Realtors©… Are You Living The Life You Deserve?

Wade Webb on September 9, 2020

realtors deserve successWhen you’ve spent almost 3 decades of your life in the real estate profession like I have, you tend to identify some disturbing patterns of human behavior. Like the little (or big) hurdles people place in their own path. One of the biggest challenges I see time and time again might surprise you… Many, many people in this world don’t believe they deserve success. Am I talking to you? Let’s have a look at this… With everything going on in the world, you might be feeling down lately. But that doesn’t discount your self-worth. You’ve been given an amazing opportunity to live life on the planet Earth here in the 21st century.

You deserve a life filled with wealth, prosperity, happiness, freedom and whatever else you desire. The question is “Do you believe that?” Because here’s what I see when people don’t believe they deserve greatness… They develop a personal narrative that says they are “less than” and undeserving of life’s gifts. The trouble is telling yourself negative thoughts like that creates a dangerous cycle: You adopt this negative narrative. You project it to those around you. The more you do so, the more others reinforce it. Before you know it, it becomes “real” because you and everyone else acts like it is.

Again… am I talking to you here? Does this sound familiar? I hope not, but if it does, be sure to keep reading. Here are five steps that likely won’t give you every answer you seek, but they will provide a fantastic framework on which you can build the life you desire.

Step 1: You Must Know What You Want. Do you want to earn as much money as possible, working 100-hour weeks? Do you want to earn a comfortable living and have time to devote to your family and personal pursuits? Do you want to specialize in some unique property type that is your passion? What do you want from life? Gaining clarity on this question is the first step toward achieving it.

Step 2: You Need To Know WHY You Want It. If you didn’t catch last week’s blog, I shared a fantastic exercise to define your “Why.” Doing so is a critical step toward the necessary drive and initiative required to achieve whatever you determined in Step 1. Without a compelling “Why,” you will not be able to maintain momentum and motivation. Because… what’s the point? Figure yours out and thank me later.

Step 3: Develop and Act On A Plan. Think of your business plan as the road map that leads you where you want to go in life. Without a plan, you’re wandering. You’re guessing. You’re experimenting. The more your plan can break down your actions into small, actionable steps like your daily number, the more effective you and your plan will be. The last step of creating a plan? Follow it! Too many people create their business plan and then stick in a a drawer or in a filing cabinet, never to be seen again. Which brings us to…

Step 4: Find Some Accountability. Be honest… Left to your own devices, how well would you follow your plan? I’m not saying it can’t be done. But it takes A LOT of discipline. That’s why having someone to hold you accountable is a key step in your journey to greatness. A coach. Your broker. A colleague. A family member. As a solo entrepreneur, you need someone in your life who you answer to. Until you find the right accountability partner, you’ll never know exactly what you’re capable of in life. It’s that simple.

Step 5: Celebrate. Honor Yourself. Repeat. Look at what you have done and stop looking at what you have not done yet. When you achieve a goal, make sure to celebrate it. Then adjust your sights and establish new, loftier goals. Then get to work and start the whole process over again. You DO Deserve It. Now Go Make It Happen. To reiterate: None of these five steps will work without a strong belief that you deserve success. I believe in you. I believe you have something special inside you to share with the world, and by doing so, you’ll earn everything you want from life. Find what that thing is, believe in yourself, and go get it!

Strength and courage,
Wade

REALTORS© It’s Time To Finish 2020 Strong….

Wade Webb on September 2, 2020

realtor finish 2020 strongI don’t know about you but the first few months of Covid19 seemed to just slowly drag on for me and then my summer seemed to just fly by and I cannot believe it is September 2020 already. We are beginning the last quarter of the year and for real estate sales professionals there are only two outcomes for us all. Will you finish in the red, or finish in the black? Will you finish strong or will you miss your targets and goals? Winning near the end of a game, final quarter or the year is a trait of all the best sales people I’ve ever met. Closing out strong is primarily the effect of a consistent quarter, there are still a handful of things you can do to strike off checkboxes in the win column to finish Q4 and your 2020 strong.

1. Be Active – There’s no substitute for being pleasantly persistent and respectfully blunt. Get out there and be straightforward. Taking action and getting after it is a choice and work on the high quality leads and not the low quality leads. Ask yourself “If you were me, would you forecast this listing or buyer prospect to buy or sell this month or in the next 90 days?” Remember, the shortest distance between two points is a straight line. Being direct will help you get real with your buying and selling customers and align yourself with the true sales cycle. It might also enable you to pull out a quick win.

