success in your real estate business Archives - Page 2 of 12

First Quarter Progress Reporting Time For Agents

Wade Webb on April 7, 2021

Wow! Welcome to Q2. Three months of the new year have already flown by……And the next nine aren’t likely to slow down. So my question for you is… How are you doing? Have you achieved 25 percent of your 2021 goals yet? Are you on track? Or do you need to reevaluate your behaviors to catch up? Let’s examine these questions as a “progress report” and make sure you do what’s needed to achieve everything you set out to in 2021.

Appointments are the Lifeblood of Real Estate Success. Every real estate agent should know – and live by – this progression: Calls > Conversations > Appointments > Clients > Closings. Your 2021 business plan should have included how many of each of these you need to achieve your year-end goal. You also need to be tracking all these numbers on a daily basis. So get out your business plan, multiply your year-end target number by 0.25 and see where you’re at with your:

Calls made
Conversations
Appointments booked
Appointments won (turned the prospect into a client)
Closings (break it down to sellers/buyers)
Whether you like it or not, this business is all about prospecting and following up.

If you’re behind pace, follow the 5-5-4 plan every day. Make your calls until you’ve achieved:

5 conversations with people from your database
5 conversations with new people you’ve never talked to before
4 follow-up conversations

Here’s the thing: This stuff won’t happen if you just “hope” to get around to it. You’ve got to make it a priority. Schedule your prospecting block in your calendar and honor that time as sacred.

Now Let’s Talk Lead Generation. While we’re in the “review” mode, now it’s time to examine your lead generation efforts. Analyze each of your individual lead pillars to determine what’s working, what’s not, and what you can or should do about them.

Are any methods excelling so much that you should double down on them?
Can you identify pillars that are significantly underperforming or aren’t producing at all?
What new lead pillars might you consider adding to your mix?
How about social media: Are you sticking to a consistent posting schedule?
Are you generating engagement with your posts? If not, how are you going to shake things up to drive engagement?

Finally, Examine Your Bottom Line. Your business plan should include line items such as total number of closed transactions, your GCI, expenses and your expected profits. Are you 25 percent of the way toward these goals? If you’re falling short of your GCI goal and feel like you’re already maxed out on time, you may be in the “stuck” category I wrote about a few weeks ago. If that’s the case, it’s time to invest in yourself by hiring help or outsourcing some of the admin work that’s keeping you “busy” but not “productive.” Are your expenses higher than you expected? How about transaction volume – are you above or below your target? Bottom line… are you on course to reach your profit goal for 2021, or do you need to rethink your behaviors?

What Do You Need to Succeed? In closing, I hope you found this helpful. If this was difficult for you, I’d encourage you to stop sticking your head in the sand and start confronting whatever is preventing you from achieving your goals. Tracking and measuring your numbers is what will keep you on pace for greatness, so make it a habit or find someone who will hold you accountable. Go get it in Q2 – with so much existing activity on top of the regular Spring market, it’s probably going to be crazy! Now is the time to put your head down and make things happen.

Strength and courage,
Wade

The Magic Words Of Influence & Impact for Realtors©

Wade Webb on March 24, 2021

One of my personal favorite books of all time is Phil M Jones’s book “Exactly What To Say” and he shares some of the most powerful words for agents to know and understand in their sales careers and this week we want to share some of these fantastic insights and phrases with all our readers and a shout out to Phil Jones and his book as well. The forgotten art of spoken communication and the power of choosing the right words at the right time and how to say them will mean you getting chosen between others in the industry. The agents that continue to get the business is purely based on their ability with their word choices. These magic words speak directly to the humans subconscious brain and the part of the brain that makes yes or no decisions and avoids the maybes.

1. I’m not sure this is for you, but ……

The customer hears I’m not sure this is for you and gets a sense that there’s no pressure and also increases their intrigue what it is that may not be for them and fires an internal decision needs to be made.

The real magic is in the 3 letter word BUT and should be avoided in all conversations. This magic word negates anything prior to it and is forgotten by the other persons. So when using these set of words be certain to speak in rejection free manner.

I am not sure this is for you but do you happen to know someone that would be?!
I am not sure this is for you but this property could generate a positive monthly cash flow of $450 (share the benefits to them)
I am not sure this is for you but this property will most likely not last long on the market.

Two things will happen… they will lean in and ask for more details or the will say they will give it some thoughts. Rejection to you averted! No negation on words that you spoke by them!

2. Open Minded. How Open Minded Are You…..

If you ask a large number of people if they are open minded I am sure they would say yes. The reason is nobody wants to seem themselves as closed minded.

When introducing a brand new idea to someone open with How Open Minded Are You and then follow up that with the scenario you want them to opt into. Odds increase from 50/50 to more like 90/10

Natural attracts people to the ideas you want them to buy into.

-How open minded would you be
Giving this a chance?

-Increasing your living space and having more room for the family?
Seeing if we could work together?

This set of words makes someone feel obligated to explore the opportunity or uncomfortable rejecting you. It seems like you are giving them a choice but your actually heavily weighting the one option to them. Everybody wants to be open minded.

3. What Do You Know About…

How often do we find ourselves speaking with someone that leads to a debate of someone that knows more than us. To be a person of influence we need to be able to move someone’s position of certainty to one of doubt. Don’t do this by challenging them…. not creating an argument or walk away. Just question their knowledge and allow them to save face.

What do you know about the Sales per square foot in the building?! Share what you know after you question their knowledge. Arguments always end with losers regardless who the loser is. Don’t go there.

4. How would you feel if ….

Motivation – a reason to move or a reason to do. Avoidance of pain or loss or to the move to pleasure or gain. People will work far harder to avoid pain or loss

People base decisions on emotion and logic. Decisions are made on emotion first therefore make their decision feel right first so it makes sense to them and then they will take action.

If the reason is big enough then you can get anyone to do anything. Create a truth for them worth changing for.

How would you feel if…. helping them travelling into the future and get them excited. Greater the contrast the greater the response.

How would you feel if….

you had that $2,200 suite income helping with paying down your personal debt?

You were able you have the space to care for your struggling mother in your home?

5. Just Imagine…

Every decision that a human makes is made at least twice. First in your mind hypothetically then second in reality.

