Top Real Estate Agents Archives - Page 3 of 3 - Wade Webb Real Estate Coaching

The Top 12 Offers That Generate More Real Estate Leads

kelowna on November 23, 2016

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

12 Different Types of Offers to Generate Real Estate Leads:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Strength and courage,
Wade

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It’s Your Time

kelowna on August 31, 2016

I had the privilege of attending a mentor and friend Tom Ferry at his summit the past week and something just resonated from his event I just had to share. For more than two decades I have seen so much disbelief with agents about this industry. So many REALTORS are thinking and saying to themselves there has got to be some easier way to be more successful in the real estate business, but the reality is, if there was an easier way then myself or someone else would be selling it.

To put it bluntly, all this disbelief just creates a story in your head and all these stories end up creating fear and justify why you don’t as an agent exercise your greatness and get into your own greatness. So the question you need to ask ourselves is “can I commit to being the greatness I was created to be” and then commit to being all in with everything in your business and life?

Can I commit with no apology or not care about what other people think of me because what other people think of me does not pay my bills but what does pay my bills is me going out against me and being as ambitious as I can and exercising every day to getting into my greatness and swinging for the fences.

How many areas of your life are you stuck? How many big decisions are you sitting on that are causing you loss of quality time, greater income or freedom to be who you truly are, or go out and do the things you want to do? We get stuck in indecision and in that moment we are all trapped in fear. Being stuck in your head and when you are in your head you are dead and there is no power!

Try to remember a time in your career where you saw the fear but you acted anyway? We have all been there before when we said “I am going for it anyway” and acted. One of two things happen when we step out despite our fears…

We succeed. Remember these times often and spend some time reliving them and allowing yourself to enjoy the feelings of excitement, pride and accomplishment for your courage and power to take action. Recollecting these moments remind you that you have what it takes to once again step out through your fears in the here and now.
We don’t succeed or we get shut down or rejected. In these moments it’s important to see although our plan maybe didn’t carry out as hoped we still succeeded in overcoming our fear and stepping into our power which is a huge success regardless how the plan turned out. Keep telling yourself unconsciously “I did it” and put yourself out there, took a little risk and that compound effect of putting yourself out there over and over again will bring you to the place where you wake up one day and you’re fearless!

The decision starts now. In the moment you decide to be fearless is when everything really starts and you begin working that muscle by making small (yet powerful) adjustments to your life and to your business. That muscle begins to get stronger and you become more confident to the point where you say to yourself “wait a minute… had I known this I would have made this decision a long time ago.”

This is your life, this is your time, you need to decide if you are going to choose to continue living in fear and in your head or are am you going to step up and be fearless and make that life altering choice? The decision is yours!

Strength and courage,
Wade

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Do More Of What The Top Real Estate Agents Do. Part 3

kelowna on October 8, 2014

How Do You Stack Up Against the Top Real Estate Agents?

About a month ago I did a 2 part post dissecting what the top real estate agents do to be named in the top 5% of all REALTORS.

Continuing in my series on the rich agent vs. the poor agent I have prepared a really good survey and set of statistics to enlighten you even more as to what exactly the top agents are doing to have achieved this level of success.

Many of my real estate coaching clients know “what” they want from their real estate business but most don’t know the specifics of what they need to attain in order to reach those goals. The data in this post will be a great measuring post for you to determine what areas you need to work on to reach your own goals.

So if you are ready to stop living small and want to start gaining momentum in your business and personal life and experience the quantum leap the top 5% in this industry have experienced, then this bit of information should really shed some light on your journey to the top!