2. Be Relational – For more than two decades now I have heard from thousands of top producing agents and almost 60% of their business comes from repeat and referral business. Focusing first on the people we already know, like and trust is working effectively and efficiently in this business. If you don’t have enough people that know, like and trust you then get out there and “S.T.P. – See The People” If you have a list of relationships in place that have not “felt the love” then get out there and see them and find ways to add value to them. Give them a call, email, text, handwritten note, small gift or even a coffee and just watch and see what happens with your last quarter.

3. Be Face to Face – Sales is a contact sport and we need to be belly to belly. Anyone of us making a large buying decision needs to know the person we deal with is someone we like and can trust. The only way we can sense if we like or trust someone is meeting them in person. Commit to the final quarter on sales activities that are primarily face to face and belly to belly activities like Open house, door to door, kiosk, networking, office duty, coffee, lunch, pop by, volunteer, client appreciation event or convention. This is a relationships business so get out there to create and deepen those relationships.

4. Stack-Rank Your Leads – We will never be able to manufacture more time, but we can manufacture more focus. I recommend looking at your pipeline and grading each opportunity on a scale of 1-4 with 4 being “highly closeable by the end of the quarter.” Then, focus your closing efforts on the 3’s and 4’s ONLY. You don’t have time to waste. If you don’t have enough 3 and 4 prospects in the funnel then take action and increase your marketing plan and daily prospecting, lead generation with planned marketing, activities that bring the level 3 and 4 prospects into your pipeline to finish Q3 strong.

5. Purge Your People – Almost every sales pro has them. They’re those big opportunities in the pipeline you’ve been working for months. The one deal that constantly disrupts your focus or the need to take action. The buyer or seller who is the time and energy vampire but you let them suck the life out of you because you don’t have anyone else to work with. Every time you think about punting them, you get a glimmer of hope from them. It’s time……Remove them!! They don’t deserve to be on your radar right now. Coming clean with yourself will open new vistas and invigorate you to add more productive opportunities to your pipeline.

6. Start Planning for 2021 – How much revenue do you plan to book in Q1 2021? Exactly how many new deals do you need to earn that amount? Knowing exactly what you plan to earn acts like a magnet to attract business your way. Having this exact number also allows you to project your required activities into month one of the new quarter. If you’re accurately measuring your deal metrics, you’ll be able to predict with some certainty how many calls, emails, appointments, presentations or opportunities you’ll need to make it rain. Ask for a review by management. Knowing your numbers is one thing, but to positively affect the business, it’s equally vital to understand your “why”, purpose and goals and have someone hold you accountable to them.

Bonus Tips: What NOT to Do in the last Quarter Of 2020

1. Don’t Work With Any Clients Just to Make your Numbers – Any client outside of your ideal customer profile will complicate servicing, produce a higher likelihood of churn or failure, and ultimately cost you more time and resources than it will be worth. Instead, focus on filling the pipeline with high quality leads for next quarter. It’s never too early to start filling the funnel.

2. Never Give Away More Than You Should – It’s just not worth it. You only have one reputation for your brand and offering, treat it respectfully. Concessions can quickly become a crutch that hides other issues. Sell on value, not on price. Don’t cut your commissions, offer cash backs or any other silly incentives just to get something before the year is done.

The key to closing out your quarter strong is to keep up the momentum that got you to where you are now. If you’re struggling to meet your numbers, it’s a time to embrace new sales insights and start building effective rhythm. Take the last minute shots on goal listed above, but remember to always be thinking about the bigger picture: Your reputation is the product of your past actions. Sales that allow you to produce predictable revenue are the future. Finish the last quarter and your year strong. I dare you!!

Strength and courage,
Wade

Realtor© Simple Hacks To Faster & Wiser Decision Making

Wade Webb on August 19, 2020

realtor decision making hacksWe make decisions all day, every day, on things like what to wear and where to go to lunch. Which sound simple enough, right? Except those small decisions can start to pile up and too many can stress us out—and then we can’t make the decisions that actually matter. So we either put it off, or we do it, distracted, and regret it later. Neither is ideal. So how can you get rid of the mind clutter and the anxiety to make better decisions faster? Are you the type of real estate agent that makes decisions too quickly and end up getting in trouble by moving a bit too fast? Or are you the type of agent that suffers with paralysis by analysis and in a constant state or “ready, set….ready set…?” This week we share these little hacks to start making wise (and quick!) decisions in your personal and professional life.