If you can’t see yourself doing something then it doesn’t get done. Being able to place pictures in peoples minds will all then to see them doing something first and then act on it. TELL STORIES!

When you hear the words Just Imagine….. sets the stage for them to picture and drive them to act

Just imagine how things will be in six months time when you are moved in here. The smiles on your mothers face.

6. When Would Be A Good Time?

Overcome the biggest challenge someone telling us they just don’t have the time……

These set of words also preps someone the preface that their will be a good time for them in the future now. That no is not an option and it is just confirming that point in time.

When would be a good time to take proper look at this?
When would be a good time to get this started?
When would be a good time to speak next?

7. I Am Guessing That You Haven’t Got Around To?

Perfect set of words for following up with people. When following up allow the other person to save face and prevent them from using any excuses they might have which these words already elude to and take it away from them. Prefacing the question

I am guessing you haven’t got around to speaking with your partner about listing your home?
I am guessing you haven’t got around to looking at the documents yet?
I am guessing your haven’t made a decision on this yet? Opens you up to the negotiation again.

By pushing them to the negative scenario your get them to rush to the positive scenario quickly or tell you how they are going to fix the thing they said they haven’t got around to yet.

8. Simple Swaps (swap what you say and how you say it)

Simple psychological technique turning an open question into a closed question. Swap the outcome out of your control to into your control.

Do you have any questions? versus

What questions do you have for me?

The biggest mistake where we suggest that they should have questions for us and making them feel stupid they don’t so to save face they ask for more time to think about it and move you away from the decision.

Easy for them to respond I don’t have any questions and avoid the dreaded response I need to think about it.

When we want to get a little more information from someone.

Can I have your phone number?

Stop using “can I have your?” Feels like an invasion of privacy and creates an awkward permission base response. Versus

“what’s the best number I can reach you at?” “What’s the best address I can send this to?”

Makes a huge difference.

9. The Way I See It you Have Three Options…

When someone wants to feel like they have the final decision and not be manipulated. Make it easy for them to pick and keep them empowered.

You are not sure what to do…. as I see it you have three options.

1.
2.
3.

of those three options what’s going to be easier for you?!

The only option is the easy one which is the one that you wanted them to choose.

10. Two Types Of People

Be decision catalysts and professional mind maker upper. The final moment to decide and take action is the hardest task. Help people to choose by removing options and making the decision easy. Make statement that gives them a choice. There are two types of people in this world….. Instantly wonder which one they’re are…… options are stacked in favor of what you want them to choose. Those who learn and do nothing and those that learn change and take action.

I trust you found these magic words as helpful and insightful as I did. Check out his book and learn the 14 more magical words he shares and then really take the time to internalize these words and see the impact on your business. Let me know which one’s you like the best. Would love to hear from you all!

Strength and courage,
Wade

An Attitude Of Gratitude for Realtors© in 2021

Wade Webb on January 20, 2021

A gratitude list probably feels like the last thing you want to do in 2021. While the feeling is understandable, even with the current challenges in the world, there are still things to be thankful for during this time. I know all of these things may not apply to you. Still, I hope this list will inspire you to remember the things to be thankful for in 2021. Here are a 101 things to be grateful for in 2021!!

