an unmet expectation and who now has a rise in an emotion because of the whole scenario. You need to understand when you work with expireds and they are upset, it isn’t about you! Just put yourself in their shoes, and use some of these tips…

How to Effectively Work Expired Listings…

1. How Do You Win? Make a choice: You can work all of them or you can cherry pick the ones you want. This means you see the opportunity. You work with the expireds in the areas you know and can bring value to.

2. Use the Right Engaging Questions. Follow a script similar to these examples….
“If I brought you an offer yesterday to sell your home with terms that are desirable, where are you moving to?”

“If I sold your home in the next 30 days would you still like to move?”

“So, if I could, would you be willing to meet with me for 20 minutes to show you how we sold 31 homes? 10 that were previously listed like yours with other agents and sold for 99% of list price in an average of 23 days, and every one of them gave me a five-star review. Would it be worth 20 minutes of your time?”

“What’s important to you in the next agent you choose?”

3. Create a Case Study Marketing Piece Similar to This:

-Picture of the house with all the details (address, previous number of listing agents, days on market, etc.)
-Listed by your team (after expiring)
-Executed our marketing plan
-13,000 online views
-92 agents at preview
-173 buyers at open house
-3 offers
-99% of list price
-Sold in 21 days
-5 Star review

What are the 3 biggest stumbling blocks / mistakes agents make along the way?

1. Not following up enough on expireds that you hadn’t reached on the first try. Recommend you call, door knock and mail for a combined 6-9 touches.
2. Not role playing the scripts and dialogues to build rapport and demonstrate your value.
3. Not developing a mail system sooner to drip out to them and get them to call you.

What are the 3 top tips to someone starting out on Expireds?

1. It costs nothing at first, so you can start tomorrow. Just do it!
2. Role play and know what to say.
3. Come from a position of helping and serving because these people need an agent like you and I who can get the job done!

Take the time and look back at the expired listing. Remember you don’t have to work with all of them, cherry pick the ones you want! Do you have it in your head and do you have it in your heart to serve those clients?

There is your secret to listing success in 2017. Only one thing stopping you is a little work. I dare you to give it a try and add it to your marketing strategies this year.

Strength and courage,
Wade

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Real Estate Marketing Innovations From Around The World

kelowna on January 18, 2017

I love to see what is happening in real estate in other countries and where we are going with real estate innovations when it comes to marketing. This week’s content is a great taste of what we are seeing in other parts of the world and what we are seeing to innovate our own real estate marketing in 2017.

REAL ESTATE MARKETING INNOVATION #1

Business Models…

*Portugal – Average transaction commission is 3%. Exclusive listings only. No Office cooperation with one another at all

*France – Average transaction commission is 5-7%. Mandatory posting of your commissions displayed in your office window to the public. Just starting to cooperate with one another. Social interaction is key to their culture.

*Belgium – Average agent in the Netherlands do 35-40 ends a year and the top solo agent did 290 ends in a year. Buyer comes in, they tell you, you show them and they buy it! Social interaction with a consumer is an insult and complete waste of their time.

*Turkey – Completely unregulated profession and now just starting to see large franchises moving into the country to increase professionalism. Consumer is actually willing to pay more with a franchise because of the perception of professionalism vs. haggling culture.

REAL ESTATE MARKETING INNOVATION #2

Augmented Reality…

Phone technology that allows the consumer to scan over properties and the properties listed for sale pop up as you scan over through the phone. Click on the pop up on your phone and get all the details of the listing immediately. You can also take static real estate marketing piece and bring it to life.

REAL ESTATE MARKETING INNOVATION #3

Personalized & Immersive Virtual Tours…

Last year the latest was Matterport…

https://youtu.be/vFqa-IsRHqI

This year is the 3D googles and VR360 cameras…

REAL ESTATE MARKETING INNOVATION #4

Dedicated Property Sites or Personalized Seller Sites…

REAL ESTATE MARKETING INNOVATION #5

Single Property Websites…

This concept has been around for a few years now where the seller has a dedicated website for their property. ( Example www.1234maplestreet.com )The key to lead capturing using this marketing tool is to provide different photos, details, videos, neighborhood information, documents etc. in this platform that you don’t offer on the MLS listing platform and get them to enter their contact information to login and see all the extras you have on the property on the single property website.

REAL ESTATE MARKETING INNOVATION #6

Virtual Home Staging…

Computer enhanced virtual staging helps the consumer see the potential in the properties.

REAL ESTATE MARKETING INNOVATION #7

Seller Follow Up…

One of the biggest complaints we hear from sellers is that they listed with an agent and never heard from them again.

E Suivit – Electronic Follow Up ( France ) Online seller communication platform providing stats, feedback, showings, marketing etc.

REAL ESTATE MARKETING INNOVATION #8

Worldwide Listing Exposure With – List Globally…
www.listglobally.com

REAL ESTATE MARKETING INNOVATION #9

Attracting Buyers With Buyer Specific Websites…

· Virtual Buyer Waiting Room

· Buyer registers what they are looking for

· Auto listing alert when they have a match

· Seller sees all the buyers and contacts the agent that their home is a match and will sell

REAL ESTATE MARKETING INNOVATION #10

Seller Concierge Services…

3 year client follow up concierge service. $220 / Year

I hope to start seeing uses of these real estate marketing innovations popping up as you begin testing and implementing them in your own areas of business.