1. Stick to your mission. In business and life, it is vital every big decision you make is within the scope of your mission. You don’t have the mental or physical resources to spread your net too wide and still succeed. So always ask yourself which option best moves you toward your mission’s goal, and then the choice should be simple. What are your core values and mission statement and use them as a rudder to navigate your decision making process.

2. Set a time limit. Give yourself a timer that helps you focus on the decision rather than having your mind wander and get distracted. With the pressure of a time limit, you’ll need to get to the heart of the matter faster and collect the pros and cons quickly, which you might not otherwise do.

3. Avoid decision fatigue. Decision fatigue saps focus and reduces mental energy. Hundreds of trivial daily decisions degrade our ability to focus. I try to systematize small decisions so I don’t have to sweat the small stuff—task lists and mindful habit cultivation are key. When an important decision needs making, I’m ready to give my full attention.

4. Control what you can control. At some point, a leader has to wear multiple hats until they have a team to offload responsibility. It’s important to focus on what is in your direct control. Worrying about things outside of your control will result in delaying projects. The more you focus on what you can control, the quicker you will be at making big decisions.

5. Understand pattern recognition. Most of what we face each day is similar to other scenarios we have already experienced. By understanding this, it’s possible to quickly map a range of previous experiences and their outcomes. Leverage those to arrive at the most viable decision for this case. Over time, as you continue making decisions, their speed and quality will improve.

6. Decide whether the decision can be reversed. Jeff Bezos said it best when he pointed out there are two types of decisions: decisions you can take back and decisions you can’t. Keep this in mind while making decisions in order to move faster as an organization. If a decision can be taken back after it has been implemented, don’t waste time being indecisive. Decide, implement, evaluate and reiterate if necessary.

7. Make a daily decision quota. Commit to making a certain number of decisions per day. They can be small (Should I get coffee?) or big (Should I buy this company?), but the process is the same. If you keep track of how many decisions you make, you’ll start to make them faster and more often.

8. Use the common-sense stress test. After running through a basic cost-benefit analysis, I call one—not five—of my smart friends in a different field who can zoom out and trim the fat off that analysis. As a company with academic roots, some of our team early on had been prone to consulting every conceivable “expert” for weeks or months without action.

9. Embrace uncertainty. Action, not clairvoyance. When you’re trying to do something new, you won’t have 100 percent of the information you think you need; there aren’t always industry reports or best practices to adhere to, so accept you will be wrong 25 percent of the time and try to make as many decisions as possible, followed by execution.

So there you have it, some simple, yet powerful hacks to help us all with wiser and faster decisions in our business and personal life. Feel free to comment below with your decision making challenges or solutions, it would be great to hear from you all.

Strength and courage,
Wade

Some Of The Gifts Of Covid19

Wade Webb on August 12, 2020

When’s the best time to quit smoking or start a new exercise routine? Strangely enough, on vacation. Why? Because to change, you must interrupt your patterns. A vacation takes you out of a familiar environment and jumbles up your routines, making it easier for you to break existing habits. What else has interrupted our patterns lately? Oh, right, the 7-billion-person lockdown experiment we’re just emerging from. Sure, this pandemic has brought a great deal of sacrifice and hardship, but it’s also come with major silver linings. For many of us, this has been the pattern-interrupting kick in the behind that we didn’t know we needed. Now it’s time to watch your actions carefully to avoid backsliding into the habits that were holding you back before lockdown. This week I want to share my fabulous 5 Habits to Embrace and preventing yourself from backsliding into your old habits will improve your life drastically. Here are five categories of habits that can fill the vacuum once you’ve kicked out the bad apples.

     1. Sanity Activities – Call this self-care, leisure or living life to the fullest. To operate at our peak of creativity and productivity, all while being happy (which is the point of life, right?) we need to support our own mental-emotional equilibrium. These are excellent ways to stay sane in an insane world: Take a real lunch away from your desk. “He’d wolf down a sad sandwich while typing with one hand” is not what you want on your tombstone. Take regular baths. Heat and Epsom salts rejuvenates your body and spirit. Twenty minutes of peace and quiet in a place you can’t use your phone does wonders for your mind. Music. Create it or consume it. Just make time for it in your life because a song can change your whole mood, perspective and energy in a moment. Play. Arguably, every living creature plays. It’s natural, and it helps us grow. It keeps life from turning gray and boring.