Sight. I know there are a lot of people in this world who are blind. Even if you are, there are still other things to be grateful for. Those of you who aren’t blind, even if you have to wear glasses or contacts, you can be grateful that you can see. Even if everything you see in the world isn’t as pleasant sometimes, still be grateful for the pleasant things you can see, like the nice green colors of nature outside.
Hearing. Similarly to sight, many people in this world are deaf. They’ll never be able to enjoy the sounds of music or hear the voice of someone they care about. Be grateful that you can listen to relaxing music when you feel stressed.
Smell. As small as this may seem, I’ve heard of people who’ve lost their sense of smell and it completely changed their life. Have gratitude for still having your sense of smell.
Taste. When one loses their sense of taste, they lose their ability to enjoy all the flavors of food. We can be grateful for still being able to enjoy the taste of fruits, vegetables, and all of the foods we enjoy in the world.
Walking. Being able to get around is more of a blessing than we realize sometimes. There are people who have to use canes, crutches, and wheelchairs to move around. Be grateful for being able to walk on your own two feet with relatively little pain.
Lungs. If we don’t have any lung issues or have to use any machines to breathe in oxygen, that’s something to be grateful for.
Hand movement. I have to type a lot to make these articles on here. I’m grateful that I have hand movement that’s free of any arthritis. Whatever you use your hands for, be grateful you can still use them.
Teeth. Be grateful if you’ve not lost any of your teeth, and they’re not in any pain.
Neck movement. As someone who deals with neck pain from time to time, even I’m grateful that I can still move my neck from one side to the other. If you can as well, you can write that on your list.
Memory. As we get older, our memories may not be as good as they are now. Be grateful you can still remember the things that you want in your day.
Heart. There are people currently waiting for heart transplants in the hospital right now. We can be grateful that we have a working heart that still beats normally.
Bladder. Leaky bladders are an inconvenience that we can be grateful we don’t have to deal with.
Stomach. As someone who’s had stomach challenges, it’s something to be grateful for when your stomach isn’t in pain. Burning inside of it is definitely no fun. I’m grateful for when my stomach doesn’t experience that, and that I’ve been able to improve it little by little.
Bones. I once saw a commercial with a little kid who was born with brittle bone disease. He’d broken his bones hundreds of times. There was also an inspirational speaker who had this disability but managed to live an extraordinary life. It goes to show that not only we can be grateful for having healthy and strong bones, but we can be inspired to do more with the abilities that we’re lucky to have.
Overall health. My health hasn’t been the best in the most recent years of my life, and maybe yours hasn’t either. Nonetheless, no matter our health challenges, we’re still alive. We can be grateful for our overall health still keeps us here. I’m grateful that my health is good for the most part.
Health insurance. I know not everyone reading this has health insurance. Those of you that do, be grateful your insurance helps to reduce your medical bills.
Meditation. There are many simple activities in life that can help improve our overall health. I’m grateful for meditation being one of those things that’s easy to do and helps us feel better.
Medicine. There have been many advancements in technology that have helped to heal many sicknesses that couldn’t be healed decades ago. Medicine is one of the top health things we can be grateful for in life, especially if you can afford it.
Doctors. In these times we’re living in, there are few people more deserving to be on this list than doctors. We can be grateful for all of them that dedicate their lives to making people feel well.
Exercise. It may not be the most fun thing to do for some of you, but be grateful if you’re physically able to exercise, and help keep yourself healthy.
Therapy. Mental health is just as important as physical health. We can be thankful that there are mental health professionals available to help us cope with the stress of the times.
Sickness. Yes, we can even be grateful for sickness. Going through it in a way makes us more appreciative when our health is good.
Fruits and vegetables. Some people are not in position to afford fruits, vegetables and other meals that keep us well. Be grateful you can enjoy the proper amount of fruits and vegetables you need in your life.
Having money. While we may not have much in our wallet or our bank account, we can always be grateful we have some money to buy some things. There are a lot of people that don’t have any at all.
Earning money. You’ve probably seen how many people have had their jobs lost recently. If you’re still able to earn money for yourself, that’s a lot to be grateful for.
Little (or no) debt. It’d of course be nice not to have debt at all, but some people have 100’s of 1000’s of dollars in debt. If you’re one of the few who has low debt, it’s worth being grateful for.
Paid bills. Sometimes people reach a point where they can’t pay their bills for the month and their whole world is about to fall apart. It’s a blessing you can count if you can still pay your bills.
Shelter. Homelessness is an unfortunate crisis around the world. Be grateful if you stay in a home protected from the elements and able to live comfortably.
Food. I don’t have to tell you about starving people in the world. It’s sad and hopefully we can continue to improve it. Being able to have food on your table everyday can be in the top 10 of your thankful list.
Clothing. It’s not just clothes we can be thankful for, but being able to have clean ones through the luxury of our washing machines and dryers.
Clean water. Hearing about the water crisis in Flint a few years ago reminded me how lucky we are the water we drink is clean.
Clean air. China is one of the most heavily polluted areas in the world, with many people that end up developing respiratory issues. If you live in an area where the air around you is clean, it’s another thing to be grateful for.
Trees. Studies have proven being in nature is good for our overall wellbeing. Be grateful if you have lots of trees around where you live.
Sunshine. In some places it rains most of the time. Even if you live in a place like that, you can be very grateful the few times the sun actually comes out.
Animals. I find the sounds of the birds chirping and the movements of the squirrels to be peaceful. If you have these or other kinds of animals in your area, perhaps you can watch them for a moment. You might be thankful to just be able to see and hear nature in action.
Personality. You are who you are. There may be things about yourself you don’t like, but there are also things that you can appreciate. Whether it’s your intelligence or your kindness, find those things about yourself that make you thankful.
Childhood. Obviously not all of us had the best childhoods. Myself personally, I’d say mine was pretty decent for the most part. However your childhood was, find one or two memories in that make you feel nostalgic and grateful.
Knowledge. We have more access to knowledge than ever before. We can be thankful to be able to learn things that improve our understanding of the world and make us better people.
Family. The people that are there for you and help you out in life, whether they’re related to you or not, that’s the family you can be grateful for.
Someone special. When you think about it, it’s an incredibly rare experience to have someone special in your life. If you have that now, that can be near the top of your list.
Future. You might be thinking, If the future is looking bleak, why be grateful for it? The reason we can be grateful for it is because there’s always a possibility it can get better. I’ve lived long enough to see it in my own life and other people’s lives.
Experiencing romantic love. Unfortunately, there are people who live long lives without having that experience of romantic love. We may not know how we got lucky to enjoy it, but we can be grateful we have.
Soft bed. After a long day of making through another day, be glad that you have a nice soft bed to lie in and get some good sleep.
Waking up. As we all know, some people don’t wake up to see another day. Be grateful that you did and those that you care about did as well.
Making it to the end of the day. One of the things I always reminded myself during difficult days was to just make it to the end of the day. I was and still am grateful whenever I can do that.
Productivity. We all can be lazy sometimes. It’s great when we have days where we get most if not all the things we wanted to accomplish done If you accomplished that, you can add it to your thankful list for today.