Strength and courage,
Wade

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5 Steps to 5 Star Customer REALTOR Reviews

kelowna on January 4, 2017

90% of Consumers decisions are influenced by 3rd party online reviews

80% of Consumers trust online reviews as personal recommendations

Negative online reviews or reviews of 3 stars or less can cost a business or service provider as much as 30 new customers

Crazy Review Stats to Pay Attention To…

Zillow reviews receive 36 million views a month
Realtor.com reviews receive 18 million views a month
Yelp has more than 26,000 reviews posted every minute
Google has 100 billion review searches every 30 days

Does your online reputation match your offline reputation?

Millennials would rather just find an agent from the internet with good reviews and don’t care about referrals.

Out With the Old…

The Old Model =
1) See & Read
2) We Present
3) They refer

The New Model =
1) Search online
2) Read reviews
3) Use us

The Review Widget

Step 1 to a 5 Star Review

Listing and Buyer Presentations. “Tell or ask for the 5 star review in the future…”

Script Asking for 5 Star Review

Buyer Counselling or Listing Appointment
(Click on the link above to read the script dialog)

Step 2 to a 5 Star Review

The high point in the process.

High Point Script

High Point in the Transaction
(Click on the link above to read the script dialog)

Step 3 to a 5 Star Review

At the close of the deal

At the Close of the Deal Script

At the Closing Table
(Click on the link above to read the script dialog)

Step 4 to a 5 Star Review

The week or 2 after closing.

One Week After Closing Script

One Week after Closing
(Click on the link above to read the script dialog)

Step 5 to a 5 Star Review

Administration Assistant Call.

Administrative Call Script

Administrative Call
(Click on the link above to read the script dialog)

Google “Best Realtor In Kelowna (or your hometown)”

Join what comes up and especially if the review source is free for you to use.

Follow the five steps to Five Stars today!!

Strength and courage,
Wade

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Real Estate 12 Days Before Christmas Must Do’s 2017

kelowna on December 14, 2016

Effective Real Estate Strategies Just Before Christmas

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

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

On the Second Day of real estate my true love gave to me… Create a buyer or seller landing page. These landing pages capture a seller who is curious what their current property value is or a buyer who wants to be notified of hot new listings and beat other buyers to them. A nice steady stream of buyer and seller leads from a good landing page keeps you from those peaks and valleys in your business. This is a great way to create more buyer and seller leads all year long while you are busy serving your active buyer and sellers and when you don’t have the time to prospect.

On the Third Day of real estate my true love gave to me… 2 daily hours of power. High-volume agents don’t just service existing business and then start lead generating once they have closed the majority of their transactions. Instead, they block time (usually in the morning so it gets done) to do something each business day that gets them closer to earning a new client. In a nutshell, there are two ways to be successful in real estate: By Default: live in the same area for years where everyone knows you and eventually sends you business; or By Design: time-block a relatively small portion of each business day to proactively generate for new leads.

On the Fourth Day of real estate my true love gave to me… Listings is the name of the game. The power of the spin is where a listing can generate up to 15 other pieces of business if done right! If a real estate agent is working more than 65 hours a week and not closing more than 45 transactions annually, the agent either has a time management problem and/or is working with far more buyers than sellers. You can handle four times as many listing sides than buyer sides at the same time. So, top producing real estate agents always focus their lead generation activities on the listing side.

On the Fifth Day of real estate my true love gave to me… Face to Face activities and prospects who already want to sell. For real estate agents looking for immediate business, top agents know the quickest conversion ratios come from contacting FSBOs (for-sale-by-owners) and expired listings. They also know conversion is higher when you are face to face and the prospect can tell if they like or trust you quickly and want to do business with you. Although many agents are reluctant to reach out to people they don’t know, these are people who typically want to sell their home right now.

On the Sixth Day of real estate my true love gave to me… A realtor to realtor referral system with other agents working the areas where the people and business is coming from to buy real estate in your market. Contact them once a month and stay top of mind and be that referral agent of choice in your market area. Share tips and ideas with other agents to keep top of mind and make them feel like they want to refer you their clients moving to your area. This is a lucrative business opportunity if done consistently.

On the Seventh Day of real estate my true love gave to me… The power of words. Scripts and dialogs are important. Successful real estate agents understand that whether they use someone else’s scripts, dialogs or their own, they’ll eventually start saying the same things they know will work. Using tested real estate scripts created by others simply eliminates the trial and error process and enables agents to start seeing desired results more quickly. Sound like your planned and engage and attract the clients to want to work with you with your powerful words of persuasion.

On the Eighth Day of real estate my true love gave to me… Have powerful sales presentations and visuals. Don’t tell them but show and sell them. Have a visually powerful presentation for listings, buyers and pricing. Don’t just wing it and leave things to chance but engage people to want to do business with you, your company and NOW! Talk alone is cheap. The most powerful visual sales tool is a pad and pen and being able to show prospects and tell them has greater impact than words alone. Remember some of us are visual and some of us are auditory but we don’t know which one they are.