     2. Relationship Boosters – You should never look to a romantic partner to “complete” you or fill a void, but a loving relationship can be a bright flame of joy. You get out of a romance only what you give. Here’s how to invest: Date night. Time together does not equal quality time. Protect at least one night a week for just you two, without outside distractions or everyday concerns. Never stop dating your partner and you’ll never drift apart. Massage. Without physical touch, you’re roommates, not lovers. Massage is just one way to reconnect with your partner. Eat at the table. True conversation happens across the dinner table. No TV and no devices, please. Walk together. Closeness is built by sharing a journey. Every walk can be a daily journey and a chance to talk while your energy is high.

     3. Physical Activity – To paraphrase Tony Robbins, a healthy person has 100 dreams; an unhealthy person has only one. All the money and time in the world is useless without your health. And without physical activity, you will inevitably lose your health. Make time each day for at least some movement: Daily reps: As soon as you roll out of bed, do 10 pushups or squats. It will wake up your nervous system. Stretch: Being flexible is an antidote to aches and pains, moves your lymph, and in the long run, will help you avoid injury. Walk or run: No matter how fast you go, you’re lapping everyone who’s on the couch. Skip: You can buy an excellent jump rope for under $20. Skipping is far more efficient cardio than running or biking, and you don’t need to leave your house to do it.

     4. Friendships – Our happiness is tightly linked to the quality of our relationships. You can’t take your money or accomplishments with you. You can only leave behind people who will remember you either fondly or not. Make time for this: Pick up the phone. Texting is utilitarian. Hearing a friend’s voice brings you closer. You don’t need to schedule it, just dial. Start a tradition. Pick one night every week. Start a book club, a happy hour or a gaming session. It will become a habit you love. Porch visits. Sure, hugs are off the table for now, but a conversation across six feet can be exactly what you need to lift your spirits. Go camping. Parks are opening all over the place, and north of the equator, the weather is mighty fine. Sitting around the campfire is the perfect social distance bonding activity right now.

     5. Spontaneous Adventure – Thank you, COVID, for messing up our routines and breaking our patterns. This is the perfect time to fall in love with acting on a whim. Drive without destination. Pick a direction, and go. Ditch your schedule. Healthy routines and being organized are commendable—but scrap all that once in a while to go to the beach. Explore a new podcast. You don’t need to leave your house to investigate the world. The quality of podcasts in 2020 is ridiculously good. Move the furniture. When you change your physical environment, your perspective changes. Put the couch on the other wall and see what happens to your brain. Jump on Board Opportunities are like buses—they come along every 10 minutes, but if you don’t take ‘em, you don’t go anywhere.

I know I can’t be the only one who has been, for a long time, secretly hoping for some external event to come and shake up my life. We all wish that the opportunity wasn’t packaged as a horrible virus, but in any crisis, we have a choice: use it to grow, or let it destroy you. Our negative patterns have been interrupted bigtime, and that’s a huge gift. Do not waste it, get on the bus.

Strength and courage,
Wade

Improving Our Self-Confidence

Wade Webb on August 5, 2020

realtor boost self confidenceRemember Remy? The little rat turned gourmet cook from the movie Ratatouille? Despite his circumstances, Remy didn’t let anything stop him from following his seemingly impossible dream of becoming a great chef. Wouldn’t it be amazing to have the kind of self-confidence embodied in that little character? The good news is self-confidence can be developed over time. But to build it you have to practice it. Once you understand how to foster it, you can boost your real estate career and other aspects of your life. To truly construct a foundation of self-confidence, it takes a lot more than just “dressing for success” or “faking it til you make it.” You need to dig deeper and take positive, deliberate steps. By investing in these five strategies, you’ll be able to not only build unshakable self-confidence but also sustain it over time.

1. Conquer your inner critic:

You know that little voice in your head saying things like,” I’m not qualified for that job, what’s the point of interviewing for it,” or “I keep getting passed over for a promotion, there must be something wrong with me.” Those nagging thoughts telling you you’re not good enough come from your inner critic (or critical inner voice). Dr. Lisa Firestone, Ph.D., author of Conquer Your Critical Inner Voice, suggests following this 4-step process to conquer your inner critic: Try to identify what your critical inner voice is telling you. Acknowledge this thought process is separate from your real point of view.