Growth and perspective. I learned a lot in my 40s, and I’m still learning a lot in this next stage of my life. No matter what age, we can be thankful for growth and perspective that helps us to be more calm about the world we live in.
Travels. Traveling has many benefits to our health. We can not only be grateful for what it does for us now, but the memories it gives us to enjoy looking back on.
Creativity. Whether you can sing, write, draw, or dance, our creative passions give us an escape in life we can be thankful for.
Kindness. It may seem like there are meaner people in this world today, but there are still people that are kind. Be grateful for the kindness you receive, and the acts of kindness that still happen every single day.
Open-mindedness. It can be a frustrating thing in society when people aren’t more open to different ideas and viewpoints. Be grateful when you come across people who are open-minded and willing to change their mind.
Exciting sports game. It can be exciting sports game or some other kind of live event. While there haven’t been many of them lately, we can look back at some of the ones we enjoyed most and be grateful to enjoy them all over again.
Inspiring speeches. I sometimes like looking back at old speeches in history. They can be uplifting in times of uncertainty. We can be grateful for all the people who had the courage and confidence to give inspiring speeches.
The moment work is finished. It’s always a great feeling when you finish your work for the day. Be grateful when you reach that point in your day.
A slice of pizza. Pizza is one of my favorite foods. Whatever yours is, it’s something you can be thankful for when you’re enjoying it.
A bowl of ice cream. While I’m more of a cookies and brownies person, I enjoy a bowl of ice cream every now and then. We can appreciate when we get to enjoy our favorite dessert.
Making someone laugh. When you make someone laugh, you make them feel good for a moment in their day. When we make people feel good, we make ourselves feel good too. Be glad when you can do that.
The quiet of the nighttime. Some neighborhoods aren’t as quiet as others, but when your neighborhood is quiet, stop for a moment and appreciate the peace of the silence.
Feeling relaxed. There are many moments in life where we feel stressed or anxious. That moment when you feel relaxed is one you should cherish and have gratitude for.
Faith. It’s an inspiring force in our lives, for those of us who are faith-minded. If you are, have gratitude for faith’s influence and inspiration in your life.
Spiritual community. Connecting with a group of people who believe the same things as you can be comforting and make you happy. Be thankful for when you enjoy these times with your faith group.
Spiritual growth. Living a life of faith is a journey. Be glad for how far you’ve grown in your spirituality.
Prayer. I personally find prayer to be comforting, even if I’m not always sure it makes a difference in my life.
It’s a nice feeling to believe you can ask for good things and good things may eventually happen. You can have gratitude for being able to pray.
Religious text. The words of a religious text can also be comforting. We can be thankful whenever we read something that comforts and inspires us in these difficult times.
Technology. We’re more able to connect with people and get information than ever before. If you have working internet and a device that easily accesses it for you, you can be very grateful for these things.
Heating and cooling. The weather can be very harsh in some places in the world. Some live without access to heating and cooling to make their home comfortable. If you have that access, add that to your list.
Your own room. Lots of people don’t have the luxury of sleeping and being in their own room. Be glad if you have an area where you can be alone and completely yourself.
Shower. That moment that warm water hits your skin, have gratitude for the comfort of a working shower.
Clean floors. You can clean your floors and be happy to be able to comfortably walk barefoot in your home.
Happy moments. Even if the happy moments are few and far between, have thankfulness for when they do come. Cherish the happy moments.
Sadness. A study on crying shows that it can make us feel good and reduce the pain we feel. Hopefully you won’t be sad for long, but you can appreciate your tears help improve your well-being.
Mistakes. No one wants to make mistakes in life, but they’re one of the few ways we learn lessons in life. Be glad that your mistakes help you to grow into the better person you’re becoming each day.
Accomplishments. There are things you’ve done in life that you’re proud of. You can have thankfulness for those moments you achieved something great.
Hobbies. Everybody has something in life they enjoy doing. You can do those activities you enjoy and be thankful you get to enjoy them.
Favorite movies and TV shows. I like looking back at old TV shows or movies I really liked all the time. I’m grateful for the good feelings they still give me when I watch them again.
Thunderstorm at night. Sometimes thunderstorms can help us peacefully fall asleep at night. If it helps you, add this to your list.
Peaceful neighborhood. Living in a peaceful neighborhood where you feel safe is definitely a top thing to express gratefulness for.
Social media. While social media rightly gets criticized for the harm it can cause to our mental health, we can be appreciative of the good it gives us in staying connected with people that aren’t near us.
Car. It’s an amazing feeling to be able to get on the road and go wherever you want. Be glad if you have the luxury of doing that.
Instrument. I haven’t played my guitar in a long time, but I’m thankful for still being able to do that. Perhaps you can grab that instrument you haven’t touched in a while and have gratitude for still being able to play it.
Books. While I’m not much of a book reader, I know many people are. Be happy for the books that you can enjoy reading right now.
Shoes. We can be thankful to have shoes that protect our feet from the dirt, grass, and rocks when we walk outside.
Pest-free home. Believe it or not, some people live in apartments with rats, roaches, and large spiders. If you don’t, that can be added to your list.
Things that are still the same. We so often get frustrated with everything that goes wrong, we forget how much continues to go right for us every single day.The bus still shows up to take us to work, our phones and computers still work, etc. Think of the good things that keep working the same every day and add them to your daily thankful list.
Things that change. Even when things change in life, we can be glad for that too. Changes can bring about new experiences and new opportunities that can potentially make our lives better.
Heartbreak. While heartbreak is never really pleasant, we can appreciate it’s making us stronger than we were before.
Chairs. We really don’t think about how much of an inconvenience it can be to not have chairs in our home. We can be glad that we don’t have to sit on the floors.
Tables. Similarly, with chairs, not having tables can be an inconvenience as well. Be thankful you have something to set things on when you need to.
Plates. We can be thankful we don’t have to hold all of our food in our hands.
Utensils. We can be thankful we don’t have to eat all of our food with our hands.
Naps. Appreciate the naps that you get to enjoy in the middle of the day.
Sleeping in. There are many people that have to wake up early for their specific jobs. I’m grateful that I don’t for mine, and you can be as well if that’s true for you.
Deep conversation. One of the things I enjoy most about talking to someone is having a deep conversation. Those long thought-provoking dialogues are something we can continually be glad for in 2020.
You had breakfast, lunch and dinner. Unfortunately, some people can only have one meal a day. We can all be glad if we’re lucky enough to get to enjoy three or more a day.
Making progress. Even if the progress you’re making is small, you can appreciate it getting you closer to where you want to be in life.
Indoor plumbing. In some places, people have to go outside to use the bathroom. Being able to use the bathroom in the comfort of our home is another luxury we can be appreciative of.
The past. We can be glad for our past helping us to become the best of ourselves that we are today.
Weekends. After a long week, if you don’t have to work on the weekends, you can be thankful for the rest you get to have.
Mondays. A lot of people tend to not like the start of the work week. Nonetheless, Mondays are something we can be thankful for because it’s another chance to put in work for the future we want someday.
Alarms. I used to be able to wake up early easily. I’m grateful that we have alarms that help us wake up at the time we need to.
Freedom. Last but not least, we can be glad to have freedom. While some of us might have it more than others, just to be able to make some of your own choices is something that should give us gratitude.