On the Ninth Day of Christmas my true love gave to me… Know your why, purpose and vision. My goal that drives me every day is to impact and improve people’s lives personally and professionally every day. Real estate is the vehicle that makes this happen. We all need to be part of something bigger than ourselves. If your why is big enough then the how takes care of itself!! I love having a vision board with images of the things that drive me, move me, I want and need to experience each and every year. Never underestimate the power of a vision, purpose or why!

On the Tenth Day of real estate my true love gave to me… Be a servant and focus on helping others get what they want and you in turn get what you want. Listen for the need and be aware of others fears, challenges and offer to help. So as to not “bother” the general public when prospecting for new business, top real estate agents always tie the reason they’re contacting people in with providing some type of value at the same time. Always come from a mindset of contribution. Helping you is what we do.

On the Eleventh Day of real estate my true love gave to me… Be a lean mean appointment setting machine. The money in sales is in the conversion to the appointments. No appointments then no presentations. No presentations means no contracts or agreements. The lead generation is great but not having the skill to convert to the appointment is a real estate killer. Know what you have and what you can offer for them and engage them to want to sit down and meet with you. What is your value proposition for a buyer and seller? Why you? Why now?

On the Twelfth Day of real estate my true love gave to me… Leverage by systemization and delegation. When real estate agents consistently do not have time to prospect for new business because they are too busy servicing their existing business it’s time to hire someone to help out. The first hire should be an administrative assistant, not a buyer’s agent. Administrative assistants help agents make more money by freeing up time for agents to perform more important revenue-generating activities. 3D test everything in 2017. “Do I do it? Do I delegate it? Do I just dump it?”

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

Strength and courage,
Wade

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How To Make 2017 Your Best Year in Real Estate Ever

kelowna on December 7, 2016

3 Reviews to Increase Your Real Estate Biz in 2017

As we head into the final month of 2016, 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 2017. 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 2017. 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 2016? 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 2016, 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 2016? 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 2016, 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 2017. 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 actually 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 2017 your best year as a REALTOR ever. I dare you!

Strength and courage,
Wade

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The Top 12 Offers That Generate More Real Estate Leads

kelowna on November 23, 2016

So what do they want that I have? That is the magic question in real estate lead generation. This week we have what I feel are the some of the top offerings in real estate that create the most amount of leads for agents. It’s best to have a range of offers that appeal to your different customer types so that no matter who hits your website there’s an offer that appeals to them.

12 Different Types of Offers to Generate Real Estate Leads:

1. Free Samples: Offer a free sample or a free consultation as a way for your prospects to experience your product or service.

2. Tip or Fact Sheet: Create a tip sheet that outlines how your prospects can do their job better. For example, you could create a Tips Sheet on “10 Things to Consider Before Selling Your Property.”

3. How-To Guides: Create simple guides for your prospects to download that help them do their jobs better. For example, create a guide to preparing for an initial sales meeting.

4. Checklist: Create a checklist of steps your customers can take to address a need your product or service addresses. For example, a due diligence checklist for real estate property.

5. Top 10 Industry Trends: Document the ten latest trends impacting your industry or marketplace this year. Write a short summary on new industry developments or write what you think will be the ten biggest changes to the industry during next year.

6. Infographics: Create an infographic to visually represent industry trends, marketplace competition, or other sets of information your prospect may find useful and valuable.

7. Common Questions: Write down the ten or 20 questions (or more) you most commonly hear from your prospects and then create a tip sheet or guide that answers each question. (Tip: these questions and answers also become excellent topics for your blog posts.

8. Whitepaper or eBook: Compile three to five blog posts that discuss similar topics and combine them into a whitepaper or eBook. You can also write a whitepaper or eBook from a previous research study or data set. Or, go to LinkedIn Answers and find every question and answer that relates to your industry. Compile them together in an eBook format.

9. Kits of Material: Once you have a bunch of content and offers, compile some of your related eBooks, guides, tip sheets and blog articles into a compelling Downloadable Kit offer. Another example is to compile your sales material and package this material into a toolkit visitors can download.

10. Case Studies: Show off your leading customers and share their experience with future customers. Video record their testimonials for even more content and to build credibility. Offer the case studies as free downloads at the conclusion of the video.

11. Videos: Create a video that shows off your product or service features and benefits. At the end of the video, give the lead an option to download a case study.

12. Contests: Create a contest with a prize in order to compel prospects to provide their information in exchange for being entered into the contest.

You’ll want to create offers that appeal to new visitors to the site (those whose contact information you do not currently have) as well as existing qualified leads in your system.

The nature of these offers will differ slightly, depending on your area, focus and your customer or prospect base, but the way offers work is the same no matter what: create content that is relevant and helpful to your prospect – content they will actually want to download and use – which is the best way to generate qualified leads.

So there you have it. Now get at it and create some content and offerings for your website and see the leads increase your business and income today. I dare ya!

Strength and courage,
Wade

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