3 Lists All Real Estate Agents Must Have In 2023

Wade Webb on February 8, 2023

3 lists real estate agents must have 2023What are the 3 lists all real estate agents must have in 2023?

How many times have you heard about the importance of referrals and taking care of your past/existing clients? More times than you care right? So are you doing “enough” about it? Check out these referral stats and tell me if you don’t all of a sudden feel motivated to step it up a notch.

4 Significant Stats on the Power of Referrals

It takes 4 to 10 times more money to get a new client than to keep them.
Doing business by word of mouth and referrals is proven much more profitable.
N.A.R. (National Association of Realtors) reports that 67% of business comes from Referrals.
Top 50 real estate agents in North America report 80-90% of their business comes from personal referrals.

Were you aware all top producing real estate agents maintain 3 separate databases or lists of clients? How many are you maintaining? Let’s have a look at the key lists that all agents need to maintain.

List 1 – Current and past clients. – This list is created from your email addresses, social media sites, cell phone contacts, listing files, sales files, prospect files, friends and family address book.

List 2 – Agent Co-Op – You will create this list from the Top 5 cities buyers come from and the Top 5 cities sellers move to. Locate and contact any cooperating agents situated in the cities that buyers and sellers regularly come from or go to. Create that agent-to-agent referral relationship.

List 3 – Demographic – For this one create a farm, niche, targeted client list by demographic, neighborhood, property type, income levels, or any other specific census data category. One of my mentors Bill Barrett said to contact each of these databases using the “12 – 2 – 1” system. It is as simple as……12 mailings a year …2 phone calls a year …1 face to face time a year. Bill also recommends the following information for each of these databases.

Form 1 – VIP Client Form – Name, email, phone number, cell number, address, work number, hobbies, birthday (month and day), Anniversary (wedding, home purchase), Children (name, age, birthday), Pets.

Form 2 – Could we quote you? Form – Asking for a testimonial of your experience doing business with you.

Form 3 – Would you help me form? – Of all the people you know, who would you think would be moving next? May I call them?

So what do you send to these databases?

Annual success letter – January… Paragraph one about the market activity. Paragraph two about your business and paragraph three just saying thank you for their continued support.
Annual home value reports – send them the listings, sales, expired inventory from the last year, without a suggested value in hopes to generate appointments with clients.
Post cards – Small, Medium, Large that are laminated or glossy, good quality with listings and sales. Full Color. Use multiple property photos, prices, testimonial, % of asking price, days on market as well.
Market reports.
Items of value such as tips, facts, and helpful information they might find interesting and valuable. Doesn’t even need to be about real estate.

How do you manage and systemize all these referral systems coach? By using a CRM or Client Retention Marketing system. Some of the top rated systems today…

Top Producer

Property Base

Referral Maker

IXact

Contactually

Follow Up Boss

Excel

Coach! What is the best CRM system I always say… is the one that you use my friend. Don’t over think and over analyze. Top producing real estate agents in North America are sending a minimum of 5 thank you notes a day…. 5,000 mailing pieces a month and make 100 calls a day. Love to hear what are you doing?

Strength and courage,
Wade

The Sales Skills All Real Estate Agents Must Have

Wade Webb on August 8, 2018

skills real estate agents must haveIn selling it doesn’t matter the product or service, there are certain skills and processes you must have to be effective in selling anything. Don’t think for a minute the top real estate agents in this industry don’t master their sales skills and sales processes daily. They take the time to sharpen the sword and understand the impact this time spent has on their real estate business success. Let’s have a look at the most important sales skills an agent needs today!

Sales Skills All Real Estate Agents Must Have

1. Managing your own time – Most agent’s time is dictated and controlled by their buyers and sellers. Very few Realtors© exercise control of their own time. When the client says jump the agent normally responds with “how high”? Most agents put in a hard and long day and find at the end of the end they really didn’t get the results they were looking for. Working smarter and managing the highest and best use of your own time is a critical sales skill in real estate.

2. Engage in conversations with people – Every day you need to be able to engage in conversations with either people you know or don’t know about possibly buying or selling real estate. These conversations with people are the root of our database and key to our real estate success. Every day these conversations lead to you adding someone new to your database that don’t have an agent of choice. These people may buy or sell but just as important is them knowing someone else who might be and referring them to buy or sell with you. Get out there and have conversations every day in real estate.

3. Strong lead follow up – When someone gives you their name, phone number, email it is a customer trying to give you an opportunity to list something or help someone buy something. They are literally handing you the opportunity to earn their business and if served effectively you earn the commission. It amazes me the mindset of agents not wanting to “bug people” or the number of clients that said they never heard back from any agents. The discipline and skill of having strong lead follow up in real estate is another area where many agents can improve greatly.

4. Qualifying the buyer or seller – The ability to identify the “looker” from the buyer and the seller from the dreamer is another incredibly important sales skill for any real estate agent. My mentor taught me “Wade, learn how to lose them Tuesday before they use you and drop you on Saturday.” The power qualifying questions are as simple as “WHY?” “WHEN?” and “HOW? Cash or credit?” The answers to these simple but powerful questions are the secret to qualifying success.

5. Presentations – This is show business and your ability to wow and awe someone to buy or sell with you is key to your success. Having the ability to present to your audience and make them laugh, cry and feel is an incredibly powerful sales skill and something I just loved to master myself. Sales is storytelling and people love stories. Are you an engaging powerful storyteller or are you just someone that just talks, talks and tells? Master your presentation and storytelling skills and watch what happens for you and your business.

6. Handling objections, stalls and conditions – Knowing what to say and how to respond to basically twelve of the most common public responses is another powerful sales skill in real estate. Anticipating what they will say and respond to you and being able to respond with something that changes how they feel about how they think is such an important skill and process. Here are the terrible twelve most used objections agents will hear from clients. 1. We are going to wait 2. We aren’t sure 3. Will you cut your commission? 4. We don’t want a for sale sign 5. We are going to list with…. 6. We are going to try selling ourselves 7. We want, need or have to have $ _______ 8. We don’t want to put more money into 9. How much real estate do you sell? 10. How long have you been an agent? 11. Why didn’t you show our home when it was listed before? 12. You’re a new agent.

I encourage you to take the time to really work on these specific sales skills and processes. Putting in the time to polish these skills will help take your business to a whole other level, I promise. Where are your skills and processes lacking from the above list? Take action and finish 2018 strong and have skills and not rely on chance or luck and be market and economy proof as an agent!

Strength and courage,
Wade