What should I put on my list? You should put whatever makes you feel genuinely thankful. We all have unique things that we can express appreciation for that are specific to our life. Think about what those things are for you and put that on your list.

What are examples of gratitude? Examples of gratitude include being grateful for your family, your friends, your possessions, and the life that you have. You can look around you to point out the people and things you have in your life to be glad for.

What are 3 things you are thankful for? Now that you’ve seen this list of things you can express thankfulness for, think of three things you’re happy to have right now. As I write this, I’m happy to have my bed, my laptop, and being able to write these articles.

How do you express sincere gratitude? If you want to express sincere gratitude to someone, tell them exactly how you feel about what they’ve done for you in life. It’s as simple as that.

Why you should be glad for your life? Gratitude helps to make us feel good. Countless studies have shown that. Being grateful for your life can help keep your mood boosted. You don’t have to be happy about everything in your life, but you can always find one thing to be glad for.

Strength and courage,
Wade

Sharing A Covid Miracle For Small Business

Wade Webb on January 13, 2021

For so many years now I have shared what I feel is such an untapped market for real estate agents, the small business owners and service providers in our communities. Almost every agent focuses the majority of their time on P2P ( person to person ) marketing and never seem to tap into the B2B ( business to business ) marketing and build relationships and become their communities real estate professional of choice. Since the pandemic hit the world the need for supporting and serving the small business owner and service provider has gone to a new level. Think about it real estate agents are independent business owners and could do what we can to help them survive and develop relationships that may lead to business in the future and gain new relationship share and save the business community in our trading areas. I am not saying it is about personal gain, I am talking about stepping up and helping fellow business owners in need and let the universal principle of reciprocity take care of the rest. For more than a year now I have been watching social media celebrity and founder of Barstool Sports, Dave Portnoy. This wild and crazy, outspoken guy does the most hilarious pizza review, sports talk show and political rants that you will ever listen too. I am not sharing this with you to get agents to start watching Dave and his offside content but to share a story that just hit home with me over the holidays and feel it needs to be told.

Dave Portnoy managed to build an empire worth 120 million over the last few years with his social media influences and has been calling out the government and their lack of ability to support the business community all over the N. America. On December 20, 2020 one of Portnoy’s good friends calls him out and says to him “Why doesn’t he put his money where his mouth is?” In true Portnoy competitive fashion he does exactly that and creates a legitimate charitable fund called Barstool Sports Fund with $500,000 of his own money. The fund will assist business owners across the nation. All the business owner needs to do is prove their were a viable business prior to Covid, must still be paying all their employees and why they need the money for assistance and email, video or send a letter to Portnoy to be considered for the assistance. Now the best part of the story is in only three weeks this fund has grown to more than 20 million dollars and climbing from more than 140,000 donors and has already provided more than a 100 businesses with the funds they need to make it in 2021!! Watching the Barstool Sports Facebook page video posts, being updated every day by the way, when Portnoy facetimes the business owners and lets them know they will be receiving the funding is something so inspiring it can’t help but warm your heart and restore your faith in humanity.

I don’t share this story to ask you to dig into your own pockets and start a fund like Portnoy has. I wanted to give you all hope and encouragement to start 2021 and hope that you will find some way to make a difference in your business communities and grow your relationship share in your business in an untouched market for real estate agents and give yourself the greatest gift of making a difference in others lives when they are in the greatest need of their lives.

Strength and courage,
Wade

What’s Your Money Mindset?

Wade Webb on November 11, 2020

“Identity is this incredible invisible force that controls your whole life. It’s invisible, like gravity is invisible, but it controls your whole life.” —Tony Robbins

One of the most powerful forces over us is our identity. Identify as someone who is fit and healthy? You’ll prove it by working out daily. Believe that you’re great at math? Then you ace those tests. And when you identify as someone who is “just not good with money,” you will prove that to yourself over and again by quitting a good job, spending recklessly or losing your wallet every few months. Humans are incapable of acting out of line with our identity and our subconscious works tirelessly to make us consistent—for better or worse. If you want to get rich, then, the solution is to change your identity. And THAT starts with changing your thinking.

Here are some questions you can ask that will do the trick.

1. What negative beliefs do you have about money? Dig deep for your own greatest hits. What do you believe about money that’s preventing you from having it? Do you have a rich uncle with horrifying political views and think all wealthy people must be like that? Money is only a tool, and wealth is not correlated to a person’s character or political views. How can you discover your beliefs about money? Pay close attention to the language you use. “I can’t afford it” is a mantra that shuts off your brain. Yes, you can afford it in some future state—you just need to get creative. A healthier replacement belief might be, “How can I afford it?”

2. Why do you deserve money? The most common block about making money is the feeling that we don’t deserve it. We tell ourselves in myriad ways that we’re not smart, kind, attractive, capable, experienced or fill-in-the-blank enough. Challenge that thinking. Make a list right now (yes, right now!) of all the reasons you deserve money. You might write down, like I did, that I deserve money because I’m a kind, ethical man with an abundance of integrity and that the money will be put to use for humanity’s good. Maybe you deserve it because you work especially hard, or take care of a sick loved one, are incredibly intelligent and capable, because you’ve paid your dues—or, because everyone deserves wealth and abundance, including you.

3. Who could I become with money? I’ve had the pleasure of experiencing that formative life lesson that is being broke. I’m grateful for the lessons it taught me, but I’d never want to go back there. As a broke person I was always stressed, which erased my sense of humor. I stopped seeing friends. I stopped buying new clothes and having a beer on a patio in the summer, which made me happy. I lost my self-confidence and self-esteem, and because of that, couldn’t possibly do great work. Learning how to create and grow wealth changed all of that and helped me become a more vibrant, generous, less uptight person—my real self. I like myself much more as a prosperous person. Who would you become without the guillotine of poverty hanging over your head?

4. Who could I help with money? A sole focus on yourself is a good recipe for ending up alone and miserable. The secret to a happy life is to constantly be contributing. We all want to be useful and that happens because of what we give, not what we get. If you had all the money you want now, who could you help? Could you pay off your parents’ mortgage? Send your daughter to the best school in the world? Be less stressed and a better partner at home? Give to charity? Find a reason outside of yourself for creating wealth, and the dollars will flow.

5. What has money already given you? There’s a psychological effect called “disqualifying the positive,” and it happens when we ignore good experiences and focus only on the bad. People do this often with money: We forget how much that money already does and has done for us and see only what’s lacking. We can combat this by literally counting our blessings. On a piece of paper, write down the amazing things you have or had in your life because of money—your home, car, education, lifesaving surgery or medication, vacations, toys, food, or gym membership. Thanks, money! When we remind ourselves of what money is capable of giving us, we appreciate it. And when money feels appreciated? Well it comes to visit more often. There Is Plenty to Go Around “The truth is that there’s more than enough good to go around.” —Michael Beckwith

There’s one specific money belief that’s probably more important than all the others, and it’s the complete opposite of what most people believe: There is plenty of wealth to go around. No, we’re not talking about printing money, we’re still on the subject of beliefs. If you think that wealth creation is a zero-sum game, i.e. that someone has to lose for you to gain, then you will always struggle with money. That’s the scarcity mindset. The truth is, wealth can be created out of nothing—just put an industrious pioneer in the middle of a forest and you’ll see. The economy grows not because of clever tricks by central banks, but because real people are creating real value for other people through a product or service. The pie is constantly growing, and when one person gets a slice, they don’t deprive someone else of theirs. Adopt this belief with full faith, and you’ll stop competing for wealth and start creating it.