Write these thoughts down in the second person (as “you” statements). For example, a thought like “I can’t get anything right. I’ll never be successful” should be written as “You can’t get anything right. You’ll never be successful.” This will help you see these ideas as an outside point of view and not as true statements. Respond to your inner critic by writing down a more realistic and compassionate evaluation of yourself. Write these responses in the first person (as “I” statements). In response to a thought like, “You’re such an idiot,” you could write, “I may struggle at times, but I am smart and competent in many ways.” Remember not to act on the directives of your inner critic. Take actions that represent your own point of view, whom you want to be, and what you aim to achieve.

2. Reflect on accomplishments:

Remembering events in which you felt proud or recognized can help strengthen self-confidence. These types of thoughts can also act as natural counters to the inner critic. Think about your life and list the ten best things you’ve achieved. Maybe you speak five languages, graduated first in your high school class, or climbed The Nose route on Yosemite’s El Capitan in record time. They don’t necessarily need to be major events—perhaps a time you were acknowledged for helping a friend or overcoming a fear. Put this list somewhere where you can see it often. Then spend a few minutes daily reflecting on the success you’ve already had. Allow these memories to make you feel good and remind you who you really are. As the best-selling author and motivational speaker Denis Waitley asserts, “To establish true self-confidence, we must concentrate on our successes and forget about the failures and the negatives in our lives.”

3. Maintain good posture:

According to research conducted at Ohio State University, sitting up straight isn’t just good for your posture. It also gives you more confidence in your thoughts. Researchers found that people who sat up straight were more likely to believe ideas they wrote down concerning whether they were qualified for a job. In contrast, those who were slumped over their desks were less likely to accept these feelings about their own qualifications. Another more recent study looked at how posture influenced students’ feelings about their performance. The study tested the effects of students’ posture during simple math exercises. Students who were anxious about math maintained that slouching made them feel less capable of calculation. Hunching down inhibited their thinking while sitting up straight gave them more confidence. So, by maintaining good posture, you not only appear more confident, you are more confident.

4. Develop an equality mentality:

People with low self-confidence tend to view others as better or more deserving than themselves. Instead of carrying this perception, view yourself as being equal to everyone. While it can be challenging to feel equal when we’re constantly comparing ourselves to the latest influencer on Instagram, it can be done. Recognize that those Instagram photos aren’t based in reality. They are a perfectly curated, over-filtered version of someone’s life. Make a mental shift to an equality mentality, and you will quickly see an improvement in your self-confidence. After all, as Marilyn Monroe pointed out, “Wanting to be someone else is a waste of the person you are.”

5. Try things that make you uncomfortable:

Stepping outside your comfort zone is a great way to build self-confidence. According to Charlie Houpert, the author of Charisma on Command, “Confidence is ultimately about being comfortable in a wide variety of situations that would make most people feel uncomfortable. So, if you stretch your comfort zone every day, very quickly, you’ll have a large comfort zone and be able to feel more comfortable even when outside of it.” This can involve subtle changes like striking up a conversation with someone at a cocktail party or trying a new sport. The most important thing is to take small, daily steps. Becoming more self-confident is readily achievable if you have focus and determination. As author Barrie Davenport, author of Confidence Hacks, says, “Low self-confidence isn’t a life sentence. Self-confidence can be learned, practiced, and mastered—just like any other skill. Once you master it, everything in your life will change for the better.”

 

Strength and courage,
Wade

Realtors©… Busy and Productive Are Not the Same Thing

Wade Webb on July 29, 2020

busy productive realtorYes, those tasks that ate up your day were all things that needed to be done. But just being blunt… the way you prioritized them is detrimental to your business, long-term. The key to success is identifying and prioritizing the 4-7 daily disciplines that truly move the needle for your business. And then making those your priority every day! If you’re letting the “urgent” tasks override the “important” tasks in your business, you’re never going to get ahead.  Tell me if this sounds familiar: You’re so-called “busy” all day… Replying to emails. Returning calls. Playing phone tag with an appraiser. And suddenly, it’s early evening and you say to yourself: “I didn’t get any of the things I needed to do done today.” So what’s the difference? Important tasks are those big-picture activities that create growth in your business. Urgent tasks are those that move a particular transaction forward. The solution? Prioritizing and time blocking.

The specifics of identifying what moves the needle may vary for every person reading this, but from a big picture perspective, I think it breaks down into four categories:

1. Marketing & appointment setting – Without this, there’s no business coming your way

2. Nurturing & follow up – It’s the biggest complaint about real estate professionals… “I never heard back from them.” You need to make nurturing a daily discipline to move people from prospects to clients.