Key Results of What the Top Real Estate Agents Do

Top producers are selling a minimum of 70 homes a year.
They all have an average of 2.78 years in real estate coaching and are actively being coached.
Surprisingly they have on average under 10 years experience in the real estate business.
In 2013 the 70 sales accounted for $695,000 in Gross Commission Income.
A large percentage of these agents live in areas that experience hard cold winter seasons. So that won’t work for an excuse to not become a top producer.
First half of 2014 they have sold 53 homes on average. For a total of $513,000 Gross Commission Income.
On average spend 5.5 hours a week prospecting and about 28% of them spend 11 hours a week prospecting.
All top producers spend a portion of 5 days a week in focused follow up lead conversion to appointment time.
Top producers have on average at least 1,000 names in their database and 22% of them have more than 2,000 names.
The top agents marketing frequency to their database is a monthly mailing, 25% bi weekly. An email monthly and a call or a text every quarter. Interesting enough 16% never called or texted their database.
43% of the top agents hold at least 5 or more open houses a month.
62% use the classic easel binder or folder listing presentation visually with their seller listing appointments.
81% of the top producers have and work consistently their geographic farm.
They attend on average 6.3 listing appointments a month and 6.6 buyer appointments a month and 48% of them use a signed buyer agreement.
The rich agent markets to their geographic farm by mail twice a month. They email their farm once a month. They target their farm with online Facebook ads and monthly or quarterly face to face door knock visits.
Top producing agents spend on average $3,300 a month on the above lead generation, not including their internet marketing strategies.
The rich agent receives 20 or more online leads a month. 31% spend less than $1,000 a month. 36% less than $2,000 a month. 8% less than $8,000 a month. 9% less than $10,000 a month on their internet lead generation strategies.
Top producers are marketing online 86% of the time on Zillow, 53% of time on Facebook, 41% of time on Trulia, 35% of time on Realtor.com , 23% of time on Boomtown or Tigerleads.
More than half of the top producers have outsourced or hired outside services to deal with their social media programs and posts.
More than half of the top producing agents have more than 26 reviews of them and their service online, in multiple areas like Google, Yelp, Linkedin etc.
All top producers are generating leads and marketing themselves consistently on Facebook, Youtube, Linkedin, Twitter and Google+.
100% of all top producers have more than one team member. 83 % have unlicensed assistants, 63% have buyer agents and 38% have marketing coordinators.

This is some incredibly good information to take and start using for your own business and see where all the opportunity is for you and your business.

Insanity is doing the same thing over and over and expecting different results. Choose to stop the insanity and take this blueprint of data and start to create your quantum leap in real estate!

If you missed them check out part #1 and #2 below…

Do More Of What The Top Real Estate Agents Do. Part 1
Do More Of What The Top Real Estate Agents Do. Part 2

Strength and courage!

Wade

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Do More of What the Top Real Estate Agents Do. Part 2

kelowna on August 20, 2014

Part 2 of What the Top 5% of Real Estate Agents are Doing that the Other 95% Should Be…

Want to know the painfully simple, relatively obvious yet almost universally ignored “secret” to why the gap between the top real estate agent and the average or struggling Realtor exists?

Ready for it???

Choice!

Yup… that’s it!

The rich agent woke up one morning (before he was rich) sick and tired of mediocrity and decided to think, be and live bigger than they have been up to that point. The top agents have the same 24 hrs, 7 days, 52 weeks but the difference is what they do with them that create the gap.

What the Rich Real Estate Agent Does and You Should Start Doing

1) Organize the Chaos – Top agents are incredibly organized and systemized or if they are not, like me thank you very much, they hire and delegate the organization and systemization of their business and embrace it! I can personally tell you that someone or something else organizing and systemizing for all of you that struggle in this area is so incredibly freeing.

2) Faith or Fear – Top agents operate from a faith and not fear mindset. They just “know that they know” that they will succeed and constantly move away from anything anyone that holds them back. They have belief in the unknown and run their business by faith vs. fear like most agents.

On a scale of 1 to 5, 1 being poor and 5 being great, ask yourself what your faith in yourself and your ability is. Are you a 1 or a 5? Do you believe that you can do and be more in real estate?

3) Take a Risk – The Rich agent is a risk taker and true entrepreneur. They move on and continue to evolve and create more and more momentum in their business. Whatever the top agent thinks will leap them to the next level and become bigger than they execute on and fail more. They embrace failure at everything they act on with a mindset of not failing but like Edison “9,999 times I discovered what didn’t work.” Execute more and fail quick!