Strength and courage,
Wade

REALTOR© Business Planning For 2021

Wade Webb on November 4, 2020

A mentor of mine said to me “agents aim for nothing and hit it with amazing success!” 2020 is wrapping up and what did you aim for? What did you hit? It is the perfect time of year to aim for something in 2021 and hit it with amazing success! So when 2020 begins to wind down you should not wait until the very end to start planning for 2021. This means having a crystal clear understanding of the successes and challenges of your current year, how it impacts your upcoming year, and developing a vision of what you want to accomplish, and how. Many agents aim for nothing every year and most hit it with amazing accuracy!!

I believe you should always start working on your next year strategy months in advance of the new year. This awards you enough time to make an impact on your final quarter, and lay the groundwork for making sure your next fiscal year starts off on a solid footing. For agents who want to achieve greatness, push the envelope, and grow their business through market share, market penetration, paying down debt, increasing sales, profits and cash flow, I urge you to get going now! The way I see things is, if your business isn’t growing, pushing the envelope, thriving, and maximizing profit, then all you’re really doing is suffering a slow death.

Believe me, your competition is fighting the fight every day, and they didn’t wake up in the morning and say “Gosh, golly, I hope I stay even in 2021.” They want to eat your lunch, take your business, absorb your market share and steal your customers away.

Some people might ask me if they should start planning by looking at their competition, and I say NO. Why focus on the competition, instead of focusing on yourself? When it comes to my business, I don’t care what others do. I care about what I do. Recognize your competition for what and who they are, and then put your best foot forward by pushing the envelope in your business. You should approach the new year as if you are going to battle, and for that you should develop a strategic plan.

Business Plan – a written document that describes in detail how a business, usually a new one, is going to achieve its goals. A business plan lays out a written plan from a marketing, financial and operational viewpoint.

FACT:

LESS THAN 3% OF REAL ESTATE AGENTS HAVE A BUSINESS PLAN

FACT:

ESTIMATED 3% OF REAL ESTATE AGENTS IN NORTH AMERICA DO 97% OF THE BUSINESS

“If you fail to plan, you plan to fail.” Writing a business plan may seem a daunting task as there are so many moving parts and concepts to address. Take it one step at a time and be sure to schedule regular review (quarterly, semi-annually, or annually) of your plan to be sure you are on track to meet your goals. It is that time of year again when we begin to build our plan for 2020 so let’s look at the key areas of the agent’s solid business plan.

Business Plan for the Successful REALTOR©

Step 1) “Success and history always leaves us clues.”

I began by looking back to identify the clues that have been left for us and the business. I would look at the real estate market first and search for the following clues.

What have the number of sales been doing the last year? 2-5 years? Up? Down?

What have the number of listings been doing the last year? 2-5 years? Up? Down?

What have the average and median prices been doing?

What price ranges are experiencing more activity? Less activity?

What neighborhoods or areas are experiencing more activity? Less Activity?

What property types are selling more? Less?

What buyer types are buying more?

Where are the buyers coming from? Local? Next state or province? Over Seas?

Imagine the targeted and strategic plan you would be able to build for you and your real estate business with this kind of information? Now you are not just winging it. You really know where and what to focus on.

Step 2) Looking At The Present State of Your Own Real Estate Business

What have my sales been doing? Up? Down?

What have my listings been doing? Up? Down?

What is my average price? Can I raise my average selling price?

What is my Gross Commission Income doing?

What is my average deal worth?

Where are my listings and sales coming from? Sources of business?

What types of buyers do I represent?

Where are the buyers coming from? Local? Out of area?

What are my pending sales?

What do I have for potential buyers and sellers?

What is working? What is not working?

What do I need to start doing again? Stop doing?

What if you took the time to really track and measure and reflect on your business at a deeper level and see your strengths, weaknesses and opportunities of yourself and your own business?

Step 3) Activity Plans – Take the time to lay out your activity plan calendar a year in advance.

Focus on the activities you know you are good at and you see a return on your invested time and money. I am guessing for most agents it would be your sphere of influence, referrals and face to face or voice to voice activities. Set up a schedule for a month or two in advance of your activities for generating business. What is the activity? When? How? To Whom? Track and measure each of these scheduled activities to help identify the best of the best.

Step 4) Budgeting – Profit is the goal in business.

Knowing what your personal life and your business world cost you monthly is so important. Expense management is just as important as your income and earnings. Have a clear picture of your expenses and measure all of them for their return on investment or if they can be reduced in any way. I understand this my be terrifying for most of us to see what we are spending personally and professionally but it is the foundation of your business plan to know what your personal and professional lives cost and then be able to set a financial target that is enough to cover them both and leave you some profit! So many of us stay away from this and run in a deficit and that is not good practice for any of us.

Step 5) Goals – If your “Why” is big enough the “how” will take care of itself.

What is your purpose? Vision? Values? Mission Statement? Taking the time to know what it is you want and why you want it is a game changer for us all. Nothing gives me more joy than impacting and improving people’s lives personally and professionally every day. I have realized that the driving compelling force in my life is serving others and having the means to create memorable experiences with the people I care about most and nothing else has given me more joy than these amazing WHY’s in my own life.

In my own real estate business, taking the time over the last 25 years to create a business plan has been so incredibly beneficial for me and I know it will for you as well. In today’s post I have given you a brief business plan overview. To help you get going with your own plan I put together a Step-by-Step Real Estate Business Plan Workbook you can download for free by signing up using the form below.

Strength and courage,
Wade

Finding The Motivation To Finish 2020 and Start 2021 Strong

Wade Webb on October 14, 2020

2020, for many of us, has been a tough year in the real estate business, including myself. Many of you might not have heard a starting gun, but make no mistake about it… The race has begun. You’re in an all-out sprint to end the year. That’s how I’d encourage you to look at the time remaining in 2020. Whether you’re still making up for lost time or you’re striving to establish new personal bests, now is not the time to take your foot off the pedal.

It’s time to go hard.

Let me share some tips to keep you motivated… A new quarter is always a good opportunity to revisit your goals and establish some new commitments and promises to yourself. Maybe it’s one discipline you need to practice every day from now until 2021… Maybe it’s closing strong on the behaviors necessary to reach your 2020 goal… Whatever the case, it’s time to make some commitments and promises to yourself:

How many appointments will you book?