3. Going on appointments & converting – How many appointments would I see in your calendar over the next two weeks?

4. Servicing & closing transactions – You’ve got to do the work and keep people moving through the process.

 

Create a daily action checklist of the 4-7 most important actions for the day that will keep your business moving forward. Here’s some examples:

  • Self-Care – exercise, meditation, prayer, reading, gratitude’s and affirmations
  • Review your day of activities
  • Lead follow up
  • Appointment setting
  • Appointments and presentations
  • Showing homes
  • Negotiating offers
  • Marketing

Then time block and calendar these actions into your daily scheduler in order of importance with the most important action scheduled first in your day timer. Lists can be useful, but they can also pose a trap. Many people create a big list of “things to do” and then tend to choose to tackle the easiest tasks on the list. Just one problem: Those easy things aren’t what moves the needle. Then those tasks that WILL move the needle end up getting ignored because you keep adding easy tasks to the list. Am I talking to you? Here’s another common list-making mistake: You combine your business, personal and family tasks all into one list. Don’t do this! It jumbles up your priorities and only causes confusion. That’s why I love the Daily Action Checklist for your business. The only things on it are things that you know move the needle in your business. And by making those tasks a daily discipline, you create certainty in your business both now and for the long run.

 

Strength and courage,
Wade

Summer Seller Listing & Lead Strategies 2020

Wade Webb on July 22, 2020

realtor summer listing lead strategyWe have all heard the unwritten rule in real estate “List to Last.” N.A.R. reports state it takes four times the effort servicing a buyer than servicing a seller. Everyone wants to know the secret to working smarter and not working harder and in our business it’s Listings! Here are the top ways agents are getting listings and setting themselves up for a fantastic Q3 in real estate.

1. Your Database – you always start with the people you already know, like and trust. Small talk with them first and check in to see how they are doing, don’t jump right into business please. Just before you hang up almost like an after-thought.  Ask them this question….“Of all the people you know, who would be moving next?” and watch what happens for you.

2. If we don’t ask then we don’t get. Ask your database by Emails, Post Cards, Texts, Video emails or Social Media Posts “Wade Is Now Taking New Listings” inventory levels and competition for selling is low and now it the time to List! Thinking of selling Call Now!

3. Take the time to prepare unsolicited CMA packages for your database, which include a snapshot of comparables to give them an idea what their home is worth, but don’t put the range or estimated sale price in your package. Then hand deliver or mail them to all your past clients. Call them 3 days later and ask them. “Did they get it? Any questions? Any other properties I can evaluate? Reason for the CMA was to ensure your insurance coverage was high enough, tax purposes and retirement planning. Any other people you know I could provide this valuable service for?

4. Geographic Farming – find a building or neighborhood that has more than a 6% annual turn-over rate. Then you find all the mailing addresses of the residents so you can direct mail ( not unaddressed mail ) each resident 3 times a year. Create a branded newsletter for the farm area that contains every important statistic for the residents like sales, listings, days on market, absorption rate, cost per square foot, etc. Personally mail them the newsletter. Create a landing page website that matches your newsletter to reinforce your perception of being the expert.

5. Expired Listings – If your marketplace allows you to do expireds. Check with your broker first. They already own a home, want to sell, want to work with an agent and pay our fees. Does it get any better than this?! Everyone is mailing and calling. I am a huge believer and say go knock on their door and go see them! They need to see me to decide whether they like or trust me first!

6. Door knock – Using a bona fide buyer or a just sold and have buyers still looking in your area. Both of these methods work because they trigger some sense of urgency with people when they know we have a buyer for their home or someone just sold for a significant amount of money and you may have another buyer for their home.

7. Open house – Another great way to connect with people who want to buy but they have something else to sell before they can buy. I love the face to face activity because it is where we all are at our best.

8. Direct mail – Using a bona fide buyer or a just sold but have buyers still looking. Just like the door knock approach this is the most effective way to get listing appointments. The direct mail and then follow up door knock is a fantastic one two punch for generating listing appointments!

9. FSBO – They already own a home, they want to sell. They don’t want to pay the fees but if they can’t sell they tend to list with an agent after 10 weeks of trying themselves.

10. B2B – Creating value and interacting with other business owners and other service providers in our community is such an untapped area for most agents. Do a business video shout out with the owners and encourage to buy local. Run a gift card giveaway with a small business owner to your people and that businesses people. So many agents don’t go after the B2B and focus only on the P2P.