4) Make a Plan – Top agents always have a plan, a clear distinct path of their journey in real estate. They know where they have been, where they are now, where they want to go next and how to get there, step by step.

Are you a fanatical planner? Create a strategic plan and be fanatical about your numbers. Track and measure everything. Success at a high level is simply just math. Do you know the markets numbers? Do you know your numbers?

5) What’s on Your Mind – The rich agent has a better psychology and always operate on a higher level mindset. Your personal psychology is what you say to yourself and how you move your body which in turn impacts your attitude and effects your actions and behaviors which ultimately lead to your results and success in your real estate business.

What do you say to yourself all the time? What do you think about most? Do you make good
decisions? Are you thinking about how you are going to make a dent in the universe? Control your space and environment with training, reading, listening and choosing intently who you hang around. So many top agents spend time prior to their day with gratitude exercises, affirmations, reflecting on things that made them happy the day before, reviewing their goals and taking time to visualize their future focus. Do you have that daily routine in your business?

6) Make a Bigger Net – Top agents constantly focus on growth and cast a larger net. Growth is plain and simply lead generation and having multiple sources bringing in a steady stream of buyer and seller leads for your business leads to growth. So how many streams of lead generation do you say we need Wade? Here are the numbers to measure your business by. 1-3 ways of lead generation will leave an agent struggling. 4 – 6 ways of lead generation will put you in a good agent category. The rich agent and top producers have more than 10 ways of lead generation feeding their business. Remember the money is not in the leads, the money is in the conversion to appointments!
Here are the top sources for lead generation.

Database
Farming
Open house
Direct Mail
Expired
FSBO
Advertising
Zillow, Realtor, Trulia
Facebook
Video
Email
Text
Google Pay Per Click

7) Leverage Everything – Top producing agents use leverage with everything in their business. They 3D test everything.

Do I Do it?
Do I delegate it?
Do I just dump it?

Track and measure, track and adjust and reset your goals quarter by quarter. Remember someone or something else doing it 85% as good as you would do it is leverage. You only have so much time and have to figure out how to do more in less time. A top agent plain and simply does less and does it with excellence because they have surrounded themselves with people and systems that pick up
in all the areas that they are not gifted and in their sweet spot in business.

So now you know the common gaps between the rich and top producing Realtors and all the secrets behind their success and what it is they do more of than the rest of us.

My hope and prayer for you and your business is now to choose to be more and choose play at another level in your life and stop thinking so small.

You have the map and the plan now the decision and choice is yours.

Strength and courage,

Wade

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Do More Of What The Top Real Estate Agents Do. Part 1

kelowna on August 13, 2014

Think We Have a Thing or Two to Learn From the Top Real Estate Agents?

Ever wondered why the top real estate agents are at the top?

I recently attended an event with a mentor and friend Tom Ferry and was intrigued with the information he shared on what the Rich agent (top 5%) does vs. the struggling agent (95%) and that the struggling agent simply needs to know what the Rich agent does and do more of it to reach the same level of success.

Have you ever wondered what the top 5% of Realtors do to get to this mastery level in real estate?

Are you looking for momentum?

Are you wanting a quantum leap?

Is your desire to play bigger and live bigger than you are?

In this 2 Part blog post I will share with you the most important secrets of what the Rich agent is doing and what you need to do more of to experience it all.

In Part 1, I share the 10 biggest gaps between the Rich agent and the common agent in their real estate business. As you read through the list take account as to how many of these are you doing and how many of these you are not doing. Also, rate each item on a level of 1-10. Level 10 is doing something consistently, daily and at a mastery level of skill. Level 1 is the opposite or not doing it at all.

So here are the top 10 common gaps.

1) Organized Database – The top producer has taken the time to sort, qualify and systemize a database with valuable sales and marketing information on each and every prospect. They in fact have 3 organized databases…
A) Sphere of Influence
B) Agent Referral
C) Lead Generation Prospects.
Do you have an organized database? 3?