How many listings will you take?

How many closings?

How much revenue?

What about savings goals and money set aside for taxes?

It doesn’t have to be all about the bottom line, either.

So answer these questions:

What books do you need to read? Here are my recent recommendations.

What topics do you need to learn about?

What events will you attend?

What people do you need to know or follow?

Make Your Promises Public and hold yourself accountable to your promises to yourself. Once you’ve answered these questions, do not stick them away in a drawer. Do the opposite… Make it public information. Get them “up and visual” in front of you and your tribe. Track your numbers and measure your progress every day. The more emphasis you put on the numbers, the more you’ll follow through on the actions to achieve them. Remember, how you finish 2020 will also determine how you start 2021. Come January 1, will you be starting from a standstill, or will you be flying into the new year full of momentum? The harder you run in this sprint to the finish line, the better position you’re going to be in once 2021 arrives.

Which begs a few more questions you need to answer now:

When will you create your 2021 business plan? Reserve time on your calendar today!

Where do you need to expand your business to achieve your 2021 goals?

What resources do you need to achieve your 2021 goals? Is it time to start growing your team?

Take a Look at the Bigger Picture. Right now is also a good time to look beyond your business and check in on the equities of your life:

Health

Relationships

Spiritual

Wealth

Contribution

Friendships

Wisdom & Learning

Check out this video for more on that.

You might want to make a chart or simply ask yourself if you’re trending in the right or wrong direction in these categories. What do you need to work on to achieve better balance? You’ve Come A Long Way. Don’t Stop Now.

In closing, let me remind you how far you’ve come so far in 2020. Everything that’s been thrown at you, and you’re still standing. The strength is within you to persevere. I hope the questions I posed above provide the motivation to keep pursuing your goals throughout 2020. Don’t take your eyes off the prize. Keep going and make it happen!

Strength and courage,
Wade

Why Real Estate Agents Fail In This Business…

Wade Webb on October 7, 2020

Why do nearly nine out of every 10 agents fail and quit the real estate business? I’ve worked with and studied real estate professionals for 3 decades, and this week I am sharing some of the biggest reasons why agents fail. Avoiding these pitfalls will help you join that elusive “Club 13” — the 13 percent of agents who actually survive and truly succeed in this business.

Being Interested vs. Committed. Just being interested in your real estate career isn’t enough. Liking houses and liking people isn’t enough. When you’re interested, you do things when they’re convenient. Success in real estate is all about being fully committed, which means doing whatever it takes as long as it takes to achieve your goals. Are you all in? If you’re not fully committed, it’s time to reassess your career choice. It is too easy to get in and even easier to get out.
Being Strategic. Can you explain your market trends easily? Do you truly know your market? What’s selling? What’s not? To survive in real estate, you need to look at your marketplace from a strategic standpoint. You must look at the hot sheets every day, the stats every month and know what is trending every quarter. You have to own that knowledge and become the knowledge broker in your market. It’s not enough to simply like houses and enjoy working with people. Take a step back, analyze your market and make sure you know it, and you know your place in it. Now the numbers, trends and truth about your local market and share it!
Fear of Making Mistakes & Desire to Look Good. There’s a lot of vanity in real estate, which can lead to people shying away from anything that might paint them in unflattering light. But you can’t be afraid to make mistakes. Mistakes are how wisdom is gained. Mistakes are how we learn and grow. Accept it’s okay to make mistakes or not know the answers to everything. Try new things, see what works, learn from what doesn’t, and always keep moving forward. The more mistakes you make, the more you’ll bridge the gap between knowing and not knowing.
No (or Wrong) Role Model. Having someone to look up to, to aspire to, to model your behaviors on is a hugely critical step to help you reach that “next level” in real estate. Far too many agents have no role model for their business. Or they have the wrong one. To accelerate your ascent in this business, find someone who is successful in both life and business and model your behaviors on theirs. We all smell like those we rub up against.
Your Gas Station is Only Open One Day a Week for an Hour. Once a week you try something once and can’t figure out why nothing is working. As a real estate agent, your No. 1 priority is attracting customers. It’s not a part-time pursuit. Don’t get me wrong it is not 7 days a week 24 hours a day. Far too many agents do just a little bit of marketing once a week and hope for the best. Lead generation and lead conversion need to be your primary focus. If there was a way to teach every new agent this philosophy and force them to live up to it, that 87% failure rate would decrease dramatically. Focus on the “Core 4″… Database. Open Houses. Geographic Farming. Online Presence.
Job vs. Business Owner. Monday-Friday, 9:00-6:00 Mentality. Being a real estate agent isn’t a job. It’s a business. It’s YOUR business. You need to become and act like a business owner. You’ll get out of it what you put into it. Especially if you’re new, you absolutely must put in the time and effort. All the money is made before 9:00am and after 6:00pm. If that doesn’t work for you, you might be in the wrong business.
No Sales Swagger. Long ago NAR released a report that said the vast majority of new agents come into real estate with no sales experience, no marketing experience and no negotiation experience. What are the essential skills of succeeding in real estate? Sales. Marketing. Negotiations. Hmmm. If you haven’t mastered these three skills, you need to be working on them constantly. Put yourself in situations where you learn the objections, get hung up on and gain that experience. Putting yourself in those situations repeatedly will break down those fears of calling FSBOs, expired and the like. I often encourage brand new agents to work with FSBOs and expired to break them in with “the most challenging” clients. When you know what to say, everything becomes easier.
It’s Math. No Goals Broken Into Numbers That Get Measured. When you know your numbers, you put yourself in control. On average, how many leads does it take you to convert one sale? 30? Great! 162? Great! “I dunno.” Not great! As long as you know your numbers, you know what you have to do. If you don’t know your numbers, you’re just hoping for that winning lottery ticket. Knowing your numbers makes your business predictable. Being predictable leads to success. Know your numbers!
No Schedule, Weak Habits and Routines. If you’ve followed me for a long time, you’ve heard me say it a million times: “Show me your routines and I can predict your future.” If your schedule isn’t aligned with your goals, instead of achieving your goals, you’ll end up wherever your schedule takes you. The key is figuring out the specific activities that will lead to the achievement of your goals. Then you schedule those activities. The role of discipline in your success cannot be underestimated. Schedule everything and find a way to hold yourself accountable.
Lack of Financial Management. Lots of people get into real estate thinking it’s a low overhead business with an opportunity to make big, giant paychecks. Those days are long gone. This business is so competitive, you need a funding plan not only to survive, but to invest in your business and build it in an efficient way. Make sure you’re managing your money smartly in order to avoid that 87% failure rate. Profit is not a bad word.