11. Online Ads – What’s my home worth? Or curious of how much equity you have in your home??  (FB, Google PPC) running ad campaigns targeting consumers with click ads to get their value of their home has been something we have used the last number of years now. Hire a VA on www.fiverr.com create FB, Instagram ads for you. Have the ad click to go to a landing page from www.carrd.co then the form send their contact info to your email.

 

So there you have what I think are the best of the best for agents to ramp up their listing inventory. Please comment below any other powerful listing generating activities you might use with us below!

Strength and courage,
Wade

TOP WAYS TO SUCCEED WITH ZERO TALENT

Wade Webb on July 15, 2020

top ways succeed realtorYou don’t need to be the smartest or most talented person to achieve success in life. Often it’s the seemingly simple things that can make a significant difference. These things are things anyone can do. They don’t cost money but they do require intentionality and effort.
1. Be On Time – Honor others by respecting their time. Earning respect starts by giving it.
2. Show Up and Do the Work – If they praise you, show up and do the work. If they criticize you, show up and do the work. If no one even notices you, just show up and do the work. Just keep showing up, doing the work, and leading the way.
3. Give Your Best In All That You Do – It doesn’t matter what everyone else is or isn’t doing. Focus on your contribution every day. When you give your best, you’ll inspire others to give their best too.
4. Be Positively Contagious – Your attitude is contagious. Choose to be Vitamin C today. Look for opportunities to encourage and uplift those around you.
5. Have an Attitude of Gratitude – Every day we have a choice. We can choose to be grateful and see the good in all that we have or we can let anger, fear, doubt, and insecurities rob us of our joy and the life we’re meant to live. The choice is yours today.
6. Seek Solutions vs. Dwelling on Problems – How you see the world determines the world you see. When you seek solutions you see a world of possibilities and are able to overcome challenges.
7. Have Passion – Passion fuels your purpose. The strongest may survive but it is the passionate that will thrive. Get excited today!
8. Be Coachable – Stay humble and hungry and be a lifelong learner. The best of the best are always striving to get better and so should you.
9. Do More Than What’s Required – Average effort generates average results. If you want more, do more. Even a little extra each day can create big results over time.
10. Believe in Yourself – Stop listening to the self-sabotaging voices in your mind. Talk to yourself and feed the positive instead of listening to negative. You matter. You are capable. You can do great things. You are here for a reason.
What would you add to this list?

Strength and courage,
Wade

Social Media That Keeps Our Mental Health In Check

Wade Webb on July 8, 2020

positive social mediaThis week I am going to get really personal and vulnerable and share with you all that for a few years now our family has experienced first-hand the affects of mental health. It is still today something that is not spoken about and just finding its voice in the world but the struggle is real. A handful of studies have shown a negative correlation between social media use and conditions like anxiety and depression. These studies are still in the nascent stages, meaning we don’t fully understand the impact social media has on our mental health quite yet. Despite the imminent warnings, most people still have active social media accounts. If you’re still on social media, you might as well get an emotional boost from the content you follow. These five Instagram accounts can all provide a healthy perspective when it comes to mental health:

@SelfCareIsForEveryone

As its name implies, this account is all about the importance of prioritizing self-care, especially for those who struggle with anxiety and depression. They also sell super-cute tees and hoodies with some of their graphics printed on them.

@SunnyBloomInspiration

If you need a boost of positivity each day, Sunny Bloom Inspiration is for you. This Instagram account aggregates the best of the best when it comes to inspirational, motivational content on the ’gram.

@LisaOliveraTherapy

Therapist and author Lisa Olivera shares insightful quotes related to therapy and mental health on calm, pastel-colored backgrounds. Some are short and sweet, like “let the small things count,” while others are more in-depth.

@DLCAnxietySupport

Catering specifically to those with anxiety, DLC Anxiety Support offers tangible tips for going through life as an anxious person. From how to survive a panic attack to stopping overthinking in its tracks, this page is ideal for those who need actionable advice.

@LizAndMollie

With calming blue backgrounds in nearly every image, these funny and insightful comics will make you feel more at ease about any situation you’re facing, whether it’s catastrophizing your thoughts or speaking up at work. You’re guaranteed to smile and think, I’ve been there, every time a Liz and Mollie drawing pops up on your feed.

There you have it five social media tools that would be helpful versus a hindrance to your mental health. I trust they make a difference for you or someone else you know in need.