2) Consistent Contact Of Database – The Rich agent has a daily time block (power hours) for sitting down and calling their database. Touching base and deepening their relationships and letting them know they are here to serve. Then before ending the call asking “Of all the people you know, who do you know that might be moving next?”
Do you have a consistent daily power hour(s) for contacting your database(s)?

3) Marketing Your Database – The top agent delegates or implements themselves an engaging consistent marketing strategy to their database(s) such as personal hand written notes after calls, newsletters, valuable information pieces, small gifts and tokens of appreciation, statistics, birthdays wishes, house anniversaries and on and on and on. “So Wade, what is the magic number of marketing items for your real estate database?” My answer to you is… the bigger the net, the more fish you catch. Meaning the more you add value to the database the bigger your return.
Are you actively marketing to your database(s)?

4) Geographic Farm – The mastery level real estate agent has implemented a farm lead generation system into their business. I am not talking about chickens and pigs but a specific geographic area that is experiencing over 6% turnover and creating a perception that you are the expert in that farm and potential clients would be foolish not to invite you to discuss their real estate business with an expert like yourself.
Do you have a geographic farm lead generation program in your business?

5) Open House Conversion – The Rich agent doesn’t do an open house for the sake of open houses, they do them at the mega open house level and focus on the lead conversion of their open house and NOT the lead generation. Are you displaying 20 open house signs around your open house? Do you have engaging value proposition questions to convert the lead into a buyer appointment? Do you do open house for the sake of open house or do you open house for lead conversion and buyer appointments? There is a difference you know.
Is it time to work on Open house conversion with you and your business?

6) Online Lead Generation – 94% of consumers are going to the internet first. The top agents know they need to be continually lead generating for appointments and why not have a strategy where all the fish are, like the internet? Are you using Zillow, Trulia, Realtor, Google Pay Per Click, Boomtown or Tigerleads? These are just some examples to create more online lead business.
Is it time to invest in online leads and generate more appointments with buyers and sellers in your business?

7) Niche Lead Generation – We have all heard it is better to be known as an expert at something than just average at everything like most agents. The top level agents are known for their niche and expertise. They focus on lead generation in their niche online and offline. Consumers look for the expert and not for the everyday agent.
Do you market as an expert to a specific niche? Is it time for you to consider niche lead generation for your business?

8) Listing Appointments – The rich agent is the agent with all the listing inventory. The have the home inventory in listings and the people inventory in names and contacts in their databases. More names mean more appointments. More listings mean more spin of buyers and sellers.
What number of listings are you carrying? Are you creating enough listing appointment leads to build your inventory? Is it time for you to implement listing leads and listing appointments?

9) Listing Appointment Conversion – Most agents take the time to create listing seller appointments but the money is not in the appointments but in the conversion. Top agents have the tools and systems in place to generate a high conversion rate on their appointments.
What kind of pre listing package do you have? What type of listing presentation do you have? What is your listing appointment conversion rate? 7 out of 10? 9 out of 10? Do you know how to engage and sell the benefits of a potential client doing business as a seller with yourself, with your company and to get them to do it now? Is it time for you to work on your listing appointment conversion for your business?

10) Buyer Appointments – The rich agent has a steady stream of buyer appointments. Their lead generation systems online and offline are allowing them to qualify hard their buyer leads and set up for buyer appointments.
Do you have a steady stream of buyer leads to be able to pick and choose to work with motivated and qualified buyers only? Do you have a pre buyer package? Do you have a buyer presentation? Are you signing your buyer to buyer agreements and not rolling the dice each and every time? Do you think it is time for you to create more buyer leads and a buyer agreement conversion method into your business?

Take the time to really assess your own business and the gaps you have that are holding you back from experiencing a mastery level in your real estate business.

I encourage you… don’t just sit and wait for something to happen with your business… take action and create a quantum leap in your business. Start with one gap at a time and build from there.

Is it time to stop living small?

Is it time to close the gaps?

Feel free to email me any questions you have on how to close “your gaps”… I am here to help and serve.

Make sure you come back next week when I share more of the things the rich agent does that you need to do more of.

Strength and Courage

Wade

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