Now that you have a better idea of the causes for failure the next decision is what are you going to do with this information? What action are you going to take? Feel free to comment below what you plan on doing next to ensure you’re a member of the 13% Club!

Strength and courage,
Wade

FEAR – False, Evidence, Appearing, Real.

Wade Webb on September 30, 2020

There was a time in most of our lives when we had no fear. That feeling when we jumped from the jungle gym and slammed our little bodies to the ground. Perhaps it was when we went on our first roller coaster, or when we were in high school or college and felt there was nothing we couldn’t do. No goal was unattainable. We were an unstoppable force that would think of something and then make it happen. Then, as time goes by, the world tells us more frequently we can’t do what we want. The doubters laugh at our goals and try to persuade us from going after our dreams. They say, “You’re crazy. It’s too hard. Why don’t you do this instead? You should play it safe.” They act as if dreams were meant for others but not people like us. They surround us with negative energy and try to instill their own fears and insecurities in us. We not only begin to know the word “fear”, we start to understand what it’s like to be fearful. With so many people telling us we can’t do something and so few telling us we can, it’s hard not to let fear into our lives. Unfortunately, this is how many of us go through life, myself included at times. As a REALTOR© what fears are holding you back?

Whether you are 20 or 50, many of us become so scared of losing what we have we don’t go after what we truly want. We play it safe and hold on so tight to the status quo that we never experience what could be. We believe the doubters and don’t take chances that will move us one step towards our dreams. I call this “playing to lose”. We see this in sports all the time when a team has the lead. They start to think about how not to lose instead of how to win. They hold on so tight to their lead that they start playing safe and scared. You can see it in their energy and body language. As a result, the other team takes chances, plays with no fear, and eventually gains the momentum and wins. To live a life filled with positive energy we must learn to repel the energy of fear. Whether it comes from within or from another person, we must overcome fear and adopt a “Play to Win” mindset. Playing to win requires a commitment to yourself that even if you fail, you will never give up and never let your goals and dreams die.

Those who play to win know success is not given to us. It is pursued with all the energy and sweat we can muster. Obstacles and struggles are part of life and only serve to make us appreciate our success.

If everything came easy we wouldn’t know what it felt like to truly succeed. Obstacles are meant to be overcome. Fear is meant to be conquered. Success is meant to be achieved. They are all part of the game of life and the people who succeed play to win and never give up until the game is over.

Strength and courage,
Wade

Secrets To The Ultimate Real Estate Customer Experience

Wade Webb on September 23, 2020

Every business, whether it’s large or small, wants to be known for the stellar real estate experience they provide, but it’s not as simple as just providing a great product or service. Giving people the ultimate experience requires you to look at the entire customer journey as part of your product or service, and meld them together in somewhat of a symphony. For REALTORS®, conducting this orchestra is actually a lot easier than it sounds when you consider what it’s like from a buyer or seller’s point of view. Most people will only go through the real estate transaction process a few times in their life, and as someone who has been through it countless times, you’ll probably see the ideal transaction experience quite differently than almost all of your clients will. Setting expectations early on with clients is absolutely critical to providing excellent service, but today let’s focus on 3 incredibly simple things you can do to create the ultimate experience for your clients, above and beyond the high level of service you already provide.

#1 SEEK – Where nearly every service experience falls apart is the lack of continuity between what a client needs and wants, and what can actually be done in reality. We’ve covered how to set expectations with clients in depth before, but the most important thing you can do for yourself and your clients, is to make sure you understand the specific differences between their wants and their needs. A need is a non-negotiable point, and if you don’t satisfy it, nothing you do will meet the client’s service expectations. A want however, is a much more flexible point where compromises can be made without impacting the perception of service. Basically, you need to make sure you are asking lots of questions, actively listening to their answers, and clarifying when you’re not sure if something is a want or a need. Don’t be afraid to ask “is this something you need – and why?” Getting the client to discuss their preferences out loud will prompt them to really think it through and flush out their ideas. Just do yourself (and everyone) a favor and never make any assumptions, you cannot possibly anticipate where someone will be willing to make compromises.

#2 ADVISE – Now you don’t want to sound like a know-it-all, but as we’ve established, you’ve been through the process of buying and selling a home a few times. As the trusted professional, your clients will expect you to educate them on the known pitfalls in a transaction, but you can also use your experience and opinions to guide them towards the best decisions, and make suggestions where you think compromises might be necessary. Obviously, you’ll always want to take their needs into consideration first, but good advice really goes a long way with a purchase of this magnitude, potentially saving time, money, easing stress and making all their decision points more fluid.

#3 CHECK IN – You might spend a week working with a buyer or seller, or you could spend months. In either case, lots of things can happen that affect the client’s experience in the time it takes to see a transaction through to the end. A good rule of thumb is to check in before, during and after the transaction takes place, making sure people are satisfied at each point. Now here’s the tough part, you have to actually ask your clients directly if they are satisfied with the way things are going, and be open to the fact that you might be out of line with their expectations… but also willing to fix the situation. The good news is that by collecting this information, you now have the opportunity to remedy any service deficiency before it impacts the likelihood of that client doing business with you in the future, or of them sending you referrals. If you can’t remedy the deficiency, or your clients expectations don’t match up with the services you provide, do the next best thing for your business by referring them to someone more fitting for them. You can’t save them all, but by acting in a professional manner and providing them resources, you will still be able to maintain a positive experience.

It’s All in the Details. Overall there’s one thing to consider in all this, and it’s that small inconsistencies can add up to large deficiencies very quickly, so the details really do matter. When you SEEK, ADVISE and CHECK IN along the way, you gather the information you need to really understand what each individual client needs, ensuring every single person has the ultimate experience working with you.

Strength and courage,
Wade