Strength and courage,
Wade

The Art Of Trust – Top 4 Steps for REALTORS©

Wade Webb on June 24, 2020

Building client trust realtorThis week we are looking at the timeless fundamentals of real estate sales professionals and their ability to be able to create trust, likability and connection with others. One of the single most important skills to have in our industry and yet very difficult for so many to be able to perform effectively. These are four of my favorite strategies I love to share with agents I coach and equip them with the knowledge, confidence and skills to be able to create trust within minutes with others:

1. Safe Island – this Floyd Wickman classic technique is the beginning to all meetings with people for their very first time. The anxiety, fear and uncertainty of meeting someone for the first time always feels strange and awkward for them and for us. Everyone loves to know what is going to happen, what is going to be talked about and how things will play out before it actually does. It is a simple way to calm the room and the meeting by taking them out on a “safe island”

“Mr. and Mrs. Buyer, before we discuss the details of buying a home. I’d like to take some time to tell you how I work and the services my company ABC REALTY offer to help bring about a satisfactory purchase. May I do that?   Thank you. The first thing we learn at ABC REALTY is if I have to show you more than a few homes physically, I am probably not doing my job properly and as a result I am wasting your time. So to help us find the right home, at the right price, in the shortest period of time I want to share a simple process with you.

Here is how it works.

Step One: I will ask you a series of questions to help me determine your needs and wants. Taking the time to listen to your responses will give me a better insight of what you really want in a home.

Step Two: Is our One Stop Shopping service. You see right here in our office we have every listing available in the Central Okanagan area. We are going to look at all the houses listed for sale. Not physically, but by the process of elimination. The reason for that is if we find you a home today you won’t have to procrastinate wondering if there is another home out there for you. We have eliminated all other possibilities. How does that sound?

Step Three: When we find the home you feel good about and before I ask you to make a decision. I will give you an estimate of all your costs. It is important you know exactly what you will need to purchase your home.

Step Four: We at ABC REALTY have developed a plan to professionally supervise each step in the buying process. We will handle the entire sale for you from the beginning to the end. Absolutely nothing will be left to chance.

Step Five: I subscribe all my clients to an after sale follow up service. For years after the sale, I will regularly contact my clients like yourself,  to handle any needs you might have regarding real estate in the future. I’m sure you’d want and expect this kind of service from the Realtor and Company you choose to represent you, wouldn’t you?”

2. F.O.R.D. – Family, Occupation, Recreation, Dreams These questions work well because they stimulate the Reticular Activating System (RAS).  The RAS works as a filter, screening out information that is not of value to you right now and letting through anything that is important.  When you ask someone to focus on a goal or an image (as these questions do), the person puts themselves in that place mentally.  Awareness around this goal or image is heightened and the RAS lets in more information around the topic. The discovery process allows you to discover connections with them and yourself and makes them feel like they are heard and you truly care about them and who they are. This is a great technique for those of us that just don’t enjoy small talk and don’t know what to say to someone when we first meet them and needing to break the awkward silence.

3. Diamond Salesmanship – The classic Dale Carnegie technique that again builds trust, likability and comfort with the agent. Carnegie reminds us of the power of these 4 simple strategies.

              A. Names – use people’s names a lot. They like to hear their names and make them feel important and heard and feel like we are present with them.

              B. Smile, Pay a Compliment – It actually takes more muscles to frown than to smile and who doesn’t want a smile? The lost art of sincerely paying someone a compliment is a real game changer indeed.

              C. Visuals – The biggest habit for most agents is “telling” vs. “show and selling”. Half of us are visual and half of us auditory so the most powerful tool is a blank note pad and pen while you are meeting.

              D. Tone, Voice Inflection, Eye Contact, Body Language – 86% of effective communication is non verbal which is voice tone, inflection. Eye contact and body language makes all the difference.

4. Mirroring – The Larry King, Barbara Walters and Oprah Winfry had a secret weapon of being able to get their guest to open right up and share with everyone on national television their deeper story. Being able to repeat what someone is saying and adding a word or two so you don’t mimic. Physically mirroring their body language like when they cross their legs, you cross your legs and then fold your arms. The art is in the Plus 1 and adding the few words or the extra physical movement so they feel you are mirroring them and not mimicking them is key with this one. Amazing how they just relax and open up and share more than you sometimes want to know.

So there you have some of my personal favorite strategies of being able to build instant trust with someone and getting them to feel comfortable sooner than later when you work to truly make the first impression on them. Feel free to share in the comments below what are some of your best strategies too.

Strength and courage,
Wade